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文章对美国钢铁企业建立以直销为主的销售模式的背景及原理进行了探索。认为美国钢铁工业发展初期客户对象的单一发展、下游用钢行业客户对象的集中使钢铁企业有采取直销的动力与压力;美国钢铁企业对生产工厂(生产基地)的多区域、市场邻近型布局及公路运输业的发达为其开展直销活动提供了必要的物流保障;20世纪70年代短流程钢铁工厂的兴起、美国钢材经销商的强势成长进一步强化了美国钢铁企业的直销模式。并对美国钢铁公司、纽柯钢铁公司的钢材流通体系进行了分析。
This article explores the background and principle of establishing a sales model based on direct sales for American steel companies. Considering the single development of the clients in the initial stage of the development of the US steel industry and the concentration of customers in the downstream steel industry, the iron and steel enterprises are motivated and pressured to adopt direct sales. The U.S. steel industry has also taken a multi-regional and market proximity layout of production plants (production bases) and The development of the road transport industry provided the necessary logistical support for its direct sales activities. The rise of the short-run steel plant in the 1970s and the strong growth of US steel distributors further strengthened the direct sales model of US steel companies. And analyzed the steel distribution system of the United States Steel Corporation and Nucor Steel Company.