{"id":286997,"date":"2022-12-23T13:55:10","date_gmt":"2022-12-23T12:55:10","guid":{"rendered":"https:\/\/www.atreus.de\/?post_type=publication&#038;p=286997"},"modified":"2025-12-01T15:53:54","modified_gmt":"2025-12-01T14:53:54","slug":"building-a-distribution-and-dealer-network-in-china","status":"publish","type":"publication","link":"https:\/\/www.atreus.de\/en\/publication\/case-studies-en\/building-a-distribution-and-dealer-network-in-china\/","title":{"rendered":"Building a distribution and dealer network in China"},"content":{"rendered":"<div  class=\"zw-cgb header-standard-block is-first-block desktop-has-image mobile-has-image default-margin white-color content-left content-down zw-atr-portrait-pos-default zw-atr-landscape-pos-default height-default \"><div class=\"row\"><div class=\"zw-cgb-content col-12 mx-auto\"><div  class=\"header-standard-inner-container\"><div class=\"bg-image\"><span class=\"copyright-image d-none d-lg-block\">\u00a9fotolia.com, pressmaster<\/span><img decoding=\"async\" class=\"respnsive-img d-none d-lg-block\" loading=\"lazy\" alt=\"atreus_\" src=\"https:\/\/www.atreus.de\/wp-content\/uploads\/2022\/03\/header-03-8.jpg\" srcset=\"https:\/\/www.atreus.de\/wp-content\/uploads\/2022\/03\/header-03-8.jpg 1920w, https:\/\/www.atreus.de\/wp-content\/uploads\/2022\/03\/header-03-8-768x432.jpg 768w, https:\/\/www.atreus.de\/wp-content\/uploads\/2022\/03\/header-03-8-1024x576.jpg 1024w, https:\/\/www.atreus.de\/wp-content\/uploads\/2022\/03\/header-03-8-480x270.jpg 480w, https:\/\/www.atreus.de\/wp-content\/uploads\/2022\/03\/header-03-8-1440x810.jpg 1440w\" sizes=\"(max-width: 1920px) 100vw, 1920px\" style=\"aspect-ratio:1920\/1080 !important\" title=\"atreus_\"><span class=\"copyright-image d-lg-none d-block\">\u00a9fotolia.com, pressmaster<\/span><img decoding=\"async\" class=\"responsive-img d-lg-none d-block\" loading=\"lazy\" alt=\"atreus_\" src=\"https:\/\/www.atreus.de\/wp-content\/uploads\/2022\/03\/teaser-img-fuer-2-und-3-spalter-03-7.jpg\" srcset=\"https:\/\/www.atreus.de\/wp-content\/uploads\/2022\/03\/teaser-img-fuer-2-und-3-spalter-03-7.jpg 823w, https:\/\/www.atreus.de\/wp-content\/uploads\/2022\/03\/teaser-img-fuer-2-und-3-spalter-03-7-768x578.jpg 768w, https:\/\/www.atreus.de\/wp-content\/uploads\/2022\/03\/teaser-img-fuer-2-und-3-spalter-03-7-480x361.jpg 480w\" sizes=\"(max-width: 1024px) 100vw, 1024px\" style=\"aspect-ratio:823\/619 !important\" title=\"atreus_\"><\/div><div class=\"preheadline-container\"><div class=\"zw-breadcrumb-container black-color d-md-down-none\"><\/div><p class=\" zw-cgb preheadline zw-prevent-animation\">Case Study<\/p><h1 class=\" zw-cgb headline zw-prevent-animation\">Development of a sales and dealer network in China for a mechanical engineering company<\/h1><\/div><div class=\"inner-content\"><p class=\" zw-cgb fulltext zw-prevent-animation\"><code><sub>210443<\/sub><\/code><\/p><\/div><\/div><\/div><\/div><\/div><div class=\"zw-breadcrumb-container black-color d-none d-md-down-block\"><nav aria-label=\"breadcrumbs\" class=\"rank-math-breadcrumb\"><p><span class=\"label\">c<\/span> <a href=\"https:\/\/www.atreus.de\/en\">Home<\/a><span class=\"separator\"> c <\/span><a href=\"https:\/\/www.atreus.de\/publikationen-events\/\">Publikationen<\/a><span class=\"separator\"> c <\/span><span class=\"last\"><\/span><\/p><\/nav><\/div>\n\n    <div  class=\"zw-cgb    infoblock default-margin black-color  \">\n      <div class=\" row\">\n        <div class=\"zw-cgb-content has-padding col-12\">\n          <div class=\"inner-content parent-has-padding\"><h2 class=\" zw-cgb headline\">Development of a sales and dealer network in China for a mechanical engineering company<\/h2><p class=\" zw-cgb fulltext \">A mechanical engineering company was suffering from a drastic drop in sales and a demotivated sales team. By rebuilding the sales department and creating a dealer network, new sales staff and after-sales dealers were recruited and contracts and training programs were implemented. This led to a significant stabilization of the sales structure and the parent company&#8217;s approval for direct sales via dealers in China.<\/p><div class=\"link-container\"><\/div><\/div>        <\/div>\n      <\/div>\n    <\/div>\n\n\n<div  class=\"zw-cgb row  columnmaster020 default-margin \"><div class=\"columnmaster-inner-content g-0\">    <div  class=\"zw-cgb no-image-layout columnblock black-color has-icon   \">\n      <div class=\"zw-cgb zw-cgb-content\">\n\n        <div class=\"column-content\"><div class=\"inner-content\"><div class=\"icon-container\"><span class=\"atr-icon\">q<\/span><h2 class=\" zw-cgb headline h4\">Company Details<\/h2><\/div><ul class=\"zw-cgb-ul fulltext \"><li class=\"\">Production and after-sales company in Tianjin, sales company in Shanghai<\/li><li class=\"\">Main production in Germany with 2 production sites\u200b<\/li><li class=\"\">Sales team consists of 12 staff <\/li><li class=\"\">Strong sales decline<\/li><\/ul><\/div><\/div>      <\/div>\n    <\/div>\n    <div  class=\"zw-cgb no-image-layout columnblock black-color has-icon   \">\n      <div class=\"zw-cgb zw-cgb-content\">\n\n        <div class=\"column-content\"><div class=\"inner-content\"><div class=\"icon-container\"><span class=\"atr-icon\">p<\/span><h2 class=\" zw-cgb headline h4\">Situation and Challenge<\/h2><\/div><ul class=\"zw-cgb-ul fulltext \"><li class=\"\">Drastic sales decline, demotivated sales staff\u200b<\/li><li class=\"\">Lack of visible sales leadership\u200b<\/li><li class=\"\">Damage from former sales director&#8217;s misconduct (larceny, corruption)\u200b<\/li><\/ul><\/div><\/div>      <\/div>\n    <\/div>\n    <div  class=\"zw-cgb no-image-layout columnblock black-color has-icon   \">\n      <div class=\"zw-cgb zw-cgb-content\">\n\n        <div class=\"column-content\"><div class=\"inner-content\"><div class=\"icon-container\"><span class=\"atr-icon\">m<\/span><h2 class=\" zw-cgb headline h4\">Objective and tasks<\/h2><\/div><ul class=\"zw-cgb-ul fulltext \"><li class=\"\">Reconstruct and realign sales division, evaluate existing team, recruit new sales staff\u200b<\/li><li class=\"\">Establish and train dealership network for sales and after-sales services\u200b<\/li><li class=\"\">Create profit center sales division in Dongguan, including repair shop setup\u200b<\/li><li class=\"\"><\/li><\/ul><\/div><\/div>      <\/div>\n    <\/div>\n<\/div><\/div>\n\n<div id=\"parent83538\"class=\"zw-cgb halb-halb-headline-text-block-135 default-margin \"><div class=\"row\">    <!--  block -->\n    <div class=\"half-content has-padding col-lg-6 col-12 leftBlock order-1 blue-400 white-color has-icon has-headline \"><div class=\"icon-container\"><span class=\"atr-icon\">n<\/span><h2 class=\" zw-cgb headline\">Measures and Approach<\/h2><\/div><div class=\"content-container\"><div class=\"inner-content parent-has-padding\"><ul class=\"zw-cgb-ul fulltext \"><li class=\"\">Present concept to parent company, assume personal responsibility for Dongguan sales division\u200b<\/li><li class=\"\">Define dealer parameters, prepare contracts, conduct interviews with executives\u200b<\/li><li class=\"\">Select and train new sales staff, provide technical training for dealers\u200b<\/li><li class=\"\">Implement new after-sales guidelines and incentive schemes, dismiss corrupt staff\u200b<\/li><\/ul><div class=\"link-container\"><\/div><\/div><\/div><\/div>    <!--  block -->\n    <div class=\"half-content has-padding col-lg-6 col-12 rightBlock order-2 blue-600 white-color has-icon has-headline \"><div class=\"icon-container\"><span class=\"atr-icon\">x<\/span><h2 class=\" zw-cgb headline\">Results and Achievements<\/h2><\/div><div class=\"content-container\"><div class=\"inner-content parent-has-padding\"><ul class=\"zw-cgb-ul fulltext \"><li class=\"\">Parent company approval for direct sales via dealerships in China\u200b<\/li><li class=\"\">Identified 4 potential new sales staff, set dealership parameters\u200b<\/li><li class=\"\">Established qualified after-sales dealer and identified over 20 potential new dealers across China\u200b<\/li><li class=\"\">Defined contracts, training schemes, selection criteria and timelines\u200b<\/li><\/ul><div class=\"link-container\"><\/div><\/div><\/div><\/div><\/div><\/div>\n\n\n<div style=\"height:100px\" aria-hidden=\"true\" class=\"wp-block-spacer is-style-zw-default-color-400\"><\/div>\n\n\n    <div  class=\"zw-cgb  change-padding  infoblock default-margin black-color  \">\n      <div class=\" row\">\n        <div class=\"zw-cgb-content has-padding col-12\">\n          <div class=\"preheadline-container parent-has-padding\"><p class=\" zw-cgb preheadline ' .  . '\">These articles might also interest you:<\/p><\/div><div class=\"inner-content parent-has-padding\"><div class=\"link-container\"><\/div><\/div>        <\/div>\n      <\/div>\n    <\/div>\n\n\n\n    <div  class=\"zw-cgb  latestPosts default-margin \">\n      <div class=\"row zw-cgb-content\">\n        \n      <div  class=\"zw-cgb latestPostsContent px-0 col-12 col-md-6 col-menu-4 publication   show-featured-image \">\n\n\n        <div class=\"image-container single-featured\"><a href = \"https:\/\/www.atreus.de\/en\/publication\/case-studies-en\/warehouse-transformation\/\"><span class=\"copyright-image\">\u00a9Gorodenkoff \u2013 stock.adobe.com<\/span><img decoding=\"async\" loading=\"lazy\" alt=\"atreus_\" src=\"https:\/\/www.atreus.de\/wp-content\/uploads\/2022\/03\/teaser-img-fuer-2-und-3-spalter-04-9.jpg\" srcset=\"https:\/\/www.atreus.de\/wp-content\/uploads\/2022\/03\/teaser-img-fuer-2-und-3-spalter-04-9.jpg 823w, https:\/\/www.atreus.de\/wp-content\/uploads\/2022\/03\/teaser-img-fuer-2-und-3-spalter-04-9-768x578.jpg 768w, https:\/\/www.atreus.de\/wp-content\/uploads\/2022\/03\/teaser-img-fuer-2-und-3-spalter-04-9-480x361.jpg 480w\" sizes=\"(max-width: 1024px) 100vw, 1024px\" style=\"aspect-ratio:823\/619 !important\" title=\"atreus_\"><\/a><\/div><div class=\"image-container double-featured\"><a href = \"https:\/\/www.atreus.de\/en\/publication\/case-studies-en\/warehouse-transformation\/\"><span class=\"copyright-image\">\u00a9Gorodenkoff \u2013 stock.adobe.com<\/span><img decoding=\"async\" loading=\"lazy\" alt=\"atreus_\" src=\"https:\/\/www.atreus.de\/wp-content\/uploads\/2022\/03\/teaser-img-60zu30-04-9.jpg\" srcset=\"https:\/\/www.atreus.de\/wp-content\/uploads\/2022\/03\/teaser-img-60zu30-04-9.jpg 1098w, https:\/\/www.atreus.de\/wp-content\/uploads\/2022\/03\/teaser-img-60zu30-04-9-768x288.jpg 768w, https:\/\/www.atreus.de\/wp-content\/uploads\/2022\/03\/teaser-img-60zu30-04-9-1024x384.jpg 1024w, https:\/\/www.atreus.de\/wp-content\/uploads\/2022\/03\/teaser-img-60zu30-04-9-480x180.jpg 480w\" sizes=\"(max-width: 1024px) 100vw, 1024px\" style=\"aspect-ratio:1098\/412 !important\" title=\"atreus_\"><\/a><\/div>        <div class=\"content-container has-excerpt posttype-publication blue-400 white-color\">\n          <div class=\"preheadline-container parent-has-padding\"><p class=\"zw-cgb preheadline\">Case Study<\/p><\/div><a href = \"https:\/\/www.atreus.de\/en\/publication\/case-studies-en\/warehouse-transformation\/\"><h2 class=\" zw-cgb headline\">Warehouse Transformation at the world&#8217;s leading supplier of spare parts for garden supplies<\/h2><\/a><p class=\" zw-cgb fulltext\">An Atreus Expert takes responsibility, analyzes and develops various business and system concepts, ensures implementation of the ERP change, and defines associated performance criteria.<\/p><div class=\"zw-cgb zw-cgb-button-container \"><a href=\"https:\/\/www.atreus.de\/en\/publication\/case-studies-en\/warehouse-transformation\/\" class=\"zw-cgb btn btn-primary \">Read more<\/a><\/div>        <\/div>\n            <\/div>\n      \n  \n      <div  class=\"zw-cgb latestPostsContent px-0 col-12 col-md-6 col-menu-4 publication   show-featured-image \">\n\n\n        <div class=\"image-container single-featured\"><a href = \"https:\/\/www.atreus.de\/en\/publication\/case-studies-en\/optimization-of-purchasing-at-listed-automotive-supplier-in-germany-2\/\"><span class=\"copyright-image\">\u00a9Framestock \u2013 stock.adobe.com<\/span><img decoding=\"async\" loading=\"lazy\" alt=\"atreus_\" src=\"https:\/\/www.atreus.de\/wp-content\/uploads\/2023\/01\/teaser-img-fuer-2-und-3-spalter-2-11.jpg\" srcset=\"https:\/\/www.atreus.de\/wp-content\/uploads\/2023\/01\/teaser-img-fuer-2-und-3-spalter-2-11.jpg 823w, https:\/\/www.atreus.de\/wp-content\/uploads\/2023\/01\/teaser-img-fuer-2-und-3-spalter-2-11-768x578.jpg 768w, https:\/\/www.atreus.de\/wp-content\/uploads\/2023\/01\/teaser-img-fuer-2-und-3-spalter-2-11-480x361.jpg 480w\" sizes=\"(max-width: 1024px) 100vw, 1024px\" style=\"aspect-ratio:823\/619 !important\" title=\"atreus_\"><\/a><\/div><div class=\"image-container double-featured\"><a href = \"https:\/\/www.atreus.de\/en\/publication\/case-studies-en\/optimization-of-purchasing-at-listed-automotive-supplier-in-germany-2\/\"><span class=\"copyright-image\">\u00a9Framestock \u2013 stock.adobe.com<\/span><img decoding=\"async\" loading=\"lazy\" alt=\"atreus_\" src=\"https:\/\/www.atreus.de\/wp-content\/uploads\/2023\/01\/teaser-img-60zu30-11.jpg\" srcset=\"https:\/\/www.atreus.de\/wp-content\/uploads\/2023\/01\/teaser-img-60zu30-11.jpg 1098w, https:\/\/www.atreus.de\/wp-content\/uploads\/2023\/01\/teaser-img-60zu30-11-768x288.jpg 768w, https:\/\/www.atreus.de\/wp-content\/uploads\/2023\/01\/teaser-img-60zu30-11-1024x384.jpg 1024w, https:\/\/www.atreus.de\/wp-content\/uploads\/2023\/01\/teaser-img-60zu30-11-480x180.jpg 480w\" sizes=\"(max-width: 1024px) 100vw, 1024px\" style=\"aspect-ratio:1098\/412 !important\" title=\"atreus_\"><\/a><\/div>        <div class=\"content-container has-excerpt posttype-publication blue-600 white-color\">\n          <div class=\"preheadline-container parent-has-padding\"><p class=\"zw-cgb preheadline\">Case Study<\/p><\/div><a href = \"https:\/\/www.atreus.de\/en\/publication\/case-studies-en\/optimization-of-purchasing-at-listed-automotive-supplier-in-germany-2\/\"><h2 class=\" zw-cgb headline\">Optimization of purchasing at listed automotive supplier in Germany<\/h2><\/a><p class=\" zw-cgb fulltext\">Among other things, an Atreus Manager is responsible for stabilising the situation in purchasing. In addition, he ensures the back-to-back synchronisation between customer and supplier contracts.<\/p><div class=\"zw-cgb zw-cgb-button-container \"><a href=\"https:\/\/www.atreus.de\/en\/publication\/case-studies-en\/optimization-of-purchasing-at-listed-automotive-supplier-in-germany-2\/\" class=\"zw-cgb btn btn-primary \">Read more<\/a><\/div>        <\/div>\n            <\/div>\n      \n  \n      <div  class=\"zw-cgb latestPostsContent px-0 col-12 col-md-12 col-menu-4 publication   show-featured-image \">\n\n\n        <div class=\"image-container single-featured\"><a href = \"https:\/\/www.atreus.de\/en\/publication\/case-studies-en\/restructuring-of-the-commercial-area-at-automotive-supplier-group\/\"><span class=\"copyright-image\">\u00a9Gorodenkoff \u2013 stock.adobe.com<\/span><img decoding=\"async\" loading=\"lazy\" alt=\"atreus_\" src=\"https:\/\/www.atreus.de\/wp-content\/uploads\/2023\/01\/teaser-img-fuer-2-und-3-spalter-2-09.jpg\" srcset=\"https:\/\/www.atreus.de\/wp-content\/uploads\/2023\/01\/teaser-img-fuer-2-und-3-spalter-2-09.jpg 823w, https:\/\/www.atreus.de\/wp-content\/uploads\/2023\/01\/teaser-img-fuer-2-und-3-spalter-2-09-768x578.jpg 768w, https:\/\/www.atreus.de\/wp-content\/uploads\/2023\/01\/teaser-img-fuer-2-und-3-spalter-2-09-480x361.jpg 480w\" sizes=\"(max-width: 1024px) 100vw, 1024px\" style=\"aspect-ratio:823\/619 !important\" title=\"atreus_\"><\/a><\/div><div class=\"image-container double-featured\"><a href = \"https:\/\/www.atreus.de\/en\/publication\/case-studies-en\/restructuring-of-the-commercial-area-at-automotive-supplier-group\/\"><span class=\"copyright-image\">\u00a9Gorodenkoff \u2013 stock.adobe.com<\/span><img decoding=\"async\" loading=\"lazy\" alt=\"atreus_\" src=\"https:\/\/www.atreus.de\/wp-content\/uploads\/2023\/01\/teaser-img-60zu30-09.jpg\" srcset=\"https:\/\/www.atreus.de\/wp-content\/uploads\/2023\/01\/teaser-img-60zu30-09.jpg 1098w, https:\/\/www.atreus.de\/wp-content\/uploads\/2023\/01\/teaser-img-60zu30-09-768x288.jpg 768w, https:\/\/www.atreus.de\/wp-content\/uploads\/2023\/01\/teaser-img-60zu30-09-1024x384.jpg 1024w, https:\/\/www.atreus.de\/wp-content\/uploads\/2023\/01\/teaser-img-60zu30-09-480x180.jpg 480w\" sizes=\"(max-width: 1024px) 100vw, 1024px\" style=\"aspect-ratio:1098\/412 !important\" title=\"atreus_\"><\/a><\/div>        <div class=\"content-container has-excerpt posttype-publication blue-900 white-color\">\n          <div class=\"preheadline-container parent-has-padding\"><p class=\"zw-cgb preheadline\">Case Study<\/p><\/div><a href = \"https:\/\/www.atreus.de\/en\/publication\/case-studies-en\/restructuring-of-the-commercial-area-at-automotive-supplier-group\/\"><h2 class=\" zw-cgb headline\">Restructuring of the commercial area at automotive supplier group<\/h2><\/a><p class=\" zw-cgb fulltext\">An Atreus Manager is responsible for setting up a finance team and filling the position of commercial manager, and creates cost transparency by reorganising production controlling. The automotive group etsblishes a new HR concept and budget planning.<\/p><div class=\"zw-cgb zw-cgb-button-container \"><a href=\"https:\/\/www.atreus.de\/en\/publication\/case-studies-en\/restructuring-of-the-commercial-area-at-automotive-supplier-group\/\" class=\"zw-cgb btn btn-primary \">Read more<\/a><\/div>        <\/div>\n            <\/div>\n      <div class=\"zw-spacer px-0\"><\/div>\n        <\/div>\n    <\/div>\n\n","protected":false},"author":3,"featured_media":8440,"menu_order":0,"template":"","newsticker-publication":[],"competences":[387,399],"industry-sectors":[368,370],"region-publication":[],"typ-publication":[459],"category-publication":[],"class_list":["post-286997","publication","type-publication","status-publish","has-post-thumbnail","hentry","competences-international-tasks","competences-marketing-and-sales","industry-sectors-automotive-en","industry-sectors-machine-and-plant-engineering","typ-publication-case-studies-en"],"_links":{"self":[{"href":"https:\/\/www.atreus.de\/en\/wp-json\/wp\/v2\/publication\/286997","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.atreus.de\/en\/wp-json\/wp\/v2\/publication"}],"about":[{"href":"https:\/\/www.atreus.de\/en\/wp-json\/wp\/v2\/types\/publication"}],"author":[{"embeddable":true,"href":"https:\/\/www.atreus.de\/en\/wp-json\/wp\/v2\/users\/3"}],"version-history":[{"count":0,"href":"https:\/\/www.atreus.de\/en\/wp-json\/wp\/v2\/publication\/286997\/revisions"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/www.atreus.de\/en\/wp-json\/wp\/v2\/media\/8440"}],"wp:attachment":[{"href":"https:\/\/www.atreus.de\/en\/wp-json\/wp\/v2\/media?parent=286997"}],"wp:term":[{"taxonomy":"newsticker-publication","embeddable":true,"href":"https:\/\/www.atreus.de\/en\/wp-json\/wp\/v2\/newsticker-publication?post=286997"},{"taxonomy":"competences","embeddable":true,"href":"https:\/\/www.atreus.de\/en\/wp-json\/wp\/v2\/competences?post=286997"},{"taxonomy":"industry-sectors","embeddable":true,"href":"https:\/\/www.atreus.de\/en\/wp-json\/wp\/v2\/industry-sectors?post=286997"},{"taxonomy":"region-publication","embeddable":true,"href":"https:\/\/www.atreus.de\/en\/wp-json\/wp\/v2\/region-publication?post=286997"},{"taxonomy":"typ-publication","embeddable":true,"href":"https:\/\/www.atreus.de\/en\/wp-json\/wp\/v2\/typ-publication?post=286997"},{"taxonomy":"category-publication","embeddable":true,"href":"https:\/\/www.atreus.de\/en\/wp-json\/wp\/v2\/category-publication?post=286997"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}