Telecom Customers Operating Pricing Strategy

During about 100 years since the emerging of telecommunication, the principaloperators are providing tranditional basic services. These services are shielded bymonopoly entities respectively. With the annexing and restructuring of telecom in theworld wide, telecom has become the most changeable industry with cruelestcompetition. Operators go all out to win over more customers. At the same time, theytry to maintain the customers who already exist. During the several years since telecommarket's open-up, the competition gets unprecedented severe, leaving all perches farbehind.After China telecom experiencing the reform of state-owned enterprises, separateof the north and the south, dividing of the principal and the subsidiary as well as thenewly-established operators' joining competition, the competition level has been closeto that at abroad. The market plays more and more important role, the high profit isvanishing rapidly. The Price War used by the traditional operators for holding theirground and the new operators for grabbing market share has become viciouslydeveloping. How to exercise the Price War by the state-owned enterprises in marketcompetitions in order to realize the increment has become the problem which needs tobe resolved by telecom operators.The C telecom company is C city plays the main role among communicationoperators. The user of fixed telephone and PHS has reached 300 millions. The companyholds 94.5ï¼…of market share among fixed telephone operators while only 40ï¼…of thewhole communication market. On the basis of existed research result in managementeconomics, the paper takes the operation of big customer in C telecom company as theresearch subject and uses the qualitative and quantitative research method to putforward comparatively complete solution responding to the pricing and scale sale whichinfluence the operation of big customer.This paper analyzes the main effect brought by price competition in big customeroperation microscopically and macroscopically. Besides, it figures out the balancingpoint in various communication businesses in big customer operation combining with cost analysis and price flexibility analysis. In this way, the company strives for findingout a sound and sustainable way to expand through big customer development.For the communication enterprises, the industry takes on the promising trend.However, some individual communication business begins to shrink. This paperconducts specific analysis on marginal cost and profit of various communicationproducts in big customer operation by using the theories of produce and cost. It alsocombines with the advantages and disadvantages analysis of various businesses andsummarizes five categories of price making strategies according to the price strategy inmanagement economics and real situation. These strategies play an important role inguiding big customer operationDuring the discussion of price making strategies, this paper also conducts theanalysis macroscopically and microscopically combining with the internal and externaloperational environment of communication enterprises and finds out the factors thataffect the price competition, trying to research feasible price making strategiesintegrating theory and real situation.This paper makes use of real data got from real work for analysis and takes theinfluence of internal and external factors into consideration. So the research result withessential role in reference can be applied in price making of big customer operation forcommunication enterprises.