Business Plan for Export PATPRO - FIP THE BUSINESS PLAN: INTEGRATED MANAGEMENT TOOL a) Introduction b) Developing a Business

Plan: First Stage i) What is and what is a Business Plan? It is a document used to analyze, evalua te and present a commercial project, demotrando commercial feasibility, technica l, economic and financial Dismissing Myths Business plans are boring business plans are complicated not only need to put it in writing must once Haerle Before Start: Organizing THE BUSINESS PLAN: INTEGRATED MANAGEMENT TOOL Introduction Mistakes to Avoid Budgets prepared not bad considering all the costs and expenses not consider the profitability and horizon have not bought or market information have no adminis trative information, and accounting Being overly optimistic projections Questions to answer before drawing up the Plan Steps preparatory to the drafting of the Plan ii) Fundamental Components of the Plan Executive Summary Business D escription Market Analysis and Research Summary SWOT Analysis of this part THE BUSINESS PLAN: INTEGRATED MANAGEMENT TOOL c) Developing a Business Plan: Second Stage i) Study of Competition: Fixing the "benchmarking" ii) Strategy: Leadership, differentiation and focus. iii) Critica l Success Factors iv) Marketing Plan: Answers to key questions. v) Human Resourc es vi) Production Strategy vii) Synthesis of this part d) Developing a Business Plan: Third Stage i) Resources and Investments ii) Technical Feasibility iii) Ec onomic Feasibility (sales and costs) iv) Financial Feasibility (El cash flow) v) Financial Ratios: (payback period, NPV and IRR). vi) Sensitivity Analysis vii) Synthesis of this part THE BUSINESS PLAN: INTEGRATED MANAGEMENT TOOL e) Developing a Business Plan: Fourth Stage (Aspects of Leadership and Managemen t) i) Leadership and Management ii) General Conclusions iii) annex (Annex which is not appended to the Plan) iv) Questions to Answer and synthesis of this part f) Development of a Business Plan: Fifth Stage (Presentation) i) Written Present ation ii) Oral Presentation iii) Presentation Tools EXAMPLE OF A FORM OF BUSINESS PLAN EXECUTIVE SUMMARY 1. I. GENERAL INFORMATION - II .- BACKGROUND BRIEF HISTORY OF THE COMPANY III .GENERAL DESCRIPTION OF BUSINESS OF THE MAJOR PRODUCTS AND COMPETITIVE ADVANTAGE S 2. ORGANIZATIONAL ASPECTS I - ORGANIZATION OF THE COMPANY MISSION II .- III .IV .- VISION CRITICAL SUCCESS FACTORS V. - SISTEMAS VI. HUMAN RESOURCES VII. St rengths and Weaknesses VIII. THREATS AND OPPORTUNITIES EXAMPLE OF A FORM OF BUSINESS PLAN 3. I. MARKET INFORMATION - CUSTOMER DEMAND II .- III .- BUSINESS STRATEGY 4. I. LOCATION INFORMATION PRODUCTION PLANT INDUSTRIAL SAFETY III.NORMA II.INFRAESTRUC TURA and Occupational Hygiene IV .- DESIGN PATTERN AND SAMPLE V. - VI .- PROCESS DESIGN CAPACITY OF PRODUCTION MACHINERY AND EQUIPMENT VII .- VIII .- MANO WORKS REQUIRED QUALITY CONTROL IX .- X. - LOGISTICS AND OPERATIONS EXAMPLE OF A FORM OF BUSINESS PLAN 5. I. FINANCIAL INFORMATION - INVESTMENT REQUIREMENTS FOR SOURCES OF FUNDING II .- III .- IV .- COST SHEET CASH FLOW V. - VI DEBT SERVICE .- INCOME STATEMENT AN D BALANCE SHEET VII .- CALCULATION OF INDICES OF RETURN

What is a Business Plan? 1. Quantitative and qualitative paper to analyze, evaluate and present a draft expo rt business: • Knowledge and approval of superiors. • Convincing investors. • Su pport requests for credit. • Offer for sale or buy businesses. • Engage potentia l partners. What is a Business Plan? 3. It is composed of all-embracing synthesis (Executive Summary) and chapters de aling with the project from different perspectives. 4. It brings together in one text needed to evaluate a business and guidelines for its implementation. 5. It is essential to clear the basic idea of what you want to undertake. 6. It is no t expenditure, investment (the "Instruction Manual") HOW TO SET UP A BUSINESS PLAN? 1. 2. What to avoid: • Plan for the long term • Optimism Follow five basic steps: • En ter your basic business concept (the idea). • Gather everything you can about th e feasibility of the idea. • Focus and claims concepts based on the data collect ed. • Highlight specific areas (what, where, why, how). • Plan a convincing (whi ch is useful tool to set perspectives) HOW TO SET UP A BUSINESS PLAN? 3. Taking into account the six factors : • Have strong vision of your business (choose the right business!) • Understan d your market. • Operate on sound industry, growing and stable. • Manage capacit y • Monitor the financial and accounting properly. • Focus commercial business. OBJECTIVES 1. The key is to imagine future scenarios. The Plan our scenarios and variables. Co nsider that the objectives differ depending on the timing of corporate life and the type of business to undertake. Objectives on which to develop a Business Pla n: • Have paper and presentation guide. • Ensure that the business operating and fi nancing makes sense before you start. • Find the most efficient way to conduct b usiness. • Create framework to identify and avoid problems. • Provide resources and time requirements. • Evaluate the progress of the business or value the 3. 5. EXECUTIVE SUMMARY 1. Overview of the Plan which sets the business concept, the basic financial items and the status of the company. Identifies staff. Altogether, it is a brief analy sis of the most important project and the first thing the recipient reads. Descr ibe briefly: product marketing, business, factors expected results, conclusions needs. or service, success, financial and 3.

5. 7. 9. It is made in the end, is placed at the beginning. Not MARKET ANALYSIS AND RESEARCH 1. Introduction • Fundamental to meet supply, competition, and demand (who they are and what the y want) • You must have a method to define research markets which address:

Preliminary selection of markets and evaluation of target markets. That markets are larger, grow faster, a trend, perspectives, practices and conditions. Major suppliers and demanders. • Market research using primary sources (market data directly from the address) and secondary MARKET ANALYSIS AND RESEARCH 2. Methodology for Market Research. Steps: • Selection of potential markets. • Target Market Assessment. 3. Tariff Code: • Determine the Harmonized System code for your product. Reference Handbook: Basic, pp. 24-26, 290-297. Complementary, pp 64-68, 94-130, 132 MARKET ANALYSIS AND RESEARCH 4. How to find foreign buyers: • After selecting target markets should find customers. • Attend specialized org anizations (see list) • Attend trade shows (see Manual) • Going to supplementary sources (banks, operators, port authorities) 5. Benefits of Participating in Fairs • Direct contact with potential buyers at low cost. • Collection of market infor mation and monitoring of competition. • Recruit, train and educate staff. • To s uccessfully participate must be prepared and costed. SWOT ANALYSIS 1. Analysis of Opportunities, Threats. • • Strengths, Weaknesses, Strengths and Weaknesses: are internal to the company (quantity and quality of r esources) Opportunities and Threats: presenting the business environment (compet itors, market trends and operational framework) To exploit opportunities and cou nter threats. Correct weaknesses. 2.

Purpose of Analysis • • STUDY OF COMPETITION 1. Analyze the Competition involves asking: • We want to go: Is there room in the market for the proposed business? • If you are: Is there a future for the business with what we have, or not? 2. Categories Competitors Industry Standards: and • Direct, indirect and potential. • Benchamarking: return of major competitors ( products, pricing, processes, costs, image). It sets the standard. • Evaluate Strategic Alliances, Mergers and Joint-Ventures. MANAGEMENT STRATEGY 1. Useful for general understanding of the business. How come changes. and frame 3. suit to 5. Porter, means a company must choose among three basic strategies: • Cost Leaders hip • Differentiation • Focus CRITICAL SUCCESS FACTORS 1. Be included in the Plan as if fulfilled, success is guaranteed (K. Ohman) Sales, average cost of inputs, average returns, and human resources. Penetration rates , customer retention, and production errors. Staff productivity. Logistics and i mage. 3. 5. 7. 9. MARKETING PLAN (THE "MARKETING") 1.

Is to locate an appropriate mix of: product, price, promotion and place (distrib ution) should produce answers to four fundamental questions: • What benefits will generate the product to potential customers? • At what pric e will be offered the product and how it influences purchasing decisions? • How and where to sell the product? • How to promote the product? 3. MARKETING PLAN (THE "MARKETING") 4. The "Marketing" • Requirements to promote sales. • Select and train staff in marketing. • What t o buy and how. 5. Tools "Marketing" • The brand. • Advertising. 6. Avoid the pitfalls. 7. List immediate actions. HUMAN RESOURCES 1. 2. The main asset of an organization is its staff. Then, an important part of the B usiness Plan. This chapter should focus on • • • • a. Structure (Organization Optimal peak expansion) b. With much personal start the project and how to incorporate progressively more. c. Provide manpowe r required by the Project d. Recruitment and Compensation Cost PRODUCTION STRATEGY 1. The Business Plan should contain a Production Plan. If you plan to increase prod uction capacity increase is due to: • • • • Specify how to get the new plant and equipment (use of process flow) Kno w the Production Plan is the basis for projecting expenditures in the flow of fu nds (budget request) Manage time according to demand. Having providers analysis 3. INVESTMENT 1. The Plan must consider the resources required how, where, when and how much, to be obtained cover: • • • • • • Property, plant and machinery and nt. Registration, registrations and licenses. ket research and advertising and production. 3. 5. PROJECT FEASIBILITY ANALYSIS 1. 2. to implement the project. Specify financial resources. The items to equipment. Selection and recruitme Training and Education. Goods. Mar

Technical Feasibility: • Testing and Research: Product Testing. • Location: Prox imity to the customer. • Scale of production: Enhancing the capacity. • Compleme ntary projects. • Technology required: The adequacy. • Personal: qualification a nd training. • Raw materials: The supply and suppliers. Economic Feasibility: • Sales: Estimated justified by market research, business like, say specialists. PROJECT FEASIBILITY ANALYSIS Cost: to have the project cost structure (fixed and variable) to assemble the ba lance and project. Identify point of equilibrium. 3. Financial Feasibility: • Th e base is the Flow of Funds (numerical synthesis of the entire Business Plan) • Only includes chronologically income and expenses directly associated with the p roject (incremental) • Funds Flow necessarily associated to the project planning horizon . • Analysis of Cash Flow required to use financial tools of evaluation : Recovery Period, • DIRECTION AND MANAGEMENT 1. Identify the leaders of the project: • Major shareholders and Directors. • Hu man assets. • Guarantees (professional audit). 2. Identify pros and cons of part nering. 3. Choose the type of business organization most appropriate. 4. Conside r the applicable law (labor standards and tax) 5. Choosing the correct professio nal support (lawyer, accountant, administrator) CONCLUSIONS, ANNEXES AND PRESENTATION OF BUSINESS PLAN 1. 2. 3. 4. 5. Develop Plan highlighting the findings of the most significant data (customer, p rojected growth, human resources, market potential). Complete factual, taking in to account the recipient of the Plan. Be careful what and what not to annex appe nded to the Plan. In presenting the Plan should reflect the image of the project . Must be careful and attractive. The presentation is written, oral and exposito ry tools required. Exporter Entrepreneur Export: Set multiple operations Considerations for export to an ongoing activity, efficient and profitable Considerations for export to an ongoing activity, efficient and profitable Skills key to a successful exporter employer Skills key to a successful exporter employer Skills key to a successful exporter employer Skills key to a successful exporter employer Skills key to a successful exporter employer Why export?

Does export capacity? Does export capacity? The exporting company Four basic skills that should have the exporting company Four basic capabilities and expanded product Export supply and world-class