A Case Study of Distribution Strategy of Automation Control Company

• Main Authors: Tun-jen Pai, 白敦仁
• Other Authors: Kung-Jeng Wang
• Format: Others
• Language: zh-TW
• Published: 2010
• Online Access: http://ndltd.ncl.edu.tw/handle/24596163660405068062

碩士 === 國立臺灣科技大學 === 工業管理系 === 98 === The flourishing development of the industrial market of Taiwan is well known to all worldwide. Not merely the mechanical manufacturing industry of Taiwan have the ranking on the top world ranking, In addition, we have the domestic capital construction demand recently, The high development yearly of the Hi-Tech industry, really attract a lot of industry control system and industrial control products manufacturers come to Taiwan 40 years ago to capture their position in Taiwan industry market, This case study related company "Rockwell Automation” is talking about their unique distribution strategy “Limitation Distribution”, Nearly, just 6 months ago, Rockwell Automation start to change his original strategy of distribution strategy gradually, The “Limitation Distribution” is to say all products and service is just handled by one company as a sole distributor. But this company product lines should be roughly divided into control system and control component, This two kind of product have different product characters, and also through differ accessing routes to markets, That make people to think “ one sole distributor” is a correct choice or not? This research used “ Single Case Exploratory Inquiring” method to through collection of interview and the appearing of realistic state, During time of them to use Porter 5 Forces Analysis for explanation how to decide to access this market by the distributor, Also to use SWOT analysis to decide whether giving product line to which company. This result of study to show that in such highly competitive circumstance of industry market, When our product line compare with competitors is comparative less, We should go to take Mix strategy of “Cost Leadership” and “ Differentiator Strategy “ in decided niche markets, In additional, the external changeable environment consideration is also a great important factor of influencing the strategy performance.