Strategic alliance to talk about the development of ceramic industry vendor relationships and change.

<p> porcelain from the sea to the international headquarters of San Shek Wan, China in the quarter, there was a very eye-catching bridge bridge ad 'Recruitment lord', which is one of a ceramic investment company designed ads. .At first glance do not understand, carefully pondering is artistic conception. .Lords in their own territories is the supreme ruler of the high degree of autonomy. .The Lord is an integral part of the national wealth and glory of the Community. .The dealer as the regional lords, is a new vendor alliance is a strategic partnership between manufacturers to upgrade to a marketing alliance revolution. .</ P> <P> <P> <p> ceramic industry development and changes in the relationship between firms can be divided into the following four stages: </ p> <p> trade cooperation stage </ p> <p> simply .is the relationship between the trading companies. .This stage, the manufacturers and distributors are independent business entities, they went their own ways, in addition to business dealings, no other relationship between them. .At this point in the period leading manufacturers, basically what manufacturers, distributors sell what little information exchange between vendors. .Manufacturers focus on dealers in marketing, manufacturers in order to achieve sales goals, only concerned with selling products to distributors, dealers, regardless of the actual business sales. .In the process, dealers manufacturers sales business is the end. .Co-phase transaction characteristics, such as vendors for products for less than demand, market competition, disorder, investment blindness, channel instability, the means and methods behind marketing, product range and less. .This stage is characterized by the leading manufacturers, vendors are at the initial stage, belonging to different road counterparts. .</ P> <p> channel development stage </ p> <p> channel is established between vendors based cooperative relations. .Compared with the previous stage, the relationship between firms not only remain in the one-time transaction phase, focus more on long-term planning and long-term interests. .Manufacturers focus on not only in production, the sales work is not limited to product marketing, but to look at the development and maintenance of the channel. .Can be established between manufacturers rely on a more solid relationship, but this relationship changes with the mutual interests and development may be broken at any time. .Infighting and blaming each other vendors, buck-passing each other shirk things have also occurred. .Problems at this stage mainly in: dealer after-sales service is not in place, affects the overall effectiveness of marketing; manufacturers do not know enough on the market, can not truly meet consumer needs; competing interests among manufacturers, a different distribution of profits; manufacturers .between the interests of different, resulting in deterioration of information conveyed; Although cooperation between vendors, but only a few simple cooperation; vendors is simple interest, subject to rupture. .This stage is characterized by a basic balance between supply and demand, high growth companies, increasingly fierce competition, are peers of different dreams. .</ P> <p> strategic partnership stage </ p> <p> As market competition becomes more intense, products, services, prices, promotions and other means to cause smoke everywhere, the flames reaching the sky. .Both companies realize the cost of replacing each other, so manufacturers need to choose the strength of the reputable dealers with the establishment of long-term stable partnership in order to detect changes in the market, seize market opportunities, develop marketing strategies, established in the market .in position. .Conversely, dealers also need to establish long-term stable relationship with the manufacturers to ensure continuity of product sales, policy continuity and implementation of cooperative work coordination. .Vendors is a long-term strategic cooperation, the pursuit of the interests of maximizing the system, its value lies in the strategic process of coordination, information and communication double-bang of mutually beneficial marketing activities. .Problems at this stage mainly in: The mutual trust between the parties is not easy to form, the need for long-term basis; point between the interests of the different demands, more difficult to achieve balance; the reasons for the regional market, leading manufacturers of products and .can not meet all of the dealers; the imbalance between manufacturers, dealers can not keep up manufacturers to develop easy to generate ideas, manufacturers and other distributors can not be a good guide. .This stage is characterized by oversupply, companies are hoping to find good partners to form strategic alliances, is difficult to go the same way with the dream. .</ P> <p> Choi Chi Union stage </ p> <p> vendor integration phase. .Manufacturers loyal to each other, look to the future consideration for each other, the interests of each other to achieve win-win goal for the Union. .Alliances between manufacturers, there are two directions: first dealer to manufacturing industry. .Second, the large manufacturers to the commercial distribution industry. .Whether manufacturers or distributors, in the process are to achieve the industrial chain integration process. .Alliances between manufacturers, there are three common mode of cooperation: First, vertically integrated firms cooperation model, and second, the integration mode of cooperation capital firms, three are manufacturers of horizontal integration cooperation. .Industrial capital and commercial capital of the mutual penetration, marketing channels, value chain and long-term interests of long-term strategy to enable companies and dealers to reach higher ground. .Due to economic globalization and the rise of multinational corporations, vendors of "vertical integration", "capital integration" mode of cooperation, gradually "horizontal integration" model instead of cooperation, that is, .around a core of one or more product manufacturers, the formation of upstream and downstream firms in the full strategic alliances. .In between these vendors, business flow, logistics, information flow, capital flow and other aspects of the integration of operations. .</ P> <p> the ceramic industry in the so-called winter of the season, not just Baotuan heating companies, but also need to change marketing ideas, bold and innovative change. .Perhaps the alliance is the integration between manufacturers a better way out. .</ P>.