Page 202 - Business Plans that Work A Guide for Small Business

Index 191

operating expenses, 130, 147–148 Giveaways, 100
overhead costs, 149–150 Global Entrepreneurship Monitor
ownership and, 122–123, 133 (GEM), 2
PAT, 134–135 Goals, of entrepreneurs, 10–12
PE, 134–135 Google, 1, 45, 99, 165
pro forma financial statements in, 12, Google Adwords, 100, 102
100, 111, 138–140, 141 Graphics. See Visual aids, for business
resources, 20–21 planning
revenue drivers, 143–144 Great Recession, 2
revenue sources, 140–141 Gross margins, 138–139
SG&A costs, 139–140 Growth, of business, 5–7, 58–60
sources and uses table, 132–133 critical risks analysis and, 128–129
start-up costs, 146 entry and growth strategy, 81
valuation of company and, 133–134 milestones in, 8–9, 114, 121, 133
variable costs, 146–147
“First mover’s advantage” concept, 9–10 Hackney, Sean, 14
Fit and balance, opportunity and, Hangers America, 33
17–18, 22–23 Headquarter costs, 149–150
Five-year projected financials, 142 Hermann, Dan, 24, 27–34, 124.
Focus groups, 128 See also Lazybones
Ford, Henry, 165 Hewlett-Packard, 1
Forecasting, sales and marketing, 94–96 Hiring strategy for team, 120
“Four anchors,” 26–27 Home Depot, 1, 9–10, 23, 165
Framework, for business plan, 39
Franchise Disclosure Document (FDD), IBM, 1, 165
95, 102, 161 Ideas, opportunity and, 19, 25–26
Franchise Times, 95 Imitation risk, 131
Franchising, 76, 94, 96, 145 Income, 47
buyers, 85 Income statement, 52, 138–142,
customers, 84 150–151
FDD, 95, 102, 161 India, 130
fees, 64, 100 Industry analysis
industry analysis and, 62–65 competitive analysis/competitive
opening of, 116 profile matrix in, 61, 71–77,
operational differences, 110–111 129
pricing, 100–101 customer/market analysis, 66–71
product proposition, 83–84 description of industry in, 58
royalty rate, 65 due diligence and, 18, 53, 58–59
by segment, 63 employment size and, 61
strategy, 104 ethics and fraud in, 69
Fraud, 47, 69 franchising, 62–65
Future value (FV), 134–135 growth of market in, 58–60
FV. See Future value Industry revenue and growth, 60
Lazybones example of, 59–78
Gantt chart, 117 macroeconomic trends, 65
Gates, Bill, 1, 165 niche markets and, 59, 129
GE, 1 segment of industry within, 58, 59
GEM. See Global Entrepreneurship statistics and citations, 58
Monitor trends in, 57, 62