Design And Implementation Of Key Customers Development Scheme For Jiuling Storage And Transportation Company

Jiuling Storage and Transportation Company(JSTC for short)is a subsidiary of Sinotrans Group,whose main business is to provide warehousing,transportation,distribution and other logistics services for the domestic large-scale production and circulation enterprises.With the increasing competition in the market,JSTC’s total amount of business growth in recent years is slow.In order to effectively enhance the competitiveness of JSTC,the company must implement the strategy of key customer development to bring a new growth point.Based on the summary of the research results about customer marketing of third party logistics at home and abroad,this thesis studies on key customer development of JSTC.Firstly,the thesis describes the status of key customer development in JSTC,analyses characteristics and requirements of key customer and the role of its development,puts forward key customer standard,and finds out the main problems and their reasons for current development of key customer in JSTC.Secondly,the thesis designs key customer development scheme of JSTC to clear market positioning for the company,to choose right market segments,and finally to settle down the customer development object from grasping the key indicators.Then,the pre-research work around the selected key customers and actively communication with customers need to be done to get the opportunity to bid.In the bidding stage,the "data model" method is adopted to optimize the bidding strategy to enhance the opportunity.By creating a good atmosphere of cooperation with key customers,JSTC can enhance the viscosity and win a greater market share.Finally,for the implementation of key customer development program,the thesis proposes to build strategic cooperation with customers,to promote the integration of marketing,and to optimize customer structure and so on.This thesis systematically summarizes the development skills and key points from the choice,investigation,bidding,and relationship maintenance of the key customers.The whole scheme for key customer development is discussed.Expect that this research conclusion can provide effective suggestions and reference for JSTC and the other third party logistics enterprises to improve the development level of key customers.