Kt Channel Design And Member Selection

Medical device industry is a small branch of the medical industry, which has a great potential market, although it is not well developed. This is because the overall equipment level in China is quite low and many lagging medical equipment needs to be replaced. Moreover, the policy of separation of hospital and medicine has objectively forced the hospitals to purchase lots of medical equipment to raise their competitive strength. This of course has created business opportunities to the industry of medical equipment. The boom of the industry attracts many investors, however, the market competition has become more intensive whilst the profits goes down in vast scale. The domestic medical equipment companies in middle and small sizes are disadvantaged in market competition because of many reasons, among which the disorder of distribution channel, the absence of systemic management of distribution channel and unsatisfied sales team management as well as the increase of sales expenses further has reduced the profit space. As one member of those companies, KT faces the similar problems.This dissertation researches on the design and management of channel of KT. Through the analysis of the design, management and control of sales channel of KT, the author tries to study the design and management strategies of KT channel and offer KT a solution to the problems existed in its market access, which can be the solution to the management of marketing channel of the domestic small manufacturers of medical equipment which have similar problems. By the introduction to KA's marketing status and problems with the channel, this dissertation points out it will be necessary to adjust the channel of KT and carries out detailed analysis of related marketing factors which effect the channel. Applying many research tools including analysis of environment and strategy, Porter's competition strengths model and analysis of purchasing behavior of consumers while carrying out demonstration analysis of KT channel, this...