Hs Metering Pump Product Marketing Channels And Conflict Management

HS is one global well-known metering pump manufacturer. Since 1993 started in china, HS has established one unique market distribution system for developing business in China. HS always think the high effective marketing channel is one corporation's competitive advantage. Though their market distribution channel is nearly perfect, the conflict between marketing strategies and sales distribution channel still happen frequently.This thesis introduces the marketing channel theory on market segmentation & target market selecting, the channels structures designing, the causes of channel conflict, and the solution of channel conflict.HS segments the metering pump market according to its applications, by analyzes the service-outputs demands of these end users from different industries. The design for marketing channel structure based on the above analysis has been established. One perfect channel structure can avoid many potential conflicts. HS also introduce some policies to manage the marketing channels, such as the management of sales exceeding one's authorized area, the confirmation of end user's name, etc. in order to minimize marketing channels conflict.Facing to the serious economic crisis, HS pays more attention to establish close relationship with channel members, increase the channels members' satisfaction and trust. This relationship marketing strategy ensures HS always act as the leader of metering pump field in China market.