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By Mike Detmer November 5,2013
|Mike Detmer (email@example.com)
is the principal of Detmer Business Solutions,
which provides companies in the systems
integration space with easy-to-use business
knowhow modules that enable functional
managers to better execute key duties.
My seatmate on the flight to CEDIA
EXPO was quite an interesting fellow.
It was the first time that I’ve ever
met a man who had been bitten by a
rattlesnake, twice struck by lightning,
and attacked by a shark and lived to
talk about it on the Piers Morgan show.
But also Erik is a successful businessman
and our conversation soon turned from
his personal adventures to business.
When he asked, I explained that as a
consultant I help companies improve
their business practices to maximize
revenues and profits. In the explanation,
I cited an example where, employing
my methodologies, my client was able
to recognize and liquidate a quarter of a
million dollars worth of excess inventory
to generate the extra cash his business
used to invest in a new product initiative.
Discussing excess inventory struck a chord with Erik, and he recited
an experience of his own. Before his employees arrived for work one
day, Erik taped a one-dollar bill to everything in his company that he
considered wasteful. In the warehouse he marked discontinued items that
were still in stock, in the marketing area he marked outdated brochures
and price guides, in product development he marked competitive samples
that were left to sit after evaluation, and so on.
When his staff arrived to work seeing one-dollar bills taped everywhere,
a rumble began to rise, and by 10:00 a.m., Erik called a company-wide
meeting to explain the method of his madness. “Now that I’ve finally got
your attention,” Erik began. “Around the building are 500 one-dollar
bills, each marking something that you should be converting to cash,”
he told them. “What I’m expecting from you is, for every bill, give me a
mitigation plan as to how you are going to convert the item it is attached
to into something useful for the company.” Then he passed out a form he
had prepared for the purpose and appointed his CFO to be lead on the
project and track the progress.
|Practicing inventory control is one of the best ways to maximize your profits.
Needless to say, Erik’s exercise worked and his company was able to
free up thousands from dead inventory that what would have just gone
to waste. You can do the same. Here are a few tips to help you keep
inventory in check to maximize your working capital:
1 Practice Inventory Avoidance
Choose vendors that can deliver what you need, just in time. If you
must hold inventory for a job that is scheduled far out, ask your customer
to cover the cost in a deposit and explain that this will ensure that he or
she gets exactly the item/s on the job bid.
2 Assess Your Excess Inventory Exposure
Get in the habit of preparing a quarterly inventory report. In it list
every item in stock and if it is due to be installed in a current job, is stocked
because it is used frequently in most jobs, or is surplus meaning that it’s
not scheduled to be sold and is not used on an ongoing basis. Keep track
of the value of the total inventory and the percent to total that the excess
accounts for, and make it a company priority to reduce the percentage of
excess to inventory.
3 Get Rid Of What You Don’t Need
Many vendors offer exchange programs that allow you to return
products with an off-setting order. Take advantage of these programs to
swap out excess inventory for items you can sell in upcoming jobs. If the
vendor won’t allow you to return your excess inventory, then ask them if
it is OK for you to sell it on the internet, be sure to get written approval
to do so, and comply with any dealer agreements you may have in place.
4 Integrate Inventory Control Into Your Culture
Let your employees know that keeping inventory levels to a
minimum is a company priority and ask for their suggestions for how to
keep inventory exposure low in your warehouse and on your installation
vehicles. Explain that this initiative is intended to keep your business
healthy and that it is a good thing for them too. Involve them in the
quarterly inventory assessment and have a pizza party for the company
every quarter that the excess inventory levels fall. You’ll be surprised at
how your superstars will rise to the occasion.
Practicing inventory control is one of the best ways to maximize your
profits because the cost of excess inventory comes right off of your bottom
line. With a good strategy and systems in place, you can bolster your
profits to invest in other areas of the business and make it grow.