| Based on the analysis of the market environment of the Hangzhou Swangoose Electric Co. Ltd. in Gansu, we aggregate problem in the distribution system of Hangzhou Swangoose Electric Co.gansu market,to find the reasons for the low market share in Gansu. Meanwhile, in view of the issues and ideas for improving the response of the structure is to establish a rational system of distribution channels.Through analysis of the other successful enterprises' distribution system, we find that Swangoose Electric Co.distribution system is too small and too narrow margin. Meanwhile weaker than the strength of existing dealers, smaller market coverage. Gansu dealers choose only projects not retail then give up the majority of the retail customers.The situation with a considerable proportion of retail projects create a great contrast. Swangoose Electric Co. on their own terms, for Gansu market attention, too little investment market, thus leading it to an unfavorable situation in Gansu market.In order to change the current unfavorable situation, we must establish a rational distribution channels in the Gansu region, optimize the level and rate of the distribution system, developing the terminal sales.we must find a clear market position for Gansu and increase investment in the Gansu market. Sending outstanding leadership as the regional heads of Gansu marketing, Optimize channel members of the Swangoose Electric Co., give the incentive to do a good job with the evaluation of the channel members, strengthen channel management, and handle well the relationship between company and distributors to enhance sales of products in the market of Gansu. |
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