Presentation to franchise client group about improving sales efficiency on the road to business success.

1. The Road to business success – are you [really] prepared? March 24, 2011

3. What About Fuel-Efficiency?

4. Lack of Efficiency Costs Money

5. And it Can Affect All in the Car!

6. Business Planning Preliminary Planning CPA, Financial Planner, Attorney Business Model & Concept Funding Location Equipment & Supplies Employees Customer Targets Advertising & Marketing

7. Is it Enough?

8. Is it Enough?

9. Getting the Engine to Run

10. Getting the Engine to Run

11. Sales – The Fuel That Drives The Business Engine!

12. Would you… just put in the minimum amount of gas? not care if there was gas in the car? ignore fuel efficiency? be happy with running out of gas?

13. Of course… the answer to all these questions is…

14. Now, Let’s Revisit Fuel-Efficiency

15. Would you… ignore necessary repairs? be happy with increased expenses? not care about additional costs?

16. Of course… the answer to these questions is also…

17. So… if sales is the fuel that drives the business engine, why is the fuel gauge often ignored? if improving sales efficiency helps improve sales volume, why is it not made priority one?

18. What is a Lead?

19. What is a Lead? A lead is anyone who contacts your businessfor any reason pertaining to your products or services! A lead is a repeat customer… each time! A lead is the result of advertising, marketing and public relations efforts! A lead is the result of money and/or time spent to attract customers to yourbrand and stores! Sales cannot happen without leads!

20. What is Sales Efficiency? Sales efficiency is total sales divided by number of leads. For instance… $40,000 sales divided by 2000 leads results in a sales efficiency of $20

21. Improving Sales Efficiency Telephone Customer Service Follow-up Referrals And, of course… advertising, marketing & pr

22. Improving Sales Efficiency Telephone Customer Service Follow-up Referrals And, of course… advertising, marketing & pr

23. What Happens with Improved Sales Efficiency?

24. If Improved to $25 2000 leads at $25 = $50,000 That means… $10,000 more sales Without spending one more dollar for… Advertising Marketing Public Relations

25. Over the Course of a Year… $10,000 x 12 = $120,000 You do the math!

26. Marketing Efficiencies… Cost per campaign or ad Against desired sales volume Determines leads needed to be generated Is the effort worth it?

27. For example… Cost - $1000 At 10% - $10,000 sales volume desired Divided by $25 – 400 leads needed Is it worth it?

30. Choices and Options

31. Sales-driven Mindset Starts with leads Must be primary focus Managed by accountability Defined by results