Key Account Marketing Management In Fangezhuang

Key account is not only the most vital procedure in the marketing but also themost important insource of the profit. There are problems the coal mine mustconsider， such as how to keep up the relationship between the enterprise and the keyaccount in the competitive surrounding， how to manage the key accounts， searchthe way on developing the business and fighting for gaining the profit together， alsoestablishing a scientific and impeccable KAM system which is in favor of pushingforward the strategy， decreasing the risk of operating the business， promoting theeconomic benefit， elevating the managerial level， advancing the marketingcompetitiveness.The global financial crisis has slow down the global economic since2008， theyield of the coal is greater than the demand of the coal，also the gross of the importedcoal has grew vastly， the regional advantage has weakened， energy conservationand output reduction are appealed， above all these elements draw the layout of thecoal industry convert greatly， the market competition is more drastic. As the coalmine， Fangezhuang mine is influenced by the market， the sale and the price hasfall，the stock and the risk has increased，in case that all these challenges need to besolved，the establishment should search a valid way to break the economic dilemma，make use of the key accounts who are occupy20%to arrive80%sales.Based on the deeply study of the theory of the KAM， the key customer of thefangezhuang mine is researched， also the structure of the production， the currentmode of the KAM and the major professional work are studied，in the one hand，theexisting problem is analyzed in the basis of the current condition， the existingmarketing mode and the industry environment are diagnosed， because the planedeconomic has constrained the business for many years， also there some obsolete ideaand thinking pattern are formed under the old economic system； on the other hand，formulate a new mode of the marketing strategy， introduce the advanced idea aboutthe KAM， and provide new thinking and new way to fangezhuang mine， all thesewill help the business get more competitive superiority，improve the manage level onthe account relationship， promote the marketing ability， heighten the competitivepower.