, 2009, Hewlett-Packard in the East China (Shanghai, Zhejiang) channel policy major changes, the entire production of the original sub-region product lines regardless of the system experienced product line to a regional distribution model. For many small retailers (the definition of small retailers and resellers are always in the name of the channel layer at the wholesale level, supplemented by direct marketing), it is not good news. Because it means that in theory the entire production of the original, and will now play the regional distribution of all the dealers to supply, equal treatment by the corresponding number of price and service provided. HP Decade partner is Science and Technology in Shanghai this year and very aware. The company relied on to follow in the footsteps of HP, and change the HP growth and more and more to sell the company started a few years and a gradual transition from a purely direct sales distribution distribution alike. Chen Xiangyang, vice president of technology Summary today and tomorrow in an interview expressed views, condensed in one sentence is: “premeditated, an opportunity for change.”

Next was founded in 1999 and the beginning of the distribution of products from Hewlett-Packard. Today, annual sales reached 350 million yuan, with Hangzhou, Ningbo, Nanjing, Hefei, Xi’an six companies with headquarters in Shanghai. Continuous multi-year sales of HP’s largest business proxy.

technology for the next race, the political changes in the HP channel, they are very understanding. According to Chen Xiang Yang introduction, 1 August is, HP China (including Shanghai and Zhejiang, the two communities) is to launch a wide range of regional agency. Among them, Shanghai is the founder, on behalf of the regional total, Synnex, Ingram Micro. Zhejiang regional officer is purple, Synnex, the code of God. There may be several regional sales manager on behalf of all the HP PSG products sector. In theory, the price of all agents as well. The purpose of this

HP, Chen Xiang Yang will appear, there are three, the first reduction of the intermediate layer agents to maximize channel is flat;. Secondly, I hope that each layer has a very clear position, values and goals, thirdly, a more direct understanding of this change until the end of the market, first-hand information

Xiang Yang Chen, a very good practice .. To his knowledge of four years, HP began preparing to do two years ago in South-West, North West, make, south, northeast, central-regional, such adaptations in this respect. Adjustments in the final implementation in Beijing, Shanghai, Guangzhou and covers the areas on three levels do not only want. Therefore, Chen Xiang Yang, known as “intentionally”.

It’s this setting, the channel, which? Chen Xiang Yang will be affected, also believes that has the most impact, the most powerful in the middle of this layer to be reduced. But before the interview, such as sensitivity and high-ranking officers such as electronic point of view. Chen Xiang Yang, even though the entire production of the same size was reduced so that only reduces a financial center, logistics center was because a customer of HP, but do not think that small retailers would not be affected. Instead, he thinks that most affected are the small size distribution. The reason is simple because the entire production can not go on a range of products and leave a stable monopoly profits obtained, and the money must win, it will definitely benefit current multi-platform business wholesale distributors and small. And, like now, what the range of products and small can in the entire production of resources here for all products and much more you need to follow the path of a small distribution. Therefore eliminate Chen Xiang Yang, judges, and only a small portion of the direct distribution or transformation would wholesale distribution of a large part will be deleted after the channel is very simple HP -.. Regional distribution -. 3 Agents system, he predicted the future, 123 cities, 70% -80% distribution of total commitment to small traders in the large cities, may play a role to fill the gaps. It is only in 4-6 cities of retail space only. “Largest retailer if you are willing or unwilling, to name but this is the end of the shift to direct marketing agency clients.

In fact, the next technology HP as close partners, already adapted to the HP before the canal according to the wishes of the container processing horsepower. To the transition may prove to be a distribution typical of other small and large organizations.
Printer Consumables