Wholesaler-Distributors operate in a complex environment. Customers view distributors as “middlemen” providing logistics services, local inventory and credit terms. Distributors have been facing gross margin pressure from both suppliers and customers for a long time, yet they are still expected to provide increasing quantities of value-added services. In light of these difficulties, many distributors have turned to scientific methods to determine which customer segments to prioritize and upon which to focus their improvement efforts. Customer stratification is a valuable strategic tool for distributors to understand how to build sustainable customer relationships that drive growth, improve efficiency, and increase return on investment (ROI).
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Fundamental Track:
Duration: 1 Day
Cost: $1200 per person
Who Should Attend: Sales and Branch Managers, Customer Service Personnel, Executives and Strategic Managers, Business Analysts and IT Managers
Agenda:
Day 1
Morning: ODP Framework
Pricing Framework
Customer Stratification
Afternoon: Item Stratification
Visibility
Unit Cost
GM
Pricing Rules & Simulation
Intensive Track:
Duration: 2 Days
Cost: $2100 per person
Who Should Attend: Sales and Branch Managers, Customer Service Personnel, Executives and Strategic Managers, Business Analysts and IT Managers
Agenda:
Day 1
Morning: ODP Framework
Customer Stratification Framework
Buying Power
Customer Alignment
Afternoon: Customer Profitability
Cost to serve
Strategies
Applied research example
Day 2
Morning: Hands on exercise using sample data (Dashboard)
Customer Stratification applications
Group Presentations
Afternoon: Company specific follow-up
Guidelines for metrics selection
Analysis Specifications
