Creating an effective distribution channel for manufacturing companies in industrial production and an application on the steel industry

In the industrial markets which are concentrating in the competition area, the distribution channels have a significant role to deliver the products from buyers to consumers. The aim of this thesis is increasing the effect of the distribution channels in steel sector and strengthens the relationships between producer and wholesaler. In this research, the structure of distribution channels which are used by the pipe-hollow section manufacturers in Turkey, the dealers' business manners and operations, moreover the issues of the producers and intermediary firms are indicated. To reach these data, with nearly fifty retailers and dealers from seven areas from Turkey were interviewed and had phone calls. At the end of the thesis, the methods are created according to the expectations of the manufacturers and dealers, the selection criteria for new wholesalers and their criteria of performance are determined. To be in corporate unity of manufacturing, the illustration of engagement has been added in appendix part. As a result, the incorporating of the agencies with the new actions which are used by the wholesalers and the dealers in the internal market of pipe-hollow section in Turkey will be increased the effect of manufacturers in the industry.