•profit analytics •WayPoint Analytics •market segmentation •cost-to-serve math •segmentation •High Potential Accounts (HPAs) •High Volume Accounts •efficiency •High Efficiency Accounts (HEAs) •High Leverage Accounts (HLAs) •efficiency metrics •Randy MacLean •customer profitability analysis •money-losing customers •business strategy •cost analysis •market segmentation process •customer profitability •customer strategy •effective market segmentation •customer segmentation technology •benefits of customer segmentation •customer segmentation framework •customer segmentation process •client segmentation model •effective marketing segmentation •customer segmentation best practices •client segmentation matrix •managing customers for profit •fixing customer profitability •losing an accountMonday, May 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.
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.
This video outlines some of the most important segments.
For more information about Randy MacLean, visit: www.waypointanalytics.net
The 3rd 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.
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.
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.
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.
A superior territory has a greater-than-average proportion of profitable accounts. This is the critical factor in territory management.
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.
How to recognize the customers most dangerous to your profits