Bruce Merrifield
Bruce Merrifield has served as a consultant for the world of independent distribution channels since January 1980. He is widely recognized as a pioneering authority on both “Cost-To-Serve Economics” and “Line-Item, Profit Analytics Management” for distributors. His “Strategic Insights for Distributors” essay series reflect this work. For more information, visit http://www.merrifieldact2.com. Contact him at bruce@merrifield.com.
ARTICLES
Are Small HVAC Customers with Unprofitable Order Sizes Doing More Damage than Good?
Ensure cost-to-serve dollars are not exceeding gross profit dollars
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Unmasking the Mystery of Fill-rate Economics
What’s the optimal target fill-rate percentage that balances declining service value to customers with increasing ROI?
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The Clone Formula: How Amazon is Selling Equal or Better Quality for 50% Less
Why your guaranteed, customer-tuned, HVAC distribution service metrics must become your new brand
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How HVACR Distributors Can Overcome Online Price Shoppers
One option is to unbundle services for fees with buying rebate possibilities
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Six Steps to a More Customer-centric Sales Force
Analyzing your sales reps to ensure you’re getting the best bang for the buck
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Identifying and Utilizing Your Highest Profit Value Accounts
Believe it or not, the top 2 percent of your accounts range widely in net profitability
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High-margin Counter Sales Aren’t Profitable
Strive to provide the analytical clarity to move every customer to become net-profitable
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Dump the Dumb Stuff and Boost Your Profits
Do you know your firm’s No. 1 one dumb, unprofitable activity?
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