The Study On Marketing Strategy Of Customer Of Qingdao Bao-mit Steel Distribution Co.,Ltd

Iron and steel industry is one of the repid growing industries during the world industrialization.In the past 100 years,iron and steel industry developed fast from manufacturing revenue,product structure to product technology.However,with the development of social economy,Chinese iron and steel industry become over production capability,product similar to each other and price competition very serious,so profit of the whole industry become smaller and smaller.Under such circumstances,sales to key customer will pay a vital role in iron and steel industry.Qingdao Bao-mit company is one of distribution center of Baosteel and mainly to do customer service in Shandong area.However,Qingdao Bao-mit company is facing a challenging situation: losing share of key customer,customer satisfaction degree become lower,and key customers are very few.So,how to keep increasing share in key customer sales? Qingdao Bao-mit company tried with the guidance of marketing strategy,but did not achieve a good result due to the whole industry influence.It's critical to do a good research on key customer sales strategy for Qingdao Bao-mit company keep competitive advantage under the normal economic situation.The paper analyzed the marketing environment of Qingdao Bao-mit company,sales status of key customer based on key customer marketing theories from domestic and abroad,pointing problems on key customer marketing strategy of Qingdao Bao-mit company,and then proposing 6 suggestions on key customer marketing strategy: 1.product strategy;2.price strategy and customer satisfaction degree;3.channel strategy;4.promotion strategy;5.marketing strategy;6.customer relationship management and relationship marketin.At last proposed guarantee methods for key customer marketing strategy,covering form human resource,system,information and technology.