HARNESSING THE POWER OF THE BUSINESS CHASSIS
The business chasis is made up of five (5) component parts. These are the five things that all businesses should have in common; generating leads, conversion rate, numbers of transaction, average dollar sale, and profit margins.
The business chasis is made up of five (5) component parts. These are the five things that all businesses should have in common; generating leads, conversion rate, numbers of transaction, average dollar sale, and profit margins. The sad thing is most business owners don’t know the numbers associated to any of these five areas even though they are a critical part to running any business.
Let’s first examine “why” these areas are so critical to your business. These five components are called the Business Chassis because your entire business “runs” on these components. No business operates without them. These are fundamental. And, when you consider them as a math equation, they represent the fundamental math that leads to business growth and success or business failure and death.
Here’s the math.
Number of Leads Generated X Conversion Rate= Number of New Customers. If you intend to add more customers, you must do at least one of two things. You must increase your number of new leads (those who are aware that your business exists) or increase your effectiveness in converting those leads into customers. Both can be done but both require specific strategies to make your efforts effective and productive.
Number of Customers X Number of Transactions (the frequency of purchase) X Average $ Sale (average ticket price)= Total Revenues. Once you know your total number of customers, then you can multiply that number by their average purchase frequency to get the total number of transactions you should expect in a period. Then, multiplying that number by the average ticket price for a sale and you get the total revenues generated during that period.
If you want to increase your revenues, you must either increase the frequency of purchase of your existing customers or get them to buy more each time they visit with you. Again, both are achievable but both will require different strategies to get the results you want. Focusing your strategies on your very specific Business Chassis goals is a critical part of success.
Once you have your new Total Revenues, you can multiply that by your Profit Margin to get your total available margin or operating Profit. If you want to increase the profitability of your business, then you must find ways to improve your profit margins so that you make additional margin dollars on each and every transaction. Again, there are several strategies that will work to make this happen. You simply must decide what you are going to accomplish and implement the strategies in a focused manner.
Now, here is where the magic comes in. Because this is a math equation, Leads Generated X Conversion Rate x Number of Transactions X Average $ Sale X Profit Margins = PROFITS, each individual component is magnified in its importance because of the multiplicative effect. In other words, since each component is multiplied by the others, even a small change in every component can result in a large change in the bottom line profit.
For example, a 10% increase in each of the 5 components of the Business Chassis will result in a 62% increase in the bottom line profits! Small improvements focused on each of these five areas will have a dramatic increase in your business. Sound too good to be true? It is real- trust me!
This is a POWERFUL concept that most business owners overlook. Simply understanding how the math equation works is game-changing. Then taking the time to develop the specific strategies to use to make the improvement happen can change the future course of your business.
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