A Study Of The Key Account Management Mode For The LDH Building Energy Conservation Service Company

With the continuous development of society, the environment related concepts,such as "green","low carbon", and "energy saving", have become the global focus. Asan important part of energy and environment sustainable development, buildingenergy conservation had drawn more attention. According to the estimation by theMinistry of Construction, building energy consumption in2030-2020will take30%to40%of the total energy consumption and become the first energy consumption in thewhole society. Because the energy-conservation of building market is huge, themarket competition is increasingly intensive. How to survive and develop in thecompetitive market has become the focus of enterprises. It is very important toestablish and improve the key account management model.Along with our country’s rapid economic growth, the competition in the energysaving market become more and more intensive. The LDH is facing up the challengesof gaining competitive advantage and increasing market share. Therefore, the rapidlydeveloped LDH Company should seize market opportunities and adopt thecustomer-centered key account management policy.The thesis is divided into four parts, of which the first part elaborates thebackground, scheme, content and significance of the thesis, then traces therelationship marketing from multiple angles and big customer management theorydevelopment course. The second part introduces the construction EPC marketdevelopment present situation and characteristics, then introduces the LDHdevelopment situation, the main products of the company and customer, finally lead toLDH company key account problems and causes existing in the management. Thethird part sets up the company’s goal of key account management, and then expoundshow to identify and select the key accounts, and then leads to the key accountmanagement mode. The fourth part mainly illustrates the implementation of keyaccount management from the point views of organizational adjustment andperformance evaluation.By means of analyzing LDH’s competitive environment and the operatingperformance, this thesis points out its problems in key account management and thecauses resulting these problems. Applying the advanced marketing idea, the thesis has put forward the scientific and reasonable key account management mode, andstrengthened the ability of serving for the customer, enhanced the market competitionability, and maximized the company’s profits. The thesis has made great effort to helpLDH to improve its management practice. Meanwhile，it is hoped that the thesis couldprovide a reference for the marketing policies of the building energy conservationindustry.