www.randymaclean.com Randy MacLean
Customer Segmentation

•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 accountCustomer 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.

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For more information about Randy MacLean, visit: www.waypointanalytics.net

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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.

The 5 things customers want (brief)

5/19/2021

The 1st of 3 lists defining the markers of Distribution companies outpacing their peers.

New Money – How to Analyze & Boost Profit from Delivery

5/6/2019

See the surprising new methods top companies are using to calculate and optimize delivery costs and pricing, generating millions in new profits.

Novelties and New Core

4/22/2019

Reviewing new improvements to the usability of WayPoint

WayPoint Presentation

9/1/2018

In this session, Randy MacLean presents some key concepts and metrics for advanced profit management, and shows how they're reported in WayPoint.

How Money is Made in Wholesale Distribution

8/9/2018

Randy MacLean shares his analysis of over $65B of distribution business to help others shed incorrect assumptions about how to make money.

You've Lost Your Biggest Account – Now What?

2/20/2018

Everyone eventually faces the loss of a significant account. Sometimes big enough that "normal" operations are no longer feasible.

Profit-Driven Customer Service

2/13/2018

There's a direct link between high profits and second-tier customer service. This is how you use it to make more money.

Maximizing Account Potential through Segmentation

10/4/2017

Randy MacLean discusses the value and utility of segmenting your customer accounts.

Cost Structures: What Makes for a Good Sale?

8/9/2017

Learn why distributors can't simply rely on gross margin when determining whether a sale will add to the bottom line.

Changing Sales Strategy Using LIPA

8/2/2017

Randy MacLean talks about the emergence of a new sales strategy.

Using WayPoint's High Volume Account Report to Increase Profit

3/1/2017

Randy discusses the benefits of the extraordinarily valuable High Volume Account Report.

Innovate Podcast: Ultimate Customer Segmentation To Drive Profit

2/9/2017

Dirk Beveridge interviews Randy MacLean of WayPoint Analytics on the ultimate profit-based customer segmentation.

Innovate Podcast: The Analytics of Super-Performing Distributors

1/12/2017

Dirk Beveridge interviews Randy MacLean of WayPoint Analytics on the analytics and metrics of super-profitable distributors.

Recognizing High Potential Accounts for Greater Profits

11/17/2016

WayPoint president Randy MacLean urges businesses to become aware of high potential accounts that drive most of the profitability.

Exec Brief #5: Identifying High-Potential Accounts

3/9/2016

Randy MacLean demonstrates how you can change the nature of your profit line by identifying highly leverage able profitable and unprofitable accounts.

Keep the Best, Then Reform or Get Rid of the Rest

8/12/2015

A superior territory has a greater-than-average proportion of profitable accounts. This is the critical factor in territory management.

Exec Brief #2: Tilting The Playing Field (Action)

6/30/2015

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.

Exec Brief #1: Tilting the Playing Field (The Strategy )

4/20/2015

Randy MacLean discusses a strategy to shift the profits in the market to your own company.

Where Does Your Business Really Make its Money?

11/5/2014

In this 33-minute video, Randy MacLean of WayPoint Analytics shares some of the most important secrets and techniques for evaluating and measuring profit.

Your Most Dangerous Customer

7/15/2014

How to recognize the customers most dangerous to your profits