Grouping customers together doesn't serve any of the parties involved. Using velocity marketing, distributors should look at a customer's growth or contraction and each one's account activity to see which companies to spend time and money on in order to make more money for yourself.

It's incredible that distributors, many of whom are professional marketing organizations, never take the time to do the first and most basic marketing step. Knowing and selling what the customer wants is the first and most vital step.

How can distributors prepare their business and their staff to once again raise the level of customer service and satisfaction? How are they going to separate themselves from the competition?