Refractory cases of industrial distribution analysis and 3M Inspiration.docVIP

 PAGE \* MERGEFORMAT 13 Refractory cases of industrial distribution analysis and 3M Inspiration I marketing communications network in China, issued a ‘industrial distribution of the characteristics of the composition and key factor in the value chain analysis of’ a text, the received many enthusiastic letters from readers, a lot of industrial distribution and I hope the exchange and discussion . One letter from a friend is like this: A: For the friends of the question, I would be so simple answer: ‘For you to do two questions: I would first like to see what products you sell, you do not talk about here, and I, for example, that is, automobile tires, lubricating oil, automotive interior accessories and cars with the chassis, which are in the same industrial products, but their channel would there is a big difference! The reason, you can look quite thin. Therefore, indirect channels and direct channels of choice: For a high degree of customer concentration and distribution of narrow, but also large-scale equipment, bulk goods and products, in general, direct marketing, but some cases may also be an exception, but with the public procurement of large enterprises, based on Internet business procurement platform for more and more and more customers are leading manufacturers move toward the direct channel; For the indirect channel, in general, the customer side dispersed, single customer a small amount of a broader geographical spread, etc., need to take indirect channels; A combination of two channels, in general, is based on the actual analysis of the actual situation. The real message here is: in general a lot of the traditional state-owned enterprises in the planning system, the general allocation is planned, and later are more direct, in the transition to a market economy and China’s economic globalization process, the need for Yue Lai thinking more and more enterprises are indirect distribution model. ‘ Subsequently, the friends and letters, more det