Research On The Large Customer Management Strategy Of SD Expressway LY Operation And Management Center

Over the years,with the continuous expansion of highway construction,the closely related highway enterprises are also facing greater opportunities and challenges in the market,and the contradictions that do not adapt to the new era economy are also becoming increasingly prominent,restricting the development of enterprises.The core of enterprise competition is customer competition.Key account management is very important for enterprises and is one of the keys to their success.The marketing management methods and management strategies of enterprise key accounts affect the future development of enterprises to a great extent.Although the theory of key account management has become popular in highway enterprises and attracted extensive attention,the current research has not formed a complete system of research conclusions,and lacks effective guidance for highway enterprises in practical application to a certain extent.Therefore,it is very necessary to design corresponding key account management strategy based on key account management theory,combined with the characteristics of expressway enterprises and the specific practice of key account management of LY operation management center affiliated to SD Expressway.It can not only solve the key account management problems encountered by the operation management center in practice,but also enrich the related research of expressway enterprise key account management strategy.Based on the key account management theory and SWOT analysis,PEST model and Porter’s Five forces model,this paper studies and analyzes the key account management strategy of LY Operation management Center of SD High-speed Co.,LTD.On LY operation management center key customer management to run the status quo,put forward to establish key customer database and to distinguish the high value customer and potential customer recognition and distinction,improve their service quality in order to expand the service marketing methods and channels,strengthen the construction of informatization,improve the level of intelligence operations management,improve the system of-key account management,To complete key account loss management,system guarantee management and other contents,strengthen the application and organization guarantee of modern information technology,human resources training,ideological and cultural training,monitoring and management measures,and finally achieve the performance improvement of LY operations management center key account management system.This paper provides theoretical and practical basis for expressway industry to search customer information in multiple channels and ways,dynamically adjust key account management strategy according to the industry environment,provides direction and entry point for breaking the bottleneck of key account management system in expressway industry,and provides possible solutions for enhancing the competitiveness of companies and industries.