Analysing method of customer segmentation and customer value of air cargo

ZHU Jin-fu; LIU Feng; GAO Qiang

Volume 5 Issue 2

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ZHU Jin-fu, LIU Feng, GAO Qiang. Analysing method of customer segmentation and customer value of air cargo[J]. Journal of Traffic and Transportation Engineering, 2005, 5(2): 73-76.

Citation:

ZHU Jin-fu, LIU Feng, GAO Qiang. Analysing method of customer segmentation and customer value of air cargo[J]. Journal of Traffic and Transportation Engineering, 2005, 5(2): 73-76.

ZHU Jin-fu, LIU Feng, GAO Qiang. Analysing method of customer segmentation and customer value of air cargo[J]. Journal of Traffic and Transportation Engineering, 2005, 5(2): 73-76.

Citation:

ZHU Jin-fu, LIU Feng, GAO Qiang. Analysing method of customer segmentation and customer value of air cargo[J]. Journal of Traffic and Transportation Engineering, 2005, 5(2): 73-76.

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Analysing method of customer segmentation and customer value of air cargo

1.
School of Civil Aviation, Nanjing University of Aeronautics and Astronautics, Nanjing 210016, China
2.
Air Cargo Division, Shanghai Airlines Co. Ltd., Shanghai 201105, China

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Author Bio:
Zhu Jin-fu(1955-), male, professor, 86-25-84895388, Zhujf@nuaa.edu.cn
Received Date: 2004-08-10
Publish Date: 2005-06-25

Abstract

Abstract

In order to make air cargo company obtain and keep its valuable customers, the cargo customers were classified into eight types according to customer value and fathfulness, the relative marketing strategies were put forward in view of that cargo customers were mainly cargo (agents.) The influence of flight load ratio on customer value was introduced into the existing customer value formulation to make it suitable for air cargo customer segmentation. An example shows that air cargo customer values have a difference when flight load ratio is considered and is not introduced, the difference is about 1/3, so the model can calculate the customer value and classify customers more properly, the model is feasible.
- air cargo,
- customer segmentation,
- customer value,
- customer relationship,
- management

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References(12)

References

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