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. 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… Greyhound Financial Capital Corporation P REMIER C RUISE L INE

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… Financial Pricing strategy Strong negotiating skills Good cash flow management Good credit Recruiting v. hiring 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

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… 1.It causes you to get more creative. 2.It forces you to make the tough decisions. 3.It thins out the competition. 4.It makes you realize you can’t take anything for granted. 5.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!