The Improvement Strategy Of DP Company’s Sales Distribution Channel

Personal protective equipment (PPE), domestically called labor protectionproducts, mainly supply to the workers from industries of anti-fire, coal, machinery,chemical, petrochemical, electric power, automotive, construction, agriculture and alsoworkers in general manufacturing plants, to provide protection of the occupationalsafety and health for the workers.With China’s relevant legal system is increasingly perfect and exemplary role offoreign enterprises plant, occupation health and safety protection of domesticenterprises, factory workers gradually gets attention. PPE industry is therefore facingthe market opportunities and good development potentiality in china. According toanalysis, current demand for Chinese PPE product is30billion, and the potential marketcapacity is110billion.DP (China), a French owned enterprise, a great company of personal protectiveequipment, which headquarter locates in Wujiang of Suzhou City, was founded in2002.DP now has600employees in Wujiang, where locates its self-built large-scaleproduction plant and logistics platform. Sales revenue of DP china in2012is0.16billion RMB Yuan, which lists fourth among international PPE brands in the Chinesemarket.DP PPE products sale products via distribution channel. The author has beenworking as sales person for distribution channel at DP china for6years. There are someproblems in DP Company’s current distribution channel management. The mainproblems include: the distributor the quantity base is too small, regional imbalances,channel conflict, serious relationship with distributors, and worthy of promotion inspecial industry channel ineffective development.The author combines the relevant theories of distribution channel management to analyses case of distribution channel management in DP Company in PPE industry.Analyze current distribution channel management strategy, to find the related existingproblems, and analyzes the reasons for the problems, and to put forwardcountermeasures for relevant problems.Analysis of the distribution channel management of DP Company’s case, can offersolutions for the author’s own working practice, and also provide reference indistribution channel management for other PPE industry practitioners.