www.quantumprofitmanagement.com Quantum Profit Management
Strategies & Techniques for Wholesale / Distribution
How to Get Substantial and Sustainable Profit Gains

Discussing the Enterprise Account Selling Model (#1)

Bruce Merrifield, President
Merrifield Consulting

Wednesday, January 17, 2018

•distribution management best practices •Distribution Personnel Training and Development •cost-to-serve math •cost-to-serve in distribution •line-item profit analytics in distribution

Randy MacLean, President of WayPoint Analytics, talks with Bruce Merrifield, President of Merrifield Consulting, about a new video series covering bottom-line math for determining business profit. Merrifield Consulting is making available short videos based on Bruce's one and one-half hour presentation for the Insider's Group at the Advanced Profit Innovation event.

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For more information about Bruce Merrifield, visit: www.merrifieldact2.com


Triage Customers & Set Priorities to Increase Performance

Bruce Merrifield, President
Merrifield Consulting

Wednesday, January 10, 2018

•competitive strategy •profit strategy •management strategies •distribution industry trends •leadership training

Randy MacLean, President of WayPoint Analytics, and Bruce Merrifield, Vice President of WayPoint, sit down for a talk about the issues and opportunities, tactics and strategies for increasing profit performance in distribution companies.

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For more information about Bruce Merrifield, visit: www.merrifieldact2.com


Getting Your Salespeople to Negotiate Smarter

Bruce Merrifield, President
Merrifield Consulting

Wednesday, January 03, 2018

•competitive strategy •order fullfilment •distribution management best practices •sales practices •QPM •management strategies •sales management •sales management styles in distribution •distribution industry sales management •distribution industry intelligent pricing •cost-to-serve math •cost-to-serve in distribution

Whatever happened to the art of negotiation? In this video interview, Randy MacLean and Bruce Merrifield sit down to discuss how distributors have limited their salespeople's ability to negotiate and, in the process, either forced or incentivized them to negotiate on elements that can dramatically impact a sale's cost-to-serve (CTS).

Learn how you can use the negotiation process to achieve CTS savings, allowing you to offer your customers lower prices while leaving the table with a larger profit.

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For more information about Bruce Merrifield, visit: www.merrifieldact2.com


Looking at a Customer Whale Curve

Bruce Merrifield, President
Merrifield Consulting

Wednesday, December 13, 2017

•competitive strategy •business model •business analytics •customer profitability analysis •Bruce Merrifield

The whale curve shows you several valuable categories you should be focused on for growth. At the head of the whale are your profitable accounts. This is where you need to focus on penetration and offering these customers even more for more business.

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For more information about Bruce Merrifield, visit: www.merrifieldact2.com


Gross Margin Percent: A Poor Indicator of Profitability

Bruce Merrifield, President
Merrifield Consulting

Wednesday, December 06, 2017

•competitive strategy •profit analytics •profit training •profit strategy •QPM •business math for distribution •business analytics •Gross Profit Margin •customer profitability analysis •Bruce Merrifield

In reality, the gross margin dollars in these small dollar picks and orders amount to less than the cost to serve dollars they consume. This means they actually cost more money to fill than they generate in profit. In contrast, direct ship orders with low gross margin percentage are often quite profitable.

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For more information about Bruce Merrifield, visit: www.merrifieldact2.com


Increase Innovation with a Rule and a Tool

Bruce Merrifield, President
Merrifield Consulting

Monday, November 27, 2017

•distribution management best practices •management strategies •industry perspective •Distribution Personnel Training and Development •Innovate for the Future •innovation •Bruce Merrifield •management techniques

Innovation, with its uncertain outcomes can be scary. Many companies shy away from major innovation because it's too abstract and feels risky. But, innovation comes in many forms, from common adaptations done by everyone, to disruptive supply chain innovations like Wal-Mart's cross-docking quick response or Amazon's 2-hour Prime delivery.

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For more information about Bruce Merrifield, visit: www.merrifieldact2.com