This situation caused a variety of reasons. Beijings agents that his main reason for the profit decline in the brands product strategy is to change the original parts sales contributed significantly to the profits of the agent, but starting this year, the brand began to make many products standard. A significant reduction in parts sales profits, the profits of the agent was naturally larger. Guangzhou agents is that their profits decline because of the direct marketing strategy of manufacturers, which is bound to a certain extent, affected the channel profitability. Some large customers also contributed to the phenomenon of rejection of a single channel for the price of confusion, so that channels worse. An agent with a number of brand dealers said that now many brands of products are flat out simply to make money, and in the rebate, the companies also play games, make us more uncomfortable. The decline in gross margin this year, all the laser printers channels truly feels, and this change the channel to shift to motivate change.
"Channel is king" has been common. For foreign manufacturers, the channel may be they can not shirk; but for domestic manufacturers, the channel is the ladder to help them skyrocket. In this regard, the wave of strategic worth noting. According to Wang Endong introduced, the wave of different characteristics according to agents and direction, provides personalized support program, this "one to one" care model for the channel the channel to provide a strong support so as to truly become a channel to meet customer needs window; the same time, the wave of sub-products adhere to the professional sales channels, the purposes of sub-products, professional sales consulting, according to the actual needs of customers and channels to strengthen the program pre-sales support, to provide users with "fit" solution. Part of the wave in the channel in order to enhance the professional standard in 2002, relying on the wave of flat pattern development of a large number of channels with value-added industry, agents, and its sales volume has accounted for the wave of 60% of total sales channels. Wave of support industries in terms of value-added agents spare no effort to put a lot of resources to support work in value-added resellers, and has made waves of customers and the community added value and status of agents is widely recognized. In addition, through cooperation with the ISV, with the ISV in their field of expertise in the industry to enhance the professional standards of the wave of server applications, this is the wave of an important strategy to expand channels. 2002 initiated the wave of the Ministry of ISV alliances. Julys financial show, but also with seven well-known provider of financial solutions, and the wave through soft wave of software, jointly introduced a number of WTO environment for the financial industry, IA architecture solutions.