A leading regional consumer goods company contracted Miebach Consulting to maximize sales utility, seeking an optimum balance between customer attention costs and their purchasing potential. Miebach provided a complete analysis of the market situation, including the strategy and structure of the sales area as well as the optimization of retail distribution costs, which led to the design of a new customer service model.
Identify actual profitability of each customer, based on attention cost
Optimize the dry, cold and frozen product distribution networks
Validate the customer service model, based on brands
Realized 4% increase in top net margin
Reduction of over 20% in distribution costs
Aligned optimum route to market with potential of each market and customer