Complete Story
03/13/2014
Getting the Most Out of CRM: Best Practices for Wholesaler-Distributors
Mark Dancer
Experienced wholesaler-distributors say CRM (Customer Relationship Management) is fast becoming a standard practice. More than that, it’s becoming an essential tool for managing a high-performing distribution sales organization.
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Customer Stratification: Best Practices for Boosting Profitability
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.
