Ieg201602 share shwetha kasturirangan_account level profitability
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Gaining Competitive Advantage Through Account Level Profitability Swetha Kasthurirangan Analytics Manager WellsFargo
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Transcript of Ieg201602 share shwetha kasturirangan_account level profitability
Gaining Competitive Advantage Through
Account Level ProfitabilitySwetha Kasthurirangan
Analytics ManagerWellsFargo
GAINING COMPETITIVE ADVANTAGE THROUGHACCOUNT LEVEL PROFITABILITY
Swetha KasthuriranganFinance & Analytics ConsultingWells Fargo Centre
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HOW CAN YOU MEASURE THE VALUE OF YOURCUSTOMERS
Account Level Profitability
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SOME CUSTOMERS ARE MORE IMPORTANTTHAN OTHERS…
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Look, let me get back to you while I find out how important you are
Credit : Morris cartoons content
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IDENTIFYING THE PRIVILEGED CUSTOMERS
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COMPONENTS OF ALP
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Revenue Items
Cost Items
Loss
HOW TO SCALE THE ALP Identify the low hanging
fruits in the costs Nebulous costs later Identify surrogates for costs
in some cases Involve the whole company Lowest granular method for
allocation Business analyst who
understands business,operations, and can numbercrunch logically
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CHALLENGES IN CREATING ALP
There is no single customer profitability number– Anonymous
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CURRENT APPLICATIONS OF ALP
Who do we target What do we give them How do we service them Who we do not want to be our customers
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Q & A : THANK YOU
Don’t be seduced into thinking that what does not make a profit is without value – Arthur Miller
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Image Credit : Cartoonstock.com
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