Business
Development Report

This Report will provide you with a pathway to increase your business success. The first step in the
process is to know the Turnover and Activity you require to maintain your personal income and pay
business expenses, we refer to this as your Present Breakeven or maintain the Status Quo.

The next step is to set new personal income and company profit goals for the next 12 months, and then
establish the Turnover and Activity required to achieve the desired goals.

Note: The term ‘Activity’ means the steps required to achieve the Turnover (revenue)
goal, this includes the number of Sales and ‘Opportunities’ required (people interested in your product
or service).

Note: Throughout the Report we use the term ‘Opportunities’, whenever this term is used
it relates to opportunities where a sale can be made, such as person who walks in to a store, or go onto
a website, and become a potential sale.

For many the hardest process in developing a Business Plan is ‘goal setting’ and establishing the
Activity required to achieve the desired outcomes, you may have heard the saying ‘Businesses do not plan
to fail, they fail to plan’.

Once you have established your Turnover and Activity goals the next step in the planning phase is the
‘how to’, which is how you are going to achieve those goals.

In this report the ‘how to’ is referred to as your ‘Action Plan’.

This report will list your goals for the next 12 months and the Activity required to achieve those goals.
This is your recipe for success.

We have divided the report into 4 sections as follows;

1. Present Breakeven Summary.
2. “Next Year’s Goal”.
3. A Summary of Next Year’s Goals.
4. A Pathway to Achieve Your Goals.

Section 1 – Present Breakeven Summary

The first step in developing your Business Plan for the next 12 months is to establish the Turnover
(total sales/revenue) required for the business to Breakeven. The Present Breakeven, for our purposes,
is based on your previous year’s business performance, it will include Owner Income and it will also
include business Operating Profit (as stated on your end of year Profit and Loss Statement), for an
established business it is maintaining the status quo from last year to the next year.

Definition: In this report when I refer to the term Present Breakeven,
it is the amount of Turnover (revenue) required for the business to Breakeven based on your ‘present’
business activities, that is making no changes to Turnover Drivers, or in other words, business as
usual.

The Present Breakeven Analysis is based on the following
information:

• You pay the following Franchise Free on turnover …
  5%
• Your Average Gross Profit is … 58%
• Annual Expenses – Includes a Flat Franchise fee, if any (excluding Owners Income and a Percentage
  Franchise Fee, if any) …
  $1,336,600

Note: Annual Expenses include an annual inflation adjustment of … 6%

• Owners combined annual income … $400,000
• Last year’s Operating Profit …
  $300,000
• Months of selling activity per year … 10
      Days Open per Week… 6

Explanation: Months of selling activity. Many business operations do not actively sell every month of the year, for example some may close over the Christmas (holiday) period, or a salesperson may take annual leave, and as a result, selling activity may only take place over 11 months (or less) of the year.

Note: Monthly Turnover is for 10 months of the year.

Note: Activity (sales, and ‘Opportunities’) numbers are for 10 selling months of the year.

• Total Gross Profit required to achieve Financial Goal including Franchise Fees $2,228,731

Note: Annual Expenses are the expenses to run your business, it does not include any Cost of Sale items, which are attributed to the direct cost of selling a product or service, not the running of a business.

To Achieve Present Breakeven

• Annual Turnover required to achieve Present Breakeven =
  $3,842,640
• Franchise Fees included =
  $193,131
• Monthly Turnover = $384,264
• Weekly $96,066
• Daily $
  16,011

Congratulations, you now know the annual and monthly Turnover required to breakeven (or
maintain the status quo). The next step is to discover the activity required to achieve your revenue
target (Turnover).

The Following ‘Activity’ is required to achieve Present Breakeven

Activity is the business functions from which income (revenue) is the result, and in our Business Plan we
want to know the number of Sales required (based on your Average Sale Value), the number of
‘Opportunities’ (people interested in your product or service) to obtain sales. By knowing this data,
you can them plan your Activity to achieve your Sales and Turnover goals.

The Activity numbers below are based on the following:

You have a Sales Conversion Rate from ‘Opportunities’ of 89.0%,
and you have an Average Sale Value of
$78.00

The Activity required is provided below:

• You require the following (average) number of sales per month =
  4,926.5
• Weekly = 1,231.6
• Daily =
  205.3

To achieve your monthly sales goal (individual sales) you require;

• Number of ‘Opportunities’ = 5,535
• Weekly = 1,383.8
• Daily =
  230.6

You now have the information required to achieve Present Breakeven for the next 12 months. This is based
on your present Activity and business functions.

To help you evaluate the impact of setting goals to increase Turnover Drivers, we have also provided a
comparison between Present Breakeven and Breakeven with your Turnover Driver Goals having been achieved.

Let‘s take this one step further … And include changes to Turnover Driver Goals

By making small changes to your Turnover Drivers, will have a significant impact on your
Turnover (revenue) and the Activity required to achieve your Breakeven Goal. In the
Questioning phase you made some Turnover Driver Goals, so let’s look at the impact these goals would
have on the Turnover required to achieve Breakeven (Status Quo) and on the Activity required to achieve
the new Turnover Goal. But first, here are your Turnover Driver Goals.

Gross Profit Goal

You stated you wanted to Increase your Gross Profit by
5%, this will increase your Gross Profit to
60.90%

Sales Conversion Goal

You have stated you wish to increase your Sales Conversion Ratio from ‘Opportunities’ by 5%, which is winning
9.35 sales from 10 ‘Opportunities’,
which equals a new Sales Conversion Goal of 93.5%

Average Sales Value Goal

You have stated you want to Increase the Average Sales Value by
5%, additional to a price increase due to an
increase in Gross Profit (if any), the Average Sale Value Goal has increased to
$87.69, a total percentage increase of
12.42%

First, the impact on the Turnover Required:

	New Breakeven	Compared to Present Breakeven
Annual Turnover =	$3,643,290.48	Decreased by	$199,349
Franchise Fees Included =	$183,164.52	Decreased by	$9,967
Monthly Turnover =	$364,329	Decreased by	$19,935
Weekly =	$91,082.26	Decreased by	$4,983.74
Daily =	$15,180.38	Decreased by	$830.62

Now, let’s look at the impact on the Activity required to achieve the new
Turnover Goal:

	New Breakeven	Compared to Present Breakeven
Sales Per Month =	4,154.7	Decreased by	771.7
Weekly =	1.0	Decreased by	1,230.6
Daily =	0.2	Decreased by	205.1

To achieve your monthly sales goal (individual sales) you require:

	New Breakeven	Compared to Present Breakeven	Net Result
Number of ‘Opportunities’=	4,443.6	Decreased by	1,091.8
Weekly	1,110.9	Decreased by	272.9
Daily	185.2	Decreased by	45.5

As you can see, Small Changes = Massive Results.

By achieving the goal of making small increases to Turnover Drivers will decrease the Turnover and
Activity required to achieve Breakeven.

Section 2 -‘Next Year‘s Goal’

You are now aware what is required to achieve Breakeven (Status Quo) with and without changes to your
Turnover Drivers. However, as a business person your goal is to grow the business to increase your
income, and develop a valuable asset which later can be sold for a good sum of money (Exit Strategy),
during the Questioning process you were asked to set an Owner Income Goal and an Operating Profit Goal.

Setting Income Goals are self-explanatory, after all we all like to increase our personal income each
year, however, some people do not necessarily understand the reasoning behind setting Operating Profit
Goals, I have provided an explanation to stress the importance of achieving an Operating Profit.

When a person looks to buy a business, they are looking for a business which will provide a return on
their investment. Some people will argue that having a reasonable income within the business is a
compelling reason why a person would buy the business, but this is false reasoning. Purchasing a
business on the basis of obtaining a good income when working the business is akin to buying a job with
overheads.

A business in general will have 2x factors under which it is valued, 1) The asset value, that is the
value of any assets the business may have, and 2) The Operating Profit, which will become a dividend to
the owner (or shareholders) of the business. It is the Operating Profit which provides the ‘Return on
Investment’ to a purchaser. This is one of the reasons why it is important for a business to have an
Operating Profit, the larger the profit the more valuable the business will be when it is sold. And in
general terms, depending on the type of business a multiplying factor of between 2-4x the Operating
Profit will be applied to provide an Intangible, also known as a Good-Will, value.

There can also be a Future Opportunity Value when selling a business, but this is another matter.

Building a successful business requires goal setting and planning, and it should be a yearly process.
Each year, you build upon the success of the previous year, set new financial goals, increase Owners
Income, increase Operating Profit and you will create a valuable asset, your business (wealth creation),
which one day you will sell.

From a goal setting perspective, aiming to increase Operating Profit will also increase Owner Income (end
of year owner dividend), and increase the value of your business, which will provide a valuable asset to
be sold at some time in the future. By providing you with an indicative business value, may be
subjective, but knowing you will gain Hundreds of Thousands of dollars, or even more, in personal wealth
is a strong motivator for you to achieve your goals.

Another good reason for having an Operating Profit Goal, is to develop a financial buffer, should it be
required.

Next Year’s Goal

Our first task is to look at the Turnover required to achieve Owner Income, and Operating Profit Goals,
plus any additional expenses to increase Spare Capacity and additional Marketing (if selected), followed
by the Activity required without an increase in Turnover Drivers. Then I will provide the Turnover and
Activity required with Turnover Driving Goals having been applied. Both sets of numbers have been
compared to the Present Breakeven numbers (without changes to Turnover Drivers). You may be pleasantly
surprised to discover the additional Turnover and required Activity will not be significantly more than
your present Breakeven numbers, and easily obtainable.

But first, below are your stated Personal Income and Operating Profit Goals, and additional budget (if
required) to increase Spare Capacity within your business, and any additional Market budget you may have
provided in the Questionnaire section.

Below are YOUR financial goals:

• Increase Owner Income from $400,000 to
  $500,000 increasing Owner Income by
  $100,000
• Increase business Operating Profit from
  $300,000 to
  $400,000, increasing Operating Profit by
  $100,000

Spare Capacity – ‘Spare Capacity’ summary below:

Note: If Spare Capacity is not an issue, then this section does not
apply. If Spare Capacity to handle additional sales maybe an issue, you would have set a budget to
increase Spare Capacity. This a budgeting exercise only in case Spare Capacity needs to be increased.
Often when Turnover Drivers are achieved and depending on the type (e.g. require additional staff) of
Spare Capacity required, the need for Spare Capacity diminishes, but it pays to be safe.

I have provided Income and Business Value information with and without the need to increase your Spare
Capacity.

You have indicated your present Spare Capacity to handle additional sales is
5%, it is estimated to achieve your financial
goal you would need to increase your Spare Capacity by an additional
6.29%

You have set aside an additional budget of
$30,000 The expected increase in Capacity to
handle additional sales is estimated at 20%

Additional Marketing Budget

An additional monthly Marketing Budget of
$0 has also been set aside to increase ‘Opportunities’ if required.

Increase in Gross Profit required to achieve Financial Goal

Increasing Owner Income, Operating Profit, budget to increase Spare Capacity and Marketing will also increase the Gross Profit required to achieve your Financial Goal , see below:

• Total Gross Profit required to achieve your Financial Goal including Franchise Fees is
  $2,480,429 which is an increase of $251,698 when compared to your Present Breakeven without any changes to Turnover Drivers.

Note: The following numbers have been compared against your PresentvBreakeven (Status Quo) results (excluding any changes to your Turnover Drivers).

To achieve Next Year‘s Goal – Excluding any changes to Turnover Drivers

	Next Year‘s Goal	Present Breakeven
Annual Turnover =	$4,276,602	$3,842,640	Increased by	$433,962
Franchise Fees Included =	$214,829	$193,131	Increased by	$21,698
Monthly Turnover =	$427,660	$384,264	Increased by	$43,396
Weekly	$106,915	$96,066	Increased by	$10,849
Daily	$17,819	$16,011	Increased by	$1,808

The following ‘Activity’ is required to Achieve Next Year‘s Goal

	Next Year’s Goal	Present Breakeven
Sales Per Month =	5,482.8	4,926.5	Increased by	1.0
Weekly	1,370.7	1,231.6	Increased by	0.0
Daily	228.5	205.3	Increased by	23.2

To achieve your monthly sales goal (individual sales) you require:

	Next Year‘s Goal	Present Breakeven
Number of ‘Opportunities’ =	6,160.5	5,535.3	Increased by	625.2
Weekly	1,540.1	1,383.8	Increased by	156.3
Daily	256.7	230.6	Increased by	26.1

Let’s take this one step further … And include changes to Turnover Driver Goals

Setting goals to increase Turnover Drivers should be included in your next year’s business plan. Small changes to increase your Turnover Drivers will have a significant impact in lowering the Turnover and required Activity to achieve your Next Year’s Financial Goals.

First, the impact on the Turnover Required:

	Next Year’s Goal	Present Breakeven
Annual Turnover =	$4,054,739	$3,842,640	Increased by	$212,099
Franchise Fees Included =	$203,736	$193,131	Increased by	$10,605
Monthly Turnover =	$405,474	$384,264	Increased by	$21,210
Weekly =	$101,368	$96,066	Increased by	$5,302
Daily =	$16,895	$16,011	Increased by	$884

Now, let’s look at the impact on the Activity required to achieve the new Turnover Goal:

	Next Year’s Goal	Present Breakeven
Sales Per Month =	4,623.9	4,926.5	Decreased by	0
Weekly =	1,156.0	1,231.6	Decreased by	0.0
Daily =	192.7	205.3	Decreased by	12.6

To achieve your monthly sales goal (individual sales) you
require:

	Next Year’s Goal	Present Breakeven
Number of ‘Opportunities’ =	4.3	5,535.3	Decreased by	0.7
Weekly =	1.1	1,383.8	Decreased by	0.1
Daily =	0.2	230.6	Decreased by	230.4

You will notice the ‘Activity’ required to achieve Next Year’s Goal when applying Turnover Driver Goals
is very favourable when compared to the ‘Activity’ to achieve your Present Breakeven (without Turnover
Driver Goals being applied). The difference between both Next Year’s Goal with and without an increase
in Turnover Drivers is huge. Small Changes truly equal Massive Results.

Now, let’s look at the financial Impact of achieving your business goals for the next year.

The following provides the Financial Gain and Business Value when achieving your goals. While providing a
Business Value is speculative, we believe it is an important part of business development as aiming for
an indicative business value is a great motivator, plus, it would be very useful in developing an Exit
Strategy for when you wish to sell the business.

‘Owners’ Financial Gain

Your estimated financial gain by achieving your business
goals.

Additional Income & Business Value
Increase in Owner Income =	$100,000
Increase in End of Year Operating Profit =	$100,000
Total Combined Increase In Owner Income =	$200,000
Business Value Increased by =	$300,000
Total Financial Gain	$500,000

Estimated Value of your business when you have a total Operating Profit
of

Total Operating Profit =	$400,000
New Business Value
Multiplying Value Factor =	3
Estimated Intangible (Good Will) Asset Value =	$1,200,000
Plus Estimated Asset Value =	$150,000
Total Estimated Business value	$1,350,000

Income Summary

You have increased Owners Income by $100,000, and you have
increased your Operating Profit by $100,000, plus increased
your Business Value by $300,000, making for a total financial gain of $500,000

The Spare Capacity Factor

By achieving your Turnover Driver Goals, you may not need to increase your Spare Capacity, therefore,
your Spare Capacity budget of $30,000,
unless spent elsewhere, will be added to your Operating Profit Goal, providing an overall increase in
Operating Profit of
$130,000

This would then increase both your income and business value calculations as follows;

Your estimated financial gain by achieving your business
goals.

Additional Income & Business Value
Increase in Owner Income =	$100,000
Increase in End of Year Operating Profit =	$130,000
Total Combined Increase In Owner Income =	$230,000
Business Value Increased by =	$390,000
Total Financial Gain	$620,000
Increased by	$120,000

Estimated Value of your business when you have a total Operating Profit
of

Total Operating Profit =	$430,000
New Business Value
Multiplying Value Factor =	3
Estimated Intangible (Good Will) Asset Value =	$1,290,000
Plus Estimated Asset Value =	$150,000
Total Estimated Business Value	$1,440,000
Increased by	$90,000

Finally

You now know what is required to stay in business (maintain the status quo) and you now have Next Year’s
Goal to drive your business to more sales, income and profit, the next step is to establish an practical
‘Plan’ to increase your Turnover Drivers, and monitor progress, Better Business Group can help you develop and implement a ‘Plan’ to achieve Next Year‘s Goal.

Note: The Mark-up Factor required, should you wish to increase your
prices to reflect a Gross Profit margin of 60.90%, is a factor of
2.5575

You have a decision to make based on the choices below:

1. Do nothing and place this Report in a draw and forget about it, or;
2. Maintain your Present Breakeven (status quo) but keep an eye on your numbers to ensure you maintain the Activity required and not go backwards, or;
3. Maintain your Present Breakeven but make its achievement easier by reducing the Activity required to achieve the goal by increasing Turnover Drivers, or;
4. Select Next Year’s Goal, but make no changes to Turnover Drivers, increase Owner Income, Operating Profit and Business Value, or;
5. Select Next Year’s Goal, including your goals of increasing business Turnover Drivers, to make it easier to increase Owner Income, Operating Profit and Business Value.

Which of the 5 above have you chosen? If its number 5, congratulations, you are now on you path to
achieving greater business success, increasing your income and creating a valuable asset. Increasing
your Turnover Driver Goals are your key to success, and it is considerably easier than you would likely
expect.

If you have chosen number 5 above, your goals for the next 12 months are listed in the following section.

Section 3 – Summary of Next Year’s Goals

Business Income Goals

• An Annual Turnover of $4,054,739
• Monthly average Turnover of $405,474 for
  10 (selling) months.
• Annual Gross Profit of $2,480,429. However, with an
  increase in Gross Profit Margin the amount required will change to
  $2,469,336.

Owner Income Goals

• Increase annual Income by $100,000. Income goal is
  $500,000
• Increase business Operating Profit by
  $100,000.
  Operating Profit Goal is $400,000.

Turnover Driver Goals (to achieve Business and Owner Income Goals)

• Increasing Gross Profit by 5%. Gross Profit Goal
  is 60.90%.
• Increase the Average Sale Value by 5%,
  additional to a price increase due to an increase in Gross Profit (if any), the Average Sale Value
  Goal has increased to $88, a total
  percentage increase of 12.42%.
• Increase the Sales Success Ratio from 89.0% to
  93.5%. Which represents an increase in sales of
  5% .

Monthly Activity Goals – 10 (selling) months

• Monthly Sales Target of 4,623.9 – Weekly
  1,156.0 – Daily 192.7
• Number of ‘Opportunities’ required per month is
  
  4.3.
  – Weekly 1.1 – Daily
  0.2

Additional Budget

• Increase monthly Marketing spend by
  $0.
• Annual budget to increase Spare Capacity =
  $30,000.

You now have your Goals for the next year, they are not difficult to achieve, however, the next Section
will hopefully provide you with a path to move forward.

Section 4 – A Pathway to Achieve Your Goals.