2019-05-21 Determining Cost-to-Serve Customers
Please join the CSCMP Roundtable and West Monroe for an evening discussion around cost-to-serve!
Business leaders tend to believe they know what it costs to serve their customers. But few business leaders can answer questions such as: Do you price and align service levels accordingly? Can you isolate margins at the product level? How do the different regions you serve impact your bottom line?
With the uncertainty of a possible downturn, businesses today need to be prepared to make smart cost decisions – which starts with understanding profitability by customer. Our panel will discuss how they’ve tackled the complexities of getting to customer-level margin data. Specifically, they will cover:
- How to tackle data challenges
- Balancing customer demands and pricing constraints with profitability
- Real life examples – including how a local 5 billion dollar company identified that the vast majority of profits came from only 3% of their customers.
Moderator: Laura Brizgis, West Monroe Partners
Laura Brizgis is a senior manager in West Monroe Partners’ Operations Excellence practice. She has over 10 years of experience delivering business transformations related to technology, supply chain, back-office operations, and data analytics for clients in the manufacturing, distribution, automotive, design, and retail industries.
Matt Garfield, Independent Supply Chain Consultant
Matt has extensive experience leading multi-national organizations through the development, implementation and execution of capabilities that position brands for growth, enable cost reduction, and improve operational execution. He has spent his career developing and driving efficiencies across the value chain, with extensive experience across the Retail, Consumer Packaged Goods, and Private Equity industries. This includes supporting several companies in the development of Cost-to-Serve applications that enable enhanced visibility to costs and support data-driven decision making across the enterprise. Prior to his current role, Matt was Director of Supply Chain Strategy at Ulta Beauty and was a Director of Retail and Consumer consulting at PwC.
Richard Sharpe, CEO, Competitive Insights (CI)
For the last 25 years, Richard has been passionate about driving business value through the adoption of process and technology innovations. His current focus is to support CI’s mission to empower companies with specific, precise and actionable cost and profit performance insights. CI delivers Enterprise Profit Management (EPM) solutions that enable cross-functional users to reduce costs and increase profitability. Prior to his current role, Richard was President of CAPS Logistics, the forerunner of supply chain optimization. Richard is a frequent speaker at national conferences and leading academic institutions. His current focus is to help executives improve their company’s competitive position by turning enterprise wide data from a liability to an asset in order to drive meaningful business analytics.
Laura Adams, Senior Director, Supply Chain Solutions, DSC Logistics
With over 12 years of experience in operations and logistics, she brings a consultative approach to collaborating with customers to optimize end-to-end supply chains. At DSC Logistics, Laura leads the design of innovative supply chain solutions that bring strategic value to DSC’s customers and prospective customers. She is responsible for guiding the Solutions team in collaborating with customers and cross–functional teams to ensure DSC solution designs are operationally and financially sound. She provides valuable input in creating the vision for the Supply Chain Solutions team as DSC evolves to meet changing customer needs whether through development of advanced analytics or insight on market intelligence.
John Weck, CFO, Liberty Advisor Group
John has twenty years of international management experience with an emphasis on driving enterprise value through strategic and operational improvements using data and analytics. His career has navigated through leadership roles in both operations and finance throughout the Global Supply Chain, including a mix of diverse functional roles across Marketing, Sales, Service, and Finance.
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