How to implement the point-line-surface layout method of channel design

The method of channel layout is "point, line and surface", which is a common method of distribution channel layout. The internationalization strategy of Company A is a good example of applying this method. The idea of A company's internationalization strategy is to establish business bases in overseas markets, connect channels with wires, and finally draw a certain sphere of influence with coils to enrich and expand it. The implementation strategy of point, line and plane layout method for channel design can be divided into three stages.

The first stage is from the establishment of the company to the early 1950s, with the focus on expanding the business base overseas. Under the leadership of Watson-Shi, the founder of the company, Company A expanded its business base in Europe with the American parent company as the center, laying a foundation for future overseas operations.

From the early 1950s to the mid-1970s, it was the second stage of the company's world operation. At present, Company A is committed to connecting overseas business bases, forming overseas regional business channels and realizing efficient economies of scale. The main feature of this stage is that all the overseas enterprises that have grown up have set up independent overseas subsidiaries, such as a subsidiary in Japan and a subsidiary in France. Set up WTC (World Trade Company) in the company headquarters to manage all overseas assets (including overseas local legal persons) in a unified way. During this period, the competitive strategy of Company A adopted the overseas market penetration strategy, that is, localization. On the basis of "points" (subsidiaries) in various places, it is gradually extended to form interdependent business channels. Take advantage of economies of scale and use pricing strategy as a weapon to defeat local competitors.

The third stage, from the mid-1970s to the present, is the development of internationalization strategy of Company A, connecting regional channels and forming a global business network. A company's WTC-centered world strategy is based on a highly integrated local strategy, and from a global perspective, it transmits world information to the local area and forms a unified strategy for the world market. Company A has also adjusted its organizational structure and divided it into three parts: the United States, the European circle and the Asia-Pacific circle. At the same time, in order to maintain the vitality of the enterprise, Company A actively promotes decentralization. In the process of growing into a global enterprise, ASk Company has realized the global unification strategy based on regional operation through three stages: establishment, connection and distribution.