Boostrapper

One of the main reasons for the downfall of Q-commerce platforms is a fragile profit structure. Q-commerce companies often have to balance the cost of providing fast and convenient delivery service with the need to keep prices low to attract and retain customers. This can lead to a situation where the cost of providing the service exceeds the revenue generated by the service, making it difficult for the business to be profitable. One of the main drivers of this issue is the high cost of delivery, which can make up a significant portion of the overall cost of providing the service. Q-commerce companies often have to rely on third-party couriers and delivery partners, which can add additional costs and complexity to the delivery process.

Additionally, the lack of economies of scale, compared to larger e-commerce companies, can make it difficult for Q-commerce platforms to negotiate favorable deals with delivery partners. Another factor that can contribute to the fragile profit structure is the low margin on products. Q-commerce platforms often sell products at a relatively low price, making it difficult to generate a significant profit margin on each sale. This can make it challenging to cover the costs associated with running the business, such as marketing, technology, and overhead. Ultimately, an increase in sales alone does not guarantee the success of a Q-commerce business (see also “Key Differences between Sales & Business Development”).

Furthermore, another major challenge is the intense competition from well-established e-commerce giants such as Amazon and Alibaba. These companies have significant resources and brand recognition, making it difficult for new Q-commerce platforms to gain market share. Additionally, the market is also saturated, with revenue in the eCommerce market is projected to reach $4.48tn in 2023, making it harder for new players to stand out.

To overcome these challenges and turn around a struggling Q-commerce platform, there are a few strategies that can be considered. While the previous article “5 Ways for Startups to Survive Recession” offers a general overview of strategies that can be implemented for startups, there are few considerable strategies for Q-commerce platforms:

Focus on niche markets: Instead of trying to compete with larger e-commerce players in broad markets, focus on niche markets where there is less competition and you can differentiate yourself. This can help to attract customers who are looking for specific products or services and may not find them on larger e-commerce platforms.

Improve customer experience: Offering a seamless and personalized shopping experience can help to attract and retain customers. According to a study by Epsilon, 80% of consumers are more likely to purchase from a brand that offers personalized experiences. This can be achieved by investing in technologies such as AI, machine learning, and advanced analytics to personalize the shopping experience for each individual customer.

Diversify revenue streams: Diversifying revenue streams, for example, partnering with brands, offering services, or subscriptions, can help to reduce dependency on one revenue stream. This can help to increase the overall revenue and stability of the business.

Invest in technology: Investing in new technologies such as AI, machine learning, and advanced analytics can help to improve the shopping experience and increase efficiency. According to a report by MarketsandMarkets, the global AI in e-commerce market size is expected to grow from $2.3 billion in 2018 to $15.2 billion by 2023, at a CAGR of 44.4% during the forecast period. This can also help to streamline internal processes, such as inventory management, customer service, and marketing.

Develop and maintain strong partnerships: Developing strategic partnerships with other businesses and organizations can help to expand reach, increase access to resources, and leverage existing customer bases. According to a report by Business Insider, partnerships and collaborations are becoming increasingly important for companies looking to expand reach and access new resources. This can be done by forming partnerships with complementary businesses, such as those in the logistics or payment processing industries, or by partnering with influencers or social media platforms.

Innovative pricing strategies: To overcome the fragile profit structure, Q-commerce platforms could consider different pricing strategies, for example, subscription-based or membership-based models, which could provide a more stable revenue stream. Additionally, they could also explore alternative revenue streams such as advertising, or cross-selling other products or services.

Innovative logistics solutions: Innovative logistics solutions are crucial for Q-commerce platforms to reduce costs and stay competitive in the market. Implementing strategies such as utilizing a network of independent contractors for crowdsourced delivery or automating key aspects of the delivery process, such as sorting and packaging, can greatly increase efficiency, lower labor costs, and improve the customer experience.

Conclusion

Sales is primarily concerned with the direct selling of a product or service to a customer. According to the National Association of Sales Professionals, the average salesperson spends around 40% of their time on non-sales activities such as prospecting and administrative tasks. In order to generate revenue through direct sales, salespeople must identify potential customers, understand their needs and preferences, and persuade them to make a purchase. As sales expert Grant Cardone puts it, 'Sales is the transfer of enthusiasm. It's not about the product, it's about the person selling the product and their ability to transfer their enthusiasm to the customer.'

Business development, on the other hand, is focused on long-term growth and strategic planning. It involves identifying new opportunities and developing strategies to expand the business, such as entering new markets, forming partnerships, or launching new products or services. According to a study by the Harvard Business Review, companies with a strong focus on business development are twice as likely to outperform their peers in terms of revenue growth. Business development professionals often work closely with other departments, such as marketing and research and development, to identify and pursue these opportunities. They may also be responsible for conducting market research, analyzing industry trends, and creating business plans.

While both sales and business development involve building relationships and generating revenue, they differ in their focus and approach. Sales is primarily concerned with immediate, direct sales, while business development is focused on longer-term growth and strategic planning. Both are crucial for the success of a business, and many companies have dedicated professionals for both functions.

The Benefits of Both Sales & Business Development:

Sales is important because it generates revenue and helps a business to meet its financial goals. A survey by the Sales Management Association found that top salespeople can generate up to three times the revenue of their lower-performing counterparts. Good salespeople are able to identify and pursue opportunities, build relationships with customers, and close deals effectively, which is essential for meeting financial goals and driving business success.

Business development, on the other hand, is important for the long-term growth and sustainability of a business. By identifying and pursuing new opportunities, businesses can expand their reach and increase their market share. This can help a business to stay competitive and continue to grow over time. Research from McKinsey & Company found that companies that prioritize business development are more likely to achieve above-average growth and outperform their competitors. Business development professionals also play a key role in assessing and mitigating risk, helping to ensure that a business is well-positioned to take advantage of new opportunities while minimizing potential risks. This helps to ensure the long-term stability and success of a business.

The Risks of Confusing Sales & Business Development:

While sales and business development are related, they are distinct roles that require different skills and approaches. Mixing up between the two can have negative consequences for a business.

If a salesperson is more focused on long-term growth and strategic planning, they may neglect their primary responsibility of generating revenue through direct sales. As sales expert Brian Tracy puts it, 'The primary focus of a salesperson should always be on selling, not on long-term planning.' This can have a negative impact on the financial health of the business.

On the other hand, if a business development professional is too focused on short-term sales targets, they may neglect the long-term growth and sustainability of the business. This can lead to a narrow focus on immediate sales, rather than building a solid foundation for long-term growth. According to research from Forrester, companies that prioritize short-term sales targets over long-term growth and sustainability tend to have lower customer loyalty and retention rates.

It is important to distinguish between sales and business development and to ensure that each role is being carried out effectively. Mixing up the two can lead to a lack of focus on either immediate sales or long-term growth, which can have negative consequences for the overall health and success of a business.

Determine Whether Your Business Needs a Sales Manager or a Business Development Manager:

According to sales expert Zig Ziglar, 'You don't build a business - you build people - and then people build the business.'. By selecting the right fit for your company and ensuring that each role is being carried out effectively, you can set your business up for success. Deciding whether to hire a sales manager or a business development manager will depend on the specific needs and goals of your business.

If your primary focus is on generating revenue through direct sales, a sales manager may be the better option. A sales manager will be responsible for leading and managing a team of salespeople, setting sales targets and goals, and developing strategies to increase sales. They will also be responsible for tracking sales metrics and analyzing data to identify trends and areas for improvement. According to data from the U.S. Bureau of Labor Statistics, employment of sales managers is expected to grow 5% from 2020 to 2030, faster than the average for all occupations.

On the other hand, if your business is focused on long-term growth and expanding into new markets, a business development manager may be a better fit. A business development manager will be responsible for identifying and pursuing new opportunities, building relationships with potential partners and clients, and developing strategies to expand the business. They will also work closely with other departments, such as marketing and research and development, to assess and mitigate risk and ensure that the business is well-positioned to take advantage of new opportunities. According to business development expert Jacco van der Kooij, a business development manager should be 'able to identify new business opportunities and create a strategic plan to pursue them.'

Conclusion

Sales and business development are two distinct functions within a business that require different skills and approaches. While both involve building relationships and generating revenue, sales is focused on immediate, direct sales, while business development is concerned with long-term growth and strategic planning. According to a study by the American Marketing Association, companies with a strong sales team are more likely to achieve consistent revenue growth and outperform their competitors. At the same time, research by the Marketing Executive Networking Group found that businesses that prioritize business development are more likely to expand their market share and achieve sustainable, long-term growth. It is important for businesses to understand the differences between these two functions and to choose the right approach for their specific goals and needs. By ensuring that each role is being carried out effectively and that there is a clear separation between sales and business development, companies can optimize their operations and achieve success.

1. Extend your cash runway

As a startup, it is essential to focus on extending your cash runway in order to ensure sustainability and success during recession. This involves making sure that you have enough cash on hand to cover your expenses and maintain operations for as long as possible. According to a survey by the National Venture Capital Association, 82% of startups that fail do so because of premature scaling, or expanding too quickly without adequate resources. By carefully managing your cash flow and taking steps to extend your cash runway, you can avoid this common pitfall and give your startup the best chance of success.

Here are three key steps to help extend your cash runway:

Get a clear overview of your financial standing: Understanding your current cash flow, liquidity, and forecasts is essential to extending your cash runway. You can track your cash flow by looking at your income and expenses on a regular basis. Your liquidity is a measure of how easily you can access your cash and convert it into other assets. You can measure your liquidity by looking at your current assets, such as cash and accounts receivable, compared to your current liabilities, such as accounts payable and short-term debt. Finally, your forecasts are estimates of what your future financial performance might be. You can create financial forecasts by analyzing your past financial data and making assumptions about future economic conditions.

Change approach from optimistic to conservative: By being more cautious in your spending and making more conservative assumptions about your future financial performance, you can reduce your expenses and increase your cash runway. This might include reducing your marketing budget, delaying hiring new employees, or negotiating better terms with suppliers.

Identify unnecessary cost drivers: Unnecessary cost drivers are expenses that are not essential to your business and can be eliminated or reduced. Common examples include unnecessary travel, excessive entertainment expenses, and unnecessary office supplies. By identifying and eliminating unnecessary cost drivers, you can free up cash that can be used to extend your cash runway.

2. Consider creative ways of cost cutting

To maintain financial stability and profitability, you should consider creative ways to cut costs. Although layoffs may seem like a good option at first, they should be considered as a last resort because they can negatively impact morale and productivity. In addition, layoffs come with associated costs such as severance pay and unemployment benefits, which can be both a financial and administrative nightmare. Instead, it is recommended to start with other cost-cutting measures before considering layoffs. Being creative with these strategies can help you achieve better long-term results.

Here are some of them worth considering:

Optimization: Find ways to do things more efficiently, such as streamlining processes, automating tasks, and using technology to improve productivity. By optimizing operations, businesses can reduce their costs without sacrificing quality or productivity.

Minimize operational costs: Another key strategy for cost cutting is to minimize operations costs. This includes finding ways to reduce expenses such as utilities, rent, and transportation. For example, businesses can negotiate lower rates with suppliers, adopt energy-efficient practices, and use public transportation instead of company vehicles. According to a survey by the National Small Business Association, 29% of small businesses reported that their top cost cutting strategy was reducing energy costs, and 27% said they reduced their travel expenses.

Reduce cost of goods sold (COGS): COGS refers to the direct costs associated with producing and selling products or services. By minimizing COGS, businesses can reduce their expenses and increase their profitability. This can be achieved through a variety of strategies, such as negotiating lower prices with suppliers, reducing waste, and finding more efficient production methods.

Stretch R&D projects timeframe: For businesses that rely on research and development (R&D) to innovate and stay competitive, stretching the timeline of R&D projects can be a cost-effective strategy. By taking more time to develop new products or technologies, businesses can spread out their R&D expenses over a longer period of time, which can help to reduce their overall costs.

3. Strategic Partnerships

Strategic partnerships are an important tool for growing startups. They help you to access new markets, share resources, improve competitiveness, and gain access to a wider network of industry contacts. Partnerships can help you save time and money and accelerate your growth by leveraging the resources and expertise of your partners. They can also help you differentiate yourself from competitors and gain a competitive edge in the market by leveraging the reputation and credibility of your partners. Overall, strategic partnerships can be an important part of your growth strategy and can help you succeed in the market. McKinsey & Company found that successful strategic partnerships can lead to a variety of benefits, including increased market access (cited by 74% of respondents), cost savings (cited by 67%), and access to new technologies (cited by 59%).

Here are three ways that you could:

Communicate with your key partners about how they are handling the downturn: Effective communication is key to the success of any partnership, and it's especially important during times of economic downturn. By staying in touch with your key partners and asking how they are handling the challenges of the current environment, you can better understand their needs and find ways to support each other.

Focus on building stronger relationships: In times of uncertainty, it's important to focus on building stronger relationships with your strategic partners. This means investing time and effort into understanding their business needs and goals, and finding ways to work together more closely. By building stronger relationships, you can create a sense of trust and mutual support that can help your business weather any economic challenges.

Consider new strategic partners to combine efforts for shared results: Another way to grow your tech business through strategic partnerships is to consider new partners who can help you achieve shared results. For example, you might look for partners who can help you access new markets, leverage new technologies, or bring new skills and expertise to your business. By entering into win-win agreements with these partners, you can combine efforts and achieve shared results that benefit both parties.

4. Pivot business model

During times of economic recession, it's important for businesses to be flexible and adaptable in order to survive and thrive. One key strategy for navigating these challenges is to pivot your business model, which involves making changes to the way your business operates in order to better meet the needs of the market.

Here are two key approaches to pivoting your business model and thriving during a recession include:

Adapt the current business model to the changing market needs: A key approach to pivoting your business model and thriving during a recession is to adapt it to the changing needs of the market. This could involve revising your product or service offerings, shifting your focus to new customer segments, or finding new ways to deliver value to your customers. Experts say, 70% of tech startups reported successfully pivoting their business model in response to the COVID-19 pandemic, resulting in increased revenue and market share. By proactively adapting your business model to the changing needs of the market, you can stay relevant and competitive in the face of economic challenges.

Identify new revenue streams: Another way to pivot your business model is to identify new revenue streams. This might involve exploring new business opportunities, such as offering new products or services, entering new markets, or finding new ways to monetize your existing offerings. According to a survey by the U.S. Census Bureau, 47% of small businesses reported introducing new products or services in response to the COVID-19 pandemic. By diversifying your revenue streams, you can reduce your reliance on any one source of income and improve the resilience of your business.

5. Use agencies to outsource business processes

Outsourcing certain business processes to agencies and freelance contractors can be an effective way to improve profitability and increase efficiency. According to a survey by the National Association of Small Business Owners, 41% of small businesses reported outsourcing at least one business function, with the most common functions being marketing, accounting, and human resources.

Here are three key benefits that outsourcing business processes can help a business improve profitability:

Avoid administrative burden: One of the main benefits of outsourcing business processes is that it allows businesses to avoid the administrative burden of managing these functions in-house. By outsourcing tasks such as marketing, accounting, and human resources, businesses can free up time and resources to focus on their core competencies and drive growth.

Work with agencies and freelance contractors: Another key advantage of outsourcing business processes is the ability to work with agencies and freelance contractors who have expertise in specific areas. For example, a marketing agency may have specialized knowledge and experience in social media marketing, while a freelance accountant may have a strong understanding of tax laws. By outsourcing these tasks to experts, businesses can ensure that they are receiving high-quality work and maximizing their profitability.

Attain flexibility to scale up or down as per uncertain market dynamics: In addition to avoiding administrative burden and accessing expertise, outsourcing business processes can also provide businesses with flexibility to scale up or down as needed. This is particularly important in times of economic uncertainty, when market conditions can change rapidly. According to a survey by the National Small Business Association, 52% of small businesses reported being negatively impacted by the COVID-19 pandemic, and 48% said that they had experienced a decline in sales. By outsourcing certain functions, businesses can quickly adjust their operations to meet the needs of the market, which can help to improve profitability.

Conclusion

It is crucial for businesses to take proactive steps to increase their chances of survival during a recession. This can be achieved through a combination of strategies, including extending your cash runway, implementing creative cost cutting measures, forming strategic partnerships, pivoting your business model, and outsourcing certain business processes to agencies. By carefully managing your finances, accessing new markets and resources, and adapting to changing market conditions, you can weather the downturn and position your business for long-term success. Don't let a recession hold you back – take action now and set yourself up for success.