The Channel Management And Development Of Projector

" This paper mainly analyzes the Donview Group development as NEC projector distributor and channel management strategy. Chinese projector market gone through nearly20years of development, the channel management mode from extensive channel management in the seller’s market to the buyer’s market, the user centered, change and development of sophisticated operation channel management mode. The Donview Group as the unique sales network and channels of the projector agents in the years of channel sales experience, the Donview Group with their own characteristics, and avoid weaknesses, establish a set of effective, become an independent of channel sales system. This paper first makes a comprehensive analysis on the market demand and the projector industry in China, the main characteristics of the core technology, brand projector, the main sales forms and the characteristics of the industry analysis. Then, combining the Donview Group is responsible for the Beijing area channel sales experience, analysis of the Donview Group in different development period of the channel design and channel model, and analyzes the strategy for channel management the Donview Group projector and related products. Donview Group channel strategy is based on the4P theory, combined with the4C theory, the design of channel effectively, keep pace with the times change the channel, strict market management, realize the depth of communication with dealers and customers; to establish close relationship widely, solid, to maximize the channel loyalty maximization and control of the market, competitiveness. Then, Donview Group encountered in channel construction and management, this paper analyzed the concrete methods to deal with the problem and management measures, and the effect of the evaluation, and finally puts forward the conclusion of the study. This paper aims to the foundation through the development history and market situation of China’s projector agent’s industry analysis, study of the Donview Group in different periods of channel design and channel management strategy, and summarized the success and deficiencies. As the domestic enterprises, especially the IT hardware agents combined with its own characteristics, making its channel strategy reference."...