本文采用 G-PEST 分析法总结了广西 TF 公司面临的宏观环境条件，分析了国
内通信设备维修行业的发展特点，运用波特五力量框架分析了广西电信设备维修
行业的竞争格局，并对广西 TF 公司的内部资源进行了调查研究。在此基础上，运
用 SWOT 分析法对广西 TF 公司发展通信设备维修业务的优劣势进行分析，提出
广西 TF 公司维修业务市场拓展应采用增长性的总体战略，进行市场拓展，扩大市
场份额，增加业务收入。对不同的市场，本文提出了相应的拓展战略：通过市场
渗透的战略扩大广西电信设备维修市场的占有率，采用市场开发的战略突破广西
移动、广西联通的设备维修市场，并适时进行跨省维修业务的开展。

为了保障战略的实施，本文还提出了相应的关键措施：调整公司组织架构，
独立设置设备维修部；采用人员外包和业务外包的方式解决人力资源紧缺问题；
协调集团各分公司力量协助解决维修资源场地不足的问题；采用多种培训方式提
高维修技能，重点进行宽带 DSLAM 设备、基站设备、视频监控摄像头维修技术
更新等。

关键词：通信设备维修，市场拓展战略，竞争格局，市场渗透，市场开发

Abstract
Telecommunication market has developed rapidly in recent years, and the market
of communications equipment maintenance business is also vigorous. Guangxi TF
Company is a communications equipment maintenance company, so it is necessary to
study the marketing strategies of communications equipment maintenance market.
This paper summarizes the current situation of Guangxi TF Company with
G-PEST, analyzes the characteristics of domestic communications equipment
maintenance business, and also analyzes the competition situation and the competition
strategies of Guangxi communications equipment maintenance business with Porter's
five forces framework. It also investigates the internal resource of Guangxi TF
Company with SWOT Theory. Base on this research, this paper analyzes the advantages
and weaknesses of Guangxi TF company, and get a conclusion that Guangxi TF
company should perform the growth strategy in its communications equipment
maintenance business, expand market share, increase business income. In different
market, this paper presents the corresponding expansion strategy: in Guangxi Telecom,
expand market share though strategy of market penetration; in Guangxi Mobile and
Guangxi Unicom, break the new market though strategy of market penetration; and in
the extra- provincial conduct of business, it should also enter timely.
In order to protect the implementation of the strategy, the paper also proposed the
corresponding key measures: adjust the company organizational structure, independent
equipment maintenance department; use personnel outsourcing and business
outsourcing solution to resole the human resources problem; coordinate the branch
companies efforts to resolve the space resources shortage; use variety of training
methods to improve maintenance skills, focusing on DSLAM equipment, base station
equipment and video surveillance cameras.
Keyword：communications equipment maintenance, marketing strategy, competition
situation, market penetration, market development