Smart Customer Relationship Management that Drives Top Line Revenue Growth and Bottom-Line Profit
Perhaps now more than ever, distributors and manufactures face tremendous price competition and pressure to reduce costs. How do you survive, much less grow–and grow profitably–in today’s marketplace?
One way is to develop a deep, analytics-driven understanding of your customers—a process called customer stratification.
In this guide, we explain what customer stratification is and how it can become your competitive advantage. Then we provide a practical framework you can use to understand and segment your customers so you can deploy business processes, sales strategies, and technologies to serve each segment best. Equipped with these tools, you can dramatically improve your service and sales performance—with significant top- and bottom-line results.
What You’ll learn:
- The hidden customer-related risks that distributors and manufacturers face every day
- Why growing market share is so hard—and what you can do about it
- A detailed framework to evaluate each of your customers so you can take specific action to improve your performance
- What KPIs are most important to monitor
- 13 benefits of customer stratification
What’s Inside:
- Chapter 1: The Risks of Not Understanding a Customer’s “Real” Sales Contribution
- Chapter 2: Customer Stratification: Fundamental Concepts
- Chapter 3: Customer Stratification: The Challenges
- Chapter 4: What Customer Stratification Can Do For You
- The Big Picture: The Key to Promoting Growth in the Modern Economy
- Appendices
