Bruce Merrifield, President — Merrifield Consulting
•customer demographics •market intelligence •WayPoint Analytics •expert interview •LIPA •balance •customer segmentation •business analytics •Randy MacLean •Bruce Merrifield •Merrifield Consulting •business strategy •customer analysis model •managing customers for profit •concierge customer service •Advanced Cost & Profit Analytics
Wednesday, May 12, 2021—When you have customer profitability analytics at a line-item level, you can measure the specific friction in your accounts. And with WayPoint, you get the background information that enables more unique, creative solutions to this friction.
In many cases companies will find, when they begin using WayPoint, that 5-15 customers, all buying the same key items with high profitability, in a way that makes these top accounts the core of your business. These are the accounts we want to retain and keep happy at all costs, so how can we do a better job with them?
Bruce has come up with what he calls the "big 8 of service excellence", a flexible and effective method with which to ascertain the unique needs of your big accounts, and treat them in exactly the way they wish to be treated, and in a way that will benefit both parties. It works as a template to find what's important to your customer, and to define service value by the niche in the market the account occupies.
For more information about Bruce Merrifield, visit: www.merrifieldact2.com
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Randy MacLean and Bruce Merrifield of WayPoint Analytics discuss profit value-based customer segmentation.
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A discussion of the benefits of segmentation and how this approach can help distributors achieve far greater levels of profitability.
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Most distributors have naturally occurring, high gross margin percentage accounts and high gross margin percentage (small dollar pick) SKUs.
Here is a case study in which the lowest gross margin percentage niche was the most profitable and the highest gross margin percentage was the loser.
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Customer whale curves are a great opportunity to view the overall picture of your customer profitability and apply appropriate sales models to each
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This video by Bruce Merrifield and Randy MacLean describes why you can't rely solely on gross margin to determine profitability.
Randy MacLean discusses the value and utility of segmenting your customer accounts.
What to do with your top accounts.
A fixation on gross margin – without looking at cost-to-serve (CTS) – has blinded countless distributors and limited their ability to achieve profitability.
See why your most profitable 200+ items are typically popular commodities with lots of picks for lots of customers with a high average sales dollar per pick.
Learn how this distributor was able to massively ramp up its profitability even as it lost many of its customers.
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A discussion of the perils of a cookie cutter approach when it comes to sales and service in the wholesale distribution industry.
Bruce Merrifield of WayPoint Analytics teaches the importance of customer segmentation and the insights it can offer your distribution company.
Getting Results with a Customer Audit
Bruce Merrifield and Randy MacLean discuss profit strategies for wholesale distributors that will raise their cost-to-serve and profits.
Webinar: Quantum Sales Compensation Plan Part 2
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