ࡱ>   !"#$%&'()*+,-./0123456789:;<=>?@ABCDEFGHIJKLMNOPQRSTUVWXYZ[\]^_`abcdefghijklmnopqrstuvwxyz|Root EntryFidMZ{@NativeContent_MAIN& SummaryInformation((of SupplierLocationMethod of TransportationA.B.C.SAlternative Suppliers: Do you have alternative suppliers if your primary source is 8> Arial8 interrupted?PPayment Terms: What are your potential suppliers' payment terms? Examples: COD,8 C Arial830 days' credit, etc. Credit termsName of Alternative SupplierVKey Features of the Product or Service: Why will customers choose to buy your product 8&0 Arial8Uand/or service instead of another company's. What makes your product/service unique,-and how does it differ from your competitors.VProduction of Products and Service: Describe how your products and/or service will be8"4 Arial8Tproduced. You may wish to include the resources(human and material) and the process:involved in the production of your product and/or service.VFuture Products and Services: Do you have any plans to update existing products or to 8: Arial8Zoffer new products and/or service in the next three to five years. If yes, please provide +a brief description of what you plan to do.New Product/ServiceDate of Purpose of Intro. New ProductNComparative Advantages in Production: Is there anything about your production 8$* Arial8[capabilities that may give you advantage over your competition. For example, do you have Wspecialized skills, new technology, access to cheaper materials, or low overhead costs. Section IIIIndustry OverviewTMarket Research: When writing a business plan, it is important to have a good under-8D Arial8`standing of the industry in which you will operate. The term industry is used to define a group [of businesses that supply related products or services. Discuss what research you did to Zwrite your business plan. For example, have you surveyed current and potential customers,Ureviewed research and statistics prepare by others, or spoken to people particularly !knowledgeable about the industry.[Size of the Industry: How big is the industry your business will operate in? Size can be 8G Arial8Ydefined in many ways including sales, number of producers, and/ or total employment. Be Nsure to highlight any statistics you have on how fast the industry is growing.UKey Market Segments: Who does the businesses within you industry sell products and/or8B Arial8Oservices to? Divide the market into customer groups, highlighting the size and Vof those groups. For example, markets can be grouped by type of customers, geography,or other characteristics.Name of CompetitorTarget Market (age,family)Geographic AreaAverage IncomeTPurchQPW9  Arial         [NormalCommaComma0Currency Currency0Percent  V                      "                                                          "          @fx0:8@ Print_Area Rz Section IBusiness OverviewZBusiness History: Briefly describe the history of your business. If you have an existing 8J Arial8Vbusiness, describe when and by whom the business was started. If the business is new Yhighlight some of the reasons why you would like to start this specific business. AttachVhistorical financial statements (three to five years), if buying an existing business.WObjectives: Describe what you would like the business to accomplish. These objectives 8 L Arial8<should be short term (1 to 5 years) goals of the business. Company Objectives Start Date Completion Date<Ownership: What form of business is it? Indicate with an X.8 1 Arial8 Sole Proprietorship  Partnership CorporationTOwners: Who owns the business? Give the names of the owners of the business, their 8L Arial84percentage of ownership and their title or position.NAME % OWNERSHIPTitle or Position\Location & Facilities: Where is the location of your business. You may wish to include the8G Arial8Wcompany address and description of your site, the size of the facility, your equipment..Include as well your lease agreement (if any).MLocation Features: What features make this a good location for your business?8; Arial8 Adequate Parking Easy Access Snow Removal Service Signage High Traffic Area Handicap Accessibility Other+Could you expand your facility if required? Yes No2Prepare visual aids to show location to outsiders.^It is often easier to Describe your location to an outsider through use of maps, pictures and ]diagrams of the layout. Take pictures of your location and the businesses surrounding it. On[a copy of a map of the area, indicate the location of your business and any major referenceXpoints. Draw an accurate diagram of your floor space. Show the location of equipment, furniture and fixtures. Section IIProducts and ServiceZDescription of the Products & Service: Briefly describe the products and/or service your 8%5 Arial8business will be providing.8Suppliers: Who are your main suppliers for each product?8 / Arial8Name ase Process and Buying Criteria: It is important to know how and why customers 8%/ Arial8Ypurchase products like yours. How important is price, quality, warranties and/or serviceZsupport important in customer buying decisions? For this section it may be best to survey5your target market, and place results in this sectionVDescription of Industry Participants: Describe in general terms the types of business 8%1 Arial8Wthat competes in you industry. Where are they located, how broad are their product andIservice lines, how large are they, and do they distribute their products? Business NameSizeDistribution MethodD.E.F.TKey Industry Trends: What are the key trends in your industry? Trends could include8@ Arial8Tchanges in technology, products, markets, regulations, or economic conditions. WhatCtrends will affect supply of, or demand for, your products/service?UIndustry Outlook: For your industry discuss what types of products have the greatest 8D Arial8\opportunities for growth over the next three to five years and why? What product groups are#expected to see a decline in sales. Product GroupReason for opportunityReason for Decline Section IVMarketing StrategyUTarget Markets: In the last section you described the key market segments within your8G Arial8Oindustry. Which of these customer groups or market segments will your businessZspecifically target. Target markets are groups of potential customers, within the overallUmarket, to whom a business wants to sell their products. You can define your target 4markets by type of customer and geographic location.VDescription of Key Competitors: There will be other businesses or competitors who are 88 Arial8Xalso competing for these target markets. List your key competitors and provide a brief Tdescription of their business in terms of location, products and service, marketing strategies, and market position. CompetitorProduct/ServiceMarket StrategiesNAnalysis of Competitive Position: Now we want to compare your business to your8", Arial8Wcompetitors. In what ways will you have an advantage over your competitors and in what/ways will you be at a competitive disadvantage.Competitors Name Advantages DisadvantagesUPricing Strategy: Pricing is one of the most important decisions a business can make.8E Arial8\It is important to look at how much it costs you to produce your good and service; you want ]to make sure that your pricing strategy will enable you to make profit at least over the long^term. How will the pricing of your products and services compare to that of your competitors.UPromotion Strategy: Having a good product or service is no guarantee of success. You8C Arial8Shave to make potential customers aware of your products and tell them how and wherePthey can buy them. Describe how you will create awareness of your products and service. IAdvertising: What forms of advertising will you use? Indicate with an x.8 = Arial8 News Paper Radio Television Flyers Signage Internet Posters Yellow Pages Magazines Trade Shows Billboards Business CardsXDistribution Strategy: Discuss where your customers will be able to buy your products or8C Arial8Jservice, and how will you provide customer service and after sale service. Section VManagement & StaffingQOrganizational Structure: Describe the management and staffing structure of your 88 Arial8Sbusiness. Discuss how many employees you currently have and how many you expect tohave over the next three years.JManagement Team: List and give a brief description of each member of your 8; Arial8Pmanagement team, key functions, and relevant experience. Attach resumes for each>member of the management team to the end of the business plan.Name Key Function Experience UStaffing: Discuss how you will fill the key non-management jobs within your business.8 L Arial8ZHighlight the qualifications and level of experience you will require, the wage rates and :benefits you will pay, and what training you will provide.PositionQualifications/ExperienceTraining ProvidedWageZLabour Market Issues: Discuss any factors that could affect your ability to find, hire and8F Arial8keep employees.ZIntellectual Property Protection: Will your products, service or processes be protected by8 : Arial8Kpatents, copyrights, and trademark? If so, please describe what is covered. Section VIRegulatory IssuesURegulatory Issues: What other regulatory issues could directly affect your operation?8C Arial8RFor example, are you in a regulated industry? Will your business require licenses?or permits. What steps are you taking to address these issues.TMarket Risks: Are there any events that could affect your customer's need or demand 8 H Arial8Yfor your products and/or services during the term of the business plan? If yes, discuss ^how likely it is that these events will occur and what steps you will take to limit the impactshould these events occur.UOther Risks: Discuss any other risks that could affect the operation of your business8 J Arial8Rand how you will overcome them. Examples of other risks include changing economicQconditions, the loss of key management personnel, new government regulations, the\inability to obtain needed financing, a change in technology, a change in production process+and lack of qualified management and staff. Section VIIIImplementation PlanYImplementation Activities and Dates: When will the key activities and initiatives in your8#6 Arial8Rbusiness plan be implemented and who will be responsible for their implementation?Key ActivitiesImplementation DateResponsibility Supporting DocumentsVIn addition to your business plan, provide whatever supporting documents the lending institution may require.JNote: Provide copies of the documents; keep the originals in your records.Copy of Partnership Agreement Yes NoCopy of Shareholders AgreementCopy of Joint Venture Agreement5Copy of the Articles or Certificates of Incorporation$Resumes for key management positionsCopy of Management Contract0Detailed list of existing and proposed equipment+Evidence the building meets licensing codesCopy of the land lease:Copy of the appraisal for the land, building and equipment&Copy of the accepted offer to purchase3Firm price contracts for equipment and/or building.0Firm price contracts for leasehold improvements.;Firm price contracts and/or quotes for building renovations,Evidence your cash contribution is availablePersonal net worth statement:Evidence that other sources of financing has been approvedCopy of franchise agreement0Vendors financial statement for last three yearsCopy of maps of the area"Copy of diagram of the floor space4Structure of the business and surrounding businessesInsurance quote2Copy of Patents, permits or other legal agreements<Data supporting ability to meet sales goals, customer surveyand price scheduleFINANCING QUESTIONSVEvery lender will want each of the following questions answered before they will loan Janything. If you have answered each question you are adequately prepared.1. How much do you need?GTo determine the answer to this question, a worksheet has been provided2to help you determine the amount needed to borrow.W2. What will you do with it? What and how much will be spent on equipment, inventory,4operating, land, building, furniture, fixtures etc.?3. When will you pay it back?4. How will you pay it back?!5. What if something goes wrong?5 C's of CREDIT 1. Character? -personal references, employment references, credit reference." -Is there a commitment to endure?P -What skills and experience are necessary for the business and does the person have some or most of them?2. Capital/CashO -Does the prospective entrepreneur have any cash to put into the business. NoPone will lend 100% of any project. Starting any business has risk and that riskmust be shared3. CollateralS -What assets are available to secure the loan. What is the realistic value of thePassets if they have to be sold to pay the debt. Are the assets free from other Lliens? Can you verify the assets? Is there a personal net worth statement? 4. CapacityL -Will there be enough profit to make the loan payments? Pay the operating "expenses? Pay wages? Break even?5. ConditionsK -What are the social conditions of the area? Population? Demographics? C - What are the economic conditions? Lots of jobs or unemployment? Trends?) -Laws and regulations and their affects?Cash Flow StatementSThe cash flow statement is the most important financial management tool you have. YIt documents all cash transactions (income and expenses) that occur from month to month. R It is like your personal checkbook, where you post your deposits and draw checks Yagainst them. As with your checkbook, if you spend more than you take in your checkbook bounces.UThe reason this statement is so useful is that it forces you not only to analyze yourSsources of income and expenses but to do it on a cash basis.What if your business 8; Arial8\has seasonalpeaks and valleys? Your cash-flow statement will reflect them and indicate the Zamount of cash reserve you must retain from the peak periods to enable you to survive the ^slow times. In other words, it enables you to project your cash needs and prepare in advance Ufor timeswhen you might need to borrow money, change your billing terms, or pay your suppliers.TCash-flow statements are developed on a 12 month basis, but should be adjusted each Umonth to reflect the actual cash in and cash out during that period. THE DIFFERENCE fE Arial8 Arial8<BETWEEEN YOUR CASH-FLOW AND WHAT ACTUALLY HAPPENED IS CALLEDWVARIANCE. As you calculate these variances over time, you will notice trends that will8O Arialial8Benable you to adjust your cash-flow more accurately in the future.PITFALLSFailure to update records]It is critical to keep you financial records as up-to-date as possible. For example, as you [compare your projected cash sales to actual ones in your cash flow analysis, it doesn't do ^any good if you dont update the rest of your cash flow based on this information. Therefore, fS  Arial8 Arial8Tyou must update your income and cash-flow statements no less than once a month, and .sales receipts should be calculated every day.Failure to Document Assumptions_Every financial assumption, from your projected sales level to your utility bills, needs to be Wdocumented. Most expense documentation can be provided as footnotes to your cash-flow \statements. This will indicate to anyone evaluating your plan that you just haven't pulled Wnumbers from thin air. In the case of your sales projections, detail your methodology 8A Arialial8Uin the market share or pricing section of the plan, and reference the location in the footnote.To Much OptimismSKeep your projections and estimates conservative. Its always better to err on the ^conservative side, and possibly borrow a little more money initially, than run out of working `capitol because you have failed to achieve unrealistic sales forecasts. If this situation does Eoccur, it will be difficult to borrow additional funds from the bank.Financial AnalysisStart-Up and Operating Costs:&Give estimated cost in space provided.A. Operating ExpensesB. Capital CostsAdvertising & Promotion$LandAutomobile & TravelBuildingBusiness Tax, Fees, Licenses Renovations Property tax(leasehold improvements)Professional FeesEquipment(purchase)Owner Salaries(3 months)" Sub-Total"Other salaries and wages(3 months)Employee BenefitsRent InsuranceMaintenance & RepairsFreightOffice Expense, postage etc.Telephone (per month)Utilities (per month)Other Operating expense Sub-TotalTotal A + B = CSources of FinancingContributions (grant)Commercial FinancingCapital'To determine estimated amount needed to Operating'borrow use equation C-F= amount needed.Business SupportOther D. Sub-TotalBank: Line of CreditBank: Long Term LoanApplicant InvestmentCashTotal Sweat equityContributed Assets E. Sub-TotalTotal D + E = FPRESENTATION TIPSWPaying attention to the preparation of the written document and the formal presentation5can increase the effectiveness of your business plan.XPackage together information from the eight general areas discussed and you will have a Vbasic business plan. Use headings to organize the information into an easily readable5format. The following presentation tips should help.4 -Ensure that your plan is neatly typed and packagedA -Check your plan carefully for spelling and mathematical errors.R -Understand the contents of the plan thoroughly even if parts of it were prepared+with a lot of assistance from someone else.P -Make the plan realistic by including any negative aspects and their impact on /your plans; but focus on the positive elements.T -Ask a trusted advisor to review your plan objectively before passing it on to the intended reader.$ -Finally does the plan demonstrate:Realistic market share?Reasonable marketing strategy?Well planned operation?Capable management?Identification of all costs?7Sufficient funding for both start-up and ongoing costs?Realistic financial forecast?MWith all this planning being done, your business has both a greater chance of<obtaining any financing you may need and becoming a success.  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