The Relationship Marketing Strategy Research Of Fluid Motion And Control Product In JC Company

With the continuous development of China’s economy, especially the construction projects in the Midwest, domestic private companies and state-owned enterprises gradually become the main demand of industrial products. For JC which engages in fluid system control products, the main object of marketing is also changed from foreign customers to SOE customer a few years ago. In business process that mainly based on relationship marketing, we need to adopt different marketing models for different customers under different cultural background.Firstly we combed the existing related research conclusions of relationship marketing, then summarized the relationship between four periods (which refer to its introduction period, growth period, mature period and maintenance period) and the six big market (which refer to customer market, influencers market, internal market, presenter of market, consumer market and the mechanism of action of employee relations). Based on this theoretical basis, we analyzed the typical cases of the state-owned enterprises and foreign customers of JC, then summed up the main differences between the two marketing and marketing models from the view of relationship marketing. Namely foreign customers pay more attention to product quality and brand, usually take the customer’s own experience and judgment as relationship continue basis, while state-owned enterprises customers pay more attention to the feelings between people, often more easily affected by the market and presenter of market and other relevant personnel relationship affect and thus determine whether or not cooperation success.Based on this, the study proposed the deepening marketing concept in this paper, and set up personalized marketing team, strengthen information management and care about return visits to the customers and so on, the trade type enterprise can tak these advices for strategy recommendations.