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NOTE: Please delete any text in italics before using this template for your analysis. The
bulleted questions are there to guide you to answer the question. Replace the question
with a one-two sentence answer.
The first step in identifying a suitable business opportunity is to outline your concept, begin to
define the scope of your business, and to evaluate the viability each of the principal parts of your
prospective business. In order to do this effectively, you must first understand the dynamics that
are affecting the industry and marketplace in which you will compete. The Venture Opportunity
Screening Analysis provides the reader with a dispassionate view of the industry.
1. Industry Overview
2. Product/Service Delivery
3. Marketplace Analysis
4. Marketing Dynamics
5. Distribution and Sales Dynamics
6. Financial Estimates
7. Opportunity Screening Analysis
8. Conclusions
The attached worksheets will help to guide you through this initial look at the industry where you
will start your business. In this initial stage, understand that you are not developing your
business plan, but are gaining a better understanding of the industry where your business
will compete. Use objective research to answer all of the questions and complete all of the
worksheets. In subsequent steps, you will be investigating and developing these issues in
depth as you create the business plan for your new venture.
_____________________________________________________________________
Course: ______________________________________________________________
Section: _________________________
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1. Industry Analysis
The Industry Analysis section dispassionately describes and outlines the industry in
which you will compete. When finished with this section, you and your readers should
understand the dynamics, problems, and opportunities driving your industry.
NAICS Code
Market Capitalization
Growth Rate
Number of competitors
o Sociocultural trends?
o Demographic trends?
o Technology trends?
o Economic trends?
o Geopolitical trends?
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2. Product/Service Delivery
The Product and Services section is a detailed description of the products and/or services
currently being sold in the industry. You should not assume that the reader is familiar with
these products/services, so be sure to explain and describe them carefully.
What exactly are the types of products or services being offered in the industry?
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3. Marketplace Analysis
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4. Marketing Dynamics
The Marketing Strategy section of your plan will make or break the prospects for your
venture. In the Marketing Strategy section, show how you are going to fit into your
marketplace. What are unmet needs in the marketplace and how are you going to fill
them? How will you differentiate your product or service from your competitors? What
unique features, benefits, or capabilities will you bring to the marketplace? Who are your
customers?
Weaknesses?
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5. Distribution & Sales Dynamics
How does the market reach its customers? How does the market close the sale with its
customers? Remember, "Nothing happens until the sale is made."
What distribution channels does the marketplace currently use (e.g., direct sales,
mail-order, wholesalers, etc.)?
How does the marketplace currently communicate with customers (e.g., advertising,
promotions, etc.)?
Who does the selling (internal sales people, manufacturing representatives, etc.)?
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6. Financial Estimates
The Pro Forma Financial Estimates should illustrate what the average competitor should
expect within the industry and marketplace that you have defined. For purposes of this
analysis, set both variable and fixed costs to equal 50% of COGS.
Estimate the money you will initially need to start your business:
* - Start-up and Working Capital costs should be calculated using the Start-Up Calculator
on my website. Attach the completed calculator as an appendix to this document.
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7. Venture Opportunity Screening (VOS) Analysis
In this final section, you will evaluate the all of the information from the previous
sections to determine the probability that a new venture will succeed in the industry
and marketplace that you have analyzed. The specific criteria for ranking the new
venture using the VOS Indicator will be provided in class.
VOS Indicator
Industry/market
Market Size Potential
Venture Growth Rate
Market Share (year
three)
Entry barriers
Pricing/Profitability
Gross margins
After-tax margins
Asset intensity
Return on assets
Financial/Harvest
Cash flow breakeven
Rates of return
IPO potential
Founders control
Management Team
Experience/Expertise
Functional areas
Flexibility/Adaptability
Entrepreneurial focus
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8. Conclusions
If we were to start a new venture in this industry, what size (scale) and
scope (breadth of product offerings) would have the greatest probability
of success?
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