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
Randy MacLean explains the differences in business intelligence systems, and how to know what you're getting with each kind.
Randy MacLean and Bruce Merrifield of WayPoint Analytics discuss different levels of cost analysis, and why deeper analytics can bring much greater benefits.
Companies are developing more and more sophisticated approaches to sales compensation and here Bruce Merrifield and Randy MacLean examine the trends.
Webinar: Quantum Sales Compensation - How to Create a powerful new kind of sales incentive plan
Discussion of how the most successful companies are adopting specialized sales functions, achieving superior results.
Managing Product Line Profits shows how operations can have a significant impact on net profit and examines Peak Internal Profit, accumulated profit and more
Discussion about a 9-step process aimed at transforming a transactional relationship with an account into a partnership.
Randy MacLean and Bruce Merrifield of WayPoint Analytics discuss profit value-based customer segmentation.
A discussion of the benefits of segmentation and how this approach can help distributors achieve far greater levels of profitability.
Top companies like Amazon can leverage big data to predict consumer buying habits. Bruce Merrifield discusses how you can do this too!
Most distributors have naturally occurring, high gross margin percentage accounts and high gross margin percentage (small dollar pick) SKUs.
Randy MacLean and Bruce Merrifield sit down for a talk about the issues and opportunities, tactics and strategies for increasing profit performance.
Using the negotiation process to achieve CTS savings, allowing you to offer your customers lower prices while leaving the table with a larger profit.
This video by Bruce Merrifield and Randy MacLean describes why you can't rely solely on gross margin to determine profitability.
An in-depth look at some historical limitations to sales compensation, and why those factors no longer apply with the availability of LIPA.
What to do with your top accounts.
A fixation on gross margin – without looking at cost-to-serve (CTS) – has blinded countless distributors and limited their ability to achieve profitability.
Learn how this distributor was able to massively ramp up its profitability even as it lost many of its customers.
Learn why distributors can't simply rely on gross margin when determining whether a sale will add to the bottom line.
Randy MacLean talks about the emergence of a new sales strategy.
A discussion on how little extras can sometimes add up to a lot of infrastructure cost in wholesale distribution companies.
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
Randy discusses the benefits of the extraordinarily valuable High Volume Account Report.
A discussion of the perils of a cookie cutter approach when it comes to sales and service in the wholesale distribution industry.
Bruce Merrifield of WayPoint Analytics teaches the importance of customer segmentation and the insights it can offer your distribution company.
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.
Randy MacLean introduces the core principles of QPM and illustrates how it's the most effective way to run a business.
Have you had trouble conveying the importance of CTS to your team? Learn how this course provides an affordable and convenient educational solution.
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
Bruce Merrifield and Randy MacLean discuss profit strategies for wholesale distributors that will raise their cost-to-serve and profits.
Webinar: Quantum Sales Compensation Plan Part 2
Webinar: Quantum Sales Compensation: Designing Your Plan
Webinar: Quantum Sales Compensation for the Wholesale Distribution Industry: Launching Your Plan