Distribution Channel Optimization Research For IT Distributor S Company

According to《Analysis of current situation and forecast of future development for China's IT distribution market in 2015-2020 years》,the global IT industry is experiencing rapid changes,and the future development trend is closer to multi industry convergence[16].Under the circumstances,whether the traditional IT distribution channel can adapt to market transformation and achieve the development of enterprises has become a problem that IT distribution enterprises need to seriously consider and solve.As for the professional and standardized distributors,the larger the scale is,the more management problem occur.If IT distributors want to make precise marketing strategy and expand market share,we need to improve reasonable channel management first.A lot of literature has been studied on channel management.Taking Asia Pacific first IT distributor S group as an example,this paper analyzes the current situation of S group's distribution channel management based on the combination of theoretical knowledge and practical experience,in order to achieve the following goals:(1)To ensure the orderly and reasonable operation of S group;(2)Reducing the cost of distribution management;(3)Strengthen the enterprise's lasting competitive advantage.The problems found in the case are mainly:(1)Channel conflict serious;(2)The channel quantity is low,the channel coverage area is unreasonable;(3)Channel member credit management lacks rationality.Through the analysis of channel problems,find reasons:(1)The internal management is not perfect,the process is not reasonable;(2)Corporate culture and employee development are mutually exclusive;(3)Lack of reasonable channel member management,training and motivation;(4)Group strategy influence for channel problems.Suggestions on Optimization for the problems existing in S group:Firstly,optimize group strategy;Secondly,(1)Optimize the enterprise management system and rebuild the enterprise culture.;(2)Strengthen supplier management and optimization;(3)Strengthen the selection,training and incentive policies of channel members.Conclusion:This paper analyzes the existing problems and causes then puts forward some reasonable Suggestions.Hope to strengthen the group's distribution channel management capabilities,and provide a solid foundation for the long-term development of enterprises.