SA SALES PLA LES PLANNIN ING Charley Howard - PowerPoint PPT Presentation

Flo lorio iology gy I Ins nstit itut ute e Pre Prese senta tati tion: Mi Midwe west Fl t Flori orist sts SA SALES PLA LES PLANNIN ING Charley Howard choward@worldflowers.com Jackie Lacey AIFD jlacey@floriology.com

SA SALES P S PLANNI NING NG • Sales Profile – Exhibit A Secti Sec tion 1 n 1 • Sales Reporting – Exhibit B Re Review Prio w Prior Pe Perf rform rmance • Financial Reporting – Exhibit C & D Sales Sec Secti tion 2 n 2 • Cost of Goods Oppor ortu tuniti ties es & & • Labor - Staffing Setting Goal Setti Goals • Sec Secti tion 3 n 3 Plan year by month – Exhibit D • Build ildin ing y your S Sales P s Plan

Se Section ion 1 1 – Revie iew P Prior rior MIDWEST F ST FLORIST S ST SALES P S PROFILE LE On a typical month; not Feb. May or • Dec. Perfo forman ance Sal ales es Pr Prof ofile e – Exhib ibit A it A Use only the amount of the • merchandise No delivery, relay or sales taxes • ORDERS DOLLARS AVE ORDER AVERAGE MONTHLY SALES 829 $ 58,064.52 $ 70.00 SALES - MONEY SOURCE PERCENTAGE ORDERS DOLLARS OCCASION / REASON PERCENTAGE ORDERS DOLLARS CASH - ORDERS 5.00% 41 $ 2,903.23 BIRTHDAY / ANNIVERSARY 20.00% 166 $ 11,612.90 CREDIT CARDS - ORDERS 50.00% 415 $ 29,032.26 GET WELL 15.00% 124 $ 8,709.68 HOUSE CHARGE - ORDERS 35.00% 290 $ 20,322.58 NEW BABY 10.00% 83 $ 5,806.45 INCOMING - ORDERS 10.00% 83 $ 5,806.45 SYMPATHY 25.00% 207 $ 14,516.13 TOTALS 100.00% 829 $ 58,064.52 GENERAL 18.00% 149 $ 10,451.61 ORDER SOURCE PERCENTAGE ORDERS DOLLARS BUSINESS 10.00% 83 $ 5,806.45 WALK-IN - ORDERS 15.00% 124 $ 8,709.68 WEDDING / SPECIAL EVENT 2.00% 17 $ 1,161.29 PHONE - ORDERS 65.00% 539 $ 37,741.94 TOTALS 100.00% 829 $ 58,064.52 INCOMING - ORDERS 10.00% 83 $ 5,806.45 PRODUCT SOLD PERCENTAGE ORDERS DOLLARS YOUR WEBSITE - ORDERS 10.00% 83 $ 5,806.45 FRESH FLOWERS 80.00% 663 $ 46,451.62 TOTALS 100.00% 829 $ 58,064.52 GREENHOUSE - PLANTS 10.00% 83 $ 5,806.45 DELIVERY METHOD PERCENTAGE ORDERS DOLLARS ADD-ONS - CANDY, BALLOONS ETC 4.00% 33 $ 2,322.58 WILL CALL / PICK-UP 10.00% 83 $ 5,806.45 GIFTWARE 5.00% 41 $ 2,903.23 DELIVERY / COURIER 83.00% 688 $ 48,193.55 FRUIT / GOURMET 1.00% 8 $ 580.65 FEDEX/UPS 2.00% 17 $ 1,161.29 TOTALS 100.00% 829 $ 58,064.52 CALL OUT - FLORIST 5.00% 41 $ 2,903.23 TOTALS 100.00%829 $ 58,064.52

Se Section ion 1 1 – Revie iew P Prior rior TR TRACK ACK AN AND UNDERSTA TAND Perfo forman ance Unde nderstand nd ho how w you a u are do doing ng by by Sal ales es Repor Reporting– Exhib ibit B it B • looking at t the he num numbe bers Monthly ly sales ales compar arison – Feb.2018 2018 • Mon Monthly ly sa sale les c s com omparis ison on F Febru ruary 2018 INVENTORY SALES DELIVERY WEB ORDERS OUTGOING DATE DAY ORDERS DOLLARS ORDERS ORDERS ORDERS W 1/29/2018MON 55 $ 3,317.62 51 3 1 E 1/30/2018TUE 26 $ 1,586.82 24 1 1 E 1/31/2018WED 27 $ 1,626.19 25 1 1 K 2/1/2018THU 37 $ 2,206.85 2 1 34 2/2/2018FRI 59 $ 3,562.00 55 3 1 # 2/3/2018SAT 19 $ 1,125.52 17 1 0 1 2/4/2018SUN 2 $ 127.58 0 0 2 TOTAL 226 $ 13,552.58 209 11 6 (7) $ (448.52) (7) (0) (0) -3.20% Las ast Y Year ear Nu Numb mber ers Feb ebruary 2017 INVENTORY SALES DELIVERY WEB ORDERS OUTGOING DATE DAY ORDERS DOLLARS ORDERS ORDERS ORDERS W 1/30/2017MON 62 $ 3,696.07 57 3 2 E 1/31/2017TUE 32 $ 1,949.06 30 2 1 E 2/1/2017WED 21 $ 1,255.68 19 1 1 K 2/2/2017THU 48 $ 2,871.10 44 2 1 2/3/2017FRI 48 $ 2,895.36 45 2 1 # 2/4/2017SAT 19 $ 1,121.30 17 1 0 1 2/5/2017SUN 4 $ 212.53 3 0 0 TOTAL 233 $ 14,001.10 216 12 6

Section Se ion 1 1 – Revie iew P Prior rior Perfo forman ance OPERATIN ERATING M MODEL EL Fi Financi nancial Repor Reporting ng– Exhib ibit C it C Se Section ion 1 1 Instructions The Green colored cells need your input. Enter your estimated annual sales and the average order price (do not include delivery, sales tax & relay fees) 2nd - Most Florists have months with a large jump in sales volume, so in the factor cell a normal month is 1, 2 would double sales volume and 3 would triple sales volume. You can use decimals i.e 1.50 which would be 1 and 1/2 your normal sales volume. The model will calculate the monthly sales numbers. 3rd - Most Florists are open 6 days a week and close for 5 holidays a year, adjust the days open cell to reflect the number of days the shop will be open. REQUIRES INPUT TO DRIVE THE MODEL TOTAL ANNUAL SALES - MERCHANDISE $ 900,000.00 AVERAGE ORDER $ 70.00 MONTH FACTOR MO. SALES MO. ORDERS DAYS OPEN SALES PER DAY ORDERS PER DAY JAN 0.80 $ 46,451.61 664 25 $ 1,858.06 26.54 FEB 3.00 $ 174,193.55 2,488 24 $ 7,258.06 103.69 MAR 1.00 $ 58,064.52 829 27 $ 2,150.54 30.72 APR 1.00 $ 58,064.52 829 26 $ 2,233.25 31.90 MAY 2.00 $ 116,129.03 1,659 27 $ 4,301.08 61.44 JUN 1.00 $ 58,064.52 829 26 $ 2,233.25 31.90 JUL 0.85 $ 49,354.84 705 25 $ 1,974.19 28.20 AUG 0.80 $ 46,451.61 664 27 $ 1,720.43 24.58 SEP 1.00 $ 58,064.52 829 24 $ 2,419.35 34.56 OCT 1.05 $ 60,967.74 871 27 $ 2,258.06 32.26 NOV 1.00 $ 58,064.52 829 26 $ 2,233.25 31.90 DEC 2.00 $ 116,129.03 1,659 24 $ 4,838.71 69.12 15.50 $ 900,000.00 12,857 308 $ 2,922.08 41.74 $ 58,064.52 52SUNDAYS 5HOLIDAYS 365

Se Section ion 1 1 – Revie iew P Prior rior Perfo forman ance OPERATIN ERATING Fi Financi nancial Repor Reporting ng – Exhib ibit it C C MO MODEL Se Section ion 1 1 Next, use the green cells to enter a percent number on how the orders are paid for, you can adjust the annual amount, by inceasing or decreasing the percentage number. Remember the Total should be 100.00%. NUMBER OF ORDERS PAID BY % OF SALES ANNUAL AMT ORDERS CASH 5.00% $ 45,000.00 643 CREDIT CARD 50.00% $ 450,000.00 6,429 HOUSE CHARGE 35.00% $ 315,000.00 4,500 INCOMING WIRE ORDER 10.00% $ 90,000.00 1,286 100.00% $ 900,000.00 12,857 Next, use the green cell to enter the percentage of your business by product mix, and the Total % must be 100.00%. NUMBER OF PRODUCT MIX ON INVENTORY SALES % OF SALES ANNUAL AMOUNT ORDERS FRESH FLOWERS INCLUDES SYMPATHY & WEDDING 80.00% $ 720,000.00 10,286 GREENHOUSE / PLANTS 10.00% $ 90,000.00 1,286 GIFTWARE INCLUDES BALLOONS, CANDY & PLUSH 7.50% $ 67,500.00 964 FRUIT & GOURMET 2.50% $ 22,500.00 321 100.00% $ 900,000.00 12,857 Next, use the green cell to enter the percentage of the source of your orders, and the Total % must be 100.00%. ANNUAL NUMBER OF SOURCE OF ORDERS % OF SALES AMOUNT ORDERS INCOMING WIRE ORDERS 10.00% $ 90,000.00 1,286 WEBSITE ORDERS 10.00% $ 90,000.00 1,286 WALK-IN 15.00% $ 135,000.00 1,929 TELEPHONE 65.00% $ 585,000.00 8,357 100.00% $ 900,000.00 12,857

Section Se ion 1 1 – Revie iew P Prior rior Perfo forman ance OPERATIN ERATING Fi Financi nancial Repor Reporting ng– Exhib ibit C it C MO MODEL Se Section ion 1 1 Next, use the green cell to enter the percentage of how the orders are delivered, and the Total % must be 100.00%. DELIVERY OF ORDERS % OF SALES ANNUAL AMOUNT NUMBER OF ORDERS WILL-CALL / PICK-UP 8.00% $ 72,000.00 1,029 DELIVERED BY YOUR SHOP 85.00% $ 765,000.00 10,929 CALLED OUT TO ANOTHER FLORIST 7.00% $ 63,000.00 900 100.00% $ 900,000.00 12,857 Lastly, use the green cell to enter the percentage of the occasion for the order, and the Total % must be 100.00%. OCCASIONS % OF SALES ANNUAL AMOUNT NUMBER OF ORDERS SYMPATHY 20.00% $ 180,000.00 2,571 WEDDING / SPECIAL EVENTS 5.00% $ 45,000.00 643 BIRTHDAY 20.00% $ 180,000.00 2,571 ANNIVERSARY 15.00% $ 135,000.00 1,929 GET WELL 10.00% $ 90,000.00 1,286 NEW BABY 10.00% $ 90,000.00 1,286 BUSINESS 7.50% $ 67,500.00 964 IN LOVE / IN TROUBLE 12.50% $ 112,500.00 1,607 100.00% $ 900,000.00 12,857