Video Production Business Tips – Surviving Economic Downturns and Thriving in the Upswings

When business is slow, people often blame it on “the economy.” When I was younger, I used to think this was a load of crap. How can “the economy” be directly responsible for why my clients aren’t hiring us for more video projects?

How can “the economy” be responsible for ME losing contract opportunities? Well, after years of fighting tooth and nail to have a successful video production business, I can tell you that even though I still don’t understand exactly how it works, the state of “the economy” definitely impacts my business.

In this article, I’ll attempt to give you a quick lesson on how, why, and what you can do to weather the storms.

I had an interesting conversation with a client about how the high price of oil impacts his business. He owns a multi-million dollar plastics manufacturing company (I mean MULTI-MILLION dollar business!)

This guy is big time and I’m doing everything I can to quickly learn how to replicate his success. The odds are good that I won’t reach that level with my video production business, but perhaps the collective efforts of all my business endeavors will resemble an inkling of what he has accomplished some day.

In a moment of ignorance, I asked him why the price of oil was making such a difference to his profit margins and he proceeded to instruct me in Business Economics 101. He mass produces products like medical waste trash bags, bags designed to keep frozen foods fresh for so many weeks/months, the liners of helium balloons, etc. which are made from plastic raw materials. These plastic raw materials are derived from oil.

Since oil is a lot more expensive these days, his raw materials cost a lot more which means that in order to maintain profit margins, he has to raise prices. Well, this isn’t fairing well because he has been successful due to his reputation of being the best quality at the lowest price.

Now that he is having to raise his prices, he is merely the best quality at an average price. Part of his frustration is that his competitors aren’t raising their prices to protect their margins. Instead, they are consciously losing money by keeping their prices the same.

So, as of right now, he can either join his competitors by not raising his prices and lose money or he can raise his prices to protect his profit margins but get less volume.

At this point in the conversation, I realized that I was running late for another meeting so we broke it off and I hauled tail out of there. Regardless of what he decides, I’m sure it will be a decision that continues to make him wealthier down the road. He didn’t get where he is by not understanding how to maneuver through good and bad economies.

So, how does the example I gave above regarding economic downturn impact us as videographers?

It’s pretty simple. Let’s say that this plastics manufacturer was a client of yours. If the high price of oil is leading him to raise prices which results in less sales volume, then it’s safe to assume that he will tighten up the purse strings when it comes to the “nice to have” services (videos, websites, breakfast in the middle of the Serengeti with 50 armed guards to keep the animals away… true story) and will only spend money on the “must have” services (raw materials, paper, pens, maintenance on his machines, etc.)

If he is a customer that does repeat business with you but hasn’t called in a while, this is most likely the reason. Or, if you submitted a proposal a few weeks/months ago and he hasn’t responded, this again could be the problem.

You have to keep in mind that when a business owner (or decision maker) is in survival mode, they aren’t thinking about anything else but how to get through this economic downturn. They know that if they can just get through the storm, great things will be on the other side when the economy bounces back.

As a service provider, YOU MUST RESPECT THIS! To not will result in extreme frustration for both you and the client/prospect. Plus, your client/prospect is giving you signs that the economic downturn is coming your way as well. If high oil prices impacts your clients’ profit, they won’t have extra money to spend on your services, which, you guessed it, means that you too will soon face a crisis.

So now that you’ve “seen on the news that the hurricane is coming,” what do you do?

You start boarding up your house and potentially think about leaving town.

I’m not suggesting you leave town but you should definitely start thinking about how you will weather the economic storm that will soon hit you like a ton of bricks.

What are your options?

My experience has been that when a client/prospect is facing a cash shortage due to an economic downturn, there isn’t any type of incentive that will result in them signing a video production contract.

They “freeze” their spending on anything that isn’t directly related to the operations of their business. So, you will feel like a hamster spinning the wheel without getting anywhere if you attempt to find a way to get your client/prospect to move forward with a project during this time. Embrace this fact and start collecting nuts… it’s going to be a long winter!

When your clients/prospects stop purchasing the “nice to haves” and only focus on the “must haves,” YOU MUST FOLLOW SUIT IMMEDIATELY! Put off the software upgrade or the expensive trip to the big industry conference you love to attend each year.

This is also the time to put off personal vacations and the kitchen renovation. If you don’t preserve your cash, you will be caught in the worst part of the storm without a lot of options for survival.

When the economy is bad, banks don’t like to lend money to people who actually need it and since you will be going to them because you are out of cash, they won’t consider you a good risk. It’s a messed up system but learning to embrace it will result in a healthier life and a more successful video production business.

It will be difficult to do this in the middle of a bad economy but a few ways you can help to off-set some of the impact include:

1. Focus your marketing efforts on industries that aren’t impacted as heavily when the economy is experiencing a downturn.

Some of these industries include health care (people are going to be sick no matter what the economy is doing), higher education (people go to college no matter what the economy is doing), local/state/federal government (the only entities that seem to not be impacted at all by the economy), and church ministries (the larger churches I work with seem to always have cash tucked away no matter what’s going on the business world).

These industries won’t necessarily thrive in a bad economy but they fare better than most which means you won’t be bone dry when the usual corporate clients close their checkbooks.

2. Find ways to improve your cash flow when the economy is good.

This is when banks will loan money or refinance loans for ANYONE! Use this to your advantage to reduce your monthly payments on equipment, vehicles, etc. And remember not to take on any unnecessary expenses that will either eat a large portion of your cash or will tie you in to monthly payments. You’ll need the cash when the economy gets bad and you won’t want extra monthly payments when your revenue drops.

3. Make hay while the sun is shining!

I know this is a cliche and one I’ve used in other articles, but, it’s true in this case as well. When the economy is great and people are buying things left and right, you MUST SELL LIKE THERE IS NO TOMORROW!

I’m serious. Spend all day marketing/selling and produce the videos at night or on weekends. Or, relax your client’s delivery expectations when possible so you can spend more time selling when everyone is buying.

4. Then, when you have a stack of cash and are trying to figure out how you want to spend it… REMEMBER… another storm will be coming soon!

Always has and always will. You can’t deny it. To do so will spell disaster for your video production business.

In conclusion, the economy is a force that is much stronger than you, me and even the largest businesses in the world. In order to make it through the downturns, you must do everything you can to prepare for them when the economy is strong.

Sell more, spend less and make smart financial decisions when it comes to refinancing your long-term and short-term loans. Eventually, the positive things you do in great economies will outrun the worst that bad economies can dish out. This is when your video production business gets stronger and you start to experience true wealth.

As for my client, his personal wealth is already far greater than the value of his multi-million dollar business. So, in reality, it doesn’t matter what happens during this particular economic downturn.

In the worst possible case, his business shuts down for a few months (with all employees continuing to receive paychecks) while he goes on a few lavish vacations. Then, when the economy bounces back, he turns the lights back on and they go back to being the best-quality/lowest price provider of plastics products that will continue to make him millions of dollars each year.

Wouldn’t we all like a piece of that action?

The Video Production Business – A Formula For Operational Success

It’s easy to get overwhelmed with all the responsibilities we have as video production business entrepreneurs. In order to have projects to work on, you have to spend time selling your services.

To have prospects to sell to, you have to spend time marketing your video business. To have the money to make sure you, your employees and all your business bills get paid, you have to spend time in collections making sure that your clients are paying on time.

To have profit to share with yourself and business partners, you have to make sure that everything above is working together in a harmonious fashion and if they aren’t, you must adjust accordingly.

Here’s my business list of priorities:

1. SALES – In order to keep the doors open, I must generate sales. This is why sales is the first part of the business that gets my attention in the morning and is the last thing I think about at the end of the day.

Without sales, we have no projects to work on, which mean we have no money. So, on the days or in the weeks where I have a lot of sales activity, nothing else gets a lot of attention. If I have a project that is due the same week as heavy sales activity, I know it’s going to be a week of extremely long days without a lot of sleep because I’ll have to handle project responsibilities after hours.

The down side is that I’m exhausted at the end of several weeks/months of pulling double shifts. The upside is that if I’m extremely busy in sales and equally busy in production, it means that my business is making a lot of money.

2. PRODUCTION – After the sales activities are taken care of, I focus 100% of my energy on the next priority – Production. My focus is only on clearing the shelf as fast as I can so that there’s room for the next round of sales activity. I have found that an empty shelf will replenish itself faster and with higher paying work than a shelf that is always half full.

Plus, a video production project that has had 100% of your attention for a week will ALWAYS be higher quality than a video project that you have given 25% of your attention for 4 weeks. (Better quality = Happier clients = More sales!)

3. MARKETING – If there aren’t any sales opportunities and zero projects to work on, it’s time to allocate time and energy to marketing. This is my least favorite activity because it usually means that business is slow and I have to spend time rubbing elbows with people I have nothing in common with at meetings I don’t want to attend.

Marketing is absolutely necessary to have a growing, successful video production business. The best marketing you can do is to give each client the best product and experience you can so put all your energy and effort into the production process and the client relationship when it’s “go” time.

Think of your sales as an ocean’s tide. It comes and it goes except that your business doesn’t have the universal forces of gravity and the moon to push and pull your tide (sales)

4. ACCOUNTING – This is the easiest category for me because I don’t do it. My wife Christy (who is also our CFO) handles all of this for us and does a fantastic job. My specialty is to make the money (sales, production, marketing). Her specialty is to keep the money (accounting, financial projections, cash flow management, etc.)

Christy provides me with accurate financial data for all areas of our business once per week and we discuss them over a glass of wine in our kitchen at home. By the time the wine bottle is put back in the fridge, this very important aspect of running our business is taken care of.

5. EVERYTHING ELSE – In my opinion, the “everything else” category gets smaller and smaller the longer you run a video production business. This is mainly because you eventually figure out the formula of success that works for your business and you stick to it.

This category includes taking time to think about expansion into new markets or researching the latest camera configuration for the hood of your car that you might use in a video production 2 years from now.

Simply put, the “everything else” category of tasks, for me, has turned into the “what I’m going to hire someone else to do” category. I’m happier because I eliminate time wasting tasks that don’t directly impact the revenue generating activities for the business and I get to spend more time with my wife and children.

The process of creating an innovative product business plan can be quite daunting. This is mainly due to the enormous process one has to undertake, coupled with the tough competition you have to go through once you release your product into the market. In order for you to be successful, you are required to carry out some extensive research, which will enable you to better understand your products competition and value to the customer. Other than the afore mentioned factors, it is also important for you to clearly set out your objectives and actions.

There are a number of tips for creating an innovative product business plan and they include:

– Creating a tactical plan

You are required to clearly formulate and to write down your expected profit and loss numbers. This is what makes up the first step of any tactical business plan. One of the main benefits of coming up with a good product business plan includes the fact that it allows you to be aware of your total start-up costs, as well as your marketing strategy. Failure to come up with the estimated figures will hinder you from working as effectively as possible, thereby preventing you from achieving your set goals in a timely manner.

– Doing Extensive research

Before you decide to introduce any product into the market, it is important for you to carry out some extensive research in that products niche. From the research carried out, you will become fully aware of the products viability within a targeted market. Carefully look through the demographics in order to select the right product for your business. Pay close attention to those products which fit into what your talents, education, and interests have been up to this time. Is there a product which you have been wanting to see on the market, that could be of value to the masses, but which has so far not been manufactured? Is this product something which you could design and bring to fruition? Will it have value, and yet be a bargain so that many will be able to afford to purchase it? If possible, choose a consumable product, one which is used in day to day life, and which will be purchased repeatedly within weeks or months of the original purchase. It was the great American industrialist, John Paul Getty, who stressed the importance of finding, then marketing, products which are continually consumed and replaced.

– Undergoing adequate training

This is one of the most important tips for creating an innovative product business plan. The reason being that by receiving adequate training from distinguished experts, you will be able to come up with a good business plan that is completely free from any miscalculations. You can also hire a business consultant who will be able to share with you effective tips for creating an innovative product business plan. As long as you know that it takes time, work, and especially tenacity to bring a new product into the market place, then you can have the success you have been looking for. Often times it takes some trial and error and failure, but with a good foundation of planning, research, innovation, and training the future rewards will be worth it.

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