Research On Revenue Management Of FAW Jiefang Automobile Co.,Ltd.

The importance and strategic significance of revenue management research to the company's development is becoming more and more significant.Most senior managers of the company have realized the importance of revenue management for the survival and development of the company.“Revenue control” is not a special task for the company,but rather a strategic and operational level for the entire company.Research and positioning of revenue management from the company's strategic level has been the subject of common development among mainstream auto companies in the world.Any company that wants long-term healthy development must have a sustainable profitability.From 2019 to 2021,the sales target of FAW Jiefang Automobile Co.,Ltd.increased from 346,000 to 384,000,and the profit target increased from 3.2 billion yuan to 4 billion yuan.In the increasingly fierce market competition situation,sales targets and profit targets have increased year by year,which poses a serious challenge to the capabilities of FAW Jiefang Automobile Co.,Ltd.organizations.In order to complete the revenue target of FAW Jiefang Automobile Co.,Ltd.in the next three years,it is necessary to formulate a set of scientific and reasonable income management methods and measures.This paper first describes the general situation of income management of FAW Jiefang Automobile Co.,Ltd.,sorts out the status quo of revenue management,points out the problems of income management,and the causes of problems from the perspectives of price management,cost management,system and process.Conduct an in-depth analysis.Next,through the research on the theoretical knowledge and methods related to revenue management,combined with the causes of various problems,the solution measures for the income management problem are formulated,and the ability of the income management system of FAW Jiefang Automobile Co.,Ltd.is comprehensively improved.Aiming at the problem that the terminal sales price acquisition channel is weak,the terminal sales price monitoring mechanism is established to obtain the terminal sales price information from time to time,and the information acquired in each dimension is mutually verified to improve the reliability of the data.For the problem of weaker summary and analysis of price information,the price information collected by the terminal price monitoring system is analyzed by establishing demand sensitivity analysis,which makes price adjustment and sales volume change more accurate.Aiming at the problem of weak life management level in the whole life cycle,through establishing the profit feasibility analysis mechanism,the various types of work to be carried out in the product planning stage are clarified and corresponding methods are proposed.By determining the target sales price and determining the target sales price,The cost estimate of the whole vehicle and each functional module determines the target profit and target cost of the key models,and improves the product life cycle cost management level.In view of the problem that the cost control is not refined,a value engineering system is established to analyze the function and cost of the product,so that the product can realize its basic functions and minimize the whole life cycle cost of the product,thereby increasing the product value.In view of the problem of not yet establishing a special price decision-making body,the effect and efficiency of vehicle pricing decisions are enhanced by establishing a three-level price decision-making mechanism.In view of the lack of control nodes and revenue evaluation standards in the new product development process,the “revenue door” management system was established to make the evaluation of various control indicators in the product development process reasonable and improve the accuracy of cost management.The research and analysis results of this paper can play a certain supporting role in the realization of the overall strategic goal of FAW Jiefang Automobile Co.,Ltd.,and maximize the company's revenue through scientific revenue management,and support FAW Jiefang Automobile Co.,Ltd.to achieve enterprise value and achieve better development.