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Building Margin into
   your Business & Life


Presented by
Orchid Systems
Robert Lavery & Associates Inc.
Building Margin Into Your Business

Capacity Utilization
1) Revenue
2) Production
3) Service
Cost of Increasing Capacity
1) Mktg & Sales
2) Capital Investment Sales
3) Salaries & Wages (Hire People)



                   Presented by Robert Lavery, Robert Lavery and Associates
Building Margin Into Your Business

Increasing Business Value
• Value = Capacity Contribution
• Capacity Contribution - Cost of Capacity =
  Contribution Margin

• Productivity Goal is to increase capacity at a
  little or no cost OR at least lower than cost of
  capacity.
• 2 Drivers: Ideas and Technology


                     Presented by Robert Lavery, Robert Lavery and Associates
Building Margin Into Your Business

Influence of Ideas & Technology
• The 3 P’s of Business: Principles, Processes
  and People.
• All 3 must be in harmony.
• Technology is a tool to support business
  objectives.
• The goal is to aggregate data into intelligence
• The outcome is ……?



                    Presented by Robert Lavery, Robert Lavery and Associates
Building Margin Into Your Business

Outcome of Ideas & Technology

1) Gain Competitive Advantage

2) Improved Customer Service

3) Increased Productivity

4) Reduced Costs


                   Presented by Robert Lavery, Robert Lavery and Associates
Building Margin Into Your Business

Increasing Margin = Business Value

• Key is Execution

• Cost of doing nothing = Opportunity Cost

• Cost of doing something = time and
  money



                  Presented by Robert Lavery, Robert Lavery and Associates
Lack of Focus = Confusion
• "I have always wanted to be somebody, but I
  see now I should have been more specific."
  Comedienne Lily Tomlin
Understand What Drives Margin
• Identify Key/Critical Success Factors
    - What drives good performance in our organization?


• Focus on activities that bring greatest margin
  to the business
                    “Focus on the Few”
• Measure Price Sensitivity
• Measure Cost to deliver product or service
Seeking Customer Feedback
   With Provocative Questions
• What attracted you to us originally?
        Shows how you are viewed in the market
• What would you do if we weren’t here?
      Provides insight into the value of your offering.
• Can you name one person in our
  organization who has impressed you?
      Speaks to the relationships you have with your
                         customers.
Seeking Customer Feedback
   With Provocative Questions
• What one thing could we do better?
               Delves into their priorities.
• Why do you buy from us?
               Highlights your strengths.
• Name one thing we do or don’t do that
  irritates you? (AND one thing we should
  never stop doing.)
      Speaks for itself. Must do something about it.
          (This is your opportunity to shine!!)
Customer Segmentation
Customer Segmentation



    Clients
    We Want


     Clients
    We Don’t
      Want
Customer Segmentation


  Profit
  Margin      Clients
Increases     We Want


  Price        Clients
Sensitivity   We Don’t
Increases       Want
Customer Segmentation
                          Clients    Clients
                           Who      Who Don’t
                         Want You   Want You

  Profit
  Margin      Clients
Increases     We Want


  Price        Clients
Sensitivity   We Don’t
Increases       Want
Customer Segmentation
                          Clients      Clients
                           Who        Who Don’t
                         Want You     Want You

  Profit
  Margin      Clients
Increases     We Want


  Price        Clients
Sensitivity   We Don’t
Increases       Want


                         Who Has The Power?
Customer Segmentation
                          Clients      Clients
                           Who        Who Don’t
                         Want You     Want You

  Profit
  Margin      Clients
Increases     We Want
                         Invest

  Price        Clients
Sensitivity   We Don’t
Increases       Want


                         Who Has The Power?
Customer Segmentation
                          Clients      Clients
                           Who        Who Don’t
                         Want You     Want You

  Profit
  Margin      Clients               Be Easy To
                         Invest
Increases     We Want                Deal With

  Price        Clients
Sensitivity   We Don’t
Increases       Want


                         Who Has The Power?
Customer Segmentation
                          Clients      Clients
                           Who        Who Don’t
                         Want You     Want You

  Profit
  Margin      Clients               Be Easy To
                         Invest
Increases     We Want                Deal With

  Price        Clients
Sensitivity   We Don’t   Coach
Increases       Want


                         Who Has The Power?
Customer Segmentation
                          Clients      Clients
                           Who        Who Don’t
                         Want You     Want You

  Profit
  Margin      Clients               Be Easy To
                         Invest
Increases     We Want                Deal With

  Price        Clients
Sensitivity   We Don’t   Coach        Monitor
Increases       Want


                         Who Has The Power?
Building Margin Into Your Business

       Increasing Value of Data for Decisions


Data     Information    Knowledge                          Wisdom
         (Formatted)    (Trends)                           (Relevant)




                       Presented by Robert Lavery, Robert Lavery and Associates
A Few Questions
• How many Managers/Executives do you
  help to manage the future?

• Do your Managers/Executives appreciate
  what you do for them?

• What can you leverage to monitor & build
  positive margins in your business?
• OLAP!
Robert Lavery - Building Margin Into Your Business & life
Building Margin Into Your Business

• Online distribution of Data/Reports
  OLAP – Online Analytical Processing
• Save time (personal margin) and
  money (business margin)
• Avoid creating multiple custom reports

Key Technology Solution
• Orchid’s NEW Info Explorer


                  Presented by Robert Lavery, Robert Lavery and Associates
Building Margin Into Your Business

Info Explorer Addresses Pain Points Like:
• Lack of accurate and timely reporting resulting
  in guesswork and poor decision making
• Key operational data not available for reporting
• Time consuming & inefficient report preparation
• Over reliance on spreadsheets for reporting
• Business and productivity monitored using
  intuition and not operational metrics


                    Presented by Robert Lavery, Robert Lavery and Associates
Building Margin Into Your Business

The Problem with Custom Crystal Reports:
•   Hard/costly to implement
•   Hard to modify (static)
•   Not scalable
•   No process for upgrading
•   Out of an accountant’s comfort zone
•   Managers have to ask for them



                     Presented by Robert Lavery, Robert Lavery and Associates
Accountant’s Need OLAP
Equal Needs—Unequal Resources
Big        Reporting    Small
Business   Needs        Business
            Sales
            Orders
            Inventory
            Expenses
             CRM



            Resources
End-To-End Integration

      Browser
                    WAP /PDA’s

Web Site                 CRM
           Accounting


    Warehouse      ERM
Building Margin Into Your Business

Becoming an Online Business
• Electronic File Transfer (EFT)
•   Electronic Data Interchange
•   Electronic Workflow
•   Web Self Service
•   Electronic Commerce
•   Web Procurement
• & OLAP!

                    Presented by Robert Lavery, Robert Lavery and Associates
Is This OLAP Thing Real?
Is This OLAP Thing Real?
Is This OLAP Thing Real?
Who Needs OLAP?
• Any company struggling to manage
  margin with the changes in business
Typical Objections
Building Margin Into Your Business
Key Benefits of Utilizing Orchid’s Info Explorer

 • Creates a process for consistent, high quality
   delivery of value-added data.
 • Effectively communicates an understanding
   of trends / value in your organization.
 •    Very small investment of time and money to
     create additional insights into the margin
     possibilities in your business.
 • Decision Makers love it!!
 • It’s true OLAP

                      Presented by Robert Lavery, Robert Lavery and Associates
Streamlining and Automating Processes in
Sage Accpac ERP

                Info Explorer

   • Users define data format & report layouts
         = Improved Customer Service

   • Eliminate multiple Crystal Reports with 1
     Data Cube = Reduced Costs

    • Schedule & Distribute multiple Data Cubes
             = Increased Productivity

                    Presented by Robert Lavery, Robert Lavery and Associates
Let’s Take A Look!




Demonstration
Building Margin Into Your Business

NEW Info Explorer – Allows you to:
• Focus on what is important to measure
• Empower your people with the right information
  at the right time
• Cater for individual reporting needs
• Automate generation and distribution of data
• Build Margin in your Business & your Life!
• How?


                    Presented by Robert Lavery, Robert Lavery and Associates
Building Margin Into Your Business

Info Explorer Lite (FREE Version)
•   Download & Install for 30 Day Trial Period
•   After 30 Days request a FREE Activation Code
•   Comes with 5 pre-configured “Data Cubes”
•   3 Limitations for “Lite” Version of Info Explorer
    1) Can’t print the cubes
    2) Can’t modify or create queries
    3) Can’t export data to Excel




                         Presented by Robert Lavery, Robert Lavery and Associates
Building Margin Into Your Life

• Based on a book by Richard A. Swenson, a
  medical doctor. “Margin: How to Create the
  Emotional, Physical, Financial, and Time
  Reserves You Need.
• Margin is "the space that once existed between
  ourselves and our limits." When we reach the
  limits of our resources and abilities, we are out
  of margin. Limit – Load = Personal Margin
  “Capacity to handle unplanned events in life.”
• The pace of modern life has increased because
  the rate of change is exponential not linear.
• Progress and margin are often opposing forces.
                     Presented by Robert Lavery, Robert Lavery and Associates
Building Margin Into Your Life

• Progress provides positive gains in medicine,
  technology, our standard of living and material
  well being. Intellectual and educational
  opportunities have expanded enormously, and
  knowledge and information are increasing.
• At the same time progress can consume us:
  More choices, Internet, business layoffs,
  indebtedness, vulnerability to terrorism, media,
  spiraling medical costs, divorce, AIDS, pollution.
• We live in a 7 X 24 world where boundaries
  between work & play and home & the office are
  blurred. Increases productivity, but at what cost?
                     Presented by Robert Lavery, Robert Lavery and Associates
Building Margin Into Your Life

• As a result, we encounter limits in our finances,
  time, energy, health, ability to concentrate, to
  care & to feel. Creates stress & burnout.
• Puts pressure on all relationships: family,
  friendships, neighborhoods & community spirit.
• There are physical limits. Man has performance
  limits, emotional limits, and mental limits.
• Having adequate emotional energy is the most
  important because with emotional margin one
  can work to gain the other margins.
• Emotional energy is finite and must not be
  squandered.         Presented by Robert Lavery, Robert Lavery and Associates
Building Margin Into Your Life

• Restoring emotional margin is aided by
  cultivating our social and family support
  network. Serving others or doing volunteer
  work is proven to enhance and lengthen life.
• Extending forgiveness and reconciling
  relationships can stop the negative drain on our
  emotional stores. Cultivate a spirit of gratitude.
• Physical Margin requires rest and sleep.
  Aerobic exercise for the heart "will do more to
  establish margin in physical energy" than
  anything else.

                     Presented by Robert Lavery, Robert Lavery and Associates
Building Margin Into Your Life

• Creating time margin requires saying "No,"
  turning off the television, practicing simplicity,
  and getting less done but doing the right things.
  Many of us need to make some thoughtful and
  hard choices.
• Time is meant for Investing in people and
  relationships.
• Must have balance in all areas of life. Avoid
  striving for “Excellence” in just one area.
• Envy is the enemy of contentment and form of
  self-inflicted torture. The practice of
  contentment brings margin into our lives.
                     Presented by Robert Lavery, Robert Lavery and Associates
Building Margin Into Your Life


• The road to health and blessing is the path of
  relationship. Love and relationships are hard
  work, and sometimes costly because
  superfluous, unimportant things may need to be
  put aside, but the payoff is happiness,
  contentment, peace, and personal margin.
• Applying some of these things can turn you
  from the path of overload and start you down
  the path of margin.


                   Presented by Robert Lavery, Robert Lavery and Associates
Conclusion

Learn to leverage technology

Create Margin & Value in your business

Invest in your “A” clients

CREATE MARGIN IN YOUR LIFE

 Takes Time, Effort, Focus, Patience & Discipline




                     Presented by Robert Lavery, Robert Lavery and Associates
Robert Lavery - Building Margin Into Your Business & life

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Robert Lavery - Building Margin Into Your Business & life

  • 1. Building Margin into your Business & Life Presented by Orchid Systems Robert Lavery & Associates Inc.
  • 2. Building Margin Into Your Business Capacity Utilization 1) Revenue 2) Production 3) Service Cost of Increasing Capacity 1) Mktg & Sales 2) Capital Investment Sales 3) Salaries & Wages (Hire People) Presented by Robert Lavery, Robert Lavery and Associates
  • 3. Building Margin Into Your Business Increasing Business Value • Value = Capacity Contribution • Capacity Contribution - Cost of Capacity = Contribution Margin • Productivity Goal is to increase capacity at a little or no cost OR at least lower than cost of capacity. • 2 Drivers: Ideas and Technology Presented by Robert Lavery, Robert Lavery and Associates
  • 4. Building Margin Into Your Business Influence of Ideas & Technology • The 3 P’s of Business: Principles, Processes and People. • All 3 must be in harmony. • Technology is a tool to support business objectives. • The goal is to aggregate data into intelligence • The outcome is ……? Presented by Robert Lavery, Robert Lavery and Associates
  • 5. Building Margin Into Your Business Outcome of Ideas & Technology 1) Gain Competitive Advantage 2) Improved Customer Service 3) Increased Productivity 4) Reduced Costs Presented by Robert Lavery, Robert Lavery and Associates
  • 6. Building Margin Into Your Business Increasing Margin = Business Value • Key is Execution • Cost of doing nothing = Opportunity Cost • Cost of doing something = time and money Presented by Robert Lavery, Robert Lavery and Associates
  • 7. Lack of Focus = Confusion • "I have always wanted to be somebody, but I see now I should have been more specific." Comedienne Lily Tomlin
  • 8. Understand What Drives Margin • Identify Key/Critical Success Factors - What drives good performance in our organization? • Focus on activities that bring greatest margin to the business “Focus on the Few” • Measure Price Sensitivity • Measure Cost to deliver product or service
  • 9. Seeking Customer Feedback With Provocative Questions • What attracted you to us originally? Shows how you are viewed in the market • What would you do if we weren’t here? Provides insight into the value of your offering. • Can you name one person in our organization who has impressed you? Speaks to the relationships you have with your customers.
  • 10. Seeking Customer Feedback With Provocative Questions • What one thing could we do better? Delves into their priorities. • Why do you buy from us? Highlights your strengths. • Name one thing we do or don’t do that irritates you? (AND one thing we should never stop doing.) Speaks for itself. Must do something about it. (This is your opportunity to shine!!)
  • 12. Customer Segmentation Clients We Want Clients We Don’t Want
  • 13. Customer Segmentation Profit Margin Clients Increases We Want Price Clients Sensitivity We Don’t Increases Want
  • 14. Customer Segmentation Clients Clients Who Who Don’t Want You Want You Profit Margin Clients Increases We Want Price Clients Sensitivity We Don’t Increases Want
  • 15. Customer Segmentation Clients Clients Who Who Don’t Want You Want You Profit Margin Clients Increases We Want Price Clients Sensitivity We Don’t Increases Want Who Has The Power?
  • 16. Customer Segmentation Clients Clients Who Who Don’t Want You Want You Profit Margin Clients Increases We Want Invest Price Clients Sensitivity We Don’t Increases Want Who Has The Power?
  • 17. Customer Segmentation Clients Clients Who Who Don’t Want You Want You Profit Margin Clients Be Easy To Invest Increases We Want Deal With Price Clients Sensitivity We Don’t Increases Want Who Has The Power?
  • 18. Customer Segmentation Clients Clients Who Who Don’t Want You Want You Profit Margin Clients Be Easy To Invest Increases We Want Deal With Price Clients Sensitivity We Don’t Coach Increases Want Who Has The Power?
  • 19. Customer Segmentation Clients Clients Who Who Don’t Want You Want You Profit Margin Clients Be Easy To Invest Increases We Want Deal With Price Clients Sensitivity We Don’t Coach Monitor Increases Want Who Has The Power?
  • 20. Building Margin Into Your Business Increasing Value of Data for Decisions Data Information Knowledge Wisdom (Formatted) (Trends) (Relevant) Presented by Robert Lavery, Robert Lavery and Associates
  • 21. A Few Questions • How many Managers/Executives do you help to manage the future? • Do your Managers/Executives appreciate what you do for them? • What can you leverage to monitor & build positive margins in your business? • OLAP!
  • 23. Building Margin Into Your Business • Online distribution of Data/Reports OLAP – Online Analytical Processing • Save time (personal margin) and money (business margin) • Avoid creating multiple custom reports Key Technology Solution • Orchid’s NEW Info Explorer Presented by Robert Lavery, Robert Lavery and Associates
  • 24. Building Margin Into Your Business Info Explorer Addresses Pain Points Like: • Lack of accurate and timely reporting resulting in guesswork and poor decision making • Key operational data not available for reporting • Time consuming & inefficient report preparation • Over reliance on spreadsheets for reporting • Business and productivity monitored using intuition and not operational metrics Presented by Robert Lavery, Robert Lavery and Associates
  • 25. Building Margin Into Your Business The Problem with Custom Crystal Reports: • Hard/costly to implement • Hard to modify (static) • Not scalable • No process for upgrading • Out of an accountant’s comfort zone • Managers have to ask for them Presented by Robert Lavery, Robert Lavery and Associates
  • 27. Equal Needs—Unequal Resources Big Reporting Small Business Needs Business Sales Orders Inventory Expenses CRM Resources
  • 28. End-To-End Integration Browser WAP /PDA’s Web Site CRM Accounting Warehouse ERM
  • 29. Building Margin Into Your Business Becoming an Online Business • Electronic File Transfer (EFT) • Electronic Data Interchange • Electronic Workflow • Web Self Service • Electronic Commerce • Web Procurement • & OLAP! Presented by Robert Lavery, Robert Lavery and Associates
  • 30. Is This OLAP Thing Real?
  • 31. Is This OLAP Thing Real?
  • 32. Is This OLAP Thing Real?
  • 33. Who Needs OLAP? • Any company struggling to manage margin with the changes in business
  • 35. Building Margin Into Your Business Key Benefits of Utilizing Orchid’s Info Explorer • Creates a process for consistent, high quality delivery of value-added data. • Effectively communicates an understanding of trends / value in your organization. • Very small investment of time and money to create additional insights into the margin possibilities in your business. • Decision Makers love it!! • It’s true OLAP Presented by Robert Lavery, Robert Lavery and Associates
  • 36. Streamlining and Automating Processes in Sage Accpac ERP Info Explorer • Users define data format & report layouts = Improved Customer Service • Eliminate multiple Crystal Reports with 1 Data Cube = Reduced Costs • Schedule & Distribute multiple Data Cubes = Increased Productivity Presented by Robert Lavery, Robert Lavery and Associates
  • 37. Let’s Take A Look! Demonstration
  • 38. Building Margin Into Your Business NEW Info Explorer – Allows you to: • Focus on what is important to measure • Empower your people with the right information at the right time • Cater for individual reporting needs • Automate generation and distribution of data • Build Margin in your Business & your Life! • How? Presented by Robert Lavery, Robert Lavery and Associates
  • 39. Building Margin Into Your Business Info Explorer Lite (FREE Version) • Download & Install for 30 Day Trial Period • After 30 Days request a FREE Activation Code • Comes with 5 pre-configured “Data Cubes” • 3 Limitations for “Lite” Version of Info Explorer 1) Can’t print the cubes 2) Can’t modify or create queries 3) Can’t export data to Excel Presented by Robert Lavery, Robert Lavery and Associates
  • 40. Building Margin Into Your Life • Based on a book by Richard A. Swenson, a medical doctor. “Margin: How to Create the Emotional, Physical, Financial, and Time Reserves You Need. • Margin is "the space that once existed between ourselves and our limits." When we reach the limits of our resources and abilities, we are out of margin. Limit – Load = Personal Margin “Capacity to handle unplanned events in life.” • The pace of modern life has increased because the rate of change is exponential not linear. • Progress and margin are often opposing forces. Presented by Robert Lavery, Robert Lavery and Associates
  • 41. Building Margin Into Your Life • Progress provides positive gains in medicine, technology, our standard of living and material well being. Intellectual and educational opportunities have expanded enormously, and knowledge and information are increasing. • At the same time progress can consume us: More choices, Internet, business layoffs, indebtedness, vulnerability to terrorism, media, spiraling medical costs, divorce, AIDS, pollution. • We live in a 7 X 24 world where boundaries between work & play and home & the office are blurred. Increases productivity, but at what cost? Presented by Robert Lavery, Robert Lavery and Associates
  • 42. Building Margin Into Your Life • As a result, we encounter limits in our finances, time, energy, health, ability to concentrate, to care & to feel. Creates stress & burnout. • Puts pressure on all relationships: family, friendships, neighborhoods & community spirit. • There are physical limits. Man has performance limits, emotional limits, and mental limits. • Having adequate emotional energy is the most important because with emotional margin one can work to gain the other margins. • Emotional energy is finite and must not be squandered. Presented by Robert Lavery, Robert Lavery and Associates
  • 43. Building Margin Into Your Life • Restoring emotional margin is aided by cultivating our social and family support network. Serving others or doing volunteer work is proven to enhance and lengthen life. • Extending forgiveness and reconciling relationships can stop the negative drain on our emotional stores. Cultivate a spirit of gratitude. • Physical Margin requires rest and sleep. Aerobic exercise for the heart "will do more to establish margin in physical energy" than anything else. Presented by Robert Lavery, Robert Lavery and Associates
  • 44. Building Margin Into Your Life • Creating time margin requires saying "No," turning off the television, practicing simplicity, and getting less done but doing the right things. Many of us need to make some thoughtful and hard choices. • Time is meant for Investing in people and relationships. • Must have balance in all areas of life. Avoid striving for “Excellence” in just one area. • Envy is the enemy of contentment and form of self-inflicted torture. The practice of contentment brings margin into our lives. Presented by Robert Lavery, Robert Lavery and Associates
  • 45. Building Margin Into Your Life • The road to health and blessing is the path of relationship. Love and relationships are hard work, and sometimes costly because superfluous, unimportant things may need to be put aside, but the payoff is happiness, contentment, peace, and personal margin. • Applying some of these things can turn you from the path of overload and start you down the path of margin. Presented by Robert Lavery, Robert Lavery and Associates
  • 46. Conclusion Learn to leverage technology Create Margin & Value in your business Invest in your “A” clients CREATE MARGIN IN YOUR LIFE  Takes Time, Effort, Focus, Patience & Discipline Presented by Robert Lavery, Robert Lavery and Associates