Sales Channel Building For Russian Charcoal Company SIBERIAN WOOD TECHNOLOGIES

Companies are purposed for value creation through the competitive advantage to provide sustainable development.It is possible at the expense of proper regulation of internal environment to adapt to external environment.This can be achieved due to the building of reliable system of management,including the sales management system.It is important for a company as sales provide continuous development of the company.Proper built sales channels are one of the factors that ensure the sale of products on the market.However,the potential of the company is not limited only with local market but involves foreign markets.It complicates the functioning of a company,on the one hand,but gives benefits,on the other hand.In connection with it the issue of building proper sales channel in the host country becomes relevant for those companies that are purposed to export their products.This paper represents the case of Siberian Wood Technologies,Irkutsk,Russia involved in wood charcoal business.The study of the existing possibilities for the company demonstrated that indirect channel with involvement of the off-shore company and Chinese importer is the most preferable on the initial stage of the entry.Final decision about business start is connected with testing of the product quality by the consumers.