Barry Lawrence, Texas AM, discusses the groundbreaking study, Customer Stratification.
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Play, download and edit the free video Barry Lawrence, Texas AM, discusses the groundbreaking study, Customer Stratification..
Take a couple minutes to listen to Barry Lawrence of Texas A&M University talk about the first-of-its-kind and top-selling study, "Customer Stratification: Best Practices for Boosting Profitability." This research study provides a process for wholesaler-distributors to stratify their customers into four key groups to determine how they can improve their processes and improve their relationships with those customers. The four key customer groups are core, opportunistic, marginal, and service drain. "Customer Stratification" shows wholesaler-distributors the best practices to move customers to become core customers. It offers the sales force prescriptive solutions to build strong customer relationships. This groundbreaking study features 68 real-world wholesaler-distributor examples, 5 best practices, and 20 action items that wholesaler-distributors can implement immediately. Learn more and order: naw.org/customerstrat.
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