销售通路的增值与变革（Value added and change of sales channel）.docVIP

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销售通路的增值与变革（Value added and change of sales channel）.doc

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销售通路的增值与变革（Value added and change of sales channel）

销售通路的增值与变革（Value added and change of sales channel） When Kodak decided to concentrate on the main Chinese market, one in Chinese set up 18 offices at the same time to start a large-scale rapid Minilab chain plans. In the past 6 years, in 500 the city built more than 5000 express, the Kodak products in the market share from 26% in 1993 to 53% increased rapidly. In the establishment of Kodak store when launched the 90 thousand and 9 boss plan, comprehensive support for Kodak to provide products, technology, training, retail management, including large-scale advertising, investors to recover the investment within 3 years. Less than a year, Kodak express nearly a thousand new, absorbing nearly billion of private capital. Through this program, Kodak is not only successful programs, and make those small investors unconsciously and Kodak formed a community of destiny . In May last year, Kodak and ICBC Shanghai branch signed a financing agreement, the main photofinishing equipment loans, up to 90% of the purchase price of the owners, loans for a maximum period of 3 years. Analysis of Kodak in Chinese market rapid advance for us to change the understanding of the sales channel, develop the sales channel function, to discover and explore the hidden potential and resources, and realize its value, is very meaningful. In order to make value-added sales channels, we must start from three aspects: 1. Give full play to the function of strengthening pathway pathway, promotion of competitiveness, improve product market share, cultivate and develop the brand advantage of products; 2. Reduce the cost of access, to grasp the balance between scale and benefit; 3. According to the different stages of product development, the use of information technology and cyber source, explore the reform and innovation of distribution channels. The value adding services from the pathway pathway began Sales channels not only include the sales of the products, but also includes the sale of services, acce