Ratios for Success

1
Ratios for Success

• Lifelong Learning 2008Presented by Phil Whatley

2
LERN Financial Format Ideal Percentages
____ 100____ 10-15____ 45-50____ 60__
__ 40____ 35____ 5
3
Conferences Ideal Percentages
____ 100____ 10-15____ 35-40____ 50__
__ 50
4
Seminars Ideal Percentages
____ 100____ 20-30____ 40-50____ 70__
__ 30
5
Contract Programs Ideal Percentages
____ 100____ 0-5____ 35-40____ 45-50_
___ 55-60
6
CPE/Certificate Ideal Percentages
____ 100____ 10-15____ 35-40____ 50__
__ 50
7
Operating Margin Examples
Course A Course B 500 500 250 400 250
100 50 20 40 40 10 -20
8
Key Formulas
Average Participants per Course/Event
1
Registrations Courses/Events

• Average Course/Event Fee

2
Income Registrations
9
Course/Event Cancellation Rate
3
Cancelled Courses/Events Courses/Events
Offered

• BrochureParticipant Ratio

4a
Brochures Distributed Registrations
4b
Response Rate
Registrations Brochures Distributed
9
10
Example

• Income Generated 50,000
• Registrations Generated 1,000
• Courses/Events Offered 125
• Cancelled Courses/Events 25
• Brochures Distributed 50,000
• 1 _______ 4a _____
• 2 _______ 4b _____
• 3 _______

11
Course/Event Cancellation Rates

• of Acceptable
• Courses/Events Cancellation Cancelled
• Offered Rate of Total
• Old
• Courses/Events 70 - 90 0 - 13 0 - 12
• New
• Courses/Events 30 - 10 50 - 30 15 - 30
• Total 100 --- 15
• Cancellation Rate for Seminars Conferences 0

12
Budgeting Income/Enrollments for Courses/Events
1
Income Needed Average Course/Event Fee
Registrations Needed
Example 10,000 25 400
13
2
Registrations Average Participants per
Course/Event Courses/Events Run
Example 400 15 27
14
3
Courses/Events Run 100 - Cancellation
Rate Courses/Events Offered
Example 27 (100-20 ) 80 33
15
4
Registrations x Brochure  Participant
Ratio Brochures Needed
Example 400 x 501 20,000
16
Planning Example

• Average Participants per Course/Event 40
• Average Course/Event Fee 250
• Course/Event Cancellation Rate 10
• BrochureParticipant Ratio
  401
• Budgeted Income 500,000
• Number of Courses/Events _____
• Number of Brochures _____

17
Knowyour ratios!