美的集团的产品分销渠道研究

美的集团的产品分销渠道研究 学生姓名: 学 号: 系别班级: 管理系2008级市场营销本科班 专业,方向): 市场营销 题 目: 美的集团的产品分销渠道研究 指导者: 副教授 评阅者: 副教授 2012年 4月 20日 河北金融学院2008级本科毕业论文 毕业论文中文摘要 美的集团的产品分销渠道研究 摘要: 美的家电产品分销渠道以区域总经销和直供经销相结合的复合分销渠道模式。在新形式下存在以下问题:一是渠道冲突:窜货问题时有发生;二是对乡镇市场及新渠道的发展重视不够;三是现货现款的供货政策，缺乏灵活性;四是渠道成员向心力不强;五是渠道效率和适应性需要提高。通过对其分销渠道现状和以上问题存在的原因进行分析，提出了对美的家电产品分销渠道进行优化的建议:一是继续对现有渠道进行扁平化整合;二是建立与经销商之间的合作伙伴关系;三是强化四级市场渠道的控制力和渠道终端建设;四是积极发展新兴渠道;五是强化渠道管理，提高渠道运作效率;六是实施更加灵活的渠道政策。 关键字:家电产品 分销渠道 优化 新兴渠道 1 河北金融学院2008级本科毕业论文 毕业论文外文摘要 Title:Media appliance product distribution channels research Abstract Media appliance product distribution channels is with the regional total distribution and retail distribution combination of composite distribution channel mode. Under the new situation exists in the following problems: one is the channel conflict: channeling goods problem occurred frequently; two, not enough attention paid to the rural market or the new development of the channel; Three is the supply policy of cash spot lack of flexibility; Four is channel members’ centripetal force is not strong; Five ，Channel efficiency and distribution channels adaptability should be further enhanced. According to the analysis of the distribution channels status quo and the reason of the existence of the above problems, this paper proposes to Media appliance product distribution channels optimization proposal: first is to continue to existing channels of flating integration;second is to built partnerships with dealers; Third is to strengthen the fourth market channel control and channel terminal construction; Fourth is to develop positive burgeoning channel; Fifth is to strengthen the channel management, improve operation efficiency; Sixth is to carry out more flexible channel policies. Key Words: Appliance product distribution channels optimization burgeoning channels . 1 河北金融学院2008级本科毕业论文 目 次 1 引言............................................................................................................................. 1 2 美的渠道模式和管理............................................................................................... 1 2.1 当前的渠道模式...................................................................................................... 1 2.2 渠道管理.................................................................................................................... 3 3 美的家电产品分销渠道面临的挑战......................................................................... 4 3.1 新兴渠道快速发展带来的渠道垄断........................................................................ 4 3.2 渠道话语权的争夺.................................................................................................... 5 4 美的家电产品分销渠道存在的问题......................................................................... 5 4.1 渠道冲突:窜货问题时有发生................................................................................ 5 4.2 对乡镇市场及渠道的新发展重视不够.................................................................... 6 4.3现款现货的供货政策................................................................................................. 6 4.4 渠道成员向心力不强................................................................................................ 7 4.5 渠道效率和适应性有待提高.................................................................................... 7 5 美的家电产品营销渠道优化建议............................................................................. 7 5.1 美的家电产品分销渠道优化目标............................................................................ 7 5.2 美的家电产品分销渠道的优化建议........................................................................ 8 6 家电企业未来渠道的中坚--- 专卖店模式............................................................11 结 论............................................................................................................................. 13 参 考 文 献................................................................................................................... 14 致 谢............................................................................................................................. 15 1 河北金融学院2008级本科毕业论文 1 引言 经过近在30多年的发展，我国的家电行业经过导入期、高速成长的成长期，现已进行入了稳定的成熟期，成为目前国内竞争最为激烈、最为白热化、市场化最高的行业之一。家电行业中的各商家竞争手段，也由最初的价格战转向分销渠道的争夺。“渠道为王”的理论也日益为各商家所公认，谁控制了渠道，谁就能在竟争中取得胜利。特别是九十年代末年以来，以国美、苏宁为代表的全国连锁零售商和以“中永通泰”为代表的地方性连锁家电销售商等新兴渠道的快速发展，对传统的销售渠道造成了严重的冲击，大有对生产商进行反向控制的趋势。因此，家电生产商在提高生产工艺，力求生产出核心竞争力产品的同时，采取措施适应和改变渠道成为了每个生产商的营销环节的核心问题。 美的做为家电行业中佼佼者，在新形势下如何去适应这一新的环境,美的较早的认识到了这一问题，早在2005年美的就开始着手对渠道进行整合。先是投入大量资源在一二级市场开设品牌专卖店，建立自有渠道;然后对实行多年的事业部 制度 关于办公室下班关闭电源制度矿山事故隐患举报和奖励制度制度下载人事管理制度doc盘点制度下载 进行了改革，在各个销售区域取消了每个事业部单独成立销售分司各自为政的做法，将洗衣机、空调、冰箱置于一个制冷产品销售公司旗下，减少对渠道资源的浪费等等。这一系列的措施对其原有的销售渠道进行了一定的优化，取得了一定的成效，但渠道效率不高、渠道控制力不够等老问题依然存在，同时优化过后又产生了一些新的问题。 本文通对美的家电产品分销渠道现状的研究，并对其分销渠道中存在的问题进行分析。运用市场营销、渠道管理等相关知识，对优化美的家电产品分销渠道提出一些建议。 2 美的渠道模式和管理 2.1 当前的渠道模式 美的家电由美的制冷家电和美的日用家电组成，旗下的家电产品有美的、荣事达、小天鹅、威灵等十多个品牌，分别成立了美的制冷家电集团和美的日用家电集团，各自负责制冷家电和日用家电的生产和销售。虽然美的制冷家电和日用家电通过不同的渠道进行分 1 河北金融学院2008级本科毕业论文 销，但它们的渠道模式都是大同小异的。 美的家电分销渠道组织模式是以区域总经销制和直供经销制相结合的复合渠道模式。 在区域(省)内建立销售分公司，全权负责产品在该区域内的销售。区域内又划分若干独立的小区域，不同的品牌由不同的经销商代理，由经销商负责小区域内的代理品牌产品的销售。其中，销售分公司的主要职责有:完成总部分给的销售目标;执行总部制定的营销政策，并根据当地的实际情况制定促销政策和本区域内的销售政策;负责向区域内的大零售商如国苏等全国性的家电连锁商、品牌专卖店等零售商直接供货，根据各经销商的要求向区域内的一般零售商供货;管理区域内各品牌经销商，协调与经销商的冲突矛盾，及时向总部反馈市场信息等。小区域经销商的职责主要是:完成销售分公司下达的销售任务;负责本区域内县级市场和乡镇市场的市场开发和客户关系的维护;从县级市场和乡镇市场的一般零售商获得订单，再反馈给销售分公司后，由销售分公司供货。 2.1.1美的产品渠道的长度 ? 区域销售分公司——专卖店或大零售商(大商场、大卖场)——消费者 这一模式是针对市场上的全国性家电连锁(如国美、苏宁)、地区性家电连锁(如商社、中大)、综合性连锁超市场(如人人乐、重百)和专卖店等零售商。以利于公司对重点零售买场的控制，有助于公司的各项政策措施的全面执行。 ? 区域销售分公司——小区域代理商——零售商——消费者 对于县级市场和乡镇市场采用这一模式。由代理商全面负责市场的操作，可以充分借助代理商的网络资源优势，实现对整个区域市场的覆盖，也可以节约分销成本。 2.1.2美的产品渠道的宽度 在不同渠道层次分销点数量的 设计 领导形象设计圆作业设计ao工艺污水处理厂设计附属工程施工组织设计清扫机器人结构设计 上，美的充分考虑了将经销商利益和市场占有率相结合的原则。 ? 在一、二级市场上，由于市场竞争比较充分，渠道之间的竞争也比较激烈，消费者的购买也多由家电品牌的拉动，必须尽量的扩张分销点的数量，以提高市场占有率。因而，一、二级市场渠道的宽度取决于当地市场有影响力的渠道的数量。 ? 在三级市场和乡镇市场上，主要选择当地有实力的零售商代理产品的销售。一般在县级市场上根据市场条件选择2—3个零售商代理，以保持一定的市场竞争。乡镇市场由于竞争的不充分，多采用独家经销，即每一个乡镇只选择一家零售商代理产品的销售，以充分保证零售商的利益，和零售商对产品主推的积极性。分销模式如下图: 2 河北金融学院2008级本科毕业论文 美的总部 A区域销售公 司 国、苏大连锁 品牌专卖店 大润发、沃尔玛三级小区域代 等大商超 理商 消费者 消费者 消费者 经销商 消费者 2.2 渠道管理 2.2.1对渠道成员的激励 渠道成员都有明确的经营目标，也有为实现这一经营目标而制定的一系列营销策略。通过对渠道成员的激励可以有效的帮助渠道成员实现其经营目标，也有利于充分调动渠道成员的积极性，实现公司和渠道双赢的局面。 回款奖励 经销商的回款对于对各销售分公司来讲是至关重要的。充足的资金可以使公司在家电销售淡季信储备充足的货源，为旺季的销售做好准备。因而，为了提高经销商的回款实施奖励措施。 销售奖励 为提高经销商的销售积极性，还对经销商实行销售奖励，奖励的客度直接与经销商的销售业绩挂钩。如美的空调某地销售公司对其经销商实行根据其年度销售额按照中高端机3%、特价机2%的 标准 excel标准偏差excel标准偏差函数exl标准差函数国标检验抽样标准表免费下载红头文件格式标准下载 进行年度返利。 进货奖励 根据经销商提货的机型、数量不同，实行不同的奖励政策。对于公司主推产品给予经销商更优惠的条件，以提高经销商主推该产品的积极性。 促销支持 配合不同阶段的促销 计划 项目进度计划表范例计划下载计划下载计划下载课程教学计划下载 ，对渠道经销商加大活动支持。通过广告宣传、现场活动、安排人员对经销商的推广和促销活动进行专业指导等各方面的支持，以加速渠 3 河北金融学院2008级本科毕业论文 道的销售速度，提高产品周转率，提高渠道备货积极性。 合作奖励 对主推美的家电产品的经销商进行销售奖励，对于销售进度完成较好、产品销售结构达到公司目标的经销商进行不同程度的支持。 补贴 对部分重点卖场扩大或突出展示面积、效果实施奖励，对滞销产品促销采取价格补贴，对专卖店、零售卖场开店实施补贴等等。 2.2.2渠道成员的调整 针对个别市场区域，通过对市场评估，发现现有渠道不能满足市场发展要求的时候，公司公通过开发新客户的方式增加渠道成员，完成对区域市场的覆盖。相反，对于合作出现问题的渠道成员或现有渠道资源严重过盛的时候，会对各方面均达不到公司要求的渠道成员进行淘汰。 3 美的家电产品分销渠道面临的挑战 3.1 新兴渠道快速发展带来的渠道垄断 家电行业的竞争激烈程度是有目共睹的。随着价格战、品牌战时代的悄然逝去，各种家电产品在品牌知名度、产品技术、价格、服务等各个方面同质化日趋严重，这些因素已然不再是影响消费者购买的主要因素，他们更多的是关注购买场所具有的信誉度以及购买的地点是否方便等。渠道为王的新纪元，正悄悄逼近。同时，新兴家电分销渠道的兴起，在市场上不断攻城掠地，传统渠道则几无还手之力，大有被新兴渠道取而代之之势。面对市场的风云突变，美的家电的现有分销渠道还是否能适应市场，又会面临怎样的挑战,还有很多的不确定。 在现代商业资本的运作下，家电分销渠道在仅仅10年的时间内发生了巨大的变化，形成了制造商自建渠道、全国性或地方性家电连锁、综合性连锁超市、大百货商场、家电经销商、散户家电零售商组成的百花齐放、全面发展的繁荣局面。以国美、苏宁为代表的全国性家电连锁、以“中永通泰”为代表的地方性家电连锁以及二、三级市场上数量重多的专营店、散户零售商等多渠道发展的格局，为各个家电制造商的市场竞争提供了平台。而根据国务院发展研究中心市场经济研究所对中国50个城市消费者的调查表明，当前消费者对家电连锁渠道的认同不断提高，有70%以上的消费者表示将选择家电连锁购买家电。而在2000年的时候这一比例还不足20%。由此可见，以家电连锁为代表的兴新渠道 4 河北金融学院2008级本科毕业论文 已对家电的分销渠道形成了垄断。 一直以来，美的家电产品分销依赖的是经过经销商进行分销的传统分销渠道，对于兴新渠道的发展一直是保持一种不热情的态度。而现在迫于大环境的改变，提供给美的渠道选择空间几乎是没有，今后更多的依赖家电连锁等兴新渠道是必然的发展趋势。做为一直都很重视传统分销渠道的美的，能否很好的适应这一变化，果断快速地将渠道重心从以往的传统渠道上转移到兴新渠道上，对于美的来说是必须要面对的一大决择。 3.2 渠道话语权的争夺 在产品供不应求的时代，制造商无疑是渠道话语权的绝对掌握者。经销商为了拿到制造商的产品代理权，无不仰其鼻息。随着经销商规模的不断扩大，制造商和经销商之间的关系发生了变化，利益成为维系双方的纽带。它们的关系既不是以往的制造商当家、相互竞争，也不是工商分离、相互合作的关系，更多的是一种充满矛盾的竞争合作关系。在当前“渠道为王”的竞争时代，渠道巨头强势掘起，渠道的话语权更多的倾向了渠道巨头终端。对于家电制造商而言，如何选择适合自己的渠道成为了最为关键的问题。从家电制造商叱咤风云到渠道巨头雄霸终端，家电制造商与经销商的关系开始转变:由相互之间的明争暗斗到现在的战略合作联盟，家电制造商与经销商的关系出现了新的一轮否定之否定的博弈。 家电业中巨头渠道终端的形成，给家电制造带来销量不断上升的好处的同时，家电制造商为了产品能进入这些巨头渠道终端，也负出了比以往更大的代价。入场费、展台费、促销费等一系列的不由自己撑握的费用额外产生，增加了产品的分销费用，最终产品成本也必然增加，但制造商对此只能是无奈。 美的如何在这一场博弈中保持对分销渠道的控制力、对分销渠道的话语权，而不是为终端巨头反向控制，已经成为美的家电在新形势下不得不面对的又一大挑战。因而，对自己当前的分销渠道进行整合、优化，使渠道更好的适应市场变化的同时也适合自己是必要的。 4 美的家电产品分销渠道存在的问题 4.1 渠道冲突:窜货问题时有发生 渠道冲突是由于渠道成员各自利益，营销目标和方式不同，在渠道运作过程中出现渠道成员利益的相互损害，引起渠道成员间的敌对、报复等行为。任何一个渠道都无可避免的会出现冲突，因而，渠道冲突的出现是一种正常的现象。一定程度的渠道冲突的存在还 5 河北金融学院2008级本科毕业论文 有利于渠道的运作，但如果冲突的程度超过一定限度无疑会给渠道带来危害。 美的家电产品分销渠道中最常见的冲突即是区域之间的窜货。美的各销售分公司可以根据各自的情况制定相应的营销政策，因而各个区域内美的产品会存在差价，于是在利益的趋动下发生窜货。虽然，随着科技的发展已可以跟踪产品的销售全过程，但跨区域的窜货还是时有发生。窜货在短期内可能会出现产品出货速度加快，公司销量上升，从长远来看，这不仅直接影响到了经销商的利益，引起经销商对公司的信任危机，削弱了经销商销售的积极性，还扰乱了区域内的产品价格体系，影响品牌的长远发展。因而，采取措施更好的规范经销商行为，避免跨区域的窜货的发生是必要的。 4.2 对乡镇市场及渠道的新发展重视不够 四级市场属于乡镇市场，地处农村。产品到达市场的或市场信息反馈的便利性远不如一、二、三级市场，加之单个市场容量小，数量多，很容易忽视其重要性。造成四级市场开发力度不够。 同时，四级市场的管理主要由经销商负责，公司只派少量业务员协助经销商的促销活动、产品 培训 焊锡培训资料ppt免费下载焊接培训教程 ppt 下载特设培训下载班长管理培训下载培训时间表下载 等工作。在范围大、网点多的四级市场中，少量的经销商和公司业务员往往不能够兼顾，缺乏对市场终端的规范指导和监督。公司的销售政策根本得不到执行，即使执行，其效果也极不理想，影响产品形象和产品的销售。因而，在各个家电厂家日益重视农村市场的今天，果断采取措施提高对四级市场终端的控制力是势在必行。 美的在发展过程中注重稳扎稳打、反对跟风冒进，这成就了美的的十年十倍增长，但也因为求稳而错过了一些转眼即逝的发展机会。美的家电分销渠道开发过程中也一样，注重求稳片面强调传统渠道建设、重视老渠道经销商，而忽视了渠道的新发展，新兴渠道的建设较其他家电品牌滞后。竞争对手格力早在2004年就开始了自有渠道的建设实行渠道的多元化，而美的在2007年才开始建设自己的渠道。在网络销售上美的也一样显得反应迟缓，慢对手半拍。 4.3现款现货的供货政策 美的家电产品实行的是现款现货的供货政策，即各零售商向所在小区域内经销商发出订单后，要先向经销商指定的银行账户打款，经销商确认后再通知销售分公司发货的供货方式。这样有效的避免了死账坏账的发生，也省去了安排人员催零售商回款的费用，大大降低了销售风险。纵然有这般优点，其缺点也是显而易见的:缺乏灵活性。这要求零售商对其所在小区域内的经销商充分的信任，但要做到这一点是不容易的，尤其是新的经销商或新的零售商之间。同时，对于零售商的融资能力也有较高的要求，将一些潜在的客户挡 6 河北金融学院2008级本科毕业论文 在了门外。甚至造成一些家电零售商转向销售其他品牌，特别是在农村市场上，这种情况是时有发生。对一线市场的开发也有不利影响，造成美的家电在一些市场条件较好的区域存在市场空白。如肇庆某些镇的家电零售商宁愿销售一些杂牌家电也不销售美的家电，其中很大一部分原因就是因为美的的现款现货政策。 4.4 渠道成员向心力不强 渠道经销商尤其是四级市场的经销商在经营过程中，一般以经济利益为导向，片面的注重经济利益。对企业文化、共同愿景缺乏认同，也缺乏和企业进行合作的协作精神。如果公司的促销政策、价格政策、渠道政策能够带来一个好的利润前景，那么它们可能会积极的响应;反之，如果这些政策不能满足它们的利润要求，就会消极应对，甚至抵制。公司和经销商形成一种纯粹的利益关系，关系的维系完全依赖利益，具有很大的不稳定性，对渠道的运作产生严重的消极作用。 4.5 渠道效率和适应性有待提高 在部分区域市场上还存在着渠道效率不高的问题。如在乡镇市场，乡镇消费者要经过销售分公司——经销商——乡镇经销商等多个环节才能购买到产品。这些环节中，由于各级渠道成员的账面资金、货源储备、售后服务等存在不协调的问题，影响消费者的购买，降低了渠道动作的效率。渠道效率不高，降低了产品的周转速度，影响产品销量的进一步提高。 美的家电产品分销渠道还存在适应性不强的问题。美的家电的产品和市场信息，如竞争对手降价对策等，从零售终端传回总部相关部门，要经过导购、业务经理、区域经理、省销售公司经理、销售总部、美的高层，层次多，时间慢，这样的反应速度对瞬息万变的家电市场来说是无法满足要求的。 5 美的家电产品营销渠道优化建议 5.1 美的家电产品分销渠道优化目标 由于新形势的变化，家电业中的各厂家都对自己已有的分销渠道进行了变革，格力、海尔等美的的主要竞争对手，开始了新一轮的渠道深耕运动，“决胜终端”无疑已经成为了各厂家的战略重点。因而，在竞争日趋激烈的家电市场上，美的要一直谋求相对于竞争 7 河北金融学院2008级本科毕业论文 对手的强劲竞争力，对其现有的渠道进行适当优化是势在必行。 通过对其现有的家电产品分销渠道进行优化，实现以下几个主要目标:一是渠道的组成结构转向扁平化;二是改变现有的渠道成员之间的交易型关系，向合作伙伴关系转化;三是促进新兴渠道的发展，保持渠道活力。总之，就是要提高渠道的运作效率，降低渠道成本，提高产品的竞争力。 5.2 美的家电产品分销渠道的优化建议 5.2.1扁平化整合渠道 扁平化是分销渠道发展的一个主要趋势。扁平化的渠道不仅运作效率高，物资流、信息流等可以在市场和公司之间快速流通，还能以较少的渠道资源，覆盖较大的市场。因而，继续对现有渠道进行扁平化整合，以此来提高渠道的运作效率是必要的。 ? 对美的制冷家电与日用家电的分销渠道进行合并整合 2005年，美的对其原有的事业部制销售渠道进行了大刀阔斧的整合，将各自为政的冰箱、空调、洗衣机的渠道合而为一，使渠道资源得到进一步的充分利用。但还有必要继续进行有效的整合。美的制冷家电和日用家电的分销渠道有其共同点，却有着不同的分销渠道，渠道资源的利用不充分的问题依然存在。因而，可以将美的制冷家电的分销渠道和美的日用家电的分销渠道整合成一个渠道，再适当增加渠道宽度，同样可以完成现在两个渠道完成的任务。 ? 渠道扁平化重点放在每个层级渠道成员的质量上 就目前美的家电产品分销渠道的渠道模式来说，扁平化程度是比较合适的，不能为了追求扁平化而盲目的减少渠道层级。首先，当前可以根据市场需要适当增加各个渠道层级中成员的数量，但应注意管理宽度的限制。其次，渠道扁平化重点应放在提高每个层级渠道成员的质量上，以提高现有的渠道成员的质量为核心。这可以通过以下两种方法实现:一是对现有的渠道成员进行定期培训，既可以向他们灌输美的的企业文化，又可以提高渠道成员的质量;二是对现有的渠道成员质量进行科学评估，将质量低下的渠道成员清理出去，吸收质量更高的渠道成员。 5.2.2建立与渠道成员间的合作伙伴关系 美的家电分销渠道中，美的做为制造商，与渠道成员国之间的关系一直是以经济利益关系进行维系的交易型关系。渠道成员会根据自己的利益要求能否得到满足，对于制造商的营销政策，做出响应或不响应。在制造商陷入困境的时候，渠道成员能否与其同舟共济 8 河北金融学院2008级本科毕业论文 更有很大的不确定性。因而，改变与渠道成员之间的纯经济利益的交易型关系，和渠道成员建立合作伙伴关系得到越来越多的制造商的认可。 美的可以通过加强对经销商的管理或将部分实力较强的渠道成员吸收为销售分公司的股东，与渠道成员形成一个利益共同体，将渠道成员的各方面利益，尤其是长远利益和公司进行挂钩，同渠道成员建立一种合作伙伴关系。在产品分销过程中美的与渠道成员是以合作的资态，共同完成产品销售这一目标。建立这样的关系还可以有效的减少渠道成员之间不协调、冲突的发生。渠道成员关系的和谐，对企业文化的认同，也可以有效的加强渠道成员的向以力。 同时，美的应将渠道成员做为公司的一份子看待，定期与渠道成员间的“情感”沟通，让渠道成员不断接受美的的企业文化，将自己也看做是美的一员，最终实现双方的认同。 5.2.3强化四级市场渠道的控制力和渠道终端建设 美的家电对其在一、二级市场的分销渠道控制力比较强，但对四级市场的渠道控制力则有待提高。针对四级市场具有规模小、数量多、竞争不完全的特点，又地处农村，物资、信息流通均不便利，以及四级市场由经销商全权负责，销售分公司要通过经销商进行控制的情况。美的家电可以在现有的分销模式不变的情况下，增加与分销商的沟通或跨过经销商增派业务人员深入四级市场实时了解情况，指导市场中零售商工作，监督销售政策的执行等，增强对四级市场渠道的控制力。 四级市场的渠道终端建设亦要加强。由于市场规模小，面积也小，渠道终端的规模可以不多。但单个市场数量多，保证渠道终端的数量，确保对每个市场进行覆盖才是最重要的。因而，在渠道终端的建设中可以对市场上已有的家电零售商进行吸收改造，给予适当的销售支持，使其成为自己的渠道终端。这样既可以在短时间内保证数量问题，又相对成立新的零售终端更为经济。 5.2.4积极发展新兴渠道 渠道建设过程中美的片面重视传统渠道而轻视新兴渠道的保守策略需要改变，积极发展新兴渠道或基于现有渠道进行创新，才能在“渠道为王”的时代，在渠道建设上不落后于对手。 ? 发展新兴渠道 在家电连锁销售企业日益壮大的今天，做为家电零售商的它们似乎更有渠道话语权。家电制商对自已的产品分销渠道控制力在不断的下降，渠道的安全和稳定性这一家电制造商最关心的问题，却增加了很大的不确定性。如何让自己不受制于人，最可行的方法即是自建渠道。市场上，家电连锁销售发挥出了巨大的能量，在可以预见的将来家电连锁销售会成为家电分销终端的最主要形式。因而，美的家电的自建渠道要以建立自己的家电连锁 9 河北金融学院2008级本科毕业论文 销售渠道为主。虽有建立投入会很高，见效周期也会偏长的缺点，但自建家电连锁销售渠道不仅可以保证其在与其他家电连锁销售商的竞争中的竞争力，还保证了对美的对分销渠道的控制力。从长远来讲对美的的回报会远大于现在的投入，也有利美的的长远发展。 同时，加大网上分销渠道的开发。这不但可以在借助网络平台将新产品在市场上进行快速推广，还可以借助第三方交易平台实现产品的网上直销，省去了借助其他渠道的分销费用。并且，随着网络技术的日益普及，网上直销将成为家电分销中的重要渠道。建设好网上分销渠道将大有可为。 ? 基于现有渠道进行创新 在竞争日趋激烈的家电行业，产品同质化严重，制造商利润不断下降的时候，在分销渠道上谋求成本的降低，才能在激烈的市场竞争中立于不败之地。在微利的家电行业，不断降低渠道成本，是行之有效、切合实际的方法，而基于现有渠道进行适时的创新，就是解决渠道困局、降低渠道成本的一种有效之策。如TCL将其渠道独立出来，与飞利浦共享，实现了两个品牌渠道之间的优势互补，又共同分担了渠道费用，从而降低了渠道成本，提高了产品的竞争力。美的家电同样也可以在进行一些新渠道的尝试，与其他企业建立分销渠道战略同盟，共享彼此渠道，实现优势的互补，降低渠道的成本。 5.2.5强化渠道管理，提高渠道运作效率 ? 合理解决渠道冲突 渠道冲突的合理解决，很大程度上依靠销售公司对渠道的强大控制力。公司应合理、公平、有力地执行和利用奖励权力、裁判权力、专家权力、合同约束力，正确、合理的解决冲突，充分考虑实际情况和渠道成员的承受能力，使渠道成员心服口服，避免一刀切的方法，造成对成员的伤害。将渠道冲突的激烈度控制在一个对渠道运作有利的范围内。对于较为突出的各个销售区域交界处时有发生的窜货问题，应加大力度去规范。可以适当提高对窜货的处罚力度，增加窜货的成本;调整各销售区域同类产品的价格差价，将差价控制在一个小的空间内;加强对产品在市场流通过程的监管。总之以预防为主。同时，不断引导渠道成员之间的合作与协同，引导渠道成员间的合理、有序竞争，以不损害渠道成员关系为要。减少渠道资源的内耗，提高渠道的运作效率，最终实现在市场上的双赢。 ? 构建合谐的渠道内部关系 美的家电产品分销渠道在经历一次大刀阔斧的改革后，美的家电分销渠道中的重要成员——区域销售分公司，还存在着内部工作不协调的问题，也影响了渠道运作的效率。这主要是因为美的此前在渠道整合过程中将同区域内的冰箱、空调、洗衣机的渠道合而为一， 10 河北金融学院2008级本科毕业论文 置于一个销售分公司下。公司内部各部门、人员还处于一个磨合的阶段，工作不协调、部门矛盾的存在影响了销售分公司的工作效率，同样也就导致整个渠道运作效率受到影响。因而，区域销售分公司工作尽快进入一个协调的状态，构建合谐的渠道内部关系，是提高渠道运作效率的有效途径。 5.2.6实施更加灵活的渠道政策 渠道政策是影响渠道运作效率高低的一个重要因素，政策是否适应市场直接关系到产品的分销情况。美的家电有它的品牌优势，但相对其竞争对手来说对终端零售商的吸引力是不足的，政策的灵活性也有待提高。以下以其供货政策为例。 美的家电产品现行的现货现款的供货政策，缺乏灵活性，需要改进。现货现款的政策，在执行的时候应根据实际情况，不能做为一条不可跨越红线去执行，这样既束缚了销售员的工作，又给零售商造成一种“皇帝的女儿不愁嫁”的不好印象，不利于销售量的进一步提高。可以对零售商实行区别对待。各区域销售公司给区域内的所有零售商建立一个回款信用信息库，对于回款信用较好的零售商，可以适当放宽执行标准，给予一个回款期限。尤其在农村市场中，多数零售商的融资能力都比较差，全部要做到现货现款，有难度，但又要必须占领市场，因而放宽执行标准是相当有必要的。 同时，竞争对手在农村市场均采用铺货政策，可以先发货，再定期回款。在各个家电制造成商越来越重视农村市场的今天，为应对竞争能力对手的竞争，调整这一政策也是必要的。 6 家电企业未来渠道的中坚--- 专卖店模式 通过对美的产品分销渠道的分析和研究以及对于家电行业的了解，我们不难发现，在我国几家大型的家电企业像海尔、格力、海信等都存在着近乎于相同的渠道问题，渠道冲突，渠道向心力和渠道效率有待提升等等。家电巨头们如果想突破瓶颈，真正实现渠道的扁平化和效率的提升，专卖店模式将会成为家电行业渠道未来发展的主要选择和中坚力量。 2010年至今，各大品牌均大力拓展新兴渠道。品牌专卖店、品牌连锁店、家电网上商城等如雨后春笋般如火如荼的发展，已经成为行业内不可忽视的渠道力量。品牌专卖店依托优势品类带动其他品类快速扩张均衡发展。2004年格力空调与国美电器闹僵之后，开始着力打造一套覆盖全国并且独立于连锁之外的专卖店体系。正是依赖覆盖率高、产出 11 河北金融学院2008级本科毕业论文 高、利润率高的专卖店网络，格力一举确立了空调老大的江湖地位。正是因为格力空调专卖店渠道的成功，各个品牌同时在大连锁深感举步维艰的时候，也开始大力推进专卖店的建设和拓展，其中以海尔、格力、美的、海信等为典型代表。专卖店渠道以其销售品牌专一、客户忠诚度高、服务意识好、信誉度高等优势不仅得到各大家电厂商的大力推广，而且也赢得了广大消费者的青睐。而且随着家电行业品牌间的兼并重组，专卖店也已经由最初的单一产品专卖店、单一品牌专卖店逐步发展成为多品牌多品类的综合性专卖店。如海信专卖店就囊括了旗下海信、科龙、容声三个品牌的各个品类产品;美的专卖店则同时经营美的、小天鹅、荣事达和华凌等品牌的产品;长虹彩电和美菱冰箱也同时出现在长虹的专卖店体系中。如果说上述多品牌运作的专卖店涵盖的产品均属于同一集团旗下，那么未来的“跨集团”品牌专卖店则有可能成为现实，预示着专卖店渠道的发展已经进入了一个崭新的发展阶段。格力的董明珠在前不久接受记者采访的时候曾经公开表示“格力仍然会坚持专业化的路线，但是不排斥其它白电产品进入其专卖店渠道”，虽然这只是一个比喻，但是也可以看出格力有意向接纳在其他领域具有相当知名度的品牌进驻其专卖店与格力强强联手，发挥各自优势构建“跨品牌”专卖店。而随着创维与志高股票的互相增持，可以预见未来二者也必然会在专卖店建设上加强合作。同样，缺少黑电产品的美的也一定会考虑引入知名度较高的黑电品牌共筑联合专卖店。多品牌强强合作共同运作的专卖店形式将会在未来的一两年内初具规模，并且必将深远的影响整个行业的渠道现状 12 河北金融学院2008级本科毕业论文 结 论 在“渠道为王”的时代，谁掌握了规模大、效率高、运作灵活、运营成本低的分销渠道，谁就获得了市场，就能有效的战胜对手，这是大家的共识。美的做为家电行业中的佼佼者，其分销渠道也几经变革，以期更好的适应市场，但依然存在不少问题，有待改进。 本文基于美的家电产的分销渠道现状，通过对影响分销渠道运作的各个因素和分销渠道中问题存在的原因进行分析，针对这些存在的问题提出了相应的渠道优化建议，以供参考。 13 河北金融学院2008级本科毕业论文 参 考 文 献 1 刘亮.家电企业突破渠道拦[M].案例与实务,2008 2 彭建仿.分销渠道管理学[M].中山大学出版社,2009 3 胡左浩等.日本家电企业营销渠道模式的动态演变[M].中国工业经济,2004 4 刘已洋.家电销售终端下在发生什么? [M].市场营销,2010 5 屈云波主编.销售通路管理[M].企业管理出版社,1999 6 叶为金.连锁经营——主导家电市场的销售渠道[M].营销与管理,2004 7 程绍武等.家电营销渠道的现状、发展趋势及生产厂商的对策[J].企业经济,2008 8 李飞.分销渠道设计与管理[M].清华大学出版社,2003 9 王宝玲.中国家电行业营销渠道扁平化研究[M],2008 10菲利普?科特勒.市场营销原理[M].机械工业出版社,2006 14 河北金融学院2008级本科毕业论文 致 谢 经过一段时间的努力，我的美的集团产品渠道分析的论文终于告一段落了。在 这里，首先要感谢我的指导老师李东升老师，没有他的耐心指导，我的这篇论文也 不会完成的这么顺利。其次，在论文写作过程中，我查阅了许多有关美的渠道方面 的资料。并结合自己实习的经历去消化，在这个过程中对于渠道有了深层次的理解， 所以我要感谢理论界的前辈们，没有他们的刻苦钻研，不会有这么多优秀的理论、 文章面世。 感谢这四年来教授过我，并给予我鼓励、鞭策的老师们。我不是一个聪明的孩 子，是你们的包容，付出大量时间与精力使我有了扎实的基础，为今后的继续深造 学习和工作奠定了基石。 感谢我所在的学校和同学们伴我走过美好的大学生活，让我收获智慧、采撷友 谊、体悟幸福人生。对一切给予我关怀和帮助的人们，我心存感恩～ 最后再次感谢我的论文指导老师李东升老师的耐心指导与严格要求。 内部资料， 请勿外传～ 9JWKffwvG#tYM*Jg&6a*CZ7H$dq8KqqfHVZFedswSyXTy#&QA9wkxFyeQ^!djs#XuyUP2kNXpRWXmA&UE9aQ@Gn8xp$R#͑Gx^Gjqv^$UE9wEwZ#Qc@UE%&qYp@Eh5pDx2zVkum&gTXRm6X4NGpP$vSTT#&ksv*3tnGK8!z89AmYWpazadNu##KN&MuWFA5uxY7JnD6YWRrWwc^vR9CpbK!zn%Mz849Gx^Gjqv^$UE9wEwZ#Qc@UE%&qYp@ 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DBNL3-100 2 水泵 台 2 SBL80-160I 2 水泵 台 3 SBL50-160I 2 阀门 套 4 30 管道及支架 吨 5 2.8 附件 套 6 1 四 电仪控系统 电器控制柜 套 1 1 照明系统 套 2 1 电线电缆 套 3 1 桥架管线 套 4 1 附件 套 5 1 32 河北金融学院2008级本科毕业论文 33