1. Business Plans by Professor Ron Fournier September 27, 2010

2. What exists today: A current prototype: Design Inputs: The current prototype will work, however it’s not optimal either. Needs to: - work with all sizes of shells - be adjustable without having multiple tips - work with current handles, liners and shells - work with ceramic and metal liners only - work with misaligned liners and flush liners - extract liner without damaging the cup - be easy to assemble with wet gloves; ergonomic and quick to use - be easy to get through a small incision - be sterilizable and biocompatible - allow clear visualization of the acetabulum - be robust –may not be used as intended Nice to haves: - as little assembly as possible - works with the Duraloc cups - works better than the current prototype

3. Developing the Business Plan The culmination of a lengthy, arduous, creative, and iterative process –Transforms the caterpillar of a raw idea into the magnificent butterfly of opportunity –Articulates the merits, requirements, risks, potential rewards, and execution The point of departure for investors to begin their due diligence –i.e. Balance risks and potential of the opportunity –The risks involve technology, market, management, competition & strategy, financial

4. Developing the Business Plan The blog will have a PDF file on THE BUSINESS PLAN Use this as your guide There is a sample plan for the PC Build venture that we will discuss in today in class Also there is an outline and discussion of what to include

5. The Opportunity - PC Build Manufacture and sale of PC computer kits –target the home hobbyist & educational institutions, target folks “that want to get their hands dirty” –unique opportunity to provide PC kits at affordable prices –target those who love to experiment and learn, not necessarily saving money –big guys like Apple and Dell switched to providing finished products rather than kits –little or no competition in this area

6. Opportunity Rationale 3 main reasons for the opportunity –technological standardization PC clones the standard for hardware and OS free engineering, kits lag leader by one generation –changing consumer attitudes PC’s are everywhere consumers not brand loyal PC’s no longer a mystery consumers adding peripherals themselves –market opportunity kit segment not being served with quality

7. The Product PC clones in a kit form –30 day money-back guarantee –3 main products (see pp54 and 55) –priced 10-15 % below comparable fully assembled PC’s –lag leading edge by 1 generation proven hardware easy access to suppliers recognized standard lower cost components customer buys to learn about computers, not to buy the leading edge technology

8. Market Entry Strategy First educational institutions –computer education camps Next the home hobbyist via mail order Finally retail market using stores Expansion would include add-in boards for sound cards, modems, etc.

9. Market Analysis Exhbiti A

10. Economics of the Business Kits to sell for –$699 basic kit –$899 super kit –$1500 deluxe kit –Exhibit D p69 shows price sensitivity –Exhibit C p59 shows competitor comparison Microsoft Corp license for MS-DOS, $32 per machine

14. Basic Assumptions for Cash Flow Ananlysis

16. Cash needed to make A/R payments and pay for startup costs, sum of 1 to 2 Startup funds in checking book Check book balance as ending cash = carryover – cash needs Cash flow = cumulative total

19. Usually the basis for royalties Cost of Goods Sold Net sales - COGS Fixed costs = $228,809 Earning Before Taxes @30% tax rate

21. PC Build Business Plan A good opportunity or just another crazy idea? –Should this business be started? 1992 versus 2009, has the environment changed? –Would you invest in the business? –What should the founders do?