Customer Development Study For Customized Passenger Transport Of BY Group

Due to the advantages of convenient and fully flexible door-to-door service,customized passenger transport has become the best choice in the rural area.BY Group as a large enterprise in Northwest China,with the aim of developing this new kind of passenger transport system,has been found it in an increasingly difficult situation for three years.Tracing its roots,we can find out the passenger resources are the core issues of the development of customized passenger transport,and people need to deal with the customer developmental problem.This paper aims at discussing problems on clients development of BY Group,providing suggestions and consults for its sustainable improvement.A customized Transport model for public transportation is constructed based on interviews,questionnaires and other research methods.Otherwise,STP as theoretical grounding is used in study which shows the relevant concepts,connotation,and characteristics of customized passenger transport and customer development.This paper figured out the customer development challenges and the solutions.Such as an unsupervised customer segmentation and uncleared target market;inadequate new clients acquisition;low market share;failure of the product promotion.Finally introduced the customer development approach to BY Group.For example,accurate target market positioning,online marketing,offline customer acquisition for meeting the customer differentiated needs,strong brand building.From four aspects,such as strategy mechanism,technology,corporate culture and service quality,this paper discussed the importance of customer development strategy.