QDZY Container Shipping Company South Asia Customer Relationship Management Research Based On Value Analysis

Nowadays,the international container shipping market is developing rapidly.Accompanied with the increasing market capacity,it is more serious on mergers,federalization,route product homogeneity and competition.All the shipping companies generally face the problems of poor customer base,low loyalty,serious customer loss and low efficiency.In 2016,South Korea shipping giant HANJIN's finally collapsed in the competition,which sounded a wake-up call for all the shipping companies The shipping companies had to adjust the development strategy and transfer the focus of work from the traditional "product-centric" of perfecting shipping route products and network to "customer-centric" of "one-to-one" marketing and customer's precise positioning.Through well-defined customers and personalized marketing,we can effectively enhance the core competitiveness of the shipping companies,and seize the opportunity,stabilize the cooperation relationship with customers,improve the efficiency of the routes,and maintain the competitive advantage of the market.The writer of this paper makes use of the theory of customers lifetime and the historical shipping data of south Asian customers of QDZY container shipping company,analyses on five aspects of Core evaluation index of customer value including the historical shipments,shipping stability,off-season support,profit of per TEU and potentials for cooperation of its South Asian customers,and measures the value of the customer as a whole.After that,by using the customer segmentation theory and customer value theory,the customer group in South Asia will be stratified according to the importance of customer to the company,put forward targeted marketing measures to different levels of customers,so as to achieve stable cooperation,expand the customer group,and increase routes profit.By analyzing the customer value of QDZY container shipping company in South Asia,this paper finds out the effective method of measuring the customer value of the shipping companies,carries out targeted marketing measures to the different level customers,which provides a reasonable basis for the route manages to release the specific policy.Besides,the author puts forward his own opinions on how to manage customer relationship in shipping companies.It is believed that with the continuous improvement and development of the network big data and automation,the value analysis of shipping companies to customers will be more perfect,the stratification of customers will be more specific,and the accurate marketing to customers will be more in line with the needs of customers.