Using WayPoint's High Volume Account Report to Increase Profit
•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 01, 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
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
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.
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.
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.
WayPoint president Randy MacLean urges businesses to become aware of high potential accounts that drive most of the profitability.
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 the secret to sustainable profitability and lays out a proven 6-step strategic road map that will help you take your competitors down.
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...