The Strategy Of Channel Development Of Hengshui Branch Of China Telecom

Channel is the way to transfer products from producers to consumers, sales channels is a distribution network, it's starting point is the producer, the end is the user, the ultimate goal is selling products through channels to the user. Channel is directly connected with business success or failure of the enterprise, that is the important reason why entrepreneurs and theorists believe that "channel is the king".There are many influence factors about enterprise choose which channels as the product of the pathway, The following main points:the type of business,product features,company strength,Product life cycle,Market environment。The right channel strategy, Accurate channel positioning is very important for the development of cdma business. In the current market environment, how to strengthen the selling channel, How to solve the terminal social network bottleneck, How to effectively manage the channel, how to Solve the internal and external competition and conflict, all is important for the development of Company.Since Hengshui Telecom Company operates CDMA business at the initial stage, the agent channels are building from scratch. At present the Mobile Company control most powerful and experienced agents; the CDMA terminal market is at the social transformation stage of management; the CDMA mobile user market share is less than 10%. For the reasons given above, the mobile business channels construction and management strategy are the critical factors in the expandability of CDMA business.This paper researches and analyses the status quo of business channels and the policy of channels in Hengshui Telecom Company. The authors bring forward the existing problems and methods in the construct of marketing channels; provide some strategies for the further development:We can start with socialization of terminal, establish efficient terminal distribution channels, and solve the weakness of the CDMA distribution channels by means of changing own service halls, intensifying the construction of direct sales and distribution network in townships, developing agent channels, accelerating the construction of village agents and E-channels. At last it gives a preliminary discussion on management of channel.