Slides at:

[Link]/slides

by
Greg Crabtree
[Link]@[Link]
256-704-0620
 Simple Numbers… Straight Talk… Big Profits
4 Keys to Unlock Your Business Potential

•  Your data is lying!  - Why how you deal with Owner's

compensation is distorting your data
•  Profit matters more than you think – How to set the right profit
targets for your business
•  Labor Productivity drives you profit engine – How do measure it
and improve it
•  4 Forces of cash flow – Get the priorities right to set your business
on a solid foundation
Three examples –
Same company, different owners
Company 1 Company 2 Company 3
Revenue $1,000,000 $1,000,000 $1,000,000

Salaries $400,000 $500,000 $600,000

Operating Costs $350,000 $350,000 $350,000

Total Expenses $750,000 $850,000 $950,000

Pre-tax Net income $250,000 $150,000 $50,000

as % of Revenue 25.0% 15.0% 5.0%

Owner salaries included above $0 $100,000 $200,000

Dividends taken out $250,000 $0 $100,000

Market based wage $100,000 $100,000 $100,000

Revised actual net income $0 $150,000 $(50,000)

Business Net potential $150,000 $150,000 $150,000

Cash available to grow $0 $150,000 $(50,000)

Profit Terms – Watch your language!

•  EBITDA - Earnings before: Interest, Taxes,

Depreciation and Amortization – the most abused
term in finance
•  Pre-tax profits – easier to define and more
traceable to true cash flow
•  Revenue – This is the vanity number
•  Gross margin – Revenue less direct costs (the true
economic engine) – my definition excludes labor
•  Contribution margin – my definition is gross profit
minus direct labor
 Construction Services
Company Company

Revenue $20,000,000 $3,750,000

Total Cost of Goods Sold 17,150,000 900,000

Business engine Gross Margin 2,850,000 2,850,000

Direct Labor 1,000,000 1,000,000

Direct LER 2.85 2.85
Contribution Margin 1,850,000 1,850,000

Operating expenses:
Facilities 150,000 150,000
Marketing 75,000 75,000
Salaries (management and admin) 750,000 750,000
Business chassis Payroll taxes and benefits 100,000 100,000
Other operating expenses 150,000 150,000

Total operating expenses 1,225,000 1,225,000

Management LER 2.46 2.46
Net operating Income 625,000 625,000
Overall LER 1.63 1.63
Other expenses:
Depreciation 75,000 75,000
Interest Expense 25,000 25,000

Total other expenses 100,000 100,000

Pre-tax Net Income $525,000 $525,000

as a % of Revenue 2.63% 14.00%
as a % of Gross Profit 18.42% 18.42%
Breaking Even Isn’t Good Enough
Why 10% is the New Breakeven
Profitability Percentages (Pre-Tax):

5% - You’re on Life Support

10% - When you’re a good business
15% - When you’re a great business

•  Anything over 15%, take it while

you can!
Cash Flow versus Profit

•  Examples at 5%/10% & 15%

•  Revenue at $100,000 per month
•  Tax Rate 40%
•  Assume service based business that bills
at the end of the month and gets paid in
an average of 45 days
Cash Flow versus Profit
Recap
$500,000

$400,000

$300,000

$200,000
Cash  -­‐  5%

$100,000 Cash  -­‐  10%

Cash  -­‐  15%

$-­‐
Months 1 6 11 16 21 26 31 36 41 46 51 56 61 66 71
$(100,000)

$(200,000)

$(300,000)
Getting to 15% Pre-Tax Profit
•  Know your current capacity
•  Being Profitable and Maintaining
Market Share can be better than
growth
•  Remember, 10% is the new
breakeven
•  Use the “baffle” concept to grow to
15% in profit before you add more
labor
 Step #1 Step #2 Step #3 Step #4
Original 10% 15% back to 10% back to 15%

Revenue 450,000.00 492,195.19 534,383.35 534,383.35 587,821.68

Direct Costs excluding labor 130,000.00 142,195.19 154,383.35 154,383.35 169,821.68

Gross Profit 320,000.00 350,000.00 380,000.00 380,000.00 418,000.00

71.1% 71.1% 71.1% 71.1% 71.1%
Direct Labor 90,000.00 90,000.00 90,000.00 98,333.33 98,333.33

Contribution Margin 230,000.00 260,000.00 290,000.00 281,666.67 319,666.67

Management/Admin Labor 75,000.00 75,000.00 75,000.00 83,333.33 83,333.33

Sales Labor 35,000.00 35,000.00 35,000.00 43,333.33 43,333.33
Other Operating Costs 100,000.00 100,000.00 100,000.00 101,666.67 105,000.00

Pre-tax Profit 20,000.00 50,000.00 80,000.00 53,333.33 88,000.00

Pre-tax Profit as % of Revenue 4.44% 10.16% 14.97% 9.98% 14.97%

CM as % of Revenue 51.11% 52.82% 54.27% 52.71% 54.38%

Other Operating Costs as % of Rev 22.22% 20.32% 18.71% 19.03% 17.86%

Labor Effciency:
Direct Labor (GP/DL) $3.56 $3.89 $4.22 $3.86 $4.25
Sales Labor (CM/SL) $6.57 $7.43 $8.29 $6.50 $7.38
Management Labor (CM/ML) $3.07 $3.47 $3.87 $3.38 $3.84
 Career Labor Efficiency
Curve
•  Make training zone as short as possible
•  Create fair movement of pay relative to
value
•  Eliminate crossover to replacement zone
–  Manage expectations
–  Transition to new roles
–  Lifetime learning
 LER Case Studies
1.  Our own Firm – Cost of unproductive labor
2.  Multi location services – fix margin and DL
3.  Tech Staffing – low margin high volume
4.  Marketing Firm – Owner comp fix
5.  Tech Consulting – Direct Labor model
6.  Construction services – Gross margin true
top line
Marketing Efficiency
4 Forces of Cash Flow

Prioritized In Order:
•  Taxes set aside quarterly
•  Repay line of credit debt
•  Core Capital Target
–  2 months of operating expenses and
Direct Labor in cash with nothing
drawn on LOC
•  Dividends (Distributions)
Weekly Accounting Rhythm
Deposits
•  Take to the bank daily
•  Separate duties if possible
•  Use remote deposit
•  Log into online account to record
ACH payments
•  Daily email to management on
bank balance and who paid
Weekly Accounting Rhythm
Invoicing
•  Invoice weekly if at all possible
•  Have the invoicing done by those
closest to the customer
•  Break monthly billing into 4 cycles
•  If invoicing is in a separate system,
reconcile weekly
Weekly Accounting Rhythm
Bill Payments
•  Only pay bills once a week on the
same day
•  Use the “bill” process in QB to get
the right date on the expense
•  2 week Cash Flow forecast report
each week
•  Turn off automatic sweep on LOC
Weekly Accounting Rhythm
Online Banking
•  Check bank activity online daily
•  Use a two monitor environment
•  Do a “soft” reconciliation daily
•  Make your accounting system be
the authoritative bank balance, not
the bank’s.
•  Use online bank alerts
Weekly Accounting Rhythm
Credit Cards
•  Input charge DETAIL into your
records
•  Download activity if at all possible
•  Update once a week on the same
day
Weekly Accounting Rhythm
Payroll
•  If a QB user, we like QB Assisted Payroll the
best, all data is held within your records
•  Use one of the major players (ADP, Paychex,
etc) if you want it separate. Try to automate
the entry back into your books
•  Do Not do it yourself! #1 possibility of fraud
•  Update LER reports after every payroll
Data to Manage
by
Profit!  

Marke,ng  
Efficiency  
Labor  Efficiency  

Gross  Margin  Thinking  

Books  closed  WEEKLY!  

Company  Dashboard  
Business Engine
Simple Numbers Balance Sheet
Your Company Settings
Mapping the Books
 QB Tool Pre-Release Offer
•  Expected release 10/31/2014 (Quickbooks
desktop versions within 3 years only)
•  $495 ($100 off annual subscription of $595)
•  Extend initial subscription to 18 months
•  Use up to 3 Quickbooks files
•  Mapping and consulting packages available
•  Go to [Link]/release to
purchase