Exec Brief #2: Tilting The Playing Field (Action)
•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.
For more information about Randy MacLean, visit: www.waypointanalytics.net
The 2nd of 3 lists defining the markers of Distribution companies outpacing their peers.
The 1st of 3 lists defining the markers of Distribution companies outpacing their peers.
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.
See the surprising new methods top companies are using to calculate and optimize delivery costs and pricing, generating millions in new profits.
Companies can use analytics to better understand rebates, and use them as a powerful profit-generating tool.
Reviewing new improvements to the usability of WayPoint
In this session, Randy MacLean presents some key concepts and metrics for advanced profit management, and shows how they're reported in WayPoint.
Randy MacLean shares his analysis of over $65B of distribution business to help others shed incorrect assumptions about how to make money.
Everyone eventually faces the loss of a significant account. Sometimes big enough that "normal" operations are no longer feasible.
There's a direct link between high profits and second-tier customer service. This is how you use it to make more money.
Randy MacLean discusses the value and utility of segmenting your customer accounts.
Learn why distributors can't simply rely on gross margin when determining whether a sale will add to the bottom line.
Randy MacLean talks about the emergence of a new sales strategy.
Randy discusses the benefits of the extraordinarily valuable High Volume Account Report.
Dirk Beveridge interviews Randy MacLean of WayPoint Analytics on the ultimate profit-based customer segmentation.
Dirk Beveridge interviews Randy MacLean of WayPoint Analytics on the analytics and metrics of super-profitable distributors.
Randy MacLean presents another video in the WayPoint Executive Briefing series with this discussion of creating a new model for marginal accounts.
Randy MacLean demonstrates how you can change the nature of your profit line by identifying highly leverage able profitable and unprofitable accounts.
Watch this impactful video from Randy MacLean and Dr. Jeanne Hurlbert. Learn how concierge-level customer service is integral to sustainable, permanent growth.
Randy MacLean talks about the little-known real math behind profit production in a distribution business.
A superior territory has a greater-than-average proportion of profitable accounts. This is the critical factor in territory management.
To accelerate profit growth, make sure your company is using all seven of the levers that control profit.
Most sales operations look for every possible sale, yet that's the road to mediocrity, or worse.
Randy MacLean discusses a strategy to shift the profits in the market to your own company.
In this 33-minute video, Randy MacLean of WayPoint Analytics shares some of the most important secrets and techniques for evaluating and measuring profit.
Most executives were taught that increasing gross margin would increase profit, yet that's almost never true. Here's why...
Market changes in two vital elements of the sales process have occurred.
How to recognize the customers most dangerous to your profits