Growing Revenue in a Recessionary Economy

1. Growing Revenue in a Recessionary Economy

2. Growing Revenue in a Recessionary Economy… In economics, a recession is a business cycle contraction, a general slowdown in economic activity.

3. Growing Revenue in a Recessionary Economy… Where did the money go?

4. Growing Revenue in a Recessionary Economy… 10.45%

5. Growing Revenue in a Recessionary Economy… 15.61%

6. Growing Revenue in a Recessionary Economy… 11.15%

7. Growing Revenue in a Recessionary Economy… 6.37%

8. Growing Revenue in a Recessionary Economy… 12.99%

9. Growing Revenue in a Recessionary Economy… 34.43%

10. Growing Revenue in a Recessionary Economy… 3.52%

11. Growing Revenue in a Recessionary Economy… • Step 1: Find hidden savings • Step 2: Invest in efficiency • Step 3: Scalability • Step 3: Additional revenue streams

12. Growing Revenue in a Recessionary Economy… Opportunities?

13. Growing Revenue in a Recessionary Economy… Weak competitors Hard assets may cost less Soft assets may cost less Financing can be more favorable Reevaluate business plan Reevaluate market Mutual opportunities Look for new opportunities – leveraging existing assets

14. Growing Revenue in a Recessionary Economy… Existing assets – • Fleet • Property Assets or liabilities?

15. Growing Revenue in a Recessionary Economy… “REAL” ASSETS • Management • Marketing • Current market presence • Missing market • Financial • Pricing strategy • Strong negotiating skills • Good cash flow management • Good credit • Recruiting v. hiring

16. Growing Revenue in a Recessionary Economy… • Safety • Training • Supervision • Retraining • Recruiting v. hiring • Maintenance • Skilled shop employees • Low vehicle out-of-service rate • Good cash flow management • Good credit • Recruiting v. hiring

17. Growing Revenue in a Recessionary Economy… • Logistics management • Strong utilization of: • Manpower • Equipment • Value to client • Favorable pricing • Seen as having expertise • Profitable

18. Growing Revenue in a Recessionary Economy…

19. Growing Revenue in a Recessionary Economy… What was Circuit City’s assets? • Management • Finance • Creditworthy • Lease Departments • Marketing • Logistics • Real Estate

20. Viacom - $8.2 Billion

21. Growing Revenue in a Recessionary Economy… What was former Waste Management Executive’s assets? • Management • Finance • Creditworthy • Lease Departments • Marketing • Logistics • Real Estate

24. Growing Revenue in a Recessionary Economy… Premier Cruise Line Greyhound Financial Capital Corporation

25. Growing Revenue in a Recessionary Economy… “REAL” ASSETS • Management • Marketing • Current market presence • Missing market • Financial • Pricing strategy • Strong negotiating skills • Good cash flow management • Good credit • Recruiting v. hiring

26. Growing Revenue in a Recessionary Economy… • Safety • Training • Supervision • Retraining • Recruiting v. hiring • Maintenance • Skilled shop employees • Low vehicle out-of-service rate • Good cash flow management • Good credit • Recruiting v. hiring

27. Growing Revenue in a Recessionary Economy… • Venues • Cable • Internet • Specialty periodicals • Salesperson • Conventions • Social groups, PTA, etc. Marketing

28. Growing Revenue in a Recessionary Economy… • Service • Executives • Corporate • Employee shuttle • Paratransit • Transit • School • Specialty • New • Activity Marketing • Current market presence • Missing market

30. Growing Revenue in a Recessionary Economy… • Company Acquisition • Similar • Different • Vehicle Acquisition • Buy – Sell • Operationally • Investment • Short-term • Longer –term • Employees • Management • Safety • Financial • Drivers • Better PSPs • Metter MVRs • Customer Skills • Financial • Pricing strategy • Strong negotiating skills • Good cash flow management • Good credit • Recruiting v. hiring

31. Growing Revenue in a Recessionary Economy… Leverage safety record • Better insurance rates • Larger deductibles • Captive Better Recruiting • Drivers want to work Safety • Training • Supervision • Retraining • Recruiting v. hiring

32. Growing Revenue in a Recessionary Economy… Accept outside work • Other operators • Transit • Other government Parts inventory • Salvage • Discontinued Training • Other operators Recruit • Better mechanics • Improved shop management Maintenance • Skilled shop employees • Low vehicle out-of-service rate • Good cash flow management • Good credit • Recruiting v. hiring

33. Growing Revenue in a Recessionary Economy… Special events Convention planning Government planning Logistics management • Strong utilization of: • Manpower • Equipment

34. Growing Revenue in a Recessionary Economy… • It causes you to get more creative. • It forces you to make the tough decisions. • It thins out the competition. • It makes you realize you can’t take anything for granted. • It reminds you that real wealth isn’t about the stuff you own.

35. Growing Revenue in a Recessionary Economy… 6. It fosters out-of-the-box thinking. 7. It makes it easier to abandon business- as-usual. 8. It brings you back to the basics. 9. It accelerates change. 10. It causes you to be less wasteful.

36. Growing Revenue in a Recessionary Economy… The goal of a business during an economic recession should be to evolve during and come out on the other side stronger and less susceptible.

37. Thank you!