Best Practices PanelMarch 2015

Scottsdale, AZ

2015 CDA Survey

Updated Benchmarks

New Survey Form – Intuitive

Positive Dealer Feedback

Confidential Universal Data

Stack Rankings

Participation Mandatory

CEO Juice Certification

2014 – Transition Year

Many “Bumps in the Road”

More Complicated than Anticipated

CEO Juice Spent Thousand of Hours + $

New CEO Juice App – Rave Reviews

Certification Update

Group # MembersOn EA Using Process Reporting

CDA 64 41 13

BPCA 22 17 6

SDG 39 32 16

PDG 22 20 5

147 110 40

Confidential

Survey Update

Surveys Due February 26th

Some Timing Concerns

25+% Still Due

March 31 Drop Dead Date

CFO Meeting June 18/19

Presidents’ Meeting July 23/24

Survey Participation Update

Who Is In

Who Will Be Late

Who Has Not Responded

Best Practices Panel

Outcome Get ideas from the top of the stack rankings Understand how to improve performance Take home two or three best practice strategies

Process Q & A with the dealer panel Participation from CDA members

Understanding Precedes Action

Good and Great - enemy of What’s Possible When you’re good you want to repeat When you’re great you want to defend

Think about What’s Possible

Turn ideas into action

Take your business to the next level

Model - The management diagnostic tool

Examples of What’s Possible

Equipment GP 52+%

Supply GP 65+%

Service GP 56+%

Total Sales/Admin $1.3+ Million

Eq. Sales/Sales Rep $700+K

Operating Income 25+%

Equipment Sales Contribution 20+%

SALES REP COMPENSATION

Model Example Revenue = $1,000 COGS = $650 Eq GP = $350 (35%)

◦ Mgr Comp = $50 (5%)◦ Rep Comp = $140 (14%)◦ Sales Other = $60 (6%)

Sales Exp = $250 (25%) Contribution = $100 (10%)

© Strategic Business Associates 2015

High GP Example Revenue = $1,000 COGS = $520 Eq GP = $480 (48%)

◦ Mgr Comp = $69 (7%)◦ Rep Comp = $192 (19%)◦ Sales Other = $82 (8%)

Sales Exp = $343 (34%) Contribution = $137 (14%)

40%

CLARITY - Understanding Precedes Action

• Imaging – 94.2%– Traditional MFP business – 88.4%– Managed Print Services – 5.8%

• Office Productivity / Solutions– Document Management– Business Process Optimization (BPO)

• Managed Network Services– Hardware as a Service (HaaS)– Insourced / Outsourced Managed Services – Traditional IT Service & Support

• Other – Furniture, Water, Mailing, etc.

Benchmark Model Focuses Here

Watching this closely

Developing trends

Good Performance

Not Based on Dealer Size Manufacturer Geography Location Use of after market

supplies and parts Marketplace Multiple product lines

Based on Management skill Exceptional

leadership Attention to detail High capacity people

and teams Persistence Efficiency Ability to work long

hours

Panel Members

Dawn Abbuhl– Repeat Business System

Frank Cucco– Impact Networking

Tom DeLellis–Conestoga Business Solutions

Greg Walker–East Texas Copy Systems

Scott Woolfolk– Documation

Best Practices

Best Practices PanelMarch 2015

Scottsdale, AZ