Financial Planning for the startup CEO - Entrepreneurship 101 (2013/2014)
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Transcript of Financial Planning for the startup CEO - Entrepreneurship 101 (2013/2014)
For the startup CEO!
Presented by: Andrew GrahamMarch 2014!
Memory at Work
Pg 3!
Memory at Work
Pg 4!
Why money ma*ers in a startup
Have to pay the bills
Sign of a sustainable business model
Desirable outcome!!
Memory at Work
Income Statement!
Cash Flow Forecast!
Balance Sheet!
Pg 5!
Memory at Work
Financial performance over a period of time!
Usually for a year, quarter or month!
Pg 6!
Memory at Work
Pg 7!
Amazon.com!Income Statement!
For the year ended Dec 31, 2013!
millions of USD!
Revenue! $ 74,452!Cost of sales! 54,181 !Gross margin! 20, 271!
Operating expenses!Selling, general & admin.! 12,847 !Technology & Content! 3,312!Depreciation & Amortization! 3,253 ! Total operating expenses! 19,412!
Income from operations! 745 !Interest & Other income and expenses! (310) !Taxes! 161 !
Net income! 274 !
Source: Company filings.!For teaching purposes, Depreciation & Amortization fully assigned to Tech & Content!
Memory at Work
Pg 7!
Revenue!!
Money brought into a company by its business
activities!
Revenue Forecasting!!
Top-down!vs.!
Bottom-up!
Amazon.com!Income Statement!
For the year ended Dec 31, 2013!
millions of USD!
Revenue! $ 74,452!Cost of sales! 54,181 !Gross margin! 20, 271!
Operating expenses!Selling, general & admin.! 12,847 !Technology & Content! 3,312!Depreciation & Amortization! 3,253 ! Total operating expenses! 19,412!
Income from operations! 745 !Interest & Other income and expenses! (310) !Taxes! 161 !
Net income! 274 !
Memory at Work
Pg 8!
Cost of Sales!!
Costs that go into creating the products and services
that a company sells!
Amazon.com!Income Statement!
For the year ended Dec 31, 2013!
millions of USD!
Revenue! $ 74,452!Cost of sales! 54,181 !Gross margin! 20, 271!
Operating expenses!Selling, general & admin.! 12,847 !Technology & Content! 3,312!Depreciation & Amortization! 3,253 ! Total operating expenses! 19,412!
Income from operations! 745 !Interest & Other income and expenses! (310) !Taxes! 161 !
Net income! 274 !
Memory at Work
Pg 9!
Gross Margin!!
Revenue minus cost of sales!
Amazon!!Linkedin!!Toyota!
!27%!!81%!!13%!
Amazon.com!Income Statement!
For the year ended Dec 31, 2013!
millions of USD!
Revenue! $ 74,452!Cost of sales! 54,181 !Gross margin! 20, 271!
Operating expenses!Selling, general & admin.! 12,847 !Technology & Content! 3,312!Depreciation & Amortization! 3,253 ! Total operating expenses! 19,412!
Income from operations! 745 !Interest & Other income and expenses! (310) !Taxes! 161 !
Net income! 274 !
Memory at Work
Pg 10!
Operating Expenses!!
Business costs NOT related to producing goods &
services for sale!
Amazon.com!Income Statement!
For the year ended Dec 31, 2013!
millions of USD!
Revenue! $ 74,452!Cost of sales! 54,181 !Gross margin! 20, 271!
Operating expenses!Selling, general & admin.! 12,847 !Technology & Content! 3,312!Depreciation & Amortization! 3,253 ! Total operating expenses! 19,412!
Income from operations! 745 !Interest & Other income and expenses! (310) !Taxes! 161 !
Net income! 274 !
Memory at Work
Pg 11!
Selling, General and Administrative Expenses
(SG&A)!
Amazon.com!Income Statement!
For the year ended Dec 31, 2013!
millions of USD!
Revenue! $ 74,452!Cost of sales! 54,181 !Gross margin! 20, 271!
Operating expenses!Selling, general & admin.! 12,847 !Technology & Content! 3,312!Depreciation & Amortization! 3,253 ! Total operating expenses! 19,412!
Income from operations! 745 !Interest & Other income and expenses! (310) !Taxes! 161 !
Net income! 274 !
Memory at Work
Pg 12!
Research & Development!(“Technology & Content”)!
!Activities with the intention of making a discovery that can
lead to new or improved products!
Amazon.com!Income Statement!
For the year ended Dec 31, 2013!
millions of USD!
Revenue! $ 74,452!Cost of sales! 54,181 !Gross margin! 20, 271!
Operating expenses!Selling, general & admin.! 12,847 !Technology & Content! 3,312!Depreciation & Amortization! 3,253 ! Total operating expenses! 19,412!
Income from operations! 745 !Interest & Other income and expenses! (310) !Taxes! 161 !
Net income! 274 !
Memory at Work
Pg 13!
Depreciation & Amortization!
!Reduction in the capital
value of an asset over time to account for wear & tear!
Amazon.com!Income Statement!
For the year ended Dec 31, 2013!
millions of USD!
Revenue! $ 74,452!Cost of sales! 54,181 !Gross margin! 20, 271!
Operating expenses!Selling, general & admin.! 12,847 !Technology & Content! 3,312!Depreciation & Amortization! 3,253 ! Total operating expenses! 19,412!
Income from operations! 745 !Interest & Other income and expenses! (310) !Taxes! 161 !
Net income! 274 !
Memory at Work
Pg 14!
Interest & Other income and expenses!
!Income from interest
payments, dividends, etc!
Amazon.com!Income Statement!
For the year ended Dec 31, 2013!
millions of USD!
Revenue! $ 74,452!Cost of sales! 54,181 !Gross margin! 20, 271!
Operating expenses!Selling, general & admin.! 12,847 !Technology & Content! 3,312!Depreciation & Amortization! 3,253 ! Total operating expenses! 19,412!
Income from operations! 745 !Interest & Other income and expenses! (310) !Taxes! 161 !
Net income! 274 !
Memory at Work
Pg 15!
Taxes!
Amazon.com!Income Statement!
For the year ended Dec 31, 2013!
millions of USD!
Revenue! $ 74,452!Cost of sales! 54,181 !Gross margin! 20, 271!
Operating expenses!Selling, general & admin.! 12,847 !Technology & Content! 3,312!Depreciation & Amortization! 3,253 ! Total operating expenses! 19,412!
Income from operations! 745 !Interest & Other income and expenses! (310) !Taxes! 161 !
Net income! 274 !
Memory at Work
Pg 16!
Net income!!
Profit!!!
Amazon.com!Income Statement!
For the year ended Dec 31, 2013!
millions of USD!
Revenue! $ 74,452!Cost of sales! 54,181 !Gross margin! 20, 271!
Operating expenses!Selling, general & admin.! 12,847 !Technology & Content! 3,312!Depreciation & Amortization! 3,253 ! Total operating expenses! 19,412!
Income from operations! 745 !Interest & Other income and expenses! (310) !Taxes! 161 !
Net income! 274 !
Memory at Work
Pg 17!
Example: Tom’s Solar Power Company, Inc.!
Input Cost: !$50! Sell for: !$100!
Memory at Work
Pg 18!
Units Sold! - !
50 !
150 !
250 !
400 !
550 !
750 !
1,050 !
1,400 !
1,900 !
2,500 !
3,500 !
Unit Price! $100/unit!
Revenue! $ - !
5,000 !
15,000 !
25,000 !
40,000 !
55,000 !
75,000 !
105,000 !
140,000 !
190,000 !
250,000 !
350,000 !
$-‐
$100,000
$200,000
$300,000
$400,000
Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec
Revenue
Memory at Work
Pg 19!
Tom's Solar Power Co, Inc!Monthly Income Statement!
January-June, 2012!$!
Jan! Feb! Mar! Apr! May! Jun!Revenue! $ - ! 5,000 ! 15,000 ! 25,000 ! 40,000 ! 55,000 !Cost of Sales! - ! 2,500 ! 7,500 ! 12,500 ! 20,000 ! 27,500 !Gross Margin! - ! 2,500 ! 7,500 ! 12,500 ! 20,000 ! 27,500 !
SG&A! 1,000 ! 1,000 ! 1,000 ! 1,000 ! 1,000 ! 1,000 !Net Income! (1,000)! 1,500 ! 6,500 ! 11,500 ! 19,000 ! 26,500 !
Cash Projection!
Starting Cash! $25,000 ! 21,500 ! 13,000 ! 4,500 ! (1,500)! (5,000)!Revenue (1 month delayed)! - ! 5,000 ! 15,000 ! 25,000 ! 40,000 !Cost of sales (1 month ahead)! 2,500 ! 7,500 ! 12,500 ! 20,000 ! 27,500 ! 37,500 !SG&A! 1,000 ! 1,000 ! 1,000 ! 1,000 ! 1,000 ! 1,000 !Cash gain/(loss)! (3,500)! (8,500)! (8,500)! (6,000)! (3,500)! 1,500 !
Ending Cash! 21,500 ! 13,000 ! 4,500 ! (1,500)! (5,000)! (3,500)!
Tom's Solar Power Co, Inc!Monthly Income Statement!
January-June, 2012!$!
Jan! Feb! Mar! Apr! May! Jun!Revenue! $ - ! 5,000 ! 15,000 ! 25,000 ! 40,000 ! 55,000 !Cost of Sales! - ! 2,500 ! 7,500 ! 12,500 ! 20,000 ! 27,500 !Gross Margin! - ! 2,500 ! 7,500 ! 12,500 ! 20,000 ! 27,500 !
SG&A! 1,000 ! 1,000 ! 1,000 ! 1,000 ! 1,000 ! 1,000 !Net Income! (1,000)! 1,500 ! 6,500 ! 11,500 ! 19,000 ! 26,500 !
Cash Projection!
Starting Cash! $25,000 ! 21,500 ! 13,000 ! 4,500 ! (1,500)! (5,000)!Plus: Revenue (1 month delayed)! - ! 5,000 ! 15,000 ! 25,000 ! 40,000 !Minus: Cost of sales (1 month ahead)! 2,500 ! 7,500 ! 12,500 ! 20,000 ! 27,500 ! 37,500 !Minus: SG&A! 1,000 ! 1,000 ! 1,000 ! 1,000 ! 1,000 ! 1,000 !Cash gain/(loss)! (3,500)! (8,500)! (8,500)! (6,000)! (3,500)! 1,500 !
Ending Cash! 21,500 ! 13,000 ! 4,500 ! (1,500)! (5,000)! (3,500)!
Memory at Work
Pg 20!
Tom's Solar Power Co, Inc!Monthly Income Statement!
January-June, 2012!$!
Jan! Feb! Mar! Apr! May! Jun!Revenue! $ - ! 5,000 ! 15,000 ! 25,000 ! 40,000 ! 55,000 !Cost of Sales! - ! 2,500 ! 7,500 ! 12,500 ! 20,000 ! 27,500 !Gross Margin! - ! 2,500 ! 7,500 ! 12,500 ! 20,000 ! 27,500 !
SG&A! 1,000 ! 1,000 ! 1,000 ! 1,000 ! 1,000 ! 1,000 !Net Income! (1,000)! 1,500 ! 6,500 ! 11,500 ! 19,000 ! 26,500 !
Cash Projection!
Starting Cash! $25,000 ! 21,500 ! 13,000 ! 4,500 ! (1,500)! (5,000)!Plus: Revenue (1 month delayed)! - ! 5,000 ! 15,000 ! 25,000 ! 40,000 !Minus: Cost of sales (1 month ahead)! 2,500 ! 7,500 ! 12,500 ! 20,000 ! 27,500 ! 37,500 !Minus: SG&A! 1,000 ! 1,000 ! 1,000 ! 1,000 ! 1,000 ! 1,000 !Cash gain/(loss)! (3,500)! (8,500)! (8,500)! (6,000)! (3,500)! 1,500 !
Ending Cash! 21,500 ! 13,000 ! 4,500 ! (1,500)! (5,000)! (3,500)!
Memory at Work
Pg 21!
Tom's Solar Power Co, Inc!Monthly Income Statement!
January-June, 2012!$!
Jan! Feb! Mar! Apr! May! Jun!Revenue! $ - ! 5,000 ! 15,000 ! 25,000 ! 40,000 ! 55,000 !Cost of Sales! - ! 2,500 ! 7,500 ! 12,500 ! 20,000 ! 27,500 !Gross Margin! - ! 2,500 ! 7,500 ! 12,500 ! 20,000 ! 27,500 !
SG&A! 1,000 ! 1,000 ! 1,000 ! 1,000 ! 1,000 ! 1,000 !Net Income! (1,000)! 1,500 ! 6,500 ! 11,500 ! 19,000 ! 26,500 !
Cash Projection!
Starting Cash! $25,000 ! 21,500 ! 13,000 ! 4,500 ! (1,500)! (5,000)!Plus: Revenue (1 month delayed)! - ! 5,000 ! 15,000 ! 25,000 ! 40,000 !Minus: Cost of sales (1 month ahead)! 2,500 ! 7,500 ! 12,500 ! 20,000 ! 27,500 ! 37,500 !Minus: SG&A! 1,000 ! 1,000 ! 1,000 ! 1,000 ! 1,000 ! 1,000 !Cash gain/(loss)! (3,500)! (8,500)! (8,500)! (6,000)! (3,500)! 1,500 !
Ending Cash! 21,500 ! 13,000 ! 4,500 ! (1,500)! (5,000)! (3,500)!
Memory at Work
Pg 22!
Tom's Solar Power Co, Inc!Monthly Income Statement!
January-June, 2012!$!
Jan! Feb! Mar! Apr! May! Jun!Revenue! $ - ! 5,000 ! 15,000 ! 25,000 ! 40,000 ! 55,000 !Cost of Sales! - ! 2,500 ! 7,500 ! 12,500 ! 20,000 ! 27,500 !Gross Margin! - ! 2,500 ! 7,500 ! 12,500 ! 20,000 ! 27,500 !
SG&A! 1,000 ! 1,000 ! 1,000 ! 1,000 ! 1,000 ! 1,000 !Net Income! (1,000)! 1,500 ! 6,500 ! 11,500 ! 19,000 ! 26,500 !
Cash Projection!
Starting Cash! $25,000 ! 21,500 ! 13,000 ! 4,500 ! (1,500)! (5,000)!Plus: Revenue (1 month delayed)! - ! 5,000 ! 15,000 ! 25,000 ! 40,000 !Minus: Cost of sales (1 month ahead)! 2,500 ! 7,500 ! 12,500 ! 20,000 ! 27,500 ! 37,500 !Minus: SG&A! 1,000 ! 1,000 ! 1,000 ! 1,000 ! 1,000 ! 1,000 !Cash gain/(loss)! (3,500)! (8,500)! (8,500)! (6,000)! (3,500)! 1,500 !
Ending Cash! 21,500 ! 13,000 ! 4,500 ! (1,500)! (5,000)! (3,500)!
Memory at Work
Pg 23!
Tom's Solar Power Co, Inc!Monthly Income Statement!
January-June, 2012!$!
Jan! Feb! Mar! Apr! May! Jun!Revenue! $ - ! 5,000 ! 15,000 ! 25,000 ! 40,000 ! 55,000 !Cost of Sales! - ! 2,500 ! 7,500 ! 12,500 ! 20,000 ! 27,500 !Gross Margin! - ! 2,500 ! 7,500 ! 12,500 ! 20,000 ! 27,500 !
SG&A! 1,000 ! 1,000 ! 1,000 ! 1,000 ! 1,000 ! 1,000 !Net Income! (1,000)! 1,500 ! 6,500 ! 11,500 ! 19,000 ! 26,500 !
Cash Projection!
Starting Cash! $25,000 ! 21,500 ! 13,000 ! 4,500 ! (1,500)! (5,000)!Plus: Revenue (1 month delayed)! - ! 5,000 ! 15,000 ! 25,000 ! 40,000 !Minus: Cost of sales (1 month ahead)! 2,500 ! 7,500 ! 12,500 ! 20,000 ! 27,500 ! 37,500 !Minus: SG&A! 1,000 ! 1,000 ! 1,000 ! 1,000 ! 1,000 ! 1,000 !Cash gain/(loss)! (3,500)! (8,500)! (8,500)! (6,000)! (3,500)! 1,500 !
Ending Cash! 21,500 ! 13,000 ! 4,500 ! (1,500)! (5,000)! (3,500)!
Memory at Work
Pg 24!
Memory at Work
Pg 25!
Tom's Solar Power Co, Inc!Monthly Income Statement!
January-June, 2012!$!
Jan! Feb! Mar! Apr! May! Jun!Revenue! $ - ! 5,000 ! 15,000 ! 25,000 ! 40,000 ! 55,000 !Cost of Sales! - ! 2,500 ! 7,500 ! 12,500 ! 20,000 ! 27,500 !Gross Margin! - ! 2,500 ! 7,500 ! 12,500 ! 20,000 ! 27,500 !
SG&A! 1,000 ! 1,000 ! 1,000 ! 1,000 ! 1,000 ! 1,000 !Net Income! (1,000)! 1,500 ! 6,500 ! 11,500 ! 19,000 ! 26,500 !
Cash Projection!
Starting Cash! $25,000 ! 21,500 ! 13,000 ! 4,500 ! (1,500)! (5,000)!Plus: Revenue (1 month delayed)! - ! 5,000 ! 15,000 ! 25,000 ! 40,000 !Minus: Cost of sales (1 month ahead)! 2,500 ! 7,500 ! 12,500 ! 20,000 ! 27,500 ! 37,500 !Minus: SG&A! 1,000 ! 1,000 ! 1,000 ! 1,000 ! 1,000 ! 1,000 !Cash gain/(loss)! (3,500)! (8,500)! (8,500)! (6,000)! (3,500)! 1,500 !
Ending Cash! 21,500 ! 13,000 ! 4,500 ! (1,500)! (5,000)! (3,500)!
Memory at Work
Pg 26!
Memory at Work
Pg 27!
If you don’t forecast cash flows, you’re flying blind!!
Memory at Work
Earnings Before Interest, Taxes, Depreciation and Amortization!
A measure of a company’s cash flow from operations!
Pg 28!
Memory at Work
Snapshot of assets and liabilities at a point in time!
Pg 29!
Memory at Work
Pg 30!
Tom's Solar Power Co, Inc!Balance Sheet!
February 29, 2012!
$!Assets!Cash! $ 13,000 !Accounts Receivable! 5,000 !Inventory (prepaid)! 7,500 !Building and Equipment! 50,000 !Land! ! 100,000 !Total Assets! 175,500 !
Liabilities!Accounts Payable! - !Loan! ! 25,000 !Total Liabilities! 25,000 !
Owner's Equity! ! 150,500 !Total Liabilities and Owner's Eq.! ! 175,500 !
Tom's Solar Power Co, Inc!Monthly Income Statement!
February 2012!$!
Feb!Revenue! 5,000 !Cost of Sales! 2,500 !Gross Margin! 2,500 !
SG&A! 1,000 !Net Income! 1,500 !
Cash Projection!
Starting Cash! 21,500 !Plus: Revenue (1 month delayed)! - !Minus: Cost of sales (1 month ahead)! 7,500 !Minus: SG&A! 1,000 !Cash gain/(loss)! (8,500)!
Ending Cash! 13,000 !
Memory at Work
It’s all about cash!!
Forecast from the bottom!
Create multiple scenarios: how sensitive is your business to changes:!– In revenue!– In expenses!
Get expert advice when you need it!
! Pg 31!
Andrew [email protected]!