Why do some companies become the "sole choice" in the highly competitive rail transportation equipment industry, while others get stuck in price wars? Honrock has introduced the internationally leading Strategic Account Management (SAM) system, learning how to transform major client relationships from "transactional" to "strategic," achieving a 300% increase in customer share of wallet.

Why Strategic Account Management (SAM) is Needed:
The Dilemma of Traditional Sales:

• "Hunter Mode": Hit-and-runtactics resulting in low customer loyalty.

• Price War Trap: "Who ischeaper?" becomes the sole customer selection criteria.

SAM as the Solution:
▶ From "Meeting Needs" to "Creating Demand" (e.g., Huawei helping operators identify 5G + microwave pain points)
▶ From "Single-Point Sales" to "Organization-to-Organization" Deep Partnerships

To address this, Honrock organized a six-part training series, guiding colleagues from various departments—from foundational definitions to methodologies and real-world case studies. Taught personally by the General Manager, the program reinforced a "Customer-Centric" service mindset and adaptability across the entire organization!

Results & Outlook
Amidst fierce market competition, transcend traditional sales with strategic thinking, defining our own value through customer success.

• From using the nine-grid matrix to preciselyidentify core clients, to applying pain chain analysis topinpoint critical business challenges.

• From innovating five competitive strategies tobreak deadlocks, to building Iron Triangle Teams fororganizational synergy.

• Deeply embedding the "Customer-Centric" philosophychampioned by Huawei:

• Turning customer "satisfaction" into "dependence"

• Elevating transactional relationships into strategic alliances

• Creating irreplaceable value through long-termism

Moment of Honor

After six weeks of intensive learning and rigorous assessment, three elite performers stood out in the final evaluations:

• Champion: Li Yan

• Runner-Up: Li Yi

• Second Runner-Up: Sun Jidong

During the awards ceremony, Vice President Qin Siyuan stated: "These three colleagues exemplify the true essence of Strategic Account Management through their actions. They have not only mastered the methodology but are committed to integrating the 'Customer-Centric' philosophy into every detail of their work. We encourage all Honrock employees to follow their example, collectively embodying the core principle of 'Managing Customer Success,' and solidifying Honrock's position as an indispensable strategic partner in the hearts of our clients!"