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Look at IT from HP enterprise channel management


Author: Unknown collation: worry-free paper Management | Time: [07-04-10 12:15:10] View Hits: With China's IT (Information Technology) market expansion,Salvatore Ferragamo outlet, competition, competition has become the channel the main theme of IT companies in market competition. The so-called channel is successfully promote a product or service used or consumed by a set of interdependent organizations. How effective the current channel management is becoming a problem of great concern to IT organizations. Survey, from the U.S. Hewlett-Packard in Silicon Valley can be described as quite good reputation in this regard. Hewlett-Packard company and more products, which is responsible for sales of computer, printers, servers and other series of computer products, information products division, from 1991 in 1997 to seven years,herve leger toronto, Information Products Division business increased nearly 20 times the 1997 increase of 64%. HP in China to achieve such dramatic results in large part depend on his sound and smooth distribution channels. Now HP's channel management strategy is as follows, for reference. HP's marketing in two parts. The first is with the vertical and horizontal matrix management system. In addition to Beijing on the cross outside Hewlett-Packard headquarters in Shanghai, Guangzhou, Chengdu, Xi'an, Shenyang and branch offices in five cities, not only to make the branch organizations, according to the actual situation of each district's marketing and channel management, but also from the headquarters to complex business freed, will focus primarily on the national market research planning and coordination. Vertical set independent of each other by product type, product manager, product manager responsible for peripherals such as printers, scanners and other products. Depending on the product features that provide different sales support,tods shoes outlet, clear division of labor. This system only channel to manage and provide service and support, in itself does not sell. Followed by the appropriate length and width of the two distribution channels. HP's Information Products Division products through the channel into the final market. Strict control of the channel in two, easy price, purchase and other aspects of management, to avoid vicious competition. HP also strictly control the number of middlemen, and the use of distribution system, covering the whole country or a district choose reputable brokers. Currently, the information products division only has Lenovo Technology Development Corporation, Shanghai East China Computer,herve leger skirts, Yihai Electronic Resources (China), etc. 9 a distributor, and certified more than 500 two dealers. This will not only reach a certain coverage, and easy to control. HP is a distributor of specialized personnel from the sales department management, joint planning, staff training and development to explore an effective way. For the management of a large number of two dealers is a complex task. HP and branch offices across the country in setting professional distribution management personnel to manage the district's two dealers. For remote areas of the two distributors, sales representatives and Hewlett-Packard through the means of electronic communications management. Administered separately by hand dealers at all levels to grasp the dealer's business conditions and practical needs, improve the speed of response to changes in the national market. In the channel management, Hewlett-Packard in addition to the use of sales incentive programs and other measures to encourage dealers, but more important is the strong support of dealers at all levels. Among the support measures, the distinctive three points. Flow of information. 1998 Hewlett-Packard Company Information Products Division officially opened to the dealers at all levels APCIC (AsiaPacificCHannnelInformationCenter) channel-specific sites. Using the latest technology APCIC Internet use objects as HP's primary and certification two dealers. Dealers at all levels can be obtained from APCIC on HP's latest product release information, market activity reports, service support, and a distributor can also check their state of affairs, but also through the HP web platform from the dealer obtain the necessary information, online business. AP CIC's opening, making the information in no more than half a day after culture can appear on the site, and every week, every day so that the frequency of updates. Real-time information for the management of high-tech IT products distributor, is undoubtedly greatly increase the competitiveness and quality of service. Obviously, the dealer if not ahead of the competition to grasp the latest information, it will at a disadvantage in the competition; if not in time to provide the latest product information and more accurate product cost performance, will lose the trust of users. And dealers not only ○ from products, but also from the sales strategy, marketing and other aspects of the focus of timely information on HP's policy. When HP's focus on developing a product and a strategy to vigorously promoting the market,Beats By Dre Headphones, the dealers have full access to information quickly and in time to meet to carry out their sales activities, seize the opportunity to achieve better efficiency |> >>>|· an article on: financial holding company in China Next: logistics management in real-time inspection system LIANGANG Please copy this address to send the application to your QQ friends: copyright notice: Argumentative Writing of the If you reference part, please mark your references! 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