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[consulting case] key customer marketing system consulting of Suzhou Aode Machinery Co., Ltd

Click times: 3653 release time: 15:39:10, June 27, 2019
 
"Key account marketing system training"
 
[customer profile]

Suzhou Aode Machinery Co., Ltd., founded in 2004, is a professional manufacturer of temperature control equipment integrating R & D, production, sales and service. In order to better meet the needs of customers, in 2004, 2007, 2011, 2017 in China's Shenzhen, Suzhou, Tianjin into five manufacturing plants. In 2012, Aode established its group headquarters in Kunshan, Jiangsu Province, covering an area of 14000 square meters. It is a comprehensive park integrating R & D, production, office and life. In 2017, the second plant was established in Pingqian International Industrial Park, Kunshan, Jiangsu Province, covering an area of 10000 square meters.
        Since its establishment, Aode company has been committed to the field of industrial temperature control, with R & D reserve resources and rich practical experience. It is an enterprise producing temperature control equipment and providing temperature system solutions.
        The main products are: mold temperature machine, oil circulation mold temperature machine, water circulation mold temperature machine, refrigerator, screw water cooling unit, oil heater, electric heating oil boiler, gas heat conduction oil furnace. In order to serve the users of various industries, Aode engineers also developed temperature control equipment for different industries, such as rubber (plastic) machinery mold temperature machine, cable export mold temperature machine, cable extrusion industry mold temperature machine, post press film coating mold temperature machine, magnesium / aluminum alloy die casting mold temperature control system, roller temperature control system, RHCM high gloss injection molding system, electroplating bath temperature control machine, layer Pressure plate oil heater, 400 ℃ high temperature heat conducting oil furnace, ex explosion-proof electric heating heat conducting oil furnace and gas / oil oil heat conducting oil furnace.
        Aode products are widely used in rubber injection molding, light guide plate, connector, chemical industry, die casting, reaction kettle, rubber tire, calendering, shoe material, printing and dyeing, drying, internal refining and other industries. While based in China, the products are also exported to Japan, the United States, Italy, Brazil, Southeast Asia, Africa and other parts of the world.
"Aode Suzhou factory

[project background]

The times are changing and the environment is changing. Only by fully grasping the key customers can the enterprise develop better. In the future competition, it can be foreseen that key account marketing will become the most important strategic sales means.
        In terms of sales mode, project-based sales and key account sales are the main sales modes of Aode. Marketing system of Suzhou Industrial Products Research Institute, In order to reshape the image of the enterprise, reconstruct the ability of the enterprise, restructure the enterprise resources, and be invincible in the battle for big customers!

[solution]
        Based on the diagnosis and analysis of Suzhou Aode Machinery Co., Ltd. by means of interview, discussion, questionnaire, etc., and through the two main lines of executive meeting and management design, the project team has continuously accumulated the consensus on the development strategy and organization management of the enterprise. Based on the development strategy and current reality, the project team has designed the strategic planning system, organization management system and business management system with the business division as the core Control system. We will promote the division of labor among senior executives, sorting out the responsibilities of departments, optimizing personnel allocation, and building various systems of human resources Suzhou Aode machinery Key account marketing system upgrade.
        The following seven aspects are optimized and adjusted
        1. For Marketing system Establishment of key customer model Long term planning;
        2、 to make clear The standard of customer grade division and the standard of measuring big customers;
        3. Through effective ways to increase Information sources of key customers;
        4. Perfect key account system development process
        5. Provide Competitive strategy for key customers
        6. Establish a supporting organization and management system for key customers
        7. Establish salary incentive system for key customer development and management

        [consultation results]
A few months of the project is over, aud All employees Unity and teamwork, Work together to do a good job in this project. The results of each module of the project have been highly appraised by customers. The key account marketing planning system established for customers has been effectively implemented and will continue to operate. The sales organization ability has been systematically improved, the training of sales talents at all levels has been strengthened, and the customer service ability has been continuously improved, which can create better service value for customers, and create a strong fighting force Iron Army, able to meet various challenges, to continue to lead the market.

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