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Entrepreneurship, 11 th Edition Mariotti and Glackin with NFTE © 2010 Pearson Education, Upper Saddle River, NJ All Rights Reserved. 3 Executive Summary Business Definition Target Market Key Marketing Strategy Goals Ownership Financing Request Use of Funds & Exit Strategy
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BizBuilder Step 3:
Business Plan Presentation
Entrepreneurship, 11th EditionMariotti and Glackin with NFTE
© 2010 Pearson Education, Upper Saddle River, NJ 07458.
All Rights Reserved.2
[Company Name] [Logo—insert below as clip art]
Entrepreneurship, 11th EditionMariotti and Glackin with NFTE
© 2010 Pearson Education, Upper Saddle River, NJ 07458.
All Rights Reserved.3
Executive Summary Business Definition Target Market Key Marketing Strategy Goals Ownership Financing Request Use of Funds & Exit Strategy
Entrepreneurship, 11th EditionMariotti and Glackin with NFTE
© 2010 Pearson Education, Upper Saddle River, NJ 07458.
All Rights Reserved.4
Overview Mission Vision Culture
Entrepreneurship, 11th EditionMariotti and Glackin with NFTE
© 2010 Pearson Education, Upper Saddle River, NJ 07458.
All Rights Reserved.5
Company Description Industry Type of firm (manufacturing/wholesale/service)
Strategic advantage Legal structure Physical location & geographic
reach Ownership structure
Entrepreneurship, 11th EditionMariotti and Glackin with NFTE
© 2010 Pearson Education, Upper Saddle River, NJ 07458.
All Rights Reserved.6
Opportunity Analysis Industry analysis
Size Trends Characteristics
Target market Size Trends Characteristics
Entrepreneurship, 11th EditionMariotti and Glackin with NFTE
© 2010 Pearson Education, Upper Saddle River, NJ 07458.
All Rights Reserved.7
Opportunity Analysis II Environmental Analysis
SWOT AnalysisStrengths Weaknesses
Opportunities Threats
Entrepreneurship, 11th EditionMariotti and Glackin with NFTE
© 2010 Pearson Education, Upper Saddle River, NJ 07458.
All Rights Reserved.8
Opportunity Analysis III Competitive Analysis
Key competitors (analysis on next slide) International competitors Competitive advantage or Unique
Selling Proposition (USP) Tactics to support the strategy Barriers to entry
Entrepreneurship, 11th EditionMariotti and Glackin with NFTE
© 2010 Pearson Education, Upper Saddle River, NJ 07458.
All Rights Reserved.9
Competitive AnalysisYour CompanyWeighted Rating
Competitor #1Weighted Rating
Competitor #2Weighted Rating
Competitor #3Weighted Rating
Quality
Price
Location
Selection
Service
TOTAL
Entrepreneurship, 11th EditionMariotti and Glackin with NFTE
© 2010 Pearson Education, Upper Saddle River, NJ 07458.
All Rights Reserved.10
Market Segmentation Strategy Geographic Scope Size of Total Market Size of Target Market Customer Profile
Entrepreneurship, 11th EditionMariotti and Glackin with NFTE
© 2010 Pearson Education, Upper Saddle River, NJ 07458.
All Rights Reserved.11
Marketing – Products/Services Products/services to be sold Customer needs to be met Features and benefits Product life cycle stage(s) Intellectual property protection
Entrepreneurship, 11th EditionMariotti and Glackin with NFTE
© 2010 Pearson Education, Upper Saddle River, NJ 07458.
All Rights Reserved.12
Marketing - Pricing Strategy Structure Profit margins Discounts (Optional – Economics of One Unit Slide)
Entrepreneurship, 11th EditionMariotti and Glackin with NFTE
© 2010 Pearson Education, Upper Saddle River, NJ 07458.
All Rights Reserved.13
Economics of One UnitDefinition of one unitSelling price per unit $Direct labor $Materials $Total COGS per unit $Other variable costs $Total variable costs $Gross profit per unit $
Entrepreneurship, 11th EditionMariotti and Glackin with NFTE
© 2010 Pearson Education, Upper Saddle River, NJ 07458.
All Rights Reserved.14
Marketing - Promotion Advertising Branding Marketing materials Publicity Customer service
Entrepreneurship, 11th EditionMariotti and Glackin with NFTE
© 2010 Pearson Education, Upper Saddle River, NJ 07458.
All Rights Reserved.15
Marketing - Place Location
Advantages Disadvantages Surrounding businesses & access
routes Vehicular traffic Work force availability
Entrepreneurship, 11th EditionMariotti and Glackin with NFTE
© 2010 Pearson Education, Upper Saddle River, NJ 07458.
All Rights Reserved.16
Marketing - Philanthropy Philanthropic strategy Organizations to support Rationale
Entrepreneurship, 11th EditionMariotti and Glackin with NFTE
© 2010 Pearson Education, Upper Saddle River, NJ 07458.
All Rights Reserved.17
Management Team
President/CEO
Marketing Operations Finance
Entrepreneurship, 11th EditionMariotti and Glackin with NFTE
© 2010 Pearson Education, Upper Saddle River, NJ 07458.
All Rights Reserved.18
Employees/AssociatesFull-time employees Present needs Future needs Benefits Training
Part-time employees
Present needs Future needs
Entrepreneurship, 11th EditionMariotti and Glackin with NFTE
© 2010 Pearson Education, Upper Saddle River, NJ 07458.
All Rights Reserved.19
Research & Development Types of research in which
engaged Industry research in progress Intellectual property protection
Entrepreneurship, 11th EditionMariotti and Glackin with NFTE
© 2010 Pearson Education, Upper Saddle River, NJ 07458.
All Rights Reserved.20
Location & Facilities Type of building and equipment Technological tools Access to technology
Entrepreneurship, 11th EditionMariotti and Glackin with NFTE
© 2010 Pearson Education, Upper Saddle River, NJ 07458.
All Rights Reserved.21
Inventory & Production Supply chain (illustrate) Manufacturing process Economies of scale Innovations in production, inventory
management, or distribution Production-distribution channel(s) Lead times
Entrepreneurship, 11th EditionMariotti and Glackin with NFTE
© 2010 Pearson Education, Upper Saddle River, NJ 07458.
All Rights Reserved.22
Quality Assurance Methods of defining & ensuring
product/service quality Critical components of quality
assurance Value of quality assurance to
customers and the organization
Entrepreneurship, 11th EditionMariotti and Glackin with NFTE
© 2010 Pearson Education, Upper Saddle River, NJ 07458.
All Rights Reserved.23
Sources & Uses of Capital Amount of capital required
Funds from personal resources Funds committed
Type of funds and terms Uses of funds raised with timeline Start-up costs Payback period
Entrepreneurship, 11th EditionMariotti and Glackin with NFTE
© 2010 Pearson Education, Upper Saddle River, NJ 07458.
All Rights Reserved.24
Cash Flow ProjectionsQ1 Q2 Q3 Q4 YR1 YR2 YR3
Starting Cash +
Cash in from Operations
+
Cash out from Operations
-
Cash in from Investing
+
Cash out from Investing
-
Cash in from Financing
+
Cash out from Financing
- _______ _______ _______ _______ _______ _______ _______
Ending Cash Balance
Entrepreneurship, 11th EditionMariotti and Glackin with NFTE
© 2010 Pearson Education, Upper Saddle River, NJ 07458.
All Rights Reserved.25
Balance Sheet ProjectionsASSETS Current Assets
CashAccounts ReceivableInventoryOther Current Assets
Total Current AssetsProperty and Equipment, at cost
Furniture and EquipmentLess Depreciation
Net Property and EquipmentOther Long-Term Assets
Total AssetsLIABILITIES AND OWNER’S EQUITYCurrent Liabilities
Accounts PayableOther Liabilities
Total Current LiabilitiesLong-Term Liabilities
Long-Term DebtOther Long-Term Liabilities
Owner’s EquityTOTAL LIABILITIES AND OWNER’S EQUITY
After start-up costs and before first saleASSETS Current Assets
CashAccounts ReceivableInventoryOther Current Assets
Total Current AssetsProperty and Equipment, at cost
Furniture and EquipmentLess Depreciation
Net Property and EquipmentOther Long-Term Assets
Total AssetsLIABILITIES AND OWNER’S EQUITYCurrent Liabilities
Accounts PayableOther Liabilities
Total Current LiabilitiesLong-Term Liabilities
Long-Term DebtOther Long-Term Liabilities
Owner’s EquityTOTAL LIABILITIES AND OWNER’S EQUITY
After first year
25
Entrepreneurship, 11th EditionMariotti and Glackin with NFTE
© 2010 Pearson Education, Upper Saddle River, NJ 07458.
All Rights Reserved.26
Income Statement Projections1Q 2Q 3Q 4Q YR1 YR2 YR3
Net Sales Revenue
Cost of Goods Sold ________ _______ _______ _______ _______ _______ _______
Gross Profit
Operating ExpensesGeneral Expenses
Other Expenses ________ _______ _______ _______ _______ _______ _______
Net Income Before TaxesTaxes ________ _______ _______ _______ _______ _______ _______
Net Income
Entrepreneurship, 11th EditionMariotti and Glackin with NFTE
© 2010 Pearson Education, Upper Saddle River, NJ 07458.
All Rights Reserved.27
Return on SalesReturn on Sales (ROS)Yearly Net Profit ÷ Total Sales × 100 %
$0.00
$0.20
$0.40
$0.60
$0.80
$1.00
ROS
$1 of sales
Amount of $gained/lost bysales
(Double click on chart to add information)
27
Entrepreneurship, 11th EditionMariotti and Glackin with NFTE
© 2010 Pearson Education, Upper Saddle River, NJ 07458.
All Rights Reserved.28
Breakeven AnalysisNumber of units that must be sold to
break even:
per month: __________ units per year: ____________ units
Entrepreneurship, 11th EditionMariotti and Glackin with NFTE
© 2010 Pearson Education, Upper Saddle River, NJ 07458.
All Rights Reserved.29
Ratio AnalysisRatio Company Industry VarianceCurrent
Quick
Debt
Debt to EquityTimes Interest Earned
Entrepreneurship, 11th EditionMariotti and Glackin with NFTE
© 2010 Pearson Education, Upper Saddle River, NJ 07458.
All Rights Reserved.30
Ratio Analysis IIAve. Inventory TurnoverReceivables TurnoverAverage Collection PeriodAverage Payable PeriodTotal Assets TurnoverNet Profit on SalesNet Profit to Equity
Entrepreneurship, 11th EditionMariotti and Glackin with NFTE
© 2010 Pearson Education, Upper Saddle River, NJ 07458.
All Rights Reserved.31
Plan for Use of Funds
Working capital $Equipment $Fixtures $Furnishings $Real estate $Other $TOTAL $
Entrepreneurship, 11th EditionMariotti and Glackin with NFTE
© 2010 Pearson Education, Upper Saddle River, NJ 07458.
All Rights Reserved.32
Funding Request Amount Type Terms
Entrepreneurship, 11th EditionMariotti and Glackin with NFTE
© 2010 Pearson Education, Upper Saddle River, NJ 07458.
All Rights Reserved.33
Risks & Barriers Key risks and assessment of
impact Barriers to plan success Plans to mitigate risks and reduce
barriers
Entrepreneurship, 11th EditionMariotti and Glackin with NFTE
© 2010 Pearson Education, Upper Saddle River, NJ 07458.
All Rights Reserved.34
Exit Plan Options
Option 1 Option 2 Option 3
Time frame
Entrepreneurship, 11th EditionMariotti and Glackin with NFTE
© 2010 Pearson Education, Upper Saddle River, NJ 07458.
All Rights Reserved.35
Milestones Critical milestones listed with
dates PERT chart
Entrepreneurship, 11th EditionMariotti and Glackin with NFTE
© 2010 Pearson Education, Upper Saddle River, NJ 07458.
All Rights Reserved.36
Opportunity Summary Highlight 1 Highlight 2 Highlight 3 Highlight 4 Highlight 5
Entrepreneurship, 11th EditionMariotti and Glackin with NFTE
© 2010 Pearson Education, Upper Saddle River, NJ 07458.
All Rights Reserved.37
[Company Name]Thank you!