| 3011 |
Solving Small Orders |
Discover how WayPoint tackles the 'small-order problem' in distribution, isolating profit challenges and suggesting permanent solutions to boost profitability. |
8 |
Randy MacLean |
2024-08-20 |
5 |
| 3000 |
Webinar: Increase Profit Through Margin Analysis |
Maximize profitability with WayPoint's Margin Analysis. Segment by profit, optimize pricing, identify underperforming margins, and boost through optimization. |
17 |
Randy MacLean |
2023-06-06 |
4 |
| 2996 |
Critical Priorities for Rapid Gains |
Critical Priorities for Rapid Gains
New Thinking and New Metrics for Company Leaders
|
36 |
Randy MacLean |
2023-02-01 |
4 |
| 2918 |
An Analytical Boost to Service Excellence |
Bruce Merrifield and Randy MacLean discuss the handful of key customers in your business, and how to keep them happy and loyal. |
4 |
Bruce Merrifield |
2021-05-12 |
5 |
| 2981 |
Using Advanced Metrics for Productivity & Efficiency |
An understanding of the cascade of metrics that lead from action to highly successful financial results.
|
50 |
Randy MacLean |
2021-03-02 |
5 |
| 2980 |
The 6 Attributes of Super-Profit Companies |
There are six attributes common to companies that lead in profits and market share.
|
50 |
Randy MacLean |
2021-02-23 |
5 |
| 2971 |
Critical Performance Metrics |
The Critical Performance Metrics report is an Executive overview of the health of the Company. It offers five graphs to highlight the trends. |
7 |
Randy MacLean |
2021-02-16 |
4 |
| 2974 |
The 5 Things Customers Want (Executive Boot Camp - Session 1) |
Customers only want five things, and relentless focus on this limited list separates the best from the rest. (1 of 3 in the Executive Boot Camp series)
|
50 |
Randy MacLean |
2021-02-16 |
5 |
| 2925 |
Advanced Metrics for Profit |
Randy MacLean shows some of WayPoint's newest and most powerful unique features |
34 |
Randy MacLean |
2021-02-16 |
5 |
| 1706 |
Multidimensional Negotiating to Support Your Sales Team |
Help sales management and executives in the distribution industry bring negotiation skills to the forefront in order to gain an edge in the marketplace. |
11 |
Barry Wright |
2021-01-21 |
4 |
| 2961 |
Measuring & Driving Performance |
A new framework for assessing customer and operating unit value. |
40 |
Randy MacLean |
2020-12-01 |
5 |
| 2960 |
Transitioning Into a High-Performance Company |
The critical dynamics that unleash the real potential of your team and your business. |
48 |
Randy MacLean |
2020-11-12 |
5 |
| 2956 |
Minimum Order Quantities (MOQs) - A Game-Changer for Profits |
Take a deep dive into analytics and discover a new way to address small orders that's a win-win for you and for your customers.
|
30 |
Randy MacLean |
2020-10-15 |
5 |
| 2954 |
2020 Q3 Brief - Accelerate the Recovery |
With the pandemic changing everything, how do you prepare to exploit opportunities for rapid recovery? Here's what to do. |
47 |
Randy MacLean |
2020-07-14 |
4 |
| 2951 |
After the Virus -- Thinking Inside the NEW Box |
Massive Opportunities in the Recovery |
38 |
Randy MacLean |
2020-05-28 |
5 |
| 2946 |
C-19 Paradigm Change: Getting to the "new normal" |
Bruce Merrifield presents adjustable, downsizing plans for - best, likely and worst – case scenarios, in parallel to C-19 challenges. |
42 |
Bruce Merrifield |
2020-04-30 |
5 |
| 2943 |
Analytics & Action for Coronavirus |
April 2020 webinar on strategies and tactics for guiding your business through and past the COVID-19 pandemic. Getting successfully to the new "normal". |
51 |
Randy MacLean |
2020-04-16 |
5 |
| 1888 |
Harnessing the Energy of Millennials |
Randy MacLean and Bruce Merrifield of WayPoint Analytics discuss how to capture the interest of millennials, keeping your sales force energetic and effective. |
6 |
Bruce Merrifield |
2020-01-30 |
3 |
| 1890 |
How to Be Your Customer's Favorite Salesperson |
Randy MacLean from WayPoint Analytics and Barry Wright discuss how to add value to your actions as a salesperson to master the new sales relationship dynamic. |
9 |
Barry Wright |
2020-01-23 |
4 |
| 2933 |
2020 Q1 Executive Brief - New Strategies |
Randy MacLean delivers the 2020 Q1 Executive Brief -- New Year, New Strategies |
51 |
Randy MacLean |
2020-01-14 |
5 |
| 1895 |
New Money – How to Analyze & Boost Profit from Delivery |
See the surprising new methods top companies are using to calculate and optimize delivery costs and pricing, generating millions in new profits. |
32 |
Randy MacLean |
2019-05-06 |
5 |
| 1896 |
How Distributors Can Double Their Rebate Income |
Companies can use analytics to better understand rebates, and use them as a powerful profit-generating tool. |
32 |
Randy MacLean |
2019-04-29 |
4 |
| 1905 |
Finding Hidden Top Customers You'd Never Expect |
Companies struggle to find the connecting traits to efficiently segment accounts. Randy MacLean and Dr. Jonathan Bein discuss what those traits really are. |
8 |
Jonathan Bein,
Ph.D |
2019-04-25 |
3 |
| 1889 |
Getting a Deeper Understanding of Costs |
Randy MacLean and Bruce Merrifield of WayPoint Analytics discuss different levels of cost analysis, and why deeper analytics can bring much greater benefits. |
7 |
Bruce Merrifield |
2019-04-10 |
3 |
| 1891 |
How to Keep Your Next Gen Sales Force Effective |
Randy MacLean from WayPoint Analytics and Barry Wright discuss how to engage with the incoming generation to cultivate a mutually beneficial relationship. |
8 |
Barry Wright |
2019-03-28 |
3 |
| 1901 |
How to Keep Counter Sales from Eating You Alive |
Counter Sales are a profit drain in most Distribution companies. They can be re-engineered with the right analytics to enable a sophisticated segmentation.
|
33 |
Randy MacLean |
2019-03-26 |
4 |
| 1263 |
How Money is Made in Wholesale Distribution |
Randy MacLean shares his analysis of over $65B of distribution business to help others shed incorrect assumptions about how to make money. |
5 |
Randy MacLean |
2018-08-09 |
4 |
| 1853 |
Profit-Value Segmentation |
Customer triage is key to profits in Distribution. Randy MacLean share the key elements of costing required to help you assign the right service level. |
27 |
Randy MacLean |
2018-07-26 |
5 |
| 1432 |
Mastering the Penetration Element of the Sales Process |
The penetration element of the sales process focuses on existing customers and penetrating their businesses more deeply. |
9 |
Dr. Jeanne Hurlbert |
2018-05-28 |
4 |
| 1006 |
Why "Superman" Sales Managers Are Bad for Business |
The best salespeople don't make the best sales managers. The skill sets and the responsibilities are different. |
9 |
Dirk Beveridge |
2018-05-21 |
3 |
| 1382 |
Sales Force Specialization |
Discussion of how the most successful companies are adopting specialized sales functions, achieving superior results. |
10 |
Bruce Merrifield |
2018-05-09 |
4 |
| 1651 |
How Distributors Should Rethink Their 2017 Sales Growth Plans |
Waypoint Analytics uses line item profit analytics to dig deep into the numbers, and Waypoint users learn both bad news and good news about their customers. |
7 |
Bruce Merrifield |
2018-05-02 |
3 |
| 1386 |
Are Bad Business Beliefs Limiting Your Profitability? |
Many distributors' beliefs may limit their ability to be profitable. Some of these beliefs affect one's recognizing of the importance of managing cost-to-serve. |
9 |
Bruce Merrifield |
2018-04-23 |
4 |
| 1383 |
9 Steps to More Profitable Relationships |
Discussion about a 9-step process aimed at transforming a transactional relationship with an account into a partnership. |
9 |
Bruce Merrifield |
2018-04-18 |
3 |
| 1602 |
Profit Value-Based Customer Segmentation |
Randy MacLean and Bruce Merrifield of WayPoint Analytics discuss profit value-based customer segmentation.
|
12 |
Bruce Merrifield |
2018-04-16 |
4 |
| 1582 |
Using Segmentation to Maximize Profit in Small Accounts |
When working with small accounts, consider what elements of your service have no value to them or can be eliminated to save costs to you. |
9 |
Jonathan Bein,
Ph.D |
2018-04-09 |
4 |
| 1648 |
Gross Margin Percent: A Poor Indicator of Profitability |
Many naturally occurring, high gross margin percentage accounts and high gross margin percentage SKUs are operating profit losers. |
4 |
Bruce Merrifield |
2018-04-04 |
3 |
| 1364 |
Why You Need Cost-to-Serve Modeling |
Learn why cost-to-serve models are vital for your business's profitability, and how the approach has improved over the years using LIPA. |
9 |
Bruce Merrifield |
2018-04-02 |
4 |
| 1385 |
The Advantages of Segmentation |
A discussion of the benefits of segmentation and how this approach can help distributors achieve far greater levels of profitability. |
10 |
Bruce Merrifield |
2018-03-28 |
4 |
| 1462 |
Translating Information into Sales Action |
Improving the capabilities of your sales force with the powerful combination of line item analytics and use of the Track Selling system.
|
7 |
Ron Holm |
2018-03-26 |
3 |
| 1354 |
How to Turn Big Data Into Big Profits! |
Top companies like Amazon can leverage big data to predict consumer buying habits. Bruce Merrifield discusses how you can do this too! |
9 |
Bruce Merrifield |
2018-03-21 |
4 |
| 1360 |
Using the Whale Curve to Manage Your Inventory |
How a whale curve can be used to more effectively manage your stockroom and even help how you sell items. |
10 |
Bruce Merrifield |
2018-03-19 |
4 |
| 1002 |
How Analytics Are Changing While Analytics Changes Everything |
Technology in distribution has advanced to where leading companies are being propelled forward by strong analytics that connect directly to their profitability. |
10 |
Tom Gale |
2018-03-12 |
4 |
| 1609 |
Your Customer Service Might Be Doing Better Than You Think |
Randy MacLean sits down with Dr. Jeanne Hurlbert to discuss some of the data she has seen regarding satisfaction levels in customer service. |
9 |
Dr. Jeanne Hurlbert |
2018-02-26 |
4 |
| 1599 |
Triage Customers & Set Priorities to Increase Performance |
Randy MacLean and Bruce Merrifield sit down for a talk about the issues and opportunities, tactics and strategies for increasing profit performance. |
10 |
Bruce Merrifield |
2018-02-21 |
4 |
| 1607 |
How to Set Up Concierge Customer Service in Your Company |
Dr. Jeanne Hurlbert gives Randy MacLean a general overview of how to set up a concierge customer service program. |
11 |
Dr. Jeanne Hurlbert |
2018-02-19 |
4 |
| 1650 |
Increase Profits: Rank Customers and Act Accordingly |
Here is a case study in which the lowest gross margin percentage niche was the most profitable and the highest gross margin percentage was the loser. |
6 |
Bruce Merrifield |
2018-02-14 |
3 |
| 1840 |
Profit-Driven Customer Service |
There's a direct link between high profits and second-tier customer service. This is how you use it to make more money. |
4 |
Randy MacLean |
2018-02-13 |
5 |
| 1452 |
The Simple Math of Concierge-Level Customer Service |
Dr. Jeanne Hurlbert and Randy MacLean address the perceived cost of concierge-level customer service. |
8 |
Dr. Jeanne Hurlbert |
2018-02-12 |
4 |
| 1429 |
The Benefits of Concierge-Level Customer Service |
Dr. Jeanne Hurlbert explains how customer service presents a huge opportunity and competitive edge for distributors. |
10 |
Dr. Jeanne Hurlbert |
2018-02-05 |
4 |
| 1468 |
Discussing the Enterprise Account Selling Model (#3) |
Continuance of the Enterprise Account Selling Model video series. Refers to a preceding video. Drawn from Bruce's presentation at APIC on March 1, 2016. |
6 |
Bruce Merrifield |
2018-01-31 |
4 |
| 1581 |
Driving Profit with Segmentation |
Learn how profit-based and value based segmentation in the distribution industry is a powerful tool for companies to increase profit production. |
11 |
Jonathan Bein,
Ph.D |
2018-01-29 |
4 |
| 1467 |
Discussing the Enterprise Account Selling Model (#2) |
A continuation of the discussion between Bruce Merrifield and Randy MacLean over Bruce's Enterprise Account Selling Model (part 2). |
6 |
Bruce Merrifield |
2018-01-24 |
3 |
| 1466 |
Discussing the Enterprise Account Selling Model (#1) |
Bruce Merrifield and Randy MacLean discuss Bruce's Enterprise Account Selling Model, as presented at APIC on March 1, 2016.
|
7 |
Bruce Merrifield |
2018-01-17 |
3 |
| 1427 |
The Secret to Buying or Selling a Distribution Company |
In this interview, Brent Grover discusses what you need to know if you plan on acquiring other distributors or eventually selling your own company. |
16 |
Brent Grover |
2018-01-15 |
4 |
| 1384 |
Getting Your Salespeople to Negotiate Smarter |
Using the negotiation process to achieve CTS savings, allowing you to offer your customers lower prices while leaving the table with a larger profit. |
10 |
Bruce Merrifield |
2018-01-03 |
3 |
| 1197 |
Repetition Really is the Key to Good Learning |
Bruce Merrifield discusses the value of repetition in the learning process and other strategies and tactics to ensure your training works. |
7 |
Bruce Merrifield |
2017-12-11 |
4 |
| 1725 |
It’s All About Change |
Shelley helps businesses master the soft capabilities necessary for improved management, productivity, and efficiency that can help earn more profit. |
9 |
Shelley Row |
2017-11-20 |
4 |
| 1348 |
Seven Styles of Leading Change |
Barbara Trautlein of Change Catalysts demonstrates how the three different styles of leadership can offer seven distinct styles of leading change. |
3 |
Dr. Barbara Trautlein |
2017-11-13 |
4 |
| 1493 |
How to Pick the Enterprise Accounts |
You can then target accounts for growth and learn how to talk to each type of customer using next level proposal pitches and the Nine Step Process. |
5 |
Bruce Merrifield |
2017-11-01 |
4 |
| 1705 |
Improving Your Skills as a Negotiator in Distribution |
Randy MacLean and Barry Wright talk about helping distribution companies improve salesforce and executive skills in negotiation. |
27 |
Barry Wright |
2017-10-30 |
4 |
| 1362 |
Cost-to-Serve Math: Why Gross Margin May Fool You Every Time |
This video by Bruce Merrifield and Randy MacLean describes why you can't rely solely on gross margin to determine profitability. |
8 |
Bruce Merrifield |
2017-10-25 |
4 |
| 1205 |
The Changing Face of Sales |
An in-depth look at some historical limitations to sales compensation, and why those factors no longer apply with the availability of LIPA. |
13 |
Bruce Merrifield |
2017-10-18 |
3 |
| 1464 |
Track Selling: Understanding Buyer Motivations |
Ron Holm, a trainer for Max Sacks, and Randy MacLean discuss Track Selling and the basis of this effective and powerful sales training program. |
5 |
Ron Holm |
2017-10-16 |
4 |
| 1746 |
Money-Making vs Money-Losing Sales: Finding Hidden Profits |
If 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.
|
3 |
Randy MacLean |
2017-10-10 |
5 |
| 1723 |
You May Be Missing Your Biggest Opportunity for Efficiency |
Shelley Row talks about the vital soft skills and practices required for sophisticated management. |
11 |
Shelley Row |
2017-10-09 |
5 |
| 1045 |
Working on Your Best Accounts |
What to do with your top accounts. |
8 |
Bruce Merrifield |
2017-09-27 |
5 |
| 1606 |
Why You Need to Embrace Surveys, Online Reviews and Social Media |
Adopting new methods for understanding how your customers feel about you is something every business owner should be doing in order to lead into the next decade |
11 |
Dr. Jeanne Hurlbert |
2017-09-25 |
4 |
| 1579 |
Creating Better Opportunities through Segmentation |
Small, precise changes – such as knowing what segments of your market to target – can have a magnified effect on the bottom line of your distribution business. |
9 |
Jonathan Bein,
Ph.D |
2017-09-18 |
4 |
| 1387 |
Gross Margin Fixation |
A fixation on gross margin – without looking at cost-to-serve (CTS) – has blinded countless distributors and limited their ability to achieve profitability. |
7 |
Bruce Merrifield |
2017-09-13 |
4 |
| 1423 |
The Secret to Successful Strategy Implementation |
Randy MacLean and Brent Grover discuss the secrets to successfully implementing a new strategy within a distribution organization. |
10 |
Brent Grover |
2017-09-11 |
3 |
| 1463 |
Using the Power of Track Selling to Get to Yes |
Randy MacLean discusses the process behind Track Selling with Ron Holm of Max Sacks Int'l, and why this science and psychology-based method is so successful. |
5 |
Ron Holm |
2017-09-04 |
3 |
| 1649 |
Amazon Tactics: Know Your SKU Profit Winners and Losers |
See why your most profitable 200+ items are typically popular commodities with lots of picks for lots of customers with a high average sales dollar per pick. |
7 |
Bruce Merrifield |
2017-08-30 |
3 |
| 1610 |
Gaining an Advantage with Social Media |
Randy MacLean and Dr. Jeanne Hurlbert talk about some of the vital elements for increasing profits and creating advantage. |
12 |
Dr. Jeanne Hurlbert |
2017-08-28 |
4 |
| 1361 |
A WayPoint Client and Whale Curve Success Story |
Learn how this distributor was able to massively ramp up its profitability even as it lost many of its customers. |
5 |
Bruce Merrifield |
2017-08-16 |
4 |
| 1673 |
The Use and Abuse of Metrics in Distribution |
Randy MacLean talks with Steve Epner, President of The Startup Within, about new ways to make your business better, offered in Steve’s book, Simplify Everything |
8 |
Steve Epner |
2017-08-14 |
4 |
| 1209 |
Cost Structures: What Makes for a Good Sale? |
Learn why distributors can't simply rely on gross margin when determining whether a sale will add to the bottom line. |
5 |
Randy MacLean |
2017-08-09 |
4 |
| 1010 |
Why Big Data Matters |
Dirk Beveridge talks about the importance of using "big data" in driving sales activities to where they'll get the best returns. |
9 |
Dirk Beveridge |
2017-08-07 |
4 |
| 1210 |
Changing Sales Strategy Using LIPA |
Randy MacLean talks about the emergence of a new sales strategy. |
5 |
Randy MacLean |
2017-08-02 |
4 |
| 1359 |
Why You Should Sweat the Small Deliveries |
A discussion on how little extras can sometimes add up to a lot of infrastructure cost in wholesale distribution companies. |
11 |
Bruce Merrifield |
2017-07-26 |
4 |
| 1422 |
Using Big Data to Find the “Why” Behind Profitability |
What is big data and how can it be used to improve profits? Brent Grover and Randy MacLean sit down to discuss big data's effect on distribution pricing. |
10 |
Brent Grover |
2017-07-24 |
4 |
| 1646 |
Increase Innovation with a Rule and a Tool |
Learn how to boost your company innovation IQ by adopting the Anti-Nitpick Rule and the Wheel of Learning Tool. |
3 |
Bruce Merrifield |
2017-07-19 |
3 |
| 1434 |
Tracking Satisfaction with your Customer Service Program |
Randy MacLean and Jeanne Hurlbert discuss the topics of tracking satisfaction with your customer service program, and how important this is to referability. |
12 |
Dr. Jeanne Hurlbert |
2017-07-17 |
4 |
| 1601 |
Giving All Employees Line of Sight Vision |
Randy MacLean and Bruce Merrifield discuss distribution management best practices and advanced techniques to take your business to the next level |
10 |
Bruce Merrifield |
2017-07-03 |
5 |
| 1613 |
Segmentation for High Performance in Distribution |
Randy MacLean and Dr. Jeanne Hurlbert discuss segmentation and WayPoint’s approach to this important topic that helps create a high-performance company. |
12 |
Dr. Jeanne Hurlbert |
2017-06-26 |
3 |
| 1592 |
Raising the Bar with Customer Focused Sales |
Together with Randy MacLean, Bruce identifies those practices that distinguish the great distribution companies from the merely good.
|
25 |
Bruce Merrifield |
2017-06-21 |
4 |
| 1593 |
How and Why Amazon Drives Change for Catalog Operators |
Catalogs still exist, but they have gone online. In this video, Randy MacLean and Bruce Merrifield outline the changing reality of catalog operators.
|
9 |
Bruce Merrifield |
2017-06-14 |
4 |
| 1426 |
Millennials: A Major Demographic Shift in Distribution |
Randy MacLean and Brent Grover discuss differences between generations, the challenges and effect associated with recruiting Millennials. |
11 |
Brent Grover |
2017-06-12 |
3 |
| 1685 |
Efficiency in Distribution: The Key for Super-Performance |
How do the topmost performers in any industry get there? What do they do differently? Randy and Steve discuss how new metrics have shed light on their secrets |
25 |
Steve Epner |
2017-06-07 |
4 |
| 1519 |
Creating, Managing, and Measuring Your Strategy |
Successful leaders know that strategy is fluid, flowing with changes in the marketplace, yet focused on the end goal. |
10 |
Margaret Reynolds |
2017-06-05 |
3 |
| 1381 |
Cost-to-Serve Math and the New Paradigm |
Discussion of new Cost-to-Serve (CTS) Math Training Course and why distributors will find it so useful when switching to a CTS mindset. |
4 |
Dr. Kerri Laryea |
2017-05-29 |
3 |
| 1424 |
The Next Generation of E-Commerce |
Brent Grover discusses eCommerce and the transition from a simple storefront that supplements your activities to something that can really drive your business. |
9 |
Brent Grover |
2017-05-22 |
4 |
| 1600 |
Why You Should Be Optimizing Inventory |
Randy and Bruce explain why it’s important to optimize inventory in the same way you optimize personnel and other resources toward the best profit opportunities |
9 |
Bruce Merrifield |
2017-05-17 |
5 |
| 1580 |
Identify and Maximize Profit Generation Through Segmentation |
Dr. Jonathan Bein of Real Results Marketing and Waypoint Analytics President Randy MacLean explain the benefits of segmentation to profit generation. |
12 |
Jonathan Bein,
Ph.D |
2017-05-01 |
4 |
| 1595 |
Capturing New Customers in Amazon's Marketplace |
In this conversation, Bruce Merrifield and Randy MacLean of Waypoint Analytics discuss the virtues and utility of Amazon's Marketplace. |
9 |
Bruce Merrifield |
2017-04-26 |
4 |
| 1460 |
Achieve Massive Gains in Profitability with Line Item Analytics |
Answers to common questions that arise when wholesale distribution companies are considering the benefits that WayPoint Analytics can provide. |
5 |
Ron Holm |
2017-04-24 |
3 |
| 1598 |
A Two Step Strategy for Being Number One in Distribution |
In this video, Bruce Merrifield turns the tables on Waypoint President Randy MacLean, and asks Randy to strategize on how to beat the competition. |
11 |
Bruce Merrifield |
2017-04-03 |
5 |
| 1516 |
Facing Leadership Challenges: Holding and Executing the Vision |
Effective execution can create a culture of ingenuity & innovation, It can be as simple as inviting others to meet daily or weekly to discuss goals. |
14 |
Margaret Reynolds |
2017-03-20 |
4 |
| 1389 |
Prioritizing Your Customers |
A discussion of the perils of a cookie cutter approach when it comes to sales and service in the wholesale distribution industry. |
10 |
Bruce Merrifield |
2017-02-22 |
4 |
| 1430 |
Create Customer Loyalty Using Satisfaction Surveys |
While many companies today focus on leads and conversion, according to Dr. Hurlbert, customer retention is just as important to your success! |
7 |
Dr. Jeanne Hurlbert |
2017-02-20 |
4 |
| 1594 |
Defending Your Distribution Business Against Amazon |
In this video, Bruce Merrifield and Randy MacLean discuss the realities of distributors living in the shadow of Amazon. |
15 |
Bruce Merrifield |
2017-02-15 |
4 |
| 1357 |
How to Increase Account Retention Through Customer Audits |
Account audits are a powerful technique that gives distributors insights into their best accounts forming strong relationships and reducing transaction friction |
10 |
Bruce Merrifield |
2017-02-13 |
4 |
| 1697 |
Innovate Podcast: Ultimate Customer Segmentation To Drive Profit |
Dirk Beveridge interviews Randy MacLean of WayPoint Analytics on the ultimate profit-based customer segmentation. |
41 |
Dirk Beveridge |
2017-02-09 |
4 |
| 1603 |
A Two-Pronged Approach to Concierge Level Customer Service |
Dr. Jeanne Hurlbert, President of Hurlbert Consulting Group, joins Randy MacLean, President of WayPoint Analytics, to give her report from the field. |
12 |
Dr. Jeanne Hurlbert |
2017-02-06 |
4 |
| 1363 |
How Customer Segmentation Unlocks Hidden Profits |
Bruce Merrifield of WayPoint Analytics teaches the importance of customer segmentation and the insights it can offer your distribution company. |
7 |
Bruce Merrifield |
2017-01-25 |
4 |
| 1652 |
Innovate Podcast: The Analytics of Super-Performing Distributors |
Dirk Beveridge interviews Randy MacLean of WayPoint Analytics on the analytics and metrics of super-profitable distributors. |
40 |
Dirk Beveridge |
2017-01-12 |
4 |
| 1356 |
To Thine Own Infrastructure Be True! |
B. Merrifield and R. MacLean discuss why distributors shouldn't try to replicate competitors' formulas when they don't have the infrastructure to support it. |
10 |
Bruce Merrifield |
2016-12-19 |
5 |
| 1517 |
How Effective Leaders Challenge the Status Quo with Strategy |
The ability to be a change leader involves creating an effective strategy for the future and strategically engineering the company to accomplish the strategy. |
16 |
Margaret Reynolds |
2016-12-12 |
4 |
| 1226 |
Why a Good Business Model is Crucial to Profits |
Randy MacLean and Benson Garner discuss the concept of a Business Model Canvas for business model planning. |
14 |
Benson Garner |
2016-12-05 |
4 |
| 1388 |
Is the Sales Coverage Mindset Hurting Your Business? |
Outdated sales practices – particularly an over-emphasis on sales coverage – are likely hurting your business. |
9 |
Bruce Merrifield |
2016-11-21 |
4 |
| 1583 |
Four Questions to Shape Account Acquisition |
Dr. Jonathan Bein discusses the four questions Real Results Marketing uses to analyze a distributor's customer base. |
7 |
Jonathan Bein,
Ph.D |
2016-10-31 |
4 |
| 1196 |
The Language of Success |
Your employee's understanding of how your company works directly impacts their ability to contribute. Learn how in this video featuring Bruce Merrifield. |
5 |
Bruce Merrifield |
2016-09-19 |
4 |
| 1322 |
Companies Need Multiple Business Models |
Benson Garner argues that business modeling should be a continuous process rather than something only done periodically. |
15 |
Benson Garner |
2016-08-01 |
3 |
| 1324 |
Are You Still Using Yesterday's Business Model? |
Chronically unprofitable business units are easily, quickly and permanently corrected by creating a completely thought-out business model. |
10 |
Benson Garner |
2016-06-27 |
4 |
| 1163 |
Why Personnel Development Matters |
Randy MacLean discusses the benefits of personnel development as part of the 2020 Strategy with retired U.S. Army Major General Robert Mixon. |
13 |
MajGen. Robert Mixon |
2016-04-25 |
4 |
| 1453 |
Exec Brief #5: Identifying High-Potential Accounts |
Randy MacLean demonstrates how you can change the nature of your profit line by identifying highly leverage able profitable and unprofitable accounts. |
27 |
Randy MacLean |
2016-03-09 |
4 |
| 1198 |
The Rule of 1 to 10 |
Bruce Merrifield and Randy MacLean discuss how the Rule of 1 to 10 helps you understand something enough so that you can teach it |
7 |
Bruce Merrifield |
2016-01-11 |
3 |
| 1125 |
Wholesale / Distribution Basic Math |
Randy MacLean talks about the little-known real math behind profit production in a distribution business. |
5 |
Randy MacLean |
2015-11-16 |
4 |
| 1043 |
Getting Results with a Customer Audit |
Getting Results with a Customer Audit |
8 |
Bruce Merrifield |
2015-09-21 |
3 |
| 1188 |
Common Mistakes in Business Model Creation |
In this 11-minute video, Benson Garner of the Innovation Principle discusses the importance of mapping your business model and common mistakes. |
11 |
Benson Garner |
2015-09-14 |
3 |
| 1177 |
Emerging Trends in Distribution Industry Analytics |
In this 8-min video, Al Bates from the Profit Planning Group talks about the emerging new analytics that are guiding distribution companies in new directions. |
8 |
Dr. Albert Bates |
2015-09-07 |
3 |
| 1192 |
The Impact Millennials Will Have on the Business World |
Ron Holm of Max Sacks Int'l discusses the impact that Millennials will have on the business world. |
11 |
Ron Holm |
2015-07-06 |
3 |
| 1339 |
Exec Brief #2: Tilting The Playing Field (Action) |
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. |
61 |
Randy MacLean |
2015-06-30 |
4 |
| 1323 |
Business Models Need Frequent Review |
Why it's vital that executives and managers learn about business modeling and value propositions. |
10 |
Benson Garner |
2015-06-15 |
3 |
| 1206 |
Getting Ahead of Competing Businesses |
Creating your value proposition and using it to set your distribution company apart from your competition will allow you to differentiate your company |
9 |
Jonathan Bein,
Ph.D |
2015-04-27 |
3 |
| 1270 |
Exec Brief #1: Tilting the Playing Field (The Strategy ) |
Randy MacLean discusses a strategy to shift the profits in the market to your own company. |
48 |
Randy MacLean |
2015-04-20 |
4 |
| 1189 |
Reward Yourself |
Ron Holm of Max Sacks talks about one of the most important base principles of a rewarding and fulfilling sales environment -- reward yourself. |
7 |
Ron Holm |
2015-02-09 |
3 |
| 1186 |
New "Real Profit Drivers" Supplement for PAR Reports |
In this 8-minute video, Al Bates of the Profit Planning Group talks about the new "Real Profit Drivers" cross-industry benchmarks supplement to the PAR reports. |
8 |
Dr. Albert Bates |
2015-01-19 |
3 |
| 1175 |
Where Does Your Business Really Make its Money? |
In this 33-minute video, Randy MacLean of WayPoint Analytics shares some of the most important secrets and techniques for evaluating and measuring profit. |
33 |
Randy MacLean |
2014-11-05 |
5 |
| 1005 |
The Coming Impact of Amazon Supply |
Amazon.com has maybe the best logistics capability in the world, which doesn't mean that AmazonSupply has to be a threat to the wholesale distribution industry. |
19 |
Bruce Merrifield |
2014-06-23 |
4 |
| 1017 |
War Stories: Freaks of Nature |
Bruce Merrifield discusses customer profitability, using an anecdote about General Schwarzkopf to illustrate how granular-level inspection is important. |
9 |
Bruce Merrifield |
2014-05-14 |
3 |
| 1164 |
Why Leadership Development is Critical to Growth |
Randy MacLean and retired Major General John Batiste discuss what business leaders can learn from the Army about internal management training. |
10 |
MajGen. John Batiste |
|
4 |
| 1284 |
Digital Marketing for Distribution |
Digital marketing has become an absolute necessity for wholesale distributors. Learn how your website can not only generate leads but also pre-qualify them. |
53 |
Susan Merlo |
|
4 |
| 1297 |
Leadership & Personnel Empowerment |
Learn how to build your team, making them more capable and self-sufficient, so they will be empowered to make the correct decisions without supervision. |
58 |
MajGen. Robert Mixon |
|
4 |
| 1302 |
Profit Gains from Price Optimization |
Ken Brown shows you how to improve your bottom line by improving percentage points, which is a less costly option than finding new customers.
|
71 |
Ken Brown |
|
4 |
| 1346 |
Leading Successful Change |
Barbara Trautlein of Change Catalysts explains the importance of communication in organizational changes. |
5 |
Dr. Barbara Trautlein |
|
3 |
| 1347 |
The Three Styles of Leadership |
Barbara Trautlein of Change Catalysts takes the time to explain the three styles of leading change
|
5 |
Dr. Barbara Trautlein |
|
4 |
| 1228 |
The Importance of Customer Training Programs |
Create high-performing customers by implementing customer training programs. It's a great retention tool and will establish you as an industry expert. |
11 |
Dr. Kerri Laryea |
|
3 |
| 1230 |
Educating and Improving Your Customers |
Teaching customers business skills that help their day-to-day operations and build loyalty, aid in retention, and improve profitability. |
10 |
Dr. Kerri Laryea |
|
3 |
| 1236 |
The Sales Process |
A powerful testament to the value of sales training. Does your company have a training process in place? |
14 |
Ron Holm |
|
5 |
| 1358 |
Supply Chain Management: The Just-in-Time Overshoot |
R. MacLean and B. Merrifield discuss the evolution of the supply chain and how some companies have gone overboard with just-in-time delivery. |
9 |
Bruce Merrifield |
|
4 |
| 1377 |
The Cost-to-Serve Paradigm Shift |
Cost-to-serve is vital to the long-term success of any wholesale distribution company. Learn how this course can cultivate an understanding of CTS. |
3 |
Dr. Kerri Laryea |
|
3 |
| 1433 |
How Concierge Service is a Strategy for Profitability |
Dr. Jeanne Hurlbert of Hurlbert Consulting Group discusses concierge level customer service with Randy MacLean, and how this can be a strategy for profitability |
12 |
Dr. Jeanne Hurlbert |
|
4 |
| 1431 |
How to Convert Customers using Concierge Customer Service |
Concierge customer service, or high-level customer service, goes beyond being nice to customers and is very focused on how to solve customers' problems. |
9 |
Dr. Jeanne Hurlbert |
|
4 |
| 1425 |
The New Role of the Sales Rep |
Randy MacLean and Brent Grover discuss how the sales rep role is changing and why the old role doesn't work well with modern systems. |
12 |
Brent Grover |
|
4 |
| 1495 |
Finding Your Diamonds |
Dr. Jonathan Bein and Randy MacLean talk about determining firmographic markers for profitability that can really make a difference in your bottom line. |
30 |
Jonathan Bein,
Ph.D |
|
4 |
| 1604 |
Why You Need a Customer Service Feedback Loop |
In this video, Randy MacLean, and Dr. Jeanne Hurlbert, discuss the importance of a feedback loop with customer service. |
7 |
Dr. Jeanne Hurlbert |
|
3 |
| 1608 |
The Changing Role of a Sales Rep in Distribution |
How the concierge customer service function is integrated with the selling function. Hi-level service is part of the evolution of selling in distribution. |
12 |
Dr. Jeanne Hurlbert |
|
4 |
| 1611 |
A Simple Social Media Strategy |
Randy MacLean and Dr. Jeanne Hurlbert discuss some of the details of how to put together effective content for these social media channels. |
8 |
Dr. Jeanne Hurlbert |
|
4 |
| 1612 |
Why It’s Time to Take Control of Your Social Media |
In this video, Randy MacLean and Dr. Jeanne Hurlbert discuss how you can make the leap to add social media to your sales and marketing protocol. |
9 |
Dr. Jeanne Hurlbert |
|
4 |
| 1647 |
The Distribution Customer’s Profitability Journey |
Armed with a customer's estimated operating profit or profit equation, you can push forward and make big, truly bold profitability changes. |
6 |
Bruce Merrifield |
|
3 |
| 1707 |
Analyzing Operations for Profit |
Profit Analytics video / webinar features Randy MacLean discussing the analytics used by distributors with extraordinary profit rates. |
49 |
Randy MacLean |
|
4 |
| 1710 |
Disrupting Tactics for Better Negotiations in Distribution |
Bring improved negotiation skills and strategies into the relationships you have with your customers and vendors. |
8 |
Barry Wright |
|
4 |
| 1695 |
Exec Brief #7: The Keys to Profit Performance |
Close study of super-performers reveals the surprising philosophies and practices common among them. Learn to use them in your company as well. |
45 |
Randy MacLean |
|
4 |
| 1696 |
How to Use Concierge Customer Service to Boost Profitability |
Learn the cutting-edge profit strategy used by top distributors: Concierge Customer Service. Retain profitable customers and attract more customers. |
35 |
Dr. Jeanne Hurlbert |
|
4 |
| 1724 |
Get to the Right Decision the First Time in Less Time |
Shelley Row of Shelley Row Associates joins Randy MacLean in this video to talk about how to get the most out of one of your largest investments: your people. |
12 |
Shelley Row |
|
4 |
| 1755 |
Why Wholesale Distribution Strategy is Different |
Here, Brent Grover of Evergreen Consulting discusses the hiring, training, compensation, and culture of sales and customer-facing staff as a factor in strategy. |
3 |
Brent Grover |
|
4 |
| 1886 |
Changing Economy: Good or Bad ? |
Randy MacLean and Bruce Merrifield of WayPoint Analytics discuss ways to direct your business towards success in the wake of the great recession. |
7 |
Bruce Merrifield |
|
4 |
Member Education Library