Construction Machinery Agents Within The System Channel Management Methods

In recent years, with the active support of national policy, construction machinery industry maintains the continuous and rapid increase. This industry has great potential of development and the trend of executing dealership becomes more and more obvious. It means cooperating with regional privately-owned enterprise to extend the sales service and after-service to construct competitive advantages of the enterprise. Under such background, the dealers, who work under the dealership system, give increasingly stronger impetus to construction machinery industry. However, various of factors make dealership still in the exploring phase. Dealers have many problems caused by managing idea, sales channels, financial capability, human resources, etc. They are far from the demand of manufacturers. Thus, channel management for construction machinery dealership becomes predominantly important, it is vital to construction machinery industry dealership system.Based on the practice of dealer channels internal management held by company A, as per the character of construction machinery industry, this paper tries to analyze construction machinery dealership in three aspects, including strategy planning, business running and management supporting. Aiming to promote the management of construction machinery dealership channels, and strengthen the competitive force in the industry, and to make the construction machinery dealership system grow continuously with the prosperous development of China's market economy.Due to continuous change of marketing environment and competition structure in Chinese construction machinery industry, and the restriction of author's research ability and conditions, this article exists deficiency and unilateral statements, which need honestly to be corrected by experts and scholars.