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will be noti ed if it is necessary to replenish products in inventory. Billing will be noti ed to bill the customer. Using this system, the following things will happen: The customer will save money: It no longer has to manage its warehouses, nor does it have to pay for any inventory until that inventory is actually used. This is a very large dollar saving to the customer. The retention rate for customers using this system will approach 100 percent. Customers spending on your products will also substantially increase, since, if they like the system, they may begin to shift to your company s products instead of competitors . Your costs will not increase. Of course, you have to maintain inventory at remote sites, but you were doing that anyway. We assume that your customers already have an inventory system that keeps track (using bar codes) of the disposition of each product in the warehouse. You can use the Web to poll this system and get hourly reports on the movement of inventory. You have to add the vendor-managed inventory software, which Does the hourly polling of inventory status at each customer site Automatically replenishes products when they run low and recalls products when they are not moving Forecasts usage and automatically increases or decreases minimum stock quantities Automatically bills the customer for products taken off the shelves Provides complete reports for you and for all your customers Table 9-8 shows what your 400 best customers will look like before you introduce vendor-managed inventory. What does VMI cost That depends on the complexity of your operation. Let s assume that it costs $1 million to set it up, which annualizes to $350,000 per year, as shown in Table 9-9. What could happen to the 400 best customers who adopt this system See Table 9-10. The effect of the new system on total pro t
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Table 9-8 Base LTV
Year 1 Retention rate Customers Annual spending Revenue Costs Operating costs Acquisition cost ($400) Marketing cost ($50) Web site costs Total costs Pro t Discount rate NPV of pro t Cumulative NPV of pro t Lifetime value 75% 400 $50,000 $20,000,000 70% $14,000,000 $ 160,000 $ 20,000 $ 270,000 $14,450,000 $5,550,000 1.10 $5,045,455 $5,045,455 $12,613.64 Year 2 80% 300 $52,000 $15,600,000 68% $10,608,000 $ 15,000 $ 270,000 $10,893,000 $4,707,000 1.19 $3,955,462 $9,000,917 $22,502.29 Year 3 85% 240 $64,000 $15,360,000 67% $10,291,200 $ 12,000 $ 270,000 $10,573,200 $4,786,800 1.28 $3,739,688 $12,740,604 $31,851.51
Table 9-9 Annual Costs of VMI Software
Software development Annualized $1,000,000 $350,000
Table 9-10 Improved LTV
Year 1 Retention rate Customers Annual spending Revenue Costs Operating costs Acquisition cost ($400) Marketing cost ($50) Web site costs VMI costs Total costs Pro t Discount rate NPV of pro t Cumulative NPV of pro t Lifetime value 90% 400 $54,000 $21,600,000 70% $15,120,000 $ 160,000 $ 20,000 $ 270,000 $ 350,000 $15,920,000 $5,680,000 1.10 $5,163,636 $5,163,636 $12,909.09 Year 2 93% 360 $56,000 $20,160,000 68% $13,708,800 $ 18,000 $ 270,000 $ 350,000 $14,346,800 $5,813,200 1.19 $4,885,042 $10,048,678 $25,121.70 Year 3 96% 335 $68,000 $22,766,400 67% $15,253,488 $ 16,740 $ 270,000 $ 350,000 $15,890,228 $6,876,172 1.28 $5,372,009 $15,420,688 $38,551.72
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Table 9-11 Pro t Gain with New System
Year 1 LTV after LTV before Increase With 400 customers $12,909.09 $12,613.64 $ 295.45 $ 118,182 Year 2 $25,121.70 $22,502.29 $ 2,619.40 $1,047,762 Year 3 $38,551.72 $31,851.51 $ 6,700.21 $2,680,084
for these top 400 customers is shown in Table 9-11. The result is a pro t of $2.6 million over 3 years. Do these numbers prove that Web pages for your best customers and vendor-managed inventory for your very best customers will work in your case Of course not. You will have to work out the numbers for yourself. What this chapter shows you is how to go about it. Develop tables like these for yourself to see if these systems will work. Then, if the numbers look good, go ahead and see if you can Find the software you need at a price that will make the numbers pro table. Sell your best customers on adopting such a system. This will be the most dif cult part of the job.
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