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.

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.

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

Symbiotic strategic thinking – combining aquaculture and hydroponics

New businesses often come from simple ideas, and after the fact we wonder why we didn’t think of that earlier. the 28 September International Herald Tribune has an excellent example of this in Fish Farms, with a Side of Greens.

It explains how aquaculture and hydroponics can combine to make more than 1+1=2. As they explain, “Aquaponics — a combination of aquaculture, or fish cultivation, and hydroponics, or water-based planting — utilizes a symbiotic relationship between fish and plants. Fish waste provides nutrients for the plants, which in turn filter the water in which the fish live. Cuttings from plant are composted to create food for worms, which provide food for the fish, completing the cycle.”

This caught my eye because it shows incredibly simple solutions that are ingenius. This one is especially valuable because of the scarcity of water in many countries. I guess the analogy is the sea reef but with the added benefit that the “reef” (the vegetables/greens growing on the surface) as well as the fish can easily be converted into food.

We must ask ourselves how many times in business we have identified the aquaculture solution or the hydroponics answer, but not the interdependency/benefit of the two together. At Faculty Partnership we try to use what we call generative thinking to test out all ideas and think of other ones that we can’t think of ourselves. It means having a range of people with different ideas and interests thinking together and using some techniques to get folks thinking laterally and vertically.

Hopefully the results from work on more basic issues can gain inspiration from what is occurring here with aquaponics.

(Lack of) Intelligent strategic thinking – the cinema industry

The New York Times columnist Brooks Barnes wrote an article on 27 September about how cinemas were battling studios about earlier home access to movies. The crux of the argument is that studios want to have earlier video on demand where they make 80% of the revenue instead of giving the majority of early revenue to the distributors, aka, movie theatres.

This is just the latest example in the movie industry’s “winner-take-all” economic model where in fact most lose. Studios always see loss of income from declining CD sales, illegal internet downloading an so forth while cinemas (the distributor) often chafes under what they see as an unfair revenue sharing arrangement (they make most of their money from concessions and premium offers). Consumers meanwhile see more and more of their money being spent on entertainment and have for quite some time added in their own internet distribution in order to make their entertainment money last further.

So the answer they are proposing to come up with is early release that one can see as video-on-demand at a very premium price (the number quoted was $24.99). One has to ask whether that is really value for money and a good overall strategy. Will consumers feel they get their money’s worth. Will cinemas feel left out when they lose the custom of these early VIP downloaders. In fact, they are not figuring out how to make the buy bigger for the longer term, but how they can keep more for themselves.

They need some more enlightened thinking, and what the music industry has done is a step in the right direction. Faced with the same issues, groups have gone to making money on tours and selling VIP packages that folks really value. Because the revenue is shifting from studios to live venues, industry players are shifting to this end of the business, i.e., Live Nation and Ticketmaster. And groups are releasing albums of live shows, much like Deadheads did for the Grateful Dead.

In other words, one industry has old ideas and static thinking while the other is evolving into something that can compete under a new paradigm. In other words, they are doing intelligent strategic thinking.

What is intelligent strategic thinking in the train industry?

There was an interesting article in the Sunday Times titled “Make trains run like the budget airlines”. What to do about trains in Britain. The think tank Policy Exchange offers an 8-point plan for fixing trains here. There is reference to research that shows UK trains are 40% less efficient than those in Germany, Belgium and Ireland. An immediate thought – what must that data have been like 10 years ago?

One of the major themes of this piece is the need for trains to pay for themselves with no subsidy. In the UK there still are subsidies paid to train operators in order to keep trains affordable. But those of us in England all know people who have £2,500-£4,000 annual passes to get to and from work each day.

This is where I say the strategist needs to step back and ask a preliminary question before having a prescription for remedy. And that is, “What is a public good and what isn’t, and if it is a public good, how much should we contribute to it?” Commuter trains wouldn’t exist if governments didn’t build them. That’s a fact. The US is a good reference point for what happens with no subsidy.

So the strategic challenge is to construct a glide path to the lowest possible subsidy possible. Zero subsidy is only reasonable if it is affordable for people to continue to use trains — because the citizens of England have already decided that trains are a good thing and we don’t want to force people off them. Having figured that out, many of the conclusions that Policy Exchange develops make a lot of sense. For instance, making localities where stations are very infrequently used kick in some money to support continued service; an information exchange for potential franchise owners on which to gather information for their bids; and alternative configurations of operators and track maintainers all seem good recommendations. There are other good ones as well.

My takeaways from this rumination. First, as Policy Exchange recommends, people should always be experimenting with new things to see if they work better. Rail would certainly benefit from further experimentation. And second, developing strategy sometimes involves peeling back multiple layers to uncover the best path forward. For more information on how Faculty Partnership approaches this issue, please visit Intelligent Strategic Thinking.

Ski industry example of competitive discontinuity

I was jogging last week contemplating the autumnal beauty of Richmond Park, London when my mind somehow stepped forward to winter and skiing. Maybe I was looking forward to some ski escape. But I digress. Actually I was thinking a bit further for competitive discontinuity examples and thought skiing made a perfect one.

The situation 10-15 years ago was as follows: the ski equipment industry was probably getting reasonably excited about the trends in equipment development. Parabolic skis were coming into their own, and if you were in the lift lines, it was easy to tell old from new. The major external threat was probably boarding and the question of growth versus cannibalization and share of total “alpine” usage. The M&A teams of large ski equipment companies and investment bankers probably looked at ski equipment rental opportunities and thought, “Dispersed, asset intensive, mom and pop, etc. etc.” We will pass on owning any of that.

Thus people happily drove or flew to ski destinations and brought their own equipment. Those of us who were infrequent skiers rented equipment at the mountain. Few of us saw the competitive discontinuity of recent years, which has been the advent of “special equipment” baggage fees imposed by many airlines (not all, but probably most now). I laugh and cry every time I take a golf trip on EasyJet or Ryanair, and the cost of transporting the golf clubs is alwaysthe most expensive part of the ticket. It’s about £40-£50 return to ship “special equipment”.

Because skis are much longer and don’t just fit in the car trunk/boot, the dynamics of that market are slightly different. Why not rent the skis locally vs. bring the ones I purchased when the alternative is the high cost of airplane transportation. I can rent them by the lifts, change them every day if I really wanted to (I don’t) taking powder skis on powder days and adjusting my parabolic ski choice if I don’t like what I originally rented; and finally leaving them by the slopes when finished for the day. How convenient. This probably costs $25/day – a bit of a luxury but bearable.

Consumers are now buying less ski equipment than they typically would have in the past (adjusting for technology) and the value is shifting to a) ski rental companies and b) airlines. This was a tricky one to foresee given that the shifts came in a two industries, but it shows how you’ve got to challenge the conventional wisdom to anticipate these types of discontinuities.

One wonders if there isn’t another discontinuity out there that manufacturers could initiate in order to re-establish their direct link with the consumer.

Go to our website for another view on competitive discontinuity. Competitive Discontinuity: Anticipating and Acting