Randy MacLean
Randy MacLean
Speaking Engagements
Randy speaks before associations and industry groups throughout the U.S. and Canada, and can be at your next event. If you're looking for a completely new perspective on profitability, with the strategies and tactics to back it up, one of Randy's talks could be the perfect fit for your meeting. Randy speaks on a number of topics that are relevant and important for tomorrow's business climate and market environment. Why Analytics is Your New Best Friend
Breakthroughs in business analytics are opening new opportunities for companies and sales professionals, with detailed cost-to-serve information restoring profit margins and commissions that have been under siege. In this session, Randy MacLean reveals how shifting sales strategy and customer relationships focus to Cost-to-Serve and Profit have helped companies and their customers both realize win-win opportunities and practices that have been driving the best gains seen in years. [60 min] Best session so far with some key metrics we've never thought about before. Competition-Crushing Strategy for 2017
In private briefings for the executives of WayPoint-client companies, Randy has been recommending a new strategy that: delivers quality product; superior customer experience; lowest prices; and industry-leading profits.
This apparent paradox is both possible and supported by the numbers—and gives a great deal of control over competitors' profits. [60 min] Outstanding session. This should be your keynote!!! Analytics & Metrics for Supply Chain & Operations
As we close in on 2020, excellence in Supply Chain and Operations takes on a new importance in the success, and even the survival, of distribution organizations. Winning the competitive battle is accomplished in the core competencies of distribution – moving product. In this session, we'll explore the newest thinking and analytics that give operations managers a real edge in driving their contribution to the company's cash flow and profits. [60 min] Extremely well presented Using Analytics to Drive Profit
Did you know that most companies only get 20%-25% of the money they earn on their best business to the bottom line? Did you know that more 60% of their customer are unprofitable—by any measure? In this session, Randy shares the advanced analytics the profit-leaders use to identify and correct the profit drains that exist every distributor. [90 min] Super practical, thank you! 2020 Vision
2020 Vision looks forward to the year 2020, identifying the sixteen objectively measurable elements that give top-tier companies the ability to lead their markets, industries and peers in profitability. Do you know what the profit-driving elements of the 2020 Vision are? Randy can lay them out for you and your group. [90 min] Quantum Profit Management
Top-tier wholesale / distribution companies produce three to four times the cash flow and profits of the average. Quantum Profit Management is the philosophical framework that keeps owners, executives and team members focused on what matters for the best bottom line. QPM-driven companies have the cash-flow and profitability do things others can't. Randy lays out the eight principles that guide substantial and sustainable profit gains. [60 min] Fantastic session and speaker. Very pertinent and makes analytics look simple. Profit-Based Sales Compensation Design
Profit-based commissions are the "Holy Grail" of sales force leaders—and for good reason. A good compensation program aligns the goals of sales people with the company owners and executives, and get everyone engaged in the fight for profits. Before now, these programs have been the domain of the Fortune 100 and those with large design budgets, but new technologies have opened the door for companies at every level to participate. In this session, Randy lays out the process and reveals the tricks used by top designers to implement winning programs. [90 min] Great job! Love the ideas — I'm going to have to lead the team to get the comp plan changed! Making Your Own SuccessA special session for the leaders of tomorrow. The way to the top is open to anyone, but getting there might not be what you've been told. In this session, Randy shares the secrets that have set him apart across a career where he was:
[60 min] Randy, your program was a big hit last year and we are delighted you will be able to participate again this year. Your TopicRandy can tailor any of his regular talks to perfectly suit your group. He can also develop a custom talk for your group, pulling elements from his expertise in management, profit strategies, logistics and sales. Call to discuss your event theme and purpose, and get the perfect talk to fit your agenda. Randy's BioAs President of WayPoint Analytics, Randy MacLean invented Quantum Costing and then the industry's leading costing system, helping clients realize profit gains of 200% and more. The best-selling author of three profitability books, he and his team advise top distribution companies on profit-related best practices. An avid shooter and NRA instructor, Randy has ended his snow-shoveling phase and enjoys the Arizona heat with his wife and dogs.
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8/20/2024 This video addresses the persistent 'small-order problem' in the distribution industry, showcasing new WayPoint Analytics capabilities. It details how to identify and isolate profit challenges caused by small, unprofitable orders and suggests effective tactics for permanently resolving the issue, enhancing overall profitability. 2/1/2024 As 2024 begins, everyone is feeling serious profit erosion and everyone is looking for the best and fastest way to restore historic profit rates. In this session, we quickly explain the root causes, and look at four ways to restore profits. Webinar: Increase Profit Through Margin Analysis 6/6/2023 This webinar unveils the exceptional power of our Margin Analysis report. During this session, you will gain valuable strategies to immediately capitalize on lucrative opportunities and drive your company's success. The WayPoint Margin Analysis report provides a dynamic customer list segmented by profit value and efficiency. It presents their current margin, target break-even margin, margin required for contribution, and coverage of sales compensation. "Contributing" customers exceed the company average profit rates. Additionally, customers falling below the target margin display the precise price adjustment needed to reach the target. Unlock valuable insights for optimizing profitability and strategic decision-making. Measuring & Managing Fleet Costs 2/16/2023 In this insightful session, Randy MacLean, creator of WayPoint Analytics, addresses the pressing challenges facing distributors, particularly rising manpower costs and resource constraints. The focus is on transforming delivery operations into profit centers through advanced analytics and efficiency improvements. Key points include: Demographics and Labor Costs: Shrinking labor pools and rising wages are reshaping the logistics landscape, making traditional manpower-intensive models unsustainable. Optimizing Delivery Costs: Analyzing delivery metrics such as cost per delivery and time-based routing provides actionable insights to reduce expenses and improve efficiency. Delivery as a Revenue Stream: Companies are encouraged to treat delivery as a product by charging appropriately and offering pricing tiers based on urgency and frequency. Technology and Data: Tools like smartphones and GPS tracking enable precise time and cost measurement, making advanced delivery analysis accessible to companies of all sizes. Strategic Actions: Reviewing delivery policies, implementing segmentation, and leveraging WayPoint's analytics can significantly improve profitability and efficiency. MacLean emphasizes that every dollar saved in delivery operations equates to $25 in new sales, highlighting the enormous leverage in optimizing logistics. He invites distributors to explore WayPoint Analytics to gain unparalleled insights into costs, profits, and opportunities for growth. The 7 Areas That Need Your Focus (brief) 6/2/2021 The 3rd of 3 lists defining the markers of Distribution companies outpacing their peers. These are the specific areas that many companies commonly miss and places where your focus on new strategies and tactics will make a huge difference on your productivity and profitability. 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 With the right segmentation you can define customer service levels, delivering high service levels to the accounts that need and can afford it. You can set price levels appropriate customers needing every level of support from "no frills" to "gold-plated". You can focus your sales efforts precisely — working to acquire new customers that perfectly fit your strategy and deliver increased profitability through optimally-efficient logistical relationships. New Money – How to Analyze & Boost Profit from Delivery 5/6/2019 Fleet and delivery operations are a frequently overlooked opportunity to add much more profit to your bottom line. In fact, every dollar you save or charge is just as beneficial as $25 in new sales. No wonder today's top companies are using surprising new methods to measure and optimize fleet costs, and implementing advanced analytics to set pricing and policies for deliveries. New ideas and new tools are shaping customer choices, and increasing competitiveness. This video shares what we've learned from hundreds of the best companies across more than 15 years of strategic planning and on-the-ground tactics that have generated millions in new profits. How Distributors Can Double Their Rebate Income 4/29/2019 Rebates have grown tremendously as a percentage of the bottom line of distributors over the course of the last 3 years. In fact, in most instances, they now account for more than half of year-end profit. In this session you'll gain insights on: How rebates are impacting your true line-item profitability / How to leverage your existing agreements / How real-world product mix add-up. 4/22/2019 We've added exciting new capabilities to the waypoint user interface. In this video we show you all the newly added features that will increase ease of use in the WayPoint program for a more convenient experience. 9/1/2018 In this session, Randy MacLean walks you through the newest and most effective analytics for profit management. Using these metrics, companies produce record-breaking profit rates and growth. In just 17 minutes, he covers the hidden dynamics that are adversely influencing profit rates, suggests the not-so-obvious solutions executives are using to address them, and shows how WayPoint measures and reports on them. You'll see the only reports available that give company executives the ability measure, monitor and manage the real drivers of company profit. |
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