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S  0C `` C X*  0C `  C Z*  0C `  C Z*H  0޽h ? ̙33 Default Design 0  *(     0 $g P   g X*   0(g    g Z* d  c $ ?  g  0,g  @ g RClick to edit Master text styles Second level Third level Fourth level Fifth level!     S  6L0g `P  g X*   65g `  g Z* H  0޽h ? ̙3380___PPT10.M}Pݜ 0s(    6T*Cz {%Brad Sugar Show me the money. :& &<&<XR  C *Abs00508_H  0޽h ? ̙33y___PPT10Y+D=' = @B +[ z@(  8 0pG P  <HMC0- j$ The formula for building a business*% " $&   6RC0@pG >0 H  0޽h ? ̙33y___PPT10Y+D=' = @B + P(  F 0pG  P  <YC0- j$ The formula for building a business*% " $&   6[C0@pG >0 R  C *Abs02064_ R  C *Abd04972_'    BbC p5P  ]%The five ways to build your business &&& H  0޽h ? ̙33y___PPT10Y+D=' = @B +  ` 7@N(  @Dd p 6@ #" @p @ 6rC?=p T  @` @ <{C?p= K "  @` @ <C?p g 1. LEADS , &" @``B @ 0o ?pp`B #@ 0o ?`B $@ 0o ?pZB %@ s *1 ?pZB &@ s *1 ?=p=`B '@ 0o ?p 4@ BhC  [#The formula for building a business$$&  7@ 6Cp_  LEADS The number of enquiries. How many people came into your shop last year, week, and month? How many people did you call? How many people telephoned you last year? 2&,&&" & "  A&" &" , & H @ 0޽h ? ̙33y___PPT10Y+D=' = @B +v    p*D- (  D1h p )D #"@@p D 6̤C?= T  @` D <tC?= T  @` D <C? q2. CONVERSION RATE ,&" @` D 6C?=p T  @` D <dC?p= K "  @` D <C?p g 1. LEADS , &" @``B D 0o ?ppZB D s *1 ?`B #D 0o ?`B $D 0o ?pZB %D s *1 ?pZB &D s *1 ?=p=`B 'D 0o ?p (D BXC  [#The formula for building a business$$&  *D 6Cq CONVERSION RATE How many of those leads did you turn into business? What percentage? We are going to multiply the number of leads by your conversion rate. This will give you your number of customers. TEST AND MEASURE.  2&,&,&" & "  &H D 0޽h ? ̙33y___PPT10Y+D=' = @B +Y  x *H (  H% l pB )H #"@@@pB H 6C?=B T  @` H <C?=B o!(LEADS X CONVERSION RATE) (1 X 2)""&  @` H 6K?B c3. NO. OF CUSTOMERS& @` H 6t K?= T  @` H <K?= T  @` H <K? q2. CONVERSION RATE ,&" @` H 6x%K?=p T  @` H <x'K?p= K "  @` H <X0K?p g 1. LEADS , &" @``B H 0o ?ppZB H s *1 ?ZB H s *1 ?`B #H 0o ?BB`B $H 0o ?pBZB %H s *1 ?pBZB &H s *1 ?=p=B`B 'H 0o ?pB (H B&"& @` L 6TK?=p T  @` L <TK?p= K "  @` L <4K?p g 1. LEADS , &" @``B L 0o ?ppZB L s *1 ?ZB L s *1 ?ZB L s *1 ?BB`B #L 0o ?`B $L 0o ?pZB %L s *1 ?pZB &L s *1 ?=p=`B 'L 0o ?p (L B8K  [#The formula for building a business$$& O *L 64Kp p ] HOW MANY TIMES DOES A CUSTOMER BUY FROM YOU? NUMBER OF CUSTOMERS X NUMBER OF TRANSACTIONS p] " ,&" &-& +L BK o  QNO. OF TRANSACTIONS" 2&,H L 0޽h ? ̙33y___PPT10Y+D=' = @B +1( XPd(  dz p  d# #"&@@@@@p  d 6K?=  T  @` d <K?=  T  @` d <K?  t5. AVERAGE VALUE SALE ,&" @` d 6K?=B T  @` d <HK?B= T  @` d <L?B f4. NO. OF TRANSACTIONS& @`  d 6t L?=B T  @`  d <L?=B o!(LEADS X CONVERSION RATE) (1 X 2)""&  @`  d 6(L?B c3. NO. OF CUSTOMERS& @`  d 6L?= T  @`  d <0L?= T  @` d <9L? q2. CONVERSION RATE ,&" @` d 6xBL?=p T  @` d <KL?p= K "  @` d <8UL?p g 1. LEADS , &" @``B d 0o ?ppZB d s *1 ?ZB d s *1 ?ZB d s *1 ?BBZB d s *1 ?`B d 0o ?  `B d 0o ?p ZB d s *1 ?p ZB d s *1 ?=p= `B d 0o ?p  d BYL  [#The formula for building a business$$&  d B^L @, dACQUISITION COST IF YOU SPEND $1000 ON AN ADVERTISEMENT AND IT GENERATES 10 CUSTOMERS. YOUR ACQUISITION COST = $100 PER CUSTOMER AVERAGE DOLLAR SALE &&F&&,&$ $& H d 0޽h ? ̙33y___PPT10Y+D=' = @B +  "+\U(  \x p`  )\ #"*@@@@@rp`   \ 6qL?= `  T  @`  \ <xL? =`  @(NUMBER OF CUSTOMERS X TRANSACTIONS X AVERAGE SALE) (3 X 4 X 5) *A?& "  @`  \ <pL? `  [ 6. TURNOVER  & @`  \ 6 L?=  T  @`  \ < CHANGING THE OTHER 5 WILL: BRING IN BETTER RESULTS IN THE 3 = &"&&$&&&$$H  0޽h ? ̙33y___PPT10Y+D=' = @B +S zr(* (   p  * #"2&@@@@@r@@p   68Ob?   b$50,000 ( $$ @`  <@b?   x(TURNOVER X MARGIN) (6 X 7) *& "  @`  <b?   X= PROFIT  & @`  6b?`   P25% $ @`  <c?`   T  @`  <\c?`   k X MARGINS0 && @`   68c? `  ^$200000 $ $ @`   <d"c? `  @(NUMBER OF CUSTOMERS X TRANSACTIONS X AVERAGE SALE) (3 X 4 X 5) *A?& "  @`   <+c? `  Z = TURNOVER  & @`   6c?  [$100 $$ @`   <=c?  T  @`  <Fc?  sX AVERAGE VALUE SALE ,&" @`  6Oc?B K2 @`  <Wc?B T  @`  <ac?B cNO. OF TRANSACTIONS& @`  60jc?B Q1000 $ @`  <sc?B o!(LEADS X CONVERSION RATE) (1 X 2)""&  @`  6vc?B b= NO. OF CUSTOMERS& @`  6c? P25% $ @`  <c? T  @`  <Tc? pX CONVERSION RATE ,&" @`  6c?p [4000 $$ @`  <c?p K "  @`  <سc?p dLEADS ,&" @``B  0o ?ppZB  s *1 ?ZB  s *1 ?ZB  s *1 ?BBZB  s *1 ?ZB   s *1 ?  ZB ! s *1 ?` ` ZB " s *1 ?  `B # 0o ?  `B $ 0o ?p ZB % s *1 ?p ZB & s *1 ?p `B ' 0o ?p  ( Bc  [#The formula for building a business$$& H  0޽h ? ̙33y___PPT10Y+D=' = @B +2 YQ(    6~c|  P1. LEADS 2. CONVERSION RATE 3. NUMBER OF TRANSACTIONS 4. AVERAGE SALE 5. MARGINSQ &$"&$"&$"&$" &$"R  C *Abd04972_   BXc ]%The five ways to build your business &&& H  0޽h ? ̙33y___PPT10Y+D=' = @B +   -<J(  8 ` <`  <c`f p<CALCULATIONS WHEN WE HAVE AN INCREASE OF 10% ON ALL 5 AREAS==@  9~  < c?F e $80525.50*  $$ @`  Bc?F x(TURNOVER X MARGIN) (6 X 7) *& "  @`  Bc?F X= PROFIT  & @`  <d? F S27.5%$ @`  B( d? F T  @`   Bd? F k X MARGINS0 && @`   <#d?n   d$292820 * $$ @`   B.d?n   @(NUMBER OF CUSTOMERS X TRANSACTIONS X AVERAGE SALE) (3 X 4 X 5) *A?& "  @`   B6d?n   Z = TURNOVER  & @`   <(d?( n  a$110 *$ @`  B|Hd?( n  T  @`  BSd?( n  sX AVERAGE VALUE SALE ,&" @`  <[d?(  O2.2 @`  Bcd?(  T  @`  B\md?(  cNO. OF TRANSACTIONS& @`  <vd? b1210 *$$ @`  Bld? o!(LEADS X CONVERSION RATE) (1 X 2)""&  @`  <hd? b= NO. OF CUSTOMERS& @`  <d?V S27.5%$ @`  Bld?V T  @`  Bd?V pX CONVERSION RATE ,&" @`  <d?V \4400&$ @`  Bd?V K "  @`  BPd?V dLEADS ,&" @`fB  6o ?`B  01 ?VV`B  01 ?`B  01 ?`B   01 ?( ( `B ! 01 ?n n `B " 01 ?  `B # 01 ?FFfB $ 6o ?fB % 6o ?`B & 01 ?`B ' 01 ?fB ( 6o ? * B|d EINCREASE OF 10% + 6d B  , Bd A NEW FIGURES  ; 6ld0 `61% INCREASE IN PROFITS.,&&H  0޽h ? ̙33y___PPT10Y+D=' = @B + 0+,f(    <d`f =CALCULATIONS WHEN WE HAVE AN INCREASE OF 100% ON ALL 5 AREAS2>*/F   ~  6d?F { 1.6MILLION > $&$ @`  <d?F x(TURNOVER X MARGIN) (6 X 7) *& "  @`  <d?F X= PROFIT  & @`  6f? F `50% *$$ @`  <f? F T  @`   <f? F k X MARGINS0 && @`   6"f?n   X 3,200,000   $ @`   <$f?n   @(NUMBER OF CUSTOMERS X TRANSACTIONS X AVERAGE SALE) (3 X 4 X 5) *A?& "  @`   <6f?n   Z = TURNOVER  & @`   6?f?( n  S$200 $ @`  <L1f?( n  T  @`  <Qf?( n  sX AVERAGE VALUE SALE ,&" @`  6[f?(  ^4 *$ @`  <4df?(  T  @`  <Xef?(  cNO. OF TRANSACTIONS& @`  6uf? S4000 $ @`  <f? o!(LEADS X CONVERSION RATE) (1 X 2)""&  @`  6@pf? b= NO. OF CUSTOMERS& @`  6Đf?V R50% $ @`  <lf?V T  @`  <f?V pX CONVERSION RATE ,&" @`  6f?V R8000$ @`  <f?V K "  @`  <`f?V dLEADS ,&" @``B  0o ?ZB  s *1 ?VVZB  s *1 ?ZB  s *1 ?ZB   s *1 ?( ( ZB ! s *1 ?n n ZB " s *1 ?  ZB # s *1 ?FF`B $ 0o ?`B % 0o ?ZB & s *1 ?ZB ' s *1 ?`B ( 0o ? ) Bf@ FINCREASE OF 100% * 6Tf B  + BXf A NEW FIGURES H  0޽h ? ̙33y___PPT10Y+D=' = @B +C jb@(    6\f f \IS IT POSSIBLE? YES!,66H  0޽h ? ̙33y___PPT10Y+D=' = @B +P woP(    6lf f \IS IT POSSIBLE? YES!,66  <\fPP4<  gWhen we we filling in the charts, did you know the figures? You cannot manage what you cannot measure.hhH  0޽h ? ̙33y___PPT10Y+D=' = @B +  [(    Bf0 C LACK OF CASH?6R  C *Abs00508_'RB  s *D)  RB @ s *D)X  08> H  0޽h ? ̙33y___PPT10Y+D=' = @B + `X(    Bdf0 C LACK OF CASH?6R  C *Abs00508_'RB  s *D)  RB @ s *D)X  08>   <f `  WYou focus more on getting your product ready for sale than getting customers in to BUY.XXH  0޽h ? ̙33y___PPT10Y+D=' = @B +s p*(    BC0 C LACK OF CASH?6R  C *Abs00508_'RB  s *D)  RB @ s *D)X  08>   <C `  WYou focus more on getting your product ready for sale than getting customers in to BUY.XX  <!C &  ^,You are not collecting the cash fast enough.--H  0޽h ? ̙33y___PPT10Y+D=' = @B + 0 p(  X  C     g  S Bg  @  g 00:00H  0޽h ? ̙33 0 6(  X  C     g  S [g  @  g 82:18$H  0޽h ? ̙33 0  B(   ^  S    g  c $1g @  g 83:10$H  0޽h ? ̙33 0 X8(  XX X C     g X S PxC  @  C :3:47&H X 0޽h ? ̙33 0 ~h(  hX h C     g~ h S dg  @  g 3:50H h 0޽h ? ̙33  0 l6(  lX l C     g l S $jg  @  g 85:30$H l 0޽h ? ̙33  0 ~p(  pX p C     g~ p S pg  @  g 5:42H p 0޽h ? ̙33  0 8(  X  C     g  S  vg  @  g :7:56&H  0޽h ? ̙33 0  D(  X  C     g  S l|g  @  g F8:53& &H  0޽h ? ̙33 0 ~(  X  C     g~  S g  @  g 8:39H  0޽h ? ̙33 0 0P(  ^ S    g c $`g @  g F9:03& &H  0޽h ? ̙33 0 @P(  ^ S    g c $̐g @  g F9:40& &H  0޽h ? ̙33 0 P(  X  C     g  S xg  @  g 10:05H  0޽h ? ̙33 0 `9(  X  C     g  S g  @  g ;12:25&H  0޽h ? ̙33 0 p(  X  C     g  S `g  @  g 12:54H  0޽h ? ̙33 0 #(  ^ S    g c $g @  g 22:28H  0޽h ? ̙33 0 (  X  C     g  S pg  @  g 24:25H  0޽h ? ̙33 0 #(  ^ S    g c $`g @  g 25:15H  0޽h ? ̙33 0 (  X  C     g  S g  @  g 25:50H  0޽h ? ̙33 0 (  X  C     g  S pg  @  g 26:05H  0޽h ? ̙33 0 (  X  C     g  S `g  @  g 26:28H  0޽h ? ̙33, 0 h,(  hX h C     g h S g  @  g .7:07 H h 0޽h ? ̙33rw iO!?qst@&M0<,Kpvrwxz| p~`\*&2:4 n?ɍ]`2@socgk70NX ]? 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