In the News: What Motivates Your Customers to Buy More?

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?

Questions about segmentation? Contact Dan Horan at dhoran@ircg.com.

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