Business Plan Outline and Sample Plan

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Business Plan Outline and Sample Plan Powered By Docstoc
					           Business Plan Outline and Sample Plan

Cover Page
The cover page is the first impression of your business plan. It should include the
name of the company, company address, company phone number, owners and their
addresses/phone numbers, and the date of the plan. Also incorporate the company
logo if there is one.

Table of Contents (optional)

Executive Summary
The executive summary briefly states the company's present situation as well as its
goals and objectives for the business ventures of the company. This section should be
written after sections IV-VIII have been completed.

A. The Business
The business portion of the business plan provides an overview of your planned
business operation. You should briefly describe your product/service and how you
will maintain a sustainable competitive advantage.

B. Management
The management plan of your business outlines the organizational structure that
defines the lines of authority and the responsibilities of the key players.

C. Market
The marketing plan includes information about the total market with an emphasis on
your target market and how you plan to make your product/service available to them.

D. Money
The money section of your business plan shows past, current and projected financial
activity. Documents that should be included are the summary of financial needs,
sources and uses of funds statement, three-year income projection and cash flow
projection, notes and critical assumptions for the projections, and a break-even

Include only documents needed to substantiate what has been presented in the body
of the plan. Examples would include resumes, purchase agreements, bids, contracts,
                                 A. The Business
Describe your Business     Include detailed information about the overall industry and how your
                           business will maintain a sustainable competitive advantage. Tell about
                           your history, present status and future projections. Project a sense of
                           what you expect to accomplish in the first years.

Describe your Product(s)   Outline your product or service in terms of marketability. Describe the
                           purpose of your product, the need it satisfies and what makes your
                           product unique. List future products or services you plan to provide.

                           If manufacturing, tell all about the manufacturing process. Give a
                           detailed description of your products from raw materials to finished
                           items. Also describe product development and research efforts.
                           Describe the stage of development, formal testing and alternative uses
                           for your product. Include your quality assurance procedures. Identify
                           your primary suppliers and alternative suppliers.

Proprietary Information    Describe any specific knowledge or technology that you have and your
                           competitors do not. Describe any efforts taken to obtain patents,
                           copyrights, and trademark or name registration.

Regulations                Describe any regulations that affect the sale and use of your product.
                           Remember to check on the local, state and federal levels.

Competition                Describe the strengths and weaknesses of your product or service in
                           comparison to existing or potential competitors. Also describe any
                           products that may be substituted for yours.

Location                   Describe the site and why it was chosen.

Facility and Equipment     Describe the building and equipment needs for your business and how
                           you determined this need. Also describe how long the facility will
                           meet your needs and the actions you plan to take at that point. If
                           manufacturing, what is the maximum production capacity of the facility
                           and equipment and your expected level of production.

Operational Needs          Describe your transportation and utility needs and any associated costs.

Environmental Factors      Describe the impact of regulations and the use and disposal of any
                           hazardous wastes. Identify the agencies that may regulate your
                           business and potential impact.

Barriers                   Describe the most significant barriers you expect while launching and
                           operating your business. Explain how you expect to overcome these
                                    B. Management
Ownership Composition           Define the form of the business organization (see “Choosing a Business
                                Organization”). Specify who the owners of your business are and what
                                percentage they own. Also describe members of your Board of

Management                      Describe who is behind the business. For each owner, tell about
                                responsibilities and abilities. Indicate the level of knowledge and
                                interest in the industry and any formal training received. Support with
                                resumes. Also indicate who manages the business on a day-to-day
                                basis, who is responsible for long-range planning and who initiates
                                changes. Indicate how this person monitors industry trends. Be sure to
                                indicate who has primary operational, marketing and accounting
                                responsibilities and their qualifications to do so.

Personnel                       Indicate the number of employees and briefly define their positions.
                                Describe who will be doing the work, why they are qualified, the
                                responsibilities of each position, and the wages and benefits. Consult
                                your trade association and accountant to learn the most current
                                practices. While there is a minimum wage set by federal law and by
                                some states for most jobs, the actual wage paid is entirely between you
                                and your prospective employee.

Security                        Address in terms of inventory control, theft of information and
                                employee screening. Consider security measures such as a physical
                                security system and computer security system as well as seminars to
                                spot shoplifters. In addition, design a plan for your personnel; careful
                                pre-hire screening and policies to ensure awareness and honesty.
                                Security measures should also include natural disaster plans and off-site
                                regularly updated business records.

Consultants                     List professionals that will provide services to your business. These
                                include accountants, lawyers and consultants (such as the SBDC).

Consider including the following documentation of your Management Plan in the Exhibits:

Personal Resumes                Should be limited to one page and include work history, educational
                                background, professional affiliations, honors and special skills.

Legal Documents                 All legal papers pertaining to your legal structure, proprietary rights,
                                insurance, titles, etc.

Schedule                        Prepare a schedule of employee staffing. Determine the number of
                                hours the business will be open and indicate the level of staffing during
                                the schedule period. These numbers should correspond with your
                                estimates of payroll expenses on your projected financial statements
                                (see the Money section of this guide).
                      C. Marketing
Product         When you think about a Product, you usually think of something
                tangible that has to be designed, manufactured, and packaged. That
                applies if you are manufacturing a product. But what if your business
                is Retail, Wholesale, Construction, or even Service? The idea of a
                Product applies, and is an essential ingredient in any good marketing
                plan, for nearly every type of business. In the Retail and Wholesale
                trades, your product consists of two or three basic parts.

                First, the actual products on your shelves need to be selected. What
                will be the Product Mix of the items your select? For example, if you
                sell primarily impulse items but you carry a core of items to keep
                people coming back, talk about your strategy.

                The second area is Service in Retail and Wholesale. Have you been in
                a store where finding someone to help you is like trying to find an ice
                cube in the Sahara Desert? What about one where you're pampered?
                What will your service be like, why, and does it make sense in the
                overall business strategy?

                What about overall atmosphere or theme? This is a third area of
                concern. What will your customer "take away" from his or her
                experience with you? Too many times businesses, both large and
                small, forget to pay attention to how a customer will feel after they're
                done doing business with you. That is why the idea of "what the
                customer takes away from the experience" is critical to even Service
                businesses. In fact, in many service businesses, what the customer
                remembers from the experience is the only "tangible" product. Their
                washing machine may work, or their taxes may be done, but if the
                customer goes away with a bad impression, will that customer likely
                ever come back?

                Whatever the line of business, describe "what" you will offer to
                bring customers in the door the first time, and then keep them
                coming back.

Target Market   Describe your market niche. Identify who your customers will be and
                describe their characteristics. Business markets might be classified by
                industry, company size, location, or product use/application. Consumer
                (household) markets might be segmented by demographics, (age,
                gender), geographic location, economic status, lifestyle, product
                use/application or benefits sought.

                Estimate the approximate size and growth potential of the target
                market(s) using population figures, sales tax info, industry information
                etc. Estimate how much of the market you will capture.
                          Marketing (continued)
Competition               Evaluate indirect and direct competition in terms of location, market
                          and business history. Describe how you will differentiate your
                          business from competitors with regards to Product (features and
                          performance), Service (delivery and installation), Personnel (expertise
                          and courtesy), and Image (atmosphere and events). Explain why
                          customers will leave your competition and switch to your business.
                          These items are your competitive advantage. Also describe what you
                          will offer that your competitor can't easily copy and what you will do to
                          combat competitive reactions.

Market Entry              Tell when you plan to enter the market and how you arrived at your

Location                  If your choice of location is related to a target market, cover it in this
                          section of your business plan. If necessary, describe traffic count and
                          flow, income and demographic characteristics of the surrounding area.

Industry Trends           Give current trends, project how the market may change and what you
                          plan to do to keep up. Define the life cycle stage of the industry as
                          introduction, growth, maturity or decline and support with documented
                          research. Also describe new technologies being introduced and
                          changes in production methods, operations or sales.

Methods of Distribution   Describe the manner in which products and services will be made
                          available to the customer. Back up decisions with statistical reports or
                          rate sheets. Consider finding suppliers, manufacturers and distributors
                          in the Thomas Register (available at your local library).

Promotion                 How will your promotional activities (such as advertising, personal
                          selling or publicity) be tailored to your target market? Include rate
                          sheets, promotional material and time lines for your promotional

Pricing                   Pricing will be determined as a result of market research and the cost of
                          your product or service plus overhead. Tell how you arrived at your
                          pricing structure and back it up with material from your research. How
                          does your price(s) compare to your competition? If your prices are
                          high-why? How will you justify them to customers? If your prices are
                          lower-why? How will they help you attract customers?
                                              D. Money
Financial Documentation

With the exception of high-tech industries that require long periods of research, start-up companies must
expect to generate income in a short period of time. The money section of your business plan should
include historical financial statements, financial projections, and a description of the source and use of
proceeds. The following are major documents you will want to include in your business plan.

Summary of Financial Need           Outline total financial need and why you are applying for a loan.
                                    Describe the total estimated cost of the project, including the need for
                                    working capital. Describe the equity invested into the project. Equity
                                    if funding invested into the business that is not repaid on a set schedule;
                                    it is typically money the owner or investors contribute to the project.

Start Up Costs                      Describe the costs associated with the initial start-up of the business.
                                    Incorporate these costs into your projected financial statements. These
                                    costs may include the following:

Rent                                Describe the total monthly rent and what it includes (maintenance,
                                    utilities, etc.) and any deposits required.

Office Equipment                    Describe the acquisition and use of computers, software, printers,
                                    fax machines, copiers, mobile phones, etc. Also include desks, chairs,
                                    filing cabinets, lights, etc.

New Building                        Describe the costs associated with engineering, architect fees,
                                    surveys, blue prints, drainage, water, sewer, electrical, HVAC, site
                                    preparation, etc. Also include appraisal fees, permit fees, phase I, II,
                                    and III environmental studies.

Closing Costs                       Describe the closing costs associated with any loans.

Banking Fees                        Describe the fees to be charged by the bank for start-up of
                                    accounts, credit card service equipment, forms, etc.

Outside Services                    Describe services which will be contracted out such as janitorial, snow
                                    removal, lawn service etc.

Insurance                           Describe the insurance needs of the business. Provide the costs
                                    associated from the insurance carrier.

Inventory                           To stock your shelves or for use in your production process.

Working Capital                     Cash required to pay the bills until the business is self-supporting
                                        Money (continued)
A lender or investor typically will need to see the following financial documents.

Three Year Income Projection*              The income statement shows your business financial activity
                                           over a period of time. It is a moving picture showing what has
                                           happened in your business and is an excellent tool for
                                           assessing your business. The income projections should show
                                           the projections for your company for the next three years.
                                           These projections should be shown on a month-by-month
                                           basis to evaluate the seasonal aspect of the business.
                                           Projections should be based on economic trends and industry
                                           norms and standards and should be supported by the market

Statement of Cash Flow*                    This document projects what your business plan means in
                                           terms of dollars. It shows cash inflow and outflow over a
                                           three-year period and is used for internal planning. Cash flow
                                           statements show both how much and when cash flow must
                                           flow in and out of your business.

Balance Sheet*                             The Balance Sheet shows the condition of the business as
                                           condition at a particular moment and will show you whether
                                           the close of an accounting period and contains assets,
                                           liabilities and net worth.

Break-Even Analysis*                       The break-even point is where a company's expenses exactly
                                           dollars or revenue exactly offset by total expenses or total
                                           units of production (cost of which exactly equals the income
                                           derived from their sales). This analysis can be done either
                                           mathematically or graphically.

Personal Financial Statement               A statement of personal assets, liabilities and net worth
                                           (each lender typically can provide you with a form for this).

Credit Reports                             Business and personal from suppliers or wholesalers, credit
                                           bureaus and banks. (Check your credit report at the local
                                           credit bureau before submitting a funding proposal).

Copies of Leases                           All agreements currently in force between your company
                                           and a leasing agency.

Contracts                                  Include all business contracts, both completed and currently
                                           in force.

*Your advisor or incubator professional can assist you with these 4 financial documents, once you
have made estimates of your projected revenue, expenses and costs involved in your project. If you
would like assistance in preparing these items, please follow these guidelines:
                                      Money (continued)
                       Instructions for Preparing Projected Financial Statements

1.   Use the blank Pro Forma Income Statement worksheet(s) provided by the SBDC. On this form,
     list your expected monthly revenues and expenses. "Revenue" includes all sales, whether or not the
     proceeds of such sales are actually collected. If an item (defined by the headings down the left
     column) is not used, leave it blank. If you will have an expense category that is not listed, you may
     change the heading (in the left column) of any items not listed to a new heading to reflect your own

2.   Develop a set of "Notes and Critical Assumptions to the Pro Forma Financial Statements". This
     is simply a page that starts with "1. Revenue:" and explains your thinking or logic for how you
     developed the numbers or projections you are using. This is actually a valuable tool to help you
     organize your thoughts in developing your projections. We recommend that you do one item at a time
     for the entire forecast period (i.e.: work left to right, not down the columns. In other words, forecast
     only Revenue for the entire period, then move on to the next item). If an item is a function of
     something else (i.e.: Cost of Goods Sold is, say, "40% of Revenue", or Payroll Expense if perhaps
     "18% of Salaries") it is sufficient to state that in the Notes and just write in the formula on the
     worksheet. Some items, such as Revenue, may require quite a bit of explanation, while others, such as
     Insurance, may only require a statement such as "14 Insurance: Coverage's of XXX and YYY and
     ZZZ, based on a quote from So-and-so Insurance agency". Not only will these "Notes" make your
     forecasting more organized, and hopefully easier, they are essential for a reader to understand what you
     are doing.

3.   Remember, "Cost of Goods Sold" is the direct cost of merchandise or services that are sold, not what
     you purchase for inventory (what goes out the door, not what comes in). If you will purchase more
     inventory than you sell in a given month (to stock up or buy in large lots) use the Inventory Purchase
     line to indicate the timing and amount of these purchases.

4.   Please answer the following questions:
     Will you offer credit (and why)? In today's marketplace, it is not normally necessary for a business to
     take the place of the local bank in offering credit to customers. If you must, how will you determine
     credit worthiness, what terms will you offer, and when do you expect to collect the balance of the
     accounts? Provide a breakdown of the timing of your accounts receivable collections-
          _____% of accounts collected in cash or credit cards (on average)
          _____% of accounts collected in 0-30 days
          _____% of accounts collected in 31-59 days
          _____% of accounts collected in 60-89 days
          _____% of accounts collected in 90+ days
          _____% of accounts not collected (bad debts)

     How much will you withdraw from the business on a monthly basis?
     How much cash will you be investing into the business?
     What will be the form of the business entity (sole proprietor, partnership, corporation, LLC)?
     Will you issue stock?
     Will you use a cash or accrual method of accounting? You may want to consult an accountant or
     bookkeeper regarding this issue.
5.   Develop a "Sources and Uses of Funds" Statement. (Sample on next page) This should list, on the
     top half, where all funds and/or assets will come from, including all equity (cash "down payment" or
     other assets you will contribute) and debt (loans) proposed. On the bottom half, list the "uses" of
     funds, or what you will use the money for. If you are contributing any non-cash assets as equity, be
     sure to also show these assets in the "uses" section. The two sections (sources & uses) should "match"
     (i.e.: don't show more unless you have sources).
6.   Explanation of Expense Categories on the Projected Income Statement.

     Salaries-mgmt: Compensation for owners or other salaried employees.
     Wages-non-mgmt: Your hourly wage(s) times the number of employees times the number of
       days/months you anticipate they will be working.
     Payroll Taxes: We ordinarily base these on the salaries/wages above. Ordinarily, you must pay 7.65%
       for Social Security and 1.9% for Medicare. Federal unemployment tax is figured at .8% on the first
       $7000 of wages. Iowa unemployment tax varies between 1.037 – 7.037%, depending on the
       business, and is only figured on the first $18,600.
      Bad Debts: May be based on a percentage of your total sales. Will vary by industry and your credit
     Outside Services: Monthly fees for cleaning, snow removal, errand services, etc.
     Dues, Fees & Subscriptions: Chamber or professional organization dues, membership fees or
       subscriptions to business related publications
     Supplies: Usually office supplies that will be used up in less than one year, such as paper, pens, paper
       clips, etc. Do not include inventory purchases in this line.
     Maintenance: Repairs of your building or equipment.
     Adv/Promotion: Costs related to printing materials, advertising, direct mail, trade show exhibits or
       other marketing activities.
     Car/Travel: To reimburse employees for work-related travel in their own vehicles, gas and
       maintenance of company vehicles, or travel and meal costs for attending trade shows, visiting
       customers, etc.
     Acct & Legal: Fees for professional accounting or legal services.
     Telephone: Installation fees, cost of the phones themselves, long distance service, etc.
     Utilities: Usually includes gas, electricity, water, sewer and garbage collection fees.
     Insurance: Can include cost of liability, health, fire, flood, and worker's compensation insurance.
       Please reflect how you will pay-monthly, up-front for a year, 6 months, etc.
     Taxes (RE): Call your county assessor to get an estimate of the real estate taxes you are responsible
       for. Usually are paid twice a year.
     Miscellaneous: a line for other small expenses that don't fit any category above

                    We can add or delete categories as necessary on our spreadsheet.
                            Project Budget Proposal
                                   Your Name
                              Your Business Name
Business Start-Up Estimated Costs


Purchase of Real Estate               $________________________
Closing Costs                   _________________________
Remodeling Costs                _________________________
Machinery & Equipment                 _________________________
Furniture & Fixtures            _________________________
Supplies                              _________________________
Inventory                       _________________________
Other _______________________         _________________________
Other _______________________         _________________________
Other _______________________         _________________________


                            START-UP EXPENSES

Advertising & Promotion             __________________________
Public Relations Activities         __________________________
Professional Fees                   __________________________
Licenses & Permits            __________________________
Insurance                     __________________________
Utilities Deposits                  __________________________
Rental Deposits                     __________________________
Other _______________________       __________________________
Other _______________________       __________________________
Other _______________________       __________________________



                              Sources of Funds


      Bank Loan(s) ________________________    ___________________
      Other _______________________________    ___________________
      Other ______________________________     ___________________

    State Financial Assistance ___________________ _________________
    Federal Financial Assistance _________________   _________________

OTHER SOURCES __________________________________________________

ABC Company
      Business Plan

      January 2002

   Contact Information
         John Doe
       ABC Company
      123 Main Street
    Temple, Texas 76501
   Phone: (254) 555-5555

     Business Location
       500 1st Street
    Temple, Texas 76501
   Phone: (254) 555-1234
Table of Contents





Executive Summary
ABC Company is a new graphic design business, which specializes in logo design. ABC
Company will produce numerous products for this market including: advertisements,
brochures, and mailings.

The company is located in Temple, Texas and will focus on the Temple for sales of its
products and services. ABC Company is an S Corporation and John Doe is the owner.
There is a community in the Temple that has not been exposed to professional logo
design, because many similar businesses are located in larger cities. ABC Company is
aware the Temple area is an untapped resource, and would like to make logo design
available to businesses for use in promotional and informational materials.

Logo graphics are a unique feature of this business. ABC Company will customize
specific designs to fit each company’s preferences. Designs created for one customer will
not be sold to another customer; therefore, ABC Company creates a more personalized
and individual atmosphere.

The owner has invested $4500 in equipment purchases and $6000 in cash to start this
business. Additional start-up costs for this venture will be $35,000. This capital will be
secured from two major sources: State Bank loan for $25,000 and Targeted Small
Business Grant for $10,000. Mr. Doe has already purchased some necessary pieces of
equipment and will use the loan and grant money to acquire additional equipment and
inventory, and for other start-up expenses.
The Business
ABC Company is a local small business which will provide quality graphic
communications products and services to everyone from individuals to businesses. ABC
Company will help individuals and businesses in a way that will compliment their
products and services. ABC Company will design and sell its own products. This
business will provide its customers with quality promotional materials and help small
businesses establish their own identity in the marketplace.

Mr. Doe will be creating and designing numerous products including: advertisements,
brochures, direct marketing materials, and other promotional items. ABC Company will
provide customers with professional-looking logos right here in the Temple area so they
won’t have to travel to a larger city. In the future, ABC Company may expand its services
to web design.

Mr. Doe will obtain approval to use logos or names from copyrighted and trademarked
client companies.

The strengths of ABC Company’s products and services lie in the experience and
dedication by the owner. A challenge for the company will be to establish a customer
base. Businesses that already employ a graphic design company may be hesitant to
change. ABC Company must seek out businesses that do not retain a specific design
company, and give those that do a reason to switch.

The business is located in Temple, Texas. Being located in an incubator will allow ABC
Company to work closely with potential clients in the area. This will give the business a
good edge for sales and exposure to other businesses and individuals who trade there.

ABC Company has anticipated that the site chosen will meet its needs for five to ten
years, at which point it will be necessary to expand if growth estimates are correct. At
that point, the business will seek a larger facility in the same area in order to maintain
customer relations.
Operational Needs
Phase I Equipment & Inventory (Already Purchased by Owner)
       400MHZ PowerPC G3                         $ 3000.00
       Adobe InDesign                            $ 700.00
       Adobe Illustrator 8.0                     $ 350.00
       Apple Design Keyboard                     $   90.00
       Quicktime                                 $ 400.00
                                               TOTAL       $ 4540.00

Phase II Equipment & Inventory (Needed Immediately)
       21” Apple Monitor                        $ 1500.00
       Adobe Type Manager 4.0                   $    70.00
       Easy Street Design Station               $15,000.00
       Powerlook Scanner                        $ 1200.00
                                  TOTAL         $17,770.00

       Phase II Equipment & Inventory (Needed Within 3-6 Months)
       Laserjet Printer/Copier                 $10,000.00
       Color Printer Supplies                  $ 250.00
                                      TOTAL $10,250.00

Two barriers are possible for ABC Company. 1) Lack of funding to obtain the necessary
equipment in order to implement all of the company’s various capabilities. 2) As a new
business, it will take time to establish a customer base. ABC Company must put itself on
the map by contacting and advertising to potential customers.
The Management
About the Owner
ABC Company is the final achievement of a life long love of art and design, and a desire
to continue this work as a career for Mr. Doe. He is ready to begin his own business as an
S Corporation.

Mr. Doe has over 20 years of experience in graphic design. As the primary designer at
ABC Company, he will bring expertise to Temple.

Management Setup
The owner, John Doe, will be the sole person involved in the startup of the business. He
will operate the business individually until his customer base and production levels
expand to a point where additional help is necessary.

Mr. Doe will keep up with the ever-changing design industry by attending training
workshops, seminars, etc. He plans to continue his education and monitor trends in these

Mr. Doe graduated with an Associate Degree in Graphic Communications from Hawkeye
Community College in Waterloo, Iowa. He has twenty years of experience as a graphic
designer with a company in Fort Worth, Texas. Mr. Doe has created an extensive
portfolio of his past work which is available for viewing.

While trying to grow his business, John Doe will depend on the consultants at the Temple
Business Incubator in Temple, Texas to give him advice. He will also be contacting Jane
Doe for legal advice and services.
The Market
Mr. Doe’s products and services are unique because of his modern creations,
personalized service, and competitive prices. His target market will be satisfied with his
custom graphics. ABC Company strives to be viewed as being imaginative and as
providing high-quality work. Mr. Doe’s designs will also be completed in a timelier
manner than his competitors’ and delivered to his customers more quickly, due to the
personalized nature of his business.

Target Market
ABC Company will serve businesses in the Temple area. Most of these will either be
small businesses, without their own graphic designers, or businesses that just don’t have
time to create all of their own promotional materials.

Research has shown that there are more small businesses now than ever before. Also,
more and more companies are outsourcing their promotional-type activities. These trends
are expected to continue in the foreseeable future. ABC Company’s goal is to capture 10-
15% of the market in its two years of operation.

Market Need
ABC Company satisfies the market need for a local design business that will work on a
more personal basis with the community. Mr. Doe will be supplying logos, brochures,
print advertisements, direct mail pieces, and other promotional materials. ABC Company
will be a supplier of unique designs with competitive prices, as well as originality and
convenience to the local market. Mr. Doe’s services will be available to any person or
business that has a graphic design need. For example, small businesses that cannot afford
a big design firm or individuals who want to create their own special images will be
included in his target market. Currently, the market need is being filled by high-priced
design agencies and mass-produced designs rather than individual preferences.

XYZ Graphics - Priced at $60-$65 per hour. The production quality is good and this
business can handle big or small jobs. Marketing techniques include newspapers,
Internet, and the yellow pages. XYZ has a good central location but their products are
quite costly. This competitor caters to big businesses. Their overall market share is 20%,
but they possess only 5% of Mr. Doe’s market share.

Pete’s Designs - Priced according to the project. Quality is excellent but products are
mass-produced. Pete’s Designs has a nationwide market and their distribution system is
via mail catalogues and the Internet. Marketing strategies consist of magazine
advertisements and TV exposure. Pete’s is located in California, so it does not pose an
extreme threat to Mr. Doe’s local market. Overall, Pete’s possesses 30% of the national
graphics market and 7% of the local graphics market.
Competitive Edge
An advantage that ABC Company has over its competitors is that it is a small business;
therefore, it is able to give more personal attention to each customer’s needs. Customers
will be dealing directly with the owner and not just a company employee or
representative. His equipment will be the newest available on the market in order to
manufacture these designs and serve his customers in the most successful manner. On the
contrary, ABC Company’s competitors have not recently upgraded their equipment and;
therefore, will not be able to provide the same high-quality designs. Mr. Doe will stay on
top of progress in the graphics field by reading trade journals, monitoring competitors,
attending seminars, and upgrading to top-of-the-line equipment in order to produce the
newest products available.

The location of the facility is important because it will be near potential customers. We
hope that this will help ABC Company to gain an additional advantage over the
competition and provide greater customer satisfaction.

Industry Trends
New technology is introduced constantly to the graphic design industry. Mr. Doe plans to
attend trade shows, read industry publications, and observe competitors in order to follow
trends in the industry. At this time, the industry is very successful and 10-15% annual
growth is planned to continue through the next five years.

Methods of Distribution
Once manufactured, the designs and promotional materials may be picked up by the
customer or mailed to their home or place of business. If in need of immediate delivery,
ABC Company may deliver products locally.

Advertising and Promotion
Mr. Doe will advertise through newspapers, local business publications, and by the word-
of-mouth satisfaction of customers. Promotional items will emphasize the timesaving and
professional capabilities of ABC Company.

Pricing and Expected Sales
Mr. Doe will have a fee schedule for the assorted products and services that ABC
Company offers. The prices will be competitive within the local area. The average hourly
rate for design services will be $40. ABC Company is able to charge less than his
competitors and still make a profit due to his low overhead and lower personnel costs.
Expected sales for Year 1 are $25,000, for Year 2 are $36,000, and for Year 3 are
Financial Projections
This section presents an economic model that realistically puts forth the basic financial
assumptions of ABC Company. The model is based upon conservative assumptions and
demonstrates ABC Company can be profitable in its first year of operation.

The economic model shows a need for an additional $35,000 to launch the company.
ABC Company’s capital needs are largely for inventory, equipment, working capital, and

Sources of Funds
Owner’s Equity
(Equipment Already Purchased and cash)                              $10,500
TSB Grant                                                           $10,000
State Bank Loan                                                     $25,000
                                                     TOTAL          $45,500

The following pages present cash flows, profit and loss statements and other financial
information projections for three years.