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01
最近，每次下班回家不管是在公司附近还是在家附近，都会听到驾校车停在路边播放着：“某某驾校，3680元，包教包会!”
当下几乎人人都有一辆代步轿车，开车已经成为一项必备的技能，加上新能源车也不断覆盖市场，因此学车的人也不断增加，但是在疫情影响下，到底驾校还能不能赚钱呢？
抱着这个疑问，我有空和一位熟悉的驾校王老板聊到了这门生意，他告诉我驾校生意最好的是在四年前，现在驾校竞争太大了，还受疫情的影响，大家口袋都没钱，导致招生非常困难。
虽然他嘴上说着每次都不赚钱，但也经营了四五年了，早就买房买车了。
通过跟他聊天，我也了解到了有关行业的一些生意盈利模式，原来驾校盈利的方式一共有以下几点：
① 主要通过报名费
这是最表面的盈利模式，如果驾校每个人的学费是3680元，一年有100位学生，就有368000元；
除去训练场租金，教练工资，车辆加油，车辆维修保险，日常运营成本等等开支之后，剩余的就是盈利部分。
② 其他代办业务
驾校还可以有代办其它业务的，比如汽车过户，汽车保险业务等等，每完成一单业务都可以赚到一笔手续费。
如果能跟学员建立好关系，后续买车等代办业务就可以继续跟进了。
③ 其他“油水”
考过驾照的学员都知道，每次只要在考试前教练都会带着学员“训练”几圈，有些学员为了考试过关多练习就会“塞红包”。
科目二科目三的时候也会有模拟考，一般交个300元，这些也算是驾校的其他收入了。
02
从聊天中我了解到王老板的“反向”经营之道，他将原本3680的学费降低3000元，习惯性思维的话，大家都觉得会亏本，但反而他还赚到了钱。
这是什么原因呢?
原来他的驾校抛开教练的工资、场地、油费和损耗，最后利润能达到50%。而且驾校属于一次性投入，终身受益的行业，招生就成了驾校盈利的关键所在。
即使是降价，王老板也会将利润中拿出一部分作为推广费用，用于物料印刷，易拉宝制作，摆放到周边各种超市饭店茶楼的门口，只要有一个人通过广告转介到驾校学车就能有300元的提成。
这样学车人数达到30个人，每个人3000元学费，就有90000元的现金流进账，除去成本还剩下4.5万元的纯利润，再扣除广告费物料印刷费，以及人员推荐费一共1万元，最终能赚3.5万。
而想要算清其中的利润，人工记账肯定不行，王老板用的神象云的驾校生意账本，一款专为驾校生意打造的专属账本，他现在使用得非常方便。
他给我展示了他的每月收支折线图，分类支出和收入，教练收支统计，学员收支统计等，账目都记录得清清楚楚。
无论是学生收入、教练提成，还是推广费用，都可以通过记一笔记录清楚，随时查账翻账，了解账目信息都很方便。
03
以前驾校垄断市场导致暴利，今天的驾培市场充分开放之后遍地开花，在当今疫情影响和竞争激烈的双重冲击下，作为驾校经营者们该如何面对激烈的竞争？
① 改变思维模式
就像上述的王老板一样，通过降价来改变思维模式，目的不在于只是降价，而是花钱在其他方式来做推广，和转介者以分成形式获得拓客方式。
只要在市场中思考，处处都是机会。
② 降低主营业务成本
尽可能砍掉业务流程的冗余成本，可以借助互联网在不增加成本甚至降低成本来扩大招生。
有些学员在不同教练手里学习获得的增长速度是不同的，降低教练成本也是需要考虑的事。
③ 用心做好服务
驾校大多数靠的就是口碑，变向拼的也是服务价值。
好的驾校在服务上有提升，必然会给驾校带来好的口碑，正向收益。
④ 抱团整合
虽然当下市场比较严峻，但正是在这种时候才能优胜略汰，提高自身竞争力，不同驾校并不只是竞争，也可以互相学习。
原来疫情之下，做生意也并非难，你和同行之间的差别最大的还是“改变”，用心经营，成功自然水到渠成。
文章来源：随手记社区 猫昵小丸子
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