The 30-Second Pitch/Hook 11th Edition, pgs. 140, 146 What is my service, product, company, or cause? What problem do I solve (or what demand do I meet)? How am I different? Why should you care? What is my service, product, company, or cause? What problem do I solve (or what demand do I meet)? How am I different? Why should you care? Remove this slide before presenting. Placeholder only! Remove this slide before presenting. Placeholder only! Example: "How many of you use flash-memory drives? What if your car had a USB port, and you could charge your music player and play music through it? That's what we're building...”

Business Name (Logo) Entrepreneur’s Name Grade Age

Mission Statement Describe the Opportunity 11th Edition, Chapter 6 Explain your business, and describe why it is necessary. Mission Statement 11th Edition, p.194 A mission statement is a company’s constant reminder to its employees and customers of why the company exists.

Insert an image of your product Business Profile Type of Business 11th Edition, Chapter 3 Is yours a Service, Retail, Manufacturing, or Wholesale business? List unique features of your product/service. Describe how you believe your product/service will satisfy consumer needs. Legal Structure 11th Edition, Chapter 3 Sole Proprietorship, Partnership, C Corporation, SubChapter-S, Limited Liability Company, or Not-for-Profit Corporation? Why did you select this legal structure? Insert an image of your product or service here.

Qualifications 11th Edition, Chapters1, 6 List three reasons why you are qualified to run this business:   

Market Analysis (Example) Remove this slide before presenting. Placeholder only! Industry Name Special food services Industry Size $31,130,659 Total Population San Francisco, Mission District – 94110 Target Market Adults, both male and female, ages 18-34 with an average HHI of $35,409 Potential Market Size Of the 30 target consumers I surveyed in the Mission District: 80% said they don’t have enough time to cook meals for themselves 90% eat out 3+ times per week Overall, 80% said they would try personal chef services if they were available in their neighborhood Insert Total Population here. 77,239 % of population in target age & gender x Total Population (0.32 x 77,239) = Insert Target Market here. 24,716 Multiple Markets This slide analyzes one market, but a business can have multiple markets. If your business has multiple markets, you can use this slide to analyze the primary market. You could change the slide’s title to “Primary Market Analysis.” You could also analyze another market, perhaps your most important secondary market, in the same way. For example, in the sample retail business plan for Taste of Oregon Gift Baskets, the title is changed to “Primary Market Analysis” and the slide analyzes the tourist market. The next slide, analyzing the local market, uses the title “Secondary Market Analysis.”   Period of Time In the course of the five years covered by a typical Business Plan, your market could change. You could have a local market in your first two years, a national market for the next two years, and an international market in the last year of the business plan. If your market changes over the period of time covered by you Business Plan, you can add a subtitle identifying the period covered by this market analysis. For example, in the sample manufacturing business plan for Beauty from the Earth, the subtitle “First Two Years” is used. % of people surveyed who are interested in your product/service x Target Market (0.80 x 24,716)= 19,773

% of population in target age & gender Market Analysis 11th Edition, Chapter 7 Industry Name What industry are you in? (http://www.bizstats.com) Industry Size How much is being spent in your industry? (http://www.bizstats.com/industry-markets.asp) Total Population Where are you planning to market your product/service? What particular city, ZIP code, or neighborhood? (Look at http://www.zipskinny.com, http://www.claritas.com, http://www.census.gov) (Click on American FactFinder.) Target Market What gender are you targeting (if applicable)? What age group are you targeting? What is the average household income (HHI) of the group you’re targeting? Potential Market Size Survey people who are in your target market. What are the results of your market research survey? Insert Total Population here. % of population in target age & gender x Total Population = Multiple Markets This slide analyzes one market, but a business can have multiple markets. If your business has multiple markets, you can use this slide to analyze the primary market. You could change the slide’s title to “Primary Market Analysis.” You could also analyze another market, perhaps your most important secondary market, in the same way. For example, in the sample retail business plan for Taste of Oregon Gift Baskets, the title is changed to “Primary Market Analysis” and the slide analyzes the tourist market. The next slide, analyzing the local market, uses the title “Secondary Market Analysis.”   Period of Time In the course of the five years covered by a typical Business Plan, your market could change. You could have a local market in your first two years, a national market for the next two years, and an international market in the last year of the business plan. If your market changes over the period of time covered by you Business Plan, you can add a subtitle identifying the period covered by this market analysis. For example, in the sample manufacturing business plan for Beauty from the Earth, the subtitle “First Two Years” is used. Insert Target Market here. % of people surveyed who are interested in your product/service x Target Market

Market Segment 11th Edition, p. 171 Demographics The age, gender, occupation, and education of your customers. Economic factors, such as household income, family composition and size. Geographics The size of the area, density, and location of your customers. Where do they live, work, got to school, or shop? Psychographics The general personality, lifestyle, sports, hobbies, music preferences, and other free-time activities. Buying Patterns The purchasing patterns and buying behavior of your customers, including the rate of use, repetition of purchases, benefits sought, brand preferences, and brand loyalty. Also the purchasing behavior (impulsive or cautious, using cash or credit card). Insert image of a consumer. Multiple Market Segments If your product or service will be sold to more than one market segment, you can use a separate screen for each market segment. You could add subtitles to identify the markets. For example, you could use “Primary Market” or “Secondary Market.” Or, you could identify the specific market segment. For example, in the sample retail business plan for Taste of Oregon Gift Baskets, one market segment is subtitled “Tourists” another market segment is subtitled “Local Market.”

Competitive Advantage 11th Edition, Chapter 7 Competitor A Competitor B Your Business Factors Quality of Product/Service Price Location Brand/Reputation Unique Knowledge

Marketing Mix Marketing Mix People: Who will buy your product/ service? Promotion: How will you promote your product/ service? Product: What is your product/ service? Place: Where will you sell your product/service? Price: What is your product/ service price? 11th Edition, Chapter 8

Promotional Mix 11th Edition, Chapter 8 Promotional Expense Annual Amount Advertising What are your plans for advertising, if any? $ Publicity What are your plans for publicity, if any? Personal Selling What are your plans for personal selling, if any? Sales Promotion Other What are your plans for visual merchandising or public relations, if any? Total Annual Promotional Expenses Promotional Mix Show only the types of promotion you will be using. So, for instance, if you don’t plan on using “Sales Promotion,” don’t include it on your slide.

Cost of Materials/Labor 11th Edition, Chapter 10 Material Description Cost/Total Quantity Cost per Unit ($) $ Total Material Cost per Unit Labor Labor Cost per Hour ($) Time (in Hours) to Make One Unit Labor Cost per Unit ($) Total Labor Cost per Unit $ Service Businesses Service businesses might not have any materials cost. Don’t show “Materials,” if materials are not part of your unit of sale.   Wholesale and Retail Businesses Wholesale and retail businesses typically don’t have any labor costs. Don’t show “Labor,” if labor is not part of you unit of sale. 12

Economics of One Unit 11th Edition, Chapter 10 One Unit of Sale = $ A Selling Price (per Unit) $ B Materials (per Unit) C Labor (per Unit) D Total COGS (per Unit) $ B + C E Total Other Variable Expenses (per Unit) (Shipping, Packaging, Commissions, etc.) F Total Variable Expenses (per Unit) $ D + E G Contribution Margin (per Unit) $ A - F Materials and Labor These totals are calculated in Slide 12. Don’t show one of these lines if you have no expenses on the line. For example, a retail business would not show the “Labor” line.   Addition/Subtraction Process Add the Material (per Unit) and Labor (per Unit) to calculate the Total COGS (per Unit). Add the Total COGS (per Unit) and the Total Other Variable Expenses (per Unit) to calculate the Total Variable Expenses (per Unit). Subtract the Total Variable Expenses (per Unit) from the Selling Price (per Unit) to calculate the Contribution margin (per Unit). COGS COGS (“Cost of Goods Sold”) on the fourth line is appropriate for wholesale and retail businesses. For services businesses, change this to “COSS” (“Cost of Services Sold”). For manufacturing businesses, change this to “COGMS” (Cost of Goods Manufactured and Sold”). Preparing Your Final Slide Delete the column showing the red row labels, as well as the red formulas from your final slide.

Average Monthly Fixed Expenses 11th Edition, Chapter 10 Average Monthly Expense Insurance $ Salaries of Employees Advertising Interest Depreciation Utilities (Gas, Electric, Telephone) Rent Other Fixed Expenses Total Average Monthly Fixed Expenses

Time-Management Plan 11th Edition, p Time-Management Plan 11th Edition, p. 102 Business Schedule for a Typical Week Total Hours in a Week = 168

Monthly Sales Projections First Year 11th Edition, Chapter 9 Total Units Adding Your Information To change the “Units Sold” amounts or add your own sales projections,  right-click on the chart, choose Worksheet Object/Edit, and select the Sales Projections Data sheet. (Be sure to click on the Sales Chart tab before closing the chart. Period of Time This slide shows the monthly sales projections for your first year. If you need to show additional years, use a new slide and change the subtitle to reflect the appropriate year (example, “Second Year).   Multiple Products If you have multiple products, you can add all your products sold in a month and chart that amount. If you are more skilled with Excel, and have only a few products, you could use a separate color to represent sales of each product. (But don’t forget to use a legend to identify the colors representing the various products.)

Projected Yearly Income Statement First Year 11th Edition, Chapter 11 Selling Price per Unit $ B Number of Units Sold C Total Sales $ (A × B) D Total COGS $ (COGS per Unit × B) E Gross Profit $ (C - D) F Annual Operating Expenses G Pre-Tax Profit $ (E - F) H Taxes @ 15% $ (G × 0.15) I Net Profit $ (G - I) Period of Time This slide shows the monthly sales projections for your first year. If you need to show additional years, use a new slide and change the subtitle to reflect the appropriate year (example, “Second Year).   Multiple Products If you have multiple products, the best approach would be to project the sales of each product and add these together to obtain your total sales. Then multiply each product’s COGS by the number of units of that product you will sell, and add these all together for your Total COGS. COGS COGS (“Cost of Goods Sold”) on the fourth line is appropriate for wholesale and retail businesses. For services businesses, change this to “COSS” (“Cost of Services Sold”). For manufacturing businesses, change this to “COGMS” (Cost of Goods Manufactured and Sold”). Preparing Your Final Slide Delete the column showing the red row labels, as well as the red formulas from your final slide.

Return 11th Edition, Chapter 12 … on Sales 0.0%   $0 (Dollar Equivalent) …on Investment 0.0%   $0 (Dollar Equivalent)

Break-Even Point 11th Edition, Chapter 12   The company will begin to make a profit after selling units. Contribution-Margin-Format Income Statement Use the above equation only if you are using a contribution-margin format income statement.   Traditional-Format Income Statement If you are using a traditional format income statement, use this equation: Operating Expenses ÷ Gross Profit per Unit = Break-Even Units

Start-Up Investment 11th Edition, Chapter 13 Item Where Will I Buy This? Cost $ A Total Start-Up Expenditures Cash Reserves Emergency Fund B $ Reserve for Fixed Expenses C Emergency Fund Some experts say this should be half the amount of the Total Start-Up Expenditures, but every situation will be different.   Reserve for Cash Reserves Experts say this should be enough to cover your fixed expenses for at least three months, but every situation will be different. Preparing Your Final Slide Delete the column showing the red letters and the red formula from your final slide. Total Start-Up Investment (A + B + C)

Financing Strategy 11th Edition, Chapter 13 Total Start-Up Investment = $ Source Amount Debt Equity Gift Personal Savings $ Relatives/Friends Investor Partner(s) Totals

Philanthropy & Business Responsibility 11th Edition, Chapter 5 Describe how your business will give back to the community or support a cause in which you believe. Business Responsibility Explain how you will incorporate business responsibility into your marketing plan.

Business & Personal Goals 11th Edition, Chapters 21 and 22; p. 132 What are the next steps you need to take to make your business fully operational? How will you improve or maintain the quality your product/service ? What sort of education or training can you get to help you with your business? Is there a person who you can seek out as a mentor? Short-Term How will you expand your business? (Hire employees, attract new customers, purchase a storefront, etc.) How big can your business get? How long do you plan to run the business? Do you have an exit strategy? How will your experience with this business prepare you for your career? Long-Term

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