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Business Plan
Jose Cintron, MBA-CPC
Business/Accounting Professor
Josecintron.mba@gmail.com
(954) 374-8298
www.mba4help.com
Why a Business Plan?
If you don't know where you're going
any road will take you there
www.mba4help.com
Why a Business Plan?
to look ahead
allocate resources
focus on key points
prepare for problems
and opportunities
Take business to next
level
www.mba4help.com
No Business Plan =
Russian Roulette
www.mba4help.com
Why a Business Plan?
Strategic Guide
Lenders- borrow money
Investors-partnership
www.mba4help.com
Strategic Guide
Where Do You Want To Go?
How You Get There?
What is your Market?
What is your Niche?
How Much $ Cost?
Greatest Profit opportunity!
What Exit Strategy?
www.mba4help.com
Funding Sources $$$
Savings-401k
Refinance
Friends and Family
Financial Institutions
Angel Investors
www.mba4help.com
Lender Expectations
Good Business Track
Ability to Repay
Staying Power
Collateral
www.mba4help.com
Investors Expect More!
Competitive Advantage
Huge Market
Strong Management Team
Strong Marketing and Sales
Plan and strategies
High ROI and Exit Strategy
www.mba4help.com
What is in a Business Plan?
Executive Summary
Company Description
Product / Services
Industry Overview
Market Analysis
Competitors
www.mba4help.com
What is in a Business Plan?
Customers
Marketing & Sale Plan
Marketing Strategies
Marketing Program
Research & Development
Operations
www.mba4help.com
What is in a Business Plan?
Management
Personnel
Financial
Financial Summary
www.mba4help.com
Executive Summary
A mini-business plan on
one/two pages
Highlights the most
important points …
It is NOT an introduction
to the plan
It must grab your
reader’s attention
www.mba4help.com
Executive Summary
Identify the company, its
background and structure
Describe what the company
does, and the market it serves
Describe the market potential
and market trends.
Competitive Advantage
www.mba4help.com
Executive Summary
Outline the backgrounds
and experience of the top
management team
Describe the funding $
required, the purposes,
collateral available and
the expected outcomes
www.mba4help.com
Company Description2
Brief Company
Introduction
– Mission statement
– Location, size, history
– Market and products
– Overview of company
– Start up $$$
– Objectives
www.mba4help.com
Example
Vision statement
Avon: To be the company
that best understands and
satisfies the product,
service and self-fulfillment
needs of women - globally.
Mission statement
Google's mission is to
organize the world's
information and make it
universally accessible and
useful
www.mba4help.com
Products or Services
Products / Services
– What does it do?
– Uniqueness
– Competitive Advantage
Technology
– Brief description
– Applications
www.mba4help.com
Industry Overview
Legislation and Policies
Driving the Industry
Historical-Future Trends
Industry Definition and
Description
Major players-industry
www.mba4help.com
Market Analysis
Market Definition
– Primary Market
– Secondary Markets
Market Size and Trends
– Current total revenues
– Predicted annual growth rate
www.mba4help.com
Competitors
Direct Competitors
– Who are they?
– Size and product breadth
– Revenues and
profitability
– Strengths and
weaknesses
– Market shares
Indirect Competitors
www.mba4help.com
Customers
Customer Characteristics
– Who are they?
– Why do they buy?
– Customers Need satisfied?
– How is the need currently filled?
– What are the alternatives?
– Who makes the decision to buy?
– How frequently do they buy?
www.mba4help.com
Marketing Strategies
Product or Service Strategy
Pricing Strategy
Distribution Strategy
Advertising and Promotion
Push and pull strategy
Sales Strategy
Marketing and Sales
Forecasts
www.mba4help.com
Clientele reaching your
Business
www.mba4help.com
Interruption Marketing
DOES NOT WORK (Low ROI)
Outbound Marketing is out
• Telemarketing
• Trade shows
• Direct mail
• Print ads
TV/radio ads
www.mba4help.com
Marketing and Sales Plans:
Marketing Program
Conventional marketing
Internet Marketing
Social Media Marketing
Website and SEO
Networking /PR
Email campaign
Marketing Budget
www.mba4help.com
Marketing and Sales Plans:
Pricing (4)
Basis for targeted price
(cost analysis)
Margins and profitability
by volume levels
Add value
Competitors
www.mba4help.com
Marketing and Sales Plans:
Sales Plan
Sales force structure –
(direct or reps)
Sales expectations/quotas
Margins given to
intermediaries
Service and warranties
Sales Budget
www.mba4help.com
Research & Development
Research &
Development Plan
– Objectives
– Milestones and
current status
– Difficulties and risks
– R & D Budget
www.mba4help.com
Operations:
Manufacturing/Production Plan
Objectives
Facilities
Staffing
Subcontractors
Quality Control
Budget / Operating
Expenses
www.mba4help.com
Management
Company Organization
Management Team
Administrative Expenses
www.mba4help.com
Management Team
President
VP Finance
VP Sales
VP Marketing
VP Manufacturing
General Manager
www.mba4help.com
Personnel
Human Resource Plan
– Staffing Objectives
– Organizational
Structure
– 3-5 year growth plan
– Budget
www.mba4help.com
Summary of Financials
Financial Objectives
– Time to Cash Flow
Positive (milestone)
– Time to profitability
Capital Requirements
Repayment
Exit Scenario
www.mba4help.com
BEP and Contribution Margin
Fixed Cost- $10,000(Rent, insurance, manager, interest…)
Variable cost- $800/ea (Hourly, commission, inventory…)
Sales are $1,000 per unit
$1,000-$800=$200 Contribution Margin
$10,000/$200=50 Units to BEP Fixed Cost/Contribution Margin.
$10,000+5.000=$15,000/200=75 units to make a $5,000 profits.
www.mba4help.com
Financials
Pro-forma Cash Flow
Pro-forma Profit & Loss
Statements
Pro-forma Balance Sheet
Break Even Point
Business Ratios
Method of Repayment
www.mba4help.com
Appendices
Resumes of Key
Photographs
Patent Information
Customer List
Testimonials
References
www.mba4help.com
Market Research for your
Business Plan
Primary market Research
– Existing customers
– Potential customers
Your competition
Software
Equipment
Niche
Strategies
Secondary Market Research
Trade associations*
Government information
– Federal, state and local government reports
– Small Business Administration – SBA
– Small Business Development Center – SBDC
– U.S. Bureau of Census
Chambers of Commerce
Market research firms ($$$$$$$)
www.mba4help.com
Conclusion
With Business Plan NO Business Plan!

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Business plan 1

Editor's Notes

  1. Time and money are the most important resources in your business. Leveraging these resources wisely is one of the most important aspects of maximizing profit in your business.By creating a professional business plan you will learn how to best use your time and money.When you know your direction, you can set goals and create plans toachieve those goals.
  2. A business plan is any plan that works for a business to look ahead, allocate resources, focus on key points, and prepare for problems and opportunities.You are going to get a 360 degree view of your business – what’s right with it and what needs workYou will take that feedback and decide what the Critical Issues facingyour business You will establish Decision Making Criteria to help you and others make sound decisions about your businessYou will create a plan for the next year and create action plans to make it happen In this process you will gain a clearer perspective on your business and you will feel empowered! Because you will know exactly where you are going and exactly what it will take to get there.
  3. Just as a builder uses a blueprint to ensure that a building will be strong, the process of creating and writing a blueprint for your business -- called a business plan - will help you determine whether your business will be strong from the start. W/O a business plan, you leave far too many things to chance. Business owners who want to borrow money or attract investors will be successful only if they have well-written, well-researched business plans. All of your potential lenders or investors will want to understand as much as possible about how your business will work before deciding whether to back it financially.
  4. What kind of business, product or service , what business structure , How you going to reach your goals , do you have the experience or expertiseWhat is your market, local or international, younger or baby boomers, Spanish or EnglishHow much will be initial cost , inventories , rent, insurance, machinery, equipment, break even point , It is the best opportunity cost for the investment, how to maximize profits, it is the right locationAn important part of your business strategy is to design or prepare an exit strategy for your business since you don’t want to run it till you die and definite your stakeholders want to know about it.
  5. How you get the money to start your business . Most of the time you will need a business plan to achieve your funding to open or expand your business.Life time savings Borrow money from friends and familyLoan money from the banks using a business plan Ask money to Angel investors –need to be able to pay higher interest rate or share management control
  6. Lenders want to know about your knowledge and experience to run your business , financial records for the last few years and forecast for the future.Lenders want to know how they going to get pay back, Income statement , cash flow and balance sheet. Credit history Any mayor change in policies , business direction , change in managements and any other loans. Lenders want to know is the collateral have the right value to cover the investment (deposit, inventory, equipment, real state, others)
  7. What make you better, different or unique from the competition (new product, better service, more experience, better location, know politicBigger market for your product and service ( national better than local) Key employees experience in the field related to the business and their networkMost present a well done and define business and marketing plan and strategies in how to get there.The business plan most show high ROI, cash flow, and your long term plan for the business (selling, going public, adding or consolidating)
  8. Include everything that you would cover in a five-minute interview.1.Explain the fundamentals of the proposed business: What will your product be? Who will your customers be? Who are the owners? What do you think the future holds for your business and your industry?2. Mission Statement, Company Goals and Objectives, Business Philosophy, Niche, Strengths, key to success and Legal form of ownership3. Describe in depth your products or services , competitive advantages or disadvantages, What are the pricing, fee for product or service4. Describe your industry. Is it a growth industry? What changes do you foresee in the industry, short term and long term?5. What is the total size of your market?-What percent share of the market will you have? (This is important only if you think you will be a major factor in the market.)-Current demand in target market.-Trends in target market—growth trends, trends in consumer preferences, and trends in product development.-Growth potential and opportunity for a business of your size.-What barriers to entry do you face in entering this market with your new company? 6. What products and companies will compete with you?List your major competitors:(Names and addresses)Will they compete with you across the board, or just for certain products, certain customers, or in certain locations?Will you have important indirect competitors? (For example, video rental stores compete with theaters, although they are different types of businesses.)How will your products or services compare with the competition?
  9. 1Now that you have systematically analyzed your industry, your product, your customers, and the competition, you should have a clear picture of where your company fits into the world.2No matter how good your product and your service, the venture cannot succeed without effective marketing and sales plan. 3. Your marketing strategy involves target market focus, internet marketing , social media and seo to position your SMB.Sales close the deals that marketing opens. Sales strategies deals with how and when. Close sale prospects, compensate sales people, optimize order processing and changes in price, delivery and conditions.4.For SMB a great and cost effective marketing program ,will includes internet marketing, social media marketing and SEO5. For some business R/D are very significant part of their cost and operations for the nature of their business (laboratories)6.Operation s includes building , employees, operating budget , distributions ,process and other
  10. List of manager and job responsibilities, employees, position , salary and benefits Involves human resource, employees and staffing forecast for next 5 years.3. Summary of your financial plan; how fast the business expected to growth, how you will finance this growth, Exit strategy4.Statement of cash flow, Income statement and Balance sheet 6.Appendices- Aditional pertinent info. like testimonials and others
  11. Highlights the most important points of your business plan
  12. Describe the market potential and market trends.for the company’s products and services
  13. Vision -"What do we do?“"For whom do we do it?“"How do we excel?"
  14. Primary market if you selling drug may be baby boomer need same drugs for life. Secondary may be the occasional/seasonal sickness.
  15. The product breadth is the variety of product lines offered by a retailer.
  16. It is the customersneed satisfy by product or service or they have to travel or buy on internet some place else.
  17. Base in the cost of product or serviceProfit margins base in different level of volumeHow much value your product add to the buyerHow much your competitor is selling the same or similar product
  18. Direct selling is the marketing and selling products directly to consumers away from a fixed retail locationSales Representatives demonstrate their products and advise clients on how using these products can reduce costs and/or increase revenue
  19. Investors will definitely expect you to explain your exit scenarios, both for them and for you. In other words, investors want to see what happens next with your business, once it is launched, once it is a success, once they have made a profit.Reiterate how investors will be able to take their profits, how long they will have to wait from the time they invest with the company, and how they will receive their profits.
  20. Supporting documents used to enhance your business proposal.
  21. Primary market research is research that you conduct yourself, rather than information that you find already published Customer surveys