Design Of The Management Scheme Of Distributors Of Chinese Subsidiary Of CRC

With the rapid development of China’s economy and the continuous improvement of domestic industrial level,more and more foreign brands of special chemicals begin to pay attention to and actively pour into the Chinese market.Thanks to the gradual improvement of China’s manufacturing technology and scientific research force,domestic brands have begun to make efforts to compete with or even surpass the imported brands of special chemicals.While the country is steadily developing traditional manufacturing industry,it is also developing emerging industries,such as rail transit,wind power generation,ship transportation,etc.The development of these emerging industries provides a broader market for special chemicals,but also brings more fierce competition.CRC Industrial Company was founded in 1958 in America,their products are industrial lubricants,cleaning agents,rust inhibitors and other special chemicals.It is in the absolute leading position in the global special chemicals industry,and CRC has strong competitiveness in the electronics,marine,rail transit,mining,food processing and other industries.After seeing the unlimited potential of the Chinese market,CRC China subsidiary was established at the end of 2014,it meant CRC’s entry into China’s industrial market.However,now,the special chemicals market has been in a competitive situation.WD-40,which is also an American brand,has stabilized its leading position in the hardware and electronics market.However,it has also been impacted by the domestic brand Haoshun,and WD-40 has begun to gradually increase the product line in the civil market to alleviate the pressure on the industrial market.The other two American brands,Jabil and LPS,have been withdrawn China’s market;German brands Wurth and Loctite have long dominated the rail transit industry,and now they have to face the competition and challenges from Jiangxi Ruibao and other domestic brands;And another German brand,Weicon,is also coveting the Chinese market.In the face of this situation,the partners of CRC China,in other words,distributors become the keystone.CRC China has been growing steadily.Especially this year,under the influence of the epidemic,it has not only fulfilled the performance indicators given by the U.S.headquarters,but even exceeded the expectations.However,this does not hide the problems existing in the management of the distributors of CRC China,such as the conflicts among distributors,the decline of profit margin of distributors and the decline of distributors’ loyalty.This paper uses the method of combining theory with practice to make a comprehensive analysis on the distributor management of CRC China.Through the research on the relevant theories of distributors,distributor management and marketing management,this paper makes a comprehensive analysis on the distributor management of CRC China.Through the analysis of the current situation of the distributor management of CRC China,this paper focuses on the current situation of the distributor management of CRC China,the existing problems,the seriousness of the problems and the causes of the problems,so as to provide objective guidance and result guidance for the subsequent scheme design optimization.This paper adopts the methods of literature research,investigation research,and reasonably uses the 4P theory to guide the practice and strive to form a dealer management scheme suitable for CRC China.The research of this paper combines the current situation of the distributor management of CRC’s Chinese subsidiary.It is very important to improve the competitiveness and long-term competitive advantage of CRC’s products in China.And it has a good reference for enterprises in similar industries...