新时期木工机械的经销模式探讨与展会促销模式的前景分析

综述了德国的豪迈、威力、伊玛，意大利的比亚斯、SCM等五家公司的木工机械传统经销模式，指出了木工机械传统经销模式的弊端。分析了展会经销模式今不如昔的原因，指出除北京国际木工机械展览会有可能维持经营几年、广州和成都展会由于和家具同期展出可能还会持续一段时间外，其他地区性展览会将很难维持经营。在国际市场上，没有依托龙头企业的经销商很难生存。新时期木工机械经销商要选择最佳的投资地区、最具前途的省份经营，为南兴、马氏、青城等有实力的龙头公司经营专卖模式是中国木工机械产品的最佳经销模式。建立中国木工机械产品的销售集群，形成经销新模式，经销商必须树立新型的服务理念，不要触犯销售道德规范底线；依靠大客户出大订单，建立完善的售后服务机制、经营中高端市场才能有前途；应狠抓售后服务、确定维修保障机制，打造我国木工机械的国美和天猫。

Discussion about New Distribution Modes of Woodworking Machinery and Analysis of Exhibition Promotion Modes Prospect in the New Period

The wood Biess and SCM are s working machinery distribution modes of five companies, German Homage, Weinig and Yima, It ummarized, the shortcomings of the traditional distribution modes of woodworking machinery are po he current exhibition distribution model is not as wood as it used to be is analyzed. It is Bointed ou except for Beijing International Woodworking Machinery Expo, which can maintain operation for a couple of years, and Guangzhou and Chengdu Expos, which and maintain operation for a while due to the exhibition of furniture at the same time, it will be very hard for the exhibitions in other areas to exit. In the international market, it is hard for the exhibitors without depending on leading enterprises to survive. The dealers of woodworking machinery need to choose the best investment areas and the most promising provinces to conduct operation. The business monopoly mode of such companies as Nanxing, Mashi and Qingcheng are the best distribution mode of China＇s woodworking machinery products. In order to create the sales clusters of China＇s woodworking machinery products and form new marketing modes, dealers must develop new service concepts, obey sales standard morals, depend on large customers＇ large orders, establish a perfect after-sales service mechanism, operate a middle-high-end market to create a bright future. Dealers must pay much attention to after-sales service, determine service guarantee and create the Guomei and Tianmao of China＇ s woodworking machinery.