THE PLAN

A Step-By-Step
Business Plan
Workbook
The Plan
will help you:
Move ideas from
your head to paper
in an organized, clear,
convincing manner
Avoid the most
common mistakes
Keep your focus on key
points
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Planning is your map to success in
the business world. You need to
write a business plan if you are:
starting or buying
a business
financing or refinancing
your business
raising debt or
equity capital
Much money is made then lost
because one area of a business
fails, dragging the positive parts
down withit.
Text and design updated 12/11/03. Design: NewGround Publications. (Phone: 800 207-3550) Text: John Nelson & Karen Couto.
All rights reserved. Photocopying any part of this book is against the law. This book may not be reproduced in any form, including xerography,
or by any electronic or mechanical means, including information storage and retrieval systems, without prior permission in writing from the publisher.
THE PLAN
A Step-By-Step
Business Plan Workbook
I N T R O D U C T I O N
THE PLAN helps you find hidden
business flaws and makes you think
carefully about each phase of your
business.
It is important that you write your
business plan. Why? You will gain
in-depth knowledge about your
business which will make it easier
to answer lenders questions. The
process of writing your business
plan will clarify what is involved
in making your business work
successfully.
ASK YOURSELF THESE QUESTIONS:
How much money do I need? ______________________________________
What type of lender do I need? (bank, state or federal agency, venture
capitalist firm, or other investor) ______________________________________
What is the lenders minimum and maximum loan size? ________________
Can the lender meet my present and future needs? ____________________
What types of businesses will the lender finance? ______________________
What collateral does the lender accept? ________________________________
LENDERS USE THE EIGHT Cs RULE:
1. Credit (must be good)
2. Capacity (ability to repay)
3. Capital (money going into the business)
4. Collateral (your assets that secure the loan)
5. Character (you)
6. Conditions (economy, finances, anything that affects your business)
7. Commitment (your ability and willingness to succeed)
8. Cash Flow (can it support the business debt and expenses?)
BASIC QUESTIONS A LENDER WILL ASK YOU:
How much money do you want? ____________________________________
How much are you investing in the business? ________________________
How will the loan be used? ________________________________________
How long do you need to repay the loan? ____________________________
How will the loan be repaid? ________________________________________
What collateral do you have to offer? ________________________________
BEFORE MEETING WITH A LENDER:
Call to find out the rules for their business loans.
Make sure the lender is looking for loans of your size and type.
Ask for a loan application.
Make an appointment.
Rehearse your presentation.
Remember, the lender is like a customer. You have to convince the
lender that your business has merit.
Divide your business plan into
sections that match the contents
outline shown on the next page.
There is no set length for your
answers they will range from a
paragraph to a few pages long.
Once its written, your business plan
will need editing. Ask other people
to read and critique your plan.
Include a statement on the inside
cover that says its contents are
condential, and making copies is
prohibited.
Your business plan should be
neat and organized to make a
professional impression. Write text
in a word processing program that
will point out misspellings and
grammatical errors. For nancial
data, use a spreadsheet program.
Once youre done, make copies
for your lender and for others who
are interested in your business.
Make sure all the copies you
submit are readable and include
original signatures. Lenders keep
your presentation even if you are
rejected, so make copies for
yourself of everything you submit.
Number the business plan copies
and make a list of who youve
given it to.
Its a good idea to put your loan
presentation in a 3-ring binder
with tabs and indexes.
Business Loan Basics
How To
Use This
Workbook
The APPENDIX comes at the end of your business plan and includes all
details and documents that support the plan.
Throughout this workbook, items that need to be included in the
APPENDIX are mentioned. On page 31, youll nd a comprehensive list,
which you can use as a guide.
The rst page of the APPENDIX should be a listing of its contents.
Be sure to separate and organize the documents logically, perhaps in
the order they are referred to in the plan.
The APPENDIX will grow, so it is a good idea to use a 3-ring binder
with tabbed dividers. Some people prefer using an expandable le.
WHEN MEETING WITH A LENDER:
Bring your business plan, a completed loan
application, and any other materials you need.
Keep the entire presentation to 30 minutes.
Give an overview or outline at the beginning.
Know how you are going to end the presentation.
Invite your lender for a tour of your current or proposed operation.
Answer all negative questions with positive answers.
Be willing to back up your answers.
Find out when you can expect a decision.
Ask that lenders decisions, made on the telephone, be put in writing.
Follow up with a thank you letter and a phone call.
Executive Summary . . . . . . . . . . 6
Business Description . . . . . . . . . . 8
Managers & Employees . . . . . . . 10
Operations & Location . . . . . . . 11
Marketing . . . . . . . . . . . . . . . . 12
Buying a Business . . . . . . . . . . . 16
Buying a Franchise . . . . . . . . . . 17
Loan Request . . . . . . . . . . . . . . 18
FI NANCI AL STATEMENTS
General Information . . . . . . 19
Personal Finances . . . . . . . . 20
Balance Sheet . . . . . . . . . . 22
Income Statement . . . . . . . 24
Cash Flow . . . . . . . . . . . . . 26
Ratios . . . . . . . . . . . . . . . . . . . . 28
Formulas . . . . . . . . . . . . . . . . . 30
Appendix . . . . . . . . . . . . . . . . . 31
Business Loan Basics
BREAK YOUR BUSINESS PLAN
DOWN INTO SECTIONS
SIMILAR TO THIS BOOK.
The Appendix
C O N T E N T S
Generally, lenders like to simplify the process
used to screen loan requests. Take your
business through the same exercise that lenders do.
The complexity or size of the loan request doesnt
matter; the basic formula is as simple as 1-2-3.
FORMULAS
The Executive Summary (your Cover Letter)
briefly explains the rest of your business plan in
about one or two pages.
Page two is the Table of Contents. It shows
the lender on which page each section can be
found (see page 5 for the breakdown of sections).
The Executive Summary should include:
the owners names and their credentials
your products or services
your market(s) and the competition
the amount of money needed
how the loan will be repaid
how long you want the loan to last
December 31, 2004
The Green Rose
456 Oak Street
This Town, USA 67890
Mr. John Nelson
ABC Bank
123 Main Street
Anytown, USA 12345
Re: Loan Request for $300,000
Dear Mr. Nelson,
With 20 years of management experience in the residential landscaping
business, we are requesting a loan to start our own landscaping business,
called The Green Rose.
The climate for a successful landscaping business is perfect. Last year, the
number of new homes built in Pembroke Pines increased by 15%. Just this
quarter, new building permits are up 10% over last year. Of the 45,000
homes in the area, 3,000 were built last year.
Our target market is owners of new and older homes. We plan to reach them
with focused marketing, which you will read about in our plan. In addition,
we have good working relationships with many building contractors, who
have indicated they will refer us to their clients.
Two of our six local competitors have filed Chapter 11. Two are family-
owned businesses who concentrate on commercial contracts. The last two
are healthy competition, though they lack our marketing and management
expertise.
We are investing $75K in savings and are requesting a $300K loan from
your bank. We would like five years to repay the loan, using the cash f low of
the business. Our secondary source of repayment will be from collateralized
equipment. Our homes and business assets, valued at $300K, are offered as
collateral for the loan.
Our business plan is attached. In it you will find the information you need.
If you have any questions or need more information, please contact Mr.
Green at (321) 234-5678.
Respectfully submitted,
Ed Rose Tim Green
E XE CUTI VE S UMMARY
YOUR COVER LETTER SHOULD READ SOMETHI NG LI KE THI S ONE:
6
To build the lenders
enthusiasm, make
references to whats
included in your
business plan
Leave off your
return address if
the letter is on
your companys
stationery.
List the purpose
of the loan
(starting, buying,
or expanding
a business).
Include owners
names and
experience.
Mention your
products and
services.
Ed Rose Tim Green
Briefly mention
your markets
and customers
Include key
facts about your
competition.
Include all
signature(s) and
typed name(s).
Tell the lender
who should be
contacted
and provide a
phone number.
Mention how
much money you
would like to
finance and the
terms (how many
years). List the
source of re-pay-
ment (loans should
be repaid by the
business cash
flow). Also include
how much you are
investing and
where your money
will come from.
List the secondary
source of repayment.
This is usually
collateral which
includes business
and personal assets
(see page 18).
Also, fill in the equity
value of these assets.
7
date______________________________________________________________________________________________________
your address______________________________________________________________________________________________
___________________________________________________________________________________________________________
___________________________________________________________________________________________________________
Lenders name, bank name, and address
_____________________________ _________________________________ ________________________________________________
__________________________________________________________________________________________________________
__________________________________________________________________________________________________________
____________________________________________________________________________________________________________
Re: Loan Request for $______________ (fill in amount)
Dear (fill in lenders name)___________________________:
I (or we) am requesting a loan of____________________________________. The owner(s)
(fill in names) _____________________ have experience in this industry including... (mention
experience in industry or training that would qualify you to run this business).
The market for this business... (include one brief paragraph about the industry and its growth)
________________________________________________________________________________________________________
________________________________________________________________________________________________________
________________________________________________________________________________________________________
________________________________________________________________________________________________________
Our target market is... (include one brief paragraph about your target market/customers)
________________________________________________________________________________________________________
________________________________________________________________________________________________________
________________________________________________________________________________________________________
The competition includes.... (include one brief paragraph about your competition and how
your business will attract their customers)
________________________________________________________________________________________________________
________________________________________________________________________________________________________
________________________________________________________________________________________________________
________________________________________________________________________________________________________
________________________________________________________________________________________________________
We are investing $___________ of our own money. Our collateral consists of business assets
having a fair market value of $__________________ and personal assets (if applicable)
with a value of $__________________
Attached is our business plan which backs up our request. If you have any questions, please contact
(name) __________________ at __________________ (include phone number).
Sincerely,
__________________ __________________
Your signature(s) and printed name(s) here
EXECUTI VE SUMMARY (YOUR COVER LETTER)
BUS I NE S S DE S CRI PTI ON
General: List the
business name, location,
mailing address,
telephone, fax, e-mail
and web site address.
Purpose: Describe the
intent of your business.
Type of business:
Retail, wholesale,
service, manufacturing,
contracting, professional,
importing/exporting.
Industry:
Talk about whats going
on in your industry,
including economic
trends, outlook, growth
patterns and forecasts.
Keep this section short.
Explain more fully in
your Marketing section.
Legal Business
Description:
Sole proprietorship, part-
nership, limited liability,
C or S corporation.
List the state where the
business is incorporated.
Owners:
List each owners name,
business title, home
address, telephone
number, and social security
number. Include a brief
description of owners and
managers (experience and
credentials in running the
business) and their owner-
ship percentage of the
business.
Reasons for starting,
buying, or expanding
business.
Goals:
Include both current and
long-term projections.
Professional
Relationships:
Include name, address,
and telephone/fax
numbers for your
accountant, attorney,
banker, insurance agent,
and professional
advisor(s).
8
GENERAL
Name: MRJ Design
Address: 21 Longwood Drive, Orlando, Florida 32751
Phone: (407) 123-4567 Fax: (407) 123-4789
E-mail: smith@MRJ.com, Web Site: www.MRJ.com
OWNERS:
Bob Smith: 10 Brookfield Rd., Orlando, FL 32751
Phone: 407-456-7891 Social Security: 367-89-7088
Over 20 years of experience in creative management. Worked for
several design firms. Mr. Smith owns 60% of the business.
Linda Jones: 96 Elm St., Orlando, FL 32751
Phone: 407-567-1234 Social Security: 234-56-7891
Ten years of experience as manager of large
marketing communications department within
Fortune 1000 corporation. Ms. Jones owns 40% of the business.
LEGAL STATUS: Florida S Corporation
PURPOSE: Produce superior marketing communications material for
other businesses.
STATUS: Start-Up. Will open December 2004
BUSINESS TYPE: Service
PRODUCTS AND SERVICES: Graphic design, illustration, and artwork
production. Other services, supplied by vendors/suppliers, include
writing, photography, printing, and mailing services.
REASONS: Both partners have over 30 years of industry
experience that will be put to profitable use in our own firm.
The demand for graphic communications is ...etc.
GOALS:
CURRENT: Bring to profitable status that will equal or exceed
current income levels. Create relationships with clients.
Build ...etc.
LONG-TERM: In four years, we will have 50-100 clients.
Hire administrative person ... etc.
INDUSTRY:
100 design firms and designers exist in our territory. Advertising
agencies (about 235) are also competitors but their specialty is
not design. Many companies have relocated to Orlando so the
demand for our services is growing. The number of start-up com-
panies numbered 6000 last year...etc.
PROFESSIONAL RELATIONSHIPS:
ACCOUNTANT:
Larry Stuart, CPA, 123 Main St., Winter Springs,
FL 32751. Ph: 407-678-9012, Fax: 407-678-7890
ATTORNEY:
Linda Johnson of Johnson and Smith, 456 Elm St.,
Winter Park, FL 32789.
Ph: 407-234-5678, Fax: 407-345-6789
BANKER:
John Nelson, Heritage Bank, 678 Oak St., Orlando,
FL 32908. Ph: 407-123-4567. Fax: 407-0987-6543.
INSURANCE AGENT:
Linda Doe, Doe Insurance, 321 Grove Ave., Winter Park, FL
32789. Ph: 407-432-7654. Fax: 407-876-5432
PROFESSIONAL ADVISORS:
Claire Velleca, Velleca Consultants, 1 Park St.,
Orlando, FL 32701 Ph: 407-222-1456, Fax: 407-419-1989
Business Status:
New/start up, ongoing,
expansion, or buying
a business. Include the
date your business started
or will start. If buying
a business, include a
detailed business history
in this section.
BUS I NE S S DE S CRI PTI ON
GENERAL
Business name ________________________________________________
Location ____________________________________________________
Mailing address ______________________________________________
Phone number___________________Fax__________________________
Tax identification number ______________________________________
E-Mail address ________________________________________________
Web Site address ______________________________________________
PROFESSIONAL RELATIONSHIPS.
Include name, address, and telephone/fax numbers
Accountant __________________________________________________
______________________________________________________________
______________________________________________________________
Attorney ____________________________________________________
______________________________________________________________
______________________________________________________________
Banker ______________________________________________________
______________________________________________________________
______________________________________________________________
Insurance agent ______________________________________________
______________________________________________________________
______________________________________________________________
Professional advisor(s) ________________________________________
______________________________________________________________
______________________________________________________________
OWNERS
Provide the following information for each principal in the company.
Name________________________________________________________
Business title __________________________________________________
Home address ________________________________________________
Telephone number ____________________________________________
Social security number __________________________________________
Include a brief description of owners and managers (experience and cre-
dentials in running the business) and their percentage of ownership
______________________________________________________________
______________________________________________________________
______________________________________________________________
______________________________________________________________
______________________________________________________________
______________________________________________________________
______________________________________________________________
______________________________________________________________
______________________________________________________________
______________________________________________________________
______________________________________________________________
______________________________________________________________
______________________________________________________________
______________________________________________________________
______________________________________________________________
______________________________________________________________
KEEP TRACK
Use this check box as
a reminder system.
Some answers will
be short and some
will be long.
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Reasons
for starting, buying, or
expanding business.
Products and Services
Provide a summary.
Purpose
Describe the intent of your business.
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Goals
Current goals (within the next year)
Long-term (over the next five years)
Industry
Provide a brief summary of whats going
on in your industry. Include economic trends,
outlook, growth patterns and forecasts. Include
details in the APPENDIX.
Legal Business Description (sole proprietorship, partnership, corporation, etc.). ______________________________________________
State. What state is your business organized in? What states will you operate in? ________________________________________________
Type of business (retail, wholesale, service, manufacturing, contracting, etc.). ________________________________________________
Business Status. New, ongoing, expanding, or buying a business. ___________________________________________________________
Date your business started or will start. _____________________________________________________________________________________
9

Employees
How many part-time and full-time employees
are needed to run the company? Its a good
idea to develop an organizational chart
(example below).
How and where will you find employees and
keep them?
Costs
Include managers job descriptions, salaries,
benefits and resumes in the APPENDIX.
How much are you going
to pay each employee?
What are the employee
benefits and their costs?
What employee training is
needed and how much will
it cost? How will it occur?
General
Describe any resources
available from outside the
business. For example, you
may use an accountant for
financial reporting.
Some functions can be
outsourced. The monthly
cost for this service is
included in the APPENDIX.
For example, you can outsource
a direct mail program to a
marketing firm.
Managers
How many departments and managers
do you need? What are their functions?
If there are gaps in your management
team, explain how they will be filled.
Lenders also like to see a back-up plan. If
you die or can no longer work, who will
run the business and repay the companys
debts? One solution is to buy enough life
insurance to cover the business debt.
MANAGE RS & E MPL OYE E S
Sales/Marketing Manager Operations Manager
The Good Earth Organizational Chart
Finance
MIKE JONES (accountant and owner)
20 years of accounting experience in various industries...
A bookkeeper will be outsourced.
Sales & Marketing
LEE MYERS
10 years of marketing experience. Myers will be responsible for the
sales staff (estimators), customer service, promotional plans...
Two office staff: One full-time customer service representative and one
full-time administrative assistant. Each will be paid $25,000 annually.
They will receive health insurance, ten paid sick days, paid holidays,
and two weeks of vacation. These benefits will cost ...
Operations
JOHN SMITH
20 years of operational experience in landscaping industry . Smith will
supervise the grounds staff and handle ...
Four (4) full-time grounds employees starting at minimum wage for
working Monday- Friday, 7:00 a.m. to 3:30 p.m. A two-day training
program is required before joining the company. Employees will receive
paid health insurance, five paid sick days, paid holidays, and one week
of vacation. These benefits will cost ...
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10
Finance Manager
Bookkeeper
(outsourced)
Customer Service Rep.
Administrative Asst.
Ground Employee
Ground Employee
Ground Employee
Ground Employee
of the deed in the APPENDIX. If leased, the term of
the lease must be renewable to match the loan peri-
od you are requesting. Include a copy of the lease (or
proposed lease) with terms, conditions, length, and
cost in your APPENDIX.
Are improvements, renovations, furniture,
fixtures, equipment or machinery necessary?
Show quotes in the APPENDIX.
Retailers:
> Research and show traffic patterns in the
APPENDIX.
> What other businesses are in your
immediate area?
Wholesalers, manufacturers and other businesses:
> Are you located near your customers and suppliers?
> Do you have easy access to major highways,
railways, and airports?
Provide photos and a summary of your location
including a floor plan, blueprint or plot plan (if
building) in the APPENDIX.
HOW WILL YOUR BUSINESS OPERATE?
How will the product be produced and sold?
How will your services be rendered?
What months, days, and hours will your
business be open? Is the business seasonal? If
so, show how you will adjust your time, schedule,
inventory, and personnel.
What furniture, fixtures, equipment and
machinery is needed? Will it be bought, leased,
or rented? Include proposed purchases in your
APPENDIX.
SUPPLIERS
If you need suppliers and other companies
to complete your product or service:
What and how much will you need?
Where will you get these products
and services?
How much will they cost?
What system will you use for materials
processing and inventory control?
Include in the APPENDIX details about
your suppliers, including names, addresses,
products or services supplied, costs/quotes,
delivery/shipping fees and turnaround, terms
of sales, contracts, and a purchasing plan.
If youve requested financial, managerial, or
technical assistance from your suppliers,
include details in the APPENDIX.
LOCATION
What kind of space does your business need?
Why is the area and location desirable?
Does this location affect your costs?
How much are utilities, taxes, and
other expenses?
Is it easily accessible?
Is public transportation available?
Is there adequate parking?
Does your business comply with
zoning laws?
Do you own or lease the building? Include
zoning statements from local government in
the APPENDIX and approval letters from local
and state inspectors. If owned, provide a copy
OPERATI ONS & LOCATI ON
CLOTHES WITH CLASS
We are a school uniform shop. Business hours will be from 10 to 5,
Monday through Saturday. Our plan is to purchase fixtures to
display uniforms and furniture to create a relaxed retail
atmosphere. A computer system to track customer purchases
and inventory will be leased. These costs are included in the
Appendix.
Our stock will come from three suppliers two national and
one local. Local supplies will be delivered by truck, with the
remainder of goods coming via UPS. Information on our pro-
posed suppliers and purchases may be found in the Appendix.
The five-year lease we have signed on a 1,500 sq. ft. building
is included in the Appendix. The building is located within
15 miles of 22 private and parochial schools who
require uniforms that we will stock. Our building is on a major
thoroughfare, conveniently located right off Highway 93.
A floor plan of the building is included in the Appendix. We have
divided the area into retail space and warehousing/office space.
700 sq. ft. will include retail displays, three dressing rooms,
restroom facilities and two purchasing counters. The remaining
800 sq. ft. will warehouse stock. It includes a delivery receiving
area, two offices, and a small employee lounge with restroom.
The 20-space parking lot is adjacent to the building.
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11
audience for your dollar. When putting together your
business plan, include advertising ideas, schedules and
budgets in the APPENDIX.
Direct Marketing means contacting prospects by tra-
ditional mail, email or phone. Take, for example, a
nature camp company that wants to mail out
brochures. Buying a list of subscribers to an outdoor
magazine seems smart. But measuring results is key. Say
you mail 5,000 postcards and get 100 responses. Thats
a 2% response level. Of those, how many turn into
orders or become clients? Keeping track of these things
helps you determine which databases are best, and how
much it costs to gain an order or client.
Public Relations (PR) is more than getting publicity.
Its a great way to build an image or a brand identity.
Through your business activities, you influence the
attitudes of your audience. For example, your company
makes sunblock, so you sponsor a sandcastle contest at
the beach. In order to get publicity media coverage
at no cost to you you send press releases with
pertinent information well in advance to area
newspapers, radio and TV stations.
Promotional/Sales Material rounds out the market-
ing picture. Items like a logo, a catalog, a price list, and
business cards can position you as a polished marketer,
helping the sales process go more smoothly. Think
about what promotional materials youll need and what
theyll cost. Include samples, costs and ideas in the
business plan APPENDIX.
Trade Shows can be a great way to get your product
in front of people, to get leads and take orders. Shows
can be a great place for your sales force to meet your
customers in person. In addition, its a chance for you
to talk with others in your industry and share informa-
tion. Many times, trade associations are present at
shows, presenting an opportunity for you to gain
valuable insights.
FULL SALES AHEAD
Who will sell your products?
Can you do it yourself or will you require a sales staff,
reps, agents, brokers or wholesalers?
Think carefully about their compensation will they
work for a salary, commission, or both? Include sales
expenses in the APPENDIX.
MARKETING has been defined as the activity of
presenting products or services to customers and
potential customers which makes them eager to buy.
Especially in todays crowded marketplace, where compe-
tition is fierce, savvy small business owners should never
underestimate the power of smart marketing. The right
product or service at the right price is only the beginning.
You must also identify your audience, promote your prod-
uct and find the best distribution method.
THE PRODUCT OF ALL YOUR HARD WORK
First and foremost, believe in the success potential of your
product or service. Then think about things like:
Benefits of your product. If youre not clear on them,
no one else will be.
Research and development. Will you need it? If so,
include detailed plans and costs in the APPENDIX.
What licensing requirements, restrictions, registrations
or regulations affect your business?
What about legal issues? Are there patents, copyrights
or trademarks to think about? What are the costs
involved?
THE PRICE IS RIGHT
Determining just the right price for your product or
service is a delicate matter. Keep in mind that:
The price will be affected by the quality of your product,
customer demand and the competition (see page 15).
The selling price must cover all your operating expenses
(materials, labor and overhead) and also include a mar-
gin of profit. To determine what this is, you need to cal-
culate your breakeven point (see page 30).
PLAN TO PROMOTE, THEN PROMOTE YOUR PLAN
Your promotional plan will be implemented with several
marketing tools. These days, a web site is an increasingly
important piece of the promotion pie. In addition, there
are a handful of proven methods for promoting your
product, such as:
Advertising tells your target market about your
product or service. But how do you approach it, with so
many choices available? Which publications are best?
Is radio and TV advertising where you should be?
Researching web sites is a good place to start your
advertising plan. Ask professional organizations for
referrals when looking for designers and writers to help
develop ads. Media buyers help you reach the biggest
MARKE TI NG
12
MARKE TI NG
MISS HARRIETS SOUTHERN KITCHEN
MARKET
40,000 potential customers who live and/or work in
Chicagos North End.
CUSTOMER PROFILE
Male and female, ages 18 85, singles, couples and
families, household income of $15K and up
ABOUT THE PRODUCT
Authentic, homemade Southern food cooked by Miss
Harriet herself, who was born and raised in the South.
Menu will consist of only 6 choices, taking the confusion
out of the decision process.
DISTRIBUTION
Orders will be filled quickly since the food will be pre-
pared in the morning and kept hot throughout the day.
Customers may eat in the restaurant or take food with
them. Phone and fax orders will be encouraged, so the
food is ready when the customer arrives. Two employees
will deliver.
Location is on a busy, two-way street that is close to a
major subway stop, making it easy for customers to take
food home.
PRICE
Our prices will be highly-competitive to similar
take-out / eat-in restaurants in the neighborhood.
Prices will encourage bulk ordering (5 pieces or more).
Complete meals - a main course and side dish - will be
available.
ADVERTISING
Small ads placed in local publications will include
discount coupons (costs are outlined in the Appendix).
PROMOTION
Menus and fax order forms will be available at the
counter. A menu mailing will be sent three times a year
to area residents (costs are outlined in the Appendix).
Seven local businesses have agreed to place menus and
coupons in their establishments.
PUBLIC RELATIONS
Press releases will be sent to the media, telling the story
of a Southern woman cooking authentic food far away
from home. A recipe contest - Enter Your Best Southern
Fried Chicken Recipe - will encourage customer loyalty.
The winning recipe will be featured as a menu item for a
limited time.
13
KNOW YOUR CUSTOMERS
It is crucial to figure out who is
most likely to use your product
or service. These important
group or groups are your market or markets.
In most cases, slicing your market into smaller groups
(called segments) is helpful in targeting them. For
example, if your product is gourmet dog biscuits and
you want to do a postcard mailing, you would naturally
want to narrow your mailing list down to dog owners.
How do you get started gathering customer and
marketing data? Theres a wealth of knowledge on web
sites, through case studies, in magazines, newspapers,
reference books, trade journals and government statistics.
QUESTIONS TO ASK YOURSELF
Where are your customers local, regional, national
or international?
Whats the size or your target market? Is it small (ballet
students in Des Moines, Iowa) or large (new parents
across America)?
When will your product be used daily, weekly,
monthly? Is there a peak season or will demand be
steady?
If youre targeting consumers, what are the demographic
similarities? Think about age, income, gender, education,
type of residence, marital status, profession, lifestyle,
hobbies and size of household.
If youre targeting businesses, what size are you targeting?
Know their annual sales, the number of employees and
the number of locations. Be sure to identify the decision
maker in the business. For example, if youre sending
a letter to physicians, you should know that generally,
doctors only get the mail that makes it past the office
managers desk.
YOUVE GAINED A CUSTOMER. NOW WHAT?
How will you get your product to the consumer?
Consider the cost of product storage, packing material,
handling and shipping.
Will you accept credit cards? Determine (1) the cost of
leasing or buying credit card equipment and (2) the
percentage paid for credit card sales.
Who will help customers with information requests,
new orders, status inquiries and returns?
Will you allow customers to pay you at a later date?
What are your credit policies (for example, do you
want invoices paid in 30 days)? What is your follow-up
procedure for slow-paying customers?
WHY DO I NEED A WEB SITE?
These days, having a web site is like having a business card.
Even a simple web site will:
Act as a virtual storefront to sell your product or service
Make your company more visible to a worldwide audience
Position you as a resource for information
Complement your other marketing efforts
SET YOUR SIGHTS ON THESE QUESTIONS
What will your site name be? What if the name of your company
is already taken?
Who will help develop your site and how much will it cost?
Will you use an Internet Service Provider (ISP) or host your own site?
What information will be included on your site?
Will your product or service be for sale on the site?
Who will handle the transactions and fulfill the orders?
What security barriers will be in place, to protect your companys
information from outsiders?
How will privacy be handled once you collect data from site visitors?
How will the data be used?
HOW DO YOU CREATE TRAFFIC?
Think about ways youll promote your site:
Will you register with search engines so you come up in a search?
Will you want a tracking program to monitor how many people visit
your site?
What about advertising on related web sites? What will the costs be?
Will you allow other companies to place ads on your site?
What will you charge?
Will you consider exchange links with other sites that complement yours?
(Visitors to your site can click on a link to their site, and vice versa)
INVITE THEM BACK
Attracting visitors to your site is one thing, but giving them a reason to return
is quite another. Give some thought to these questions:
How will you make your site sticky? appealing enough so visitors come
back.
What are the costs for maintaining your web site?
Who will be responsible for updating the site? How often?
Who will respond to email inquiries?
NO SITE IN SIGHT?
Even if you dont have a web site, you can still take advantage of the
Internet by:
Setting up an email account so you can send and receive information
Asking other web sites to include your company information on
their link lists.
Paying for ads on web sites that relate to your product or service
Web Sites
Now Youre Clicking
The internets World Wide
Web has changed marketing
forever. These days, it seems
that www is seen and
heard everywhere. For
companies large and small,
the web is a powerful
marketing tool that allows
your marketing efforts to
reach potential customers
in your city, your state,
the country and indeed
the world.
MARKE TI NG: WE B S I TE S
14
DONT UNDERESTIMATE THE POWER OF THE COMPETITION
Healthy competition is what makes the marketplace go around. Todays smart
business owners not only know their competitors, but learn from them. By
knowing what your competitors are offering customers, you can try to do bet-
ter. First and foremost, you must be
clear on why a customer would buy
from you rather than one of your
competitors. This is called your USP
Unique Selling Proposition.
PUT IT ON PAPER
Youd be surprised how a
competitive analysis can help
you understand the competition.
Include as many of your competi-
tors as possible. Each competitive
analysis should show:
How your business is better and
different. Include factors such as
quality, service, price/value, cre-
ativity, flexibility, prestige, knowl-
edge and innovations.
Ways in which your business is the
same as your competitor.
The strengths and weaknesses of
your competitors. How are they
performing? Are they strong or
weak, and why?
The pricing differences between
you and them. Is a cheaper
product available? If so, why is
yours more expensive? In the
APPENDIX of your plan, show
products and price comparisons.
Ways your competitors promote
their business. Include ads, events,
sales, web sites and anything else
they use.
KEEP A LEVEL HEAD
When thinking about your
competition, be careful not to put
too much emphasis on stealing customers or market share from them.
Its healthy to know how much of the market you need to gain from your
competitors, but be sure you can meet the demand when you do.
Competitive Analysis for TAITS ALL-NATURAL LAWN COMPANY
Taits offers chemical-free, family-safe fertilizers, plant growth and
weed-control products. Our products are so safe, customers can let
their children play on the lawn immediately after treatments.
Taits All-Natural, with a mix of 20 full-time and part-time employees,
intends to grow, if you will, with a solid base of homeowners.
In addition, we are prepared to handle commercial contracts.
COMPETITORS:
Taits All-Natural has three competitors in the local area; two are
family-owned with over 20 years of experience.
Not one of our three competitors offers natural products, nor do
they sell plants, bushes and trees grown with natural products.
We will be the only business in our category.
NAME LOCATION COMMENTS
The Good Earth Memphis, TN Family-owned business, 25 years
old, 30 employees, good location
Landscapes Unlimited Memphis, TN Medium-sized business, new
facility looks clean and modern
Reggie & Ruth Memphis, TN Twenty-year old company, but their
small size (only three employees)
prevents them from gaining large
projects.
MARKE TI NG: YOUR COMPE TI TI ON
15
This example represents
a pared down version of
a Competitive Analysis.
QUESTIONS THAT NEED ANSWERS:
Why is the business for sale?
What is the value of the business?
What are the companys products and services?
Who started the business? What is the history
of the business? Where is it located and where
are its customers located?
Has the competition increased or changed
(see page 15)?
What sales and marketing plans have you seen?
What are the business sales trends? How will
you increase sales?
Will you hire new employees and managers or
use the existing staff?

Talk to the business customers and

suppliers.
Review financial statements and tax
returns from the last 3 years.
Develop a purchase and sale agreement
which shows:
the purchase price components - down
payment, allocation of the price, and
how it will be financed
how the business will be conducted until purchased
the liabilities you are assuming including accounts payable, loans, leases,
contracts, taxes, and legal
the value of the assets your are buying including Accounts Receivable (quality and the age
of the invoices), inventory (value and age), machinery/equipment/furniture/fixtures (age,
condition, and value), patents/trademarks, and real estate.
that the purchase and sale agreement is subject to financing and inspections
Know how you will finance the business. Is the seller willing to finance all or any of the business
(especially the goodwill - the difference between the value of hard assets and the business
purchase price)? What are the terms, rates, and conditions? Develop a Loan Request (see page 18).
Determine who will pay for closing costs including legal services, points, appraisals and
environmental inspections.
In your APPENDIX, include pictures of the business location, a detailed description and appraised
value of the building, inventory and equipment, assets and liabilities, inspection reports, and any
patents/trademarks. Also include the purchase-and-sale agreement and any legal documents.
ORANGE DOT MACHINE
PRODUCT: machining services for the sellers railroad product line
OWNERS: Jack Reich and Tom Wallis, both of whom want to retire
LOCATION: Western Connecticut. The buildings landlord is Reich
Holdings, LLC (see Appendix Section 9, Business Location)
LEGAL STATUS: S Corporation registered in Connecticut
HISTORY: Started in 1982 as a division of a larger corporation.
CLIENTS: 200 companies in Connecticut and southern New England.
(Commercial companies: 60%; military-related: 25%; railroad: 15%)
SALES: $1.4 million in sales last year a 30% increase over the
previous fiscal year, due to an expanded product line and aggressive
marketing. The quality of the equipment and caliber of the staff
present an excellent growth opportunity.
MARKETING: The addition of a company web site, along with a formal
marketing program, is expected to increase the customer base and
expand the service area.
PURCHASE PRICE: $500,000 includes $475,000 in assets (see
appraisals in the Appendix) and $25,000 in good will. An additional
$50,000 is needed for working capital. Refer to our Loan Request
and Cash Flow Analysis.
TRANSFER TERMS: As of the closing, all Accounts Receivable and
Payable will be the current owners responsibility. Work-in-progress
inventory will be consigned to the buyer, then completed on a
labor-only basis. When the product is completed, future revenue will
be kept by the new owners.
LIABILITIES: The assumption of capital lease obligations (see Appendix)
Done To Do
Done To Do
Done To Do
CHE CKL I S T
for buying a business
Done To Do
Done To Do
BUYI NG A BUS I NE S S
16
BUYER, BE AWARE
A franchise is a legal, business relationship between a
franchiser (Burger King, for example) and the franchisee
(you). The franchiser owns the right to the business
name, and sells that right to you. In return, you sell
products and services supplied by the franchiser.
The advantages of buying a franchise can be appealing.
You get an established business presence. And since
many of the decisions and products come from the
franchiser, your risks are reduced. You are also provided
with a range of support services, such as site selection,
training, supplies and advertising/marketing plans.
THE DISCLOSURE DOCUMENT:
READ IT CAREFULLY
The Federal Trade Commission (FTC) requires sellers
of franchises and other business-opportunity ventures
to provide a Disclosure Document to prospective buyers.
In it, you should find detailed information that explains
how business between you and the franchiser will be
conducted.
It is crucial that you read this document very carefully,
as many times as you need to, because it contains
important information audited financial statements,
your start-up and ongoing costs, and locations of other
franchises. It will clearly explain the responsibilities of
the buyer and the seller. Have your attorney read
through it as well.
The Disclosure Document must be given to you in
advance so you can gather and consider any and all
information you need to be sure your decision is an
informed one.
Top Ten Questions To Ask
Before Buying a Franchise
1 How many franchises are there and how many in
your area? Dont be afraid to ask for a list, then to
visit as many as you can. If possible, speak with
the owner(s) about some of the real-world realities
of running the business.
2 How long has the franchiser been in the industry?
Ask how long they have been selling franchises.
3 How financially healthy is the franchiser?
You have a right to see their financial statements,
which should be included in the Disclosure
Document. Make sure you are comfortable with
all the numbers.
4 What does your initial cost cover? Discuss things
like the licensing fee, training, equipment, starting
inventory and promotional fees. Find out if the
land will be purchased or leased, and whether the
building will be constructed or renovated.
5 Will the franchiser help finance the business?
If so, you still need to develop a business plan
with financial projections.
6 What ongoing costs will you pay the franchiser?
Discuss royalties, training, insurance and
advertising.
7 Will you be required to buy supplies from the
franchiser or their designated suppliers?
Will prices be competitive?
8 Do any restrictions apply when competing with
the competition?
9 What is the length of the partnership? Be clear
about the terms covering renewal rights.
10 Do you have the right to resell the franchise?
BUYI NG A F RANCHI S E
17
HOW MUCH WILL YOU NEED?
You must invest of 25%-
50% your own money.
Show how much and where
your money will come from.
Also provide information
about money coming from
investors. Show how much
money you are requesting
from the lender.
HOW WILL THE
MONEY BE USED?
Uses include inventory,
furniture, fixtures, equipment,
machines, repairs and
improvements, and working
capital (money for the
business day-to-day
activities). Your business
income (and other money)
must cover your expenses.
You need more money if
your expenses are more
than your income. Use of
funds must be fully
documented with quotes in
the APPENDIX (include a breakdown of machinery,
equipment, fixtures and furniture).
HOW LONG ARE YOU ASKING FOR REPAYMENT?
Short Term (less than a year): Short-term loans are
called Lines of Credit (LOC) or Revolvers and work like a
credit card, with a pre-determined amount. Lines of
credit are primarily used for working capital and must
be paid in full within that year.
Intermediate Term (1-10 years): Like a car loan,
payments are monthly. Use for buying the business,
equipment, or for long-term working capital.
Long Term (10 years or more): Like a mortgage, used
to buy commercial real estate, commercial vehicles,
and heavy equipment.
HOW WILL THE LOAN BE REPAID?
The lender wants to see the
loan repaid from the business
income. If necessary, the
lender needs to know that
the loan could also be repaid
by selling an asset or by a
cash infusion from an
investor.
IF YOUR LOAN REQUEST IS
REJECTED, ASK:
Why it was rejected.
If you can correct the
problems and re-submit
the request.
If you should go to another
lender or seek alternative
nancing.
WHAT COLLATERAL ARE
YOU OFFERING?
Collateral is assets the bank
has a lien on and will take if
you cant repay the loan.
Collateral can be personal
(savings, stocks and/or equity
in personally owned real estate) or business (receivables,
inventory, equipment).
Lenders require appraisals of your collateral and they
discount the value of your assets. The total discounted
collateral
amount
must
equal the
total loan
amount
requested.
Typical
discounts include: saleable inventory
at 50% or lower, fixed assets at
50% or lower, collectable
accounts receivable at
25% or lower, and furniture/fixtures/machin-
ery/equipment at fair market value of book value
(in the APPENDEX include the, model, year,
serial number and fair market value).
AMOUNT NEEDED
Amount Requested $
Owners Investment $
Other Investors $
Total $
USE OF FUNDS
Inventory $
Working Capital $
Equipment, Machinery, Computers $
Furniture & Fixtures $
Other $
Real Estate $
Total $
Repayment
Period: _________ years
Source: Business Cash Flow
Collateral:
- Accounts Receivable $
- Inventory $
- Equipment & Machinery $
- Furniture & Fixtures $
- Equity in Real Estate $
- Other $
Total $
EXAMPLE: Market Discount Discounted
Value Percentage Value
Inventory $100,000 50% $50,000
Fixed Assets $50,000 50% $25,000
Accounts $80,000 25% $60,000
Receivable
Total $230,000 $135,000
L OAN RE QUE S T
18
A maximum loan
request of $135,000 is
based on the collateral
value of their assets.
Loan Decisions
The 1-2-3 Method on page 30 helps you
calculate your maximum loan amount.
Balance Sheet
This is a snapshot of your
business. A moment frozen
in time. See page 22.
HINTS FOR DEVELOPING FINANCIALS:
Make realistic assumptions. Lenders know there are risks, so explain how they
will be handled. They like to see business owners who recognize and solve them.
Make a record of your assumptions so you can prove to the lender that your
projections are realistic.
Show reasonable links between the past (if buying a business), actual, and
future projections.
WATCH FOR THESE COMMON FINANCIAL PROBLEMS:
Limited capital
Capital is just another word for money, and if theres not enough of it,
it can lead to insufficient working capital (money for day-to-day activities). Dont try
to make money stretch too far. Ask for more loan money, or cut down on liabilities
and expenses.
Little or no record keeping
You must keep meticulous records for yourself, the IRS, and your lender.
Failure to seek outside help
Consult an accountant, gain business advisors, contact the Small Business
Administration/SBA (www.sba.gov) or your states Department of Economic
Development (look in the phone book or search on the Internet). Your advisors
input is valuable but dont be totally dependent on them. Educate yourself.
You should have a basic understanding of your companys finances.
Know how to read your own financial statements and reports.
Poor management
A business needs a good financial manager (within the company or an outside
advisor). Its your money, so be very self-disciplined.
Reluctance to invest in the business
Why should the lender stand behind you if you wont invest any of your own
money? You must put a percentage of your own money into the company (usually
25% to 50%).
Failure to personally guarantee the loan repayment
If the business fails for any reason, the owners must repay the loan. Lenders need
to be assured of your total commitment.
There are two ways to handle your
accounting - accrual or cash.
1. The cash method means you
dont record a sale until you
collect money, and you dont
record an expense until you
pay for it.
2. The accrual method, the one
lenders want, means:
Sales are made but payments
are not immediately collected.
Your customers pay later, which
creates accounts receivable.
Business purchases are made,
but paid for later, creating
accounts payable.
Assets (like equipment) are
depreciated over their lifetime.
This is tax deductible.
Net Income does not always
mean cash since money is tied
up in accounts receivable and
inventory.
1
F OU R F I N A N C I A L S TAT E ME N T S A R E I N C L U D E D I N T H I S S E C T I ON :
Income Statement
Think of this as your
business report card
over a period of time.
See page 24.
Personal Financial
Statement
Your own personal
nancial health will
be carefully examined
by the lender. See page 20.
Cash Flow Statement
This will show how much
money comes in and how
much goes out. See page 26.
2 3 4
Accrual
Cash
vs.
ACCOUNTING
METHODS
F I NANCI AL S
19
PERSONAL FINANCIAL STATEMENT
Date ___________________________________________________________________________
Your Name and Address ________________________________________________________
Business Name and Address ____________________________________________________
Social Security ________________________ Date of Birth: __________________________
Phone: __________________Fax: ___________________________E-mail: ______________
ASSETS & LIABILITIES
ASSETS (what you own)
Cash
$ _________________________________
Savings Accounts
$ _________________________________
Retirement Accounts
$ _________________________________
Accounts & Notes Receivable
$ _________________________________
Life Insurance, cash surrender value
$ _________________________________
Stocks & Bonds (market value)
$ _________________________________
Real Estate (market value)
$ _________________________________
Automobiles (market value)
$ _________________________________
Other Property
$ _________________________________
Other Assets
$ _________________________________
TOTAL ASSETS
$ _________________________________
LIABILITIES (what you owe)
Accounts Payable
$ _________________________________
Notes Payable
$ _________________________________
Residential Mortgage, balance
$ _________________________________
Investment Mortgage, balance
$ _________________________________
Installment Loan Balance, auto
$ _________________________________
Installment Loan Balance, other
$ _________________________________
Unpaid taxes
$ _________________________________
Other liabilities
$ _________________________________
TOTAL LIABILITIES
$ _________________________________
NET WORTH (assets less liabilities)
$ _________________________________
TOTAL LIABILITIES + NET WORTH
$__________________________________
Complete a Personal Financial Statement for each person listed in the business plan who will
be guaranteeing the loan (partners, officers, stockholders). Its a good idea to order your
credit report from the three credit bureaus and review it because lenders will scrutinize it.
Be prepared to explain any negative reports.
Most lenders will supply you with their own Personal Financial Statement form, but the
information they usually request is shown in this sample.
PERSONAL FINANCIAL STATEMENT
20
Notes Payable:
In the
APPENDIX,
include the name
and address of
the noteholder,
original loan
balance, current
balance, pay-
ment amount,
and what collat-
eral is used for
security.
Other
Property:
Describe in the
APPENDIX. If
any pledged as
security/collateral,
include name
and address of
lien holder, lien
amount, and
payment terms.
Life Insurance:
In theAPPENDIX,
provide face
amount and cash
surrender value
of policies, name
of insurance
companies and
beneficiaries.
1
Real Estate:
Total included
here. In the
APPENDIX,
list each and
include: type of
property, date
purchased,
original cost, and
the present
market value.
Also include
the mortgage
account number,
balance, and
monthly
payment.
Unpaid taxes:
Describe in the
APPENDIX the
type of tax, who
taxes are owed
to, the amount,
when it is due
and whether
there is a lien on
any property.
Stocks &
Bonds:
The total is
included here. In
the APPENDIX,
include the num-
ber of shares,
name of securi-
ties, cost, market
value with date.
WHATS THE
BIG IDEA?
Personal financial health
is carefully examined by
the lender or investor.
In the APPENDIX, include copies of:
Assets: life insurance statements, stocks and
bonds, real estate, and personal property.
Liabilities: notes payable, mortgages on real
estate and unpaid taxes.
Loans/mortgages: monthly payment amount
and a copy of the last statement.
Three years of tax returns for each owner.
PERSONAL FINANCIAL STATEMENT
INCOME & EXPENSES
ANNUAL INCOME:
Salary, Bonuses, and Commissions $ _________________________________
Dividends, Interest, Investment income $ _________________________________
Real Estate Income $ _________________________________
Other Income $ _________________________________
TOTAL ANNUAL INCOME $ _________________________________
ANNUAL EXPENSES:
Mortgage/Rental payments $ _________________________________
Loans and notes payable $ _________________________________
Taxes: Federal, State, Local, Property $ _________________________________
Insurance premiums $ _________________________________
Alimony and child support $ _________________________________
Tuition $ _________________________________
Medical Exp./Insurance $ _________________________________
Contingent liabilities $ _________________________________
Other Debt or Liabilities $ _________________________________
TOTAL ANNUAL EXPENSES $ _________________________________
This statement is true and accurate.
I authorize any inquiries necessary to verify its accuracy.
(your signature and date) _________________________________________
Annual Expenses:
Multiply your monthly
expenses by 12.
Contingent liabilities:
Are you an endorser,
co-maker or guarantor of
other loans? If so, are
there any legal actions
or contested taxes?
21
Think of the balance sheet as
a seesaw. The assets and
liabilities alone are out of
balance. Capital, the last weight
you put on the scale, makes
a perfect balance.
Assets
Liabilities
Assets Liabilities+Capital
L
L
YOUR BALANCE SHEET INCLUDES THE F OLLOWI NG:
WHATS THE
BIG IDEA?
The Balance Sheet is
like a snapshot of your
business, frozen for a
second. The numbers
change every day.
BALANCE SHEET
22
Depreciation:
Except for land, assets
wear out. The value
goes down and can be
deducted. Values for
assets are presented
via a reserve for
depreciation. Market
value, or the price you
could sell it for, will
differ from this figure.
Date:
Include last three years fiscal
year-end statements and an
interim statement (not more
than three months old) in
the APPENDIX. Start-up
companies: Include an open-
ing Balance Sheet (what the
balance sheet will look like
the day after the loan closes).
Owners
Investment:
Also called capital or
common stock in a
corporation
Total Capital:
Also called net worth
2
ASSETS
What the company owns
Current Assets
Can be converted into cash in one year
Accounts Receivable
Sales made but not collected
Inventory
Inventory on hand, waiting to be sold
Total Current Assets
Add up all of the Current Assets
Non-Current Assets
Takes one year or more to turn
into cash
Fixed Assets
This includes property, plant,
and equipment
Less Depreciation
Subtract Accumulated Depreciation
Fixed Assets (net)
Fixed Assets minus Accumulated
Depreciation
Advances to Owners
Money that owners take out of the busi-
ness in the form of a loan to be repaid
Total Non-Current Assets
Add up all the Non-Current Assets
Total Assets
Add Current Assets and Non-Current Assets
LIABILITIES
How much the company owes
Current Liabilities
Liabilities due within one year
Current Portion of
Long-Term Debt
One years worth of loan payments
Note Payable
Due within one year
Accounts Payable (A/P)
Purchases not paid for
Total Current Liabilities
Total all the Short-Term Liabilities
Long-Term Liabilities
Due for more than one year
Loan Payable
Due after one years worth of payments
Total Long-Term Liabilities
Total all the Long-Term Liabilities
Total Liabilities
Add the Long-Term and Current
Liabilities
CAPITAL OR NET WORTH
The business equity
Owners Investment
Amount of money owners have invested
Retained Earnings
Income earned and kept in the business
Total Capital
Add Owners Investment and
Retained Earnings
Total Liabilities & Capital
Add Liabilities and Capital.
Equal to Total Assets
Max Computer Company
Balance Sheet
December 31, 2004
ASSETS
Current Assets:
Cash . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 10,000
Accounts Receivable . . . . . . . . . . . . . . . . . . 75,000
Inventory (ending) . . . . . . . . . . . . . . . . . . . 85,000
Total Current Assets . . . . . . . . . . . . . . . . . . . . . . . . 170,000
Non-Current Assets
Fixed Assets . . . . . . . . . . . . . . . . . . . . . . . 140,000
Less Accumulated Depreciation . . . . . . . . . (25,000
Fixed Assets (net) . . . . . . . . . . . . . . . . . . . 115,000
Advances to Owners . . . . . . . . . . . . . . . . . . 6,000
Total Non-Current Assets . . . . . . . . . . . . . . . . . . . . . 121,000
Total Assets (170 + 121) . . . . . . . . . . . . . . . . . . . . . . . 291,000
LIABILITIES
Current Liabilities
Current Portion of Long-Term Debt . . . . . . . . 6,000
Note Payable . . . . . . . . . . . . . . . . . . . . . . . .100,000
Accrued Taxes . . . . . . . . . . . . . . . . . . . . . . . 3,000
Accounts Payable(A/P) . . . . . . . . . . . . . . . . 41,000
Total Current Liabilities . . . . . . . . . . . . . . . . . . . . . . 150,000
Long-Term Liabilities
Loan Payable . . . . . . . . . . . . . . . . . . . . . . . 54,000
Total Long-Term Liabilities . . . . . . . . . . . . . . . . . . . . 54,000
Total Liabilities (150 + 54) . . . . . . . . . . . . . . . . . . . . . . 204,000
CAPITAL OR NET WORTH
Owners Investment . . . . . . . . . . . . . . . . . . 20,000
Retained Earnings . . . . . . . . . . . . . . . . . . 67,000
Total Capital . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 87,000
Total Liabilities & Capital (204 + 87) . . . . . . . . . . . . . . 291,000
These
numbers should
be the same.
)
These
numbers should
be the same.
23
Your Company Name
BALANCE SHEET
date of statement
ASSETS
Current Assets
Cash . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $
Accounts Receivable . . . . . . . . . . . . . . . . . . . . . . $
Inventory (ending) . . . . . . . . . . . . . . . . . . . . . . . $
Other Current Assets . . . . . . . . . . . . . . . . . . . . . . $
Total Current Assets . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $
Non-Current Assets
Fixed Assets . . . . . . . . . . . . . . . . . . . . . . . . . . . . $
Less Depreciation . . . . . . . . . . . . . . . . . . . . . . . . $
Fixed Assets (net) . . . . . . . . . . . . . . . . . . . . . . . . $
Advances to Owners . . . . . . . . . . . . . . . . . . . . . . $
Other Non-Current Assets . . . . . . . . . . . . . . . . . . $
Total Non-Current Assets . . . . . . . . . . . . . . . . . . $
Total Assets . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $
LIABILITIES
Current Liabilities
Current Portion of Long-Term Debt . . . . . . . . . . . . $
Note Payable . . . . . . . . . . . . . . . . . . . . . . . . . . . . $
Accrued Taxes . . . . . . . . . . . . . . . . . . . . . . . . . . . $
Accounts Payable(A/P) . . . . . . . . . . . . . . . . . . . . . $
Total Current Liabilities . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $
Long-Term Liabilities
Loan & Notes Payable . . . . . . . . . . . . . . . . . . . . . $
Total Long-Term Liabilities . . . . . . . . . . . . . . . . . $
Total Liabilities . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $
CAPITAL
Owners Investment . . . . . . . . . . . . . . . . . . . . . . $
Retained Earnings . . . . . . . . . . . . . . . . . . . . . . . $
Total Capital $
TOTAL LIABILITIES & CAPITAL $
BALANCE SHEET
Max Computer Company
INCOME STATEMENT
December 31, 2004
SALES
Net Sales . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .900,000
Less Cost of Goods Sold:
Beginning Inventory . . . . . . . . . . . . 75,000
Purchases . . . . . . . . . . . . . . . . . . . 350,000
Labor . . . . . . . . . . . . . . . . . . . . . . .200,000
Total . . . . . . . . . . . . . . . . . . . . . . .625,000
Less: Ending Inventory . . . . . . . . . - 85,000
Cost of Goods Sold (625 less 85) . . . . . . . . . . . . . 540,000
GROSS PROFIT (900 less 540) . . . . . . . . . . . . . . 360,000
EXPENSES
Operating Expenses:
Selling Expenses . . . . . . . . . . . . .90,000
General & Administrative . . . . . 170,000
Total Expenses . . . . . . . . . . . . . . . . . . . . . . . . . . 260,000
Operating Income (360 less 260) . . . . . . . . . . . . 100,000
Interest Expense . . . . . . . . . . . . . . . . . . . . . . . . . 20,000
PROFIT
Net Profit before taxes (100 less 20) . . . . . . . . . . . 80,000
Less: All Income Taxes . . . . . . . . . . . . . . . . . . . . . 27,000
Net Profit (80 less 27) . . . . . . . . . . . . . . . . . . . . . 53,000
WHATS THE
BIG IDEA?
The Income Statement
is your companys report
card. Expenses are sub-
tracted from income,
which gives you the
business financial perfor-
mance or net profit (or
loss) over a period of
time. Other names for the
Income Statement are
Operating Statement,
Earnings Statement, or
Profit and Loss Statement.
SALES
Net Sales
Revenue or income. Gross sales
is before returns and allowances. Net
sales is after returns and allowances.
Less Cost of Goods Sold
Cost to make products including
materials and labor
Beginning Inventory
Comes from the Ending Inventory
of the previous year.
Purchases
Used to make product
Labor
Used to make product only. Other
labor-related expenses are included
in the Operating Expenses section
Less: Ending Inventory
This number becomes the beginning
inventory for the next years Income
Statement.
Total Cost of Goods Sold
Compute the Cost of Goods Sold
Gross Profit
Sales less cost of goods sold.
This is your prot margin
EXPENSES
Selling Expenses
Salaries and expenses related to
sales only
General and Administrative
All other expenses used to run
the company
Operating Income
(or Loss)
Shows how the business performed
Interest Expense
Subtract interest expense
Net Profit before taxes
Less: Income Taxes
Tax rates depend on your
business legal status
PROFIT
Prot left after all expenses
(including taxes) have been paid
YOUR INCOME STATEMENT INCLUDES THE FOLLOWING:
INCOME STATEMENT
Date:
Represents activity for an
entire period, at the end
of that time period.
This number is pulled
from the Balance Sheet
on page 22.
Important Note: Compare
numbers in the current years
Income Statement with the
previous year. For control
purposes, you need to know if
income/profits and expenses
are going up or down.
Operating Income:
Gross Profit less Selling
Expenses and General/
Administrative Expenses.
24
3
In the APPENDIX,
include three years fiscal
year end statements plus
an interim statement
(not more than three
months old).
Start-up companies:
Project month by
month for the first year,
quarterly for the second
year and one whole year
for the third year.
Net vs. Gross Sales
Gross sales is the amount
before adjustments (like
returns and allowances).
The adjusted figure is
Net Sales.
$75,000 was the ending
inventory for the previous year
and became the beginning
inventory for 2004.
Your Company Name
INCOME STATEMENT
Date of Statement ____________________________________
SALES
Net Sales . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
$
Less Cost of Goods Sold:
Beginning Inventory . . . . . . . . . . . . . . . . . . . . . . .
$
Purchases . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
$
Labor . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
$
Total . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
$
Less: Ending Inventory . . . . . . . . . . . . . . . . . . . . .
- $
Cost of Goods Sold . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
$
Gross Profit (sales less cost of goods sold) . . . . . . . . . . . . . . . . . . . . . .
$
EXPENSES
Operating Expenses:
Selling Expenses . . . . . . . . . . . . . . . . . . . . . . . .
$
General and Administrative . . . . . . . . . . . . . . . .
$
Total Expenses . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
$
Operating Income . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
$
Interest Expense . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
$
PROFIT
Net Profit before taxes . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
$
Less: All Income Taxes . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
$
Net Profit . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
$
25
INCOME STATEMENT
A. CASH ON HAND
(Beginning of month)
B. CASH RECEIPTS
1. Cash Sales
2. Collections from Credit Accounts
3. Loan or Other Cash injection (Specify)
C. TOTAL CASH RECEIPTS (B1+B2+B3)
D. TOTAL CASH AVAILABLE
(A + C, before cash paid out)
E. CASH PAID OUT:
1. Purchases (Merchandise)
2. Gross Wages
3. Payroll Expenses (Taxes, vacations, etc.)
4. Outside Services (Outside labor)
5. Supplies (Office & operating, not for re-sale)
6. Repairs and maintenance
7. Advertising
8. Car, Delivery and Travel
9. Professional Services (Accounting, legal, etc.)
10. Rent (real estate only)
11. Telephone
12. Utilities (Water, heat, electricity, etc.)
13. Insurance (on business property & products)
14. Taxes (Real estate, sales, inventory, etc.)
15. Interest (on loans)
16. Other Expenses (Specify each)
17. Miscellaneous (small expenses)
18. Subtotal
F. OTHER OPERATING COSTS:
1. Loan Principal Payment (include equipment)
2. Capital Purchases (Specify)
3. Other Start-up Costs
4. Reserve and/or Escrow (Insurance, tax, etc.)
5. Owners Withdrawal (income tax, etc.)
G. TOTAL CASH PAID OUT
(E18 + F1 through F5)
H. CASH POSITION
(End of month, D minus G.
Becomes cash on hand for next month)
ESSENTIAL OPERATING DATA
(Items explained on page 27)
1. Accounts Receivable (End of month)
2. Bad Debt (End of month)
3. Inventory on Hand (End of month)
4. Accounts Payable (End of month)
5. Monthly Depreciation
WHATS THE
BIG IDEA?
The Cash Flow Statement is your
cash register. It shows money that
comes into the business and what
goes out. Profits do not guarantee
positive cash flow. You need to know
or estimate income and expenses
based on the direct and variable
costs of your products or services.
Cash must be available to pay bills on
time and for day-to-day activities.
This statement will also show an
important figure, the breakeven
point, when cash income equals the
cash outflow (see page 30).
Tips for preparing
Cash Flow Statements:
Numbers in the Cash Flow
Statement will also appear in the
Income Statement. However, the
Cash Flow Statement differs
because it records when cash is
received, when cash is paid, and
how much cash you have reserved.
Begin with income at the top,
followed by expenses and repayment
of the loan.
Show realistic assumptions. If sales
increase 80% every year, this may
seem unrealistic. Prove assumptions
and include them in the APPENDIX.
Cash jumps up from year 1 to 2
because start-up costs are large in the
first year.
Negative balances are common in
the first year. They must be covered
by providing more cash (loans or
owners investments), or by reducing
expenses.
Increased sales can cause a cash drain
(due to increased costs or labor).
Show how you will overcome this.
Show monthly figures in the first
year, quarterly figures in the second
year, and a lump sum or one figure
in the third year.
CASH FLOW STATEMENT
26
Month 1
FIRST MONTHS
REVENUE
Month 2 Month 3 Month 4 Start-Up
Costs
Name of Business
4
ESSENTIAL
OPERATING
DATA
The ve items shown at
the bottom of the Cash Flow
Statement can be kept
separately and included at
the bottom of your monthly
cash ow projections. They
are important planning
and cash ow projection
tools.
1. Accounts receivable
Previous unpaid credit
sales, plus current months
unpaid credit sales.
2. Bad Debt
Should be deducted from
the month. This gure is
based on past history or
industry standards.
3. Inventory on Hand
Any products available
for sale at the end of
the month.
4. Accounts payable
Any accounts due at the
end of the month.
5. Depreciation
Assets wear out and lose
value. The monthly depre-
ciation value is established
by your accountant (as
allowed by the IRS).
27
Month 11 Month 12 Month 10 Month 9 Month 5 Month 6 Month 7 Month 8 Total
START-UP COSTS
- PLUS -
COLUMNS 1-12
CASH FLOW STATEMENT
Working Capital
Number Source: Balance Sheet (pg. 22)
Quick or Acid Test
Number Source: Balance Sheet (pg. 22)
NOTE : This shows how many days it takes to collect
money owed to you. Lower answers are better.
ASSET MANAGEMENT RATI OS
Inventory Turnover
Number Source: Balance Sheet (pg. 22)
& Income Statement (pg. 24)
NOTE : Shows if a company has enough cash to pay bills.
This example shows an excess amount after paying all current
liabilities. The answer must be positive. More money is need-
ed to meet expenses if the answer is negative.
NOTE : This formula shows how many days it takes you to
turnover (or sell) your inventory. Lower answers are better.
Total Current Assets
of $170,000
(pg. 22) less
Inventory of
$85,000
(pg. 22)
Total
Current Liabilities (pg. 22)
The answer
should be 1
or more. In
this example,
the answer,
$0.56, is less
than 1. The
company
could not pay
all its current
liabilities
without
selling some
inventory.
$27,375,000
$900,000
=
30.4
Accounts
Receivable
($75,000 on
pg. 22)
X 365 days
Net Sales Figure (pg. 24)
It takes
30 days
to collect
bills
$31,025,000
$540,000
=
57.4
Inventory
Figure
($85,000 on
pg. 22)
X 365 days
Cost of Goods Sold ( pg. 24)
57days to
turnover
or sell the
inventory
$170,000
- $150,000 =
$20,000
Current
Assets
(pg. 22)
Subtract
Current
Liabilities
(pg. 22)
Working
Capital
Accounts Receivable Turnover
Number Source: Balance Sheet (pg. 22)
& Income Statement (pg. 24)
LI QUI DI TY RATI OS
2
1
$85,000
$150,000
=
.56
NOTE : Inventory may become no longer use-
ful. This ratio eliminates inventory from current
assets and cash. Its called quick because it
includes items that can be turned into cash.
WHATS THE BIG IDEA?
Ratios are your business scores. Even
though ratios are not included in your
business plan, they will be calculated by
lenders to make decisions.
Lenders and investors compare your ratios to:
acceptable bank ranges
a companys prior years
your business history
other companies in your industry
Industry averages are found in reference books and on
the Internet. They include the RMA Annual Statement
Studies, the Almanac of Business and Industrial
Financial Ratios, Dun & Bradstreet, your industrys
associations, trade periodicals (magazines and
newspapers for your industry), and the Small Business
Administration/SBA (www.sba.gov).
N O T E : Tests a companys short-term debt paying ability.
This means there is is $1.13 in cash and current assets
available to pay every $1 of current liabilities.
$170,000
$150,000
=
1.13
Total
Current
Assets
(pg. 22)
Total Current
Liabilities (pg. 22)
Current
Number Source: Balance Sheet (pg. 22)
Number of
times you
can pay
current
liabilities
RATI OS
28
F O R M U L A
F O R M U L A
F O R M U L A
F O R M U L A
F O R M U L A
Cash Flow to Current Maturities
(Debt Service)
NumberSource: Balance Sheet (pg. 22)
& Income Statement (pg. 24)
Profit Margin on Sales
Number Source: Income Statement (pg. 24)
Accounts Payable Turnover
Number Source: Balance Sheet (pg. 22)
& Income Statement (pg. 24)
Leverage (or Debt-to-Worth)
Number Source: Balance Sheet (pg. 22)
NOTE : Shows how quickly a company pays its suppliers.
Lower numbers are better.
NOT E : Shows the percentage of net profit for every dollar of
sales. If the profit margin is too low: the prices are too low, the
cost of goods is too high, or expenses are too high. Compare the
profit margin to previous years (if the business is over three years
old). New businesses may compare the profit margin to those
published in RMA studies or by trade associations.
NOTE : Shows your ability to pay term debts after
owners withdrawals. Lenders prefer 2 or better.
NOTE : Determines if a company has enough equity.
Lower answers are better. Lenders prefer this ratio to be
3 or lower.
$204,000
$87,000
=
2.34
Total
Liabilities
(pg. 22)
Total Capital
(pg. 22)
The
company is
leveraged
2.34 times
$53,000
$900,000
=
.0588
Net Profit
(pg. 24)
Net Sales
(pg. 24)
The profit
margin is
5.9%
$63,000
$6,000
=
10.5
Net Profit of
$53,000
(pg. 24) +
Depreciation
of $10,000
(amount
created
for this
example).
Current Portion of Long-Term Debt (pg. 22). For new
businesses, use one years worth of loan payments.
For every
dollar of
debt, 10.50
is available
to pay it
$14,965,000
$350,000
=
42.75
Accounts
Payable at
$41,000
(pg. 22)
X 365 days
Purchases
(pg. 24)
Accounts
Payable
are paid
every
43 days
DEBT MANAGEMENT RATI OS PROF I TABI L I TY RATI OS
3 4
V
I
R
V
e
ry
Im
p
o
rta
n
t
R
a
tio
V
I
R
V
e
r
y
Im
p
o
r
t
a
n
t
R
a
t
io
2
3
4
1
YOUR ANSWER
Accounts Receivable Turnover
Inventory Turnover
Working Capital
Quick or Acid Test
Current
Leverage (or Debt-to-Worth)
Accounts Payable Turnover
Profit Margin on Sales
Cash Flow to Current Maturities
(Debt Service)
YOUR BUS I NE S S :
RATI O ANALYS I S
RATI OS
29
F O R M U L A
F O R M U L A
F O R M U L A
F O R M U L A
Assets
Liquidity
Debt
Prot
This is a common discount formula used with collateral:
1 - 2 - 3 ME T H O D F O R L O A N D E C I S I O N S
DISCOUNTED
COLLATERAL
Also called
COLLATERAL
COVERAGE
THE ABILITY
TO REPAY
Also called
DEBT SERVICE
COVERAGE
EQUITY
Also called
DEBT-TO-WORTH
or LEVERAGE
USE THE 1-2-3 METHOD TO PRE-QUALIFY AND CALCULATE YOUR MAXIMUM LOAN AMOUNT.
EXAMPLE: ABC Company EXPLANATION ANSWER
2
3
1
F I NANCI AL F ORMUL AS
30
Every $1 borrowed must
be covered by $1 in col-
lateral. Lenders discount
the value of assets (collat-
eral) so the discounted
value must equal the
loan amount. This covers
the lender in case of fore-
closure. See page 18.
For every $2 a business
has in annual cash flow,
the bank will allow $1 in
loan payments.
A business can borrow
$3 for every $1 invested.
The ABC Company needs to calculate how much they can
borrow and afford to re-pay for a seven-year loan:
$12K net profit + 3K in depreciation = $15K annual cash flow
$15K x 50% = $7.5K the maximum lenders usually allow in
annual payments is half of the annual cash flow
$7.5K/12 months = $625 maximum monthly payment
$625/$17.13* = $36.48K rounded to $36.5K
*Monthly payment on a $1000, seven-year loan with an
interest rate of 11% is $17.13
Assume ABC Company wants to refinance a $75K
loan. The business has assets of $100K, liabilities of
$75K, and Net Worth or Equity of $25K.
When a company has neither a profit nor a loss, it is the breakeven point. It is
important to determine your breakeven point so you know the sales needed for
your business to be profitable. The numbers for this formula come from your Income Statement (see page 24).
This company needs sales of $566,667 to break
even. One dollar more and the business is profitable.
One dollar less and the business shows a loss.
BREAKEVEN POINT
1
Determine your Net Sales $900,000 NET SALES
2
Total your Variable Expenses and divide them by the
Net Sales to calculate the percentages they represent
$540,000 COST OF GOODS SOLD
+$90,000 SELLING EXPENSES
$630,000 TOTAL VARIABLE EXPENSE
100%
60% (540K/900K)
+ 10% (90K/900K)
70% (630K/900K)
3
Subtract your Total Variable Expenses from your
Net Sales to calculate the Margin.
$900,000 NET SALES
-$630,000 TOTAL VARIABLE EXPENSE
$270,000 MARGIN
100%
- 70%
30% or .30
4
Divide your Fixed Expenses by the Margin
and the answer is your Breakeven Point
$170,000 FIXED EXPENSES (this number comes from page 24 General & Administrative)
.30 MARGIN
$566,667 BREAKEVEN AMOUNT
NUMBERS USED IN THIS EXAMPLE COME
FROM THE INCOME STATEMENT ON PAGE 24.
Maximum
loan
based on
discounted
collateral is
$55K
Maximum
loan
based on
the ability
to repay is
$36.5K
Maximum loan based
on equity is $75K ($25K
in equity x 3)
$75K
THE LOAN
DECISION
The lowest of
the three answers
calculated here is
the maximum
loan size. The
maximum loan
size for ABC
Company is
$36.5K.
EXAMPLE: Market Discount Discounted
Value Percentage Value
Inventory $30,000 50% $15,000
Fixed Assets $50,000 50% $25,000
Accounts $20,000 25% $15,000
Receivable
Total $100,000 $55,000
Page 8 > BUSINESS DESCRIPTION
Legal documents filed with your state or municipality
Page 9 > BUSINESS DESCRIPTION, EXPLAINED
Detailed industry information including economic trends, growth
patterns and forecasts.
Page 10 > MANAGERS & EMPLOYEES
Managers job descriptions, salaries and benefits.
Monthly cost and explanation of outsourced services or functions.
Managers and employees resumes
Page 11 > OPERATIONS & LOCATION
Include proposed rentals, leases or purchases of furniture, fixtures,
equipment and machinery.
Suppliers names, addresses, products or services supplied,
costs/quotes, delivery/shipping fees, turnaround, terms of sales,
contracts, and a purchasing plan.
Details about assistance from your suppliers.
Provide a copy of the deed if you own the business location.
If buying the location, include a purchase-and-sale agreement and
related legal documents. An appraisal of the building, the assets and
liabilities along with an environmental inspection, will be done by
the lender.
If your location is leased, include a copy of the lease
(or proposed lease) with terms, conditions, and cost.
Show quotes for improvements and renovations.
Traffic patterns if you own a retail business.
Zoning statement from local government.
Approval letters from local and state inspectors (building, fire,
health, environmental, and occupational safety).
Photos of your location, inside and outside. Include a floor plan,
blueprint or plot plan (if constructing location).
Page 12 > MARKETING
Detailed plans and costs for research and development.
Advertising and promotional ideas, schedules and budgets.
Compensation (salary, commission, or both) details for sales staff,
reps, agents, brokers or wholesalers.
Page 15 > MARKETING
Product and price comparisons of competitors.
Page 16 > BUYING A BUSINESS
Pictures of the business location
Detailed description
Appraised value of the building, inventory and equipment.
Inspection reports (if available). If not, let the lender order them.
Copies of tax returns (past 3 years) from the seller and interim
(year-to-date) Income Statement and a current Balance Sheet.
Patents and trademarks.
Purchase-and-sale agreement and/or an offer to buy and any legal
documents that apply to the purchase
Page 18 > LOAN REQUEST
The use of loan proceeds: Include quotes and a breakdown of furni-
ture, fixtures, equipment and machinery.
Collateral: Make, model, year, serial number, and fair market value
of furniture, fixtures, equipment and machinery.
Cash Flow analysis to prove working capital needs.
Page 20 > PERSONAL FINANCIAL STATEMENT
Stocks & Bonds: The number of shares, name of securities, cost,
market value with the date.
Life Insurance policies: Provide the face amount and cash surrender
value, name of insurance companies and beneficiaries.
Real Estate: List each property and include the date purchased, its
original cost, and the present market value. Also include the mort-
gage account number, loan balance, and the monthly payment.
Other property: Any pledged as security/collateral. Include the
name and address of lien holder, lien amount, and payment terms.
Notes Payable: Include the name and address of the noteholder,
original loan balance, current loan balance, payment amount,
and what collateral is used for security.
Unpaid taxes: Describe the type of unpaid tax, who taxes are
owed to, the amount, when it is due, and whether there is a lien
on any property.
Page 21 > PERSONAL FINANCIAL STATEMENT
Copies of life insurance statements, stocks and bonds certificates,
and real estate deeds.
Copies of notes payable, real estate statements with monthly pay-
ment amounts, and unpaid tax bills.
Copies of signed tax returns (past three years) for each owner.
Page 22 > BALANCE SHEET
Existing businesses: Last three years fiscal year-end statements and
an interim statement (not more than two months old).
Start-up companies: Include an opening Balance Sheet (balance
sheet the day after the loan closes).
Balance Sheet before new financing and after the financing.
Page 24 > INCOME & EXPENSE STATEMENT (or P&L)
Start-up companies: Provide projections month by month for the first
year, quarterly for the second year and one whole year for the third year.
Existing businesses: Three years fiscal year end statements plus an
interim statement (not more than two months old).
Provide a three-year projected Cash Flow analysis (monthly for the
first year, quarterly for the second year, and a lump sum for the
third year) to prove the need for working capital.
APPENDIX ITEMS CHECKLIST
31
The APPENDIX comes at the
end of your business plan. It
includes all the details and
documents that support your
business plan.
The first page of your Appendix should be a listing
of its contents. Organize the documents in the
order they are referred to in your business plan.
The Appendix grows so its a good idea to use a
3-ring binder with tabs or an expandable file.
In general, your Appendix should include:
a) estimates for anything being purchased
b) estimates on any work to be done
c) copies of documents related to loans, mortgages,
and accounts payable to be refinanced
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