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Developing a Business PlanDeveloping a Business Plan
Presented by:
Alan BarefieldAssociate Director, Southern Rural Development Center
Jim McConnonBusiness & Economics Specialist and
Associate Professor, University of Maine
Business Skills TrainingSan Antonio, TexasSeptember 5, 2003
Ca$hing in on Business Opportunities CurriculumCa$hing in on Business Opportunities Curriculum
Chapter 6: Writing a Business Plan
Prepared by:
Beth Duncan, Ph.D.
Small Business Specialist & Extension Professor
Mississippi State University
Session OverviewSession Overview
I. Session Goal and Objectives
II. Business Planning Basics
III. Key Components of a Business Plan:
Industry, Company, and the Products Market Research & Analysis Marketing Plan
IV. Break
V. Key Components of a Business Plan (con’t):
Operating Plan Management Team Financial Plan
VI. Wrap-up and Evaluation
Developing a Business PlanDeveloping a Business Plan
Goal: You will learn how to develop a business plan
Objectives: As a result of this session,
You will learn the reasons for developing a business plan
You will learn the key components of a business plan
You will learn the format of a business plan
What is a Business Plan?What is a Business Plan?
A business plan is a written description of the goals and objectives of the business and how they are going to be achieved. It includes the mission of the business along with the production, organizing, marketing, and financing intentions:
Is it feasible to operate my own business?
Is my business idea feasible?
“If you don’t know where you’re going, it doesn’t matter which road you take.”
. . .anonymous
Why Develop a Business Plan?Why Develop a Business Plan?
A business plan is a very important tool if you are starting a new business or expanding an existing one.
The business plan communicates to others how successful you are going to be.
Lending institutions require them to support loan applications.
Experience shows that successful businesses have a plan; the majority that fail do not.
A good business plan is your road map to success!
Key Components of a Business PlanKey Components of a Business Plan
The business plan covers six key areas:
The Industry, the Company, and the Products
Market Research and Analysis
Marketing Plan
Operating Plan
Management Team
Financial Plan
The Industry, the Company, and the ProductsThe Industry, the Company, and the Products
This section of the business plan describes the business venture in a detailed but concise manner. You must clearly describe:
The nature of the industry
The proposed business
The product the business plans to offer
The IndustryThe Industry
Present the current status and outlook for the industry in which the business will operate.
New products and developments
New markets and customers
General trends affecting the business
Identify sources of information used to describe trends
The CompanyThe Company
Write a detailed description of the proposed business venture, the products and services it will offer, and the principal customers.
Mission statement with goals and objectives
Ownership and legal form of the company
Reasons why the business will be successful
The Products or ServicesThe Products or Services
Describe in detail the products or services to be sold, as well as the application of the product or service.
Benefits to the customers
Competitive advantages
Unique features
Current state of development
Market Research and AnalysisMarket Research and Analysis
This section of the business plan presents enough facts obtained through market research and analysis to determine if the product or service has a substantial market in a growing industry despite a competitive market.
Customers
Market Size and Trends
Competition
Market Share and Sales
Types of Market ResearchTypes of Market Research
PRIMARY RESEARCH = DO IT YOURSELF:
Observation Surveys Interviews
SECONDARY RESEARCH = USE EXISTING DATA:
Public Library College or Universities Chamber of Commerce Business Publications Trade Shows The Internet Census Information Sales Tax Data
Types of Market AnalysesTypes of Market Analyses
The information obtained through primary and secondary research techniques can be analyzed in a variety of ways.
Economic Trend Analysis
Political and Social Analysis
Customer Analysis
Market Potential Analysis
Competitive Analysis
CustomersCustomers
Identify your target market and develop a customer profile.
Demographic profile
Lifestyle patterns
Expectations
Customer ProfileCustomer Profile Age Income Education Gender Stage of business Type of business Size of business Location Behavior patterns Customer expectations Other ???
Who is your target audience? How will you reach this audience?
Market Size and TrendsMarket Size and Trends
Describe the primary market for the product, both geographically and in terms of sales volume.
Describe seasonal fluctuations
Discuss potential for growth
Discuss factors affecting growth
CompetitionCompetition
List the strengths and weaknesses of competitive products and services and list the companies that supply them.
Identify and list current and future competitors
Assess the competition on the basis of price, quality, performance, service, etc.
Discuss advantages and disadvantages of competing products or services
Market Share and SalesMarket Share and Sales
Summarize what it is about your product or service that will make it sell in the face of current and future competition.
Identify and list major customers and estimate potential sales
Estimate share of the market
Estimate sales in units and dollars for the next two to five years
Marketing PlanMarketing Plan
This section of the business plan describes the company’s marketing goals and objectives and how they will be achieved.
Overall Market Strategy
Pricing
Sales Tactics
Advertising and Promotion
Packaging
Marketing Plan Outline
Overall Market StrategyOverall Market Strategy
Describe the general marketing philosophy and strategy of the company.
Derived from market research and analysis results
Include discussion of markets targeted for sales promotions
List short-term and long-term marketing objectives
Discuss specific marketing tactics
PricingPricing
The pricing strategy selected can mean the difference between success and failure.
Provide a detailed description of the pricing strategy for each product or service
Outline factors considered in developing pricing strategies
Discuss wholesale vs. retail pricing strategies
Discuss price levels, geographic terms, discount policies, etc.
Sales TacticsSales Tactics
Describe specific actions that will be taken to generate sales and distribute the product or service to customers.
Analyze effectiveness of everything available within the sales system
List channels such as salespeople, agents, dealers, and direct mail services
Describe methods that will be used to distribute products to customers
Describe merchandising techniques
Advertising and PromotionAdvertising and Promotion
Describe approaches the company will use to bring the product or service to the attention of the target market.
List advertising methods along with benefits and costs
Discuss promotional efforts and strategies
Publicity
PackagingPackaging
Describe how the product will be packaged for the target market.
Package design
Package labeling
Packaging materials
Marketing Plan OutlineMarketing Plan Outline
A marketing plan outline is a useful tool for pulling together information related to the marketing plan. The marketing plan outline should include information on the following:
Marketing situation
Marketing objectives
Marketing Strategies
Budget
Action plan
Evaluation
Questions???
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