Channel Model Of The Industrial Lighting Business Transformation Strategy

Since reform and opening-up, especially over the past decade, China's electrical industry has experienced the sustained, steady and rapid development. In this economic background, the lighting industry grew at more than 10% annual rate. According to industry statistics annual report of 2008, it showed that the sales amount of whole industry has already exceeded 180 billion Chinese Yuan, of which export amount reached 65 billion Chinese Yuan. Industrial lighting being one of the segment markets of lighting industry in China, in the past decade, it has been growing at more than 30% annually. Now industrial lighting becomes the most important segment market of lighting markets.This thesis focuses on the questions which lighting companies faced when planning the market channels to consumer market. By reasonable channel planning and effective channel management, we want to solve the problem of low efficiency in the channel. Meanwhile, some proposals are presented on the sales channel planning to the manufacturing companies.