Profit IdeasWholesale Change Show: Get Over the Small-Order Hurdle
Jonathan Bein,
Ph.D, Managing Partner
Distribution Strategy Group
Thursday, October 8, 2020
•WayPoint Analytics •expert interview •WayPoint reports •profit gains •Randy MacLean •Dr. Jonathan Bein •recovery •change action chain •small orders •minimum order quantities •MOQs •analyzing orders
There is a way to get over the widely recognized "small-order" issue in distribution in a truly actionable way. Establishing and monitoring Minimum Order Quantities requires just small changes once the right building blocks are in place. [click for article]
Downloads: podcast-DSG.pptx
For more information about Jonathan Bein, Ph.D, visit: www.distributionstrategy.com
How to Price Smarter in E-Commerce
Jonathan Bein,
Ph.D, Managing Partner
Distribution Strategy Group
Thursday, March 19, 2020
•Amazon Supply •WayPoint Analytics •pricing strategies •distribution industry sales management •distribution industry intelligent pricing •business math for distribution •Innovate for the Future •Randy MacLean •Real Results Marketing •Dr. Jonathan Bein •cost reduction •customer profitability •managing customers for profit •fixing customer profitability •Advanced Cost & Profit Analytics
It's necessary to create a new pricing system for online orders. These transactions can raise costs unless approached differently, and it's important to adjust pricing accordingly. [click for article]
For more information about Jonathan Bein, Ph.D, visit: www.distributionstrategy.com
How to Make Your Value Proposition More Powerful
Jonathan Bein,
Ph.D, Managing Partner
Distribution Strategy Group
Thursday, February 27, 2020
•market intelligence •WayPoint Analytics •marketing practices •Innovate for the Future •Randy MacLean •Real Results Marketing •marketing strategy •Dr. Jonathan Bein •sales tactics •customer strategy •concierge customer service •Customization •sales tools
Do you know the value of your "value-added" services? The under-utilization of the value proposition is a great oversight many companies make, that leads to a multitude of missed opportunities. In this video Randy MacLean and Jonathan Bein discuss the inner workings of a value proposition, and how to make it a tool to work to your advantage. [click for article]
For more information about Jonathan Bein, Ph.D, visit: www.distributionstrategy.com
How Small Companies Are Dominating Big Competitors
Jonathan Bein,
Ph.D, Managing Partner
Distribution Strategy Group
Thursday, February 6, 2020
•competitive strategy •profit analytics •WayPoint Analytics •marketing practices •business model •customer segmentation •efficiency metrics •Randy MacLean •distributor sales analytics •market share •Real Results Marketing •Dr. Jonathan Bein •business strategy •explain market segmentation •effective market segmentation •segmentation methodology •managing profit •gross profit vs NBC
The gigantic, dominant companies in the market have clear, obvious advantages over smaller companies. However, the small companies, the "billion and below" have secret weapons up their sleeve, which in many cases they aren't using. In this video Randy MacLean and Dr. Jonathan Bein discuss how to use your secret weapons as a small company which you may not have known you had. [click for article]
For more information about Jonathan Bein, Ph.D, visit: www.distributionstrategy.com
Marketing Value in the Right Language
Jonathan Bein,
Ph.D, Managing Partner
Distribution Strategy Group
Thursday, January 9, 2020
•WayPoint Analytics •sales practices •marketing practices •pricing strategies •Innovate for the Future •innovation •Randy MacLean •firing customers •Real Results Marketing •sales strategy •marketing strategy •Dr. Jonathan Bein •sales tactics •customer strategy •concierge customer service •negotiating
Customers buy much more than the product. They buy the company, the customer buying experience, and the consistent capabilities of the product. So, it's important to develop a value proposition that communicates all of that to them. In this video, Randy Maclean and Jonathan Bein discuss the different ways value proposition can be approached, and give advice on how to make it really work. [click for article]
For more information about Jonathan Bein, Ph.D, visit: www.distributionstrategy.com
The Bad-Customer Obstacle Course and How to Beat It
Jonathan Bein,
Ph.D, Managing Partner
Distribution Strategy Group
Thursday, June 27, 2019
•WayPoint Analytics •big data •pricing strategies •Innovate for the Future •innovation •costing rules •business analytics •Randy MacLean •customer profitability analysis •Real Results Marketing •sales strategy •leading change •Dr. Jonathan Bein •money-losing customers •cost reduction •customer profitability •effective market segmentation •client segmentation matrix •Business Intelligence
Not all business is good business in wholesale distribution; in fact suppliers will lose money in dealing with the majority of customers they sell to. Some companies try to figure out which accounts are profitable using primitive measurements like gross margin, but their assessments are very inaccurate, since margin isn't linked to profitability as closely as people tend to believe.
But how to discern which accounts to go after? Watch Dr. Jonathan Bein and Randy MacLean share some answers. [click for article]
For more information about Jonathan Bein, Ph.D, visit: www.distributionstrategy.com