On the Chinese dairy industry Tetra addiction (under).docVIP

 PAGE \* MERGEFORMAT 17 On the Chinese dairy industry Tetra addiction (under) Fourth, the strategic wisdom A) KAM customer management model KAM that key account management. As market competition intensifies, Tetra Pak worldwide implemented to improve customer satisfaction for the purpose of a key customer management system, which is customer relationship management (CRM) and relationship marketing theory specific application in practice Its main purpose is to focus on the company’s operating resources through effective strategies to support client business growth, improve customer satisfaction Tetra Pak uses KAM is based on several factors: 1 80:20 rule omnipresent. Unlike many large companies worldwide on the same, Tetra Pak 80% to 20% of the profits from their customers. Tetra Pak has more than 1,000 customers worldwide, including 71 customers using Tetra Pak timber 50% of the total, more than 200 customers in China, where 21 customers accounted for 80% of Tetra Pak packaging material sales in China. retain these major users of packaging materials, so that they get satisfactory service, so that Tetra Pak with these key customers operating in partnership form style, which has important implications for Tetra Pak. 2 Effective use of limited company resources. Tetra Pak Although occupies a dominant position on the market, and has the strength of our competitors can not match, but it is still limited management resources and only effective use of these limited resources, in order to give the company bring considerable profits. Tetra Pak operating in China for over 20 years, a lot of customers, they are in different stages of operations, business strategy and different range of different markets. Some customers in its infancy, small, confined local market, some customers operate in the mature stage, a large-scale, nationwide marketing of their products. different enterprises, the demand is not the same if Tetra Pak its resources evenly applied to each cus