A Study On Tpco Customer Intimacy Pattern

Taking Tianjin Pipe Corporation (TPCO) as an example, this thesis makes a study on advanced stage of major customer management, i.e. the operation patterns of establishing customer intimacy.The thesis is divided into six chapters, with key contents as follows:Chapter one IntroductionThis chapter makes a description to the topic's background, significance, defining of major customers, the market situation TPCO faces as well as this paper's study methodology.Chapter two Choosing of major customers and their life cycle This chapter, beginning from customer segmentation, expound on the choosing approach of major customers by applying 80/20 principle, and puts forward the development patterns of relations with major customers in three stages of breeding, preliminary stage, intermediate stage, partner or intimacy stage.Chapter ThreeMajor customer plan Taking TPCO as an example, this chapter gives a brief account on management team and quotes a major customer plan of TPCO to demonstrate how it is worked out and carried out.Chapter four Establishing customer intimacy----Advanced stage of major customers management Beginning from strategic purchase of customers, this chapter make argument on the attractive relationship between customers' "strategic purchase" and supplier's "customer intimacy". Finally, the paper purposes three basic principles: more deeply and further thoughtful than customers themselves, repeated communication with customers and excellent ability of realizing what have been promised to customers.Chapter five Study of TPCO customer intimacy pattern This chapter expounds on the operation pattern of customer intimacy in three aspects of product, service and capital. The customers' patterns are generalized into three categories: i.e. product's operation patterns ( including: custom made pattern, guidance pattern and cooperation pattern), service patterns ( including: shareholding pattern and complementary pattern).Chapter six Further thinking: TPCO's transition to customers' intimacy patterned company. This chapter gives a brief introduction of measures taken to make TPCO into customer intimacy patterned company in three aspect of following: TPCO's enterprise culture, enhancing its ability of creating customers value and establishing powerful information supporting system.