Exclusive: Ford set for China tie-up with Alibaba to test online, direct auto sales – source


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BEIJING (Reuters) – Ford Motor Co is anticipated to signal as early as Thursday a take care of Alibaba Group Holding Ltd which can enable the U.S. automaker to check promoting automobiles to shoppers in China via Alibaba’s on-line retail arm Tmall, in addition to by way of a brand new “auto merchandising machine” retailer idea, in accordance with a Ford supply acquainted with the matter.

FILE PHOTO: Guests take a look at Ford fashions at Auto Guangzhou in Guangzhou, China November 17, 2017. REUTERS/Bobby Yip/File Picture

Representatives of Ford and Alibaba, together with Ford Govt Chairman Invoice Ford Jr. and Ford CEO Jim Hackett, are anticipated to be in Hangzhou on Thursday to signal a letter of intent that outlines the scope of the brand new partnership.

In response to the supply, who didn’t wish to be named as a result of he isn’t approved to talk with reporters, the deal is meant to place the Dearborn, Michigan, automaker for an rising Chinese language market the place extra automobiles could possibly be offered on-line.

The partnership can be a part of Ford’s effort to overtake its China technique to revive the expansion momentum it has misplaced in current months.

Ford’s international chief spokesman Mark Truby mentioned the corporate is anticipated to make an announcement on Thursday in Hangzhou, the place Alibaba is predicated, however declined to remark prematurely.

Alibaba spokeswoman Crystal Liu declined to remark.

The supply mentioned the proposal might imply that automobiles bought on-line are delivered to patrons by franchised Ford retail shops and can be maintained and repaired by them.

However Ford might additionally use Tmall’s new retail idea referred to as the “Automotive Merchandising Machine” — a multi-storey parking storage that partly resembles an enormous merchandising machine — to promote on to shoppers, the supply mentioned. These automobiles might come immediately from Ford or from its sellers however the particulars are nonetheless to be labored out, the supply added.

In response to Alibaba, shoppers can use their telephones to flick thru the automobiles garaged within the retailer and select to both instantly purchase one or check drive it. The automobile can be delivered to them on the bottom flooring.


The mannequin permits customers with good credit score to buy their new journey with a 10 % down fee after which make month-to-month funds for the automobile buy via Alibaba’s affiliate Alipay, in accordance with Alibaba.

Ford believes sellers would doubtless conform to this direct retailing mannequin as a result of they nonetheless get to service automobiles offered via Tmall, the Ford supply mentioned.

The transfer, although, could possibly be doubtlessly problematic for sellers, some business specialists mentioned.

“When on-line gross sales and direct gross sales quantity was small that’s one factor. But when this format gained steam, it could positively impression sellers,” in accordance with Yale Zhang, head of Shanghai-based consultancy Automotive Foresight. “Retail innovation is nice, however it’s by its nature disruptive and may’t maintain everyone pleased.”

The hazard is that the sellers lose out not solely on lots of automobile gross sales but additionally the doubtless profitable auto financing facet of their conventional enterprise.

Direct promoting by auto manufacturers isn’t at all times attainable in lots of markets around the globe. In america, for instance, due to franchise auto vendor operators’ political clout, aside from a small variety of states, direct promoting is basically not attainable.

The supply mentioned Ford is “behind in utilizing massive knowledge” to watch gross sales tendencies and successfully market its automobiles and the transfer to on-line gross sales in addition to the entry to Tmall’s large database of knowledge on shoppers would assist it to catch up.

On-line auto gross sales volumes are at present restricted in China as a result of automobile patrons need to have the ability to see, contact and drive automobiles earlier than shopping for them, mentioned Zhang. The flexibility to check drive a automobile ordered on-line might change that.

Ford’s China gross sales have been sluggish in current months partly as a result of it has did not catch on to quickly altering tendencies within the market, together with the rise of entry-level automobiles well-liked in smaller and less-well-known cities, the place demand is booming.

Ford’s gross sales within the first 10 months of this yr had been 938,570, a decline of 5 % from the identical interval in 2016, towards a 2.2 % features to three.13 million for hometown rival Normal Motors.

Reporting By Norihiko Shirouzu; Enhancing by Martin Howell

Our Requirements:The Thomson Reuters Belief Ideas.

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