Discussion on the development trend of instrument

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Discussion on the development trend of instrument distributors in 2018

I. The concentration of instrument channel distribution is further spread, but the channel level is gradually reduced

with the requirements of social specialization and the rapid development of Internet and mobile Internet, the access to information is becoming more and more convenient. "Yishanghui" Enterprise Research Institute believes that the instrument distribution channel will enter the era of resource integration and industrial chain segmentation

for distributors, those who master customer resources have the right to speak, and the channel providers who rely on the channel distribution level to obtain profits will face a huge impact

for manufacturers, with the increase of production costs, labor costs and price costs, manufacturers need specialized distributors to meet their development needs and replace certain work functions, such as commodity logistics and distribution, brand marketing, channel distribution, after-sales maintenance, etc. the distribution industry is entering an era of industrial differentiation

second, it has become the main trend for large-scale distribution industry to seek profit breakthroughs from the whole supply chain.

the traditional distribution channels in the instrument industry will be transformed into vertical joint channels, and channel members tend to form a consortium to enhance competitiveness. The 15 provincial-level activities organized by the "yishanghui" channel summit have connected the channel providers of all provinces and established eight provincial channel providers' alliances. Some of the channel providers' alliances have carried out their work. In the future, the three core businesses of import and export trade, distribution, wholesale and retail will go hand in hand, develop each other, and transform from the traditional trader to the concept of supply chain management, so as to coordinate the production and circulation of resource integrated enterprises, There are many cases in which the instrument industry hopes to carry out platform integration. The "instrument business exchange" platform will focus on solving the problems of transaction capital security, shortage of working capital and high-quality source discount in the purchasing process of packers. However, whether the industry can be integrated by solving the channel circulation link will be the breakthrough of the development of the instrument industry, and the system will automatically exit the calibration state

III. The business strategy of instrument distributors has changed

instrument industry distributors are facing multiple pressures such as capital, goods pressure, advances, services and so on. Many excellent brand agents are not satisfied with being instrument porters, and have shifted to upstream production, producing small desktop instruments such as microwave digestion, washing machines, pH meters and so on. They have made horizontal transformation and began to transform to the third-party detection industry. However, with the saturation of the detection industry, There has also been a tide of consolidation and closure of testing institutions. In the downward transformation, the instrument channel providers have set up a service team to strengthen the adhesion with users based on service

through strategic adjustment, distribution channels have gradually explored a way of survival suitable for their own development. At the same time, many small and medium-sized brand agents and wholesalers have gradually withdrawn from this stage due to the restrictions of strategy, system, talent, capital, technology and so on. "Yishanghui" Enterprise Research Institute analyzed the survival and development of small and medium-sized instrument distributors, and summarized the following characteristics:

1 Management learning ability: the backbone of instrument channel providers has gradually transitioned from the post-60s to the Post-70s and 80s, and even some people's awareness of environmental protection has improved. Post-90s managers of small and medium-sized channel providers have also stepped on the stage. With the growth of the Post-70s, 80s and 90s, their managers' learning ability is very strong, and their understanding of the application of networks has also surpassed that of the previous generation of channel providers. The development of networks and the openness of information Timeliness makes them strive to build a national first-rate chemical new material industry base with a broader vision and more forward-looking thinking

2. Flexible management: instrument distributors are combatants fighting on the front line. They can survive today mainly because of their initial personal ability, flexible organizational structure and relatively efficient management system. At the same time, the grasp of social relations and the flexibility of enterprise management are the necessary conditions for survival

3. Professional management: with the expansion of its sales scale and the increase of operating industries, the forward-looking brand agents in the instrument industry have begun to hire professional managers to take care of their businesses. They only need to maintain relationships and invest in enterprises, so as to effectively liberate time, fully think about and diversify the investment of enterprises, so that enterprises can effectively transform and increase the cultural connotation of enterprises

4. Thinking is limited, and the scale is not large: because the financial strength, financing channels and the radiating power of operation are still the weakness of small distributors, the awareness of small prosperity and localized survival, as well as the concept of decentralized investment and diversified development, they often still manage local customer resources. Once there is a problem with customer resources, they will basically face the situation of closure. Even if there is an agent category, it is also a small product, and a brand without much market competitiveness, The sales scale is not very large, generally ranging from millions to tens of millions

IV. the national macroeconomic environment, the spring of distribution industry has arrived

after the 19th national congress, the state will further standardize the operation of the market economy and promote the prosperity of the commercial market. The front line of commodity distribution and network coverage will extend to the whole fourth and fifth tier cities. Experimental machines are divided into many types. Foreign enterprises such as Agilent and Shimadzu have also begun to lay out the bottom distribution channels. With the development of the Internet information age, distributors with customer resources in their hands will gradually replace brand agents

v. the situation of "three pillars" has existed for a long time, and mutual penetration has become a trend

1 The supply chain integration of strong distributors and the channel transformation trend of excellent manufacturing enterprises are obvious

2 The position of packers is still strong. The large-scale local packers have many direct users, have first-hand market information, and are sensitive to the market direction. Due to the formation of the buyer's market, some strong packers are still gaining competitive advantage in the distribution channel system

3. At the same time, the multi industry characteristics of packers will not change. With the increasing influence of packers and suppliers' efforts to expand downstream, the pressure on distributors/wholesalers still exists. Manufacturing, distribution and retailers penetrate each other's upstream and downstream businesses through self construction and capital operation (merger, holding or equity participation), and "supply chain survival" has gradually become the consensus of the three

VI. The Application of Internet and mobile Internet technology will increase the distribution efficiency and radiation ability of distribution.

"yishanghui" Enterprise Research Institute believes that now is the golden age of mobile Internet, and the division of labor in the industrial chain, supply chain finance, and Internet platform will replace some functions of the industrial chain and become a link in the industrial chain by integrating the enterprise's ERP (Enterprise Resource Planning System), B2B, CRM (Customer Relationship Management) SCM (Supply Chain Management), PC, app (activity server page, such as electronic order delivery), logistics and support service system, etc., and cover many aspects such as e-market (online marketing), e-store (online shopping mall) and sales. The platform service system will gradually realize link substitution in marketing, after-sales, logistics, supply chain finance and other aspects. In the future, with the extension of channels, users will be integrated to realize the personalized service mode of production based on demand. This form of "short supply chain" will lay a solid foundation for enterprises to provide efficient, fast and personalized services. Therefore, the optimization of supply chain by information technology represented by interconnection has become the main feature of distribution channel reform

VII. The rise of raw materials and the growth of labor will affect the distribution channels of instruments

in 2018, with the continuous rise of raw materials and the continuous rise of human resource costs, manufacturers and large instrument distributors will face the embarrassing situation of cost growth and unchanged profits. Realizing the division of labor in the industrial chain is the inevitable trend of the future instrument industry, and the early layout is the most beneficial

to sum up, the macroeconomic environment of the whole country in 2018 was good for the distribution industry, with further increase in industry concentration, gradual reduction in channel levels, gradual "transformation" of small and medium-sized distribution enterprises, large distribution enterprises seeking profit breakthroughs in the entire supply chain, and the "three pillars" of manufacturers, retailers and distributors existing for a long time and penetrating each other, and the promotion of the distribution model, The widespread use of IT technology and the rise of related costs have become the mainstream trend of the distribution industry. In the future, resource integration enterprises that take distribution and wholesale as a platform, participate in manufacturing and retail business, conduct in-depth distribution, have various perfect upstream and downstream service functions, and transform from traditional distributors to modern supply chain managers and brand operators to coordinate production and circulation will become the leaders of comprehensive distributors

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