Using Analytics to Manage Profit

Solving Small Orders

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.

Get Your Profits Back !

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.

Customer Segmentation

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.

Novelties and New Core

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.

WayPoint Presentation

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.