中國肉牛項(xiàng)目經(jīng)營計(jì)劃中英文

1、CIDA INC China Beef Industry Development Project 加拿大國際發(fā)展署-中國肉牛項(xiàng)目How to Write a Business Plan怎樣寫經(jīng)營計(jì)劃 February 20032003年2月Agriteam Canada, Alberta Agriculture Food and Rural Development, Alta Exports International, Canada Livestock Services加拿大農(nóng)業(yè)咨詢、阿爾伯塔農(nóng)業(yè)食品和農(nóng)村發(fā)展、阿達(dá)國際專家、加拿大家畜服務(wù)Business Planning Part 8經(jīng)營

2、計(jì)劃第八部分How to Write a Business Plan怎樣寫經(jīng)營計(jì)劃IExecutive Summary 執(zhí)行概述4A.Organization 組織4B.Mission 使命 4C.Objectives目標(biāo)4D.Reasons for Success 成功理由4E.Expected Results期望的結(jié)果5F.Financing財(cái)務(wù)/籌資5G.Risks風(fēng)險5IIIntroduction to the Business業(yè)務(wù)介紹6A.The Business and History業(yè)務(wù)和歷史6B.Products and Services 產(chǎn)品和服務(wù)6C.The Busines

3、s Setting 業(yè)務(wù)設(shè)定7D.Business Objective and Expected Results 經(jīng)營目標(biāo)和期望結(jié)果7IIIMarket Assessment and Marketing Plan市場估價和銷售計(jì)劃8A.Market Analysis市場分析8B.Competitive Analysis競爭分析9C.Market Strategy市場戰(zhàn)略10IVProduction Plan生產(chǎn)計(jì)劃11A.Production Plans:生產(chǎn)計(jì)劃11VManagement Systems and Human Resources管理體系和人力資源12A.Management T

4、eam管理組12B.Organizational Structure and Management Systems組織結(jié)構(gòu)和管理體系12C.Personnel人員12VIFinancial Analysis財(cái)務(wù)分析14A.Income收入14B.Production Costs生產(chǎn)成本14C.Debt Servicing and Repayment還本付息和支付14D.Profit and Loss Forecasts 利潤和損失預(yù)測14E.Cash Flow Forecasts 現(xiàn)金流量預(yù)測14F.Breakeven Analysis收支平衡分析14VIIRisk Analysis and

5、Strategy風(fēng)險分析和戰(zhàn)略 15How to Write a Business Plan怎樣寫經(jīng)營報告The main components of a business plan are經(jīng)營計(jì)劃的主要組成部分:Executive Summary執(zhí)行概述1. Introduction to the Business業(yè)務(wù)介紹2. Market Assessment and Marketing Plan市場估價和銷售計(jì)劃3. Production Plan生產(chǎn)計(jì)劃4. Management Systems (including Human Resources)管理體系（包括人力資源）5. Fin

6、ancial Analysis財(cái)務(wù)分析6. Analysis of Risks風(fēng)險分析The following worksheets will help you develop your business plan. Complete all of the following worksheets and you will have compiled the information that needed to prepare a complete business plan. It will take time to complete this worksheet and you will

7、 have to talk to many other people in the company to get accurate descriptions of production, production methods, performance, costs and profitability. This type of team work will help to develop a better understanding of the business and its goals amongst all of the key employees and managers.I 以下工

8、作表將幫助你建立經(jīng)營計(jì)劃。完成以下所有表格，你將擁有編寫經(jīng)營計(jì)劃所需要的資料。完成這些表格需要一定的時間，你必須與公司的其他人交談以得到生產(chǎn)、生產(chǎn)模式、性能、成本和盈利能力的準(zhǔn)確述。這種類型的團(tuán)組工作將幫助建立對經(jīng)營和所有主要雇員和經(jīng)理之間的目標(biāo)的更好理解。Executive Summary執(zhí)行概述A. Organization組織Name of company: 公司名稱：Legal type (State Owned Enterprise, Private, Joint-Venture, Other):法律類型（國營、私有、合資、其他）：Location:位置：Date establish

9、ed:建立日期：Business Activities:業(yè)務(wù)活動：B. Mission使命What is the purpose of the company? 公司的目的是什么？What market demand is being met?達(dá)到什么樣的市場需求？C. ObjectivesC目標(biāo)What are the stages of development the company will go through?公司將完成幾個發(fā)展階段？What quantity and quality of product will be produced at each stage?每個發(fā)展階段生產(chǎn)

10、什么數(shù)量和質(zhì)量的產(chǎn)品？D. Reasons for SuccessD成功原因Why will your company be successful?你的公司為什么成功？What factors can influence this success?影響成功的因素？E. Expected ResultsE期望的結(jié)果What is the expected sales income and net profit over the next five years?下一個五年期望的銷售收入和凈利潤是什么？Year 1第1年Year 2第2年Year 3第3年Year 4第4年Year 5第5年Tota

11、l Production總生產(chǎn)Value of Sales 銷售價值Net Profit 凈利潤F. Financing F. 財(cái)務(wù)/籌資RMB人民幣Total Investment Value總投資價值Own resources自有資源Bank loan 銀行貸款Other resources 其它資源G. Risks G. 風(fēng)險Risk風(fēng)險Risk Management Strategy風(fēng)險管理戰(zhàn)略II Introduction to the Business業(yè)務(wù)介紹This section provides the readers with a brief, concise descri

12、ption of the business. The description should be complete enough that people from outside the company get a good picture of the organization, its purpose and its strengths. These readers are likely to be bank officers and potential investors.本節(jié)向讀者提供簡單明了的業(yè)務(wù)述，述應(yīng)全面能讓公司以外的人對組織結(jié)構(gòu)、目的和實(shí)力有足夠的了解。這些人可能是銀行官員和簽

13、字的投資者。A. The Business and HistoryA業(yè)務(wù)和歷史NameLocation位置Name of owner or head所有者或領(lǐng)導(dǎo)Legal type (private; partnership, limited liability company, joint-venture, state-owned enterprise, cooperative, other)法律類型（私有、合伙、有限責(zé)任公司、合資、國營企業(yè)、合作，其它）Structure of responsibilities (number of founders and shareholders, s

14、hare distribution, holders of controlling packages etc)責(zé)任結(jié)構(gòu)（創(chuàng)建人和股東人數(shù)、股份分配、控制交易的持有人，等）History of business development業(yè)務(wù)發(fā)展歷史· Production, sales and profits in the past 過去的生產(chǎn)、銷售和利潤· Any significant shifts in products, technology and/or market locations in the past過去產(chǎn)品、技術(shù)和/或市場位置的任何巨大改變B. Produ

15、cts and ServicesB產(chǎn)品和服務(wù)· Existing types of products and services (include specifications) · 產(chǎn)品和服務(wù)現(xiàn)存類型（包括規(guī)格）· Level of production 生產(chǎn)水平· Sales銷售· New products including those in the research and development stage· 新產(chǎn)品包括那些在研究和開發(fā)階段的Current conditions (levels of sales and pro

16、fits; liabilities)現(xiàn)狀（銷售和利潤水平、責(zé)任）C. The Business SettingC業(yè)務(wù)框架Business environment經(jīng)營環(huán)境Political environment政治環(huán)境Economic environment經(jīng)營環(huán)境Legal environment法律環(huán)境Future opportunities未來機(jī)會D. Business Objective and Expected ResultsD經(jīng)營目標(biāo)和期望的結(jié)果III Market Assessment and Marketing Plan 市場估價和銷售計(jì)劃A. Market AnalysisA

17、 市場分析Customer analysis顧客分析· Who are the customers (location, age group, sex, income etc)· 誰是顧客（地點(diǎn)、年齡組、性別、收入等）· What do they purchase 他們買什么· When do they make their purchases他們什么時候購買· Where do they make their purchases在那里購買· How do they make their purchases他們怎么購買· W

18、hy do they make their purchases為什么購買· Where do they get information on products在那兒得到產(chǎn)品信息End users: households and individuals; organizations; intermediate consumers; government agencies; foreign market 最后使用者：戶 和個體、組織、中間客戶、政府機(jī)構(gòu)、國外市場Current Market Capacity (size)目前市場能力（規(guī)模）· Total number of c

19、ustomers 顧客總數(shù)· Total volume of sales 總銷售量· Average price of product 產(chǎn)品平均價格· Total value of the market市場總價值Expected growth and change in the market期望的市場發(fā)展和改變· Why will the market change in size? 為什么改變市場規(guī)模？· How large will the change be? 改變成多大？· How long will it take for

20、this change to happen? 這種改變需要多長時間？Breakdown between the domestic and foreign market 國外市場之間的統(tǒng)計(jì)分析Market chain and distribution systems市場鏈和分配體系· Suppliers 供應(yīng)者· Intermediaries 中間商· Distribution channels分配渠道B. Competitive AnalysisB競爭分析1. Repeat the following analysis for each one of your m

21、ajor competitors:1為你的每一個競爭者重復(fù)以下分析a. Who is the competitor? 誰是競爭者· Name · Location地點(diǎn)· Years in the business, direction and type of business業(yè)務(wù)年限、指南和業(yè)務(wù)類型· Market share市場占有· Price strategy價格戰(zhàn)略· Type of products and services產(chǎn)品類型和服務(wù)b. How would you rank the strength of your c

22、ompetitor? (Strong, medium, weak)Why?你怎樣排列你競爭者的力量（強(qiáng)、中、弱）為什么？c. What is the competitors advantage in the market? What marketing programs, product development or other activities do they undertake that could threaten you in the market? How will you counteract this?你競爭者在市場的優(yōu)點(diǎn)是什么？他們進(jìn)行的什么市場規(guī)劃、產(chǎn)品開發(fā)或其它活動威脅

23、你的市場？你怎樣對抗這些？d. What are the weaknesses of the competitor?你競爭者的弱點(diǎn)是什么？2. What are the strengths and weaknesses of your own company?2你自己公司的長處和短處是什么？3. What strategy will you use to deal with your competition?你將采取什么戰(zhàn)略來對待競爭？3， Market Strategy 市場戰(zhàn)略Product(s) types, specifications and sales levels; expect

24、ed market share產(chǎn)品-類型、規(guī)格和銷售水平、期望市場份額· Types and specifications類型和規(guī)格· Sales levels銷售水平· Expected market share期望市場份額· What supplementary services will be offered 提供什么樣的附加服務(wù)？Price (pricing strategies for each product and market segment)價格（每個產(chǎn)品的價格戰(zhàn)略和市場部分）· How will you establish

25、the price 你怎樣建立價格· What will the price be 價格是什么· What discounts will you provide 你將提供什么折扣Place (distribution channels and arrangements)地點(diǎn)（分配渠道和安排）· Location of markets 市場位置· Distribution system分配體系· Packaging 包裝· What intermediaries will be used? (retailers, wholesalers

26、, agents, processors)使用什么樣的中間商？（零售商、批發(fā)商、代理商和加工者）· What transportation is required需要什么運(yùn)輸· What storage facilities are needed需要什么貯存設(shè)施Promotion (advertising and public relations)促進(jìn)（廣告和公共關(guān)系）Advertising programs 廣告規(guī)劃· Logos 商標(biāo)· Promotion, including sponsored events, taste tests, sampl

27、es etc促進(jìn)，包括倡議、品嘗、樣品等Cost of the marketing program銷售規(guī)劃費(fèi)用IV Production Plan 生產(chǎn)計(jì)劃A production plan should be completed for each profit center of your business. What are your profit centers:每個利潤中心必須都要有生產(chǎn)計(jì)劃。你的利潤中心是什么：1.ET 胚胎移植2.Purebred cow-calf 純種母牛-犢牛3.Commercial cow-calf 商業(yè)母牛犢牛4.Feedlot 育肥場5.Other 其它A

28、. Production Plans:A生產(chǎn)規(guī)劃Each plan should provide the following information:每個計(jì)劃都必須提供下列情況：1. Production technology and equipment 生產(chǎn)技術(shù)和設(shè)備· Is there any special technology or equipment that will be used in your production?在你的生產(chǎn)中有任何特殊技術(shù)或設(shè)備嗎？· Are there any special livestock genetics that will

29、be featured in your production?由任何可在你的生產(chǎn)中起重要作用的家畜遺傳嗎？2. Production capacity生產(chǎn)能力· What capacity of production will you invest in?你想投入什么能力的生產(chǎn)？· What are your annual production plans and when will you reach capacity? 你的年生產(chǎn)規(guī)劃是什么和什么時候達(dá)到能力？3. Production program生產(chǎn)計(jì)劃· When are you planning to

30、 produce? (eg. How many turns through the feed lot in one year? How long will cattle be on feed?) 你計(jì)劃什么時候生產(chǎn)？（例如：育肥場一年育肥幾批？牛喂多長時間的飼料？）· What systems will be used in production? (eg. Will staged rations be used for feedlot cattle?)在生產(chǎn)中使用什么制度/方式？（例如：育肥牛使用階段性日料嗎？）· What inputs are needed and w

31、here will you get them? (eg feed ingredients, frame cattle for the feedlot etc)需要什么投入和投入來源？（例如：飼料成分/配制、育肥架子牛等）· What is the total volume of inputs required and what will the cost of production be?需要的總投入量是什么和生產(chǎn)成本？· What performance levels are you expecting (eg. Feed conversion rations; days

32、 on feed, death loss, unit cost of production)你期望的成績是什么（例如：日料飼料轉(zhuǎn)化率、喂飼料的天數(shù)、死亡、生產(chǎn)單位成本）4. Investment required投資需求· What type and size of buildings and equipment are required? What is the cost?需要什么類型和規(guī)模的建筑和設(shè)備？費(fèi)用多少？· How much livestock is required and of what type? What is the cost?需要多少家畜、什么類型？

33、 費(fèi)用多少？5. What are your projected profits and cash flows for the next five years for this profit center?對這個利潤中心來說下一個五年的利潤預(yù)測和現(xiàn)金流量是什么？V Management Systems and Human Resources 管理體系和人力資源A. Management TeamA 管理組· The management team, skill areas and professional experience管理組、技能圍和專業(yè)經(jīng)驗(yàn)· Specialist

34、s, leading employees, consultants/advisors - experience and skills專家、領(lǐng)導(dǎo)、顧問-經(jīng)驗(yàn)和技能B. Organizational Structure and Management SystemsB 組織結(jié)構(gòu)和管理體系· What is the functional organization of the company? Organizational Chart. (different departments and relationship to each other)公司的財(cái)務(wù)組織是什么樣的？組織示意圖（不同部門和

35、各自的關(guān)系）· What principles of decision-making and allocation of responsibilities will be followed? What policies or principles will be followed in maintaining standards and protocols?遵守什么樣的決策原則和職責(zé)分配？在維護(hù)標(biāo)準(zhǔn)和議定書方面應(yīng)遵守什么政策和原則？· Will any management technology be used in running the company? (comput

36、er systems for accounting, client databases, monitoring production performance etc)公司運(yùn)營上使用任何管理技術(shù)嗎？（財(cái)務(wù)、客戶資料庫、檢測生產(chǎn)性能的計(jì)算機(jī)系統(tǒng)等）C. PersonnelC人員· What staff categories are required? What are the qualifications and skills required for each type of employee?需要什么樣的工作人員？每種類型的雇員需要的條件和技能是什么？Staff positions員

37、工職位Number數(shù)量Monthly Wage月工資Annual Wage年工資Benefits and Bonuses收益和獎金/紅利Management經(jīng)理Sales staff 銷售人員Accounting staff財(cái)會人員Clerks辦事員Feedlot supervisor育肥廠管理人Feedlot workers育肥工人Feed mixers飼料混合人員Total合計(jì)· What are the responsibilities and tasks for each job? Has a job description been written for each typ

38、e of position? 每種工作的責(zé)任和任務(wù)是什么？每種崗位類型都有書面工作述嗎？· How will staff be appraised on their performance? Will bonuses be awarded based on performance?如何評價員工的工作成績？獎金根據(jù)成績分配嗎？ · What training programs will be given to upgrade staff skills and knowledge? How will this traning be delivered? How much wil

39、l it cost?提高員工技能和知識的培訓(xùn)計(jì)劃是什么？培訓(xùn)如何進(jìn)行？費(fèi)用多少？VI Financial Analysis財(cái)務(wù)分析A. Income收入· Total value of sales annually年銷售總值· Prices used in the assumptions should be mid-range; neither too optimistic nor too pessimistic設(shè)想的價格應(yīng)為中等，不可太樂觀也不可太悲觀· Sales income should be seperated by product, whenever

40、possible (eg. Cow sales, bull sales, embryo sales) 銷售收入要同產(chǎn)品分開，只要可能（例如：母牛銷售、公牛銷售、胚胎銷售）· Other sources of revenue should also be included, but listed on a seperate revenue line要包括其他收入來源，但列在不同的收入線B. Production Costs生產(chǎn)費(fèi)用· Total costs of production annually年生產(chǎn)總費(fèi)用· Input prices should be mi

41、d-range, preferably based on actual company records投入價格應(yīng)在中等圍，根據(jù)公司實(shí)際記錄更可取· All variable and fixed costs should be included 要包括所有可變和固定成本C. Debt Servicing and Repayment 還本付息和支付· Interest paid on operating loans should be included in variable costs營業(yè)貸款的利息應(yīng)包括在可變成本中· Interest paid on long-t

42、erm loans should be included in fixed costs長期貸款的利息應(yīng)包括在固定成本中· Debt repayment should not be included in the income statement, but should be included in the cash flow statements債務(wù)償還不能包括在收益表中，但要在現(xiàn)金流量報表中D. Profit and Loss Forecasts 利潤和損失預(yù)測· Profit = total revenue total expenses 利潤=總收入-總開支· Total expenses = variable expenses + fixed expenses 總開支=可變開支+固定開支· Net profit after tax will have to be calculated based on local tax rules 稅后凈收入要根據(jù)地方稅收政策計(jì)算E. Cash Flow Forecasts 現(xiàn)金流量預(yù)測The amount of cash avaiable to the company will depend not j