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CHAPTER OBJECTIVES
1. To review the nonquantitative aspects of evaluating business opportunities. 2. To introduce the methods by which an entrepreneur can enter a market with a product or service. 3. To discuss the types of information available to assist in the quantitative analysis to select a small business and illustrate how that information can be used. 4. To discuss ways that the entrepreneur can develop a strategic competitive advantage. 5. To provide a systematic way to quantitatively assess an industry and evaluate the financial feasibility of a specific small business opportunity.
Goals
Experience
Wikes Video Case How are above factors illustrated in his case
Three Ways
offer a totally new product Muttluks offer an existing product to a different market Earthbuddy - Israel offer a product or service similar to those existing in the same market Oil change specialists How did they break into the market ? Java nook, Earthbuddy, Wikes, American Clothing
the right industry Owners attention to daily operations Contact with employees Demand is small or local Require flexibility More labor less capital Govt. encouragement the right business Growth areas the right aspect of the business Flexibility, innovation, location , price etc
Collection of Information
observations surveys
test marketing
Design a simple mail questionnaire to assess demand for a carpet cleaning business in your city.
Is it _________ feasible?????
Beermits case how to determine _________
Step One - Calculate the Market Potential Step Two - Calculate the Market Share Step Three - Calculate the Net Income and Cash Flow
Determine the market area and its population Obtain revenue , (sales) statistics for the product or service in the area Adjust the market potential total as necessary
1. Estimate the total amount of selling space in the market devoted to the merchandise the new business will sell 2. Estimate the size of the proposed store 3. Calculate the market share based on selling space
4. Make adjustments to reflect any competitor strengths and weaknesses regarding the proposed store 5. Multiply the revised market share percentage by the market potential estimate obtained in step 1.
cost of goods sold and gross profit percentages; cash operating expenses; interest and depreciation
2. Subtract expenses from revenue to determine projected net income in the first year and subsequent years.
Concept Checks
1. What non-quantitative factors should be considered in the selection of a small business? 2. What are three ways of entering the market? 3. What are two methods of collecting information? In what situations would they be most useful?
Concept Checks
4. What are the three methods of collecting primary data? Which is the most relevant to a small business? 5. What steps are involved in determining the financial feasibility of a retail store?
Using the information provided, prepare an estimate of the market potential for the target market Alice Wood is aiming at. What portion of this market potential could Alice expect for Petite Shop's market share? What non quantitative considerations should be brought into this analysis?
2.
3.
Question 1. Using the information presented in Petite Shop "A" and this case prepare an estimated income statement and return on investment calculation for Petite Shop's first year of operation.