{"id":29777,"date":"2023-09-28T07:41:34","date_gmt":"2023-09-28T07:41:34","guid":{"rendered":"https:\/\/office.autobiz.com\/?p=29777"},"modified":"2024-03-28T15:16:12","modified_gmt":"2024-03-28T15:16:12","slug":"ottimizzare-le-vendite-a-commerciante","status":"publish","type":"post","link":"https:\/\/office.autobiz.com\/it\/article-vo-it\/ottimizzare-le-vendite-a-commerciante\/","title":{"rendered":"Come ottimizzare le vendite a commerciante?"},"content":{"rendered":"\t\t<div data-elementor-type=\"wp-post\" data-elementor-id=\"29777\" class=\"elementor elementor-29777 elementor-28831\" data-elementor-post-type=\"post\">\n\t\t\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-ae2a7c6 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"ae2a7c6\" data-element_type=\"section\" data-e-type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-196c317\" data-id=\"196c317\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-757e8ff elementor-widget elementor-widget-text-editor\" data-id=\"757e8ff\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><strong>Quali feedback hai rilevato sul campo per quanto riguarda le vendite B2B?<\/strong><\/p><p><em><strong>Aur\u00e9lien B\u00e9niguel<\/strong>: Se il canale B2C \u00e8 pi\u00f9 complicato quest&#8217;anno di quanto non fosse nel 2021 o nel 2022, i professionisti con cui lavoro mi riportano una situazione ancora peggiori per le loro vendite ai professionisti.<\/em><\/p><p><em>Sia che vendano tramite piattaforme di asta o direttamente ai commercianti, i gruppi mi dicono che gli acquirenti sono molto pi\u00f9 cauti. Prevedono principalmente vendite finali pi\u00f9 lunghe e integrano questa rotazione supplementare riducendo i loro prezzi di acquisto. Alcuni mi parlano di margine commerciale dimezzato rispetto allo scorso anno!<\/em><\/p><p><strong>Come reagiscono nel quotidiano?<\/strong><\/p><p><em><strong>AB<\/strong>: Vedo fondamentalmente tre tipi di adattamento tra i gruppi di distribuzione.<\/em><\/p><p><em>Alcuni cercano di ribaltare il calo dei prezzi sui loro clienti al momento della permuta del veicolo o al termine della locazione. Ricostituiscono cos\u00ec i loro margini, ma si assumono il rischio di ridurre la trasformazione sulle vendite del nuovo.<\/em><\/p><p><em>Tuttavia, poich\u00e9 anche l&#8217;acquisizione degli ordini \u00e8 pi\u00f9 complicata quest&#8217;anno, altri professionisti a cui ho fatto visita vanno nella direzione opposta e accettano di abbassare i loro margini. D&#8217;altra parte, lavorano sulla sostanza dei loro processi lanciando progetti sulle scadenze di vendita e sulla logistica. Cercano di ottimizzare il peso dei loro costi fissi per recuperare la redditivit\u00e0.<\/em><\/p><p><em>Ma anche qui l&#8217;argomento non \u00e8 cos\u00ec facile da affrontare, soprattutto quando si conoscono le sfide logistiche globali che il nostro settore sta vivendo. Constato anche che alcuni movimenti pi\u00f9 radicali lanciati l&#8217;anno scorso si stanno generalizzando. Si parla qui dei gruppi che passano da una strategia &#8220;solo aste&#8221; o &#8220;solo commerciante&#8221; a una visione mista. Il vantaggio principale di questo approccio \u00e8 quello di avere pi\u00f9 competizione per veicolo e quindi di fare scelte ottimizzate di coppia margine\/durata di vendita effettiva per veicolo usato.<\/em><\/p><p><em>Molti grandi gruppi hanno gi\u00e0 annunciato l&#8217;anno scorso che adottano questa strategia per aumentare i loro margini in un mercato in crescita. Ora che i margini stanno diminuendo, posso dirvi che molti altri operatori hanno grandi cambiamenti in corso nelle vendite B2B.<\/em><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-085e82a elementor-hidden-tablet elementor-hidden-mobile elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"085e82a\" data-element_type=\"section\" data-e-type=\"section\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-b4550b2\" data-id=\"b4550b2\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-ad64e62 elementor-hidden-phone elementor-widget elementor-widget-heading\" data-id=\"ad64e62\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Le soluzioni menzionate<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-74bd64d elementor-hidden-desktop elementor-hidden-tablet elementor-widget elementor-widget-heading\" data-id=\"74bd64d\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">La solution mentionn\u00e9e<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<section class=\"elementor-section elementor-inner-section elementor-element elementor-element-eecc8b1 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"eecc8b1\" data-element_type=\"section\" data-e-type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-33 elementor-inner-column elementor-element elementor-element-ee859ba\" data-id=\"ee859ba\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap\">\n\t\t\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t<div class=\"elementor-column elementor-col-33 elementor-inner-column elementor-element elementor-element-a43b3d4\" data-id=\"a43b3d4\" data-element_type=\"column\" data-e-type=\"column\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-1bb568a elementor-widget elementor-widget-image\" data-id=\"1bb568a\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<img decoding=\"async\" width=\"444\" height=\"81\" src=\"https:\/\/office.autobiz.com\/wp-content\/uploads\/2022\/07\/logo_autobiztrade.png\" class=\"attachment-large size-large wp-image-23353\" alt=\"\" srcset=\"https:\/\/office.autobiz.com\/wp-content\/uploads\/2022\/07\/logo_autobiztrade.png 444w, https:\/\/office.autobiz.com\/wp-content\/uploads\/2022\/07\/logo_autobiztrade-300x55.png 300w\" sizes=\"(max-width: 444px) 100vw, 444px\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-2a292b2 elementor-widget elementor-widget-text-editor\" data-id=\"2a292b2\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Con\u00a0<b>autobiz<span style=\"color: #00693b;\">Trade<\/span><\/b> seleziona i tuoi canali di vendita e ottieni i migliori prezzi per le tue permute.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t<div class=\"elementor-column elementor-col-33 elementor-inner-column elementor-element elementor-element-f90ff4a\" data-id=\"f90ff4a\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap\">\n\t\t\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<div class=\"elementor-element elementor-element-879ae76 elementor-align-center elementor-mobile-align-justify elementor-widget elementor-widget-button\" data-id=\"879ae76\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"button.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<div class=\"elementor-button-wrapper\">\n\t\t\t\t\t<a class=\"elementor-button elementor-button-link elementor-size-lg\" href=\"https:\/\/office.autobiz.com\/autobiztrade\/\">\n\t\t\t\t\t\t<span class=\"elementor-button-content-wrapper\">\n\t\t\t\t\t\t\t\t\t<span class=\"elementor-button-text\">Scopri<\/span>\n\t\t\t\t\t<\/span>\n\t\t\t\t\t<\/a>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-e883d4e elementor-widget elementor-widget-spacer\" data-id=\"e883d4e\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"spacer.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-spacer\">\n\t\t\t<div class=\"elementor-spacer-inner\"><\/div>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<\/div>\n\t\t","protected":false},"excerpt":{"rendered":"<p>Quali feedback hai rilevato sul campo per quanto riguarda le vendite B2B? Aur\u00e9lien B\u00e9niguel: Se il canale B2C \u00e8 pi\u00f9 complicato quest&#8217;anno di quanto non fosse nel 2021 o nel 2022, i professionisti con cui lavoro mi riportano una situazione ancora peggiori per le loro vendite ai professionisti. Sia che vendano tramite piattaforme di asta [&hellip;]<\/p>\n","protected":false},"author":27,"featured_media":28873,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"categories":[110],"tags":[],"class_list":["post-29777","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-article-vo-it"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v26.8 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Come ottimizzare le vendite a commerciante? - autobizOffice<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/office.autobiz.com\/it\/article-vo-it\/ottimizzare-le-vendite-a-commerciante\/\" \/>\n<meta property=\"og:locale\" content=\"it_IT\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Come ottimizzare le vendite a commerciante? - autobizOffice\" \/>\n<meta property=\"og:description\" content=\"Quali feedback hai rilevato sul campo per quanto riguarda le vendite B2B? Aur\u00e9lien B\u00e9niguel: Se il canale B2C \u00e8 pi\u00f9 complicato quest&#8217;anno di quanto non fosse nel 2021 o nel 2022, i professionisti con cui lavoro mi riportano una situazione ancora peggiori per le loro vendite ai professionisti. 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Aur\u00e9lien B\u00e9niguel: Se il canale B2C \u00e8 pi\u00f9 complicato quest&#8217;anno di quanto non fosse nel 2021 o nel 2022, i professionisti con cui lavoro mi riportano una situazione ancora peggiori per le loro vendite ai professionisti. 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