Schneider Electric Distribution Channel Strategy Analysis

Distribution channel strategy which is an importance element of sales strategy somehow decides if the company could succeed in market environment. How to design, control adjust the distribution channel must base on understanding the changing environment and the customer needs.The definition, segment and model of distribution channel have been explained by western schooler very clearly. The most important question on company sales management is that how to deal with the relationship between supplier and distribution channel. The answer in this thesis is to create strategy collaborate fellowship. Distribution channel which is the extension of suppliers'sales team should create more added values to links of commodity circulation. Suppliers should give more incentive to distribution channels which contribute added values.The thesis explores the cooperation between suppliers and distribution channel in industrial electricity segment as an instance. The thesis also deeply analyses the distribution channel of Schneider Electric who is the market leader in industrial electricity.Finally the thesis concludes the distribution strategy and takes a long view of strategy collaborate fellowship between suppliers and distribution channels with pointing out what distribution channels can do to create added values to suppliers.