Abstract High quality powering systems have become the requirements for computers and electronic devices users. Uninterruptible power systems (UPS) are needed in office automation, home and small and medium enterprise computers and governmental network projects. In 2006, total UPSs sold in PRC exceeded 1,279 thousand units, with a sales value exceeding 2.61 billion RMB. The UPS industry experienced an 8% stable growth backed by economy growth of PRC. This research served theoretical basis and the understanding of industry practices as the base, describing the business model of UPS industry in PRC. This thesis also contains an in-depth interview with the leader of Powercom Co., an UPS manufacturer in PRC, on topics such as channel structure (length, width and density), relation control, channel motivation (strategy in effect and methods used) and conflict management (reasons, forms and solutions), trying to combine theories and practices. This study found that Powercom experienced three channel transformations in PRC market. Phase 1: instead of touching the market directly, they entered PRC via an agent, plays only the role of manufacturer ¡V a longer, narrower channel structure, with a traditional marketing relation aims at short-term profits, and price is the incentive. When the relation went down, Powercom took destructive solutions. Phase 2: Retailing channels were established in provinces in PRC, and the PRC market was divided in to four independent geographic marketing sectors, no intersection selling were allowed ¡V allowing the four sections to have their own storage and selling systems and compete with each other, resulting horizontal conflicts between section sellers. Phase 3: the marketing efforts are directed by a Great China concept, although the four offices still in charge of dealing orders and selling, no geographical restrictions exist. The channel structure was turned from density to selective distribution. Their relation with distributors are thus turned in to vertical systems, thus common objective, instead of price alone is the incentive to motivate firm members. Keywords: Uninterruptible power systems, cannel transformation

本研究的進行，乃基於體驗經濟時代的來臨促使消費模式的改變，再加上氣候異常與競爭日激等外部環境劇變，使得原先營運有成的機能衣業業者營運業績下滑劇烈，則如何從中突破營運困境即是功能衣業者當前重要議題。然而體驗經濟的落實，需從通路進行。但我國機能衣業大多是歷史悠久的傳統公司，要其立即配合體驗經濟時代需求的通路轉型，必會產生問題而需克服，促其業績與獲利成長。有鑑於此，本研究針對企業策略與戰術、行銷策略-4P’s到4R’s、行銷通路的定義、結構、行為與關係、策略、衝突、風險、創新、績效評估、多通路行銷和整合等進行文獻探討。並以體驗經濟時代為自變數，機能衣業通路轉型為應變數，進行探索性的個案式研究。其中從個案產業結構、公司營運現況、通路發展變化等三方向進行分析。最後，本研究得出如下結論與建議。 結論上，一則機能衣業”產品領域”擴增，而致”競爭者領域”產生變化。二則機能衣業通路變化大，勢必轉型。 建議上，根據商店類型鋪貨而非一致性鋪貨，並轉為多功能的通路。按照經銷商特性而對商品廣度及深度，給予不同支援。針對大型連鎖通路開發獨家專賣產品，增加合作模式。而且與同業通路共享，減少商品的備貨風險。強化虛擬通路的規劃，人力與訓練。發展主動攻擊的追單的團體訂單模式。 / The dramatic change of consuming model and external environments, they lead the sales of the function clothing to declining in the experienced-economy era. How do the function clothing transform to boost their sales in the experienced-economy era? The only way: they have to promote channel-transformation. Therefore, the study invested in literature(business strategy, marketing strategy, marketing channel etc.) review, adapted exploring and case study, and analyzed the industry structure, operating situation and channel change of the case deeply. In the end, the study got the conclusion and suggestion: In the conclusion: 1. The function clothing has to develop the “product field” to the “competitors field”. 2. The function clothing has to promote channel-transformation comprehensively. In the suggestion: 1. The case firm has to base on the difference of channel to supply and develop multi-function channel. 2. The case firm has to base on the characteristic of dealers to support. 3. The case firm has to develop exclusive-monopoly product with the large-chain-channel, and increase cooperative models. 4. The case firm has to strengthen the planning, human recourse and training of the virtual channel. 5. The case firm has to develop initiative sale on the group orders.

The subject of the thesis is to design proposal protective water management solution reservoirs in the basin Kobylí potok. This thesis consist of the text, hydraulic calculation and graphic.