best practices panel march 2015 scottsdale, az
Post on 28-Dec-2015
216 Views
Preview:
TRANSCRIPT
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
top related