The Research on The Key Success Factors of The Metal Lock Industry — The Case from Taiwan
Date Issued
2014
Date
2014
Author(s)
Yang, Hsi-Ching
Abstract
Compare to the domestic lock produced by other countries, the products from Taiwan has long received global recognition for its precision as the local lock manufacturers perform excellent vertical integration from research & development, mass production, to sales & marketing to its distributors. This research investigates the distributors of company A, a lock manufacturer in Taiwan, and discussed the buyer-seller relationship between the 2 parties from interviews and secondary market research data. This research aims to analyze the key success factors of company A, and investigate the extent to which its success is influenced by the sales ability of the distributors they work with. We carry out the investigation from 2 perspectives to analyze the influence of the distributors to the lock company: 1) the general sales and marketing strategy and the SWOT analysis of the lock company A, 2) by interviewing its downstream distributors to understand the connection between the two. In conclusion, the key success factors of Lock manufacturer A are: an excellent brand image, a constantly high-quality products, a good cost advantage, precise market segmentation, essential training programs to its distributors, and a well-delivered pre- and post-customer service.
Subjects
metal manufacturer
buyer-seller relationship
key success factors
brand image
Type
thesis
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ntu-103-P00750018-1.pdf
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