Detailed explanation of the comprehensive assessment model of cross-border e-commerce customer value and competitiveness

In the field of cross-border e-commerce, many models have been proposed and applied in order to better understand and evaluate the value of customers and the competitiveness of their own enterprises. This article will integrate the “Exporter Evaluation Suggestion Model”, “Cross-border E-commerce Customer Iceberg Model” and “Cross-border Customer Value Comprehensive Evaluation Model” in order to provide relevant companies with a more comprehensive perspective.

Exporter evaluation suggestion model

This model mainly measures the competitiveness of enterprises from ten aspects:

1. Enterprise location: Emphasizes the impact of the overall marketing level of the country or region where the enterprise is located on the competitiveness of the enterprise.
2. Country export market share: refers to the proportion of a country’s total global exports of specific products, reflecting the country’s technological advantages in such products.
3. Proportion of production scale in each country: It refers to the proportion of a country’s manufacturing in total global output, indicating the country’s market size and the advantages of its production factors.
4. The share of enterprise exports in the domestic export market: used to compare the differences in export capabilities among domestic enterprises.
5. The share of enterprise production scale in the country’s industry production scale: illustrates the relationship between enterprise size and competitiveness.
6. ISO certification and other industry authoritative certifications: Obtaining such certifications usually indicates that the company has reached internationally recognized standards in quality management, environmental protection, etc.
7. World-renowned customers: Becoming a supplier to these customers means that the company has passed strict quality inspections.
8. Quality of websites with independent domain names: In the modern business environment, having a professional website is an important sign of a company’s strength.
9. Company visibility: It can be initially judged by the exposure rate on search engines.
10. A combination of the above indicators can help companies understand their position relative to competitors.

Customer iceberg model

This model describes the different levels of cross-border e-commerce customer base:

• Potential customers: Includes low potential customers (passive contact through advertising, etc.) and high potential customers (actively visiting the store).
• Interested customers: Refers to customers who show interest in a product and take actions such as adding to their shopping cart.
• Confirmed customers: Refers to customers who have placed an order but have not yet established a long-term relationship.
• Loyal customers: Customers who frequently repurchase and remain highly loyal to the brand.

With this model, businesses can develop strategies to convert potential customers into loyal customers.

Online customer value comprehensive evaluation model

This model aims to assess the value of customers through a systematic approach and develop corresponding customer service strategies accordingly:

• Current Value: Measured based on gross profit and cost to serve.
• Potential value: Customer loyalty is the main consideration.

In addition, the model also involves the issue of how to reasonably set evaluation indicators and their weights, which usually requires a combination of the experience of business managers and scientific methods.

In summary, the above models provide a valuable framework whether it is to evaluate corporate competitiveness or analyze customer value. Enterprises can flexibly apply these tools according to their own circumstances to achieve more efficient management and decision-making processes.