Profit IdeasHow Small Companies Are Dominating Big Competitors
Dr. Jonathan Bein, President
Real Results Marketing
Thursday, February 06, 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 Dr. Jonathan Bein, visit: www.realresultsmarketing.com
Marketing Value in the Right Language
Dr. Jonathan Bein, President
Real Results Marketing
Thursday, January 09, 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 Dr. Jonathan Bein, visit: www.realresultsmarketing.com
The Bad-Customer Obstacle Course and How to Beat It
Dr. Jonathan Bein, President
Real Results Marketing
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 Dr. Jonathan Bein, visit: www.realresultsmarketing.com
What's in the Future of Pricing?
Dr. Jonathan Bein, President
Real Results Marketing
Thursday, June 13, 2019
•profit analytics •2020 Vision •market intelligence •WayPoint Analytics •pricing strategies •industry perspective •change management •Innovate for the Future •innovation •Randy MacLean •distributor sales analytics •Real Results Marketing •Dr. Jonathan Bein •Business Intelligence
We at WayPoint have made some predictions for the trends of the market over the next couple of years. In this video Randy MacLean and Dr. Jonathan Bein discuss those predictions, and how the new oncoming climate can be a place where your company thrives. [click for article]
For more information about Dr. Jonathan Bein, visit: www.realresultsmarketing.com
Finding Hidden Top Customers You'd Never Expect
Dr. Jonathan Bein, President
Real Results Marketing
Thursday, April 25, 2019
•WayPoint Analytics •market segmentation •segmentation •efficiency •customer segmentation •business analytics •Randy MacLean •Real Results Marketing •Dr. Jonathan Bein •market segmentation process •customer segmentation technology •segmentation methodology •customer segmentation best practices
When you can group customers into segments with similar needs, business models, etc. then you can create solutions that will appeal to greater multitudes more efficiently. However, most demographics that have been tried simply fall short and ineffective.
You need to group by the very factors that lead more directly to efficiency. All broader measurements are a waste. Knowing how to measure this is the key to significant, permanently sustainable advantages in the market. [click for article]
For more information about Dr. Jonathan Bein, visit: www.realresultsmarketing.com
Mastering Cost Plus Pricing With WayPoint
Dr. Jonathan Bein, President
Real Results Marketing
Thursday, April 18, 2019
•WayPoint Analytics •pricing strategies •cost-to-serve math •cost-to-serve in distribution •Randy MacLean •distributor sales analytics •cost to serve analytics •Gross Profit Margin •Real Results Marketing •Jonathan Bein •Dr. Jonathan Bein •sales tactics •customer profitability •segmentation methodology •effective marketing segmentation •fixing customer profitability
Companies haven't had visibility into many of the things that can now be seen clearly, because they've been operating on the "fool's gold" of gross profit.
Pricing that you tie to cost, however, is a win-win for everyone, because customers that work with you can gain a pricing advantage without a hit to your bottom line, or theirs. Pricing with CTS is going to be the cornerstone of pricing in the future. [click for article]
For more information about Dr. Jonathan Bein, visit: www.realresultsmarketing.com