Evaluation and Classification Methods of Freight Customer Value for Shuohuang Railway

In order to accurately evaluate and classify the value of freight customers of Shuohuang Railway, a set of evaluation index system for the value level of railway freight customers have established in this paper. Based on the entropy weight method, the weights of evaluation indexes were calculated and realized an objective evaluation of customers’ direct and potential value. At the same time, based on the results of customer value evaluation, a new method for evaluating the value levels of railway freight customers have established by using k-means clustering algorithm to classify customers into different levels. The results of the case analysis indicated that the evaluation method demonstrated high scientific validity and applicability in the value evaluation and hierarchical management of nine randomly selected customers. This research can provide auxiliary support for the freight marketing department of Shuohuang Railway to implement differentiated marketing services and precise management for customers, so as to improve the utilization efficiency, satisfaction and loyalty of customer resources.