The Research On Marketing Of Key Account Of Hunan New Wellfull Co.,Ltd.

In our country, feed industry is the first industry operated completely on the basis of western marketing operation mode. Western marketing ideas are realized in this industry earlier than other industries. Feed industry gave birth to a group of millionaires in the late 1980s. However, in the 1990s, the feed profession rapidly transformed from the seller market to the buyer market and the market has been in fierce competition. The competition intensifies and the profit margin has been reduced to a minimum level. Most feed enterprises were not able to respond timely and effectively to market changes. It leads to vicious competitions like pressing price, descending product quality, imitating the promotion methods of rival enterprises, sales on net payment terms etc. The cost of sales increases substantially and profits drops sharply.Hunan New Wellfull CO.,LTD is a new and public company in the business of pork production and export, which has lots of experience and resources in the industry. Especially it has extensive experience in pork production management. Lots of production enterprises have not sales channels or lack of capacity to build competitive sales channels, so Hunan New Wellfull Co. will target these big production enterprises. To win the business from these production enterprises, we need to provide more valued added services to build a long term relationship. Even a strategic long-term relationship. A big-customer-oriented, complete and systematic solution (one-to-one sales and marketing solution ) will help us win competitive edge in the feed market.Using market segmentation theory, transferring value to customer theory and the big-customer-oriented marketing-related theory, this research concluded that Hunan New Wellfull CO.,LTD. should start from the fine market positioning, and effectively use market segmentation and innovative marketing methods to build a big-customer oriented development strategy. Hunan New Wellfull CO.,LTD. adopts one-to-one and big-customer-oriented and marketing strategy and tries to become a complete-solution provider for big production enterprise. We will build a marketing flat form and provide service support to improve customer's efficiency of production and sales management. We will play a critical role in the value chain by allocating sales and marketing resources effectively. The terminal of the paper is to explain the shortage of the paper and demonstrate the research direction for the future.