Container Transport Enterprise Customer Value Analysis

As per experts' prediction, the container shipping market in this year will not be as prosperous as it was in the last two years, which means every container shipping company in this market will come back to focus on the cargo. On the other hand, due to the industry characteristic, each container shipping company has a large number of customers from various values. It is pressing for every container shipping company to evaluate their customers, and develope their market strategy accordingly. Regarding what is said above, we will study the value of the customers of the container shipping company and some related issues in this paper.We briefly introduce the CRM theory and its concept in the very beginning of this paper, based on which, together with the characteristic of the industry, we classified the customers of the container shipping company into four sorts: 1) Direct customer; 2) B2B customer or NVOCC (None Vessel Ocean Common Carrier); 3) F.F (Freight Forwarder); 4) Interior customer, and qualitatively analyse their value in Chapter 3.Chapter 4 is the main body of the paper. In this chapter we quantitatively analyse the four sorts of the customers mentioned before. Owing to few research in this field can be found, we take the method of attribute theory for reference, and make some improvement to satisfy the special demand of this study to evaluate the value of the NVOCC and F.F of the container shipping company. In the end of this chapter, we set up a mathematical model to analysis a practical matter.It is our purpose to let our readers comprehend the customers of the container shipping company wholly and profoundly through our discussion and mathematical analysis. And it is also our intention to assist the leaders of container shipping companies to optimize their enterprise resource and manage the customers effectively.