The Market Status And Countermeasures Research On Construction Copper Water Pipe

The paper is a study of the market status and countermeasures on construction copper water pipe in china. Based on the survey to 13 cities in china, the paper first analyzes the industry, market and customers. Then, we research on major competitive tubular products, which include PPR Pipes, Composite Pipes of Aluminum and Plastic, Stainless-steel Pipes. It's found that Stainless-steel Pipes is the most important competitor of Copper Pipes. By way of benchmarking, an enterprise of Copper Pipes is compared with an enterprise of Stainless-steel Pipes. Six shortcomings are outlined on marketing and sales management: 1) Lack of research on the characteristic of products;2) Lack of systematic management to the marketing channel;3) Lack of systematic training to sales force and installation attendants;4) Paying little attention to the designing institute, there are less activities of public relations;5) Less know about the competitors;6) Study scarcely about the key area and key customer. Seven countermeasures that copper water pipe enterprises should adopt in view of the above: Market Optimization;Products Innovation and Value Orientation;Advertisement and Promotion;Designing Systematic Public Relation Activity;Establishing Systematic Customers Management Strategy;Improving Channel Management, Distributor Management and Salesmen Training;Company's Strategic Consideration of Possibility of Merger and Amalgamation. In the last part, from the analysis of market failure, the effect and function of industry association is introduced and concluded. Based the fact of ICA and the industry of construction copper water pipe, five tactics are advised: 1) Strategic Research on Industry Development;2) Setting up Promotion Strategy;3) Improving Management Training aiming at the Weakness of the Enterprises;4) Enhancing Training and Guidance for Installation and Service;5) Proposal of Supporting Big Enterprises.