The Little Black Book of Strategic Planning for Distributors
F. Barry Lawrence, Ph.D., Pradip Krishnadevarajan, Senthil Gunasekaran
Best-in-class distributors categorize customers based on various factors, but customer stratification has long been an unexplored area for most distribution companies. Not anymore. At last, that gap is filled by this first-of-its-kind research study, Customer Stratification: Best Practices for Boosting Profitability.