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Bruce Merrifield, President — Merrifield Consulting

•customer service •sales practices •segmentation •eCommerce •customer segmentation •Bruce Merrifield •Merrifield Consulting •customer segmentation framework •customer segmentation process •managing customers for profit •counter sales

Net-Profit analytics (NPA) - with a cost-to-serve model at the SKU/line level - is vital to a digital model reinvention. But, this is a new world for most brands and distributors. How can channel players get fluent with these tools and all of the specific new insights, plays and possibilities, that NPA enables? Bruce Merrifield presents additional NPA plays with a focus on efficiency.

Net Profit Analytics Plays III

1) Reducing Repetitive Inter-Branch SKU Activity

2) Analytical Concepts/Tools:

a) Minnow Accumulation Process

b) NBC Delta Ranking Shows Dynamic Redeployment of FTEEs

c) Sidebar on Targeting Gazelles (Webinar #10)

d) Worst Small Accounts to Study

e) Reinvent a Wholetail Business Model. Wheel of Learning

3) Solving (Branch) Counter Sales Unprofitability

a) Minnow Division/Orders in General

Audio file: Bruce_eCommerce_Webinar-6.mp3

Downloads: Bruce_eCommerce_Webinar-6.pptx