Customer Stratification: Best Practices for Boosting Profitability
You know that not all customers create equal value, so why use the same strategy with all customers? You can optimize the profitability of your customer relationships by categorizing them and adjusting your approach accordingly. This is known as customer stratification and it’s a relatively new strategy in the distribution business. However, Customer Stratification: Best Practices for Boosting Profitability is a pioneering study and guide based on real-world experiences that can get you up to speed and on to greater profitability.
Using research compiled from 68 wholesaler-distributors that have implemented customer stratification models, this book presents the best practices for stratifying customers in your business. It provides a framework and 20 action steps you can start doing right away in order to achieve greater customer value. You’ll learn how to assess each relationship according to buying power, customer loyalty, profitability and cost-to-serve. Then, you’ll get a roadmap to creating greater value by addressing increased revenue, decreased expenses and optimal allocation of assets.
Published by the National Association of Wholesaler-Distributors