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General Notes:

The aim of this model is to provide a template for your company's financial plan.
The eventual objective is to clearly understand the unit economics, scalability and path t
In this workbook, we have divided education companies into three broad categories
Type I: Companies selling products/services directly or through a channel to students/sch
Type II: Businesses that involve setting up physical infrastructure or dependence on teac
Type III: Marketplaces or other web/mobile based companies
To begin, categorize your company under one the the above listed categories.
We understand that some business models may be unique and may not entirely fall into
However, we urge you to choose the one that fits best. The template can then be tweak

Model Instructions:
The model is constructed at a unit level (school/college/student etc.) and is then aggrega
All numbers are in INR for the financial year ending 31st March. The model starts from 1
Once you have identified your category, start by filling in the assumptions in the "Type X
Blue cells indicate assumptions. Do not enter values into non-blue cells. These are calcu
Read the "Instructions" column on the right (column Q) carefully while filling in the assum
Some assumptions are on a monthly basis while some are on a quarterly basis. Pay atte
Created by:

2015 Unitus Seed Fund Advisors, LLP

ny's financial plan.


mics, scalability and path to profitability for your business.
hree broad categories
a channel to students/schools/colleges
re or dependence on teachers/other intermediaries

sted categories.
d may not entirely fall into either of the three categories.
mplate can then be tweaked to suit your company's requirements.

t etc.) and is then aggregated to reflect company-level numbers.


. The model starts from 1st Apr'16 and is built for three years (till 31st Mar'19).
ssumptions in the "Type X Assumptions" tab.
blue cells. These are calculated cells.
ly while filling in the assumptions.
a quarterly basis. Pay attention to that.

1st Mar'19).

Type I- Companies selling products/services directly


Financial Year
Start Date
End Date

FY17
01-Apr-16
30-Jun-16

01-Jul-16
30-Sep-16

Unit Assumptions (per kit, book etc.)


Selling Price
Direct Costs
Raw material cost
Manufacturing cost
Logistics cost
Packaging cost
Commission to channel partners
Customer acquisition cost
Other direct costs

100

100

35
25
-

35
25
###

10
300
4%
1

18
300
4%
1

Company Level
New schools/colleges acquired
Average # of students per college/school
% Churn
# of services/products per student
Corporate Costs
Product development cost
Indirect Marketing cost
Office Expenses
Salaries
Hardware and Software
Travel
Other Overheads

150,000
400,000
150,000
200,000
200,000
100,000
-

Cash balances
Opening cash balance
Minimum cash balance

100,000
50,000

Capex
Machinery
Computers, tablets etc.

60,000
100,000

150,000
400,000
150,000
300,000
200,000
100,000
-

Others (furniture, fittings etc.)

50,000

services directly or through a channel to students/schools/co


01-Oct-16
31-Dec-16

100

01-Jan-17
01-Apr-17

100

FY18
02-Apr-17
01-Jul-17

150

02-Jul-17
01-Oct-17

150

02-Oct-17
01-Jan-18

150

35
25
-

35
25
###

35
25
-

35
25
###

35
25
-

23
300
4%
1

38
300
4%
1

63
300
4%
1

77
300
4%
1

89
300
4%
1

150,000
400,000
150,000
300,000
200,000
100,000
-

150,000
400,000
150,000
400,000
200,000
100,000
-

150,000
400,000
150,000
400,000
200,000
100,000
-

150,000
400,000
150,000
500,000
200,000
100,000
-

150,000
400,000
150,000
500,000
200,000
100,000
-

tudents/schools/colleges
02-Jan-18
01-Apr-18

150

FY19
02-Apr-18
01-Jul-18

225

02-Jul-18
01-Oct-18

225

02-Oct-18
01-Jan-19

225

02-Jan-19
01-Apr-19

225

35
25
-

35
25
###

35
25
-

35
25
###

35
25
-

114
300
4%
1

164
300
4%
1

184
300
4%
1

204
300
4%
1

284
300
4%
1

150,000
400,000
150,000
500,000
200,000
100,000
-

150,000
400,000
150,000
500,000
200,000
100,000
-

150,000
400,000
150,000
500,000
200,000
100,000
-

150,000
400,000
150,000
500,000
200,000
100,000
-

150,000
400,000
150,000
500,000
200,000
100,000
-

Instructions
Enter per unit revenue and costs in this section; A unit is a student (for a B2C business) or
a school/college/training institute etc. (for a B2B business)

Enter selling price/subscription fee per unit; In case you have more than one product/service,

Only applicable to physical products (books, kits etc.)


Only applicable to physical products (books, kits etc.)
Only applicable to physical products (books, kits etc.); Costs related to shipping and warehou
Only applicable to physical products (books, kits etc.)
Usually a % of the selling price, but over here need to give the amount and not %
All direct sales and marketing costs to be included here
Any other costs that can be directly attributed to the product or service

% of total students that may drop out each quarter


Mention # of units (products/services) purchased by a student in a quarter
Enter aggregate company level costs here
Marketing efforts that cannot be directly attributed to sales
Office related expenses like rent, stationery, telephone etc.
Team salaries captured here; commision on sales to be captured in unit-level costs above

Expected cash/bank balance as on 31st Mar'15


Minimum cash you would need as a reserve at any point in time. Cash balance can never go b
One-time costs relating to factory/office to be entered here

ce, enter the average price

o below this.

Type I- Companies selling products/services directly


Financial Year
Start Date
End Date

FY16
01-Apr-15
30-Jun-15

01-Jul-15
30-Sep-15

Unit Economics (per kit, book etc.)


Selling Price
Direct Costs
Raw material cost
Manufacturing cost
Logistics cost
Packaging cost
Commission to channel partners
Customer acquisition cost
Other direct costs
Total Direct Costs
Gross Profit (per unit)
Gross Margin

100

100

35
25
60

35
25
60

40
40%

40
40%

Company Level
Total # of schools/colleges
Gross total # of students
Net total # of students

10
3,000
2,880

18
5,400
5,184

Total Revenue
Growth

288,000

518,400
80%

Total Direct Cost


Growth

172,800

239,040
38%

Gross Profit
Gross Margin

115,200
40%

279,360
54%

Total Corporate Costs


Growth
Net Profit

2,500,000

2,600,000
4%

(2,384,800)

(2,320,640)

Net Margin
Cash
Opening Balance
Capex
Net Profit/(Loss)
Funding required
Closing Balance
Funding Requirement

-828%

-448%

100,000
(210,000)
(2,384,800)
2,544,800
50,000

50,000
(2,320,640)
2,320,640
50,000

10,454,560

Unit Economics: Common-size


Selling Price

100%

100%

Raw material cost


Manufacturing cost
Logistics cost
Packaging cost
Commission to channel partners
Customer acquisition cost
Other direct costs
Total Direct Costs

0%
0%
0%
0%
35%
25%
0%
60%

0%
0%
0%
0%
35%
25%
0%
60%

Gross Profit (per unit)

40%

40%

vices directly or through a channel to students/schools/colleg


01-Oct-15
31-Dec-15

01-Jan-16
31-Mar-16

FY17
01-Apr-16
30-Jun-16

01-Jul-16
30-Sep-16

01-Oct-16
31-Dec-16

100

100

150

150

150

35
25
60

35
25
60

35
25
60

35
25
60

35
25
60

40
40%

40
40%

90
60%

90
60%

90
60%

23
6,900
6,624

38
11,400
10,944

63
18,900
18,144

77
23,100
22,176

89
26,700
25,632

662,400
28%

1,094,400
65%

2,721,600
149%

3,326,400
22%

3,844,800
16%

267,840
12%

491,040
83%

815,040
66%

876,960
8%

983,520
12%

394,560
60%

603,360
55%

1,906,560
70%

2,449,440
74%

2,861,280
74%

2,700,000
4%

2,800,000
4%

2,900,000
4%

3,000,000
3%

3,000,000
0%

(2,305,440)

(2,196,640)

(993,440)

(550,560)

(138,720)

-348%

-201%

-37%

-17%

-4%

50,000
(2,305,440)
2,305,440
50,000

50,000
(2,196,640)
2,196,640
50,000

50,000
(993,440)
993,440
50,000

50,000
(550,560)
550,560
50,000

50,000
(138,720)
138,720
50,000

100%

100%

100%

100%

100%

0%
0%
0%
0%
35%
25%
0%
60%

0%
0%
0%
0%
35%
25%
0%
60%

0%
0%
0%
0%
23%
17%
0%
40%

0%
0%
0%
0%
23%
17%
0%
40%

0%
0%
0%
0%
23%
17%
0%
40%

40%

40%

60%

60%

60%

hools/colleges
01-Jan-17
31-Mar-17

FY18
01-Apr-17
30-Jun-17

01-Jul-17
30-Sep-17

01-Oct-17
31-Dec-17

01-Jan-18
31-Mar-18

150

225

225

225

225

35
25
60

35
25
60

35
25
60

35
25
60

35
25
60

90
60%

165
73%

165
73%

165
73%

165
73%

114
34,200
32,832

164
49,200
47,232

184
55,200
52,992

204
61,200
58,752

284
85,200
81,792

4,924,800
28%

10,627,200
116%

11,923,200
12%

13,219,200
11%

18,403,200
39%

1,329,120
35%

2,013,120
51%

1,998,720
-1%

2,200,320
10%

3,438,720
56%

3,595,680
73%

8,614,080
81%

9,924,480
83%

11,018,880
83%

14,964,480
81%

3,000,000
0%

3,000,000
0%

3,000,000
0%

3,000,000
0%

1,500,000
-50%

5,614,080

6,924,480

8,018,880

595,680

13,464,480

12%

50,000
595,680
645,680

53%

645,680
5,614,080
6,259,760

58%

6,259,760
6,924,480
13,184,240

61%

13,184,240
8,018,880
21,203,120

73%

21,203,120
13,464,480
34,667,600

100%

100%

100%

100%

100%

0%
0%
0%
0%
23%
17%
0%
40%

0%
0%
0%
0%
16%
11%
0%
27%

0%
0%
0%
0%
16%
11%
0%
27%

0%
0%
0%
0%
16%
11%
0%
27%

0%
0%
0%
0%
16%
11%
0%
27%

60%

73%

73%

73%

73%

FY16
01-Apr-15
31-Mar-16

38
11,400
10,944

FY17
01-Apr-16
31-Mar-17

114
34,200
32,832

FY18
01-Apr-17
31-Mar-18

284
85,200
81,792

2,563,200

14,817,600
478%

54,172,800
266%

1,170,720

4,004,640
242%

9,650,880
141%

10,812,960
73%

44,521,920
82%

10,600,000

11,900,000
12%

10,500,000
-12%

(9,207,520)

(1,087,040)

34,021,920

1,392,480
54%

-359%

-7%

100,000
(210,000)
(9,207,520)
9,367,520
50,000

50,000
(1,087,040)
1,087,040
50,000

63%

50,000
34,021,920
34,071,920

Type I- Companies selling products/services directly


Financial Year
Start Date
End Date

FY16
01-Apr-15
30-Jun-15

01-Jul-15
30-Sep-15

01-Oct-15
31-Dec-15

Total Revenue

288,000

518,400

662,400

Total Direct Cost


Gross Profit
Gross Margin

172,800
115,200
40%

239,040
279,360
54%

267,840
394,560
60%

Total Corporate Costs


Net Profit
Net Margin

2,500,000
(2,384,800)
-828%

2,600,000
(2,320,640)
-448%

2,700,000
(2,305,440)
-348%

Cash Flow Statement


Opening Balance
Net Profit/(Loss)
Capex
Funding Requirement
Closing Balance

100,000
(2,384,800)
(210,000)
2,544,800
50,000

50,000
(2,320,640)
2,320,640
50,000

50,000
(2,305,440)
2,305,440
50,000

Profit & Loss Statement

vices directly or through a channel to students/schools/colleg


01-Jan-16
31-Mar-16

1,094,400

FY16
01-Apr-15
31-Mar-16

FY17
01-Apr-16
31-Mar-17

FY18
01-Apr-17
31-Mar-18

2,563,200

14,817,600

54,172,800

491,040
603,360
55%

1,170,720
1,392,480
54%

4,004,640
10,812,960
73%

9,650,880
44,521,920
82%

2,800,000
(2,196,640)
-201%

10,600,000
(9,207,520)
-359%

11,900,000
(1,087,040)
-7%

10,500,000
34,021,920
63%

50,000
(2,196,640)
2,196,640
50,000

100,000
(9,207,520)
(210,000)
9,367,520
50,000

50,000
(1,087,040)
1,087,040
50,000

50,000
34,021,920
34,071,920

ents/schools/colleges

Type II- Businesses that involve setting up physical i


Financial Year
Start Date
End Date

FY16
01-Apr-15
30-Jun-15

01-Jul-15
30-Sep-15

Unit Assumptions (center level)


Monthly Fees
Average # of students per center
Direct Costs
Staff Costs
# of students per teacher
# of helpers/coordinators per teacher
Monthly salary- teacher
Monthly salary- helper
Rent (per month)
Materials
Student acquisition cost
Other direct costs
Capex (one time costs for a center)
Furniture & Fittings
Computers, tablets etc.
Other Capex
Capex (corporate level costs)
Machinery
Computers, tablets etc.
Others (furniture, fittings etc.)

750
40

50
25
18,000
8,000
12,000
3,000
200
-

750
60

50
25
18,000
8,000
12,000
3,000
200
###

150,000
60,000
100,000
100,000
50,000

Company Level
# of new centers
Corporate Costs
Content/curriculum development cost
Indirect Marketing cost
Office Expenses
Salaries
Hardware and Software
Travel

150,000
300,000
150,000
500,000
150,000
50,000

150,000
300,000
150,000
500,000
150,000
50,000

Other Overheads
Opening cash balance
Minimum cash balance

100,000
30,000

ting up physical infrastructure or depedence on teachers/oth


01-Oct-15
31-Dec-15

01-Jan-16
31-Mar-16

FY17
01-Apr-16
30-Jun-16

01-Jul-16
30-Sep-16

750
80

750
100

825
140

50
25
18,000
8,000
12,000
3,000
200
-

50
25
18,000
8,000

50
25
18,000
8,000
3,000
200
-

15

20

25

30

40

150,000
300,000
150,000
500,000
150,000
50,000

150,000
300,000
150,000
500,000
150,000
50,000

150,000
300,000
150,000
500,000
150,000
50,000

150,000
300,000
150,000
500,000
150,000
50,000

150,000
300,000
150,000
500,000
150,000
50,000

3,000
200
###

825
180

01-Oct-16
31-Dec-16

50
25
18,000
8,000
3,000
200
###

825
220

50
25
18,000
8,000
3,000
200
-

ce on teachers/other intermediaries
01-Jan-17
31-Mar-17

825
260

50
25
18,000
8,000
3,000
200
-

FY18
01-Apr-17
30-Jun-17

908
300

50
25
18,000
8,000
3,000
200
###

01-Jul-17
30-Sep-17

908
300

50
25
18,000
8,000
3,000
200
-

01-Oct-17
31-Dec-17

908
300

50
25
18,000
8,000
3,000
200
###

01-Jan-18
31-Mar-18

908
300

50
25
18,000
8,000
3,000
200
-

30

20

20

20

20

150,000
300,000
150,000
500,000
150,000
50,000

150,000
300,000
150,000
500,000
150,000
50,000

150,000
300,000
150,000
500,000
150,000
50,000

150,000
300,000
150,000
500,000
150,000
50,000

150,000
300,000
150,000
500,000
150,000
50,000

Instructions
Enter per unit revenue and costs in this section;
A unit is a school/center/teacher/franchisee/tutor etc.
Enter fees per student here; Include fees for tuition, books, uniforms etc.

Enter center level costs here

Rent for the centers; Do not add central office rent here

All direct marketing costs to be included here; Note that this reflects cost of acquisition per st
Any other costs that can be directly attributed to the service
Enter cost for setting up a single center here

One-time costs relating to head-office to be entered here

Enter aggregate company level costs here


Marketing efforts that cannot be directly attributed to sales
Office related expenses like rent, stationery, telephone etc.
Team salaries captured here; commision on sales to be captured in unit-level costs above

Expected cash/bank balance as on 31st Mar'15


Minimum cash you would need as a reserve at any point in time. Cash balance can never go b

student.

o below this.

Type II- Businesses that involve setting up physical


Financial Year
Start Date
End Date

FY16
01-Apr-15
30-Jun-15

01-Jul-15
30-Sep-15

Unit Economics (center level)


Total Fees

90,000

135,000

Direct Costs
Staff cost- teachers
Staff cost-helpers
Rent
Materials
Student acquisition cost
Other direct costs
Total Direct Costs

54,000
48,000
36,000
3,000
8,000
149,000

54,000
48,000
36,000
3,000
4,000
145,000

Gross Profit (per unit)


Gross Margin

(59,000)
-66%

(10,000)
-7%

Capex per center


Cumulative gross profit
Time to Breakeven

210,000
(59,000)

(69,000)

Company Level
Total # of centers
Total Revenue
Growth

90,000

810,000
800%

Total Direct Cost


Growth

149,000

870,000
484%

Gross Profit
Gross Margin

(59,000)
-66%

(60,000)
-7%

Total Corporate Costs


Growth

1,300,000

1,300,000
0%

Net Profit
Net Margin

(1,359,000)
-1510%

(1,360,000)
-168%

Cash
Opening Balance
Capex
Net Profit/(Loss)
Funding required
Closing Balance

100,000
(460,000)
(1,359,000)
1,749,000
30,000

30,000
(1,050,000)
(1,360,000)
2,410,000
30,000

Funding Requirement

21,793,000

Unit Economics: Common-size


Selling Price

100%

100%

Staff cost- teachers


Staff cost-helpers
Rent
Materials
Student acquisition cost
Other direct costs
Total Direct Costs

60%
53%
40%
3%
9%
0%
166%

40%
36%
27%
2%
3%
0%
107%

Gross Profit (per unit)

-66%

-7%

g up physical infrastructure or depedence on teachers/other i


01-Oct-15
31-Dec-15

01-Jan-16
31-Mar-16

180,000

225,000

108,000
72,000
36,000
3,000
4,000
223,000

108,000
96,000
3,000
4,000
211,000

FY17
01-Apr-16
30-Jun-16

01-Jul-16
30-Sep-16

01-Oct-16
31-Dec-16

346,500

445,500

544,500

162,000
144,000
3,000
8,000
317,000

216,000
168,000
3,000
8,000
395,000

216,000
216,000
3,000
8,000
443,000

(43,000)
-24%

14,000
6%

29,500
9%

50,500
11%

101,500
19%

(112,000)

(98,000)

(68,500)

(18,000)

83,500

21

41

66

96

136

3,780,000
367%

9,225,000
144%

22,869,000
148%

42,768,000
87%

74,052,000
73%

4,683,000
438%

8,651,000
85%

20,922,000
142%

37,920,000
81%

60,248,000
59%

(903,000)
-24%

574,000
6%

1,947,000
9%

4,848,000
11%

13,804,000
19%

1,300,000
0%

1,300,000
0%

1,300,000
0%

1,300,000
0%

1,300,000
0%

(2,203,000)
-58%

(726,000)
-8%

647,000
3%

3,548,000
8%

12,504,000
17%

30,000
(3,150,000)
(2,203,000)
5,353,000
30,000

30,000
(4,200,000)
(726,000)
4,926,000
30,000

30,000
(5,250,000)
647,000
4,603,000
30,000

30,000
(6,300,000)
3,548,000
2,752,000
30,000

30,000
(8,400,000)
12,504,000
4,134,000

100%

100%

100%

100%

100%

60%
40%
20%
2%
2%
0%
124%

48%
43%
0%
1%
2%
0%
94%

47%
42%
0%
1%
2%
0%
91%

48%
38%
0%
1%
2%
0%
89%

40%
40%
0%
1%
1%
0%
81%

-24%

6%

9%

11%

19%

hers/other intermediaries
01-Jan-17
31-Mar-17

FY18
01-Apr-17
30-Jun-17

01-Jul-17
30-Sep-17

01-Oct-17
31-Dec-17

01-Jan-18
31-Mar-18

643,500

816,750

816,750

816,750

816,750

270,000
240,000
3,000
8,000
521,000

324,000
288,000
3,000
8,000
623,000

324,000
288,000
3,000
615,000

324,000
288,000
3,000
615,000

324,000
288,000
3,000
615,000

122,500
19%

193,750
24%

201,750
25%

201,750
25%

201,750
25%

206,000

399,750
BE

601,500
BE

803,250
BE

1,005,000
BE

166

186

206

226

246

106,821,000
44%

151,915,500
42%

168,250,500
11%

184,585,500
10%

200,920,500
9%

86,486,000
44%

115,878,000
34%

126,690,000
9%

138,990,000
10%

151,290,000
9%

20,335,000
19%

36,037,500
24%

41,560,500
25%

45,595,500
25%

49,630,500
25%

1,300,000
0%

1,300,000
0%

1,300,000
0%

1,300,000
0%

1,300,000
0%

19,035,000
18%

34,737,500
23%

40,260,500
24%

44,295,500
24%

48,330,500
24%

4,134,000
(6,300,000)
19,035,000
16,869,000

16,869,000
(4,200,000)
34,737,500
47,406,500

47,406,500
(4,200,000)
40,260,500
83,467,000

83,467,000
(4,200,000)
44,295,500
123,562,500

123,562,500
(4,200,000)
48,330,500
167,693,000

100%

100%

100%

100%

100%

42%
37%
0%
0%
1%
0%
81%

40%
35%
0%
0%
1%
0%
76%

40%
35%
0%
0%
0%
0%
75%

40%
35%
0%
0%
0%
0%
75%

40%
35%
0%
0%
0%
0%
75%

19%

24%

25%

25%

25%

FY16
01-Apr-15
31-Mar-16

41

FY17
01-Apr-16
31-Mar-17

166

FY18
01-Apr-17
31-Mar-18

246

13,905,000

246,510,000
1673%

705,672,000
186%

14,353,000

205,576,000
1332%

532,848,000
159%

40,934,000
17%

172,824,000
24%

5,200,000
0%

5,200,000
0%

(448,000)
-3%
5,200,000

(5,648,000)
-41%

35,734,000
14%

167,624,000
24%

100,000
(8,860,000)
(5,648,000)
14,438,000
30,000

30,000
(26,250,000)
35,734,000
7,355,000
16,869,000

16,869,000
(16,800,000)
167,624,000
167,693,000

Type II- Businesses that involve setting up physical


Financial Year
Start Date
End Date

FY16
01-Apr-15
30-Jun-15

01-Jul-15
30-Sep-15

01-Oct-15
31-Dec-15

90,000

810,000

3,780,000

149,000
(59,000)
-66%

870,000
(60,000)
-7%

4,683,000
(903,000)
-24%

Total Corporate Costs


Net Profit
Net Margin

1,300,000
(1,359,000)
-1510%

1,300,000
(1,360,000)
-168%

1,300,000
(2,203,000)
-58%

Cash Flow Statement


Opening Balance
Net Profit/(Loss)
Capex
Funding Requirement
Closing Balance

100,000
(460,000)
(1,359,000)
1,749,000
30,000

30,000
(1,050,000)
(1,360,000)
2,410,000
30,000

30,000
(3,150,000)
(2,203,000)
5,353,000
30,000

Profit & Loss Statement


Total Revenue
Total Direct Cost
Gross Profit
Gross Margin

etting up physical infrastructure or depedence on teachers/o


01-Jan-16
31-Mar-16

FY16
01-Apr-15
31-Mar-16

FY17
01-Apr-16
31-Mar-17

FY18
01-Apr-17
31-Mar-18

9,225,000

13,905,000

246,510,000

705,672,000

8,651,000
574,000
6%

14,353,000
(448,000)
-3%

205,576,000
40,934,000
17%

532,848,000
172,824,000
24%

1,300,000
(726,000)
-8%

5,200,000
(5,648,000)
-41%

5,200,000
35,734,000
14%

5,200,000
167,624,000
24%

30,000
(4,200,000)
(726,000)
4,926,000
30,000

100,000
(8,860,000)
(5,648,000)
14,438,000
30,000

30,000
(26,250,000)
35,734,000
7,355,000
16,869,000

16,869,000
(16,800,000)
167,624,000
167,693,000

e on teachers/other intermediaries

Type III- Marketplaces or other web/mobile based com


Financial Year
Start Date
End Date

FY16
01-Apr-15
30-Jun-15

01-Jul-15
30-Sep-15

800
500
3%
30

800
500
3%
30

Unit Assumptions (per seller)


Monthly listing fees
Average transaction size (Rs)
Transaction Fee
# of buyers per seller
Direct Costs (per month)
Seller acquisition cost
Seller on-boarding cost
Buyer acquisition cost
Service and Support
Other direct costs
Company Level
# of new sellers acquired

1,200
800
30
500
-

30
500
###

50

Corporate Costs
Development cost
Indirect Marketing cost
Office Expenses
Salaries
Hardware and Software
Travel
Other Overheads

150,000
300,000
150,000
500,000
150,000
50,000
-

150,000
300,000
150,000
500,000
150,000
50,000
-

Opening cash balance


Minimum cash balance

100,000
30,000

Capex
Machinery
Computers, tablets etc.
Others (furniture, fittings etc.)

100,000
100,000
50,000

/mobile based companies


01-Oct-15
31-Dec-15

01-Jan-16
31-Mar-16

FY17
01-Apr-16
30-Jun-16

800
500
3%
30

800
500
3%
30

880
500
3%
30

880
500
3%
30

880
500
3%
30

30
500
-

30
500
###

30
500
-

30
500
###

30
500
-

150

500

800

2,000

3,000

150,000
300,000
150,000
500,000
150,000
50,000
-

150,000
300,000
150,000
500,000
150,000
50,000
-

150,000
300,000
150,000
500,000
150,000
50,000
-

150,000
300,000
150,000
500,000
150,000
50,000
-

150,000
300,000
150,000
500,000
150,000
50,000
-

01-Jul-16
30-Sep-16

01-Oct-16
31-Dec-16

01-Jan-17
31-Mar-17

FY18
01-Apr-17
30-Jun-17

01-Jul-17
30-Sep-17

01-Oct-17
31-Dec-17

01-Jan-18
31-Mar-18

880
500
3%
30

968
500
3%
30

968
500
3%
30

968
500
3%
30

968
500
3%
30

30
500
-

30
500
###

30
500
-

30
500
###

30
500
-

5,000

5,000

5,000

5,000

5,000

150,000
300,000
150,000
500,000
150,000
50,000
-

150,000
300,000
150,000
500,000
150,000
50,000
-

150,000
300,000
150,000
500,000
150,000
50,000
-

150,000
300,000
150,000
500,000
150,000
50,000
-

150,000
300,000
150,000
500,000
150,000
50,000
-

Instructions
Enter per unit revenue and costs in this section;
A unit is a seller on the marketplace or any other platform

Direct marketing expenses per seller


Direct sales and marketing expenses to get a buyer on the marketplace

Enter aggregate company level costs here


Marketing efforts that cannot be directly attributed to sales
Office related expenses like rent, stationery, telephone etc.
Team salaries captured here; commision on sales to be captured in unit-level costs above

Expected cash/bank balance as on 31st Mar'15


Minimum cash you would need as a reserve at any point in time. Cash balance can never go b
One-time costs relating to factory/office to be entered here

o below this.

Type III- Marketplaces or other web/mobile based co


Financial Year
Start Date
End Date

FY16
01-Apr-15
30-Jun-15

01-Jul-15
30-Sep-15

Unit Economics (seller)


Listing fees
Transaction fees

2,400
450

2,400
450

Direct Costs
Seller acquisition cost
Buyer acquisition cost
Seller on-boarding cost
Service and Support
Other direct costs
Total Direct Costs

1,200
900
800
500
3,400

900
500
1,400

Gross Profit (per unit)


Gross Margin
Company Level
Total # of sellers
Seller acquistion cost
Seller on-boarding cost

(550)
-19%

1,450
51%

1
1,200
800

51
60,000
40,000

Total Revenue
Growth

2,850

145,350
5000%

Total Direct Cost


Growth

3,400

171,400
4941%

Gross Profit
Gross Margin
Total Corporate Costs
Growth
Net Profit
Net Margin

(550)
-19%

(26,050)
-18%

1,300,000

1,300,000
0%

(1,300,550)
-45633%

(1,326,050)
-912%

Cash
Opening Balance
Capex
Net Profit/(Loss)
Funding required
Closing Balance

100,000
(250,000)
(1,300,550)
1,480,550
30,000

Funding Requirement

6,345,800

30,000
(1,326,050)
1,326,050
30,000

Unit Economics: Common-size


Selling Price

100%

100%

Seller acquisition cost


Buyer acquisition cost
Seller on-boarding cost
Service and Support
Other direct costs
Total Direct Costs

42%
32%
28%
18%
0%
119%

0%
32%
0%
18%
0%
49%

Gross Profit (per unit)

-19%

51%

obile based companies


01-Oct-15
31-Dec-15

01-Jan-16
31-Mar-16

FY17
01-Apr-16
30-Jun-16

01-Jul-16
30-Sep-16

01-Oct-16
31-Dec-16

2,400
450

2,400
450

2,400
450

2,400
450

2,400
450

900
500
1,400

900
500
1,400

900
500
1,400

900
500
1,400

900
500
1,400

1,450
51%

1,450
51%

1,450
51%

1,450
51%

1,450
51%

201
180,000
120,000

701
600,000
400,000

1,501
960,000
640,000

3,501
2,400,000
1,600,000

6,501
3,600,000
2,400,000

572,850
294%

1,997,850
249%

4,277,850
114%

9,977,850
133%

18,527,850
86%

581,400
239%

1,981,400
241%

3,701,400
87%

8,901,400
140%

15,101,400
70%

(8,550)
-1%

16,450
1%

576,450
13%

1,076,450
11%

3,426,450
18%

1,300,000
0%

1,300,000
0%

1,300,000
0%

1,300,000
0%

1,300,000
0%

(1,308,550)
-228%

(1,283,550)
-64%

(723,550)
-17%

(223,550)
-2%

2,126,450
11%

30,000
(1,308,550)
1,308,550
30,000

30,000
(1,283,550)
1,283,550
30,000

30,000
(723,550)
723,550
30,000

30,000
(223,550)
223,550
30,000

30,000
2,126,450
2,156,450

100%

100%

100%

100%

100%

0%
32%
0%
18%
0%
49%

0%
32%
0%
18%
0%
49%

0%
32%
0%
18%
0%
49%

0%
32%
0%
18%
0%
49%

0%
32%
0%
18%
0%
49%

51%

51%

51%

51%

51%

01-Jan-17
31-Mar-17

FY18
01-Apr-17
30-Jun-17

01-Jul-17
30-Sep-17

01-Oct-17
31-Dec-17

01-Jan-18
31-Mar-18

2,400
450

2,400
450

2,400
450

2,400
450

2,400
450

900
500
1,400

900
500
1,400

900
500
1,400

900
500
1,400

900
500
1,400

1,450
51%

1,450
51%

1,450
51%

1,450
51%

1,450
51%

11,501
6,000,000
4,000,000

16,501
6,000,000
4,000,000

21,501
6,000,000
4,000,000

26,501
6,000,000
4,000,000

31,501
6,000,000
4,000,000

32,777,850
77%

47,027,850
43%

61,277,850
30%

75,527,850
23%

89,777,850
19%

26,101,400
73%

33,101,400
27%

40,101,400
21%

47,101,400
17%

54,101,400
15%

6,676,450
20%

13,926,450
30%

21,176,450
35%

28,426,450
38%

35,676,450
40%

1,300,000
0%

1,300,000
0%

1,300,000
0%

1,300,000
0%

1,300,000
0%

5,376,450
16%

12,626,450
27%

19,876,450
32%

27,126,450
36%

34,376,450
38%

2,156,450
5,376,450
7,532,900

7,532,900
12,626,450
20,159,350

20,159,350
19,876,450
40,035,800

40,035,800
27,126,450
67,162,250

67,162,250
34,376,450
101,538,700

100%

100%

100%

100%

100%

0%
32%
0%
18%
0%
49%

0%
32%
0%
18%
0%
49%

0%
32%
0%
18%
0%
49%

0%
32%
0%
18%
0%
49%

0%
32%
0%
18%
0%
49%

51%

51%

51%

51%

51%

FY16
01-Apr-15
31-Mar-16

FY17
01-Apr-16
31-Mar-17

FY18
01-Apr-17
31-Mar-18

2,718,900

65,561,400
2311%

273,611,400
317%

2,737,600

53,805,600
1865%

174,405,600
224%

11,755,800
18%

99,205,800
36%

5,200,000

5,200,000
0%

5,200,000
0%

(5,218,700)
-192%

6,555,800
10%

94,005,800
34%

(18,700)
-1%

100,000
(250,000)
(5,218,700)
5,398,700
30,000

30,000
6,555,800
947,100
7,532,900

7,532,900
94,005,800
101,538,700

Type III- Marketplaces or other web/mobile based co


Financial Year
Start Date
End Date

FY16
01-Apr-15
30-Jun-15

01-Jul-15
30-Sep-15

01-Oct-15
31-Dec-15

Profit & Loss Statement


Total Revenue

2,850

145,350

572,850

Total Direct Cost


Gross Profit
Gross Margin

3,400
(550)
-19%

171,400
(26,050)
-18%

581,400
(8,550)
-1%

Total Corporate Costs


Net Profit
Net Margin

1,300,000
(1,300,550)
-45633%

1,300,000
(1,326,050)
-912%

1,300,000
(1,308,550)
-228%

Cash Flow Statement


Opening Balance
Net Profit/(Loss)
Capex
Funding Requirement
Closing Balance

100,000
(250,000)
(1,300,550)
1,480,550
30,000

30,000
(1,326,050)
1,326,050
30,000

30,000
(1,308,550)
1,308,550
30,000

b/mobile based companies


01-Jan-16
31-Mar-16

FY16
01-Apr-15
31-Mar-16

FY17
01-Apr-16
31-Mar-17

FY18
01-Apr-17
31-Mar-18

1,997,850

2,718,900

65,561,400

273,611,400

1,981,400
16,450
1%

2,737,600
(18,700)
-1%

53,805,600
11,755,800
18%

174,405,600
99,205,800
36%

1,300,000
(1,283,550)
-64%

5,200,000
(5,218,700)
-192%

5,200,000
6,555,800
10%

5,200,000
94,005,800
34%

30,000
(1,283,550)
1,283,550
30,000

100,000
(250,000)
(5,218,700)
5,398,700
30,000

30,000
6,555,800
947,100
7,532,900

7,532,900
94,005,800
101,538,700