Archive for March, 2009
This week I’m looking at value adding opportunities for the growth phase of a company life cycle. This could also be applied to a company’s product or service life cycle. This information is provided to assist sales people deal with their customer’s situations and internal managers looking for ways to improve the performance of their company.
So today, we are looking at the Growth Phrase for a company or product. This is exciting times for any company to experience. Things are moving fast, sales are increasing, accounts receivables are growing and cash is once again in short supply. So here are four specific value adding opportunities for sales people and managers to use during the growth phrase.
Continue reading ‘Four Value-Adding Opportunities for the Growth Phrase’ »
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Posted by Voss Graham on March 17, 2009 at 4:59 am under Business Acumen and Metrix, Sales.
Tags: B2B selling, Breakeven point analysis, Business Acument, Growth phrase of the business cycle, Value adding opportunites
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This week I’m looking at value adding opportunities for all phases of a company life cycle. This could also be applied to a company’s product or service life cycle. This information is provided to assist sales people deal with their customer’s situations and internal managers looking for ways to improve the performance of their company.
So the first cycle is the start-up or entry phrase. The company is starting from nothing and has a boat load of high priority areas that must be dealt with everyday. Usually there are changing priorities and crisis management rules the day. Even with the daily changes – there are four areas that I believe you can focus upon to increase the performance and opportunities. Here are the four opportunities:
Continue reading ‘4 Value Adding Opportunities for the start-up phase’ »
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Posted by Voss Graham on March 16, 2009 at 5:23 am under Business Acumen and Metrix.
Tags: B2B selling, Saving Cash, Start up Phrase of products and companies
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Today we look at 12 ways to manage working capital. These methods can be used internally by managers looking to improve their productivity or unit performance. Externally, B2B sales people can look for ways their products or services can produce these advantages for their customers. The key is to review the lists and find one that makes sense for you. Then take that one method – launch and measure your results.
Working Capital is one of the key factors in financial management and is one of the things that managers and sales people need to understand. The dozen methods I’m sharing with you today represent both basic and high level methods or decisions to be made for a company to improve their working capital position.
Remember that Working Capital is about cash and near cash that is available for the company to use during their normal operations. Think about the net cash available to use over the cash needed for basic operations and capital investments.
So here are the 12 ways to manage working capital:
- Continue reading ‘12 Ways to Manage Working Capital – Business Acumen 101’ »
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Posted by Voss Graham on March 13, 2009 at 5:35 am under Business Acumen and Metrix.
Tags: Business Acumen 101, cash flow, Manufacturing Reality, working capital
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For several days we have been looking for ways to cut costs. These methods can be used internally by managers looking to improve their productivity or unit performance. Externally, B2B sales people can look for ways their products or services can produce these advantages for their customers. The key is to review the lists and find one that makes sense for you. Then take that one method – launch and measure your results.
Today we look at managing or controlling the costs associated with freight expenses. This is a major line item for many companies and therefore we have an opportunity to manage or control these costs. So we will look at ten ways to reduce or manage your freight expenses:
- Continue reading ‘Managing Freight Costs – Business Acumen 101’ »
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Posted by Voss Graham on March 12, 2009 at 5:30 am under Business Acumen and Metrix.
Tags: Business Acumen 101, efficiency and effectiveness, Managing Freight Costs
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Today,we continue to look for ways to cut costs. These methods can be used internally by managers looking to improve their productivity or unit performance. Externally, B2B sales people can look for ways their products or services can produce these advantages for their customers. The key is to review the lists and find one that makes sense for you. Then take that one method – launch and measure your results.
Purchasing of raw materials and other inventory items can be very effective or very wasteful – depending upon the methods and standards used. I’m including twelve methods to lower your purchasing costs. Here are the 12 ways to lower your purchasing expenses:
- Continue reading ‘Cutting Purchasing Costs – Business Acumen 101’ »
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Posted by Voss Graham on March 11, 2009 at 5:47 am under Business Acumen and Metrix.
Tags: B2B selling, Business Acumen 101, Cutting purchasing costs
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Today is the start of several days of looking for ways to cut costs. These methods can be used internally by managers looking to improve their productivity or unit performance. Externally, B2B sales people can look for ways their products or services can produce these advantages for their customers. The key is to review the lists and find one that makes sense for you. Then take that one method – launch and measure your results.
So, we will begin the cost reduction segments looking at overall production cost and what we can do to reduce or optimize our production results. There are sixteen unique methods for cutting production costs:
- Continue reading ‘Cutting Production Costs – Business Acumen 101’ »
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Posted by Voss Graham on March 10, 2009 at 5:19 am under Business Acumen and Metrix.
Tags: Business Acumen 101, Cutting Production Costs, Sales effectiveness
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Today we are going to explore methods that revenue can be increased. This information is valuable to both sales people – who need to show growth opportunities to a customer; and company executives – who need to find a way to increase their own revenue during this difficult economic period. So, I am listing 15 ways to expanse revenues: Continue reading ‘15 Revenue Expansion Opportunities – Business Acumen 101’ »
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Posted by Voss Graham on March 9, 2009 at 5:20 am under Business Acumen and Metrix.
Tags: Business Acumen, business opportunities, Increasing Revenues, Sales Growth
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One of the most important keys for a company’s profitability and cash generation is Inventory Velocity. If you understand this relationship you will be on your way to financial success. So what is inventory velocity?
“Inventory Velocity – How many times during the year does the inventory turn over? Total sales divided by the value of inventory is the equation used to determine the velocity of inventory turnover.”
While the financial people will understand this definition, how well do the sales people and inventory buyers understand this rule? Here is the rule of thumb: Continue reading ‘Understanding Inventory Velocity – Business Acumen 101’ »
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Posted by Voss Graham on March 6, 2009 at 5:00 am under Business Acumen and Metrix.
Tags: Becoming a Sales Superstar, Business Acumen 101, Inventory Turns, Inventory Velocity, Supply Chain success, Velocity
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Yesterday, I discussed the impact of negative cash flow and how it can create major disadvantages to an organization of any size. The effects of a negative cash flow can range from a loss of competitiveness to placing a company in bankruptcy court.
Today, I want to talk about the impact of positive cash flows on an organization. Since Cash is King – then it becomes simple to understand that a positive cash flow creates cash. So, what are some of the effects of a positive cash flow. The following are the key impacts of a positive cash flow:
Continue reading ‘Business Acumen 101 – The Effects of Positive Cash Flow’ »
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Posted by Voss Graham on March 5, 2009 at 5:46 am under Business Acumen and Metrix.
Tags: Business Acumen 101, Effective Selling, financial understanding, Flexibility of Decisions, Positive Cash Flow
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In the world of Business Acumen or how money is made – Cash is King. In fact, the generation of cash is the most critical element for organizations. Every small business knows this and in this economic downturn some of the largest companies in the country are learning this lesson – the hard way.
Okay, it’s time for another term definition:
” Cash Generation – the difference between the inflow of cash and the outflow of cash.”
As you can imagine after reading the definition that you can positive or negative cash flow. This becomes the focus of determining cash is King. A negative cash flow can deplete cash reserves and create a myriad of problems for any organization. A positive cash flow can build your cash reserves – which provide options to management to gain advantages in the marketplace.
What are the problems that can happen with negative cash flow? Continue reading ‘Business Acumen 101 – Cash is King’ »
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Posted by Voss Graham on March 4, 2009 at 5:30 am under Business Acumen and Metrix.
Tags: Business Acumen 101, Cash is King, Financial Analysis, financial survival
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