A SIX STEP APPROACH SIMPLIFIED BUSINESS PLANNING FOR ESTABLISHED SMES A SIX STEP APPROACH JOE CARR & LORCAN COLCLOUGH 10th June 2015

SIX PARTS TO TODAY’S PRESENTATION 2 1.Understand the mission 2.Determine your current position 3.Set your goals 4.Prioritise the challenge 5.Prepare the Game Plan 6.Mobilise, Act and Report

Understand The Mission 3 01

STEP 1 UNDERSTAND THE MISSION: MIND OF MANAGEMENT Describe what the Next Step looks and feels like Mind Of Management

Determine Your Current Position 5 02

STEP 2 DETERMINE YOUR CURRENT POSITION: MARKET MAP AND BUSINESS MODEL 6

Set Your Goals – 4 Key Themes 7 03

STEP 3 SET YOUR GOALS – 4 KEY THEMES Market, Products & CustomersBusiness Operations Management & Organisation Finance & Risk

Prioritise The Challenge 9 04

STEP 4 PRIORITISE THE CHALLENGE MARKET POSITION 10

STEP 4 PRIORITISE THE CHALLENGE 11 OPERATIONAL EXCELLENCE

STEP 4 PRIORITISE THE CHALLENGE MANAGEMENT, TALENT & TEAM 12

STEP 4 PRIORITISE THE CHALLENGE FINANCE & RISK 13

Develop The Game Plan 14 05

STEP 5 – DEVELOP THE GAME PLAN 15 ThemeTaskTimeResult A Market Product & Customers 1Segment customer base & provide focused offeringSep 155% sales increase 2Volume discount for business projectsJan 1610% business 3Expand Garden CentreMar 16€150k additional sales B Business Operations (Ops) 4Source more suppliers from EurozoneSep 1525% reduction in stock holding 5Relocate 2 staff for Garden CentreMar 16Increase turnover with additional costs C People & Teams (MID) 6Implement a simplified business planning systemToday“on the business focus” 7Strengthen our Customer ICT Information SystemJan 16Loyalty & new business D Finance & Risk (FD) 8Reduce Working Capital tied up in stocksDec 15€200k 9Margin mix analysis to drive higher average marginDec 15+4% margin increase 10Restructure property loan to reduce repayments & top with €100k for Garden Centre Dec 15€100k headroom 11Profit Increase from new activityDec 15, 163% yr 1, 5% after

Mobilise And Act 16 06

STEP 6 – MOBILISE, ACT, MEASURE & REPORT TitleThemeTasksResponsible 1 Allocate Responsibility 1Market, Product, Customers TasksMD 2Operational TasksStore Manager 3Financial TasksFD 2 Measure Performance, KPIs 1Overall Sales +9% Growth in Garden Sales Growth in B2B Sales Store Manager 2Gross Margin +4% New investment expenditure budget €100k Working capital reduction €200K Profit +4% year 1 & 6% year 2 FD 3 Report on Progress 16 step plan management meeting agenda MD

Q&A 18

mazars.ie Mazars is present in 5 continents. CONTACT Mazars Joe Carr Tel : Lorcan Colclough Tel : Harcourt Centre Block 3, Harcourt Road Dublin 2, Ireland Tel: +353 (01)