Randy MacLean, President — WayPoint Analytics
•profit analytics •profit training •profit-based comp •profit strategy •sales compensation design •Wholesale Distribution Industry •customer profitability ranking report •sales management styles in distribution •distribution industry intelligent pricing
Wednesday, May 16, 2018—The main reason why profit gains are so spotty is that sales managers are focused primarily on revenue and margin. With the advent of profit analytics, managers finally have the tools to reliably and consistently deliver profit increases from their territories.
In this 30-minute session, you'll see how managers use profit analytics to help their reps drive radical profit gains by carefully balancing volume, margin and service costs for every customer account. By using this highly-effective balanced approach, managers have been doubling and tripling territory profits.
Randy MacLean, President of WayPoint Analytics, shows the reports that a sales manager would use to work with sales rep when managing and improving their territory.
• Rep Metrics Report
• NBC 5x5
• Customer Metrics
• Rank by Profit Delta
For more information about Randy MacLean, visit: www.waypointanalytics.net
Beyond Business Intelligence
Randy MacLean explains the differences in business intelligence systems, and how to know what you're getting with each kind.
Getting a Deeper Understanding of Costs
Randy MacLean and Bruce Merrifield of WayPoint Analytics discuss different levels of cost analysis, and why deeper analytics can bring much greater benefits.
Optimizing Salesforce Pay Through Deep Data Analysis
Companies are developing more and more sophisticated approaches to sales compensation and here Bruce Merrifield and Randy MacLean examine the trends.
Webinar: Profit-Based Sales Incentives (part 1)
Webinar: Quantum Sales Compensation - How to Create a powerful new kind of sales incentive plan
Sales Force Specialization
Discussion of how the most successful companies are adopting specialized sales functions, achieving superior results.
Managing Product Line Profitability
Managing Product Line Profits shows how operations can have a significant impact on net profit and examines Peak Internal Profit, accumulated profit and more
9 Steps to More Profitable Relationships
Discussion about a 9-step process aimed at transforming a transactional relationship with an account into a partnership.
Profit Value-Based Customer Segmentation
Randy MacLean and Bruce Merrifield of WayPoint Analytics discuss profit value-based customer segmentation.
The Advantages of Segmentation
A discussion of the benefits of segmentation and how this approach can help distributors achieve far greater levels of profitability.
How to Turn Big Data Into Big Profits!
Top companies like Amazon can leverage big data to predict consumer buying habits. Bruce Merrifield discusses how you can do this too!
Gross Margin Percent: A Poor Indicator of Profitability
Most distributors have naturally occurring, high gross margin percentage accounts and high gross margin percentage (small dollar pick) SKUs.
Triage Customers & Set Priorities to Increase Performance
Randy MacLean and Bruce Merrifield sit down for a talk about the issues and opportunities, tactics and strategies for increasing profit performance.
Getting Your Salespeople to Negotiate Smarter
Using the negotiation process to achieve CTS savings, allowing you to offer your customers lower prices while leaving the table with a larger profit.
Cost-to-Serve Math: Why Gross Margin May Fool You Every Time
This video by Bruce Merrifield and Randy MacLean describes why you can't rely solely on gross margin to determine profitability.
The Changing Face of Sales
An in-depth look at some historical limitations to sales compensation, and why those factors no longer apply with the availability of LIPA.
Working on Your Best Accounts
What to do with your top accounts.
Gross Margin Fixation
A fixation on gross margin – without looking at cost-to-serve (CTS) – has blinded countless distributors and limited their ability to achieve profitability.
A WayPoint Client and Whale Curve Success Story
Learn how this distributor was able to massively ramp up its profitability even as it lost many of its customers.
Cost Structures: What Makes for a Good Sale?
Learn why distributors can't simply rely on gross margin when determining whether a sale will add to the bottom line.
Changing Sales Strategy Using LIPA
Randy MacLean talks about the emergence of a new sales strategy.
Why You Should Sweat the Small Deliveries
A discussion on how little extras can sometimes add up to a lot of infrastructure cost in wholesale distribution companies.
Why You Should Be Optimizing Inventory
Randy and Bruce explain why it's important to optimize inventory in the same way you optimize personnel and other resources toward the best profit opportunities
Using WayPoint's High Volume Account Report to Increase Profit
Randy discusses the benefits of the extraordinarily valuable High Volume Account Report.
Prioritizing Your Customers
A discussion of the perils of a cookie cutter approach when it comes to sales and service in the wholesale distribution industry.
How Customer Segmentation Unlocks Hidden Profits
Bruce Merrifield of WayPoint Analytics teaches the importance of customer segmentation and the insights it can offer your distribution company.
The Element of Pricing
It's not necessary to compete with AmazonSupply on pricing when you've got your ordering and delivery systems, fill rates and customer service at a high level.
Quantum Profit Management
Randy MacLean introduces the core principles of QPM and illustrates how it's the most effective way to run a business.
The Benefits of a Cost-to-Serve Math Program
Have you had trouble conveying the importance of CTS to your team? Learn how this course provides an affordable and convenient educational solution.
Why Come to APIC?
What is the value of the APIC conference for a business, and why does it stand out above other education programs?
Getting Results with a Customer Audit
Getting Results with a Customer Audit
Making Money by Giving Away Product
Bruce Merrifield and Randy MacLean discuss profit strategies for wholesale distributors that will raise their cost-to-serve and profits.
Webinar: How to Create a Sales Compensation Plan (pt 2)
Webinar: Quantum Sales Compensation Plan Part 2
Webinar: How to Create a Sales Compensation Plan (pt 3)
Webinar: Quantum Sales Compensation: Designing Your Plan
Webinar: How to Create a Sales Compensation Plan (pt 4)
Webinar: Quantum Sales Compensation for the Wholesale Distribution Industry: Launching Your Plan