Frequently Asked Questions
Here is a selection of the most common question our customers ask. If you do not find the answer to your question please call Cozmix +1-407-901-4645.
What Level of Improvement in Profitability Could We Expect From Using the SizeMix Process?
Based on Cozmix’ SizeMix consulting projects, the improvement in projected three year profitability is usually in the range +2% to +50%, with the average being +14%. So this means that a company with a turnover of US$500 million, and profits of US$150 million could reasonably expect a 10% increase in projected three year profitability or US$45 million over three years by using the SizeMix Process. Does this sound high? It is high since – but it’s also real. For many companies the Sales Force is the most important link between them and their customers. If you can optimize the number of rep and the time spent selling each product the different it can make to the growth profile of a company can be quite profound.
We Don’t Have Great Data – Will We Still Benefit from the SizeMix Process?
Cozmix has successfully used the SizeMix Process in data poor countries such as India, China and Indonesia. The minimum data requirements to run a successful SizeMix Process are:
- List of Customers
- Product Sales
- Product Spend
- Gross Margin
- Annual cost of a Sales Rep
Naturally the better the data and forecasts the more accurate the results. However, imperfect data is a poor excuse for no analysis and perfect data is seldom, if ever, available. If no sales force sizing and resource analysis is carried out it is likely the sales force size will, by default, not change and the reps themselves will most likely decide which products they promote. The point here is that all companies must decide on the sales force size and effort allocation. The SizeMix Process provide a rational framework for making this decision using the current set of assumptions. As new information becomes available and the assumptions change, SizeMix can quickly and easily evaluate the rational response to the new information. Call Cozmix now for a no obligation discussion about your data and how it could be used in a SizeMix Process (+1-407-901-4645).
How Many Copies of SizeMix and CallMix Will We Need?
Most clients license one or two copies of CallMix and SizeMix for each country. Both CallMix and SizeMix export data collection templates to Microsoft Excel. These can be sent to the relevant stakeholders (e.g. a product managers) who can use Excel to enter their data and then send it back to re-import back into CallMix or SizeMix. This means that most people involved in the data collection do not require their own copy of SizeMix or CallMix.
I Think Our Sales Force is About the Right Size – So Why Should We Use The SizeMix Process?
A couple of points – firstly, even when the SizeMix Process suggest that additional reps are required, the optimization of the effort allocation across the product portfolio normally accounts for at least 60% of the projected upside. If you don’t have the reps selling the right products to the right customer, it doesn’t matter how many reps you have, you will not be maximizing your upside opportunity. So, even if you do have the right number of reps, optimizing the rep resource allocation can yield significant increases in profitability.
Secondly, how do you know you have the right sales force size? It’s such a critical question that can have such a profound impact on the success of a business that it deserves to be revisited regularly using a robust decision process such as the SizeMix Process.