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Anywhere Remodeling

Executive Summary

Anywhere Remodeling, Inc. will change its focus to differentiate ourselves from fly-by-night contractors and improve its sales and customer service functions. The goal is to increase sales to more than $2 million in three years, while also improving the gross profit and working capital. We want to become known as the best quality remodeling company around.

This business plan leads the way. It renews our vision and strategic focus: adding value to our target market segments in our local market. It also provides the step-by-step plan for improving our sales, gross margin, and profitability.

This plan includes this summary, and chapters on the company, products and services, market focus, action plans and forecasts, management team, and financial plan, management and working capital.

1.1 Objectives

  1. Sales increasing to $2 million by June Year 5.
  2. Improve net profitability to 12% by end of fiscal year Year 5.
  3. Provide 10% of gross sales for Owner and 10% of gross sales for company.

1.2 Mission

Anywhere Remodeling is a full service remodeling company that is devoted to building the dream homes of local high-end clients.

We believe that attention to detail and customer service sets us apart from our competition, and it is what allows us to continue to focus on high-end projects. We work with the property owner to select the highest grade materials possible, and we continue to contact the customer even after the job has been completed.

Residential remodeling business plan, executive summary chart image

1.3 Keys to Success

Marketing: Creating a desire for our services above all competitors is a key to our continued success, as well as creating the perception that we are the top of the line.

Craftsmanship: No matter how good the marketing program is, poor-quality work will destroy our base of referral business. It will also take us out of our high end market.

Communication: Our communication systems, both internally and with our customers, are the key to excellent performance – projects completed on schedule, on budget and to our customers’ satisfaction. We also must ensure that the customer feels like we have been responsive to his/her every request so that we can get a good referral.

Building Material prices: In order to turn a profit, we need to have a good feel for the prices of materials in our area, and where to get the best deals.

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Company Summary

Anywhere Remodeling, Inc. started as a proprietorship originally named Right Stuff Construction in August 1989, serving Anywhere, World. Its customers pay 10-15% extra to feel “taken care of.” Their need to trust a contractor allows them to feel comfortable with slightly higher than average prices.

2.1 Company Ownership

Anywhere Remodeling, Inc. is an S corporation owned in majority by its founder and president, Bob Hammer. There are two part owners: Steve Field & Bill Sales. Neither owns more than 15%, but both are active participants in management decisions.

2.2 Company History

Anywhere Remodeling, Inc. was founded in 1989 as a sole proprietorship registered in Anywhere, World as Right Stuff Construction, owned and operated by Bob Hammer. It was a originally a handyman business specializing in house painting.

After seeing an influx of competition in response to the recent housing crisis, Bob decided that the best way to adapt to the market was to take advantage of the fact that new building permits are down. The theory is that because new home construction is down, those people who have the extra money to spend will be more likely to hold on to their assets and remodel existing homes rather than go out and buy a new home.

Residential remodeling business plan, company summary chart image

Past Performance
FY 2006 FY 2007 FY 2008
Sales $250,000 $450,000 $750,000
Gross Margin $62,500 $112,500 $187,500
Gross Margin % 25.00% 25.00% 25.00%
Operating Expenses $187,500 $337,500 $562,500
Collection Period (days) 438 326 472
Balance Sheet
FY 2006 FY 2007 FY 2008
Current Assets
Cash $39,748 $44,165 $183,428
Accounts Receivable $240,000 $430,000 $735,000
Other Current Assets $8,938 $9,931 $31,380
Total Current Assets $288,686 $484,096 $949,808
Long-term Assets
Long-term Assets $63,040 $70,045 $145,879
Accumulated Depreciation $28,675 $31,861 $56,879
Total Long-term Assets $34,365 $38,184 $89,000
Total Assets $323,051 $522,280 $1,038,808
Current Liabilities
Accounts Payable $42,731 $53,000 $69,720
Current Borrowing $38,458 $24,965 $0
Other Current Liabilities (interest free) $0 $9,995 $0
Total Current Liabilities $81,189 $87,960 $69,720
Long-term Liabilities $30,143 $11,492 $0
Total Liabilities $111,332 $99,452 $69,720
Paid-in Capital $15,000 $7,000 $20,000
Retained Earnings $196,719 $415,828 $949,088
Earnings $0 $0 $0
Total Capital $211,719 $422,828 $969,088
Total Capital and Liabilities $323,051 $522,280 $1,038,808
Other Inputs
Payment Days 30 30 30
Sales on Credit $200,000 $375,000 $450,000
Receivables Turnover 0.83 0.87 0.61

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Products and Services

Anywhere Remodeling, Inc. is a full-service remodeling contractor. At present we do mostly high-end, single room, kitchen/bath and whole house remodels. It is our philosophy that we can offer a quality product in a timely fashion giving the customer one-on-one service.

This includes:

  • Whole House Remodeling
  • Historic Home Remodeling
  • Wing Remodeling
  • Single Room Remodeling
  • Kitchen Remodeling
  • Bath Remodeling
  • Green Remodeling
  • Handyman Services
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Market Analysis Summary

Anywhere Remodeling is focusing on both the commercial and residential markets of Anytown America, with the residential being about 80% of the overall volume of the company.

As housing prices fall, potential clients will be more apt to remodel their high-end homes, rather than try to sell them.

4.1 Market Segmentation

In an era of decreasing residential property values and relatively stable rates of personal income growth, Anywhere Remodeling, Inc. is focusing on two segments of the residential remodeling market:

1) Neighborhoods where homeowners have achieved success in their careers and have room in their budget for investment in their homes, but are not eager to incur a much higher mortgage payment by selling their house and ‘buying up.’ [Such targeted neighborhoods have housing stock with room to expand and are deemed to be worth the upgrade expenditures.]

2) Run-down neighborhoods that have been targeted by community decision-makers for renewal.

About 20% of Anywhere’s overall volume consists of remodeling projects for businesses within the community areas being revitalized.

Residential remodeling business plan, market analysis summary chart image

Market Analysis
2008 2009 2010 2011 2012
Potential Customers Growth CAGR
Small growth 5% 500,000 525,000 551,250 578,813 607,754 5.00%
Moderate growth 7% 500,000 535,000 572,450 612,522 655,399 7.00%
Moderate – Large growth 10% 500,000 550,000 605,000 665,500 732,050 10.00%
Large growth 15% 500,000 575,000 661,250 760,438 874,504 15.00%
Total 9.45% 2,000,000 2,185,000 2,389,950 2,617,273 2,869,707 9.45%

4.2 Target Market Segment Strategy

Anywhere Remodeling’s targeted market groups were chosen because of the long-term potential for continued sales. Assuming high quality work and effective word-of-mouth marketing, the targeted, potentially upgradeable, neighborhoods afford a continuing supply of work to do. The business remodels, while providing a smaller portion of the firm’s income, offer an important opportunity to build relationships and generate trust with business owners and managers who have homes in the targeted ‘upgradeable’ homes.

4.3 Service Business Analysis

As a whole, the building industry is a very fragmented industry. Despite large homebuilders, no single company has as much as a 2% market share.

The remodeling industry is even more diluted with only a handful of companies in the nation showing annual sales in excess of $10 million. Under the standard definition, all remodelers fall into the category of a small business.

4.3.1 Competition and Buying Patterns

The remodeling market is made up of potential customers who weigh three competing values: Price, Quality and Service. There is a saying that a remodeling company can deliver any two of those values. A large portion of the potential customers are asking for quality and service, and then go shopping for price. These customers are extremely difficult to work for and make a profit.

There is another segment of the market that is concerned with getting a “fair” price, but is primarily concerned with getting quality work and superior service–they want to be “taken care of.” This customer is generally happy to work with one contractor, developed a trusting relationship, and pay a little bit more for this comfort.

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Strategy and Implementation Summary

Anywhere Remodeling, Inc. will change its focus to differentiate their services from fly-by-night contractors, improve its sales and customer service functions and increase the amount of work received from past clients and referrals. The marketing challenge is to improve the company’s image, allowing estimators to price work more profitably, reduce or eliminate the amount of work competitively bid for, and to raise the perceived value the client gains by hiring Anywhere Remodeling.

5.1 Sales Strategy

1. Anywhere Remodeling needs to sell the company, not the price.

2. Anywhere has to sell its quality and service. The actual remodeling is like the razor, and the support, service, design and hand holding are the razor blades. We need to serve our customers with what they really need.

The Yearly Total Sales chart summarizes an ambitious sales forecast. Anywhere expects sales to increase significantly from $750,000 last year.

5.1.1 Sales Forecast

The important elements of the sales forecast are shown in the Total Sales by Month in Year 1 chart. Total sales will increase substantially over the next several years.

Residential remodeling business plan, strategy and implementation summary chart image

Residential remodeling business plan, strategy and implementation summary chart image

Sales Forecast
FY 2009 FY 2010 FY 2011 FY 2012 FY 2013
Sales
Commercial $131,791 $145,000 $165,000 $170,000 $180,000
Residential $1,188,614 $1,350,000 $1,500,000 $1,650,000 $1,800,000
Other $7,998 $1,903 $1,998 $2,098 $2,202
Total Sales $1,328,403 $1,496,903 $1,666,998 $1,822,098 $1,982,202
Direct Cost of Sales FY 2009 FY 2010 FY 2011 FY 2012 FY 2013
Materials $225,828 $254,473 $283,390 $309,757 $336,974
Sub Contractor Costs $464,941 $523,916 $583,449 $637,734 $693,771
Permits & Licensing $3,385 $3,554 $3,732 $3,919 $4,115
Sales Costs w/commision $8,369 $9,730 $10,835 $11,844 $12,884
Warranties $5,067 $4,752 $4,989 $5,239 $5,501
Trash $6,365 $6,683 $7,017 $7,368 $7,736
Other $1,930 $2,027 $2,128 $2,234 $2,346
Subtotal Direct Cost of Sales $715,885 $805,135 $895,541 $978,094 $1,063,327

5.2 Marketing Strategy

The marketing strategy is the core of the main strategy:

  1. Emphasize quality and service.
  2. Build a relationship business–treat the customers like members of the family.
  3. Take care of the customers for the rest of their life.

5.3 Competitive Edge

Anywhere Remodeling, Inc.’s competitive edge is its reputation in the community. Over the past five years, Anywhere has won a number of awards for quality and design, both nationally and locally. Its satisfied customer base continues to expand and spread the word.

5.4 Milestones

The following table lists important program milestones, with dates and persons in charge, and budgets for each. The milestone schedule indicates our emphasis on planning for implementation. The most important programs are the sales and marketing programs listed in detail in the previous topics.

Milestones
Milestone Start Date End Date Budget Manager Department
Business Plan 10/1/2008 10/1/2008 $500 Bob Hammer Owner
Community Involvement Program 2/15/2008 2/15/2008 $5,000 Bob Hammer Owner
Sales Brochure 3/1/2008 3/1/2008 $1,800 David Designer Sales
Refinance Short Term Debt 3/1/2008 3/1/2008 $0 Bob Hammer Owner
New Computer System 7/15/2008 7/15/2008 $8,000 Bill Sales Administration
Thank You Cards 1/15/2008 1/15/2008 $250 David Designer Sales
Pardon the Dust (door hangers) 1/15/2008 1/15/2008 $200 David Designer Sales
New Automatic Nail Guns (2) 1/1/2008 1/1/2008 $3,200 Steve Field Production
How to Pick a Contractor Seminars 6/1/2008 6/1/2008 $1,000 Bob Hammer Sales
Totals $19,950

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Web Plan Summary

The Anywhere Remodeling website will be the virtual business card and portfolio for the company, as well as its online “home.”

It will showcase the construction experience within the company, as well as the portfolio of all the past and current projects done by Anywhere Remodeling.The website will include a resources area, offering articles, research and weekly newsletters to interested parties.

The key to the website strategy will be combining a very well designed front end, with a back end capable of recording leads and proposal requests.

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Management Summary

Anywhere Remodeling is a company that desires to be of service to others. Its whole existence is keyed to helping people who have need to improve the quality of their life. Anywhere encourages team work and cooperation in helping the customer. The company is very loyal to its employees and provides them with the security and satisfaction to know that they are the business and that without them the company would not exist.

7.1 Personnel Plan

The Personnel Plan reflects the need to bolster our capabilities to match our positioning. Our total head-count should increase to 12 this first year, and to 17 by the third year. This reflects a ~5% growth per year.

Personnel Plan
FY 2009 FY 2010 FY 2011 FY 2012 FY 2013
Labor $179,829 $179,829 $189,294 $199,257 $209,744
Prod. Manager $37,839 $37,839 $39,831 $41,927 $44,134
Design $10,649 $10,649 $11,209 $11,799 $12,420
Prod Mgr (office) $9,281 $9,281 $9,770 $10,284 $10,825
Sales (salaried/draw) $8,555 $8,555 $9,005 $9,479 $9,978
Office $42,657 $42,657 $44,902 $47,266 $49,753
Owners $78,000 $132,844 $139,835 $147,195 $154,942
Total People 12 14 15 16 17
Total Payroll $366,810 $421,654 $443,846 $467,206 $491,796

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Financial Plan

The most important element in the financial plan is the critical need for improving several of the key factors that impact cash flow:

  1. Anywhere Remodeling must do a better job of collecting deposits and asking for (demanding) prompt payment from the customers.
  2. We must bring the gross margin up to 35%. This is related to improving the marketing program which will generate higher quality leads and jobs.

8.1 Important Assumptions

The financial plan depends on important assumptions, most of which are shown in the General Assumptions table below. The key underlying assumptions are:

  • A slow-growth economy, without major recession.
  • There are no unforeseen changes in technology to make our services immediately obsolete (very unlikely).
  • We assume access to equity capital and financing sufficient to maintain our financial plan as shown in the tables.
General Assumptions
FY 2009 FY 2010 FY 2011 FY 2012 FY 2013
Plan Month 1 2 3 4 5
Current Interest Rate 7.00% 7.00% 7.00% 7.00% 7.00%
Long-term Interest Rate 10.00% 10.00% 10.00% 10.00% 10.00%
Tax Rate 25.00% 25.00% 25.00% 25.00% 25.00%
Other 0 0 0 0 0

8.2 Break-even Analysis

The break-even analysis can be found below.

Residential remodeling business plan, financial plan chart image

Break-even Analysis
Monthly Revenue Break-even $113,038
Assumptions:
Average Percent Variable Cost 54%
Estimated Monthly Fixed Cost $52,121

8.3 Projected Profit and Loss

The most important assumption in the Projected Profit and Loss statement is the gross margin, which is supposed to increase, up quite a bit from the last year. The increase in gross margin is based on changing our sales mix due to increased target marketing based on 5% assumptions between years.

Month-by-month assumptions for profit and loss are included in the appendices.

Residential remodeling business plan, financial plan chart image

Residential remodeling business plan, financial plan chart image

Pro Forma Profit and Loss
FY 2009 FY 2010 FY 2011 FY 2012 FY 2013
Sales $1,328,403 $1,496,903 $1,666,998 $1,822,098 $1,982,202
Direct Cost of Sales $715,885 $805,135 $895,541 $978,094 $1,063,327
Other Costs of Goods $0 $0 $0 $0 $0
Total Cost of Sales $715,885 $805,135 $895,541 $978,094 $1,063,327
Gross Margin $612,517 $691,768 $771,457 $844,004 $918,875
Gross Margin % 46.11% 46.21% 46.28% 46.32% 46.36%
Expenses
Payroll $366,810 $421,654 $443,846 $467,206 $491,796
Advertising $11,890 $7,023 $7,393 $7,782 $8,191
Depreciation $8,856 $9,322 $9,813 $10,329 $10,873
Marketing $13,757 $8,122 $8,550 $9,000 $9,473
Bad Debts $2,244 $2,362 $2,486 $2,617 $2,755
Donations $2,364 $2,488 $2,619 $2,757 $2,902
Entertainment 50% $2,100 $2,211 $2,327 $2,449 $2,578
Employee Benefits $65,729 $52,152 $54,897 $57,786 $60,828
Equipment Buy/Rental $3,880 $3,082 $3,244 $3,415 $3,595
Interest/Bank Charges ($204) ($215) ($226) ($238) ($250)
Tool Repair/Replacement $2,760 $2,905 $3,058 $3,219 $3,389
Computer/Hardware/Software Consultants $8,602 $6,836 $7,196 $7,574 $7,973
Dues/Sub/Licenses/Royalties/Trade Assoc $2,840 $2,990 $3,147 $3,313 $3,487
Corp & Business Taxes $2,104 $2,214 $2,331 $2,454 $2,583
Legal Expenses $1,309 $1,378 $1,451 $1,527 $1,608
Accounting Expenses $2,331 $2,453 $2,582 $2,718 $2,861
Rent of Office/Warehouse Space $14,520 $15,284 $16,089 $16,935 $17,827
Repairs/Maintenance $1,137 $1,197 $1,260 $1,326 $1,396
Communications $9,357 $9,850 $10,368 $10,914 $11,488
Utilities $930 $979 $1,030 $1,084 $1,142
Office Expenses $8,416 $8,859 $9,325 $9,816 $10,332
Miscellaneous/Other $4,589 $4,831 $5,085 $5,353 $5,634
Liability Insurance $7,512 $7,907 $8,324 $8,762 $9,223
Vehicle Expenses & Insurance $10,392 $10,939 $11,515 $12,121 $12,759
Liability Insurance for employees $504 $531 $558 $588 $619
Vehicle Expenses & Insurance $4,044 $4,257 $4,481 $4,717 $4,965
Insurance – General (#43) $1,020 $1,074 $1,130 $1,190 $1,252
Payroll Taxes $65,659 $75,476 $79,448 $83,630 $88,031
Total Operating Expenses $625,452 $668,161 $703,328 $740,345 $779,309
Profit Before Interest and Taxes ($12,935) $23,607 $68,129 $103,658 $139,566
EBITDA ($4,079) $32,929 $77,942 $113,988 $150,439
Interest Expense $0 $0 $0 $0 $0
Taxes Incurred $0 $5,902 $17,032 $25,915 $34,892
Net Profit ($12,935) $17,705 $51,097 $77,744 $104,675
Net Profit/Sales -0.97% 1.18% 3.07% 4.27% 5.28%

8.4 Projected Cash Flow

The cash flow depends on assumptions for payment days and accounts receivable management. The projected 75-day collection days is critical, and it is also reasonable.

Residential remodeling business plan, financial plan chart image

Pro Forma Cash Flow
FY 2009 FY 2010 FY 2011 FY 2012 FY 2013
Cash Received
Cash from Operations
Cash Sales $332,101 $374,226 $416,749 $455,524 $495,551
Cash from Receivables $1,500,397 $1,093,388 $1,220,682 $1,339,614 $1,458,822
Subtotal Cash from Operations $1,832,498 $1,467,614 $1,637,432 $1,795,138 $1,954,373
Additional Cash Received
Sales Tax, VAT, HST/GST Received $0 $0 $0 $0 $0
New Current Borrowing $0 $0 $0 $0 $0
New Other Liabilities (interest-free) $0 $0 $0 $0 $0
New Long-term Liabilities $0 $0 $0 $0 $0
Sales of Other Current Assets $0 $0 $0 $0 $0
Sales of Long-term Assets $0 $0 $0 $0 $0
New Investment Received $0 $0 $0 $0 $0
Subtotal Cash Received $1,832,498 $1,467,614 $1,637,432 $1,795,138 $1,954,373
Expenditures FY 2009 FY 2010 FY 2011 FY 2012 FY 2013
Expenditures from Operations
Cash Spending $366,810 $421,654 $443,846 $467,206 $491,796
Bill Payments $948,152 $1,049,306 $1,152,871 $1,258,223 $1,365,979
Subtotal Spent on Operations $1,314,962 $1,470,960 $1,596,716 $1,725,429 $1,857,775
Additional Cash Spent
Sales Tax, VAT, HST/GST Paid Out $0 $0 $0 $0 $0
Principal Repayment of Current Borrowing $0 $0 $0 $0 $0
Other Liabilities Principal Repayment $0 $0 $0 $0 $0
Long-term Liabilities Principal Repayment $0 $0 $0 $0 $0
Purchase Other Current Assets $0 $0 $0 $0 $0
Purchase Long-term Assets $0 $0 $0 $0 $0
Dividends $0 $0 $0 $0 $0
Subtotal Cash Spent $1,314,962 $1,470,960 $1,596,716 $1,725,429 $1,857,775
Net Cash Flow $517,536 ($3,346) $40,715 $69,709 $96,598
Cash Balance $700,964 $697,618 $738,333 $808,042 $904,640

8.5 Projected Balance Sheet

The Projected Balance Sheet is quite solid. We do not project any real trouble meeting our debt obligations–as long as we can achieve our specific objectives.

Pro Forma Balance Sheet
FY 2009 FY 2010 FY 2011 FY 2012 FY 2013
Assets
Current Assets
Cash $700,964 $697,618 $738,333 $808,042 $904,640
Accounts Receivable $230,904 $260,193 $289,760 $316,719 $344,549
Other Current Assets $31,380 $31,380 $31,380 $31,380 $31,380
Total Current Assets $963,249 $989,191 $1,059,473 $1,156,141 $1,280,569
Long-term Assets
Long-term Assets $145,879 $145,879 $145,879 $145,879 $145,879
Accumulated Depreciation $65,735 $75,057 $84,870 $95,199 $106,072
Total Long-term Assets $80,144 $70,822 $61,009 $50,680 $39,807
Total Assets $1,043,393 $1,060,013 $1,120,482 $1,206,821 $1,320,376
Liabilities and Capital FY 2009 FY 2010 FY 2011 FY 2012 FY 2013
Current Liabilities
Accounts Payable $87,239 $86,155 $95,527 $104,122 $113,002
Current Borrowing $0 $0 $0 $0 $0
Other Current Liabilities $0 $0 $0 $0 $0
Subtotal Current Liabilities $87,239 $86,155 $95,527 $104,122 $113,002
Long-term Liabilities $0 $0 $0 $0 $0
Total Liabilities $87,239 $86,155 $95,527 $104,122 $113,002
Paid-in Capital $20,000 $20,000 $20,000 $20,000 $20,000
Retained Earnings $949,088 $936,153 $953,858 $1,004,955 $1,082,699
Earnings ($12,935) $17,705 $51,097 $77,744 $104,675
Total Capital $956,153 $973,858 $1,024,955 $1,102,699 $1,207,374
Total Liabilities and Capital $1,043,393 $1,060,013 $1,120,482 $1,206,821 $1,320,376
Net Worth $956,153 $973,858 $1,024,955 $1,102,699 $1,207,374

8.6 Business Ratios

The table follows with our main business ratios. We do intend to improve gross profit and collection days.

Ratio Analysis
FY 2009 FY 2010 FY 2011 FY 2012 FY 2013 Industry Profile
Sales Growth 77.12% 12.68% 11.36% 9.30% 8.79% -2.88%
Percent of Total Assets
Accounts Receivable 22.13% 24.55% 25.86% 26.24% 26.09% 11.37%
Other Current Assets 3.01% 2.96% 2.80% 2.60% 2.38% 25.23%
Total Current Assets 92.32% 93.32% 94.56% 95.80% 96.99% 76.82%
Long-term Assets 7.68% 6.68% 5.44% 4.20% 3.01% 23.18%
Total Assets 100.00% 100.00% 100.00% 100.00% 100.00% 100.00%
Current Liabilities 8.36% 8.13% 8.53% 8.63% 8.56% 44.21%
Long-term Liabilities 0.00% 0.00% 0.00% 0.00% 0.00% 12.47%
Total Liabilities 8.36% 8.13% 8.53% 8.63% 8.56% 56.68%
Net Worth 91.64% 91.87% 91.47% 91.37% 91.44% 43.32%
Percent of Sales
Sales 100.00% 100.00% 100.00% 100.00% 100.00% 100.00%
Gross Margin 46.11% 46.21% 46.28% 46.32% 46.36% 16.88%
Selling, General & Administrative Expenses 26.96% 27.77% 28.42% 13.06% 13.02% 5.45%
Advertising Expenses 0.87% 0.87% 0.86% 0.00% 0.00% 0.23%
Profit Before Interest and Taxes -0.97% 1.58% 4.09% 5.69% 7.04% 0.91%
Main Ratios
Current 11.04 11.48 11.09 11.10 11.33 1.59
Quick 11.04 11.48 11.09 11.10 11.33 0.57
Total Debt to Total Assets 8.36% 8.13% 8.53% 8.63% 8.56% 59.20%
Pre-tax Return on Net Worth -1.35% 2.42% 6.65% 9.40% 11.56% 1.93%
Pre-tax Return on Assets -1.24% 2.23% 6.08% 8.59% 10.57% 4.72%
Additional Ratios FY 2009 FY 2010 FY 2011 FY 2012 FY 2013
Net Profit Margin -0.97% 1.18% 3.07% 4.27% 5.28% n.a
Return on Equity -1.35% 1.82% 4.99% 7.05% 8.67% n.a
Activity Ratios
Accounts Receivable Turnover 4.31 4.31 4.31 4.31 4.31 n.a
Collection Days 88 80 80 81 81 n.a
Accounts Payable Turnover 11.07 12.17 12.17 12.17 12.17 n.a
Payment Days 29 30 29 29 29 n.a
Total Asset Turnover 1.27 1.41 1.49 1.51 1.50 n.a
Debt Ratios
Debt to Net Worth 0.09 0.09 0.09 0.09 0.09 n.a
Current Liab. to Liab. 1.00 1.00 1.00 1.00 1.00 n.a
Liquidity Ratios
Net Working Capital $876,009 $903,036 $963,946 $1,052,019 $1,167,566 n.a
Interest Coverage 0.00 0.00 0.00 0.00 0.00 n.a
Additional Ratios
Assets to Sales 0.79 0.71 0.67 0.66 0.67 n.a
Current Debt/Total Assets 8% 8% 9% 9% 9% n.a
Acid Test 8.39 8.46 8.06 8.06 8.28 n.a
Sales/Net Worth 1.39 1.54 1.63 1.65 1.64 n.a
Dividend Payout 0.00 0.00 0.00 0.00 0.00 n.a

8.7 Long-term Plan

The long-term plan is shown in the Appendix.

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Appendix

Sales Forecast
Dec Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov
Sales
Commercial $3,237 $3,699 $5,780 $11,098 $16,416 $20,116 $19,884 $16,647 $12,486 $9,249 $6,705 $6,474
Residential $73,410 $76,879 $77,746 $89,884 $96,243 $101,156 $99,711 $109,827 $111,850 $119,075 $116,301 $116,532
Other $151 $151 $151 $151 $151 $151 $151 $151 $2,900 $3,587 $151 $151
Total Sales $76,798 $80,729 $83,677 $101,133 $112,810 $121,423 $119,746 $126,625 $127,236 $131,911 $123,157 $123,157
Direct Cost of Sales Dec Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov
Materials $13,056 $13,724 $14,225 $17,193 $19,178 $20,642 $20,357 $21,526 $21,630 $22,425 $20,937 $20,937
Sub Contractor Costs $26,879 $28,255 $29,287 $35,397 $39,484 $42,498 $41,911 $44,319 $44,533 $46,169 $43,105 $43,105
Permits & Licensing $282 $282 $282 $282 $282 $282 $282 $282 $282 $282 $282 $282
Sales Costs w/commision $484 $509 $527 $637 $711 $765 $754 $798 $802 $831 $776 $776
Warranties $377 $385 $393 $401 $409 $417 $425 $434 $443 $452 $461 $470
Trash $530 $530 $530 $530 $530 $530 $530 $530 $530 $530 $530 $530
Other $161 $161 $161 $161 $161 $161 $161 $161 $161 $161 $161 $161
Subtotal Direct Cost of Sales $41,769 $43,846 $45,406 $54,601 $60,754 $65,295 $64,421 $68,050 $68,381 $70,850 $66,252 $66,261
Personnel Plan
Dec Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov
Labor $14,986 $14,986 $14,986 $14,986 $14,986 $14,986 $14,986 $14,986 $14,986 $14,985 $14,985 $14,985
Prod. Manager $3,153 $3,153 $3,153 $3,153 $3,153 $3,153 $3,153 $3,153 $3,153 $3,154 $3,154 $3,154
Design $887 $887 $887 $887 $887 $887 $887 $888 $888 $888 $888 $888
Prod Mgr (office) $773 $773 $773 $773 $773 $773 $773 $773 $773 $773 $773 $773
Sales (salaried/draw) $712 $713 $713 $713 $713 $713 $713 $713 $713 $713 $713 $713
Office $3,555 $3,555 $3,555 $3,555 $3,555 $3,555 $3,555 $3,555 $3,555 $3,555 $3,555 $3,555
Owners $6,500 $6,500 $6,500 $6,500 $6,500 $6,500 $6,500 $6,500 $6,500 $6,500 $6,500 $6,500
Total People 12 12 12 12 1 12 12 12 12 12 12 12
Total Payroll $30,566 $30,567 $30,567 $30,567 $30,567 $30,567 $30,567 $30,568 $30,568 $30,568 $30,568 $30,568

General Assumptions
Dec Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov
Plan Month 1 2 3 4 5 6 7 8 9 10 11 12
Current Interest Rate 7.00% 7.00% 7.00% 7.00% 7.00% 7.00% 7.00% 7.00% 7.00% 7.00% 7.00% 7.00%
Long-term Interest Rate 10.00% 10.00% 10.00% 10.00% 10.00% 10.00% 10.00% 10.00% 10.00% 10.00% 10.00% 10.00%
Tax Rate 25.00% 25.00% 25.00% 25.00% 25.00% 25.00% 25.00% 25.00% 25.00% 25.00% 25.00% 25.00%
Other 0 0 0 0 0 0 0 0 0 0 0 0

Pro Forma Profit and Loss
Dec Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov
Sales $76,798 $80,729 $83,677 $101,133 $112,810 $121,423 $119,746 $126,625 $127,236 $131,911 $123,157 $123,157
Direct Cost of Sales $41,769 $43,846 $45,406 $54,601 $60,754 $65,295 $64,421 $68,050 $68,381 $70,850 $66,252 $66,261
Other Costs of Goods $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0
Total Cost of Sales $41,769 $43,846 $45,406 $54,601 $60,754 $65,295 $64,421 $68,050 $68,381 $70,850 $66,252 $66,261
Gross Margin $35,029 $36,883 $38,271 $46,532 $52,056 $56,128 $55,325 $58,575 $58,855 $61,061 $56,905 $56,896
Gross Margin % 45.61% 45.69% 45.74% 46.01% 46.14% 46.22% 46.20% 46.26% 46.26% 46.29% 46.21% 46.20%
Expenses
Payroll $30,566 $30,567 $30,567 $30,567 $30,567 $30,567 $30,567 $30,568 $30,568 $30,568 $30,568 $30,568
Advertising $556 $612 $673 $740 $814 $895 $985 $1,084 $1,192 $1,311 $1,442 $1,586
Depreciation $738 $738 $738 $738 $738 $738 $738 $738 $738 $738 $738 $738
Marketing $643 $707 $778 $856 $942 $1,036 $1,140 $1,254 $1,379 $1,517 $1,669 $1,836
Bad Debts $187 $187 $187 $187 $187 $187 $187 $187 $187 $187 $187 $187
Donations $197 $197 $197 $197 $197 $197 $197 $197 $197 $197 $197 $197
Entertainment 50% $175 $175 $175 $175 $175 $175 $175 $175 $175 $175 $175 $175
Employee Benefits $4,129 $4,335 $4,552 $4,780 $5,019 $5,270 $5,534 $5,811 $6,102 $6,407 $6,727 $7,063
Equipment Buy/Rental $244 $256 $269 $282 $296 $311 $327 $343 $360 $378 $397 $417
Interest/Bank Charges ($17) ($17) ($17) ($17) ($17) ($17) ($17) ($17) ($17) ($17) ($17) ($17)
Tool Repair/Replacement $230 $230 $230 $230 $230 $230 $230 $230 $230 $230 $230 $230
Computer/Hardware/Software Consultants $541 $568 $596 $626 $657 $690 $724 $760 $798 $838 $880 $924
Dues/Sub/Licenses/Royalties/Trade Assoc $237 $237 $237 $237 $237 $237 $237 $237 $237 $237 $237 $237
Corp & Business Taxes $175 $175 $175 $175 $175 $175 $175 $175 $175 $175 $175 $175
Legal Expenses $109 $109 $109 $109 $109 $109 $109 $109 $109 $109 $109 $109
Accounting Expenses $194 $194 $194 $194 $194 $194 $194 $194 $194 $194 $194 $194
Rent of Office/Warehouse Space $1,210 $1,210 $1,210 $1,210 $1,210 $1,210 $1,210 $1,210 $1,210 $1,210 $1,210 $1,210
Repairs/Maintenance $95 $95 $95 $95 $95 $95 $95 $95 $95 $95 $95 $95
Communications $780 $780 $780 $780 $780 $780 $780 $780 $780 $780 $780 $780
Utilities $77 $77 $77 $77 $77 $77 $77 $77 $77 $77 $77 $77
Office Expenses $701 $701 $701 $701 $701 $701 $701 $701 $701 $701 $701 $701
Miscellaneous/Other $382 $382 $382 $382 $382 $382 $382 $382 $382 $382 $382 $382
Liability Insurance $626 $626 $626 $626 $626 $626 $626 $626 $626 $626 $626 $626
Vehicle Expenses & Insurance $866 $866 $866 $866 $866 $866 $866 $866 $866 $866 $866 $866
Liability Insurance for employees $42 $42 $42 $42 $42 $42 $42 $42 $42 $42 $42 $42
Vehicle Expenses & Insurance $337 $337 $337 $337 $337 $337 $337 $337 $337 $337 $337 $337
Insurance – General (#43) 15% $85 $85 $85 $85 $85 $85 $85 $85 $85 $85 $85 $85
Payroll Taxes 18% $5,471 $5,472 $5,472 $5,472 $5,472 $5,472 $5,472 $5,472 $5,472 $5,472 $5,472 $5,472
Total Operating Expenses $49,578 $49,944 $50,334 $50,750 $51,194 $51,668 $52,176 $52,719 $53,298 $53,918 $54,582 $55,293
Profit Before Interest and Taxes ($14,549) ($13,061) ($12,062) ($4,217) $862 $4,460 $3,150 $5,856 $5,557 $7,143 $2,323 $1,603
EBITDA ($13,811) ($12,323) ($11,324) ($3,479) $1,600 $5,198 $3,888 $6,594 $6,295 $7,881 $3,061 $2,341
Interest Expense $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0
Taxes Incurred $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0
Net Profit ($14,549) ($13,061) ($12,062) ($4,217) $862 $4,460 $3,150 $5,856 $5,557 $7,143 $2,323 $1,603
Net Profit/Sales -18.94% -16.18% -14.42% -4.17% 0.76% 3.67% 2.63% 4.62% 4.37% 5.42% 1.89% 1.30%

Pro Forma Cash Flow
Dec Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov
Cash Received
Cash from Operations
Cash Sales $19,200 $20,182 $20,919 $25,283 $28,203 $30,356 $29,937 $31,656 $31,809 $32,978 $30,789 $30,789
Cash from Receivables $294,000 $294,000 $177,719 $59,171 $61,726 $69,740 $80,521 $88,053 $90,396 $92,561 $95,213 $97,297
Subtotal Cash from Operations $313,200 $314,182 $198,638 $84,454 $89,928 $100,096 $110,457 $119,709 $122,205 $125,539 $126,002 $128,086
Additional Cash Received
Sales Tax, VAT, HST/GST Received 0.00% $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0
New Current Borrowing $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0
New Other Liabilities (interest-free) $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0
New Long-term Liabilities $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0
Sales of Other Current Assets $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0
Sales of Long-term Assets $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0
New Investment Received $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0
Subtotal Cash Received $313,200 $314,182 $198,638 $84,454 $89,928 $100,096 $110,457 $119,709 $122,205 $125,539 $126,002 $128,086
Expenditures Dec Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov
Expenditures from Operations
Cash Spending $30,566 $30,567 $30,567 $30,567 $30,567 $30,567 $30,567 $30,568 $30,568 $30,568 $30,568 $30,568
Bill Payments $71,721 $60,124 $62,550 $64,755 $74,265 $80,810 $85,646 $85,430 $89,493 $90,475 $93,331 $89,552
Subtotal Spent on Operations $102,288 $90,691 $93,117 $95,322 $104,832 $111,377 $116,213 $115,998 $120,061 $121,044 $123,899 $120,120
Additional Cash Spent
Sales Tax, VAT, HST/GST Paid Out $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0
Principal Repayment of Current Borrowing $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0
Other Liabilities Principal Repayment $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0
Long-term Liabilities Principal Repayment $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0
Purchase Other Current Assets $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0
Purchase Long-term Assets $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0
Dividends $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0
Subtotal Cash Spent $102,288 $90,691 $93,117 $95,322 $104,832 $111,377 $116,213 $115,998 $120,061 $121,044 $123,899 $120,120
Net Cash Flow $210,912 $223,491 $105,522 ($10,868) ($14,904) ($11,281) ($5,756) $3,710 $2,144 $4,495 $2,103 $7,967
Cash Balance $394,340 $617,831 $723,353 $712,485 $697,581 $686,300 $680,544 $684,255 $686,399 $690,894 $692,997 $700,964
Pro Forma Balance Sheet
Dec Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov
Assets Starting Balances
Current Assets
Cash $183,428 $394,340 $617,831 $723,353 $712,485 $697,581 $686,300 $680,544 $684,255 $686,399 $690,894 $692,997 $700,964
Accounts Receivable $735,000 $498,599 $265,145 $150,184 $166,863 $189,744 $211,071 $220,360 $227,276 $232,307 $238,679 $235,834 $230,904
Other Current Assets $31,380 $31,380 $31,380 $31,380 $31,380 $31,380 $31,380 $31,380 $31,380 $31,380 $31,380 $31,380 $31,380
Total Current Assets $949,808 $924,318 $914,356 $904,916 $910,728 $918,705 $928,751 $932,284 $942,911 $950,086 $960,953 $960,211 $963,249
Long-term Assets
Long-term Assets $145,879 $145,879 $145,879 $145,879 $145,879 $145,879 $145,879 $145,879 $145,879 $145,879 $145,879 $145,879 $145,879
Accumulated Depreciation $56,879 $57,617 $58,355 $59,093 $59,831 $60,569 $61,307 $62,045 $62,783 $63,521 $64,259 $64,997 $65,735
Total Long-term Assets $89,000 $88,262 $87,524 $86,786 $86,048 $85,310 $84,572 $83,834 $83,096 $82,358 $81,620 $80,882 $80,144
Total Assets $1,038,808 $1,012,580 $1,001,880 $991,702 $996,776 $1,004,015 $1,013,323 $1,016,118 $1,026,007 $1,032,444 $1,042,573 $1,041,093 $1,043,393
Liabilities and Capital Dec Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov
Current Liabilities
Accounts Payable $69,720 $58,041 $60,402 $62,286 $71,577 $77,955 $82,803 $82,448 $86,481 $87,360 $90,347 $86,543 $87,239
Current Borrowing $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0
Other Current Liabilities $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0
Subtotal Current Liabilities $69,720 $58,041 $60,402 $62,286 $71,577 $77,955 $82,803 $82,448 $86,481 $87,360 $90,347 $86,543 $87,239
Long-term Liabilities $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0
Total Liabilities $69,720 $58,041 $60,402 $62,286 $71,577 $77,955 $82,803 $82,448 $86,481 $87,360 $90,347 $86,543 $87,239
Paid-in Capital $20,000 $20,000 $20,000 $20,000 $20,000 $20,000 $20,000 $20,000 $20,000 $20,000 $20,000 $20,000 $20,000
Retained Earnings $949,088 $949,088 $949,088 $949,088 $949,088 $949,088 $949,088 $949,088 $949,088 $949,088 $949,088 $949,088 $949,088
Earnings $0 ($14,549) ($27,610) ($39,672) ($43,889) ($43,027) ($38,567) ($35,418) ($29,562) ($24,004) ($16,861) ($14,538) ($12,935)
Total Capital $969,088 $954,539 $941,478 $929,416 $925,199 $926,061 $930,521 $933,670 $939,526 $945,084 $952,227 $954,550 $956,153
Total Liabilities and Capital $1,038,808 $1,012,580 $1,001,880 $991,702 $996,776 $1,004,015 $1,013,323 $1,016,118 $1,026,007 $1,032,444 $1,042,573 $1,041,093 $1,043,393
Net Worth $969,088 $954,539 $941,478 $929,416 $925,199 $926,061 $930,521 $933,670 $939,526 $945,084 $952,227 $954,550 $956,153

Long-term
FY 2009 FY 2010 FY 2011 FY 2012 FY 2013 FY 2014 FY 2015 FY 2016 FY 2017 FY 2018
Sales $1,328,403 $1,496,903 $1,666,998 $1,822,098 $1,982,202 $1,995,000 $2,024,925 $2,055,299 $2,086,128 $2,117,420
Cost of Sales $715,885 $805,135 $895,541 $978,094 $1,063,327 $1,057,350 $1,073,210 $1,089,308 $1,105,648 $1,122,233
Gross Margin $612,517 $691,768 $771,457 $844,004 $918,875 $937,650 $951,715 $965,990 $980,480 $995,188
Gross Margin % 46.11% 46.21% 46.28% 46.32% 46.36% 47.00% 47.00% 47.00% 47.00% 47.00%
Operating Expenses $625,452 $668,161 $703,328 $740,345 $779,309 $778,050 $789,721 $801,567 $813,590 $825,794
Operating Income ($12,935) $23,607 $68,129 $103,658 $139,566 $159,600 $161,994 $164,424 $166,890 $169,394
Net Income ($12,935) $17,705 $51,097 $77,744 $104,675 $1,321,466 $1,453,613 $1,598,974 $1,758,872 $1,934,759
Current Assets $963,249 $989,191 $1,059,473 $1,156,141 $1,280,569 $1,283,130 $1,285,696 $1,288,267 $1,290,844 $1,293,426
Long-term Assets $80,144 $70,822 $61,009 $50,680 $39,807 $36,031 $39,634 $43,598 $47,958 $52,753
Current Liabilities $87,239 $86,155 $95,527 $104,122 $113,002 $92,950 $102,245 $112,470 $123,716 $136,088
Long-term Liabilities $0 $0 $0 $0 $0 $0 $0 $0 $0 $0
Equity $956,153 $973,858 $1,024,955 $1,102,699 $1,207,374 $1,226,211 $1,223,085 $1,219,396 $1,215,085 $1,210,091

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