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Page 1: INTRODUCTION - Economic Partnerseconomicpartners.com/en/download/Business Plan Guid…  · Web viewA questionnaire is an information gathering ... The included budget template will

Economic Partners Sudbury East / West Nipissing Inc. is a community-based, non-profit organization that is dedicated to creating opportunities for entrepreneurship and to the pursuit of economic growth in our community. We are your local branch of the Community

2017

Business Plan Guide

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Economic Partners Sudbury East/West Nipissing Inc. – Business Plan Guide 2017

Futures Development Corporation (CFDC) and a member of the Community Futures Ontario (CFO). Funded by Industry Canada and FedNor, CFDC is a community economic development initiative designed to help find local solutions for local economies.

Who We ServeWe service a total catchment population of 21,277 people that includes the following communities:

Sudbury East Dokis First Nation French River Markstay-Warren St. Charles

West Nipissing Nipissing First Nation Nipissing

What We Do We are people helping people. Run by a board of local volunteers and professional staff, we take a grass roots approach to investing in local entrepreneurs, exporters, and community initiatives.

Here are the key services that we offer you:

o Community economic planning and development o Access to funding for community projects and small businesses o Business counselling, services, and resources

30 Front Street, Unit ASturgeon Falls, ON P2B 3L4Telephone: 705-753-5450

Fax: 705-753-3456Website: www.economicpartners.com

Email: [email protected]

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Table of Contents

INTRODUCTION..............................................................................................................5

What is an Entrepreneur?.............................................................................................5

Advantages & Disadvantages of Being an Entrepreneur..............................................5

Traits of a Successful Entrepreneur..............................................................................6

What is a business plan?..............................................................................................6

THE BUSINESS PLAN OUTLINE....................................................................................8

Executive Summary......................................................................................................9

Business Overview.......................................................................................................9

Description of the Business.......................................................................................9

Description of Products and Services......................................................................10

Mission, Vision, Goals and Objectives.....................................................................11

Human Resources...................................................................................................12

Operational Plan.........................................................................................................13

Production...............................................................................................................13

Planning Considerations..........................................................................................14

Location Considerations..........................................................................................14

Production Plan.......................................................................................................16

Service Plan............................................................................................................16

Business Policies.....................................................................................................17

Legal Environment...................................................................................................17

Contingency Plan....................................................................................................17

Market Research.........................................................................................................20

Industry Analysis and Trends..................................................................................20

Market Analysis/Research.......................................................................................21

Target Market..........................................................................................................26

Competitive Analysis...............................................................................................29

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S.W.O.T. Analysis...................................................................................................30

Marketing Plan............................................................................................................32

First “P” of Marketing: Product or Service................................................................32

Second “P” of Marketing: Price................................................................................33

Third “P” of Marketing: Place (Distribution)..............................................................34

Fourth “P” of Marketing: Promotion.........................................................................35

Financial Plan.............................................................................................................36

The Start-up Budget................................................................................................37

The Monthly Cash Flow Statement..........................................................................38

APPENDIX.....................................................................................................................44

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INTRODUCTION

So you have a great idea or just tired of working for someone else. Maybe you think there is something more profitable you could be doing. Whatever your reason, your decision to become an entrepreneur has to be based on knowledge of yourself, your business and the industry it is part of. After deciding to start your business, it is crucial you take time to formulate a realistic path for yourself. One of the most certain ways to be successful in business is to adequately plan where you want to go with your ideas.

People who enter a business venture without properly mapping their road to success often find themselves in serious administrative and financial trouble several months later, when they realize they have failed to prepare properly. This guide is by no means the complete guide for entrepreneurs but a reference tool for people considering starting a venture in West Nipissing and/or Sudbury East. We hope this guide helps you in identifying some key factors and reference tools in the pursuit of your business goals.

What is an Entrepreneur?

“It is one who owns, launches, organises, manages, and assumes the risks of an economic venture”.

At the heart of every new business is an entrepreneur; someone not content to leave things as they are, but wanting to strike out on his own. This individual brings two important ingredients to the new business: confidence in an idea and a willingness to accept the hard work and long hours necessary for success.

Advantages & Disadvantages of Being an Entrepreneur

Advantages: IndependencePersonal satisfactionChance for financial successControlFreedom

Disadvantages: Risk of failureInsecurityHard workRisk of financial lossLong hours

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Traits of a Successful Entrepreneur

Ability to withstand business reversals without quitting Business and Product/Service knowledge Willingness to handle uncertainty well Strong goal orientation Persistence Strong desire for independence Versatility and resourcefulness Self-confidence and self-reliance The habit of seeking and using feedback Self-determination Physical health, with high degree of stamina and energy The habit of looking for and creating opportunities Openness to change Objective and realism Ability to apply ideas in creative ways Human relations ability Sense of purpose Achievement orientation

What is a business plan?

A business plan is a recognized management tool used by successful and/or prospective businesses of all sizes to document business objectives and to propose how these objectives will be attained within a specific period of time. It is a written document which describes:

Who you are What you plan to achieve Where your business will be located When you expect to get underway How you will overcome the risks involved What are the anticipated returns

Why do you need a business plan? What’s in it for me?

A business plan will provide information of your proposed venture to lenders, investors, and suppliers to demonstrate how you plan to use their money, and to establish a basis for credibility of your project. You should do a business plan for a number of important reasons. Some of these reasons include:

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• Your own thinking process is solidified through the planning process. The planning outline leads you through a series of questions and issues that you may have forgotten about when thinking about your business idea. Remember that you are an investor in your own business. You are the first person who must be convinced of the validity of your business concept.

• Your bank will need to be convinced of the viability of your business, or your business expansion. The business plan is a communications tool. Inform and influence the reader towards some action – providing a loan, extending credit or investing in your business.

• Your business plan provides some guideposts in running your business. You will set goals and then, once you are in business, you can measure those goals against the actual performance.

The most important purpose of the business plan is to help ensure your business makes financial and operating sense. A business plan clearly sets out short and long term objectives, guidelines and milestones on paper.

Keep in mind…

A good business plan is your company’s roadmap to the future. It describes, in detail, the company you will be running, and identifies every important step you must take to build that company. It even gives you advance warning of the dangers you may encounter along the way.

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THE BUSINESS PLAN OUTLINE

1) COVER PAGE

2) TABLE OF CONTENTS

3) EXECUTIVE SUMMARY

4) BUSINESS OVERVIEW Description of the business Description of products and services Mission, vision, goals and objectives Human resources

5) OPERATIONAL PLAN Production Planning considerations Location considerations Production plan Service plan Business policies Legal environment Contingency plan

6) MARKET RESEARCH Industry analysis Market analysis/research Target market Competitive analysis S.W.O.T. analysis

(Strengths, Weaknesses, Opportunities, Threats)

7) MARKETING PLAN First “P” of marketing : Product or Service Second “P” of marketing : Price Third “P” of marketing : Place Fourth “P” of marketing : Promotion

8) FINANCIAL PLAN Start-up budget Cash flow

8) APPENDIXHint: Follow

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Executive Summary

Write this section last. The purpose of the Executive Summary is to get the reader’s attention by summarizing the key elements of the business plan. It must be short, to the point and very well written. We suggest that you make it two pages or fewer. Include everything that you would cover in a five-minute interview. It is your business plan in a nutshell!

The Executive Summary will include:

A description of your company, including your products and/or services Your business’s management The market and your customer Marketing and sales Your competition Your business’s operations Financial projections and plans

If applying for a loan, clearly state the amount needed, precisely how you are going to use it, and how the money will make your business more profitable, thereby ensuring repayment.

The executive summary should end with a summary statement, a sentence or two designed to persuade the readers of your business plan that your business is a winner.

Business Overview

The Business Overview section is where you can elaborate on the details of your business. The who, what, where, when, and why of the business should fall into place and readers should have a clear understanding of how the company will function. In this section, consider covering the Description of the Business, the Description of Products and Services, the Human Resource requirements and the Operations.

Description of the Business

The Description of the Business section should outline your basic business concept. What business will you be in? What will you do? You should detail exactly what your business does for the customer and what makes these offerings desirable to the customer. Your business description should clarify why you are, or why you want to be, in business.

Describe what your business does in general terms.

Describe what differentiates your business from others.

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Briefly describe your business history if applicable. If this is a new business and

has no background, discuss your background.

Business Structure: is it a new independent business, a purchase of an existing

business, an expansion, a franchise?

Business type: retail, manufacturing or service.

To whom will you market your products? (State it briefly here, you will do a more

thorough explanation in the Marketing Plan section).

Legalities - business form: sole proprietorship, partnership or corporation. The

licenses or permits you will need.

Business information: What you have learned about your kind of business from

outside sources (trade suppliers, bankers, other franchise owners, franchisor,

publications).

Profitability: Why your business will be profitable. Describe your industry. Is it a

growth industry? What changes do you foresee in the industry, short term and

long term? How will your company be poised to take advantage of them?

Describe your most important company strengths and core competencies. What

factors will make the company succeed? What do you think your major

competitive strengths will be? What background experience, skills, and strengths

do you personally bring to this new venture?

Provide any other information that will excite the reader about your business.

Emphasize any special benefits that you feel will appeal to customers and

explain how and why these benefits are appealing.

Description of Products and Services

The purpose of the Product and Services section is to detail exactly what your business does for the customer and what makes these offerings desirable to the customer. Describe in depth your products or services (technical specifications, drawings, photos, sales brochures, and other bulky items belong in Appendices).

Key Products (Goods Business)

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Describe each product you sell. This is your product mix. If you cannot list each

product, break the business down into logical categories.

Describe the key product features, and how your products are different from

those of your competition. (Functionality, durability, eases of use etc.) What

factors will give you competitive advantages or disadvantages? Examples

include level of quality or unique or proprietary features.

What are the pricing, fee, or leasing structures of your products or services?

Describe product protection such as patents, copyrights and trademarks. (If

applicable)

Key Services (Service Business)

Describe each type of service you offer. (Be specific)

Describe the service features in terms important to the customer.

Describe any service protection such as copyrights or trademarks. (if applicable)

Mission, Vision, Goals and Objectives

Mission Statement: A mission is a statement which specifies what the business’ broad program of activities shall be. It establishes the parameters upon which objectives are set, strategies are developed and tactics are implemented. The mission is a statement of core organizational values and is referred to as the “Invisible hand” which guides employees to work independently and yet collectively towards the organization’s prime objectives. Be clear and to the point and make it obvious what your business is attempting to do. Many companies have a brief mission statement, usually in 30 words or fewer, explaining their reason for being and their guiding principles. Hint: Your mission statement will help you determine how you want to market your product/services.

Examples:

1. Canadian Tire To be the first choice for Canadians in Automotive, Sports and Leisure, and Home products, providing total customer value through customer-driven service, focused assortments and competitive operations.

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2. TELUSTo be recognized as the premier Communications Company in the world. To help people communicate effortlessly.

VisionA vision involves thinking or planning about the future of the business. It is planning for the future based on the mission statement specified at the inception of the business.

Company Goals and Objectives: Goals and objectives refer to something that is wished for (a purpose or a target). They are things that a person or a business pursues or desires to achieve. Goals are destinations, where you want your business to be. Objectives are progress markers along the way to goal achievement. For example, a goal might be to have a healthy, successful company that is a leader in customer service and that has a loyal customer following. Objectives might be annual sales targets and some specific measures of customer satisfaction.

Goals and objectives may include but are not limited to:Achieve x% market share by end of the first yearIncrease sales 5% each yearReduce customer complaints to 10% of all salesEnsure profit margin of 2% by the second yearGenerate sales of $100,000 by end of the second year

Human Resources

The purpose of the Human Resources section is to provide the reader with a thorough understanding of the people who will contribute to running the business. Managing a business requires more than just the desire to be your own boss. It demands dedication, persistence, the ability to make decisions and the ability to manage both employees and finances. It's imperative that you know what skills you possess and those you lack, since you might have to hire personnel or retain a professional advisor to complement your skill set.

Management summary

How does your background/business experience help you in this business? What are your weaknesses and how can you compensate for them? Demonstrate how team members’ skills complement each other. Show the

balance of marketing, financial, management and production skills, as well as experience with the product or service you are developing.

Who will be on the management team?

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What are the qualifications of each principle in this enterprise? What are their duties and responsibilities?

What are their strengths/weaknesses? If there are critical skills missing, how will this be overcome (ex. Training, outside advisors, etc….)?

Key personnel (if applicable)

What are your current personnel needs? Number of employees. Type of labor (skilled, unskilled, and professional) Where and how will you find the right employees? What are your plans for hiring and training personnel? What are their duties? What salary, benefits, vacations and holidays will you offer? If a franchise, are

these issues covered in the management package the franchisor will provide? Do you have schedules and written procedure prepared? Have you drafted job descriptions for employees? If not, take time to write some.

They really help internal communications with employees. For certain functions, will you use contract workers in addition to employees? List all experts that will be utilized. (Lawyers, Accountants/Bookkeepers,

Bankers, Insurance providers

Compensation and Ownership

State how each person will be compensated (salary, incentive bonus, profit sharing) and what investment each has in the business.

If you have formed a corporation, identify board members and what each individual bring to the corporation.

Operational Plan

The purpose of the Operations section is to summarize how you plan to operate the business. It explains the daily operation of the business, its location, equipment, people, processes, and surrounding environment.

ProductionHow and where are your products or services produced?

Explain your methods of:

Production techniques and costs – Describe how you produce your product or service, do you use any unique technologies, ingredients, know-how’s (you are not expected to share exact recipes, but you should proudly list any exclusive

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production techniques you use). If you are writing business plan for internal use (it remains private and will not be shared with potential investors), you can be much more detailed: list all the pieces of equipment you’ll need, set up system requirements for water, gas and electricity supplies, outline requirements for location and premises etc. Considering the amount of technical data needed for this section delegating it to your chief engineer (or side technology consultants) might be the wisest decision possible.

Quality control – Write a short paragraph about quality control measures that you’ve set up or are going to establish. As with any part of operational plan the amount of details depends on the audience of your business plan. Investors would require just strategic level information while your engineers would appreciate the list of approved standards and procedures.

Customer service – Here you should describe client service strategy and after-sales support in your business. The principles of customer service and quality control are much interconnected: in most cases your customers will report about quality issues. So think how you can get a synergy effect in here.

Inventory control and Product development

Planning Considerations

What are the hours of operation? Will that best serve your clients?

What are the requirements for the facilities and equipment? What are the costs? (one-time or ongoing costs)

What are the plant overhead costs going to be? Will you be able to afford what is required?

What are the purchasing requirements?

What is the best manufacturing process? Cost effective?

What licensing is required for your venture?

What are your legal requirements?

What potential internal and external risks exist for this business?

Location Considerations

What qualities do you need in a location? Describe the type of location you’ll have.

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Physical requirements:

Amount of space

Type of building

Zoning

Power and other utilities

Access:

Is it important that your location be convenient to transportation or to suppliers?

Do you need easy walk-in access?

What are your requirements for parking and proximity to freeway, airports, railroads, and shipping centres?

Is it easily accessible? Is public transportation available? Is street lighting adequate?

Construction? Most new companies should not sink capital into construction, but if you are planning to build, costs and specifications will be a big part of your plan.

Cost: Estimate your occupation expenses, including rent, but also including maintenance, utilities, insurance, and initial remodeling costs to make the space suit your needs. These numbers will become part of your financial plan.

Will you work from home?

Why is the area desirable? The building desirable?

Neighbourhood Location (use map). Traffic counts and supporting information such as population radius is helpful.

Site Location – place in mall or centre, or city block. Is parking available? Will it affect your business?

Facility Location – Include a drawing or layout of your proposed facility..

Signage both inside and outside the business.

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Look at your business through a magnifying glass when you are writing your business plan. What you see will be your stepping stones to success.Hint: The location of your business can play a decisive role in its success or failure. Your location should be built around your customers, it should be accessible and it should provide a sense of security.TheCheck for location risks. A median placed in the middle of your road will cut off access to your business. Check with your city-planning department before signing a lease.

Production Plan

The production plan demonstrates your ability to produce products. It explains how and where your products or services are produced. This section may not apply in service businesses.

Explain your methods of production techniques and costs. Provide a flow chart / process diagram showing the entire production process from start to finish.

List and budget production equipment required for the business.

Procurement (Businesses that manufacture or sell products)

Who are your suppliers? Order lead time with your suppliers.

Terms & Conditions of sale.

Alternate sources of supply (this addresses procurement risk)

Inventory control systems

Physical space requirements (Unless covered in location sections)

Service Plan

What area of the city do you plan to service?

Will you complete a job entirely, or will you be hiring contractors?

How many jobs can you complete in a day?

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Who are your suppliers? What do they charge? Do you have alternative sources of supply? In many industries your business success depends greatly on your key suppliers. And since they are your major business partners, building relationship with suppliers is as important as building customer relationships. So evaluate your current list of suppliers and remember that your business is as strong as its weakest chain (which is in many cases some of the supplying companies).

Business Policies

Write policies that should be developed for your business. Depending on the topics, these may need to be posted in your place of business.

Example: Return or exchange policies

Legal Environment

Think about major legal regulations of your business. These could be licensing, permits, health, workplace or environmental regulations, trademarks, copyrights, patents, etc. Don’t underestimate legal risks (and opportunities) for your business and talk to a lawyer before entering the market.

Describe the following:

Licensing and bonding requirements

Permits

Health, workplace, or environmental regulations

Special regulations covering your industry or profession

Zoning or building code requirements

Insurance coverage

Trademarks, copyrights, or patents (pending, existing, or purchased)

Industry Association Membership - Sometimes membership in industrial unions and alliances might contribute greatly to your business success. Local chambers of commerce and business associations can also be a place to find investors.

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Contingency Plan

When you draw up business plans, apart from forecasting bottom lines and sources of investment, you also need to work on contingency plans for your business. All businesses go through a rough patch occasionally, so it is best to be prepared for any contingency. This way, you will be prepared for any unforeseen event.

A contingency is an unexpected event or situation that affects the financial health, professional image, or market share of a company. It is usually a negative event, but can also be an unexpected windfall such as a huge order. Anything that unexpectedly disrupts a company’s expected operation can harm the company even if the disruption is because of a windfall. That is why companies create contingency plans for many possible situations, so company management has a pre-researched plan of action to immediately follow.

A contingency plan helps you tide over difficulties in your business. It helps you prepare for loss prevention and covers topics such as crisis management, business continuity, asset security, mismanagement and reorganization. This plan helps your business recover from crime, fraud, theft, accidents, and other difficulties.

Also, in the event that the business fails, what type of exit strategy has been considered? No new business owner likes to consider this possibility. However, if factors beyond your control force you to discontinue your business, you should consider what can be done to lessen the problems this situation presents.

Here are some other things to consider when drawing up contingency plans.

Crisis Management - Many types of crises that can affect the well-being of a company include natural disasters, terrorist attacks, fire in the warehouse, on the job injuries or even angry customers. Plans to deal with crises generally include department by department SWOT analysis (strengths, weaknesses, opportunities, threats) that attempt to identify vulnerabilities and potential challenges.

Continuity Plan - Business continuity plans cover a range of situations, including the death of a key executive or manager, crisis events that threaten to shut down business operations for an extended period of time, and any other financial situation or unexpected event that threatens to destroy or injure the company. Continuity plans generally involve insurance policies that provide for the cost of keeping the company in operation, and the cost and hiring of consultants that are specialists in solving the types of problems besetting the company.

Asset Security - Theft or destruction of intellectual property, such as trade secrets or computer programs, key machinery or equipment, or any other valuable assets a company needs for its operations and maintenance of its

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market position are generally covered by a security plan. This also includes the security of the company's internal computer network and confidential files. A security plan attempts to block any negative contingencies that might occur, but when they do, the company's contingency plan prescribes backup of certain customer and corporate records, and intellectual assets. Legal strategies are also included in a contingency plan for the purpose of helping to mitigate the damage created by such events.

Mismanagement - Fraud, theft, operational errors, mismanagement and personal scandal are all crises that require special public relations strategies as well as various types of insurance. The handling of these crises involves careful attention to legal considerations and liability to the shareholders and if not handled immediately with efficiency and confidence, they can ruin the company's professional image and ability to do business. For this reason, companies create a system of checks and balances to prevent such problems in addition to creating detailed action plans to deal with these contingencies.

Reorganization - After the worst has happened, the company's contingency plan also covers how the company will re-establish normal operations and reorganize to limit any future contingencies. Reorganization to meet new challenges is important whether the company is dealing with negative events or the unexpected pressure of having to rapidly expand production to function in spite of the demands of a windfall order.

Here is other important information to gather:

Have a list of people or firms you can call in case of an emergency.

Have a good data backup system so that you can retrieve all data you might lose due to some emergency.

Prepare for unexpected equipment failures or repairs.

Have a good idea of the location of the mains switches and valves for electricity water and gas. Ensure that your employees also know their location.

Ask your attorney to make a will that provides for the future of your business in case of any unfortunate event. Otherwise, the business may get into the wrong hands owing to intestacy laws.

Have a central information base where you have details of business numbers, tax numbers, and contact addresses of business partners, directors, shareholders and suppliers

Simple Practices Can Prevent Accidents. Have a system to ensure that daily inspections are carried out after work hours to check that AC and lights have

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been switched off, no electrical appliances are left running, and doors and windows are shut.

Maintain a directory of investments, business plans, licenses/permits, insurance details etc.

Plan for loss of market; what sector you want to invest in case your market stops existing.

Prepare for power outages, flood and fire disasters, etc…

Leave instructions to people related to your business so they can find relevant information related to your business in case of a contingency.

The plan must always be kept up to date and applicable to current business circumstances. This means that any changes to the business process or changes to the relative importance of each part of the business process must be properly reflected within the plan.

Market Research

The purpose of the Market Research section is to prove that the market is large enough, in your area, given the competition to support the survival and growth of your business.

Industry Analysis and Trends

Here is where you get to assess the environment in which you are planning on entering. What external factors are influencing your industry? This analysis will ensure you understand the needs of your own industry and educate the reader.

Considerations:

What has been happening in the industry?

What are the trends? Growing, steady, declining?

Who are the major players (i.e.: suppliers, distributors, clients) in your industry? What is their influence or impact on it?

Are there specific government regulations influencing your industry?

Industry Research

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Describe your industry. The least well known about the industry, the more description necessary. (An industry analysis looks at the big picture – what is going on in the industry beyond your city?)

Describe the state of the industry. Is it a new industry, growth industry, competitive industry, or a stable mature industry?

Document industry trends on a world or national size. Sales, number of customers, number of units sold, trends in related industries are all good industry indicators.

Describe the key customers for your specific industry.

Provide other national / international economic indicators that encourage the health of your industry.

Examine risks to the entire industry caused by legislation, technological change or any threat to the industry as a whole.

Market Analysis/Research

Why do market research?

Market research is essential in helping you find out what people want and who wants it.

Types of Market Research: Primary Research

Primary research is the gathering of information that does not already exist. It is data that you have to collect on your own or hire research specialists to do.The survey is, without a doubt, the most popular method of gathering primary data. In general, there are 3 types of surveys: the telephone survey, the postal or mail survey, and the personal interview or electronic survey.

Building a questionnaire for your survey

A questionnaire is an information gathering tool which can be used to tabulate, analyze and discuss your research. Before you begin, it is essential to know what kind of information you need to obtain and how the information will be used. Each questionnaire must be custom built to the specifications of your business.

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Here are some guidelines:

Make a list of what you need to know. What do you want to achieve with the questionnaire.

Does the information you need already exist? Always check for secondary information.

Don’t ask a question unless it has a purpose.

Eliminate confusing questions.

What is the purpose of each piece of information? How will you analyze each piece of information?

As you write questions, try to view them through the respondents’ eyes. Will the respondents be able and willing to answer the question?

Pay attention to where you place questions. Broad and general questions at the beginning of the questionnaire, followed by more specific questions, and closing with more general questions like demographics.

Avoid loaded or leading words and questions. Could and should, might sound almost the same, but may produce a 20% difference in agreement to a question. Leading questions may influence respondents to answer in a socially desirable way.

At the end of your survey, provide a place for respondents to add comments and thank them for their assistance.

Formatting the questionnaire

The following guidelines offer some tips to help you put the questionnaire together.

1. Begin with an introduction that includes the questionnaire’s purpose, identifies its source, explains how information obtained will be used, and assures respondents’ of confidentiality.

2. The first questions should be easy, avoiding controversial topics.

3. Write interesting questions that are clearly related to the questionnaire’s purpose. Don’t use open-ended or long questions with lengthy answer choices in the beginning of the questionnaire.

4. Address important topics early, rather than late, in the questionnaire.

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5. Arrange questions so they flow naturally. Keep questions on one subject grouped together. Start with general questions then move to those that are specific.

6. Try to use the same type of questions and response throughout a series of questions on a particular topic.

7. Place demographic questions at the end of the questionnaire.

8. Print it in easy-to-read typeface.

9. Avoid making respondents turn a page in the middle of a question or between a question and answer.

10.Be sure that the question is distinguishable from the instructions and the answers. You could put the instructions in boldface or italics.

11.Give direction about how to answer. Include directions in parentheses immediately following questions. It is better to repeat directions too often than not often enough. Here are some

a. examples of specific instructions you might use: Circle the number of your choice; circle only one or check all that apply; please fill in the blank.

12.Make sure to use the KISS rule, Keep It Short and Simple.

Survey Bias

Remember, there will always be survey bias (margin of error) which you must take into account. The industry average is 20% and it is used to eliminate respondents that have not been truthful or honest.

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SAMPLE SURVEY

Hello, my name is ____________________. I’m conducting a survey to determine the potential for a butcher store in the Sturgeon Falls. Do you have a moment to answer a few questions?

1. Have you shopped at a butcher store in this past year? Yes_______ No_______If no, why not? Is it the: Price___Lack of convenience___Quality___Selection___Availability___Other___If no, go to question 6.

2. If yes: Which one do you shop at?Company A _______ Company B _______ Company C_______Other: (Please specify)________________

3. Are you satisfied with this (these) store(s)? Yes_______ No_______If no, why not? Is it the:Price_______Selection_______Inconvenience_______Availability_______Other______

4. On average, how much do you spend at a butcher store in a month?$5-$25____ $26-$50____ $51-$75____ $76-$100____ 100+____

5. How often per month do you visit a butcher store?1-3_____ 4-6_____ 6-8_____ Over 9 _____ Other__________

6. Would you support the establishment of a new butcher store in Sturgeon Falls?Yes_______ No_______

If yes, can I record your name and address, so when I open the store, I can let you know?Yes_______ No_______Name ____________________ Address __________________Phone ____________________

7. If yes: Under what conditions would you consider supporting a new butcher store?Quality_______ Price_______ Location_______ Selection_______ Availability_______ Service_______ Cleanliness_______ Other_______

The following questions are for statistical purposes only.

1. What age category do you fall into? Are you:Under 19___ 20-29___ 30-39____40-49___ 50-59___ 60-69___70+_____

2. Do you have any children living at home?Yes_______ No______ If yes, how many? 1__ 2__ 3__ 4__ 5+____

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3. Are you?Male_______ Female_______

Thank you for your time and cooperation!

Types of Market Research: Secondary Research

Secondary research represents information that has already been gathered and published. It is a tremendously important source of data for any marketing researcher.

The ideal places to access this type of information are:

Economic Partners Sudbury East/West Nipissing Inc.

Canada-Ontario Business Service Centre

Business Centre Nipissing Parry Sound

Scott’s Directories

Ontario Business Directory/Northern Ontario Business Directory

Financial Post Canadian Markets

Canadian Almanac Directory

The Franchise Annual

Statistics Canada (Family Expenditures in Canada)

Service Canada (Business Directories, Government Offices)

Self-Counsel Press

Trade Journals (The Canadian Business Journal)

Public Library

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Target Market

The Target Market is the groupings of consumers or businesses most likely to purchase your products or services. The first group you plan to target is your Primary Target Market; the second is your Secondary Target Market.

Through research, identify the age group, gender, lifestyle and other demographic characteristics of the people who have shown interest in your product or service. Also from your research, provide statistics, analysis, numbers and supporting facts that show the reader that there is a demand for your product or service.

It is very important that you understand your target market – after all these are the customers you need to keep happy!

Who is your customer?

Before you begin selling something, you need to know who you are selling to.

When developing a general profile of your customers, you might want to define them by their demographic characteristics, such as:

Age, usually given in a range (20-35 years)

Sex

Marital status

Location of household

Family size and description

Income, especially disposable income (money available to spend)

Education level, usually to last level completed

Occupation

Interests, purchasing profile (what are consumers known to want?)

For example, a clothing manufacturer may consider a number of possible target markets — toddlers, athletes, grandparents, teenagers and tourists. A general profile of each of these possible markets will reveal which ones are more realistic, pose less risk and are more likely to show a profit.

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Once you have defined your target customers, you must learn about their needs and preferences.

What challenges do they have that could be solved with your product or service?

What are their needs and expectations regarding this product or service?

What types of things do they desire?

What do they spend their money on?

Where do they shop?

How do they make spending decisions?

Are the markets large enough to expand?

How many potential clients in your area? (population count) Note: If you are using indirect distribution, it may be necessary to describe both your customer as a target market, and the end user as a target market.

Provide the results of any customer survey work you have done

Provide the sources of information for any of the above

To develop a profile of your customers and understand their needs, you will have to do some market research.

How to conduct market research

First, it is important to establish clear goals for the market research activity you will undertake. You need to make sure you have defined what you need to know and why.Once you have established your goals, it is important to develop a strategy and select techniques you will use to gather data. The two broad types of research you can use are primary and secondary research.

The Research and Statistics section of the Canada Business website offers a number of categorized links to data and analytical resources, many of which are free to access.

Canada Business Service Centres are found in each province and offer research materials that you can access free of charge, as well as expertise to help you with your research.

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Other sources of secondary research materials include libraries, universities, industry associations and government departments at various levels.

They are a free service provided by the federal and provincial governments and will answer your questions on subjects ranging from planning to financing, no matter what stage of business you are in. You can find them at:

Canada Business at www.canadabusiness.ca

1-888-745-8888

Take advantage of their online resources to learn more about market research,

how to conduct it and where to find free information and statistics to support your

market research project.

Get data that sheds light on population characteristics such as location, age,

income, education level, and more.

Find Canadian and foreign trade statistics and other information that can help

you to grow your business, both abroad and in Canada.

Find search tools for grants and loans, permits and licences, as well as new

social networking features to keep you in touch with the latest in business

information.

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Competitive Analysis

The purpose of the Competitive Analysis section is to thoroughly analyze the competition that will exist for your business. Part of developing a successful business involves being aware of possible competitors and their products.

Competitors are any business which can sell a product/service that accomplishes a similar type of result as yours; therefore, the features and benefits of a competitor's product can also appeal to your target market. There is ALWAYS competition!

Ask yourself:

Who are your direct competitors (exactly what you offer)? Who are your indirect

competitors (offer substitutes)?

How long have they been in business? How are their businesses: Steady?

Increasing? Decreasing?

What have you learned from their operations? From their advertising?

What are their strengths and weaknesses? Ensure you are being unbiased.

Are there any opportunities and threats that your competition may present?

How does their product or service differ from yours? What is your competitive

advantage?

List the direct competitors in your local market. These are firms who offer exactly

what you offer. List the current number and the number in existence for the past

three-year period.

List the indirect competitors in your local market. These are firms who offer

substitute products.

Analyze any competitors who have gone out of business in the past and if

possible why.

Explain how your firm will compete with these competitors to prove how you can

survive in their markets.

Examine risks that could occur when you enter the market. For example what if

your key competitor cuts their price when you open your business.

H

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Using a chart in your business plan may be the easiest way to compare your competition.

Example:

It may simplify your data if you separate the direct and indirect competitors in your chart:

DirectCompetitors

Strengths Weaknesses Observations

A

BC

IndirectCompetitors

Strengths Weaknesses Observations

ABC

Once you’ve completed your chart, observe and evaluate your findings.How can your business be different or better than the competition?

S.W.O.T. Analysis

This tool/exercise will identify the Strengths, Weaknesses, Opportunities and Threats of an organization.

Specifically, SWOT is a basic, straightforward model that assesses what an organization can and cannot do as well as its potential opportunities and threats. The method of SWOT analysis is to take the information from an environmental analysis and separate it into internal (strengths and weaknesses) and external issues (opportunities and threats). Once this is completed, SWOT analysis determines what may assist the firm in accomplishing its objectives, and what obstacles must be overcome or minimized to achieve desired results.

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When using SWOT analysis, be realistic about the strengths and weaknesses of your organization. Distinguish between where your organization is today, and where it could be in the future. Also remember to be specific by avoiding gray areas and always analyze in relation to the competition (i.e. are you better or worse than competition?).

Finally, keep your SWOT analysis short and simple, and avoid complexity and over-analysis since much of the information is subjective. Thus, use it as a guide and not a prescription.

SWOT Analysis Template

In SWOT, strengths and weaknesses are internal factors.

A strength could be:

Marketing expertise A new, innovative product or service Location of your business Any other aspect of your business that adds value to your product or service

A weakness could be:

Lack of marketing expertise Location of your business Poor quality of goods or services Damaged reputation

In SWOT, opportunities and threats are external factors.

An opportunity could be:

A developing market such as the Internet Moving into new markets that offer improved profits A market vacated by an ineffective competitor

A threat could be:

A new competitor in your home market Price wars with competitors A competitor has a new, innovative product or service Taxation is introduced on your product or service

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Marketing Plan

The marketing plan is developed based on careful planning. This ensures that the company uses its limited resources wisely and effectively. The marketing plan is the master plan in a company’s effort to satisfy the needs of a particular market segment (portion of the population). This is achieved by coordinating all the elements of the marketing mix (4 P’s: product, price, place/distribution, promotion).

First “P” of Marketing: Product or Service

Unlike the Business Overview section, in which you listed and described the products or services offered, in this section it is important to describe your products and services in terms of their features and benefits.Features are product characteristics such as size, color, horsepower, functionality, design, hours of business, fabric content, and so forth. Benefits answer the customer's question: Why would I want to own it?

The key features and benefits you identify should help you determine the focus of your marketing plan. Some of the features and characteristics you should discuss are, but are not limited, to:

Functionality Styling Quality Safety Repairs and Support Warranty Accessories and services Etc… Hint:

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Second “P” of Marketing: Price

Setting the right price involves taking three important factors into account:

1. What it costs you to produce or purchase a product or service.2. What your competitors are charging.3. What the customer is willing to pay.

There are many ways in which the price of a product or service can be determined. The following are some of the pricing strategies:

Retail cost and pricing Competitive position Pricing below competition Pricing above competition Service costs and pricing (for service businesses only) Service components Material costs Labor costs Overhead costs

Consider addressing the following questions in this section of your business plan:

What are your prices for different products and services? How did you arrive at those prices? (Charge going rate, industry standard mark-

up etc.) Do you have any “price packages”? What is your price image? (Bargain, middle of the road, high end) Is this

consistent with your target market? How do your prices compare with your competition? What are your profit margins?

Once you have determined your price, it is important to conduct a Break Even Analysis.

Break Even Analysis

The Break Even Point in your business is the point at which your sales revenue is equal to your total expenses. At that point you neither make money, nor do you lose any. This point is where your business has sold enough products or services to pay for all costs.The break-even can also be used to evaluate a business expansion or any other business expenditure. You are simply asking how much additional revenue will be

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required to cover the additional cost. There are some key definitions necessary to determine the break-even for the business.

They are:

Fixed Costs (Overhead) are costs that do not vary directly with sales. Utilities, salaries, advertising, office supplies and telephone are just a few examples. They do not have to be the same every month. What is important is that you pay them regardless of sales made.

Variable Costs (Cost of Goods) are the actual costs of making the product or providing the service. They can include materials, shipping and contract labour.

Capacity governs your output. It can be measured in units of production, billable hours, or sales volume.

Now we will display how to calculate the break-even point.

Break-Even Point = Fixed ExpensesGross Margin

Example: Total Sales: $10,000 Fixed Expenses: 5,000 Variable Expenses: 3,000

Gross Margin: gross margin is the difference between total revenues and cost of goods sold,

expressed as a percentage)

Total Sales – Variable Expenses = $10,000 - $3,000 = $7,000 = 70%Total Sales $10,000 $10,000

Break-Even Point = Fixed Expenses = $5,000 = $7,142.86Gross Margin 0.70

This demonstrates that you need $7,142.86 in sales in order to break-even.

Third “P” of Marketing: Place (Distribution)

A good location means more than just your chosen physical business address. Location also has meaning in your distribution strategy. The characteristics of the product can

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play a determining role in the choice of distribution channel. Perishable items, like fruits and vegetables, must be distributed quickly by using direct channels. The producer may ship the goods directly to the retailer or even to the consumer. Whereas, mass consumption items such as canned foods have a long distribution channel: from manufacturer, to wholesaler, to retailer, to the consumer.

What channels will you use to get your product(s) to the customer?

Consider the benefits to the customer: time, accessibility and possession.

Having the products on location when the customers wish to purchase them can save precious time.

Having the products accessible to the customer where they want to purchase them is favorable.

Possession is realized when the goods pass from the manufacturer or the retailer to the end consumer.

H

Fourth “P” of Marketing: Promotion

The promotion section of the marketing plan is also known as the communication strategy. It serves to inform the consumers, to persuade them to buy and influence their purchasing decision. The appropriate communication strategy will be a combination of all the promotional factors (advertising, promotion, public relations and personal sales) acting hand-in-hand to transmit your business’ message.

Provide a list of the media you plan to use. You may include newspapers, magazines, radio, television, direct mail, Internet advertising, etc.

Develop a monthly advertising schedule with planned budgeted amounts.

Personal selling or service plan? (Personal one-on-one contact with your target customers. It is the one personal and direct link between your business and your target market.)

Describe how you will prospect and find new customers.

If you have letters of agreement, contracts or other sales tools, it is sometimes advisable to include them as appendices to the business plan.

Examples of advertising ideas:

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-Point of sales promotion (POP) -Website-Promotional items -Vehicle Decals-Samples -Online Ads/Banners-Coupons/ discounts -Bill Boards-Contests -Signage-Trade fairs -Business Cards-Newspapers ads -Brochures-Television ads -Newsletters (print/online)-Radio ads -Social Media-Public relations/Networking -Postal or mail advertisements

Example of a Marketing plan:

This table suggestion is a great way to organize your marketing strategy in your business plan.

Description of Advertising

Target Audience

Media Type Timeline Cost

Online Pay per click ad

West Nipissing teens (age 15-18)

Facebook Jan 2011 to Dec 2011

¢ 30 per click (Max budget of $250)

Financial Plan

The financial plan is critical to the success of your business plan, especially if it is for the purpose of getting a bank loan. Sound financial management is one of the best ways for your business to remain profitable. As a business owner, you will need to identify and implement policies that will lead to and ensure that your will meet your financial obligations. Your financial plan should include the following:

1. Start-up Budget2. Cash Flow Statement

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The Start-up Budget

THE START-UP BUDGET EXPLANATION

Begin by determining what you will need "day one" of your business, in order to open the doors and begin accepting customers.The included budget template will help you develop your very own start-up budget for your business.

Here are some examples of the most common expenses:

Facility: lease security deposits, furniture and fixtures, leasehold improvements, and signage.

Equipment: office furniture, computers, and equipment. Materials and supplies: for your office and production areas and a supply of start-up

advertising and promotion materials. Other costs: initial attorney and accounting set-up fees, licenses and permits and

insurance deposits.

The template will also allow you to divide the expenses depending on the lending opportunity – this is a great way to organize who is paying for what.

Some lenders will fund only specific expenses.

For example:

Start-Up BudgetItems

Items Estimated Costs

Owners Cash NOHFC #1 Bank #2

Renovations 20,000 17,000 3,000Equipment 5,000 4,250 750Materials 5,000 1,540 3,460Insurance 1,200 1,200Rent 1,400 1,400

Marketing 1,000 800 200Licenses/Permits 60 60Utilities

Telephone/InternetLegalAccounting

Working Capital 2,000 2,000Total Start-Up Costs

$35,660 $5,000 $21,450 $9,210

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The Monthly Cash Flow Statement

What is a Cash Flow Statement?

One of THE most important tools for any business, the cash flow statement often appears more intimidating to prepare, than it actually is. The cash flow statement, on a month-by-month basis, summarizes cash coming in and cash going out of the business. It displays how much cash a business will have at the end of each month.

A cash flow statement can be based upon actual amounts or on forecasted figures. Both forms of cash flows ARE valuable financial tools.

Why should I prepare a cash flow forecast?

To determine if your business idea, after costs, will make money.

To highlight months where there is not enough cash to cover expenditures. This

step will allow time to consider other sources of cash, for example, a line of

credit.

To assist in securing money from lending institutions as it outlines the viability of

a business venture.

To highlight months where it might be possible to take drawings from the

business.

To outline cash that may be available for additional expenditures, for example,

hiring new staff, purchasing equipment or increasing marketing budget.

How Do I Prepare a Cash Flow Forecast?

A cash flow forecast comprises of the following 5 parts:

1) Estimated Sales2) Cash Receipts (Cash in)3) Cash Payments (Cash out)4) Cash Summary5) Notes to a Cash Flow

It is a good idea to commence with the "Estimated sales" section.Hint:

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1) Estimated Sales

Estimated sales are both cash and credit sales that your business expects to make in the first year. Begin by projecting your yearly sales figure.

Project your yearly sales figure

If you distributed a survey, the results can help you project your yearly sales figure. From your completed survey, extract what age group and what gender gave the strongest positive approval for your business idea. This group is your primary target group. For example, you may believe your target group is men between the ages of 30-39 years.

Next:

Obtain demographic information relating to the area you surveyed. The demographic information for the area surveyed will tell you how many of your target group lives there. For example, if you conducted a survey in West Nipissing, you would look for the demographical information available for the West Nipissing area.

Your completed survey will also tell you:

on average how much people spend per visit and

the frequency of the visit

From all this information, you can generate an estimated yearly sales figure.

Confused?

Let's take a look at the survey Florence conducted to determine if there was a demand for a craft store in West Nipissing.

Florence conducted a survey in West Nipissing and received 200 responses. Of the 200 responses, 81 people said they would support the opening of a new craft store in West Nipissing.

From the survey results, Florence was able to summarize the 81 "yes votes" into the following age and gender splits.

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Female MaleAge Yes Vote Age Yes Vote> 19 5 > 19 020-29 7 20-29 130-39 11 30-39 040-49 32 40-49 250-59 17 50-59 060+ 6 60+ 0Total 78 Total 3

Florence believes her primary target market to be females between the ages of 40-49 living in West Nipissing. From the demographical information Florence found, there are 4,223 females living in West Nipissing.

Next:

determine the percentage of females with respect to the total population of West Nipissing:

Total females in West Nipissing = 4,223 = 0.51 (51%)Total population of West Nipissing 8,207

Next:

determine what percentage of the West Nipissing population is aged 40-49:

Age 40-44 = 8.3%Age 45-49 = 7.1%Total = 8.3 + 7.1 = 15.4%15.4% x 8,207 (total population of West Nipissing) = 1264 people

Finally:

determine how many women are aged 40-49 in West Nipissing:

51% (percentage of females in West Nipissing) x 1264 people = 645 females in West Nipissing

In addition, the survey revealed that:

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the average purchase from a craft store = $45 the average visit = every 2 months or 6 times a year

With the above information, an estimated yearly sales figure can be generated.

Begin by determining your potential target market:

The demand for Florence's product is 81 (total yes votes) / 200 (total votes) = 40.5%

The potential market is:

645 (female population in West Nipissing) x 40.5% = 261 potential customers

Allow for a 20% survey bias:

261 x 0.8 = 209 potential customers

Estimate of total yearly sales:

209 (potential customers) x $45 (average purchases amount) x 6 (purchase frequency/year) = $56,430 for 12 months

Allocate the yearly estimate of sales to each month

The yearly sales figure of $56,430 must be allocated to each month of your first year. Consider a variety of different factors:

What are similar businesses generating in sales revenue? Investigate industry

trend information.

Is your business seasonal or affected by special events, for example, Christmas?

Is your estimate reasonable in terms of the value of the products you sell? For

example, if the maximum value of your product is $10, is it reasonable to assume

you will sell $20,000 in a month? This amount would equate to 100 items a day.

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What did your survey results suggest? For example, what on average did the

survey participants say they would spend and how often?

What is your promotional plan? Will this increase your sales for any particular

month?

What are your competitors doing? For example, are they having a major

promotion? Will this affect your sales?

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Let's return to Florence's results.

Hint:Month Season Activity # Customers Average

PurchaseEstimated

Sales $

January Winter Busy 180 45 8100

February Winter Busy 95 45 4275

March Spring Quiet 80 45 3600

April Spring Quiet 50 45 2250

May Spring Very Quiet 43 45 1935

June Summer Very Quiet 43 45 1935

July Summer Very Quiet 25 45 1125

August Summer Very Quiet 44 45 1980

September Autumn Moderate 105 45 4725

October Autumn Moderate 99 45 4455

November Autumn Very Busy 240 45 10800

December Winter Very Busy 250 45 11250

Total 1254 $56430

Therefore, in one year approximately 1254 (209 x 6) people will visit the store and on every visit, they will spend $45. From research it is apparent the craft industry booms around Christmas and in the winter months.

However, for summer and spring, the industry is quiet. Florence believes that the $56,430 should be allocated to each month based upon her expected number of customers each month.

Estimated sales figures are inserted on the first line of your cash flow work sheet

Please visit www.economicpartners.com or book an appointment with staff today at 705-753-5450 to receive our 3 year cash flow projections worksheet.

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Economic Partners Sudbury East/West Nipissing Inc. – Business Plan Guide 2017

APPENDIX

For a business plan to flow smoothly and to enhance its readability, it is important to minimize excessive details and background information. That’s where the appendices come in handy. Instead of including a lengthy piece of information directly in the body of your plan, you can make reference to it and request that the reader refer to the appendices at the back for further details.

Appendices should include any exhibits, supporting documents, graphs, charts or data that you referred to or referenced within the written sections of your business plan. Make sure all copies that you include are legible and complete.

Here is a list of what can often be found in a business plan’s appendices:

Management Resumes Blueprints or Diagrams Patents and/or Trademarks Personal Financial Statements and Credit Reports Demographic Data Newspaper or Magazine Articles Letters of Reference Product Samples and Marketing Literature Press Coverage or Clippings Photos of the Business or Product Additional Financial Documentation Vendor Estimates and Quotes Organizational Charts and Diagrams Significant Contracts

o Leases or rental agreementso Sales contactso Purchases contractso Partnership / ownership agreementso Stock option agreemento Employment / compensation agreementso Noncompetition agreementso Customer contracts or letters of intento Insurance

You'll be surprised. Some of the most sought after documentation can be found in the appendices of a business plan. Make sure yours includes all necessary information that best supports and validates your business idea.

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Economic Partners Sudbury East/West Nipissing Inc. – Business Plan Guide 2017

30 Front Street, Unit ASturgeon Falls, ON P2B 3L4

Tel: 705-753-5450 / 1-866-448-4478Fax: 705-753-3456

[email protected]

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