Research On Distributor Network Management Of Jci Corporation Western Region

Distribution channel is the way for the enterprises to transfer the ownership of their products to their customer, which covered the internal sales organization of the enterprise and its external distribution organizations. Through these organizations, the enterprises could penetrate the deep seated target market with their products or services. As the main part of the distribution channel, the establishment and management of the distributor network will play an important role for enhancing the core competence of the enterprises. With the fast development of Chinese infrastructure, the central air conditioner industry is also well developed, which required the distributor management has to keep pace of macro economy development. During the stage of fierce market competition, distribution channels have become an important factor for the enterprises to achieve the advantage in the competition in the market. Therefore, how to improve the JCI's distributor network management need to be further analyzed systematically.This thesis has described the background of JCI Corporation and the competitive environment of central air conditioner industry, and analyzed the current structure and management about JCI western region distributor network. Furthermore, this thesis has illustrated the following five aspects about the JCI's western region, such as: selection of distributors, the marketing network scheme, performance evaluation, inspiration measures and service levels. After that, it has also pointed out the existing problems and how they has been formed, meanwhile, the correspondent solutions are also provided, such as how to choose the right distributor in a particular region, and how to establish a full-scale evaluation system, how to collaborate the resources of JCI and the distributors for fully utilizing the advantage and the specialty of distributors, and how to realize the expansion and increase of the JCI's brand. At this moment, Chinese central air conditioner industry is facing the opportunities of fast growing, it is expected that this thesis will be a good instruction for the JCI to improve its sales channel management, and also to be a good reference for the other players related to this industry.