Research On North Region Of Sanofi Consumer Health BU's Channel Management Improving

China Government has formulated relevant nationwide policies®ulations on Health Care in recent years. Therefore, Pharmaceutical companies are facing fiercer and fiercer competition. Under this condition, only those pharmaceutical companies, who have built suitable distribution channel and made right channel policies into effective implementation can forcefully control the channels and get their core competitiveness in responding to the market changes.Literature research technique is used in this article and through my investigation&survey inside the company, in addition to related comparison, I made a profound research on the market prospect and historical process of pharmaceutical companies'channel management, and an in-depth analysis on Sanofi Consumer Health BU's present channel issues. On the basis of above results, I grope the proposals on the mode and policies of channel management improving for the reference to solve such problems.In this thesis, I point out that the North Region of Sanofi Consumer Health BU can keep its current channel mode while has part adjustment such as van-sales or call-sales for some suburban areas. It needs to strengthen the channel members'choosing, evaluation and daily management as well as the supervision on internal staff of the Customer Development Department. Besides, it is also necessary to differentiate the products'packages for different regions and further optimize the E-channel. As to the channel policy, it shouldn't keep fixed but adjusted according to the external economic situation&market environment, it needs long-term efforts on the channel maintenance&management so as to ensure the company's persistent healthy development.