I. Introduction of the Project

Paper can is a new technology created by China from 65438 to 0999. In 2002, Beijing Leading Institute of New Technology successfully developed the first paper can production line and put it into use. This technology takes cheap straw pulp as raw material and can be pressed into new materials with good strength, hardness and toughness after special treatment. This technology can not only produce paper cans, but also produce containers such as paper plates, paper bowls, paper connecting rods, paper bearings, paper gears, cartons and chopsticks, which can partially replace iron, copper, aluminum and wood.

This technology has won many national patents and passed the strict inspection by the national technical inspection department, which is considered as a revolution in the field of environmental protection and materials.

This business plan aims to promote and practice this project. By introducing venture capital, we can establish, operate, manage and sell companies to realize the existence value of enterprises.

Two. Introduction of products and services

1. Product features

With the development of economy and the improvement of people's living standards, beverage products are developing at an unprecedented speed. People's requirements for beverage packaging are getting higher and higher. First of all, people's awareness of self-protection of health standards has increased rapidly, and people are not at ease about the repeated use of glass bottles, because there are unclear cross-contamination and repeated counterfeiting. Plastic bottles are unsightly and practical, polluting the environment, which is explicitly prohibited by the state. Although aluminum cans are good, 80% of the money is spent on one-time packaging, which people think is not worthwhile.

This product is a newly developed paper pop-top can, which eliminates the shortcomings and deficiencies of previous beverage packaging and has caused great shock at home and abroad, as well as in the scientific and industrial fields. Paper cans are molded by high-pressure die casting of pulp, which is as beautiful as aluminum cans and does not pollute the environment. It is the best green packaging promoted internationally. Safe and sanitary use, simple production process, less investment, especially low cost. It will soon occupy the packaging market with its unparalleled advantages and become the first choice for the beverage industry.

2. Market prospect forecast

According to industry statistics, the annual demand of China can market has reached 60 billion pieces. An aluminum can production line needs to invest 6.5438+0.7 million yuan, while paper cans only need 2 million yuan. The cost of each aluminum can is about 654.38+0 yuan, paper cans only need 0.3~0.4 yuan, and the minimum batch of aluminum cans is 20 million, which is unbearable for small and medium-sized enterprises. More than 20,000 paper cans are economical batches. Paper cans can also be extended to coating, chemical industry, medicine, food and other packaging fields. Using this technology, we can also produce all kinds of high, medium and low-grade lunch boxes, paper cups, paper bowls, paper barrels and so on. In addition, aluminum cans are expensive and consume high energy because raw materials need to be imported.

For other reasons, the state no longer approves new production lines. In Jilin, there are only 500 million bottles of cola and beer drinks a year, and the consumption in developed areas is even greater. About 4 million drinks are packed in plastic bottles, glass bottles and square boxes, which has a huge market capacity. Paper cans are similar to aluminum cans in appearance and function, with the characteristics of less pollution, low cost, wide use and less investment. Therefore, it is easy to become a substitute for aluminum cans and occupy a considerable market share, which is expected to become a new growth point in China's packaging industry.

Comparison table of cans and paper cans:

Three. financial plan

1. Sources of venture capital.

A. Self-raised funds: three to five entrepreneurs * * * raised funds of 6,543,800 yuan+0.5 million yuan.

B. Apply for venture capital of 6,543,800 yuan.

C. Strive for government support and apply for a technological innovation fund of 500,000 yuan for small and medium-sized scientific and technological enterprises.

D invite other individuals or organizations to become shareholders and raise 500,000 yuan.

There are many uncertainties in raising funds. The above figures are for reference only. In practice, it is mainly based on its own funds. The more self-owned funds, the lower the cost. Entrepreneurs should have absolute control over enterprises. You can start your business plan when you raise 3 million yuan.

2. The use of venture capital

In line with the principle of "starting from hard work and starting from thrift", we will make maximum use of limited funds. Capital in the start-up stage

The main uses are machines, factories, equipment, supporting facilities, raw materials and the corresponding amount of working capital. The budget of this plan is as follows:

A. 2 million to buy a production line equipment and patented technology, equipment transportation, installation, debugging and auxiliary facilities costs 200,000. The annual production capacity of a production line is 30 million paper cans.

B the workshop and warehouse of 1000 square meters required for production need not be built, but can be obtained by lease. Now some small and medium-sized enterprises have poor efficiency and insufficient output, so they can rent their factories and warehouses, which not only saves time and money, but also avoids the waste of repeated construction and reduces the risk of starting a business. Monthly rent per square meter 10 yuan. Considering the stability of production, the rent is paid in advance 1 year.

C. The expenses for procurement, recruitment and staff training of other projects are 654.38+10,000 yuan.

D you can apply for a mortgage loan from a commercial bank immediately after the equipment is bought back. Through the bank evaluation, it is conservatively assumed that an additional liquidity of 6,543,800+million can be obtained by lending 50% of the equipment value.

E. After the equipment is bought back, it needs production debugging and staff training, the quality is unstable, and the sales network has not been fully established. As long as it is put into production in small batches, the demand for liquidity is not great, and it takes a long time to apply for bank mortgage loans.

Timeline:

Site selection and renting → equipment purchase and installation → company registration → employee recruitment and training → contact sales customers → apply for mortgage loans → purchase raw materials → small batch production → mass production.

3. breakeven point analysis

The break-even analysis of the paper can project can increase our confidence in this project.

Composition of fixed costs:

Machinery and equipment is 2.2 million yuan, amortized over five years. 2.2 million yuan/June = 36,667.00 yuan.

The start-up expense is RMB 200,000.00 Yuan, which will be amortized over five years (RMB 200,000/June = RMB 3,333.00 Yuan).

Monthly rent 1 0,000 yuan.

The salary of personnel is 30,000.

Financial expenses (6,543,800 yuan, annual interest rate 0.05) 465.438+067.00.

The management fee is 20 thousand yuan.

The operating cost is 30,000 yuan.

The total fixed cost is 134 167 yuan.

Considering other unpredictable costs,

The fixed cost is calculated as 6,543,800 yuan+0.5 million yuan.

Product unit sales price: 0.55 yuan/piece.

Product replacement cost: 0.40 yuan/piece.

Calculation formula: P*Q=C*Q+ 15.

0.55*Q=0.40*Q+ 150000

Q = 1 ten thousand.

If you sell 6,543,800 pieces per month, you can break even. If you sell more than 6,543,800 pieces, you can make a profit. Otherwise, you will lose money. The monthly production capacity is 2.5 million pieces.

(Both unit cost and unit price come from network data and are conservative values, that is, the cost is 0.25~0.40 yuan, the larger value is 0.40 yuan, the unit price is 0.55~0.70 yuan, and the smaller value is 0.55 yuan).

4. Risk analysis

Market risk is unpredictable, so it is necessary to analyze the risk of venture capital projects. Enterprises produce new products, and there is no reference in the market. Enterprises have great initiative in setting the unit sales price. Whether you can make a profit, according to the above breakeven analysis, the key lies in sales volume. Now, analyze the best, average and worst market sales and prepare the income statement:

According to the income statement, you can make a profit under the best and general conditions. According to the decision-making method, the probabilities of the best, average and worst cases are 0.3, 0.4 and 0.3 respectively, and the annual profit can be calculated as 0.3 *180+0.4 * 45-0.3 * 45 = 585,000 yuan. The annual profit rate is 48.5/300= 19.5%, which is considerable for the manufacturing industry.

5. Design of initial financial management mode

In the initial stage of an enterprise, it often has the following characteristics; It needs a lot of money (such as purchasing materials and launching products), the sales area of products is relatively narrow, the employment of personnel is relatively streamlined, and there are situations in which one person has multiple jobs. Therefore, the financial management system of new enterprises can be relatively simplified, but it does not mean that there is no system.

A. In view of the large capital demand of enterprises, design reasonable financing channels, use the own funds when they are available, and reduce the operating cost of funds.

B when the product market is relatively narrow, the focus of financial management can be on expanding business with limited funds.

C. Be diligent and thrifty, and work hard. When the cash flow is low, we should focus on monitoring expenditures, avoid unnecessary expenditures, and apply limited funds to key points of operation.

D. Start-ups are small in scale and poor in risk resistance. Therefore, it is imperative to gain a firm foothold quickly and grow stronger. Financially, we should make a systematic plan, accumulate a reserve step by step and reasonably, and plan ahead.

E. the financial system should be able to change in time to adapt to the development of enterprises.

Four. Formulation of business strategy

Strategy refers to the overall and long-term strategy and planning of things. The business strategy of an enterprise is the positioning of its competitive advantage. Before making business strategy, SWOT analysis and five-force model analysis should be carried out first.

1. Situation analysis

In the external market environment, enterprises face many opportunities and threats, as follows:

Opportunity: The state vigorously develops environmental protection, and the introduction of aluminum can production line with high price and high energy consumption has stopped, so the development is prohibited. With the improvement of consumers' level, they are more interested in green packaged food. Paper cans are beautiful in appearance, safe to use, low in price, environmentally friendly and easily accepted by consumers. Moreover, the market capacity of paper cans is large, and there are not many manufacturers at present.

Threat: Several manufacturers in Northeast China are investing in building factories for production. They are large in scale and powerful, but the market capacity is large, the region is far away and the threat is not great. In the long run, this industry has a low threshold, and once the market matures, it will flood into many competitors.

In the internal conditions of the enterprise, the advantages and disadvantages are also obvious:

Advantages: Start-ups have hard-working morale and fighting spirit, all systems and organizational structures are under construction, with small scale, low settling cost, quick response and speed.

Disadvantages: no sales network, no fixed cash flow, and weak ability to resist risks.

2. Five-force model analysis

A. Threat of potential intruders: The advantages of simple production technology, low investment, low cost and quick effect of paper cans become disadvantages in competition, and the industry threshold is low and easy to enter, which poses a great threat to potential intruders.

B. Threat of substitutes: Paper packaging materials such as paper cans are substitutes for other packaging materials, and the biggest threat comes from the resistance of consumers' habits.

C. Buyer's bargaining power: Because it is the promotion of new products, the buyer's bargaining power is very strong, but the new products are not compared with similar products, which can leave more pricing space. It is easier for buyers to implement backward integration.

D. bargaining power of suppliers: this product is straw pulp made of straw and wheat straw. Buying straw can not only reduce the pollution caused by burning, but also increase farmers' income. Rich in raw materials and waste utilization, the bargaining power of suppliers is not very strong, but it is easy for suppliers to invest and build factories and implement forward integration.

E. Competition among existing enterprises: During the investment period of new products, there are not many competitors but not fierce.

3. Business strategy

Based on the above analysis, the enterprise management strategy is formulated as follows:

Enterprise orientation: The enterprise is committed to producing green paper containers and packaging materials.

Green environmental protection is the development direction of today's society, and it is also the theme that people care about. Positioning the enterprise as a green producer shows that the value orientation of the enterprise is consistent with the direction of social development, embodies the social responsibility and mission of the enterprise, and is easy to win the recognition of the public and customers and stimulate the pride of employees. Positioning the enterprise as a manufacturer of paper containers and packaging materials is to determine the development direction of the enterprise, not only producing paper containers, but also producing paper packaging materials when conditions are ripe. Don't be narrow-minded and don't blindly diversify.

Strategic thinking: rapid response to the market is the key to the success or failure of this enterprise. Cultivate the core competitiveness of this enterprise in a series of management activities and maximize the allocation of internal resources. Constantly innovate, provide customers with the most satisfactory service and create the greatest value for society.

From SWOT analysis and five-force model analysis, it can be seen that the enterprise has no capital advantage and scale advantage, and faces multiple threats from potential competitors, backward integration of buyers and forward integration of sellers. In this case, the most important advantage of an enterprise is the opportunity. The market capacity of paper cans and replaceable packaging is huge, and the fierce competition is far from coming. It is estimated that it will take 5 to 10 years or even longer for the capacity to be saturated. At present, only three or four manufacturers invest in production, and the region

There is no one in the school. This is a good time for the group to divide and rule and be king. Even if there are manufacturers in this area who want to invest in production on a large scale, it will take 1~2 years from the establishment of the factory. Time is a unique resource owned by enterprises, and we should turn this resource into an advantage as soon as possible. Use this time to grow and develop, establish a brand, establish a network, occupy the position of product leader, and cultivate the core competitiveness that is quickly reflected. Only by practicing this strategic idea and truly responding quickly can we make up for the lack of scale and gain an advantage in the competition.

Strategic objectives:

A. Short-term goal: develop 3 to 5 production lines in five years, reach the medium scale of the industry, and enhance the ability to resist risks.

B. Long-term goal: to form core competitiveness with the advantage of quick response to the market, constantly change the organization to adapt to the rapid development of enterprise scale, always realize the strategic idea of being half a step faster than competitors, provide the most satisfactory service for customers and create the greatest value for society.

Contents of strategic objectives:

A. Strengthen enterprise marketing ability and cost management, and improve enterprise profitability.

B products enter the local market with the strategy of leader positioning, and strengthen the leader position of products.

C strengthen r&d capabilities and make solutions as quickly as possible according to user requirements.

D. Pay attention to the training and education of employees and establish a learning organization.

E. assume social responsibility and establish a good corporate image.

Establishment of strategic advantage: establish a short and pithy business philosophy, seek business opportunities and take the initiative to attack. Strategic choice in the start-up stage: attachment strategy and local market strategy.

At the start-up stage, the strength is insufficient, and there are not many resources, so we can only break through in local markets. Because of the characteristics of products, it is decided to rely on large beverage production enterprises to provide supporting services. But we must pay attention to two points: first, we should try our best to maintain our independent status in cooperation with large enterprises; The second is to strengthen their own strength in service, paying special attention to forming their own R&D and innovation capabilities.

Verb (abbreviation of verb) organizational structure design

At the start-up stage, enterprises are small in scale, and people, money, things and things are relatively simple. The most efficient linear organizational structure management is the most effective. The advantages of linear system are simple command system and rapid decision-making; Unified command, easy to implement; Clear authority; Simple structure and low management cost.

Finance Department

sales department

manufacturer

Board of Directors → General Manager

Technology research and development department

Supply section

Integrated Department

1. Responsibilities and staffing of each department

A. There are 2 people in the finance department, of which 1 accountant is the finance minister, 1 cashier.

Department responsibilities: complete accounting and financial work on time and prepare various accounting statements; Declare and pay taxes as required; Strictly supervise and control production costs and expenses; Review and calculate the salaries of company personnel; Participate in the negotiation, drafting and filing of economic contracts, and inspect and supervise the performance of contracts; Complete other tasks assigned by the general manager.

B There are 5 people in the sales department, including 1 minister.

Department responsibilities: actively explore the market and use various effective ways to enhance market share; Timely recovery of accounts receivable; Responsible for market research and market forecast; Even if you master the market dynamics and make corresponding adjustments; Responsible for the establishment, preservation and classified management of the company's customer files; Complete other tasks assigned by the general manager.

C production department 15 people, including minister 1 person.

Department responsibilities: Complete production tasks in time with good quality and quantity.

D there are 2 technical research and development departments, including minister 1.

Department responsibilities: responsible for the maintenance and repair of mechanical equipment to ensure the normal work of equipment; Pay close attention to the trends of new materials, new processes, new technologies and new equipment; Responsible for the technical training and guidance of workers; Timely design and process the market demand information of the management department and complete other tasks assigned by the general manager.

E. there are 2 people in the purchasing department, of which the purchasing department 1 person is concurrently the minister and the warehouse 1 person.

Job responsibilities: tool production plan and work progress, prepare procurement tasks with consumption quota, and strive to implement them to ensure normal production, and be responsible for ordering price difference, maintaining value, quality inspection and warehousing on time; Collect supplier information and pay close attention to market price supply.

Seek the situation and put forward the best purchasing suggestions. Responsible for regular and irregular inventory cleaning, reducing the backlog, accelerating capital turnover, and paying close attention to the thorough strategy of the market.

F. 2 persons from the General Department, 1 Minister.

Responsibilities: Responsible for internal affairs, field work, public relations, personnel, etc.

2. Business process design

Organizational design should consider not only functions, but also business processes. The best business process is the business process that adapts to the development of enterprises. Leading and lagging business processes are uneconomical and will lead to the waste of organizational resources. The process design of this enterprise not only considers the scale, status and business process of the current enterprise, but also considers the shortest path of information transmission to prevent information distortion, test the rationality of organizational structure with business process and eliminate unnecessary organizational structure settings.

Generally speaking, the sales department obtains the order information from customers, and then reports it to the general manager, who issues production instructions to the purchasing department, the production department and the technical R&D department. The purchasing department provides raw materials and auxiliary materials to the production department, and the technical R&D department provides technical and R&D support to the production department. The finished products produced by the production department are delivered to customers by the comprehensive department. At the same time, the information of economic and business transactions between various departments, including customers, should be transmitted to the finance department for accounting. This is just a simple process outline design, omitting the weak information in practice. For example, some information transmission is two-way and is ignored.

3. Management team

This enterprise was founded by the core entrepreneurial team by introducing venture capital. The highest decision-making level is the board of directors, and the general manager presides over the daily operation and is directly responsible to the board of directors. The major shareholder also holds management positions in the enterprise. The core management team consists of the following members:

General Manager: One of the shareholders, with a management background in large and medium-sized manufacturing industry, rich management experience, able to coordinate all kinds of complicated interpersonal relationships, strong appeal and affinity, and great experience in the formulation and implementation of the company's strategy. He is the core leader of the enterprise.

Finance Minister: One of the shareholders, a certified public accountant, has more than ten years of financial management experience and working background, has unique opinions in taxation, finance, investment and law, and has accumulated certain business relationships, and can make overall arrangements for the financial situation and development direction of the enterprise.

Sales minister: one of the shareholders, with rich sales experience and strong marketing ability, has a deep research on the construction of sales team and the incentive and restraint mechanism of sales staff.

In addition, managers in other important positions will be recruited and recommended. At present, although enterprises can't attract outstanding talents with high salaries, they can impress talents with their bright prospects, entrepreneurial passion, shares and options, and forge a powerful management combination that can fight and win.

Sales management of intransitive verbs

Marketing is a process that takes the market demand as the guide, produces products and provides services to meet the market demand by using various resources within the enterprise. For this enterprise, marketing ability is very important to promote new products with great market prospects and turn potential market demand into real demand.

1. product positioning

Enterprises position their products as environmentally friendly, beautiful and practical containers and packaging.

Product positioning first highlights the concept of environmental protection. Compared with traditional containers and packaging, paper containers and packaging minimize the harm to the environment, conform to people's growing awareness of environmental protection, and are conducive to the promotion and use of products. Secondly, it highlights the concept of aesthetics, which is the result of satisfying people's growing consumption level and aesthetic level. Everyone likes products with beautiful appearance, but their aesthetic standards are different. In order to make products that meet different aesthetic requirements, we must work hard on market segmentation and product diversification, and make products with different appearances according to the aesthetic requirements of different groups of people. The last point still needs to be used. Flashy, superficial products, even if they are touted highly, will eventually be abandoned by consumers.

2. Pricing strategy: adopt fertilizer pricing strategy.

As analyzed earlier, this product is the product of new technology. The cost of paper cans is 0.3~0.4 yuan per can, which is only 30~40% of that of aluminum cans. The difference is so great, and it is as beautiful and practical as aluminum cans, and it is also environmentally friendly, which embodies a strong substitution advantage. It is a new technology product advocated by the state. Specifically, there is no production in this area. If this enterprise takes the lead in entering the market, the pricing method of liposuction is the most suitable. Because there is no competition of similar products and no price comparison, there is great freedom in pricing and the price can be set appropriately.

Through the product life cycle, we know that when new products enter the market, the sales volume is very small, and the sales expenses are high, which must be maintained by high profits. Therefore, when the product enters the market, the fertilizer pricing strategy should be adopted. High profits will inevitably lead to the entry of new funds. With the increase of competitors, it is difficult to maintain a higher price. At this time, enterprises should immediately adopt the strategy of low-cost penetration, use the first-Mover advantage to expand market share, and at the same time raise entry barriers to prevent some potential competitors from joining.

3. Choose a sales channel

Before choosing a sales channel, first determine the target market and segment the market.

A. Target market: The main customers of this enterprise are not end consumers, but manufacturers of various beverages and foods and manufacturers of products that need to be packaged, such as paints, chemicals and machinery. Limited by small scale, limited resources, insufficient production and marketing capacity and other factors, it is impossible and unnecessary for enterprises to meet all market demands in the initial stage, but they should choose key markets and key customers and make key breakthroughs.

B. Market segmentation: the target market of this enterprise can be divided into two standards, one is by industry market, which can be divided into one category, namely, can beverage manufacturers; The second category is glass bottle and plastic bottle beverage and food manufacturers; The third category is food packaging production enterprises with irregular packaging materials; The fourth category is the packaging market of other industrial products. Second, according to the customer market, it can be divided into the largest, strongest and most influential manufacturers in the industry or region; The second category is medium-sized manufacturers in the region; The third category is the small manufacturers in this area.

C. Selection of sales channels: According to the above market analysis, enterprises choose key marketing strategies, that is, concentrate main resources to serve key regions and key customers. Key customers choose the intersection of the primary industry market and the primary and secondary customer markets (see the red star above), specifically large and medium-sized manufacturers in the field of pop-top beverage production. The reason for making such a choice is not only the limitation of resource capacity, but also the difficulty of marketing before. It's difficult to market big customers. Once completed, small and medium-sized customers will get wind of it. Sales to these big customers are mainly completed in the form of contracts, providing customers with complete supporting services and forming closely related interests.

4. Promotion strategy

Our products are different from ordinary consumer goods, so we will choose different promotion combinations in sales.

A. Hold a product promotion meeting

In the form of product promotion meeting, people from all walks of life, such as target customers, ordinary consumers, heads of relevant government agencies, etc., are invited to showcase the company's product performance and advantages; Describe the goal and value orientation of the enterprise; Talking about the future development of Syrian enterprises; Talk about the interest relationship with customers, consumers and society, so that enterprises can be recognized by society, the public and customers, enhance understanding and communication with customers, and find the breakthrough point of marketing.

B organize and participate in various forms of public welfare activities to establish the public image of the enterprise.

Enthusiastic about public welfare undertakings, advocate the concept of taking it from the people and using it for the people, and highlight the good public image of enterprises as environmental protection enterprises.

C. Organize consumer preference survey, find out exactly what kind of packaging products consumers like, develop trial production, come up with authentic solutions, attract beverage production customers, and encourage upstream producers by downstream consumers. Strengthen the friendship with customers and touch people with sincerity.

Seven. abstract

The business plan is very pragmatic and cautious. Through the complete analysis of this project, we have every reason to believe that this is a very promising and attractive industry. In the near future, when we use or see others using our products and feel that our labor is creating benefits for others and society, we will be sincerely proud and have no regrets about our original choice.