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08/21/2014

026. How to Get Paid for Service Value

Instructor: D. Bruce Merrifield, Jr.

Read more about D. Bruce Merrifield, Jr. 

Tuesday, March 7, 2017
8:00 am – 4:30 pm
 
Full Descriprion: 

Attend this course to learn how to effect breakthrough results. You will learn that:

  1. Most distributors sell too many different types and sizes of customers with one service (cost) model and general, service-quality metrics.
    1. But: “Service Value” metrics and terms must be tuned to both the customer niche and size of their Gross Margin Dollar (potential).
    2. Otherwise: "Good service for all” yields commodity-hell, poor returns.
  2. "Getting paid" doesn’t usually mean higher “Gross Margin Percentages” (GM%).
    1. Rather: the Gross Margin Dollars (GM$s) in a line (or order) must on average exceed the Cost-to-Serve Dollars consumed (CTS$s) to process the line.
    2. Doing good-enough, CTS models is sufficient to begin a profitable, new, everyone-wins journey.  
  3. The extreme (operating) profits and losses for some customers and items are only symptoms. Determining the causes for these symptoms leads to actionable, insight plays. For example:   
    1. Naturally high GM% items and customers are mostly net-profit losers that statistically bleed you with busi-ness and prevent proactive initiatives for key accounts in target customer niches. How-to shift service-energy based on the net-profit potential of accounts will be covered!
    2. If you have outside sales reps, then you need at least three different cost-to-serve models. And, Best Reps will do better with this strategy (along with all other stakeholder groups!).
  4. There are - math, art, science and execution – steps to targeting and dominating customer niches most profitably.

The course slides will be cross-referenced to over 450, 5-minute youtube video clips of mine that will give you re-education support when you return to your firm to make things happen. See you Indie!  DBM, Jr.

Who Should Attend:

This is an advanced level course that will require out-of-the-box thinking. Attendees should be CEOs, owners, or change-minded individuals with distribution experience. This course is not intended for entry-level positions or those new to distribution.


Overall Rating: 4.6/5

Comments: 

"The subject manner was excellent and I am excited to implement the ideas and experiences within my organization." - Manager

"Bruce's message on data driven decisions and change in the sales cycle was on point. I see a huge need in our organization to develop data that changes our sales process." - Vice President 

"Very analytical. Stimulated thinking for better service ideas." - Marketing Sales 


At the end of each session we asked the attendees to review and rate each course. These reviews are anonymous so we can only provide their job titles. Ratings are based upon the benefit of the course, quality of the course, instructor expertise, ability to communicate and quality of visual aids and are rated on a scale of 1-5.

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