PCP or TCM? (private contract purchase and trade cycle technology are the same things?)

The current market situation has prompted many car manufacturers to use multiple purchase systems useful, not only to create accessibility, but also to "retain" the customer, creating the basis for a more lasting and synergic with its customers. At the base of all there is the system of half-car, that is, the ability to engage only with the payment of a part of the car postponing, to a not too distant future, a chance to decide what to do with the rest.

However, the simplicity of mathematical financial system, does not coincide with the same facility to make it an profitable and effective sales toll.

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Forse cercavi: Infatti molte case automobilistiche ci sono sconti con la vendita del “finanziamento” maxi rata, accorgendosi troppo tardi che non bastava averlo nella propria disponibilità per garantirne la vendita e il successo atteso. L’approccio corretto infatti, prevede di affrontare il sistema d’acquisto attraverso un attenta analisi delle implicazioni a cui può dare vita l’accelerazione dei cicli di sostituzione, sia da parte del sia da parte del cliente.

Indeed many car manufacturers have clashed with the sale of the "financing" maxi rata, realizing too late that it was not enough  its availability to ensure the sale and the expected success. The correct approach in fact, expected to address the purchasing system through a careful analysis of the implications of which can give rise acceleration substitution cycles, both on the part of the dealer  than from the customer.

Constant supply of fresh used cars with few kilometers, stock rotation of the used cars in function of the policies related to forced implementation of registrations, possible variations of the value of the trade-in and price policies ever more aggressive on new cars, are just some of the problems the dealer must address if he wants to generate profit from the use of these purchase systems; reticence to pay a constant rate without interruption, the gain realized at the time of resale, and the habit of possession are some of the considerations that the customer meets to switch from purchasing traditional to PCP (personal contract purchase).

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Forse cercavi: Approvvigionamento costante di usare auto e poco chilometrate, rotazione delle vetture usat anche in funzione delle politiche legate alla forzata realizzazione di immatricolazioni, possibili variazioni del valore della permuta nel tempo e politiche di prezzo sempre più aggressive sulle vetture nuove, sono solo alcuni dei problemi che il dealer deve saper affrontare se vuole generare profitto dall’utilizzo di questi sistemi d’acquisto

The concept of loyalty, therefore, often clashes with ac opportunistic sale and end in itself and end in itself, far from any line branches which that is not only than that of the financial gain and usually only to the detriment of the customer, like a unspeakable danger that he considered may have an advantage that it is not simply to enjoy the pleasure of a new car more often.

In summary we can say that, without an overall view of the system and without a strategy to consolidate, in the culture of the dealer, some functional concepts to the true loyalty, the system is meant, if not to fail, at least not to bring the expected results: this is what we have learned from Half a Car, the company that gave origin to the disclosure of techniques and processes that are still critical to the success of the program and who were tested by its founder J.E. Wolfington (https://www.amchs.org/barryaward/wolfington.html)  in many years of experience, acquired in major global automotive markets.