Randy MacLean
Randy MacLean
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Using WayPoint's High Volume Account Report to Increase Profit
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•competitive strategy •profit analytics •customer demographics •profit reports •market segmentation •profit strategy •management strategies •distribution industry sales management •segmentation •High Potential Accounts (HPAs) •High Volume Accounts •High Volume Accounts Report •efficiency •customer segmentation •WayPoint Demo •WP demo •WayPoint presentationWednesday, March 1, 2017—Waypoint's newest addition to the reporting suite could be the most important tool we've created yet. The High Volume Account report can be used to quickly enhance your sales profit generation by showing you the most highly leveraged profit opportunities for your sales force to work on.
With a quick glance at the High Volume Account report, you can easily segment your accounts into three important categories. •High Value Accounts •High Potential Accounts •Profit-Draining Accounts How can this be revolutionary for your sales force?
First, you'll be able to recognize true high value accounts, and your company can provide a higher-level of service for these all-important customers. After all, these are the accounts that generate extraordinary profitability and an extraordinary amount of sales commissions.
Second, there is opportunity living in your high potential accounts—opportunity to fine-tune these accounts and turn them into high value accounts. These accounts generally generate above average gross profit dollars or cash flow but are not efficient in their operations. This can be an easy fix by combining orders and shipments.
The third area that the sales force can tackle in order to increase profit generation is to work on turning the profit-draining accounts into high potential accounts, or perhaps even letting these accounts go. While this seems counterintuitive, when linked with the acquisition of another, high value or high potential account, the hit is easily absorbed, and actually preferable. For more information about Randy MacLean, visit: www.waypointanalytics.net |
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2/1/2024 Distribution industry profits are down. This session explains why, and suggests four actions that will restore profits and cash flow. 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. 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. 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. Recognizing High Potential Accounts for Greater Profits 11/17/2016 WayPoint president Randy MacLean urges businesses to become aware of high potential accounts that drive most of the profitability. 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 #2: Tilting The Playing Field (Action) 6/30/2015 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 ) 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... |
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