Profitability and the Smaller Printer
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Slide deck of my presentation at the PIA Energize Your Business conference 5/4/2013 in Carlsbad, CA.
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Profitability and the Smaller Printer
- 1. Profitability and the Smaller Printer Energize Your Business Conference May 4, 2013
- 2. TODAY’S GOAL Take Home at Least One Good Idea to HelpYou Make More Money
- 3. TODAY’S FORMAT Got a Question? Let’s Stop for a Moment and Talk About It
- 4. • Founded in 1987 • All B2B Clients • Digital • Offset • Wide Format • Fulfillment • 6000 Sq. feet • 6 employees • Consistently High SPE ABOUT SORRENTO MESA
- 6. What I do
- 7. “If change is not your best friend, it will become your worst enemy” -unknown
- 9. The Road to Increased Profitability Involves Creating Order out of Chaos
- 11. Metrics How Do We Measure Profitability?
- 12. SPE Annual Sales / Employees 100K 120K 140K 160K
- 13. OWNER’S COMPENSATION What’s Left After All Expenses Paid 5% 10% 15% 20%
- 14. “Business in not a game of volume, it’s a game of margins” - Larry Steinmetz
- 16. Systems
- 17. Systems • Fast Workstations / Fast Servers / Centralized Storage • Larger Monitors (24” and above) • MIS / Print Management Software • CRM / CMS Software (Goldmine / ACT / Salesforce) • Color Managed ROOM (Rip Once Output Many) Workflow • WiFi or Gigabit Ethernet?
- 19. Hot Folders
- 20. Web 2 Print B2B or B2C ?
- 21. Corporate Branded Portals also kno! as “"e Velvet Handcuffs”
- 22. People
- 23. “Leaders of Great Companies Start by Getting the Right People on the Bus, theWrong People off the Bus, and the Right People in the Right Seats.” - Jim Collins author of Good to Great
- 24. People • Production Meetings Every Morning • Cross Trained Flexible Workforce • Hire for Chemistry, Skills Can be Taught • Empowerment Builds Confidence • Reduce or Minimize Turnover • Encourage a Culture of “Best Practices”
- 25. No Slacker Zone
- 26. Financial
- 27. Which Financial Report TellsYou the Health ofYour Company? Balance Sheet or P&L ?
- 28. Current Ratio Current Assets / Current Liabilities 1.0 1.5 2.0 3.0
- 29. Buy or Lease?
- 30. What do you negotiate? Price or Payment
- 31. • Lower Cost of Financing • Can Pay Off Early • You Own it • Accelerated Depreciation (Section 179) • Down Payment • Credit Line Impact • Disposition of Retired Equipment • Needs Stronger Balance Sheet Buy Pros Cons
- 32. • Lower Upfront Costs • Weaker Balance Sheet Qualifies • No Impact on Credit Line • Entire Payment Deductible • Upgrade Possible but Expensive • Higher Cost of Financing • Can’t Pay Off Early • FMV is What They Say It Is • Total Cost Unknown Until Buyout • “Gotcha” Clauses Lease Pros Cons
- 33. Friends Don’t let Friends Roll Leases
- 34. Buying Used or Demo Saves Big Bucks
- 36. Marketing and Sales are Two Different Disciplines Marketing PromotesYour Brand in the Marketplace Setting the Stage for the Execution of the Sales Process
- 37. Marketing • SEM (Search Engine Marketing) = SEO+PPC • Social Media (LinkedIn, Facebook,Twitter) • Direct Mail • Website • Blog (Content Marketing) • Cross Media Campaigns
- 38. Sales • Build a Personal Brand on LinkedIn • Research Prospect’s on LinkedIn First • Sales Letters • Telemarketing • Referral Marketing (BNI) - Train aVirtual Sales Force • Generate More Business From Current Accounts
- 39. The Selling Owner Carries Instant Credibility
- 40. Final Thoughts
- 41. Higher Profits Come From Selling not Bidding
- 42. Specialists Earn Higher Profits Than Generalists
- 43. The Level ofYour Profits is Directly Related to the Quality ofYour Decisions
- 44. www.sorrentomesa.com 7398 Trade St. San Diego, CA 92121 858.527.0800 www.linkedin.com/in/scottmcappel www.linkedin.com/company/sorrento-mesa-printing www.facebook.com/sorrentomesa www.twitter.com/sorrentomesa
- 45. Q & A
- 46. ThankYou