BUILDING A BUSINESS PLAN

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1 BUILDING A BUSINESS PLAN

2 Northern Savings Commercial Services Whether your business is just starting out or you re ready for a change, Northern Savings Commercial Services is an ideal partner and can provide you with the services you need. Our Commercial Services team has a wide range of business experience. They will strive to help your company run smoothly by providing business accounts and services, cash management services, loans, and experienced friendly guidance. Northern Savings Credit Union has designed this guide to help you understand and assemble your business plan, a crucial component of starting or growing any business. 1

3 WHAT PRESENTATION MAKES A GOOD TIPS BUSINESS PLAN? An easy to read and clear business plan will enhance your chances of obtaining A business plan is a written document that financing outlines the following: Check The business for spelling, concept grammar, and mathematical The business errors owner s background The proposed resources to be used Ask The a proposed trusted advisor strategies to review to be used and critique the plan The results expected for the stated period Ensure the plan demonstrates the A business following: plan must be organized, complete, and factual. 1. Realistic market share The plan can 2. Reasonable be prepared marketing for either a strategy new business 3. or an Well existing planned business; operations for the latter, a summary 4. of past Capable results management must be included. 5. Identification of all costs 6. Demonstration of sufficient start up and operating funds 7. Realistic forecasts 8. Realistic break-even calculations External Reasons: 9. Full financial commitment by owners To support loan applications Limit To attract the distribution investors of your business plan as it contains confidential information Internal Reasons: Be To encourage prepared to realism answer all questions about your To help business identify plan markets, pricing, and Understand competition the contents of the plan, especially To determine if someone viability else assisted in putting To identify it together the amount and type of financing needed Focus To help on keep the the positive business aspects on track but include negative points and your ideas to overcome these obstacles WHY PREPARE A BUSINESS PLAN? WHAT ARE LENDERS LOOKING FOR? NOTES THE FIVE C S OF CREDIT: Character - Commitment to honour obligations and provide accurate information Conditions - Economic climate, type of industry, and risk Capital - Resources for growth and protection for creditors Capacity - Management s ability to repay (business cash flow) Collateral - Secondary source of repayment to hedge against unforeseen circumstances Clear communication between the business owner and the lender is also very important; this creates mutual understanding and co-operation. Cover Letter One page Should accompany your plan each time you send it out THE BUSINESS PLAN Address the letter to the person you are sending it to Explain why you are sending the plan Create interest in your plan without repeating your executive summary Table of Contents An aid to readers Include page numbers for each major section of the plan Include list of appendices

4 Executive Summary 1. Name 1. of Name month of month Start Up Start Costs Up Costs Total Total Sales Sales Product Product Service Should / Service be limited to one page in length Product Product Service/ Service Product Product Service Written / Service after business plan is completed Product Product Service Should / Service include any major conclusions Product Total Service Sales drawn from your market analysis, Cash InCash In operational plan, or financial forecasts and Cash Sales Cash Sales may include the following: Receivables Receivables Collected Collected Loan Proceeds Loan Proceeds Financing and investment required Personal Personal Cash Invested Mission Cash Investedstatement Product Other Company management and advisors Total Cash Total InCash In Business environment Cash Out/Expenses Cash Out/Expenses Inventory Inventory Target market Products and Services Advertising Advertising & Marketing Trends & Marketing Office Supplies Office Supplies Competition Describe in depth your products and/or Travel: Travel: Accommodation Accommodation & Meals & Only Meals Only services Vehicle: Vehicle: Fuel Fuel Vehichle: Vehicle: Repair Repair & Maintenance & Maintenance Vehicle: Vehicle: Insurance This Insurance section should include the following: Bank Charges Banking Charges Insurance Insurance (Liability Business (Liability & Personal) & Personal) name Legal Fees Legal / Accountant Fees Business / Accountant address Rent/Lease (if / Lease not Business home (if not based) home based) location Licenses Licenses / Permits Business / Permits contact information (phone, Telephone, Telephone, Fax, Internet Fax, Internet fax, and ) Utilities Utilities Legal structure (include names, Bookkeeper Bookkeeper Principle Drawings addresses, percentage owned for all Marketing Plan Principle Drawings Equipment Equipment & Tools owners) & Tools Capital Capital Items Items Nature of business (retail, Other Other manufacturing, trades, service, etc.) Total Cash Total Out Cash Business Out status - new, existing, or Summary Summary expanding Total Cash Total InCash In History of business idea Plus: Operating Plus: Operating Balance Balance Equals: Equals: Cash Available Cash List Available main products and/or services you Less: Total Less: Cash Total will Out Cash offer Out Equals: Equals: Closing Closing Balance Balance Total Start Total Up Start Costs Up Costs Business Entity If purchasing or expanding an existing business be sure to include the following: Estimated purchase price and any additional costs associated with the purchase (legal, buildings, improvements, equipment, inventory) Reason for the sale and reasons for any possible unprofitability or decline in profit What changes will you make, how will you make the business more profitable, or plans to turn around an unprofitable business Provide a list of features and benefits for your products and/or services Include the factors that will give you competitive advantages or disadvantages Include the pricing, fee, or leasing structures of your products and/or services Market Research Primary research (questionnaires, interviews, focus groups that you have generated on your own) Secondary research (data that has already been generated; e.g. publications, census, relevant studies, etc.) Brief description of the industry What is the size of the market?

5 What is your anticipated market share? List your competitors strengths and Month Estimated Sales Product/Service 1 Estimated Sales Product/Service 2 Estimated Sales Product/Service 3 Estimated Sales Product/Service 4 Are there any changes taking place in the weaknesses in the chart on pages 8 & 9 1 industry? List your business strengths and 2 What is the growth potential of the industry? weaknesses in the chart on pages 8 & Description of target customers Operational Plan Construct a demographic profile (this should 5 include target customer s age, gender, income Describe the daily operations of the business; 6 level, occupation, education, and lifestyle) its location, equipment, people, processes, 7 What are your customer needs and buying and surrounding environment 8 habits? Production 9 What are your customer expectations Describe in detail all the products and/ regarding price, quality, and service? 10 or services you will provide and what the 1. If your products are more expensive production process is 11 than your competitors, why will your Identify how many units you can produce, 12 customers be willing to pay the extra or customers you can supply or service in price? a period of time (See Sales Forecast chart Break Even Calculation Appendices 2. If your products are cheaper than your in Financial section) Break competitors, even calculation can (in that dollars effect and the units) way as Include all Premises relevant supporting documents including: follows: customers perceive the value of your Company Size and registration nature of premises and licenses TFC= products? Total fixed costs (rent, heat, light) P= 3. If Unit your sell products price are the same price as V= your Unit variable competitors, cost do you have other Certificate Inventory of systems incorporation and requirements Consumer Suitability surveys of your site location and the Pictures proximity and to drawings materials, of transportation, products, Break plans even to = set TFC yourself (dollars) apart? services, parking, plants, and the etc. labour force Maps Identify present and proposed facilities Briefly cover the four P-V P s of marketing Plant and layout equipment, plans as well as their value/cost For Product example, - quality, if a bicycle selection, business service, has and $10,000 in Survey plans guarantees Suppliers fixed costs and sells bikes at $500/unit at a cost Appraisals of realty and equipment Place - location, distribution, and appearance What arrangements are in place to ensure of $200/unit. The business would need to sell: Purchase and sales agreements Price - high, low, and a comparative analysis good supply chain management? $10,000 = 34 bikes to Patents Packaging - promotion and advertising Do you have any alternate sources of $500-$200 breakeven Statement of personal net worth supplies? Organization chart Competition Existing businesses should modify their existing Personnel Construction quotes balance Who are sheet your to competitors reflect the requested and how many financing are Equipment Skill level listings of labour force or there investment your market area? Contracts Availability of trained staff What is your competitive advantage? New businesses should prepare an opening Reference Training plans letters What are the barriers you may face and what balance sheet assuming the requested financing Financial Union contracts statements are your plans to deal with them? or investment has been granted Labour costs

6 Financial List your Summary: competitors strengths and weaknesses in the chart below: Financial Requirements/Proposed Financing chart pages 16-17) Competitor List Name/Location start up or expansion Product/Service costs Strengths Weaknesses List sources of financing For Existing Businesses: Summarize trends using historical financial statements for the following Sales Cost of goods sold Gross profit Total expenses Net profit (or loss) Refer to the last three years financial statements and include in appendices Current financial position Current balance sheet Interim statement of income and List your expenses business strengths and weaknesses Provide details in the of chart all existing below: debts and include: Product/Service Strengths Weaknesses Name of lender Original loan amount Current loan balance Maturity date Interest rate Monthly payment amounts Security Arrears (if any) For New and Existing Businesses Include a Sales/Operating Forecast Estimated sales - month by month Don t forget to account for seasonal and economic conditions (see 12 month Sales/ Operating Forecast chart pages 14-15) Include a Cash Flow Forecast for the next year (see 12 month Cash Flow Forecast A Cash Flow Forecast is a month by month projection of cash in and cash out of your bank account (not profit or loss) for the next twelve months Cash In: Use the sales forecasts above to estimate cash into your business. Don t forget, any credit terms you may provide if you agree to payment in 30 days, a sale in January will show up as cash in February under the line Accounts Receivable. Cash Out: Expenses are listed in detail in the cash flow form; however, they fall into several categories

7 Other details/regulations: Businesses are affected by many regulations such as: A Business License This can be obtained from the City/ Municipality where your business is located Do you require one? If so, what is the cost? Name Registration Have you registered your company s name with the Provincial Registrar of Companies? Visit this site for more information and to register your business name: https://www.bcregistrynames.gov.bc.ca/nro/ GST Have you registered? Revenue Canada Do you have an employer registration number? Workers Compensation Board (WCB) Do you require a WCB Assessment Number? Zoning Which zoning regulations apply to your business? How will you be affected? Insurance What types of insurance will you need (e.g. life, fire, vehicle, business liability, disability, partnership, etc.) Northern Savings can provide assistance in these areas through our Financial Planning and Insurance subsidiaries Licenses/Permits/Bonding Required Administration Who will handle your bookkeeping, yearend accounting, taxes and legal matters? Management Key Personnel Identify all key management positions and provide the following information: Names Education and experience Duties and responsibilities Areas of weakness and the steps taken to overcome them Other businesses owned Shareholder(s)/Owner(s) Provide the following information for each: Name of each owner and the percentage of ownership Education and experience Duties and responsibilities Areas of weakness and the steps to be taken to overcome them Other businesses owned Personal Net Worth statement Financial statements of any other businesses owned 10 11

8 Financial List your Summary: competitors strengths and weaknesses in the chart below: Financial Requirements/Proposed Financing chart pages 16-17) Competitor List Name/Location start up or expansion Product/Service costs Strengths Weaknesses List sources of financing For Existing Businesses: Summarize trends using historical financial statements for the following Sales Cost of goods sold Gross profit Total expenses Net profit (or loss) Refer to the last three years financial statements and include in appendices Current financial position Current balance sheet Interim statement of income and List expenses your business strengths and Provide weaknesses details in of the all existing chart below: debts and include: Product/Service Strengths Weaknesses Name of lender Original loan amount Current loan balance Maturity date Interest rate Monthly payment amounts Security Arrears (if any) For New and Existing Businesses Include a Sales/Operating Forecast Estimated sales - month by month Don t forget to account for seasonal and economic conditions (see 12 month Sales/ Operating Forecast chart pages 14-15) Include a Cash Flow Forecast for the next year (see 12 month Cash Flow Forecast A Cash Flow Forecast is a month by month projection of cash in and cash out of your bank account (not profit or loss) for the next twelve months Cash In: Use the sales forecasts above to estimate cash into your business. Don t forget, any credit terms you may provide if you agree to payment in 30 days, a sale in January will show up as cash in February under the line Accounts Receivable. Cash Out: Expenses are listed in detail in the cash flow form; however, they fall into several categories

9 List your competitors strengths and Month Estimated What is your Sales Product/Service anticipated market 1 Estimated share? Sales Product/Service 2 Estimated Sales Product/Service 3 Estimated Sales Product/Service 4 Are there any changes taking place in the weaknesses in the chart on pages 8 & 9 1 industry? List your business strengths and 2 What is the growth potential of the industry? weaknesses in the chart on pages 8 & Description of target customers Operational Plan Construct a demographic profile (this should 5 include target customer s age, gender, income Describe the daily operations of the business; 6 level, occupation, education, and lifestyle) its location, equipment, people, processes, 7 What are your customer needs and buying and surrounding environment 8 habits? Production 9 What are your customer expectations Describe in detail all the products and/ regarding price, quality, and service? 10 or services you will provide and what the production process is If your products are more expensive than your competitors, why will your Identify how many units you can produce, 12 customers be willing to pay the extra or customers you can supply or service in a period of time (See Sales Forecast chart Break Even price? Calculation Appendices 2. If your products are cheaper than your in Financial section) Break competitors, even calculation can (in that dollars effect and the units) way as Include all Premises relevant supporting documents including: follows: customers perceive the value of your Company Size and registration nature of premises and licenses TFC= products? Total fixed costs (rent, heat, light) P= 3. If Unit your sell products price are the same price as V= your Unit variable competitors, cost do you have other Certificate Inventory of systems incorporation and requirements Consumer Suitability surveys of your site location and the Pictures proximity and to drawings materials, of transportation, products, Break plans even to = set TFC yourself (dollars) apart? services, parking, plants, and the etc. labour force Maps Identify present and proposed facilities Briefly cover the four P-V P s of marketing Plant and layout equipment, plans as well as their value/cost For Product example, - quality, if a bicycle selection, business service, has and $10,000 in Survey plans Suppliers fixed guarantees costs and sells bikes at $500/unit at a cost Appraisals of realty and equipment What arrangements are in place to ensure of Place $200/unit. - location, The business distribution, would and need appearance to sell: Purchase and sales agreements Price - high, low, and a comparative analysis good supply chain management? $10,000 = 34 bikes to Patents Packaging - promotion and advertising Do you have any alternate sources of $500-$200 breakeven Statement of personal net worth supplies? Organization chart Competition Existing businesses should modify their existing Personnel Construction quotes balance Who are sheet your to competitors reflect the requested and how many financing are Equipment Skill level listings of labour force or there investment your market area? Contracts Availability of trained staff What is your competitive advantage? New businesses should prepare an opening Reference Training plans letters What are the barriers you may face and what balance sheet assuming the requested financing Financial Union contracts statements are your plans to deal with them? or investment has been granted Labour costs

10 Executive Summary 1. Name of month Start Up Costs Total Sales Product / Should Service be limited to one page in length Product / Service Product / Written Service after business plan is completed Product / Should Service include any major conclusions Product Total Sales Service drawn from your market analysis, Cash In operational plan, or financial forecasts and Cash Sales may include the following: Receivables Collected Loan Proceeds Financing and investment required Personal Cash Invested Mission statement Product Other Company management and advisors Total Cash In Business environment Cash Out/Expenses Inventory Target market Products and Services Advertising & Marketing Trends Office Supplies Competition Describe in depth your products and/or Travel: Accommodation & Meals Only services Vehicle: Fuel Vehichle: Vehicle: Repair && Maintenance Vehicle: Insurance This section should include the following: Banking Charges Insurance (Liability Business & Personal) name Legal Fees / Accountant Business address Rent/Lease / (if(if not not Business home based) location Licenses / Permits Business contact information (phone, Telephone, Fax, Internet fax, and ) Utilities Legal structure (include names, Bookkeeper addresses, percentage owned for all Marketing Plan Principle Drawings Equipment & Tools owners) Capital Items Nature of business (retail, Other manufacturing, trades, service, etc.) Total Cash Out Business status - new, existing, or Summary expanding Total Cash In History of business idea Plus: Operating Balance Equals: Cash Available List main products and/or services you Less: Total Cash will Out offer Equals: Closing Balance Total Start Up Costs Business Entity If purchasing or expanding an existing business be sure to include the following: Estimated purchase price and any additional costs associated with the purchase (legal, buildings, improvements, equipment, inventory) Reason for the sale and reasons for any possible unprofitability or decline in profit What changes will you make, how will you make the business more profitable, or plans to turn around an unprofitable business Provide a list of features and benefits for your products and/or services Include the factors that will give you competitive advantages or disadvantages Include the pricing, fee, or leasing structures of your products and/or services Market Research Primary research (questionnaires, interviews, focus groups that you have generated on your own) Secondary research (data that has already been generated; e.g. publications, census, relevant studies, etc.) Brief description of the industry What is the size of the market?

11 PRESENTATION WHAT MAKES TIPS A GOOD BUSINESS PLAN? An easy to read and clear business plan will enhance your chances of obtaining A business plan is a written document that financing outlines the following: Check for The spelling, business grammar, conceptand mathematical The business errors owner s background The proposed resources to be used Ask a trusted The proposed advisor to strategies review and to be critique used the plan The results expected for the stated period Ensure the plan demonstrates the following: A business plan must be organized, complete, and 1. factual. Realistic market share The 2. plan Reasonable can be prepared marketing for strategy either a new business 3. Well or planned an existing operations business; for the latter, a summary 4. Capable of past management results must be included. 5. Identification of all costs 6. Demonstration of sufficient start up and operating funds 7. Realistic forecasts 8. Realistic break-even calculations External 9. Full Reasons: financial commitment by owners To support loan applications Limit the To distribution attract investors of your business plan as it contains confidential information Internal Reasons: Be prepared To encourage to answer realism all questions about your business To help plan identify markets, pricing, and Understand competition the contents of the plan, especially To if determine someone viability else assisted in putting it To together identify the amount and type of financing needed Focus on To the help positive keep the aspects business but on track include negative points and your ideas to overcome these obstacles WHY PREPARE A BUSINESS PLAN? WHAT NOTES ARE LENDERS LOOKING FOR? THE FIVE C S OF CREDIT: Character - Commitment to honour obligations and provide accurate information Conditions - Economic climate, type of industry, and risk Capital - Resources for growth and protection for creditors Capacity - Management s ability to repay (business cash flow) Collateral - Secondary source of repayment to hedge against unforeseen circumstances THE BUSINESS PLAN Clear communication between the business owner and the lender is also very important; this creates mutual understanding and co-operation. Cover Letter One page Should accompany your plan each time you send it out Address the letter to the person you are sending it to Explain why you are sending the plan Create interest in your plan without repeating your executive summary Table of Contents An aid to readers Include page numbers for each major section of the plan Include list of appendices

12 NOTES 20

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