自90年代網際網路、Y2K問題至今，網路與電腦已是人人在工作與家庭所必需，資訊越流通發達，透明度就越高，資訊科技產業發展飛快，資訊產品製造商與資訊通路代理商皆受到衝擊，製造商該如何銷售其產品，能使其產品在最短時間、最小價差下，讓使用者購買使用？而資訊通路代理商該如何運用通路能力代理銷售更多品牌產品來為自己賺取毛利？
經過20年來的市場演變，資訊通路代理商現今皆代理多品牌多產品線，但演變原因卻不得而知，本研究藉由個案研究的方式，希望能夠了解以下問題：
(1)在高度成熟的市場下，品牌製造商如何去選擇代理商？是選擇單一代理商，或多家代理商？
(2)各家代理商之代理策略為何？是增加單一品牌代理，或爭取多品牌代理？代理商在選擇代理產品時，考量因素為何？
(3)品牌製造商為什麼要讓已代理競爭品牌的代理商來代理自己的品牌？是怎樣的相關影響造成多品牌多代理商的市場現況？
經過文獻探討、個案公司網頁資料蒐集、訪談不同的製造商、代理商與經銷商之後，分析比較得知，現今高度成熟的市場下，市場極度透明，需求量大增，毛利空間越來越小，各階通路都要為自己賺取最大利潤；從製造商角度來看，製造商需要更多的代理商來為自己銷售產品並且可以利用各代理商現有know-how及基本客戶群來銷售自己的產品。
代理商則是想要有更大的市場佔有率、需要更多種不同品牌的產品來滿足客戶的需求，才不致損失生意機會，多品牌經營也可以讓代理商不至於受制於單一製造商，又可發展後續的安裝維護服務創造更多收益。
而經銷商在代理商擁有多品牌的選擇下，可採用一次購足的方式向單一代理商進貨;也可向各家代理商詢價、比價，藉由各家不同製造商與不同代理商之間的競爭，選擇成本最低的產品。
綜合以上所述，資訊通路代理商的代理品牌策略是朝多品牌代理的方向前進，且此種產品組合策略已成為資訊通路代理商的基本生存方式。

From the internet network, Y2K question of the 1990s so far, the networks and computers have already been needed by everybody a lot in their work and family. The more information circulate developed, the higher the transparency is, scientific and information technological industry develops quickly, than both IT venders and IT distributors were assaulted. So how should IT venders sell their products, and make their products be bought by users under shortest time and minimum the price differential? How should IT distributors use the channel to sell more products to earn the gross profit for themselves?
After 20 years of market evolution, IT distributors act for many multi brand and multi product, but the reason of developing is unable to find out. So this research hopes to understand the following problem by case study:
(1) In the highly mature market, how do venders choose the distributor? Do they choose the single distributor or many distributors?
(2) What is the strategy of the distributor? Do they increase the single brand or strive for many brands? What are the considering factors when they choose products?
(3) Why venders let competition distributor act for its brand? What kind of the relevant influence cause the market present situation of many distributors of many brands?
Through document review, material from the internet, interview with different venders, distributors and retailers, we know that in the highly mature market, the market is extremely transparent now, demand is heightened, and the gross profit decreases, every channel earns the largest profit for itself; The point of view from the venders, they need more distributors to sell their products and make use of their know-how and the basic customer group to sell the products.
The distributors in order to gain more market share, they provide a variety of products from multi brands to fulfill customer's requirement, and the management of multi brands can make the distributor unlikely to be limited by single vender, and can develop installation maintenance service to create more incomes.
Because the retailers have a lot of selections in multi brands which owned by distributors, they can buy products from one or different distributor by comparing prices and than they can choose the low-cost products to fulfill their requirement.
To synthesize stated above, the strategy of the brand in all of IT distributor is the efforts in the directions for multi-brand, and the strategy has already become the basic life mode of IT distributor.

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