it分销渠道发展分析——神州数码it分销业务分析

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1、第一章主要叙述中国IT分销渠道发展历程从介绍分销行业领头企业神州数码的分销业务，到中国IT渠道商已经历经的二十多载的发展历程，文章把IT渠道商的发展分为三个阶段，分别详细叙述各阶段的特点，并结合神州数码渠道成长经历进行分析。第二章分析目前中国IT渠道商所面临的挑战一、IT厂商的渠道扁平化策略二、新的渠道模式冲击国内渠道业三、IT产能过剩、市场增长缓慢、价格透明化带来的利润空间持续下降四、厂商压货策略及资金需求规模增长给渠道商带来的资金压力五、IT厂商营销渠道多元化，渠道商生存空间受到挤压第三章描述了神州数码公司对国内IT分销渠道未来发展的研究第四章针对面临的挑战，神州数码制定的

2、渠道发展战略一：客户导向下的经营模式变革二：加强渠道覆盖，拓展终端渠道三：做厂商与终端渠道交易的供应链管理者文章最后在总结全文的同时提出了不足以及需要进一步研究的问题。关键词：IT分销渠道商，渠道增值，渠道发展策略，客户导向，供应链管理ABSTRACTChinaisnOWatthestageofhigh-Speeddevelopmentineconomyandtransformationinsociety．ITmarketincreaseswith30％higherspeedeachyearthanbefore．Theemergenceofthefastdevelopmenta

3、ndvariousnewlyarisingindustryofmarketgau．∞dthenewtransformationofITdistributionchannelsandretailsupplychain．Itshouldbeintheoutstandingpositiontoresearchthetendencyofitsdevelopment．11"ITdistributionChannelofChinahadwalkedthroughthedevelopmentprocessfor20yearsandhadcreatedsomesuccessfullocalIT

4、distributionbusinessenterprise。Theyhadexperiencedthefierceofthemarket；madetheu'ansformationandinnovationtomeetmarket’Sdemands．AndfinallygotthebrilliantsuccessintheircarolItalsodevelopedthechannelmodefromtheroughandsimplifiedagencymanagementunderthebuyer’Smarkettoclassifiedanddedicatedoperati

5、onalchanuelundertheseller’Smarket．Currently,traditionalITdistdbutionchannelcouldnotmeetthedemandsofthehigh-speeddevelopingITbusinessenterprise，theadvantageoftheITdistributionchannelisweakeninggraduallyalongwiththemarketchangingandvarietyfordemandsofthemanufacturers．11"productturnstobewiththe

6、samequality,themarketcompetitionturnsfierce．thecompetitionamongmanufacturersandthatbe“veenthemanufactureranddistributorsa北gettingmoresevere．Thenewarisingmarketingchannel，directsellingandterminalchannelofITindustryandconsumptionelectronicsproductindustryallbringthecompetitionofmarketquota；1ka

7、dvancedexperiencesofoperationandinternationalfinancingchanneloftheinternationalenterprisewillimpactonthedomesticenterprises；thedevelopmentprocesshasalreadytendedtobeslowafterseveralyears’high-speeddevelopment．ITdistributorsshouldlookfortheappreciat