The Research Of Reconstructing Of Marketing Channel Of Chemical Products About XX Company In West Of China

Through analyzing the case of reconstructing of marketing channel of chemical products about west offices of XX Company, we are very clear about the present competitive situation the west office of XX Company is now facing. West office of XX Company still sticks to the model of direct distributor, and uses the mix model of project management and region management which was used to be suitable for the west market in that time; in fact the salary system still keeps the same. The sales men are glad to put themselves to old customers and small customers, as a result, the sale increased a little in past three years, though the economics of china have rapid developments in this period, and more, the cost of sales has been increasing in the three years. Under the situation, we have to consider to make some changes to the present system of channel of sales so that the XX Company can keep up with the development of economics of China. But we study the history and present situation of XX Company and we know the simple adjusting can not work so well because the situation is difficult to change for historic reasons, for example, XX Company was going to increase the sale with more sales men, but it seems that the way can't help them. Even if XX Company adjusted the situation, it maybe work in a short time. It needs a big change to improve the present passive situation.So we advise to reconstruct the structure of the sales channel, and construct the muti-channel system of sale, whose important point is to organize the 'lever' sales team in according to the theory of Lawrence G. Friedman .XX Company can use less cost to get more profit or sale with the team. The direct channel of sales menis most expensive in all the channel of sales, so we have to save the sales men to serve our big customers and new customers, sell the new products, enter into new field, and make most use of the sales men. As you know, reconstruction of marketing channel is not easy to finish, and need corporation of many sectors, in which the support of management level is the most important point.