Research On Marketing Strategy Of XP Airliners Business Units’ Key Clients

With the steady development of social economic form,major aviation enterprises gradually increase the capacity to increase market share to enhance their own competitive advantage,especially among the major customers of airlines competition is particularly fierce.After the low-cost airline is divorced from the traditional airline’s marketing mode,the accurate recognition of the big customer becomes more and more important,not only need to consider the size strength and the number of the big customer,but also pay attention to the proportion of contribution.How to develop XP aviation in the Low-cost operating model of the practical marketing strategy of large customers,XP aviation is now facing a new test.Therefore,it is an urgent problem to analyze the characteristics of enterprises and develop marketing strategies to meet the needs of large customers.This article first systematically explained the domestic and foreign civil aviation transportation market situation,the domestic and foreign civil aviation marketing aspect main theory view and the marketing theory development situation and introduced the Low-cost airline development situation and the future prospect.Through the development of domestic and foreign airlines,this paper briefly describes the current development of XP aviation in China,studies the National civil aviation market from two different angles,and puts forward a constructive plan to improve the model of XP aviation marketing.This article is aimed at the different sales links of XP aviation respectively,this paper studies the deficiencies in the marketing of major clients,sums up the shortcomings of XP aviation in the marketing strategy of big clients,and puts forward the idea of the management idea and goal setting of the major customer marketing,and establishes the structure of the big customer,Marketing channel,service promotion strategy and product marketing strategy,tocreate a system marketing plan for the XP aviation big customer marketing.Based on the study of the theory of major customer marketing of civil aviation transportation in academia,this paper based on the actual situation of XP aviation,combining relevant theory with practical operation,this paper discusses that XP aviation should improve the existing marketing mode and reshape the system thinking and relevant strategy of the marketing of the big customers under the domestic low-cost market consumption environment.This paper puts forward the marketing innovation point under the low-cost environment,in helping "all the way" in the situation to determine the direction of marketing,the focus of marketing from the control of the channel into a customized service;Develop a travel service plan for the major client units of XP aviation enterprises,and develop special preferential products for customers and friends,and develop potential customers.Through this research,we hope to provide reference and help for China’s airlines to improve the marketing level of large customers and marketing measures.