www.randymaclean.com Randy MacLean
The Problem with Having It All

•competitive strategy •sales practices •profit strategy •opinion / commentary •executive briefingWhat would happen if your business completely owned its market? What would your performance be if you won every possible sale? The answer is average.

Every sale isn't a good sale. Some sales will bring in a great amount of profit while others won't have enough gross profit to overcome your transactional costs (so they wind up costing you money!)

If your company won every sale in your market, the best business would be dragged down by all the bad business, and you'd be left with an average performance.

Would you be happy with just an average performance? Or do you want a better return?

The key to a superior performance is recognizing that not all sales are created equal. What separates winners from losers is having more successful performances than unsuccessful performances. What separates the best distributors from the worst is that the best have more of the best customers while having fewer of the worst customers. Why? Because the best customers provide the largest amount of profit while the worst customers will eat into the profit made from your best customers!

You need to move your sales force away from the age-old myth that every sale is a good sale. Instead, have them prioritize their efforts on the business that will bring the most net profit. This one adjustment has the power to improve your company's bottom line almost immediately.

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

www.APICconference.com

Get Your Profits Back !

2/1/2024

Distribution industry profits are down. This session explains why, and suggests four actions that will restore profits and cash flow.

Measuring & Managing Fleet Costs

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Sophisticated New Delivery Costing Drives Higher Profits

New Money – How to Analyze & Boost Profit from Delivery

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See the surprising new methods top companies are using to calculate and optimize delivery costs and pricing, generating millions in new profits.

Profit-Driven Customer Service

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There's a direct link between high profits and second-tier customer service. This is how you use it to make more money.

Maximizing Account Potential through Segmentation

10/4/2017

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

Cost Structures: What Makes for a Good Sale?

8/9/2017

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

8/2/2017

Randy MacLean talks about the emergence of a new sales strategy.

Using WayPoint's High Volume Account Report to Increase Profit

3/1/2017

Randy discusses the benefits of the extraordinarily valuable High Volume Account Report.

Innovate Podcast: The Analytics of Super-Performing Distributors

1/12/2017

Dirk Beveridge interviews Randy MacLean of WayPoint Analytics on the analytics and metrics of super-profitable distributors.

Recognizing High Potential Accounts for Greater Profits

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WayPoint president Randy MacLean urges businesses to become aware of high potential accounts that drive most of the profitability.

Exec Brief #6: New Model For Marginal Accounts

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Randy MacLean presents another video in the WayPoint Executive Briefing series with this discussion of creating a new model for marginal accounts.

Exec Brief #5: Identifying High-Potential Accounts

3/9/2016

Randy MacLean demonstrates how you can change the nature of your profit line by identifying highly leverage able profitable and unprofitable accounts.

Wholesale / Distribution Basic Math

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Randy MacLean talks about the little-known real math behind profit production in a distribution business.

Keep the Best, Then Reform or Get Rid of the Rest

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A superior territory has a greater-than-average proportion of profitable accounts. This is the critical factor in territory management.

Using All the Profit Levers

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To accelerate profit growth, make sure your company is using all seven of the levers that control profit.

Exec Brief #2: Tilting The Playing Field (Action)

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Randy MacLean discusses the secret to sustainable profitability and lays out a proven 6-step strategic road map that will help you take your competitors down.

Exec Brief #1: Tilting the Playing Field (The Strategy )

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Randy MacLean discusses a strategy to shift the profits in the market to your own company.

Why Does Gross Margin (Almost) Never Correlate to Profit?

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Most executives were taught that increasing gross margin would increase profit, yet that's almost never true. Here's why...

Why Sales People Are Becoming Irrelevant

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Market changes in two vital elements of the sales process have occurred.

Your Most Dangerous Customer

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How to recognize the customers most dangerous to your profits