Research On The Marketing Strategy Of Air China

With the development of social economy,Air China is actively seeking the road of development.In recent years,Air China has experienced a difficult course of development,from the reorganization to the listing,the company’s strength is increasingly strong,in all aspects have made great achievements.Other powerful alliances between airlines,such as Singapore Airlines and Eastern Airlines teamed up with China Southern Airlines cooperation,so that air pressure.The rapid development of airlines also changed the entire aviation industry competition model.In order to be able to stand out in this industry,the airline began to focus on the development of key customers.Air China data analysis shows that 80% of the company’s revenue comes from the main user of 20%.It seems that most of the company’s profit is caused by a few people in the customer,how in the existing circumstances effectively maintain the existing large customers,targeted marketing strategy has important significance to development of large customers and enhance our market share and profits of airlines.Firstly,the development of civil aviation industry are introduced,at home and abroad on the described customer and marketing theory;second is the Air China sales model based on the analysis of decisive factors of influence on air sales results were analyzed using the SWOT model,PEST;summarizes the current air in the presence of large customer problems of marketing strategy from product,price,channel and promotion of multiple perspectives,aiming at these problems in-depth analysis,developed from the big customer marketing strategy customer product,price,channel,service etc..From the Air China customer service marketing strategy will be the actual operation situation,theoretical knowledge and the combination of Air China,in the period of rapid development of the civil aviation,Air China proper to the big customer marketing strategy adjustment,coping for the existing problems,not only on the air,the whole Chinese Civil Aviation Development be of great advantage.