What Do Line-Item Profit Analytics Reveal?
Waypoint Analytics is the only cloud-service firm that offers distributors an array of tools based on a Line-Item, Cost-To-Serve (CTS) model, and a calculation engine. The firm has, over its 10-year existence, created CTS models for well over 100 distributors in over 50 different channels. The aggregate stats for this pool of progressive distributors are startling: Continue reading 118. Financial Blind-Spots of Most Distributors
Millennials? Digital-Buying Preferences?
Millennials are presently: 20-36 years old; involved in 85% of B2B purchases; the final buying authority 35% of the time, and will be growing past 50% by 2020. Their Amazon (AMZ) phone app is (statistically) their most valued and frequently used. They want their Amazon B2C buying experience at the office. AMZ owns your Next Generation Customers (NGCs)
Reps, Distributors, Master Wholesalers, Manufacturers: will you ally to be first with solutions for your NGCs needs? Continue reading 115. Selling Millennial – B2B, Self-Serve, Digital Buyers
Must-Read Blog Series
Go to this link for an article on MSC Industrial and Crescent Electric:
Pay attention to the specific features, benefits and design guidelines that are reported. Consider doing the same for the reviews for: Essendant’s (8/9); Hajoca’s (8/28); Cardinal Health’s (8/31); Univar’s (7/30); and Blair Candy (7/25: small-firm story!) Continue reading 114. Reviews on Best Distributor Web Sites: MSC Industrial, Crescent Electric, Essendant, Hajoca, et. al.
Moneyball and Astroball Lessons
The book Moneyball was published in 2003. At the time, Major League Baseball (MLB) managers despised it, because the book made them look like old-school ignoramuses. A highly-recommended new take published in July 2018 and titled Astroball, summarizes the league’s transition since 2003.
Here are a few key points from the book: Continue reading 113. It’s Human Nature to Resist Analytical Opportunities
Big-Accounts Range Widely in Net Profitability
Distributors! When you rank your customers by net-profitability, and then keep segmenting, you can find some amazing facts:
- Pareto’s law applies to big accounts, but only for margin dollars, not for profits! The biggest 20% of companies will contribute around 80% of gross-margin dollars.
- Only a third of the big accounts are net-profitable, and they range from amazingly so to modestly so.
- The middle third will be around break-even before deducting sales commissions and modest losers after deducting commissions.
- The bottom third are losers before commissions due to excessive activity costs for, usually for small-dollar picks and orders
- A few may be shockingly unprofitable.
Continue reading 110. Know and Partner Your Top 2% Highest Profit Value Accounts
Baseball’s Begrudging Adoption of Analytics
Since the book Moneyball was published in 2003, all professional sports have embraced analytics, but none more than baseball.
Baseball executives initially hated the book Moneyball because it made them look incompetent. Then, one-by-one teams started to experiment with analytics; in particular, two teams with new owners who had gotten rich using analytics elsewhere. Continue reading 109. Astroball: Taking Lessons from the Analytical Champs