改革开放中国已经进行了 30 多年,在中国,这 30 多年中经济取得了高速的发

展,对各种产品的需求急速增加,其中对工业品的需求也大幅的增加。同时中国的

工业品生产领域还是在发展过程中,外资的工业品生产商或分销商纷纷进入中国,

或直接建立工厂,或建立独资子公司。商品流通的其中一个环节分销,国外的分析

商在成熟的商业模式下很快占领了很大一片市场。与此同时,参与分销过程的中国

本地分销商也得到了长足的发展,从无到有,从小到大。但受到市场经济理念的限

制,国内的中小型工业品分销商还都带着小作坊、家族式的经营模式。国内的中小

型工业品分销商急需深入了解成功分销商商业模式,尽快进行商业模式的改变,解

决企业发展的瓶颈。

本文首先对工业品的营销情况作出分析,介绍了工业品营销的特点。对工业

品分销的概念、理念、形式和运作方式进行了详细说明。分销商在工业品流通中起

到的作用也进行了详细的阐述。然后,介绍了我们的工业品特别是机电产品的进口

情况,列举了我们工业品分销的状态以及国外工业品分销商的情况。其次,通过对

商业模式理论的分销,结合 2 个成功的工业品分销商商业模式分析,研究国内外同

类公司中成熟的分销商经营的各种商业模式。最后,根据 B 公司在中国的经营情况,

进行重点剖析,总结出一些未来可能出现的中小型工业品分销商业模式。

本文通过对以上问题的研究,最终得出未来成功的分销商商业模式发展趋势:

完善电子商务化,提供定制化产品,走工贸结合的路线,提供增值服务。

关键词:工业品 工业品分销商 商业模式

Abstract

With more than thirty years of reform and opening-up,The economic of China

has exhibited rapid development. The requirement for industrial products increase very

quickly. When The industrial companies are develping inbound, All of foreign owned

industrial works or distributor enter and build factories or offices in China. These foreign

owned distributors with the success business model have got more market share in China.

And more ,The local distributors have a rapid development. But local distributor always

was in a no excellent business model. So we want to know what business models are fit

for them nowadays.

First of all, the article analyzed the industry marketing and distribution.

Distributors play in industrial products in circulation are also described in detail. Then,

introduces our industrial products especially the import of mechanical and electronic

products. Secondly, based on the theory of business mode distribution, combined with

analysis of 2 successful industrial products distributor business model, similar studies at

home and abroad companies mature distributors of various business models. Finally,

according to the business situation of B company in China, detailed analysis,

summarized some possible future small and medium-sized industrial products

distribution business model.

In this paper, through the research on the above issues, finally obtains distributor

business model development trend for future success:

Improvement of electronic trading, to provide customized products, take the

combination of industry and trade route. Combined with the theory of service, to provide

value-added services. Specifically for small and medium industrial products distributor,

especially imported industrial products of small and medium-sized distributors can refer

to the view

Key Words:Industrial product Distributor Business model