Vom Gründer zum Investor: Sportturniere skalieren

0:00I run 5v5 soccer. Okay. Uh, we run soccer tournaments all over the country. Um I'm kind of in a unique situation. I feel like I I hired an operator very first. >> What's revenue? Uh, 1.5. And you want to be at? Uh 15 15 mil. Okay. What timeline? Uh, 4 years. Okay. What do you want to do this year? This year's going to be 1.5.

0:26>> 4 months, but like next year though. >> So, we're growing 50% every year. >> Okay. >> been for the last 5 years. So, things are going pretty well. >> good. We can we can always grow faster. That's what I'm here for. >> Okay. So, as the founder, like I'm not in the day-to-day operations. I kind of find myself wonder I mean, that's what I've been doing for 20 years is make you know, on the sales calls or or doing the stuff. And now now I'm at that leadership level, I'm like, "What do I do?" How do I How do I get all of my knowledge out to everybody else?

0:54>> Exactly. I feel like that. I I stick my hand in there and they're like, "Oh, that that's not in the systems and processes. Get out." Yeah. Okay. >> So, it's a good It's a good problem to have, but I feel like I should be uh, what can I do to help keep it keeping it moving it forward? So, have you been able to take off like 2 to 4 weeks and the business continues to grow? Oh, yeah. Okay. So, then what stops you from How long have you been able to How long have you been out of the business where it continues to operate? And what were the margins?

1:22Um, we're making 500,000. Okay, so 30%. Okay. So, what's um, so what stops you from doing more? Like opening a second location? >> we've got our operations on point. We could run our our systems and operations could run 1,000 tournaments. Our manpower needs to get there, but it would get there. Uh, it's got to be teams and uh, and host clubs. We partner with people just all over the country.

1:45So, you're national? Yeah. Oh, interesting. Yeah. Okay. Um, then who pays you? The teams. Okay. So, teams >> set up a tournament. We partner with a local soccer club. Okay. They get us the fields and they help us market. We take care of everything else. >> primary input into the box of making money is that you get >> Yeah. And clubs first, right? So, We have to have the clubs to set up the tournament. Yeah. And then the tournament that the teams

2:14>> recruit teams from the club, right? Okay, so clubs is the first like thing. >> Yes. Okay, so then what do you do to get more clubs? Uh a lot of it's organic. Our database, we have a a huge database. We just started doing ads a couple months ago. >> Okay. And that's been interesting. We're just kind of fumbling fumbling through that. Okay. Um but there's a ton of potential. We're on the phone with super qualified people all day every day. Okay. Are you selling them? Uh yeah, but my president is also the sales guy.

2:42Okay. So, we identified that earlier with with Tim. Timmy boy told me I have to fire my president from uh Sure Tim would love that. Yeah. >> [laughter] >> He's he he's okay. >> Yeah. Um So, yeah, I'm going to I'm going to fire him. I'll hire sales staff. Do Do that kind of stuff. >> to fire him or you going to let him sell? >> Well, I I'm going to let him be president and run run everything else. So, he doesn't have to be sales guy.

3:06Okay, he doesn't want to sell. I mean, he does. He's great at it. That's why he does it. But, that's probably the constraint. And he can only have five sales calls a day. Okay. So, you have more lead flow than you have the ability to sell. Yes. Yes. >> Okay. So, yeah, back to the model. Yeah. I'm Models work for a reason. So, why can't we do more? You have the metrics, you have the market, you have the model. You do have enough money cuz you're running 30% margins. You have sufficient leads.

3:35Conversions is the bottleneck. Why is the conversions the bottleneck? You have insufficient manpower. Great. What do we need to do to get more manpower? Metrics. How do So, how do you recruit sales people? Uh market it. Cool. So, said differently, if you had five times the sales people would the business grow five times as fast? Yeah. So, you could deliver on that? Yeah. Okay. Well, then yeah, the first thing that you'll do is you'll just basically like you'll have to establish an acquisition channel for [snorts] sales guys to do the outreach and work the leads that you have.

4:08And that's it. Like so, that's career path, recruiting, compensation, um onboarding, management. For like you have a sales driven board. Right? In terms of how you should think about it. And so, it's like you have a sale like a sales team, if you will. 5 V 5. You got five here and five there and you can compete. >> Yeah. And then I [snorts] hold tryouts. Anyways, um I like it. Um yeah, that's it. That's what limits the business. So, you just I would probably say, if you're like, "What should I do?" cuz you're bored right now, I would be spending all of my time doing outreach to recruit sales people so that they could sell more of my stuff. Okay.

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