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作为产业链中不可或缺的一环,渠道的价值在消费类、电子类领域被演绎到了极致。在安防行业,有的公司就是利用渠道所拥有的独特的资源——或是政府、或是国企得到了快速的、裂变式的发展。到目前虽然安防行业发展面临新的环境与趋势,但渠道的重要性仍不可忽视。“渠道制胜”仍是企业在渠道建设方面秉持的理念。这里笔者谈谈关于如何确定厂商与渠道商的关系,如何增益渠道的价值,如何去选择渠道,如何在与渠道的合作中对渠道不断优化等方面的一些浅见。
As an integral part of the industrial chain, the value of channels in the consumer electronics category has been interpreted to the extreme. In the security industry, some companies make use of the unique resources owned by channels - or the government or state-owned enterprises to achieve rapid and fissile development. At present, although the development of security industry is facing new environment and trend, the importance of channel can not be ignored. “Winning the channel ” is still the concept that the enterprise upholds in the channel construction. Here I talk about how to determine the relationship between manufacturers and distributors, how to increase the value of the channel, how to choose the channel, and how to optimize the channel with the channel some of the aspects of the optimization.