Randy MacLean, President — WayPoint Analytics
•cost-to-serve math •operational excellence •distribution analytics •customer profitability •customer mix and balance •managing profit •Advanced Cost & Profit Analytics •success with WayPoint •change action chain •analyzing orders •productivity •conversion chain
Wednesday, June 02, 2021—The 7 Areas That Need Your Focus
1. adopt the language of profits
2. make everything numbers-driven
3. the conversion chain & profit conversion rates
4. operational excellence
5. customer selection
6. customer experience
7. focusing your talent (engage the whole team)
For more information about Randy MacLean, visit: www.waypointanalytics.net
The 6 Attributes of Super-Profit Companies
The 2nd of 3 lists defining the markers of Distribution companies outpacing their peers.
The 5 Things Customers Want (brief)
The 1st 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.
Beyond Business Intelligence
Randy MacLean explains the differences in business intelligence systems, and how to know what you're getting with each kind.
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.
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.
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.
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.
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.
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.
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.
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.