||Large 3C distributers showed in Taiwan in 1992s. Since more and more large 3C distributers set stores across Taiwan, their economies of scale lead the whole 3C-channel market become “the big is always the big and the small.” Many companies that do not have competencies have gone out the market.|
However, in this market, many outstanding small-middle 3C distributors are not affected, and have good performance. This fact reflects that these small-middle 3C distributors have some core competencies that can not be replaced by large 3C distributers. The business models and strategies of these small-middle 3C distributers are the main issues of this study.
Considering the consistency and extensiveness of subjects in the 3C industry, this study selected three large 3C distributers as research subjects. Firstly, second-hand data was collected, and interviews with managers of the three distributers were also conducted. Then, five outstanding small and middle distributers were interviewed to compare their business modes and strategies with the three large 3C distributers.
Based on these data, it is helpful to understand core competencies and advantages of small and middle distributers. The results show that although large 3C distributers have their main advantages, they do not do well in the development of niche markets, efficient responsiveness of environment changes, and kindly attitude to consumers.
If small and middle enterprises can clearly understand their weakness, avid to directly fight with large 3C distributers, expand their potential advantages, and keep close with customers, they also could have living space and will be difficult be replaced.