The Research Of Key Account Management In Automotive Tiers Industry Of D Company

With the rapid development of Chinese motor vehicle industry,more and more tiers companies are beginning to apply D Company’s high-end industrial tools.Some of the group type clients contribute a lot of revenue and profits,meanwhile they raise higher demands to supplier.D company’s original organizational structure and operation management systems have been unable to fully meet these requirements.To win the fierce market competition,D Company must change its existing organization structure and business philosophy to provide customized service and targeted management solutions.Referring to key account management theory from the academic,tier companies and business situations,this paper on the D Company’s tier clients defines and screens key accounts,analyzes key accounts’ needs and provides implementation plan and solutions.D Company had launched key account management on T Group for three years.During this period,it created huge economic benefits,and brought added values to customer and improved satisfaction rate.This proves that the approach to key account management is effective and is worth learning from other industry besides tiers industry in D company.