Strategy Research For Subdividing The Customers Based On The Values Of Customers In EMS

According to the characteristics, existing problems, and developing goals of the express industry and other conditions, this paper analyzes the current and potential values of the customers and the demand and usage characteristics of this industry as well as the target customers. In the end, this paper concludes the methods of subdividing the customers. Different customer types were efficiently differentiated, with which the enterprise resource configuration strategy is made. This paper generates the customer marketing strategy that suits this enterprise and makes efficient and accurate customer subdivision marketing operation.This paper takes China Postal Express and Logistics as the example to state the standpoints and research on customer subdivision strategy. With analyses on the large amount of customers and production data that EMS has in its market, this paper analyzes the law of this industry and the suitable customer subdivision methods. Besides, by establishing the EMS customer subdivision model, this paper provides strong evidences. The method of achieving these objectives is also one of the research questions. Once this scientific question is solved, it can be applied in other express companies.