The 30 Second Pitch 1.What is my service, product, company, or cause? 2.What problem do I solve (or what demand do I meet)? 3.How am I different? 4.Why should you care?

The 30 Second Pitch In 30 seconds, potential investors need to be taken through four phases: Attention –competing against numerous other distractions, you must capture their attention Excitement –now that they are paying attention, you need to get them excited about you and your company Engagement –now that they are excited, enable them to imagine becoming involved with you and your company Action –the goal of your presentation: get potential investors to spend time with you to learn about your company, your product, and the investment opportunity. Bill Warner, Steve Bayle

The 30 Second Pitch Ex: "How many of you use those flash memory disks? What if your car had a USB port and could play music from them? That's what we're building... (See article, “30 seconds to pitch your company by Steve Bayle, for more) Bill Warner, Steve Bayle

Business Name (Logo) Entrepreneur’s Name Grade Age

Business Profile Explain your business and why you selected it (Chapter 1) Type of Business (Chapter 2) : –Service, Retail, Manufacturing,Wholesale –How will you satisfy a consumer need Legal Structure (Chapter 14) : –Sole Proprietorship, Partnership, C Corporation, SubChapter-S, Limited Liability Company or Not-for-Profit Corporation –Why did you select this legal structure? 1

Mission Statement (Chapter 17) A mission statement is a company’s constant reminder to its employees and customers of why the company exists 2

Opportunity (Chapter 4 & 5) Define opportunity –List 3 ways your business fulfills a consumer need/solves a problem Qualifications –List 3 reasons why you are qualified to run this business 3

Product/Service Description (Chapters 8 & 21) List unique features of your product/service Describe how you believe your product/service will satisfy consumer needs 4

What are the facts that support the opportunity? What is industry growth rate? –How much money is being spent in this market? (ex. Children’s market spends $14.1 billion per year) –What are the results of your survey, observational research, interviews, etc. –What is the size of your market? Market Analysis (Chapter 18) Total Population (by age and gender) % Breakdown (income) % Breakdown (potential market size) 5

Consumer Profile (Chapters 11 & 18) By Location –[The size of the area, density, and location of your customers. Where do your customers live, work, go to school, or shop?] By Population –[The age, gender, occupation, and education of your customers] By Personality –[The general personality, lifestyle, sports, hobbies & other fee time activities, music preferences, etc.] By Behavior –[Purchasing patterns and buying behavior such as rate of use, repetition of purchases, benefits sought, brand preferences, and loyalty characteristics of your customers.] By Income –[Economic factors such as household income, family composition and size, and purchasing behavior (impulsive cash or cautious credit card purchases). ] Photo of a consumer 6

Competition (Chapters 8 & 17) Competitive Advantage (Chapter 8) List 2 reasons why customers will purchase your product or service over your competitor’s. ( Go beyond lowest price.) CompetitorPriceQuality Greatest Strength Greatest Weakness [ex. Local seller] $ [ex. National chain] $ $ 7

Marketing Mix (Chapter 10 &18) Price: –[Should be an explanation of why you chose your price] Place: –[Should be an explanation of why you chose this place] Product: –Explain the benefits and features of product Promotion: –Explain the strategy to promotions you will use 8

Marketing Plan (Chapter 10 & 19) PhaseMethodDescriptionCost Awareness What tactics will you use to get consumers to know you exist? Where? How many? When? How much will it cost? Purchase What tactics will you use to motivate people to buy your product/service? Retention How will you build a long term relationship and get them to return? 9

Economics of 1 Unit (Chapter 9) (Retail/Wholesale Businesses ONLY) Definition of One Unit Selling Price per Unit$ (A) COGS Per Unit$ (D) Variable Costs Per Unit (outgoing shipping, packaging, commissions) $ (E) Total Cost of Sales (D+E)$ (F) Gross Profit Per Unit (A-F)$ 10

Cost of Materials/Direct Labor (Chapters 2 & 9) (For Service and Manufacturing Businesses ONLY) Definition of One Unit Cost of Sales Per Unit Direct Labor (Labor Cost per Hour) (A) Time (in hours) to make 1 unit (B) Direct Labor Cost Per Unit (A)*(B) $$ Total Direct Labor Per Unit$ Material DescriptionCost/Total QuantityCost Per Unit ($) Total Material Cost Per Unit$ Variable Costs Per Unit (shipping, commission, packaging) $ Cost of Sales Per Unit (labor +material+vc) $ 11

Economics of 1 Unit (Chapter 9) (For Service and Manufacturing Businesses ONLY) Definition of One Unit Selling Price per Unit$ (A) Direct Labor Per Unit (if applicable)$ (B) Materials Per Unit(if applicable) $ (C) Total COGS Per Unit (B+C)$ (D) Variable Costs Per Unit (outgoing shipping, packaging, commissions) $ (E) Total Cost of Sales (D+E)$ (F) Gross Profit Per Unit (A-F)$ 12

Time Management Plan Business Schedule for a Typical Week EntrepreneurshipHours School Hours Work Hours (ex.part time job) Free-Time Hours 13

Average Monthly Fixed Costs (Chapter 9) Type of Fixed CostMonthly Cost Entrepreneurial Stipend [ hours x (minimum wage + $1] $ utilities$ salaries of employees$ advertising$ insurance$ interest$ rent$ depreciation$ other$ Total Monthly Fixed Costs$ 14

Sales Assumptions What are the assumptions that inform your projections? –Size of market –Full capacity How much time can you spend (see time management slide)? Do you have help? –Seasonality When is the busiest time of year for you, your industry? –Time to develop a brand presence and establish customer base (ie. No business sells at full capacity immediately) 15

Monthly Sales Projections (Chapter 13) MonthUnits Sold January February March April May June July August September October November December Total = (Double click on chart to add information) Monthly Break- Even Units (Chapter 20) Monthly Fixed Costs/Gross Profit Per Unit 16

Return On Sales (Chapter 14) Return on Sales (ROS) Yearly Net Profit ÷ Total Sales X 100 % For every $1 dollar of sales, my business earned : $ (Double click on chart to add information) 17

Selling Price Per Unit$ (A) # of Units Sold (B) Total Sales (A*B)$ (C) Total COGS (COGS per unit * B)$ (D) Other Variable Costs (Other variable costs per unit * B $ (E) Total Variable Costs (D+E)$ (F) Gross Profit (C-F)$ (G) USAIIRDO (Yearly)$ Other Costs/Unforeseen$ Total Fixed Costs$ (H) Profit before Taxes (G-H)$ (I) Less Estimated (I *.25)$ (J) Net Profit (I-J)$ Projected Yearly Income Statement (Chapter 13) 18

Start-up Investment (Chapter 14) Entrepreneurial hours needed for start-up (A) Wage I pay myself (B) Total start-up time investment (A*B) $$ ItemWhere I will buy this?Cost of Item $ $ $ $ CASH RESERVE covering 3 months of fixed costs $ Estimated TOTAL START-UP INVESTMENT $ 19

Financing Strategy for Total Start-up Investment (Chapter 14) Total: $ SourceAmountDebtEquityGift Personal Savings [ How will you save?] $ Relatives/Friends $ Investor [Who is it?] $ Grant [From Whom?] $ 20

Return On Investment (Chapter 14) Return on Investment (ROI) (Chapter 3) Yearly Net Profit ÷ Start-up Investment X 100 % For every $1 dollar invested, my business earned : $ InvestmentReturn Savings CD Stock Market Entrepreneur 21

Social Responsibility Plan (Chapter 10) Describe how your business will give back to the community or support a cause in which you believe Explain how you will incorporate social responsibility into your marketing plan 22

Business & Educational Goals (Chapter 3) Business - [enter short term goal] - [enter long term goal] Educational - [enter short term goal] - [enter long term goal] 23

[Enter your mission statement (or slogan if applicable)] Thank you for your consideration of [Enter company name] 24