Study On Optimal Strategy Of Region Sales Channels Member Management Of FSD Elevator Company

With the change of domestic economic environment and the recession of domestic real estate market, the elevator industry has entered another difficult period. And most of major manufacturers have started to look for new strategies to develop channels and to win the market while decreasing their annual target. The elevator market has been facing a new period of price competition. There are some critical problems in front of these major manufacturers such as how to deal with the changes of the domestic environment, how to adapt to the changes of the domestic market and how to expand the market and seize good opportunity.Among all the famous brands, the FSD elevator company is an Internationally renowned elevator manufacturer joint ventured domestically by FSD group. Even though FSD has the world class brand and reputation and it has the first-class technology and development capabilities, the FSD company has met the unprecedented difficulties for its domestic development due to the above-mentioned domestic economic situation and other influences of the environment and also its internal factors. On the one hand, FSD elevator company has FSD brand which is such a good brand with good quality, technology and service. On the other hand, there are some undesirable phenomena, such as low market awareness, low market share and worse situation than the corporate peer with the same grade. Facing such a dilemma, what kind of decision and strategy will FSD company make to get out of the trouble? One of the points is the optimization of channels and the benign development.Channel is the lifeline for manufacturing enterprises and channel members are the important active factors to make it operate normally and to make it develop bigger. In this article, it analyzed the current channel condition of FSD company. As the author is in charge of the business in Jiangsu province and in addition to which Jiangsu is a large economic and cultural province which could be representative in all aspects of manufacturing, sales, brand development etc, the author selected Jiangsu area and FSD elevator company Jiangsu branch as the object of study. First of all, it starts from the classical theory of channel and it talks about channels and the problem of channel members and then the classification of channel structure is discussed. After the research on the development trend of channel structure, it raised the problem of channel members'management with detailed analysis of economy, controllability and adaptability. Finally, Specific research on management of channel members is put into effect and it includes the optimization of overall structure, the optimization of member selection criteria, the optimization of the training system and the optimization of incentive mechanism etc.