CMP PDF

Customer Profitability
Analysis and Improvement
We Improve Profitability
September 2010
Hans-Gerlach Woudboer
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
RapidBusinessModeling Hans-Gerlach
Woudboer +49 160 530 1809 2
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
Woudboer +49 160 530 1809 3
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
Woudboer +49 160 530 1809 4
Customer WhaleCurve
Woudboer +49 160 530 1809 5
Customer WhaleCurve
Woudboer +49 160 530 1809 6
Customer WhaleCurve green-blue cut point
This example shows: 9 % of all customers make a profit of 203 % of IBIT

Woudboer +49 160 530 1809 7
Customer WhaleCurve Customer0236
Woudboer +49 160 530 1809 8
Product WhaleCurve Customer0236
Product profitability of Customer0236

 Shows 3-dimensional profile of customers
Woudboer +49 160 530 1809 9
Product WhaleCurve
Woudboer +49 160 530 1809 10
Product WhaleCurve
Woudboer +49 160 530 1809 11
Potentializer
 Potential show best route for profitability improvements
 Potentials go beyond the red line regime of the WhaleCurve
Woudboer +49 160 530 1809 12
Product view of potentials
Woudboer +49 160 530 1809 13
Profit Potential Amount vs Volume
Woudboer +49 160 530 1809 14
UnitProfit vs Volume
Woudboer +49 160 530 1809 15
UnitCosts vs Volume
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Price vs Volume
Woudboer +49 160 530 1809 17
From GL to Products, Lines, Customer
Woudboer +49 160 530 1809 18
From GL to Whale Curve
Woudboer +49 160 530 1809 19
Woudboer +49 160 530 1809 20
Enterprise CLV Performance Overview after Simulation
WhaleCurve 2008-2012
Woudboer +49 160 530 1809 21
Potentializer
 Potentials show best

route for improvements
 Go beyond red part of
WhaleCurve
 Based on Gap-Analysis
Woudboer +49 160 530 1809 22
Potentializer
HealthcareFacilitiesAG
Woudboer +49 160 530 1809 23
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
Woudboer +49 160 530 1809 24
Woudboer +49 160 530 1809 25
Performance Management Suite
Woudboer +49 160 530 1809 26
PricingSuite
Woudboer +49 160 530 1809 27
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

Woudboer +49 160 530 1809 28
 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
Woudboer +49 160 530 1809 29
References
A Medical Care Company
Woudboer +49 160 530 1809 30
Contact
RapidBusinessModeling
Plittersdorfer Str 49
53173 Bonn
Hans@RapidBusinessModeling.com
www. RapidBusinessModeling.com
Fon +49 160 530 1809
Fax +49 228 286 4304
Woudboer +49 160 530 1809 31

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Customer Profitability

Analysis and Improvement

 We build multi-dimensional enterprise models

 Customer Profitability Analysis often shows:

 Hence: there are customers which dramatically destroy

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

Product profitability of Customer0236

 Potentials show best

 A detailed Multi-Dimensional Enterprise Model

 allowing Management to simulate future Customer

 Can be built based on Enterprise data within weeks

 Passionate about Customer-Profitability-

A Medical Care Company

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