Optimized Schematic Design For The Management Of H Company’s Domestic Agrochemical Product Distributors

The survival and development of enterprises rely much on marketing channels where dealers play crucial roles.By authorizing the dealership and leveraging the unique advantages from dealers including specialized knowledge,marketing channels,labor force,social relationship,enterprises are able to distribute the products to wider markets and efficiently save the cost of market development and maintenance.Whereas,a set of scientific and ameliorated dealer management schemes which constrain and encourage the dealers is needed to effectively motivate the dealers to whole-downheartedly and efficiently develop the market.H company efficiently manages and regulates its domestic agrochemical marketing channels.The company enacted the regional dealership policy in January 2020.After 2 years of practice,although many achievements have been created,some problems are exposed at the same time.Based on the analysis of domestic agrochemical industry,product market and the fundamental state of the dealers,this dissertation sets H company as the research object to study the status quo of the company’s dealer management and to conclude the problems and the causes that lie in both H company and its dealers by applying questionnaire method and executive interview method.On the basis of dealer management theories and qualitative/quantitative research method,this dissertation further ameliorates the dealer management scheme from the aspects of new dealer selection,dealer daily management,dealer motivation and dealer evaluation.Besides,measures including the amelioration of organizational structure,the strengthening of cost analysis and control,the establishment of training system,the infiltration of company culture are raised in this dissertation to guarantee the smooth implementation of the ameliorated scheme.The optimization and amelioration of H company’s domestic marketing channel are designed to create a more scientific and effective strategic dealership pattern.It provides H company with advantageous conditions to improve its competitive capacity,fulfill wide and long-term progress,and promote the high-quality development of military-civilian integration industries.It can also solve the problems lying in marketing channel management and help H company’s dealers improve their comprehensive abilities.Furthermore,it offers reference and guidance for other companies to manage their marketing channels.