Qiang Liang, Wang Zeng
With the continuous expansion of the LTL freight market and the intensified market competition, the fierce market competition has transformed the LTL freight market into a customer-oriented market. This has made companies pay more and more attention to customer relationship management, and customer segmentation is part of corporate customer relationship management. Therefore, this paper selects the customer data of a LTL freight company, uses the K-means clustering algorithm to subdivide the company’s customers into three categories: basic customers, key customers, and VIP customers with different types and characteristics. Propose the use of differentiated marketing strategies, formulate different marketing strategies for each type of customer, and allocate corporate resources to various types of customers reasonably, so as to fully meet customer needs while improving the core competitiveness of the company.
LTL freight, k-means, customers