Knowing our true organic growth rate is important It represents how well we are converting historical investment into wealth It tells us where we should invest in the future (which product, what customer, which supplier relationship, what sales channel)

1. 4 Ways to grow
www.gfbridge.com
Contact Andre Gien agien@gfbridge.com
Management ideas from BLUE HAWK Financial Performance –Week 3

2. Only 4 ways to achieve organic growth
Current Products/
Services
New Products/
Services
Current
Customers
1.
Customer penetration
(sell more product to current
customers)
Price & volume
2.
Product penetration
(sell new product to current
customers)
Volume
New Customers
3.
Market penetration
(sell to new customers)
Volume
4.
Diversified strategy
(sell new stuff to new
customers)
Volume

3. What are we good at
Growing existing customers
with our current product
portfolio ?
How do we
measure this
Measuring sales
from one period
to the other does
not cut the
mustard

4. This period $41,311 Last period $40,816 Growth $ 495K ( 1.2%)
Conventional Wisdom
Growth calculation

5. How did new customers and
new products impact growth
New Customer
growth $615K
New product
growth $5,554

6. New customers
New products
$615 K
$5,554 K
Actual growth from
existing customers
and existing products
$35,142 Negative 14%
Real Organic growth shows a
different picture

7. Knowing our true organic growth
rate is important
It represents how well we are converting
historical investment into wealth
It tells us where we should invest in the
future (which product, what customer, which supplier relationship, what
sales channel)

8. How much effort and cost do we
spend on new stuff when the
existing products and customers
are declining ?
Average loss rate of new customers
that stop buying within 6 months 35%

9. Why is organic growth good
Its with customers that we have
already paid dearly to acquire
Its with products and
services that we know
Good growth

10. Time to do some good
We want to be the best there is at
organic growth

11. Cultural & skill
development
Portfolio
management
Customer
portfolio
management
Product portfolio
management
Grow
margins
Grow
revenue
Product profit
segmentation
Customer profit
segmentation
 Unit price per customer
 Product mix
 Customer mix
 Product knowledge
 Specialization
 Pre call planning
Cross sell
Products previously purchased
Customer trends
Market basket optimization
Customers stopped buying
Product trends
Howwedowhatwedo

12. Week 4 we will focus on
customer portfolio
management

13. Good sales intelligence will
 Increase sales by up to 5 %
 Improve margins by 2%
 Improve operational cash
flow 10% - 30%
If you only
have a
hammer you
will see every
problem as a
nail

14. Want to improve sales and margins
But
 You don’t want to learn new software
 You know you wont have the time to use the new tool
properly and neither will anyone else
 The cloud is something you worry about when you want t
know if its raining or not.
You want the facts and you want them in
ways that you can make a difference

15. Why not outsource your sales intelligence
We will:
Install the required applications
Review your data
Determine
Where you can grow
Where opportunities exist to sell more product to existing customers
(increase wallet share)
Where you can improve your margins
Where you are at risk
Provide you with a monthly portfolio review
Deliver an action plan to get it done

16. Why not outsource your sales intelligence
Once off set up fee $700.00
$800.00 per month*
Can cancel when ever you wish
Cost
*Up to 10,000 active products, larger data structures may be more
Results 1-2% margin improvement within 6 months
5% organic additional revenue growth
2x sales people productivity
10% operational cash flow improvement with 12
months
Start the
discussion agien@gfbridge.com 925 323 2802

17. Join us for a free webinar
The 3 fundamentals to growing sales
How are our to performing customers behaving
Where are we making money
Creating growth through cross sales
For Sales mangers, CFO’s and Business leaders
• Wednesday June 11 at 3.00 AM EST
https://www1.gotomeeting.com/register/181213608
• Friday 13th June at 11.00 AM EST
https://www1.gotomeeting.com/register/254626256

18. CustomerSwot.com - Individual customer growth
Enabling salespeople to identify individual customer strengths, weaknesses
opportunities and threats. Fully integrated reminders and CRM
Product and customer portfolio optimization | Analysis | Design | Implementation|
Growing revenues and margins by knowing how your customers behave
Financial Statement excellence
Transforming static financial statements into a management dynamic
management system that drives strategy focused on profit cash and returns
Performance consulting
GFB Service Portfolio
Passion for Intuition powered by Evidence
Rapid improvement of profit, cash and returns with enduring cultural impact

19. Contact
Andre Gien
agien@gfbridge.com
925 323 2802
Andre is our Evidence Wizard. He combines the Passion of intuition
with the Power of Evidence to weave amazing stories that reveal the
secrets and treasures that are locked within your business.
He has deployed the evidence based management discipline in over
150 different companies releasing more than $500 million in value
and more importantly, demystifying the complexity for thousands of
people.
Andre's favorite quote:
"If you change the way you look at things, the
things you look at change"