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Annual Revenue

Annual Revenue. Mil. Year. Annual Revenue. M il. Year. Annual Revenue. Mil. Year. Monthly Revenue. (First time monthly revenue exceeded). 16. 11. 7. Mil. 5. 4. 1. 2. Year. Annual Revenue. Mil. Year. 320. Annual Revenue. 26%. 242. 250. 198. 180. Mil. 158. 125. 101.

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Annual Revenue

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  1. Annual Revenue Mil Year

  2. Annual Revenue Mil Year

  3. Annual Revenue Mil Year

  4. Monthly Revenue (First time monthly revenue exceeded) 16 11 7 Mil 5 4 1 2 Year

  5. Annual Revenue Mil Year

  6. 320 Annual Revenue 26% 242 250 198 180 Mil 158 125 101 82 66 97 98 99 00 01 02 03

  7. Stability • Branding • Establish cells of strength in the field • Focused attack on specific markets • Specific #1/#2 product sets (The Jack Welch way) • Increasing Efficiency/Productivity • Increasing Profitability

  8. Stability Via Branding • Clearly necessary • Strongly supported

  9. Stability Via the Cell • Why a cell • What is a cell • Where will they be

  10. Boston Michigan NYC/NJ N. Cal. Chicago Ohio DC S. Cal Southeast Texas

  11. Stability Via Markets • Imaging market • Continue as we are • Expand product set • Service market • Expand product set • Attack rest of world

  12. Stability Via Markets • Storage • Library Storage • Raid Storage • Software • Consulting

  13. Library Storage • “STK must grow it’s library business 50% in the next 3 years.” Pat Martin CEO STK • “The tape library market is estimated to be a $5B market and growing at a maximum of 15%/year” IDC Estimate

  14. Raid Storage Market • “New storage revenues are growing faster than revenues for either servers or microprocessors.” Forbs Oct 2, 2000 • “In a few years customers will spend 3 times as much on storage as they will on computers.” Forbs Oct 2, 2000

  15. Raid Storage Market • “Storage revenues will easily reach $31B in 2000 and will grow 40% by 2003.” Forbs Oct 2, 2000 • “Storage revenues will triple to $100 B in 5 years.” Michael Ruettgers CEO EMC Corporation

  16. Software Market • Pick the winners • Be very good with the product • Use the products in the broadest sense • Example Veritas Foundation Suite

  17. Consulting Market • “Customers want more than just parts, that is something that we recognized a long time ago.” Doug Elix GM IBM Global Services • “In 1999 services accounted for 37% of IBM’s revenue and 45% of it’s profits.” Forbs Oct 2, 2000

  18. Stability Via Products • Go with the winners, #1/#2 theory • Cranel products not just reselling the product of others

  19. Why Cranel products? • Because we control our own destiny • Because we are allowed to make money • Our Goal: “To introduce 6 Cranel products this year. Three new consulting products and three new system configurations.”

  20. Examples of Cranel Products • Consulting services as part of a 4 part sale • Fixed off the shelf consulting products • Performance analysis • Quarterly update • Bench repair • Raid system for the Imaging Market • Advance Exchange contracts

  21. Examples of Cranel Products • Refurbished products • Customer assistance from help desk • Software support • “We need your suggestions for others.”

  22. Stability Via Efficiency • Do what we do well • Do the mainstream things • Flee all other

  23. Increase revenue per employee • From 81-90 GE increased revenue per employee by 187% • From 90-00 GE increased revenue per employee by 55%

  24. “What about Cranel?” • In 2000 the top solution producers average 4.8 Mil per sales person. • Our productivity must increase at an annual rate of 5% to 8%.

  25. Stability Via Profitability • Datalink 1st 3 quarters of CY 2000 had a gross profit of 26.4%. This was up from 26.0% for the same period in 1999 Obtained from SEC filings • “They have had quarters with average gross profits of 28%.”

  26. What about Cranel?” • The top 10 producers, the 4.8 Mil people, had an average profit margin of 19.8% • The next 10 producers, our newer sales people, had an average profit margin of 26.+ percent

  27. What about Cranel?” • This is not to chastise but to set targets for next year. • “The bigger the deal, the bigger the margin.” The honorable Joe Schleckman

  28. Stability Via Believing • In where the company is going • That you will be a player “If one person believes they can do something and another believes they cannot, they are both right.” Henry Ford

  29. Right here, Right Now And more importantly The Right thing “The main thing is to keep the main thing the main thing.” Mike Trautman

  30. The right thing for the customer • “Customers want more than parts, they want solutions.” Doug Elix GM IBM Global Solutions • “The problem that the prospect brings is never the real problem. Find the real problem. Sandler training

  31. The right thing for the Company • “It’s not the big that eat the small, it is the fast that eat the slow.” Stan Davis, Author of “The Blur” • “If the rate of change inside your company is slower than the rate of change outside your company you are in deep trouble.” Larry Hemrick

  32. The right thing for your family • “Set the bar high for your children. Then teach and lead, don’t drive.” • Jim Wallace • “Cats in the cradle”

  33. The right thing for yourself • ‘If it’s to be, it’s up to me.” Mike Trautman • “We judge others by their actions, we judge ourselves by our intentions.” Unknown

  34. The right thing for yourself • “You can easily judge the character of another by observing how they treat those that can do nothing for them or to them.” Malcolm Forbs

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