profit improvement opportunities for small business managers
DESCRIPTION
PROFIT IMPROVEMENT OPPORTUNITIES for SMALL BUSINESS MANAGERS. BA 4452. How do you improve profits. METODOLOGY. What is methodology ?. 2 ile 9 arasında aklınızdan bir sayı tutun Bu sayısı 9 ile çarpın Çıkan sayının iki hanesini birbiri ile toplatın : 25 ise 2+5=7 gibi - PowerPoint PPT PresentationTRANSCRIPT
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PROFIT PROFIT IMPROVEMENT IMPROVEMENT
OPPORTUNITIES for OPPORTUNITIES for SMALL BUSINESS SMALL BUSINESS
MANAGERSMANAGERS
BA 4452 BA 4452
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How do you improve profitsHow do you improve profits
METODOLOGYMETODOLOGY
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What is methodologyWhat is methodology? ? 2 ile 9 arasında aklınızdan bir sayı 2 ile 9 arasında aklınızdan bir sayı tutuntutun
Bu sayısı 9 ile çarpınBu sayısı 9 ile çarpın
Çıkan sayının iki hanesini birbiri ile Çıkan sayının iki hanesini birbiri ile toplatın : 25 ise 2+5=7 gibitoplatın : 25 ise 2+5=7 gibi
Bulduğunuz sayıdan 5 çıkartınBulduğunuz sayıdan 5 çıkartın
Kalan sayı alfabenin kaçıncı harfi?Kalan sayı alfabenin kaçıncı harfi?
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1 ise A2 ise B3 ise C4 ise Ç5 ise D6 ise E7 ise F8 ise G9 ise H
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KAR ENSTİTÜSÜ KAR ENSTİTÜSÜ 55
MEYVENİZ ?MEYVENİZ ?
NAR
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KAR ENSTİTÜSÜ KAR ENSTİTÜSÜ 66
3 OPSTICALS 3 OPSTICALS
Negative Attitude Negative Attitude
ConfirmationConfirmation
JustificationJustification
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KAR ENSTİTÜSÜ KAR ENSTİTÜSÜ 77
3 CONDITIONS 3 CONDITIONS
TO KNOWTO KNOW
TO WANTTO WANT
TO IMPLEMENTTO IMPLEMENT
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KAR ENSTİTÜSÜ KAR ENSTİTÜSÜ 88
McKinsey Research – Feb 2007McKinsey Research – Feb 2007
Where does the success of the Where does the success of the company come from?company come from?
There is a huge relationship There is a huge relationship between management and between management and profitability?profitability?
%52 of seccess comes from %52 of seccess comes from management, and %48 of management, and %48 of success camesuccess camess from outside from outside effectseffects
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KAR ENSTİTÜSÜ KAR ENSTİTÜSÜ 99
SUCCESSFUL COMPANYSUCCESSFUL COMPANY
Market ShareMarket Share
Improvement of salesImprovement of sales
Improvement of profitImprovement of profit
Production effectivenessProduction effectiveness
Market Value Market Value
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KAR ENSTİTÜSÜ KAR ENSTİTÜSÜ 1010
Where to start profit improvementWhere to start profit improvement??
F1 F2 F3 F4 F5 F6Comapany Performance
Performance
increase %
1,00 1,00 1,00 1,00 1,00 1,00 1,00
1,00 2,00 1,00 1,00 1,00 1,00 2,00 200%
1,20 1,20 1,20 1,20 1,20 1,20 2,99 299%
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KAR ENSTİTÜSÜ KAR ENSTİTÜSÜ 1111
F1 F2 ... F99 F100Performa
nceincreas
e %
1,00 1,00 1,00 1,00 1,00
1,00 2,00 ... ... 1,00 1,00 2,00 200%
1,02 1,02 ... ... 1,02 1,02 7,24 624%
1,20 1,20 ... ... 1,20 1,2082.817.
975
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IS GROWTH IMPORTANT FOR IS GROWTH IMPORTANT FOR PROFITABILTY PROFITABILTY ??
PROFIT ANALYSIS
1. Situation
A B C Total
Sales 8.000 6.000 5.000 19.000
Veriable costs 5.600 4.800 3.500 13.900
Fix Costs 1.300 1.500 1.200 4.000
Profit.................. 1.100 - 300 300 1.100
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KAR ENSTİTÜSÜ KAR ENSTİTÜSÜ 1313
IS GROWTH IMPORTANT FOR IS GROWTH IMPORTANT FOR PROFITABILTY ?PROFITABILTY ?
PROFIT ANALYSIS
2. Situation
A B C Total
Sales 8.000 5.000 13.000
Veriable costs 5.600 3.500 9.100
Fix Costs 2.300 1.700 4.000
Profit ................. 100 -200 -100
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KAR ENSTİTÜSÜ KAR ENSTİTÜSÜ 1414
IS GROWTH IMPORTANT FOR IS GROWTH IMPORTANT FOR PROFITABILTY ?PROFITABILTY ?
PROFIT ANALYSIS
3. Situation
A B C D Total
Sales 8.000 6.000 5.0002.002.0000
21.000
Veriable Costs 5.600 4.800 3.500
1.401.4000
15.300
Fix Costs 1.000 1.300 1.100 600600 4.000
Profit ................. 1.400 - 100 400
00 1.700
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KAR ENSTİTÜSÜ KAR ENSTİTÜSÜ 1515
ÖZAF ANALİZİÖZAF ANALİZİÖZELLİK AVANTAJI MÜŞTERİYE
FAYDASIKANIT
Ölçüleri, rengi, tadı, kalitesi, dağıtımı,
fiyatı, şartları, şekli, paketlemesi, servisi, teknolojisi,
içindekileri,
Hızı, koruması, gücü,
çabukluk,
Değerlerin tatmini,Kar artışı, zaman
kazanımı, satışların artması,
maliyetlerin düşmesi, stok
azaltma,
Rapor, makale, resmi belge, Üniversite araştırması, ...
Temizlik süpürgesi satıcısı: “ bu süpürgenin yüksek hızda çalışan motoru vardır (Özellik), bu sayede iki kat hızlı çalışır (avantaj), bu da sizin temizlik sürenizi %30 azaltır.( fayda).” Spor ayakkabı satıcısı: “ bu ayakkabının esnek tabanı (özellik) sayesinde daha hızlı koşmanız sağlanır (avantaj), böylece tüm yarışları kazanabilirsiniz.(fayda)”.
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KAR ENSTİTÜSÜ KAR ENSTİTÜSÜ 1717
DIFFERANTIATEDIFFERANTIATESpecificati
onOf the
Products
Specification
Of the Rivals
Difference
Does the customer avare of
the differenc
e?
If they know the difference do they
care?
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KAR ENSTİTÜSÜ KAR ENSTİTÜSÜ 1818
DifferentiateDifferentiate (or die) (or die)
Packaging Packaging GuaranteeGuaranteeShopsShopsSales aidsSales aidsPayment methodPayment methodFationFationDurabilityDurabilityİmageİmageVersionsVersionsCloursCloursServiceService
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KAR ENSTİTÜSÜ KAR ENSTİTÜSÜ 1919
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KAR ENSTİTÜSÜ KAR ENSTİTÜSÜ 2020
PRODUCT DIFFERENCE ACTION PLANCrest (diş macunu) Fluoride ilave edilerek üretilmiştir. Kimse tam
olarak etkisini bilemiyor ama etkili görülüyor.
Sony (Trinitron TV) Ne işe yaradığı tam bilinmiyor ama kulağa hoş geliyor.
Dove Sabun Kendisine sabun demiyor. Sabunun içine krem ve losyon koyarak sanki çok farklı bir ürünmüş gibi sunuluyor.
Tapa Johns Pizza Her bir malzemenin en iyisi kullanılarak yapılıyor. Bu şekilde kendisini duyurmuş.
While Castle Küçük hamburger. Tüm diğer hamburgerlerden daha küçük ve ucuz.
Pampero Ketçap Domatesi soymadan üretime sokuyor. Rakipleri gibi değil farklı. Dolayısı ile daha yoğun, daha iyi tat ve daha koyu bir renk elde ediliyor.
Intel Pentium Sürekli yeni versiyonunu sunuyor. Sürekli ileride. Pentium 1-2-3-4-5 ...
Gillette Sürekli yeni versiyonunu sunuyor. Sürekli ileride. Sürekli küçük değişiklikler yaratıyor.
Lange (kayak botu) Kayakçı eğer arkaya doğru düşerse çok zarar görüyor. Dolayısıyla bu botlar arakaya düşersen gevşeyip açılıyor. Dolayısı ile sakatlanmalar azalmış. Bütün profesyonel kayakçılar bu botu giymeye başladı.
Conyon Şarapları Şişe şeklini değiştirmişler. Kanyondan gelen yankılı ses radyo reklamı yapmışlar.
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KAR ENSTİTÜSÜ KAR ENSTİTÜSÜ 2121
Exceed the expectations of the Exceed the expectations of the costumercostumer
Logic and other examplesLogic and other examples
CompetitorsCompetitors
Your ads.Your ads.
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KAR ENSTİTÜSÜ KAR ENSTİTÜSÜ 2222
WHY DO THE SMALL COMPANIES WHY DO THE SMALL COMPANIES HAVE FINANCIAL PROBLEMSHAVE FINANCIAL PROBLEMS??
Capital inadequacyCapital inadequacyInefficient working capitalInefficient working capitalInefficient market researchInefficient market researchWrong pricingWrong pricingWrong ad or no ad.Wrong ad or no ad.Lack of qualityLack of qualityFX Open positionFX Open positionTo much withdrawing money from To much withdrawing money from companycompanyLack of reporting systemLack of reporting systemLack of strategic planning and budgeting Lack of strategic planning and budgeting
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KAR ENSTİTÜSÜ KAR ENSTİTÜSÜ 2424
PARETO LAWPARETO LAW
Which products create the Which products create the most of the profits?most of the profits?
Which customers create the Which customers create the most of the profits?most of the profits?
%20 of the cost items, create %20 of the cost items, create the %80 of the total costs. the %80 of the total costs.
%80 of the clients create the %80 of the clients create the %20 of the profits. %20 of the profits.
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KAR ENSTİTÜSÜ KAR ENSTİTÜSÜ 2525
PROFIT MATRIXPROFIT MATRIX
HIGH TURNOVER
HIGH PROFIT MARGIN
1
LOW TURNOVER
HIGH PROFIT MARGIN
2
HIGH TURNOVER
LOW PROFIT MARGIN
3
LOW TURNOVER
LOW PROFIT MARGIN
4
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BREAKEVEN POINTBREAKEVEN POINT
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ALLWAYS FIRST TRY TO DECREASE THE FIX COSTS., AND LATER TRY TO FOCUS ON VERIABLE
COSTS.
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KAR ENSTİTÜSÜ KAR ENSTİTÜSÜ 3030
MANAGEMENT OF MANAGEMENT OF RECEIVABLESRECEIVABLES
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KAR ENSTİTÜSÜ KAR ENSTİTÜSÜ 3131
Follow closelyFollow closely
Establish internal Establish internal CControlontrol
Cash it before it is too lateCash it before it is too late
Act like a bankAct like a bank
Establish a receivable process.Establish a receivable process.
Always reconcile Always reconcile
Establish a limit to customerEstablish a limit to customer
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RELATIONSHIP with RELATIONSHIP with BANKSBANKS
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KAR ENSTİTÜSÜ KAR ENSTİTÜSÜ 3333
They have also targets, they also want to They have also targets, they also want to do businessdo businessVisit them very oftenVisit them very oftenApply for credit when you dont need it.Apply for credit when you dont need it.Work only with 3 banksWork only with 3 banksYou can always reschedule you payment You can always reschedule you payment plan. plan. Always convince them with your budget. Always convince them with your budget. Show your needs as a projectShow your needs as a projectYou can ask everything from your bank if You can ask everything from your bank if you are financially powerfulyou are financially powerful. . Be alert when you are working with Be alert when you are working with Foreign Banks.Foreign Banks.Report them before they ask.Report them before they ask.
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KAR ENSTİTÜSÜ KAR ENSTİTÜSÜ 3434
3 PARTS OF PROFIT3 PARTS OF PROFIT
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KAR ENSTİTÜSÜ KAR ENSTİTÜSÜ 3737
LONELY PRODUCTLONELY PRODUCT
HIGH Q
LOW P
1
LOW Q
LOW P
2
HIGH Q
HIGH P
3
LOW Q
HIFG P
4
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KAR ENSTİTÜSÜ KAR ENSTİTÜSÜ 3838
LONELY PRODUCTLONELY PRODUCT
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KAR ENSTİTÜSÜ KAR ENSTİTÜSÜ 3939
LONELY PRODUCTLONELY PRODUCT
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KAR ENSTİTÜSÜ KAR ENSTİTÜSÜ 4040
LONELY PRODUCTLONELY PRODUCT
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KAR KAR ARTIRMA YÖNTEMLERİARTIRMA YÖNTEMLERİ
KAR ENSTİTÜSÜKAR ENSTİTÜSÜwww.karenstitusu.orgwww.karrehberi.com