Research Of The Distribution Channel Management Of The Emit Company

Although the management of distribution channel has become more and more important in nowdays economic environment, many inland companies' insufficient carefulness with it and the inadvertence of channels' construction and management lead to the chaos ^ low efficiency in distribution, so does the Emit Company.As the bad sale of the zone-agents which is the only two of the Emit Company in inland fashion market in 2000, contravention hidden between two sides was deepen and broke out, which lead to the cooperation's stop and the companies' retreat But the Emit Company still hold the good prospect to the inland fashion market, and schedule selling companies' products to main cities again in a possibly short time . When the company decide to reenter this market, the company one side should reduce the possible loss caused by channel risks and other business risks, on the other side should get a suitable amount of sale. The paper's study shows that carrying on channel's construction and management under the theoies such as relationship marketing, developing partnership relation with subagents consist with the short-term and long-term benefit of the company. This is also the way of the building of a stable and efficient distribution, channel.The paper carefully analyzed the status of the Emit Company > market environmentx competitive conditions purchaser's behaviors and integrated them by SWOT, Which offer the base for the channel's design and construction; then introduced the developing status on channel's management and analyzed problems existed in channel's management of the company. The paper study the factors of channel design and design prepared programmes under channel aims,give the principles and the means in channel choosing, demonstrate and choose the programme "the company- zone- offices- Zone-agents- retailers", give the principles -. the standards and the means of channel member's choosing, advise on zone-agent choosing and retailer's choosing.On the basis of the above, the paper study the salesman's management channel's physical distribution managements channel member's motivation and evaluation, channel's safety management, assistant measure of channel management The paper point out the work of sales team, study the ways to build a reasonable distribution supply, emphasize the importance of motivation and give means of subagents' motivation and control, give the evaluating system, study the channel's safety management ,give assistant measures for the programme's launch.From above the paper has basically built up the base of the distribution channel's management for the Emit Company.