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The 6 Attributes of Super-Profit Companies

Randy MacLean, President — WayPoint Analytics

•fill rates •industry perspective •business model •conversions •distribution analytics •customer loyalty strategies •analyzing delivery •costing delivery •high profit rates •minimum order quantity •advanced metrics

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The Six Attributes of Super-Profit Companies

For more than a decade I've been working with distributors of all sizes and all profit levels in many different industries. We noticed a cadre of companies with profit rates far above those of their peers, and started looking for the common attributes that were driving rates of 15%, 20%, and even 25%.

We found these six attributes were the common markers of the high-profit companies:

1) core competency: moving product

2) absolute minimum of inventory locations

3) mastery of delivery alternatives

4) focus on customer experience

5) specialized sales force

6) numbers-driven

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

The 7 Areas That Need Your Focus (brief)

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

Beyond Business Intelligence

Randy MacLean explains the differences in business intelligence systems, and how to know what you're getting with each kind.

Staying Effective in the Changing World of Sales

The top business know not only how to innovate, but where to spot opportunities where innovation will bring the greatest results.

LIPA: Prophet of Customer Needs

See how implementing LIPA can give you the bandwidth to be more accommodating to your customers with analytics-based service excellence

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.

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!

Looking at a Customer Whale Curve

Customer whale curves are a great opportunity to view the overall picture of your customer profitability and apply appropriate sales models to each

Increase Innovation with a Rule and a Tool

Bruce Merrifield discusses the Wheel of Learning and how this simple tool can catapult you forward with innovative thinking.

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.

Changing Sales Strategy Using LIPA

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

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.

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.

The Element of Pricing

It's not necessary to compete with AmazonSupply on pricing when you've got your ordering and delivery systems, fill rates and customer service at a high level.