A division of Qimpro Consultants Pvt. Ltd.
B-Plan Competition Team B - We School
Agenda
Business Plan Challenge Company Summary STP Analysis SWOT Analysis Business Strategy Financial Plan Summary
Business Plan Challenge
Certified Quality Improvement Associate
Certified Quality Process Analyst
Company Summary
QIMPRO, incepted in 1987, has pioneered the quality movement in India
QIMPRO provides its key services under the four pillars: Consultants, HealthCare, College and Foundation
300 Clients; 5000 products; saved over 10000 Crores
Copyrighted the BestPrax Barometer tool
QIMPRO College was established in 1991
It offers Quality Certifications which are appropriate for all levels, all functions, all processes, and all industries.
Business Plan
The way ahead…..
STP Analysis SEGMENTATION -TARGETING - POSITIONING
Target Institutions
• •
Target Audience
•
Market Needs
•
Industry Analysis
“If you pick the right people, the Product Sells”
Market Needs “To be competitive in today’s market, it is essential for companies to provide more consistent quality and value to their owners/customers”
Three major elements that impact the perception of a product’s quality are Meet the target market’s needs Marketing's promotion of the product’s quality Customer service
Segmentation
Targeting
MBA Students
Under graduate Students
Working professionals/Companies
After a thorough research, we have shortlisted 160 colleges Engineering (105) and Management (55).
Cities Selected are a blend of metros and tier-1 & tier 2 cities. Hence we have a perfect mix and variety in our target audience.
If this approach proves to be successful, we can expand our TG to other towns and further include students from other disciplines like Commerce, B.sc, Law and Medicine.
Positioning – Value Proposition Maintain a clear distinction between CQIA & CQPA To MBA students: Certificate offers a way to leverage Business Know How MBA degree with a ready understanding of Best Quality Practices To under Graduate students: Knowledge gained in Engineering colleges is bound to Technical prowess CQIA & CQPA - A Distinct advantage over other graduate students To Working professionals / Companies: In-house trainings lack a defined scale to judge the competence and understanding imbibed in employee Certificate - offers chance to train employees using recognized & tested material Have substantial savings in time and money Ability to Gauge knowledge gained via a proper examination and report.
SWOT: QIMPRO College Strengths, Weakness, Opportunities and Threats
“So it is said that if you know others and know yourself, you will not be imperiled in a hundred battles; if you do not know others but do know yourself, you win one and lose one; if you do not know others and do not know yourself, you will be imperiled in every single battle – Sun Tzu”
OPPORTUNITIES
THREATS - Quality Relevance Perception - Economic Slowdown
Business Strategy Marketing Strategy •
Value Proposition
•
Pricing Policy
•
Promotions
•
Distribution Media
Sales Strategy
“The certification is to be positioned as an instrument to differentiate oneself and enhance skills relevant to the business with the end objective of getting best returns through Quality control excellence”
Marketing Strategy
Pricing Policy Suggested Pricing Strategy To MBA students / To under Graduate students: Option 1: Basic price for individual registration Rs 12500/ Option 2: Spot registrations /Groups registrations at Colleges Rs 10000/(i.e a discount of Rs 2500/- promoted as a special offer)
To Working professionals / Companies Option 1: Basic price for individual registration Rs 12500/-. Option 2: Companies to be offered the courses in package options : 05-10 Nos: Rs 11500/- pc 11-20 Nos : Rs 10500/- pc 21+ Nos : Rs 9500/- pc
* pc – per certificate
Promotion Plans
Corporate Tie Ups
College Campuses Sponsoring college events & getting a stage for pitching Sponsor college events - intercollegiate competitions, technical festivals etc. to Promote the product Float competitions across selected B-schools and Engineering colleges
Get a stage
Location and Premises Promotion activities: At college events Exam Venue: For Students/individuals: at QIMPRO office for Mumbai applicants & at regional colleges for other cities For Corporate Tie Ups: at Company premise / at a separate rented premise
Join Us Advertisiments – FLYERS, BANNERS, ONLINE SOCIAL MEDIA, EMAIL, NEWSPAPERS
Registration Options –
Option of collecting the registration form at the event and immediate payment.
Facilitate Request for Registration Form by Post or Email.
Online Payment Option
The study material - couriered free of cost to the registered person
Sales Strategy Our strategy would focus on following aspects
Increasing Awareness
Highlighting importance of Process and Quality
Relevance across Industries and Domains
FAB: Features, Advantages & Benefits
Incorporate these techniques as a part of curriculum of universities and part of corporate training programs
Sales Plan Our sales plan is a multilayered & will constitute the following
Float competitions across select B-schools and Colleges from our target cities
QIMPRO training partners
Sponsorships
Promotional discounts
Advertisements
Sales Forecast First Year
Target 600 certifications with aggressive marketing strategy
Second Year
Expected increase of 15%
Tap Certified students from year One to help Promote Certifications
Target 700 certifications with scaled up marketing efforts
Third Year
Expected increase of 20%
Target 850 certifications with sustained marketing efforts
After the 3rd year we assume a constant minimum growth of at least 20 percent YOY for the next 3 years
Sales Forecast
Fresh Online Presence Dedicated website for QIMPRO College Website Content:
Importance of Quality and Process
Curriculum Snapshot
e-learning module
Sample Tests
Students Networking Portal
Testimonials of Students
QIMPRO Clients
Feedback Systems
Execution Team
Management Team One dedicated MBA resource after the project scales up
QIMPRO Training Partners Students to be recruited from reputed B-Schools for sales pitch on City basis
Proctor Requirements Institutions to be selected in each city which could be examination partners of QIMPRO. These institutions will also provide Proctors
Financial Plan Break Even Investment Plan Cost Sheet Analysis
Break Even Expenses (Yr 1)
Amount (Rs)
Royalty
3000000
Advertising (print)
440000
Promotion
820000
Exams
420000
Salaries
500000
Website
230000
Others
230000
Total Expenses
5610000
Break Even Analysis
To recover this investment i.e. to break-even we need to at least sell a minimum of 449 certifications
In accordance with our target we achieve this figure in the year one
We also generate a gross profit of around Rupees 19 lakhs in the year one
Investment Plan Initial investment of Rs. 50000
Particulars Leaflets Brochures QIMPRO Training Partners* Marketing Cost Sponsorships Miscellaneous expenses Total
Number 5000 100 2 2 -
Cost of each 2 100 6000 5000 -
Amount 10000 10000 12000 3000 10000 5000 50000
1St month we start our Operation from the city of Mumbai and restrict ourselves to Mumbai
By the end of first 25 certifications - approximate revenue of Rupees 3 lakhs
Particulars
Number
Cost of each
Amount
Leaflets
5000
2
10000
Brochures
100
100
10000
Travelling allowance for QIMPRO Training Partners
2
3000
6000
Marketing Cost
-
-
3000
Flex Banners and Standees
-
-
30000
Website development
1
80000
80000
Sponsorships
10
5000
50000
Prize Money
1
15000
15000
Miscellaneous expenses
-
-
50000
Total
254000
Second month of operation will be funded from the revenue of the first month
We assume that in the second month QIMPRO will at least reach a minimum target of 50 certifications which means revenue of Rupees 6.25 lakhs from just month 2 only
Investment Plan cont..
By the end of second month substantial revenue is generated for spreading our reach
We start being more aggressive with respect to our marketing strategy
For the third month we have a target of 60 certifications
This will get QIMPRO revenue of Rupees 7.5 lakhs
By now we also recruit an MBA and start our advertisement campaign in education times
Cost sheet analysis: Year 1 Expenses
Amount (Rs)
Royalty
3000000
Advertising (print)
440000
Promotion
820000
Examination Expenses
420000
Salaries
500000
Website development and maintenance
200000
Miscellaneous expenses
230000
Total Expenses
5610000
Total sales revenue (600*12500)
7500000
Total gross profit
1890000
Cost sheet analysis: Year 2 Expenses
Amount (Rs)
Royalty
3500000
Advertising (print)
650000
Promotion
1035000
Examination Expenses
560000
Salaries (increment of 10%)
550000
Website maintenance
120000
Miscellaneous expenses
250000
Total Expenses
6665000
Total sales revenue (700*12500)
8750000
Total gross profit
2085000
Cost sheet analysis: Year 3 Expenses
Amount (Rs)
Royalty
4250000
Advertising (print)
840000
Promotion
1275000
Examination Expenses
765000
Salaries (increment of 15%)
630000
Website maintenance
150000
Miscellaneous expenses
300000
Total Expenses
8210000
Total sales revenue (850*12500)
10625000
Total gross profit
2415000
Summary
Thank You!