Key-Account Marketing Strategy Of TPL(Third-Party Logistics)

Since the logistics known as the "third source of profits" in the 1970s after being raised by the unprecedented attention and, as the emerging field in logistics industry, third-party logistics (TPL) have gradually developed into a main modern of logistics industry. In the global logistics market had occupied a significant share, becoming the level and sign of development of modern logistics industry, at the same time, bring third-party logistics the theoretical study entered a new stage. It is a pity that third-party logistics business in China is still in the initial stage due to late start, small-scale, unbalanced development, low specialization, behindhand management and other issues, situated foreign logistics giant's competing since China entered WTO, it is difficult to form a competitive advantage.The purpose of this paper is to use the marketing and key-customer management theory, combined with the status quo of third-party logistics in China and international competitive environment after entering WTO, summed up the procedures of marketing management and continuable strategy of key-customer for China's third-party logistics enterprise. Starting from the significance of key-customer to the enterprise's survival and development, combined with marketing and customer-management related to the theory, discussed the requirement, marketing methods, channels of the specific areas both "third-party logistics" and "key-account". Focused on the evolution, evaluation and improve method of "customer loyalty", that is crucial for third-party logistics enterprise. Pay attention to team-building and CS requirement for key-account, try to innovate in the product and pricing strategy also. Expanded the relevant application , enriched the content of marketing management for third-party logistics enterprises, provided the basis of theoretical analysis and practical experience to marketing management and innovated in for third-party logistics enterprises, enhanced the scientific level of management decision-making, enhanced our third-party logistics competitiveness, comprehensive cope with the international market.