SH China Industrial Lubricant Distributor Management Optimization Research

Industry lubricant need adding?change on time, and it has the character of industry consumption,with China manufacture develop fast, China lubricant have been doubled to 6800k tons from 2000 to 2011.while in these years economy is depressing, the consumption of lubricant decrease and the total volume decreased to 5810k tons, and the industry lubricant ratio is about 45%, it is close with economy development, and industry lubricant is described as climate chart for economy demand. Although these years is not good in economy,China is till growing up to the second largest of lubricant market.Industry lubricant demand have 3 features:diversification?difference?individuation. In industry lubricant area, because of mechanical equipment is complicated and diversified, and with the machining method developing fast, industry lubricant technology and series is more complicated than engine lubricant. Manufacture enterprises'mechanical equipment need high qualified industry lubricant to maintenance effective operating, different industry area means different application, even the same industry area with the different machining method the industry lubricant is different.the market demand for industry lubricant shows diversification?difference and individuation, located in different areas sales channel can be important resource for industry lubricant selling and technical support, they can rely on different demand area then make safe stock and better service to customers.SH China industry lubricant have won great success in the past years, especially in sales channel development have good reputation in lubricant business, and many other competitors also learn and imitate SH sales channel management. In good economy situation, Exuberant market demand can conceal some faults in sales channel management, while in depression situation,SH industry lubricant sales channel confliction have been exposed. For example the low ability of sales channel in margin making, customer intimacy need improvement, loyalty decrease and so on.Through this thesis writing, analyzing and raising the management problem in SH industry lubricant sales channel, according to theory and practice give some actual solution for such problem and rectifying by some principal guaranting.