The Optimization Strategy Of Channel Customer Relationship Management In S Commercial Vehicle Company

In recent years,with the accelerating pace of urban construction,commercial vehicles are required to participate in infrastructure construction such as highways,elevated tunnels,and transportation industries such as express logistics.As a manufacturer of commercial vehicles,S Commercial Vehicle Company manages more than 200 channel customers.At present,it is facing fierce competition in the external market and poor management of internal channel customers.The long-term development of an enterprise cannot be separated from a good reputation brand and product quality.More importantly,it needs to pay attention to the relationship management of channel customers,take these channel customers as the core resources of the company,achieve correct management and effective management,constantly discover and develop the needs of channel customers,establish a good channel customer relationship,and keep the wheels of enterprise development moving forward.Therefore,how to implement channel customer relationship management has become a problem that enterprises need to consider.As an enterprise established in the last century,S Commercial Vehicle Company has also experienced decades of development.However,in recent years,it is also faced with serious channel customer loss and unscientific channel customer classification.As the company’s main source of income is around channel customers,enterprises that lose customers will eventually lose market competitiveness.In order to reduce customer churn and rapidly develop new customers,we must attach importance to customer relationship management.This paper first introduces the research background of this paper,and points out the research purpose and significance of this paper.Through the survey and questionnaire on the existing channel customer relationship management,we can use the IDIC model to find the existing problems in it.Then,combined with the theory of customer relationship management,RFM model and the theory of customer satisfaction and loyalty,an optimization scheme is proposed to solve these problems.The main goal of strategic optimization is to strengthen the channel customer relationship management level,develop and maintain better channel customers,while more effectively retain some of the lost channel customers,truly retain channel customers,improve channel customer satisfaction,continue to serve the enterprise,and create greater value.Finally,proposals are made for the implementation and guarantee measures contained in the optimization management system,and describes the steps,key and difficult points and a series of guarantee measures in the implementation process.While summarizing the research conclusions,it objectively expounds the deficiencies,improvement schemes and prospects for future development.