but have particular strengths and deep experience in the following markets:
Manufacturing - List price negotiations, segmentation, promotions, rebates, aged receivables,
shipping costs, surcharges, co-op advertising, and supplier discounts
Example: Strategically Priced New Product in Targeted Segment
- Compiled customer input and competitive information
- Utilized price/value mapping and activity based costing analysis to establish price
- Developed price/feature comparison tools for sales and customers
- Analyzed aged receivables and identified root causes
- Reduced billing errors and slow pay customers through process improvements
- Implemented new metrics, controls, and payments terms to sustain increased A/R turns
Example: Increased Fee Income by 26%+
- Performed detailed waterfall analysis on fees and mapped process
- Piloted new collection process, tools, and resources on aging fees
- Added resources and institutionalized process and metrics after successful pilot
Example: Improved Profitability by Increasing Lease vs Loan Penetration by 10%
- Performed product mix and profitability baseline analysis
- Utilized Six Sigma DMAIC approach to identify issues, best practices, and improvements
- Implemented new sales training, tools, metrics, and sales compensation plan
E-Commerce - List price negotiations, services, license & maintenance fees, and promotions
Example: Reduced Invoice Price Leakage vs List Price by 15%
- Quantified 28% price leakage due to excessive sales negotiations and discounting
- Identified products and salespeople with highest leakage through detailed analysis
- Implemented new authority levels, pricing, and metrics
Example: Generated $2M+ Revenue via New Bundled Offerings and License Fees
- Performed competitive analysis and price/value mapping
- Created new software and service bundled offerings and license fees
- Implemented new contracts, pricing, and product brochures for sales
Call for more examples on improving price and profitability
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