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华中科技大学硕士学位论文易派壹佰公司发展中的困惑与应对举措分析姓名：袁安申请学位级别：硕士专业：工商管理指导教师：张子刚20050422IDMIIAbstractShanghaiEPPEInternationalTradingCo.,LtdisarecentlyestablishedshareholdingCompanywhichtakingdealingwithpersonalprotectiveequipmentsandofferingallkindsofrelevantservices.Thecompanyisaimingatunitingglobalfamousbrandnameofsafeprotectiveequipments,andprovidinglargeandmedium-sizedenterpriseofChinawithadvancedsafeprotectiveequipments.Thecharacteristicofthecompanycanbesummarizedwithfiveinone:unitechainsales,e-commercesales,direct-mailsales,3rdpartlogisticand24hoursservices.Thecompanywasborninasuchagoodhistoricalopportunity:incidentsfrequentlytakeplace,thegovernmentandcommonpeoplepaycloseattentiontothesafetyoflaborextraordinarilyandthesafetyequipmenttradingisgoingtowelcomeafast-growingperiod.Butinshortlyhalfayear,itsdevelopmentunderwentalotofperturbedandsetbacks.TheCompany’scommercepromotionworkisfacingwithmanychallenges.Thequeryofthemanufacturerismainlyasfollows:fundchainrupturing,thepainthatthechangebrings,lessonsdrawnfromothers'mistakesandjoiningtheexpenses,etc.,amongwhichtheafraidhowtowellarrangedchannelnowwiththenewlystyleanditshighexpensesismostserious.ReasonsofEPPE’sdifficultiescanbeanalyzedtomis-judgingdifficulty,nostand-outenterprisekeycompetitivenessandconfusedmanagementetc..DeeplyanalysestotheenterpriseandproductscharacteristiccanfindthatitisverydifficultforenterprisetobecomeGuoMeiinPPEfields.Becausetheproductsthatthetwodealwitharedifferent:GuoMeimainlydealswithelectricalappliances,facingtheordinaryfamily,andbelongstoconsumerconsumeproducts;whileEPPEmainlydealswithsafeprotectionequipments-averyprofessionalproducts,facingindustrialandminingenterprises,andbelongstotheindustrialconsumeproducts.Thechoosingstandardsofconsumerswhilebuyingforeachproductarequitedifferent.Meanwhile,thesellingmodeoftheproductsmustbematchedwiththecharacteristicoftheproducts.Weathermarket-sellingmodeissuitableforthisproductcharacteristicIIIbothinbuyingstyleandchoosingcriterionisworthprobingintoandconsidering.Inenterprise'smodedesigning,peopleshouldpaymoreattentiontoconsideringpractices,especiallyneedtoconsideringtheproductsandmarketingreality.Ifignoringthis,theinnovationwillbecometheanhydroussource,oratreewithoutrootsbecauseitbreaksawayfromthelawsofthings.EPPEcanseekhisbreakthroughfourangles:seekingthesupportoftheexternalfund;tryingtooccupychannels,setuphisownnetwork;enlargingpropagation,gettingmarketacceptthismodeandexertingcompany’sgovernmentadvantagetotheutmost.Keyword:commercemodelsellingmodulepersonalprotectiveequipments111.1[1],[2][3],[4],[5][6],[7],[8],[9][10]2004101269[11]1.94[12]2[13],[14]20051[15],[16],[17]5000[18]1.23[19][28]800128813274112421504619015849147250300800010002602705009600450012725518725518721151560031045035030/5%“”“”41.352GREENWINCORPORATIONEPPEPersonalProtectiveEquipmentPPE100100%2004610010002.117558%13565002080500/20%2GDP1000//3000//35020041120200417330%-40%460035030/85%2.2350%1995840013020022031996197592001PPEDELTAPLUS2514232.310EPPE1005000EPPE1001113.31244518232530050002-12-11001220052831033010302020/131)2)3)4)5)20055/////////2.42.4.1EPPE100WORLDOFSAFETY,CHINAMARKET2.4.2EPPE100500010014EPPE100.COMEPPE100DM-EPPE100EPPE100--242.4.3EPPE100--PersonalProtectiveEquipmentGasDetectionsFallProtectionFire-fightingequipment--EPPE100----EPPE100--EPPE100--EPPE10015----2.4.4EPPE10061):216EPPE1002)3)EPPE1004)EPPE1005)6)EPPE100163DM1003.1920001712342018193.23M20041011Francis20041111200511112203M30020051213.30000710166118196011281874400321421400300072222005377CPPE168.comeppe100.com50002310024441DMDM25424212019862040001001825130100002003200330177.919982624012430002065000628865461515200327200413500296015%200499248018806002926731979“”2723200442842250025130/////////294-1304-14.3DM3144323334FMBA200235[1]..19940340-43[2]..19960924-25[3]..,2003,01:46-47[4]..,2003,04:30-31[5]John.W.HenkeJr,Strategicsellingintheageofmodulesandsystems,IndustrialMarketingManagement,May2000,vol29:271-272[6]..19940932-33[7]..19950413-15[8]JamesChampy,X-EngineeringtheCorporation:ReinventingYourBusinessintheDigitalAge.NewYork:Warner,2002[9]OmarAEISawy.Redesigningenterpriseprocessesfore-business.NewYork:Irwin/Mcgraw-Hill,2001[10]..2001128-9[11]..200523[12]..20030512[13]..20038[14]..20030642[15].PPE.2005102-4[16]..2005032-4[17]PaulCheung.EPPEChinaProposal.2005Shanghai[18].“”.362005113[19]...19990641-43[20]..2003039[21]Anonymous.PPEusegrowsinheavyconstruction.ISHN.Tray,Jan2005:1A[22]SallyDrury.Personalprotectiveequipment.HorticultureWeek,Dec9,2004:30[23]SallyDrury.Personalprotectiveclothing.HorticultureWeek,Nov6,2003:41[24]FredElliott.EffectiveuseofPPE.OccupationalHealth&Safety,Nov2003:76[25]CarolynMorgan.PPE:choiceorchance.MobilityForum,Sep/Oct2003:10[26]AJMcnamara.What’snextforthesafetymarket?Oct2002:1A-3A[27]AmbarSinghRoy.GrowingonsafetyBusinessline,July2002:1[28]KristinBacon.PPEthatmakesavisibledifference.OccupationalHealth&Safety,Jun2002:81-83[29]20045[30]20049[31]..1989[32]..19960320[33]..20010215[34]..20041145-46[35]..19940632-33[36]Williammson.O.E.TheInstitionsofCapital