Getting a Deeper Understanding of Costs
Bruce Merrifield, President
Merrifield Consulting
Wednesday, April 10, 2019
•profit analytics •WayPoint Analytics •cost-to-serve math •cost-to-serve in distribution •LIPA •line-item profit analytics in distribution •High Potential Accounts (HPAs) •High Efficiency Accounts (HEAs) •High Leverage Accounts (HLAs) •customer segmentation •costing rules •business analytics •Randy MacLean •distributor sales analytics •distribution analytics •cost to serve analytics •NBC •NBC (Net Before Comp) •Margin vs NBC •customer profitability analysis •Bruce Merrifield •cost cutting •payroll efficiency •Merrifield Consulting •cost analysis •cost reduction •customer profitability •cost reduction analysis •profitability management •account strategy •profit metrics
There is more to your costs that meets the naked eye. Taking a simple look at things, you can see the items that you make more or less money from overall. You can see which items are profitable. Most financial systems are not refined enough, and don't provide enough information to tell you the whole story of which products make you the most money. You need to find a deeper, more intelligent analytical system to truly understand what to do, and how to do it.
For more information about Bruce Merrifield, visit: www.merrifieldact2.com
Harnessing the Energy of Millennials
Bruce Merrifield, President
Merrifield Consulting
Wednesday, April 03, 2019
•2020 Vision •WayPoint Analytics •management strategies •personnel development •change management •Randy MacLean •Bruce Merrifield •effectively managing people •management techniques •people management •leading change •personnel issues •Merrifield Consulting
The millennial coming into the market are energetic, ambitious, and won't be held back. They do away with old, outdated practices, and they aren't interested in "just settling". In this video, Bruce Merrifield and Randy Maclean discuss how to approach your employees with a growing millennial workforce, so you can harness their energy, rather than eating their dust.
For more information about Bruce Merrifield, visit: www.merrifieldact2.com
Is Your Specialization Paralyzing Your Growth?
Bruce Merrifield, President
Merrifield Consulting
Wednesday, March 27, 2019
•WayPoint Analytics •management strategies •LIPA •change management •Innovate for the Future •balance •innovation •profit tips •Randy MacLean •Bruce Merrifield •effectively managing people •management techniques •Merrifield Consulting •mix & balance •optimizing operations •operations •Customization
New, different tools can often be used for the same old job, but that's not always the right way to utilize them. When people are too focused on only their one specialty and forget to consider all aspects of a business, there is very little room for change. Specialization is good and healthy, but it should function more like the focused vision of a hawk than that of a horse with blinkers on. Some peripheral vision can enable people to think "where in the business can this tool be used best" rather than "how can this tool help me get my job done".
For more information about Bruce Merrifield, visit: www.merrifieldact2.com
Changing Economy: Good or Bad ?
Bruce Merrifield, President
Merrifield Consulting
Wednesday, March 20, 2019
•competitive strategy •WayPoint Analytics •pricing strategies •industry perspective •business model •change management •innovation •profit tips •Randy MacLean •Bruce Merrifield •leading change •Merrifield Consulting •strategic planning •Customization
As the economy is constantly changing, the way people do business is evolving along with it. In the wake of the great recession, many of the companies who've survived are still geared for tough times, and all companies need to figure out how to adjust their practices to get ahead in the now-recovering economy. In this video, Bruce Merrifield and Randy Maclean discuss how to make the most of your unique situation.
For more information about Bruce Merrifield, visit: www.merrifieldact2.com
Profit-Value Segmentation
Randy MacLean, President
WayPoint Analytics
Thursday, July 26, 2018
•segmentation •customer segmentation •business analytics •Randy MacLean •effective market segmentation •customer segmentation technology •benefits of customer segmentation •customer segmentation framework •segmentation methodology •customer segmentation process •client segmentation model •customer segmentation best practices •client segmentation matrix •account strategy •WayPoint Demo •WP demo •profit-value segmentation
Customer and market segmentation is a critical tool for increasing company efficiency and profitability. With good segmentation, a company can narrow its sales focus to accounts that are a perfect fit, and then offer much better pricing and much more focused service to those accounts.
However, without sophisticated analytical tools, effective customer segmentation is beyond the reach of companies. This video discusses the benefits and the internal methodologies for a segmentation model that produces rapid growth and high profits.
For more information about Randy MacLean, visit: www.waypointanalytics.net
Optimizing Salesforce Pay Through Deep Data Analysis
Bruce Merrifield, President
Merrifield Consulting
Wednesday, May 30, 2018
•profit analytics •profit strategy •QPM •Quantum Profit Management (QPM) •sales management styles in distribution
Companies in North America are frequently giving away 50 to 60% of their profits to their sales force. Based on these numbers, the company itself is apparently a junior partner to the sales representative. It is a shocking idea, but the numbers bear it out. Consider your net-before-compensation (NBC). After you've paid for and prepared your product and run it through your operation and infrastructure, the money you have is your NBC. This is the bottom line of the company, including all pay, commissions, and bonuses. Your sales force is a tremendous expense but the rate of pay for your sales force has not kept up with the available technology or the general evolution of the workplace. Many companies are using old models when determining pay.
For more information about Bruce Merrifield, visit: www.merrifieldact2.com