【作者】 许芳；

【机构】 中南民族大学管理学院；

【摘要】 在管道行业,不同地区,不同去向的管材会有不同的价格。如在发达地区管材的价格要比较发达地区贵;用于家装的管材要比用于工程的管材贵。价格的地区、行业不对等是导致不法商家窜货行为的根源。所谓窜货,是经销商钻了厂家渠道管理制度的空子,通过非正常的通路取得更便宜的货,以求获得更大的利润。在目前的分销市场上,几家实力较大的管道生产商都面临着窜货的问题。比如金德管,在四川市场窜货严重,很多下面的经销商都直接去重庆拿货,导致了市场价格混乱,渠道难以控制的局面。日丰、金牛、伟星、联塑、川路、顾地、康泰等实力强大的管道生产商都为窜货问题而异常苦恼。本文将就管道业中严重的窜货问题从市场外部环境与企业财务管理进行分析并提出控制策略。更多还原

【Abstract】 In the pipeline industry,the prices of pipeline vary from different places and differ with kinds of delivery channels.For example,pipeline in developed areas is sold more expensive than those in developing regions.And the pipeline for decorating is always sold at a higher price than those for building.The main reason why some agents sell their products beyond agreed areas is that the prices of the product are not the same in different places and brands.The problem of"selling product beyond agreed areas" means that the dealer takes advantage of the manufacturer’s defective management system on delivery channel,obtaining the product at a cheaper price through non-normative channel in order to gain greater profits.Several top brand pipeline manufacturers are faced with such a problem in current distribution market.Such as in Ginde Pipeline Group,the very problem is seriously in Sichuan market where many of its agents get the product directly form the same brand agents in Chongqing,which leads to a confusion of its market price and results in having difficulty in controlling the delivery channels.Many top? In the pipeline industry, the prices of pipeline vary from different places and differ with kinds of delivery channels. For example, pipeline in developed areas is sold more expensive than those in developing regions. And the pipeline for decorating is always sold at a higher price than those for building. The main reason why some agents sell their products beyond agreed areas is that the prices of the product are not the same in different places and brands. The problem of "selling product beyond agreed areas" means that the dealer takes advantage of the manufacturer’s defective management system on delivery channel, obtaining the product at a cheaper price through non-normative channel in order to gain greater profits. Several top brand pipeline manufacturers are faced with such a problem in current distribution market. Such as in Ginde Pipeline Group, the very problem is seriously in Sichuan market where many of its agents get the product directly form the same brand agents in Chongqing, which leads to a confusion of its market price and results in having difficulty in controlling the delivery channels. Many topbrand pipeline group, such as Rifeng, Kingbull, Weixing Liansu(L&S), Chuanlu, Goody and Kangtai(TK), are worried about this problem. This thesis aims to analysis the problem of "selling product beyond agreed areas" in pipeline industry, and to propose some strategies to control the problem.更多还原