1 12/11/20171 Business Plan Presentation Format The investor presentation must be clear, concise and compelling to: –Generate investor interest and build confidence –Lead to additional investor meetings Should be 20-30 minutes in length Charts, graphics, pictures and verbiage should be simple and easily read (no “eye tests”) Each slide should have between 3 and 6 bullets that are succinct (no paragraphs, uncluttered) Presentation format may vary depending on the company but the following format provides a reasonable order and flow –it is but one approach to making investor presentations.

2 12/11/20172 Order of Presentation IntroductionProblemSolution Market, Customers Competitive landscape Business and Revenue Models Management Team Financial Projections Funding TimelineSummary

3 12/11/20173Introduction Briefly introduce yourself and your company –Company name and company logo –Presenters names (give titles if pertinent) Slide time: approximately 30 seconds Slide time: approximately 30 seconds

4 12/11/20174 Introduction--continued [this is a very important slide that requires lots of time to create because it must be succinct, comprehensive and COMPELLING] [this is a very important slide that requires lots of time to create because it must be succinct, comprehensive and COMPELLING] Brief overview of company (elevator pitch) What exactly the company does (stated succinctly) What products or services are offered What problem is being solved, and Why these products or services are compelling, e.g., “…the only product that enables [solution] to [the problem]…” Slide time: approximately 1 minute Slide time: approximately 1 minute

5 12/11/20175 The Problem/Opportunity/Need Define the problem or need in the market Describe how significant or prevalent the problem may be If appropriate, describe why now is the right time for a solution Provide a “problem” scenario that provides a basis for your company’s product or service Slide time: 60 to 90 seconds

6 12/11/20176 The Solution (1 to 2 slides) Clearly and succinctly describe the company’s product or service that will address the problem Illustrate the company’s solution with graphics, pictures or videos as necessary (keep this very simple) Provide brief list of features, benefits and advantages –What is the value proposition for the customer (How well will the product or service solve the problem)? Cost savings, convenience, reliability, etc. (be specific) Describe “barriers to entry” created by your product (e.g., patents) Slide Time: Approximately 01:30 (May require more than one slide)

7 The Solution Provide an understandable, practicle example of how your product/service works or what it does. 12/11/20177

8 8 Sample Feature-Benefits Table FeaturesBenefits Slide Time: Approximately 60 seconds

9 12/11/20179 Company Status/Progress Build investor confidence in your company –Domain expertise of management and staff –Customers and contracts established (letters of intent) –Strategic partnerships established –Product development status—describe milestones achieved to reduce risk (e.g., alpha or beta testing) –Other significant information to validate or reduce risk Slide Time: Approximately 60 seconds

10 12/11/201710 The Market (2 to 5 slides) Describe market size, growth, trends and maturity –Industry and market segment data (see sample, next slide) Market challenges What market segment(s) are served by the company? What is the company’s potential in the market? –Estimated Revenue Growth in graphic or tabular form (see next slides, for examples) –Market share projections are optional Slide Time: Approximately 90 seconds (More than one slide may be required)

11 12/11/201711 Global Market for [your product] Region Demand (US $ MM) % Globe Asia170032 Europe150030 North America 130025 Latin America 4158 Africa2004 Others641 Slide Time: Approximately 60 seconds

12 12/11/201712 US Market with key segments City World Rank US $ MM % Country % World New York 186522.85.3 Los Angeles 33008.31.9 Chicago428581.8 Dallas211052.80.64 San Jose 221042.80.63 San Francisco 231032.70.62 San Diego 261002.60.61 Slide Time: Approximately 60 seconds

13 12/11/201713 Customers Describe the company’s current and potential customers –Profile of the optimal customer –Value proposition to customer –Validation of Customer Acceptance Customer Feedback, Survey Data, Testimonials Purchases, Letters of Intent Partners –Example of customer

14 12/11/201714 Competition and Advantage (2 TO 3 SLIDES) Competition Describe the direct (competing product or service) and indirect competition (alternative solution) for your company and its product or service. Describe specific strengths, weaknesses, and opportunities related to competition. Describe how your product, technology or service differentiates itself from the competition? [very important] Competitive Advantage What is the company’s competitive advantage? –Why will customers buy your product or service over the competition? –Show a competitive matrix to illustrate differentiation (see next slide) Subject Time: Approximately 2 minutes (more than 1 slide)

15 12/11/201715 Competitive Comparison (see next slide for optional approach) ProductAdvantagesDisadvantages Product A ~$12/100 units Product B ~$30/100 units Product C ~$17/100 units My Company Product ~$9/100 units

16 12/11/201716 Competitive Matrix Product Feature AFeature BFeature CFeature DFeature E MY PRODUCT ●●●●● Product 1 ●● Product 2 ●●● Product 3 ●●● Product 4 ●●● Product 5 ●●● Product 6 ●●

17 12/11/201717 Competitive Positioning

18 End First Section 12/11/201718

19 12/11/201719 Business Model and Marketing Plan (2 TO 5 SLIDES) Describe the company’s business and revenue model –What is the overall business strategy? –How will you sell your product or service (distributors, internet)? –How will the company generate revenue for its product or service? –Describe the sales cycle for the company’s product or service Describe the Marketing Plan (if appropriate) –What is the go-to -market strategy? –What is the pricing model? Gross margin? –How will you access customers? (including advert. and promo.) –How will your product or service be distributed? –What customer support will be needed? Note any commitments from partners, distributors, granting agencies, etc. regarding benefits of your product Slide Time: Approximately 90 seconds

20 12/11/201720 Regulatory Issues (not necessarily included in all investor presentations) Include pertinent info regarding FDA, FTC, or other pertinent government agency

21 12/11/201721 Management Team, Advisors Build investor confidence with team –Credentials, proven track record, domain experience (do not include weak credentials ) –Describe skill and experience gaps to be filled List the company’s leadership team –Include name, position, experience (abbrev.) –These are credentialed experts List of company Directors and Advisors –Include name, summary of experience

22 12/11/201722 Financial Projections Provide 3-5 year financial projections for the company (abbreviated chart or graph—see next slide) –Include financial projections to show year-to-year growth (show a basic income statement table—see next slide for an example) –Is the company overstating or understating market share and/or growth? –Can the company scale its operations as it grows? List major facts and assumptions –Are the assumptions believable and achievable? Slide Time: Approximately 90 seconds

23 12/11/201723 Financial Projections: Income Statement Summary 20082009201020112012 Revenue5005,20712,20325,56551,894 COGS4023,2707,17914,39529,145 Gross Profit 1021,9375,02411,17022,749 Oper Exp4,3183,5724,2298,16516,445 Net Income(4,216)(1,635) 7953,005 6,304

24 12/11/201724 Financial Projections: Break Even Analyis B/E(Quantity) = Total Fixed Cost Price per Unit – Var. Cost per Unit Break-Even TR = TC Units Sold Revenue [ ] } Variable Cost

25 12/11/201725 Funding What funding has the company received to date? –Amounts and sources How will the company be financed? How much money is the company currently seeking from Investors? –How will the funds be used? (use tabular format—see next slide for an example) –What key value-building milestones will be achieved with funds (market test, market expansion, etc.) Anticipated future funding needs What are the exit strategies for the company? (when?) What is the expected ROI for investors Slide Time: Approximately 2 minutes (this section is more than one slide)

26 12/11/201726 Startup Budget/Use of Proceeds First year BudgetCost Salaries510,000 Repairs & maintenance8,400 Local Advertising5,000 Marketing51,400 Accounting and legal5,000 Rent17,798 Internet & Telephone5,940 Equipment48,000 Domain Name10 Total$651,548

27 12/11/201727 Use of Proceeds Breakdown

28 12/11/201728 Timeline Use a Gantt Chart for key milestones or use the preferred model shown on the next slide.

29 Timeline of Milestones JANFEBMARAPRMAYJUNJULAUGSEPOCTNOVDEC Idea Primary Research Feasibility Analysis Relationships Secured Business Plan Prototype Install (Fall Gardens) Funds Raised Neighborhood Mkt. Initial Contracts

30 12/11/201730 20072008 Beta Test Milestone Break-even Milestone July Development Milestone 1 December 2 nd Product Development Milestone Sept. Sales Milestone December Value-Added Milestones Timeline (Sample) Product 1 Partnered* * Company retains co-dev./co-promotion rights Product 1 First Sales 1 st Financing $660K 2 nd Financing $1Million

31 12/11/201731 Summary What do you want your audience to remember about the company? –Unique and Sizeable Opportunity –Unique product or service –Competitive Advantage, Strengths –Marketing Approach, Customers, Sales Pipeline –Intellectual property –Management team –Other…