The Study And Re-Design Of Founder PC Distribution Channel

In the face of increasingly fierce domestic and international competition from various brand computer makers of China's IT industry, Founder PC has successfully maintained the second biggest market share in china over the last several years. Especially, in the third quarter of 2002, Founder PC got the fifth biggest PC market share in Pacific and Asia for the very first time. The distribution channel of Founder PC that features marketing combination of 4P is one of the important reasons lies behind the success of Founder company and offers a good and thought-provoking example for distribution channel and management of China's computer industry. This thesis will study several key aspects of the flat distribution channel pattern of Founder PC and its management such as dealers selection, marketing promotion, inspection & evaluation, conflict management, control of distribution channel, performance evaluation and storefront management, as well as logistics management and information system management that ensure the distribution efficiency. On the basis of the SWOT analysis of Founder PC and its rivals, changes inrivals' distribution strategy and the competitive environment, the thesis, by bringing forward the conception of CDP (Channel Development Partner) and analyzing the request, responsibility and significance of CDP, will attempt to offer a counter measure of the distribution channel strategy of Founder PC, so that to direct the new distribution channel of Founder PC and make Founder company adapt to the current market and keep a competition edge over its rivals.This thesis is aimed to get the attention of governors, sales & marketing managers of computer industry and other related industries to strategy design of distribution channel and its management. Hopefully, this thesis will contribute a little to making up the theoretical shortage of distribution channel strategy design by practical research. The new distribution channel strategy of Founder PC will be helpful in channel increment, increase in market share, development of dealers, establishment of business partnership with distributors.