Most of my work serves to create a solid link between Sales and Marketing decisions and Supply Chain realities. Too often, the people working in these disciplines speak a different language, move in different circles, and make decisions which make life difficult for one another. Once costs are fully understood, the steps to improved profitability become clear.
For example, I can help you to:
TIGHTEN UP YOUR PRICING PRACTICES
The Problem:
Marketing and Sales must make pricing and program decisions without a full understanding of the cost to serve various customer types and order sizes
The Franklin Foodservice Solution:
We help you see the actual full cost to manage and fill orders of various types and sizes
The Result:
Price bracket structure, distributor allowances, contract prices and special programs can be based on reality, not a wild guess.
The Proof:
"Dave's work gave us a great new understanding of our costs and pricing opportunities. With his extensive foodservice background, he was able to help us develop a winning price strategy that has significantly boosted profits." - CEO, Mid-Sized Foodservice Manufacturer
TUNE UP YOUR REDISTRIBUTION PROGRAM
The Problem:
Manufacturers sometimes negotiate redistribution programs, but fail to understand and document the underlying financial support. Down the road, the value of the program often comes into question.
The Franklin Foodservice Solution:
After documenting your cost-to-serve for various order sizes, we look at revenue factors and customer purchase behavior to show what is really going on.
The Result:
We recommended adjustments in pricing practices, target customer definition, and allowance structure to get your entire organization aligned behind redistribution.
The Proof:
"Dave has a broad and deep understanding of the manufacturer/redistributor relationship. His work has brought new focus to our redistributor strategy, and greatly increased the value of our redistribution programs." - VP Sales and Marketing
TRIM DOWN YOUR PRODUCT LINE
The Problem:
New products and line extensions are introduced far faster than products are discontinued. The bloated product line makes inventory management more difficult, reduces sales and marketing focus, and adds cost.
The Franklin Foodservice Solution:
Follow an orderly process which combines financial analysis with marketplace realities to develop a sound portfolio management plan.
The Result:
A leaner, more profitable product line with better support from Operations, Supply Chain, Marketing, and Sales.
The Proof:
"Dave brings a clear end-to-end system which incorporates both hard data and the needs of Marketing and Sales so we can attack this issue and move on, instead of getting bogged down." - VP Foodservice
MANAGE YOUR REDI BUSINESS FOR CONTINUOUS GROWTH
The Problem:
Foodservice Sales, Marketing, and Supply Chain people often miss opportunities to build their business through redistribution because the sales data is "hidden" in their Sales systems. At the same time, problems such as declining customer counts, declining sales per customer, or non-target customers often go unaddressed because no one is aware of them until it's too late.
The Franklin Foodservice Solution:
RediMonitor™, a detailed quarterly look at the business done through redistribution by customer and key product line, with conclusions and recommendations based on quarter-to-quarter trends.
The Result:
Identification of customer count, volume and pricing trends, with specific action plans to build on success and head off issues before they become problems.
The Proof:
"RediMonitor™ gives us a whole new understanding of what is going on with our business, and provides tons of information to help us prepare for business meetings with our redistributor." - VP Foodservice
CUSTOMIZED SOLUTIONS FOR YOUR BUSINESS ISSUES
In addition, I’ve worked with a wide variety of Food Service clients who need help to pull off special projects, including:
- Consolidating Independent Divisions
- Due Diligence research on potential acquisitions
- Designing and simplifying data management processes
- Planning Support
- Project Management for big-picture initiatives
The "No Sales Pitch" Guarantee
If you're wrestling with a foodservice marketing issue, you can always call me to kick around ideas. If I can help you organize your thinking and get started down the right path, it's my pleasure to help. There's never any charge for talking on the phone!
