The Analysis Of Marketing Strategy On Large Customers Of Financial Leasing Medical Industry

Financial Leasing catchs more focus in capital market in resent years, and appears morediverse leasing model. In the five-year period from2007-2013, financial leasing marketexpansed30times in China.By the end of2013, there were1026various types of financialleasing companies in china，increased466companies than the beginning of the year,increased about83.2%,which included23Financial leasing companies, Domestic leasingcompanies and880Foreign capital leasing companies. The number of foreign capital leasingcompanies increased considerably about420. Along with more and more joining of leasingcompany in this industry, multidimensional competition between the various leasingcompanies have become normally in domestic financial market today. Facing with the fiercemarket competition, various leasing companies come to improve customer service capabilitiesby means of opening up new clients constantly on the basis of maintaining existing customers.However, in a mature market, new customer resource will be gradually reduced, and cost ofdeveloping new client rises day by day, The marginal benefits of developing new customerscompared to the cost reduces. Meanwhile, the relevant domestic and foreign studies haveshown that the cost of retaining customers is significantly lower than the cost of developing anew customer, especially the retention of long-term profitable customers will bring moreservices to corporate revenues and profit.Therefore, leasing companies are starting to putmore resources into its old customers, especially in the area of maintaining large customers,and attaches great importance to client marketing work.The development of financial leasing business has obvious relevance withmacroeconomic. With the entering the field of medical equipment procurement, financialleasing business has grown up rapidly, while improving the quality of service in medicalservice organizations. A company is a large foreign-owned third-party leasing companies, andmedical equipment financing is its important business pillar, Since its inception in2009formany hospitals and hospitals were established partnerships. Along with the joined industryleasing company, multi-directional fierce competition between the various leasing companiesin the domestic financial markets are increasingly prominent. A company has long beenhighly focused on marketing efforts, and the exploration of key account management has accumulated rich experience in customer marketing for a long time. However, in the face ofincreased competitive pressures and escalating customer service demands, A company has toopen up new customer resources, and maintain old customer resources on the other hand tomaintain long-term sustainable development.This paper takes hospitals in medical financing leasing projects as studying objects,and takes clients of A company in the field of medical equipment procurement as case study.This paper uses a variety of theories and models for strategic analysis for correlation analysis,Combined with major client marketing theory and status quo of medical and medical financeleasing industry, this paper analyses the characteristics of finance leasing in the medicalindustry marketing and the market environment, explores strategy of financial leasingcompany’s major client marketing on the medical, and presents competitive strategy which Acompany can take in the medical financial leasing business. Innovative business model for Acompany has been brought out in this paper, Hope that it can a helpful boost to thedevelopment of A company limited even finacial leasing companies who does business inmedical area.