Driving Sustainable Profits with Effective Customer Stratification

Webinar Recording

It’s common that 20% of customers account for 80% of a distributor’s profit. These high-value customers are a huge factor in driving sustainability, but what indicates that a customer will be a part of that 20%? Data-driven decision making.

Customer stratification is the process of analyzing customer data and behavior to identify the accounts that will consistently increase your profits and sustain those profits. This can be seemingly out of reach to some due to a lack of technology or staffing shortages, but with those numbers, it can’t be ignored.

John Gunderson, senior leader at Dorn Group and industry thought leader, walks through examples of working customer stratification into your sales process, and why it’s worth the time to do so.

In this webinar recording, you will learn:

• An example of what an ideal customer profile will look like based on data
• How analyzing and evaluating customer data can improve sales numbers and optimize their time
• How to maximize profits using customer trends based on customer data and buying behaviors
• Which customer behaviors to track and what they mean for sustainable profitability