Design Of Marketing Channel Conflict Solution For Shenyang CT Company

Shenyang CT company mainly produces flying saw products of welded pipe equipment.With more than 10 years,the company has become a leader in the industry,whose products are exported all over the world and the performance has been rising year after year.With the sharpreduction of the crude steel in China,the competitions in ERW pipe industry are becoming intensifying and the marketing means of the new competitors are increasing continuously.As the result,the traditional model of giving priority to direct marketing and selling goods on a commission basis as a supplement can not satisfy the market development.It helps company to reduce channel conflicts and face the challenges of the market and competitors by designing a set of effective marketing channel management systems in the perspective of marketing strategy,making a deep analysis on the conflict with scientific methodsandbuilding strong and efficient channels.By applying domestic and foreign mature theories about marketing channel conflicts andthe marketing channel cooperation,this paper takes Shenyang CT Company as an example to analyze the channel situations of CT Company and summarizes the types and reasons of conflicts,especially channel conflicts and present problems such as conflicts of pricing methods of payment,conflicts of after-sale service mode,conflicts between responsibilities and goals,channel resource conflicts,technology solutions conflicts of target customers and price conflicts,and then draft a plan of marketing channel conflicts of Shenyang CT company.This plan covers the establishment of channel alliance and cooperation mechanism,puts forward a channel marketing model of taking alliance as the foundation,giving priority to direct marketing domestically and mainly being based on professional agents overseas,and provides a security system and a series of incentive system for members solving conflicts.The conflict of the marketing channel of Shenyang CT company is analyzed comprehensively and deeply in this paper,especially some opinions about how to establish marketing channels and management,which has certain practical significance to Shenyang CT company and other types of small and medium-sized companies.