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2020 Q4 Brief - Exploiting / Optimizing the Recovery

Randy MacLean, President — WayPoint Analytics

•WayPoint Analytics •WayPoint reports •executive briefing •efficiency •High Efficiency Accounts (HEAs) •High Leverage Accounts (HLAs) •Randy MacLean •strategic planning •best customers •coronavirus •COVID-19 •pandemic •cash-flow protection •profit deltas •market shake-up •recovery

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Although the effects of the pandemic are still with us, the recovery is well underway. Pent-up demand is driving unprecedented opportunities and you need to act now to capture them. 2020 Q4 is the time companies can take great leaps in market position, actively shaping their competitive landscape for years to come.

Downloads: 2020Q4-ExecBrief.pdf

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.

Why In-House Analytics Fails

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

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

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.

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.

Profit Value-Based Customer Segmentation

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

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.

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.

Maximizing Account Potential through Segmentation

Randy MacLean discusses the value and utility of segmenting your customer accounts.

Working on Your Best Accounts

What to do with your top accounts.

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.

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.

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.

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