Research On Management Strategy Promotion Of Jieshun’s Knowledge Sharing Distribution Channels

In the recent year, with the increasingly higher national requirement for public security order and the construction of "Safe City" and process of urbanization, domestic residents have higher and higher requirements for living safety, which boosts the development of China’s security industry. As the subsector of the security industry, entrance control and management develops rapidly as a result of the safety requirement of personnel and vehicles in crowed areas such as residential areas, business buildings, airports, hospitals, shopping malls, schools. To occupy the market promptly, most enterprises compete with low prices and grab distribution channels, disorganizing the normal development of the industry. Besides, on the whole, employees in the industry are not well-educated, leading to the condition of limited promotion of high-value-added products and fierce competition of mid and low end products. These phenomena result in problems of focusing on short-term interests, low loyalty and high costs of development and cultivation of distribution channel.Established in1992, Jieshun is an entrance control equipment manufacturer, which has over20years history. The products are sold all over China and exported to the Southeast Asia and used in Beijing Olympic Games, Guangzhou Asian Games, Shanghai World Expo and other major events. Since the development of distribution channel in2010, there arose many problems in the company’s distributor management such as management homogeneity, lack of incentive measures and inconformity of service quality, resulting in slow improvement of distributors’ performance and drain of channel members.Through interview, investigation and other methods, this article analyzes the status quo of management, motivation and service of distributors of Jieshun, and finds out the reasons of problems. It studies in depth the mechanism of company’s business process, motivation model, service standard, etc, finding out problems, so as to improve distributor performance management of the company.Research indicates that, management, motivation and service of distribution channel can absolutely break through the traditional profit-led mode. On the basis of transmission and sharing of knowledge, improvement of distributors’channel relationship, channel capacity and channel performance can be realized. Through the building of the company’s knowledge platform, and service profit chain, the long-term, stable and sustainable partnership can be established in distribution channel management, which promotes loyalty and development of distributors, avoiding profit-driven cooperation, and not only realize the stable and sustainable development of channel team, but also effectively control the cost of distribution channel, and advance the performance with effect.