Research On Komatsu Excavators Distribution Channel Tactics In China

The purpose of this paper is to study the key elements on Komatsu excavators trading distribution channel tactics in China. Based on the deep analysis on its market environment, this paper studies some important parts like distribution channel tactics system, choosing and evaluating channel members, channel control, market support, merit and the future trend of this distribution channel, etc. It focuses on the making of channel goal, running of control tactics and reform of the channel value chain. At last we can draw a conclusion that the determination of the channel goal, operation tactics on the distribution channel controlling, channel's appreciation ability in value, business proprietary assets and the channel members'partner-ship has the great impact on Komatsu excavators business success in China. With regard to theory innovation, this paper develops the application of the tradition marketing theory of channel control factions, and puts forward the view of"multi-level interaction system", which has the ability to reform the tradition value chain theory. The views mentioned above will provide Chinese enterprises some useful reference on transnational management.