Key Accounts Relationship Based On Value Space Theory

With deepening the reform and opening up in China, industrial cluster functions promote the rapid development of local economy. In this process, many subsidiary industries spring up and grow up quickly. As a result, they become independent industries. However, the companies that belong to the subsidiary industries experience huge change and impact over this period. The companies who are insisted to create value space for their customers are successful. It is very important for company A that they should keep good relationship with key accounts by creating value space with all their resources. This paper illustrate the value space theory with A Hardware Die-casting Company, as well, we prove that this theory is fit for small and medium enterprises.Firstly, the company can create value space for key accounts by utility value, including quality, innovation and customized products. These factors are successive layers. Quality is the basic layer that we must meet the customers'needs. After that, we have ability to meet the customers'demands in innovation and customized products. Secondly, the company can create value space for key accounts by price value, including reasonable price and satisfied price. We provide reasonable price value by objective cost production and supply satisfied price value by lean operation. Thirdly, the company can create value space for key accounts by professional value, including easy cooperation, quickly responding and well customer relationship management. Finally, we find out that any improvement in above factors can create value space for key accounts.