Research On The Sales Channel Of Landi POS

Bank industry of China has made quiet great progress for 20 years more when it started at 1985. Now China is regarded as one of the fastest developing country of the bank card industry in the world. Acted as the mostly equipment to achieve electronic payment, POS's market situation has been tied firmly with the bank card industry. In this market situation, domestic POS providers should find out the main success factors and seriously consider how to strengthen their capacity. Only do that, domestic manufactures could form unique competitive advantages and seize this rare market opportunities, in order to better compete with international manufacturers.Because China electronic payment market started to be late, domestic POS market was completely occupied by overseas product at early time. Until 1990's intermediate stages, as representative of domestic company, START (Reorganized as" LANDI" company after 2006)and NEWLAND began to grow. Especially, START promoted the domestic first POS product in 1993, broke the overseas POS monopoly from the beginning of 1990's. It improved the bankcard use environment gradually. START POS's market share rose unceasingly depending upon the unique sales channel. START surpassed all overseas company at the end of the 1990's, became the domestic POS market leader.Fujian LANDI Commercial Equipment Co., LTD, is a independently new Sino-foreign joint venture set up by investment institutions under a background of IT industry from both at home and abroad, on the basic of succeeding in dominant industries resources as Start peripheral products for electronic payment and tax base, etc. LANDI POS is at the domestic market leader position at present. It is the leader at distribution and service appraisal. Its strength mainly lies in the following several points:Firstly, Fast response direct sales channel.Secondly, Perfect customer management system.Thirdly,The perfect support and service system. Lastly,The perfect model of the sales channel managementLANDI POS is the typical case that the domestic product depending upon independent R&D defeats the overseas product. LANDI is the leader and a representative of China POS market. So, research LANDI POS has contribution to understand the development, the future tendency of China POS industry. And, it has value for China's financial equipment providers to increase own competitive power and contend with the overseas company. The article selects LANDI to be the research object, by the case research method. By analyzing the POS's market development, LANDI company development course, the company structure, the competition condition and so on, thoroughly studying LANDI POS's transform process of marketing channel, the article summarizes the unique factor of LANDI POS's marketing channel management aspect at the end. The article studies emphatically LANDI existing marketing channel system, and take the Fuzhou branch company as the example of LANDI POS's regional sales channel management.The thesis analyzed and discussed the cause of the research result, and offered some personal advice:Firstly, improve and perfect the model of the sales channel management constantly for the change about the internal and external actuator factors of sales channel.Secondly,To adopt new position "Financial Expert in IT Service".Thirdly, LANDI should transfer to the total solution provider.