Double Profits PREPARED AUGUST 2015 ©
Double Profits PREPARED AUGUST 2015
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OUR WORK
We work closely with progressive executive teams
whose primary goal is to deliver sustainable leaps in
profitable sales that
transform shareholder value.
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WHAT WE DO
£1M-£5M profits? Double profits. Within three years.
£5M+ profits? Add another £5M. Within three years.
Yr 1 Yr 3
Yr 1 Yr 3
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FOCUS ON SALES GROWTH, NOT COST OUT
COST OUT
SALES GROWTH Yr 1 Yr 2 Yr 3 Yr 4
Yr 1 Yr 2 Yr 3 Yr 4
Growing returns, uncapped
Cost savings deliver the same year after year. New markets can thrive and grow.
Repeatable returns, no growth
WHEN TO USE SERVICE
Growth stalled/declined
Good ideas exhausted
Just acquired
About to acquire
New team, fast start
Turnaround tool
Preparation for exit
1.
2.
3.
4.
5.
6. 7.
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IMPACT ON ENTERPRISE VALUE
Improving EBITDA performance delivers disproportionate impact on Enterprise Value
EV: +£40M EBITDA: £4M MULTIPLE: 6x EV: £24M
NOW: POST PROJECT: EBITDA: £8M MULTIPLE: 8x EV: £64M
WHERE WE LOOK
NEW PRODUCTS AND SERVICES
EXISTING PRODUCTS
ANS SERVICES
EXISTING MARKET
NEW MARKETS
1. Do more
4. Launch
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ROUTE 1: EXISTING PRODUCT: EXISTING MARKETS
EXISTING PRODUCTS
AND SERVICES
EXISTING MARKET
Do more § Current performance? § What’s the potential? § What’s been overlooked? § Gaps and overlaps? § What do customers think? § How connected? § Pricing opportunities? § Repositioning? § Refresh opportunities? § No stone unturned? § Financial impact?
“Business as usual”
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ROUTE 2: EXISTING PRODUCT: NEW MARKET
EXISTING PRODUCTS
AND SERVICES
NEW MARKETS
§ New markets sizing? § Overseas potential? § Why overlooked? § Proposition? § Customisation? § Routes to market? § Investment required? § Timescales for return? § Financial impact?
“Leveraging relationships”
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ROUTE 3: NEW PRODUCT: EXISTING MARKET
NEW PRODUCTS AND SERVICES
EXISTING MARKET
§ Relationship strength with current customers?
§ How to leverage assets? § What else would they buy? § What would make sense? § Competitive environment? § Where’s the white space? § Impact on existing offer? § Current NPD pipeline? § What else could be added? § What can be developed quickly § Cheaply? § Financial impact? “Leveraging relationships”
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ROUTE 4: NEW PRODUCT: EXISTING MARKET
NEW PRODUCTS AND SERVICES
EXISTING MARKET
Exploit
§ What markets could be addressed? § With what? § How to leverage existing customers
to get new customers? § How does the new product align
with other offerings? § How to cross-sell between new and
existing? § Financial impact?
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“Brave new world”
WE EXPLORE Proposition
Pricing
Home markets
NPD programme
Marcomms
Service delivery
Competition
Overseas markets
Ex-customers
Current customers
Brand assets
White space
We look everywhere, no stone unturned
STRUCTURE
1. VALIDATION
2. DISCOVERY
3. INTO ACTION
Observe, analyse, explore, challenge
Profit improvement
3 weeks onsite
12- 24 months
1 day
Will this work? Is there opportunity?
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CONNECTING PRODUCTS TO MARKET © 2015
STAGE 2: OUTPUT
A fully-costed, implementable
programme of work to double profits within 3 years, leading to…
…a substantial increase in shareholder value
Stage 2 creates the plan
STAGE 3: MY ROUTE INVOLVEMENT
1. Monthly progress monitor
2. 100-day ‘Get Started’ programme
3. Specific projects within programme
4. Outsourced to My Route
5. Joint venture
ONE OF…
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WHAT CLIENTS SAY
“Probably the best in the
business at what they do.”
CEO, Cosmetics
“An outstanding piece of work. I would recommend
them highly” Partner, PE Firm My Route turned our
business around. We owe them.”
MD, Building Products “They gave us the plan to double our
profits” MD Exhibition Design
“Strong in all areas. We now have a
platform for a $1bn+ business”
CEO, Robotics
“Highly creative. Fundamentally changed our
view of the opportunity. 9.5 out of 10” MD, Publishing
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