附錄一 The Develop course of Chinese auto industry New century and Chinas new status in the international economy pattern, Give and idea bring unprecedented direct, steps the impacts of sex change China No. every. How does the auto industry develop one by one under this kind of situation? And how many states is marketing have been automobile market China? We review the evolution of the Chinese auto industry and Chinese marketing of automobile at first. Chinese auto industry passes the development of more than 40 years, can divide into several stages, There are several kinds of method of segmenting differently at developing stage about the auto industry, but similar basically. Recently, A research of cooperating with German masses to carry on in the State Planning Commission has used this classification. First, the development course of Chinese auto industry 1、 The first stage( - 1978s past 1953); Establish the basic stage of Chinese auto industry. At this stage , formed the auto industry relying mainly on medium-sized cargo truck and production system of the related industry tentatively. Will it be July 15 one year, one Vehicle Manufacturing Factory in Changchun of Jilin Province city build, Mark that Chinese auto industry begins to start. Beijings, the motor repair shoppers of place at single an shied automobile repair factory development for modeling the automobile factories of automobile Shanghai, Nanjing, Jinan,etc. Period, build two Vehicle Manufacturing Factory especially the Cultural Revolution, Become 2.5 tons and 5 tons of cargo truck production bases, Have also built up a batch of automobiles factories, such as the automobile factory of Shanxi and automobile factory of Sichuan,etc.; Second, independent development produces the series of products in order to rely mainly on the fact that need the car . 2、 ( 1979-1993 years) at second stage : The fast developing stage of auto industry. The auto industry exchanges and cooperate to the outside one by one, importing foreign capital energetically and technology. One 1987, the State Council determine accelerate and develop car the development strategies of industry, And determine that three is big, the production base of car three small. Defined two minicar production bases again after this. Automobile production scales expand rapidly, the output increases comparatively fast. And determine that three is big, the production base of car three small. Defined two minicar production bases again after this. Automobile production scales expand rapidly, the output increases comparatively fast. Product structure is improved obviously one by one. Wholes engineering level of auto industry raise. 3、 Stage( so far 1994)s: The auto industry begins to step into steady developing stage. The State Council issued industrial policy of auto industry formally in July of 1994, it was significant to guiding, standardize the Chinese industrial development of automobile. The auto industry founds the factory, messy repeatedly one by one the momentum that the project is on is contained, The economic benefits of the scale begin to present. Product structures improve further. Consumer market of automobile structures the great change takes place. Enterprise of automobile the focal points of competitions begin and turn to products level, performance and the competitions of quality. One implements the consumptive credit system of automobile with paying by instilments and purchase the car at the core at the beginning. We find out of these a piece of classifications, one that is in the third stage latter half of, Have just presented two words of market. In fact, it is the later one that the Chinese auto industry knows the market. Reviews the development of the auto industry, one period after the reform and opening up to the outside world is a piece of important time, At the classification one stage one years of planning commission, China experience and seal train economize on fuel by auto industry, With the fixed output quota of the oil, with the fixed output quota of steel, import the course of waiting for on a large scale, The ones that have experienced and jointly operate with production domesticization have washed and smelting . However, the sound of the market is very small, what is the developing goal that auto industry determines? Opening the first yearbook of Chinese auto industry, in 1983, the rich refined minister proposed on behalf of the automobile trade: The core of the total goal of auto industry is: There should be a generation of modernized regeneration products, namely the products which would produce in the 1990s the beginning of the eighties, Realize on the basis of this that the output doubles. There are not two words of market in this core. Lead to the fact that a car economizes on fuel, it is to have insufficient understanding of function and prospect of the industrial development of automobile with the thought foundation of the fixed output quota of steel, At the beginning of the eighties, leaders said: Petroleum well go and make chemical fiber act as agricultural clothes, let automobile cook in vain. The cement pitch that becomes ton does not build the house, pour on the road in vain, this is a typical thought of food and clothing stage. There is experts leadership that proposes that the expressway is a result of the capitalism, unsuitable China too. Some setbacks in the Chinese industrial development of automobile, cannot but say that is involved in the understanding, In order to correct these understanding, a pair of tuition fee take and produce .So the auto industry cared at that time: Define the position, increase the project , make the large- scale production, Produce jointly, introduce technology, digest and assimilate, Realize production domesticization. We have really obtained a lot of achievement, in function position of the industrial development of automobile, Of the plan, establish the auto industry for the pillar industry for the first time one seventh one year. Having determined in the production base of car three small that three is big in 87, two was little after increasing shortly afterwards. Eight a piece of enterprises that joint-venture introduce technological productions, make auto industry whole competences a step, Having reached even exceeded the level in the eighties of the world basically, the production scale was expanded, The high starting point that product structure changes, the engineering level improves, have been realized basically, The goal that in enormous quantities, take the specialized road. Watch from users target, in the past public money purchase outstanding situation car in one year, 83 years later, along with the development of urban collective economy, the individual in urban and rural areas, The increase of the specialized household, users target begins to change too. However, just as we have insufficient understanding of industrial development of automobile, our development of the automobile market is insufficient. In market automobile, we have one to improve process of cognition too. At the beginning of the eighties, people had not realized that the minicar was a piece of extremely promising products, Put forward a lot of queries in developing the minicar, even object to developing the minicar, The minicar is the fastest-rising style now. People have not thought of either, the motorcycle is a dark horse, the output occupies the first of the world high, The more unexpected one is, an agricultural vehicle -What foreign country does not have, we have, and can be within short a few years, Reaches output 2 million. About the personal car purchase, some understandings view objected to have existed all the time. In 85, when we point out popular car to surveys and study and develop according to the State Council, A lot of people all thought that had a fantastic idea, inconceivable, until 1992, At discussing car market, somebody propose car enter impossible family by a large amount of. In fact, the paces of entering the Chinese family of the car have already begun. However, because different fields know and differ to this, automobile become Tang Monk meat already, Department concerned statistics show automobile have tariff one nearly of fee, administrative to limit, If several years ago Beijing implement little to arrange quantity car and eight a of a passenger train of single competent limit even submerses in the ringsides, But unit of office all right application to get passes, this year, Changan street limit both sides pass through by train, Very short luckily. A piece of form even numbers, come as a hard blow at to go back the good momentum of 212 markets, and the new index of environmental protection implemented in Beijing, Have good thing plan and coordinate first and make situation of sale prosperous little cold to fall and get off cars, In the countryside of suburb of Beijing, have just begun to enter the little car, the peasants of 212 stages, have to get back to and pollute even more, consume energy even more again, Less safe agricultural car, hand tow era. The gratifying one is, the auto industry faces a new development opportunity, on one hand, The country begins to rectify the unreasonable automobile and have tariff fee strictly, a more main one is to put forward concept and policy of expanding domestic demand, The economist realizes the automobile in looking for the course of prescription of expanding domestic demand, It is neither especially automobile who public money consumed nor an important content. Then, the development environment of the auto industry is hopeful to improve thoroughly. Under this kind of situation, marketing mode will become the basic content of the tactics of market of each enterprise of automobile trade. We can carry on the division at stage for the automobile market too: Stage plan stage of assigning one by ones( one 1978): The characteristic at this stage is that the products plan to assign strictly, sold in unison by the electromechanical department of goods and material, Production division of automobile production, this enterprise of stage direct marketing automobile. Stage plan stage of transforming into market economy one by ones (will it be one 1992 1978): This stage characteristic is: The plan dropped year by year, dropped to 15% in 1992, the market began to play a decisive role. Besides, though the automobile market rises to fall, rely mainly on sellers market overall, An important characteristic is that the sale of automobile becomes the high profit trade, the sale of automobile company emerges in a large amount, Not merely former to have state-run main channel development scale energetic and spread and layout, war industry, agricultural machinery enterprise succeed and transfers to another work and sell train systematically, The individual economy enters the sale of automobile field too. In order to prevent the confusion, have issued automobile having a monopoly in and policy of power of management of car, Standardize the market with the administration means. Stage buyers market stages s( - 1992): The basic characteristic is the lasting depression of market, the profit on sales is reduced, the market competition is violent , Many kinds of marketing methods appear , pay by installments , lease, rent the new way of selling etc to develop rapidly. In middle period of the eighties, there was marketing channel of state-run automobiles in China, Goods and materials and cant sell the China vapor trades, electromechanical systems of departments last system at auto industry that transform systematically by automobile fittings( in last system at vapors ). On later stage of the eighties and middle period of the 1990s, formed several great systems of sale of automobile progressively. Generally divide into: 1.state-run main channel: Israel and Chinas vapor trade sell and sell the system for representatives auto industry for representatives vapor of goods and material electromechanical system and Israel and China. Translated result 2.factory system: The ones that relied mainly on factory of the host computer and set up are own, pool the system. 3.ministries and commissions system: Israels civilian production by the defense industry ministries and commissions are as representatives ministries and commissions system such as weapon, aviation, space flight, etc. 4.automobiles trade market: The automobile rising in all parts concentrates the trade place. 5. Others. There are unique places in the automobile market of China, there are social distributors first, afterwards factory of host computers sells the automobile, China approve and acknowledge these distributor by common people, these distributor and regular relation factory host computer. Then a kind of situation appears, when the automobile sells well, the distributor complains that the factory of the host computer does not implement contract , Not delivering on time , when the automobile is unsolvable, the factory of the host computer does not think again distributors sales are capable, Cant finish the plan of contracts . A outstanding one to sell commercial city vie for goods that are in great demand sell, confusion to lead to the fact automobile market, Display and have several points mainly: 1.price confused. 2. finished products the circuitous it is the floating. 3.after- sale services without guarantee. 4. the unable to carry out in tactics in host computers the marketing of factories. The returned money is difficult, the bad debt happens while repudiating a debt. In middle period of the 1990s, it changed the confused state that people began to re-recognize automobile market and resolution. The industrial policy of auto industry which the State Council issued was pointed out clearly in 1994: The total output of the automobile should satisfy the more than 90 per cent need of the domestic market in 2000( the first). The country encourages individuals to buy the automobile, and will make the concrete policy in good time according to the change of the market structure of consumption of development of the auto industry ( the 47th). Encourage whether in the world and mode set up sale of goods system and service system after sale by oneself current principle industrial enterprise automobile( the 50th). However, improve situation that form already is than establishing and need more paying, Over the past several years, factory for setting up and implement and unify host computers the marketing systems of tactics make enormous efforts, However, problems do not get settlement completely yet. At the situation, one joint venture in common use Shanghai and ones own country of Guangzhou took the brand-new marketing mode new two a of cars 1999, Implement the limited method that acts as agent in the area, choose several limited enterprises every, Each enterprise invests several numerous up to ten million of the great amount of fund, set up the monopolized shop system. Monopolized shop sell one a of cars only, solve who easy to sell who s problem does it cost, deposit foot support the car after the goods first, Have solved the difficult problem of the fund, the limited monopolized shop of turning round, cant fry arbitrarily or demand a lower price arbitrarily, Sold and reduced the round transport of the products in the dividing area. However, because products little batch, need great amount of profit to guarantee the returns on investment, Because it is tense to supply, because the states of Chinese consumer and distributor can not totally forbid circuitously with the profiteering. At present, China has already begun to implement the monopolized shop system of the automobile, has already had practice of a few years too to sell the car to pay by installments. And play a greater and greater role. This is a foreign ripe mode, sell the car in the new developing department store in the world, China has already appeared too, the e-business of automobile is tried to some extent at home too at the same time. Like whole Chinas economy, auto industry, especially marketing of automobile, When new century will come and in front of 0 WT, face and catch up with and catch up with the problems of advanced international standards too. How to study international advanced experience, especially what ones own country and this enterprise reality of combining international advanced experience, It is the question that every automobile manufacturing company should study, It is even more the question that the masses of distributors should pay close attention to. At the present stage, the current situation of consumer demand of automobile of our country. The market is the circulation of commodities and distributing centre exchanged, and a tie of binding production and consumption. The marketing activities of modern enterprises must be market-oriented, need something on the market, enterprises just produce anything. If enterprises want to obtain development, besides understanding the market correlated with enterprise, will do a good job of research of the market even more, the focal point is to do a good job of market demand of research. (1) Consumer purchase desire current situation Beijing old vision social economy of automobile investigate Co., Ltd. to having families that buys purpose to mainly buy targets to make and suit well specially correctly Check. Whether investigate structure order it arranges to be according to priority that buy. The primary importance is the household appliances ; The second is the house; The third is computer , furniture , automobile ,etc. According to investigation result, the purchase desires to the automobile of people are not very strong, will consider buying the automobile only after they have houses. Will it be spring 2000, Chinese auto industry association m