Profitability and the Smaller Printer
-
Upload
sorrento-mesa-printing -
Category
Business
-
view
865 -
download
0
description
Transcript of Profitability and the Smaller Printer
![Page 1: Profitability and the Smaller Printer](https://reader033.fdocuments.us/reader033/viewer/2022051012/5462cc2caf7959c83d8b7e88/html5/thumbnails/1.jpg)
Profitability and the Smaller Printer
Energize Your Business ConferenceMay 4, 2013
![Page 2: Profitability and the Smaller Printer](https://reader033.fdocuments.us/reader033/viewer/2022051012/5462cc2caf7959c83d8b7e88/html5/thumbnails/2.jpg)
TODAY’S GOAL
Take Home at Least One Good Idea to Help You Make More Money
![Page 3: Profitability and the Smaller Printer](https://reader033.fdocuments.us/reader033/viewer/2022051012/5462cc2caf7959c83d8b7e88/html5/thumbnails/3.jpg)
TODAY’S FORMAT
Got a Question? Let’s Stop for a Moment and Talk About It
![Page 4: Profitability and the Smaller Printer](https://reader033.fdocuments.us/reader033/viewer/2022051012/5462cc2caf7959c83d8b7e88/html5/thumbnails/4.jpg)
• Founded in 1987
• All B2B Clients
• Digital • Offset • Wide Format • Fulfillment
• 6000 Sq. feet
• 6 employees
• Consistently High SPE
ABOUT SORRENTO MESA
![Page 5: Profitability and the Smaller Printer](https://reader033.fdocuments.us/reader033/viewer/2022051012/5462cc2caf7959c83d8b7e88/html5/thumbnails/5.jpg)
My Typical Day
![Page 6: Profitability and the Smaller Printer](https://reader033.fdocuments.us/reader033/viewer/2022051012/5462cc2caf7959c83d8b7e88/html5/thumbnails/6.jpg)
What I do
![Page 7: Profitability and the Smaller Printer](https://reader033.fdocuments.us/reader033/viewer/2022051012/5462cc2caf7959c83d8b7e88/html5/thumbnails/7.jpg)
“If change is not your best friend,it will become your worst enemy”
-unknown
![Page 8: Profitability and the Smaller Printer](https://reader033.fdocuments.us/reader033/viewer/2022051012/5462cc2caf7959c83d8b7e88/html5/thumbnails/8.jpg)
100%
Offset Digital
2005
24%
76%
Offset Digital
2012
Our Sales
![Page 9: Profitability and the Smaller Printer](https://reader033.fdocuments.us/reader033/viewer/2022051012/5462cc2caf7959c83d8b7e88/html5/thumbnails/9.jpg)
The Road to Increased Profitability Involves Creating
Order out of Chaos
![Page 10: Profitability and the Smaller Printer](https://reader033.fdocuments.us/reader033/viewer/2022051012/5462cc2caf7959c83d8b7e88/html5/thumbnails/10.jpg)
PeopleSales &
Marketing
Systems Financial
![Page 11: Profitability and the Smaller Printer](https://reader033.fdocuments.us/reader033/viewer/2022051012/5462cc2caf7959c83d8b7e88/html5/thumbnails/11.jpg)
MetricsHow Do We Measure Profitability?
![Page 12: Profitability and the Smaller Printer](https://reader033.fdocuments.us/reader033/viewer/2022051012/5462cc2caf7959c83d8b7e88/html5/thumbnails/12.jpg)
SPEAnnual Sales / Employees
100K 120K 140K 160K
![Page 13: Profitability and the Smaller Printer](https://reader033.fdocuments.us/reader033/viewer/2022051012/5462cc2caf7959c83d8b7e88/html5/thumbnails/13.jpg)
OWNER’S COMPENSATION
What’s Left After All Expenses Paid
5% 10% 15% 20%
![Page 14: Profitability and the Smaller Printer](https://reader033.fdocuments.us/reader033/viewer/2022051012/5462cc2caf7959c83d8b7e88/html5/thumbnails/14.jpg)
“Business in not a game of volume, it’s a game of margins”
- Larry Steinmetz
![Page 15: Profitability and the Smaller Printer](https://reader033.fdocuments.us/reader033/viewer/2022051012/5462cc2caf7959c83d8b7e88/html5/thumbnails/15.jpg)
www.pricingexpert.com
![Page 16: Profitability and the Smaller Printer](https://reader033.fdocuments.us/reader033/viewer/2022051012/5462cc2caf7959c83d8b7e88/html5/thumbnails/16.jpg)
Systems
![Page 17: Profitability and the Smaller Printer](https://reader033.fdocuments.us/reader033/viewer/2022051012/5462cc2caf7959c83d8b7e88/html5/thumbnails/17.jpg)
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?
![Page 18: Profitability and the Smaller Printer](https://reader033.fdocuments.us/reader033/viewer/2022051012/5462cc2caf7959c83d8b7e88/html5/thumbnails/18.jpg)
Why Creative Cloud?
![Page 19: Profitability and the Smaller Printer](https://reader033.fdocuments.us/reader033/viewer/2022051012/5462cc2caf7959c83d8b7e88/html5/thumbnails/19.jpg)
Hot Folders
![Page 20: Profitability and the Smaller Printer](https://reader033.fdocuments.us/reader033/viewer/2022051012/5462cc2caf7959c83d8b7e88/html5/thumbnails/20.jpg)
Web 2 PrintB2B or B2C ?
![Page 21: Profitability and the Smaller Printer](https://reader033.fdocuments.us/reader033/viewer/2022051012/5462cc2caf7959c83d8b7e88/html5/thumbnails/21.jpg)
Corporate Branded Portals
also kno! as “"e Velvet Handcuffs”
![Page 22: Profitability and the Smaller Printer](https://reader033.fdocuments.us/reader033/viewer/2022051012/5462cc2caf7959c83d8b7e88/html5/thumbnails/22.jpg)
People
![Page 23: Profitability and the Smaller Printer](https://reader033.fdocuments.us/reader033/viewer/2022051012/5462cc2caf7959c83d8b7e88/html5/thumbnails/23.jpg)
“Leaders of Great Companies Start by Getting the Right People on the Bus, the Wrong People off the Bus, and the Right People in
the Right Seats.”
- Jim Collins author of Good to Great
![Page 24: Profitability and the Smaller Printer](https://reader033.fdocuments.us/reader033/viewer/2022051012/5462cc2caf7959c83d8b7e88/html5/thumbnails/24.jpg)
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”
![Page 25: Profitability and the Smaller Printer](https://reader033.fdocuments.us/reader033/viewer/2022051012/5462cc2caf7959c83d8b7e88/html5/thumbnails/25.jpg)
No Slacker Zone
![Page 26: Profitability and the Smaller Printer](https://reader033.fdocuments.us/reader033/viewer/2022051012/5462cc2caf7959c83d8b7e88/html5/thumbnails/26.jpg)
Financial
![Page 27: Profitability and the Smaller Printer](https://reader033.fdocuments.us/reader033/viewer/2022051012/5462cc2caf7959c83d8b7e88/html5/thumbnails/27.jpg)
Which Financial Report Tells You the Health of Your Company?
Balance Sheet or P&L ?
![Page 28: Profitability and the Smaller Printer](https://reader033.fdocuments.us/reader033/viewer/2022051012/5462cc2caf7959c83d8b7e88/html5/thumbnails/28.jpg)
Current Ratio
Current Assets / Current Liabilities
1.0 1.5 2.0 3.0
![Page 29: Profitability and the Smaller Printer](https://reader033.fdocuments.us/reader033/viewer/2022051012/5462cc2caf7959c83d8b7e88/html5/thumbnails/29.jpg)
Buy or Lease?
![Page 30: Profitability and the Smaller Printer](https://reader033.fdocuments.us/reader033/viewer/2022051012/5462cc2caf7959c83d8b7e88/html5/thumbnails/30.jpg)
What do you negotiate?Price or Payment
![Page 31: Profitability and the Smaller Printer](https://reader033.fdocuments.us/reader033/viewer/2022051012/5462cc2caf7959c83d8b7e88/html5/thumbnails/31.jpg)
• 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
![Page 32: Profitability and the Smaller Printer](https://reader033.fdocuments.us/reader033/viewer/2022051012/5462cc2caf7959c83d8b7e88/html5/thumbnails/32.jpg)
• 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
![Page 33: Profitability and the Smaller Printer](https://reader033.fdocuments.us/reader033/viewer/2022051012/5462cc2caf7959c83d8b7e88/html5/thumbnails/33.jpg)
Friends Don’t let Friends Roll Leases
![Page 34: Profitability and the Smaller Printer](https://reader033.fdocuments.us/reader033/viewer/2022051012/5462cc2caf7959c83d8b7e88/html5/thumbnails/34.jpg)
Buying Used or Demo Saves Big Bucks
![Page 35: Profitability and the Smaller Printer](https://reader033.fdocuments.us/reader033/viewer/2022051012/5462cc2caf7959c83d8b7e88/html5/thumbnails/35.jpg)
Sales & Marketing
![Page 36: Profitability and the Smaller Printer](https://reader033.fdocuments.us/reader033/viewer/2022051012/5462cc2caf7959c83d8b7e88/html5/thumbnails/36.jpg)
Marketing and Sales are Two Different DisciplinesMarketing Promotes Your Brand in the Marketplace
Setting the Stage for the Execution of the Sales Process
![Page 37: Profitability and the Smaller Printer](https://reader033.fdocuments.us/reader033/viewer/2022051012/5462cc2caf7959c83d8b7e88/html5/thumbnails/37.jpg)
Marketing
• SEM (Search Engine Marketing) = SEO+PPC
• Social Media (LinkedIn, Facebook, Twitter)
• Direct Mail
• Website
• Blog (Content Marketing)
• Cross Media Campaigns
![Page 38: Profitability and the Smaller Printer](https://reader033.fdocuments.us/reader033/viewer/2022051012/5462cc2caf7959c83d8b7e88/html5/thumbnails/38.jpg)
Sales
• Build a Personal Brand on LinkedIn
• Research Prospect’s on LinkedIn First
• Sales Letters
• Telemarketing
• Referral Marketing (BNI) - Train a Virtual Sales Force
• Generate More Business From Current Accounts
![Page 39: Profitability and the Smaller Printer](https://reader033.fdocuments.us/reader033/viewer/2022051012/5462cc2caf7959c83d8b7e88/html5/thumbnails/39.jpg)
The Selling Owner Carries Instant Credibility
![Page 40: Profitability and the Smaller Printer](https://reader033.fdocuments.us/reader033/viewer/2022051012/5462cc2caf7959c83d8b7e88/html5/thumbnails/40.jpg)
Final Thoughts
![Page 41: Profitability and the Smaller Printer](https://reader033.fdocuments.us/reader033/viewer/2022051012/5462cc2caf7959c83d8b7e88/html5/thumbnails/41.jpg)
Higher Profits Come From Selling not Bidding
![Page 42: Profitability and the Smaller Printer](https://reader033.fdocuments.us/reader033/viewer/2022051012/5462cc2caf7959c83d8b7e88/html5/thumbnails/42.jpg)
Specialists Earn Higher Profits Than Generalists
![Page 43: Profitability and the Smaller Printer](https://reader033.fdocuments.us/reader033/viewer/2022051012/5462cc2caf7959c83d8b7e88/html5/thumbnails/43.jpg)
The Level of Your Profits is Directly Related to the
Quality of Your Decisions
![Page 44: Profitability and the Smaller Printer](https://reader033.fdocuments.us/reader033/viewer/2022051012/5462cc2caf7959c83d8b7e88/html5/thumbnails/44.jpg)
www.sorrentomesa.com7398 Trade St. San Diego, CA 92121 858.527.0800
www.linkedin.com/in/scottmcappelwww.linkedin.com/company/sorrento-mesa-printing
www.facebook.com/sorrentomesa
www.twitter.com/sorrentomesa
![Page 45: Profitability and the Smaller Printer](https://reader033.fdocuments.us/reader033/viewer/2022051012/5462cc2caf7959c83d8b7e88/html5/thumbnails/45.jpg)
Q & A
![Page 46: Profitability and the Smaller Printer](https://reader033.fdocuments.us/reader033/viewer/2022051012/5462cc2caf7959c83d8b7e88/html5/thumbnails/46.jpg)
Thank You