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NETOnlineBusinessPlanSoftwareCompanyBusinessPlanHI-TECHADVISERS2012-201418/01/201212:22:56(GMT)ExecutiveSummary.
3CompanyOverview.
4ProductsandServices.
5PricingandSales6MarketingStrategy.
7Competition.
8ManagementandStaffing.
9Implementation.
10FinancialProjections.
113Getstartedwithyourbusinessplan–www.
iplanner.
netExecutiveSummaryHi-TechAdvisers(HTA)willbeformedasaconsultingcompanyspecializinginmarketingofhightechnologyproductsininternationalmarkets.
Itsfoundersareformermarketersofconsultingservices,personalcomputersoftwareandmarketresearch,allininternationalmarkets.
TheyarefoundingHi-TechAdviserstoformalizetheconsultingservicestheyoffer.
MissionHi-TechAdvisersoffershigh-techmanufacturersareliable,highqualityalternativetoin-houseresourcesforbusinessdevelopment,marketdevelopmentandchanneldevelopmentonaninternationalscale.
Atruealternativetoinhouseresourcesoffersaveryhighlevelofpracticalexperience,knowhow,contactsandconfidentiality.
ClientsmustknowthatworkingwithHTAisamoreprofessional,lessriskywaytodevelopnewareaseventhanworkingcompletelyinhousewiththeirownpeople.
HTAmustalsobeabletomaintainfinancialbalance,chargingahighvalueforitsservicesanddeliveringanevenhighervaluetoitsclients.
InitialfocuswillbedevelopmentintheEuropeanandLatinAmericanmarkets,orforEuropeanclientsintheUnitedStatesmarket.
KeystoSuccess1.
Excellenceinfulfillingthepromisecompletelyconfidential,reliable,trustworthyexpertiseandinformation.
2.
Developingvisibilitytogeneratenewbusinessleads.
3.
Leveragingfromasinglepoolofexpertiseintomultiplerevenuegenerationopportunities:retainerconsulting,projectconsulting,marketresearch,andmarketresearchpublishedreports.
Mainfinancialmeasures201220132014Cash3,42252,939114,404Salesrevenue1,175,0001,800,0002,450,000Netprofitforfinancialyear-112,50976,547210,178Operatingmargin-9.
58%4.
25%8.
58%Owners'equity22,491159,038349,216Returnonequity(peryear)-500%48.
1%60.
2%4CompanyOverviewHi-TechAdvisers(HTA)isanewcompanyprovidinghigh-levelexpertiseininternationalhigh-techbusinessdevelopment,channeldevelopment,distributionstrategiesandmarketingofhightechproducts.
Itwillfocusinitiallyonprovidingtwokindsofinternationaltriangles:1.
ProvidingUnitedStatesclientswithdevelopmentforEuropeanandLatinAmericanmarkets.
2.
ProvidingUnitedKingdomandEuropeanclientswithdevelopmentfortheUSandLatinAmericanmarkets.
5Asitgrowsitwilltakeonpeopleandconsultingworkinrelatedmarkets,suchastherestofLatinAmericaandtheFarEast,alsosimilarmarkets.
Asitgrowsitwilllookforadditionalleveragebytakingbrokeragepositionsandrepresentationpositionstocreatepercentageholdingsinproductresults.
HTAwillbecreatedasaCaliforniaCcorporationbasedinSanJose,ownedbyitsprincipalinvestorsandprincipaloperators.
Asofthiswritingithasnotbeencharteredyetandisstillconsideringalternativesoflegalformation.
Theinitialofficewillbeestablishedinaqualityofficespaceinthe"SiliconValley"areaofCalifornia,theheartoftheU.
S.
hightechandsoftwareindustry.
HTAoffersexpertiseinchanneldistribution,channeldevelopment,andmarketdevelopment,soldandpackagedinvariouswaysthatallowclientstochoosetheirpreferredrelationship:theseincludesmallbusinessconsultingrelationships,projectbasedconsulting,relationshipandalliancebrokering,salesrepresentationandmarketrepresentation,project-basedmarketresearch,publishedmarketresearchandinformationforumevents.
Pic1.
HTAHeadquartersProductsandServicesHTAofferstheexpertiseahigh-technologycompanyneedstodevelopnewproductdistributionandnewmarketsegmentsinnewmarkets.
Thiscanbetakenashigh-levelretainerconsulting,marketresearchreports,orproject-basedconsulting.
Retainerconsulting-werepresentaclientcompanyasanextensionofitsbusinessdevelopmentandmarketdevelopmentfunctions.
Thisbeginswithcompleteunderstandingoftheclientcompany'ssituation,objectives,businessplan,andconstraints.
Wethenrepresenttheclientcompanyquietlyandconfidentially,siftingthroughnewmarketdevelopmentsandnewopportunitiesasisappropriatetotheclient,representingtheclientininitialtalkswithpossibleallies,vendorsandchannels.
6Projectconsulting-Proposedandbilledonaper-projectandper-milestonebasis,projectconsultingoffersaclientcompanyawaytoharnessourspecificqualitiesanduseourexpertisetosolvespecificproblems,developandwritebusinessplans,developspecificinformation,software.
Marketresearch-groupstudiesavailabletoselectedclientsat$5,000perunit.
Agroupstudyispackagedandpublished,acompletestudyofaspecificmarket,channel,ortopic.
ExamplesmightbestudiesofdevelopingconsumerchannelsinBrazilorMexico,orimplicationsofchangingmarginsinsoftware.
InthefutureHTAwillbroadenthecoveragebyexpandingintocoverageofadditionalmarkets(e.
g.
allofLatinAmerica,FarEast,WesternEurope)andadditionalproductareas(e.
g.
telecommunications,web-basedsoftwareandtechnologyintegration).
Wearealsostudyingthepossibilityofnewsletterorelectronicnewsletterservices,orperhapsspecialon-topicreports.
PricingandSalesHTAwillbepricedattheupperedgeofwhatthemarketwillbear,competingwiththenamebrandconsultants.
Consultingshouldbebasedon$5,000perdayforprojectconsulting,$2,000perdayformarketresearch,and$10,000permonthandupforretainerconsulting.
Marketresearchreportsshouldbepricedat$5,000perreport,whichwillofcourserequirethatreportsbeverywellplanned,focusedonveryimportanttopicsverywellpresented.
Theannualsalesprojections,grossmarginsandcostofsalesareincludedhereinthefollowingtables.
Salesrevenue(USD)Productsandservices201220132014RetainerConsulting400,000650,0001,000,000ProjectConsulting500,000750,000900,000MarketResearch200,000300,000400,000StrategicReports75,000100,000150,0001,175,0001,800,0002,450,000Grossmargin(%)Productsandservices201220132014RetainerConsulting858585ProjectConsulting858585MarketResearch303030StrategicReports7070707Costofsales(USD)Productsandservices201220132014RetainerConsulting60,00097,500150,000ProjectConsulting75,000112,500135,000MarketResearch140,000210,000280,000StrategicReports22,50030,00045,000297,500450,000610,000Break-evenanalysis(USD)201220132014Salesrevenue1,175,0001,800,0002,450,000Costofsales297,500450,000610,000Variableexpenses,total297,500450,000610,000Laborcost727,260897,0001,110,900Otheroperatingexpenses265,000322,500455,000Depreciationoffixedassets5,00015,00015,000Financialexpenses5,25030,44825,569Fixedexpenses,total1,002,5101,264,9481,606,469Grossmargin74.
7%75%75.
1%Break-evensalesrevenue1,342,3911,686,5972,139,049Salesrevenueabovebreak-even0113,403310,951MarketingStrategyHTAwillbefocusingonhigh-technologymanufacturersofcomputerhardwareandsoftware,services,networking,whowanttosellintomarketsintheUnitedStates,UnitedKingdom,Europe,andLatinAmerica.
Thesearemostlylargercompanies,andoccasionallymedium-sizedcompanies.
8Ourmostimportantgroupofpotentialcustomersareexecutivesinlargercorporations.
Thesearemarketingmanagers,generalmanagers,salesmanagers,sometimeschargedwithinternationalfocusandsometimeschargedwithmarketorevenspecificchannelfocus.
Theydonotwanttowastetheirtimeorrisktheirmoneylookingforbargaininformationorquestionableexpertise.
Astheygointomarketslookingatnewopportunities,theyareverysensitivetoriskingtheircompany'snameandreputation.
Theconsultingindustryispulverizedanddisorganized,thousandsofsmallerconsultingorganizationsandindividualconsultantsforeveryoneofthefewdozenwell-knowncompanies.
Consultingisadisorganizedindustry,withparticipantsrangingfrommajorinternationalnamebrandconsultantstotensofthousandsofindividuals.
OneofHTA'schallengeswillbeestablishingitselfasa"real"consultingcompany,positionedasarelativelyriskfreecorporatepurchase.
Atthehighestlevelarethefewwellestablishedmajornamesinmanagementconsulting.
Mostoftheseareorganizedaspartnershipsestablishedinmajormarketsaroundtheworld,linkedtogetherbyinterconnectingdirectorsandsharingthenameandcorporatewisdom.
Someevolvedfromaccountingcompaniesandsomefrommanagementconsulting.
Thesecompanieschargeveryhighratesforconsultingandmaintainrelativelyhighoverheadstructuresandfulfillmentstructuresbasedonpartnerssellingandjuniorassociatesfulfilling.
Attheintermediatelevelaresomefunctionspecificormarketspecificconsultants,suchasthemarketresearchfirmsorchanneldevelopmentfirms.
MarketsegmentationLargemanufacturercorporations-ourmostimportantmarketsegmentisthelargemanufacturerofhigh-technologyproducts,suchasApple,Hewlett-Packard,IBM,Microsoft.
ThesecompanieswillbecallingonHTAfordevelopmentfunctionsthatarebetterspunoffthanmanagedin-house,andformarketresearch,andformarketforums.
Mediumsizedgrowthcompanies:particularlyinsoftware,multimedia,andsomerelatedhighgrowthfields,HTAwillbeabletoofferanattractivedevelopmentalternativetothecompanythatismanagementconstrainedandunabletoaddressopportunitiesinnewmarketsandnewmarketsegments.
CompetitionThecompetitioncomesinseveralforms:1.
Themostsignificantcompetitionisnoconsultingatall,companieschoosingtodobusinessdevelopment,planningandchanneldevelopmentandmarketresearchin-house.
Theirownmanagersdothisontheirown,aspartoftheirregularbusinessfunctions.
Ourkeyadvantageincompetitionwithin-housedevelopmentisthatmanagersarealreadyoverloadedwithresponsibilities,theydon'thavetimeforadditionalresponsibilitiesinnewmarketdevelopmentornewchanneldevelopment.
Also,HTAcanapproachalliances,vendors,andchannelsona9confidentialbasis,gatheringinformationandmakinginitialcontactsinwaysthatthecorporatemanagerscan't.
2.
Thehigh-levelprestigemanagementconsulting:McKinsey,BostonConsultingGroup,etc.
Theseareessentiallygeneralistswhotaketheirname-brandmanagementconsultingintospecialtyareas.
Theirotherveryimportantweaknessisthemanagementstructurethathasthepartnerssellingnewjobs,andinexperiencedassociatesdeliveringthework.
Wecompeteagainstthemasexpertsinourspecificfields,andwiththeguaranteethatourclientswillhavethetop-levelpeopledoingtheactualwork.
3.
Thethirdgeneralkindofcompetitoristheinternationalmarketresearchcompany:Dataquest,StanfordResearchInstitute,etc.
Thesecompaniesareformidablecompetitorsforpublishedmarketresearchandmarketforums,butcannotprovidethekindofhigh-levelconsultingthatHTAwillprovide.
4.
Thefourthkindofcompetitionisthemarket-specificsmallerhouse.
Forexample:NomuraResearchinJapan.
5.
Salesrepresentation,brokeringanddealcatalystsareanad-hocbusinessformthatwillbedefinedindetailbythespecificnatureofeachindividualcase.
ManagementandStaffingTheinitialmanagementteamdependsonthefoundersthemselves,withlittleback-up.
Aswegrowwewilltakeonadditionalconsultinghelp,plusgraphic/editorial,sales,andmarketing.
HTAshouldbemainlymanagedbyworkingpartners.
Inthebeginningweassume3-5partners.
WewillinviteoneinternationalpartnerfromEurope.
Theorganizationhastobeveryflatinthebeginning,witheachofthefoundersresponsibleforhisorherownworkandmanagement.
TheHTAbusinessrequiresaveryhighlevelofinternationalexperienceandexpertise,whichmeansthatitwillnotbeeasilyleverageableinthecommonconsultingcompanymodeinwhichpartnersrunthebusinessandmakesales,whileassociatesfulfill.
Partnerswillnecessarilybeinvolvedinthefulfillmentofthecorebusinessproposition,providingtheexpertisetotheclients.
Theinitialpersonnelplanisstilltentative.
Itshouldinvolve3-5partners,1-3consultants,1strongmarketingperson,anofficemanager.
Laterweaddmorepartners,consultantsandandsalesstaff.
Theannualpersonalestimatesareincludedinthetablespresentedbelow.
HeadcountPersonnel201220132014Partners457Consultants444Marketingmanager01110Salesreps222Officemanager111111315Monthlysalary(USD)Personnel201220132014Partners5,2005,5006,000Consultants5,1005,2005,300Marketingmanager4,6004,7004,800Salesreps4,2004,4004,600Officemanager3,1003,2003,300Laborcost(USD)201220132014Wagesandsalaries632,400780,000966,000Socialsecuritycosts94,860117,000144,900Laborcost727,260897,0001,110,900REVENUES1,175,0001,800,0002,450,000Laborcosttorevenues61.
9%49.
8%45.
3%ImplementationTotalstart-upexpense(includinglegalcosts,branding,stationery,otheronetimeexpenses)cometo$30,000.
Theannualoverheadexpenseestimatesarepresentedinthetablebelow.
Start-upassetsrequiredinclude$50,000infixedassetslikeofficefurniture,computers,softwareandotherequipmentandtools.
11Otheroperatingexpenses(USD)Otheroperatingexpenses201220132014Startupexpenses30,00000Marketing50,00060,00070,000Travel100,000150,000250,000Officeexpensesandutilities75,000100,000120,000Insurance5,0005,0005,000Otherfixedexpenses5,0007,50010,000265,000322,500455,000Assetspurchasevalue(USD)Fixedassets201220132014Startupfixedassets(equipment)50,00000Newoffice0500,000050,000500,0000FinancialProjectionsThepaid-incapitalfrompartnersandotherinvestorswillbe$135,000.
Anannuityloanwillbetakenfromabankinamountof$500,000for60months.
Theperformancemeasures,businessplanfinancialprojectionsandbreak-evenanalysisarepresentedbelow.
Performancemeasures(USD)201220132014Salesrevenue1,175,0001,800,0002,450,000Exportsales000Costofsales297,500450,000610,000Grossprofit877,5001,350,0001,840,000Otheroperatingrevenueandexpenses000Otheroperatingexpenses265,000322,500455,000Laborcost727,260897,0001,110,900Depreciationoffixedassets5,00015,00015,000Operatingprofit-119,760115,500259,100EBITDA-114,760130,500274,100Financialincomeandexpenses-5,250-30,448-25,569Profitbeforeincometax-125,01085,052233,531Incometaxexpense-12,5018,50523,353Profit-112,50976,547210,178Operatingmargin-9.
58%4.
25%8.
58%Grossmargin74.
7%75%75.
1%Salesperemployee106,818138,462163,333Valueadded612,5001,027,5001,385,000Valueaddedperemployee55,68279,03892,33312Returnonequity(peryear)-500%48.
1%60.
2%Quickratio1.
040.
908.
52Currentratio1.
040.
908.
52ISCR-21.
94.
2910.
7DSCR01.
081.
79Debttoequityratio3.
333.
041.
02Debttocapitalratio76.
9%75.
3%50.
5%Receivablescollectionperiod,days15.
015.
015.
0Payableperiod,days15.
015.
015.
0Inventoryperiod,days000Incomestatements(USD)201220132014Salesrevenue1,175,0001,800,0002,450,000Exportsales000Otheroperatingrevenue000Costofsales297,500450,000610,000Otheroperatingexpenses265,000322,500455,000LaborcostWagesandsalaries632,400780,000966,000Socialsecuritycosts94,860117,000144,900Totallaborcost727,260897,0001,110,900Depreciationoffixedassets5,00015,00015,000Operatingprofit-119,760115,500259,100FinancialexpensesInterestexpense5,25030,44825,569Totalfinancialexpenses5,25030,44825,569Profitbeforeincometax-125,01085,052233,531Incometaxexpense-12,5018,50523,353Netprofitforfinancialyear-112,50976,547210,178Balancesheets(USD)201220132014ASSETSCurrentassetsCash3,42252,939114,404ReceivablesandprepaymentsTradereceivables48,96875,006102,087Prepaidanddeferredtaxes12,5013,9960.
00Othershort-termreceivables000InventoriesInventories000Totalcurrentassets64,890131,940216,491FixedassetsTangibleassetsMachinenyandequipment50,000550,000550,000Less:Accumulateddepreciation-5,000-20,000-35,000Total45,000530,000515,000Totalfixedassets45,000530,000515,000Totalassets109,890661,940731,49113LIABILITIESandOWNERS'EQUITYLiabilitiesCurrentliabilitiesLoanliabilitiesShort-termloansandnotes000Currentportionoflong-termloanliabilities50,000127,2950Total50,000127,2950DebtsandprepaymentsTradecreditors,goods12,39918,75125,418Tradecreditors,other000Employee-relatedliabilities000VAT(GST)000Total12,39918,75125,418Totalcurrentliabilities62,399146,04625,418Long-termliabilitiesLong-termloanliabilitiesLoans,notesandfinancialleasepayables25,000356,857356,857Deferredgrantrevenue000Totallong-termliabilities25,000356,857356,857Totalliabilities87,399502,902382,275Owners'equitySharecapitalinnominalvalue135,000195,000195,000Sharepremium000Retainedprofit/loss0-112,509-55,962Currentyearprofit-112,50976,547210,178Totalowners'equity22,491159,038349,216Totalliabilitiesandowners'equity109,890661,940731,491Cashflowstatement(1-6month)(USD)Jan-2012Feb-2012Mar-2012Apr-2012May-2012Jun-2012CASHFLOWSFROMOPERATINGACTIVITIESInflowsPaymentsfromcustomers48,95897,91597,91597,91597,91597,915Receiptofgrantfinancing(operatingexpenses)000000Receiptofgrantfinancing(personnelexpenses)000000Receiptofotheroperatingrevenue000000Total48,95897,91597,91597,91597,91597,915OutflowsPaymentstovendors(goods)12,39624,79124,79124,79124,79124,791Paymentofsalariesandwages52,70052,70052,70052,70052,70052,700Socialsecuritycosts7,9057,9057,9057,9057,9057,905Paymentstovendors(operatingexpenses)29,58129,58129,58119,58119,58119,581Total102,582114,977114,977104,977104,977104,977Netcashflowfromoperatingactivities-53,624-17,062-17,062-7,062-7,062-7,062CASHFLOWSFROMINVESTINGACTIVITIESReceiptofgrantfinancing(assets)000000Total000000OutflowsPaymentstovendors(assets)50,00000000Total50,00000000Netcashflowfrominvestingactivities-50,0000000014CASHFLOWSFROMFINANCINGACTIVITIESInflowsInflowsofnominalvalue135,00000000Inflowsofsharepremium000000Loanamountsreceived75,00000000Total210,00000000OutflowsPrincipalrepayments000000Interestexpense438438438438438438Dividends(nettoshareholders)000000Paymentofcorporateincometax000000Corporateincometaxondividends000000VATReturn000000Total438438438438438438Netcashflowfromfinancingactivities209,563-438-438-438-438-438Netchangeincashandcashequivalents105,938-17,500-17,500-7,500-7,500-7,500Cashandcashequivalentsatthebeginning0105,93888,43970,93963,44055,940Cashandcashequivalentsattheend105,93888,43970,93963,44055,94048,441Cashflowstatement(3-6quarter)(USD)Q3-2012Q4-2012Q1-2013Q2-2013CASHFLOWSFROMOPERATINGACTIVITIESInflowsPaymentsfromcustomers293,745293,755423,965449,997Receiptofgrantfinancing(operatingexpenses)0000Receiptofgrantfinancing(personnelexpenses)0000Receiptofotheroperatingrevenue0000Total293,745293,755423,965449,997OutflowsPaymentstovendors(goods)74,37374,377106,149112,499Paymentofsalariesandwages158,100158,100195,000195,000Socialsecuritycosts23,71523,71529,25029,250Paymentstovendors(operatingexpenses)58,74358,77180,62280,622Total314,931314,963411,021417,371Netcashflowfromoperatingactivities-21,186-21,20812,94432,626CASHFLOWSFROMINVESTINGACTIVITIESReceiptofgrantfinancing(assets)0000Total0000OutflowsPaymentstovendors(assets)00500,0000Total00500,0000Netcashflowfrominvestingactivities00-500,0000CASHFLOWSFROMFINANCINGACTIVITIESInflowsInflowsofnominalvalue0060,0000Inflowsofsharepremium0000Loanamountsreceived00500,0000Total00560,0000OutflowsPrincipalrepayments0012,49812,498Interestexpense1,3131,3136,1678,448Dividends(nettoshareholders)0000Paymentofcorporateincometax0000Corporateincometaxondividends0000VATReturn000015Total1,3131,31318,66520,946Netcashflowfromfinancingactivities-1,313-1,313541,335-20,946Netchangeincashandcashequivalents-22,499-22,52054,28011,680Cashandcashequivalentsatthebeginning48,44125,9423,42257,701Cashandcashequivalentsattheend25,9423,42257,70169,381Cashflowstatement(1-4year)(USD)201220132014CASHFLOWSFROMOPERATINGACTIVITIESInflowsPaymentsfromcustomers1,126,0331,773,9622,422,919Receiptofgrantfinancing(operatingexpenses)000Receiptofgrantfinancing(personnelexpenses)000Receiptofotheroperatingrevenue000Total1,126,0331,773,9622,422,919OutflowsPaymentstovendors(goods)285,101443,648603,333Paymentofsalariesandwages632,400780,000966,000Socialsecuritycosts94,860117,000144,900Paymentstovendors(operatingexpenses)265,000322,500455,000Total1,277,3611,663,1482,169,233Netcashflowfromoperatingactivities-151,328110,814253,686CASHFLOWSFROMINVESTINGACTIVITIESReceiptofgrantfinancing(assets)000Total000OutflowsPaymentstovendors(assets)50,000500,0000Total50,000500,0000Netcashflowfrominvestingactivities-50,000-500,0000CASHFLOWSFROMFINANCINGACTIVITIESInflowsInflowsofnominalvalue135,00060,0000Inflowsofsharepremium000Loanamountsreceived75,000500,0000Total210,000560,0000OutflowsPrincipalrepayments090,849127,295Interestexpense5,25030,44825,569Dividends(nettoshareholders)0020,000Paymentofcorporateincometax0019,357Corporateincometaxondividends000VATReturn000Total5,250121,297192,221Netcashflowfromfinancingactivities204,750438,703-192,221Netchangeincashandcashequivalents3,42249,51761,465Cashandcashequivalentsatthebeginning03,42252,939Cashandcashequivalentsattheend3,42252,939114,40416Capitalstructure(USD)201220132014Currentassets64,890131,940216,491Fixedassets45,000530,000515,000Currentliabilities62,399146,04625,418Long-termliabilities25,000356,857356,857Owners'equity22,491159,038349,216Getstartedwithyourbusinessplan–www.
iplanner.
net
NETOnlineBusinessPlanSoftwareCompanyBusinessPlanHI-TECHADVISERS2012-201418/01/201212:22:56(GMT)ExecutiveSummary.
3CompanyOverview.
4ProductsandServices.
5PricingandSales6MarketingStrategy.
7Competition.
8ManagementandStaffing.
9Implementation.
10FinancialProjections.
113Getstartedwithyourbusinessplan–www.
iplanner.
netExecutiveSummaryHi-TechAdvisers(HTA)willbeformedasaconsultingcompanyspecializinginmarketingofhightechnologyproductsininternationalmarkets.
Itsfoundersareformermarketersofconsultingservices,personalcomputersoftwareandmarketresearch,allininternationalmarkets.
TheyarefoundingHi-TechAdviserstoformalizetheconsultingservicestheyoffer.
MissionHi-TechAdvisersoffershigh-techmanufacturersareliable,highqualityalternativetoin-houseresourcesforbusinessdevelopment,marketdevelopmentandchanneldevelopmentonaninternationalscale.
Atruealternativetoinhouseresourcesoffersaveryhighlevelofpracticalexperience,knowhow,contactsandconfidentiality.
ClientsmustknowthatworkingwithHTAisamoreprofessional,lessriskywaytodevelopnewareaseventhanworkingcompletelyinhousewiththeirownpeople.
HTAmustalsobeabletomaintainfinancialbalance,chargingahighvalueforitsservicesanddeliveringanevenhighervaluetoitsclients.
InitialfocuswillbedevelopmentintheEuropeanandLatinAmericanmarkets,orforEuropeanclientsintheUnitedStatesmarket.
KeystoSuccess1.
Excellenceinfulfillingthepromisecompletelyconfidential,reliable,trustworthyexpertiseandinformation.
2.
Developingvisibilitytogeneratenewbusinessleads.
3.
Leveragingfromasinglepoolofexpertiseintomultiplerevenuegenerationopportunities:retainerconsulting,projectconsulting,marketresearch,andmarketresearchpublishedreports.
Mainfinancialmeasures201220132014Cash3,42252,939114,404Salesrevenue1,175,0001,800,0002,450,000Netprofitforfinancialyear-112,50976,547210,178Operatingmargin-9.
58%4.
25%8.
58%Owners'equity22,491159,038349,216Returnonequity(peryear)-500%48.
1%60.
2%4CompanyOverviewHi-TechAdvisers(HTA)isanewcompanyprovidinghigh-levelexpertiseininternationalhigh-techbusinessdevelopment,channeldevelopment,distributionstrategiesandmarketingofhightechproducts.
Itwillfocusinitiallyonprovidingtwokindsofinternationaltriangles:1.
ProvidingUnitedStatesclientswithdevelopmentforEuropeanandLatinAmericanmarkets.
2.
ProvidingUnitedKingdomandEuropeanclientswithdevelopmentfortheUSandLatinAmericanmarkets.
5Asitgrowsitwilltakeonpeopleandconsultingworkinrelatedmarkets,suchastherestofLatinAmericaandtheFarEast,alsosimilarmarkets.
Asitgrowsitwilllookforadditionalleveragebytakingbrokeragepositionsandrepresentationpositionstocreatepercentageholdingsinproductresults.
HTAwillbecreatedasaCaliforniaCcorporationbasedinSanJose,ownedbyitsprincipalinvestorsandprincipaloperators.
Asofthiswritingithasnotbeencharteredyetandisstillconsideringalternativesoflegalformation.
Theinitialofficewillbeestablishedinaqualityofficespaceinthe"SiliconValley"areaofCalifornia,theheartoftheU.
S.
hightechandsoftwareindustry.
HTAoffersexpertiseinchanneldistribution,channeldevelopment,andmarketdevelopment,soldandpackagedinvariouswaysthatallowclientstochoosetheirpreferredrelationship:theseincludesmallbusinessconsultingrelationships,projectbasedconsulting,relationshipandalliancebrokering,salesrepresentationandmarketrepresentation,project-basedmarketresearch,publishedmarketresearchandinformationforumevents.
Pic1.
HTAHeadquartersProductsandServicesHTAofferstheexpertiseahigh-technologycompanyneedstodevelopnewproductdistributionandnewmarketsegmentsinnewmarkets.
Thiscanbetakenashigh-levelretainerconsulting,marketresearchreports,orproject-basedconsulting.
Retainerconsulting-werepresentaclientcompanyasanextensionofitsbusinessdevelopmentandmarketdevelopmentfunctions.
Thisbeginswithcompleteunderstandingoftheclientcompany'ssituation,objectives,businessplan,andconstraints.
Wethenrepresenttheclientcompanyquietlyandconfidentially,siftingthroughnewmarketdevelopmentsandnewopportunitiesasisappropriatetotheclient,representingtheclientininitialtalkswithpossibleallies,vendorsandchannels.
6Projectconsulting-Proposedandbilledonaper-projectandper-milestonebasis,projectconsultingoffersaclientcompanyawaytoharnessourspecificqualitiesanduseourexpertisetosolvespecificproblems,developandwritebusinessplans,developspecificinformation,software.
Marketresearch-groupstudiesavailabletoselectedclientsat$5,000perunit.
Agroupstudyispackagedandpublished,acompletestudyofaspecificmarket,channel,ortopic.
ExamplesmightbestudiesofdevelopingconsumerchannelsinBrazilorMexico,orimplicationsofchangingmarginsinsoftware.
InthefutureHTAwillbroadenthecoveragebyexpandingintocoverageofadditionalmarkets(e.
g.
allofLatinAmerica,FarEast,WesternEurope)andadditionalproductareas(e.
g.
telecommunications,web-basedsoftwareandtechnologyintegration).
Wearealsostudyingthepossibilityofnewsletterorelectronicnewsletterservices,orperhapsspecialon-topicreports.
PricingandSalesHTAwillbepricedattheupperedgeofwhatthemarketwillbear,competingwiththenamebrandconsultants.
Consultingshouldbebasedon$5,000perdayforprojectconsulting,$2,000perdayformarketresearch,and$10,000permonthandupforretainerconsulting.
Marketresearchreportsshouldbepricedat$5,000perreport,whichwillofcourserequirethatreportsbeverywellplanned,focusedonveryimportanttopicsverywellpresented.
Theannualsalesprojections,grossmarginsandcostofsalesareincludedhereinthefollowingtables.
Salesrevenue(USD)Productsandservices201220132014RetainerConsulting400,000650,0001,000,000ProjectConsulting500,000750,000900,000MarketResearch200,000300,000400,000StrategicReports75,000100,000150,0001,175,0001,800,0002,450,000Grossmargin(%)Productsandservices201220132014RetainerConsulting858585ProjectConsulting858585MarketResearch303030StrategicReports7070707Costofsales(USD)Productsandservices201220132014RetainerConsulting60,00097,500150,000ProjectConsulting75,000112,500135,000MarketResearch140,000210,000280,000StrategicReports22,50030,00045,000297,500450,000610,000Break-evenanalysis(USD)201220132014Salesrevenue1,175,0001,800,0002,450,000Costofsales297,500450,000610,000Variableexpenses,total297,500450,000610,000Laborcost727,260897,0001,110,900Otheroperatingexpenses265,000322,500455,000Depreciationoffixedassets5,00015,00015,000Financialexpenses5,25030,44825,569Fixedexpenses,total1,002,5101,264,9481,606,469Grossmargin74.
7%75%75.
1%Break-evensalesrevenue1,342,3911,686,5972,139,049Salesrevenueabovebreak-even0113,403310,951MarketingStrategyHTAwillbefocusingonhigh-technologymanufacturersofcomputerhardwareandsoftware,services,networking,whowanttosellintomarketsintheUnitedStates,UnitedKingdom,Europe,andLatinAmerica.
Thesearemostlylargercompanies,andoccasionallymedium-sizedcompanies.
8Ourmostimportantgroupofpotentialcustomersareexecutivesinlargercorporations.
Thesearemarketingmanagers,generalmanagers,salesmanagers,sometimeschargedwithinternationalfocusandsometimeschargedwithmarketorevenspecificchannelfocus.
Theydonotwanttowastetheirtimeorrisktheirmoneylookingforbargaininformationorquestionableexpertise.
Astheygointomarketslookingatnewopportunities,theyareverysensitivetoriskingtheircompany'snameandreputation.
Theconsultingindustryispulverizedanddisorganized,thousandsofsmallerconsultingorganizationsandindividualconsultantsforeveryoneofthefewdozenwell-knowncompanies.
Consultingisadisorganizedindustry,withparticipantsrangingfrommajorinternationalnamebrandconsultantstotensofthousandsofindividuals.
OneofHTA'schallengeswillbeestablishingitselfasa"real"consultingcompany,positionedasarelativelyriskfreecorporatepurchase.
Atthehighestlevelarethefewwellestablishedmajornamesinmanagementconsulting.
Mostoftheseareorganizedaspartnershipsestablishedinmajormarketsaroundtheworld,linkedtogetherbyinterconnectingdirectorsandsharingthenameandcorporatewisdom.
Someevolvedfromaccountingcompaniesandsomefrommanagementconsulting.
Thesecompanieschargeveryhighratesforconsultingandmaintainrelativelyhighoverheadstructuresandfulfillmentstructuresbasedonpartnerssellingandjuniorassociatesfulfilling.
Attheintermediatelevelaresomefunctionspecificormarketspecificconsultants,suchasthemarketresearchfirmsorchanneldevelopmentfirms.
MarketsegmentationLargemanufacturercorporations-ourmostimportantmarketsegmentisthelargemanufacturerofhigh-technologyproducts,suchasApple,Hewlett-Packard,IBM,Microsoft.
ThesecompanieswillbecallingonHTAfordevelopmentfunctionsthatarebetterspunoffthanmanagedin-house,andformarketresearch,andformarketforums.
Mediumsizedgrowthcompanies:particularlyinsoftware,multimedia,andsomerelatedhighgrowthfields,HTAwillbeabletoofferanattractivedevelopmentalternativetothecompanythatismanagementconstrainedandunabletoaddressopportunitiesinnewmarketsandnewmarketsegments.
CompetitionThecompetitioncomesinseveralforms:1.
Themostsignificantcompetitionisnoconsultingatall,companieschoosingtodobusinessdevelopment,planningandchanneldevelopmentandmarketresearchin-house.
Theirownmanagersdothisontheirown,aspartoftheirregularbusinessfunctions.
Ourkeyadvantageincompetitionwithin-housedevelopmentisthatmanagersarealreadyoverloadedwithresponsibilities,theydon'thavetimeforadditionalresponsibilitiesinnewmarketdevelopmentornewchanneldevelopment.
Also,HTAcanapproachalliances,vendors,andchannelsona9confidentialbasis,gatheringinformationandmakinginitialcontactsinwaysthatthecorporatemanagerscan't.
2.
Thehigh-levelprestigemanagementconsulting:McKinsey,BostonConsultingGroup,etc.
Theseareessentiallygeneralistswhotaketheirname-brandmanagementconsultingintospecialtyareas.
Theirotherveryimportantweaknessisthemanagementstructurethathasthepartnerssellingnewjobs,andinexperiencedassociatesdeliveringthework.
Wecompeteagainstthemasexpertsinourspecificfields,andwiththeguaranteethatourclientswillhavethetop-levelpeopledoingtheactualwork.
3.
Thethirdgeneralkindofcompetitoristheinternationalmarketresearchcompany:Dataquest,StanfordResearchInstitute,etc.
Thesecompaniesareformidablecompetitorsforpublishedmarketresearchandmarketforums,butcannotprovidethekindofhigh-levelconsultingthatHTAwillprovide.
4.
Thefourthkindofcompetitionisthemarket-specificsmallerhouse.
Forexample:NomuraResearchinJapan.
5.
Salesrepresentation,brokeringanddealcatalystsareanad-hocbusinessformthatwillbedefinedindetailbythespecificnatureofeachindividualcase.
ManagementandStaffingTheinitialmanagementteamdependsonthefoundersthemselves,withlittleback-up.
Aswegrowwewilltakeonadditionalconsultinghelp,plusgraphic/editorial,sales,andmarketing.
HTAshouldbemainlymanagedbyworkingpartners.
Inthebeginningweassume3-5partners.
WewillinviteoneinternationalpartnerfromEurope.
Theorganizationhastobeveryflatinthebeginning,witheachofthefoundersresponsibleforhisorherownworkandmanagement.
TheHTAbusinessrequiresaveryhighlevelofinternationalexperienceandexpertise,whichmeansthatitwillnotbeeasilyleverageableinthecommonconsultingcompanymodeinwhichpartnersrunthebusinessandmakesales,whileassociatesfulfill.
Partnerswillnecessarilybeinvolvedinthefulfillmentofthecorebusinessproposition,providingtheexpertisetotheclients.
Theinitialpersonnelplanisstilltentative.
Itshouldinvolve3-5partners,1-3consultants,1strongmarketingperson,anofficemanager.
Laterweaddmorepartners,consultantsandandsalesstaff.
Theannualpersonalestimatesareincludedinthetablespresentedbelow.
HeadcountPersonnel201220132014Partners457Consultants444Marketingmanager01110Salesreps222Officemanager111111315Monthlysalary(USD)Personnel201220132014Partners5,2005,5006,000Consultants5,1005,2005,300Marketingmanager4,6004,7004,800Salesreps4,2004,4004,600Officemanager3,1003,2003,300Laborcost(USD)201220132014Wagesandsalaries632,400780,000966,000Socialsecuritycosts94,860117,000144,900Laborcost727,260897,0001,110,900REVENUES1,175,0001,800,0002,450,000Laborcosttorevenues61.
9%49.
8%45.
3%ImplementationTotalstart-upexpense(includinglegalcosts,branding,stationery,otheronetimeexpenses)cometo$30,000.
Theannualoverheadexpenseestimatesarepresentedinthetablebelow.
Start-upassetsrequiredinclude$50,000infixedassetslikeofficefurniture,computers,softwareandotherequipmentandtools.
11Otheroperatingexpenses(USD)Otheroperatingexpenses201220132014Startupexpenses30,00000Marketing50,00060,00070,000Travel100,000150,000250,000Officeexpensesandutilities75,000100,000120,000Insurance5,0005,0005,000Otherfixedexpenses5,0007,50010,000265,000322,500455,000Assetspurchasevalue(USD)Fixedassets201220132014Startupfixedassets(equipment)50,00000Newoffice0500,000050,000500,0000FinancialProjectionsThepaid-incapitalfrompartnersandotherinvestorswillbe$135,000.
Anannuityloanwillbetakenfromabankinamountof$500,000for60months.
Theperformancemeasures,businessplanfinancialprojectionsandbreak-evenanalysisarepresentedbelow.
Performancemeasures(USD)201220132014Salesrevenue1,175,0001,800,0002,450,000Exportsales000Costofsales297,500450,000610,000Grossprofit877,5001,350,0001,840,000Otheroperatingrevenueandexpenses000Otheroperatingexpenses265,000322,500455,000Laborcost727,260897,0001,110,900Depreciationoffixedassets5,00015,00015,000Operatingprofit-119,760115,500259,100EBITDA-114,760130,500274,100Financialincomeandexpenses-5,250-30,448-25,569Profitbeforeincometax-125,01085,052233,531Incometaxexpense-12,5018,50523,353Profit-112,50976,547210,178Operatingmargin-9.
58%4.
25%8.
58%Grossmargin74.
7%75%75.
1%Salesperemployee106,818138,462163,333Valueadded612,5001,027,5001,385,000Valueaddedperemployee55,68279,03892,33312Returnonequity(peryear)-500%48.
1%60.
2%Quickratio1.
040.
908.
52Currentratio1.
040.
908.
52ISCR-21.
94.
2910.
7DSCR01.
081.
79Debttoequityratio3.
333.
041.
02Debttocapitalratio76.
9%75.
3%50.
5%Receivablescollectionperiod,days15.
015.
015.
0Payableperiod,days15.
015.
015.
0Inventoryperiod,days000Incomestatements(USD)201220132014Salesrevenue1,175,0001,800,0002,450,000Exportsales000Otheroperatingrevenue000Costofsales297,500450,000610,000Otheroperatingexpenses265,000322,500455,000LaborcostWagesandsalaries632,400780,000966,000Socialsecuritycosts94,860117,000144,900Totallaborcost727,260897,0001,110,900Depreciationoffixedassets5,00015,00015,000Operatingprofit-119,760115,500259,100FinancialexpensesInterestexpense5,25030,44825,569Totalfinancialexpenses5,25030,44825,569Profitbeforeincometax-125,01085,052233,531Incometaxexpense-12,5018,50523,353Netprofitforfinancialyear-112,50976,547210,178Balancesheets(USD)201220132014ASSETSCurrentassetsCash3,42252,939114,404ReceivablesandprepaymentsTradereceivables48,96875,006102,087Prepaidanddeferredtaxes12,5013,9960.
00Othershort-termreceivables000InventoriesInventories000Totalcurrentassets64,890131,940216,491FixedassetsTangibleassetsMachinenyandequipment50,000550,000550,000Less:Accumulateddepreciation-5,000-20,000-35,000Total45,000530,000515,000Totalfixedassets45,000530,000515,000Totalassets109,890661,940731,49113LIABILITIESandOWNERS'EQUITYLiabilitiesCurrentliabilitiesLoanliabilitiesShort-termloansandnotes000Currentportionoflong-termloanliabilities50,000127,2950Total50,000127,2950DebtsandprepaymentsTradecreditors,goods12,39918,75125,418Tradecreditors,other000Employee-relatedliabilities000VAT(GST)000Total12,39918,75125,418Totalcurrentliabilities62,399146,04625,418Long-termliabilitiesLong-termloanliabilitiesLoans,notesandfinancialleasepayables25,000356,857356,857Deferredgrantrevenue000Totallong-termliabilities25,000356,857356,857Totalliabilities87,399502,902382,275Owners'equitySharecapitalinnominalvalue135,000195,000195,000Sharepremium000Retainedprofit/loss0-112,509-55,962Currentyearprofit-112,50976,547210,178Totalowners'equity22,491159,038349,216Totalliabilitiesandowners'equity109,890661,940731,491Cashflowstatement(1-6month)(USD)Jan-2012Feb-2012Mar-2012Apr-2012May-2012Jun-2012CASHFLOWSFROMOPERATINGACTIVITIESInflowsPaymentsfromcustomers48,95897,91597,91597,91597,91597,915Receiptofgrantfinancing(operatingexpenses)000000Receiptofgrantfinancing(personnelexpenses)000000Receiptofotheroperatingrevenue000000Total48,95897,91597,91597,91597,91597,915OutflowsPaymentstovendors(goods)12,39624,79124,79124,79124,79124,791Paymentofsalariesandwages52,70052,70052,70052,70052,70052,700Socialsecuritycosts7,9057,9057,9057,9057,9057,905Paymentstovendors(operatingexpenses)29,58129,58129,58119,58119,58119,581Total102,582114,977114,977104,977104,977104,977Netcashflowfromoperatingactivities-53,624-17,062-17,062-7,062-7,062-7,062CASHFLOWSFROMINVESTINGACTIVITIESReceiptofgrantfinancing(assets)000000Total000000OutflowsPaymentstovendors(assets)50,00000000Total50,00000000Netcashflowfrominvestingactivities-50,0000000014CASHFLOWSFROMFINANCINGACTIVITIESInflowsInflowsofnominalvalue135,00000000Inflowsofsharepremium000000Loanamountsreceived75,00000000Total210,00000000OutflowsPrincipalrepayments000000Interestexpense438438438438438438Dividends(nettoshareholders)000000Paymentofcorporateincometax000000Corporateincometaxondividends000000VATReturn000000Total438438438438438438Netcashflowfromfinancingactivities209,563-438-438-438-438-438Netchangeincashandcashequivalents105,938-17,500-17,500-7,500-7,500-7,500Cashandcashequivalentsatthebeginning0105,93888,43970,93963,44055,940Cashandcashequivalentsattheend105,93888,43970,93963,44055,94048,441Cashflowstatement(3-6quarter)(USD)Q3-2012Q4-2012Q1-2013Q2-2013CASHFLOWSFROMOPERATINGACTIVITIESInflowsPaymentsfromcustomers293,745293,755423,965449,997Receiptofgrantfinancing(operatingexpenses)0000Receiptofgrantfinancing(personnelexpenses)0000Receiptofotheroperatingrevenue0000Total293,745293,755423,965449,997OutflowsPaymentstovendors(goods)74,37374,377106,149112,499Paymentofsalariesandwages158,100158,100195,000195,000Socialsecuritycosts23,71523,71529,25029,250Paymentstovendors(operatingexpenses)58,74358,77180,62280,622Total314,931314,963411,021417,371Netcashflowfromoperatingactivities-21,186-21,20812,94432,626CASHFLOWSFROMINVESTINGACTIVITIESReceiptofgrantfinancing(assets)0000Total0000OutflowsPaymentstovendors(assets)00500,0000Total00500,0000Netcashflowfrominvestingactivities00-500,0000CASHFLOWSFROMFINANCINGACTIVITIESInflowsInflowsofnominalvalue0060,0000Inflowsofsharepremium0000Loanamountsreceived00500,0000Total00560,0000OutflowsPrincipalrepayments0012,49812,498Interestexpense1,3131,3136,1678,448Dividends(nettoshareholders)0000Paymentofcorporateincometax0000Corporateincometaxondividends0000VATReturn000015Total1,3131,31318,66520,946Netcashflowfromfinancingactivities-1,313-1,313541,335-20,946Netchangeincashandcashequivalents-22,499-22,52054,28011,680Cashandcashequivalentsatthebeginning48,44125,9423,42257,701Cashandcashequivalentsattheend25,9423,42257,70169,381Cashflowstatement(1-4year)(USD)201220132014CASHFLOWSFROMOPERATINGACTIVITIESInflowsPaymentsfromcustomers1,126,0331,773,9622,422,919Receiptofgrantfinancing(operatingexpenses)000Receiptofgrantfinancing(personnelexpenses)000Receiptofotheroperatingrevenue000Total1,126,0331,773,9622,422,919OutflowsPaymentstovendors(goods)285,101443,648603,333Paymentofsalariesandwages632,400780,000966,000Socialsecuritycosts94,860117,000144,900Paymentstovendors(operatingexpenses)265,000322,500455,000Total1,277,3611,663,1482,169,233Netcashflowfromoperatingactivities-151,328110,814253,686CASHFLOWSFROMINVESTINGACTIVITIESReceiptofgrantfinancing(assets)000Total000OutflowsPaymentstovendors(assets)50,000500,0000Total50,000500,0000Netcashflowfrominvestingactivities-50,000-500,0000CASHFLOWSFROMFINANCINGACTIVITIESInflowsInflowsofnominalvalue135,00060,0000Inflowsofsharepremium000Loanamountsreceived75,000500,0000Total210,000560,0000OutflowsPrincipalrepayments090,849127,295Interestexpense5,25030,44825,569Dividends(nettoshareholders)0020,000Paymentofcorporateincometax0019,357Corporateincometaxondividends000VATReturn000Total5,250121,297192,221Netcashflowfromfinancingactivities204,750438,703-192,221Netchangeincashandcashequivalents3,42249,51761,465Cashandcashequivalentsatthebeginning03,42252,939Cashandcashequivalentsattheend3,42252,939114,40416Capitalstructure(USD)201220132014Currentassets64,890131,940216,491Fixedassets45,000530,000515,000Currentliabilities62,399146,04625,418Long-termliabilities25,000356,857356,857Owners'equity22,491159,038349,216Getstartedwithyourbusinessplan–www.
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