Research On The Construction Of Fujian Zhongran Company's Business Model Based On Customer Value Proposition

In this study,China Marine Bunker Supply Fujian Company was used as the research object,and the research status,problems,main customer groups and customer value propositions of China Marine Bunker Supply Fujian Company were analyzed by literature analysis,questionnaire method and comparative analysis method.Research,based on the customer value proposition,combined with the specific circumstances of enterprises,China Marine Bunker Supply Fujian Company to build the company's business model.In this study,China Marine Bunker Supply Fujian Company has been well managed in recent years.However,due to the influence of the international financial crisis and the restriction of domestic economic recovery,the development of shipping industry is limited,and the total amount of profits has risen first and then rise.There are many unfavorable factors in internal and external development,In order to achieve sustainable development of enterprises,the urgent need to build a best business model.This paper studies the current business model of China Marine Bunker Supply Fujian Company from three aspects:sales model,operation mode and capital model.The results show that:First,the existing sales model re-channel,heavy business,heavy sales,light Service,in the marketing strategy using the traditional low-cost competitive strategy to the price to obtain customers;second,the operating model is a linear function system,there is a poor coordination between the departments,prevarication,the responsibility is not clear;third,capital model Is the traditional bank indirect credit financing and borrowing money from shareholders,the coexistence of the two financing methods,capital costs and shareholders of the existence of mutual exclusion.This study then conducted a survey of its customer value proposition,the results found that customers demand for product diversification,heavy fuel demand,the current ship fuel measurement is not uniform,easy to occur oil quality dispute,the market price of oil In the elasticity,the customer is very sensitive to the price change of the oil,the demand for the comprehensive service is strong,the relationship between the owner and the oil supply enterprise is not only the single ship demand and the supply relation,but also the shipowner wants to get the ship from the oil supply enterprise Combustion integration solution.On the basis of the above investigation and analysis,this study explores the commercial model of China Marine Bunker Supply Fujian Company to realize the sustainable development of enterprises and build a new business model.The model includes value proposition,key process,supply chain management,main business,Sales model,profit model and other six aspects.Further analysis of the new business model is different from the traditional business model features:both products and services,supply chain financing,Internet + shipping.The business model includes sales,operation,capital three areas,based on customer value proposition,customer value innovation as the soul,to obtain customer as the core,to improve the supply chain as the carrier to the information network as a platform to optimize the key process to carry out The main business as an opportunity to change the company's profit model,thereby enhancing the competitiveness of enterprises to achieve sustainable development.Finally,this study puts forward the specific feasibility route of the new business model construction from the product level,the service level,the sales level,the supply chain management level and the financing level,and has carried on the estimation to its implementation effect,Corresponding safeguard measures,these safeguards include enterprise organization system,corporate culture,information construction and contingency management thinking.