Study On Choose And Evaluation For Enterprise Distributors

Distributors are the important tache which connects the clients with the manufacturers. Thus, it becomes one of the key contents of the business management study to discuss how to evaluate and to select distributors scientifically under the B2B model. One of the emphases of the study concerning selection and evaluation system of distributors is to discuss the evaluation strategy. The present study concerning selection and evaluation of distributors regards the traditional marketing thoughts as the basic guidance. Its feature is lionizing strength index excessively, but despising the index like strength of cooperation and of service. This feature is contradictory with the desirability of management mode of the supply chain which is established by the present enterprise. This paper regards the supply chain management theory as the basic guidance of establishing the selection and evaluation system of distributors, and optimizes the concrete methods concerning selection and evaluation which include weighting value assignment, weighting adjustment and performance improvement. The aim is to make the present selection and evaluation system more effective.This paper discusses the distributors theory firstly to point out that the competitive advantage of the enterprise is consist of material resources, intangible resources and knowledge resources, and to expound penetratingly that intangible resources like synergic capability between distribution channel members play an very important role in the competition of the enterprises. And then, it completes the intangible resources which are included in the traditional indicator system stressed, and puts forward the selection and evaluation system of distributors. On the basis of analytic hierarchy process, and combining fuzzy analytic hierarchy process with it, I endow the weighting with initial value which completes the transformation from qualitative index to quantitative index preferablely, and implement index weighting dynamic adjustment, and performance improvement through nondimensional manipulation.This paper applies the selection and evaluation system of distributors to a electrical enterprise—in the process of the selection of distributors of M enterprise, I obtain the overall evaluation of estimate, the styles of distributors and the relevant measures needed to be adopted of M enterprise. The average sales volumes of distributors are increased obviously after evaluating and selecting. Its channels are smooth, and market share increases indistinctly.