It’s important to know the difference between one customer’s needs and another’s. Associate Consultant Dan Horan recently wrote about this in a guest post for Modern Distribution Management, What Motivates Your Customers to Buy More?
Horan outlines three ways distributors can segment their customer base:
- Internal segments (size of purchase, how often they buy, what they buy, etc)
- Demographic segments (business size, business type, location)
- Behavioral segments (what and why customers do what they do)
The last is the most valuable because it takes into account a buyer’s needs and motivation. It is however one of the most difficult for distributors to achieve.
Read more about behavioral segmention in this post: What Motivates Your Customers to Buy More?
Dan Horan contributed this article.
