HISAMITSU REPORT--PHASE 3-ORGANIZATION DESIGN.pptVIP免费

PhaseIIIReport:OrganizationDesignforHisamitsuChinaMarketEntryProjectMay4,2004April30,2025Confidential,Copyright@2003bySinotrust2HisamitsuChinaMarketEntryStrategyContentsAnalysisofchannelmodelsIdentificationofchannelmodelsEvaluationofchannelmodelsSuggestionsforHisamitsu’schannelmodelsChanneldesignandmanagementChanneldesignandmanagementforcosmeticsChanneldesignandmanagementfordrugsOrganizationdesignandfunctionsOrganizationintheapplicationphaseOrganizationforcosmeticsOrganizationfordrugsOrganizationforbranchofficesSuggestionforpersonnelarrangementAnalysisofmarketing&salesexpensesApril30,2025Confidential,Copyright@2003bySinotrust3HisamitsuChinaMarketEntryStrategyAnalysisofchannelmodelsApril30,2025Confidential,Copyright@2003bySinotrust4HisamitsuChinaMarketEntryStrategyEvaluationofchannelmodelsIdentificationofchannelmodelsSuggestionsforHisamitsu’schannelmodelsApril30,2025Confidential,Copyright@2003bySinotrust5HisamitsuChinaMarketEntryStrategyInselectionofchannelmodels,localpoliciesandpracticeshouldbeconsideredforHisamitsuManufacturerManufacturerDistributorsDistributorsRetailersRetailersConsumersConsumers-DrugmanufacturersmusthaveGMPcertificateandpharmaceuticalmanufacturerlicense,whilethereisnosuchrequirementsoncosmeticmanufacturers.-DrugdistributorsmusthaveGSPcertificateandpharmaceuticaldistributorlicense,whilethereisnosuchrequirementsoncosmeticmanufacturers;-Atpresent,thereisnoFOEdistributorinChinayet.-DrugretailersmusthaveGSPcertificateandpharmaceuticalretailerlicense,whilethereisnosuchrequirementsoncosmeticmanufacturers.-ThereareobviousareadifferencesinChina,andconsuminghabitsandlevelsaredifferent.April30,2025Confidential,Copyright@2003bySinotrust6HisamitsuChinaMarketEntryStrategyInpractice,therearemainly5typicalchannelmodelsforpharmaceuticalandcosmeticmanufacturersinChinamarketchannelmodelsDirectsalesDistributorsonlyDistributorsandchannelmanagement(withoutownsalesforce)Distributors,channelmanagementandbuildingownsalesforceZero-levelchannelRelyingondistributorsabsolutelyThroughdistributorswitheffectivemanagementThroughdistributorswitheffectivemanagement,andownsalesforceinterminalsDirectly-to-retailersSellingdirectlytoretailersApril30,2025Confidential,Copyright@2003bySinotrust7HisamitsuChinaMarketEntryStrategyIndirectsales,themanufactureremploysitsownsalesforceorothermethodstosellproductsdirectlytoconsumersDirectsalesDirectsalesCharacteristicsCharacteristicsManufacturerNodistributorsandretailersbetweenmanufacturerandconsumers;Manufacturersalwayshaveenoughresourcesorsalespersonnel,orjustutilizeinnovativemethods.ConsumersOneofwell-knownenterpriseswiththismodelisAmwayinChina.April30,2025Confidential,Copyright@2003bySinotrust8HisamitsuChinaMarketEntryStrategyIndirectly-to-retailersmodel,themanufacturersellsdirectlytolarge-scaleretailersDirectly-to-retailersDirectly-to-retailersCharacteristicsCharacteristicsThemanufacturerhasanumberofsalespersonneltocontactretailersdirectlywithouttheparticipationofdistributors;Long-periodcooperativerelationshipbetweenmanufacturerandretailers.ManufacturerRetailersConsumersOneofwell-knownenterpriseswiththismodelisBeijingSanlucorp.,withthewell-knownskin-carebrand,Dabao,whichdirectlysellsitsproductstoretailersinBeijing.April30,2025Confidential,Copyright@2003bySinotrust9HisamitsuChinaMarketEntryStrategyIndistributorson...