Used Auto Sales Business Plan

Assignment:
Own Buisness Plan
Buisness Plan:
Used Auto Sales
Submitted to:
Sir Muhammad Faisal
Submitted By:
Muhammad Mehrab Aslam
(2014-EE-486)
Table of Contents
1.0 Executive Summary .................................................................................................................... 1

Chart: Highlights .......................................................................................................................... 1
1.1 Objectives.................................................................................................................................... 1
1.2 Mission .......................................................................................................................................... 2
1.3 Keys to Success ........................................................................................................................ 2
2.0 Company Summary ..................................................................................................................... 2
2.1 Company Ownership ............................................................................................................... 2
2.2 Start-up Summary ................................................................................................................... 3
Chart: Start-up ............................................................................................................................. 3
Table: Start-up.............................................................................................................................. 4
2.3 Company Locations and Facilities ...................................................................................... 5
3.0 Products ........................................................................................................................................... 6
3.1 Product Description ................................................................................................................. 6
3.2 Competitive Comparison ....................................................................................................... 6
3.3 Sourcing ....................................................................................................................................... 6
3.4 Sales Literature ......................................................................................................................... 7
3.5 Future Products ......................................................................................................................... 7
4.0 Market Analysis Summary ........................................................................................................ 7
4.1 Market Segmentation ............................................................................................................. 7
Chart: Market Analysis (Pie) .................................................................................................... 8
Table: Market Analysis ............................................................................................................... 8
4.2 Target Market Segment Strategy ...................................................................................... 9
4.2.1 Market Needs ..................................................................................................................... 9
4.2.2 Market Trends .................................................................................................................... 9
4.2.3 Market Growth ................................................................................................................. 10
4.3 Industry Analysis .................................................................................................................... 10
4.3.1 Competition and Buying Patterns ............................................................................ 10
4.3.2 Industry Participants ..................................................................................................... 10
4.3.3 Main Competitors ........................................................................................................... 11
5.0 Strategy and Implementation Summary .......................................................................... 11
5.1 Marketing Strategy ................................................................................................................ 11
5.1.1 Pricing Strategy............................................................................................................... 12
5.2 Sales Strategy ......................................................................................................................... 12
5.2.1 Sales Forecast.................................................................................................................. 12
Table: Sales Forecast ........................................................................................................... 13
Chart: Sales Monthly ............................................................................................................ 14
Chart: Sales by Year ............................................................................................................. 15
5.2.2 Sales Programs ............................................................................................................... 15
5.3 Strategic Alliances.................................................................................................................. 15
5.4 Milestones.................................................................................................................................. 15
Table: Milestones ....................................................................................................................... 16
Chart: Milestones ....................................................................................................................... 17
6.0 Web Plan Summary ................................................................................................................... 17
6.1 Website Marketing Strategy ............................................................................................... 17
Page 1
Table of Contents
6.2 Development Requirements ............................................................................................... 18

7.0 Management Summary ............................................................................................................ 18
7.1 Personnel Plan ......................................................................................................................... 18
Table: Personnel ......................................................................................................................... 18
8.0 Financial Plan ............................................................................................................................... 19
8.1 Important Assumptions ....................................................................................................... 19
Table: General Assumptions .................................................................................................. 20
Chart: Benchmarks.................................................................................................................... 20
8.3 Break-even Analysis .............................................................................................................. 21
Table: Break-even Analysis.................................................................................................... 21
Chart: Break-even Analysis ................................................................................................... 21
8.4 Projected Cash Flow .............................................................................................................. 21
Chart: Cash .................................................................................................................................. 22
Table: Cash Flow ........................................................................................................................ 22
8.5 Projected Profit and Loss ..................................................................................................... 23
Chart: Profit Monthly ................................................................................................................ 24
Chart: Profit Yearly .................................................................................................................... 24
Chart: Gross Margin Monthly................................................................................................. 25
Chart: Gross Margin Yearly .................................................................................................... 25
Table: Profit and Loss ............................................................................................................... 25
8.6 Projected Balance Sheet ...................................................................................................... 27
8.6 Projected Balance Sheet ...................................................................................................... 27
Table: Balance Sheet ................................................................................................................ 27
8.7 Business Ratios ....................................................................................................................... 28
8.7 Business Ratios ....................................................................................................................... 28
Table: Ratios ................................................................................................................................ 28
Table: Sales Forecast ......................................................................................................................... 1
Table: Personnel ................................................................................................................................... 2
Table: General Assumptions ............................................................................................................ 3
Table: General Assumptions ............................................................................................................ 3
Table: Profit and Loss ......................................................................................................................... 3
Table: Profit and Loss ......................................................................................................................... 3
Table: Cash Flow .................................................................................................................................. 6
Table: Cash Flow .................................................................................................................................. 6
Table: Balance Sheet .......................................................................................................................... 8
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Integrity Auto Sales
1.0 Executive Summary
There is a need in Lane County for a large selection of quality used cars, and
Integrity Auto Sales will sell these top-quality used vehicles at a competitive
price. The owner and sales manager have over 30 years of combined
experience in new and used auto sales. We will continue to develop our
excellent working relationship with local dealers and auctions to bring the
savings to the customer.
We will be successful because we offer something different; a pleasant car

buying experience. We will create a purchasing environment that caters to the
customer's needs. We are selling a professional service and an experience in
car buying that will bring customers back again, as well as referring friends and
family. We estimate an optimistic gross margin over the industry average. We
will be successful because of the excellent team we have assembled and the
drive and determination of the owners.
Chart: Highlights
1.1 Objectives
1. 100% customer satisfaction, measured through repeat customers, referrals

and surveys.
2. To achieve and surpass the industry average profit margin within the first
two-years.
3. To achieve a respectable net profit by year two.
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1.2 Mission
Integrity Auto Sales provides a unique car buying experience to the customers
in the Willamette Valley. One that focuses on customer satisfaction first. We
understand that vehicle purchasing is a necessary, but sometimes unpleasant
experience. Our goal is to provide the customer with an enjoyable, honest
service by satisfying individual customers practical transportation needs with a
quality product.
We also believe it is important to have quality vehicles at a low cost, and will
back each vehicle with a 30 day limited warranty. Our company will make a
profit by generating sales. It will provide job satisfaction and fair compensation
to its employees, and a fair return to its owners. Hard work and performance is
rewarded through bonuses and commissions. Job satisfaction is very important
for employees and owners, we will create a work environment that is enjoyable
and profitable for all.
1.3 Keys to Success
To succeed in this business we must:
• Put together a team of experienced professionals.

• Secure an excellent high-traffic location.
• Establish a network of suppliers, in order to buy and sell products that are of
the highest reliability and quality, at a competitive price.
• Ensure customer satisfaction by encouraging the two most important values,
honor and integrity.
• Create high morale by rewarding employee success with monetary
compensation.
2.0 Company Summary
Integrity Auto Sales is an independently-owned business, established in 2001

by an automotive expert with over 25 years of vehicle sales experience. We
provide a unique car buying experience for customers in the Willamette Valley
by providing inspected, top quality, used vehicles for all types of consumers, at
a competitive price. We are conveniently located just seven miles North of
Eugene, on Highway 99 in Junction City.
2.1 Company Ownership
Integrity Auto Sales is a privately held corporation. It will be registered as a

Subchapter S, with ownership 60%-Jonathan Dinsmore, 40%-Don Mazzioti.
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2.2 Start-up Summary
Almost 90% of start-up costs will go to assets. Start-up costs will be financed
through a combination of owner's investment, short-term loans (VA business
loan), and long-term borrowing. The start-up chart shows the distribution of
financing.
Other miscellaneous expenses include:
• Legal fees for business establishment (ownership, and no sell agreement).

• Stationary, office supplies.
• Marketing/advertising fees.
• Initial consultation to establish records with an accountant.
• Rent for lot and office.
• Establish a Web page for advertising.
• Expensed equipment (two computers, two desk, Fax/copier, phone lines,
and office furniture).
• One month initial start-up investment in vehicles.
Chart: Start-up
Page 3
Table: Start-up
Start-up
Requirements
Start-up Expenses
Legal Rs500
Stationery etc. Rs200
Advertising Rs1,000
Consultants (Accountant) Rs500
Rent Rs4,000
Expensed Equipment Rs4,500
Internet Web page Rs1,000
Other Rs500
Total Start-up Expenses Rs12,200
Start-up Assets
Cash Required Rs67,800
Start-up Inventory Rs50,000
Other Current Assets Rs0
Long-term Assets Rs0
Total Assets Rs117,800
Total Requirements Rs130,000
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Table: Start-up Funding
Start-up Funding
Start-up Expenses to Fund Rs12,200
Start-up Assets to Fund Rs117,800
Total Funding Required Rs130,000
Assets
Non-cash Assets from Start-up Rs50,000
Cash Requirements from Start-up Rs67,800
Additional Cash Raised Rs0
Cash Balance on Starting Date Rs67,800
Total Assets Rs117,800
Liabilities and Capital
Liabilities
Current Borrowing Rs100,000
Long-term Liabilities Rs0
Accounts Payable (Outstanding Bills) Rs0
Other Current Liabilities (interest-free) Rs0
Total Liabilities Rs100,000
Capital
Planned Investment
Owner #1 Rs20,000
Owner #2 Rs10,000
Additional Investment Requirement Rs0
Total Planned Investment Rs30,000
Loss at Start-up (Start-up Expenses) (Rs12,200)

Total Capital Rs17,800
Total Capital and Liabilities Rs117,800
Total Funding Rs130,000
2.3 Company Locations and Facilities
• The company office is located at 12345 HWY 99, Junction City, OR 97666.
• The office is approximately 1,000 square feet and has ample space for the
first three years of growth.
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• The 20,000 square foot lot and building is leased from the principal owner.
3.0 Products
Integrity Auto Sales sells top-quality used vehicles at a competitive

price. Integrity buys pre-inspected vehicles wholesale from well known local car
dealers, and auto auctions. Integrity continually maintains a diverse stock of
vehicles, providing the widest selection for individual needs.
Vehicles are purchased weekly, to add to the current stock on hand. Each
vehicle is thoroughly inspected by an ASE mechanic with over 25 years of
experience. Only vehicles that pass this critical 26 point inspection are sold on
site.
3.1 Product Description
Integrity Auto Sales sells all types of used vehicles, from sports cars to RVs. We
cater to each customer individually, to satisfy their own practical needs. We
buy only the best used vehicles at or below wholesale in order to bring the
savings to the customers. Each vehicle is thoroughly inspected by an ASE
mechanic with over 25 years of experience. We also offer an auto finding
service to customers. If we do not have the vehicle they want in stock, we will
find one for them.
3.2 Competitive Comparison
Integrity Auto Sales has several advantages over its leading competitor:
1. Quality inventory, backed by an excellent warranty, for a competitive price.

2. A very thorough inspection process to avoid selling any "lemons."
3. A highly-experienced sales staff with a mission to serve the customers by
making the necessary purchase of a vehicle an enjoyable experience with
unmatched customer satisfaction.
3.3 Sourcing
Sourcing is critical for any enterprise, and has a direct impact on vehicle
pricing. Our primary source for used cars is the local dealers (Romania, Lithia,
Kendall, Kiefer's, and Guaranty) who wholesale vehicles to reduce a large used
car inventory. We will thoroughly inspect each vehicle and select only the best
to maintain a high quality of inventory. We will purchase vehicles bi-monthly
through Brashers Auto Auction in Eugene, and the Portland Auto Auction. We
will also provide a consignment service, by exception, for quality vehicles that
are in demand, for a 15% handling fee. Lastly, we will take limited trades of
used vehicles, ensuring resale value at or above wholesale price. The majority
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of our vehicles will be priced between Rs1,000 and Rs10,000, averaging

Rs5,000 per vehicle. A far greater profit margin is available for low-end
Rs2,000 vehicles than high-end Rs10,000 vehicles. Most sales promotions and
advertising costs are limited, and will be handled in-house by our record
keeper.
3.4 Sales Literature
Integrity Auto Sales will use local advertising in daily newspaper

classified, Nickel Ads, and the Auto Trader to reach our customers.
• Newspaper advertisements in Oregon regional newspapers that

advertise specific sales promotions.
• Online vehicle classified through a company Web page.
3.5 Future Products
Future products will include specialized sales in used recreational vehicles,

trailers, off-road vehicles, and marine products. These products will be
purchased and sold through the same methods, and taken in on trade. They
will further diversify a wide selection and there exist limited competition in the
used recreational vehicle business.
4.0 Market Analysis Summary
Almost everyone needs a car to get from point A to B. Many families have two
or more cars. Due to the recent success of the new car market, there is a large
inventory of used cars available for re-sale. New car sales have enjoyed the
largest single month gain in October 2001, up 24%.
4.1 Market Segmentation
Our market segmentation will consist of four basic segments; students, retired,
families, and singles.
Students will include high school and college age students who need a safe
and economical car. This group is concerned with price, flashy looks, and being
cool. These drivers tend to be less educated and will buy on impulse paying
more for less car. They will also buy cars more often than others, on average
every two to three years.
The retired group will focus on practicality. Cost may be less important than
quality and features. This group wants comfortable, nicely equipped vehicles at
a reasonable price. They will want a vehicle that will last for years.
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Families will focus on safe, practical vehicles. Something that will last for
years, can fetch groceries, carry the kids, and perform long trips. Many will be
on a budget, and price may be a big factor. They will shop around and educate
themselves on vehicles, shopping for a specific make or model.
The last group is the singles. They are similar to the students in that they want
flashly cool cars, but may be a working professional who can afford to pay
more for a higher-quality vehicle.
The Market Analysis pie chart shows an average increase of 10% in potential
customers. Many of these groups will want to trade up for a newer or more
expensive vehicle at a later date. This will create an ever increasing market for
used car buyers.
Chart: Market Analysis (Pie)
Table: Market Analysis
Market
Analysis
Year 1 Year 2 Year 3 Year 4 Year 5
Potential Growth CAGR
Customers
Students 10% 45,000 49,500 54,450 59,895 65,885 10.00%
Retired 12% 60,000 67,200 75,264 84,296 94,412 12.00%
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Families 10% 400,000 440,000 484,000 532,400 585,640 10.00%

Singles 10% 200,000 220,000 242,000 266,200 292,820 10.00%
Other 10% 20,000 22,000 24,200 26,620 29,282 10.00%
Total 10.17% 725,000 798,700 879,914 969,411 1,068,039 10.17%
4.2 Target Market Segment Strategy
We focus on providing for the average car buyer first. Our focus will be on
those most likely to purchase low-end, low-cost vehicles (highest profit
margin). The students, families, retired, and singles have very different needs
and wants. We will focus on each group separately, and prioritize our efforts.
We will look at every customer as a potential repeat customer, reference, or
spokesperson for other car buyers.
4.2.1 Market Needs
There are two important underlying needs: quality vehicles at competitive

prices, and a large supply of available vehicles.
1. There is a real need for a highly professional used car dealer who can
provide quality vehicles at competitive prices, in a pleasant purchasing
environment.
2. There is also a practical need for new car dealers to move a large used car
inventory that takes up valuable space on their lots.
4.2.2 Market Trends
We have four major trends that help us:
1. New car sales have boomed over the last five years. This has contributed to
a large supply of quality used cars and a 14% growth in used car sales.
October 2001 had a record sales increase of 24%. Consumers recognize the
value of a good used car, and are willing to pay for it. Even those consumers
who would be more prone to purchasing a new vehicle are now purchasing
used.
2. Lower interest rates, and a slow economy are creating an opportunity for
buyers to purchase more car for the same price. Used car loans are currently
as low as 6%. Typically many have paid as much as 10-12%. The
consumers savings are in the thousands for a long-term loan.
3. Specific vehicles, like SUVs and trucks are more popular and have sold
better than passenger cars.
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4. Recreational vehicles are becoming more popular for travel after the terrorist
attacks on the World Trade Center September 11. Travelers are choosing to
travel shorter distances and enjoy local destinations. This includes increased
use of RVs, ORVs, and boating.
4.2.3 Market Growth
According to available market information, used car sales have risen 14%.
Spending on used cars continues to rise, despite a slowing economy. As
population increases in the area, so will the need for vehicles. Another strength
is the fact that people are keeping cars for a shorter period of time before
trading or selling. The average driver buys a new (or used) vehicle every four
years. Vehicles are also maintaining more value. The result is continued
increases in sales and profit margins.
4.3 Industry Analysis
• The used car sales industry is continuing to grow at or above population

increases. Vehicles are the second largest purchase most consumers make,
and more people are buying new and used vehicles than ever.
• Relatively good margins have resulted in some success in the local used car
industry.
4.3.1 Competition and Buying Patterns
Used car dealers are notorious for unethical sales practices. Customers are
inherently cautious and untrusting as a result. The more we can provide a high-
quality sales experience, the more successful we will be. Our salesmen will
provide a friendly and personal experience for the buyer. We will follow up and
ensure customer satisfaction. We will rely on these customers for an excellent
reference to other car buyers. This company will build an excellent working
relationship with our suppliers and customers.
4.3.2 Industry Participants
Used car sales in the area are still relatively average in size. Dealers have
varying degrees of success based primarily on location, products, and the sales
team assembled. Quality sales personnel are usually not adequately
compensated for their services, and as a result they tend to move from one
dealer to the next.
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4.3.3 Main Competitors
Our closest, similar competitors are AA Auto Sales, Big Apple Car Sales, Frank's
Auto Place, Guaranty, R & L Motors, and Sierra Truck, all on Hwy 99 between
Eugene and Junction City.
• The primary competitors will be those in and around Junction City. Guaranty
is a large, well-established dealer, with approximately 75% of the local
market share. Guaranty has a large operation with a well-trained sales staff.
Our sales manager is a former Guaranty sales manager, who understands
the competition's operations very well.
• Frank's Auto Place offers a limited selection, and appears to be unorganized.

Frank's does not offer any competitive marketing and primarily focuses on
the Rs1-2,000 vehicle.
5.0 Strategy and Implementation Summary
Our location is a very important competitive edge. We are in Junction City

because people travel from all over the area to buy vehicles there.
The other competitive edge we need to develop is the buying experience and
reputation as a local leader in customer satisfaction. This advantage is
important to us because we rely on word of mouth to generate additional
customers. Integrity is our difference.
5.1 Marketing Strategy
Our marketing strategy will focus on two segments. Those segments are
described in the following subtopics. We will implement a strategy that treats
customers as a community. This means our marketing resources will be
centered around advertising both sales promotions (events) and personal sales
(customer service, friendly atmosphere).
• The marketing budget will not exceed Rs6,000 per year.

• Marketing promotions will be consistent with the Mission Statement and
support the following objectives:
a. 100% customer satisfaction, measured through repeat customers,
referrals and surveys.
b. To achieve a respectable profit margin within the first three-years.
c. To achieve a healthy net profit by year two.
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5.1.1 Pricing Strategy
Our pricing strategy will be based on competitive Blue Book values

(wholesale and retail) plus vehicle handling fees. We will not exceed
competitive retail prices, and will attempt to sell at wholesale plus a fair profit,
generally 15-25%. Quality and price say a lot about our vehicles. The vehicles
that are rare or not readily available to meet demand will be priced accordingly.
The average industry mark-up for similar vehicles is 20-30%.
5.2 Sales Strategy
Sales compensation is based on a percent of profits. We will invest adequate

time and resources into training each member of the sales team and into good
customer relations. Salesmen will be paid a portion of their salary based on
commission. Good performance is rewarded with increased commission and
bonuses. However integrity will not be sacrificed for sales. Customer
satisfaction will continue to be a top priority. All potential sales will be attended
to in a timely fashion and long-term salesperson-customer relationships will
take precedence over sales closure.
5.2.1 Sales Forecast
The following table and charts give a run-down on forecasted sales. We expect
sales to increase at a slow rate per month for each product in the first year.
From June through September we expect minimal growth during our start-up
period. October through December we expect decreased sales due to historical
trends, and a depreciation in value based on less demand. February
through August we expect increased sales growth again. In 2004 and 2005, we
expect solid steady sales growth as Integrity Auto Sales claims a larger market
share. We expect increased sales in lower-priced vehicles, and this will be our
primary product that yields the highest margin. We feel this sales forecast is
realistic based on the market analysis of similar businesses performance. The
opportunities for used car sales has increased with the high sales of new
vehicles, increasing the number of quality late model used vehicles in the
market. More new car buyers directly effect the number of used cars available.
The current low interest rates also have a positive impact on the high-end
vehicle purchases. The population growth in the area creates a need for more
vehicles as well.
The risks involved with this forecast include technology and the need for low
impact environment friendly transportation. Older used cars tend to be less
efficient, and will become less popular. Current hybrid vehicles are priced
extremely high, and car makers have not found an economical answer for
consumers. We estimate conservative earnings from selling extended
warranties and from selling loans (we will sell the loan for the lender).
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Note: For vehicle purchases, the per-unit price of inventory purchases includes
the cost of detailing vehicles.
Table: Sales Forecast
Sales Forecast
Year 1 Year 2 Year 3
Unit Sales
Low-end vehicles 298 320 345
Average vehicles 154 162 170
High-end vehicles 79 85 90
Loan sales 166 175 200
Warranty sales 136 140 150
Other/consignments 49 50 50
Total Unit Sales 882 932 1,005
Unit Prices Year 1 Year 2 Year 3

Low-end vehicles Rs2,000.00 Rs2,200.00 Rs2,400.00
Average vehicles Rs4,979.87 Rs5,100.00 Rs5,200.00
High-end vehicles Rs9,958.23 Rs10,200.00 Rs10,500.00
Loan sales Rs400.00 Rs400.00 Rs400.00
Warranty sales Rs200.00 Rs200.00 Rs200.00
Other/consignments Rs5,000.00 Rs5,100.00 Rs5,200.00
Sales
Low-end vehicles Rs596,000 Rs704,000 Rs828,000
Average vehicles Rs766,900 Rs826,200 Rs884,000
High-end vehicles Rs786,700 Rs867,000 Rs945,000
Loan sales Rs66,400 Rs70,000 Rs80,000
Warranty sales Rs27,200 Rs28,000 Rs30,000
Other/consignments Rs245,000 Rs255,000 Rs260,000
Total Sales Rs2,488,200 Rs2,750,200 Rs3,027,000
Direct Unit Costs Year 1 Year 2 Year 3

Low-end vehicles Rs1,200.00 Rs1,100.00 Rs1,000.00
Average vehicles Rs3,500.00 Rs3,500.00 Rs3,500.00
High-end vehicles Rs8,000.00 Rs7,900.00 Rs7,800.00
Loan sales Rs0.00 Rs0.00 Rs0.00
Warranty sales Rs0.00 Rs0.00 Rs0.00
Other/consignments Rs4,500.00 Rs4,500.00 Rs4,500.00
Direct Cost of Sales

Low-end vehicles Rs357,600 Rs352,000 Rs345,000
Average vehicles Rs539,000 Rs567,000 Rs595,000
High-end vehicles Rs632,000 Rs671,500 Rs702,000
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Loan sales Rs0 Rs0 Rs0

Warranty sales Rs0 Rs0 Rs0
Other/consignments Rs220,500 Rs225,000 Rs225,000
Subtotal Direct Cost of Sales Rs1,749,100 Rs1,815,500 Rs1,867,000
Chart: Sales Monthly
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Chart: Sales by Year
5.2.2 Sales Programs
Sales programs will include sales awards for the highest sales, bonuses, and
customer service awards for those employees who best exemplify Integrity's
commitment to customers.
We will provide quarterly training and educational opportunities by sending

employees to professional development training for their respective area.
5.3 Strategic Alliances
We depend on our alliance with local new car dealers and auction houses to
maintain our inventory. This relationship is crucial to our success and will be
placed ahead of petty differences. Our financial relations with these groups will
be handled in a timely and accurate manner. We need to make sure that the
personnel, and especially the ownership, of our allies are aware of our support
and reciprocation. We will also depend on outside sources for professional
development of our sales staff.
5.4 Milestones
The accompanying table lists important program milestones, with dates,

managers in charge, and budgets for each. The milestone schedule indicates
our emphasis on planning for implementation.
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The milestone table shows purchasing, and marketing goals. What the table
doesn't show is the commitment behind it. Our business plan includes complete
provisions for plan-vs.-actual analysis, and we will hold follow-up meetings
every month to discuss the variance and course corrections, and a final plan
review on 5/1/02.
Table: Milestones
Milestones
Milestone Start Date End Date Budget Manager Department

Business Plan 10/15/2001 11/19/2001 Rs0 Owner Marketing
Purchase Lot 1/1/2002 5/1/2002 Rs0 Owner Marketing
Complete Legal 1/1/2002 1/1/2002 Rs500 Owners Management
Establish Suppliers 1/1/2002 6/1/2002 Rs0 Sales Mgr Sales
Establish Acctg 1/1/2002 5/1/2002 Rs500 Owner, Records
Books admin
Final Plan Review 5/1/2002 5/1/2002 Rs0 Owner ALL
Purchase Office 5/1/2002 5/15/2002 Rs4,700 Owner Administrative
Supplies/Equip
Purchase Inventory 5/1/2002 6/1/2002 Rs50,000 Sales Sales
MGR
Grand Opening 5/1/2002 6/1/2002 Rs500 Sales Administrative
Advertisement MGR
Hire Employees 5/15/2002 5/20/2002 Rs0 Owner Management
Company Party 7/1/2002 7/1/2002 Rs200 Owner Administrative
Totals Rs56,400
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Chart: Milestones
6.0 Web Plan Summary
Integrity has a long-term plan of developing a Web page through Yahoo! that
customers can visit and view a list of current inventory. We anticipate being
operational within four months of opening. This would allow those customers
who are seeking a specific vehicle to save time by looking before they come.
We will include photos and general information for each vehicle.
We will rely on outside help to initially establish the page. We intend on

maintaining the site ourselves through our record keeper and sales manager.
Our Web page would be advertised through all correspondence, business cards,
and advertisements. This will provide a "link" to additional information.
We will measure success through the hit counter and customer feedback, and
re-evaluate or modify the Web page as necessary.
6.1 Website Marketing Strategy
Marketing for a retail business depends on recognition for expertise. It starts

with our existing customer base, informing them of our Internet presence and
encouraging their word-of-mouth recommendations to others.
We will develop and maintain a database of vehicle inventory. From there we

add specific information on each vehicle, and an aggressive search engine
positioning program. We use the database to make regular contact with email
newsletters and notices about new arrivals, special offers, and referral services.
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6.2 Development Requirements
The Integrity website will be initially developed with few technical resources. A
simple hosting provider, Yahoo! Web services, will host the site and provide the
technical back end.
Integrity will work with a contracted user interface designer (university student)
to develop the simple, Internet-focused site. The maintenance of the site will be
done by the Integrity employees themselves. Integrity can also look into pre-
packaged solutions through Yahoo! Web hosting.
7.0 Management Summary
Integrity will start with four initial employees. The owner will manage over all
operations and the sales manager will manage all buying and selling of
inventory. A records clerk and lot attendant will also be hired initially.
Once the gross margin and cash flow will support it, we will hire an additional
salesman and lot attendants (tentatively four to six months).
7.1 Personnel Plan
The personnel plan and monthly salary is included in the following table. It
shows the owner's monthly salary of Rs3,500, followed by the sales manager of
Rs2,500 plus a 20% (after cost) sales commission. The
secretary/administration will earn Rs2,000 per month and the lot attendant is
paid Rs1,200 per month. Bonuses will be paid for monthly sales that exceed
forecasted sales, to all employees. As the business grows, additional salesmen
and a lot attendant will be added.
Table: Personnel
Personnel Plan
Production Personnel
Owner/Manager Rs42,000 Rs50,000 Rs60,000
Other Rs0 Rs0 Rs0
Subtotal Rs42,000 Rs50,000 Rs60,000
Sales and Marketing Personnel

Sales Manager Rs30,500 Rs35,000 Rs40,000
Other Rs0 Rs0 Rs0
General and Administrative Personnel

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Secretary/Records Admin Rs24,300 Rs26,500 Rs29,000

Lot Attendant Rs14,550 Rs15,500 Rs16,500
Other Rs0 Rs0 Rs0
Other Personnel
Accountant Rs2,000 Rs2,000 Rs2,000
Other Rs0 Rs0 Rs0
Total People 0 0 0
Total Payroll Rs113,350 Rs129,000 Rs147,500
8.0 Financial Plan
1. Growth will be moderate to good, cash flows steady with several months of
loss in 2001-2002.
2. Marketing will remain below 10% of sales.
3. The company will invest residual profits (10%) into financial markets and
approximately 50% into company expansion for the first year.
8.1 Important Assumptions
We will accept credit cards and trade-ins of any value. Credit cards will have a
negative affect on cash flow in that we may not be paid for several days. Trade-
ins will also impact cash flow in that they are an asset and have no real value
until sold. We will have to limit the number of credit transactions, and only take
in quality trades at a wholesale price to facilitate turning a quick profit. The
personnel burden is very low because benefits are not paid to part-timers. And
the short-term interest rate is extraordinarily low because of current market
rates.
We also assume conservative earnings from selling loans and extended

warranties will be made.
The other assumption is that current market conditions will remain for the next
two to three years. Low rates will have a positive impact on sales and lending
for the short term.
Page 19
Table: General Assumptions
General Assumptions
Plan Month 1 2 3
Current Interest Rate 7.00% 7.00% 7.00%
Long-term Interest Rate 10.00% 10.00% 10.00%
Tax Rate 30.00% 30.00% 30.00%
Other 0 0 0
8.2 Key Financial Indicators
The following chart shows that inventory turnover speeds up as sales increase.
This correlation is important when evaluating past inventory control techniques.
Chart: Benchmarks
Page 20
8.3 Break-even Analysis
The following break-even analysis table has been completed on the basis of
average costs/prices. With average per unit sold costs and average variable
costs as shown, the table calculates what we need to make per month,
or sell in units, to break even each month.
Table: Break-even Analysis
Break-even Analysis
Monthly Units Break-even 18

Monthly Revenue Break-even Rs49,867
Assumptions:
Average Per-Unit Revenue Rs2,821.09
Average Per-Unit Variable Cost Rs1,983.11
Estimated Monthly Fixed Cost Rs14,813
Chart: Break-even
Analysis
8.4 Projected Cash Flow
We are positioning ourselves in the market as a medium risk concern with

steady cash flows. Accounts payable is paid at the end of each month, while
sales generally in cash give Integrity an excellent cash structure. Initial cash
flow in July will be negative, there will be steady increases until October has a
Page 21
negative flow. Again a steady increase in positive cash flow until another slow
loss in May. For year 2002-2003 we see a solid overall increase. All cash flow
over 50% will be re-invested into the company. At least 10% of which will be
invested in long-term assets. We will reserve up to 5% for bonuses, sales
awards, and professional training.
Chart: Cash
Table: Cash Flow
Pro Forma Cash Flow

Cash Received
Cash from Operations

Cash Sales Rs2,488,200 Rs2,750,200 Rs3,027,000
Subtotal Cash from Operations Rs2,488,200 Rs2,750,200 Rs3,027,000
Additional Cash Received

Sales Tax, VAT, HST/GST Received Rs0 Rs0 Rs0
New Current Borrowing Rs150,000 Rs0 Rs0
New Other Liabilities (interest-free) Rs0 Rs0 Rs0
New Long-term Liabilities Rs30,000 Rs0 Rs0
Sales of Other Current Assets Rs0 Rs0 Rs0
Sales of Long-term Assets Rs0 Rs0 Rs0
Page 22
New Investment Received Rs0 Rs0 Rs0

Subtotal Cash Received Rs2,668,200 Rs2,750,200 Rs3,027,000
Expenditures Year 1 Year 2 Year 3
Expenditures from Operations

Cash Spending Rs113,350 Rs129,000 Rs147,500
Bill Payments Rs1,969,644 Rs2,139,786 Rs2,245,282
Subtotal Spent on Operations Rs2,082,994 Rs2,268,786 Rs2,392,782
Additional Cash Spent

Sales Tax, VAT, HST/GST Paid Out Rs0 Rs0 Rs0
Principal Repayment of Current Rs24,000 Rs24,000 Rs24,000
Borrowing
Other Liabilities Principal Repayment Rs0 Rs0 Rs0
Long-term Liabilities Principal Repayment Rs0 Rs0 Rs0
Purchase Other Current Assets Rs0 Rs0 Rs0
Purchase Long-term Assets Rs0 Rs0 Rs0
Dividends Rs0 Rs0 Rs0
Subtotal Cash Spent Rs2,106,994 Rs2,292,786 Rs2,416,782
Net Cash Flow Rs561,206 Rs457,414 Rs610,218

Cash Balance Rs629,006 Rs1,086,420 Rs1,696,638
8.5 Projected Profit and Loss
The key to increasing overall sales is to focus on acquiring vehicles at, or below,
wholesale price. Operating, advertising and consulting costs will increase at a
slower rate than sales and profit in the next three years. Normally, a start-up
company will operate with negative profits through the first two years. We
predict a positive gross margin during 2003, increasing modestly to 2005. This
optimistic projection is based on the sales strategy and market
analysis. Projected sales will support continued operations, and final success
will be based on actual sales and an increasing gross margin.
Page 23
Chart: Profit Monthly
Chart: Profit Yearly
Page 24
Chart: Gross Margin Monthly
Chart: Gross Margin Yearly
Table: Profit and Loss
Pro Forma Profit and Loss

Page 25

Sales Rs2,488,200 Rs2,750,200 Rs3,027,000
Direct Cost of Sales Rs1,749,100 Rs1,815,500 Rs1,867,000
Production Payroll Rs42,000 Rs50,000 Rs60,000
Other Production Expenses Rs0 Rs0 Rs0
Total Cost of Sales Rs1,791,100 Rs1,865,500 Rs1,927,000
Gross Margin Rs697,100 Rs884,700 Rs1,100,000

Gross Margin % 28.02% 32.17% 36.34%
Operating Expenses
Sales and Marketing Expenses

Sales and Marketing Payroll Rs30,500 Rs35,000 Rs40,000
Advertising/Promotion Rs14,000 Rs5,000 Rs6,000
Web Page Maintenance Rs3,600 Rs2,500 Rs2,600
Cleaning/Maintenance Rs6,600 Rs6,000 Rs6,000
Travel/Auctions Rs3,200 Rs1,000 Rs2,000
Miscellaneous Rs0 Rs1,000 Rs1,000
Total Sales and Marketing Expenses Rs57,900 Rs50,500 Rs57,600
Sales and Marketing % 2.33% 1.84% 1.90%
General and Administrative

Expenses
General and Administrative Payroll Rs38,850 Rs42,000 Rs45,500
Sales and Marketing and Other Rs0 Rs0 Rs0
Expenses
Depreciation Rs400 Rs500 Rs600
Leased Equipment Rs1,200 Rs1,500 Rs2,000
Utilities Rs6,000 Rs5,500 Rs6,000
Insurance Rs4,800 Rs5,000 Rs5,500
Rent Rs48,000 Rs48,000 Rs50,000
Payroll Taxes Rs17,003 Rs19,350 Rs22,125
Other General and Administrative Rs0 Rs0 Rs0
Expenses
Total General and Administrative Rs116,253 Rs121,850 Rs131,725
Expenses
General and Administrative % 4.67% 4.43% 4.35%
Other Expenses:
Other Payroll Rs2,000 Rs2,000 Rs2,000
Consultants Rs0 Rs0 Rs0
Contract/Consultants-Accountant Rs1,600 Rs1,200 Rs1,200
Review Books
Total Other Expenses Rs3,600 Rs3,200 Rs3,200
Other % 0.14% 0.12% 0.11%
Page 26
Total Operating Expenses Rs177,753 Rs175,550 Rs192,525
Profit Before Interest and Taxes Rs519,348 Rs709,150 Rs907,475

EBITDA Rs519,748 Rs709,650 Rs908,075
Interest Expense Rs16,382 Rs17,980 Rs16,300
Taxes Incurred Rs150,890 Rs207,351 Rs267,353
Net Profit Rs352,076 Rs483,819 Rs623,823

Net Profit/Sales 14.15% 17.59% 20.61%
8.6 Projected Balance Sheet
As you can see in the projected balance sheet, our net worth will rise steadily
each month and year. This is an increase in working capital and will fund future
projects and expansion.
Table: Balance Sheet
Pro Forma Balance Sheet

Assets
Current Assets
Cash Rs629,006 Rs1,086,420 Rs1,696,638
Inventory Rs210,100 Rs172,739 Rs175,996
Other Current Assets Rs0 Rs0 Rs0
Total Current Assets Rs839,106 Rs1,259,158 Rs1,872,634
Long-term Assets
Long-term Assets Rs0 Rs0 Rs0
Accumulated Depreciation Rs400 Rs900 Rs1,500
Total Long-term Assets (Rs400) (Rs900) (Rs1,500)
Total Assets Rs838,706 Rs1,258,258 Rs1,871,134
Liabilities and Capital Year 1 Year 2 Year 3
Current Liabilities
Accounts Payable Rs212,830 Rs172,563 Rs185,617
Current Borrowing Rs226,000 Rs202,000 Rs178,000
Other Current Liabilities Rs0 Rs0 Rs0
Subtotal Current Liabilities Rs438,830 Rs374,563 Rs363,617
Page 27
Long-term Liabilities Rs30,000 Rs30,000 Rs30,000

Total Liabilities Rs468,830 Rs404,563 Rs393,617
Paid-in Capital Rs30,000 Rs30,000 Rs30,000

Retained Earnings (Rs12,200) Rs339,876 Rs823,695
Earnings Rs352,076 Rs483,819 Rs623,823
Total Capital Rs369,876 Rs853,695 Rs1,477,518
Total Liabilities and Capital Rs838,706 Rs1,258,258 Rs1,871,134
Net Worth Rs369,876 Rs853,695 Rs1,477,518
8.7 Business Ratios
Business ratios for the years of this plan are shown below. Industry profile
ratios based on the Standard Industrial Classification (SIC) code 5521, (NAICS
441120) Used Car Dealers, are shown for comparison.
Table: Ratios
Ratio Analysis
Year 1 Year 2 Year 3 Industry
Profile
Sales Growth n.a. 10.53% 10.06% 14.00%
Percent of Total Assets

Inventory 25.05% 13.73% 9.41% 58.90%
Other Current Assets 0.00% 0.00% 0.00% 28.10%
Total Current Assets 100.05% 100.07% 100.08% 100.00%
Long-term Assets -0.05% -0.07% -0.08% 0.00%
Total Assets 100.00% 100.00% 100.00% 100.00%
Current Liabilities 52.32% 29.77% 19.43% 0.00%

Long-term Liabilities 3.58% 2.38% 1.60% 0.00%
Total Liabilities 55.90% 32.15% 21.04% 0.00%
Net Worth 44.10% 67.85% 78.96% 100.00%
Percent of Sales
Sales 100.00% 100.00% 100.00% 100.00%
Gross Margin 28.02% 32.17% 36.34% 18.90%
Selling, General & 13.87% 15.62% 15.73% 10.20%
Administrative Expenses
Advertising Expenses 0.56% 0.17% 0.20% 1.30%
Profit Before Interest and 20.87% 25.79% 29.98% 1.10%
Taxes
Page 28
Main Ratios
Current 1.91 3.36 5.15 1.92
Quick 1.43 2.90 4.67 0.47
Total Debt to Total Assets 55.90% 32.15% 21.04% 55.55%
Pre-tax Return on Net Worth 135.98% 80.96% 60.32% 55.55%
Pre-tax Return on Assets 59.97% 54.93% 47.63% 8.90%
Additional Ratios Year 1 Year 2 Year 3

Net Profit Margin 14.15% 17.59% 20.61% n.a
Return on Equity 95.19% 56.67% 42.22% n.a
Activity Ratios
Inventory Turnover 10.91 9.48 10.71 n.a
Accounts Payable Turnover 10.25 12.17 12.17 n.a
Payment Days 27 34 29 n.a
Total Asset Turnover 2.97 2.19 1.62 n.a
Debt Ratios
Debt to Net Worth 1.27 0.47 0.27 n.a
Current Liab. to Liab. 0.94 0.93 0.92 n.a
Liquidity Ratios
Net Working Capital Rs400,276 Rs884,595 Rs1,509,018 n.a
Interest Coverage 31.70 39.44 55.67 n.a
Additional Ratios
Assets to Sales 0.34 0.46 0.62 n.a
Current Debt/Total Assets 52% 30% 19% n.a
Acid Test 1.43 2.90 4.67 n.a
Sales/Net Worth 6.73 3.22 2.05 n.a
Dividend Payout 0.00 0.00 0.00 n.a
Page 29
Sales Forecast
Unit Sales
Low-end vehicles 298 320 345
Average vehicles 154 162 170
High-end vehicles 79 85 90
Loan sales 166 175 200
Warranty sales 136 140 150
Other/consignments 49 50 50
Total Unit Sales 882 932 1,005
Unit Prices Year 1 Year 2 Year 3

Low-end vehicles $2,000.00 $2,200.00 $2,400.00
Average vehicles $4,979.87 $5,100.00 $5,200.00
High-end vehicles $9,958.23 $10,200.00 $10,500.00
Loan sales $400.00 $400.00 $400.00
Warranty sales $200.00 $200.00 $200.00
Other/consignments $5,000.00 $5,100.00 $5,200.00
Sales
Low-end vehicles $596,000 $704,000 $828,000
Average vehicles $766,900 $826,200 $884,000
High-end vehicles $786,700 $867,000 $945,000
Loan sales $66,400 $70,000 $80,000
Warranty sales $27,200 $28,000 $30,000
Other/consignments $245,000 $255,000 $260,000
Total Sales $2,488,200 $2,750,200 $3,027,000
Direct Unit Costs Year 1 Year 2 Year 3

Low-end vehicles $1,200.00 $1,100.00 $1,000.00
Average vehicles $3,500.00 $3,500.00 $3,500.00
High-end vehicles $8,000.00 $7,900.00 $7,800.00
Loan sales $0.00 $0.00 $0.00
Warranty sales $0.00 $0.00 $0.00
Other/consignments $4,500.00 $4,500.00 $4,500.00

Low-end vehicles $357,600 $352,000 $345,000
Average vehicles $539,000 $567,000 $595,000
High-end vehicles $632,000 $671,500 $702,000
Loan sales $0 $0 $0
Warranty sales $0 $0 $0
Other/consignments $220,500 $225,000 $225,000
Page 1
Subtotal Direct Cost of Sales $1,749,100 $1,815,500 $1,867,000
Chart: Sales Monthly
Chart: Sales by Year
Page 2
5.2.2 Sales Programs
Sales programs will include sales awards for the highest sales, bonuses, and
customer service awards for those employees who best exemplify Integrity's
commitment to customers.
We will provide quarterly training and educational opportunities by sending

employees to professional development training for their respective area.
5.3 Strategic Alliances
We depend on our alliance with local new car dealers and auction houses to
maintain our inventory. This relationship is crucial to our success and will be
placed ahead of petty differences. Our financial relations with these groups will
be handled in a timely and accurate manner. We need to make sure that the
personnel, and especially the ownership, of our allies are aware of our support
and reciprocation. We will also depend on outside sources for professional
development of our sales staff.
5.4 Milestones
The accompanying table lists important program milestones, with dates,

managers in charge, and budgets for each. The milestone schedule indicates
our emphasis on planning for implementation.
The milestone table shows purchasing, and marketing goals. What the table
doesn't show is the commitment behind it. Our business plan includes complete
provisions for plan-vs.-actual analysis, and we will hold follow-up meetings
every month to discuss the variance and course corrections, and a final plan
review on 5/1/02.
Table: Milestones
Milestones
Milestone Start Date End Date Budget Manager Department

Business Plan 10/15/2001 11/19/2001 $0 Owner Marketing
Purchase Lot 1/1/2002 5/1/2002 $0 Owner Marketing
Complete Legal 1/1/2002 1/1/2002 $500 Owners Management
Establish Suppliers 1/1/2002 6/1/2002 $0 Sales Mgr Sales
Establish Acctg 1/1/2002 5/1/2002 $500 Owner, Records
Books admin
Final Plan Review 5/1/2002 5/1/2002 $0 Owner ALL
Purchase Office 5/1/2002 5/15/2002 $4,700 Owner Administrative
Page 3
Supplies/Equip
Purchase Inventory 5/1/2002 6/1/2002 $50,000 Sales Sales
MGR
Grand Opening 5/1/2002 6/1/2002 $500 Sales Administrative
Advertisement MGR
Hire Employees 5/15/2002 5/20/2002 $0 Owner Management
Company Party 7/1/2002 7/1/2002 $200 Owner Administrative
Totals $56,400
Chart: Milestones
6.0 Web Plan Summary
Integrity has a long-term plan of developing a Web page through Yahoo! that
customers can visit and view a list of current inventory. We anticipate being
operational within four months of opening. This would allow those customers
who are seeking a specific vehicle to save time by looking before they come.
We will include photos and general information for each vehicle.
We will rely on outside help to initially establish the page. We intend on

maintaining the site ourselves through our record keeper and sales manager.
Our Web page would be advertised through all correspondence, business cards,
and advertisements. This will provide a "link" to additional information.
We will measure success through the hit counter and customer feedback, and
re-evaluate or modify the Web page as necessary.
Page 4
6.1 Website Marketing Strategy
Marketing for a retail business depends on recognition for expertise. It starts

with our existing customer base, informing them of our Internet presence and
encouraging their word-of-mouth recommendations to others.
We will develop and maintain a database of vehicle inventory. From there we

add specific information on each vehicle, and an aggressive search engine
positioning program. We use the database to make regular contact with email
newsletters and notices about new arrivals, special offers, and referral services.
6.2 Development Requirements
The Integrity website will be initially developed with few technical resources. A
simple hosting provider, Yahoo! Web services, will host the site and provide the
technical back end.
Integrity will work with a contracted user interface designer (university student)
to develop the simple, Internet-focused site. The maintenance of the site will be
done by the Integrity employees themselves. Integrity can also look into pre-
packaged solutions through Yahoo! Web hosting.
7.0 Management Summary
Integrity will start with four initial employees. The owner will manage over all
operations and the sales manager will manage all buying and selling of
inventory. A records clerk and lot attendant will also be hired initially.
Once the gross margin and cash flow will support it, we will hire an additional
salesman and lot attendants (tentatively four to six months).
7.1 Personnel Plan
The personnel plan and monthly salary is included in the following table. It
shows the owner's monthly salary of $3,500, followed by the sales manager of
$2,500 plus a 20% (after cost) sales commission. The secretary/administration
will earn $2,000 per month and the lot attendant is paid $1,200 per month.
Bonuses will be paid for monthly sales that exceed forecasted sales, to all
employees. As the business grows, additional salesmen and a lot attendant will
be added.
Table: Personnel
Personnel Plan
Page 5
Owner/Manager $42,000 $50,000 $60,000
Other $0 $0 $0
Subtotal $42,000 $50,000 $60,000
Sales and Marketing Personnel

Sales Manager $30,500 $35,000 $40,000
Other $0 $0 $0
Subtotal $30,500 $35,000 $40,000
General and Administrative Personnel

Secretary/Records Admin $24,300 $26,500 $29,000
Lot Attendant $14,550 $15,500 $16,500
Other $0 $0 $0
Subtotal $38,850 $42,000 $45,500
Other Personnel
Accountant $2,000 $2,000 $2,000
Other $0 $0 $0
Subtotal $2,000 $2,000 $2,000
Total People 0 0 0
Total Payroll $113,350 $129,000 $147,500
8.0 Financial Plan
1. Growth will be moderate to good, cash flows steady with several months of
loss in 2001-2002.
2. Marketing will remain below 10% of sales.
3. The company will invest residual profits (10%) into financial markets and
approximately 50% into company expansion for the first year.
8.1 Important Assumptions
We will accept credit cards and trade-ins of any value. Credit cards will have a
negative affect on cash flow in that we may not be paid for several days. Trade-
ins will also impact cash flow in that they are an asset and have no real value
until sold. We will have to limit the number of credit transactions, and only take
in quality trades at a wholesale price to facilitate turning a quick profit. The
personnel burden is very low because benefits are not paid to part-timers. And
the short-term interest rate is extraordinarily low because of current market
rates.
Page 6
We also assume conservative earnings from selling loans and extended

warranties will be made.
The other assumption is that current market conditions will remain for the next
two to three years. Low rates will have a positive impact on sales and lending
for the short term.
General Assumptions
Plan Month 1 2 3
Current Interest Rate 7.00% 7.00% 7.00%
Long-term Interest Rate 10.00% 10.00% 10.00%
Tax Rate 30.00% 30.00% 30.00%
Other 0 0 0
8.2 Key Financial Indicators
The following chart shows that inventory turnover speeds up as sales increase.
This correlation is important when evaluating past inventory control techniques.
Chart: Benchmarks
Page 7
8.3 Break-even Analysis
The following break-even analysis table has been completed on the basis of
average costs/prices. With average per unit sold costs and average variable
costs as shown, the table calculates what we need to make per month,
or sell in units, to break even each month.
Table: Break-even Analysis
Break-even Analysis
Monthly Units Break-even 18

Monthly Revenue Break-even $49,867
Assumptions:
Average Per-Unit Revenue $2,821.09
Average Per-Unit Variable Cost $1,983.11
Estimated Monthly Fixed Cost $14,813
Chart: Break-even Analysis
Page 8
8.4 Projected Cash Flow
We are positioning ourselves in the market as a medium risk concern with

steady cash flows. Accounts payable is paid at the end of each month, while
sales generally in cash give Integrity an excellent cash structure. Initial cash
flow in July will be negative, there will be steady increases until October has a
negative flow. Again a steady increase in positive cash flow until another slow
loss in May. For year 2002-2003 we see a solid overall increase. All cash flow
over 50% will be re-invested into the company. At least 10% of which will be
invested in long-term assets. We will reserve up to 5% for bonuses, sales
awards, and professional training.
Chart: Cash
Page 9
Table: Cash Flow
Pro Forma Cash Flow

Cash Received
Cash from Operations

Cash Sales $2,488,200 $2,750,200 $3,027,000
Subtotal Cash from Operations $2,488,200 $2,750,200 $3,027,000
Additional Cash Received

Sales Tax, VAT, HST/GST Received $0 $0 $0
New Current Borrowing $150,000 $0 $0
New Other Liabilities (interest-free) $0 $0 $0
New Long-term Liabilities $30,000 $0 $0
Sales of Other Current Assets $0 $0 $0
Sales of Long-term Assets $0 $0 $0
New Investment Received $0 $0 $0
Subtotal Cash Received $2,668,200 $2,750,200 $3,027,000
Expenditures Year 1 Year 2 Year 3
Expenditures from Operations

Cash Spending $113,350 $129,000 $147,500
Bill Payments $1,969,644 $2,139,786 $2,245,282
Subtotal Spent on Operations $2,082,994 $2,268,786 $2,392,782
Additional Cash Spent

Sales Tax, VAT, HST/GST Paid Out $0 $0 $0
Principal Repayment of Current Borrowing $24,000 $24,000 $24,000
Other Liabilities Principal Repayment $0 $0 $0
Long-term Liabilities Principal Repayment $0 $0 $0
Purchase Other Current Assets $0 $0 $0
Purchase Long-term Assets $0 $0 $0
Dividends $0 $0 $0
Subtotal Cash Spent $2,106,994 $2,292,786 $2,416,782
Net Cash Flow $561,206 $457,414 $610,218

Cash Balance $629,006 $1,086,420 $1,696,638
8.5 Projected Profit and Loss
The key to increasing overall sales is to focus on acquiring vehicles at, or below,
wholesale price. Operating, advertising and consulting costs will increase at a
Page 10
slower rate than sales and profit in the next three years. Normally, a start-up
company will operate with negative profits through the first two years. We
predict a positive gross margin during 2003, increasing modestly to 2005. This
optimistic projection is based on the sales strategy and market
analysis. Projected sales will support continued operations, and final success
will be based on actual sales and an increasing gross margin.
Chart: Profit Monthly
Page 11
Chart: Profit
Yearly
Chart: Gross Margin Monthly
Page 12
Chart: Gross Margin Yearly
Pro Forma Profit and Loss

Sales $2,488,200 $2,750,200 $3,027,000
Direct Cost of Sales $1,749,100 $1,815,500 $1,867,000
Production Payroll $42,000 $50,000 $60,000
Other Production Expenses $0 $0 $0
Total Cost of Sales $1,791,100 $1,865,500 $1,927,000
Gross Margin $697,100 $884,700 $1,100,000

Gross Margin % 28.02% 32.17% 36.34%
Operating Expenses
Sales and Marketing Expenses

Sales and Marketing Payroll $30,500 $35,000 $40,000
Advertising/Promotion $14,000 $5,000 $6,000
Web Page Maintenance $3,600 $2,500 $2,600
Cleaning/Maintenance $6,600 $6,000 $6,000
Travel/Auctions $3,200 $1,000 $2,000
Miscellaneous $0 $1,000 $1,000
Total Sales and Marketing Expenses $57,900 $50,500 $57,600
Sales and Marketing % 2.33% 1.84% 1.90%
Page 13

Expenses
General and Administrative Payroll $38,850 $42,000 $45,500
Sales and Marketing and Other $0 $0 $0
Expenses
Depreciation $400 $500 $600
Leased Equipment $1,200 $1,500 $2,000
Utilities $6,000 $5,500 $6,000
Insurance $4,800 $5,000 $5,500
Rent $48,000 $48,000 $50,000
Payroll Taxes $17,003 $19,350 $22,125
Other General and Administrative $0 $0 $0
Expenses
Total General and Administrative $116,253 $121,850 $131,725
Expenses
General and Administrative % 4.67% 4.43% 4.35%
Other Expenses:
Other Payroll $2,000 $2,000 $2,000
Consultants $0 $0 $0
Contract/Consultants-Accountant $1,600 $1,200 $1,200
Review Books
Total Other Expenses $3,600 $3,200 $3,200
Other % 0.14% 0.12% 0.11%
Total Operating Expenses $177,753 $175,550 $192,525
Profit Before Interest and Taxes $519,348 $709,150 $907,475

EBITDA $519,748 $709,650 $908,075
Interest Expense $16,382 $17,980 $16,300
Taxes Incurred $150,890 $207,351 $267,353
Net Profit $352,076 $483,819 $623,823

Net Profit/Sales 14.15% 17.59% 20.61%
Page 14
8.6 Projected Balance Sheet
As you can see in the projected balance sheet, our net worth will rise steadily
each month and year. This is an increase in working capital and will fund future
projects and expansion.
Pro Forma Balance Sheet

Assets
Current Assets
Cash $629,006 $1,086,420 $1,696,638
Inventory $210,100 $172,739 $175,996
Other Current Assets $0 $0 $0
Total Current Assets $839,106 $1,259,158 $1,872,634
Long-term Assets
Long-term Assets $0 $0 $0
Accumulated Depreciation $400 $900 $1,500
Total Long-term Assets ($400) ($900) ($1,500)
Total Assets $838,706 $1,258,258 $1,871,134
Liabilities and Capital Year 1 Year 2 Year 3
Current Liabilities
Accounts Payable $212,830 $172,563 $185,617
Current Borrowing $226,000 $202,000 $178,000
Other Current Liabilities $0 $0 $0
Subtotal Current Liabilities $438,830 $374,563 $363,617
Long-term Liabilities $30,000 $30,000 $30,000

Total Liabilities $468,830 $404,563 $393,617
Paid-in Capital $30,000 $30,000 $30,000

Retained Earnings ($12,200) $339,876 $823,695
Earnings $352,076 $483,819 $623,823
Total Capital $369,876 $853,695 $1,477,518
Total Liabilities and Capital $838,706 $1,258,258 $1,871,134
Net Worth $369,876 $853,695 $1,477,518
Page 15
8.7 Business Ratios
Business ratios for the years of this plan are shown below. Industry profile
ratios based on the Standard Industrial Classification (SIC) code 5521, (NAICS
441120) Used Car Dealers, are shown for comparison.
Table: Ratios
Ratio Analysis
Year 1 Year 2 Year 3 Industry
Profile
Sales Growth n.a. 10.53% 10.06% 14.00%
Percent of Total Assets

Inventory 25.05% 13.73% 9.41% 58.90%
Other Current Assets 0.00% 0.00% 0.00% 28.10%
Total Current Assets 100.05% 100.07% 100.08% 100.00%
Long-term Assets -0.05% -0.07% -0.08% 0.00%
Total Assets 100.00% 100.00% 100.00% 100.00%
Current Liabilities 52.32% 29.77% 19.43% 0.00%

Long-term Liabilities 3.58% 2.38% 1.60% 0.00%
Total Liabilities 55.90% 32.15% 21.04% 0.00%
Net Worth 44.10% 67.85% 78.96% 100.00%
Percent of Sales
Sales 100.00% 100.00% 100.00% 100.00%
Gross Margin 28.02% 32.17% 36.34% 18.90%
Selling, General & 13.87% 15.62% 15.73% 10.20%
Administrative Expenses
Advertising Expenses 0.56% 0.17% 0.20% 1.30%
Profit Before Interest and Taxes 20.87% 25.79% 29.98% 1.10%
Main Ratios
Current 1.91 3.36 5.15 1.92
Quick 1.43 2.90 4.67 0.47
Total Debt to Total Assets 55.90% 32.15% 21.04% 55.55%
Pre-tax Return on Net Worth 135.98% 80.96% 60.32% 55.55%
Pre-tax Return on Assets 59.97% 54.93% 47.63% 8.90%
Additional Ratios Year 1 Year 2 Year 3

Net Profit Margin 14.15% 17.59% 20.61% n.a
Return on Equity 95.19% 56.67% 42.22% n.a
Activity Ratios
Page 16
Inventory Turnover 10.91 9.48 10.71 n.a

Accounts Payable Turnover 10.25 12.17 12.17 n.a
Payment Days 27 34 29 n.a
Total Asset Turnover 2.97 2.19 1.62 n.a
Debt Ratios
Debt to Net Worth 1.27 0.47 0.27 n.a
Current Liab. to Liab. 0.94 0.93 0.92 n.a
Liquidity Ratios
Net Working Capital $400,276 $884,595 $1,509,018 n.a
Interest Coverage 31.70 39.44 55.67 n.a
Additional Ratios
Assets to Sales 0.34 0.46 0.62 n.a
Current Debt/Total Assets 52% 30% 19% n.a
Acid Test 1.43 2.90 4.67 n.a
Sales/Net Worth 6.73 3.22 2.05 n.a
Dividend Payout 0.00 0.00 0.00 n.a
Page 17
Appendix

Sales Forecast
Month 1 Month 2 Month 3 Month 4 Month 5 Month 6 Month 7 Month 8 Month 9 Month 10 Month 11
Unit Sales
Low-end vehicles 0% 20 25 30 30 25 20 18 20 25 25 30
Average vehicles 0% 12 15 15 15 12 10 10 11 12 12 15
High-end vehicles 0% 6 7 7 7 5 4 4 5 7 7 10
Loan sales 0% 10 12 15 15 12 10 10 12 15 15 20
Warranty sales 0% 10 12 12 12 12 10 10 10 12 12 12
Other/consignments 0% 4 5 5 5 4 2 2 4 4 4 5
Total Unit Sales 62 76 84 84 70 56 54 62 75 75 92
Unit Prices Month 1 Month 2 Month 3 Month 4 Month 5 Month 6 Month 7 Month 8 Month 9 Month 10 Month 11
Low-end vehicles $2,000.00 $2,000.00 $2,000.00 $2,000.00 $2,000.00 $2,000.00 $2,000.00 $2,000.00 $2,000.00 $2,000.00 $2,000.00
Average vehicles $5,000.00 $5,000.00 $5,000.00 $5,000.00 $5,000.00 $4,900.00 $4,900.00 $4,900.00 $5,000.00 $5,000.00 $5,000.00
High-end vehicles $10,000.00 $10,000.00 $10,000.00 $10,000.00 $9,900.00 $9,800.00 $9,800.00 $9,900.00 $9,900.00 $10,000.00 $10,000.00
Loan sales $400.00 $400.00 $400.00 $400.00 $400.00 $400.00 $400.00 $400.00 $400.00 $400.00 $400.00
Warranty sales $200.00 $200.00 $200.00 $200.00 $200.00 $200.00 $200.00 $200.00 $200.00 $200.00 $200.00
Other/consignments $5,000.00 $5,000.00 $5,000.00 $5,000.00 $5,000.00 $5,000.00 $5,000.00 $5,000.00 $5,000.00 $5,000.00 $5,000.00
Sales
Low-end vehicles $40,000 $50,000 $60,000 $60,000 $50,000 $40,000 $36,000 $40,000 $50,000 $50,000 $60,000
Average vehicles $60,000 $75,000 $75,000 $75,000 $60,000 $49,000 $49,000 $53,900 $60,000 $60,000 $75,000
High-end vehicles $60,000 $70,000 $70,000 $70,000 $49,500 $39,200 $39,200 $49,500 $69,300 $70,000 $100,000
Loan sales $4,000 $4,800 $6,000 $6,000 $4,800 $4,000 $4,000 $4,800 $6,000 $6,000 $8,000
Warranty sales $2,000 $2,400 $2,400 $2,400 $2,400 $2,000 $2,000 $2,000 $2,400 $2,400 $2,400
Other/consignments $20,000 $25,000 $25,000 $25,000 $20,000 $10,000 $10,000 $20,000 $20,000 $20,000 $25,000
Total Sales $186,000 $227,200 $238,400 $238,400 $186,700 $144,200 $140,200 $170,200 $207,700 $208,400 $270,400
Direct Unit Costs Month 1 Month 2 Month 3 Month 4 Month 5 Month 6 Month 7 Month 8 Month 9 Month 10 Month 11
Low-end vehicles 0.00% $1,200.00 $1,200.00 $1,200.00 $1,200.00 $1,200.00 $1,200.00 $1,200.00 $1,200.00 $1,200.00 $1,200.00 $1,200.00
Average vehicles 0.00% $3,500.00 $3,500.00 $3,500.00 $3,500.00 $3,500.00 $3,500.00 $3,500.00 $3,500.00 $3,500.00 $3,500.00 $3,500.00
High-end vehicles 0.00% $8,000.00 $8,000.00 $8,000.00 $8,000.00 $8,000.00 $8,000.00 $8,000.00 $8,000.00 $8,000.00 $8,000.00 $8,000.00
Loan sales 0.00% $0.00 $0.00 $0.00 $0.00 $0.00 $0.00 $0.00 $0.00 $0.00 $0.00 $0.00
Warranty sales 0.00% $0.00 $0.00 $0.00 $0.00 $0.00 $0.00 $0.00 $0.00 $0.00 $0.00 $0.00
Other/consignments 0.00% $4,500.00 $4,500.00 $4,500.00 $4,500.00 $4,500.00 $4,500.00 $4,500.00 $4,500.00 $4,500.00 $4,500.00 $4,500.00
Low-end vehicles $24,000 $30,000 $36,000 $36,000 $30,000 $24,000 $21,600 $24,000 $30,000 $30,000 $36,000
Average vehicles $42,000 $52,500 $52,500 $52,500 $42,000 $35,000 $35,000 $38,500 $42,000 $42,000 $52,500
High-end vehicles $48,000 $56,000 $56,000 $56,000 $40,000 $32,000 $32,000 $40,000 $56,000 $56,000 $80,000
Loan sales $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0
Warranty sales $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0
Other/consignments $18,000 $22,500 $22,500 $22,500 $18,000 $9,000 $9,000 $18,000 $18,000 $18,000 $22,500
Subtotal Direct $132,000 $161,000 $167,000 $167,000 $130,000 $100,000 $97,600 $120,500 $146,000 $146,000 $191,000
Cost of Sales Page 1
Appendix
Table: Personnel
Personnel Plan
Month Month Month Month Month Month Month Month Month Month Month Month
1 2 3 4 5 6 7 8 9 10 11 12
Owner/Manager $3,500 $3,500 $3,500 $3,500 $3,500 $3,500 $3,500 $3,500 $3,500 $3,500 $3,500 $3,500
Other $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0
Subtotal $3,500 $3,500 $3,500 $3,500 $3,500 $3,500 $3,500 $3,500 $3,500 $3,500 $3,500 $3,500
Sales and Marketing

Personnel
Sales Manager $2,500 $2,500 $2,500 $2,500 $2,500 $2,500 $2,500 $2,500 $2,500 $2,500 $2,500 $3,000
Other $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0
Subtotal $2,500 $2,500 $2,500 $2,500 $2,500 $2,500 $2,500 $2,500 $2,500 $2,500 $2,500 $3,000

Personnel
Secretary/Records Admin $2,000 $2,000 $2,000 $2,000 $2,000 $2,000 $2,000 $2,000 $2,000 $2,000 $2,000 $2,300
Lot Attendant $1,200 $1,200 $1,200 $1,200 $1,200 $1,200 $1,200 $1,200 $1,200 $1,200 $1,200 $1,350
Other $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0
Subtotal $3,200 $3,200 $3,200 $3,200 $3,200 $3,200 $3,200 $3,200 $3,200 $3,200 $3,200 $3,650
Other Personnel
Accountant $500 $0 $0 $500 $0 $0 $500 $0 $0 $500 $0 $0
Other $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0
Subtotal $500 $0 $0 $500 $0 $0 $500 $0 $0 $500 $0 $0
Total People 0 0 0 0 0 0 0 0 0 0 0 0
Total Payroll $9,700 $9,200 $9,200 $9,700 $9,200 $9,200 $9,700 $9,200 $9,200 $9,700 $9,200 $10,150
Page 2
Appendix
General
Assumptions
Month 1 Month 2 Month 3 Month 4 Month 5 Month 6 Month 7 Month 8 Month 9 Month Month Month
10 11 12
Plan Month 1 2 3 4 5 6 7 8 9 10 11 12
Current Interest 7.00% 7.00% 7.00% 7.00% 7.00% 7.00% 7.00% 7.00% 7.00% 7.00% 7.00% 7.00%
Rate
Long-term 10.00% 10.00% 10.00% 10.00% 10.00% 10.00% 10.00% 10.00% 10.00% 10.00% 10.00% 10.00%
Interest Rate
Tax Rate 30.00% 30.00% 30.00% 30.00% 30.00% 30.00% 30.00% 30.00% 30.00% 30.00% 30.00% 30.00%
Other 0 0 0 0 0 0 0 0 0 0 0 0
Pro Forma Profit and

Loss
10 11 12
Sales $186,000 $227,200 $238,400 $238,400 $186,700 $144,200 $140,200 $170,200 $207,700 $208,400 $270,400 $270,400
Direct Cost of Sales $132,000 $161,000 $167,000 $167,000 $130,000 $100,000 $97,600 $120,500 $146,000 $146,000 $191,000 $191,000
Production Payroll $3,500 $3,500 $3,500 $3,500 $3,500 $3,500 $3,500 $3,500 $3,500 $3,500 $3,500 $3,500
Other Production $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0
Expenses
Total Cost of Sales $135,500 $164,500 $170,500 $170,500 $133,500 $103,500 $101,100 $124,000 $149,500 $149,500 $194,500 $194,500
Gross Margin $50,500 $62,700 $67,900 $67,900 $53,200 $40,700 $39,100 $46,200 $58,200 $58,900 $75,900 $75,900
Gross Margin % 27.15% 27.60% 28.48% 28.48% 28.49% 28.22% 27.89% 27.14% 28.02% 28.26% 28.07% 28.07%
Page 3
Appendix
Operating Expenses
Sales and Marketing

Expenses
Sales and Marketing $2,500 $2,500 $2,500 $2,500 $2,500 $2,500 $2,500 $2,500 $2,500 $2,500 $2,500 $3,000
Payroll
Advertising/Promotion $2,000 $2,000 $1,000 $1,000 $1,000 $500 $500 $1,000 $1,000 $1,000 $1,000 $2,000
Web Page $400 $400 $400 $400 $200 $200 $200 $200 $200 $200 $400 $400
Maintenance
Cleaning/Maintenance $700 $700 $500 $500 $500 $500 $500 $500 $500 $500 $500 $700
Travel/Auctions $400 $400 $400 $200 $200 $200 $200 $200 $200 $200 $200 $400
Miscellaneous $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0
Total Sales and $6,000 $6,000 $4,800 $4,600 $4,400 $3,900 $3,900 $4,400 $4,400 $4,400 $4,600 $6,500
Marketing Expenses
Sales and Marketing 3.23% 2.64% 2.01% 1.93% 2.36% 2.70% 2.78% 2.59% 2.12% 2.11% 1.70% 2.40%
%
General and
Administrative
Expenses
General and $3,200 $3,200 $3,200 $3,200 $3,200 $3,200 $3,200 $3,200 $3,200 $3,200 $3,200 $3,650
Administrative Payroll
Sales and Marketing $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0
and Other Expenses
Depreciation $100 $0 $0 $100 $0 $0 $100 $0 $0 $100 $0 $0
Leased Equipment $100 $100 $100 $100 $100 $100 $100 $100 $100 $100 $100 $100
Utilities $500 $500 $500 $500 $500 $500 $500 $500 $500 $500 $500 $500
Insurance $400 $400 $400 $400 $400 $400 $400 $400 $400 $400 $400 $400
Rent $4,000 $4,000 $4,000 $4,000 $4,000 $4,000 $4,000 $4,000 $4,000 $4,000 $4,000 $4,000
Payroll Taxes 15% $1,455 $1,380 $1,380 $1,455 $1,380 $1,380 $1,455 $1,380 $1,380 $1,455 $1,380 $1,523
Other General and $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0
Administrative
Expenses
Total General and $9,755 $9,580 $9,580 $9,755 $9,580 $9,580 $9,755 $9,580 $9,580 $9,755 $9,580 $10,173
Administrative
Page 4
Appendix
Expenses
General and 5.24% 4.22% 4.02% 4.09% 5.13% 6.64% 6.96% 5.63% 4.61% 4.68% 3.54% 3.76%
Administrative %
Other Expenses:
Other Payroll $500 $0 $0 $500 $0 $0 $500 $0 $0 $500 $0 $0
Consultants $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0
Contract/Consultants- $0 $0 $400 $0 $0 $400 $0 $0 $400 $0 $0 $400
Accountant Review
Books
Total Other Expenses $500 $0 $400 $500 $0 $400 $500 $0 $400 $500 $0 $400
Other % 0.27% 0.00% 0.17% 0.21% 0.00% 0.28% 0.36% 0.00% 0.19% 0.24% 0.00% 0.15%
Total Operating $16,255 $15,580 $14,780 $14,855 $13,980 $13,880 $14,155 $13,980 $14,380 $14,655 $14,180 $17,073
Expenses
Profit Before Interest $34,245 $47,120 $53,120 $53,045 $39,220 $26,820 $24,945 $32,220 $43,820 $44,245 $61,720 $58,828
and Taxes
EBITDA $34,345 $47,120 $53,120 $53,145 $39,220 $26,820 $25,045 $32,220 $43,820 $44,345 $61,720 $58,828
Interest Expense $1,405 $1,393 $1,382 $1,370 $1,358 $1,347 $1,335 $1,323 $1,312 $1,300 $1,288 $1,568
Taxes Incurred $9,852 $13,718 $15,522 $15,503 $11,358 $7,642 $7,083 $9,269 $12,753 $12,884 $18,130 $17,178
Net Profit $22,988 $32,009 $36,217 $36,173 $26,503 $17,831 $16,527 $21,628 $29,756 $30,062 $42,302 $40,081
Net Profit/Sales 12.36% 14.09% 15.19% 15.17% 14.20% 12.37% 11.79% 12.71% 14.33% 14.42% 15.64% 14.82%
Page 5
Appendix
Table: Cash Flow
Pro Forma
Cash Flow
10 11 12
Cash
Received
Cash from
Operations
Cash Sales $186,000 $227,200 $238,400 $238,400 $186,700 $144,200 $140,200 $170,200 $207,700 $208,400 $270,400 $270,400
Subtotal $186,000 $227,200 $238,400 $238,400 $186,700 $144,200 $140,200 $170,200 $207,700 $208,400 $270,400 $270,400
Cash from
Operations
Additional
Cash
Received
Sales Tax, 0.00% $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0
VAT,
HST/GST
Received
New Current $100,000 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $50,000
Borrowing
New Other $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0
Liabilities
(interest-
free)
New Long- $30,000 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0
term
Liabilities
Sales of $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0
Other
Page 6
Appendix
Current
Assets
Sales of $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0
Long-term
Assets
New $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0
Investment
Received
Subtotal $316,000 $227,200 $238,400 $238,400 $186,700 $144,200 $140,200 $170,200 $207,700 $208,400 $270,400 $320,400
Cash
Received
Expenditures Month 1 Month 2 Month 3 Month 4 Month 5 Month 6 Month 7 Month 8 Month 9 Month Month Month
10 11 12
Expenditures
from
Operations
Cash $9,700 $9,200 $9,200 $9,700 $9,200 $9,200 $9,700 $9,200 $9,200 $9,700 $9,200 $10,150
Spending
Bill $8,280 $247,395 $217,281 $199,345 $189,690 $109,426 $85,071 $113,011 $165,637 $195,852 $171,867 $266,790
Payments
Subtotal $17,980 $256,595 $226,481 $209,045 $198,890 $118,626 $94,771 $122,211 $174,837 $205,552 $181,067 $276,940
Spent on
Operations
Additional
Cash Spent
Sales Tax, $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0
VAT,
HST/GST
Paid Out
Principal $2,000 $2,000 $2,000 $2,000 $2,000 $2,000 $2,000 $2,000 $2,000 $2,000 $2,000 $2,000
Repayment
of Current
Borrowing
Page 7
Appendix
Other $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0
Liabilities
Principal
Repayment
Long-term $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0
Liabilities
Principal
Repayment
Purchase $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0
Other
Current
Assets
Purchase $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0
Long-term
Assets
Dividends $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0
Subtotal $19,980 $258,595 $228,481 $211,045 $200,890 $120,626 $96,771 $124,211 $176,837 $207,552 $183,067 $278,940
Cash Spent
Net Cash $296,020 ($31,395) $9,919 $27,355 ($14,190) $23,574 $43,429 $45,989 $30,863 $848 $87,333 $41,460
Flow
Cash $363,820 $332,425 $342,344 $369,699 $355,509 $379,084 $422,513 $468,502 $499,365 $500,213 $587,546 $629,006
Balance
Pro Forma
Balance
Sheet
10 11 12
Assets Starting
Balances
Page 8
Appendix
Current
Assets
Cash $67,800 $363,820 $332,425 $342,344 $369,699 $355,509 $379,084 $422,513 $468,502 $499,365 $500,213 $587,546 $629,006
Inventory $50,000 $145,200 $177,100 $183,700 $183,700 $143,000 $110,000 $107,360 $132,550 $160,600 $160,600 $210,100 $210,100
Other $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0
Current
Assets
Total $117,800 $509,020 $509,525 $526,044 $553,399 $498,509 $489,084 $529,873 $601,052 $659,965 $660,813 $797,646 $839,106
Current
Assets
Long-term
Assets
Long-term $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0
Assets
Accumulated $0 $100 $100 $100 $200 $200 $200 $300 $300 $300 $400 $400 $400
Depreciation
Total Long- $0 ($100) ($100) ($100) ($200) ($200) ($200) ($300) ($300) ($300) ($400) ($400) ($400)
term Assets
Total Assets $117,800 $508,920 $509,425 $525,944 $553,199 $498,309 $488,884 $529,573 $600,752 $659,665 $660,413 $797,246 $838,706
Liabilities Month 1 Month 2 Month 3 Month 4 Month 5 Month 6 Month 7 Month 8 Month 9 Month Month Month
and Capital 10 11 12
Current
Liabilities
Accounts $0 $240,132 $210,628 $192,930 $186,013 $106,620 $81,363 $107,525 $159,077 $190,234 $162,921 $259,451 $212,830
Payable
Current $100,000 $198,000 $196,000 $194,000 $192,000 $190,000 $188,000 $186,000 $184,000 $182,000 $180,000 $178,000 $226,000
Borrowing
Other $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0
Current
Liabilities
Subtotal $100,000 $438,132 $406,628 $386,930 $378,013 $296,620 $269,363 $293,525 $343,077 $372,234 $342,921 $437,451 $438,830
Current
Page 9
Appendix
Liabilities
Long-term $0 $30,000 $30,000 $30,000 $30,000 $30,000 $30,000 $30,000 $30,000 $30,000 $30,000 $30,000 $30,000
Liabilities
Total $100,000 $468,132 $436,628 $416,930 $408,013 $326,620 $299,363 $323,525 $373,077 $402,234 $372,921 $467,451 $468,830
Liabilities
Paid-in $30,000 $30,000 $30,000 $30,000 $30,000 $30,000 $30,000 $30,000 $30,000 $30,000 $30,000 $30,000 $30,000
Capital
Retained ($12,200) ($12,200) ($12,200) ($12,200) ($12,200) ($12,200) ($12,200) ($12,200) ($12,200) ($12,200) ($12,200) ($12,200) ($12,200)
Earnings
Earnings $0 $22,988 $54,997 $91,214 $127,386 $153,889 $171,721 $188,248 $209,875 $239,631 $269,693 $311,995 $352,076
Total Capital $17,800 $40,788 $72,797 $109,014 $145,186 $171,689 $189,521 $206,048 $227,675 $257,431 $287,493 $329,795 $369,876
Total $117,800 $508,920 $509,425 $525,944 $553,199 $498,309 $488,884 $529,573 $600,752 $659,665 $660,413 $797,246 $838,706
Liabilities
and Capital
Net Worth $17,800 $40,788 $72,797 $109,014 $145,186 $171,689 $189,521 $206,048 $227,675 $257,431 $287,493 $329,795 $369,876
Page 10

Used Auto Sales Business Plan

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What is the business plan about?

What is the business plan about?

What are the company's objectives?

What are the company's objectives?

Assignment:

Own Buisness Plan

1.0 Executive Summary .................................................................................................................... 1

6.2 Development Requirements ............................................................................................... 18

1.0 Executive Summary

We will be successful because we offer something different; a pleasant car

1. 100% customer satisfaction, measured through repeat customers, referrals

1.3 Keys to Success

To succeed in this business we must:

• Put together a team of experienced professionals.

2.0 Company Summary

Integrity Auto Sales is an independently-owned business, established in 2001

2.1 Company Ownership

Integrity Auto Sales is a privately held corporation. It will be registered as a

2.2 Start-up Summary

Other miscellaneous expenses include:

• Legal fees for business establishment (ownership, and no sell agreement).

Total Requirements Rs130,000

Table: Start-up Funding

Liabilities and Capital

Loss at Start-up (Start-up Expenses) (Rs12,200)

Total Capital and Liabilities Rs117,800

Total Funding Rs130,000

2.3 Company Locations and Facilities

Integrity Auto Sales sells top-quality used vehicles at a competitive

3.1 Product Description

3.2 Competitive Comparison

1. Quality inventory, backed by an excellent warranty, for a competitive price.

of our vehicles will be priced between Rs1,000 and Rs10,000, averaging

3.4 Sales Literature

Integrity Auto Sales will use local advertising in daily newspaper

• Newspaper advertisements in Oregon regional newspapers that

3.5 Future Products

Future products will include specialized sales in used recreational vehicles,

4.0 Market Analysis Summary

4.1 Market Segmentation

Chart: Market Analysis (Pie)

Table: Market Analysis

Families 10% 400,000 440,000 484,000 532,400 585,640 10.00%

4.2 Target Market Segment Strategy

4.2.1 Market Needs

There are two important underlying needs: quality vehicles at competitive

4.2.2 Market Trends

We have four major trends that help us:

4.2.3 Market Growth

4.3 Industry Analysis

• The used car sales industry is continuing to grow at or above population

4.3.1 Competition and Buying Patterns

4.3.2 Industry Participants

4.3.3 Main Competitors

• Frank's Auto Place offers a limited selection, and appears to be unorganized.

5.0 Strategy and Implementation Summary

Our location is a very important competitive edge. We are in Junction City

5.1 Marketing Strategy

• The marketing budget will not exceed Rs6,000 per year.

5.1.1 Pricing Strategy