Fast Track to Permanent Profit Gains: Trading CustomersFriday, October 13, 2017—The most powerful profit-producing strategy for sales is trading customers. While this activity is a natural part of business, companies that focus on this process and begin to manage it to their advantage are the ones that outperform all the others. It's important to remember that in every company, there are customers who are profitable and efficient and others that are actually siphoning this profit away as you subsidize their money-losing business activities. The profit you make from your best customers usually ends up being spent on servicing your worst. Every market has one 800-pound gorilla that has the lion's share of the profitable customers in the segment. Sophisticated companies learn to "trade up" in customer selection by targeting and protecting high-profit accounts, while ceding money-losing accounts to the competition. And, WayPoint delivers the details you need to make the important decisions about which customers to target, which to make profitable, and which to let go. This activity produces relentless profit growth, even when sales are stagnant. Visit www. waypointanalytics.com to learn more about the techniques you can use to affect this change. |
You've Lost Your Biggest Account – Now What?Everyone eventually faces the loss of a significant account. Sometimes big enough that "normal" operations are no longer feasible. Profit-Driven Customer ServiceThere's a direct link between high profits and second-tier customer service. This is how you use it to make more money. Customer Service – How Companies Get It So WrongMathematically, half of all companies have below-average customer service. There's a fifty-fifty chance yours is one of them. Here's why most companies don't The Customer Benefits Budget: Engineering Customer RelationshipsBalancing the internals of a customer relationship is the gateway to aggressive pricing and great customer service. Accounts That Eat Your LunchAlmost every company is quite profitable, or would be if it wasn't for a handful profit-killing accounts. Why Counter Sales are Killing Your Profits & What to Do About ItCounter Sales are perpetually amongst the biggest money-losers in distribution. It's a bigger issue than companies without advanced analytics realize, and repr The Customer Service TrapCompanies hurt themselves when they go for "great customer service". Here's why. How to Make (a Lot) More Money: Profit-Driven Business StrategyA numbers-driven strategy to focus strategically on profit production takes companies to the top. Adopt their strategy and win. Mix & Balance: How to Get Big Profit GainsRapid and permanent profit gains come from focusing on mix and balance. Driving these elements produces great cash-flow & record profits. Money-Making vs Money-Losing Sales: Finding Hidden ProfitsIf you want to put your company on track to high profits, extraordinary cash flow, fast growth, and market leadership, this is what you need to know. Where to Focus Your Efforts for Fast Profit GainsEvery sale has three dimensions that determine its profitability: volume (or size of the sale); margin (amount of operating cash generated above the cost of the High-Leverage Accounts: The Gateway to High Profit RatesPart of a series on profit-value segmentation, the High-Leverage Accounts are vital the fast profit gains. Fast Track to Profits: Eliminating DuplicationA relentless focus on avoiding and eliminating duplication guarantees higher profit rates. How to Have a Profit Rate Above 20% - Four StepsSome distribution companies deliver profit rates of 20%, 25% and more. Here's how they do it. |