Study On The Strategy Of Key Account Relationship Of FEIS Domestic Market

This study background is in the domestic polyester PET bottle chip industry, a clear case of excess capacity by the international financial crisis, sluggish exports, bottle chip producers in the domestic market competition is particularly intense. Downstream customers are mainly concentrated in several major brand soft drinks plant at home and abroad, and some generation plants, bottle chip manufacturers in order to ensure normal production and sales of smooth, have taken low-cost competitive strategy, leading the entire industry at a loss situation. Far Eastern Industrial Co., Ltd. in Shanghai as early intervention bottle chip industry manufacturers, has developed from a seller's market to a buyer's market changes, new equipment subject to a devastating impact on capacity. How to develop in order to ensure the maintenance of major clients, market share and improve the business situation has become extremely urgent.In this paper, the following aspects of research, first introduced the domestic bottle chip industry, including Shanghai Far Eastern as well as the overall state of the current business model, analyzed the structure of Far Eastern's existing customers and business strategies, find Shanghai Far Eastern problems could be improved and where, from the large customer management strategy, this paper proposes several proposals to solve the problem. The proposal will include:technology marketing; organizations that senior corporate executives and major clients, contact; give priority to ensuring the supply of major clients-and to achieve on-time delivery; assist each major clients to develop customized design solutions; to take the most suitable sales model and the establishment of sales incentive system, and so on.The significance of this research by Shanghai Far Eastern companies and large customers to manage marketing research to identify existing problems and recommended improvements to improve the recommendations of the sale of straighten out the company's future strategic focus, to enhance the Shanghai Far Eastern in the Sales of the domestic market share, and create a better economic benefits put forward specific measures.