Features of the Russian business in the segment of the sale of auto parts are disclosed. The structure of the market is analyzed, its main subjects are designated. The specifi cs of the infrastructure of the auto parts market in Russia are considered, an analysis of pricing in the b2b segment of auto parts in Russia, both domestic and foreign manufacturers, is given. The risks and benefi ts of offl ine and online e-commerce auto parts sales management in Russia are identifi ed.
Keyword: b2b, b2c, aftermarket; distribution company; car services; large network companie;, medium and small businesses; consumer; medium business; Transactional trade; Consultative trade; Enterprise trade; e-Commerce.
References
- Baharev I. Rynok avtozapchastej v rossij skom eCommerce: igroki, problemy, specifi ka [Jelektronnyj resurs] // E-PEPPER: [sajt]. URL: https://e-pepper.ru/ news/rynok-avtozapchastey-v-rossiyskom-ecommerce igroki-problemy-spetsifi ka.html (data obrashhenij a 10.06.2019 g.).
- Kratkij obzor i osnovnye vyvody [Jelektronnyj resurs] // Avtomobil’nyj rynok Rossii i SNG: obzor otrasli. URL: https://ru.investinrussia.com/data/fi les/sectors/ avtomobilnyi-rynok-rossii-i-sng.pdf (data obrashhenij a 24.12.2019).
- Miroshnichenko D. Obzor rynka proizvodstva i prodazhi avtozapchastej [Jelektronnyj resurs] // Openbusiness.ru: jenciklopedij a rossij skogo biznesa: [sajt]. URL: https://www.openbusiness.ru/biz/business/obzor-rynkaproizvodstva-i-prodazhi-avtozapchastey/ (data obrashhenij a 24.12.2019).
- Al’ternativa lichnomu avtomobilju: mirazh ili real’nost’ [Jelektronnyj resurs] // VCIOM: setevoe izdanie. URL: https://wciom.ru/index.php?id=236&uid=9909 (data obrashhenij a 24.12.2019).
- Kak otkryt’ magazin avtozapchastej s nulja? [Jelektronnyj resurs] // EKAM: uchet v torgovle: [sajt]. URL: https://www.ekam.ru/blogs/pos/kak-otkryt-magazin-avtozapchastey-s-nulya (data obrashhenij a 18.06.2019).
- Rynok avtozapchastej v Rossii: sushhestvennoe sokrashhenie tempov rosta potreblenij a [Jelektronnyj resurs] // RBK: delovoe informac. prostranstvo: mul’timedij nyj holding. URL: https://marketing.rbc.ru/ articles/11148/ (data obrashhenij a 25.12.2019).
- George Labovitz, Victor Rosansky. The Power of Alignment. New York.: John Wiley, 1997.
- Aligning strategy and sales. The choices, systems, and behaviors that drive eff ective selling. Frank V. Cespedes // Harvard Business Review Press, 2014.
- David J. Collis, Michael G. Rukstad. Can You Say What Your Strategy Is? // Harvard Business Review, April 2008.
- Sales Management Association. Sales Process Adoption and Usage, August 2013