The Study Of How To Encourage The Distribution To Work Hand In M Company

Distributor has a important rule in the business word,with the grow of distributors and the factory depend on the distributor,some ditribuotr will get more stonger with the supports form the factory; and now new issue is bigger distributor will again the factory in order to get more margin;other distributors will reduce the source to the market because the sales revenue is little,even some of them will turn into the competitor’s product;The distributor show difference capacity in the channel strategy.some was result because of the distributor,some was result because the channel management form the factory,the power will keep balance when the channel management is suitable,the channel management will motive the distributoer to reache the target of factory and the distributor will get enough margin form the sales active,encourage point is a key rule in the distributor management,good encourage project can motive distributor to develop new market and get double win between factory and distributors,good encourage project can make weak distributor to grow stronger and keep the distributors on the right way.Good encourage project is a key point in the distributor channel management,With the base of game theory and the modle of excitation function,combine with the actual status of the distributor management in M company,the author advise the excitation function modle to the distributor management in M company,and apply the modle in the daily management active.