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The multi-year analysis calculator was created as a result of an experience in working with a business owner. Over a period of several years, the sales and profit of the business had increased. As they should be, the owner was very proud of their efforts. However, when we took a look at how that growth had occurred there were several points that stood out. The first was that the gross margin had wavered over the years and in the most profitable year they did not have their best gross margin. When we looked at the groups of operating expenses, advertising, occupancy and payroll, as well as operating expenses overall, we saw there were fluctuations. With the fluctuation in advertising expense as a percentage of sales, you could see that an advertising budget was not utilized. You could see with payroll as the sales increased and decreased over the same four years, that with the addition of a new employee as sales increased, there were not fewer employees in the years with lesser sales. Overall the owner was pleased with their efforts. However, if controls of margins and expenses, the net profit would have been 1.5 times what it actually was in the best year. This calculator helps you to detect those patterns.
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MARCH 2026
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With over 25 years of frontline experience Tom Shay is America's leading Small Business Management Expert. He's a "Must Have" for your next event.
Small Business
Every time I see the logo for Target stores, I think about small businesses and the need to know which people to target as their customers. Of course, of most importance is the person who has spent any money with your business.
I ask businesses if they know how much the average person spends with their business. Most offer a quick response with a dollar amount. That answer is incorrect as they are telling me what the average existing customer is spending. The average person in any community spends no money with that small business.
Looking for new customers without any plan of how to do so is just spending money. That is why every small business needs to know how to find and use information. Find ideas in the March Small Business Advisory.
Small Business
Employee retention; is it important? Or is it easier to lose an employee and wait for the next applicant to walk in the door? The Small Business News for March shares some statistics of the expense you incur when you make the change instead of working to retain a current employee.
It is baseball season and we use the sport as an explanation of the cost of growing your business. In Boston's Fenway Park, left field has a wall that is know as the green monster.
And that is what growing your business is - a monster! You can't successfully grow your business without a plan and knowing you will have the cash on hand to pay for the growth.
Are you selling something or persuading the customer? With your employees are you repeatedly telling that employee or are you persuading them to excel?
Influence: The Psychology of Persuasion by Robert Ciaidini is our suggested book for March 2026. Most definitely an appropriate read.
All this plus the Internet Tool for Your Business and a staff incentive idea for your business.
