Precisely determining your organization’s cost-to-serve will help your company remain profitable in the wake of increased competition and industry consolidation.

Knowing how much your company spends to deliver quality services and goods is crucial in setting up your supply chains. A clear cost-to-serve picture produces a host of benefits, including the creation of new sales channels and the improvement of your logistics to accelerate deliveries.

Why Is Cost-to-Serve Important?

An accurate understanding of your cost-to-serve provides your organization not only visibility into crucial operational expenditures, but also a clear understanding of service expectations from both management and the consumer. Such clarity makes it easy to form and execute a framework for segmentation based on products, customers, shipping lanes, etc.

In determining cost-to-serve, it is important to identify those customers of yours who order frequently with the highest number of order lines. (The more frequently they order, the more time and attention they take from your CSRs.) This enables you to target who to onboard first. You can formulate strategies, create new service levels, or make the necessary adjustments to your existing setup based on these customers.

However, recognizing who your biggest customers are can be a challenge.

The Right Technology for the Job

Conexiom’s Sales Order Analytics solution provides you with the program to:

  1. Quickly pinpoint your customers who order the most frequently
  2. Analyze all the data you need to determine the burden of manual processing
  3. Accurately calculate your cost-to-serve.

It’s available as a stand-alone platform. However, it derives greater value for high volume customers when paired with Conexiom’s Sales Order Automation solution.

Developing accurate cost-to-serve analytics enables enterprises to dig deep per customer group or account, gauging and analyzing both the income and overhead processing costs associated with each account. This is essential as not all customers maintain the same business processes as when they were first defined. Exceptions and error handling involved with managing the customer’s business may ultimately impact productivity and profitability.

Conducting cost-to-serve analytics enables businesses to recognize both the most valuable customers and accounts that are a burden on productivity. Businesses are then able to adjust sales strategies accordingly. Moreover, they can reallocate resources to improve profitability, all while offering a personalized buying experience. This can increase profits by up to 20%.

Completing the Analysis

Analyzing both structured and unstructured data from all touch points in the supply chain can reveal the true costs to business associated with serving each account. Comparing these costs with the value the sales team provides allows businesses to fully understand true cost-to-serve. Businesses can then prioritize their efforts and adjust their order channels to improve overall operational efficiency and customer engagements, as not all customers or transaction platforms are created equal.

Determining an enterprise’s cost-to-serve requires unhindered visibility into all stages of the supply chain. There is no absolute visibility without digital transformation. To get the full picture of your company’s cost-to-serve, your company has to transform and embrace modern business processes.

Implementing digital transformation correctly affords your organization a comprehensive overview of customer purchasing habits and employee value. The valuable insights from a cost-to-serve analysis enables businesses to personalize customer experience and maintain efficient buyer-seller relationships. Ultimately, it also boosts profitability in an ever-changing digital landscape.

Conclusion

Sales order automation introduces various advantages for manufacturers and distributors seeking to optimize the functioning of their supply chain – without compromising the accuracy of order details. Sales order analytics allows enterprises to get a much clearer picture of their cost-to-serve situation.

With touchless sales order automation, manufacturers and distributors get a powerful AI-driven platform. This platform drastically speeds up the processing of sales orders. Sales order automation also generates revenue, by significantly increasing order processing capacity, and enabling companies to deploy their CSRs to high-value customer-facing roles.