shoot for the $tar$, you might hit the moon!
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Shoot for the $tar$, You Might Hit the Moon!Daniel Jobe
Friedman, Kannenberg & Co, P.C.
“When something is measured, it improves. When something is measured and reported, it improves exponentially.”
The Hawthorne Effect
History
Reinvention
What is the Missing Piece?
Each Employee Should Know…
The Objective
Each Employee Should be Informed…
Concept
1. Assign anticipated revenue to specific staff
2. Break figures down for accountability
3. Track progress individually
4. Provide tools to achieve goals
Ten-Year Industry Sales TrajectoryRetail Sales Values in Billions of Dollars
$7.0$6.8$6.7$6.8
$6.4$5.9
$7.1$7.4$7.5
$7.8
20012002
20032004
20052006
20072008
20092010
The Music Trades, April 2011
Sales – the roller coaster
Items to Breakdown per Sales Staff:
• Gross Profit Dollars vs. Salary (all annualized)
• Items per Sale
• Total Sales
Group Sales PerformanceIncrease
Sales Staff Summary Prior Year Percent Goal
Total Sales 895,000$ 13.0% 1,011,350$
Gross Profit 350,000$ 7.2% 375,200$ Margin % 39.1% 37.1%
Items per Sale 2.25 10.0% 2.48
Repair – the consistent
Items to consider:• Paying units by day
• Units repaired annually per person
• Average repair charge
Repair Performance AnalysisIncrease
Repair Staff Summary Prior Year Percent Goal
Income Repair Labor 165,000$ 24% 204,600$ Repair Parts 45,000 20% 54,000
TOTAL INCOME 210,000 258,600
Paying Units Repaired 2,350 15% 2,703 Average Repair Dollars per Unit 89.36$ 95.69$ Average Units per Working Day 9.40 10.81
Inspect what you expect!
Lessons – traffic generator! Items to consider:• Individual Lessons
• Space utilization• Incentives by Student Count
• Group Lessons• Large profit generator• Safe learning environment • Promotes family activity
Rentals – the annuity!
• Relationships are the key, so track them!
Analyze per Route Day/Week• Schools Visited• Active Rentals• Units Repaired • Step-ups Generated
“The easiest thing is to react.
The second easiest is to respond.
But the hardest thing is to initiate.”-Seth Godin
Wrap-Up
• Distribute the revenue load• Utilize more resources • Visit www.fkco.com for a more detailed spreadsheet
on ways to track performance for various revenue sources.
AnyQuestions?
“Free” Consulting MeetingsAt the Show
Contact Jen outside the Idea Center entrance
after this session to set up a meeting time
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