The Study Of Distribution Channel Modes And Its Application In IT Enterprises

At present, more than 70% of the sales performance of enterprises is achieved by distribution channels. To this extent, distribution channel is the most important factor in competition. But for most companies, they are facing many problems such as the low-level channel management and low-efficiency distribution building. Some of the companies even have to quit from the historical stage due to the distribution channel problems. As the most important segment, the distribution channel mode is the premise to carry out the accurate and high efficient channel management. Enterprises can not obtain ideal profits without a proper distribution channel modes. In this regards, it is of great real meaning to pay attention to and study the distribution channel modes.This paper gives the definition, function, process and basic construction of the distribution channels. Based on the relative theories of the channel influence factors and the SWOT analytical means, the paper analyzes the channel systematic environment, dealing cost and the market entering strategic behaviors. The hard vertical organization and the soft integrated organization are studied in the paper. Then the paper analyzes the distribution channel modes development of IT enterprises. The questionnaire method is used to investigate and analyze the channel modes, channel management ability, channel efficiency and profitability of the domestic IT enterprises, etc. so that the problems and the key influential factors can be found. In the end, the paper studies the external environment such as political policies, industrial competition situation, channel development levels and the internal factors such as the company development phase, business scopes, product features and market positions with the present situation of the Dayang Technology Development Inc. The constructive advice is put forward for strategic implement and detail methods of the distribution channel modes. Namely, it must be flexible when the distribution channel modes are chosen and adaptable to the development phase and the change of the external environment.