Survival And Development Of The It Channel Business Research

In chapter 1,the author narrates the history and development of IT intermediary merchants in China.25 years passed from the rise of China IT intermediary merchants in 1980,when Mr. Chen Chunxian established the first Zhongguancun private high-tech enterprise. The whole history is divided into five successive phases in this article. Characteristics of Each phase are narrated in detail separately.In chapter 2,the author states the IT merchants' current and existence situation by figure.The national IT intermediary merchants quantity has already topped 76000 by year 2004 and the number of employees exceeds 1 million. At the same time, the total turnover has already been close to 300 billion yuan. The average turnover rises to 3,910,000 yuan this year too.In chapter 3, five main challenges which China merchants faces are presented.Manufacturers do away with a hierarchical channel system strategy.With the China entry into the WTO, Domestic IT merchants will compete with the foreign merchants with new channel mode. .Because of homogeneity of IT products, price competition is become more and more fierce. The profit of IT merchants drops sharply.Manufacturers marketing tactics and the national financial policy bring great capital pressure to IT merchants.The living space of IT merchants is pushed under the diversification channel policy of manufacturers.In chapter 4,the author propose three countermeasure to the challenges:The commercial mode must change from sell-oriented value added mode to service-oriented mode.Pay more attention to 3,4 grade market construction and hold more important customer.Adopt a pluralistic channel strategy and fully utilize channel resources.