Research On Management Of Marketing Channel Of TFS Company Scientific Instrumentation

With amendment of 13th five-year planning, the market needs of scientific instruments in China will significantly increase in the forthcoming five years, which provide valuable business growth opportunities for all multinational scientific instrument enterprises. As for all multinational scientific instrument enterprises who entered into China market for many years, the management of marketing channel still be considered to be a conspicuous issue, which evoke highly attention by Top Management Of Corporation. As a well-known scientific instrument company, TFS also faces up with bewilderment caused by management of marketing channel. In front of the development opportunity currently, how to improve and strengthen the management of marketing channel, and make TFS company to be outstanding from the fierce competition, will be an important research subject.This thesis introduces core theories of channel structure, channel member selection and channel relations, marketing channel conflict management theories as research guide. The quantitative analysis and qualitative analysis method be applied during the all-round and multi-angle analysis on channel structure, channel member selection and channel relations and channel conflict management. The bewilderment and problems from each channel marketing phase are illustrated in detail after a theoretical and practicing analysis. Finally, the suggestions and solution has been given to improve the marketing channel management and philosophy on channel crisis prevention has been raised. The purpose of this thesis is aim to help TFS company scientific instrument business to improve and strengthen channel management, which make it be successful in the intense competition. Also hope the analysis and conclusions in this thesis can be valuable reference to other scientific instruments companies in the same industry.