by Greg Caruso | Jun 17, 2024 | Exit Planning Business Valuation & Growing Business Value
At the highest level, business value is simple. The formula is:
Business value = Forecast Future Cash Flow / Risk
In business valuation risk is the likelihood of achieving the forecasted cash flow in the future.
Risks come from many angles and chip away at profitability and value.
Here are a few risks, but certainly not all risks:
Payment Risk – Many businesses extend large amounts of credit and don’t always monitor changes in client credit risk over time. Manage accounts receivable and be careful with credit.
Interest Rate Risk – Everyone remembers this one now!
Liquidity Risk – Cash is like blood to your body. Even a profitable business can run out of cash. Manage cash daily or weekly depending on your balances.
Market Risk – It has been a good economy, so long leaders are forgetting about what a recession is really like. If you are in a cyclical industry review plans for when the party stops and sales drop by 20%, 40% or whatever happens in your industry.
Regulatory Risk – This can be a wildcard for many businesses and often understated until a problem arises.
Supply Chain Risk and HR Risk – These both were under-appreciated until Covid. Do you have alternatives if your key people leave, or primary supplier has problems?
Emerging Risks – It’s your guess about what is next. Review and do your best to get it right.
Appropriate risks should be reviewed and systems implemented at each level of your organization. For instance, in construction, weekly safety talks are given by many companies. These are most successful when the conversation goes two ways. Often staff will understand their day-to-day problems and risks better than management.
by Greg Caruso | May 16, 2024 | Exit Planning Business Valuation & Growing Business Value
In the fast-paced world of business, productivity is queen and king. Overall, improving productivity is not just about doing more work; it’s about working smarter, achieving better results, and creating value for all stakeholders involved—employees, customers, shareholders, and society at large.
Just a few of the many places improved Productivity will show up.
Adaptability and Resilience: In times of economic uncertainty or market volatility, businesses with high productivity are better equipped to weather challenges and adapt to changing conditions. They can pivot quickly, reallocate resources, and seize new opportunities, maintaining stability and resilience in the face of adversity.
Employee Engagement: When employees feel that their work is meaningful and their contributions are valued, they are more engaged and motivated. Improving productivity can create a positive work environment where employees feel empowered, supported, and recognized for their efforts.
Cost Efficiency: (Of course!) Increased productivity allows businesses to achieve more with fewer resources, which can lead to cost savings. By optimizing processes and reducing waste, organizations can improve their bottom line and profitability.
Investing in Productivity: A Smart Move
Boosting company productivity isn’t just about working harder; it’s about working smarter. Here are some ways to achieve this:
- Proactive Planning to anticipate growth. Analyze your current capacity and identify potential bottlenecks. Invest in additional resources like equipment, personnel, or training programs in advance.
- Prioritization and Scaling by focusing on core tasks that directly impact sales and customer satisfaction. Consider outsourcing non-critical functions to free up internal resources.
- Invest in the right tools and technologies to streamline workflows and automate tasks.
- Prioritize employee well-being through flexible work arrangements and a positive company culture to reduce stress and burnout.
- Implement clear communication channels to ensure everyone is informed and aligned with goals.
- Track key performance indicators (KPIs) to identify areas for improvement and measure the impact of productivity initiatives on conversion rates.
A productive company is an efficient company. By focusing on employee well-being, streamlined processes, and clear communication, you can unlock the hidden multiplier of productivity and watch your company results and business value soar.
by Greg Caruso | Apr 18, 2024 | Exit Planning Business Valuation & Growing Business Value
A great customer for a business is typically one who brings long-term value and positive contributions to the company. They appreciate the value you bring, the quality you pour into your work, and the passion that fuels your hustle.
Here’s what makes a customer a true soul mate for your business:
- They offer a High Lifetime Value (LTV).
Loyalty runs deep. They’re not swayed by every shiny new thing. You provide them with good advice, the best products for the money, and what might be coming next. They appreciate what you offer and generate substantial revenue over the course of their relationship with the business. They also become your biggest advocates, spreading the word about your brilliance.
- They pay on time.
For businesses that provide products or services on credit, a great customer ensures timely payments. This contributes to the financial health and stability of your business.
- They tell everyone great things about you.
Great customers refer new clients to the business. This word-of-mouth marketing is powerful and often results in acquiring new customers at a lower acquisition cost.
- They’re on the adventure with you.
They’re excited to see you grow and evolve, embracing new ideas and supporting you as you navigate the ever-changing business landscape.
- They respect you.
A great customer engages in ethical business practices and respects the terms and conditions set by the company. Ethical behavior contributes to a positive and sustainable business relationship.
- They understand your purpose.
They get why you do what you do. They recognize the quality of products or services you provide and are willing to pay a premium for that value.
- They know how to communicate with you.
They’re open and honest, letting you know what they love and offering constructive feedback when needed. Two-way communication is the foundation of a strong relationship!
- Finding these customer soul mates doesn’t happen overnight. It takes fostering a connection, building trust, and showing genuine appreciation for their presence. But when you find them, hold onto them tight! They’ll make your business more predictable, life easier, and become a driving force behind your success story.
Finding these customer soul mates doesn’t happen overnight. It takes fostering a connection, building trust, and showing genuine appreciation for their presence. But when you find them, hold onto them tight! They’ll make your business more predictable, life easier, and become a driving force behind your success story.
by Greg Caruso | Mar 26, 2024 | Exit Planning Business Valuation & Growing Business Value
Airline pricing strategies are complex and dynamic, influenced by a variety of factors such as demand, competition, operational costs, and historical customer behavior. Airlines employ several pricing strategies to optimize revenue and stay competitive in the industry.
Some common airline pricing strategies
Yield Management: Yield management is a strategy where airlines optimize revenue by managing the allocation of their finite capacity. This involves adjusting prices dynamically to balance demand and capacity, ensuring that the most profitable mix of passengers is accommodated on each flight.
Segmentation: Airlines segment their market based on factors such as class of service, time of booking, and flexibility of travel dates. This enables them to offer different prices to different customer segments. For example, business travelers might pay higher prices for the flexibility of last-minute changes, while leisure travelers may receive discounts for booking well in advance.
Bundling and Unbundling: Airlines often use bundling strategies, combining services like baggage, seat selection, and meals into a single package at a discounted price. Conversely, some airlines employ unbundling, offering a base fare and charging additional fees for services that were traditionally included, allowing passengers to choose and pay only for the services they need.
Discounting and Promotions: Airlines frequently offer discounts and promotions to stimulate demand during specific periods, such as off-peak seasons or to celebrate special occasions. These promotions may include limited-time sales, discounted group fares, or loyalty program benefits.
Competitive Pricing: Airlines closely monitor the pricing strategies of their competitors and adjust their own prices to remain competitive. This can involve matching or undercutting competitors’ fares to attract price-sensitive customers.
Seasonal Pricing: Airlines adjust their prices based on seasonal demand fluctuations. For example, ticket prices might be higher during peak travel seasons or holidays, while lower prices are offered during off-peak periods to stimulate demand.
These strategies are often combined and adjusted based on real-time market conditions, making airline pricing a dynamic and data-driven process. Airlines continually analyze and refine their pricing strategies to optimize revenue and adapt to changes in the competitive landscape.
How you might use dynamic pricing in your business model
What do you hope to achieve with dynamic pricing? Is it to increase revenue, optimize inventory, or cater to different customer segments? Knowing your goals will help you determine the best approach.
- Establish clear guidelines for how prices will be adjusted.
This could involve setting price ranges, thresholds for demand shifts, or algorithms to automate price changes.
- Leverage data and analytics.
Data is key to successful dynamic pricing. Use sales data, customer behavior patterns, and competitor insights to inform your pricing decisions.
- Be transparent with customers.
Clearly communicate how your pricing works. Customers appreciate understanding when and why prices might change.
- Monitor and adapt.
Dynamic pricing is an ongoing process. Regularly monitor its effectiveness and adjust as needed based on market conditions and customer feedback.
Remember, dynamic pricing can be a powerful tool, but it’s crucial to implement it strategically and with customer satisfaction in mind.
by Greg Caruso | Feb 20, 2024 | Exit Planning Business Valuation & Growing Business Value
Reducing business risk is not merely about safeguarding profitability, it’s about building a foundation of trust and security. When navigating turbulent economic waters – every employee, their families, their financial hopes are banking on your decisions. While ambitious growth may beckon, remember, calculated risks are still risks. Carefully analyze potential pitfalls, diversify revenue streams, bolster cash reserves, and foster a culture of transparency.
Distributing profits in any company including an ESOP is exciting, but also raises concerns about growth capital. Taking money off the table means less capital for growth, for weathering potential storms. But it also means immediate financial security for the very people who drove the company’s success.
Managing risk is essential for long-term success. It’s not just about avoiding losing money now, but about making calculated decisions based on the information you have, and the potential rewards involved.
The Balancing Act to-do list includes:
- Keep your eyes open: Stay connected to the world and continue to learn how it is changing so you remain aware of new opportunities and threats.
- Strategic diversification: Explore alternative funding options like governement grants (we have several clients who have mastered this) or strategic partnerships alongside profit-sharing.
- Data-driven decisions: Base payout percentages on careful analysis of future growth needs and risk tolerance.
- Open communication: Discuss the rationale behind profit-sharing or distributions with employees, fostering understanding and trust.
by Greg Caruso | Jan 18, 2024 | Exit Planning Business Valuation & Growing Business Value
Planning is a process that involves thinking ahead (hence playing chess) and organizing actions to achieve specific goals. Successfully done, it can allow management to see the future and act quickly on opportunities or threats growing the value of the business.
The first step in effective planning is defining clear and measurable goals. Having a precise understanding of what you want to accomplish provides a roadmap for the planning process. Goals should be SMART—Specific, Measurable, Achievable, Relevant, and Time-bound.
Once goals are established, the next step is to assess the current situation or starting point. Namely you must start where you are. This involves conducting a thorough analysis of resources, constraints, and potential challenges. Often a SWOT chart can be used to organize these. Strengths, Weaknesses, Opportunities, and Threats. Google “SWOT” if this is new to you.
By understanding the present circumstances, individuals or organizations can identify the steps required to bridge the gap between the current state and the desired future state. This analysis can encompass various aspects, such as financial resources, time constraints, personnel capabilities, and external factors that may impact the plan’s execution. It is important to think through, even roll play, strategies and alternative plans for both extraordinary success and major difficulties in achieving goals.
The final phase of planning involves developing a detailed action plan. This includes breaking down the overarching goal into smaller, manageable tasks or steps. Each task should have a specified responsible person, deadline, and resources.
Regular monitoring and reassessment are critical during the execution phase to ensure that the plan remains aligned with changing circumstances. Set a non-negotiable schedule to meet either weekly, bi-weekly or at the longest monthly to review progress. Flexibility is key, allowing for adjustments and adaptations as needed.
Successful planning is an iterative process that involves continuous evaluation, learning, and refinement to increase the likelihood of achieving the desired outcomes such as higher profits and higher business value.
