General

The significance of monitoring peers and maintaining customers is to know all the foreign trade trends of peers and their customers, know all the foreign trade partners, cooperation time, products, amount and quantity of cooperation of peers and their customers, and know yourself and the other.

Although many Chinese enterprises produce export products, they know little about the export situation of their peers and the international market. They blindly produce and export based on their feelings. The reason for this situation is that they can not grasp the relevant information in time. Without information, they can not know themselves and win in all battles, resulting in high investment and low return, and have suffered a lot. As for the customs bill of lading data, it just makes up for the information and intelligence that Chinese enterprises need to master, and enables enterprises to truly "know the other and accept the policy, and know the other and break the line".

In terms of monitoring peers and maintaining customers, the role of customs data is as follows:

*Old customers: improve customer loyalty

Recommend new products to old customers, increase orders to old customers, and pay attention to new needs of old customers

*Lost customers: recover lost customers

Analyze the reasons for loss: product upgrading, price factors, quality reasons, flight orders, transfer, bankruptcy

*Monitoring peers: know yourself and the other, market price orientation

Understand all export products, countries, prices, markets, customers, etc. of the same trade, and develop new markets, innovative products and customers in combination with their own.

For old customers:

1. Understand their loyalty, that is, whether there are transactions with competitors.

For example, a company in Nantong has been steadily supplying certain chemical raw materials for UNIVAR, a purchaser of chemical raw materials in the United States, for the past two years. According to the information it has, the American market of this product has been jointly supplied by its own company and a European company. Due to the limited output of European companies, the share of the two companies has been relatively stable. However, in recent months, the orders from UNIVAR to Nantong Company have decreased significantly. Last month, there were no orders at all. The company leaders were very anxious. It is understood that European companies did not expand production. I really don't know where the problem is. However, after seeing the export data of this product from China in recent months, it was found that a company in Zhejiang was exporting a large number of similar products to the United States, and the export price was lower than itself. It was originally an enterprise that had been put into operation for nearly half a year. Due to its large production scale and lower cost than Nantong, it has robbed Nantong of its market and customers.

Generally, there is not only one supply chain for large customers. In order to ensure the stability of the supply chain, some customers may have two or three or more suppliers. At this time, we need to see how much our old customers purchase from us and how much they purchase from peers. If the quantity of purchase from others is very large, the quantity of purchase from us is relatively small, At this time, we need to find ways to increase their purchase of us.

2. Old customers can also be used as potential customers for secondary development

You can search your old customers by company through the analysis of the whole database of Huacheng Creative Intelligence, check and understand their specific situation, such as the existing purchase scale, whether there are other products besides the products we cooperate with, if we are also doing other products, we can develop this customer for the second time; If other products are more innovative and advanced than ours, we should have a sense of crisis, improve product innovation and be prepared.

If the customer's product range is relatively wide, you can look at the purchasing range of your old customers and see if there are other related products that you can do besides purchasing lamps and lanterns from you, but he is purchasing from others. At this time, we can recommend new products to them on the basis of old customers. We are already working together, so trust will not need to be solved. It is much easier than to develop new customers.

3. For lost and lost old customers:

Analyze the reason for order transfer according to its new supplier and other information, and then adjust the product or price according to the reason; After making corresponding adjustments, renew the customer relationship according to its purchasing cycle, habits and stability, and strive to renew the order.

Sometimes it's not that we don't know how to maintain the old customer, but that we don't know when to maintain the old customer. Sometimes your shipment is a few days late, or the package is damaged a little, and the customer may not communicate with you, so he will go to another person to try the order. If you can understand when your old customer first tries the order, and communicate with the customer in time, what is the situation, Then you won't lose a customer because of this. It is certainly easier to maintain an old customer than to develop a new one.

For peers:

Can customs data understand the global distribution of competitors? (Analyze the competitive situation.)

Can customs data locate competitors, big enterprises or small enterprises? (Early warning of competition threats.)

Are there any new products or substitutes found in the customs data? (Competitive product analysis, focus on innovation.)

Customs data determine whether the peer is a trader or a manufacturer? (Whether it can develop into a potential customer or supplier.)

Does the customs data determine whether there are new participants? (Increase in profit?)

Does the customs data determine whether there are new withdrawals? (Increased competition?)

Huacheng Chuangzhi focuses on the analysis and application of trade big data, provides enterprises with convenient and efficient intelligent customer access tools, and is committed to promoting the process of transparency of international trade market information, adding impetus to trade, and comprehensively ensuring that domestic and foreign trade enterprises sail overseas.