Viewpoint
1. The channeling mode of
the network products is yet to come to maturity or reach a step of
active exploration in China. The future system of channeling would
be typified by the simplification, visualization, integration,
electronification and specialization of the channels and the focus
on providing value added service with customers at the
center.
2. The transformed
channeling mode is still far from maturity despite the trend of
channel simplification and electronification. As we perceived, the
simplification of channels by reducing the middle steps would
normally result in undesired lack of visualization. The value of
channels could be realized and the smoothness of merchandise flow
could be increased only after a well-designed division of
labor.
3. The mode of channels
for the future network products would move forward into
polarization, one end being the complete mode of distribution, the
other being direct electronic sales, or online sales.
4. The mode of
channeled distribution would be the general mode for, at least, the
sale of hi-end products, with the trends of both specialization and
integration desired.
5. The transformation of
distributors would be one of the highlights in the system of
channels. Since the part of distribution would still be an
indispensable component of the channels of network products, the
providers of such products should rationally select the modes of
distribution channels according to the actual condition, which may
include, for example, the general distribution by multiple agencies
or sole representative, the providers as the distributors
themselves, or even direct sale and the traditional 3-level
mode.
I. Overview of the market
environment of network products in 2000
1. Economic
environment
2. Business
environment
3. Technology
condition
4. Condition of market
competition
a. Volume of the complete market
for network products
b. Structure of the market for
network products
c. Competition among
providers
II. Overview of the channel
systems of network products in 2000
1. Briefing on the channels for
network products
a. Mode of the channel
systems
b. Organizational structure of
the channel systems
c. Evolution of the channel
systems
2. Peculiarities of the growth of
channels for network products
3. Problems ahead in the growth
of channels for network
products
Chapter highlights
The chapter focuses on the
characteristics and problems of the development of the current
channel systems through the study and summarization of the
prevailing mode of channel systems for network products. Such
development has passed 3 phases, pure distribution of technology,
application distribution, and large-scale distribution, and has
entered into its current stage which is outlined by the following
characteristics: popularity of simplification and electronification
of the channels, more specified channeling, recognition of the brand
channel managers, and consolidation of the channel functions, more
emphasis on value added service, and last, the highlighted
cooperative training.
III. Case study of the channels
for network products in 2000
1. Study of the Cisco channel
systems
2. Study of the 3Com channel
systems
3. Study of the Huawei channel
systems
4. Study of the Start channel
systems
Chapter highlights
The chapter analyzes the channel
systems of the major providers of network products by reviewing the
channel structure, channel management and inspiration.
IV. Analysis of the chief factors
that will influence the growth of the channel systems for network
products during the period of 2001-2003
1. Influence of the
development of network products on the growth of channels for
network products.
2. Influence of the ultimate
users’ demand on the growth of channels for network
products.
3. Influence of the networking on the
growth of channels for network products.
Chapter Highlights
The chapter previews the growth
of the channel systems from 2001 to 2003 through the three aspects
listed above. The simplification of the technology applied in
network products increases the number of distributors on the market,
and simultaneously brings about more specified division of labor.
The providers of products and distributors are required by the
versatility of users’ demand to concern themselves with the
technological trend, and furthermore, to fuse it with the users’
particular needs. Networking calls for the concentration of
providers and distributors on providing integral and personalized
solutions, rationalizing the division of specifications,
consolidation of channels and offering value added
service.
V. Growth trend of the channel
systems for network products during the period of
2001-2003
1. Concept of designing the
channel systems for network products
2. Growth trend of the management of
channels for network products
Chapter Highlights
The future channel systems for
network products will be typified by the simplification,
visualization, integration, electronification and specialization of
the channels and the focus on providing value added service for
customers that are deemed the very center.