Who are the big customers of the bank?

Key customers of banks are also called key customers, big customers, key customers, high-quality customers, etc. They refer to key customers (KA) who have high consumption frequency of products (or services) and high profit rate of customers, and can have a certain impact on the business performance of enterprises, while other customer groups can be classified as small and medium-sized customers.

Enterprises should not regard the following types of customers as big customers, that is, "fake big customers":

First, don't treat group customers who occasionally consume a lot as big customers, because they may not be the source of sustainable profits for enterprises;

Second, don't simply treat repeat customers with high demand as big customers, while ignoring their profitability and performance contribution;

Third, don't treat the "big peeler" who exploits the enterprise as a big customer, which may not have long-term maintenance value for the enterprise.

The role of key customers in enterprises;

1, key customers are the guarantee for the survival and development of enterprises. Among the 30 customers whose annual contract volume exceeds 100 tons, 16 furniture has the background of state-owned enterprises or collective enterprises, and most of the others are excellent private enterprises. Most of these enterprises have cooperated with Lianqiang Company for more than two years, and the longest is 24 years. They have a good cooperative relationship and a solid foundation, which belongs to the valuable market resources of Lianqiang Company.

Take Hebei Iron and Steel, Shandong Iron and Steel, Nangang, Shagang and Northeast Special Steel as examples. These enterprises have contributed more than 500 tons of contracts to Lianqiang Company for many years, which is the most fundamental guarantee for Lianqiang Company to maintain normal production and operation and realize profitability.

2. Big customers are usually customers with large scale, high technical management level and great influence in the industry, which represents the technical development direction of the industry and greatly promotes the management level and technical strength of the enterprise. The big customers of enterprises are usually large and medium-sized enterprises in their industries.

Because of its own management norms, it has strict requirements on the quality of suppliers' products and higher standards on suppliers' production systems and quality assurance systems; Because large and medium-sized enterprises are usually the earliest attempts and guides of new products and technologies in the industry, it is conducive to suppliers to continuously improve their product and technological innovation capabilities.

3. The recommendation of major customers to suppliers' products will greatly promote the expansion of market channels for enterprises. Because large and medium-sized customers have great influence in the industry, if the products used by these customers are satisfactory, these customers will naturally become recommenders of enterprise product brands, and the recommendation of such customers is more convincing than the promotion of the enterprise itself.

According to statistics, among the 96 existing customers of Lianqiang Company, nearly 30 customers have established cooperative relations with them through the recommendation of old and big customers. It is with the vigorous promotion and active marketing of these big customers that the brand reputation of Lianqiang Company has reached a recognized height in the industry.