Management Of Marketing Channels Of China Tobacoo Commercial Enterprise

Along with economic development and social progress, the development of the Tobacco Industry is strictly bound. Also the external environment for development is more tough.At the same time, China tobacco industry try to gradually push forward reform ,and it has already taken shape as a triangularrelationship------the famous brains,Large enterprises and big marketing structure .Astobacco commercial enterprises , it gets a dominant position in the industrial chain at present. Once the Monopoly Law changes,the enterprises will face with enormous challenges . Tobacco commercial enterprise itself is an important link in the tobacco products distribution channel. So how to improve the channel management, and build a first-class tobacco sales network, is a problem to be solved . By this, the tobacco commercial enterprises should enhance the market competitiveness,keep the sustainable development capacity and core competitiveness .This paper contains five parts. The preview is about background and questions that I research.Chapter 1 introduced the theory about Marketing channel management. Chapter 2 introduced the background and the developing progress of China tobacco industry .And analyze the problems and challenges we meet in the Marketing Channel Management.In chapter 3, I analyzed the channel's particularity in China tobacco commercial enterprises , by the basic theories of Marketing,SWOT,Porter's Five Forces Model,tobacco marketing system at home and abroad. Then I tried to make recommendations for improving the channel management.In chapter 4, I took Xiamen Tobacco Company for example, introduced and analyzed how it implements the Marketing Channel Management. In the last part, I gave my suggestions to Xiamen Tobacco Company about future development.In this paper we can find that,the tobacco enterprises haven't the core competitive power in the whole tobacco industrial chain,but mainly depend on the Monopoly policy. By comparing with the modes of operation in international advanced tobacco industries, the author of this paper thinks that in order to keep the Long-term development ,the tobacco enterprise must perform effective channel management, and build stable Strategic partnership with Industrial enterprises and Retail customers.