Building Margin into   your Business & LifePresented byOrchid SystemsRobert Lavery & Associates Inc.
Building Margin Into Your BusinessCapacity Utilization1) Revenue2) Production3) ServiceCost of Increasing Capacity1) Mktg ...
Building Margin Into Your BusinessIncreasing Business Value• Value = Capacity Contribution• Capacity Contribution - Cost o...
Building Margin Into Your BusinessInfluence of Ideas & Technology• The 3 P’s of Business: Principles, Processes  and Peopl...
Building Margin Into Your BusinessOutcome of Ideas & Technology1) Gain Competitive Advantage2) Improved Customer Service3)...
Building Margin Into Your BusinessIncreasing Margin = Business Value• Key is Execution• Cost of doing nothing = Opportunit...
Lack of Focus = Confusion• "I have always wanted to be somebody, but I  see now I should have been more specific."  Comedi...
Understand What Drives Margin• Identify Key/Critical Success Factors    - What drives good performance in our organization...
Seeking Customer Feedback   With Provocative Questions• What attracted you to us originally?        Shows how you are view...
Seeking Customer Feedback   With Provocative Questions• What one thing could we do better?               Delves into their...
Customer Segmentation
Customer Segmentation    Clients    We Want     Clients    We Don’t      Want
Customer Segmentation  Profit  Margin      ClientsIncreases     We Want  Price        ClientsSensitivity   We Don’tIncreas...
Customer Segmentation                          Clients    Clients                           Who      Who Don’t            ...
Customer Segmentation                          Clients      Clients                           Who        Who Don’t        ...
Customer Segmentation                          Clients      Clients                           Who        Who Don’t        ...
Customer Segmentation                          Clients      Clients                           Who        Who Don’t        ...
Customer Segmentation                          Clients      Clients                           Who        Who Don’t        ...
Customer Segmentation                          Clients      Clients                           Who        Who Don’t        ...
Building Margin Into Your Business       Increasing Value of Data for DecisionsData     Information    Knowledge          ...
A Few Questions• How many Managers/Executives do you  help to manage the future?• Do your Managers/Executives appreciate  ...
Building Margin Into Your Business• Online distribution of Data/Reports  OLAP – Online Analytical Processing• Save time (p...
Building Margin Into Your BusinessInfo Explorer Addresses Pain Points Like:• Lack of accurate and timely reporting resulti...
Building Margin Into Your BusinessThe Problem with Custom Crystal Reports:•   Hard/costly to implement•   Hard to modify (...
Accountant’s Need OLAP
Equal Needs—Unequal ResourcesBig        Reporting    SmallBusiness   Needs        Business            Sales            Ord...
End-To-End Integration      Browser                    WAP /PDA’sWeb Site                 CRM           Accounting    Ware...
Building Margin Into Your BusinessBecoming an Online Business• Electronic File Transfer (EFT)•   Electronic Data Interchan...
Is This OLAP Thing Real?
Is This OLAP Thing Real?
Is This OLAP Thing Real?
Who Needs OLAP?• Any company struggling to manage  margin with the changes in business
Typical Objections
Building Margin Into Your BusinessKey Benefits of Utilizing Orchid’s Info Explorer • Creates a process for consistent, hig...
Streamlining and Automating Processes inSage Accpac ERP                Info Explorer   • Users define data format & report...
Let’s Take A Look!Demonstration
Building Margin Into Your BusinessNEW Info Explorer – Allows you to:• Focus on what is important to measure• Empower your ...
Building Margin Into Your BusinessInfo Explorer Lite (FREE Version)•   Download & Install for 30 Day Trial Period•   After...
Building Margin Into Your Life• Based on a book by Richard A. Swenson, a  medical doctor. “Margin: How to Create the  Emot...
Building Margin Into Your Life• Progress provides positive gains in medicine,  technology, our standard of living and mate...
Building Margin Into Your Life• As a result, we encounter limits in our finances,  time, energy, health, ability to concen...
Building Margin Into Your Life• Restoring emotional margin is aided by  cultivating our social and family support  network...
Building Margin Into Your Life• Creating time margin requires saying "No,"  turning off the television, practicing simplic...
Building Margin Into Your Life• The road to health and blessing is the path of  relationship. Love and relationships are h...
ConclusionLearn to leverage technologyCreate Margin & Value in your businessInvest in your “A” clientsCREATE MARGIN IN...
Robert Lavery - Building Margin Into Your Business & life
Robert Lavery - Building Margin Into Your Business & life
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Robert Lavery - Building Margin Into Your Business & life

  1. 1. Building Margin into your Business & LifePresented byOrchid SystemsRobert Lavery & Associates Inc.
  2. 2. Building Margin Into Your BusinessCapacity Utilization1) Revenue2) Production3) ServiceCost of Increasing Capacity1) Mktg & Sales2) Capital Investment Sales3) Salaries & Wages (Hire People) Presented by Robert Lavery, Robert Lavery and Associates
  3. 3. Building Margin Into Your BusinessIncreasing Business Value• Value = Capacity Contribution• Capacity Contribution - Cost of Capacity = Contribution Margin• Productivity Goal is to increase capacity at a little or no cost OR at least lower than cost of capacity.• 2 Drivers: Ideas and Technology Presented by Robert Lavery, Robert Lavery and Associates
  4. 4. Building Margin Into Your BusinessInfluence of Ideas & Technology• The 3 P’s of Business: Principles, Processes and People.• All 3 must be in harmony.• Technology is a tool to support business objectives.• The goal is to aggregate data into intelligence• The outcome is ……? Presented by Robert Lavery, Robert Lavery and Associates
  5. 5. Building Margin Into Your BusinessOutcome of Ideas & Technology1) Gain Competitive Advantage2) Improved Customer Service3) Increased Productivity4) Reduced Costs Presented by Robert Lavery, Robert Lavery and Associates
  6. 6. Building Margin Into Your BusinessIncreasing Margin = Business Value• Key is Execution• Cost of doing nothing = Opportunity Cost• Cost of doing something = time and money Presented by Robert Lavery, Robert Lavery and Associates
  7. 7. Lack of Focus = Confusion• "I have always wanted to be somebody, but I see now I should have been more specific." Comedienne Lily Tomlin
  8. 8. Understand What Drives Margin• Identify Key/Critical Success Factors - What drives good performance in our organization?• Focus on activities that bring greatest margin to the business “Focus on the Few”• Measure Price Sensitivity• Measure Cost to deliver product or service
  9. 9. Seeking Customer Feedback With Provocative Questions• What attracted you to us originally? Shows how you are viewed in the market• What would you do if we weren’t here? Provides insight into the value of your offering.• Can you name one person in our organization who has impressed you? Speaks to the relationships you have with your customers.
  10. 10. Seeking Customer Feedback With Provocative Questions• What one thing could we do better? Delves into their priorities.• Why do you buy from us? Highlights your strengths.• Name one thing we do or don’t do that irritates you? (AND one thing we should never stop doing.) Speaks for itself. Must do something about it. (This is your opportunity to shine!!)
  11. 11. Customer Segmentation
  12. 12. Customer Segmentation Clients We Want Clients We Don’t Want
  13. 13. Customer Segmentation Profit Margin ClientsIncreases We Want Price ClientsSensitivity We Don’tIncreases Want
  14. 14. Customer Segmentation Clients Clients Who Who Don’t Want You Want You Profit Margin ClientsIncreases We Want Price ClientsSensitivity We Don’tIncreases Want
  15. 15. Customer Segmentation Clients Clients Who Who Don’t Want You Want You Profit Margin ClientsIncreases We Want Price ClientsSensitivity We Don’tIncreases Want Who Has The Power?
  16. 16. Customer Segmentation Clients Clients Who Who Don’t Want You Want You Profit Margin ClientsIncreases We Want Invest Price ClientsSensitivity We Don’tIncreases Want Who Has The Power?
  17. 17. Customer Segmentation Clients Clients Who Who Don’t Want You Want You Profit Margin Clients Be Easy To InvestIncreases We Want Deal With Price ClientsSensitivity We Don’tIncreases Want Who Has The Power?
  18. 18. Customer Segmentation Clients Clients Who Who Don’t Want You Want You Profit Margin Clients Be Easy To InvestIncreases We Want Deal With Price ClientsSensitivity We Don’t CoachIncreases Want Who Has The Power?
  19. 19. Customer Segmentation Clients Clients Who Who Don’t Want You Want You Profit Margin Clients Be Easy To InvestIncreases We Want Deal With Price ClientsSensitivity We Don’t Coach MonitorIncreases Want Who Has The Power?
  20. 20. Building Margin Into Your Business Increasing Value of Data for DecisionsData Information Knowledge Wisdom (Formatted) (Trends) (Relevant) Presented by Robert Lavery, Robert Lavery and Associates
  21. 21. A Few Questions• How many Managers/Executives do you help to manage the future?• Do your Managers/Executives appreciate what you do for them?• What can you leverage to monitor & build positive margins in your business?• OLAP!
  22. 22. Building Margin Into Your Business• Online distribution of Data/Reports OLAP – Online Analytical Processing• Save time (personal margin) and money (business margin)• Avoid creating multiple custom reportsKey Technology Solution• Orchid’s NEW Info Explorer Presented by Robert Lavery, Robert Lavery and Associates
  23. 23. Building Margin Into Your BusinessInfo Explorer Addresses Pain Points Like:• Lack of accurate and timely reporting resulting in guesswork and poor decision making• Key operational data not available for reporting• Time consuming & inefficient report preparation• Over reliance on spreadsheets for reporting• Business and productivity monitored using intuition and not operational metrics Presented by Robert Lavery, Robert Lavery and Associates
  24. 24. Building Margin Into Your BusinessThe Problem with Custom Crystal Reports:• Hard/costly to implement• Hard to modify (static)• Not scalable• No process for upgrading• Out of an accountant’s comfort zone• Managers have to ask for them Presented by Robert Lavery, Robert Lavery and Associates
  25. 25. Accountant’s Need OLAP
  26. 26. Equal Needs—Unequal ResourcesBig Reporting SmallBusiness Needs Business Sales Orders Inventory Expenses CRM Resources
  27. 27. End-To-End Integration Browser WAP /PDA’sWeb Site CRM Accounting Warehouse ERM
  28. 28. Building Margin Into Your BusinessBecoming an Online Business• Electronic File Transfer (EFT)• Electronic Data Interchange• Electronic Workflow• Web Self Service• Electronic Commerce• Web Procurement• & OLAP! Presented by Robert Lavery, Robert Lavery and Associates
  29. 29. Is This OLAP Thing Real?
  30. 30. Is This OLAP Thing Real?
  31. 31. Is This OLAP Thing Real?
  32. 32. Who Needs OLAP?• Any company struggling to manage margin with the changes in business
  33. 33. Typical Objections
  34. 34. Building Margin Into Your BusinessKey Benefits of Utilizing Orchid’s Info Explorer • Creates a process for consistent, high quality delivery of value-added data. • Effectively communicates an understanding of trends / value in your organization. • Very small investment of time and money to create additional insights into the margin possibilities in your business. • Decision Makers love it!! • It’s true OLAP Presented by Robert Lavery, Robert Lavery and Associates
  35. 35. Streamlining and Automating Processes inSage Accpac ERP Info Explorer • Users define data format & report layouts = Improved Customer Service • Eliminate multiple Crystal Reports with 1 Data Cube = Reduced Costs • Schedule & Distribute multiple Data Cubes = Increased Productivity Presented by Robert Lavery, Robert Lavery and Associates
  36. 36. Let’s Take A Look!Demonstration
  37. 37. Building Margin Into Your BusinessNEW Info Explorer – Allows you to:• Focus on what is important to measure• Empower your people with the right information at the right time• Cater for individual reporting needs• Automate generation and distribution of data• Build Margin in your Business & your Life!• How? Presented by Robert Lavery, Robert Lavery and Associates
  38. 38. Building Margin Into Your BusinessInfo Explorer Lite (FREE Version)• Download & Install for 30 Day Trial Period• After 30 Days request a FREE Activation Code• Comes with 5 pre-configured “Data Cubes”• 3 Limitations for “Lite” Version of Info Explorer 1) Can’t print the cubes 2) Can’t modify or create queries 3) Can’t export data to Excel Presented by Robert Lavery, Robert Lavery and Associates
  39. 39. Building Margin Into Your Life• Based on a book by Richard A. Swenson, a medical doctor. “Margin: How to Create the Emotional, Physical, Financial, and Time Reserves You Need.• Margin is "the space that once existed between ourselves and our limits." When we reach the limits of our resources and abilities, we are out of margin. Limit – Load = Personal Margin “Capacity to handle unplanned events in life.”• The pace of modern life has increased because the rate of change is exponential not linear.• Progress and margin are often opposing forces. Presented by Robert Lavery, Robert Lavery and Associates
  40. 40. Building Margin Into Your Life• Progress provides positive gains in medicine, technology, our standard of living and material well being. Intellectual and educational opportunities have expanded enormously, and knowledge and information are increasing.• At the same time progress can consume us: More choices, Internet, business layoffs, indebtedness, vulnerability to terrorism, media, spiraling medical costs, divorce, AIDS, pollution.• We live in a 7 X 24 world where boundaries between work & play and home & the office are blurred. Increases productivity, but at what cost? Presented by Robert Lavery, Robert Lavery and Associates
  41. 41. Building Margin Into Your Life• As a result, we encounter limits in our finances, time, energy, health, ability to concentrate, to care & to feel. Creates stress & burnout.• Puts pressure on all relationships: family, friendships, neighborhoods & community spirit.• There are physical limits. Man has performance limits, emotional limits, and mental limits.• Having adequate emotional energy is the most important because with emotional margin one can work to gain the other margins.• Emotional energy is finite and must not be squandered. Presented by Robert Lavery, Robert Lavery and Associates
  42. 42. Building Margin Into Your Life• Restoring emotional margin is aided by cultivating our social and family support network. Serving others or doing volunteer work is proven to enhance and lengthen life.• Extending forgiveness and reconciling relationships can stop the negative drain on our emotional stores. Cultivate a spirit of gratitude.• Physical Margin requires rest and sleep. Aerobic exercise for the heart "will do more to establish margin in physical energy" than anything else. Presented by Robert Lavery, Robert Lavery and Associates
  43. 43. Building Margin Into Your Life• Creating time margin requires saying "No," turning off the television, practicing simplicity, and getting less done but doing the right things. Many of us need to make some thoughtful and hard choices.• Time is meant for Investing in people and relationships.• Must have balance in all areas of life. Avoid striving for “Excellence” in just one area.• Envy is the enemy of contentment and form of self-inflicted torture. The practice of contentment brings margin into our lives. Presented by Robert Lavery, Robert Lavery and Associates
  44. 44. Building Margin Into Your Life• The road to health and blessing is the path of relationship. Love and relationships are hard work, and sometimes costly because superfluous, unimportant things may need to be put aside, but the payoff is happiness, contentment, peace, and personal margin.• Applying some of these things can turn you from the path of overload and start you down the path of margin. Presented by Robert Lavery, Robert Lavery and Associates
  45. 45. ConclusionLearn to leverage technologyCreate Margin & Value in your businessInvest in your “A” clientsCREATE MARGIN IN YOUR LIFE Takes Time, Effort, Focus, Patience & Discipline Presented by Robert Lavery, Robert Lavery and Associates
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