Dunlee announces success of distribution strategy in China
Recognizing the value of distributors who understand local challenges, Dunlee, a leading supplier of CT tubes for the replacement market as well as OEM imaging products, implemented a new sales channel distribution strategy in China in January 2018. After more than a full year operating with the new distribution channels, Dunlee’s evaluation shows significant improvement in customer satisfaction as well as sales growth.
The new strategy was developed in response to customers’ need for fast delivery to reduce scanner downtime and the desire for a strong local network. Dunlee reorganized with four distributors who each cover distinct geographical regions: East China: Shanghai Fujiang(上海辅江); South China: Shenzhen Star United (深圳星联); Southwest China: Chengdu HuiRong (成都惠荣); and Northeast China: Harbin BoYuXin (哈尔滨博宇欣).
A network of local expertise
“Our customers are benefitting from the regional structure, which creates a network of expertise to deliver exceptional support and service,” says Stephen Deng, Director of Sales, China. All distributors received advanced training in tube installation at AllParts Medical,
a specialized training facility in Nashville, TN, USA that operates in cooperation with Dunlee.
Stephen says the strategy has contributed to Dunlee’s growth in the Chinese market. “In just a year, we’ve seen significant growth compared to previous years,” he says. “The replacement market in China is under price pressure, but our global reputation for
reliable tubes is serving us well, and now we are pairing that reliability with an outstanding service organization.”
Opportunities for new distributors
Dunlee is interested in expanding its distributor network in other regions of China as well as areas of Southeast Asia that are without Dunlee representation. Organizations interested in partnering with Dunlee in this region should contact Dunlee sales manager Yi Yao Chen at yiyao.chen@philips.com.
Visit Dunlee at CMEF
Dunlee’s exhibit at China International Medical Equipment Fair (CMEF) in Shanghai, China on May 14 – 17 will include the DA200P40 and REEVO240G tubes for the replacement market, as well as new CT5000 and CTR1600 series CT tubes for Dunlee’s OEM business. Visit us at Hall 1 booth #1D16 or make an appointment for a meeting by contacting marketing.dunlee@philips.com. Dunlee is also hosting a distributor reception during the show, which provides customers with excellent networking opportunities for the replacement market.
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