Research On Entity Channel Operating Management Of Guangxi Fangchenggang Telecom Company

With the full service operation’s deep development of three domestic telecommunications operators, China Mobile, China Telecom and China Unicom, communications market competition is increasingly vigorous. The problem of cannibalization of products is becoming increasingly serious. The 4G networks of these three telecommunications operators have their own merits and defects. Furthermore, terminal restriction between operators are becoming less and less. Besides, the difference of prices among them has narrowed. Since then, the competition among three telecommunications operators is heating up. And they have changed competition mode from the original product competition to service competition & operation and management efficiency competition.In the market of telecommunications operators, one company’s service level & operation management efficiency can be judged by its entity channel. Therefore, the emphasis on study of this thesis is the entity channel of operators. Because of its late starting of entity channel construction, tiny investment at the very beginning, the lack of operating experience and low level mercerization, China Telecom was on the back foot on the competition of channel operating.This article focuses on entity channel operations management of Fangchenggang Branch, China Telecom Ltd(hereinafter referred to as” Fangchenggang Telecom Company”). Firstly, investigate local telecommunication market and the entity channel operating management status and obtain details from related leaders and staff, working at different levels for this channel system, in in-depth interviews. Secondly, study and analyze related information, operating data, files and documents of Fangchenggang Telecom Company in order to get a comprehensive understanding of the entity channel operating management and find and sort out the core issues in the entity channel operating management. Linking theory with practice, the essential reasons contributing to the result are the low market-oriented level in the entity channel operating management of Fangchenggang Telecom Company, the lack of modern management concepts and methods and the unsound management system. It mainly reflected in the following aspects: nonstandard operation procedure,ambiguous management standard, incomplete work guidelines and implicit responsibility. The company should get to the bottom of problems in order to improve and solve them. Faced with these operation management problems in entity channel of Fangchenggang Telecom Company, achieving the market-oriented operation gradually is necessary. It means enhance the operation management level through processes, normalization, standardization and refinement. So, the last part of the article describes detailed and specific suggestion base on its operation procedure, management standard, work guidelines and organization structure. The first is making point-of-sales management processes to enhance the efficiency of operations. The second is setting standards of the entity channel operating management, which will be very helpful for Fangchenggang Telecom Company to achieve fine management and improve the effectiveness of resource allocation. The third is optimizing work guidelines in the key positions of channel manager in order to assist members in channel manager team to work scientifically and effectively with clear direction and principle. Finally, enable the competent authorities to better adapt to changes in the market and work more efficiently by a optimizing the organization structure and job description. A whole set of scheme aims to make the entity channel operating management in Fangchenggang Telecom Company more professional, more normalized and more refined. Construct long-term mechanism for the improvement in entity channel operating level. Ultimately, they will be useful for enhancing the operations management efficiency of the entity channel operating in Fangchenggang Telecom Company.