1. Copyright © 2014 Pearson Education, Inc. Publishing as Prentice Hall 4 - 1 Ch. 4: Feasibility Analysis & Business Plan

2. Copyright © 2014 Pearson Education, Inc. Publishing as Prentice Hall Business Model Entrepreneurs do not lack creative ideas, but …once the idea has been developed, a business model is needed. A business model defines the process a company will use to generate sales and a profit. 4 - 2 Ch. 4: Feasibility Analysis & Business Plan

3. Copyright © 2014 Pearson Education, Inc. Publishing as Prentice Hall Business Model A business model is comprised of: ► ► A definition of target customers and how the company will reach them ► ► The customer value proposition the company offers ► ► Point of differentiation ► ► Pricing ► ► Selling process ► ► Distribution system ► ► Customer support 4 - 3 Ch. 4: Feasibility Analysis & Business Plan

4. Copyright © 2014 Pearson Education, Inc. Publishing as Prentice Hall 4 - 4 Ch. 4: Feasibility Analysis & Business Plan Feasibility Analysis Is a particular idea a viable foundation for creating a successful business? Feasibility study addresses the question: “Should we proceed with this business idea?”

5. Copyright © 2014 Pearson Education, Inc. Publishing as Prentice Hall 4 - 5 Ch. 4: Feasibility Analysis & Business Plan A feasibility study: ► ► Is not the same as a business plan ► ► Serves as a filter, screening out ideas that lack the potential for building a successful business before an entrepreneur commits the necessary resources to building a business plan ► ► Is an investigative tool Feasibility Analysis

6. Copyright © 2014 Pearson Education, Inc. Publishing as Prentice Hall Feasibility Analysis In contrast, a business plan: ► ► Transforms an idea into reality ► ► Serves as a planning tool to guide entrepreneurs as they launch and operate their business ► ► Helps entrepreneurs gain financing 4 - 6 Ch. 4: Feasibility Analysis & Business Plan

7. Copyright © 2014 Pearson Education, Inc. Publishing as Prentice Hall 4 - 7 Ch. 4: Feasibility Analysis & Business Plan Industry and Market Feasibility Product or Service Feasibility FinancialFeasibility Elements of a Feasibility Analysis

8. Copyright © 2014 Pearson Education, Inc. Publishing as Prentice Hall 4 - 8 Ch. 4: Feasibility Analysis & Business Plan Industry and Market Feasibility Analysis Two areas of focus: 1. 1.Determining how attractive an industry is overall as a “home” for a new business. 2. 2.Identifying possible niches a small business can occupy profitably.

9. Copyright © 2014 Pearson Education, Inc. Publishing as Prentice Hall 4 - 9 Ch. 4: Feasibility Analysis & Business Plan Five Forces Model Five forces interact with one another to determine the setting in which companies compete and, hence, the attractiveness of the industry: 1. 1.Rivalry among companies in the industry 2. 2.Bargaining power of suppliers 3. 3.Bargaining power of buyers 4. 4.Threat of new entrants 5. 5.Threat of substitute products or services

10. Copyright © 2014 Pearson Education, Inc. Publishing as Prentice Hall 4 - 10 Ch. 4: Feasibility Analysis & Business Plan Five Forces Model Industry Competitors Rivalry among existing firms Buyers Bargaining Power of Buyers Suppliers Bargaining Power of Suppliers Substitutes Potential Entrants Threat of New Entrants Threat of Substitute Products or Services

11. Copyright © 2014 Pearson Education, Inc. Publishing as Prentice Hall 4 - 11 Ch. 4: Feasibility Analysis & Business Plan Five Forces Model Industry Competitors Rivalry among existing firms Buyers Bargaining Power of Buyers Suppliers Bargaining Power of Suppliers Substitutes Potential Entrants Threat of New Entrants Threat of Substitute Products or Services

12. Copyright © 2014 Pearson Education, Inc. Publishing as Prentice Hall 4 - 12 Ch. 4: Feasibility Analysis & Business Plan Rivalry Among Companies Strongest of the five forces Industry is more attractive when: ► ► Number of competitors is large, or, at the other extreme, quite small ► ► Competitors are not similar in size or capacity ► ► Industry is growing fast ► ► Opportunity to sell a differentiated product or service exists

13. Copyright © 2014 Pearson Education, Inc. Publishing as Prentice Hall 4 - 13 Ch. 4: Feasibility Analysis & Business Plan Five Forces Model Industry Competitors Rivalry among existing firms Buyers Bargaining Power of Buyers Suppliers Bargaining Power of Suppliers Substitutes Potential Entrants Threat of New Entrants Threat of Substitute Products or Services

14. Copyright © 2014 Pearson Education, Inc. Publishing as Prentice Hall 4 - 14 Ch. 4: Feasibility Analysis & Business Plan Bargaining Power of Suppliers The greater the leverage of suppliers, the less attractive the industry. Industry is more attractive when: ► ► Many suppliers sell a commodity product ► ► Substitutes are available ► ► Switching costs are low ► ► Items account for a small portion of the cost of finished products

15. Copyright © 2014 Pearson Education, Inc. Publishing as Prentice Hall 4 - 15 Ch. 4: Feasibility Analysis & Business Plan Five Forces Model Industry Competitors Rivalry among existing firms Buyers Bargaining Power of Buyers Suppliers Bargaining Power of Suppliers Substitutes Potential Entrants Threat of New Entrants Threat of Substitute Products or Services

16. Copyright © 2014 Pearson Education, Inc. Publishing as Prentice Hall 4 - 16 Ch. 4: Feasibility Analysis & Business Plan Bargaining Power of Buyers Buyers’ influence is high when number of customers is small and cost of switching to a competitor’s product is low. Industry is more attractive when: ► ► Customers’ switching costs are high ► ► Number of buyers is large ► ► Customers want differentiated products ► ► Customers find it difficult to collect information for comparing suppliers ► ► Items account for a small portion of customers’ finished products

17. Copyright © 2014 Pearson Education, Inc. Publishing as Prentice Hall 4 - 17 Ch. 4: Feasibility Analysis & Business Plan Five Forces Model Industry Competitors Rivalry among existing firms Buyers Bargaining Power of Buyers Suppliers Bargaining Power of Suppliers Substitutes Potential Entrants Threat of New Entrants Threat of Substitute Products or Services

18. Copyright © 2014 Pearson Education, Inc. Publishing as Prentice Hall 4 - 18 Ch. 4: Feasibility Analysis & Business Plan Threat of New Entrants The larger the pool of potential new entrants, the less attractive an industry is. Industry is more attractive to new entrants when: ► ► Advantages of economies of scale are absent. ► ► Capital requirements to enter are low ► ► Cost advantages are not related to company size ► ► Buyers are not loyal to existing brands ► ► Government does not restrict the entrance of new companies

19. Copyright © 2014 Pearson Education, Inc. Publishing as Prentice Hall 4 - 19 Ch. 4: Feasibility Analysis & Business Plan Five Forces Model Industry Competitors Rivalry among existing firms Buyers Bargaining Power of Buyers Suppliers Bargaining Power of Suppliers Substitutes Potential Entrants Threat of New Entrants Threat of Substitute Products or Services

20. Copyright © 2014 Pearson Education, Inc. Publishing as Prentice Hall 4 - 20 Ch. 4: Feasibility Analysis & Business Plan Threat of Substitutes Substitute products or services can turn an industry on its head. Industry is more attractive to new entrants when: ► ► Quality substitutes are not readily available ► ► Prices of substitute products are not significantly lower than those of the industry’s products ► ► Buyers’ switching costs are high

21. Copyright © 2014 Pearson Education, Inc. Publishing as Prentice Hall 4 - 21 Ch. 4: Feasibility Analysis & Business Plan Five Forces Matrix

22. Copyright © 2014 Pearson Education, Inc. Publishing as Prentice Hall 4 - 22 Ch. 4: Feasibility Analysis & Business Plan Business Prototyping Entrepreneurs test their business models on a small scale before committing serious resources to launch a business that might not work. Recognizes that a business idea is a hypothesis that needs to be tested before taking it full scale.

23. Copyright © 2014 Pearson Education, Inc. Publishing as Prentice Hall 4 - 23 Ch. 4: Feasibility Analysis & Business Plan Industry and Market Feasibility Product or Service Feasibility FinancialFeasibility Elements of a Feasibility Analysis

24. Copyright © 2014 Pearson Education, Inc. Publishing as Prentice Hall 4 - 24 Ch. 4: Feasibility Analysis & Business Plan Product or Service Feasibility Analysis Determines the degree to which a product or service idea appeals to potential customers and identifies the resources necessary to produce it. Two questions: 1. 1.Are customers willing to purchase our product or service? 2. 2.Can we provide the product or service to customers at a profit?

25. Copyright © 2014 Pearson Education, Inc. Publishing as Prentice Hall 4 - 25 Ch. 4: Feasibility Analysis & Business Plan Product or Service Feasibility Analysis Primary research: Collect data firsthand and analyze it. Secondary research: Gather data that already has been compiled and analyze it.

26. Copyright © 2014 Pearson Education, Inc. Publishing as Prentice Hall 4 - 26 Ch. 4: Feasibility Analysis & Business Plan Primary Research Techniques Customer surveys and questionnaires Focus groups Trade associations and business directories Direct mail lists Demographic data Census data Market research Articles Local data Internet

27. Copyright © 2014 Pearson Education, Inc. Publishing as Prentice Hall 4 - 27 Ch. 4: Feasibility Analysis & Business Plan Prototypes An original, functional model of a new product that entrepreneurs can put into the hands of potential customers so that they can see it, test it, and use it. In-home trials

28. Copyright © 2014 Pearson Education, Inc. Publishing as Prentice Hall 4 - 28 Ch. 4: Feasibility Analysis & Business Plan Industry and Market Feasibility Product or Service Product or Service Feasibility Feasibility Financial Feasibility Elements of a Feasibility Analysis

29. Copyright © 2014 Pearson Education, Inc. Publishing as Prentice Hall 4 - 29 Ch. 4: Feasibility Analysis & Business Plan Financial Feasibility Analysis Capital requirements –an estimate of how much start-up capital is required to launch the business. Estimated earnings – forecasted income statements Return on investment – Combining the previous two estimates to determine how much investors can expect their investments to return.

30. Copyright © 2014 Pearson Education, Inc. Publishing as Prentice Hall 4 - 30 Ch. 4: Feasibility Analysis & Business Plan The Business Plan A written summary of: ► ► An entrepreneur’s proposed business venture ► ► The operational and financial details ► ► The marketing opportunities and strategy ► ► The managers’ skills and abilities A business plan is the best insurance against launching a business destined to fail or mismanaging a potentially successful company.

31. Copyright © 2014 Pearson Education, Inc. Publishing as Prentice Hall 4 - 31 Ch. 4: Feasibility Analysis & Business Plan The Business Plan: Two Essential Functions 1. 1.Guiding the company by charting its future course and defining its strategy for following it. 2. 2.Attracting lenders and investors who will provide needed capital.

32. Copyright © 2014 Pearson Education, Inc. Publishing as Prentice Hall 4 - 32 Ch. 4: Feasibility Analysis & Business Plan A Plan Must Pass Three Tests 1. The Reality Test – proving that: ► ► A market really does exist for your product or service. ► ► You can actually build or provide it for the cost estimates in the plan. 2. The Competitive Test – evaluates: ► ► A company’s position relative to its competitors. ► ► Management’s ability to create a company that will gain an edge over its rivals. 3. The Value Test – proving that: ► ► A venture offers investors or lenders an attractive rate of return or a high probability of repayment.

33. Copyright © 2014 Pearson Education, Inc. Publishing as Prentice Hall 4 - 33 Ch. 4: Feasibility Analysis & Business Plan Why Take the Time to Build a Business Plan? Although building a plan does not guarantee success, it does increase your chances of succeeding in business. A plan is like a road map that serves as a guide on a journey through unfamiliar, harsh, and dangerous territory. Don’t attempt the trip without a map!

34. Copyright © 2014 Pearson Education, Inc. Publishing as Prentice Hall Benefits of Creating a Business Plan 4 - 34 Ch. 4: Feasibility Analysis & Business Plan

35. Copyright © 2014 Pearson Education, Inc. Publishing as Prentice Hall 4 - 35 Ch. 4: Feasibility Analysis & Business Plan Key Elements of a Business Plan Title Page and Table of Contents Executive Summary Vision and Mission Statement Company History Business and Industry Profile Goals and Objectives Our Business Plan

36. Copyright © 2014 Pearson Education, Inc. Publishing as Prentice Hall Mission, Goals, and Objectives 4 - 36 Ch. 4: Feasibility Analysis & Business Plan

37. Copyright © 2014 Pearson Education, Inc. Publishing as Prentice Hall 4 - 37 Ch. 4: Feasibility Analysis & Business Plan Key Elements of a Business Plan Title Page and Table of Contents Executive Summary Mission Statement Company History Business and Industry Profile Goals and Objectives Business Strategy Description of Products/Services The Business Plan

38. Copyright © 2014 Pearson Education, Inc. Publishing as Prentice Hall 4 - 38 Ch. 4: Feasibility Analysis & Business Plan Features vs. Benefits Feature – a descriptive fact about a product or service: “an ergonomically designed, more comfortable handle” Benefit – what a customer gains from the product or service feature: “fewer problems with carpal tunnel syndrome and increased productivity”

39. Copyright © 2014 Pearson Education, Inc. Publishing as Prentice Hall 4 - 39 Ch. 4: Feasibility Analysis & Business Plan Key Elements of a Business Plan Marketing Strategy Document market claims Show customer interest Competitor Analysis Description of Management Team Plan of Operation Projected Financial Statements Loan or Investment Proposal (continued) Our Business Plan The Business Plan

40. Copyright © 2014 Pearson Education, Inc. Publishing as Prentice Hall 4 - 40 Ch. 4: Feasibility Analysis & Business Plan Guidelines for Preparing a Business Plan Remember: No one can create your plan for you. Potential lenders want to see financial projections, but they are more interested in the strategies for reaching those projections. Show how you plan to set your business apart from competitors; don’t fall into the “me too” trap. Identify your target market and offer evidence that customers for your product or service exist.

41. Copyright © 2014 Pearson Education, Inc. Publishing as Prentice Hall 4 - 41 Ch. 4: Feasibility Analysis & Business Plan Tips on Preparing a Business Plan Make sure your plan has an attractive cover. (First impressions are crucial.) Rid your plan of all spelling and grammatical errors. Make your plan visually appealing. Include a table of contents to allow readers to navigate your plan easily. Make it interesting.

42. Copyright © 2014 Pearson Education, Inc. Publishing as Prentice Hall 4 - 42 Ch. 4: Feasibility Analysis & Business Plan Tips on Preparing a Business Plan Your plan must prove that the business will make money (not necessarily immediately, but eventually). Use spreadsheets to generate financial forecasts. Always include cash flow projections. Keep your plan “crisp” – between 25 and 40 pages long. Tell the truth – always. (continued)

43. Copyright © 2014 Pearson Education, Inc. Publishing as Prentice Hall 4 - 43 Ch. 4: Feasibility Analysis & Business Plan What Lenders and Investors Look for in a Business Plan The “5 Cs” of Credit Capital Capacity Collateral Character Conditions

44. Copyright © 2014 Pearson Education, Inc. Publishing as Prentice Hall 4 - 44 Ch. 4: Feasibility Analysis & Business Plan Presenting the Plan Demonstrate enthusiasm, but don’t be overemotional. Know your audience thoroughly. “Hook” investors quickly with an up-front explanation of the venture, its opportunities, and its benefits to them. Hit the highlights; focus on the details later. Keep your presentation simple – 2 or 3 major points.

45. Copyright © 2014 Pearson Education, Inc. Publishing as Prentice Hall 4 - 45 Ch. 4: Feasibility Analysis & Business Plan Presenting the Plan Avoid overloading your audience with technological jargon. Use visual aids. Close by reinforcing the nature of the opportunity. Be prepared (with details) for potential investors’ questions. Follow up with every investor to whom you make your presentation. (continued)

46. Copyright © 2014 Pearson Education, Inc. Publishing as Prentice Hall 4 - 46 Ch. 4: Feasibility Analysis & Business Plan Conclusion There are no guarantees for success. Creating a business plan will be valuable primarily because of the process itself. The business planning process may provide insight to increase the chances for success. The business plan: Entrepreneurs benefit; lenders and investors demand it!

47. Copyright © 2014 Pearson Education, Inc. Publishing as Prentice Hall 4 - 47 Ch. 4: Feasibility Analysis & Business Plan