Studying On Distributor Management Policy About MV Corporation China Sales

Distributor is one of the mainland distribution channels for the vast overseas investment enterprises, how to supervise distributors proper and effectively determine the enterprise survival and business grow, how to improve and enhance management level of distributors is very important to overseas investment enterprises, therefore distributors management countermeasure study is a very important task for MV corporate.MV Incorporation is an American semiconductor company, R&D center locates in Korea, which main products are RF for 3G CDMA, single chip for 4GWimax and single chip solution for LTE that used on mobile handset products.MV has 3 distributors in China currently and China's contribution is 45%of MV global share. How to set up a more effective management countermeasure to supervise the Chinese distributors? Nowadays, enterprises need to adjust their strategy frequently to meet the changeable market demand due to the dynamic market situation. These 3 distributors have their own operation mode, how to bring the advanced concept of MV into the absolute management system of the 3 distributors to set up a comprehensive management system of maximum reduce risk, market demand and supply balance and market competitive advantage enhancement? This is the best way to maintain mutual long term stable cooperation relationship and establish strategy partner with the outstanding distributor.This paper expounds and analyzes current distributor management countermeasure of MV as well as compares with successful case of modern well-known enterprises to take the refined, put forward better countermeasure by combining the current situation of MV and the 3 distributors.This paper clearly set forth the distributors'management strategy and existing problems of MV Incorporation China sales through the way of qualitative and quantitative analyses, analyzes the root of distributor management problems and put forward improving measurement. MV has no regulations for agent management normalization, existing problems like loose customer registration system, non-standard market channel development and internal sales management problem in MV sales department. This paper brings forward corresponding incentive measurements based on actual management problems of three distributors of MV, such as favorable payment terms, lowest margin guarantee, free sample support, product training plan and technical guidance.