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Small Business : An Entrepreneur's Business Plan,9780324233438
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Small Business : An Entrepreneur's Business Plan

by ;
Edition:
7th
ISBN13:

9780324233438

ISBN10:
0324233434
Format:
Paperback
Pub. Date:
6/17/2005
Publisher(s):
Cengage Learning
List Price: $215.95
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Summary

Starting your own business begins today! SMALL BUSINESS: AN ENTREPRENEUR'S BUSINESS PLAN shows you how to identify opportunities and target customers through a practical step-by-step approach. By the time you're done with class, you'll have an excellent business plan in place so you can hit the ground running after graduation. And with powerful study tools built right in, this textbook will help you succeed in class as well.

Table of Contents

Your Great Adventure
1(20)
Building Your Road Map
2(3)
Internet Links
5(1)
Web Link Starting Points
5(1)
Knocking at the Entrepreneurial Doors
6(2)
What about These Three Doorways?
6(2)
The Age of the Entrepreneur
8(1)
Rev Up
9(2)
Ready to Start?
9(1)
Why Do You Want to Be an Entrepreneur?
10(1)
What Is Your Current Family and Financial Picture?
11(1)
What Does It Take to Be an Entrepreneur?
12(9)
Entrepreneurial Success
13(4)
Defining Business Success
17(1)
Interviewing Successful Entrepreneurs
18(3)
Spotting Trends and Opportunities
21(26)
Opening Your Eyes and Mind to Vast Opportunities
22(4)
It's a Dynamic World
23(1)
Environmental Variables
23(3)
Changing Families
26(10)
Boomer Explosion
28(2)
The Splintering of the Mass Market
30(2)
Information Overload
32(1)
Franchisers Respond to Cultural Changes
32(1)
Technology Revolution
33(3)
Information Is Everywhere
36(3)
Secondary Research
37(2)
Primary Research
39(1)
``New Eyes'' Research
39(1)
The Big Picture
40(1)
Brainstorm Your Way into Small Business
41(2)
Brainstorming Techniques
42(1)
Life-Cycle Stages
43(4)
Opportunity Selection
47(28)
Welcome to Opportunity Selection
48(2)
Industry Research
50(3)
Conducting Secondary Research for Your Selected Industry
53(10)
Libraries
54(1)
Trade Associations
55(4)
Trade Shows
59(1)
Additional Resources for Research and Opportunity Gathering
60(3)
Primary Research on Your Selected Industry
63(1)
Industry Segmentation and Gap Analysis
64(2)
More Brainstorming for Possible Solutions
66(1)
Matrix Analysis
67(1)
Taking Stock
68(1)
Define Your Business
68(7)
What Business Are You Really In?
69(6)
Profiling Your Target Customer
75(27)
The Power of Profiling
76(6)
What Can We Learn from Media Sources?
78(1)
Reviewing the Media Kit
79(1)
Changing Profiles
80(2)
Profiling in Action
82(15)
Profiling Business-to-Business Customers
92(1)
Primary Research Is Absolutely Necessary!
93(2)
Observing Target Customers
95(1)
Private Phone Room Idea
96(1)
Surveys
96(1)
Make Customer Profiling a Reflex
97(1)
Invisible Customers
97(1)
Visualizing Your Target Customer
98(4)
Reading and Beating the Competition
102(21)
Who Is Your Competition?
104(1)
Customer Touchpoints
104(1)
Scouting the Competition
105(3)
Seek and Ye Shall Find
105(2)
Additional Secondary Research Sources
107(1)
Competitive Intelligence
108(6)
Primary Research
110(2)
Manufacturing and Scientific Competition
112(2)
Gather Your Competitive Intelligence and Learn How to Distinguish Yourself
114(1)
Competition and Positioning
114(1)
The Competition Life Cycle
115(1)
Competition and Positioning in a Mature Market
116(7)
Create a New Arena
118(1)
Create Uniqueness by Continually Changing Your Product or Service
119(1)
You Can Do It!
120(3)
Marketing Promotions Overview
123(23)
Promotional Strategies
124(11)
The Promotional Mix
124(1)
Potential Strategies
125(10)
Winning Promotional Strategies
135(3)
Sales Reps as Connectors
138(1)
Networking
139(3)
Why You Should Network
141(1)
Networking Organizations
141(1)
Exceptional Customer Service as Promotion
142(2)
What Is Your Customer Worth?
143(1)
Attach Price Tags to Your Promotional Strategies
144(2)
Location, Location, Location
146(31)
The Importance of Location
147(1)
What Is the Perfect Location?
147(1)
A Location Filter
147(6)
Target Market
148(1)
Transportation Lines
148(1)
Neighbor Mix
148(1)
Competition
148(1)
Security and Safety
148(1)
Labor Pool and Education
148(1)
Restrictions and Opportunities
148(1)
Services
149(1)
Costs
149(1)
Ownership
149(1)
Past Tenants
149(1)
Accessibility to Customers
149(1)
Space
149(1)
History of the Property
149(1)
Physical Visibility
149(1)
Life-Cycle Stage of the Area
149(1)
Funding Opportunities
150(1)
Image
150(3)
Where to Go for Location Information
153(9)
Targeting by Census Tract
153(9)
Before You Sign a Lease
162(1)
Commercial Real Estate
162(4)
Agents/Commercial Brokers
162(1)
Anticipate the Unexpected
162(1)
How to Rewrite a Lease with Your Lawyer's Assistance
163(3)
Office/Business/Retail Location Alternatives
166(1)
Consider a Just-in-Time Location
166(1)
Business Incubators
166(11)
Home Offices
169(1)
Swap Meets and Fairs
170(1)
Kiosks
171(1)
Internet Location
171(1)
Enterprise Zones
171(6)
Start-Up Concerns and Financial Projections
177(25)
Chart Your Business Future with Numbers
178(2)
Start-Up Costs
178(1)
Pricing
178(1)
Seasonality Scenarios
178(1)
Sales Projections and What-If Scenarios
178(1)
Projected Income Statements and Cash Flow
179(1)
Balance Sheet
179(1)
Break-Even Analysis
180(1)
Financial Ratios
180(1)
Start-Up Costs and Concerns
180(3)
Boot-Strapping
183(2)
How to Save Money
183(2)
Seeking Advice
185(1)
Pricing
185(1)
Seasonality Scenarios
185(3)
Sales Projections and What-If Scenarios
188(1)
Income Statements and Cash Flow
188(5)
Balance Sheet
193(1)
Break-Even Analysis
194(3)
Leaving a Paper Trail
197(1)
Financial Ratios
197(5)
Current Ratio
197(1)
Liquidity Ratio
197(1)
Return on Investment
197(5)
Shaking the Money Tree
202(27)
Before Committing Money
204(1)
What Is Your Risk Tolerance?
204(1)
What Is Your Credit History?
205(1)
Credit Reporting Agencies---What Do They Know about You?
205(3)
Key Factors of Your Credit Score
205(1)
Availability of Cash and Credit
206(2)
Your Bottom Line
208(1)
Shaking the Most Fruitful Branches First
208(1)
Self-Financing
209(1)
Your Money and Your Credit
209(1)
Friends and Family
210(2)
Banks
212(7)
Bankers' Expectations
213(1)
Strategies for Working with Your Banker
213(2)
Make Your Banker a Member of Your Team
215(1)
SBA Programs
215(4)
State Programs and Local Development Authorities
219(1)
Vendor Financing
220(1)
Angels
221(3)
Venture-Capital Firms
224(5)
Legal Issues
229(30)
It Pays to Look Ahead
230(1)
Locate and Hire an Experienced Attorney from the Beginning!
231(1)
Understanding How Lawyers Charge and Operate
232(1)
Alternative Legal Forms of Business
232(2)
Which Form of Business Is Best for You?
234(7)
Sole Proprietorships
235(1)
Partnerships
236(2)
Corporations
238(3)
Limited Liability Companies
241(1)
Subchapter S Corporations
241(1)
Protect Yourself
241(4)
Buy-Sell Agreements
244(1)
Copyrights, Patents, and Trademarks
245(7)
Ten Things You Should Know to Protect Your Inventions
245(3)
Ten Things You Should Know to Protect Your Artwork, Ads, Writings, and Software
248(2)
Ten Things You Should Know to Protect Your Product and Business Names
250(2)
Advertising within the Rules
252(7)
Build, Maintain, and Thrive with a Winning Team
259(24)
The Founding Team
260(2)
The Virtual Organization and Outsourcing
262(1)
Independent Contractors
263(1)
Employee Leasing
263(2)
The First Employees
265(4)
Interview and Stay Out of Court
269(1)
Ask the Right Questions
269(1)
Checking References
270(1)
What Do Employees Really Cost?
270(5)
Maintaining Compliance
273(2)
Workers Compensation Laws
275(2)
Team Members
277(6)
Find Mentors
278(1)
Rounding Out the Personalities of Your Team
279(4)
Protecting Your ``Baby'' and Yourself
283(19)
Insurance
284(5)
Managing Risk
284(1)
Insurance Planning
285(1)
Types of Coverage
286(3)
Crime: Be Prepared---Take Preventative Steps!
289(2)
The Tax Man Cometh!
291(3)
Employment Taxes
292(1)
Sales Taxes
292(2)
Final Tax Thoughts
294(1)
Exit Strategy
294(3)
Ethics
297(5)
Buying a Business
302(30)
Why Purchase an Ongoing Business?
303(3)
How to Buy and How Not to Buy
305(1)
Getting the Word Out
306(1)
Investigate the Business from the Outside
306(3)
Learn from Others' Mistakes and Keep Digging
307(1)
Know When You Need Outside Help
307(2)
Investigate the Business from the Inside
309(14)
Dealing with Brokers
309(3)
How to Look at the Inside of a Business
312(4)
Obtain a Non-Compete Covenant
316(1)
Analyze the Seller's Motives
316(1)
Examine the Asking Price
317(2)
Tax Issues
319(3)
Determine whether Bulk Sales Escrow Is Required
322(1)
Negotiate the Value of Goodwill
322(1)
The Decision to Buy
323(1)
Prepare for Negotiations
324(1)
Earn-Out: Earn Your Way to Success
325(7)
Protect Yourself
327(1)
Expect Some Pleasant Surprises
327(5)
Investigating Franchises and Franchising
332(19)
Conducting Business with Franchises and Determining If Franchising Is for You
333(1)
Surfing the Net for Franchising Basics
334(1)
Beware of Scams
335(2)
Why Buy a Franchise?
337(6)
What the Franchisee Receives
337(2)
What the Franchisor Receives
339(2)
General Franchise Issues and Concerns
341(1)
Delving Deeper
342(1)
Process Involved in Purchasing a Franchise
343(8)
The Other Side of Franchising: Reasons for Not Purchasing a Franchise
346(1)
Can You Franchise Your Idea and Become the Franchisor?
347(1)
Franchising Trends and Final Thoughts
348(3)
Pull Your Plan Together
351(28)
How to Start Writing Your Business Plan
356(3)
Three-Part Structure: Words, Numbers, and Appendixes
357(1)
Business Plan Software
357(1)
Outside Assistance in Writing a Business Plan
358(1)
Reminders
358(1)
Cover Letter
359(1)
Elements of a Business Plan
360(1)
The Table of Contents
360(1)
Executive Summary
361(2)
Section I
363(1)
Description of the Business
363(1)
The Service We Provide
363(1)
Industry Overview and Target Customers
364(1)
The Competition
365(1)
Marketing Strategy
366(1)
Geographical Factors and Site Selection/Facility Location
367(2)
Management
369(1)
Exit Strategy
370(1)
Section II
371(1)
Financial Section
371(1)
Projected Income
372(1)
Balance Sheet
372(1)
Epilogue
373(6)
Act on What You Know
373(6)
Appendix A Fast-Start Business Plan
379(13)
Quick Checklist
380(1)
Structuring Your Plan
381(1)
A Great Dream Can Equal Great Business
381(1)
Who Are Your Competitors?
381(1)
How Much Should You Charge?
382(1)
Profile Your Target Customer
382(1)
How Do You Make That Customer Connection?
382(1)
What Are Your Start-Up Costs?
383(1)
Charting Your Sales Goals for the First Three Months
383(2)
Expense Forecast
385(1)
Things-to-Do List
386(1)
List of Necessities before Opening Day---Car Detailing Service
386(1)
Your Turn Now!
386(1)
Ten Commandments from Sam Walton
387(1)
Yes, We Do Windows
387(5)
Model Fast-Start Business Plan
387(5)
Appendix B Annie's Business Plan Proposal
392(15)
Cover Letter for Annie's
393(1)
Business Plan Proposal for Specialty Chocolates and Candy Concession at Sea World
393(1)
Annie's Business Plan Proposal
394(1)
Business Plan Contents
394(1)
Executive Summary
395(1)
Management and Staffing
395(2)
Retail Experience and History
395(1)
Management
396(1)
Staffing Plan
396(1)
Exit Strategy
397(1)
Store Overview
397(2)
Floor Plan
397(1)
Floor Space
397(1)
Visual Presentation of Merchandise
398(1)
Products
398(1)
Pricing
399(1)
Marketing
399(2)
Retail Trends
399(1)
Customer Service Philosophy/Programs
400(1)
Marketing Plan
400(1)
Store Operations
401(1)
Stocking
401(1)
Logistics and Frequency of Deliveries
401(1)
Facility Maintenance Plan
401(1)
Financial Management and Financials
402(2)
System of Internal Control
402(2)
Annie's Projected Rental Revenues and Annual Minimum Guarantee
404(1)
Annie's Estimated Capital Investment
404(2)
Assumptions Used in Developing Sales Projections and Figures
406(1)
Annie's Appendix
406(1)
Appendix C Forms, Forms, Forms
407(28)
Personal Budget
408(1)
Personal Financial Statement
409(2)
Application for Employer Identification Number
411(2)
Profit or Loss From Business
413(2)
Net Profit From Business
415(2)
Self-Employment Tax
417(2)
Employment Eligibility Verification
419(3)
Application for Business Loan
422(4)
Application for Lowdoc Loan (Short Form)
426(2)
UFOC Outline
428(7)
Index 435


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