Post on 21-Nov-2014
description
transcript
Hans-Gerlach WoudboerSeptember 2009
We Improve Profitability
Customer Profitability Analysis and Improvement by building a multi-dimensional
enterprise model
RapidBusinessModeling Hans-Gerlach Woudboer +49 160 530 1809
2
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
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
performed for your customers?
We can help you to answer all of those questions
RapidBusinessModeling Hans-Gerlach Woudboer +49 160 530 1809
4
Enterprise Performance Overview
Dependency on customer and profit loss at a glance Dynamic Whale Curve with all details at your fingertip
P&L and profit Pareto by customer
RapidBusinessModeling Hans-Gerlach Woudboer +49 160 530 1809
5
WhaleCurve can show Customer, Products, Channel , Activity, or any other desired
Dimensional Profitability
The example of a customer WhaleCurve is shown
The X. axis shows the customer , the left y-axis shows your sales volume reflecting the bars, the right Y. axis shows the cumulative customer profitability reflecting the green and blue red line.
The green blue cut point depicts where 80% of the total profitability was made on how many customers ( very often 20% of the customer make 80% of your profit)
The blue regime shows those customers make you 80% to 100% profit
The red regime shows which customers destroy your profit.
RapidBusinessModeling Hans-Gerlach Woudboer +49 160 530 1809
6
Whale Curve
RapidBusinessModeling Hans-Gerlach Woudboer +49 160 530 1809
7
Loss of Profit
Dep
ende
nce
on C
usto
mer
Dependence on Customerversus Loss of Profit
RapidBusinessModeling Hans-Gerlach Woudboer +49 160 530 1809
8
Potentializer
Potentializer perspective by customer and product Gap-analysis of prices and costs. The basis of holistic and significant profit improvement!
RapidBusinessModeling Hans-Gerlach Woudboer +49 160 530 1809
9
RapidBusinessModeling Hans-Gerlach Woudboer +49 160 530 1809
10
RapidBusinessModeling Hans-Gerlach Woudboer +49 160 530 1809
11
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
RapidBusinessModeling Hans-Gerlach Woudboer +49 160 530 1809
12
Performance Management Suite
RapidBusinessModeling Hans-Gerlach Woudboer +49 160 530 1809
13
Profitability Improvement Process
Build model and measure performance of period1
Potentializer opportunities are simulated Use GSO* for optimal process
changes while maximizing profits subject to given constraints
Results are added to enterprise model used for future scenario
New model for new period and optimized conditions shows performance gains Less profit erosion Reduced dependencies on
customers*GSO=Global Search Nonlinear Optimization Technology
RapidBusinessModeling Hans-Gerlach Woudboer +49 160 530 1809
14
Our Approach and Performance
Build a multi-dimensional enterprise business model for your company
Performance measurement by a WhaleCurve and Potentializer shows where you stand and what are your chances for improvement
Performance Management Suite shows all business model details
Low hanging fruits are revealed and can be captured Potentializer identifies best routes for changes Global Search Nonlinear Optimization Technology applied to
identified opportunities provides best answers for change Conservatively improve your bottom-line by 3- 6% of revenue
RapidBusinessModeling Hans-Gerlach Woudboer +49 160 530 1809
15
One-day workshop and focused Customer Profitability Analysis 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 potential advantages
All data based on management interviews
A detailed RapidBusinessModel can be built at an competitive price within weeks Presented to Management with proposed action for change Performance Management Suite enables access to all
results Precondition:
Access to data and model owner as coordinator
RapidBusinessModeling Hans-Gerlach Woudboer +49 160 530 1809
16
Resources and Data
Commitment and Ownership of Management Management Steering Committee to report to A Model Owner and Coordinator Data
Accounting Costs and Income Statement/General Ledger Organizational and Process Charts Personnel File Transactional Business Data for Activity Driver Creation Customer, Products, Volume, Net Revenue, Markets.. For Mfg: Production Details
Line, Product1-n, Volume, produced from to Raw materials and product recipe
RapidBusinessModeling Hans-Gerlach Woudboer +49 160 530 1809
17
References
Technische Glaswerke Ilmenau
Evonik-Degussa
Calpam a Kuwait Petroleum Company
A Medical Care Company