Nanjing Fujitsu Computer Product Co.,Ltd.

Based on the channel reconstruction of Nanjing FujitsuComputer Product Co., Ltd.(NFCP), this paper is a case studyconsisting of "the case" and "case analysis".In "the case", apart from a brief account of the background ofNFCP, there is an introduction to the service network andmarketing channels of NFCP, the situation of the rivals, themarket and the customer of the dot-matrix printer industry inchina, which NFCP's product-Fujitsu Printer belongs to.In 'case analysis', the writer analyses the marketing channels,service procedure, service communication and customer servicemanagement.Based on the theory of services marketing, this paper is intendedas an exploration into the methods of the IT channel problemand, hopefully, a practical annotation of the theory "The servicequality, which the customers enjoy, is the concentratedexpression of the product which the whole channel provides.