Some customers are better than others. But do you know who is who in your own customer base and do you have a standard methodology for categorizing your customers?

Most distributors use some simple methods based on sales volumes or days to pay to determine their best customers but these measures are not sufficient for really understanding your customer’s behavior.

What makes a customer great and how do we improve our relationships with our less-than-great customers to turn them into great customers?

In this SMP Green Paper, we’ll explore these critical questions as well as provide action plans for improving customer purchasing behavior in several different categories.