Research On Freight Forwarder Customer Development Strategy Of A Company

Customer is the groups of people with specific needs of enterprise products and services, it is the fundamental guarantee for business activities is maintained. How to develop customers in the current market environment and establish long-term partnerships is the next step for the freight forwarder need to focus on. Who has a large number of high-quality customer resources, who will have the core competitiveness and capital can not be copied. How to place in the highly competitive and shrinking market in the freight forwarding industry, the taken strategy for customer development, to avoid embarked on the old path of the price wars squeeze profits way to meet the needs of customers, retain old customers and develop new customers in the fierce competition to occupy a larger market share?This paper is based on customer development theory, customer life cycle theory and the theory of customer relationship management surrounding A international freight forwarder, from the freight forwarder customer development necessity and customer development particularity, expatiate on the freight forwarding business customers to develop reasonable steps. By studying the A Corporation’s situation and internal data analysis, the A Corporation’s business types and the main customers is carried out. The paper analyze A Corporation’s competitor according to the Michael Porter’s Five Forces Model. It analyses on customer demand analysis, put forward more conducive to the development of A corporation clients development strategy, aims to promote freight companies use their own advantages and services means innovation to increase customer development success probability, to establish the benign customer relationships, enhance the core competitiveness of enterprises sustainable development forward.