Specifically for wholesaler-distributors, this groundbreaking study offers you 20 practical action steps that your company can implement today and over time as a result of the best practice research conducted with 68 real wholesaler-distributors across multiple lines of trade. This cutting-edge study focuses on the four key dimensions of Customer Stratification Best Practices for Wholesaler-Distributors: Buying Power Customer Loyalty Profitability Cost-to-Serve. Rather than focus on sales force communication, this research focuses on customer relationships and the value customers provide to their wholesaler-distributors. That value is achieved through increased revenue — the value to the customer must be addressed decreased expenses — complex service offerings and how the customer accesses them are key factors optimal allocation of assets — driven by customer and supplier expectations.