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::::::::::::::::::::::::::::::::::::::::::::::::::::::::::::::::::::::::::::
: :
: Copyright (c) 1992, David A. Works :
: All Rights Reserved :
: :
: This is NOT free software. This is :
: NOT public domain software. This :
: is shareware: you are expected to :
: pay a registration fee to the :
: author of this program if you :
: find it useful. See registration :
: details in the REGISTER ME file :
: :
::::::::::::::::::::::::::::::::::::::::::::::::::::::::::::::::::::::::::::
PLEASE READ
"USER'S GUIDE"
Registration has great benefits:
1. User's Guide
2. Latest version of Business Plan Master
3. Bonus diskette
4. More Programs
Business Plan Master
USER'S GUIDE
David A. Works
Grand Universal
P. O. Box 4118
Whitefish, MT 59937
Member
Association of Shareware Professionals
(ASP)
HOW TO REGISTER BUSINESS PLAN MASTER®
If today's date is after July 4, 1993, you need a new version.
There are several different ways to register BUSINESS PLAN MASTER.
Please use whichever method is most convenient for you. In all
cases you will receive the latest version available at the time
your order is received. Read the sections that follow and the
registration forms below for other benefits of registration.
-BASIC REGISTRATION-
• Latest Version Of Business Plan Master
• Technical support (minimum 3 months) by way of regular mail,
e-mail (through the online services listed below), or phone.
• Update notices will be sent to you.
SPECIAL OFFERS:
Shareware Magazine
Registered Users of BUSINESS PLAN MASTER are entitled to receive a
discount on a subscription to Shareware Magazine. The regular
yearly subscription rate of $14.95 is reduced to just $9.97. A
toll-free number and special Order Number will be provided upon
registration.
CompuServe
Full details about a special offer for CompuServe will also be
provided. The offer provides for FREE sign up, a $15.00 usage
credit and a complimentary subscription to CompuServe Magazine.
**PROFESSIONAL REGISTRATION**
ADDITIONAL FEATURES:
In addition to all the features listed above, we will also
include the following:
• Personal Net Worth Statement
For many loans, a Personal Net Worth statement
is part of the mandatory application package. This
spreadsheet creates one for you!
• Promissory Note
Borrowing money from family or friends? Keep
it on a business level with a promissory note which
details all the terms and conditions of the loan.
• Nondisclosure Agreement
This Nondisclosure Agreement protects your
rights and ideas. Mandatory when sharing your
business plan with investors.
• Non-Compete Agreement
You have spent many years sharing your ideas with
your employees or partners, now one of them runs
off to your competitor! Not if they have signed one
of these!
USER'S GUIDE
A complete PRINTED User's Guide will be included with
all registrations. The User's Guide will also include screen shots
of all templates and spreadsheets. This will make filling out
these spreadsheets MUCH easier!
BONUS DISKETTE:
Also included with the registered version diskette will be
another diskette with exceptional business and productivity
programs.
~~~~~~~~~~~~~~~~~~~~~~~
PROFESSIONAL PACKAGE
~~~~~~~~~~~~~~~~~~~~~~~
Receive the PROFESSIONAL versions of three of our most popular
software packages - Business Plan Master, Propose It! and "F&L".
Individually these programs would cost you well over $100, but you
can have all three programs for only $55 plus shipping and
handling.
Propose It!
Create winning proposals by using these proven templates.
Close that sale, win that bid or get that pet project
approved.
Templates.
Professional registration - $24.
F & L
Create over 100 business Forms & Letters. Includes
business correspondence, legal forms and agreements.
Save hundreds of hours of time!
Professional registration - $34.
SUPER SPECIAL OFFER!!!
While supplies last, buy the PROESSIONAL PACKAGE and receive a
FREE copy of a commercial software program! This is quality
name-brand stuff from companies like Microsoft, Lotus,
Broderbund, etc. All titles distributed randomly. Some software
may be a version or two old, but none has been registered.
Upgradeable at very low prices. I also have a small number of
demo packages.
REGISTER DIRECTLY WITH THE AUTHOR:
VISA or MASTERCARD
(406) 862-1280
9:00 am to 4:30pm (Mountain Time; GMT-6)
Monday through Friday. We will ship immediately, unless like last
winter a mosse family holds us hostage in our home.
You may also mail the completed Author Registration Form with
payment to Grand Universal at the address below. Please include
any comments about BUSINESS PLAN MASTER with your order. Hope the
P. O. Box doesn't offend you, but going to the Post Office is one
of the highlights of our small town's social scene.
This program is produced by a member of the Association of
Shareware Professionals (ASP). ASP wants to make sure that the
shareware principle works for you. If you are unable to resolve a
shareware-related problem with an ASP member by contacting the
member directly, ASP may be able to help. The ASP Ombudsman can
help you resolve a dispute of problem with an ASP member, but does
not provide technical support for members' products. Please write
to the ASP Ombudsman at 545 Grover Road, Muskegon, MI 49442 or
send a CompuServe message via CompuServe mail to ASP Ombudsman
70007,3536.
BUSINESS PLAN MASTER® v2.5a
Author Registration Form
Macintosh
Use this form to register your copy of BUSINESS PLAN MASTER and
order the latest version directly from the author.
NAME:
_______________________________________________________
COMPANY:
_______________________________________________________
ADDRESS: ___________________________ CITY/TOWN:
________________
STATE/PROV: _____________ ZIP/CODE: _________ COUNTRY:
____________
TELEPHONE: ______________________
HOW DID YOU FIRST LEARN OF BUSINESS PLAN MASTER ?
_________________
HOW DID YOU GET THE EVALUATION COPY ?
_____________________________
-----------------------------------------------------------------------------------------------------
QTY DESCRIPTION PRICE TOTAL
-----------------------------------------------------------------------------------------------------
PROFESSIONAL: above, plus includes a Printed
User's Guide, a coupon for 1 FREE upgrade,
___ BONUS diskette $44.00 ___.00
BASIC: latest version of BUSINESS PLAN MASTER,
upgrade notices, other Grand Universal
___ shareware programs, CIS/Shareware Mag. offers $34.00 ___.00
*****************************************************
* PROFESSIONAL PAK: Includes Professional *
* versions of Business Plan Master, Propose *
___ * It! and F&L. Normally a $102 value! * $55.00
*****************************************************
(includes commercial software item, too!)
Shipping and Handling:
ANY: $4 US (1st class), $10 overseas (air) __.00 ___.00
TOTAL: ___.00
INVOICE contains an invoice that can be given to your purchasing
department to ease ordering.
Grand Universal CompuServe 70400,153
David A. Works Delphi DAVIDWORKS
P.O. Box 4118 GEnie D.WORKS3
Whitefish, MT 59937 America OnLine DAVIDW2959
(406) 862-1280
Table of Contents
_________________________________________________
Introduction 1
Requirements 2
Usage 2
Files 3
Using Business Plan Master 4
BPM Historical Financial Worksheet 4
BPM Proforma Worksheet 6
Break Even Worksheet 12
Business Plan Master® 13
Title Page 13
Table of Contents 13
Executive Summary 13
The Management 14
[Your Company] History 15
Objectives 15
Our Competitive Advantages 16
Pricing 17
Specific Markets 17
Targeting New Markets 18
Location 18
Manufacturing Plan 18
Research & Development 19
Historical Financial Data 19
Proforma Financial Data 19
Proforma Cash Flow Analysis 20
Income Statement 20
Balance Sheet 21
Ratio Analysis 21
Financial Standards 21
Breakeven Point 21
Use of Money 21
Business Plan Master - User's Guide
--------------------------------------------------
Introduction
____________
Back in my younger days, I ran a small importing company.
One of the sayings we used to pass around was "We may not be
making any money, but we sure have fun!" Unfortunately that was
very true. As a young kid out of college, it was a great thrill
to drive all over the country, seeing new sights and having the
impression that I was making a lot of money. But I wasn't, and
it took me many years to discover why I didn't make money.
As foolish as it might sound, I recently attempted to
re-enter the same market but in a different way. This time I
put down my plans in writing. I found it to be a lifesaver! I
originally had hoped to raise outside capital but that was not a
realistic proposition. I eventually gave up on the idea before
investing much money in it. The point I am making is this - I
wouldn't have known when to quit if I hadn't had my ideas, plans
and assumptions in writing.
Even though I tried to raise money, I soon learned that the
value of the plan far exceeded all the hype I originally was
advised to include (through various books and consultants) to
impress outside investors. I ended up writing the plan just for
ME and found that others liked it better that way.
Now I am involved with several businesses and spend a fair
amount of time helping other businessmen. I owe a lot of my
current success to my original business plan and the discipline
it brought into my business life.
Every business needs a business plan and every business
needs to keep their business plan current. It will be your road
map to reach your goals and your guide to achieving what you
want.
David A. Works
Business Plan Master Page 1 User's Guide
Business Plan Master - User's Guide
------------------------------------------------
Requirements
____________
In order use "Business Plan Master®" you will need:
• Any Macintosh
• A word processing program
• A spreadsheet program.
Optional:
• Microsoft Word 4.0
• Microsoft Works 2.0
• Laser printer (fonts are nice too!)
• Spelling checker
• Grammar checker
• Thesaurus
Usage
______
A good business plan is clear and concise and lays out your
goals and plans. Good writing takes time and preparation. To
save time, I have designed "Business Plan Master®" to be used
verbatim.
I recommend that you use your business plan as a guide for
your business. Refer to it often to check your progress.
Update it periodically. I recommend annually or semi-annually.
Keep your old copies for future reference.
Here are some ideas to get the most out of "Business Plan
Master":
• Get a copy of the "User's Guide". You can print this file out
or register at the *Professional* level and I will send you one.
You may find it useful to print out the other files as well as
t hey are lengthy (also included in the registration package).
• Work only on copies of the documents.
• Keep your ideas simple and concise. Nobody likes to read long
winded business plans.
• Allow several hours for the preparation of your business plan.
• Although we will generate a business plan that is some 30
pages long, your's may be shorter or longer. Some sections may
not apply to your business.
• Fill out the financial worksheets before spending time on
the text.
Business Plan Master Page 2 User's Guide
Business Plan Master - User's Guide
-------------------------------------------------
Files
______
BPM Proforma Financials
This file contains a large Excel or Works worksheet that will
give you a cash flow forecast, balance sheet, income statement,
ratio analysis, and financial comparisons.
BPM Breakeven Analysis
A worksheet to help you determine your breakeven point. Must be
used with BPM Breakeven Macros.
BPM Historical Statements
A worksheet to allow comparisons between your past financial
statements and your proforma statements.
Business Plan Master
A file containing a sample business plan with sample text which
you can use or modify. Formatted in the most popular style
USERS GUIDE
This User's Guide.
REGISTER ME
Registration details and order form.
INVOICE
Many companies need an invoice for accounting and tax purposes.
Business Plan Master Page 3 User's Guide
Business Plan Master - User's Guide
--------------------------------------------------
USING BUSINESS PLAN MASTER®
-------------------------------------------------
As mentioned previously, my recommendation is to start with the
financial worksheets and then move into the text. This is very
sadistic, I know, but if your business is not going to work out at
a level acceptable to you or your investors, you need to know that
before spending time on the text.
So let me explain how to fill out the worksheets with your own
projections and to understand the output they give you.
BPM Historical Financial Worksheet
____________________________
[Optional]
If you are already in business, then you probably have financial
statements. You will need to include those in the "Attachment"
area. You will find it useful to plug in that information into
this file. This will allow you to compare your past financial
history with the statements that will be generated by the other
worksheets. This way you will be making a valid comparison.
Description:
This worksheet was originally created in Excel 3.0. It is one
large worksheet. I had considered making a series of smaller
"linked" worksheets, but decided that many users may not
understand the usage of linked worksheets and therefore might lose
data. Also, because it is one large worksheet, by using separate
windows and separating the screen, you can instantly see the
effect one area has on another. Also, I have placed protection on
everything except the numbers. This is not to frustrate you, but
to save you from making any changes which you have not thought
totally through. To undo the protection use:
Excel:
"Options - Worksheet Protection Off"
Works:
You can only protect a single cell at a time. If you need to unprotect a
cell, use "Options - Protected" and uncheck.
Please keep in mind that any numbers already in the worksheet are
examples and are probably nonsense.
Business Plan Master Page 4 User's Guide
Business Plan Master - User's Guide
-------------------------------------------------
NOTE: (Excel only)
Each section is recorded as a range name. This will make it
easier for you to maneuver through the worksheet. To move to an
area, use "Formula Go To" and pick out a range name.
The first items to be entered are the variables into the "Income
Statement".
"Formula Go To - Statement Variables".
Enter
1. The percentage rates of returns you have experienced
2. Your state tax rate
3. Your federal tax rate.
Now you may go on to enter the remainder of the "Income
Statement" information. This format should match most income
statements. You may have to exercise some discretion as to where
you should put specific items.
Move to the "Asset Worksheet"
"Formula Go To - "Asset Worksheet".
Fill in:
1. The numbers in column K
2. The amount of goodwill in L17.
If you have other fixed assets, include them in one of the topics
as best you can. DO NOT ALTER L13!
If you have other intangible assets, include them in "Goodwill"
and put them in L17. DO NOT CHANGE THE LOCATION OF THIS TOTAL!
Move to the "Balance Sheet"
Formula Go To - "Balance Sheet".
Next fill in the balance sheet. You will notice that your Fixed
and Intangible Assets will be transferred over to this sheet. You
will need to manually enter your depreciation rates in R17-T17.
Once you have completed these, the other sheets will be
automatically computed.
Business Plan Master Page 5 User's Guide
(Excel only)
To print out any section of this worksheet, just use the "Option
Set Print Area" command, then "Print" and you can have it printed
out. I strongly suggest printing out each area separately to make
your work easier. You can shrink the size of the printout on the
Page Set Up menu. These are also included in the printed User's
Guide received when you register.
Locations:
Income Statement: A13:F72
Statement Variables: A75:C80
Asset Worksheet: H1:M19
Balance Sheet: P1:V53
Ratio Analysis: P56:V79
D&B X1:AG61
RMA AI1:AO54
-----------------------------------
BPM Proforma Worksheet
____________________
You may have a great business idea, but if it doesn't make
financial sense, you mustn't go any farther. The purpose of this
large worksheet is to test the financial validity of your idea.
This section is undoubtedly the most complex, but it is the most
vital. Without some hope of financial success, there is no reason
to start or continue a business. Even if you find that your idea
is not viable or does not meet your own personal expectations,
this exercise will be well worth the time and effort to determine
that fact.
Description:
This worksheet was originally created in Excel 3.0. It is one
large worksheet. I had considered making a series of smaller
"linked" worksheets, but decided that many users may not
understand the usage of linked worksheets and therefore might lose
data. Also, because it is one large worksheet, by using separate
windows and separating the screen, you can instantly see the
effect one area has on another. Also, I have placed protection on
everything except the numbers. This is not to frustrate you, but
to save you from making any changes that you have not thought
totally through. To undo the protection use:
Excel:
"Options - Worksheet Protection Off"
Works:
You can only protect a single cell at a time. If you need to unprotect a
cell, use "Options - Protected" and uncheck.
Business Plan Master Page 6 User's Guide
Business Plan Master - User's Guide
--------------------------------------------------
Cash Flow Projections A11:AQ71
This is a very large worksheet to help you track your cash flow.
You may want to print out just this section to get a handle on
what is involved.
-----------------------------------------------------------------
IMPORTANT NOTE:
REMEMBER THAT ENTRIES IN ONE AREA OF THE WORKSHEET
WILL EFFECT OTHER AREAS OF THE WORKSHEET. DO NOT
MAKE CHANGES IN THE FORMAT OF THE WORKSHEET
UNTIL YOU ARE VERY CONFIDENT OF THOSE CHANGES.
WORK ON A BACKUP COPY.
-----------------------------------------------------------------
The best way to learn the relationships in the worksheet is to
look at cells where it is obvious a calculation is being made. In
general, the cash flow chart feeds into the Income Statement,
which feeds into the Balance Sheet which feeds into the ratios and
analyses.
The place to start is to the "Variables" area.
Formula Go To - "Variables".
Here is what you need to fill in:
Cash Reserve: You don't want to end any month with $0
or less in the bank. What will your cash
reserve be? The worksheet will automatically
determine how much of a bank loan you will
need based on this figure.
Markup: This is important for figuring inventory. If
you have a service business, enter 100%.
This will give you no inventory. (Default)
Markup is figured as a percentage of SALES,
i.e. you sell something for $100 and your cost is
$50, your Markup is 50%. In mathematical terms
(Sales Price/Gross Profit = Markup).
Many think of Markup as the percentage difference
between our cost and our sales price, i.e. I paid
$50, sold it for $100, my mark up is 100%. This is
markup on COST, not on sales. This distinction is
important in your dealings with financial consultants,
bankers or venture capitalists.
Business Plan Master Page 7 User's Guide Business Plan Master - User's Guide
--------------------------------------------------
Freight %: What percentage of inventory cost will your
inbound freight be? If you have a service
business, there will be none as this amount is
figured as a percentage of inventory and you will
have no inventory (due to the above entry).
If you have a manufacturing company, inbound
freight on raw materials will not be included, so
the percentage is 0.
Commission: How much commission (%) will you pay on sales?
You might have this in a service business as
finder's fees.
Beg Cash: How much are you starting out with?
Having completed this section, let's go to the "Sales" section
(A20). If you have more than two products, you may insert them
BEFORE the 2nd Product. This will keep the Total Sales
calculation ok. I suggest that you wait before entering actual
sales forecasts numbers.
If you do an insertion, Edit Insert Row, keep in mind that
several of the worksheets next to this Cash Flow Worksheet will
have some holes in it. This will not effect the calculations,
just the appearance. You can correct the appearance by 1. saving
the worksheet and 2. Use the "Move" command on the section to be
moved (highlight, Edit Cut, the Paste in the area you want).
"Cash Receipts"(A26)
I have used percentages which are typical if you grant terms of
2/10,n/30 (2% cash discount within ten days, otherwise net 30
days). If your terms are different you may adjust accordingly by
changing the percentages next to the month.
If you are on a cash basis, put all cash receipts in the "Month of
Shipment" row. Do NOT delete any rows. If you do, the rest of
the worksheets will not work!
Remember that the cells are protected so you will need to
unprotect them to change data.
Now you can fill in the remainder of your costs. Try to make
things fit in the closest category. If you have any questions as
to where anything belongs (and I haven't explained it well
enough!) contact me and I will help. If your financials are
complex enough, we may need to do a customized spreadsheet. (This
is not a blatant advertisement; I like tinkering with spreadsheets
and financial info.)
Business Plan Master Page 8 User's Guide Business Plan Master - User's Guide
--------------------------------------------------
Don't delete any category or the worksheets will fail!
If you feel secure that these costs are going to be stable you can
copy them across the width of the worksheet.
Rent Rent or mortgage payments.
Utilities Electric, gas, garbage, water, etc.
Telephone Office, cellular, long distance charges (not equipment,
that is an asset).
Salaries Management personnel (not hourly). Total of all.
Payroll Hourly employees
Withholding In the US, we have to deduct a certain percentage for
federal and state taxes, as well as Social Security.
Other countries may have different rules. You will
need to check with accountant or a government
publication to determine rates as they vary
according to many factors.
Inventory,Materials
This will be automatically calculated on your
sales using the Mark Up percentage you entered
into the "Variables".
Freight-In Will also be automatically calculated based on
"Freight Percent" in the "Variables".
Office Supplies
Paper, pencils, envelopes, coffee, etc.
Postage Ordinary mail or overnight, but not in
association with shipping finished merchandise.
Advertising Newspaper, radio, flyers, brochures, etc.
Professionals Accountants, lawyers, etc.
Commissions Figured automatically from the "Variables".
Insurance Liability, fire, auto, truck, etc.
Travel/Entertn I put this here as it is a cost, but the US
Government keeps changing the rules, so be
careful about what you try to deduct out of this
category. Be smart and only put legitimate
expenses in.
Business Plan Master Page 9 User's Guide Business Plan Master - User's Guide
-------------------------------------------------
Research Every company devotes a different amount for
research and development. Please enter an
amount which is appropriate for your company, if
any.
Miscellaneous A good spot for odds and ends.
State Taxes You may have to pay quarterly taxes. It will
depend on your income.
Federal Taxes Same reasoning as "State Taxes".
Now, you can enter in sales goals. I left this purposely for last.
Controlling costs is far more important than getting tons of
sales. If your costs are not in line, you will be tempted to
"fudge" on the sales. Having determined your costs up front will
help you to be more honest.
I have devised this worksheet to be all you need. If you have
more products or other costs which need to be included, take your
time changing the worksheet. Make sure you are very familiar with
its operation and always fiddle around on copies, not on
originals. It is a lot of work to rebuild this type of material.
I know. While putting the finishing touches on this worksheet my
hard drive fizzled. I recovered all of "Business Plan Master®"
except this one worksheet. Lost a lot of time.
Asset Worksheet AS1:BC19
This is a very simple worksheet which asks you to enter your
proposed assets. They are totaled automatically and are used in
the balance sheets.
Income Statement AT84:BA145
This is automatically generated from the cash flow worksheet.
This is often called a "Profit & Loss Statement". Hopefully, you
will see a profit! I have included information on year-to-year
changes for your own information.
Business Plan Master Page 10 User's Guide
Business Plan Master - User's Guide
-------------------------------------------------
It is very important that you enter the correct numbers in the
"Statement Variables" area.
Formula Go To - Statement Variables".
Enter
1. The percentage rates of returns you project
2. Your state tax rate
3. Your federal tax rate.
******
Note:
******
In the following sections, you might see an entry "NA". This
means that the denominator in the equation equaled zero. Since we
can't divide by zero, an error is created. This should not be
taken as a negative. In fact it cane be very positive. Many of
the ratios are figured on debt. If you have no debt, you have a
zero denominator. Frankly, I think that is wonderful. I just
wanted you to know the math behind this. Look at each ratio to
determine if there might be cause for concern or celebration.
Balance Sheet AT150:BA194
Automatically generated. This shows the relationship of your
assets, liabilities, and your net worth.
Ratio Analysis AT199:BA220
Now we analyze the Income Statement and the Balance Sheet. Now you
can start to see if your idea is healthy or not.
Current Ratio Current Assets/Current Liabilities
Acid Ratio Cash + AR/Current Liabilities
Debt Ratio Total Assets/Total Liabilities
TIE Times Earned Interest
EBIT (Earnings Before Interest & Taxes)/
Interest Expense (no usage here)
Inventory Turn Ending Inventory X 360/Cost of
Goods Sold
Avg. Collection AR X 360/Sales
Total Asset Turn Sales/Total Assets
Gross Margin Gross Profit/Sales
Net Margin Net Income/Sales
Return on Assets Net Income/Total Assets
Return on Equity Net Income/Net Worth
Officers Comp Officer's Compensation/Sales
Business Plan Master Page 11 User's Guide Business Plan Master - User's Guide
--------------------------------------------------
Dun & Bradstreet Industry Norms BE3:BM60
None of the ratios mean anything until you can compare them to
others in your industry. The "Industry Norms" are complied on the
basis of SIC Code numbers. Not all numbers are available, so if
your isn't use the closest you can find. You do not want to be in
the lower range of numbers nor do you want to be beyond the highs.
No one will believe you if you are higher. If you are low, it
will be very hard to get anyone to fund you as most projections
are believed to be optimistic. (Available from most public
libraries).
These ratios are similar to the above ratios. Detailed
(excruciating) explanations are in the D&B book.
RMA BQ3:BV52
Another set of industry statistics comes from the Robert Morris
Associates. The same advice holds for these as for the D&B
reports. (Available from most public libraries).
-------------------------------
Break Even Worksheet
__________________
This is an incredibly simple worksheet to help you determine your
breakeven point. All you have to do is enter the numbers in the
noted areas.
The two items you may not know are price and quantity. Price
is defined as the price at which you will be selling your product.
The quantity is the number sold. Everything else you should
already know.
So, if you want to know your breakeven price and you know
everything else enter it in. Then (Excel) hit "Option-Command-p" or use
"Run Macro - Price" or (Works) Command-p. This solves for price.
If you want to know your breakeven quantity, enter everything else
and then hit (Excel) "Option-Command-q" or "Run Macro-Quantity"
(Works) Command-q. This solves for quantity.
Please remember that Profit always equals $0.
Also as with all Excel and Works macros, make sure you have the
Breakeven Macros file open or it won't run.
Business Plan Master Page 12 User's Guide
Business Plan Master - User's Guide
--------------------------------------------------
-----------------------------
Business Plan Master
_________________
This file contains boilerplate text and is already formatted for a
well-written professional business plan. We will now explain how
to complete the following sections:
Title Page
First replace [My Company] with your company's name. Fill in the
correct address and phone number as well. Finally replace [Your
Name] with your name and replace [DATE] with today's date.
Table of Contents
Many word processing programs can generate a table of contents
automatically and can paginate automatically. If yours doesn't
you may want to consider paginating manually.
Executive Summary
This is the page where pagination and your footer starts. Open up
the footer and replace [My Company] with your company name. Be
sure to start pagination at Page 1.
The remainder of this section should be written after the other
sections are complete. It is a complete summary of your company
and its objectives.
Go through and replace the following:
1. [My Company] to your company name. It is ok to do a global
search-and-replace if your program supports that. If you are allowed
to confirm each replacement, it is a good idea to do so.
2. [I/we] to whichever is appropriate. May also be globally replaced.
3. Most other changes are unique to this page and are obvious.
Whenever you come across <Product> and <Service>, this means
that the items following pertain either to a product oriented business
or a service oriented business. Of course, if you see something
you want to use, by all means do so.
Business Plan Master Page 13 User's Guide
Business Plan Master - User's Guide
--------------------------------------------------
4. Always look out for "XXX" this means to replace this with a number.
5. Also be on the lookout for my attempts at comedy (i.e. Ferrari
Testarossa). A business plan doesn't have to be dry and boring.
But it should be original so use your own jokes!
Be sure to include:
• Type of business you have or are starting.
• If you are currently in business, how are you doing?
• What form you business is in - proprietorship, partnership,
corporations (Subchapter S, etc.)
• How are you going to be profitable and how profitable?
• What distinguishes your business from the competition?
• What are the financial rewards?
Financial Goals Table:
The data for this table is available from the BPM Proforma
Financials (Stock Analysis) spreadsheet. The exact location is
CA1 through CE25. You must enter this manually from the BPM
Proforma Financials.
The Management
[Include either your resume (if proprietor) or short biographies
(if partnership or corporation). Be sure to include all
experience and information pertinent to this type of business.
Then you will need to include a section on duties and
responsibilities. This might incorporate a simple organization
chart. Include salaries.
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[My Company] History
If you have been in business, give a complete but brief history of
your accomplishments to date. Short, succinct paragraphs are all
that is truly necessary. Include all highlights whether positive
or negative. The negative portions should include the lessons you
learned and the steps taken to prevent a recurrence. This is very
valuable. Everyone has made mistakes. Did you learn from them?
Make sure your history ties into where you are going from now.
Don't leave time gaps.
[Product, Service] Description
The readers of your business plan will want to know exactly what
your product or service offering is. The length of this section
is in direct proportion to the complexity of your service or
product. Look one again for comments and suggested text in
brackets which will need to be replaced. The complexity of your
description will also be dictated by the audience your business
plan is addressing. Investors may not understand all your
technical lingo, whereas a partner with a technical background
will want to see it all.
Objectives
Long Term
State very simply what your firm's long term objectives are. Long
term should be considered 5-10 years. Pithy statements such as
"market leader", "most profitable", etc. are obvious. What you
need are clear direct statements of intent.
Short Term
Short-term goals are those to be met within 5 years. Again steer
clear of pithy overused marketing mumbo jumbo and just state your
intent backed up with a plan. Short-term goals should mesh
invisibly into and support long term goals.
Competitors
List all your competitors along with their respective strengths
and weaknesses. Discuss how you will compete against these
strengths and weaknesses, if you intend to do so directly.
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Our Competitive Advantages
Unless you can distinguish yourself from the competition, you may
have a rough go of it. It is very important that you have an
honest appraisal of your company strengths and weaknesses as well
as the strengths and weaknesses of your competitors. Some may
prefer to switch this section with the section on "Competitors".
However, if you have multiple products with different competitors,
use a separate section for each product and examine the
competition there.
Make sure that you speak to all of your competitors' strengths and
weaknesses whether you intend to meet them or not, as well as how
these strengths and weakness will impact your business.
This section has also been divided between <Product> and
<Service>.
Summary
Because you have been so thorough in your explanation of your
particular advantages, you need to summarize your competitive
advantages so that your reader will get the gist of what your are
saying.
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Pricing
You will need to discuss at what price you will be offering your
products or services. Respond to the following questions:
• How did you calculate this price?
• How does this price compare to your competition?
Remember that price competition for a startup company
is usually deadly for the startup company. It is
better to offer more services or tangible benefits with
a higher price.
• What pricing policy are you following (cost plus,
market, seat-of-pants, etc.)?
Specific Markets
If you are entering several markets at once (not a good idea
unless they are very compatible or the single line of products or
services you are offering cross market lines) it is mandatory that
you discuss your strategy for each market.
Market #1
General History
Give a specialized history of this market and how it pertains to
your product. Keep in mind that you know your market better than
anyone. Therefore outsiders may not understand it as you do. Try
to imagine writing this for someone who knows nothing about your
industry or product. This will help you keep your ideas simple
and clear.
Entry Strategy
Discuss how you will enter (or have entered) this particular
market in detail.
Growth Strategy
Having now entered this market, how will you maintain and increase
your sales and service?
Market Size & Share
State directly what you expect to achieve in this market.
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Other Markets
Use the same format for additional markets.
Targeting New Markets
In order to keep growing, you will need to either expand into your
present market or address other markets. How are you going to do
this?
Location
For many businesses, the location where you run your business is
extremely important. This is true for manufacturing, distribution
or wholesale businesses as well as many service industries and
product-based industries where being close to clients and
customers is very important.
Manufacturing Plan
This section does not apply to service businesses. Because of the
difference in manufacturing processes, I have just included some
sample text. You will need to address the following questions:
• What are your sources of supply? Do you have secondary
sources?
• Which production method will you be using? Is it state
of the art?
• How do you [will you] protect your cost advantage?
• Will you be a job shop or mass production?
• Are there any toxic or hazardous materials involved
with your production [include by-products] and how will
you handle them?
• What will be your quality control procedures?
• What do you estimate to be your capital asset
requirements?
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Research & Development
Probably also only for product based businesses, unless continuing
education will play an important role in your service- based
business. The following points need to be covered:
• List and explain your present research achievements.
• Who will control research efforts?
• Describe projects underway are planned for near future.
• What has been your success in terms of rate of
investment?
• Are any government funding sources available to you?
• Are you involved or seeking to be involved in any R&D
partnerships?
Historical Financial Data
Simply include these statements in the "Attachment" area. Also
discuss all assumptions, successes, problems, discrepancies and
other items not obvious to the Casual observer. Also include the
worksheet "BPM Historical Financials". These include valuable
guides to industry standards for use in comparing your business
with others in your field. For information on filling in this
spreadsheet, see the section "BPM Historical Financial Worksheet"
above.
Also explain any occurrences of "NA" and their significance.
Proforma Financial Data
Give a complete explanation of all your financial statements.
Clear up anything that might not be obvious to the casual
observer. Check documentation for complete explanation of
spreadsheets.
Also explain any occurences of "NA" and their significance.
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Proforma Cash Flow Analysis
Assumptions
Just because the worksheets make sense to you, they probably won't
make sense to anyone else. Also, you may forget what your own
assumptions were. BE SURE TO KEEP THIS UP-TO-DATE!
Sales Forecast
Putting your growth rates here will help you remember what you
forecast as well as presenting these numbers in a simplified
fashion.
Cash Flow Variables
You need to be forthcoming about any variables which may effect
your cash flow. No business ever goes exactly according to plan.
The idea is to show that you can keep on top of it when things go
worse than expected and also when things go better than expected.
Both can be dangerous!
Income Statement
Assumptions
Just because the worksheets make sense to you, they probably won't
make sense to anyone else. Also, you may forget what your own
assumptions were. BE SURE TO KEEP THIS UP-TO-DATE!
Risks & Variables
Share your assumptions and what might happen if your assumptions
are wrong - positive or negative.
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Balance Sheet
Cost Control
How do you plan to track your financial progress?
Ratio Analysis
Ratio Analysis allows you to track your performance in accord with
some financial conventions. These ratios will be closely looked
at by bankers and others interested in investing in your business.
More importantly, you should know where you stand.
Financial Standards
The two most popular sources of industry financial rations are Dun
& Bradstreet's Industry Norms and the Robert Morris Associates
tables. Both of these references should be available in your
public library in the business reference section. These two items
are copyrighted by their respective companies.
Breakeven Point
Taken from Breakeven Analysis spreadsheet.
Use of Money
This section is for those who are seeking to raise capital or debt
financing. You need to let your prospective investors know where
the money is going. Even close friends and family need to be kept
informed about where the money is going. Consider the following
questions:
• Where is the money going?
• Who is the supplier?
• What is the price?
• Model name and number.
• Are there any extra charges such as sales tax,
installation charges and freight?
• How will this make this business more profitable?
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