Your SlideShare is downloading. ×
0
  The Business Plan
Agenda <ul><li>Introduction </li></ul><ul><li>Business plan basics </li></ul><ul><li>Developing your plan  </li></ul><ul><...
Overview of SBDC Services <ul><li>Free and confidential  business advising  </li></ul><ul><li>Low-cost workshops </li></ul...
Institute for Economic Development <ul><li>Small Business Development Center, offers free confidential counseling, low cos...
Institute for Economic Development <ul><li>International Trade Center, offers technical import/export assistance to small ...
Business Plan Development <ul><li>Feasibility Analysis </li></ul><ul><li>Funding Needs </li></ul><ul><li>Loan Proposal Str...
Statistics (Review) <ul><li>Did you know that America’s 25 Million small businesses: </li></ul><ul><li>Employ more than 58...
<ul><li>According to the U.S. Department of Commerce, over 80% of new businesses fail within the first five years - and ab...
Key Business Success Factors <ul><li>Quality </li></ul><ul><li>Price </li></ul><ul><li>Suppliers </li></ul><ul><li>Capital...
Business Plan Basics <ul><li>Feasibility first </li></ul><ul><li>Your audience and goal </li></ul><ul><li>FAQs </li></ul><...
<ul><li>Cover Letter </li></ul><ul><li>Table of Contents </li></ul><ul><li>Mission Statement </li></ul><ul><li>Executive S...
Business Plan   Outline <ul><li>Mission Statement </li></ul><ul><li>Operations </li></ul><ul><li>Market Analysis </li></ul...
Mission Statement - <ul><li>Focus </li></ul><ul><li>Purpose </li></ul><ul><li>Values </li></ul>
Business Description <ul><li>Name and location of business </li></ul><ul><li>Principal owners  </li></ul><ul><li>Legal str...
Definition of Products/Services <ul><li>Narrative </li></ul><ul><li>NAICS & SIC Codes </li></ul><ul><li>Illustration </li>...
Business Goals and Objectives - <ul><li>Must be specific </li></ul><ul><li>Measurable, able to track easily </li></ul><ul>...
Operational Requirements <ul><li>Location </li></ul><ul><li>Facility & Equipment </li></ul><ul><li>Bookkeeping </li></ul><...
Market Analysis <ul><li>Description of total market </li></ul><ul><ul><li>Present size </li></ul></ul><ul><ul><li>Type of ...
Market Research <ul><ul><li>Market Research </li></ul></ul><ul><ul><ul><li>Industry trends </li></ul></ul></ul><ul><ul><ul...
Research Strategies <ul><li>Free Small Business Resources Online </li></ul><ul><li>SBDC National Information Clearinghouse...
Research Strategies <ul><li>Wage Setting Information </li></ul><ul><li>U.S. Department of Labor - Bureau of Labor Statisti...
Research Strategies  Industry Trends BizJournals http://www.bizjournals.com/ Search Business Journals to find relevant bus...
(Target) Market Analysis <ul><li>Size of target market </li></ul><ul><li>Market share you anticipate </li></ul><ul><li>How...
(Demand) Market Analysis <ul><li>Documentation of demand for product or service </li></ul><ul><ul><li>Signed contracts </l...
(Competitive) Market Analysis <ul><li>Competition </li></ul><ul><ul><li>S trengths </li></ul></ul><ul><ul><li>W eaknesses ...
Competitor Analysis Competitor SWOT Analysis Product or Service Price Place Promotion Strengths & Weaknesses My Competitiv...
Future Competitors <ul><li>Possible new entrants </li></ul><ul><li>Change in customer life style </li></ul><ul><li>Shifts ...
(Differentiation) Market Analysis <ul><li>Product/Service Differentiation </li></ul><ul><ul><li>Unique niche (patents, tra...
Sales Strategy <ul><li>Pricing </li></ul><ul><li>Distribution Channels </li></ul><ul><li>Promotional efforts </li></ul><ul...
Sales Plan <ul><li>Pricing policy </li></ul><ul><ul><li>Mark-ups </li></ul></ul><ul><ul><li>Discounts </li></ul></ul><ul><...
Sales Plan <ul><li>Methods / Venue for Sales – Direct & Indirect </li></ul><ul><ul><li>Storefront </li></ul></ul><ul><ul><...
Sales Plan <ul><li>Promotion strategy </li></ul><ul><ul><li>Advertising </li></ul></ul><ul><ul><ul><li>Direct mail </li></...
Sales Plan <ul><li>Personal selling </li></ul><ul><ul><li>Customer service </li></ul></ul><ul><ul><li>Knowledgeable staff ...
Sales Plan <ul><li>Publicity </li></ul><ul><ul><li>Press release </li></ul></ul><ul><ul><li>Special event coverage </li></...
Sales Plan <ul><li>Customer conveniences </li></ul><ul><ul><li>Major credit cards </li></ul></ul><ul><ul><li>Delivery </li...
Management Profile <ul><li>History of key personnel </li></ul><ul><ul><li>Management experience </li></ul></ul><ul><ul><li...
Financial Analysis <ul><li>Project costs </li></ul><ul><li>Sources and Uses </li></ul><ul><li>Capital Equipment List </li>...
Project Costs EXACTLY HOW MUCH WILL YOUR PROJECT COST?   DESCRIPTION AMOUNT Building $75,000 Land $20,000 Remodeling/Impro...
Sources and Uses Funding Formula: Loan + Owner injection = Total project cost   Description Loan Owner Injection Total Inv...
Income/P&L Statement Year 1 Gross Sales $300,000 Less COGS $218,000 Gross Profit $82,000 Less Operating Exp. $58,000 Profi...
Cash Flow Reasonable  assumptions Seasonality Aging of  accounts receivable Month 1 Month 2 Month 3 Cash on Hand 25,000 23...
Balance Sheet LIABILITIES + EQUITY $140K + $60K ASSETS $200K
Personal Financial Data For the startup business, historical repayment patterns are the only way to base future credit ris...
Lender Evaluation <ul><li>Cash Investment </li></ul><ul><ul><li>Personal equity </li></ul></ul><ul><li>Capability  </li></...
SBA Loan Guarantees <ul><li>Types </li></ul><ul><li>Basic eligibility </li></ul><ul><li>Benefits </li></ul><ul><li>Where t...
Common Mistakes <ul><li>Not communicating with banker </li></ul><ul><li>Underestimating Costs </li></ul><ul><li>Overestima...
Action Steps <ul><li>Define your products and services </li></ul><ul><li>Research the potential size of your target market...
Business Plan Basics <ul><li>Jaime A. Martinez </li></ul><ul><li>Certified Business Advisor </li></ul><ul><li>UTSA Small B...
Upcoming SlideShare
Loading in...5
×

A6/A7: Business Plan 101

504

Published on

0 Comments
0 Likes
Statistics
Notes
  • Be the first to comment

  • Be the first to like this

No Downloads
Views
Total Views
504
On Slideshare
0
From Embeds
0
Number of Embeds
0
Actions
Shares
0
Downloads
16
Comments
0
Likes
0
Embeds 0
No embeds

No notes for slide
  • introductions - about 20 seconds for each attendee
  • Up, down and laterally should have participation from employees as much as possible to promote buy-in.
  • Tool to estimate market Share.
  • Transcript of "A6/A7: Business Plan 101"

    1. 1. The Business Plan
    2. 2. Agenda <ul><li>Introduction </li></ul><ul><li>Business plan basics </li></ul><ul><li>Developing your plan </li></ul><ul><li>Do you need a loan? </li></ul><ul><li>Getting through the process </li></ul>
    3. 3. Overview of SBDC Services <ul><li>Free and confidential business advising </li></ul><ul><li>Low-cost workshops </li></ul><ul><li>Resources to help grow your business </li></ul>A Partnership Program with the U.S. Small Business Administration
    4. 4. Institute for Economic Development <ul><li>Small Business Development Center, offers free confidential counseling, low cost workshops and training seminars </li></ul><ul><li>Minority Business Development Center, helps existing small to medium sized businesses in expansion mode </li></ul><ul><li>San Antonio Technology Center, works with small businesses, defense contractors and technology entrepreneurs </li></ul><ul><li>National Information Clearing House-SBDCNET, provides custom research for SBDC counselors/clients </li></ul>
    5. 5. Institute for Economic Development <ul><li>International Trade Center, offers technical import/export assistance to small & medium, foreign market research and global trade leads </li></ul><ul><li>Human Capital Program, provides direct assistance with employment practices, laws, and regulatory compliance </li></ul><ul><li>South West Trade Adjustment Assistance Center, helps manufacturers certified as adversely affected by imports </li></ul><ul><li>Center for Economic Development, provides assistance to governments and organizations engaged in economic and community development, in South Texas </li></ul>
    6. 6. Business Plan Development <ul><li>Feasibility Analysis </li></ul><ul><li>Funding Needs </li></ul><ul><li>Loan Proposal Structuring </li></ul><ul><li>Lender Evaluation </li></ul><ul><li>SBA Eligibility/Credit </li></ul>
    7. 7. Statistics (Review) <ul><li>Did you know that America’s 25 Million small businesses: </li></ul><ul><li>Employ more than 58 percent of the private workforce </li></ul><ul><li>Generate more than 51% of gross domestic product </li></ul><ul><li>Are the principal source of new jobs Small Business Administration, 2002 </li></ul>
    8. 8. <ul><li>According to the U.S. Department of Commerce, over 80% of new businesses fail within the first five years - and about half of them don’t make it through the first year. </li></ul>Why Business Planning?
    9. 9. Key Business Success Factors <ul><li>Quality </li></ul><ul><li>Price </li></ul><ul><li>Suppliers </li></ul><ul><li>Capital </li></ul><ul><li>Technology </li></ul><ul><li>Location </li></ul><ul><li>Distribution </li></ul><ul><li>Service </li></ul><ul><li>Advertising </li></ul><ul><li>Relationships </li></ul>
    10. 10. Business Plan Basics <ul><li>Feasibility first </li></ul><ul><li>Your audience and goal </li></ul><ul><li>FAQs </li></ul><ul><ul><li>How long should it be? </li></ul></ul><ul><ul><li>How long will it take to finish? </li></ul></ul><ul><ul><li>Business plan vs. financial proposal </li></ul></ul><ul><ul><li>Can I get 100% financing? </li></ul></ul>Your goal impacts the content and length of the business plan.
    11. 11. <ul><li>Cover Letter </li></ul><ul><li>Table of Contents </li></ul><ul><li>Mission Statement </li></ul><ul><li>Executive Summary </li></ul><ul><li>Plan </li></ul><ul><li>Appendices </li></ul>Structuring Your Plan
    12. 12. Business Plan Outline <ul><li>Mission Statement </li></ul><ul><li>Operations </li></ul><ul><li>Market Analysis </li></ul><ul><li>Sales Strategy </li></ul><ul><li>Management Profile </li></ul><ul><li>Financials </li></ul><ul><li>Supporting Documents </li></ul>
    13. 13. Mission Statement - <ul><li>Focus </li></ul><ul><li>Purpose </li></ul><ul><li>Values </li></ul>
    14. 14. Business Description <ul><li>Name and location of business </li></ul><ul><li>Principal owners </li></ul><ul><li>Legal structure </li></ul><ul><li>Status </li></ul><ul><li>Definition of products/services </li></ul><ul><li>Major strengths and challenges </li></ul><ul><li>Strategic goals & objectives </li></ul>
    15. 15. Definition of Products/Services <ul><li>Narrative </li></ul><ul><li>NAICS & SIC Codes </li></ul><ul><li>Illustration </li></ul><ul><li>Competitive comparison </li></ul>
    16. 16. Business Goals and Objectives - <ul><li>Must be specific </li></ul><ul><li>Measurable, able to track easily </li></ul><ul><li>“ Short and Sweet”, (3-4 items) </li></ul><ul><ul><li>Dollar (or unit) sales, %growth </li></ul></ul><ul><ul><li>Market share, profits margins </li></ul></ul><ul><li>Specific planning horizon (timeline) </li></ul>
    17. 17. Operational Requirements <ul><li>Location </li></ul><ul><li>Facility & Equipment </li></ul><ul><li>Bookkeeping </li></ul><ul><li>Supply </li></ul><ul><li>Labor </li></ul>Create a “virtual reality, 3-D walkthrough” of all the physical aspects of the business.
    18. 18. Market Analysis <ul><li>Description of total market </li></ul><ul><ul><li>Present size </li></ul></ul><ul><ul><li>Type of customers </li></ul></ul><ul><ul><li>Growth potential </li></ul></ul><ul><ul><li>Economy </li></ul></ul><ul><ul><li>Changing Lifestyles </li></ul></ul><ul><ul><li>Demographics </li></ul></ul>
    19. 19. Market Research <ul><ul><li>Market Research </li></ul></ul><ul><ul><ul><li>Industry trends </li></ul></ul></ul><ul><ul><ul><li>Description of total market </li></ul></ul></ul><ul><ul><ul><li>Competitive analysis </li></ul></ul></ul><ul><ul><ul><li>Demographic information </li></ul></ul></ul><ul><ul><ul><li>Documentation of demand for product or service </li></ul></ul></ul>
    20. 20. Research Strategies <ul><li>Free Small Business Resources Online </li></ul><ul><li>SBDC National Information Clearinghouse </li></ul><ul><li>http:// sbdcnet.utsa.edu </li></ul><ul><li>Links of interest for entrepreneurs. Of particular interest is </li></ul><ul><li>the Industry Research section. </li></ul><ul><li>SIC/NAICS </li></ul><ul><li>U.S. Census Bureau </li></ul><ul><li>http://www.census.gov/epcd/www/naics.html </li></ul><ul><li>Identify the SIC and/or NAICS code for your line of business </li></ul><ul><li>Small Business Administration </li></ul><ul><li>http://sba.gov/ </li></ul>
    21. 21. Research Strategies <ul><li>Wage Setting Information </li></ul><ul><li>U.S. Department of Labor - Bureau of Labor Statistics </li></ul><ul><li>http://www.bls.gov/bls/blswage.htm </li></ul><ul><li>Identify wages for specific occupations on a national, regional, state, or Metropolitan Statistical Data (MSA) level. </li></ul><ul><li>America’s Career InfoNet </li></ul><ul><li>http://www.acinet.org//acinet/select_occupation.asp?stifips=&next=occ_rep </li></ul><ul><li>Wages and trends by occupation and state. </li></ul><ul><li>Demographics </li></ul><ul><li>American FactFinder from the U.S. Census Bureau </li></ul><ul><li>http://factfinder.census.gov </li></ul><ul><li>View demographic information by a state, county, city, or zip code level. </li></ul><ul><li>Encyclopedia of Associations </li></ul>
    22. 22. Research Strategies Industry Trends BizJournals http://www.bizjournals.com/ Search Business Journals to find relevant business articles. Free site. Searchable by industry and market (i.e. city). FindArticles http://www.findarticles.com/ Search for articles from numerous leading academic, industry and general interest publications. Industry Links http://www.irs.gov/businesses/small/industries/index.html Competitors/Suppliers SuperPages http://www.superpages.com/ Searchable by keyword by city, state or zip code.
    23. 23. (Target) Market Analysis <ul><li>Size of target market </li></ul><ul><li>Market share you anticipate </li></ul><ul><li>How to attain/keep market share </li></ul><ul><li>How can you expand your market/market share </li></ul><ul><li>What is customer profile </li></ul><ul><li>What is primary & secondary trade area </li></ul>
    24. 24. (Demand) Market Analysis <ul><li>Documentation of demand for product or service </li></ul><ul><ul><li>Signed contracts </li></ul></ul><ul><ul><li>Letters of interest or commitment </li></ul></ul><ul><ul><li>Market surveys </li></ul></ul><ul><ul><li>Industry statistics </li></ul></ul>
    25. 25. (Competitive) Market Analysis <ul><li>Competition </li></ul><ul><ul><li>S trengths </li></ul></ul><ul><ul><li>W eaknesses </li></ul></ul><ul><ul><li>O pportunities </li></ul></ul><ul><ul><li>T hreats </li></ul></ul>
    26. 26. Competitor Analysis Competitor SWOT Analysis Product or Service Price Place Promotion Strengths & Weaknesses My Competitive Advantages My Business Comp. #1 Comp. #2 Comp. #3 Comp. #4
    27. 27. Future Competitors <ul><li>Possible new entrants </li></ul><ul><li>Change in customer life style </li></ul><ul><li>Shifts in customer population </li></ul><ul><li>Change in buying patterns </li></ul><ul><li>Internet impact </li></ul><ul><li>Product obsolescence </li></ul>
    28. 28. (Differentiation) Market Analysis <ul><li>Product/Service Differentiation </li></ul><ul><ul><li>Unique niche (patents, trademarks, copyrights) </li></ul></ul><ul><ul><li>Business advantages </li></ul></ul><ul><ul><ul><li>Product </li></ul></ul></ul><ul><ul><ul><li>Quality </li></ul></ul></ul><ul><ul><ul><li>Customer service </li></ul></ul></ul><ul><ul><ul><li>Price </li></ul></ul></ul><ul><ul><ul><li>Location/Convenience </li></ul></ul></ul><ul><li>Value Added Proposition </li></ul>
    29. 29. Sales Strategy <ul><li>Pricing </li></ul><ul><li>Distribution Channels </li></ul><ul><li>Promotional efforts </li></ul><ul><ul><li>Advertising </li></ul></ul><ul><ul><li>Personal selling </li></ul></ul><ul><ul><li>Publicity </li></ul></ul><ul><ul><li>Sales promotions </li></ul></ul><ul><ul><li>Customer conveniences </li></ul></ul>TARGET MARKET COMPETITION
    30. 30. Sales Plan <ul><li>Pricing policy </li></ul><ul><ul><li>Mark-ups </li></ul></ul><ul><ul><li>Discounts </li></ul></ul><ul><ul><li>Relationship between price and image projection </li></ul></ul><ul><ul><li>Competition </li></ul></ul>
    31. 31. Sales Plan <ul><li>Methods / Venue for Sales – Direct & Indirect </li></ul><ul><ul><li>Storefront </li></ul></ul><ul><ul><li>Traveling Salesman </li></ul></ul><ul><ul><li>E-commerce </li></ul></ul><ul><ul><li>Wholesalers </li></ul></ul><ul><ul><li>When & where needed </li></ul></ul><ul><ul><li>“ What if” plans </li></ul></ul>
    32. 32. Sales Plan <ul><li>Promotion strategy </li></ul><ul><ul><li>Advertising </li></ul></ul><ul><ul><ul><li>Direct mail </li></ul></ul></ul><ul><ul><ul><li>Signage </li></ul></ul></ul><ul><ul><ul><li>Radio and/or TV </li></ul></ul></ul><ul><ul><ul><li>Newspapers </li></ul></ul></ul><ul><ul><ul><li>Trade shows </li></ul></ul></ul><ul><ul><ul><li>Novelties </li></ul></ul></ul><ul><ul><ul><li>Directories (Yellow pages) </li></ul></ul></ul><ul><ul><ul><li>Internet </li></ul></ul></ul>
    33. 33. Sales Plan <ul><li>Personal selling </li></ul><ul><ul><li>Customer service </li></ul></ul><ul><ul><li>Knowledgeable staff </li></ul></ul><ul><ul><li>Complimentary products/services </li></ul></ul><ul><ul><li>Community involvement </li></ul></ul><ul><ul><li>Networking </li></ul></ul>
    34. 34. Sales Plan <ul><li>Publicity </li></ul><ul><ul><li>Press release </li></ul></ul><ul><ul><li>Special event coverage </li></ul></ul><ul><ul><li>Feature story </li></ul></ul><ul><ul><li>Grand Openings - Ribbon Cuttings </li></ul></ul>
    35. 35. Sales Plan <ul><li>Customer conveniences </li></ul><ul><ul><li>Major credit cards </li></ul></ul><ul><ul><li>Delivery </li></ul></ul><ul><ul><li>Free parking, easy access </li></ul></ul><ul><ul><li>Telephone / on-line orders </li></ul></ul><ul><ul><li>Hours of operation </li></ul></ul>
    36. 36. Management Profile <ul><li>History of key personnel </li></ul><ul><ul><li>Management experience </li></ul></ul><ul><ul><li>Education </li></ul></ul><ul><ul><li>Industry experience </li></ul></ul><ul><li>Duties and responsibilities </li></ul><ul><li>Compensation Plan </li></ul><ul><li>External advisory resources </li></ul>For the startup business owner, this serves as your “application for business ownership”.
    37. 37. Financial Analysis <ul><li>Project costs </li></ul><ul><li>Sources and Uses </li></ul><ul><li>Capital Equipment List </li></ul><ul><li>Income/Profit & Loss </li></ul><ul><li>Cash Flow </li></ul><ul><li>Balance Sheet </li></ul><ul><li>Breakeven Analysis </li></ul><ul><li>Ratios </li></ul><ul><li>Personal financials </li></ul>Financial information must correspond with the narrative section.
    38. 38. Project Costs EXACTLY HOW MUCH WILL YOUR PROJECT COST? DESCRIPTION AMOUNT Building $75,000 Land $20,000 Remodeling/Improvements $30,000 Fixtures & Equipment $8,500 Furniture $1,000 Outdoor Sign $1,500 Inventory $25,000 Deposits $5,000 Association Fee $200 Advertising $1,800 License, Permits, Insurance $500 Office/Operating Supplies $200 Loan Fees (% of Loan) $6,300 Working Capital $25,000 TOTAL STARTUP COSTS $200,000
    39. 39. Sources and Uses Funding Formula: Loan + Owner injection = Total project cost Description Loan Owner Injection Total Inventory $4,000 $21,000 $25,000 Furniture & Equipment $11,000 $11,000 Land $20,000 $20,000 Building $75,000 $75,000 Improvements $30,000 $30,000 Deposits $5,000 $5,000 Working Capital $25,000 $25,000 Organizational Costs $9,000 $9,000 TOTAL $140,000 $60,000 $200,000
    40. 40. Income/P&L Statement Year 1 Gross Sales $300,000 Less COGS $218,000 Gross Profit $82,000 Less Operating Exp. $58,000 Profit before Tax $24,000
    41. 41. Cash Flow Reasonable assumptions Seasonality Aging of accounts receivable Month 1 Month 2 Month 3 Cash on Hand 25,000 23,000 24,000 Plus Revenues 12,000 19,000 22,000 Available Cash 37,000 42,000 46,000 Less Expenses 14,000 18,000 20,000 End of Month 23,000 24,000 26,0000
    42. 42. Balance Sheet LIABILITIES + EQUITY $140K + $60K ASSETS $200K
    43. 43. Personal Financial Data For the startup business, historical repayment patterns are the only way to base future credit risk. <ul><li>Personal Balance Sheet </li></ul><ul><ul><li>Resources </li></ul></ul><ul><ul><li>Obligations </li></ul></ul><ul><ul><li>Dependence on business </li></ul></ul><ul><li>Credit Report </li></ul>
    44. 44. Lender Evaluation <ul><li>Cash Investment </li></ul><ul><ul><li>Personal equity </li></ul></ul><ul><li>Capability </li></ul><ul><ul><li>Experience </li></ul></ul><ul><li>Capacity </li></ul><ul><ul><li>To repay </li></ul></ul><ul><li>Credit History </li></ul><ul><ul><li>To banks requirements </li></ul></ul>These “C”s relate to establishing reasonable assurance of repayment ability. <ul><li>Cash Flow </li></ul><ul><ul><li>From business </li></ul></ul><ul><li>Conditions </li></ul><ul><ul><li>Local </li></ul></ul><ul><ul><li>competitive </li></ul></ul><ul><li>Collateral </li></ul><ul><ul><li>Bank Value Gap </li></ul></ul><ul><ul><li>SBA Gty </li></ul></ul>
    45. 45. SBA Loan Guarantees <ul><li>Types </li></ul><ul><li>Basic eligibility </li></ul><ul><li>Benefits </li></ul><ul><li>Where to begin </li></ul>
    46. 46. Common Mistakes <ul><li>Not communicating with banker </li></ul><ul><li>Underestimating Costs </li></ul><ul><li>Overestimating Revenues </li></ul><ul><li>Poor pricing strategy </li></ul><ul><li>Under-capitalization </li></ul><ul><li>Lack of contingency plans </li></ul>
    47. 47. Action Steps <ul><li>Define your products and services </li></ul><ul><li>Research the potential size of your target market </li></ul><ul><li>Define your target market </li></ul><ul><li>Evaluate the target market percentage that you reasonably expect </li></ul><ul><li>Analyze the competition’s strengths and weaknesses </li></ul><ul><li>Describe how you are going to obtain customers and sales </li></ul>
    48. 48. Business Plan Basics <ul><li>Jaime A. Martinez </li></ul><ul><li>Certified Business Advisor </li></ul><ul><li>UTSA Small Business Development Center </li></ul><ul><li>501 West Durango </li></ul><ul><li>San Antonio, Texas 78207 </li></ul><ul><li>(210) 458-2460 </li></ul><ul><li>www.iedtexas.org </li></ul>
    1. A particular slide catching your eye?

      Clipping is a handy way to collect important slides you want to go back to later.

    ×