1.

Executive Summary

Karya Manunggal Kepri (KMK) is a company domiciled in Batam that offers the service
of formal or non-formal education.The company is currently running a program of
vocational school education (SMK), KMK plan to open educational programs ranging
from kindergarten (TK) to junior high school (SMP) for next year.

KMK was founded by Abdul Hakim, when Abdul as the education coordinator for the
University Sunangiris S2 program, company has been established since the last three
years. He is now ready to concentrate on growing the business in to a more efficient
source of revenue. The first step of this transformation is writing a business plan, This
plan is used as an internal document to assist in business development. KMK operate
with very low overhead, therefore KMK will not be seeking capital for operations.

The Market

KMK has identified several target market segments that will be pursued. The largest
segment is the Junior High School (SMP) students recently completed. Abdul has close
relationships with most of the educators and experts from the Ministry of Education
Batam City, allowing Abdul to tailor the tutoring to the specific course material as well as
receive referrals from said educators. Within this market segment there will be three
subgroups : Play Group, Elementary School and Junior High School. KMK will also
serve undergraduate students from Unrika and the surrounding colleges.

The Services

KMK offers a wide range of major subjects, Sessions can be set as private or students
can form groups for teaching and learning activities, Private sessions offer intense
individual assistance but groups sessions can also be beneficial with decreased

1
economic costs and the use of team-based approach that the business program
encourages.

For informal student KMK offers English language courses with crazy methods, and For
all students from elementary school to vocational uses curriculum by 2013, with a
systems students are more active in learning activities (KBM) learning activities not only
emphasize the results, but also look at the process. With authentic assessment. The
assessment of competence, skills to divinity. Skill is an emphasis on skill or ability.
Example is the ability to express opinions, discussion / deliberation, create reports, and
presentations.

Management

KMK will be lead by Abdul Hakim. With experience as a headmaster in Zaniyah and as a
lecturer in Unrika makes very experienced in teaching and learning activities and
manage in an enterprise.

KMK Business Services is offering a variety of educational services, there for Abduls
expertise, network connections, and low overhead, KMK will be a great a share of
revenues and profits in the coming years on this plan.

2
 Highlights
6,000,000,000.00

5,000,000,000.00

4,000,000,000.00

3,000,000,000.00

2,000,000,000.00

1,000,000,000.00

-
2014 2015 2016 2017 2018 2019 2020

Earnings Expenses Net Profit

1.1 Mission

KMK exists to help students and innovative approach to teaching that helps students
connect with the subject matter they need to master. Through personalized and
focussed teaching processes, our students develop the tools they need for ongoing
success in their fields of study. Our success depends on our attention to the needs of
our clients and truly helping them achieve - we don't succeed unless our clients
succeed.

1.2 Keys to Success

1. Developing methods of approaching subjects that helps students get their minds
around challenging concepts.

3
 2. Creating excellent word of mouth promotion of services - clients sell services to
other students.

3. Truly listening to clients' needs and diagnosing where their understanding of

concepts is breaking down.

1.3. Objectives

1. Increase revenue steadily from Year 3 through Year 6.

2. Achieve full hourly capacity by 1st quarter, Year 3.

2. Company Summary

KMK provide educational services in the form of formal and informal in Batuaji, Batam.
Focussed primarily on students newly graduated from Junior High School.
Competencies are available: Accounting, telecommunications, pharmaceutical, nursing
and hospitality. Tutoring services are also available to students from other programs
including undergraduate classes and community college courses.

2.1 Company Ownership

KMK is a foundation, the company is owned and managed by the family of Abdul Hakim,
a non-profit companies, including companies (non-profit oriented) for education, health,
social and religious.

2.2 Company History

4
KMK was formed with no deed: the Notary Hotma Wigantie, SH notary in Batam in
2011. Beraffiliasi Sunangiri University, Surabaya, to coordinate the Graduate Program
(S2) with a Masters The concentration of Islamic Law, Master of Law and a Masters in
Islamic education for civil servants in the Department of religion se province of Riau
Islands, Riau Islands province se Court and Islamic religion teachers from elementary
through high school teachers either government or private teachers, and graduates who
want to continue to S1 S2 program.

KMK provide consultancy services to write a thesis for students who want to finish S1,
the program is in demand by students in Batam because of difficulty finding literature,
and also to write a thesis consultation for students who want to finish the program S2.

In early July 2014KMK began to concentrate on formal education due to school capacity
in Batam either from primary through high school / vocational school is very limited
because of the high population growth approaching 8% per year = 100,000 souls, in the
opening of the inaugural class of the public interest is very enthusiastic, they form 5
classes for vocational Indo Malay with majors Telecommunications, Accounting, Nursing,
Pharmacy and Hospitality.

Past Performance
150,000,000.00

100,000,000.00

50,000,000.00

-
2011 2012 2013
Earnings Expenses Net Profit

Pendapatan (Earnings) 2011 2012 2013

5
 R 20.000.00 30.000.00 60.000.00
S2 Unsuri (coordinator of S2 Unsuri) p 0 0 0

Bimbingan Skripsi / Thesis (tuition R 25.000.00 62.000.00 75.000.00

skripsi/thesis) p 0 0 0
Kursus Bahasa Inggris (courses of R
english language) p - - -
R
SMK Indo Malay (vocational high school) p - - -

R 45.000.00 92.000.00 135.000.0

Jumlah Pendapatan (total earnings) p 0 0 00

Pengeluaran (expenses)

R
Sewa Ruko (rent Ruko) p - - -
By Perawatan Ruko (expense of R
maintenance ruko) p - - -
By Admininastrasi ( administration R
expenses) p 500.000 775.000 1.200.000
R
Alat Tulis Kantor (office stationery) p 800.000 675.000 1.000.000
Perlengkapan Kantor (Office supplies R
appliance) p -
R
Gaji (wage) p
R
Guru (teacher) p - - -
R
Karyawan (staff) p - - -

R 18.000.00 18.000.00 18.000.00

Tutor p 0 0 0
R
Asuransi (insurance) p - - -
R
Listrik (electics) p 1.200.000 1.800.000 1.800.000
R
Air (raw of water) p 900.000 1.200.000 1.200.000
R
Telepon / Speedy p 2.400.000 2.400.000 2.400.000
Kegiatan Belajar Mengajar (school R

6
 activity) p - - -
R
Kegiatan Siswa (student activity) p - - -
R
Transportasi (transportation) p 1.200.000 500.000 1.000.000
R
By Lain Lain (others expenses) p - - -

R 25.000.00 25.350.00 26.600.00

Jumlah Pengeluaran (total expenses) p 0 0 0

R
Laba / rugi (profit /lost) p

Laba Sebelum Pajak (earnings before R 20.000.00 66.650.00 108.400.0

tax) p 0 0 00
R
Laba Setelah Pajak (earning after tax) p -

R 20.000.00 66.650.00 108.400.0

Laba Bersih (net profit) p 0 0 00

Of business profits KMK, Mr. Abdul Hakim is very consistent, some of the profits are
spent to long-term assets and partly in the tube at Bank BNI 46, because at the
beginning of November 2013 would like to plan to open short courses for English
language programs with consideration of numerous requests from students / i University
Kepuluan Riau where Mr. Abdul Hakim became lecturer there, and at the beginning of
the new school year around the Moon in July 2014 KMK establish vocational high school
with vocational Indo Malay name with no permit from the Ministry of Education of Batam
learners belonging to as many as 136 students with accounting majors pharmacy ,
nursing, hospitality and telecommunications.

Performance 1 Januari 2014 30 September 2014

Pendapatan (Earnings)

S2 Unsuri (coordinator of S2 Unsuri) R 90.0

7
 p 00.000
Bimbingan Skripsi / Thesis (tuition R 150.0
skripsi/thesis) p 00.000
Kursus Bahasa Inggris (courses of R 30.0
english language) p 00.000
R 783.0
SMK Indo Malay (vocational high school) p 00.000
R 1.053.0
Jumlah Pendapatan (total earnings) p 00.000

Pengeluaran (expenses)

R 200.0
Sewa Ruko (rent Ruko) p 00.000
By Perawatan Ruko (expense of R 6.0
maintenance ruko) p 36.000
By Admininastrasi ( administration R 1.5
expenses) p 00.000
R 30.0
Alat Tulis Kantor (office stationery) p 00.000
Perlengkapan Kantor (Office supplies R 3.0
appliance) p 00.000
R
Gaji (wage) p
R 260.0
Guru (teacher) p 00.000
R 39.0
Karyawan (staff) p 00.000
R 39.0
Tutor p 00.000
R 6.3
Asuransi (insurance) p 00.000
R 14.4
Listrik (electics) p 00.000
R
Air (raw of water) p 2.040.000
R 2.4
Telepon / Speedy p 00.000
Kegiatan Belajar Mengajar (school R 24.0
activity) p 00.000
R 6.0
Kegiatan Siswa (student activity) p 00.000
R 6.0
Transportasi (transportation) p 00.000
R 2.0
By Lain Lain (others expenses) p 00.000
R 5.0
Perizinan (legality) p 00.000

8
 R 6.0
Promosi (promotion) p 00.000
Praktisi (space R 87.6
practitioner) p 00.000
R 21.5
Asset Jangka Panjang p 97.500

R 761.8
Jumlah Pengeluaran (total expenses) p 73.500

Laba / rugi (profit /lost)

Laba Sebelum Pajak (earnings before R

tax) p 291.126.500
R
Laba Setelah Pajak (earning after tax) p

R
Laba Bersih (net profit) p 291.126.500

Services

Review courses and specific topic tutoring for courses in (not an exhaustive list):

Elementary
Intermediate
Advance
Conversation
Toefl
IELTS / TOEIC

English Special Purpose

Course for Making Writing Thesis

Secondary Vocational Schools Indo Malay

9
 Telecomunication
Acountance
Keperawatan
Hospitaly
Pharmacy

junior high school

primary school

kindergarten

Resources include collections of prior exam questions from each of the courses offered at the
under graduated and post-graduate with extensive experience reviewing testing patterns. Students
are provided with study strategies to help them better focus their personal study time to better
prepare for upcoming exams.

Students are encouraged to review exam results to see where they still have room for
improvement. Experience has shown that many of the professors in the local programs use exams
more for teaching tools than evaluation tools. Review of exams are therefore helpful in grasping
concepts needed on future exams as well as gauging progress in the course.

Private tutoring sessions are available, as well as small group study sessions. Students are
encouraged to come prepared with questions and items to discuss. Students are also encouraged
to ask the tutor questions throughout the week in between sessions. Questions are submitted and
answered via email. While this takes up time for KMK and is not directly billed out, it is a value
added service for all clients.

KMK's Tutoring employs the Systematic Analysis Framework (SAF), a problem solving method
that students can apply to a wide range of subjects and problems. SAF provides the students with
the necessary tools to solve the problem at hand, but also empowers them with a systematic
approach to solving future issues. This unique approach does not just address the current question
the student has, but provides them a problem solving method for all conceivable difficulties. SAF
is quite effective at lowering a student's anxiety when faced with new subjects because they then
have a method of approach that they can use to assist them.
10
Rates are:

Individual tutoring, Rp 200,000/hour

Two people at Rp150,000 each/hour

Three people at Rp120,000 each/hour

Four people at Rp 100,000 each/hour

Five people at Rp 90,000 each/hour

Six people at Rp 80,000 each/hour

SMK :

Class 1 at Rp 5,800,000 / year

Class 2 at Rp 6,200,000 / year

Class 3 at Rp6,800,000 / year

SMP :

Class 1 at Rp 2,900,000 / year

Class 2 at Rp3,400,000 / year

Class 3 at Rp3,900,000 / year

SD :

Class 1 at Rp 1,850,000 /year

Class 2 at

Class 3 at

Class 4 at

11
Class 5 at

Class 6 at

Market Analysis Summary

KMK is affiliated with the University of Sunan Giri to market graduate programs S2 in Riau
Islands Province. This remains the core segment, although other segments have been
developing and show potential to provide the bulk of future income. Graduate students
can be divided into three groups: Masters of Islamic religious education, Master of Islamic
Law and Master of Law.

S1 Students will also be served, but KMK has a less intimate relationship with graduate schools
and professors. There are several universities, public, private, and community-based which will
give the student flow guidance to KMK in writing thesis.

Vocational High School student share the main stayor promising market prospects for future
KMK, where for the first generation SMK Indo Malay can accommodate 136 students with
majors in accounting, nursing, hospitality, tourism and telecommunications

4.1 Market Segmentation

S2 Unsuri

S2 Unsuri These are students who are in graduate school and enrolled in programs of
study such as: Master of Islamic Law, Islamic Education Master and Master of Law.
While this remains the backbone of the company's business, other as have grown
rapidly and are ready to take off

12
Tuition

Tuition is students who are in college or University level who will complete the degree
program with courses: English Literature, English Language and Literature Education,
Law, Social Politics, Economics, Mathematics, Biology, Physics and Chemistry.

Short Courses

Sekolah Menenengah Kejuruan

Sekolah menengah kejuruan (SMK) adalah salah satu bentuk satuan pendidikan formal
yang menyelenggarakan pendidikan kejuruan pada jenjang pendidikan menengah
sebagai lanjutan dari SMP/MTs atau bentuk lain yang sederajat atau lanjutan dari hasil
belajar yang diakui sama/setara SMP/MTs. SMK sering disebut juga STM (Sekolah
Teknik Menengah).

Sekolah Menengah Pertama

Sekolah menengah pertama (disingkat SMP, Bahasa Inggris: junior high school) adalah
jenjang pendidikan dasar pada pendidikan formal di Indonesia setelah lulus sekolah
dasar (atau sederajat). Sekolah menengah pertama ditempuh dalam waktu 3 tahun,
mulai dari kelas 7 sampai kelas 9. Pada tahun ajaran 1994/1995 hingga 2003/2004,
sekolah ini pernah disebut sekolah lanjutan tingkat pertama (SLTP).

Murid kelas 9 diwajibkan mengikuti Ujian Nasional (dahulu Ebtanas) yang memengaruhi
kelulusan siswa. Lulusan sekolah menengah pertama dapat melanjutkan pendidikan ke
sekolah menengah atas atau sekolah menengah kejuruan (atau sederajat).

Pelajar sekolah menengah pertama umumnya berusia 13-15 tahun. Di Indonesia, setiap
warga negara berusia 7-15 tahun tahun wajib mengikuti pendidikan dasar, yakni sekolah
dasar (atau sederajat) 6 tahun dan sekolah menengah pertama (atau sederajat) 3
tahun.

Sekolah Dasar

13
Sekolah dasar (disingkat SD; bahasa Inggris : Elementary School) adalah jenjang paling
dasar pada pendidikan formal di Indonesia. Sekolah dasar ditempuh dalam waktu 6
tahun, mulai dari kelas 1 sampai kelas 6. Saat ini murid kelas 6 diwajibkan mengikuti
Ujian Nasional (dahulu Ebtanas) yang memengaruhi kelulusan siswa. Lulusan sekolah
dasar dapat melanjutkan pendidikan ke sekolah menengah pertama (atau sederajat).

Pelajar sekolah dasar umumnya berusia 7-12 tahun. Di Indonesia, setiap warga negara
berusia 7-15 tahun tahun wajib mengikuti pendidikan dasar, yakni sekolah dasar (atau
sederajat) 6 tahun dan sekolah menengah pertama (atau sederajat) 3 tahun.

Taman Kanak Kanak

Taman kanak-kanak atau disingkat TK adalah jenjang pendidikan anak usia dini (yakni
usia 6 tahun atau di bawahnya) dalam bentuk pendidikan formal. Kurikulum TK
ditekankan pada pemberian rangsangan pendidikan untuk membantu pertumbuhan dan
perkembangan jasmani dan rohani agar anak memiliki kesiapan dalam memasuki
pendidikan lebih lanjut.

Lama masa belajar seorang murid di TK biasanya tergantung pada tingkat

kecerdasannya yang dinilai dari rapor per semester. Secara umum untuk lulus dari
tingkat program di TK selama 2 (dua) tahun, yaitu:

TK 0 (nol) Kecil (TK kecil) selama 1 (satu) tahun

TK 0 (nol) Besar (TK besar) selama 1 (satu) tahun

Umur rata-rata minimal kanak-kanak mula dapat belajar di sebuah taman kanak-kanak
berkisar 4-5 tahun sedangkan umur rata-rata untuk lulus dari TK berkisar 6-7 tahun.
Setelah lulus dari TK, atau pendidikan sekolah dan Pendidikan luar sekolah lainnya
yang sederajat, murid kemudian melanjutkan ke jenjang pendidikan lebih tinggi di
atasnya, yaitu Sekolah Dasar atau yang sederajat.

14
 Market Analysis (Pie)

SMK SMP SD TK
Short Courses Tution S2 UNSURI

2014 2015 2016 2017 2018 2019

783,000,000.0 1,620,000,000 2,538,000,000 2,538,000,000 2,538,000,000 2,538,000,000

SMK 0 .00 .00 .00 .00 .00

174,000,000.0 378,000,000.0 612,000,000.0 612,000,000.0 612,000,000.0

SMP - 0 0 0 0 0

111,000,000.0 252,000,000.0 393,000,000.0 594,000,000.0 825,000,000.0

SD - 0 0 0 0 0

174,000,000.0 378,000,000.0 378,000,000.0 378,000,000.0 378,000,000.0

TK - 0 0 0 0 0

Short 183,000,000.0
Courses 33,600,000.00 33,600,000.00 0 45,210,000.00 49,731,000.00 54,704,100.00

150,000,000.0 168,000,000.0 201,300,000.0 221,430,000.0 243,573,000.0

Tuition 0 0 41,100,000.00 0 0 0

190,000,000.0 209,000,000.0 126,900,000.0 139,590,000.0 153,549,000.0 168,903,900.0

S2 UNSURI 0 0 0 0 0 0

1,156,600,000 2,280,600,000 3,770,100,000 4,167,510,000 4,393,161,000 4,651,277,100

Total .00 .00 .00 .00 .00 .00

4.2 Target Market Segment Strategy

15
While segments of junior high school graduates will remain the main focus of the
company, a lot of time will be dedicated to developing the SMP segment. This is only a
problem of population dynamics.

The students graduated from junior high school (and junior secondary school graduates)
will be limited to a total of only 150-200 students in the newschool year, only half of
which are in this program will be given lesson expertise. Generally, junior graduate
students who went on to vocational high school are those who enjoy the lesson skill or
to whom it comes easily (and also an increasing number of which have been through the
course and develop the skills they need at a later date). Therefore, the potential market
among vocational students is quite broad.

Elementary school graduates, on the other hand, consists of 16,000 students, so the
potential market is ten times larger. Population of elementary students make up a large
percentage of graduates kindergarten. Segment kindergarten difficult and expensive to
service due to a variety of courses students may need help. For now, only the core
classes required for graduation are being addressed. So, the goal is to maintain the
current level in the tiered segment.

4.3 Service Business Analysis

Tutoring has been around as long as students. And as long as students get in over their
head, they will need tutors to help them catch up and keep up with their classmates.
Some materials just need to be explained in different ways for them to make sense.

However, while the need for tutoring exists, the bulk of tutoring taking place in the
market is very limited and unorganized. What sets this company apart is its experience
and the attention paid to individual needs of students

4.3.1 Competition and Buying Patterns

16
Paradigma pembelajaran di pendidikan menengah kejuruan harus berubah ke paradigm
baru yaitu pembelajaran yang memperhatikan demand driven, mengacu kepada standar

kompetensi yang berlaku di dunia kerja atau dunia industri (SKKNI), dilaksanakan
dengan sistim ganda di sekolah dan di industri atau dunia usaha, dalam bentuk kegiatan
nyata.

Pembelajaran kompetensi berpusat pada peserta didik. Peserta didik sebagai subyek
dan perbedaan individu dihargai secara objektif .

Pembelajaran/Diklat berbasis kompetensi dalam istilah asing Competency Based

Training (CBT) adalah pembelajaran yang menitikberatkan pada penguasaan
pengetahuan dan ketrampilan spesifik dan sikap sebagai kompetensi terstandar
tuntutan dunia kerja. Standar kompetensi adalah kualifikasi kemampuan minimal
peserta didik yang menggambarkan penguasaan sikap, pengetahuan, dan keterampilan
yang diharapkan dicapai pada setiap tingkat dan/atau semester; standar kompetensi
terdiri atas sejumlah kompetensi dasar sebagai acuan baku yang harus dicapai dan
berlaku secara nasional.

Konsep CBT terfokus pada apa yang dapat dilakukan peserta didik (kompetensi)
sebagai kemampuan bersikap, berpikir, dan bertindak secara konsisten sebagai
perwujudan dari pengetahuan, sikap, dan keterampilan yang dimiliki oleh peserta didik.
CBT menempatkan peserta didik sebagai subyek belajar yang aktif merencanakan
pembelajarannya, menggali dan mengintepretasikan materi pembelajaran yang
diperlukan. Pembelajaran berbasis kompetensi memiliki keunggulan dibandingkan
pembelajaran konvensional.

Pembelajaran berbasis kompetensi mencakup prinsip-prinsip:

1) Terpusat pada peserta didik,
2) Berfokus pada penguasaan kompetensi,
3) Tujuan pembelajaran spesifik,
4) Penekanan pembelajaran pada unjuk kerja/kinerja,
5) Pembelajaran lebih bersifat individual,

17
 6) Interaksi menggunakan multi metoda : aktif, pemecahan masalah dan
kontekstual,
7) Pengajar lebih berfungsi sebagai fasilitator,
8) Berorientasi pada kebutuhan individu,
9) Umpan balik langsung,
10)Menggunakan modul,
11) Belajar di lapangan (praktek),
12)Kriteria penilaian menggunakan acuan patokan (PAP).

Dalam memfasilitasi pembelajaran guru kami memberikan umpan balik sebagai refleksi
Teknik elf_Reflection :
a. Review akan dilakukan sedini mungkin saat terjadi kesalahan tanpa harus
menunggu adanya kesalahan berikutnya;
b. Membatasi komentar terhadap peserta didik untuk dua/tiga aspek dari kebaikan
atau keburukan pekerjaannya;
c. Guru kami tidak akan dengan cepat melakukan perbaikan kesalahan yang
muncul pada peserta didik, sebelum peserta didik sadar dan siap;
d. Guru akan memberi kritik dengan mengunakan teknik memuji apa yang baik dari
mereka terlebih dahulu. Sejelek apapun pasti ada yang layak untuk dipuji. Selalu
mencari yang baik. Guru akan melakukan perubahan pada peserta didik;
e. Dalam melakukan proses Evaluasi, mengkritik hasil kerjanya atau hasil
belajarnya jangan pribadinya. Mengunakan kalimat yang mendorong mereka
bekerja lebih keras dan menghasilkan sesuatu yang lebih baik;
f. Mengunakan media tulis media elektronik (e-mail, SMS) jika ada banyak masalah
yang muncul pada partisipan.

Strategy and Implementation Summary

KMK will leverage its competitive edge to gain market share. These advantages offer
students significant value including: individualized and group tutoring, specialized
handout material, tutoring specific to courses and teachers, the ability for the service to
explain difficult concepts using easy-to-understand ideas and examples. The last
18
advantage, the Systematic Analysis Framework provides students with a problem
solving approach that is useful to the current question as well as being applicable to all
of the student's other courses.

The marketing strategy will seek to work closely with the different professors. This will
help KMK get a steady stream of referrals from the professors. The marketing strategy
will also rely on print advertising, taking the form of student newspaper advertisements
as well as targeted flyers submitted to students and posted in student areas.

The sales strategy will be the process of converting students into customers. One facet
of this strategy is the offering of periodic free sessions. The free session are designed to
be an introduction of KMK to new students who are unsure if they will benefit from
tutoring. KMK expects to have a high conversion rate into customers from these free
sessions.

5.1 Competitive Edge

There are no other companies providing the specialized and targeted services to the
target market. This gives the company an edge that will help it to survive for some time
to come. The experience with and knowledge about each of the teachers and their
courses gives the company an ability to provide specialized services that no one else
can compete with on anywhere near the same level. Moreover, the service is further
differentiated by the following items:

1. Individualized service, based on personalized evaluation of each client and his or

her specific needs and strengths. This takes into account the recognition that
students learn in various ways, some students learn visually, others orally. KMK
first evaluates each student and their best way of learning and tailors the tutoring
to most effective serve each student.

2. The option of one-on-one tutoring or review sessions offered to small groups

(enough students so they can learn from each other, but not so many that it
becomes confusing and distracting in the session).
19
 3. Specialized hand outs prepared over several years of tutoring.

4. Experience explaining difficult concepts and knowledge of what works best with
certain types of students. Sessions can be focussed to better meet the needs of
individual students.

5. Systematic Analysis Framework (SAF) will be applied to all tutoring. SAF is a

system where each student is taught to properly approach any type of problem
with a systematic method that provides them with the tools of handling problems
with a formal problem solving technique, empowering the student to be able to
learn more on their own. This is in contrast with most other tutors who assist the
student with specific problems or questions. This is short sighted as it only
addresses the difficulty at hand, it does not assist the student with problem
solving techniques that provide students with tools to assist them in the future
with un forseen problems.

5.2 Marketing Strategy

The real key to this business is staying ahead of the changing student roster. It is important to get
out and get seen by all of the incoming students. Testimonials by prior clients are very helpful. A
barbecue or party at the beginning of the year would give students a chance to meet and mingle
with tutors and get to know who to turn to for help when they feel they need that extra little edge.

The marketing strategy will also incorporate a networking focus where the KMK is in close
contact with the professors. This allows the company to be quite familiar with the material the
various professors are teaching. It also provides the professors with an opportunity to offer
referrals to KMK for students that need additional assistance that the school cannot provide.

While KMK primarily serves Sunangiri University and Unrika graduate programs, it will also
serve the undergraduate departments and other local colleges. KMK will place advertisements in
the different student newspapers. These advertisements will be effective due to their low cost and
targeted readership. Students are the almost exclusive readers of the newspapers so KMK
receives considerable visibility.

Lastly, upon permission from the various schools, KMK will disperse flyers into students
mailboxes, communicating to the students the various services KMK offers and why it stands out
in terms of effectiveness relative to the competition. These flyers will also be posted on various
bulletin boards within the student areas.

20
5.3 Sales Strategy

The bulk of sales come from word of mouth. When new students come into the school,
the upperclassmen tell them about the resources available. So past clients provide most
of the advertising for the company. Getting seen and getting the word out to new
students is always important. One important message to convey is that the tutoring
services are not just for slow students who are having a hard time keeping up, but for
anyone who wants an edge and to get the most out of their learning experience.

KMK will develop and maintain testimonials of past student clients for a sales pitch
indicating just how helpful KMK has been to the students. KMK will periodically offer a
free session, typically in the beginning of the school term. The goal of this session is to
provide qualified leads with an opportunity to experience KMK and view for themselves
how effective the service can be. This sales event will be able to convert many possible
customers into paying customers, people that possibly would not have even considered
a tutoring service, not previously recognizing their own need for such a service. After the
free session many "doubters" will be converted into customers.

The sales strategy will also emphasize the ability for students to create private groups
for tutoring. By forming a group, the students pay less per person, KMK makes more per
hour, and it promotes group work, a fundamental educational and real world tool.

5.3.1 Sales Forecast

The sales forecast has been developed to predict future sales in a conservative manner.
It is expected that sales will gradually increase as more students are served and the
company receives more testimonials. At some point, since KMK is a part time company,
capacity will be reached in terms of the number of hours worked per week. From this
point forward there will be an emphasis of serving groups which provide more revenue
per hour.

Sales monthly

21
 Rp180,000,000
Rp160,000,000
Rp140,000,000
Rp120,000,000 UNSURI S2

Rp100,000,000 Tuition
Couses
Rp80,000,000
SMK
Rp60,000,000
SMP
Rp40,000,000
SD
Rp20,000,000
TK
Rp-

Sales by years

100%
90%
80%
70%
60%
50%
40% 2020
30%
20% 2019
10% 2018
0%
2017
2016
2015

5.4 Milestones

Several milestones will be set for KMK as a way of monitoring progress of the organization in
the pursuit of achieving realistic, lofty goals with the aim of building this business model into a
part time, profitable source of revenue. The following table details the specific milestones and
offers a timeline for completion.

22
Grapik
Tabel

Management Summary
Abdul Hakim graduated with a Masters in Education from PGRI University in 2010. While
pursuing other business interests during the day time, he has kept up the tutoring as a source of
additional income and for the sheer fulfillment that teaching provides.

Abduls background includes an undergraduate degree in education , and a minor in Syariah and
Tarbiyah. He worked previously as Head Master of SMP Janiyah for 3 year. He worked directly
with 70 students and indirectly as a substitute and a large group trainer for 100's more. Initially
KMK started this position teaching classes of 10, however it became obvious quickly that he was
gifted at teaching students. He seemed to have the knack for explaining difficult concepts in ways
that were easy to understand.

His day job working as a lecture English languages in University Riau Kepuluan design provides
him with numerous useful examples to share with students.

KMK is quite skilled at surveying people and determining what is the most effective way that
individuals learn. This skill is key for KMK and for the tutoring service. Most teachers have a set
way of teaching the material, from years of teaching the same curriculum, year in and year out.
Abdul has always searched for the best way to teach the individual. When the person does not
respond well to one methods he immediately changes methods looking for a more effective way.

6.1 Personnel Plan

KMKs Service is currently a one man show. Abdul is able to have flexible hours with his day
job, therefore he is able to serve students in the evening, on weekends, as well as during the day
as needed. This business plan is being written to maintain the status quo.

Abdul enjoys the time he spends tutoring. While he has a limited amount of time to tutor, it is
ample for now. There is the possibility of training tutors in the future to allow the education to
serve more clients, however, this would take Abdul away from his passion of teaching so this
option seems unlikely.

Table

23
Financial Plan
The following sections will outline important financial information.

7.1 Important Assumptions

The following table details important Financial Assumptions

Table

7.2 Break-even Analysis

The real opportunity of this business is that there are barely any costs associated with operations.
Costs include gas and transportation to meet with students away from his home and occasional
handouts. Abdul has reserved a room in his house and an office/meeting room for his business.
Additionally, Abdul incurs Internet service provider fees, and every two years a new computer.
The hourly fee charged to clients more than covers any variable costs associated with the service.
Fixed costs are similarly limited.

Grapik BEP

Table \bep

7.3 Projected Profit and Loss

The following table and charts will indicate Projected Profit and Loss.

Grapik Profit Monthly

Grafik Profit Yearly

Gross Margin Monthly

Gross Margin Yearly

Tabel Profit and Loss

7.4 Projected Cash Flow

The following table and chart will indicate Projected Cash Flow

Grafik Cash Flow

Table Cash Flow

24
7.5 Projected Balance Sheet

The following table will indicate the Projected Balance Sheet.

Table

7.6 Business Ratios

The following table provides important Business Ratios for KMK as well as industry ratios,
NAICS code 611691, Exam Preparation and Tutoring.

Table

25