The Problems In The Sub-distribution Channels Of Stainless Steel Seamless Tube Of PCG Company And How To Solve Them

Recently, companies think much of sub-distribution channels as a key factor of their strategy management. In order to guarantee their products to be favorably sold and themselves to win in the marketing competitions, many companies have already built their sales network and sub-distribution channels, however, as being confined by their own recognitions, impersonal conditions and environmental restrictions, there are some problems and contradictions in the existent sub-distribution channels. The problems and contradictions are mainly put up in the aspects of weak ability of channel control, low efficiency of the channel, high cost, obvious confliction of channel, not being able to satisfy customers' requirements of the product, etc. Because of the marketing competition to be more and more drastic, the existent sub-distribution channels can not adapt to the environmental changes and the future development of the company, therefore, companies must solve the problems of appraising and ameliorating the existent channels.The characteristics of the product, the terminal customers, the own conditions of the company, its competitors and the marketing environment effect the choices and management of sub-distribution channels in different degrees, so the sub-distribution channels have obvious personal characteristics. The research object of this thesis is the sub-distribution channels of seamless pipes of PCG Company. Using the theories and methods of sub-distribution channel management, this thesis analyzes the current status and problems the existent sub-distribution channels, then put forwards the suggestions of how to improve. The author wishes by this thesis to help PCG Company improve its sub-distribution channels. Meanwhile, the author uses the theories of sub-distribution channels into the idiographic practice of a company inthis thesis and wishes that this kind of case study will be useful for other trade companies. In this way, the author wishes to make more contributions to the development of PCG Company and to help the companies of our country to raise their marketing competitive abilities.The author has worked in the production and sales departments of PCG Company for many years and is very familiar with the production and sales of seamless pipes. In order to closely combine the practice, the author coordinates the documents of the customers and relevant companies which are gathered by sales persons' arduous investigations. The author also collects a lot of recommendations and suggestions which are given to improve the efficiency of distribution channel. After carefully studying and struggling researching, the author proposes his own methodologies on how to improve the efficiency of distribution channel. For limitations of time and proficiency, some parts of this article must be amendable. Any revision comments will be appreciated.