www.quantumprofitmanagement.com Quantum Profit Management
Beyond Business Intelligence

Randy MacLean, President — WayPoint Analytics

•profit analytics •WayPoint Analytics •distribution industry technology •business math for distribution •cost-to-serve math •Integrating WayPoint Analytics with ERP Systems •business analytics •Randy MacLean •distribution analytics •Financial Costing

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Downloads: BeyondBI.pdf

For more information about Randy MacLean, visit: www.waypointanalytics.net

The 7 Areas That Need Your Focus (brief)

The 3rd of 3 lists defining the markers of Distribution companies outpacing their peers.

The 6 Attributes of Super-Profit Companies (brief)

The 2nd of 3 lists defining the markers of Distribution companies outpacing their peers.

An Analytical Boost to Service Excellence

Bruce Merrifield and Randy MacLean discuss the handful of key customers in your business, and how to keep them happy and loyal.

Why In-House Analytics Fails

In-house analytics initiatives are prone to delivering ineffective information or to outright failure. Here's why.

2020 Q4 Brief - Exploiting / Optimizing the Recovery

2020 Q4 is the time companies can take great leaps in market position, actively shaping their competitive landscape for years to come.

Staying Effective in the Changing World of Sales

The top business know not only how to innovate, but where to spot opportunities where innovation will bring the greatest results.

LIPA: Prophet of Customer Needs

See how implementing LIPA can give you the bandwidth to be more accommodating to your customers with analytics-based service excellence

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.

Profit-Value Segmentation

Customer triage is key to profits in Distribution. Randy MacLean share the key elements of costing required to help you assign the right service level.

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.

Using Profit Analytics to Manage Your Sales Force

Use profit analytics to help drive radical profit gains by balancing volume, margin and service costs for every account, doubling and tripling territory profits

How Distributors Should Rethink Their 2017 Sales Growth Plans

Waypoint Analytics uses line item profit analytics to dig deep into the numbers, and Waypoint users learn both bad news and good news about their customers.

Profit Value-Based Customer Segmentation

Randy MacLean and Bruce Merrifield of WayPoint Analytics discuss profit value-based customer segmentation.

Gross Margin Percent: A Poor Indicator of Profitability

Many naturally occurring, high gross margin percentage accounts and high gross margin percentage SKUs are operating profit losers.

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.

Increase Profits: Rank Customers and Act Accordingly

Here is a case study in which the lowest gross margin percentage niche was the most profitable and the highest gross margin percentage was the loser.

Discussing the Enterprise Account Selling Model (#3)

Continuance of the Enterprise Account Selling Model video series. Refers to a preceding video. Drawn from Bruce's presentation at APIC on March 1, 2016.

Discussing the Enterprise Account Selling Model (#2)

A continuation of the discussion between Bruce Merrifield and Randy MacLean over Bruce's Enterprise Account Selling Model (part 2).

Discussing the Enterprise Account Selling Model (#1)

Bruce Merrifield and Randy MacLean discuss Bruce's Enterprise Account Selling Model, as presented at APIC on March 1, 2016.

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.

Looking at a Customer Whale Curve

Customer whale curves are a great opportunity to view the overall picture of your customer profitability and apply appropriate sales models to each

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.

Amazon Tactics: Know Your SKU Profit Winners and Losers

See why your most profitable 200+ items are typically popular commodities with lots of picks for lots of customers with a high average sales dollar per pick.

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.

Increase Innovation with a Rule and a Tool

Learn how to boost your company innovation IQ by adopting the Anti-Nitpick Rule and the Wheel of Learning Tool.

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.

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 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?

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