Customer Segmentation And Countermeasures Of J Company Based On Customer Value

With the great change of market economy environment,the competition of enterprises is no longer the original product centered,and customers have become the most critical resources of enterprises.Using modern and scientific customer relationship management can help enterprises stand out from competitors.Reasonable customer management is the most important problem of J company.Due to the lack of effective customer value evaluation methods,J company can not accurately classify customers and provide personalized services for customers,which may lead to the reduction of customer value and even the loss of customers.The purpose of this paper is to establish an effective customer value evaluation model of J company,to help the management of J company to provide basis in customer management decision-making,to achieve differentiated management,to reasonably allocate enterprise resources,and to improve the market share of enterprises.The research contents and results of this paper are as follows:First,this paper takes J company as an example,briefly introduces the basic situation and competitiveness analysis of J company.This paper studies the current customer relationship management of J company,mainly analyzes the existing problems of the current customer management of J company.Second,build the customer value evaluation index system of J company.From the current value and potential value,draw up the customer index group of J company,and evaluate the customer value of J company through15 three-level indexes.Using AHP to calculate the index weight,combined with the discussion and Research on potential value by the management and experts of J company,the scoring standard of each index is determined.Thirdly,by collecting and sorting out the relevant index data of 50 customers,interviewing with the management and technical personnel of J company,the current value and potential value of the target customers are calculated.Finally,according to the value difference of 50 customers,we classify customers and provide personalized customized services for different types of customers.Taking the average value of current value and potential value of 50 customers as the critical point,customers are divided into four categories: high current value high potential value customers,high current value low potential value customers,low current value high potential value customers and low current value low potential value customers.According to the characteristics of the four types of customers,this paper makes a management strategy to improve customer value.The company's resources are limited,and the core pursuit of the enterprise is to use the limited resources to create greater profits,establish good customer relations,and seek longer-term development.This is a surprise that enterprises must have the ability to identify customer value,have reasonable and effective classification standards,and have suitable differentiated management strategies,which has become the top priority of the long-term development of enterprises.The purpose of this paper is to build a reasonable index system,based on customer value and customer segmentation,to help the system integration company similar to J company to identify valuable customers,optimize customer relationship management,and provide customers with high-quality and differentiated services.