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见到康柏公司新任批量产品业务及分销渠道总经理唐杰良之前,就听说他对渠道管理有深刻的见解。从康柏到3COM,再到康柏,唐杰良的康柏情结不言而喻,对康柏批量产品未来的渠道发展自有一番新的思量。果然,唐杰良的第一把火就烧到了二级渠道上。过去总体上康柏对二级代理并不太专注,造成了二级渠道覆盖面不广、渗透力不强的局面。所以今年将大力拓展现有批量产品渠道,扩大区域覆盖面。从7月1日起,康柏渠道“红旗计划”全面启动——联合总经销商在原有基础上招募地方区域经销商,并重新规划渠道,对全国范围内的经销商进行统一的级别认证及授权。唐杰良表示,“红旗计划”重点是通过搭建合理、健康的康柏经销渠道,来满足不同地域的大中小型用户的需求,从而提升康柏作为解决方案供应商的影响力和整体市场竞争力,
Before I saw Tang Jie Liang, Compal’s general manager of new batch products business and distribution channels, I heard that he had a profound insight into channel management. From Compaq to 3COM, to Compaq, Tang Jieliang’s Compaq relationship is self-evident, its own channel for the future development of Compaq products own some new considerations. Sure enough, Tang Jie-liang’s first fire burned to two channels. In the past, Compaq did not pay much attention to the second-level agents, resulting in a situation where the second-level channels did not have a wide coverage and did not have strong penetration. So this year we will vigorously expand the existing channels of bulk products and expand the coverage of the region. From July 1 onwards, Compaq channel “red flag” plan to start - the joint general distributors based on the original recruitment of local regional distributors, and re-planning channels for dealers across the country to a unified level of certification and Authorized. Tang Jie-liang said that the “Red Flag Plan” focuses on meeting the needs of large, medium and small-sized users in different regions through building a reasonable and healthy Compaq distribution channel so as to enhance Compaq’s influence as a solution provider and overall market competitiveness,