Professional Documents
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Executive Summary
Welcome to the future of event planning! Star Event Management, The Event
Planning Specialists, brings to the community of Pakistan a new breath of air in
the event planning market. By combining old fashioned values, going the extra
mile, and using cutting edge event-planning software, Star Event Management
will lead the market, providing the same quality results, every time.
Star Event Management is an equal opportunity business making its expertise and
its products available to help its customers plan their own events. Party Packs
(complete kits for their event), make hosting a party a snap, right down to the
refreshments. The event planning software brings interactive event planning as
close as their personal computer. Through these and other affordable products and
services, Star Event Management aims to be the number one resource for any
event.
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Table of contents
Introduction ......................................................................................................................................................5
Mission.........................................................................................................................................................5
Company.......................................................................................................................................................6
Company Ownership....................................................................................................................................6
Start-up Summary.........................................................................................................................................6
Company Location And Facilities..............................................................................................................10
Product and Services...................................................................................................................................11
1. Party Pack...........................................................................................................................................11
2. Step-by-Step Guides ..........................................................................................................................11
3. Event Planning Software....................................................................................................................12
4. Resources Manual...............................................................................................................................12
Competitive Comparison:...........................................................................................................................12
Market Analysis summary ........................................................................................................................13
Market segmentation..................................................................................................................................13
3. Age Breakdowns.................................................................................................................................14
Target Market segment Strategy.................................................................................................................15
Service Business Analysis..........................................................................................................................16
Hotels and Conference Centers..............................................................................................................16
2. Other Event Planners..........................................................................................................................16
Strategy and Implementation Summary.................................................................................................17
Sales Strategy..............................................................................................................................................17
Sales Forecast.............................................................................................................................................18
Milestones...................................................................................................................................................19
Management Summary...............................................................................................................................21
Organizational Structure.............................................................................................................................21
Personnel Plan............................................................................................................................................22
Financial Plan.............................................................................................................................................22
Important Assumptions...............................................................................................................................22
Key Financial Indicators.............................................................................................................................23
Break-even Analysis...................................................................................................................................24
Projected Profit and Loss............................................................................................................................25
Projected Cash Flow...................................................................................................................................28
Projected Balance Sheet.............................................................................................................................31
Business Ratios...........................................................................................................................................33
Introduction
Mission
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1. Consistent, accurate fulfillment of the client’s wishes.
Company
Star Event Management Inc. was founded in January 2010 and provides products
and services for Social, Cultural, Political, Corporate, Government and non
Government Special events. This company is associated with Event Management
Industry and Located at Saleem Complex Jinah Road Quetta.
Star Event Management is, in part, the answer to demands of the social world, on
the working family, heavily-burdened office, out-of-town business, or special Star
Event Management in need of special recognition. As a business, we understand
the needs of public and private organizations. As parents and family members, we
understand the needs of setting special time apart from other events in our lives.
Star Event Management strives to accomplish these goals, in Pakistan and
eventually other countries.
Company Ownership
Start-up Summary
Through careful planning on the part of the founders, the start-up costs for Star
Event Management are minimal. It began as a home-based business with little
overhead, and it continues to demand least outlay of funds as a service-based
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business. The start-up cost investment funds were assets saved from prior
earnings by the owners who did event planning on a part-time basis before
establishing themselves as a business.
Start-up
Requirements
Start-up Expenses
Legal $200
Brochures $185
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Consultants $200
Insurance $145
Rent $150
Other $200
Start-up Assets
Start-up Inventory $0
Long-term Assets $0
Start-up Funding
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Start-up Assets to Fund $2,300
Assets
Liabilities
Long-term Liabilities $0
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Capital
Planned Investment
Other $265
Star Event Management is located inside the city limits of, Quetta,
Pakistan, . It is a home-based business. Most meetings with clients are
conducted in social settings, such as restaurants, coffee houses, the client's
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home, facilities wishing to be used for the event, or over the phone.
Although the demand has not yet reached its peak, Star Event
Management will eventually move from its home base into a small office
complex, also within the city limits of Quetta, Pakistan, . When the
company has reached its finished point, Star Event Management will have
branch offices in Quetta, Major cities of Pakistan and abroad.
1. Party Pack
The Party Pack is a complete kit for any party. It includes decorations,
lighting effects guide, disposable theme cameras, cutlery, plates, napkins,
cups, punch mix (or recipe), snack supplies (or recipe), tablecloths, theme
music (where applicable), invitations, thank-you cards, and a step-by-step
guide to planning, putting together, and hosting the event.
2. Step-by-Step Guides
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3. Event Planning Software
This cutting-edge tool will allow the client all the resources and visual aids
for their event planning. They will be able to visualize the decoration
themes, listen to theme music, design invitations, thank-you cards, and
RSVP cards, use the interactive planning calendar, and much more. This
software will bring the event into the millennium with cutting edge
technology that is designed to save time and money.
4. Resources Manual
This valuable guide acts as a review for all the resources located in the
surrounding area. A ranking is given to the various services, such as
caterers, decorators, disc jockeys, bands, and facilities. This manual gives
the client the freedom of making a choice based on experience
Free Event Planners Training for High School and College Students.
Competitive Comparison:
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Star Event Management, although young, draws from the age-old tradition of going
above and beyond what is expected, every time. Our systems for event planning have
been drawn up, evaluated, practiced, worked, and reworked to ensure the maximum
efficiency while minimizing the possibility of error. We employ local vendors who have
the same desire to be the best at what they do, while providing un-match able services.
Thus, we give back to the community by providing jobs outside of our organization. We
encourage new and upcoming small businesses who provide a service within our need
base to step up to the challenge of being the best through their contract with Star Event
Management.
Our products will serve the function of aiding those that cannot afford the cost of an
event planner. We wish to make our event planning tips available to those who need a
helping hand. Star Event Management is a member of the community. Through event
planning, Star Event Management gets the opportunity to laugh when the community
laughs and cry when the community cries, to rejoice when the community rejoices and to
help put the pieces back together when things change or begin to fall apart. We care
about the things that have meaning in the lives of our neighbors.
The following sections describe the market segmentation, strategies, and industry
analysis
Market segmentation
The breakdown of the market for event planning, falls in a wide, very diverse grouping.
Individuals as well as organizations demand the services we provide. In order to provide
the greatest depth of information, the market segments have been broken down into
private and public organizations, and age groups
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Emphasis is placed on the visibility of the event for public viewing. The majority of
organizational family functions will fall under this segment
3. Age Breakdowns
Under 24: Persons under the age of twenty-four (24) using an event planner are rare at
best. We hope to tap the early college graduates who have begun their professional
careers but have not yet started their families. These events will focus mainly on themes
with moderate to high energy appeal. The revenues generated will range from moderate
to high, depending on the event. The majority of weddings will fall into this segment.
Ages 25-55: The persons that fall into this age group are employed, middle to upper-
middle class families. The reason they choose event planners is they are too busy to do it
themselves. Therefore, Star Event Management will be on hand for questions, contact
will be moderate in length but occur regularly so as not to disturb the daily life of the
families. These events will generate moderate revenues, with a few generating low
revenues. The majority of special Star Event Management planning will occur in this
market segment.
Ages 56 and above: Persons over the age of 55 have reached the turning point of life.
Many are retiring, others are celebrating anniversaries of significant years, and still others
are seeing that their children's special events are taken care of. These events will generate
moderate to high revenues depending upon the income level of the family (direct
correlation to social status). Most holiday parties, and other special Star Event
Management, such as wedding receptions and reunions, will occur in this market segment
4. Other
This segment has no direct information to compile for a description. It consists of any
event planned that does not fit into one of the above categories.
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Market Analysis
Under 24 0% 18 18 20 21 22 5.14%
Age 25 to 55 0% 33 33 44 51 59 15.63%
Other 0% 5 5 7 8 9 15.83%
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Our target markets are middle to upper-middle class families, couples, individuals, or
private and public organizations. We chose these groups because they are most able to
afford event planners, and have the least amount of time to spare for event planning in
general. Families demand attention, employees are overburdened, and overwhelming
detail needed to plan large events are too large a constraint to place on people not trained
in the area of event planning.
The fast pace of the world we live in leaves little time for extra things we would like to
do, like plan events, parties, and social get-togethers. Star Event Management fills the
need by being available to take on the burden of planning so that people can spend time
on more important things, like family and friends. The demand for this service can only
increase considering the rise in incomes, population, and need for interpersonal relations
in the workplace.
Strengths: On-site facilities, equipment, and support staff. Ability to transport and house
persons for overnight stays. Able to internalize costs of transportation and equipment.
Weakness: Often very expensive, impersonal, rely on unskilled labor for support staff.
The error rate is high due to high volume and traffic from other events happening at the
same time
Strengths: Have been in the market longer, have established a reputation and client base.
Weakness: Reputation precedes them, no systems-based businesses designed to produce
consistent results; focus on smaller events, specialized events are main focused rather
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than all events; do not have the supporting products to market with, or instead of, event
planning services
Strengths: Internalized cost of planning the event; able to add tiny personalized touches
that have meaning within the group or family.
Weakness: Consumes time that could be spent on other things; don't have access to the
best prices, services, and other needed resources available.
When marketing to individuals, the idea of releasing them from the task, freeing their
time for family and friends, and the promise of a worry-free event are the buzz words and
concepts. Our marketing is predominantly by word of mouth or visual connection to large
events these individuals have participated in or worked at.
When marketing to public or private organizations, the idea of greater efficiency for the
money and a professional event without error would be the key concept. Groups,
especially large ones, do not wish to deal with problems that arise due to oversight on
their part. If the guarantee of worry-free, error-free events is available at a cost benefit to
them, there really appears to be no better choice.
Sales Strategy
Star Event Management deals with a diverse market of clients. Within each market
segment, closing of sales will differ. Each approach is described as follows.
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served as they deem appropriate. Form letter thank-yous will be sent following
each event.
2. Individuals
Sales will be concluded with a follow-up phone call one to two days after the
event. The phone call will explain the total cost of the event, number of attendees,
and information concerning the billing. Individual parties of any age group are
placed on a billing cycle. Invoices will be sent out the 25th of the month and will
be due the 10th of the following month. Feedback forms will be included in these
packets to ensure the client is being served as they deem appropriate. Thank-you
cards will follow each individual event.
Sales Forecast
By beginning on a smaller scale, Star Event Management has the foresight to grow at a
rapid pace to keep up with demand. We wish to maintain a steady rate of sales growth;
however, we understand that sales of products and services will vary in different months.
As noted in the graph and chart, rapid increases during the holiday season will boost
sales, then allow that growth to level off at a steady rate
Sales Forecast
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Sales
Milestones
The milestones table and chart show the specific detail about actual program activities
that should be taking place during the year. Each one has its manager, starting date,
ending date, and budget. During the year we will be keeping track of implementation
against plan, with reports on the timely completion of these activities as planned.
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Milestones
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First Break-even Month 3/5/2010 4/4/2010 $0 Bouys Salers
Totals $2,360
Management Summary
Information and expense details are presented in subtopics Organizational Structure and
Personnel Plan.
Organizational Structure
The management team within Star Event Management will be small in the beginning.
The primary employee is the founder, who plans events, then contracts with caterers,
decorators, disc jockeys, and bands to fill out the event. A contract labor site manager
will be on hand to work the events as a liaison and vendor coordinator. Thus, there are
two main employees with various levels of vendors.
When Star Event Management reaches its expansion goals, each office will have one to
two event planners, an office assistant, two to three site managers for the events, and a
product and marketing specialist. This team will function as one with constant
communication through weekly staff meetings, email, and message boards. All jobs are
interrelated. The performance of one affects the performance of the others; therefore,
each team member expects nothing but the best from each other.
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Personnel Plan
The following table shows the estimated personnel needs for Star Event Management.
Personnel Plan
Total People 0 0 0
Financial Plan
Service-based businesses require little funds to start-up, and as they grow and expand,
less funds to maintain. The charts and graphs that follow will show that investment up
front allows Star Event Management to function debt-free with little overhead. This gives
Star Event Management a quicker break-even point and increased profit margins from the
start. As Star Event Management grows, the debt-free philosophy will be maintained until
it is impossible to function during growth periods without financial assistance.
Important Assumptions
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Tax rates are noted for information. We carry no loan burden that would be effected by
these rates. What hits Star Event Management the hardest (but not nearly are bad as other
service businesses), is the tax rate of 24%, which is nearly one quarter of the total sales.
As Star Event Management continues to grow, these numbers will be reference rather
than influence.
General Assumptions
Plan Month 1 2 3
Other 0 0 0
The break-even point for Star Event Management is based on the assumption that we will
produce 22 events per month and average approximately $521 per event. In the current
situation, we average more than this assumption for our public and private organization
events. These currently make up 18 of the 22 average events hosted per month.
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Break-even Analysis
The break-even point is based on the assumption that we will produce 22 events per
month and average approximately $521 per event. In the current situation, we average
more than this assumption for our public and private organization events. These currently
make up 18 of the 22 average events hosted per month.
The break-even point will appear more rapidly for Star Event Management than for other
types of home-based businesses. Start-up costs are limited to minimal equipment, there is
little or no staff to pay in the beginning, and contracted companies will handle any
additional equipment required for the planned events.
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Break-even Analysis
Assumptions:
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Leading the industry in event planning requires the use of the resources available at the
lowest cost. As noted in the table, we spend less money on overhead than another event
planners with an outside office or office space in their own facility. This savings allows
us to market in creative ways and spend funds on expansion into other areas when the
time is right.
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Year 1 Year 2 Year 3
Expenses
Depreciation $0 $0 $0
Leased Equipment $0 $0 $0
Payroll Taxes $0 $0 $0
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Other $0 $0 $0
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Pro Forma Cash Flow
Cash Received
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New Other Liabilities (interest-free) $0 $0 $0
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Purchase Other Current Assets $0 $0 $0
Dividends $0 $0 $0
Assets
Current Assets
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Other Current Assets $0 $0 $0
Long-term Assets
Long-term Assets $0 $0 $0
Accumulated Depreciation $0 $0 $0
Current Liabilities
Long-term Liabilities $0 $0 $0
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Total Liabilities $23,770 $19,916 $22,710
Business Ratios
Ratio Analysis
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Other Current Assets 0.00% 0.00% 0.00% 48.41%
Percent of Sales
Main Ratios
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Quick 4.20 16.20 25.89 1.31
Activity Ratios
Debt Ratios
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Current Liab. to Liab. 1.00 1.00 1.00 n.a
Liquidity Ratios
Additional Ratios
Sales Forecast
Month 1 Month 2 Month 3 Month 4 Month 5 Month 6 Month 7 Month 8 Month 9 Month 10 Month 11 Month 12
Sales
Private 0% $12,860 $10,966 $11,435 $12,889 $13,001 $15,777 $15,998 $24,960 $26,522 $20,009 $19,650 $22,103
Public 0% $3,852 $7,884 $7,200 $8,965 $8,566 $7,600 $9,705 $11,245 $11,780 $11,999 $12,300 $12,089
Other 0% $800 $955 $900 $1,190 $2,450 $2,133 $2,100 $4,656 $4,500 $4,622 $4,800 $4,688
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Total Sales $17,512 $19,805 $19,535 $23,044 $24,017 $25,510 $27,803 $40,861 $42,802 $36,630 $36,750 $38,880
Direct Cost of Sales Month 1 Month 2 Month 3 Month 4 Month 5 Month 6 Month 7 Month 8 Month 9 Month 10 Month 11 Month 12
Private $1,800 $1,535 $1,601 $1,804 $1,820 $2,209 $2,240 $3,494 $3,713 $2,801 $2,751 $3,094
Public $385 $788 $720 $897 $857 $760 $971 $1,125 $1,178 $1,200 $1,230 $1,209
Other $40 $48 $45 $60 $123 $107 $105 $233 $225 $231 $240 $234
Subtotal Direct Cost of Sales $2,226 $2,371 $2,366 $2,760 $2,799 $3,075 $3,315 $4,852 $5,116 $4,232 $4,221 $4,538
Personnel Plan
Month 1 Month 2 Month 3 Month 4 Month 5 Month 6 Month 7 Month 8 Month 9 Month 10 Month 11 Month 12
Event Specialist 0% $3,000 $3,000 $3,000 $3,000 $3,000 $3,000 $3,000 $3,000 $3,000 $3,000 $3,000 $3,000
Site Manager 0% $735 $907 $735 $735 $735 $735 $1,245 $1,400 $1,245 $875 $875 $875
Other 0% $586 $800 $586 $586 $586 $586 $844 $895 $844 $844 $895 $895
Total People 0 0 0 0 0 0 0 0 0 0 0 0
Total Payroll $4,321 $4,707 $4,321 $4,321 $4,321 $4,321 $5,089 $5,295 $5,089 $4,719 $4,770 $4,770
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Month
Month 1 Month 2 Month 3 Month 4 Month 5 Month 6 Month 7 Month 8 Month 9 Month 10 Month 11
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Sales $17,512 $19,805 $19,535 $23,044 $24,017 $25,510 $27,803 $40,861 $42,802 $36,630 $36,750 $38,880
Direct Cost of Sales $2,226 $2,371 $2,366 $2,760 $2,799 $3,075 $3,315 $4,852 $5,116 $4,232 $4,221 $4,538
Other Costs of Sales $15 $13 $15 $16 $16 $16 $19 $22 $22 $13 $15 $14
Total Cost of Sales $2,241 $2,384 $2,381 $2,776 $2,815 $3,091 $3,334 $4,874 $5,138 $4,245 $4,236 $4,552
Gross Margin $15,271 $17,421 $17,154 $20,268 $21,202 $22,419 $24,469 $35,987 $37,664 $32,385 $32,514 $34,328
Gross Margin % 87.21% 87.96% 87.81% 87.95% 88.28% 87.88% 88.01% 88.07% 88.00% 88.41% 88.47% 88.29%
Expenses
Payroll $4,321 $4,707 $4,321 $4,321 $4,321 $4,321 $5,089 $5,295 $5,089 $4,719 $4,770 $4,770
Depreciation $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0
Leased Equipment $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0
Utilities $43 $43 $43 $43 $43 $43 $43 $43 $43 $43 $43 $43
Insurance $22 $22 $22 $22 $22 $22 $22 $22 $22 $22 $22 $22
Rent $120 $120 $120 $120 $120 $120 $120 $120 $120 $120 $120 $120
Other $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0
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Total Operating Expenses $13,521 $15,640 $14,488 $14,766 $14,821 $14,921 $17,692 $23,495 $21,889 $18,194 $16,930 $17,920
EBITDA $1,750 $1,781 $2,666 $5,502 $6,381 $7,498 $6,777 $12,492 $15,775 $14,191 $15,584 $16,408
Interest Expense $17 $50 $47 $44 $41 $38 $35 $33 $30 $27 $24 $21
Taxes Incurred $416 $415 $629 $1,310 $1,521 $1,790 $1,618 $2,990 $3,779 $3,399 $3,734 $3,933
Net Profit $1,318 $1,315 $1,990 $4,148 $4,818 $5,669 $5,123 $9,469 $11,966 $10,765 $11,826 $12,454
Net Profit/Sales 7.52% 6.64% 10.19% 18.00% 20.06% 22.22% 18.43% 23.17% 27.96% 29.39% 32.18% 32.03%
Month 1 Month 2 Month 3 Month 4 Month 5 Month 6 Month 7 Month 8 Month 9 Month 10 Month 11 Month 12
Cash Received
Cash Sales $7,005 $7,922 $7,814 $9,218 $9,607 $10,204 $11,121 $16,344 $17,121 $14,652 $14,700 $15,552
Cash from Receivables $0 $5,604 $11,241 $11,797 $12,844 $14,138 $14,888 $16,040 $20,860 $25,138 $23,706 $22,016
Subtotal Cash from Operations $7,005 $13,526 $19,055 $21,014 $22,451 $24,342 $26,009 $32,384 $37,981 $39,790 $38,406 $37,568
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Sales Tax, VAT, HST/GST
0.00% $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0
Received
Subtotal Cash Received $7,005 $17,526 $19,055 $21,014 $22,451 $24,342 $26,009 $32,384 $37,981 $39,790 $38,406 $37,568
Expenditures Month 1 Month 2 Month 3 Month 4 Month 5 Month 6 Month 7 Month 8 Month 9 Month 10 Month 11 Month 12
Cash Spending $4,321 $4,707 $4,321 $4,321 $4,321 $4,321 $5,089 $5,295 $5,089 $4,719 $4,770 $4,770
Bill Payments $477 $14,309 $13,919 $13,277 $15,006 $14,951 $15,891 $18,185 $27,728 $25,842 $20,173 $20,204
Subtotal Spent on Operations $4,798 $19,016 $18,240 $17,598 $19,327 $19,272 $20,980 $23,480 $32,817 $30,561 $24,943 $24,974
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Long-term Liabilities Principal
$0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0
Repayment
Dividends $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0
Subtotal Cash Spent $4,798 $19,016 $18,590 $17,948 $19,677 $19,622 $21,330 $23,830 $33,167 $30,911 $25,293 $25,324
Net Cash Flow $2,206 ($1,490) $465 $3,066 $2,773 $4,720 $4,679 $8,554 $4,814 $8,879 $13,113 $12,245
Cash Balance $4,506 $3,016 $3,481 $6,547 $9,321 $14,041 $18,719 $27,273 $32,087 $40,966 $54,079 $66,323
Month 1 Month 2 Month 3 Month 4 Month 5 Month 6 Month 7 Month 8 Month 9 Month 10 Month 11 Month 12
Starting
Assets
Balances
Current Assets
Cash $2,300 $4,506 $3,016 $3,481 $6,547 $9,321 $14,041 $18,719 $27,273 $32,087 $40,966 $54,079 $66,323
Accounts Receivable $0 $10,507 $16,786 $17,266 $19,296 $20,863 $22,031 $23,825 $32,301 $37,122 $33,963 $32,306 $33,618
Inventory $0 $2,448 $2,609 $2,602 $3,037 $3,079 $3,383 $3,647 $5,337 $5,628 $4,655 $4,643 $4,991
Total Current Assets $2,300 $17,462 $22,411 $23,350 $28,880 $33,262 $39,454 $46,191 $64,911 $74,837 $79,584 $91,028 $104,933
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Long-term Assets
Long-term Assets $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0
Accumulated Depreciation $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0
Total Assets $2,300 $17,462 $22,411 $23,350 $28,880 $33,262 $39,454 $46,191 $64,911 $74,837 $79,584 $91,028 $104,933
Liabilities and Capital Month 1 Month 2 Month 3 Month 4 Month 5 Month 6 Month 7 Month 8 Month 9 Month 10 Month 11 Month 12
Current Liabilities
Accounts Payable $0 $13,844 $13,478 $12,777 $14,509 $14,423 $15,296 $17,259 $26,860 $25,169 $19,502 $19,470 $21,270
Current Borrowing $2,000 $2,000 $6,000 $5,650 $5,300 $4,950 $4,600 $4,250 $3,900 $3,550 $3,200 $2,850 $2,500
Subtotal Current Liabilities $2,000 $15,844 $19,478 $18,427 $19,809 $19,373 $19,896 $21,509 $30,760 $28,719 $22,702 $22,320 $23,770
Long-term Liabilities $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0 $0
Total Liabilities $2,000 $15,844 $19,478 $18,427 $19,809 $19,373 $19,896 $21,509 $30,760 $28,719 $22,702 $22,320 $23,770
Paid-in Capital $3,665 $3,665 $3,665 $3,665 $3,665 $3,665 $3,665 $3,665 $3,665 $3,665 $3,665 $3,665 $3,665
Retained Earnings ($3,365) ($3,365) ($3,365) ($3,365) ($3,365) ($3,365) ($3,365) ($3,365) ($3,365) ($3,365) ($3,365) ($3,365) ($3,365)
Earnings $0 $1,318 $2,633 $4,623 $8,771 $13,589 $19,258 $24,381 $33,851 $45,817 $56,582 $68,408 $80,862
Total Capital $300 $1,618 $2,933 $4,923 $9,071 $13,889 $19,558 $24,681 $34,151 $46,117 $56,882 $68,708 $81,162
Total Liabilities and Capital $2,300 $17,462 $22,411 $23,350 $28,880 $33,262 $39,454 $46,191 $64,911 $74,837 $79,584 $91,028 $104,933
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Net Worth $300 $1,618 $2,933 $4,923 $9,071 $13,889 $19,558 $24,681 $34,151 $46,117 $56,882 $68,708 $81,162
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