How To Select And Manage Canon's Channel Of Computer Periphery Products

This pager elaborates Canon how to select and supervise its channel of computer periphery products. From the beginning of 1990 to 2002, Canon sold its computer periphery products through countryside general agents and wholesalers in Chinese market. We call this channel model after traditional distribution model. As Chinese market situation changing rapidly from 2000, overseas and domestic manufactures of computer periphery products have adjusted theirs channel models to meet with market needs.Along with China joined WTO, Chinese government would allow foreign capital factories in China to sell all products till the end of 2005, Canon Group wake up that its expanding chance in Chinese market is coming. Canon Group turns its Chinese stratagem from focus on product producing to product selling. To reach target of No. 1 of market share in 2010, Canon has set up branch companies and offices in district market and taken new channel model named Canon District Distribution Model. In this new channel model, Canon's sales team takes as leading actors. They supervise district distribution merchants and dealers. In order to develop channel cooperators, Canon' s sales should continually train them about sale skills and company administration management. Canon' s channel cooperators will gain benefit not only from selling Canon products, but also from company development. Based on this cooperation, Canon will possess channel competition advantage and achieve its target,...