江铃汽车销售业务DMS系统建设的研究

上海交通大学硕士学位论文江铃汽车销售业务DMS系统建设的研究姓名：邓君申请学位级别：硕士专业：工商管理指导教师：徐博艺20070128DMSWTO0203DMSDealerManagementSystemDMSDMSDMSDMSDMSDMSDMSDMSTHERESEARCHOFJIANGLINGMOTORCOMPANYFORCONSTRUCTINGDEARLERMANAGEMENTSYSTEMFORSALESBUSINESSABSTRACTWithChina’sentrytoWTOandthegreatgrowthofeconomy,Chinaautoindustryincreasedrapidlyin2003and2004.However,thesucceedingdisadvantageousfactorssuchasmacrocontrols,oilpriceandenvironmentrulesquicklydecelerateChinaautoindustry.Whilefiercecompetitionscontinuouslyloweredvehicleprice,Chinavehiclemanufacturersmoreandmorerecognizedtheimportanceofaftersalebusiness.Inthissituation,Chinavehiclemanufacturersthatwereactualcontrollersofautoindustrychainmustadjusttheirsalesandserviceschannelandcooperatedcloselywiththeirdealerstochallengecompetitions.Moreover,theexcellentaftersalesalsocanextendthebrandofvehicleandimprovetheroyaltyandconfidenceofcustomers.Butastomanagementinformationsystem,thecompanyinternalITsystemsthatcanonlyresolveitsinternalbusinessproblemsseldomconsiderthecooperationbetweenautocompanyanditsdealersandthereforecannotbeadaptedtothetrendofautocompany’sregulatingthesalesbusinesschain.TheemergenceofDMS(DealerManagementSystem)justsupportedthetrend.DMSbridgesthetwopointsofvehiclemanufacturersandtheirdealersandmakestheircloseco-operationsinthesameinformationplatformpossible.ThethesisfirstlyreviewstheautoindustrydevelopmenthistoryanddiscussesthedifferencebetweenChinaautoindustryanddevelopedcountry’s.Secondly,thethesisstudiestheideasandadvantagesofDMSindetailandanalyzespossibilityofDMSinChinaautoindustrytoday.WiththecaseresearchofJianglingMotorCompanyconstructingDMS,thesystemfeasibility,technologyarchitecture,businessblueprint,implementationplanarediscusseddetailedly.ThepossibilitiesofapplyingDMSinotherindustryarealsoanalyzedatlast.KEYWORDS:autoindustry,salebusiness,informationsystem,cooperation2001WTO0203352004BuickCareQualityCareDMSDealerManagementSystemDMSDMSDMSDMSDMSDMSDMS2003DMSDMSDMS200612162006121620061216MBADMS1100501.1191908T5003001/41/10T19131230MBADMS23199580%54%25%18%16%59%320-2540-501500450001893100202020100192020IT11TABLE1-1DifferentstageofMotorIndustryMBADMS3(1)()(2)()(3)80,30%2020011.2%BMWHONDAMAGNA5%MBADMS470J.DPower199920%20%60%1.21.2.150501194919651956733416115691965291715219661982198022.21965MBADMS55.4819661980163.919801691483198330“”199220050.00100.00200.00300.00400.00500.00600.000.00%10.00%20.00%30.00%40.00%50.00%60.00%70.00%80.00%90.00%100.00%106.2129.7135.3145.3147.5158.3162.9183.2206.8234.2325.1444.4507.0570.722.134.327.391.517.322.9112.4612.8813.2538.8136.7014.1012.571992199319941995199619971998199920002001200220032004200511902001WTO20041119952005FIGURE1-1NationalAutomobileProductionTrend1992-2005MBADMS61.2.2(1)19822070(2)198219911982719832033221987702090(3)199219951992155955MBADMS719974S1998405070200020044S4S4S1.3501)MBADMS82)1%3%-5%50-60202.6%9.8%3)37%43%8%12%39%21%7%33%20%20%50%60%140027%200597020101900MBADMS91.460CAD/CAMCAPPERPCRMIntranetERPB2BB2B/MBADMS10InternetCRM///MBADMS11DMS212.1CRMCRMCRMCRMCRMCRMCRM4SSaleSparepartServiceSurveyCRMMBADMS122.2DMS2.2.1DMSITInternetDMSDealerManagementSystemERPDMSDMSERPCRMQMS(QualityManagementSystem)DMS//DMSInternet21DMSFIGURE2-1StructrueofDMSMBADMS13DMSDMSEDI(ElectronicDataExchange)EDIEDIDMSEDIDMSDMSDMSDMSERPDMSCRMDMS/DMSDMS/DMSCRMDMS1CRMCRM2QMS()PDM()6SimgmaFEMA8D3ERPERPDMSMBADMS14DMSERPDMS2.2.2DMSDMSB2B/1)DMS1/2DMSDMSCRM2)DMSDMSDMS/2.22.2.1DMSMBADMS151)2)()3)4)5)0%10%20%30%40%50%22FIGURE2-2ProfitMarginAnalysisofAutoIndustryinChina2004MBADMS164S1990DMS2.2.2/DMS//DMSMBADMS176200502003100040DMSDMS///23FIGURE2-3AnalysisofAutoIndutryinChinabyFive-forceModelMBADMS18DMSDMSDMSMBADMS19DMSDMSDMSDMSDMS3.13.1.11993(Transit)(ISUZU)NTFJMC4J19931996B30%20046520%20057300060MBADMS2020012010020000400006000080000100000120000140000160000200120022003200420052006200720100204060801001201401601803.1.24S8050300703120012010FIGURE3-1SaleTrendofJMCfrom2001to201020062010MBADMS2120055%9%52%18%6%4%6%(Transit)(ISUZU)NTFJMC5000ISUZU80ISUZUJMC200525JMC73%ISUZU2322005FIGURE3-2RegionSaleLayoutofJMCin20052005MBADMS22IVECOTransitTransitIVECO332005FIGURE3-3JMCMajorLightBusCompetitorsin2005342005FIGURE3-4JMCMajorLightTruckCompetitorsin2005MBADMS234303.23.2.11997QADMFGPROERPMFGPRO2000MFGPROMFGPROInternetERPMFGPRO1SVO()2236000MBADMS243.2.2//2003BuickCareQualityCareFriend2003JMCCareJMCCare/1)/JMCCare2)3)4)/5)6)7)/3.2.3DMSMBADMS25DMSDMS1234/DMSDMSDMSDMS/DMSJMCCare123456789101112JMC/DMSDMS35DMSFIGURE3-5JMCDMSBusinessBlueprintMBADMS26DMS3.2.4DMSDMSJ2EEJ2EEMVCDMSDMSDMS-ASCDMSDMS-JMCDMSIBMWebsphereApplicationServerJ2EEIBMMQServerOracle9i36DMSFIGURE3-6JMCDMSArchitectureOverviewMBADMS27/ISPDMS1DMSVPNDMSDMSIBMWebsphereApplicationServerIBMMQServerOracle9iDMSJ2EEIT2DMSDMS1MbpsInternetHTTPSDMSInternetDMSDMSDMSJ2EEDMSDMSIEInternetIEIEDMSDMSJMCIEJMCWebServerDMSDMSJMCWebServerIPVPNDMSIBMWebshpereMQServerMBADMS28IBMWebsphereServerIBMWebsphereMQServerOracle9i9DMS/3.3DMSDMSDMS/DMS1//JMCCareDMS/2CRMDMSCRM3B2BDMS4/VIJMCCare/VI/JMCCareVIDMS5CRMCRMCRMMBADMS29CRMERPCRMDMSCRM/CRM6DMS7JMCCare4S8/DM