Member Education Library
VID Title Description Min Contributor Release Score
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
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
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 2017-10-02 4
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
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 2017-09-20 3
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 Dr. Jonathan Bein 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
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 2017-09-06 4
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
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 2017-08-23 4
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 2017-08-21 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
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
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 2017-07-31 3
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
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 2017-07-12 4
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 2017-07-10 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 2017-07-05 3
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
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 2017-06-28 3
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
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
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 2017-05-24 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
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 2017-05-03 3
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 Dr. Jonathan Bein 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
1602 Profit Value-Based Customer Segmentation Randy MacLean and Bruce Merrifield of WayPoint Analytics discuss profit value-based customer segmentation. 12 Bruce Merrifield 2017-04-19 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 Dr. Jonathan Bein 2017-04-17 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 2017-04-12 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
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 2017-03-29 4
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
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 2017-03-06 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 Dr. Jonathan Bein 2017-02-27 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
1382 Sales Force Specialization Discussion of how the most successful companies are adopting specialized sales functions, achieving superior results. 10 Bruce Merrifield 2017-01-18 4
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 2017-01-16 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
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 2017-01-09 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
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 2016-11-14 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 Dr. Jonathan Bein 2016-10-31 4
1004 Strategic Pricing with Brent Grover Pricing is an important aspect of profitability. Delivering at a low price is great, but you may be underselling the market and leaving money on the table. 12 Brent Grover 2016-10-17 3
1018 Surviving & Thriving — With Amazon Supply (now AmazonBusiness) AmazonBusiness poses a serious threat to distribution businesses who don't have these strategic elements in place. How to remain untouched by AmazonBusiness. 24 Randy MacLean 2016-09-28 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
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 2016-08-22 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
1006 Why "Superman" Sales Managers Are Bad for Business Talented salesmen and saleswomen who are promoted to sales management positions may be limited in their effectiveness as a manager, Dirk Beveridge explains. 9 Dirk Beveridge 2016-05-09 3
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
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 Dr. Jonathan Bein 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
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 2015-04-06 3
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
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 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
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
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
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 4
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
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 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 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
1493 How to Pick the Enterprise Accounts From Service Value Innovation Guidelines 5 Bruce Merrifield 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
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 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
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 4
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
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
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