The Research Of China Market Sale Channel Development For Messko Gmbh

Messko is a small company from Germany which provided different kinds of measuring and controlling products for power transformer. Since entering China market in 1996, the revenue kept increasing and the gap with market leader kept decreasing. To serve the new round power grid construction investment and the Chinese transformer manufactories which fast growing, Messko recruited new employees in 2007 who belong to the mother company MR Group's branch in China to ensure its target: To exceed all competitors and become the market leader by the leapfrog development.After the industrial analysis, Messko do faces the great chance to meet the target, but tough competition as well. It's been found by current business status that the competitive strategy is correct, the business matrix is also advantaged comparing to other competitors. But there are some facts need to be improved on the segments of organization configuration, Position design, Business process and etc, specially, the lack of a appropriate sales channel.The main content of this thesis is to describe the initial plan of the sales channel for Messko China. This plan is based on the analysis of internal and external environment, strength and weakness, referring to the similar company experiences and classic sale channel theory, and adapting to different requirement of business matrix.Meanwhile, this thesis point out the issues existed in current business, like in process and customer service,the possible solutions are figured out to meet the requirement of new sales channel. Author also prefigure the supports from MR China on Human resource, IT, and marketing dept to ensure the sales channel running well. At last, CRM is mentioned in simple.