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Business Development Presentation

S
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Stephen SimpsonManaging Director at Oxygen Consulting Services Pty Ltd

Business Development Presentation

1 of 36
Business Development Presentation
Increasing Your Company’s
Customers, Sales, And Profits Using
The Alchemy Business Acceleration
                         System…
The Desired Outcome
For Today's Meeting:
 •   To gain a clear understanding of the issues
     and challenges.
 •   To provide an outline of how our systems
     work to help you achieve your sales and
     profit objectives.
 •   Outline effective strategies to help you
     work ON your business instead of IN your
     business – So that you don’t HAVE to be
     there every day.
 •   To help you in following a proven program
     of continuous improvement by
     implementing our techniques, methods and
     systems.
Alchemy’s Methods And
Systems – What Are They?
A simple and logical process that helps and guides you
and your company to:

 • Capture MARKET SHARE by winning new
   customers and; WALLET SHARE by fulfilling your
   need to grow customer loyalty.
 • Make a consistent and continuous effort towards
   improving your business.
 • Create a business that provides a fun and secure
   work environment.
 • Systemise and develop the business so that it will
   run and flourish on ‘autopilot’ - without the owner
   or controller having to be there or oversee the
   day to day detail.
 • Produce a consistent and predictable profitable
   return for the money, time and effort invested.
The Alchemy Network
                           • A fast growing international business
   Alchemy                   development and joint venture consultancy
   Network
     Ltd                     operating in U.K., Ireland, Australia, New Zealand
Head Office &
UK and Ireland               and soon North America.
Office:
Waterside House
Bonds Mill                 • All Alchemy Consultants are qualified and veteran
Stonehouse
Gloucestershire
GL10 3RF
                             ‘been there, done that’ professionals who have
Australasian Office:         ‘walked the talk’.
201 Miller Street
North Sydney
NSW 2060                   • In development, over 3,400 marketing campaigns,
Bankers:
Lloyds TSB.
                             ads, sales methods and business improvement
Commonwealth                 systems were scrutinised and examined.
Banking Corp.
Auditors &
Accountants:               • Alchemy partners & consults with small and
Randell & Payne
Gloucestershire
                             medium sized enterprises and uses NO cost or
Solicitors/Attorneys:
Charles Russel & Co.         low cost business growth methods that are
Cheltenham
Davies, Collison & Cave,
                             proven and time tested to quickly build sales,
Melbourne.
                             turnover and profits.

                               “Our Business Is To Grow Your Business…”
At Your Service…
David Abingdon, Founder.

                           David leads Alchemy’s worldwide
                           operation. He gained notability for
                           taking three businesses from zero to
                           multi-million dollar ventures – each in
                           less than 12 months using the Alchemy
                           business growth methods.
                           For one of these companies he made
                           them a staggering $70 million and was
                           paid a $3.05 million consultancy fee.
                           David is also regarded as a leading
                           Franchising expert and has written
                           several proprietary publications. Also,
                           he has just authored a new business
                           book called; ‘Out Of The Box
                           Marketing’.

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Business Development Presentation

  • 2. Increasing Your Company’s Customers, Sales, And Profits Using The Alchemy Business Acceleration System…
  • 3. The Desired Outcome For Today's Meeting: • To gain a clear understanding of the issues and challenges. • To provide an outline of how our systems work to help you achieve your sales and profit objectives. • Outline effective strategies to help you work ON your business instead of IN your business – So that you don’t HAVE to be there every day. • To help you in following a proven program of continuous improvement by implementing our techniques, methods and systems.
  • 4. Alchemy’s Methods And Systems – What Are They? A simple and logical process that helps and guides you and your company to: • Capture MARKET SHARE by winning new customers and; WALLET SHARE by fulfilling your need to grow customer loyalty. • Make a consistent and continuous effort towards improving your business. • Create a business that provides a fun and secure work environment. • Systemise and develop the business so that it will run and flourish on ‘autopilot’ - without the owner or controller having to be there or oversee the day to day detail. • Produce a consistent and predictable profitable return for the money, time and effort invested.
  • 5. The Alchemy Network • A fast growing international business Alchemy development and joint venture consultancy Network Ltd operating in U.K., Ireland, Australia, New Zealand Head Office & UK and Ireland and soon North America. Office: Waterside House Bonds Mill • All Alchemy Consultants are qualified and veteran Stonehouse Gloucestershire GL10 3RF ‘been there, done that’ professionals who have Australasian Office: ‘walked the talk’. 201 Miller Street North Sydney NSW 2060 • In development, over 3,400 marketing campaigns, Bankers: Lloyds TSB. ads, sales methods and business improvement Commonwealth systems were scrutinised and examined. Banking Corp. Auditors & Accountants: • Alchemy partners & consults with small and Randell & Payne Gloucestershire medium sized enterprises and uses NO cost or Solicitors/Attorneys: Charles Russel & Co. low cost business growth methods that are Cheltenham Davies, Collison & Cave, proven and time tested to quickly build sales, Melbourne. turnover and profits. “Our Business Is To Grow Your Business…”
  • 6. At Your Service… David Abingdon, Founder. David leads Alchemy’s worldwide operation. He gained notability for taking three businesses from zero to multi-million dollar ventures – each in less than 12 months using the Alchemy business growth methods. For one of these companies he made them a staggering $70 million and was paid a $3.05 million consultancy fee. David is also regarded as a leading Franchising expert and has written several proprietary publications. Also, he has just authored a new business book called; ‘Out Of The Box Marketing’.
  • 7. Who Is Stephen Simpson? • Started business, sales and marketing career in 1985 progressing to Managing Director responsible for P&L. • Achieved in excess of $30m annually in direct and indirect sales, selling both products and services. • Extensive business training including negotiation skills, people management, presentation skills, sales skills and business management. • Sales leadership of organisations ranging from $2m to $30m turnover. • Now Stephen is trained and accredited as an Alchemy Business Development Consultant using Alchemy methodologies.
  • 8. 80% Of Businesses Fail In Their First 5 Years - Over A 10 Year Period 24 Out Of 25 Businesses Fail… WHY? …The main reason is because they don’t have enough customers buying from them regularly! They literally run out of Cash… • They don’t attract a sufficient number of qualified prospects. • They fail to convert their prospects into profitable customers. CLOSED • They let their current customers slip away to do business with their competitors. “So, the ONLY way to succeed in business is for owner to have a clear understanding of the market for its products and services”.
  • 9. Q: What Are The Greatest Business Challenges Today? No. 1. The Clutter Factor: The average consumer receives up to 2,800 commercial messages every day - In 1985 it was only 1600 messages. No. 2. Increasing Costs: Advertising and marketing expenses are increasing every year … Out of proportion to results and revenue. No. 3. Reputation: People buy from companies and individuals that they KNOW and TRUST. Lack of credibility and customer confidence is the biggest reason why people don’t buy from you – They don’t know you. No. 4. Competition: There is an army of competitors in EVERY industry. You must stand out. Are you lucky enough to have NO Competitors? Marketing Costs 1988 1998 2008 The Consequence: The consequences of competition, lack of reputation and the clutter factor means that it now costs 3 times more to get half the result!
  • 10. Tired Ineffective Marketing Methods… Most businesses have either stopped marketing altogether, drastically cut back, or are still using the same age old, worn out methods to gain customer attention – Just like their competitors, It’s can be a case of the blind leading the blind: - Mail Shots - Promotions - Advertisements - Door To Door - Brochures/Leaflets - Telemarketing Incorrectly used… Regardless of the format, it is still perceived as ‘junk marketing’ or ‘clutter’… QUESTION: Is your marketing someone else’s clutter? …Too many businesses play follow the follower.
  • 11. How To Conquer The Clutter Factor To Succeed Quickly, simply and easily get the attention your message deserves and rise out of the ‘clutter’ by using AICDA… Plus, use Alchemy’s clutter busting ‘SAVi’ Solutions tte r (Superior Access Vehicles) to help r be you get through almost any door. a fo mul For Alchemy has more than 40 of these DA : AIC s t io n The result A tte n powerful and proven direct - st A In t e r e it y response attention getters. - ib i l I C r ed - ir e C Des - i o n! D Act - A …If you change nothing, then nothing changes!
  • 12. A New Business Reality…The REAL Purpose Of A Business… The main function of any business is the acquisition of new customers and fulfilment of current customers needs to make a PROFIT. So, regardless of the type of business, market, products or services; ALL businesses are Sales & Marketing businesses. “…Because its purpose is to create a customer, the business has two – and only two – functions; marketing and innovation. Marketing and Innovation produce results, all the rest are costs.” Peter Drucker Reality No. 1. Having a ‘great’ product or service alone will not achieve success… BUT a ‘quality’ product or service marketed in a superior way WILL GUARANTEE your success. Reality No.2. The KEY to a profitable business is to successfully implement effective and affordable Marketing and Innovation.
  • 13. Achieving Business Mastery… In order to succeed in business, you must first understand what makes successful businesses work. Successful businesses don’t just happen ... They are MADE to happen. All effective and profitable businesses share three basic strengths They are totally sales and profit oriented. They use effective people, systems and methods. They sell quality products and services that someone actually wants to buy.
  • 14. Your Business Could Be A Pot Of Gold… The ambition of every business owner should be to sell the business at the highest possible price in the shortest possible time: However, whether or not you actually wish to sell your business at this point is irrelevant. The question is: Will you exit on your terms? If so, your Exit Strategy will be one of the following: 1. Sell 2. Float 3. Franchise We work with you to help you achieve this goal. As a result your mindset changes… You consciously build a business rather than just a job.
  • 15. Products vs Your Exit Strategy - Systems The Requirements… The ‘exit strategy mindset’ compels you to create Policies, Plans and Procedures. Do McDonald’s have the best hamburgers? As your skills, planning, systems and methods Maybe, but probably not… improve... Your work decreases and your results will increase. But do they have the best: Sales System? This makes the business operate efficiently, Marketing System? effectively and profitably without you having to Distribution System? be there to run it. Major Point: You don’t have to have the Thus, the business then works on ‘autopilot’ and best product in order to sell billions of them. becomes ‘investor ready’. Instead, you have to be able to out-think, out-sell, out-market, The value of a business is usually based on a and out-smart your multiple of profit. competition. …Many people try to sell Alchemy helps you do this because our methodology a business that isn’t increases profit and therefore the capital value of ‘finished’ and therefore your business. only get a fraction of its worth – They are instead selling a job.
  • 16. Your Customers Have More Value Than You May Think… Customers are your most valuable asset. By knowing the ‘Lifetime Value’ of a customer, you’ll know - through a simple scientific process - what you can afford to spend to acquire a new customer as well as keep your existing customers. What is the ‘Lifetime Value’ of a customer? It is: The average purchase value, Multiplied by: The average number of times they buy in a year, Multiplied by: The average number of years they remain your customer, PLUS: The monetary value of their referrals. ‘Lifetime Value’ is the true Total Worth of a customer to you!
  • 17. Single Channel Of Distribution REVENUE Many businesses rely on just one method Direct Sales of generating income. This is called the diving board philosophy. Part he no n
  • 18. Multiple Channels Of Distribution Look what happens when Alchemy helps your business create and use multiple distribution channels… REVENUE Telemarketing Joint Ventures Endorsements Internet Marketing Back End Sales Direct Sales Advertising Direct Mail Referrals Part he no n
  • 19. 7 Profit Multipliers That Can Skyrocket Your Profits There is a limit to how much you can CUT COSTS before quality and service is affected. Therefore, it makes sense to use NO LIMIT STRATEGIES: The Seven Profit Multipliers work by increasing the average: 1. Number Of Leads. 2. Conversion Rate. 3. Number Of Transactions Per Year. 4. Transaction Value. 5. Profit Margin. 6. Number Of Referrals. 7. Average Buying Lifetime (Years). Increasing just one of these will help your business to grow… BUT by increasing ALL of these Multipliers by just a small margin will exponentially skyrocket your bottom line profits!
  • 20. Guaranteeing Your Success With The 7 Profit Multipliers 1 ↑ Number Of Leads 2 ↑ Conversion Rate 3 ↑ Number Of Transactions Alchemy’s 444 • Host/Beneficiary Relationships • Improve Sales Skills • Develop a ‘Back End’ Strategies - To • Direct Mail • Make Irresistible • Frequent Buyers • Advertising Offers Programme Gain Explosive • Telemarketing • Guarantees • Cross-Sell Other Bottom Line • Special Events • Package Products Products / Services • Qualified Lists Together Growth… • Direct Sales • Questionnaires • Endorsements • Educate • Price Inducements • Upgrades 110 63 METHODS 55 METHODS METHODS 4 ↑ Transaction Value 5 ↑ Profit Margin 6 ↑ Number Of Referrals 7 ↑ Buying Lifetime • Up-Sell To Bigger / • Reduce Overheads • Reward • Communicate Better Product & Expenses Programmes Often • Offer Larger units • Increase Prices • Use prompters • Deliver Better • Package Products • Outsourcing • Two For One Service Together • Use No Or Low • New Customer • Loyalty • Increase Price Cost Distribution Thank You Letters Programmes • Change Product • Efficiency & • Referral Fees • Private Viewings Profile  Upmarket Productivity • Customer • Service Contracts Recommendations • Newsletters 53 METHODS 68 METHODS 57 METHODS 38 METHODS
  • 21. Using The 7 Profit Multipliers To Build A Business Let’s look at a typical business model… KEY 1 KEY 2 KEY 3 KEY 4 KEY 5 Number of Conversion No. Of Transaction Profit Leads Rate Transactions Value Margin 100 X 30% X 2 X $100 X 50% Per Year = 30 = 60 = $6,000 = $3,000 Sales Sales Gross Gross Revenue Profit The Value of KEY 6 KEY 7 Each Customer No. of Buying Referrals Lifetime Is $600 X 1 = Total X + 3 = Lifetime So Annual Value: @ $3,000 Years Annual Profits = $18,000 Gross = $6,000 Profit
  • 22. Using The 7 Profit Multipliers To Build A Business Now by just adding 10% to each key… KEY 1 KEY 2 KEY 3 KEY 4 KEY 5 Number of Conversion No. Of Transaction Profit Leads Rate Transactions Value Margin 100 X 30% X 2 X £100 X 50% Per = 30 = 60 = $6,000 = $3,000 Year Sales Sales Gross Gross Revenue Profit X 33% X 2.2 X £110 X 55% 110 = 36 = 80 = =$4,840 $8,800 The Value of KEY 6 KEY 7 Each Customer No. of Buying Referrals Lifetime Is $600 X 1 = Total X + 3 = Lifetime Annual value: @ $3,000 Years Annual Profits = $18,000 Gross = $6,000 Profit X 1.1 = = X 3.3 = $33,541 = $10,164 !
  • 23. Using The 7 Profit Multipliers To Build A Business Now by just adding 10% to each key… KEY 1 KEY 2 KEY 3 KEY 4 KEY 5 Number of Conversion No. Of Transaction Profit Leads Rate Transactions Value Margin 100 X 30% X 2 X £100 X 50% Per = 30 = 60 = $6,000 = $3,000 Year Sales Sales Gross Gross Revenue Profit X 33% X 2.2 X $110 X 55% 110 = 36 = 80 = $8,800 =$4,840 The Value of KEY 6 KEY 7 Each Customer No. of Buying Increases From Referrals Lifetime $600 to $931 X 1 = Total X + 3 = Lifetime So Annual Value: @ $3,000 Years Just a 10% Annual Profits = $18,000 = $6,000 increase in Gross each of the 7 Profit Alchemy Keys X 1.1 = = X 3.3 = $33,541 = 186% = $10,164 ! overall markup
  • 24. Alchemy’s Effective And Affordable Methods To Marketing And Innovation…  16 Quick Cash Strategies - You will gain rapid results for your business from our instant ‘Sales Maximisers’ – We put these into immediate effect to gain fast results for your business!  38 Business Growth Principles - These underlying ‘unfair advantage’ concepts are utilised to accelerate your business into permanent high performance mode.  7 Profit Multipliers – You achieve exponential growth by the understanding and use of these powerful ‘Growth Keys’.  444 Marketing Strategies - The most powerful and appropriate strategies are implemented to optimise your sales and leverage your business from Alchemy’s encyclopaedic reference source.  Multiple Channels Of Distribution – We constantly seek out new sales channel opportunities to build your business and provide security.  46 Step Project Management – Alchemy’s Tool Box of continuous business improvements helps to create permanent, positive and profitable change into your business.
  • 25. Working Together… Our 9 Step Process To Give Your Business A Kick Start: • Action Plan & Letter of Agreement. • Business Growth Audit Meeting. • Market Research. • Staff Meeting And Staff Research. • USP & Positioning Workshop. • Creation And Compilation Of Action Plan. • Presentation Of Action Plan. • Weekly Meetings. • Full Quarterly Review.
  • 26. Working Together… Our 9 Step Process To Give Your Business A Kick Start: 1. Action Plan & Letter Of Agreement. Agreement to move ahead and for the work to commence.
  • 27. Working Together… Our 9 Step Process To Give Your Business A Kick Start: • Action Plan & Letter Of Agreement. • Business Growth Audit Meeting. An in-depth review and snapshot of your business: • Where it has come from? • Where it is now? • Where you want it to be? Particular emphasis on the sales and marketing processes.
  • 28. Working Together… Our 9 Step Process To Give Your Business A Kick Start: • Action Plan & Letter Of Agreement. • Business Growth Audit Meeting. • Market Research. A detailed investigation of: • Who are we? • Who are our customers? • Why do they buy from us? • Where do we find more? • What else do they need or want?
  • 29. Working Together… Our 9 Step Process To Give Your Business A Kick Start: • Action Plan & Letter Of Agreement. • Business Growth Audit Meeting. • Market Research. • Staff Meeting And Staff Research. Review, research and workshop: What do our staff think? How can we improve our business? Ways to instigate change.
  • 30. Working Together… Our 9 Step Process To Give Your Business A Kick Start: • Action Plan & Letter Of Agreement. • Business Growth Audit Meeting. • Market Research. • Staff Meeting And Staff Research. • USP & Positioning Workshop. Who are we as a business? What business are we REALLY in? What is unique about us? How do we become the leaders? How do we gain top of mind awareness in the market? Niche and position the business to gain unique appeal.
  • 31. Working Together… Our 9 Step Process To Give Your Business A Kick Start: • Action Plan & Letter Of Agreement. • Business Growth Audit Meeting. • Market Research. • Staff Meeting And Staff Research. • USP & Positioning Workshop. • Creation And Compilation Of Action Plan. Collation of data, needs and requirements. Production of agreed Business Action Plan to launch business to next level.
  • 32. Working Together… Our 9 Step Process To Give Your Business A Kick Start: • Action Plan & Letter Of Agreement. • Business Growth Audit Meeting. • Market Research. • Staff Meeting And Staff Research. • USP & Positioning Workshop. • Creation And Compilation Of Action Plan. • Implementation Of Action Plan. Moving forward to create a better more profitable business: • Create more leads. • Improve conversion rate. • Increase customer spend. • Increase the average number of times customers buy. • Instigate formal referral systems. • Add new streams of income.
  • 33. Working Together… Our 9 Step Process To Give Your Business A Kick Start: • Action Plan & Letter Of Agreement. • Business Growth Audit Meeting. • Market Research. • Staff Meeting And Staff Research. • USP & Positioning Workshop. • Creation And Compilation Of Action Plan. • Implementation Of Action Plan. • Weekly Meetings. Keeping the plan on track. Ensuring that the strategies are being implemented correctly. What other issues need addressing?
  • 34. Working Together… Our 9 Step Process To Give Your Business A Kick Start: • Action Plan & Letter Of Agreement. • Business Growth Audit Meeting. • Market Research. • Staff Meeting And Staff Research. • USP & Positioning Workshop. • Creation And Compilation Of Action Plan. • Implementation Of Action Plan. • Weekly Meetings. • Full Quarterly Review. Comprehensive, periodic benchmark meetings to review and monitor progress and results and to adjust and correct as required.
  • 35. Working Together… Our Proposal For The Way Forward: 1. Initial: A trial period of 3 months where my efforts will be totally concentrated on increasing sales and profits with the development of systems. 2. Following this, if then jointly agreed: A period of 9 months to continue with the plan of building the business and laying permanent foundations that develop and improve the company.
  • 36. Deciding The Next Step… So, the direction you choose will determine the future of your business, your income and the lifestyle you’ll enjoy. 1. Do nothing. 2. Attempt to do it yourself. 3. Find someone to do it for you: e.g. Hire Someone 4. We can work together to take advantage of Alchemy’s tested and proven, results-producing systems - custom tailored for your business, your market and your goals. A SYSTEM that produces predictable, quantifiable and measurable results, time after time.