Customer Profitability Analysis and Improvement

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Hans-Gerlach Woudboer September 2010 We Improve Profitability Customer Profitability Analysis and Improvement

Transcript of Customer Profitability Analysis and Improvement

Page 1: Customer Profitability Analysis and Improvement

Hans-Gerlach Woudboer

September 2010

We Improve Profitability

Customer Profitability

Analysis and Improvement

Page 2: Customer Profitability Analysis and Improvement

RapidBusinessModeling Hans-Gerlach

Woudboer +49 160 530 1809 2

Customer Profitability Improvement

We build multi-dimensional enterprise models reflecting your company and all of its important dimensions and details

With these models we can simulate your business allowing you to make your decisions based on facts and not guesses

Conservatively we improve your bottom-line by 3- 6% of revenue

Page 3: Customer Profitability Analysis and Improvement

RapidBusinessModeling Hans-Gerlach

Woudboer +49 160 530 1809 3

Do You Know Your Customers True

Profitability?

Does your company have any unprofitable customers?

How much money do you leave on the table with your

customers?

What profit does each of your customer add or destroy

to your companies profit?

How much profit do you make or lose with activities

and services performed for your customers?

We can help you to answer all of those questions

Page 4: Customer Profitability Analysis and Improvement

RapidBusinessModeling Hans-Gerlach

Woudboer +49 160 530 1809 4

How an Enterprise Recognizes their true

Profitability Potentials

Customer Profitability Analysis often shows:

10-20 % of all customers make a profit between

200-300 % of IBIT

Hence: there are customers which dramatically destroy

your profits

Page 5: Customer Profitability Analysis and Improvement

RapidBusinessModeling Hans-Gerlach

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Customer WhaleCurve

Page 6: Customer Profitability Analysis and Improvement

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Customer WhaleCurve

Page 7: Customer Profitability Analysis and Improvement

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Customer WhaleCurve green-blue cut point

This example shows: 9 % of all customers make a profit of 203 % of IBIT

Page 8: Customer Profitability Analysis and Improvement

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Customer WhaleCurve Customer0236

Page 9: Customer Profitability Analysis and Improvement

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Product WhaleCurve Customer0236

Product profitability of Customer0236

Shows 3-dimensional profile of customers

Page 10: Customer Profitability Analysis and Improvement

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Product WhaleCurve

Page 11: Customer Profitability Analysis and Improvement

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Product WhaleCurve

Page 12: Customer Profitability Analysis and Improvement

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Potentializer Potential show best route for profitability improvements

Potentials go beyond the red line regime of the WhaleCurve

Page 13: Customer Profitability Analysis and Improvement

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Product view of potentials

Page 14: Customer Profitability Analysis and Improvement

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Profit Potential Amount vs Volume

Page 15: Customer Profitability Analysis and Improvement

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UnitProfit vs Volume

Page 16: Customer Profitability Analysis and Improvement

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UnitCosts vs Volume

Page 17: Customer Profitability Analysis and Improvement

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Price vs Volume

Page 18: Customer Profitability Analysis and Improvement

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From GL to Products, Lines, Customer

Page 19: Customer Profitability Analysis and Improvement

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From GL to Whale Curve

Page 20: Customer Profitability Analysis and Improvement

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Page 21: Customer Profitability Analysis and Improvement

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Enterprise CLV Performance Overview after Simulation

WhaleCurve 2008-2012

Page 22: Customer Profitability Analysis and Improvement

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Potentializer

Potentials show best

route for improvements

Go beyond red part of

WhaleCurve

Based on Gap-Analysis

Page 23: Customer Profitability Analysis and Improvement

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Potentializer

HealthcareFacilitiesAG

Page 24: Customer Profitability Analysis and Improvement

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Performance Management Suite

Enterprise Intelligent

solution for your business

Tailor-made & dedicated to

your needs

The result of your multi-

dimensional enterprise

model

Dynamic performance

details

Page 25: Customer Profitability Analysis and Improvement

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Page 26: Customer Profitability Analysis and Improvement

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Woudboer +49 160 530 1809 26

Performance Management Suite

Page 27: Customer Profitability Analysis and Improvement

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PricingSuite

Page 28: Customer Profitability Analysis and Improvement

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Workshop leads to substantial

Multi-Dimensional Enterprise Model

One-day workshop: We can develop from scratch at your site a substantial

model of your business in order to demonstrate the capabilities and your potentials

A detailed Multi-Dimensional Enterprise Model

allowing Management to simulate future Customer Profitability Improvement

Can be built based on Enterprise data within weeks

Page 29: Customer Profitability Analysis and Improvement

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Hans-Gerlach Woudboer

Passionate about Customer-Profitability-

Improvement by using our state of the art

RapidBusinessModeling tool

In a consulting for 10 years - dedicated to

customer profitability improvement based

on ABC/ABM

27 year with ExxonMobil in various

technical and managerial positions within

manufacturing, business and marketing

ExxonChemical President award winner

for an enterprise re-engineering and cost

reduction project of 30%

Chemical Engineer, earned his Master

degree at the Aachen University of

Technology

Page 30: Customer Profitability Analysis and Improvement

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References

A Medical Care Company

Page 31: Customer Profitability Analysis and Improvement

RapidBusinessModeling Hans-Gerlach

Woudboer +49 160 530 1809 31

Contact

RapidBusinessModeling

Hans-Gerlach Woudboer

Plittersdorfer Str 49

53173 Bonn

[email protected]

www. RapidBusinessModeling.com

Fon +49 160 530 1809

Fax +49 228 286 4304