Optimizing The Distribution Process
Not All Customers are the Same!
Learn how Customer Stratification can grow sales and profits.
Business Case
Instinctively, you know that not all of your customers are the same. Some are more profitable than others. Research has shown that typically 80% of distributor profitability is concentrated in 10% of their most profitable customers while 75% of customers represent less than 5% of their profitability. But how do you objectively determine which are the most and least profitable customers? And how should you treat them differently?
E&A helps answer these questions for you with its customer stratification solution. Adhering to industry best practices articulated by the National Association of Wholesaler-Distributors (NAW), E&A’s customer stratification solution allows businesspeople to implement strategies that drive more profitable growth.
How It Works
Leveraging your existing ERP investment, E&A works with your management team to tailor the factors in the customer stratification model that are most relevant to your business. E&A’s solution leverages the quantifiable information within your ERP system. The customized model is delivered to you through a series of easy-to-use, interactive dashboards that provide unique insights into your business – and your customers – all in one place.
E&A has teamed with StratMax to turn your data into actionable information. StratMax business consultants will help ensure that you are doing the right things with the right customers to boost your bottom-line profitability. Over 30 years of sales and marketing experience has established StratMax as the leading practitioner of customer stratification strategies in the wholesale distribution industry.
What It Is
E&A’s customer stratification solution is a set of sophisticated yet easy-to-use tools that are customized to your business. Empower your sales team with strategies that have been proven to drive more sustainable, profitable growth.
E&A’s customer stratification solution is a set of sophisticated yet easy-to-use tools that are customized to your business. Empower your sales team with strategies that have been proven to drive more sustainable, profitable growth.
Key Components
- Groundbreaking industry research by the National Association of Wholesaler-Distributors (NAW) serves as the foundation of E&A’s solution.
- The customer stratification model is customized to each client’s unique business needs.
- Results are delivered using a powerful cloud-based, interactive dashboard.
- The comprehensive solution combines E&A’s technical expertise with StratMax’s hands-on customer stratification management.
- Creative strategies to ‘stretch’, ‘develop’, ‘examine’ and ‘protect’ your customers are provided by industry experts with deep industry knowledge.
- Model data is updated quarterly on an ongoing basis to help your business gain control of a rapidly changing competitive environment.
- No more sifting through reams of paper reports and complex spreadsheets to get the vital data you need to develop more effective sales and marketing strategies.
- Empower your sales and management team to collaborate and sell more effectively using cloud-based applications including MS Office, E&A’s business intelligence tools and online access to StratMax consultants.
- Best practices, case studies of additional strategies, and personalized training and implementation services are included.
- A significant upfront capital investment is not required to get started.
- “Pays for itself” as license holders implement strategies that drive profitable growth and EBITDA improvement.
Benefits
- More Accurate Sales Force Deployment
- Improved Negotiations
- Identify New Growth Opportunities
- Optimize Pricing to Improve Competitiveness and Profitability
- Better Inventory Management
- Better Marketing Communications
- Targeted Sales Force Compensation
Industry studies have demonstrated that customer stratification can significantly drive EBITDA improvement, with positive effects across the business enterprise.
Industry studies have demonstrated that customer stratification can significantly drive EBITDA improvement, with positive effects across the business enterprise.
What You Get
- Copy of NAW Research book “Customer Stratification: Best Practices for Boosting Profitability”
- Modeling Workshop (Onsite – Full day – Facilitated by StratMax)
- Management Workshop (Onsite – Half day – Facilitated by StratMax)
- Sales Team Workshop (Onsite – Half day)
- Sales Team SharePoint Site
- Interactive Dashboards
- Strategies Pre-loaded in OneNote
- Model Updated Quarterly
- Best Practices Web Conferences
- E&A Online Learning Modules
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Contact Us Today
If you have questions or would like more information on E&A’s services and how we can implement customer stratification for your company, please fill out the form below or call us at 1.888.766.6076.
If you have questions or would like more information on E&A’s services and how we can implement Best Practices as a Service for your company, please fill out the form below or call us at 1.888.766.6076.
