Beruflich Dokumente
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published by Palo Alto Software, Inc. Names, loc ations and numbers may have been changed, and substantial portions of the original plan text may have been omitted to preserve confidentiality and proprietary information. You are welcome to use this plan as a starting point to create your own, but you do not have permission to resell, reproduce, publish, distribute or even c opy this plan as it exists here. Requests for reprints, ac ademic use, and other dissemination of this sample plan should be emailed to the marketing department of Palo Alto Software at marketing@paloalto.com. For product information visit our Website: www.paloalto.com or call: 1-800-229-7526. Copyright Palo Alto Software, Inc., 1995-2009 All rights reserved.
Confidentiality Agreement
The undersigned reader ac knowledges that the information provided by _________________________ in this business plan is confidential; therefore, reader agrees not to disc lose it without the express written permission of _________________________. It is ac knowledged by reader that information to be furnished in this business plan is in all respects confidential in nature, other than information which is in the public domain through other means and that any disc losure or use of same by reader, may cause serious harm or damage to _________________________. Upon request, this doc ument is to be immediately returned to _________________________. ___________________ Signature ___________________ Name (typed or printed) ___________________ Date This is a business plan. It does not imply an offering of securities.
Table of Contents
1.0 Executive Summary.............................................................................................................................1 1.1 Mission........................................................................................................................................3 1.2 Objectives ...................................................................................................................................3 1.3 Keys to Success ........................................................................................................................3 Chart: Highlights ......................................................................................................................4 2.0 Company Summary.............................................................................................................................4 2.1 Company Ownership .................................................................................................................4 2.2 Company History........................................................................................................................4 Chart: Past Performance .......................................................................................................5 Table: Past Performance .......................................................................................................6 2.3 Company Locations and Facilities ..........................................................................................6 3.0 Services................................................................................................................................................7 3.1 Service Description ...................................................................................................................7 3.2 Competitive Comparison..........................................................................................................7 3.3 Sales Literature ..........................................................................................................................8 3.4 Fulfillment ....................................................................................................................................8 3.5 Technology..................................................................................................................................8 3.6 Future Services ..........................................................................................................................9 4.0 Market Analysis Summary..................................................................................................................9 4.1 Market Segmentation ................................................................................................................9 Table: Market Analysis .........................................................................................................10 Chart: Market Analysis (Pie)................................................................................................10 4.2 Service Business Analysis .....................................................................................................10 4.2.1 Main Competitors .......................................................................................................11 4.2.2 Competition and Buying Patterns .............................................................................12 4.2.3 Business Participants.................................................................................................12 4.2.4 Distributing a Service .................................................................................................13 5.0 Strategy and Implementation Summary..........................................................................................13 5.1 Value Proposition ....................................................................................................................13 5.2 Marketing Strategy ..................................................................................................................13 5.2.1 Promotion Strategy.....................................................................................................13 5.2.2 Distribution Strategy ...................................................................................................14 5.2.3 Positioning Statement ................................................................................................14 5.2.4 Pricing Strategy...........................................................................................................14 5.3 Sales Strategy..........................................................................................................................15 5.3.1 Sales Programs ..........................................................................................................15 5.3.2 Sales Forecast ............................................................................................................16 Table: Sales Forecast.................................................................................................16 Chart: Sales Monthly ...................................................................................................16 Chart: Sales by Year ...................................................................................................17 5.4 Strategic Alliances...................................................................................................................17 5.5 Service and Support................................................................................................................17 5.6 Milestones ................................................................................................................................17 Table: Milestones..................................................................................................................18 Chart: Milestones ..................................................................................................................18 5.7 Service and Support................................................................................................................18 6.0 Management Summary ....................................................................................................................18
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Table of Contents
6.1 Organizational Structure..........................................................................................................19 Table: Sales Forecast ...............................................................................................................................1 Table: Personnel ........................................................................................................................................2 Table: Profit and Loss ...............................................................................................................................3 Table: Cash Flow .......................................................................................................................................4 Table: Balance Sheet ................................................................................................................................5
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Ac me Insurance Incorporated has been profitable, but recently we have had dec lining market share and this must be addressed. Therefore our goals are: To re-establish Ac me Insurance Inc. as the market leader in quality and value-priced insurance products in Smalltown District. Establish good working relationships with our present insurance markets by meeting with their dec ision makers and plotting a mutual plan for success. Get commitments for support and products that we can market in our trading area starting April 1st of Year 1. Investigate new markets that meet our marketing criteria by a) committing to small rural brokerage; b) providing products suitable to our economic and soc ial climate; and c) plans for the upload and download of insurance policies. Provide sales incentives to staff to meet sales goals of 10%. Complete inspec tion of all Pilot homeowners within one month before renewal date. Formulate plans to ac quire another brokerage
Ac me Insurance Inc. is dedicated to providing insurance products that provide quality protection with value pricing. We wish to establish a successful partnership with our clients, our staff members, and our insurance companies, that respec t the interests and goals of eac h party. Success will be measured by our clients choosing us bec ause of their belief in our ability to meet or exceed their expec tations of price, service, and expertise. In order to implement our strategic goals, we will foc us on developing the following tools. 1. 2. 3. 4. Knowledgeable, friendly staff that can empathize with our consumers needs and circumstances, espec ially in handling a loss. Policies that meet or exceed the expec tations of our clients, and that are affordable, available, and understandable. Policies and endorsements delivered on time with minimal errors. A commitment to an annual insurance review for all of our clients. A phone call is more than any direct mass marketer offers. We believe personal contac t and service is the cornerstone of our success.
Ac me Insurance primarily markets and services Personal Lines Insurance. Its customers are mostly rural, lower income families or long time resident senior citizens who demand value priced insurance premiums in keeping with their lower and fixed incomes. We also provide insurance to small business, mostly family-run seasonal operations primarily
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Based on these changes in our goals, outlook, and company culture, we anticipate that we will be able to increase revenues substantially by year 3 of the plan and increase net profit handsomely. The company does not anticipate any cash flow problems.
1.1 Mission
Ac me Insurance Inc. is dedicated to providing insurance products that provide quality protection with value pricing. We wish to establish a successful partnership with our clients, our staff members, and our insurance companies, that respec t the interests and goals of eac h party. Success will be measured by our clients choosing us bec ause of their belief in our ability to meet or exceed their expec tations of price, service, and expertise.
1.2 Objectives
1. 2. To re-establish Ac me Insurance Inc. as the market leader in quality and value-priced insurance products in Smalltown District. Establish good working relationships with our present insurance markets by meeting with their dec ision makers and plotting a mutual plan for success. Get commitments for support and products that we can market in our trading area starting April 1st of Year 1. Investigating new markets that meet our marketing criteria by a) committing to small rural brokerage; b) providing products suitable to our economic and social climate; and c) plans for the upload and download of insurance policies. Provide sales incentives to staff to meet sales goals of 10%. Complete inspec tion of all Pilot homeowners within one month before renewal date. Formulate plans to ac quire another brokerage.
3.
4. 5. 6.
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$0 $0 $0 $0
$0 $0 $0 $0
$0 $0 $0 $0
$0 $0 $0 $0
0 $0 0.00
0 $0 0.00
60 $0 0.00
3.0 Services
Ac me Insurance is committed to providing professional sales and service for its insurance customers. We have established what we consider to be an excellent reputation in our area, and are the largest multi-line insurance broker in our trading area.
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3.4 Fulfillment
The key to fulfilling our clients needs is provided by our principals who have over 60 years experience between them as general insurance brokers, and our staff, many of whom have been insurance brokers well over 10 years. We have one staff member with her A.I.I.C., three staff with their C.A.I.B., and two more taking C.A.I.B. courses. One staff member is completing courses to have the restriction removed from his license so he can be an alternate designated individual. We call upon the ample resources of our insurance markets to help with any unusual situations which occur and may present a problem finding proper coverage for our client. When we required trained inspec tors for evaluating the safety of our insured's solid fuel heating devices and installations, we sent one of our own producers for training and who now has W.E.T.T. certification. We are proud that Ac me Insurance Inc. has never had an errors and omissions loss, but to protect our clients against that possibility, we have in plac e Errors and Omissions Insurance through our Insurance Brokers Assoc iation in the amount of $1,000,000 (Employer's Reinsurance).
3.5 Technology
We have been fully computerized since 1982 and both offices and some of our producer's homes are connected to our main c omputer server loc ated in Smalltown. As of February 1996, we have entered into an agreement with our present computer vendor, Teleglobe, to update our computer system to a Pentium server, and to Release 74, which Page 8
Agents (such as Co-operators) Strengths - Large advertising budget and competitively priced products. Their commercial is difficult to compete against in some cases bec ause they seem to not have the same restrictions on underwriting as our markets. Also they have large capacity to write certain risks. Weakness- one small operation that does not have the same hours as our offices. Staff, bec ause of salary, do not appear to be very knowledgeable or aggressive.
Our own Companies Strengths - already known to our clients; will be competitively priced. Weakness - an unknown quantity to our insureds. Also, if their people skills are similar to what they now exhibit, they will have great difficulty empathizing with the client and selling the client what he needs, not what they think he needs.
Mass merchandise programs heavily advertised over the radio such as "Gray Power" Strengths - price. Weakness - a still untried, unknown quantity.
Group Plans - teac hers, public employees Strength - group pricing. Weakness - very little obviously, since we insure very few of the professions.
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5.6 Milestones
We have listed our plan milestones in the table below.
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Appendix
Table: Sales Forecast
Sales Forecast Jan Sales Sales Other Total Sales Direct Cost of Sales Sales Other Subtotal Direct Cost of Sales 0% 0% $54,000 $0 $54,000 Jan $0 $0 $0 Feb $28,500 $0 $28,500 Feb $0 $0 $0 Mar $44,500 $0 $44,500 Mar $0 $0 $0 Apr $45,000 $0 $45,000 Apr $0 $0 $0 May $57,000 $0 $57,000 May $0 $0 $0 Jun $65,000 $0 $65,000 Jun $0 $0 $0 Jul $67,000 $0 $67,000 Jul $0 $0 $0 Aug $65,000 $0 $65,000 Aug $0 $0 $0 Sep $70,000 $0 $70,000 Sep $0 $0 $0 Oct $80,000 $0 $80,000 Oct $0 $0 $0 Nov $55,000 $0 $55,000 Nov $0 $0 $0 Dec $46,600 $0 $46,600 Dec $0 $0 $0
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Appendix
Table: Personnel
Personnel Plan Name or Title or Group Name or Title or Group Name or Title or Group Total People Total Payroll 0% 0% 0% Jan $0 $0 $0 0 $0 Feb $0 $0 $0 0 $0 Mar $0 $0 $0 0 $0 Apr $0 $0 $0 0 $0 May $0 $0 $0 0 $0 Jun $0 $0 $0 0 $0 Jul $0 $0 $0 0 $0 Aug $0 $0 $0 0 $0 Sep $0 $0 $0 0 $0 Oct $0 $0 $0 0 $0 Nov $0 $0 $0 0 $0 Dec $0 $0 $0 0 $0
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Appendix
Table: Profit and Loss
Pro Forma Profit and Loss Sales Direct Cost of Sales Other Costs of Sales Total Cost of Sales Gross Margin Gross Margin % Jan $54,000 $0 $0 $0 $54,000 100.00% Feb $28,500 $0 $0 $0 $28,500 100.00% Mar $44,500 $0 $0 $0 $44,500 100.00% Apr $45,000 $0 $0 $0 $45,000 100.00% May $57,000 $0 $0 $0 $57,000 100.00% Jun $65,000 $0 $0 $0 $65,000 100.00% Jul $67,000 $0 $0 $0 $67,000 100.00% Aug $65,000 $0 $0 $0 $65,000 100.00% Sep $70,000 $0 $0 $0 $70,000 100.00% Oct $80,000 $0 $0 $0 $80,000 100.00% Nov $55,000 $0 $0 $0 $55,000 100.00% Dec $46,600 $0 $0 $0 $46,600 100.00%
Expenses Payroll Marketing/Promotion Depreciation Rent Utilities Insurance Payroll Taxes Other Total Operating Expenses Profit Before Interest and Taxes EBITDA Interest Expense Taxes Incurred Net Profit Net Profit/Sales
15%
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Appendix
Table: Cash Flow
Pro Forma Cash Flow Jan Cash Received Cash from Operations Cash Sales Cash from Receivables Subtotal Cash from Operations Additional Cash Received Sales Tax, VAT, HST/GST Received New Current Borrowing New Other Liabilities (interest-free) New Long-term Liabilities Sales of Other Current Assets Sales of Long-term Assets New Investment Received Subtotal Cash Received Expenditures Expenditures from Operations Cash Spending Bill Payments Subtotal Spent on Operations Additional Cash Spent Sales Tax, VAT, HST/GST Paid Out Principal Repayment of Current Borrowing Other Liabilities Principal Repayment Long-term Liabilities Principal Repayment Purchase Other Current Assets Purchase Long-term Assets Dividends Subtotal Cash Spent Net Cash Flow Cash Balance $0 $336,628 $336,628 $0 $18,582 $18,582 $0 $11,347 $11,347 $0 $15,992 $15,992 $0 $16,257 $16,257 $0 $19,817 $19,817 $0 $22,157 $22,157 $0 $22,717 $22,717 $0 $22,187 $22,187 $0 $23,737 $23,737 $0 $26,387 $26,387 $0 $19,053 $19,053 0.00% $0 $0 $0 $0 $0 $0 $0 $141,470 Jan $0 $0 $0 $0 $0 $0 $0 $136,445 Feb $0 $0 $0 $0 $0 $0 $0 $50,988 Mar $0 $0 $0 $0 $0 $0 $0 $33,025 Apr $0 $0 $0 $0 $0 $0 $0 $47,638 May $0 $0 $0 $0 $0 $0 $0 $50,300 Jun $0 $0 $0 $0 $0 $0 $0 $59,700 Jul $0 $0 $0 $0 $0 $0 $0 $65,050 Aug $0 $0 $0 $0 $0 $0 $0 $67,700 Sep $0 $0 $0 $0 $0 $0 $0 $68,875 Oct $0 $0 $0 $0 $0 $0 $0 $66,500 Nov $0 $0 $0 $0 $0 $0 $0 $71,025 Dec Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec
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Appendix
Table: Balance Sheet
Pro Forma Balance Sheet Jan Assets Current Assets Cash Accounts Receivable Other Current Assets Total Current Assets Long-term Assets Long-term Assets Accumulated Depreciation Total Long-term Assets Total Assets Liabilities and Capital Current Liabilities Accounts Payable Current Borrowing Other Current Liabilities Subtotal Current Liabilities Long-term Liabilities Total Liabilities Paid-in Capital Retained Earnings Earnings Total Capital Total Liabilities and Capital Net Worth $336,000 $0 $100,362 $436,362 $452,036 $888,398 $100 $88,096 $275,047 $363,243 $1,251,641 $363,243 $18,209 $0 $100,362 $118,571 $452,036 $570,607 $100 $363,143 $35,163 $398,406 $969,013 $398,406 $10,814 $0 $100,362 $111,176 $452,036 $563,212 $100 $363,143 $52,476 $415,719 $978,931 $415,719 $15,454 $0 $100,362 $115,816 $452,036 $567,852 $100 $363,143 $80,989 $444,232 $1,012,084 $444,232 $15,599 $0 $100,362 $115,961 $452,036 $567,997 $100 $363,143 $109,852 $473,095 $1,041,092 $473,095 $19,079 $0 $100,362 $119,441 $452,036 $571,477 $100 $363,143 $147,116 $510,359 $1,081,836 $510,359 $21,399 $0 $100,362 $121,761 $452,036 $573,797 $100 $363,143 $189,979 $553,222 $1,127,019 $553,222 $21,979 $0 $100,362 $122,341 $452,036 $574,377 $100 $363,143 $234,242 $597,485 $1,171,862 $597,485 $21,399 $0 $100,362 $121,761 $452,036 $573,797 $100 $363,143 $277,105 $640,348 $1,214,145 $640,348 $22,849 $0 $100,362 $123,211 $452,036 $575,247 $100 $363,143 $323,468 $686,711 $1,261,958 $686,711 $25,749 $0 $100,362 $126,111 $452,036 $578,147 $100 $363,143 $376,831 $740,074 $1,318,221 $740,074 $18,499 $0 $100,362 $118,861 $452,036 $570,897 $100 $363,143 $412,694 $775,937 $1,346,834 $775,937 $16,063 $0 $100,362 $116,425 $452,036 $568,461 $100 $363,143 $442,677 $805,920 $1,374,381 $805,920 $402,640 $255,940 $309,137 $967,717 $207,482 $168,470 $309,137 $685,089 $325,345 $60,525 $309,137 $695,007 $364,986 $54,038 $309,137 $728,160 $382,019 $66,013 $309,137 $757,168 $413,400 $75,375 $309,137 $797,912 $443,883 $90,075 $309,137 $843,095 $481,426 $97,375 $309,137 $887,938 $523,759 $97,325 $309,137 $930,221 $569,272 $99,625 $309,137 $978,034 $614,410 $110,750 $309,137 $1,034,297 $654,523 $99,250 $309,137 $1,062,910 $706,495 $74,825 $309,137 $1,090,457 Starting Balances Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec
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