The Research Of Emerson Process Management Company Sales Channel Reform

Marketing Channel is a very important portion in Modern Marketing studies.However, many researches are focusing on the consuming products. Indeed to theindustrial products, the marketing channel is as important as consuming products.Somehow it is even more complicated. Also the management of the channels is moredifficult. A proper channel design will help the manufacturer to occupy market andenlarge share. Oppositely a improper channel may affect the manufacturer performance.In the more serious situation it can even bring problems and conflicts to the company. Soevery company has to consider the situation carefully before selecting a market channelmodel.Emerson Process Management Company (shorted as EPM) is part of EmersonElectric Group. It is well known as a products manufacturer of Industrial Automation.EPM has shown in Chinese market for over30years. With the fast growth of Chinesemarket, EPM has also increased very much. However, as there are many brands andmany kinds of sales channels in EPM, after year2000, especially after Global EconomyCrisis in2008, there happened many problems. So EPM decided to do a sales channelreforming in2010.This article introduces the related Channel Management theories, and analyzes thesituation of EPM before reforming and after. Furthermore this article also advises theresult of reforming and the suggestion that can improve the company management. It iswished to lead a better understanding on the channel management. Also the similarcompanies may benefit from the article.