If you are treating all your clients the same, you’re missing opportunities. In this Educational Quick Clip, Paul St. Germain discusses how knowing your customers’ needs, pain points, and cost structures can lead to a new business model.

About the Presenter

Paul St. Germain is a business development executive for IBM’s wholesale distribution industry, a contributor to Facing the Forces of Change: Decisive Actions for an Uncertain Economy (published by NAW Institute for Distribution Excellence), and an instructor for the Industrial Distribution Leadership Certificate Program at Mohawk College in Hamilton, Ontario, Canada.