Randy MacLean
Randy MacLean
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Exec Brief #2: Tilting The Playing Field (Action)
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•competitive strategy •customer service •profit analytics •2020 Vision •market intelligence •WayPoint Analytics •profit training •profit strategy •management strategies •industry perspective •distribution industry trends •new opportunities for distribution industry •distribution industry intelligent pricing •leadership training •business math for distribution •executive briefingTuesday, June 30, 2015—Most distributors are operating under severely fatal misconceptions. These companies are often making tremendous profits off their best customers, which are then used to cover the losses incurred from doing business with their worst customers. Since the competition is making many of the same mistakes, these distributors are able to stay afloat. However, what happens when somebody who really understands the key to profitability enters the market? In this invaluable hour-long discussion with my executive-level clients, I discuss the secret to generating sustainable profitability and lay out a proven 6-step road map which will guide you. You'll learn: • How to simultaneously offer top quality products and services at the lowest prices WHILE raking in more profit than ever. • Strategies for identifying the sweet spots in your market. • The importance of concierge-level customer service and how to implement it within your organization. • Essential profitability math showing why every sale isn't a good sale and how the worst parts of your business are stealing massive amounts of profitability from the best parts of your business. • An unbeatable strategy for raiding your competitors, taking their best customers while sticking them with your worst. This is vital information that could make or break your company. If you aren't using it to your advantage, sooner or later one of your competitors will use it against you! I'll tell you about one customer who learned that lesson the hard way. Fortunately, the customer figured what was happening and was able to make those corrections within his own business before it was too late. By watching this presentation, you can see whether your company is having the same issues. Of course, you may not be able to do all of this alone. At the end of the session, I'll discuss several of my key partners who can help in these areas. You'll learn about some of the top consultants in the distribution industry, people who can get your company on the right track before it's too late. Downloads: tilting_the_playing_field_2.ppt For more information about Randy MacLean, visit: www.waypointanalytics.net |
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The 6 Attributes of Super-Profit Companies 5/26/2021 The 2nd of 3 lists defining the markers of Distribution companies outpacing their peers. The 5 Things Customers Want (brief) 5/19/2021 The 1st of 3 lists defining the markers of Distribution companies outpacing their peers. 5/13/2019 Customer segmentation can be one of the most powerful tools you can use to develop and implement plans to optimize and deepen your customer relationships. New Money – How to Analyze & Boost Profit from Delivery 5/6/2019 See the surprising new methods top companies are using to calculate and optimize delivery costs and pricing, generating millions in new profits. How Distributors Can Double Their Rebate Income 4/29/2019 Companies can use analytics to better understand rebates, and use them as a powerful profit-generating tool. 9/1/2018 In this session, Randy MacLean presents some key concepts and metrics for advanced profit management, and shows how they're reported in WayPoint. How Money is Made in Wholesale Distribution 8/9/2018 Randy MacLean shares his analysis of over $65B of distribution business to help others shed incorrect assumptions about how to make money. You've Lost Your Biggest Account – Now What? 2/20/2018 Everyone eventually faces the loss of a significant account. Sometimes big enough that "normal" operations are no longer feasible. Profit-Driven Customer Service 2/13/2018 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: Ultimate Customer Segmentation To Drive Profit 2/9/2017 Dirk Beveridge interviews Randy MacLean of WayPoint Analytics on the ultimate profit-based customer segmentation. 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. Exec Brief #6: New Model For Marginal Accounts 6/1/2016 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. Exec Brief #3: Concierge-Level Customer Service 11/17/2015 Watch this impactful video from Randy MacLean and Dr. Jeanne Hurlbert. Learn how concierge-level customer service is integral to sustainable, permanent growth. Wholesale / Distribution Basic Math 11/16/2015 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 8/12/2015 A superior territory has a greater-than-average proportion of profitable accounts. This is the critical factor in territory management. 7/15/2015 To accelerate profit growth, make sure your company is using all seven of the levers that control profit. The Problem with Having It All 7/8/2015 Most sales operations look for every possible sale, yet that's the road to mediocrity, or worse. Exec Brief #1: Tilting the Playing Field (The Strategy ) 4/20/2015 Randy MacLean discusses a strategy to shift the profits in the market to your own company. Where Does Your Business Really Make its Money? 11/5/2014 In this 33-minute video, Randy MacLean of WayPoint Analytics shares some of the most important secrets and techniques for evaluating and measuring profit. Why Does Gross Margin (Almost) Never Correlate to Profit? 8/8/2014 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 7/31/2014 Market changes in two vital elements of the sales process have occurred. 7/15/2014 How to recognize the customers most dangerous to your profits |
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