Brent Johnstone, Author at Modern Distribution Management

6 Steps to Create a Portfolio Management Plan that Will Strengthen Customer Loyalty

Understand the market, get to know your customers and use appropriate benchmarks in creating a portfolio management approach to customer retention.

January 19, 2021

Sales & Marketing

The Secret ‘Value-Add’ in Distribution: Portfolio Management

Portfolio reviews are more valued by core customers with greater breadth of spending across categories. These are exactly the clients you want to nurture (and conversely, can’t afford to lose).

January 18, 2021

Sales & Marketing

Next Gen Customer Stratification: Driving Performance in 2021

With the benefit of today’s data tools, visualization software and reporting tools, customer stratification is more valuable than ever.

December 23, 2020

Sales & Marketing

59 Questions for Distributors to Assess Your Pandemic Response

Identify strengths and weaknesses across three business sectors — process, technology and people — to improve ongoing company performance.

July 24, 2020

Posts By Brent Johnstone

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