Kodak Health Imaging

It is a case about Kodak health imaging department how to make the channel-design decisions for the new digital product-CR/DR in China. There are two parts in the paper: "the case" and "the analysis".In the case, the company background, product, the health business situation and forecast in China are introduced firstly, and then the purchase models and needs of the domestic hospitals and the patients are described, last, the situation of Kodak and other competitor's sales channels are provided by the author. The most urgent and important thing for the Kodak health imaging in China is that how to make a channel-design decisions to maintain the growth of analog product at 20% and meet the target of the digital product in 2003.In the analysis, base on the analysis of the background of the company, the market forecast, the needs of the distributors, the customers, the author put forward several channel proposals. And then the author analyses the proposals and decide the best channel to achieve the goal: the equipment distributors and the film distributors to develop the big and middle hospitals together, the equipment distributors and the medicine company or other small hospitals distributors to develop small hospitals together.