Why Business Analogies Matter – the Groupon example

It is June 2011, and Groupon is fast heading towards a $30 billion valuation in an initial public offering.   That is a big number for a company with $645 million revenue and 83 million subscribers.  How do we know this valuation makes sense?  We probably don’t.  There are a lot of metrics that financial analysts would use, but I’d like to point out one that my firm uses — identifying the relevant business analogy and understanding that in order to shed light on the implications for the company one is studying, in this case Groupon.  This methodology is an externally focussed “best practices” approach.

The analogy

The immediate analogy that comes to mind is the quick-service restaurant business.  Why?  Because the operators of this type of business have basically the same value-creation strategy as Groupon.   They keep adding outlets to support their high-growth model.  The real issue starts to occur when they reach saturation.  Groupon does somewhat the same thing but in a totally different industry.  They are bringing deals to their subscriber base on behalf of clients where they have negotiated a deal-sharing arrangement, e.g., once-in-a-lifetime daily spa treatment for one-third the normal price.  As they add sales reps (think restaurant outlets), they add new subscribers (think restaurant patrons), and they sell more deals (think meals) and grow revenues.

We know that listed restaurant chains can do phenomenally well until they hit the wall that we call market saturation.  Starbucks is a good example of someone who hit saturation a couple of years ago, and the stock suffered.  The chain has since gone back to basics, retreated from poor outlets, and rejuvenated the offer in order to get back on track, but there is a lesson to be drawn here by the Groupons of the world.

Implications for Groupon et al.

Groupon is adding staff, subscribers and deals, but basically it’s the same story as for the expanding quick-service chain.  We as subscribers are starting to suffer deal fatigue.  I know because I get a couple of daily feeds from cities to which I frequently travel.  In my consulting world the key strategic challenge is helping key decisionmakers figure out the next step before it even occurs – looking forward to the eventuality and trying to make it work in your client’s favor.

In the quick-service restaurant world, operators respond by thinking about how to increase same-store sales (a year-on-year comparison of sales for outlets that have been open at least a year).  This is a key metric of the overall vitality of a quick-service restaurant chain.   Those who will invest long-term in Groupon need to identify what they same metric is and how Groupon or a similar company is responding to it.  The initial look is pretty sobering.  The New York Times did some nice analysis on Groupon metrics, as sourced from their S-1:

What can we do

The moral of the story is that for all the success of Groupon, they still need to be thinking one step further ahead in order to justify their proposed valuation.  Each of us works in different industries, probably less dynamic than this, but there is the same opportunity to help identify new sources of value creation by better understanding business analogies.  This is one of the things we do at Faculty Partnership.  If you are interested in discussing further, please do get in touch.

Faculty Partnership welcomes Jonathan Cleland as Business Development Advisor.

Jonathan is an internationally renowned builder of businesses and brands. Before joining Faculty Partnership, Jonathan had a number of senior roles at Coca-Cola, SAB Miller and Cadbury-Schweppes. He has advised clients such as Aston Martin, Rolex and Polo Ralph Lauren.
Jonathan joined Alexander Proudfoot International Consulting in 2000 as Vice President of Business Development where, amongst other accolades, he was global account executive for Rio Tinto. There, he fostered a long term business relationship between the two companies that continues to thrive today.
Jonathan is known amongst clients and colleagues alike for his passion for improving business performance and developing positive company cultures.

Dr. Tim Cooke joins Faculty Partnership Team

Faculty Partnership CIC is pleased to announce the addition of Dr. Tim Cooke as Senior Advisor. Tim’s breadth and depth of experience in software, telecommunications and systems sectors is an invaluable addition to our team.

Tim has been chief executive of several companies in the software, telecommunications and systems space. His many accomplishments include leading two companies in stock market flotations that each raised more than £10 million.

Tim’s work experience spans Europe, the UK, USA and in Australia. He rose to become Chief Executive of Logica Communications Ltd. responsible for all UK business in the telecoms, media, computer vendor, transport and central government sectors. As CEO, he helped float Oxford Molecular Group plc, computer aided molecular design software and drug design company raising £10M, and floated Intelligent Environments Group plc, a leading supplier of Internet enabled business solutions, as the London stock market’s first internet company, raising £16m.

Tim has held numerous Non Executive positions for small and large companies. He is currently a venture advisor to NESTA (National Endowment for Science, Technology and the Arts) in the UK and Chairman of NESTA’s portfolio company Six to Start. He has recently retired as NED of The Chesham Building Society, where he advised on IT strategy and internet banking activities.

Tim has a Chemistry DPhil from Oxford University and an MTech from Brunel University.

Faculty Partnership CIC management and strategy business consultants work with all types of organisations, intelligently using collaborative and people focused techniques. We find cost effective solutions whatever the circumstances and understand the importance of securing you a positive return on your investment.

For further information, please contact us at enquiries@facultypartnership.com or contact Andrew Woodward at +44 7743 871 229.

Good and Bad Freemiums or a Different Shade of Freeconomics

A recent airline ticket experience led me to  think about freemiums and freeconomics.  Freemiums refer to the basic, free part of a paid service, e.g., internet subscription services.  A good example is LinkedIn where many of its 90 million users take advantage of the free service to establish networks and communicate within them.  A smaller group pay for a value-added service.

Freeconomics is the idea of making money by giving things away.  The classic example is razors and blades.  Give away the razor and sell the blades at a premium.  The less pithy economic term is cross-subsidy, where one thing can be free if you pay for the other.  Free downloads and paid concerts is a more recent example of this concept.

How does the cost of my recent airline ticket relate?.  My gross airfare to and from Dublin was zero – zero Pounds Sterling, zero Euros, zero whatever.  But the total cost of the ticket was £117.85.  It made me realize that there are good freemiums and bad freemiums, both that impact on corporate strategy, which is my area of interest.  This ticket was an example of a bad freemium.

Let me explain this ticket in a bit more detail.

Cost Breakdown of Aer Lingus Return Ticket – LGW-DUB

Airfare                                      £  00.00

Internet handling fee                £  10.00

Tax and Charges                   £  57.85

Golf clubs                                 £  50.00

Total £117.85

This approach made strategic sense the first time, for example when RyanAir was pushing free and £1.99 airfares.  But that idea is no longer fresh.  I was taught in 10th grade grammar that “Every sentence gotta make sense”.  The price breakdown above makes no sense.

With freemiums and freeconomics, I get something of value for paying nothing.  It may be a basic social networking service, a few free music downloads with an invitation to a paid concert, entrance to part of an exhibit, and so forth.   But with this airline ticket, there is nothing I receive that is free.  I can’t fly for free because I have the internet handling fee and of course the taxes.

As intelligent strategic thinking is one of the things we focus on, I would postulate that there really has to be a deal here for this type of pricing to make any sense.  An internet handling fee of £10 isn’t a deal when we know that we are saving airlines money on reservations agents.  Think ATMs as a precedent.

Referring to a credit card fee would make more sense, given we are all starting to understand credit card costs better and are given choices ranging from less expensive (EFT and debit cards) to more expensive (Amex).  This fee would vary with the type of payment used – from nothing to around 4%.

There still is room to charge a bit more for the base ticket while still keeping it a great deal.  Would my behavior change for a £4.99 fare each way?  I doubt it.  Finally, I won’t deal here with special charges here, as I deal with it in our blog about competitive discontinuity in the ski industry which speaks to these charges (http://bit.ly/frGMMl )

By not having this a la carte pricing make intuitive sense, companies are sending a subliminal message to check out competitors that take a simpler pricing model, e.g., British Airways in the UK and Southwest in the USA.

The moral of the story is to not to be too smart by half.  Freeconomics works great but be prepared to back it up with a true offer.  For example, why shouldn’t a walk-on airfare with no luggage be exceptionally cheap while add-on services apply to anyone who doesn’t want plain vanilla.    Companies need to think clearly to get these concepts right.

By the way, I felt that the Aer Lingus deal was too good to be true and checked on British Airways fares.  This time they weren’t better, but there will be a time when they are.

Enabling a Low Carbon Economy: A London Chamber of Commerce and British Airways Seminar.

Introduction:

This was a seminar held on the 8th of November with an illustrious panel including Colin Matthews, CEO at BAA, Paul Nash, Head of Airbus New Energies, Martin Powell, Advisor on the Environment to London Mayor Boris Johnson, Jonathan Counsell, Head of the Environment at British Airways and Steve Howard, CEO at The Climate Group. British Airways CEO, Willie Walsh, presented the introduction.

I found the seminar a rather gloomy affair that neither covered the subjects of economics, low carbon or enablement. Instead, the discussion centered around how the industry was going to cope with a rapid massive expansion in the demand for air travel, whilst tipping its hat to the ecological needs of our environment. The message was clear; ‘London business first and foremost’.

The statistics from the panel stacked up as follows:

• Global population growth is going to go from its current 6 billion people to 8.9 billion by 2050.
• Global consumers will increase from around 1.5 billion people to a forecast 5 billion during this time.
• Emissions from the aviation industry will continue to rise for the next ten years at least.
• Jet engines will become 1.5% more efficient at burning fuel per year.
• Bigger aeroplanes and a 3rd runway at Heathrow will increase the throughput of people leading to efficiencies in fuel used per customer unit.
• Other technologies, such as biofuel may help reduce emissions.
• The industry has a target to reduce emissions by 50% in about 40 years time.

Really, none of these statements and statistics from the industry adds up to a reduction in carbon emissions or a real investigation into the economics of sustainability for the industry’s future. A cursory glance without doing any mathematics suggests that the airline industry will increase its pollution into the environment driven by its growth and has very little chance of effecting the targeted 50% reduction at any time.

Let’s Talk Economics:

Our current economic model is based on growth as its primary driver towards a greater state of stability and prosperity. It is considered blasphemy in political and business circles to suggest that growth does not lead to prosperity. The concept was founded in a time when the planet was less populous and an understanding of resource limitations and consumerism was barely understood. It is now fairly consensual that continual growth has limits and that we are at that point now. Oil for jet fuel will soon become very expensive and replacing it with bio-fuel is not a viable option if we look at the global resource situation as a whole. In order to grow bio-fuel, farmland normally allocated for food production will have to be used, and with a growing population, presumably all wanting to fly somewhere, there will be competition for fertile land. Remember, we’re reducing our fertile arable land at the moment through deforestation, topsoil erosion and desertification. This along with an over use of ground water will mean bio-fuels will be grown at the expense of food.

Growth economics has proved itself time and again not to provide prosperity if we understand this to mean subjective well-being or happiness.

Factors influencing subjective wellbeing

• 47% Partner / Spouse and family relationships
• 24% Health
• 8% A nice place to live
• 7% Money and financial situation
• 6% Religious and spiritual life
• 5% Community and friends
• 2% Work fulfillment
• 1% Other

Growth economics also presents society with unstable global economies leading to regular boom-bust cycles. Our recent financial crisis is an example in point, caused by runaway growth activity, which caused an unsustainable activity bubble.

Whole system economics, or as EF Schumacher called it, “Buddhist Economics” may be the answer. I doubt that anyone is seriously suggesting that we return to an agrarian way of life, but certainly doing much less of the things that destroy our only ecological home may be a good alternative.

The list of statistics presented by the BAA, BA and London Mayors office panelists did not show any reduction in the use of carbon fuels, but within the next 40 years they may be forced to by fuel shortages.

My suggestions to BAA, BA and the London Mayors Office are as follows:

Look at the prosperity of their businesses and that of London as a whole, not in terms of traditional GDP, but as subjective wellbeing and devise their business strategies to suit people rather than growth figures.

• Look at modeling a profitable and sustainable business on being a transport company rather than flying aeroplanes.
• What would a smaller Heathrow be like?
• What would happen if London lost its place as a major world capital but gave its population a better standard of living?

Thousands die in the capital each year due to carbon emissions. Reducing this number should surely become a priority!

• Analyse the diminishing marginal returns (DMR) on flying based on subjective data as well as objective. Fuel and material costs are relevant issues, but so is a change in public perception about flying and airports.
• It was mentioned that the people of Putney, West London don’t trust BAA as they are on the flight path to Heathrow. Is this because the airport isn’t working for them? What does that mean for DMR over 10 years? Notice food stickers that say, “We don’t air freight food”. Are people’s perceptions changing?

My hope is that the panellists actively participate in modeling ‘doing less’ rather than ‘exploiting more’ or they may get a nasty shock as the world changes.

Norton Rose Study: The Search for Growth (+ some market assessment nuggets)

The Communications, Media and Technology Practice of London-based law firm Norton Rose Group today released a study called The Search for Growth that provides a good “heads up” for market assessment and market entry strategy — areas that we work in and are interested in.

We attended this introduction to hear the gleaned insights from 4 Norton Rose partners as well as from 4 outside panelists — Scott Richardson-Brown, Corporate Finance and Investor Relations Director, CSR Plc; Ian Stoodley, Intel Capital EMEA, Patrick Ugeux, VP Corporate Development, Chellomedia (a Liberty Media company); and Jeppe Zink, Amadeus Capital Partners. The Search for Growth study was based on in-person interviews with key personnel at 40 global TMT firms with collective revenue in excess of £100 billion and very dispersed globally. Some highlights:

Sources of Growth
BIC not BRIC was a key takeaway. “The interviewees overwhelmingly felt that Russia would offer little opportunity for revenue growth over 2- and 5-year time periods.” Jeppe Zink did think that Russia was attractive for start-ups given the technologies emanating from there. As you would expect the rest of BRIC is viewed as a huge opportunity. Some other possible surprises were: 1) that Eastern Europe recovery was taking longer than expected; 2) as a converse to overall Russia lack of attractiveness but start-up favourable was China being very attractive in general but unfavourable for start-ups; and 3) the general view that Japan isn’t attractive, meaning these companies don’t see the recovery from Japanese malaise and it’s a difficult market to deal with.

Opportunities and Risks of New Markets
Keeping an eye on corruption and business ethics was another key takeaway. The Norton Rose team emphasized that the Bribery Act that will come into force in April 2011 “marks a new era in the international community’s commitment to eradicate corruption.” Its teeth are far sharper than FCPA. Patrick Uguex gave an example by highlighting some of the things that one needs to look out for in media. Piracy and the basic rule of law are obvious risks to factor in, but one they kept a close eye on was “underreporting of subscriptions”. If someone says that you will get 1 million subscriptions in a market. you need to assume that it will take 1.6 million gross subscriptions to achieve 1 million net, as a certain percentage of actual ones aren’t reported to the western owner.

The chart below shows the overall view of new market entry risk in TMT:

A good summary of the situation was made in reference to regulatory barriers: “Many countries, particularly in developing countries, have shiny ‘state of the art’ legislative documents, but what matters is how they are applied in reality.

Current Sentiment Regarding Market Entry Opportunities
Finally, as relates to what we do in helping clients assess these types of markets and opportunities, there was a panel discussion of whether opportunities are looking as good at the end of 2010 as they appeared to be earlier in the year. The short answer is no. One panelist said, “The recent negative sentiment is being driven by reduced demand coming from end consumers.”

While this study focused on the TMT sector, the rules and learnings seem applicable to most other sectors as well. They point out how we need to really assess markets to see what is attractive and what isn’t. Here we learn that Russia may not be for everyone. And we realise that we need to keep our eyes open to what market entry hurdles might be relevant to our particular product and/or service. Subscription reporting was the example cited here. What is it for your sector? This is the type of work that a small (but not too small) firm like Faculty Partnership is good at helping you with. Please contact us if you would like to discuss issues like this, or visit www.facultypartnership.com. Thanks to Norton Rose for sharing their insights.

The Entrepreneurship Report – What it means for a social enterprise

Today the London Chamber of Commerce and Industry and law firm Mishcon de Reya released The Entrepreneurship Report detailing five recommendations for helping entrepreneurs do their part in getting jobs back that have been lost in recent years. One of them concerned partnerships and relates to what we do as a social enterprise, but let me first summarise a few points made at today’s introduction.

Luke Johnson, Chairman of Risk Capital Partners Ltd. and serial entrepreneur, gave an overview and made a few key points. First he said the tough times have made entrepreneurs leaner and meaner and ready to do even better as times get better. He gave the example of Moonpig.com, a greeting card company that has prospered while times were tough and now does £30 million, with £11 million in profit. When you think of it, this is a natural. Rather than buy individual cards in the store at £2 or so apiece, why not buy an online annual subscription and then pay nothing for each card. I’m a believer, having used bluemountain.com for 6-7 years for just that purpose. (good for last minute and belated wishes as well!). He also cited his own experience with Pizza Express where they expanded 10 times in 8 years from a fairly dire base in 1992. Had he not bought then, however, the business would have been unaffordable. From adversity comes hope and success.

Other points he made were as you might expect regarding the need for less regulation particularly for companies with under 100 employees and the need for new banks to be formed that actually work with small business. The current competitive set doesn’t exactly work for the entrepreneur. He was also not worked up about higher capital gains tax rates and corporate taxation, saying times have been worse and the UK is competitive on a worldwide basis. He said this goes to the entrepreneur’s desire first and foremost to build businesses, with money and jobs being byproducts of this building culture.

Back to the recommendations and how they relate to what we do as a social enterprise. They are:
1) Certainty on tax and legal systems in order to plan for the long term – it seemed they were happy with what has been done recently
2) New creative ways of providing finance. Statistics seemed to show bank lending isn’t the predominant form of finance, and they are looking for simple and effective alternatives. Mr. Johnson’s suggestion was for new entities to be formed.
3) Streamlined information to help SMEs throughout their growth lifecycle, not just as start-up.
4) Matching up the right kinds of people and businesses to develop the appropriate synergies
5) Government-developed partnerships that match other businesses who can help deploy funding and programmes with entrepreneurs who need that assistance.

Numbers 4 and 5 are relevant to us as a social enterprise. We do paid consulting work, sometimes with entrepreneurs as described above or with non-profits, and from that we hope to reinvest back into some of those promising opportunities, particularly social enterprises, in order to move their businesses forward. Thus we hope that the recommendations in this report get a good hearing and help us all towards the goal of creating more jobs in the UK and accelerating economic growth.

London Barclays Cycle Scheme is a Social Enterprise

I am on a nighttime jog along the Thames. London Tube Strike today (what else is new!). My son jokes that they should make a special announcement when they are running. But what I also notice is the number of Barclays bikes on the move. It isn’t just today – a strike day – but every day now. The Guardian reported that the millionth ride was taken recently after only 10 weeks of operation. Most rides are less than 30 minutes and thus free for use, but that is besides the point.

What we have here is a social enterprise, combining a private enterprise that is helping build something with longer-term social and environmental value while supporting its own mission, which is the growth of a retail and investment banking business. It seems entirely right that, for Barclay’s supposed £25 million investment to get the scheme going, there should be bikes emblazoned with the Barclays logo and that baby-bluish colour. Dare I say it, maybe they are the “must-have” accessory of the season.

Seriously speaking, the London Cycle Scheme is a really good social enterprise, and should be a model for other types of initiatives like these. Our company, Faculty Partnership, is also a social enterprise, and we hope to be able to make investments in activities that achieve similarly positive social and environmental outcomes.

Is it time for an airline industry salary cap?

Sports leagues have them.  Actually so too do investment banks.  Typically the former try to keep players salaries in the neighbourhood of 50%-55% of total team revenues while investment banks tend to do the same for employee compensation.  Is it time for the airline industry to consider the same?

I was reading the following article by Jad Mouawad in the New York Times Airline jobs look poised for a comeback. It talks about how industry profitability is expected to be $8.9 billion in 2010. That’s quite a change from the $60 billion lost over the past decade. Meanwhile, the number of airline employees has declined from a peak of 577,000 in 2001 to about 380,000 today. Airline employees are naturally wondering if they should share in some of the bounty now that better times are here.

What should airlines and employees do in this situation? It occurred to me that a salary cap might be an eminently sensible solution. Let’s look at a few facts. I’ve included two charts here, one on the general profitability trends over the years (the data is a bit old but the recent trend is to repeat the ongoing one) and one on the change in total wages in the 2000-2009 period.

Airline Industry Profit Trends


Airline Industry Wage Trends (source: airlinefinancials.com
If one thing stands out here, it is volatility. Basically it is impossible to predict what will happen over the next decade. So why not peg wage costs to what overall profitability will be. This is different than sports leagues and investment banks, where the peg is based on revenues. But profits are what count here.

This “revenue share” could come in the form of a dividend payment at the end of each year. A certain percentage over the salary base goes to employees and a certain percentage goes to shareholders. The entire work force could be included, top management as well. Yes, compensation becomes a bit more volatile but hasn’t it already been incredibly unstable over the past decade?

I’d suggest something like this might bring a bit more steadiness to the industry since labor costs are one of the key industry cost drivers. Something to think about, isn’t it?

Ted Leavitt

“Exercise Daily, Eat Healthily, Die Anyway”

My blog title is a Chinese proverb quoted by Amanda Waring (guest speakers) Actress, Writer and Film Director, in her address to the NHS Improving Dementia Care Conference on the new agenda of the UK coalition government, October 26th, 2010.

The context was to highlight that we are all going to die so let’s make sure that we plan for the later years in life so that those years are happier and more fulfilling, particularly for those people that have dementia and those people caring for them.

The conference was charged with emotion and so should it be. Dementia is a challenging and often frightening illness that will impact on most of us in our lives, either as someone that has dementia or as a carer for someone that has dementia. A sobering statistic quoted was the 75% of people in care homes are likely to have dementia.

So what is the new agenda and strategy?

The top line message that I took away is that “we are all in this together”. Well that sounds rather familiar doesn’t it? But was does it actually mean? In the context of dementia care it seemed to mean that we the citizens are going to have to battle for better services – nothing new here either then! But we were assured that we will not be alone in our battle because the government has made a commitment to prioritise health and social care budgets and older peoples’ health. However the services need to be cost effective so innovation and change is desperately needed, along side education on what dementia is and how to manage dementia care. That is education for everyone, but particularly all health professionals.

In the words of Paul Burstow MP, Minister of State for Care Service, “the first and last principle is dignity”. How will this be achieved? By protecting Health and Social Care budgets but also by spending money well. There is a need for innovation focusing on outcomes and a new outcomes framework is due to be published. There will also be money for research programmes.

The challenge for the professionals is to better join up health and social care services and local authorities are seen as having a major role to play on this. The new Health and Wellbeing Boards and local practitioners’ forums were cited as mechanisms for this.

The message that came through time and again was that a whole system approach is needed. Carers must be better involved, consulted and empowered. At the crux of the health agenda, and dementia is no different, is the policy aim that people are enabled to remain in their own homes for as long as possible and as long as they want to. This of course means that domiciliary care and supported housing are important parts of service provision.

Martin Green, Chief Executive of the English Community Care Association stressed the need for good quality care which he said is about strong leadership, good management and outcome focused training and development. The buzz word is ‘co-production’ to achieve a matrix of support that is ‘person centred’.

Concern was raised about the diagnostic gap. Only will the national strategy be successful if it is implemented on the ground, straddling public and private sectors, involving the voluntary sector, users and carers as champions at the local level.

How does GP commissioning fit into the picture?

Elizabeth Sargeant of the Hart Health Care GP Commissioning Consortium felt peer pressure could be critical and highlighted the need for GPs to be better linked into the community and for example to care homes. Unmet need and late diagnostics are driving up costs because people end up in acute care, when that could have been avoided which is clearly better for all. More sign posting of services and more pro-active case management is needed. GPs see those people that come through the door, but are they the people that really need to be seen? GPs were likened to ‘small corner shops’ when they need to be more like corporates.

One of the big issues for GPs is to reduce the use of inappropriate medicine such as anti-psychotic drugs. There is a one year target to reduce these by two thirds, by November 2011.

What is the conclusion in all this?

There is a lot of work to be done! The target is improved quality of care within a reformed system that has better evidence and gives people a voice and a choice. Citizens are going to have to drive the change (nothing new here then) but there is an opportunity to do so. The whole system must own the dementia issue.

It seems to me that in taking a patient centred, whole system approach, the first line of enquiry must be to look again at the context for delivering care. That is the context for the user, taking on board how people live their lives today which is radically different from even twenty years ago. We need to review the role that new channels of communication and technology can play, reconsider the dynamic between the patient and the healthcare professionals and empower people to take more control. This might be through supporting self assessment, diagnostic techniques.

And there is also a message somewhere is all this, about removing our heads from the sand and looking at how we do better as individuals, families and a society, in planning and preparing for our old age, before we become incapacitated and unable to plan for ourselves.

For more information on dementia and the UK National Strategy go to http://www.dementia.dh.gov.uk