对收取通道费原因的分析——基于我国零售企业的赢利模式研究

An Analysis Framework to the Reason of Slotting Allowance——based on the Research of the Retailers' Profit-Making Mode in China

在研究零售商的赢利模式与收益结构的基础上,得出以下结论:不是渠道权力大小决定通道费的多少,而是供应商对零售商在商品毛利和返利方面的贡献大小决定通道费的比例多少。通道费与零售商的其他收益在一定程度上是可以相互转换的。零售商收取通道费具有一定的合理性,而政府实际上无法对通道费行为予以直接的限制。

Through researching profit-making mode and income structure of the retailers, the paper states that it is not the power of channel, but the suppliers＇ contribution to the amount of gross profit and return-profit decides the portion of slotting allowance. To some extent, the slotting allowance can exchange the other incomes for the retailers. The collection of slotting allowance has some rationality. Moreover, the government can not restrict the collection of slotting allowance directly.