Marketing Strategy Research On Hamilton Sundystant’s Franchiser

Hamilton Sundstrand Industrial (Shanghai) Co., Ltd.(HSIS) is wholly owned byAmerican Hamilton-Sundstrand Company, which is the parent company of MILTON ROYand SUNDYNE. HSIS Company is a global leader in the design, manufacture and sales ofmetering pumps and special pumps. Products used in oil, gas, chemical, water treatment,power and other industries all over the world. Since1993entered in Chinese market, HSIShas more than15%of the sales growth rate every year. In2001, Hamilton Sundstrand setup factories in Shanghai and built marketing channels in China. Now, there are86distributers in China.In recent years, with the economic environment changing in China and thedistributers marketing management system is out of date, how to make distributerscontinue have enthusiasm to sell HSIS’s products is becoming the urgent problem to solvefor Hamilton Sundstrand.In this paper I analyze the external environment of water supply, water treatment andchemical industry, use the distributer management theory, five forces model, SWOTmethod, and then give the suggestion how improve distributer’s enthusiasm to sell HSIS’sproducts.This paper has a direct role in guiding Hamilton Sundstrand to improve marketingresearch and has a reference value for other foreign companies to build or improvemarketing management system in China.