Growth | 3 Ways To Grow Your Business

GROWTHCompiled by Jason Leo Carvalho

3 Ways To Grow Your Business: How to create consistent growth today!

Who Am I? • 12 Years | Customer Acquisition • Founded & Sold 2 Companies • 1st Employee to 3 High Growth • Sold $57M worth of Product &

Services in the last10 yrs. • Currently Co-Founder & Chief

Operating Officer of SF based StandDesk.co & Co-Founder of sleep app DiscoverShadow.com

• Board of Directors| Douglas College

• 2012 Business In Vancouver Top 40 Under 40 Award Recipient

High Growth Companies

$500K-40MM 3 Years

$500k-10.5MM 1.5 Years

$0-1.1MM 6 mo

STARTER

Most entrepreneurs spend, on average, 65% of their time developing or working on their product or

service, 25% of their time on business operations and a measly 10% of their time on sales &

marketing.

=#time-to-evolve

65% of your time, overall, should be spent sales & marketing, 25% improving and developing new products/services,

and 10% on your operations.

3 Ways to Grow A Business

• Increase the number of customers (clients).

3 Ways to Grow A Business

• Increase the number of customers (clients).

• Increase the average transaction value. -Increase product quality -Increase sku line of multiple products / bundle

3 Ways to Grow A Business

• Increase the number of customers (clients).

• Increase the average transaction value. -Increase product quality -Increase sku line of multiple products / bundle

• Increase the frequency of repurchase -get more residual value out of each customer

1000 $100 2

SMALL Company - Example Increase the # of customers

* *

Increase the Average Dollars

Per

Increase TheRepurchase Frequency Total

=

2.2

$200,000

1000 $100 2

SMALL Company - Example Increase the # of customers

* *

Increase the Average Dollars

Per

Increase TheRepurchase Frequency Total

1100 $110 2.2

10% Increase

* *

10% Increase 10% Increase 33.1%

=

=

$266,000

2.21330 125 3

$200,000

1000 $100 2

SMALL Company - Example Increase the # of customers

* *

Increase the Average Dollars

Per

Increase TheRepurchase Frequency Total

1100 $110 2.2

10% Increase

* *

10% Increase 10% Increase 33.1%

=

=

$266,000

2.2

33% Increase

* *

25% Increase 50% Increase 250%

= $500,0001330 $125 3

$200,000

10,000 $100 2

Larger Company - Example Increase the # of customers

* *

Increase the Average Dollars

Per

Increase TheRepurchase Frequency Total

11,000 $110 2.2

10% Increase

* *

10% Increase 10% Increase 33.1%

=

=

$2,660,000

2.2

33% Increase

* *

25% Increase 50% Increase 250%

= $5,000,00013,330 $125 3

$2,000,000

EXERCISEApply the formula to your business.

(10% Increase in Your Customers) x (10% Increase

in Average Dollars Per sale) x (10% increasein repurchase frequency) = YOUR TOTAL

“What distinctions, principles, or stories did you learn so far that can absolutely

change your business forever?

What actions can you take to implement those ideas?”

Q:

THANK YOU@jasonlcarvalho

Profit vs Growth • Soft Economy = Conserve

Cash

• More Complex or Defensible your business is the less speed becomes an issue.

• Smaller Market = Few survive.

• Positive Financing Climate = accelerate growth by accessing investors.

• B2C Business Need to Think “Faster” than B2B given consumer behaviour vs corporate behaviour

• 1st Mover = A+

• Larger Market = Everyone Can Thrive.