Course Description

When a distributor starts working with a Cost-to-Serve model for every line-item, order, customer, etc., the analytical results can be shocking. Few can quickly comprehend how, for example:

  • A big-sales customer that provides lots of gross-margin dollars and compensation for some Rep is actually a big net-profit dollar loser
  • That most big-losing accounts are actually killing themselves with too much purchase activity and downtime cost by buying too many small-dollar picks and orders
  • That you can use the customer’s own statistical buying data to zero in on replenishment re-tuning solutions that will reduce big hidden costs for both parties: Turn a lose-lose into a win-win
  • And, that some customers will be so grateful that they will reward you with much more sales volume (on a profitable basis!)

This video-based-series of 50 lessons with workbook exercises is designed to gently and respectfully enlighten sacred old success beliefs that every employee has with CTS-Math facts. The goal is get 100% understanding of what the economic upside benefits are to all four stakeholder groups: employees, customers, shareholders and suppliers. And, to increase the courage, confidence and conviction to fully support the pursuit of all of the new strategies that CTS-Math reveals and supports.

The instructor edition is designed to provide an internal champion with the support tools necessary to successfully facilitate each lesson within his or her organization.

President, The Merrifield Consulting Group

Bruce Merrifield

High performance service management expertTurn-around advisor for wholesale distribution companies and channelsBruce started his consulting practice for the world of independent distribution channels in January of 1980, after having spent 8 years working for a growth-by-acquisition chain of distribution companies with 300 employees. During his time with that company, he: rose through the ranks; quarterbacked turnarounds for 4 acquisitions; and was the chief operating officer for his last two years.In 1983, Bruce bought Clark Security Products, a San Diego distributor which then had $7 million in sales. He turned around Clark, installed a high-performance culture and then recapitalized it to put a younger brother in charge in 1989. Clark grew organically to over $150MM in sales and about 350 employees and was sold to Anixter Corp. in December, 2010. Over the years, Bruce has given countless speeches to well over 100 trade associations, as well as many of the world’s largest corporations with many repeat assignments along the way. He has written over 100 articles that have been published in trade magazines that you have never heard of. He authored a book entitled “Electronic Commerce for Distribution Channels” in 1999, which sold through three printings by the publishing arm of the National Association of Wholesale-distributors (NAW). Bruce has been and currently is a formal advisor or board member for many firms and provides specific, strategic advice to many more on a regular basis. He has done several, contract turnaround projects in which he has worked with existing management throughout. And, he is currently working on two separate, but related start-ups that leverage software-as-a-service technology to create new business models for distributors. Other than that, Bruce has two wonderful kids, lives in Coconut Grove, FL and plays a good game of tennis. In a previous life, Bruce graduated from Princeton with a BA in biochemistry and Harvard Business School with an MBA.

Course curriculum

  • 2

    PART 1

    • Part 1 Instructor Guide

  • 3

    Lesson 1: New Terms

  • 4

    Lesson 2: The Profit-Loss Financial Statement (VEE)

    • Video Questions

    • Video: P&L Statement (VEE)

    • Discussion Preparation for Instructor

    • Discussion Questions

    • Resources

  • 7

    Lesson 5: SKU Whale Curve: Beef or Fix

    • Video Questions

    • Video: SKU Whale Curve: Beef or Fix

    • Discussion Questions

    • Resources

  • 8

    Lesson 6: Customer Whale Curve: New Play Results

    • Video Questions

    • Video: Customer Whale Curve Changes over 24 Months

    • Discussion Questions

    • Resources

  • 9

    Lesson 7: Different Peak Internal Profits for Different Whale Curves

    • Video Questions

    • Video: Different Peak Internal Profits for Different Whale Curves

    • Discussion Questions

    • Resources

  • 10

    Lesson 8: Customer Whale-Curve Blind Spots

    • Video Questions

    • Video: Customer Whale-Curve Blind Spots

    • Discussion Questions

    • Resources

  • 11

    Lesson 9: Customer-Niche Profit-Rankings

    • Video Questions

    • Video: Customer-Niche Profit-Rankings

    • Discussion Questions

    • Resources

  • 12

    Lesson 10: Customer-Niche Profit-Rankings: Results 12-24 Months Later

    • Video Questions

    • Video: Customer-Niche Profit-Rankings: Results 12-24 Months Later

    • Discussion Questions

    • Resources

  • 13

    PART 2

    • Part 2 Instructor Guide

  • 14

    Lesson 11: CTS Plays to Benefit You (Case Study)

    • Video Questions

    • Video: CTS Plays Benefit You - Case Study Results

    • Discussion Questions

    • Resources

  • 15

    Lesson 12: Stakeholders All-Win Ideas

    • Video Questions

    • Video: Stakeholders All-Win Ideas

    • Discussion Questions

    • Resources

  • 16

    Lesson 13: Help to Earn Premium Job-Niche Compensation

    • Video Questions

    • Video: Help to Earn Premium Job-Niche Compensation

    • Discussion Questions

    • Resources

  • 17

    Lesson 14: Supply and Demand for Labor Sets Job-Niche Wages

    • Video Questions

    • Video: Supply and Demand for Labor Sets Job-Niche Wages

    • Discussion Questions

    • Resources

  • 18

    Lesson 15: Rethink Hire Cheap (and Work them Hard)

    • Video Questions

    • Video: Rethink: Hire Cheap (and Work them Hard)

    • Discussion Questions

    • Resources

  • 19

    Lesson 16: Financial Reporting Limitations

    • Video Questions

    • Video: Financial Reporting Limitations

    • Discussion Questions

    • Resources

  • 20

    Lesson 17: Finance-Based Traditional Beliefs v. Costco/McDonald’s Economics

    • Video Questions

    • Video: Finance-Based Traditional Beliefs v. Costco/McDonald’s Economics

    • Discussion Questions

    • Resources

  • 21

    PART 3

    • Part 3 Instructor Guide

  • 22

    Lesson 18: GM% Fixation

    • Video Questions

    • Video: Reflection upon GM% Fixation

    • Discussion Questions

    • Resources

  • 23

    Lesson 19: Pros for Sneaking up Prices

    • Video Questions

    • Video: Pros for Sneaking up Prices

    • Discussion Questions

    • Resources

  • 24

    Lesson 20: Cons for Selling Higher

    • Video Questions

    • Video: Cons for Selling Higher

    • Discussion Questions

    • Resources

  • 25

    Lesson 21: Confusing, Un-Believable CTS Results!

    • Video Questions

    • Video: Confusing, Unbelievable CTS Results!

    • Discussion Questions

    • Resources

  • 26

    Lesson 22: CTS Modeling Guidelines

    • Video Questions

    • Video: CTS Modeling Guidelines

    • Discussion Questions

    • Resources

  • 27

    Lesson 23: Old Beliefs Renewal Agenda

    • Video Questions

    • Video: Old Beliefs Renewal Agenda

    • Discussion Questions

    • Resources

  • 28

    PART 4

    • Part 4 Instructor Guide

  • 29

    Lesson 24: Be Kind to The Elephant in the Room

    • Video Questions

    • Video: Be Kind to The Elephant in the Room

    • Discussion Questions

    • Resources

  • 30

    Lesson 25: Financial Percentages versus Extreme Contrasts

    • Video Questions

    • Video: Financial Percentages v. Extreme Contrasts

    • Discussion Questions

    • Resources

  • 31

    Lesson 26: CTS as 22% of Sales versus Two Extreme Order Scenarios

    • Video Questions

    • Video: CTS as 22% of Sales versus Two Extreme Order Scenarios

    • Discussion Question

    • Resources

  • 32

    Lesson 27: Good-Bad Customer Twins

    • Video Questions

    • Video: Good-Bad Customer Twins

    • Discussion Questions

    • Resources

  • 33

    Lesson 28: Zero-Inventory Plumbing Contractor

    • Video Questions

    • Video: “Zero-Inventory” Plumbing Contractor

    • Discussion Questions

    • Resources

  • 34

    Lesson 29: 4-View, Big-Customer (Re)Tunings

    • Video Questions

    • Video: 4-View, Big-Customer (Re) Tunings

    • Discussion Questions

    • Resources

  • 35

    Lesson 30: Narrow Focus versus Total System

    • Video Questions

    • Video: Narrow Focus v. Total System

    • Discussion Questions

    • Resources

  • 36

    Lesson 31: Plumbing Contractor Solution?

    • Video Questions

    • Video: Plumbing Contractor Solution?

    • Discussion Questions

    • Resources

  • 37

    Lesson 32: Case, Big-Losing SKU

    • Video Quesions

    • Video: Case, Big-Losing SKU

    • Discussion Questions

    • Resources

  • 38

    Lesson 33: Wheel of Learning - Small Bets for Contractor(s)

    • Video Questions

    • Video: Wheel of Learning. Small Bets for (Plumbing) Contractor(s)

    • Discussion Questions

    • Resources

  • 39

    Lesson 34: Two Reps versus 22% Operating Costs

    • Video Questions

    • Video: Two Reps v. 22% Operating Costs

    • Discussion Questions

    • Resources

  • 40

    Lesson 35: GM% and Branch Profitability

    • Video Questions

    • Video: GM% and Branch Profitability

    • Discussion Questions

    • Resources

  • 41

    Lesson 36: Fulfillment People Costs Fixed?

    • Video Questions

    • Video: Fulfillment People Costs Fixed?

    • Discussion Questions

    • Resources

  • 42

    Lesson 37: FTEEs Hidden Flexibility

    • Video Questions

    • Video: FTEEs Hidden Flexibility

    • Discussion Questions

    • Resources

  • 43

    Lesson 38: Year-over-Year Profit Changes: Win on Positive Turnovers

    • Video Questions

    • Video: Year-over-Year Profit Changes: Win on Positive Turnovers

    • Discussion Questions

    • Resources

  • 44

    Lesson 39: Two Ways to Grow GM$ per FTEE

    • Video Questions

    • Video: Two Ways to Grow GM$/FTEE

    • Discussion Questions

    • Resources

  • 45

    Lesson 40: Overview: Dominating Target, Customer Niches versus Minnows

    • Video Questions

    • Video: Overview: Dominating Target, Customer Niches v. Minnows?

    • Discussion Questions

    • Resources

  • 46

    Lesson 41: Overcoming Objection: “But, We Need All Minnows, Because…”

    • Video Questions

    • Video: “But, We Need All Minnows, Because…”

    • Discussion Questions

    • Resources

  • 47

    Lesson 42: More Reasons We Like Minnows

    • Video Questions

    • Video: More Reasons We Like Minnows

    • Discussion Questions

    • Resources

  • 48

    PART 5

    • Part 5 Instructor Guide

  • 49

    Lesson 43: Summary of Plays to Grow Value and GM$/FTEE While Lowering CTS

    • Video Questions

    • Video: Summary of Plays to Grow Value and GM-$s/FTEE While Lowering CTS

    • Discussion Questions

    • Resources

  • 50

    Lesson 44: Your New CTS Responsibilities and Learning Tools

    • Video Questions

    • Video: Your New CTS-Responsibilities and Learning Tools

    • Discussion Questions

    • Resources

  • 51

    Lesson 45: True-New x Rules of 5-7 and 1-10

    • Video Questions

    • Video: True-New x Rules of 5-7 and 1-10

    • Discussion Questions

    • Resources

  • 52

    Lesson 46: Wheel of Learning; Innovation Meme (Again in more depth)

    • Video Questions

    • Video: Wheel of Learning; Innovation Meme (Again in more depth)

    • Discussion Questions

    • Resources

  • 53

    Lesson 47: 5-Why Analysis; Fishbone Diagrams; and “the Vital Few”

    • Video Questions

    • Video: 5-Why Analysis; Fishbone Diagrams; and “the Vital Few”

    • Discussion Question

    • Resources

  • 54

    Lesson 48: Published Praising Statements

    • Video Questions

    • Video: Published Praising Statements

    • Discussion Questions

    • Resources

  • 55

    Lesson 49: Finito! Congratulations!

    • Video Questions

    • Video: Finito! Congratulations!

    • Discussion Questions

    • Resources

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