# Search Strategy

Use this reference when selecting target dealers, search terms, or screening logic for Wuling overseas dealer expansion.

## Objective

Find local dealers, importers, automotive groups, and small/medium local vehicle sellers across Morocco, not only in one city. Prioritize channels with real sales capability, import experience, active customer reach, and room for practical first-batch cooperation.

Do not treat automaker local brand branches or official brand-country pages as target dealers. Examples to exclude: `BYD Maroc`, `BMW Maroc`, `JAC Motors Maroc`, `Jetour Maroc`, `Chery Maroc`, `Volkswagen Maroc`, or any page whose main identity is only `<brand> + Maroc/Morocco`. These pages can help discover the real distributor or dealer group behind the brand, but they should not be written to the outreach workbook as prospects.

## Geographic Scope

Default to `摩洛哥全国` unless the user explicitly asks for a specific city. City names are search waves, not automatic proof that the dealer is located only in that city.

Use a mixed national + city coverage pattern:

- National queries: `Maroc`, `Morocco`, import, multibrand, showroom, dealer, used-car, commercial-vehicle, and China-vehicle channel terms.
- Major-city waves: Casablanca, Rabat, Marrakech, Tanger, Fes, Agadir, Meknes, Oujda, Kenitra, Tetouan, Nador, Safi.
- For small dealers, include `voiture occasion {city}` and `showroom auto {city}`, not only large group terms.
- For China-brand discovery, search for channel expressions such as `concessionnaire`, `distributeur`, `importateur`, `groupe`, or `showroom` around the brand; avoid using naked brand-country names as final leads.


## Customer Attribute Focus

Lead discovery and scoring must classify every lead into `客户属性` and `客户类型` while keeping `主营业务` as a separate business-description field.

Primary search focus:

1. `汽车渠道合作伙伴`: importers, national agents, national distributors, regional distributors, and multi-brand dealers. These are the main Wuling batch-sales channel prospects.
2. `平台与行业渠道`: automotive marketplaces, associations, chambers, dealer alliances, and dealer-resource referral organizations. These are mainly used to find channel partners, introductions, and structured dealer networks.

Secondary but still classified:

- `批量采购与运营客户`: rental/fleet operators, currently mapped mainly as `汽车租赁公司`.
- `二手车转型候选`: used-car businesses that may test affordable new vehicles as a complement to used-car stock.

Do not put long business descriptions into `客户属性` or `客户类型`. Write the actual business summary into `主营业务`, and write source evidence, risk, and batch-purchase reasoning into `备注`.
## 人工确认标记边界

以下内容是人工确认/风险标记，不是客户分类。禁止写入 `客户属性` 或 `客户类型`，只能写入候选预览 JSON 的 `risk_flags`、`备注` 或人工复核预览中：

- `主体归属待确认`：汽车渠道线索中，无法判断是独立公司，还是品牌官方主体、进口商直营网点或普通分店。
- `新车业务待确认`：汽车渠道线索中，无法判断主营新整车，还是二手车、维修、配件、轮胎等业务。
- `平台与行业渠道主体待确认`：平台与行业渠道线索中，无法确认是否为真实机构主体，还是普通个人页、内容号或非正式资源页。
- `平台与行业渠道作用待确认`：平台与行业渠道线索中，无法确认是否具备汽车行业资源、渠道引荐、媒体传播或行业活动组织作用。
- `仅电话/WhatsApp待人工确认`：线索已有目标价值信号，但只有电话或 WhatsApp，缺少官网、Facebook、LinkedIn、Google Maps 等可复核资料，需要人工联系确认主体和实际业务。
- `详细信息待确认`：当 AI 因登录限制、页面屏蔽、地区限制或网站无法访问，不能读取 Facebook、LinkedIn、官网等内容时填写。

客户分类仍必须严格保持五大客户属性和表内细分客户类型；不要用上述风险标记作为兜底分类值。

人工复核不是低质线索兜底池。只有已经显示出渠道价值、但缺少一个关键确认点的客户，才标记为需人工复核。

输出人工复核名单时，不要输出通用复核规则；只列出那些已经值得推进、但需要人工确认一个关键点的客户。低价值或无关客户应写为跳过/低优先级，不要包装成“建议人工复核”。

### 两段式人工复核标准

人工复核必须先看客户是否有目标价值，再看是否缺少需人工确认的关键点。只有两部分同时成立，才能列为需人工复核。

第一部分：客户属性信号至少满足其一。

- 汽车渠道合作伙伴信号：新车销售、汽车进口、分销、授权经销、汽车展厅、showroom、库存、dealer network 等。
- 平台与行业渠道信号：汽车协会、商会、汽车行业平台、汽车媒体、行业活动组织、车商联盟、经销商资源平台或引荐机构等。

第二部分：人工复核条件至少满足其一。

- 汽车渠道类：主体归属待确认，或新车业务待确认。
- 平台与行业渠道类：真实机构主体待确认，或汽车行业资源/渠道作用待确认。
- 只有电话或 WhatsApp：线索已有目标价值信号，但缺少官网、Facebook、LinkedIn、Google Maps 等可复核资料，需要人工联系确认其主体和实际业务。

不要把“只有电话/WhatsApp”单独作为人工复核理由。如果客户没有汽车渠道价值或平台行业价值，应跳过或标记低优先级，不列入人工复核名单。


- 可进入人工复核的前提：至少有一个明确正向价值信号，例如汽车渠道、进口/分销、多品牌、showroom/展厅、库存/stock、中国品牌经验、商用车/车队场景、平台/协会/商会资源或可建联入口。
- 人工复核的典型原因：看起来有渠道价值，但独立主体待确认、新整车业务待确认、或因页面/登录/地区限制导致详细信息无法读取。
- 不进入人工复核的情况：纯维修/配件/轮胎/保险/洗车、个人卖家、OEM 官方主页/当地分公司、无汽车渠道价值信号且无可建联入口的记录。这些应该跳过或标记低优先级，而不是写成“需人工复核”。

## Target Priority

| Priority | Target type | Why it matters |
|----------|-------------|----------------|
| P0 | Independent dealers or dealer groups with China-brand experience | They have proven local acceptance, import paths, and after-sales familiarity without being just the OEM brand office. |
| P1 | Multi-brand automotive dealer groups | They have showrooms, sales teams, and room to add a practical new brand. |
| P2 | Used-car importers, large used-car dealers, and high-stock local sellers | They understand price-sensitive customers and can position Wuling as an affordable new-vehicle option. |
| P3 | Small/medium local dealers and showrooms | They may be suitable for city-level distribution, sub-dealer relationships, or lead referral partnerships. |
| P4 | Auto traders, importers, commercial-vehicle, truck, bus, fleet, or rental operators | They may support trial orders, utility vehicles, fleet procurement, and income-generating vehicle use cases. |
| P4 | Local auto websites and B2B directories | They surface formal companies, public emails, multi-branch networks, inventory signals, and importer/fleet clues outside social platforms. |
| Reject | OEM local branch or official brand-country page | It is usually the brand's own marketing/subsidiary page, not a channel prospect to contact as a new dealer. |

## Recommended Search Terms For Morocco

| Goal | Terms |
|------|-------|
| China-vehicle channel discovery | `concessionnaire voiture chinoise Maroc`, `distributeur voitures chinoises Maroc`, `importateur voitures chinoises Maroc`, `showroom voiture chinoise Maroc`, `groupe automobile marques chinoises Maroc` |
| Brand-adjacent dealer discovery | `concessionnaire Chery Maroc`, `concessionnaire DFSK Maroc`, `concessionnaire Foton Maroc`, `concessionnaire JAC Maroc`, `concessionnaire Jetour Maroc`, `concessionnaire Geely Maroc` |
| Commercial-vehicle channel discovery | `concessionnaire utilitaire chinois Maroc`, `importateur camion chinois Maroc`, `distributeur camion chinois Maroc`, `concessionnaire camion Maroc`, `camion chinois Maroc` |
| China vehicle importers | `import voiture chine Maroc`, `voiture chinoise Maroc`, `importateur auto chine Maroc` |
| Multi-brand dealer groups | `groupe automobile Maroc`, `concessionnaire automobile Maroc`, `concessionnaire multimarque Maroc` |
| Used-car and small dealer discovery | `voiture occasion Maroc`, `showroom auto Maroc`, `concessionnaire automobile {city}`, `voiture occasion {city}`, `showroom auto {city}` |
| Google Maps local dealer discovery | `concessionnaire automobile Maroc`, `showroom auto Maroc`, `voiture occasion Maroc`, `importateur automobile Maroc`, `concessionnaire utilitaire Maroc`, plus city waves |
| Local auto website discovery | OtoMoto, Wandaloo, Kerix, Kompass, Maroc Annuaire, Telecontact; use `professionnel`, `importation`, `véhicules neufs`, `location`, `utilitaire`, `concessionnaire`, `showroom`, `stock`, and fleet terms |
| Known target groups | `Auto Hall Group Morocco`, `Sopriam Maroc`, `Bugshan Automotive Morocco`, and other independent distributor or dealer-group names |



## Local Auto Website Channel

Use this channel when the user asks for Moroccan local automotive websites, business directories, or non-social lead sources. The default source set is OtoMoto, Wandaloo, Kerix, Kompass, Maroc Annuaire, and Telecontact. Do not include Moteur by default when the user says it has already been checked.

Prioritize records with these concrete signals:

- multiple branches, `points de vente`, `réseau`, `succursales`, or city coverage;
- large inventory, stock pages, `professionnel`, or marketplace seller pages;
- company website plus public business email;
- `importation`, `véhicules neufs`, `distributeur`, `concessionnaire`, or `showroom`;
- `location`, `LLD`, fleet, utility vehicles, microvans, MPVs, trucks, buses, or economy vehicles;
- evidence that the company can buy, digest, rent, or distribute a batch of vehicles.

Reject platform category pages, add-company pages, generic search-result pages, repair-only shops, spare-parts-only shops, insurance, unrelated B2B service providers, and official brand-country pages. If a page is only a directory/listing page, use it as evidence to identify real companies rather than writing the directory page as a customer.

Write confirmed leads to `汽车网站精选线索`. This sheet has a dedicated `来源网站` column. If the same company appears again inside that sheet, do not create a duplicate row; merge `来源网站` and append evidence to `备注`.

## Terms To Avoid As Primary Searches Or Final Leads

| Term | Reason |
|------|--------|
| Naked brand-country terms such as `BYD Maroc`, `BMW Maroc`, `Jetour Maroc`, `JAC Motors Maroc`, `<brand> Morocco` | Usually returns official brand pages/local subsidiaries rather than independent dealer prospects. Use only to discover the real distributor behind the page. |
| City-only broad searches such as `concessionnaire voiture Casablanca` | Too narrow for national discovery and often returns repair shops, rental firms, or unrelated profiles. |
| `car dealer Morocco` | English query is too generic and may surface overseas or non-local results. |
| `diagnostic auto`, `garage réparation`, `pieces auto` | Usually repair/spare-parts intent rather than Wuling dealer expansion. |
| `location voiture` | Use only as a secondary fleet/rental angle; primary results can be small rental shops. |

## Screening Criteria

`汽车渠道合作伙伴` must satisfy these rules before being treated as a priority channel lead:

1. **Actual new-vehicle sales or distribution business**: keep companies with showroom, new-vehicle sales, import, dealership, distribution, stock, or dealer-network evidence. Do not classify repair-only shops, spare-parts-only shops, tire shops, car-wash/diagnostic services, or individual sellers as automotive channel partners. Pure rental companies should be routed to `批量采购与运营客户 / 汽车租赁公司`.
2. **Independent operating entity**: the lead should have an identifiable independent company name, registered entity, dealer group, importer, or distributor. Exclude brand local subsidiaries, official brand pages, importer-owned direct outlets, and ordinary branch/store pages such as `BYD Maroc`, `BMW Maroc`, or similar brand official entities.
3. **Possible room to add a brand**: prioritize importers, distributors, and multi-brand dealers. Independent single-brand new-car dealers may be kept, but mark `排他协议及新增品牌权限待确认` in `risk_flags` or `备注`.
4. **Usable outreach entry**: require at least one reachable path: phone, WhatsApp, email, Facebook, LinkedIn, website Contact page, or identifiable responsible person. Page activity, follower count, and post interaction are only auxiliary signals, not mandatory criteria.

Reject or mark low priority when the result is only repair, spare parts, tires, diagnostics, insurance, car wash, individual sales, unrelated content, or a brand local branch/official brand page unless the user explicitly asks for those channels.

## Candidate Scoring Criteria

Candidate previews must expose `score`, `score_reasons`, `risk_flags`, and `recommended_action`. The scoring system is evidence-based:

| Rule | Score / action |
|---|---|
| Real new-vehicle sales, showroom, stock, `concessionnaire`, or `véhicules neufs` signal | `+3` |
| Import, distribution, agent, group, `réseau`, dealer-network capability | `+3` |
| Multi-brand operation, `multimarque`, `multi-brand`, or multi-brand showroom | `+2` |
| Usable contact entry: phone, WhatsApp, email, Facebook, LinkedIn, website Contact | `+2` |
| China-brand, commercial-vehicle, fleet, or Morocco-local context | `+1` auxiliary signal only |
| Brand local subsidiary, official brand page, importer direct outlet, ordinary brand branch/store | `-10`, `recommended_action=skip_brand_branch` |
| Repair-only, spare-parts-only, tire-only, diagnostic, insurance, wash/service-only result | `-6`, `recommended_action=skip_non_channel` |
| Individual seller or personal profile | `-5`, `recommended_action=skip_non_channel` |
| Pure rental/fleet company without sales/import/distribution evidence | route to `批量采购与运营客户 / 汽车租赁公司`, not `汽车渠道合作伙伴` |
| No new-vehicle sales, import, distribution, or showroom evidence | Deduct and require deep search first; send to manual review only when the lead already has clear channel value but still lacks one key confirmation point. |

Activity, followers, recent posts, and engagement can support confidence after a lead passes the business criteria, but they must not compensate for missing sales/distribution evidence or missing outreach entry.

## OEM Brand-Branch Exclusion

Reject candidates when the page/company identity is just an automotive brand plus a country or official marker, for example:

- `BYD Maroc`, `BYD Morocco`, `bydmaroc`
- `BMW Maroc`, `bmwmaroc`
- `JAC Motors Maroc`, `jacmotorsmaroc`
- `Jetour Maroc`, `jetour-maroc`
- `Volkswagen Maroc`, `Mercedes-Benz Maroc`, etc.

Do not reject independent dealer names that mention a brand in business scope, such as `La Continentale Auto` distributing Geely/KIA/Fiat or `Prince Auto` selling Volkswagen/Audi group brands. The deciding factor is whether the target entity is a channel operator, not whether a brand keyword appears.

## Browser Execution Rule

Search, preview, deep scrape, website enrichment, and social outreach flows must use Playwright for every browser operation. This includes Facebook, LinkedIn, Google Maps, local automotive websites, and merchant websites discovered from social pages or Maps.

Candidate collection should use Playwright DOM extraction and locators. Deep scraping should use Playwright to open pages and read public text, links, buttons, `mailto:` links, visible bare domains, and contact sections. When a page layout changes or a target element cannot be located safely, stop with a clear reason rather than using coordinate clicks or arbitrary input boxes.
## Search Workflow

Use a staged funnel rather than opening every search result:

1. Load existing workbook links and company names first, then build a de-duplication set.
2. Search national dealer, importer, group, used-car, commercial-vehicle, China-vehicle channel, and city-wave terms.
3. Collect page URLs only and save a candidate preview.
4. Score each candidate before opening its homepage.
5. Skip candidates that look like OEM local branches or official brand-country pages.
6. Deep scrape only candidates above the score threshold or manually selected by the user. For Google Maps, deep scrape place details and then the merchant website to find public emails.
7. Write back to Excel only after the user asks for confirmed output.

For executable details, see `references/search-workflow.md`.

## Candidate Output

A useful candidate preview should include:

- `url`
- `source_queries`
- `score`
- `score_reasons`
- `risk_flags`
- `recommended_action`

Do not treat candidate previews as final leads. Final leads require either deep scraping or explicit user approval.
## Google Maps Email Extraction

Use Google Maps as a local-business discovery channel, not as an email generator. Email values must come from public evidence only:

- Google Maps place text if a public email is visible.
- Merchant website `mailto:` links.
- Merchant website body text on homepage, Contact, About, Nous contacter, À propos, or similar pages.

Do not guess email patterns from domain names. If an email is found only on an OEM brand-country website such as `byd-maroc.com`, use it as a clue only and do not write it to `邮箱` for the independent dealer record. If no usable public email is found, keep `邮箱` empty and write `官网未发现公开邮箱` or `无官网，未发现公开邮箱` in `备注`.

## Facebook Website Deep Scrape

When Facebook deep scraping is enabled, treat the Facebook Page as the first evidence layer, not the only source of truth.

- Keep the Facebook Page URL in `主页/链接`.
- Before visiting About, first read the Facebook Page home contact/profile area and action buttons. Extract a real merchant website into `公司官网` when visible on the home page, About section, or Page action links; About and website results must not overwrite home-page contact fields unless the field is empty.
- Reject social/platform links as company websites: Facebook, Instagram, WhatsApp, YouTube, TikTok, LinkedIn, and Google Maps.
- After home contact data and About have been collected, visit public website pages such as homepage, Contact, About, Nous contacter, A propos, Services, Vehicules, Occasion, and Location.
- Use website text to improve customer type, main business, batch-purchase potential, and contact evidence.
- Notes and analysis should be Chinese except retained domain terms such as showroom, importation, fleet, location, and vehicules neufs.
- Do not guess email addresses, prices, MOQ, inventory, delivery dates, model lists, or cooperation terms.



Strict taxonomy for all search outputs:

| Customer attribute | Allowed customer types |
|---|---|
| `汽车渠道合作伙伴` | `汽车进口商` ; `全国代理商` ; `全国分销商` ; `区域分销商` ; `多品牌经销商` ; `商用车渠道商` ; `中国品牌经销商` ; `新能源或小型车渠道商` |
| `批量采购与运营客户` | `汽车租赁公司` ; `长期租赁公司` ; `企业车队` ; `物流配送企业` ; `政府或机构采购方` |
| `二手车转型候选` | `连锁二手车企业` ; `实体二手车企业` ; `进口二手车企业` ; `新车与二手车综合企业` |
| `平台与行业渠道` | `汽车交易平台` ; `汽车协会` ; `商会` ; `车商联盟` ; `经销商资源引荐机构` |
| `生态支持资源` | `售后服务网络` ; `备件供应与仓储企业` ; `进口认证与上牌机构` ; `金融保险机构` ; `车辆物流企业` |
