Académique Documents
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Index
Index ........................................................................................................... 1
1. General..................................................................................................... 3
Short History .............................................................................................. 3
Company Info............................................................................................. 3
2. Business Description ................................................................................... 4
Industry Analysis ........................................................................................ 4
Mission ...................................................................................................... 4
Business Goals ........................................................................................... 4
Project Objectives ....................................................................................... 4
Future Developments .................................................................................. 4
Value Proposition ........................................................................................ 4
The Brand Proposition .................................................................................. 4
Business Model ........................................................................................... 4
3. Market Analysis .......................................................................................... 5
Industry Analysis ........................................................................................ 5
Targets and Growth ..................................................................................... 5
1. Local Market..................................................................................................... 5
2. Your market ..................................................................................................... 5
3. Your Target Market ........................................................................................... 5
4. Target Market Research ..................................................................................... 6
5. B2B Market Selling your project through an Incoming Agent or a Wholesaler .......... 6
Competitive Analysis ................................................................................... 7
Direct: ................................................................................................................ 7
Indirect: .............................................................................................................. 7
Competitive Positioning: ........................................................................................ 7
Barriers to enter the market:.................................................................................. 7
Name the barriers which may make it difficult to enter your project or your product into
the market. ......................................................................................................... 7
Competitive advantage: ......................................................................................... 7
SWOT Analyses .......................................................................................... 7
McDonalds Hamburgers (Example) ......................................................................... 7
Pricing strategy .......................................................................................... 8
Demand Forecast and Evolution of Market ...................................................... 8
4. Product ..................................................................................................... 9
Product Outline ........................................................................................... 9
What kind of products are you selling? ........................................................... 9
1. A ................................................................................................................ 9
2. B ................................................................................................................ 9
3. C ................................................................................................................ 9
4. D................................................................................................................ 9
5. E ................................................................................................................ 9
6. F ................................................................................................................ 9
5. Marketing .................................................................................................10
Affiliation Marketing ...................................................................................10
E-Marketing ..............................................................................................10
Direct marketing ........................................................................................10
Sales ........................................................................................................10
B2C Sales .......................................................................................................... 10
Selling your project or product to consumers .......................................................... 10
B2B sales .......................................................................................................... 10
Page 1 5/20/2008
Copyright: Nelleke Pruijs, Antwerp
Business Plan for Tourism
Page 2 5/20/2008
Copyright: Nelleke Pruijs, Antwerp
Business Plan for Tourism
1. General
Short History
Company Info
Management Bios
Name the people responsible for the management of the project. Give an outline of
their responsibilities. Such as:
General Manager
Product Development and Business & Sales Manager
Financial officer
Marketing manager
Webmaster
Customer service
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Copyright: Nelleke Pruijs, Antwerp
Business Plan for Tourism
2. Business Description
Industry Analysis
Study the tourism industry in your area. Get numbers, figures and statistics.
Mission
Try to explain in one sentence what you want to achieve and how you think to achieve it.
Think of a slogan that you can use to encourage your co-workers to reach your goal.
Business Goals
Describe your goals in detail and in several points
Project Objectives
Describe the objectives to achieve your goals in detail and in several points
Future Developments
Describe what your futures plans are to further develop your project.
Value Proposition
Describe why your project is important, why is it different or of more value then other projects
in your area.
Business Model
Describe your business model: privately owned, cooperative, government owned
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Copyright: Nelleke Pruijs, Antwerp
Business Plan for Tourism
3. Market Analysis
Industry Analysis
What are the main tourist attractions in your area? Where do tourists come from, how long do
they stay, what do they want to see. Do they come in groups or as individual travelers?
1. Local Market
The potential of the market is the total number of people who visit your area per year. Find
out the growth over the last few years and the expected growth over the next few years.
Make a difference in visitors from national origin and international origin.
2. Your market
The potential of your market is the total number of people who visit your destination per year.
Find out the growth over the last few years and the expected growth over the next few years.
Make a difference in visitors from national origin and international origin.
Show these figures in graphs and tables.
Age group
Household index
Socio Economic Group
Spending patterns
Coming from: National: what province or city International: what country
This will establish on which group you needs to focus your marketing efforts. You can now
make a judgment, founded on the basis of these facts that you should concentrate your efforts
on which group of tourists. Example graph:
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Copyright: Nelleke Pruijs, Antwerp
Business Plan for Tourism
Age group
Household index
Socio Economic Group
Spending patterns
Coming from: National: what province or city International: what country
Age of Respondents
18-25
26-35
36-45
46-55
56-65
65+
As the example chart above will show the age of most of the respondents that fall mostly into
your primary and secondary target group. A good result can be reached by questioning
passengers at the airport or the harbor while waiting for their departure.
Page 6 5/20/2008
Copyright: Nelleke Pruijs, Antwerp
Business Plan for Tourism
Competitive Analysis
Direct:
Direct competitors in your area are locations that offer more or less the same product.
Indirect:
Indirect competitors are destinations that offer a different kind of product or a package
including a similar product, but may target the same group of clients. Also similar products but
in a different location may be categorized as indirect competitors.
Competitive Positioning:
With the help of your SWOT analysis you can establish if your position in the marketplace is
unique in your area. Try to find something that makes your product different from direct
competitors.
Barriers to enter the market:
Name the barriers which may make it difficult to enter your destination or your product into
the market.
Competitive advantage:
Name your advantages which may make it less difficult for your destination or
product to enter the market as compared to your competitors.
SWOT Analyses
SWOT analyses are a very important part of your marketing plan. Name at least 5 competitors
(direct and indirect) and study the difference between them and your destination or product.
http://www.mcdonalds.com
McDonalds sells hamburgers all over the world.
Major Strengths
1. McDonalds was the first to sell hamburgers and is a first mover
2. McDonalds sells Coca Cola
3. Is open all year round, every day and 24 hours a day
4. Has a very strong brand image
5. Makes more hamburgers then any other company.
Major Weaknesses
Is seen as the representative of American commerce and therefore always a target in anti-
America feelings. Is fast food and seen as not healthy.
Biggest Opportunities
1. You make better and healthier food
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Copyright: Nelleke Pruijs, Antwerp
Business Plan for Tourism
Biggest Threats
1. McDonalds starts to sell healthier food
Pricing strategy
To establish the correct price for your product you have to answer the following questions:
1. What is the cost price of your product; include marketing, advertising, wear & tear,
staff, utilities, mail, website, administration, etc.
2. Make a best case scenario
3. Make a worst case scenario
4. Add your profit margin.
5. If you decided to market your product through a wholesaler or incoming agent, add
their commissions
6. Compare your product price with that of your competitors for a similar product (refer
to your SWOT analysis). If you are too high, you will have to cut your expenses
somewhere.
7. Set your sales price, preferably for 5 years in advance.
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Copyright: Nelleke Pruijs, Antwerp
Business Plan for Tourism
4. Product
Product Outline
Give a general description of your product.
1. A
2. B
3. C
4. D
5. E
6. F
Page 9 5/20/2008
Copyright: Nelleke Pruijs, Antwerp
Business Plan for Tourism
5. Marketing
Affiliation Marketing
Try to find a company or tourist project that you may be able to partner with in order
to optimize marketing efforts.
Representation in other countries, tourist office.
Press trips
E-Marketing
Marketing through internet.
Banner and sponsored link campaigns
Direct marketing
Contacting the client directly.
Travel markets and consumer shows piggy back with local tourist organizations
Sales
B2C Sales
Selling your destination or product to consumers
- Brochures in local hotels and other tourist spots
- Shows and consumer fairs
- Include tours at local tourist information
- Press trips for consumer publications
- Offer special all inclusive packages
- Collect email addresses of visitors to contact with special offers in the future
B2B sales
Selling your project or product to wholesalers, incoming agents, hotels, tour companies
- Local businesses: contact directly
- Shows and trade fairs
- Sales Presentations
- Press trips
- Keep sales contacts and b2b mailing lists updated
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Copyright: Nelleke Pruijs, Antwerp
Business Plan for Tourism
Make a roll out plan for your project, making sure that you have all finances secured before
you go to the next stage of your project. See attached example.
Page 11 5/20/2008
Copyright: Nelleke Pruijs, Antwerp
Business Plan for Tourism
7. Financials
Time span
Rolling projections are made for 5 years. The period is being refreshed every 6 months; the
figures are reviewed and adjusted where applicable. Allow inflation to be a factor in the
reviews.
Projected P & L
The following paragraphs will detail the profit & loss for pre-start up, the first 12 months of
operation and a 5 year overview.
Pre-start up
The costs associated with the pre-start up period can be divided into 2 different categories.
First of all there are the costs associated with creating the company and developing the tools
start-up cost. Secondly there are costs associated with preparing the actual start of the
project. These costs include the set-up of office and initial marketing. No revenues can be
expected during this period.
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Copyright: Nelleke Pruijs, Antwerp
Business Plan for Tourism
A marketing & sales budget has been included to facilitate the efforts described earlier in this
business plan. Variations in the sales budget are due to the fact that you may want to attend
major tourism exhibitions. This will require a stand to be build and promotional material to be
available.
Admin
Back office, accountant and legal support will be required. This may be calculated as outside
costs.
Revenues
Revenue projections are based on the potential visitors spending, entrance fees, etc.
Results
Calculate using the above figures a future operational break even point.
Your cash flow should be based on your investments. Calculate when repayment of loans will
be feasible and when full repayment of loan will be completed.
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Business Plan for Tourism
Projected P&L Jan-05 Feb-05 Mar-05 Apr-05 May-05 Jun-05 Jul-05 TOTAL
0 0 0 0 0 0 0 0
Start-Up cost 0 0 0 0 0 0 0
company setup 0 0 0 0 0 0 1.000 1,000
legal 0 0 0 0 0 0 2,500 2,500
capital raising 0 0 0 0 0 0 0 0
technical development 2,000 2,000 2,000 2,000 2,000 2,000 2,000 14,000
consultants 0 0 0 1,000 1,000 1,000 5,000 8,000
management fees 5,000 5,000 5,000 5,000 5,000 5,000 5,000 35,000
TOTAL 7,000 7,000 7,000 8,000 8,000 8,000 15,500 60,500
General Office 0 0 0 0 0 0 0
telecommunication 0 0 0 0 0 0 1,000 1,000
office supplies & stationary 0 0 0 0 0 0 2,000 2,000
ICT infrastructure 0 0 0 0 0 0 0 0
- pc's / network / laptops 0 0 0 0 0 0 4,300 4,300
- software licenses 0 0 0 0 0 0 3,352 3,352
insurance 0 0 0 0 0 0 500 500
brand development 0 0 0 0 0 0 5,000 5,000
travel 0 0 0 0 0 0 500 500
office rent 0 0 0 0 0 0 300 300
bank / cc cost 0 0 0 0 0 0 0 0
TOTAL 0 0 0 0 0 0 16,952 16,952
0 0 0 0 0 0 0 0
Marketing & Sales 0 0 0 0 0 0 0
Marketing 0 0 0 0 0 0 1,000 1,000
TOTAL 0 0 0 0 0 0 1,000 1,000
0 0 0 0 0 0 0 0
TOTAL COST 7,000 7,000 7,000 8,000 8,000 13,000 44,963 94,963
TOTAL REVENUE 0 0 0 0 0 0 0 0
0 0 0 0 0 0 0 0
TOTAL OPERATIONAL RESULT -7,000 -7,000 -7,000 -8,000 -8,000 -13,000 -44,963 -94,963
0 0 0 0 0 0 0 0
FINANCIAL INCOME 0 0 0 0 0 0 0 0
INTEREST ON LOANS 0 -29 -58 -88 -122 -155 -210 -663
0 0 0 0 0 0 0 0
TOTAL RESULT EBT -7,000 -7,029 -7,058 -8,088 -8,122 -13,155 -45,174 -95,626
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Copyright: Nelleke Pruijs, Antwerp
Business Plan for Tourism
General Office 0 0 0 0 0 0
telecommunication 1,000 1,000 1,000 1,000 1,000 1,000
office supplies & stationary 50 50 50 50 150 100
ICT infrastructure 0 0 0 0 0 0
- pc's / network / laptops 0 0 0 0 1,000 260
- software licenses 0 0 0 0 0 0
insurance 0 0 0 0 0 0
brand development 50 50 50 50 50 100
travel 500 500 500 500 500 500
office rent 300 300 300 300 300 300
bank / cc cost 113 218 311 406 466 1,937
TOTAL 2,013 2,118 2,211 2,306 3,466 4,197
0 0 0 0 0 0 0
Marketing & Sales 0 0 0 0 0 0
Marketing 80,000 50,000 20,000 10,000 10,000 10,000
Sales 500 500 10,000 2,500 500 2,500
TOTAL 80,500 50,500 30,000 12,500 10,500 12,500
0 0 0 0 0 0 0
Admin 0 0 0 0 0 0
Consultants 4,300 4,300 4,300 4,300 4,300 1,720
Legal Fees 100 100 100 100 100 100
Accountant 200 200 200 200 200 200
TOTAL 4,600 4,600 4,600 4,600 4,600 2,020
0 0 0 0 0 0 0
Staff 0 0 0 0 0 0
Management 7,500 7,500 7,500 7,500 7,500 7,688
Marketing 0 0 0 0 0 0
Sales 0 0 0 0 3,500 3,588
Administration 0 0 0 0 0 513
TOTAL 9,420 9,420 9,420 9,420 12,920 13,756
0 0 0 0 0 0 0
Revenues 0 0 0 0 0 0
Entrance fees 2,000 4,450 6,020 8,270 9,520 50,840
Overnight and catering 21 72 170 212 254 318
Sales 1,212 1,721 2,696 3,119 3,543 4,182
0 0 0 0 0 0 0
TOTAL REVENUES 3,233 6,243 8,885 11,601 13,318 55,340
0 0 0 0 0 0 0
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Copyright: Nelleke Pruijs, Antwerp
Business Plan for Tourism
0 0 0 0 0 0 0
TOTAL COST 105,075 70,031 49,917 32,773 35,684 41,808
TOTAL REVENUE 3,233 6,243 8,885 11,601 13,318 55,340
0 0 0 0 0 0 0
TOTAL OPERATIONAL RESULT -101,842 -63,788 -41,032 -21,172 -22,366 13,532
0 0 0 0 0 0 0
FINANCIAL INCOME 593 416 302 227 184 141
INTEREST ON LOANS -1,877 -1,877 -1,877 -1,877 -1,877 -1,877
0 0 0 0 0 0 0
TOTAL RESULT EBT -103,126 -65,249 -42,607 -22,822 -24,059 11,796
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Copyright: Nelleke Pruijs, Antwerp
Business Plan for Tourism
General Office 0 0 0 0 0 0 0
telecommunication 6,000 22,000 60,000 60,000 60,000 60,000 268,000
office supplies & stationary 2,350 7,300 9,500 120,000 120,000 120,000 379,150
ICT infrastructure 0
- pc's / network / laptops 5,300 4,720 10,800 13,800 13,800 13,800 62,220
- software licenses 3,352 0 0 0 0 0 3,352
insurance 500 0 0 0 0 0 500
brand development 5,250 2,200 6,000 6,000 6,000 6,000 31,450
travel 3,000 11,000 30,000 30,000 30,000 30,000 134,000
office rent 1,800 6,600 18,000 18,000 18,000 18,000 80,400
bank / cc cost 1,515 35,203 157,742 223,032 228,685 234,854 881,031
TOTAL 29,067 89,023 292,042 470,832 476,485 482,654 1,840,103
0 0 0 0 0 0 0 0
Marketing & Sales 0 0 0 0 0 0 0
Marketing 171,000 1,170,000 2,595,000 1,920,000 1,920,000 1,920,000 9,696,000
Sales 14,000 9,500 0 0 0 0 23,500
TOTAL 185,000 1,179,500 2,595,000 1,920,000 1,920,000 1,920,000 9,719,500
0 0 0 0 0 0 0 0
Admin 0 0 0 0 0 0 0
Consultants 21,500 20,640 20,640 20,640 20,640 20,640 124,700
Legal Fees 500 1,200 1,200 1,200 1,200 1,200 6,500
Accountant 1,000 2,400 2,400 2,400 2,400 2,400 13,000
TOTAL 23,000 24,240 24,240 24,240 24,240 24,240 144,200
0 0 0 0 0 0 0 0
Staff 0 0 0 0 0 0 0
Management 37,500 117,875 220,631 226,147 231,801 237,596 1,071,550
Marketing 0 0 0 90,997 93,272 95,604 279,873
Sales 3,500 78,925 220,631 226,147 231,801 237,596 998,600
Administration 0 11,275 31,519 32,307 33,114 33,942 142,157
TOTAL 50,600 251,371 593,813 699,656 717,147 735,076 3,047,663
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Copyright: Nelleke Pruijs, Antwerp
Business Plan for Tourism
0 0 0 0 0 0 0 0
Revenues 0 0 0 0 0 0 0
Entrance fees 30,260 900,844 4,010,698 5,791,398 5,925,818 6,073,680 22,732,699
Overnights and Catering 729 8,451 44,019 51,723 54,185 56,768 215,875
Sales 12,291 96,510 452,188 529,234 553,848 579,679 2,223,750
0 0 0 0 0 0 0 0
TOTAL COST 327,944 1,754,641 4,290,047 4,363,199 4,816,503 5,284,207 20,836,541
TOTAL REVENUE 43,280 1,005,805 4,506,905 6,372,356 6,533,851 6,710,127 25,172,324
0 0 0 0 0 0 0 0
TOTAL OPERATIONAL RESULT -284,663 -748,836 216,858 2,009,157 1,717,348 1,425,919 4,305,533
0 0 0 0 0 0 0 0
FINANCIAL INCOME 1,721 13,822 6,342 17,785 27,056 55,698 122,425
INTEREST ON LOANS -10,047 -63,773 -116,898 -77,523 -8,773 -23 -277,035
0 0 0 0 0 0 0 0
TOTAL RESULT EBT -353,489 -798,786 106,302 1,949,420 1,735,631 1,481,595 4,120,673
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Copyright: Nelleke Pruijs, Antwerp
Business Plan for Tourism
Generally speaking, all projected cost are included in the month wherein cost is being
incurred, this applies to both profit & loss and cash flow. Supplier credit is therefore not taken
into account.
If costs can be directly related to number of visitors, an optimistic scenario of visitors is used
to obtain cost forecast. Revenues are calculated using realistic scenarios.
Projected Cash flow Jan-05 Feb-05 Mar-05 Apr-05 May-05 Jun-05 Jul-05
0 0 0 0 0 0 0 0
Start-Up Expenses 7,000 7,000 7,000 8,000 8,000 8,000 15,500
0 0 0 0 0 0 0 0
General Office 0 0 0 0 0 0 16,952
0 0 0 0 0 0 0 0
Technical 0 0 0 0 0 5,000 11,511
0 0 0 0 0 0 0 0
TOTAL EXPENSES 7,000 7,000 7,000 8,000 8,000 13,000 43,963
TOTAL RECEIPTS 0 0 0 0 0 0 0
0 0 0 0 0 0 0 0
CASH FLOW -7,000 -7,000 -7,000 -8,000 -8,000 -13,000 -43,963
0 0 0 0 0 0 0 0
LOAN INTEREST 0 29 58 88 122 155 210
INTEREST ON LIQUIDITY 0 0 0 0 0 0 0
LOAN REPAYMENT 0 0 0 0 0 0 0
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Copyright: Nelleke Pruijs, Antwerp
Business Plan for Tourism
LOANS 0 0 0 0 0 0
EFFECTIVE LOAN 450,452 450,452 450,452 450,452 450,452 450,452
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Copyright: Nelleke Pruijs, Antwerp
Business Plan for Tourism
ROLLING FORWARD OPERATIONAL CASHFLOW -357,481 -1,237,441 -1,386,323 598,315 2,301,838 3,712,664
AVAILABLE FUNDS 84,646 1,104,735 545,298 1,270,198 2,092,005 3,558,506
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Business Plan for Tourism
Contact Information
Company Name:
Web Address:
Street:
City
Country
Postal Code
Your Name
Phone
What is your target market, and how does your product/service meet the needs of
this market?
USPs
Business info
Founded in ?
Total number of employees today:
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Business Plan for Tourism
Revenue YTD:
Target break-even date:
Total capital investment to date:
Characteristics of the current investment you are seeking:
Amount:
We expect this to last to:
Current burn rate ($ spent/month):
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Copyright: Nelleke Pruijs, Antwerp