Research On Distributor Selection Evaluation Based On High And Middle Grade Lighting Enterprise

With people's living standard improving constantly,there is a higher demand for home decoration.Lighting is an important part of home decoration products,and high lighting products are in the rapid rise and growing.Dealer sales model is an important lighting product marketing channels.How to select dealers scientifically,and to establish an effective dealer evaluation index,which has practical significance for enterprises and dealers cooperation and development continually.The author of this paper have experiences more than 20 years in lighting industry,so he knows deeply to the problems for the lighting industry.For example,the gap between enterprises and dealers is bigger,such as frequent tension,commodities fleeing,faithless the phenomenon in sharing information.So we have germination of the lighting products distributor parity index of subject research and hope to do some reference for subsequent practice and theory research.From this study,we try to establish scientific evaluation index system of dealers as an example Katherine which is the brand of Europe high lighting products.First of all,we make the definition of distributors,dealers function,the relationship between the supplier and the distributor through the consult literature material;and summary dealers index system research;Based on that,we define the concept of the dealers,and put forward the index evaluation system.Also,we design the index evaluation system of the questionnaire in order to verify the index system of scientific rigor using interview with corporate executives and university professors.After that,with the index system for further correction,the questionnaire is made of finally which contains three first-level indicators,and 12 secondary indicators evaluation system.Three indicators for first level are: geographical location(B1),management(B2),and financial capacity(B3).The indicators of geographical location includes five secondary indicators: population size(C1),economic development level(C2),the real estate market development(C3),traffic convenience(C4)and regional features(C5);the indicators of operation philosophy subdivides into five secondary indicators:business concept consistency(C6),product identity(C7),product loyalty(C8),communication effect and efficiency(C9),executive force(C10);And the financial capacity index include two indicators,investment amount(C11)and business performance(C12).At the same time,we adopt the AHP analytic hierarchy process and use Delphi method to make up 12 indexes of quantitative score for two subject importance.After several rounds of repeated confirmation,eventually we get more scientific data,to establish judgment matrix,and we obtain characteristic vector as well as the sheer level consistency inspection and comprehensive sequencing.Finally we draw the conclusion that five indicators in the high lighting enterprises as the largest indicators in the assessment of the dealer are population scale,the degree of economic development,traffic convenience,the management idea of consistency and investment.