Business Growth - Excel by fvw20069

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Business Growth document sample

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									                                              Business Growth Calculator
                                              New                         Cummul.
          Business Multipliers
                                            Business
                                                     Increase   Results
                                                                          Increase
                                                                                             Current Busine
1   Annual Number of New Leads                 0        0%        0                   Current
2   Conversion Ratio                          0%        0%        0%                 Customers
    Number of New Customers                    0                  0                      0
3   Number of Transactions Per Year           0.0       0%        0.0                   0.0
4   Average Transaction Value                  $0       0%        $0                    $0
    Annual Revenue                             $0                 $0       0.0%         $0
5   Profit Margin                             0%        0%        0%                    0%
    Annual Profits                             $0                 $0       0.0%         $0
6   Annual Number of Referrals                 0        0%        0.0                    0
7   Conversion Ratio of Referrals             0%        0%        0%                    0%
    Number of Customers From Ref's            0.0                 0.0                   0.0
    Annual Revenue From Referrals              $0                 $0                    $0
    Annual Profits From Referrals              $0                 $0       0.0%         $0
    Total Annual Revenue                       $0                 $0       0.0%         $0
    Total Annual Profit                        $0                 $0       0.0%         $0
8   Average Buying Lifetime (Years)            0        0%        0.0                    0
    Lifetime Profit Value (w/o ref's)          $0                 $0       0.0%         $0
    Total Lifetime Prof. Val. (w / ref's)      $0                 $0       0.0%         $0

             Commercial Value of the Increase in Your Business                         Current Business
    Current Value of Business                  $0       0         $0                    $0
                                                                 0.0%
  Current Business                           6/29/2010

                    Cummul.
          Results
                    Increase
             0
            0.0
            $0
            $0        0.0%
            0%
            $0        0.0%
            0.0
            0%
            0.0
            $0                    Overall
            $0        0.0%       Increase
            $0        0.0%         $0
            $0        0.0%         $0
            0.0
            $0        0.0%
            $0        0.0%

Current Business    Multiplier      Snapshot Value
            $0          0          $0           $0
           0.0%
                                        Business Valuations


   Reasons For A Business Valuation
Selling a business
Buying a business
Writing and following a business plan
Ability to monitor growth
Getting a business loan
Divorce
Partnership break-up
Attracting partners or investors
Avoid being overcharged for insurance
Avoid being underinsured
Help when making a claim against losses
Planning your estate and writing your will
Minimize estate and gift taxes
Litigation purposes
s Valuations


                Business Valuation Methods
         Book Value
         Adjusted Book Value
         Income Capitalization
         Discounted Earnings
         Discounted Cash Flow
         Price Earnings Multiple Business
         Dividend Capitalization
         Sales Multiple
         Profit Multiple
         Liquidation Value
         Replacement Value
         True Value
                    The Value Of Referrals Calculator

Time    Leads       Conversion    Sales        Referrals $ Amt of Sale
 1            0.0      0%                0.0           0.0         $0
 2            0.0      0%                0.0           0.0         $0
 3            0.0      0%                0.0           0.0         $0
 4            0.0      0%                0.0           0.0         $0
 5            0.0      0%                0.0           0.0         $0
 6            0.0      0%                0.0           0.0         $0
 7            0.0      0%                0.0           0.0         $0
 8            0.0      0%                0.0           0.0         $0
 9            0.0      0%                0.0           0.0         $0
 10           0.0      0%                0.0           0.0         $0
 11           0.0      0%                0.0           0.0         $0
 12           0.0      0%                0.0           0.0         $0
 13           0.0      0%                0.0           0.0         $0
 14           0.0      0%                0.0           0.0         $0
 15           0.0      0%                0.0           0.0         $0


                        Totals:    0.0           0.0               $0




                      How To Use This Calculator

Example: You begin with 4 leads from any source (friends, purchased list, referrals,
Yellow Pages, etc.). Enter "4" in cell C5 (Leads). Hit "Tab" key to move to next cell.
You convert 50% of those leads into buying customers. Enter "50" in cell D
(Conversion).
Notice that cell E5 (Sales) now reflects the number of sales made by converting
of your 4 leads.
Now let's say you get 3 referrals from each of your 2 sales (enter "3" into cell F
Notice that in cell C6 you now have 6 new leads.
Suppose you earn $100 from each sale (enter "100" in cell G5) and hit "Enter". Notice
that the Cumulative sales (H5) shows a total of $200 - the number of sales (
the $ amount of each sale ($100).
When you move to Line 6 (cell C6), you now have 6 leads. And with the same
conversion, you get 3 sales. With the same 3 referrals coming from each sale, you end
up with 9 new leads (see cell C7). Your 3 sales times $100 per sale nets you $
(G6). Now in the Cumulative column (H6), you'll notice that the $300 you just earned
plus the $200 you previously earned totals $500. The Cumulative column is a running
plus the $200 you previously earned totals $500. The Cumulative column is a running
total of all your sales.
"Time" (Column B) can represent any length of time you desire: day, week, month, etc.
The yellow highlighted fields are the only fields that can be altered.
als Calculator

                         Cummulative
                                        $0
                                        $0
                                        $0
                                        $0
                                        $0
                                        $0
                                        $0
                                        $0
                                        $0
                                        $0
                                        $0
                                        $0
                                        $0
                                        $0
                                        $0




 (friends, purchased list, referrals,
Hit "Tab" key to move to next cell.
                 " in cell D5

er of sales made by converting 50%

                   " into cell F5).

            ) and hit "Enter". Notice
     the number of sales (2) times

   leads. And with the same 50%
rrals coming from each sale, you end
          per sale nets you $300
                    you just earned
The Cumulative column is a running
The Cumulative column is a running

me you desire: day, week, month, etc.
                                   Cost Of Acquisition Comparison Table


                   Advertising
Ad Cost                               $1,000      $1,000
Responses                                 30          30
Conversion Ratio                         0%          0%
Number of Sales                              0         0
Cost to Acquire Each Customer      #DIV/0!       #DIV/0!


Number of Transactions                       0         0
Average Transaction Value                 $0          $0
Annual Revenue                            $0          $0
Profit Margin                            0%          0%
Annual Profit                             $0          $0
Lifetime Profit Value                     $0          $0




                                           How To Use This Calculator
 This Calculator is helpful in determining the cost-effectiveness of acquiring new customers through ad
 spending the same amount of money with existing customers, and acquiring new customers through

 Note: For this Calculator to work, figures must first be entered in the table on the "Business Multiplier

 Example: ("Advertising" table on upper left You run an ad that costs $1,000
 Ratio comparable to that you entered on the Business Multipliers sheet.

 ("Referrals" table on upper right): Spend the same $1,000 with current customers or centers of influen
 responses, but close 80% because they are referred leads.
("Referrals" table on upper right): Spend the same $1,000 with current customers or centers of influen
responses, but close 80% because they are referred leads.

Note the difference in cost to acquire each customer (Line 9), Annual Revenues (Line
Lifetime Profit Value (Line 16).
 ion Comparison Table


                                      Referrals
              Referral Cost                         $1,000     $1,000
              Responses                                   30         30
              Conversion Ratio                           80%     80%
              Number of Sales                             24         24
              Cost to Acquire Each Customer              $42     $42


              Number of Transactions                       0      0.0
              Average Transaction Value                   $0         $0
              Annual Revenue                              $0         $0
              Profit Margin                              0%       0%
              Annual Profit                               $0         $0
              Lifetime Profit Value                       $0         $0




e This Calculator
 ness of acquiring new customers through advertising, or
mers, and acquiring new customers through referrals.

ered in the table on the "Business Multipliers" sheet.

 that costs $1,000, pulls 30 responses, and has a Conversion
 ltipliers sheet.

  with current customers or centers of influence. Pull the same 30
with current customers or centers of influence. Pull the same 30


 ), Annual Revenues (Line 13), Annual Profits (Line 15), and
 The Effect Of Attrition On
   Bottom Line Profits


      Why Customers Quit
1%    Die

3%    Move Away

5%    Other Friendships

9%    Competitive Reasons

14%   Product Dissatisfaction

68%   Indifferent Attitude of Employee




                      3 Reasons Why People Stop Doing Business With A Company

             1. They outgrow their need for the products or services the business sells.
             2. They get out of the habit of buying from the business.
             3. They have a bad experience or get offended by someone in the business
                  Technical Assistance Research
                 Programs/White House Complaint
                 Handling/Customer Service Study

              The Unsatisfied Customer         1

              They Each Tell                   12

              They Each Tell                   6

              Total Shared Bad Experiences     85

              Percent That Do Not Buy         25%

              Number That Do Not Buy           21




ng Business With A Company

r services the business sells.

nded by someone in the business.
 Lost Income As A Result Of 1 Bad
           Experience

Number of Customers                   0
Total Annual Revenue                  $0

Dollar Value of Each Customer       #DIV/0!

Number of Bad Experiences             1

They Each Tell                        12

They Each Tell                        6

Total Shared Bad Experiences          85

Percent That Do Not Buy              25%

Number That Do Not Buy                21

Lifetime Revenue Lost               #DIV/0!

Lifetime Profits Lost               #DIV/0!




     Gained Income As A Result Of
        Creating 1 Raving Fan

Number of Customers                   0
Total Annual Revenue                  $0

Dollar Value of Each Customer       #DIV/0!

Number of Positive Experiences        1

They Each Tell                        6

They Each Tell                        3

Total Shared Positive Experiences     25
Percent That Buy As A Result    25%

Number That Buy As A Result      6

Lifetime Revenue Gained        #DIV/0!

Lifetime Profits Gained        #DIV/0!
                                                       Sales Commission Calculator
                                        Year 1                  Year 2                Year 3
                                Sale #1     Sale #2      Sale #1    Sale #2   Sale #1
               Sale Amount        500         500          500       500        500
           Fulfillment Cost       300         300          300       300        300
               Gross Profit       200         200          200       200        200
    Sales Commission (%)          10%        10%          10%        10%        10%
     Sales Commission ($)          50            50        50            50      50
              Profit on Sale      150         150          150       150        150
  Cumulative Annual Profit        150         300          450       600        750


                                                      Lifetime Profit Value Based on Straight 10% Commission




                                                      How To Use This Calculator
Example: A customer spends $500 twice a year and does business with a company for 4
The cost to fulfill each order (product costs and overheads) comes to $300, leaving a gross profit of $
A 10% ($50) commission is paid to the salesperson each time a sale is made, resulting in a $
At the end of the four years, the company has realized a total profit of $1,200, and the salesperson has earned $
The Goal: To increase sales and profits.
Consider doubling the sales commission on each of the first two sales in Year 1.
This results in a $100 cumulative profit reduction for the company over 4 years, and a $100
With a larger front end commission, the salesperson should be motivated to increase the number of sales.
To encourage quality sales and customer longivity, pay the salesperson their regular commission ($
($25), and hold the remaining half ($25) in a holding account to be paid to the salesperson when the customer "m
If the salesperson leaves prior to a customer maturing, he/she forfeits any monies in the holding account.
Benefits to the salesperson:
They get an immediate 50% pay increase, with another 50% payable upon customer maturation.
They will be motivated to make more sales because of the increased monetary benefit to them.
They get an immediate 50% pay increase, with another 50% payable upon customer maturation.
They will be motivated to make more sales because of the increased monetary benefit to them.
Benefits to the company:
While the company suffers an initial income loss due to the increased sales commissions, the increase in sales s
additional income to more than offset the losses.
Future marketing costs may be reduced, because the increased number of customers should provide additional
which is a more cost-effective method of marketing.
 sion Calculator
         Year 3                    Year 4
               Sale #2     Sale #1     Sale #2
                  500        500         500
                  300        300         300
                  200        200         200           New    Straight
                 10%         10%         10%          Comm.    10%

                  50          50            50         400      400
                  150        150         150
                  900        1050        1200


ased on Straight 10% Commission          1200




s Calculator
company for 4 years.
 leaving a gross profit of $200 on each sale.
de, resulting in a $150 net profit for the company.
   , and the salesperson has earned $400.


ars, and a $100 increase to the salesperson.
  increase the number of sales.
 ir regular commission ($50) plus 1/2 of the increased commission
he salesperson when the customer "matures" (at the end of year 4).
monies in the holding account.

customer maturation.
tary benefit to them.
customer maturation.
tary benefit to them.

commissions, the increase in sales should provide enough

customers should provide additional opportunities for referrals,
                      Time Optimization Table
                                Example
                                          # of Hours a
                                                          Revenue
                 Activity                 Day Spent on
                                                          per Hour
                                          Each Activity
1. Administrative Duties                        4           $20
2. Paperwork                                   2.5          $20
3. Answering the Telephone                      1           $25
4. Prospecting                                  1           $75
5. Seeing Prospects and Customers               1          $300
                  Total                        9.5
  Time spent in Low Pay-off Activities:       79%         Results:
                                          # of Hours a
                                                          Revenue
                 Activity                 Day Spent on
                                                          per Hour
                                          Each Activity
1. Administrative Duties                        1           $20
2. Paperwork                                    1           $20
3. Answering the Telephone                      1           $25
4. Prospecting                                  3           $75
5. Seeing Prospects and Customers              3.5         $300
                  Total                        9.5

  Time spent in Low Pay-off Activities:       32%         Results:




                      Time Optimization Table
                                  Actual
                                          # of Hours a
                                                          Revenue
                 Activity                 Day Spent on
                                                          per Hour
                                          Each Activity
1. Administrative Duties
2. Paperwork
3. Answering the Telephone
4. Prospecting
5. Seeing Prospects and Customers
                  Total                         0
  Time spent in Low Pay-off Activities:      #DIV/0!      Results:
                                          # of Hours a
                                                          Revenue
                 Activity                 Day Spent on
                                                          per Hour
                                          Each Activity
1. Administrative Duties
2. Paperwork
3. Answering the Telephone
4. Prospecting
5. Seeing Prospects and Customers
                  Total                         0

  Time spent in Low Pay-off Activities:      #DIV/0!      Results:
e


    Amount


     $80
     $50
     $25
     $75
     $300
     $530
     29%

    Amount

     $20
     $20
     $25
     $225
    $1,050
    $1,340

     5%




e


    Amount

      $0
      $0
      $0
      $0
      $0
  $0
#DIV/0!


Amount


  $0
  $0
  $0
  $0
  $0
  $0

#DIV/0!




          Calculating Your Base Earnings Target
           Base Earnings Target                            $100,000

           Number of working hours per year
           (220 days x 8 = 1,760)
                                                       ÷    1,760

           The hourly dollar value of your time             $56.82

           Percent of your time spent in less than
                                                             20%
           maximum productivty activities

           Amount those activities cost you annually       $20,000
                                Activities TimeTracker
Name:                                              Date:
            Start End                    Billable Non-Billable
  Project   Time Time Billable?          Hours        Hours
             8:00 0:00                           0            0
             0:00 0:00                           0            0
             0:00 0:00                           0            0
             0:00 0:00                           0            0
             0:00 0:00                           0            0
             0:00 0:00                           0            0
             0:00 0:00                           0            0
             0:00 0:00                           0            0
             0:00 0:00                           0            0
             0:00 0:00                           0            0
             0:00 0:00                           0            0
             0:00 0:00                           0            0
             0:00 0:00                           0            0
             0:00 0:00                           0            0
             0:00 0:00                           0            0
             0:00 0:00                           0            0
             0:00 0:00                           0            0
             0:00 0:00                           0            0
             0:00 0:00                           0            0
             0:00 0:00                           0            0
             0:00 0:00                           0            0
             0:00 0:00                           0            0
             0:00 0:00                           0            0
             0:00 0:00                           0            0
             0:00 0:00                           0            0
             0:00 0:00                           0            0
             0:00 0:00                           0            0
             0:00 0:00                           0            0
             0:00 0:00                           0            0
                            Subtotals           0                 0



                                           Summary
                   Non-
            Billab Billab    Total          %
  Project     le     le      Hours       Billable   Billed Rate
                 0      0            0         0%
                 0      0            0         0%
                 0      0            0         0%
                 0      0            0         0%
                 0      0            0         0%
                 0      0            0         0%
                        0       0           0         0%
                        0       0           0         0%
   Totals               0       0           0         0%




                                    How To Use This Timesheet
The Activities TimeTracker can be a real time saver when keeping track of your time for billable hours,
project work or efficiency improvement. Get in the habit of entering your data at regular intervals, or every
time you change projects.

In the Project column, type the name of your project, client, or other identifier.

Enter your start time in the Start Time column. Press tab to enter the time you stopped working on that
project. From 12 noon to 11:59 PM , you must type pm after you input the time, with a space between the
time and the pm. It will automatically convert to military time so your hours can be properly calculated.

In the Billable column, type Y for billable time or N for unbillable time. The number of hours (or fractions
thereof) will automatically be entered in the appropriate column to the right.

Fill out the Description column if you want to record what you did during that time.

Type the Tab key to go back to the Project column and enter the next project or client's name. Fill out your
start and stop time and the Billable column.

The Summary
This section shows how much to invoice, how much time you spent in nonbillable activities, and the total
amount you earned during this time period.

Highlight all the activities you entered in the Project column, and paste that information in the Project colum
in the Summary section at the bottom of the worksheet. Edit your entries so each project or client only
appears one time.

Type your hourly rate in the Billed Rate column.

The Invoice Amount column shows how much you should bill for each client.

The Totals row shows how much time you spend on billable work and the total amount you earned during t
time period on the worksheet.
meTracker
ate:

                   Description




        Total hours for the day: 0

 ary


                 Invoice Amount
                                     $0.00
                                     $0.00
                                     $0.00
                                     $0.00
                                     $0.00
                                     $0.00
                                               $0.00
                                               $0.00
                                               $0.00




 s Timesheet
   keeping track of your time for billable hours,
 f entering your data at regular intervals, or every


nt, or other identifier.

 o enter the time you stopped working on that
ter you input the time, with a space between the
me so your hours can be properly calculated.

 illable time. The number of hours (or fractions
olumn to the right.

 you did during that time.

nter the next project or client's name. Fill out your




 you spent in nonbillable activities, and the total


mn, and paste that information in the Project column
 dit your entries so each project or client only




  bill for each client.

ble work and the total amount you earned during the
                 Employee Turnover Cost Calculator
1. Separation costs (If you have to terminate an employee)
 Administrative costs related to terminating an employee
 Separation pay
 Increase in unemployment tax
2. Vacancy costs
 Cost of staff overtime to cover vacant job
 Cost of your time (if you have to do the individual's work)
 Cost of additional temporary help
 Subtract the wages and benefits saved due to the vacancy
3. Replacement costs
 Pre-employment administrative expenses
 Cost of recruiting applicants
 Cost of interviewing applicants (value of your time and of
  any other interviewer)
 Testing costs (if skill tests are administered)
 Staff costs
 Cost of reference checking and verification of credentials
 Cost of drug testing and/or other post-employment exams
4. Training costs
 Cost of training information
 Formal training costs
 Informal training costs (staff time, your time)
5. Performance differential
 Differential in performance output and effectiveness
     until employee is fully trained
                                    Total Turnover Cost

         Source: University of Wisconsin Division of Cooperative Extension




            Stopping The Employee Turnstile
         1. Conduct a competitive salary and benefits analysis
         2. Pay appropriately
         3. Put employee agreements in writing
         4. Provide periodic work and salary reviews
         5. Give a year-end compensation summary
 Calculator




                             `




                        $0

Cooperative Extension
           Revenue
           Increase    Gross        Gross      Gross                        Revenue
Scenario      %       Revenue       Margin     Profit       Expenses       Increase $

                                0       0% %            0              0
   1            0%              0       0%              0              0                0


                                0       0%              0              0
   2            0%              0       0%              0              0                0


                                0       0%              0              0
   3            0%              0       0%              0              0                0


                                0       0%              0              0
   4            0%              0       0%              0              0                0


                                0       0%              0              0
   5            0%              0       0%              0              0                0


                                0       0%              0              0
   6            0%              0       0%              0              0                0
                                             % Net
Commission   Commission                      Profit
Percentage     Dollars    Net Profit       Increase

                                       0
        0%            0                0   #DIV/0!


                                       0
        0%            0                0   #DIV/0!


                                       0
        0%            0                0   #DIV/0!


                                       0
        0%            0                0   #DIV/0!


                                       0
        0%            0                0   #DIV/0!


                                       0
        0%            0                0   #DIV/0!
                                           Compensation Record - Actual
Month    Last Year    Growth   Baseline   This Year    Improve   Improve     TopLine
         Revenue      Factor              Revenue      Percent    Dollars    Retainer
Jan              $0    2%            $0           $0   #DIV/0!          $0       $500
Feb              $0    2%            $0           $0   #DIV/0!          $0       $500
Mar              $0    2%            $0           $0   #DIV/0!          $0       $500
Apr              $0    2%            $0           $0   #DIV/0!          $0       $500
May              $0    2%            $0           $0   #DIV/0!          $0       $500
Jun              $0    2%            $0           $0   #DIV/0!          $0       $500
Jul              $0    2%            $0           $0   #DIV/0!          $0       $500
Aug              $0    2%            $0           $0   #DIV/0!          $0       $500
Sep              $0    2%            $0           $0   #DIV/0!          $0       $500
Oct              $0    2%            $0           $0   #DIV/0!          $0       $500
Nov              $0    2%            $0           $0   #DIV/0!          $0       $500
Dec              $0    2%            $0           $0   #DIV/0!          $0       $500
Totals           $0                  $0           $0   #DIV/0!          $0     $6,000

Jan              $0    2%            $0           $0   #DIV/0!          $0     $1,000
Feb              $0    2%            $0           $0   #DIV/0!          $0     $1,000
Mar              $0    2%            $0           $0   #DIV/0!          $0     $1,000
Apr              $0    2%            $0           $0   #DIV/0!          $0
May              $0    2%            $0           $0   #DIV/0!          $0
Jun              $0    2%            $0           $0   #DIV/0!          $0
Jul              $0    2%            $0           $0   #DIV/0!          $0
Aug              $0    2%            $0           $0   #DIV/0!          $0
Sep              $0    2%            $0           $0   #DIV/0!          $0
Oct              $0    2%            $0           $0   #DIV/0!          $0
Nov              $0    2%            $0           $0   #DIV/0!          $0
Dec              $0    2%            $0           $0   #DIV/0!          $0
Totals           $0                  $0           $0   #DIV/0!          $0     $3,000
- Actual
             TopLine      Total     Total Client Audited
           Contingency   TopLine
               8%            $500         -$500    x
               8%            $500         -$500    x
               8%            $500         -$500    x
               8%            $500         -$500    x
               8%            $500         -$500    x
               8%            $500         -$500    x
               8%            $500         -$500    x
               8%            $500         -$500    x
               8%            $500         -$500    x
               8%            $500         -$500    x
               8%            $500         -$500    x
               8%            $500         -$500    x
                           $6,000       -$6,000 #DIV/0!

               0%          $1,000       -$1,000    x
               0%          $1,000       -$1,000    x
               0%          $1,000       -$1,000    x
              12%              $0            $0
              12%              $0            $0
              12%              $0            $0    x
              12%              $0            $0
              12%              $0            $0
              12%              $0            $0    x
              12%              $0            $0
              12%              $0            $0
              12%              $0            $0    x
                           $3,000       -$3,000 #DIV/0!
                                               Compensation Record - $3M
Month    Last Year    Growth   Baseline     This Year     Improve   Improve     TopLine
         Revenue      Factor                Revenue       Percent    Dollars    Retainer
Jan        $250,000    2%        $255,000      $280,500     10.0%     $25,500     $1,000
Feb        $250,000    2%        $255,000      $280,500     10.0%     $25,500     $1,000
Mar        $250,000    2%        $255,000      $280,500     10.0%     $25,500     $1,000
Apr        $250,000    2%        $255,000      $280,500     10.0%     $25,500     $1,000
May        $250,000    2%        $255,000      $280,500     10.0%     $25,500     $1,000
Jun        $250,000    2%        $255,000      $280,500     10.0%     $25,500     $1,000
Jul        $250,000    2%        $255,000      $280,500     10.0%     $25,500     $1,000
Aug        $250,000    2%        $255,000      $280,500     10.0%     $25,500     $1,000
Sep        $250,000    2%        $255,000      $280,500     10.0%     $25,500     $1,000
Oct        $250,000    2%        $255,000      $280,500     10.0%     $25,500     $1,000
Nov        $250,000    2%        $255,000      $280,500     10.0%     $25,500     $1,000
Dec        $250,000    2%        $255,000      $280,500     10.0%     $25,500     $1,000
Totals   $3,000,000            $3,060,000    $3,366,000     10.0%    $306,000    $12,000

Jan        $250,000    2%       $255,000      $280,500      10.0%     $25,500     $3,000
Feb        $250,000    2%       $255,000      $280,500      10.0%     $25,500     $3,000
Mar        $250,000    2%       $255,000      $280,500      10.0%     $25,500     $3,000
Apr        $250,000    2%       $255,000      $280,500      10.0%     $25,500
May        $250,000    2%       $255,000      $280,500      10.0%     $25,500
Jun        $250,000    2%       $255,000      $280,500      10.0%     $25,500
Jul        $250,000    2%       $255,000      $280,500      10.0%     $25,500
Aug        $250,000    2%       $255,000      $280,500      10.0%     $25,500
Sep        $250,000    2%       $255,000      $280,500      10.0%     $25,500
Oct        $250,000    2%       $255,000      $280,500      10.0%     $25,500
Nov        $250,000    2%       $255,000      $280,500      10.0%     $25,500
Dec        $250,000    2%       $255,000      $280,500      10.0%     $25,500
Totals   $3,000,000            $3,060,000    $3,366,000     10.0%    $306,000     $9,000
d - $3M
            TopLine      Total     Total Client Audited
          Contingency   TopLine
              8%          $3,040      $22,460     x
              8%          $3,040      $22,460     x
              8%          $3,040      $22,460     x
              8%          $3,040      $22,460     x
              8%          $3,040      $22,460     x
              8%          $3,040      $22,460     x
              8%          $3,040      $22,460     x
              8%          $3,040      $22,460     x
              8%          $3,040      $22,460     x
              8%          $3,040      $22,460     x
              8%          $3,040      $22,460     x
              8%          $3,040      $22,460     x
                         $36,480     $269,520    12%

              0%          $3,000      $22,500     x
              0%          $3,000      $22,500     x
              0%          $3,000      $22,500     x
             12%          $3,060      $22,440
             12%          $3,060      $22,440
             12%          $3,060      $22,440     x
             12%          $3,060      $22,440
             12%          $3,060      $22,440
             12%          $3,060      $22,440     x
             12%          $3,060      $22,440
             12%          $3,060      $22,440
             12%          $3,060      $22,440     x
                         $36,540     $269,460    12%
                                               Compensation Record - $2M
Month    Last Year    Growth   Baseline     This Year     Improve   Improve     TopLine
         Revenue      Factor                Revenue       Percent    Dollars    Retainer
Jan        $166,700    2%        $170,034      $187,037     10.0%     $17,003     $1,000
Feb        $166,700    2%        $170,034      $187,037     10.0%     $17,003     $1,000
Mar        $166,700    2%        $170,034      $187,037     10.0%     $17,003     $1,000
Apr        $166,700    2%        $170,034      $187,037     10.0%     $17,003     $1,000
May        $166,700    2%        $170,034      $187,037     10.0%     $17,003     $1,000
Jun        $166,700    2%        $170,034      $187,037     10.0%     $17,003     $1,000
Jul        $166,700    2%        $170,034      $187,037     10.0%     $17,003     $1,000
Aug        $166,700    2%        $170,034      $187,037     10.0%     $17,003     $1,000
Sep        $166,700    2%        $170,034      $187,037     10.0%     $17,003     $1,000
Oct        $166,700    2%        $170,034      $187,037     10.0%     $17,003     $1,000
Nov        $166,700    2%        $170,034      $187,037     10.0%     $17,003     $1,000
Dec        $166,700    2%        $170,034      $187,037     10.0%     $17,003     $1,000
Totals   $2,000,400            $2,040,408    $2,244,444     10.0%    $204,036    $12,000

Jan        $166,700    2%       $170,034      $187,037      10.0%     $17,003     $3,000
Feb        $166,700    2%       $170,034      $187,037      10.0%     $17,003     $3,000
Mar        $166,700    2%       $170,034      $187,037      10.0%     $17,003     $3,000
Apr        $166,700    2%       $170,034      $187,037      10.0%     $17,003
May        $166,700    2%       $170,034      $187,037      10.0%     $17,003
Jun        $166,700    2%       $170,034      $187,037      10.0%     $17,003
Jul        $166,700    2%       $170,034      $187,037      10.0%     $17,003
Aug        $166,700    2%       $170,034      $187,037      10.0%     $17,003
Sep        $166,700    2%       $170,034      $187,037      10.0%     $17,003
Oct        $166,700    2%       $170,034      $187,037      10.0%     $17,003
Nov        $166,700    2%       $170,034      $187,037      10.0%     $17,003
Dec        $166,700    2%       $170,034      $187,037      10.0%     $17,003
Totals   $2,000,400            $2,040,408    $2,244,444     10.0%    $204,036     $9,000
d - $2M
            TopLine      Total     Total Client Audited
          Contingency   TopLine
              8%          $2,360      $14,643     x
              8%          $2,360      $14,643     x
              8%          $2,360      $14,643     x
              8%          $2,360      $14,643     x
              8%          $2,360      $14,643     x
              8%          $2,360      $14,643     x
              8%          $2,360      $14,643     x
              8%          $2,360      $14,643     x
              8%          $2,360      $14,643     x
              8%          $2,360      $14,643     x
              8%          $2,360      $14,643     x
              8%          $2,360      $14,643     x
                         $28,323     $175,713    14%

              0%          $3,000      $14,003     x
              0%          $3,000      $14,003     x
              0%          $3,000      $14,003     x
             12%          $2,040      $14,963
             12%          $2,040      $14,963
             12%          $2,040      $14,963     x
             12%          $2,040      $14,963
             12%          $2,040      $14,963
             12%          $2,040      $14,963     x
             12%          $2,040      $14,963
             12%          $2,040      $14,963
             12%          $2,040      $14,963     x
                         $27,363     $176,673    13%
                                            Compensation Record - Realistic
Month    Last Year    Growth   Baseline     This Year     Improve   Improve     TopLine
         Revenue      Factor                Revenue       Percent    Dollars    Retainer
Sep        $166,700    2%        $170,034      $187,037     10.0%     $17,003     $1,000
Oct        $150,433    2%        $153,442      $153,767      0.2%        $325     $1,000
Nov        $155,689    2%        $158,803      $187,037     17.8%     $28,234     $1,000
Dec        $234,769    2%        $239,464      $277,654     15.9%     $38,190     $1,000
Jan        $219,654    2%        $224,047      $257,843     15.1%     $33,796     $1,000
Feb        $188,474    2%        $192,243      $212,098     10.3%     $19,855     $1,000
Mar        $197,384    2%        $201,332      $225,654     12.1%     $24,322     $1,000
Apr        $186,987    2%        $190,727      $213,084     11.7%     $22,357     $1,000
May        $154,564    2%        $157,655      $187,037     18.6%     $29,382     $1,000
Jun        $119,049    2%        $121,430      $142,989     17.8%     $21,559     $1,000
Jul        $115,938    2%        $118,257      $138,421     17.1%     $20,164     $1,000
Aug        $110,359    2%        $112,566      $127,878     13.6%     $15,312     $1,000
Totals   $2,000,000            $2,040,000    $2,310,499     13.3%    $270,499    $12,000

Sep        $166,700    2%       $170,034      $187,037      10.0%     $17,003     $3,000
Oct        $150,433    2%       $153,442      $153,767       0.2%        $325     $3,000
Nov        $155,689    2%       $158,803      $187,037      17.8%     $28,234     $3,000
Dec        $234,769    2%       $239,464      $277,654      15.9%     $38,190     $1,500
Jan        $219,654    2%       $224,047      $257,843      15.1%     $33,796     $1,500
Feb        $188,474    2%       $192,243      $212,098      10.3%     $19,855     $1,500
Mar        $197,384    2%       $201,332      $225,654      12.1%     $24,322     $1,500
Apr        $186,987    2%       $190,727      $213,084      11.7%     $22,357     $1,500
May        $154,564    2%       $157,655      $187,037      18.6%     $29,382     $1,500
Jun        $119,049    2%       $121,430      $142,989      17.8%     $21,559     $1,500
Jul        $115,938    2%       $118,257      $138,421      17.1%     $20,164     $1,500
Aug        $110,359    2%       $112,566      $127,878      13.6%     $15,312     $1,500
Totals   $2,000,000            $2,040,000    $2,310,499     13.3%    $270,499    $22,500
Realistic
              TopLine      Total     Total Client Audited
            Contingency   TopLine
               10%          $2,700      $14,303     x
               10%          $1,033        -$707     x
               10%          $3,823      $24,411     x
               10%          $4,819      $33,371     x
               10%          $4,380      $29,416     x
               10%          $2,985      $16,869     x
               10%          $3,432      $20,890     x
               10%          $3,236      $19,122     x
               10%          $3,938      $25,444     x
               10%          $3,156      $18,403     x
               10%          $3,016      $17,148     x
               10%          $2,531      $12,781     x
                           $39,050     $231,449    14%

                0%          $3,000      $14,003     x
                0%          $3,000      -$2,675     x
                0%          $3,000      $25,234     x
                7%          $4,173      $34,016
                7%          $3,866      $29,930
                7%          $2,890      $16,965     x
                7%          $3,203      $21,120
                7%          $3,065      $19,292
                7%          $3,557      $25,825     x
                7%          $3,009      $18,550
                7%          $2,911      $17,253
                7%          $2,572      $12,740     x
                           $38,246     $232,253    14%
               Gross Revenues vs. Net Profits
              10%          15%          20%        25%        30%        35%
 With a
           of Profits   of Profits   of Profits of Profits of Profits of Profits
 profit
           = __ % of    = __ % of    = __ % of = __ % of = __ % of = __ % of
margin of:
           Revenue      Revenue      Revenue Revenue Revenue Revenue
  10%        1.0%         1.5%         2.0%       2.5%       3.0%       3.5%
  20%        2.0%         3.0%         4.0%       5.0%       6.0%       7.0%
  30%        3.0%         4.5%         6.0%       7.5%       9.0%       10.5%
  40%        4.0%         6.0%         8.0%      10.0%      12.0%       14.0%
  50%        5.0%         7.5%        10.0%      12.5%      15.0%       17.5%
  60%        6.0%         9.0%        12.0%      15.0%      18.0%       21.0%
  70%        7.0%        10.5%        14.0%      17.5%      21.0%       24.5%
  80%        8.0%        12.0%        16.0%      20.0%      24.0%       28.0%
  90%        9.0%        13.5%        18.0%      22.5%      27.0%       31.5%




Use the "Gross Revenues vs. Net Profits" table to determine what percentage of Net
Profit increase equates to the result of Gross Revenue increase.

Example: A business produces $100,000 in gross revenues and operates on a 30% profit
margin. You want to know how 25% of the net profit increase compares to a percentage
of the gross revenues produced. (Use the formula below, or refer to cell F6 above.)

Net Profit Calculation: $100,000 x 30% = $30,000 x 25% = $7,500
Gross Revenue Calculation: $100,000 x 7.5% = $7,500
ofits
                 40%
              of Profits
              = __ % of
              Revenue
                4.0%
                8.0%
               12.0%
               16.0%
               20.0%
               24.0%
               28.0%
               32.0%
               36.0%




t percentage of Net


erates on a 30% profit
ares to a percentage
         above.)
Month: June 04       Working Days:    23                                Activity / Results   Tracker
   Day      Prosp   Pers    Telesem Semin D. M.   D.M.   D.M.    Refers    J.V.     P.R.
            Calls   Visits    Held   Held   Sent Respns Foll-up           Leads     Sent
     1            6       0        0      0     0      0       0       0        0        0
     2            3       0        0      0     0      0       0       0        0        0
     3          10        0        0      0     0      0       0       0        0        0
     4            4       0        0      0     0      0       0       0        0        0
     5
     6
     7            2       1        0      0    20      0       0       0        0        0
     8            0       2        0      0    20      0       0       0        0        0
     9            0       1        1      0    20      0       0       0        0        1
    10            3       0        0      0    20      0       0       0        0        0
    11            2       0        0      0     0      0       0       0        0        0
    12
    13
    14            6       3        0      0     0      0       0       1        2        0
    15            6       0        0      0   100      3       0       0        0        0
    16            3       0        0      0   100      3       2       0        0        0
    17            2       1        0      0     0      2       2       0        2        0
    18            1       0        0      0     0      1       2       0        0        0
    19
    20
    21          12        1        0      0    50      2       1       1        0        0
    22            2       1        0      0    20      2       1       0        0        0
    23            2       2        0      0    20      1       0       0        2        1
    24            1       0        1      1    10      0       0       0        0        0
    25            0       0        0      0     0      0       0       0        0        0
    26
    27
    28            3       0        0      0     0      0       0       0        0        0
    29            3       0        0      0     0      0       0       0        1        0
    30            2       0        0      0     0      0       0       0        1        0
    31            1       0        0      0     0      0       0       0        0        0
  Totals        74       12        2      1   380    14        8       2        8        2
   Goal        100       20        2      1   500    10        8       2        2        4
    %        74%    60%    100%     100%    76%    140%   100%    100%    400%     50%
Daily Actu   3.22   0.52    0.09    0.04   16.52   0.61    0.35    0.09    0.35    0.09
Daily Goal   4.35   0.87    0.09    0.04   21.74   0.43    0.35    0.09    0.09    0.17
ty / Results Tracker
           Phone Mtgs Mtgs Contr.    Initial   Retainer Projected  Total   Cummul     Day
           Interv Sched Held Signed Amount Amount Contingen Revenue Compens
                 2     0    0      0         0        0          0       0        0    1
                 0     0    0      0         0        0          0       0        0    2
                 0     0    0      0         0        0          0       0        0    3
                 0     0    0      0         0        0          0       0        0    4
                                                                         0        0    5
                                                                         0        0    6
                 2     1    0      0         0        0          0       0        0    7
                 0     1    0      0         0        0          0       0        0    8
                 1     0    1      0         0        0          0       0        0    9
                 1     1    1      1         0    6,000      3,500   9,500    9,500   10
                 0     0    0      0         0        0          0       0    9,500   11
                                                                         0    9,500   12
                                                                         0    9,500   13
                 1     1    0      0         0        0          0       0    9,500   14
                 1     0    0      0         0        0          0       0    9,500   15
                 1     0    1      0         0        0          0       0    9,500   16
                 0     1    0      0         0        0          0       0    9,500   17
                 1     0    0      0         0        0          0       0    9,500   18
                                                                         0    9,500   19
                                                                         0    9,500   20
                 2     0    0      0         0        0          0       0    9,500   21
                 2     0    0      0         0        0          0       0    9,500   22
                 1     0    0      0         0        0          0       0    9,500   23
                 1     1    0      0         0        0          0       0    9,500   24
                 0     0    0      0         0        0          0       0    9,500   25
                                                                         0    9,500   26
                                                                         0    9,500   27
                 1     1    1      0         0        0          0       0    9,500   28
                 1     1    0      0         0        0          0       0    9,500   29
                 1     0    0      0         0        0          0       0    9,500   30
                 1     0    1      1         0    6,000      3,500   9,500   19,000   31
                20     8    5      2         0   12,000      7,000  19,000   19,000
                10     6    4      2      500     3,500      5,000   9,000    9,000
           200%    133%   125%   100%    0%     343%     140%      211%     211%      %
            0.87   0.35   0.22   0.09   0.00    521.74   304.35   826.09   826.09
            0.43   0.26   0.17   0.09   21.74   152.17   217.39   391.30   391.30
           Sales Activity Calculator
Average earnings per sale                                $100
Desired earnings in next 12 months                    $100,000
Number of presentations to make a sale                      3
Earnings amount per presentation                        $33.33
Number of contacts to gain a presentation                  10
Earnings amount per contact                              $3.33
Number of weeks you work                                   50
Weekly earnings amount                                  $2,000
Number of working days in a week                            5
Earnings goal per day                                    $400
Number of contacts per day to achieve earnings goal       120
                                     Direct Mail Calculator

A Average number of transactions per year per customer
B Average Buying Lifetime (Number of years)
C Total number of expected lifetime purchases (A x B)
D Average transaction value (Average dollar amount of each sale)
E Average gross profit percentage per transaction
F Average gross profit dollars per transaction (D x E)
G Average Lifetime Profit Value of each customer (C x F)
H First year gross profit per customer (A x F)
  Maximum percent of first year's gross profit you are willing to spend to acquire a new
I customer. Many companies spend the entire first year's profit to aquire a new customer.
  Consider using at least 75%.
    Amount you are willing to spend to get a new customer (H x I).
J
    (Maximum Allowable Customer Acquisition Cost)
K Number of new customers you want this campaign to generate
L Amount you can spend to get these new customers and still feel comfortable (J x K)
M Estimated cost per prospect (Printing, envelopes, grabbers, postage, etc.)
N Total number of mailers you can afford to send (L/M)
O Response percentage you need to break even (K/N x 100)
P Response rate you think you'll really get
Q First sale gross profit (loss) if you are right.
R Long-term gross profit (Lifetime Value) if you are right. (((N x P/100) x G)-L)
                              0
                              0
                              0
e)                            $0
                              0%
                              $0
                              $0
                              $0
 pend to acquire a new
 o aquire a new customer.    0%


                              $0

e                             0
 el comfortable (J x K)       $0
ostage, etc.)                 $0
                            #DIV/0!
                            #DIV/0!
                            0.00%
                            #DIV/0!
P/100) x G)-L)              #DIV/0!

								
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