1. The Working Business Plan Presenters: Mark Scharlau – Western Region Vice President Justin Scharlau – Harrisburg Branch Manager

2. Why is it that we want our high school or college football coach to have a written plan to defeat each opponent; but for something as important as managing our businesses a written plan isn’t worth the time?

3. Two Types of Business Plans I.Traditional business plan used to: 1.Usually is done when opening a business or once a year 2.Get a loan 3.Test durability of the business 4.Learn about the business and industry

4. Two Types of Business Plans (Cont.) II.Working Business Plan 1.Is ongoing 2.Find flaws in your current business 3.Allows owner to identify all areas of their business that need work and opportunities. 4.Is very concise 5.Use as a checklist to evaluate 6.Identifies specific solutions

5. Goals of a Working Business Plan 1.To find the flaws, missing areas and opportunities. 2.Identify specific solutions. 3.Implement an updated plan to improve the flaws, fill in the missing areas and take advantage of the opportunities. 4.Keep it simple. 5.Improve your business – sales, profits, etc. 6.Keep checklist on file and update it.

6. Categories to Review 1.Store Management 2.Team Management 3.Technology Management 4.Marketing and Sales Growth Management 5.Leadership Development

7. Fill Out Your Forms 1.Importance to create/fix 2.Urgency 3.Rank 4.Notes

8. Store Management Categories Standard Operating Procedures Opening Procedures Shift Procedures Closing Procedures Store Checklists Equipment cleaning and maintenance problems

9. Store Management Categories (Cont.) Customer management Menu improvement – Ice Cream flavors/categories Menu improvement – Non Ice Cream Menu pricing Cash register systems

10. Store Management Categories (Cont.) Store/building improvement Store decoration improvement Inventory procedures Vendor ordering schedule

11. Team Management Categories Recruiting methods Interview techniques New team member training Ongoing training Motivation systems Firing and discipline systems Manager development

12. Team Management Categories (Cont.) Uniforms Staff meetings Timekeeping system Workers comp issues Scheduling system

13. Technology Management Improve computer hardware Improve computer software –Accounting –Graphic design –Database management –Task Management

14. Technology Management (Cont.) Improve phone system Improve fax system Improve email system Improve www presence

15. Marketing & Sales Growth Management Annual/season budget Customer profile research Media research Competitor analysis Competitor strategy

16. Marketing & Sales Growth Management (Cont.) Image development Advertising calendar Public relations strategies Promotional calendar Determine marketing strategy – Existing customers Existing customer demographics

18. Marketing & Sales Growth Management (Cont.) Image development Advertising calendar Public relations strategies Promotional calendar Determine marketing strategy – Existing customers Existing customer demographics

19. Marketing & Sales Growth Management (Cont.) Determine marketing strategy – New customers Ad tracking techniques Improve sales skills Day part analysis Day part strategy Additional profit opportunity & growth strategy

20. Leadership Development Business success philosophy Goal setting skills Develop coaching skills Improve meeting skills Delegation techniques Improve time management

21. Financial Development Cash flow management Receivables management Payables management Asset management Profit management Improve accounting procedures Tax strategy Book keeping system

22. Rank Your Top 5 Categories to Work On

23. Sample Action Plan g

24. Now What? Implement Follow Up Start Over

25. Working Business Plan Action Sheet g

26. Questions

27. Enjoy the rest of the Hershey Show. Thanks for attending!