Immaculate Cleaning Services
Twenty River Rock Place North Little Rock, AR 72201
Telephone: (555) 555-5555 Facsimile: (555) 555-5555 www.immaculatecleaningservices.xyz

John Doe Smith 2323 Maple Drive Little Rock, AR 72212 Cell: (501) 598-6572 johnsmith@immaculatecleaningservices.xyz

Copy #1

Disclaimer: This is a sample plan only. The numbers and information contained are fictitious and should not be used as a resource.

Table of Contents I. II. III. IV. Cover Page Table of Contents Executive Summary Financing Proposal
Loan Amount Required Terms & Utilization Collateral Owner’s Equity Contribution

1 3
3 3 3 3

V.

Company Description
Company History & Mission Overview of Products & Services Business Location Legal Structure

3
3 3 3 4

VI.

Industry Analysis
Industry Description Occupational Outlook Barriers to Entry SWOT Analysis

4
4 4 5 5

VII.

Products & Services
Primary Services Distribution Channels Pricing Structure & Strategy Sources of Competitive Advantage

5
5 5 6 6

VIII. Market Analysis
Service Customers Competition Location Marketing Strategy Customer Demand Forecast for Demand

6
6 7 7 9 10 12 12

IX.

Management & Organization
Management Responsibilities Advisory Team Employee Position Description

12
12 13 13

X.

Operational Plan
Methods of Service Delivery Credit Policies Personnel Equipment, Technology & Inventory Legal Exit Strategy

13
13 14 14 16 16 17

XI.

Financial Plan & Projections
Start-up Expenses and Capital Project Cost Summary Assumptions Profit and Loss Projection Cash Flow Projection Projected Balance Sheet

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17 19 19

XII.

Supporting Documents
References with Citations Management Résumé Personal Financial Statement Copies of Lease and License Copy of Insurance Quote

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III. Executive Summary
Immaculate Cleaning Services is a start-up janitorial services provider servicing the needs of local churches throughout Central Arkansas. Immaculate Cleaning Services will strive to provide clients with professional, first-class quality service and convenient scheduling. Services will include waste disposal, window cleaning, blind and upholstery cleaning, carpet and hard surface floor care, restroom sanitation and stocking, dusting, furniture upkeep, and occasional specialized interior cleaning services. John Smith, President, is the sole owner. With advice from his CPA and attorney, Mr. Smith chose to incorporate Immaculate Cleaning Services as an S-Corporation. He filed for Articles of Incorporation with the Arkansas Secretary of State’s Office June 1. Potential target customers include places of worship for any religious denomination located within Pulaski, Faulkner, Saline, Garland, and Lonoke counties. According to the Arkansas Business Directory, the two organizations with the largest growth trend in Arkansas in recent years are churches and restaurants. In 2004, there were over 400 churches operating in Little Rock alone. Additionally, approximately 500+ churches are located in the surrounding cities/counties of North Little Rock, Benton, Cabot, Conway, Jacksonville, Hot Springs, Saline County, Faulkner County, Garland County, Pulaski County, and Lonoke County. Mr. Smith will manage two full time employees throughout the year. He will hire additional variable labor employees to assist during the probable busier months. Mr. Smith will interview, hire/fire employees, monitor performance, perform payroll duties, practice direct sales, bill clients, purchase equipment & supplies, observe daily financial information, maintain the website, and assist with cleaning. Employees are vital components of providing a professional, quality cleaning service; therefore, Immaculate Cleaning Services will provide adequate pay, additional employee benefits, and extensive application processes to extract the highest quality of customer service from all employees. Setting up a flexible time period for cleaning is crucial to both Immaculate Cleaning Services and clients. Immaculate Cleaning will service each church once per week at a time convenient for each client. Clients will have the option of additional cleanings during especially busy religious time periods.

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Immaculate Cleaning Services estimates total project cost of $25,000. Mr. Smith needs debt financing of $20,000. The loan proceeds will be utilized primarily in purchasing cleaning equipment & supplies, lease payments, payroll, and additional working capital needs throughout the first year. Mr. John Smith will pledge home equity of $18,000, as well as all new equipment purchased with loan proceeds as collateral. Mr. Smith will contribute 20% of his own cash from savings into the business; approximately $5,000. Immaculate Cleaning Services does not require an extensive amount of capital. Total start-up costs of cleaning equipment, cleaning supplies, office equipment & supplies equal, and deposits are $10,889. The remaining $14,111 of the total project cost will be used for working capital. Leased office space of 550 sq. feet will cost $13.00 per sq. foot annually arriving at a total yearly lease expense of $7150. Immaculate Cleaning Services projects annual revenues of $129,520 in Year 1 with operating expenses of $81,115.

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IV. Financing Proposal
Loan Amount Required: Immaculate Cleaning Services estimates total debt financing needs of $20,000. Traditional small business financing through a bank is ideal. Terms & Utilization: Immaculate Cleaning Services will require a maximum loan term of five years, given the relatively small amount borrowed. Immaculate Cleaning Services will be flexible with loan terms available. The loan proceeds will be utilized primarily in purchasing cleaning equipment & supplies, lease payment, payroll, and additional working capital needs throughout the first year. Collateral: Mr. John Smith will pledge all new equipment purchased with loan proceeds as collateral. Additionally, Mr. Smith will pledge the equity in his home of $18,000 as collateral. Owner’s Equity Contribution: Mr. John Smith will contribute 20% of the total project cost into the business using cash from savings, approximately $5,000. The total debt financing need of $20,000 added to the owner’s equity contribution equals a total start-up project cost of $25,000.

V. Company Description
Company History & Mission: Immaculate Cleaning Services is a start-up janitorial services provider servicing the needs of local churches throughout Central Arkansas. Immaculate Cleaning Services will strive to provide clients with professional, first-class quality service and convenient scheduling. Products & Services Overview: Immaculate Cleaning Services plans to provide quality cleaning services to the churches within Central Arkansas. Services will include waste disposal, window cleaning, blind and upholstery cleaning, carpet and hard surface floor care, restroom sanitation and stocking, dusting, furniture upkeep, and occasional specialized interior cleaning services. Business Location: Immaculate Cleaning Services has secured office space of approximately 550 sq. feet. The office will be located in the ABC Office Building at Twenty River Rock Place, North Little Rock, AR. C & K Commercial Realty will lease the office space at a rate of $13.00 per sq. foot annually, arriving at a total yearly lease expense of $7150. Although cleaning services do not require traditional office space, the purpose of obtaining an office front is to exude an enhanced professional appearance to current and potential clients. The space will accommodate meetings with clients and employees as well as storage for equipment and supplies. No leasehold improvements are required at this time. 3

Legal Structure: John Smith, President, filed for Articles of Incorporation with the Arkansas Secretary of State’s Office June 1. He is the sole owner. With advice from his CPA and attorney, Mr. Smith chose to incorporate Immaculate Cleaning Services as an S-Corporation. Mr. Smith used the Arkansas Secretary of State’s webpage2 to perform an entity name search to ensure that his chosen business name is not currently being used in the state of Arkansas. He incorporated the business; therefore, the business name will be protected in the state of Arkansas.

VI. Industry Analysis
The Janitorial Industry (NAICS: 56172, SIC: 7349)3 has been a driving force behind the recent growth of the United States’ service sector. This industry is one of a fragmented state, populated by thousands of small companies with no substantial share of the market. The janitorial sector also has few barriers to entry since relatively small start-up costs and low levels of experience are required. These factors make the industry attractive but the competition fierce. According to the Bureau of Labor and Statistics website’s Occupational Outlook Handbook, the job outlook for janitorial workers is positive. “Overall employment of building cleaning workers is expected to grow as fast as average for all occupations through 2014, as more office complexes, apartment houses, schools, factories, hospitals, and other buildings requiring cleaning are built to accommodate a growing population and economy. As many firms reduce costs by contracting out the cleaning and maintenance of buildings, businesses providing janitorial and cleaning services on a contract basis are expected to have the greatest number of new jobs in this field. Although there have been some improvements in productivity in the way buildings are cleaned and maintained—using teams of cleaners, for example, and better cleaning supplies—cleaning still is very much a labor-intensive job. Faster than average growth is expected among janitors and cleaners and among cleaning supervisors, but as fast as average growth is projected for maids and housekeeping cleaners. In addition to job openings arising due to growth, numerous openings should result from the need to replace those who leave this very large occupation each year. Limited promotion potential, low pay, and the fact that many jobs are part-time and temporary, induce many to leave the occupation, thereby contributing to the number of job openings and the need to replace these workers.” 4 According to the U.S. Census Bureau, the janitorial industry saw the second highest increase in the service sector from 2001 to 2002 with 20.4% growth. Competition is intense, as in any contract-bidding situation, and this has affected profitability. Nevertheless, industry receipts have grown 6% to 11% annually since 1994 and janitorial companies expect a median sales growth of 30% over the next three years.

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One of the largest problems and/or risks of the industry is, in fact, employee turnover. Employees are vital components of providing a professional, quality cleaning service; however, Immaculate Cleaning Services will provide adequate pay, additional employee benefits, and extensive application processes to extract the highest quality of customer service from all employees. The barriers to entry in the cleaning industry are relatively low resulting in intense competition. Cleaning businesses are low capital businesses meaning little money is necessary. There are no formal educational or professional requirements. Even experience within the industry is not necessary. The strengths of Immaculate Cleaning Services include: Commitment to quality service Dedication to customer satisfaction Value seen in its employees Convenient service schedule Owner experience in the janitorial industry The major weaknesses of the company include: New position in the market Shallow resource base Significant opportunities: New market with unlimited opportunities Market is showing consistent high growth Impending threats: Low barriers for entry of competitors Ease of finding substitutes

VI. Products & Services
Primary Services: Services will include waste disposal, window cleaning, blind and upholstery cleaning, carpet and hard surface floor care, restroom sanitation and stocking, dusting, furniture upkeep, and occasional specialized interior cleaning services. Immaculate Cleaning Services will focus on the interior space of religious places of worship. For increased convenience to clients, these services will be available seven days a week and will be determined according to client needs. Distribution Channels: Immaculate Cleaning will provide services directly to churches and other places of worship through multiple service contracts. Contracts will be formed on a six month basis initially, at the end of which, either party can withdraw from renewing the contract. Pricing Structure & Strategy: Immaculate Cleaning Services deems it necessary to charge rates to churches based on sq. footage rather than a flat fee due to their 5

varying sizes. This will allow a cost structure affordable to all as well as an operational system used to distinguish cleaning time needs and/or limits for each church. The proposed pricing strategy is $0.08 per sq. foot per cleaning. Therefore, a church occupying 2500 sq. ft. will pay $0.08 x 2500 = $200 per week, $800 per month during regular months. The client may opt for additional cleanings during busier months/holidays. The fee will remain $0.08 per sq. ft. per cleaning. Immaculate Cleaning Services strives to be competitive within the market, but will focus on offering the highest quality service. During the developmental stage, John Smith will work alongside employees performing the services, thus providing labor cost savings. This strategy will succeed by keeping operating costs at a minimum and gaining repeat business through quality, contracted work. Sources of Competitive Advantage: Immaculate Cleaning Services will gain competitive advantage within the marketplace by differentiation. Professionalism, flexibility, high quality services, and a position at the front of the market are key factors that differentiate Immaculate Cleaning Services from the competition. Cleaning services that cater only to churches are relatively rare; therefore, Immaculate can focus on the segmented market for maximum market share. Immaculate Cleaning Services will also implement a 4-tier quality inspection plan to ensure the highest quality work from all employees. Areas will be inspected for completeness of work, timeliness, accuracy/detail, and customer satisfaction level. Additionally, Mr. Smith will periodically contact all customers for comments, suggestions for improvement, and feedback concerning the quality of work. Mr. Smith will expect nothing less than superior quality from his employees in order to establish a good image within the community.

VIII. Market Analysis
Service: Services will include waste disposal, window cleaning, blind and upholstery cleaning, carpet and hard surface floor care, restroom sanitation and stocking, dusting, furniture upkeep, and occasional specialized interior cleaning services. Immaculate Cleaning Services will focus on the interior space of religious places of worship. For increased convenience to clients, these services will be available day or night, seven days a week, and will be determined according to client needs. Additionally, extra cleaning services may be required during traditional religious observances/periods. Immaculate Cleaning Services will provide such extra services when necessary to ensure clients’ places of worship are presentable during busier periods. Immaculate Cleaning Services understands the importance of quality care and the significance of clients’ places of worship. Clients can be assured the owner and 6

employees will provide the utmost care to all religious objects and respect each and every denomination. Clients will feel comfortable when choosing Immaculate Cleaning Services as their cleaning service provider. Customers: Potential target customers include places of worship for any religious denomination located within Pulaski, Faulkner, Saline, Garland, and Lonoke counties. Based upon fee structure, time constraints, and employee force, Immaculate Cleaning will actively strive toward a “mix” of church sizes. Immaculate Cleaning simply cannot service multiple large churches each week. A mix of small to mid-size churches based on square footage with a few large churches is the optimal target customer mix. Immaculate Cleaning Services classifies a small church as 2,500 sq. ft. or less, a mid-size church between 2,500 and 8,500 sq. ft., and a large church as greater than 8,500 sq. ft. Marketing efforts and strategies will match customer mix objectives and goals. Many churches in the Central Arkansas area choose church members/others associated with the church, or small local cleaning services to maintain their buildings. They value relationships and contributions to the community. Immaculate Cleaning Services will strive to foster long term relationships with churches in the area in order to gain a mutual respect and work toward the achievement of common goals. According to the Arkansas Business Directory5, the two businesses with the largest growth trend in Arkansas in recent years are churches and restaurants. In 2004, there were over 400 churches operating in Little Rock alone. Additionally, approximately 500+ churches are located in the surrounding cities/counties of North Little Rock, Benton, Cabot, Conway, Jacksonville, Hot Springs, Saline County, Faulkner County, Garland County, Pulaski County, and Lonoke County. These potential target customers can be located in the Yellow Pages, internet location services such as www.areaconnect.com, etc. Contact information located will be utilized in a customer database for future marketing efforts. Competition: According to the most recent Census tabulation6, janitorial service establishments in the state amounted to 335 with total receipts over 119 million dollars. However, Immaculate Cleaning Services wishes to target only a segment of the state. The target counties include Pulaski, Faulkner, Saline, Garland and Lonoke; therefore, competition may be limited to these five counties. The U.S. Census Bureau’s Economic Fact Sheet7 indicates the following breakdown of competition, total receipts, payroll, and employee size. Pulaski: 93 establishments; total receipts over $53 million; payroll costs over $23 million; 2,000+ employees Faulkner: 7 establishments; total receipts over $2 million; payroll costs over $500,000; 50+ employees

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Saline: 41 establishments; total receipts over $7 million; payroll costs over $2 million; 100+ employees Garland: 14 establishments; total receipts over $4 million; payroll costs over $1 million; 100+ employees Lonoke: 16 establishments; total receipts, payroll costs, and employee size not published

Arkansas Janitorial Services Competition

27.76%

Pulaski Faulkner Saline

48.96% 2.09%

Garland Lonoke Other

12.24% 4.18%

4.78%

Most of the janitorial services competition in the state of Arkansas lies within the targeted geographic areas of Pulaski, Faulkner, Saline, Garland, and Lonoke Counties. These five counties alone account for 51.04% of janitorial establishments within the entire state. Competition within the targeted area is fierce; therefore, Immaculate Cleaning Services will carve a niche market by targeting churches. No companies truly dominate this industry. Though there are large companies and franchises (i.e. ABM Industries, Jani-King, and ServiceMaster) throughout, small businesses account for more than 90% of industry sales. The recent growth has been in small independent operations. Contributing factors include recent trends of corporate downsizing and the increased potential of outsourcing. Businesses no longer keep in-house cleaning staffs. It is possibly more feasible to outsource such services, thus losing a certain degree of accountability. 8

Growth in the industry couples with increased competition. There is no doubt competition is fierce within the industry; however, Immaculate Cleaning Services will be quick to establish an image of professionalism, high quality, and trust within the chosen segment or niche. Location: Immaculate Cleaning Services has secured office space of approximately 550 sq. feet. The office will be located in the ABC Office Building at Twenty River Rock Place, North Little Rock, AR. C & K Commercial Realty will lease the office space at a rate of $13.00 per sq. foot annually, arriving at a total yearly lease expense of $7150. The purpose of obtaining an office front is to exude an enhanced professional appearance to current and potential clients. The space will accommodate meetings with clients and employees as well as storage for equipment and supplies. Cleaning service businesses do not necessarily need large office space, if any. Some are home-based while others lease mini-storage units to store equipment and supplies. The goal of Immaculate Cleaning Services, however, is to uphold a professional and high quality image. A small, but nice, office will put clients at ease about the quality of work and will promote trust in the firm. Additionally, the office will provide a safe meeting place for all employees. The physical location in North Little Rock is desirable because it is centrally located within the targeted areas that Immaculate Cleaning Services will serve. Adequate parking is available for clients and employees. The space also provides high visibility, common administrative services, easy accessibility, and a safe atmosphere. According to the Arkansas Statistical Abstract8, population density is high in central Arkansas when compared to the rest of the state. The targeted counties of potential business include: Pulaski: 400 or more persons per square mile Faulkner: 100 to 299 persons per square mile Saline: 100 to 299 persons per square mile Garland: 100 to 299 persons per square mile Lonoke: 50 to 99 persons per square mile Additionally, Faulkner, Saline, Garland, and Lonoke counties have experienced rapid growth in population since 1990. The Arkansas Statistical Abstract8 indicates the percent change in population during the period 1990 ~ 2000. Faulkner: 40 or more percent Saline: 40 or more percent Garland: 20 to 39.9 percent Lonoke:40 or more percent 9

Population Growth

50% 45%

Percentage Growth in Pop. 1990~2000

40% 35% 30% 25% 20% 15% 10% 5% 0% Faulkner Saline Garland Lonoke

Target Counties

Central Arkansas populations are growing; therefore, additional churches are necessary. Immaculate Cleaning Services hopes to provide services to churches in need. Further, growth in population of the target counties leads to growth in church attendance. Estimated weekly church attendance per targeted county is included below: Pulaski: 71,647 Faulkner: 17,203 Saline: 16,706 Garland: 17,614 Lonoke: 10,566 The location also provides a strength in that Christian church attendance is between 1 ½ and 2 times higher in the South and the Midwest than it is in the West and the Northeast.13

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Marketing Strategy: Immaculate Cleaning Services deems it necessary to charge rates to churches based on sq. footage rather than a flat fee due to their varying sizes. This will allow a cost structure more suitable to all as well as a classification system to distinguish employee cleaning time needs and/or limits for each church. The pricing system will be a key marketing tool. Immaculate Cleaning can potentially offer services to small, mid-size, and large churches. Immaculate Cleaning Services will strive to build a reputation as the best of the best. This reputation and relationships formed with clients will help the business grow through referrals and maintain existing contracts. Direct sales and referrals will be vital to success. Immaculate Cleaning Services will not be a “mass distributor” of cleaning services; consequently, the owner and employees simply cannot handle a mass marketing campaign. Additionally, Immaculate Cleaning wants to portray a personal and professional image to potential clients. Immaculate Cleaning will target five counties for contract work; however, Mr. Smith will begin marketing in Pulaski County. The geographic dispersion of counties makes it inefficient to travel to all five counties in one day. Beginning in one target county and targeting customers in the same geographic region will generate the most efficient operations. Currently, Immaculate Cleaning Services has contracts with three churches requesting services upon start-up. All are located in Pulaski County. Key aspects of marketing promotions and strategies are listed below.

Direct Sales/Client Meetings – A significant marketing task will be contacting potential clients, setting up appointments and demonstrations, and working through contracts with new clients. Direct contact with potential clients will allow Immaculate Cleaning Services an opportunity to gain clients’ trust in dealing with their places of worship. Each week, Mr. Smith will contact potential clients with hopes to set-up two client meetings and/or cleaning demonstrations. First-Time Client Promotion – Potential clients will receive a one time demonstration cleaning of a portion of their church. This demonstration should take approximately one hour, after which a regular six-month contract will be sought. Referral Rewards – Clients will receive a 10% discount on their next cleaning when they refer a potential client who signs the initial 6-month contract. Guest Satisfaction Survey – Immaculate Cleaning Services wants to know how they are doing! A fold over post card will be left approximately once a month thanking clients for their business. On the inside of this card will be a short survey, including comment section, which can be folded and 11

dropped into a mailbox free of postage. Clients will get a small discount for participating. Clients also have the option of filling out the survey online at the website. Internet Presence – Immaculate Cleaning Services will maintain a simple website listing services available, contact information, and promotional activities including discounts, demonstrations, etc. The webpage will be located at www.immaculatecleaningservices.xyz. The URL address will be included on all business cards, signage, pamphlets, satisfaction surveys, stationery, and thank-you notes. Promotional Materials – Immaculate Cleaning Services will utilize promotional materials such as informational brochures, business cards, yellow page advertisements, and a unique logo design to generate business. Occasional direct mail will be sent to potential clients detailing the free demonstrations, referral rewards, and website. Customer Demand: According to the statistical information provided, Immaculate Cleaning Services estimates a high demand for professional, high quality church cleaning services. Although demand may be high, the owner and employees can only service a small portion of the market. As the population grows, additional churches are necessary and must be cleaned regularly. Immaculate Cleaning will take advantage of the high growth in this niche market. Forecast for Demand: June Year 1 ~ Immaculate Cleaning Services hopes to secure contracts with 8 churches including approximately 50,500 total square feet by the end of year 1. This will include two small churches, five mid-size, and one large church. June Year 2 ~ Maintain contracts with 8 churches and add approximately 6 churches totaling 94,000 square feet. The additional churches will consist of two small, one mid-size, and three large. June Year 3 ~ Service 20 churches, cleaning approximately 123,000 square feet. Six additional mid-sized churches will be targeted. June Year 4 ~ Increase marketing efforts and secure contracts with 27 total churches. June Year 5 ~ Maintain all 27 contracts and add approximately 8 churches. According to research published by the Arkansas Business Directory, there are approximately 1,000 churches in the five target counties of Pulaski, Faulkner, Saline, Garland, and Lonoke. Assuming Immaculate Cleaning Services attains their June Year 1 goal of securing 8 churches, only 0.8% of the market will be captured. Growth potential is large, but dependent upon employee/firm size and capabilities.

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IX. Management & Organization
Management Responsibilities: Mr. Smith will be responsible for all management duties, excluding professional activities performed by his advisory team consisting of his banker, Certified Public Accountant, insurance agent, and ASBDC consultant. Mr. Smith will not hire an administrative assistant until considerable growth deems it necessary. Therefore, the organizational structure is quite simplistic. Mr. Smith will manage two full time employees throughout the year. He will hire additional variable labor employees to assist during the probable busier months. Mr. Smith will interview, hire/fire employees, monitor performance, perform payroll duties, practice direct sales, bill clients, purchase equipment & supplies, observe daily financial information, maintain the website, and assist with cleaning. Mr. Smith’s résumé is a supporting document located in the appendix portion of the business plan. Mr. John Smith Owner

Full Time Employee (FTE)

Full Time Employee (FTE)

Variable Labor Employee (Busy Months Only)

Advisory Team: D. Jones – Banker; ABC Bank: North Little Rock, AR M. Scott – C.P.A.; Scott Accounting: North Little Rock, AR C. Marshall – Insurance Agent; Secure Insurance Group: Benton, AR ASBDC Staff – Business Consultants; Arkansas Small Business Development Center: Little Rock, AR Employee Position Descriptions: Full time employees will be responsible for participating in all training programs. Experienced staff members will train all new hires. Employees’ primary duties include waste disposal, window cleaning, blind and upholstery cleaning, carpet and hard surface floor care, restroom sanitation and stocking, dusting, furniture upkeep, and occasional specialized interior cleaning 13

services. Employees will be trained in all areas of cleaning, however, may be directed to specific areas at the cleaning site to allow for maximum efficiency. Employees will be informed of late/irregular work times required for this line of work.

X. Operational Plan
Methods of Service Delivery: Churches usually experience high traffic each weekend; however, many churches have visitors daily. Setting up a flexible time period for cleaning is crucial to both Immaculate Cleaning Services and clients. Immaculate Cleaning will service each church once per week at a time convenient for each client. Clients will have the option of additional cleanings during especially busy religious time periods. The owner and all employees must be willing to work atypical, sometimes late hours in order to get the cleaning accomplished while the church is closed. Immaculate Cleaning Services will provide service in “teams.” Teams will speed up the cleaning process and increase efficiency because each team member will perform specific tasks at each location. Teams will be monitored on quality of service by the supervisor (owner). During the beginning stages, the owner will be at every site to assist employees and to perform a quality inspection of their work. The teams will consist of three people during the first year of business: Mr. John Smith and two full-time employees. One additional team member will be added each year for years two and three. A detailed work schedule will be given to the client to indicate specific jobs to be performed on site. All team members will receive a copy of the list including specific job requirements. According to industry estimates, each employee has the capacity to clean approximately 800 sq. ft. per hour when the “team system” is utilized. Therefore, a small church of 2,400 sq. ft. should take three workers one hour to clean. Additional time will be spent loading/unloading equipment and driving to each location. Credit Policies: Immaculate Cleaning Services will provide clients with an initial six month cleaning contract. Cleaning services will be performed weekly and billed on the last day of each month. Clients will have until the 15th of the following month to pay their bill. Late payments will receive a small penalty based upon total amount due. Clients will have a prepayment option for the entire period or weekly installments. Immaculate Cleaning Services will accept credit cards, cash, check, or cashier’s check for payment.

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Personnel: One of the largest problems and/or risks of the industry is, in fact, employee turnover. Employees are vital components of providing a professional, quality cleaning service; therefore, Immaculate Cleaning Services will provide adequate pay, additional employee benefits, and extensive application processes to extract the highest quality of customer service from all employees. Evaluating Applicants: Immaculate Cleaning Services will strive to provide a comprehensive application process. Applicants will file an application form and will be contacted for an interview. The owner will conduct interviews and check references for all applicants. All steps will be documented and recorded for accuracy and legal defense. Applicants will be briefed on job duties, requirements, and the overall goals of high quality service. Only the best employees will be hired. New Employees: Immaculate Cleaning Services will provide exceptional training to all new employees in various tasks. All employees should exhibit a “willing and able attitude” to perform every task. On-site training will consist of pairing a new hire with a current employee to shadow their work. All employees will be responsible for reading the personnel handbook and signing a contract indicating that they have indeed read and understand all company policies and procedures. Employees do not need considerable experience within the industry; therefore, skill levels may be low at the time of hire. Company training will provide employees with skills needed to be successful. A good work ethic and attitude are required. Two full-time employees will be hired upon start-up. Mr. Smith will also provide cleaning services. A third part-time employee will be hired for the months of December and January of the first year. In August of the second year of business, Mr. Smith plans to hire one additional full-time employee and retain both current employees. Again, one part-time employee will be utilized for December and January of the second year to meet high demand. Uniforms: All employees are required to wear uniforms displaying the company name and logo. Uniforms will further enhance Immaculate Cleaning Services’ professional appearance and market services to potential clients. Immaculate Cleaning will pay the cost of three uniforms per person, approximately $150 per employee. Employees will be responsible for cleaning uniforms. Pay Policies: All employees will start out at $9.00 per hour and will receive time + ½ for any additional overtime work. Immaculate Cleaning will offer a weekly pay schedule. Employees showing exemplary work habits will be offered a raise each year. According to the Arkansas Occupational Employment and Wage Estimates9 collected by the Bureau of Labor Statistics, there were approximately 17,130 people employed under the occupational title Janitors and Cleaners, Except Maids and

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Housekeeping Cleaners. The estimated median hourly wage per employee is $8.02, while the mean hourly wage is $8.50 totaling mean annual pay of $17,690. Employee satisfaction and retention is critical for Immaculate Cleaning Services; therefore, starting pay for all employees is above both the median and mean hourly wage in the state of Arkansas. Employee Force: The owner will assist employees at all locations during the first year of business. Immaculate Cleaning will employ two additional full-time staff members. Depending upon firm growth, the owner may hire an administrative assistant to make and receive customer service/complaint calls, meet with clients, and contact potential churches informing them of the high quality cleaning services offered. Variable Labor Requirements{ TC "Variable Labor Requirements" \f C \l "2" }: The most demanding months for this business are anticipated to be December, January, March, and April. These are selected due to the traditional Christian holidays as well as other denominational observances occurring at these times. During these months additional employees may be added to the payroll. These employees will be paired with an experienced team member in order to speed learning. Equipment, Technology, & Inventory: Immaculate Cleaning will use the majority of funds obtained for purchasing capital cleaning equipment, supplies, and working capital. The estimated needs for start-up equipment and supplies are itemized by manufacturer, quantity, and cost in the financial plan. Additionally, the owner will transfer his personal asset, a van, to the business for work purposes such as hauling equipment, supplies, and employees to each site. Immaculate Cleaning Services will strive to keep inventory levels of supplies at a minimum – only purchasing the appropriate amount of supplies each month (with a percentage applied for spillage, waste, theft, or emergency stocks). All cleaning supplies will be stored with equipment at the business location. Due to the nature of service businesses, Immaculate Cleaning Services will not derive significant value from inventory levels. Immaculate Cleaning Services will purchase all cleaning equipment and supplies from the wholesale janitorial supplier BCB Cleaning Supplies. BCB Cleaning Supplies carries over 10,000 janitorial products at each of their 30 warehouses nationwide. In addition to such a wide variety of products, they offer exceptional customer service, competitive prices, spend analysis reporting, 24/7 purchasing, and a customer rewards program. Good relationships with suppliers are important; however, Immaculate Cleaning Services will frequently monitor the prices and service of other wholesale janitorial suppliers to ensure advantageous cost savings.

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Immaculate Cleaning Services will not be a technologically intensive business. Technological needs will be limited to a computer, copier/printer, fax, telephone, software, and web presence. The domain name www.immaculatecleaningservices.xyz has been reserved at Web Small Business. Immaculate Cleaning Services will maintain a professional, easy to navigate starter web page for $8.96 per month (2 months) and $11.95/month thereafter. The Web hosting plan will include 5GB of memory (5–25,000 web pages), 200 business email addresses, free domain name, SiteBuilder design tool, user-friendly control panel, 24-hour toll-free phone support, and additional web site enhancements. The owner will be responsible for all online activities including marketing and customer satisfaction. Legal: The physical business location of Immaculate Cleaning Services in North Little Rock is currently zoned for commercial business. Mr. Smith has applied for and received a business license10 within the city of North Little Rock. Additionally, Immaculate Cleaning Services incorporated with the Arkansas Secretary of State’s office June 1 and applied online at the IRS website11 for an Employer Identification Number (EIN). Finally, Immaculate Cleaning Services will apply for a fire permit from the North Little Rock fire department due to the flammable nature of cleaning chemicals stored in the office space. Immaculate Cleaning Services will strive to consistently meet all environmental rules and regulations set forth by the state and U.S. governments. The International Sanitary Supply Association publishes a monthly Legislative and Regulatory Update12 concerning business and janitorial industry issues. This will be the key information source for Immaculate Cleaning. Currently, the name and logo are not protected from intellectual property infringement by trademarks. The name is protected within the state of Arkansas since the firm incorporated. In the future, a trademark may be sought. Immaculate Cleaning Services will purchase an insurance package with the assistance of C. Marshall, insurance agent for Secure Insurance Group. The package will include fire, liability, automobile, and workers’ compensation coverage. As the firm becomes profitable, the options of business interruption, key man insurance, and employee benefit coverages will be researched. The insurance quote is located in the supporting documents. Exit Strategy: Should the firm experience less than favorable conditions in any aspect including marketability, profitability, personnel issues, and/or cash flow problems, etc., Mr. Smith will first relocate the business to his home. The homebased business will lower costs dramatically. Additionally, if demand among the churches is low, Immaculate Cleaning Services will consider expanding the target market to include other buildings, restaurants, schools, etc. Finally, Mr. Smith will consider closing the business and liquidating all assets/equipment to pay back the 17

remaining loan amount, selling the business to another cleaning firm, or taking on a partner with more experience and equity.

XI. Financial Plan
Start-up Expenses & Capital: Immaculate Cleaning Services does not require an extensive amount of capital. The total project cost is $25,000. Immaculate Cleaning Service is seeking $20,000 in loans. Mr. Smith, owner, is contributing $5,000 from his personal savings. Start-up costs will include cleaning equipment, cleaning supplies, office equipment & supplies, and working capital. A detailed list of start-up expenses is included among the following pages. All cleaning equipment & supplies quotes are based on current BCB Cleaning Supplies’ wholesale prices.

Equipment & Supplies List
Equipment SC890 Chamber Vacuum Model 20 Heavy Duty Floor Machine Self-Contained Extractor Mopping Combo Pack Personal Computer 4 Drawer Commercial Vertical File Executive Desk w/Delivery Leather Desk Chair All-In-One Copier, Printer, Fax Multi-line Telephone 1 @ $366.32 1 @ $953.95 1 @ $1,601.10 2 @ $151.54 1 @ $1,380 1 @ $117.63 1 @ $327.99 1 @ $89.99 1 @ $499.99 1 @ $ 60 Equipment Total $366 $954 $1601 $303 $1380 $118 $328 $90 $500 $60 $5,700

Cleaning Supplies Multi-Surface Floor Cleaner Wet/Dry Cleaning Wand Wet/Dry Spill Pan Toilet Bowl Brush & Holder Jumbo Bath Tissue 12/1000 Automatic Bowl Cleaner 12/CS Disinfectant Heavy-Duty Bathroom Cleaner Brown Paper Hand Towels 18” Strip Washer 18” Window Squeegee Overhead Dusting Tools Lambswool Dusters Window Cleaning Tablets All-Purpose Cleaner Furniture Polish for Wood

4 @ $46.94 1 @ $10.43 1 @ $22.96 5 @ $1.75 2 @ 68.61 2 @ 24.95 2 @ $51.80 4 @ $40.53 2 @ $15.45 2 @ $11.46 2 @ $26.35 5 @ $7.49 1 @ $36.09 2 @ $58.83 2 @ $25.05

$188 $10 $23 $9 $137 $50 $104 $162 $31 $23 $53 $37 $36 $118 $50 18

Cleaning Cloths Reserve for additional cleaning supplies

2 @ $45.05 $2,500 Supplies Total

$90 $2500 $3,621

Office Supplies Accessories/Decorations Business Cards Office Supplies (Envelopes, Stationary, Pens, etc.) Office Supplies Total $368 $150 $250 $768

Project Cost Summary Equipment Cleaning Supplies Office Supplies One-time Upfront Fees, Deposits Working Capital Total Project Cost $5,700 $3,621 $768 $800 $14,111 $25,000

Assumptions
The following is a narrative explaining the assumptions used to arrive at the dollar value of sales, expenses, etc. on the financial statement projections. Sales consist solely of churches serviced while expenses are listed per expense. Sales Projections July, August Year 1: 3 churches serviced @ approximately 12,500 sq. ft. $0.08 per sq. ft. 4 times per month = $4,000 in revenue per month September, October Year 1: 4 churches serviced @ approximately 17,500 sq. ft. $0.08 per sq. ft. 4 times per month = $5,600 in revenue per month November Year 1: 5 churches serviced @ approximately 22,500 sq. ft. $0.08 per sq. ft. 4 times per month = $7,200 in revenue per month December, January Year 1: 6 churches serviced @ approximately 37,500 sq. ft. $0.08 per sq. ft. 5 times per month = $15,000 in revenue per month February, March, April Year 1: 7 churches serviced @ approximately 42,500 sq. ft $0.08 per sq. ft. 4 times per month = $13,600 in revenue per month May, June Year 1: 8 churches serviced @ approximately 50,500 sq. ft. $0.08 per sq. ft. 4 times per month = $16,160 in revenue per month

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Operating Expenses Web Expense @ Web Small Business: $8.96 first 2 months; $11.95 thereafter Auto Expense: Mr. Smith owns a van which he will rent to the company for $415 per month. Leased office space of 550 sq. feet will cost $13.00 per sq. foot annually arriving at a total yearly lease expense of $7150. This is $595.83 per month. The business must make an upfront deposit of $600. Projected monthly advertising expense varies in nature. Included in advertising expense is the cost of customer satisfaction print-outs, thankyou notes, flyers, and general supplies. Higher expenses are projected in the first months of operation and the projected busier months of December, January, March, and April. Internet advertisement and direct sales advertising are not included in this line item. Estimates taken from ABC Printing and the local newspaper indicate monthly advertising expense for July and August of $75, September and October of $30, November through January of $50, February of $30, March and April of $40, and May and June of $30. Training Expense is higher during the first few months because two new employees must be trained in general professional cleaning skills. Additionally, a part-time employee will be trained in December and January leading to increased training expense. Otherwise, employees will receive training each month on specific cleaning skills. Telephone/Wireless/Internet Expense: Business Unlimited for $49.99 per month for 12 months includes: unlimited long distance calling and unlimited local calling at any time, High Speed Internet Pro for $39.99 per month, and the option of adding a wireless plan to the account. Utilities: The ABC Office Building provides common water/bathroom areas; therefore, a separate water utility will not be necessary. Waste disposal is also included in the lease terms. The electric bills of similar office spaces in the building average approximately $40-$50 per month. A $200 upfront deposit will be required. Cleaning Supplies: Average of $25 per week per church. Smaller amounts for smaller churches, larger for mid-sized churches. Insurance: Received an insurance quote of $2,400 per year from C. Marshall, insurance agent with Secure Insurance Group. Legal & Professional: Quarterly Statement Preparation by C.P.A. The C.P.A. will also be responsible for payroll services. $75 per month to handle payroll, $150 for quarterly statements, and $300 for year-end statements. Miscellaneous: 2% of revenues per month Taxes & Licenses: Business license expense of $200 annually Office Supplies: Will comprise small percentage of expenses. Expect increased costs during the busier months of December and January.

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Personnel: 2 FTE @ $9.00/hr. X 40 hrs. per week = $2,880 per month. Additional labor during December and January: 1 Part-time employee @ $8.50/hr. X 20 hrs. per week = $680 per month Payroll Taxes: Federal income tax, Social Security and Medicare taxes, Federal Unemployment Tax Act (FUTA); Publication 15: IRS Tables at www.irs.gov; Used a conservative estimate of 15% of Personnel Costs. Uniforms: $50 per uniform x 3 uniforms = $150 per employee; 2 employees = $300. Mr. Smith will purchase 6 additional uniforms to provide for employee turnover and worn-out uniforms. As he hires new employees in years two and three, he will purchase new uniforms.

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References
2

Arkansas Secretary of State Website: http://www.sosweb.state.ar.us/corps/index.html Arkansas Secretary of State’s Office: 1401 W. Capital Avenue, Ste 250, Little Rock, AR 72201. Phone: (501)682-3409.
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NAICS Search: http://www.census.gov/epcd/naics02/ Bureau of Labor Statistics, U.S. Department of Labor, Occupational Outlook Handbook, 2006-07 Edition, Building Cleaning Workers, on the Internet at http://www.bls.gov/oco/ocos174.htm (visited June 07, 2006) Arkansas Business Directory 2004-2005, Info USA (2004). Located in the ASBDC research library: Call Number RR1.012 United States Census 2000 Briefs & Factsheets, U.S. Department of Commerce (2003). Located in the ASBDC research library: Call Number H9.001 2002 Economic Census, U.S. Bureau of the Census. Economic Fact Sheet on the Internet at http://factfinder.census.gov/servlet/SAFFSelectIndustry?_sse=on&_submenuId=b usiness_2 (visited June 10, 2006) Arkansas Statistical Abstract, 2004, UALR Institute for Economic Advancement (2004). Located in the ASBDC research library: Call Number H7.001 May 2005 State Occupational Employment and Wage Estimates: Arkansas, Bureau of Labor Statistics, U.S. Department of Labor. Building and Grounds Cleaning and Maintenance Occupations, on the Internet at http://stats.bls.gov/oes/current/oes_ar.htm#b37-0000 (visited June 11, 2006) The application fee for obtaining a business license will vary between $50 to over $1,000 depending on the type of business and amount/kind of inventory. Apply for a business license in the city in which the business is physically located. If located outside city limits, contact the county collector or clerk’s office. United States Internal Revenue Service on the Internet at http://www.irs.gov. IRS (Arkansas): Federal Building 700 West Capital, Little Rock, AR 72201. Phone: (501) 324-5111 or Business Specialty Tax Line: (800) 829-1040. International Sanitary Supply Association on the Internet at http://issa.com/

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Immaculate Cleaning Services Income Statement Projections Month 1 through Month 12

July Sales Church Cleaning Services Gross Profit Operating Expenses Advertising & Postage Web Expense Auto Expense (Van Rental) Depreciation Insurance Legal & Professional Office Expense/Supplies Rent - Office Cleaning Supplies Taxes & Licenses Fuel Utilities Repairs & Maintenance - Auto Bank Charges Dues & Subscriptions Training Miscellaneous Telephone & High Speed Internet Uniforms Personnel Payroll Taxes (FUTA, SS, and Medicare) Total Operating Expenses Net Operating Income Interest Expense Net Income before Taxes 4,000 4,000 75 9 415 95 200 75 793 596 3,621 200 200 50 50 100 100 80 90 600 2,880 432 10,661 (6,661) (175) (6,836)

August 4,000 4,000 75 9 415 95 200 75 25 596 300 200 50 50 100 80 90 2,880 432 5,672 (1,672) (173) (1,845)

September 5,600 5,600 30 12 415 95 200 150 10 596 400 200 50 200 50 50 112 90 2,880 432 5,972 (372) (171) (542)

October 5,600 5,600 30 12 415 95 200 75 10 596 400 200 40 50 30 50 112 90 2,880 432 5,717 (117) (168) (285)

November December 7,200 7,200 50 12 415 95 200 75 10 596 500 250 40 50 50 144 90 2,880 432 5,889 1,311 (166) 1,145 15,000 15,000 50 12 415 95 200 150 25 596 750 300 45 50 45 75 300 90 100 3,560 534 7,392 7,608 (164) 7,445

January 15,000 15,000 50 12 415 95 200 75 25 596 750 300 45 250 50 75 300 90 3,560 534 7,422 7,578 (161) 7,417

February 13,600 13,600 30 12 415 95 200 75 15 596 700 325 45 50 50 272 90 2,880 432 6,282 7,318 (159) 7,159

March 13,600 13,600 40 12 415 95 200 300 10 596 700 325 40 50 50 272 90 2,880 432 6,507 7,093 (157) 6,937

April 13,600 13,600 40 12 415 95 200 75 10 596 700 350 40 200 50 50 272 90 2,880 432 6,507 7,093 (154) 6,939

May 16,160 16,160 30 12 415 95 200 75 10 596 800 400 50 50 50 323 90 2,880 432 6,508 9,652 (152) 9,500

June 16,160 16,160 30 12 415 95 200 150 15 596 800 400 50 50 50 323 90 2,880 432 6,588 9,572 (149) 9,423

Year 1 129,520 129,520 530 137 4,980 1,140 2,400 1,350 958 7,150 10,421 200 3,450 545 650 600 175 750 2,590 1,080 700 35,920 5,388 81,115 48,405 (1,948) 46,457

% 100.0% 100.0% 0.4% 0.1% 3.8% 0.9% 1.9% 1.0% 0.7% 5.5% 8.0% 0.2% 2.7% 0.4% 0.5% 0.5% 0.1% 0.6% 2.0% 0.8% 0.5% 27.7% 4.2% 62.6% 37.4% -1.5% 0.4

SALES WORSHEET Sq. Footage of churches to be Cleaned Price charged per Sq. Foot Per Week Price per Week (Sq. Ft. x Price per Ft.) Times to be Cleaned per Month Total Revenues Per Month Number of Churches July 12500 0.08 1000 4 4000 3 August September 12500 17500 0.08 0.08 1000 1400 4 4 4000 5600 3 4 October November December 17500 22500 37500 0.08 0.08 0.08 1400 1800 3000 4 4 5 5600 7200 15000 4 5 6 January 37500 0.08 3000 5 15000 6 February 42500 0.08 3400 4 13600 7 March 42500 0.08 3400 4 13600 7 April 42500 0.08 3400 4 13600 7 May 50500 0.08 4040 4 16160 8 June 50500 0.08 4040 4 16160 8

Monthly Cash Flow Projection Year 1 Pre-Startup CASH ON HAND CASH RECEIPTS Cash Sales Collections from Credit Accounts Loan or Other Cash Injection TOTAL CASH RECEIPTS TOTAL CASH AVAILABLE CASH PAID OUT Advertising Web Expense Auto Expense (Company Van) Insurance Legal & Professional Office Expense/Supplies Rent - Office Deposit Cleaning Supplies Expense Taxes & Licenses Fuel Utilities Repairs & Maintenance - Auto Bank Charges Dues & Subscriptions Training Miscellaneous Telephone & High Speed Internet Uniforms Personnel Payroll Taxes Other Subtotal Loan Payment Leasehold Improvements Equipment Purchases Other TOTAL CASH PAID OUT CASH POSITION July 18,500 18,500 75 9 415 200 75 793 596 3,621 200 200 50 50 100 100 80 90 600 2,880 432 10,566 430 10,996 7,504 August 7,504 4,000 4,000 11,504 75 9 415 200 75 25 596 300 200 50 50 100 80 90 2,880 432 5,577 430 6,007 5,498 September 5,498 4,000 4,000 9,498 30 12 415 200 150 10 596 400 200 50 200 50 50 112 90 2,880 432 5,877 430 6,307 3,191 October 3,191 5,600 5,600 8,791 30 12 415 200 75 10 596 400 200 40 50 30 50 112 90 2,880 432 5,622 430 6,052 2,739 November 2,739 5,600 5,600 8,339 50 12 415 200 75 10 596 500 250 40 50 50 144 90 2,880 432 5,794 430 6,224 2,116 December 2,116 7,200 7,200 9,316 50 12 415 200 150 25 596 750 300 45 50 45 75 300 90 100 3,560 534 7,297 430 7,727 1,589 January 1,589 15,000 15,000 16,589 50 12 415 200 75 25 596 750 300 45 250 50 75 300 90 3,560 534 7,327 430 7,757 8,833 February 8,833 15,000 15,000 23,833 30 12 415 200 75 15 596 700 325 45 50 50 272 90 2,880 432 6,187 430 6,617 17,216 March 17,216 13,600 13,600 30,816 40 12 415 200 300 10 596 700 325 40 50 50 272 90 2,880 432 6,412 430 6,842 23,974 April 23,974 13,600 13,600 37,574 40 12 415 200 75 10 596 700 350 40 200 50 50 272 90 2,880 432 6,412 430 6,842 30,733 May 30,733 13,600 13,600 44,333 30 12 415 200 75 10 596 800 400 50 50 50 323 90 2,880 432 6,413 430 6,843 37,490 June 37,490 16,160 16,160 53,650 30 12 415 200 150 15 596 800 400 50 50 50 323 90 2,880 432 6,493 430 6,923 46,727 530 137 4,980 2,400 1,350 958 7,150 10,421 200 3,450 545 650 600 175 750 2,590 1,080 700 35,920 5,388 79,975 5,159 85,133 46,727 Year 1

25,000 25,000 25,000 600 200 800 5,700 6,500 18,500

113,360 113,360

Immaculate Cleaning Services Projected Balance Sheet Year Ended June, Pre Start-Up Assets Current Assets Cash & Equivalents Accounts Receivable Other Current Assets Total Current Assets Other Assets - Deposits Fixed Assets Property, Plant & Equipment Less: Accumulated Depreciation Net Fixed Assets Total Assets Liabilities Current Liabilities Accounts Payable Line of Credit Current Portion Long Term Debt Total Current Liabilities Long-term Liabilities Loans - Long Term Portion Mortgages Other Non-Current Liabilities Total Non-Current Liabilities Total Liabilities Equity Capital Stock Retained Earnings Net Income (Loss) Total Equity Total Liabilities and Equity 25,000 Year 1

25,000

46,727 16,160 62,887 800

25,000

5,700 (1,140) 4,560 68,247

3,564 3,564

20,000

13,226

20,000 20,000

13,226 16,790

5,000

5,000 46,457 51,457 68,247

5,000 25,000