Strains Tooth Customer Value Marketing Research

With the constant development of China socialist market economy, especially changes in the market environment of China automobile industry after entering WTO, the globalization brings international competition and many products markets are monopolized by global professional companies, so a company will start with global competitiveness. ZC company also competes in the Red Sea stage which means ZC still join the homogenization competition against other companies. And the homogenization competition makes ZC face great pressure from major customers and raw material suppliers, and ZC development is facing serious challenges. ZC company developed from a state-owned enterprise, it had a glorious era under the planned economy system. However, the company stopped development because the system malpractice made it have a weak sense of the market and the backward marketing mechanism. In recent years, through continuous study, practice and exploration ZC marketing core strategy gradually changes from product marketing to major customer-oriented marketing, the changes focus on major clients and their greatest perceived value in order to distribute internal resources and implement marketing policies relevantly and these activities resulted good results.This article firstly analyzes the challenges of the auto gear industry and the status of valuable marketing for major customers value, summarize the theories of Major Customers Marketing, Customer Delivered Value and Valuable Marketing. Then it analyzes ZC company's marketing environment through some problem issues such as ZC company profile, ZC marketing status and ZC marketing system status and clarify the necessity of realizing the valuable marketing for major customers. Focusing on major customers value issue the author works out a marketing plan focusing on major customers according to ZC company present status. And the author also probes into some issues such as the major customer selection and classification standard, cooperation relationship, marketing organization design. Then this article clarifies how to improve major customers' perceived value from products, people, service and visualization, how to decrease major customers' total cost from monetary cost, time cost, physical and mental cost to find out the main factors affecting the value of customer perception and found a way to constantly create greater value than competitors do.Aiming at ZC company's major customer marketing strategy the company organized a project team and set up the project goal, operation principle, process plan, charges plan and training plan etc.. The project operation includes project preparation, startup and formal implementation. Meanwhile it also mentions some insurance and measures for the project operation. And finally it makes paper investigation for the project operation process. And all things verify the project operation effectively.Finally this article makes analysis from financial effects and non-financial effects. Through marketing focusing on major customers' value ZC company improves its economic benefits, customers satisfaction and market share holds and overalls its competitors and makes spanning development.