Quantum Profit Management

Top-tier wholesale / distribution companies produce three to four times the cash flow and profits of the average. Quantum Profit Management is the philosophical framework that keeps owners, executives and team members focused on what matters for the best bottom line. QPM-driven companies have the cash-flow and profitability do things others can't. Randy lays out the eight principles that guide substantial and sustainable profit gains. [60 min]

2020 Vision

2020 Vision looks forward to the year 2020, identifying the sixteen objectively measurable elements that give top-tier companies the ability to lead their markets, industries and peers in profitability. Do you know what the profit-driving elements of the 2020 Vision are? Randy can lay them out for you and your group. [90 min]

Using Analytics to Drive Profit

Did you know that most companies only get 20%-25% of the money they earn on their best business to the bottom line? Did you know that more 60% of their customer are unprofitable—by any measure?

In this session, Randy shares the advanced analytics the profit-leaders use to identify and correct the profit drains that exist every distributor. [90 min]

Analytics & Metrics for Supply Chain & Operations

As we close in on 2020, excellence in Supply Chain and Operations takes on a new importance in the success, and even the survival, of distribution organizations. Winning the competitive battle is accomplished in the core competencies of distribution – moving product. In this session, we'll explore the newest thinking and analytics that give operations managers a real edge in driving their contribution to the company's cash flow and profits. [60 min]

Why Analytics is Your New Best Friend

Breakthroughs in business analytics are opening new opportunities for companies and sales professionals, with detailed cost-to-serve information restoring profit margins and commissions that have been under siege.

In this session, Randy MacLean reveals how shifting sales strategy and customer relationships focus to Cost-to-Serve and Profit have helped companies and their customers both realize win-win opportunities and practices that have been driving the best gains seen in years. [60 min]

Profit-Based Sales Compensation Design

Profit-based commissions are the "Holy Grail" of sales force leaders—and for good reason. A good compensation program aligns the goals of sales people with the company owners and executives, and get everyone engaged in the fight for profits.

Before now, these programs have been the domain of the Fortune 100 and those with large design budgets, but new technologies have opened the door for companies at every level to participate. In this session, Randy MacLean, author of Profit-Driven Sales Commissions: Design a Profit-Based Plan that Drives Cash Flow and Makes Happy Reps, lays out the process of building a profit-based commission plan and reveals the tricks used by top designers to implement winning programs.