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  • 6 Areas To Think About When Deciding What To Sell

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    Wilson Perumal & Company
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    When the topic of portfolio optimization is brought up, the default position of many companies is to simply focus on “chopping off the tail” and eliminating the typically large number of low volume, unprofitable products or services. This is relatively easy to do, but it usually ends up resulting in little to no benefit. In fact, true portfolio optimization is a much deeper exercise involving a multi-faceted, strategic look at a company’s offerings. Many factors weigh on the decision to cut or keep a SKU, but rarely are all factors considered in unison. WP&C has developed a proven methodology that focuses on understanding six different facets that impact the shape of a portfolio and then triangulating to arrive at the optimal portfolio mix.

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    When the topic of portfolio optimization is brought up, the default position of many companies is to simply focus on “chopping off the tail” and eliminating the typically large number of low volume, unprofitable products or services. This is relatively easy to do, but it usually ends up resulting in little to no benefit. In fact, true portfolio optimization is a much deeper exercise involving a multi-faceted, strategic look at a company’s offerings. Many factors weigh on the decision to cut or keep a SKU, but rarely are all factors considered in unison. WP&C has developed a proven methodology that focuses on understanding six different facets that impact the shape of a portfolio and then triangulating to arrive at the optimal portfolio mix.

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    Attribution Non-Commercial (BY-NC)
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    40 vizualizări1 pagină

    6 Areas To Think About When Deciding What To Sell

    Încărcat de

    Wilson Perumal & Company
    When the topic of portfolio optimization is brought up, the default position of many companies is to simply focus on “chopping off the tail” and eliminating the typically large number of low volume, unprofitable products or services. This is relatively easy to do, but it usually ends up resulting in little to no benefit. In fact, true portfolio optimization is a much deeper exercise involving a multi-faceted, strategic look at a company’s offerings. Many factors weigh on the decision to cut or keep a SKU, but rarely are all factors considered in unison. WP&C has developed a proven methodology that focuses on understanding six different facets that impact the shape of a portfolio and then triangulating to arrive at the optimal portfolio mix.

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    din 1

    Spotlight

    What is the Six-Facet Approach?


    When the topic of portfolio optimization is brought up, the default position of many companies is to simply focus on chopping off the tail and eliminating the typically large number of low volume, unprofitable products or services. This is relatively easy to do, but it usually ends up resulting in little to no benefit. In fact, true portfolio optimization is a much deeper exercise involving a multi-faceted, strategic look at a companys offerings. Many factors weigh on the decision to cut or keep a SKU, but rarely are all factors considered in unison. WP&C has developed a proven methodology that focuses on understanding six different facets that impact the shape of a portfolio and then triangulating to arrive at the optimal portfolio mix.

    Six-Facet Approach to Portfolio Optimization

    not considered early enough in the process. Any one perspective does not provide enough insight for successful portfolio optimization - success requires the crossfunctional view of our Six-Facet Approach. It is better to have an 80% view across all facets (an achievable level of understanding) than a 100% view on just one or two facets.

    Benefits were identified as primarily being working capital reductions, with significant improvements in inventory and productivity. The result: a rapid answer in 6 weeks with considerable bottom-line benefits to the company.

    Example of how the Six-Facet Approach is used


    A consumer goods company used the framework to quickly eliminate 25% of their portfolio. The company used WP&Cs Square Root Costing methodology to understand true profitability, and worked with the sales team to assess coverage and opportunities for substitutability.

    WP&C has developed a proven methodology that focuses on understanding six different facets that impact the shape of a portfolio and then triangulating to arrive at the optimal portfolio mix.

    What is the firms value proposition? How does the firm compete? How does the SKU variety affect process performance and cost? How many SKUs can the process support?
    Op O ps s/p /Pro roc ce es ss s
    Strategy
    Co ve

    Why is the Six-Facet Approach important?


    Decisions made in a silo, without the benefit of broader perspective, can have damaging effects. This concept holds true when evaluating your portfolio. While it is certainly important to leverage true product profitability as a tool (see Complexity Costs Spotlight), limiting your vantage point to just the financial picture may result in making decisions that undermine the overall strategy. Also, many portfolio optimization efforts break down in the implementation phase because a critical perspective for example, the realization of benefits was

    Where does the product line overlap (i.e., substitutability)? Where are there gaps?
    rag e

    Integration framework
    Pr o

    Where will benefits be realized? From where will costs be extracted post portfolio rationalization?

    tab

    Which products are profitable?


    After After

    ilit

    Figure 1. Six-Facet Approach Framework

    Be ne ts

    Breakdpoints

    complexity adjusted costing? taking an incremental view?

    At what levels of SKU reduction are disproportionate benefits realized?

    Wilson Perumal & Company, Inc. Two Galleria Tower 13455 Noel Road, Suite 1000 Dallas, TX 75240

    Wilson Perumal & Company, Ltd. 100 Pall Mall London SW1Y 5NQ, United Kingdom

    www.wilsonperumal.com

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