Multi Center Operations (July 2008)

  • 279 views
Uploaded on

Presentation to the 2008 Mathnasium Convention in Pheonix, Arizona.

Presentation to the 2008 Mathnasium Convention in Pheonix, Arizona.

  • Full Name Full Name Comment goes here.
    Are you sure you want to
    Your message goes here
    Be the first to comment
    Be the first to like this
No Downloads

Views

Total Views
279
On Slideshare
0
From Embeds
0
Number of Embeds
0

Actions

Shares
Downloads
0
Comments
0
Likes
0

Embeds 0

No embeds

Report content

Flagged as inappropriate Flag as inappropriate
Flag as inappropriate

Select your reason for flagging this presentation as inappropriate.

Cancel
    No notes for slide
  • Openings current number of students current how long do students stay
  • Full time. This is my business venture. Why am i opening as fast as i am? - financial - leverage my business acumen to
  • simuliring

Transcript

  • 1. Multi-Center Management Kapil Mathur [email_address] 949-481-MATH Mathnasium Convention July 2008
  • 2. My Centers
    • Open
    • Fall 2008
    • Coming Soon
    San Clemente Ladera Ranch Laguna Niguel Aliso Viejo
  • 3. My Customers
    • 80% within 2 mile radius
    • 95% within 5 mile radius
    • 10% have a parent who is a teacher
    • Average student stay = 8 months
    • Many are with us since grand openings
    • Average Revenue = $250/month/student
    • 40% leads = sales
  • 4. Why Multiple Centers
    • Financial Advantage
      • Increased Revenue
      • Increased Profit
    • Better Utilize Marketing Dollar
      • Regional Media/PR Opportunities
      • Inter-territory Referrals
      • Marketing that works for our area
    • Better Customer Service
      • Consistency in service delivery and price
      • Increased Flexibility for Parents (hours, locations)
  • 5. 2 Centers = 3x the Work
    • Increased Management Complexity
      • Delivering quality service
      • Keeping the neighborhood-feel
      • Managing inventory and service levels
      • Managing sales and marketing
      • Recruiting and keeping a larger staff
      • Access to information
  • 6. How I Manage Complexity
    • Standard Operations
    • Marketing
    • Pricing
    • Center Setup
    • Staffing/HR
    • “ Who's on first?”
    • Technology
    • Google Apps
    • Vonage
    • iContact
  • 7. Marketing
    • Each location on all Brochures and marketing materials
    • Negotiated discounts for multiple zones
    • PR via local/regional newspapers/magazines
    • Built strong relationship with the school district
    • Took ownership of brand for our territories
    • Coordinated with adjacent territories for larger regional opportunities
    • Placed postcards on Autopilot
      • Signed Contract with Cactus Mailing in Jan 2008 for 60,000 postcards.
  • 8. Summer Marketing
    • Non-Overlapping summer sessions
    • Early Marketing for summer
      • Banners
      • Registration form and info on website
      • Emails to leads, current & former students
      • Direct Mail Letter to targeted mailing list
    • Summer parents willing to drive more – cast a wider marketing net
    • Charge more for summer
  • 9. Programs
    • Segment customer base to find “ideal parent”
    • Preferred customer attributes:
      • Long term customers
      • Realistic expectations
      • Will recommend us to others
    • “ Weed out” short term & unrealistic parents
      • No monthly! Only 6m, 12m and 10-week (Summer)
    • Flexible policies on how to pay
    • Vacations Holds
  • 10. Pricing
    • Formula
      • 2(Kumon $110/month) = Grades 2-8
      • ⅔ (Sylvan ~$400/month) = Grades 9-12
    • Current prices
      • $225/month Grades 2-8 (6 month price)
      • $270/month Grades 9-12 (6 month price)
    • Discounts
      • 12m, sibling, referral and prepay
    • Grandfather present customers when increasing prices
  • 11. Center Setup
    • Common Items in Center
      • Model of printer (standard toner in stock)
      • Phone system
      • Similar Center Layout
        • Desks, filing cabinets, binder content, badges
      • Color Coded Binders
      • Recycle for cost savings
    • Results = Staff immediately productive in any Center
  • 12. Staffing / HR
    • Payroll
      • Pre-printed Paper Time sheets & Direct Deposit
    • Promotion path
      • Instructor -> Lead Instructor -> Director -> Owner
    • All training in one Center
    • Team environment
      • Mature staff with only one “intern” per shift
    • Demonstrate, document and promote results
  • 13. Staffing / HR
    • Instructors – Avg. 20 hours per week
      • High School/College Student $8-$10/hour
      • College Grad $10-14/hour
      • College Grad with experience/credential $15+/hour
    • Center Director – Avg. 30 hours per week
      • $15-$20/hour
      • Enrollment bonus based on TOTAL enrollment (taking retention & sales into consideration
      • Benefits: medical, dental, vision
  • 14. Instructor/Student Tracking Sheets
  • 15. Who's on First
    • Clearly understood responsibilities
      • Who answers phones? Emails?
      • Who handles HR? Billing? Accounting?
      • Who decides on marketing and advertising?
      • Who buys paper and supplies?
      • Who tracks and monitor's student performance?
    • Delegate when practical & comfortable
    • Future Matrix Organization
  • 16. How I Manage Complexity
    • Standard Operations
    • Marketing
    • Pricing
    • Center Setup
    • Staffing/HR
    • “ Who's on first?”
    • Technology
    • Google Apps
    • Vonage
    • iContact
  • 17. Tech Tools
    • Google Apps
      • Email for each manager
      • Shared Calendars
      • File Sharing for Lead Tracking, Forms, HR docs
    • Vonage (phone)
      • Simuliring
      • Lower Cost
    • iContact (email tracking)
  • 18. Shared Calendars
  • 19. Google Docs
  • 20. Google Sites
  • 21. Vonage IP Phones
  • 22. Email Marketing
    • Email communication with leads, current & former students
      • Newsletters
      • Center openings & closings
      • Links to articles
    • Compliance with CAN SPAM act with iContact
  • 23. So... how do I manage multiple Centers?
    • Use Standardized Operations
      • decreased variability across Centers
    • Use Technology
      • help manage Centers from multiple locations
    • Create Incentives for Staff
      • Benefits, Career path, Bonus
    • Make Mathnasium my Full Time Commitment & Career Focus
  • 24. Discounts and Referrals
    • Vonage
      • http://www.vonage.com Tell them 949-226-7349 sent you to get a month for free.
    • iContact
      • Signup at http://www.icontact.com/a.pl/174536
    • Cactus Mailing
      • Michelle Brown at 1-866-443-1442  ext. 232 tell her Kapil sent you and ask for a discount!
    • Google Apps
      • Free. Go to http://www.google.com/a/
  • 25.
    • Please give me your comments, suggestions, improvements from all especially those who have more experience managing multiple centers
    • Please contact me if I can be of any assistance