Customer Stratification Whitepapers
Productive salespeople know that they must spend more time with their best, most profitable customers; and less time with customers whose cost to service (CTS) outweighs their contributions to the bottom line. The challenge is to gain insight from the data on hand and apply it to the art of selling. In this whitepaper, we’ll share three ways that distributors like you can leverage the insights gained from Customer Stratification to sell more effectively.
‘The Marine Corps Way to Win on Wall Street: 11 Key Principles from Battlefield to Boardroom’ by Ken Marlin is an inspiring book which will reward readers who believe that business can be conducted in a fair, ethical and mutually-rewarding manner. In this whitepaper, wholesale/distribution industry expert John Mansfield draws inspiration from Lt. Marlin’s book. As a leader in best practices including the use of innovative Customer Stratification technologies, John is uniquely qualified to discuss how you can put ‘The Marine Corps Way’ to work at your wholesale/distribution business.
As a distributor, you know that inventory represents a major investment. Minimizing your investment in slow-moving items is important. You need cash to purchase fast-moving items that contribute more to your bottom-line profits. Read the case study and learn how to:
- Identify a low Gross Margin customer
- Connect a specific inventory item to the low Gross Margin customer
- Align sales price with value
Building a web storefront and leaving things to chance simply won’t do. It’s imperative that you lower cost-to-serve (CTS) with Marginal customers and ensure that Core customers know how to use the storefront to retain their loyalties with you. The trick is to identify those specific customers who fall into these two groups. That’s where customer stratification can help.
In this whitepaper, we apply lessons from Ms. Plakias’ book, ‘The Farm on the Roof’ to frame a discussion about the value of customer and supplier partnerships. Gain insights into solutions that can help you more critically evaluate your wholesale/distribution business and its strategic partnerships.
It pays to have good ideas for new products—especially if your company can turn its good ideas into exciting new products faster than the competition. Automotive tier and after-market suppliers that consistently get new and innovative products to market first enjoy the strongest and most profitable relationships with original equipment manufacturers (OEMs) and other customers in the automotive supply chain.
Business savvy suppliers are responding to the changing roles of consumers and OEMs by ramping up their focus on product innovation and doing it in a way that aligns closely with the changing consumer expectations. In this brief, we explore the trends driving demand in the automotive industry and the ways automotive suppliers can become more customer-driven enterprises and expand their role as innovators in the industry.