CTT Key Account Management Strategy Study-CNHTC

In 2017,there was an explosive growth in the heavy duty truck market in China.The annual sales volume of heavy duty trucks reached 1.15 million,reaching the highest level in history.With the degree of globalization is deepening and maturing.Not only are international companies sparing no effort in seizing the domestic market,but domestic competitors also constantly improve their product competitiveness,The increasing competition of domestic heavy duty truck engine market has led to the increasingly complicated customer management of auto parts enterprises.How to improve the key accounts satisfaction and loyalty under the current resources issue of the auto parts enterprises.With the improvement of customer satisfaction and loyalty,suppliers must constantly innovate and optimize strategies and modes of key accounts management,and at the same time,they can also enhance their own management level and strategic planning ability,and key account management also have important role and impact for the enterprises development,truly achieve win-win business between suppliers and customers.The main content of this article is the analysis and strategy formulation of CTT company Key Account Management for CNHTC.The main purpose of this article is to improve the quality of Key Account Management for CNHTC,enhance customer satisfaction and loyalty,stabilize and gradually enhance CTT supplier position in CNHTC,both sides establish long-term strategic cooperation relationship.Combined with the author's own work experience,this article has the internal and external environment analysis.Firstly,CTT company internal account management for CNHTC current status analysis,the key account management problems were summarized and put forward the current lack of key account management.Secondly,analyzed and judged the current external environment of the market,including heavy duty truck market demand analysis and turbocharger demand analysis in CNHTC,as well as the competitor's SWOT analysis.Based on the above analysis of the internal and external environment,combined with the relevant theories of key account management,we first build the strategy of key account management for CNHTC,including win-win strategy,communication strategy,order delivery strategy and service support strategy.Secondly,how to protect the implementation of the four strategies,this article reviews and redesigns the concepts improvement of key account management,the construction of key account management team,the establishment of key account management system,and the methods improvement of key account management,in order to protect the smooth implementation of above four key account management strategies.Finally,this article summarizes the research on CTT company key account management strategy for CNHTC,and the future research prospects of key account management.This article not only has an important reference value for CTT company in implementing key account management on other key accounts in domestic market,but also has some reference to the implementation of key account management in other domestic auto parts enterprises.