Research On The Dealer Management Strategies Of H Enterprise

In the increasingly fierce market competition, manufacturers are increasingly aware ofthe importance of dealers in the business activities. And manufacturers can effectivelyenhance dealer sales which benefits for their enterprise by enhancing their own quality oftraining, raising the level of dealer management and developing the management strategy fitfor the enterprise.Effective dealer management strategies can not only be profitable return for theenterprise, but also can enhance the stability of the dealer, which can achieve sustainabledevelopment, enhance competitive strength. And this also enables manufacturers effectivelyallocate resources so that limited resources can play the maximum role in the development.We start this paper from the dealer management strategies and solutions in H Company,helping it solve the following questions in its dealer management:(1) how to choose thedealer.(2) The dealer category management to maintain dealer.(3) how to motivate dealers.(4) the dealer’s financial management.(5) out and replace the distributor.(6) Alliance withdistributors.The paper first introduces the state of the industry and product characteristics of HCompany, which offer an overview of the its problem in the dealer management process.After introducing domestic and oversea scholars dealer management issues, we specificallyanalysis H Company dealer management status, identify problems; then make some solutionsfor these situations. Finally, we summarize the results got in H Company dealer management.