Page 203 - Business Plans that Work A Guide for Small Business

192 • Index

Industry overview, 49 industry analysis of, 59–78
Infotrac, 72, 96 management team plan, 123–125
Initial public offerings (IPOs), 7–8 market testing of, 128–129
Innovation, competition and, 129 marketing plan, 97–102
International Franchise Expo, 69 offering plan, 136
International Franchising operations plan, 106–114
Association, 102 Quick Screen of, 27–34
Internet-based businesses, 6–10, 92 store locations of, 157–158
Inventory turn ratio, 142 success factors of, 74–75
Investor realizable return (IRR), 27 table of contents, 53–55
Investors, 14, 44–46, 119 Web site, 109–110
business planning and, 40, 41, 42, Learning curve, for entrepreneurs, 4
161–162 Legal rights, 122
due diligence and, 18, 53, 58–59 Lenk, Toby, 8
entrepreneurs and, 135 LexisNexis Academic, 72
IRR, 27 Liabilities, 122, 152–153
Regulation D and, 47 Lifestyle firms, 24
valuation of company for, 133–134 Lifestyle opportunity, 24
iPad, 7 Loans, 136
iPod, 9 Local leases, 111
IPOs. See Initial public offerings London Business School, 2
IRR. See Investor realizable return Lotus 123, 9
Item 19, of FDD, 95 Low pricing, 91

Jiffy Lube, 64, 93 Macroeconomic risk, 132
Job security, 2 Macroeconomic trends, 65
Jobs, Steven, 1 Margin analysis, of opportunity, 19
Market
Kauffman Foundation, 1–2 acceptance, 127
Kawasaki, Guy, 21 consolidating, 57
Kentucky Fried Chicken, 4 demand, 19–20, 91
KFC, 139 emerging, 57
Kimbro, Dennis, 15 niche markets, 15, 129
Knowledge, of entrepreneurs, 13–14 research, 128
Kroc, Ray, 5 share, 8
target, 49, 89–90
Lawrence, Steve, 142 testing, 128–129
Lawyers, 14, 47, 121, 122 Marketing plan, 10, 46. See also
Lazybones, 18 Advertising and promotions;
Business Planning Guide for, 37–39 Customer/market analysis
company and product description, communications strategy, 93,
82–88 100–101
competitive analysis of, 73–77 critical risk analysis in, 128–129
cover letter, 48 customer/market analysis in, 40,
critical risk analysis of, 131–136 66–71, 99
development plan, 115–117 distribution strategy of, 92–93, 99
documentation of evolution at, 158 emotional vs. rational response in,
executive summary for, 50–52 89–90
financial plan of, 143–155 forecasting sales in, 94–96