The so-called customer classification management is to measure and classify customers from all angles according to their contribution rate to the enterprise, and finally weigh them according to a certain proportion. According to the classification standard, the enterprise customer information is classified and processed, and the sales information is statistically analyzed among similar customers. Found that * * * also has the same characteristics, cross-selling, so that customers can understand their needs before placing an order, make targeted product recommendations and realize marketing.
Generally according to the following points:
1, customer's credit status.
That is, the enterprise counts whether the customer's payment in the last year is timely, whether there is a delay, and the number of days and reasons for the delay, and then judges the customer's level according to these factors.
2. The customer's order amount.
Count the orders of corporate customers in the past one or two years, and then arrange them according to the order quantity from big to small. The order quantity can be evaluated according to the order amount or order quantity.
3. The development prospect of customers.
This is mainly for new customers. Enterprises explore the potential value of customers through investigation, and then judge their importance artificially. Because new customers have no historical transactions, it is difficult to use specific data to support enterprise decision-making. Only through this subjective judgment can we specify the priority level of customers.
4. The contribution rate of customers to the company's profits.
This method not only considers the customer's order quantity, but also involves the cost and profit of the product. Count the profit rate of customers' sales orders and purchased products for one year, and then calculate how much profit they have created for the enterprise. Then, according to the size of this profit, it is sorted and prioritized.
5. Comprehensive weighting.
The above indicators are only measured from one aspect, which is a bit biased. For example, although the customer's credit status is very good, it is possible that he will only place an order of 6.5438+0 million a year, even if his credit status is the best, it will not give much value to the enterprise; For another example, although customers have a large order volume, the products they buy are all low-profit products, or their credit status is not very good, and they have been in arrears, which is not necessarily a high-value customer.