Research On Distributor Selection Of E Product Line From D Chemical Company

Chemical industries in the world is facing the great classification currently,the merger case of the chemical engineering tycoon’s is good enough to overturn old global chemical engineering profession structure and form.When two completely independent companies combine into a company,following will accompany with the problem of various each kind at managing a level.Currently although the tycoon of big parts of chemical engineering companies concentrates in the Europe and America,but China market is the oversea market of these biggest multinational companies,its position can’t neglect,if manage a good China market to have prominent meaning to these multinational companies.This paper takes multinational company D as an example,after its 2016 the middle of the years merged DC company,these two companies distinguish to all have of the HPC industry also comply with the surrounding and arrive a section,its E product line the business in China also receive many impacts.In China market,the sales of the E product line 80% be or so to come from distributor’s outlet,20% is or so to come from big customer in the world of multinational company.So,the distributors’ management seem to be particularly importance.Before merging for 2016 the middle of the years,the D company and DC companies have several distributors respectively in the E product line,merger the business agent number of the HPC section E product line after is too saturated.Pass the advantage and weakness of analyzing each distributor,and combine the development strategy of D company,at 2016 have already started designing to build up various management system of distributors at the end of every year,Be from 2017 beginning of every years’ 7 distributors carry on choosing an optimization to choose,particularly cultivate so far only save 4 distributor strategy to cooperate a colleague.This paper with the product life cycle theory(Product Life Cycle),SPS(Sales Performance Scorecard evaluation system),DRT(Distributor Rating Tool evaluation system)manages the system as theory foundation and is divided into lead into a period according to the life cycle the existing product,growth expect,the maturity expects and declines to expect four stages,then to business agent from four build up distributor’s present condition to manage analysis to study,from 7 existing distributors,choose an optimization to choose 4 the suitable D company E products develop of need,and try to investigate this 4 distributors and the margins of the of D company expectation value,thus and effectively manage each distributor,raise the effective dint of distributor,because of ground system proper,reasonable division of labor,each exhibition bureau chief,the advantage repairs with each other,common progress,let the E product line business healthily develops in China of purpose.