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What Customers Want
A Distributor’s Guide to Customer Buying & Shopping Preferences
We’re finding that distributors are changing how they’ve traditionally marketed and sold their products. But are they doing it quickly enough?
This report, based on surveys of more than 8,000 end-users, provides an aggregate view of survey data, summarizing:
- Customer shopping preferences
- Customer buying preferences
- Customer communication preferences
- Customer preferences on product availability, selection, expertise and other service attributes
- The role of e-commerce and other ordering mechanisms in customers’ selection and preference of distributors
- Functionality customers want when shopping and buying online
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The Authors
Jonathan Bein,
Ph.D.
Managing Partner
Jonathan Bein, Ph.D. has worked with many distributors to make their marketing a profit center. He has developed and applied analytic approaches for customer segmentation, customer lifecycle management, positioning and messaging, pricing, and channel strategy for distributors.
Dean Mueller
Partner
Dean has more than 30 years experience in sales and marketing, including several senior-level positions in marketing and technology leadership, in both public and private equity organizations. Using market research, Dean has a deep understanding of distributor customer needs.