The Working Business Plan
Presenters:
Mark Scharlau – Western Region Vice President
Justin Scharlau – Harrisburg Branch Manager
Why is it that we want our high school or
college football coach to have a written
plan to defeat each opponent; but for
something as important as managing our
businesses a written plan isn’t worth the
time?
Two Types of Business Plans
I.
Traditional business plan used to:
1.
2.
3.
4.
Usually is done when opening a business
or once a year
Get a loan
Test durability of the business
Learn about the business and industry
Two Types of Business Plans
(Cont.)
II.
Working Business Plan
1.
2.
3.
4.
5.
6.
Is ongoing
Find flaws in your current business
Allows owner to identify all areas of their business
that need work and opportunities.
Is very concise
Use as a checklist to evaluate
Identifies specific solutions
Goals of a Working Business Plan
1. To find the flaws, missing areas and
opportunities.
2. Identify specific solutions.
3. Implement an updated plan to improve the
flaws, fill in the missing areas and take
advantage of the opportunities.
4. Keep it simple.
5. Improve your business – sales, profits, etc.
6. Keep checklist on file and update it.
Categories to Review
1.
2.
3.
4.
Store Management
Team Management
Technology Management
Marketing and Sales Growth
Management
5. Leadership Development
Fill Out Your Forms
1.
2.
3.
4.
Importance to create/fix
Urgency
Rank
Notes
Store Management Categories
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Standard Operating Procedures
Opening Procedures
Shift Procedures
Closing Procedures
Store Checklists
Equipment cleaning and maintenance problems
Store Management Categories
(Cont.)
• Customer management
• Menu improvement – Ice Cream
flavors/categories
• Menu improvement – Non Ice Cream
• Menu pricing
• Cash register systems
Store Management Categories
(Cont.)
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Store/building improvement
Store decoration improvement
Inventory procedures
Vendor ordering schedule
Team Management Categories
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Recruiting methods
Interview techniques
New team member training
Ongoing training
Motivation systems
Firing and discipline systems
Manager development
Team Management Categories
(Cont.)
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Uniforms
Staff meetings
Timekeeping system
Workers comp issues
Scheduling system
Technology Management
• Improve computer hardware
• Improve computer software
– Accounting
– Graphic design
– Database management
– Task Management
Technology Management (Cont.)
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Improve phone system
Improve fax system
Improve email system
Improve www presence
Marketing & Sales Growth
Management
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Annual/season budget
Customer profile research
Media research
Competitor analysis
Competitor strategy
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Marketing & Sales Growth
Management (Cont.)
Image development
Advertising calendar
Public relations strategies
Promotional calendar
Determine marketing strategy – Existing
customers
• Existing customer
demographics
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Marketing & Sales Growth
Management (Cont.)
Image development
Advertising calendar
Public relations strategies
Promotional calendar
Determine marketing strategy – Existing
customers
• Existing customer
demographics
Marketing & Sales Growth
Management (Cont.)
• Determine marketing strategy – New
customers
• Ad tracking techniques
• Improve sales skills
• Day part analysis
• Day part strategy
• Additional profit opportunity
& growth strategy
Leadership Development
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Business success philosophy
Goal setting skills
Develop coaching skills
Improve meeting skills
Delegation techniques
Improve time management
Financial Development
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Cash flow management
Receivables management
Payables management
Asset management
Profit management
Improve accounting procedures
Tax strategy
Book keeping system
Rank Your Top 5
Categories to Work On
Sample Action Plan
g
Now What?
• Implement
• Follow Up
• Start Over
Working Business Plan
Action Sheet
g
Questions
Enjoy the rest of the
Hershey Show.
Thanks for attending!