Research On Big Customer Management Of Fine Chemicals Trading Enterprises

This paper studies the fine chemicals trading C company which is located in the United States involving paint additives,ink additives,plastic additives,cosmetic additives and lubricating oil additives.C company has about thirty fine chemicals manufacturer dealership and supply nearly one hundred kinds of products.C company has more than one thousand and five hundred local customers after ten years of accumulation.However,in recent years the national environmental changes and GDP slows down year by year due to the strict requirements of environmental protection and the adjustment of national economic structure.Due to the loss of some exclusive distribution rights,the gross margin of C company continued to decline,the performance come to a standstill.The value of big customers is naturally highlighted due to the decline of products and company brand advantages.Based on the related concepts of customer management and customer strategy,through the analysis of PEST,Michael Porter's five forces model and SWOT tools,I develop a big client strategy for the future development of C company and show the necessity and feasibility of big customer strategy.Meanmore,establish big customer overall management framework through analyzing the existing customer management problems and personal years of work experience in C company.They are including the formation of big customer sales team,clear customer management team work responsibilities,the implementation of a comprehensive evaluation,establishment of customer management information system,support of unified management by ERP software system,achievement of efficient operation of big customer management.