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									      UNB’s CIBC
        th
       4 Annual
Business Plan Competition

COMPETITION PACKET




         University of New Brunswick
      Faculty of Business Administration
                  www.ibec.ca
                 (506) 453-4557
Table of Contents
UNB’s CIBC Business Plan Competition ......................................................................... 3
Schedule of Events ......................................................................................................... 4
Eligibility .......................................................................................................................... 4
Entry and Competition Process ....................................................................................... 5
The Business Plan .......................................................................................................... 6
Sample Business Plan Outline ........................................................................................ 7
Suggested Organization .................................................................................................. 8
The Presentation ........................................................................................................... 10
The Elevator Pitch ......................................................................................................... 10
The Podcasting Competition ......................................................................................... 11
Evaluation Criteria and Judging .................................................................................... 11
Plan Evaluation ............................................................................................................. 12
Prizes ............................................................................................................................ 13
Confidentiality and Agreement ...................................................................................... 14
Helpful Hints and Evaluation Questions ........................................................................ 14




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UNB’s CIBC Business Plan Competition
UNB’s CIBC Business Plan Competition creates an atmosphere for university students and
entrepreneurial-minded individuals to celebrate talent, to encourage entrepreneurship as a
viable option for the future and to prepare for the challenges of a global marketplace.

UNB’s CIBC Business Plan Competition gives participants a chance to organize, direct and
present a business plan to a panel of judges. These judges will select the most plausible and
promising business plan in each track and cash prizes will be awarded to each successful team.
Secondary prizes will also be awarded, as well as individual awards, such as the best financial
plan. UNB’s CIBC Business Plan Competition is proud to announce that there is over $17,500
in prize money available for successful teams in the competition.

UNB’s CIBC Business Plan Competition is hosted by the University of New Brunswick in
conjunction with the Faculty of Business Administration. This years’ competition is being
coordinated under the guidance of Dannie Brown and Karen Murdock. In addition, it involves a
number of faculty and staff members, as well as student volunteers. Coordinators manage the
operations of the Competition which include:

              Structure                                     Public Relations
              Finances                                      Sponsor Relations
              Judges                                        Information Technology
              Marketing

UNB’s CIBC Business Plan Competition is a tremendous undertaking that has been made
possible only through the generous support from sponsors, judges, faculty and administration of
the participating schools and the community. A special thanks to the CIBC, our major
contributor.




Other sponsors include:




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Schedule of Events
A finalized agenda outlining the schedule of events will be provided to each Team upon
registration.

This year, UNB’s CIBC Business Plan Competition will be held over the course of two
days. Day One (November 30th, 2006) will be a half-day event that will be utilized
primarily for registration, a welcome ceremony and The Pitch Competition. There will
also be a reception that will allow students and entrepreneurs the opportunity to network
within and between universities, financial institutes and business agencies. Practice
rooms will be available for teams to book upon registration. Each team is responsible
for providing its own laptop and backup materials for team practice.

On Day Two, (December 1st, 2006) each team will be required to present their business
idea, through a PowerPoint presentation, to a panel of judges. Business Plan
presentations and judging will be scheduled throughout the afternoon. The order of
team presentations will be determined through a random draw during the Welcome
ceremonies on Day One.

A dinner, public address and awards ceremony will follow the competition. The winning
teams will be announced at the beginning of the public address and awards will be
presented. The evening will close with a wine and cheese reception.

Eligibility
The UNB’s CIBC Business Plan Competition is open to all Canadian and
International graduate and undergraduate student teams, as well as entrepreneurs from
the private sector. Each graduate and undergraduate applicant must register a team
consisting of a minimum of 2 and a maximum of 4 members. Entrepreneurs from the
private sector may register as an individual or a maximum 2-person team. University
students should be accompanied by either the team Coach or a University
representative. Teams are required to compete in their division as dictated by the
qualifications of the team members. For example, if a team consists of 2 undergraduate
members and 1 graduate member they are required to compete at the graduate level.
This rule also applies to those in the private sector.

Business plans must be for a new business in the planning stages. Any business plan
that has been prepared within the last calendar year will be eligible for entry. Each
team may submit only one plan to the competition. We regret that business plans
that have been previously submitted to UNB’s CIBC Business Plan Competition
are not eligible.



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Teams are required to have personally conducted the business plan analysis and
prepared all financial projections. Any Business Plans that are prepared in full, or in
part, by an outside professional firm are not eligible.

Entry and Competition Process Outline

Entrants must submit Individual and Team Registration Forms by no later than Friday
November 17th, 2006 by 4:00 pm. Registration forms can be downloaded on-line at
www.ibec.ca and then mailed or faxed to:

             University of New Brunswick
             Faculty of Business Administration
             International Business & Entrepreneurship Centre (IBEC)
             PO 4400 Fredericton, NB E3B 5A3
             Fax: 506-447-3081
             Attention: Karen Murdock

Please ensure that any dietary restrictions or allergies are identified on
registration form.

Further questions may be addressed to Karen Murdock at kmurdock@unb.ca

Release Forms will be available for signature at the registration desk on the day of the
Competition. These forms grant UNB Audio Visual Services and legal representatives
the irrevocable and unrestricted right to use and publish photographs taken on the day
of the competition for editorial, advertising and promotional purposes.

Teams will also be required to submit a PowerPoint Presentation, 3 hard copies of their
business plan and one electronic copy by no later than Friday November 24th, 2006 at
4:00pm. Failure to submit the above documents by the deadline will place your team at
a disadvantage as judges will have less time to review your submitted business plan.
For more specific information about the business plan refer to the section under the
heading The Business Plan.

Each team will present their business plan to the panel of judges. For more specific
information about the presentation refer to the section under the heading The
Presentation.

Teams will be required to deliver a one-minute verbal pitch of their business plan to a
panel of judges. All elevator pitches will be videotaped. Prize money will be awarded
for the best pitch. For more specific information about the elevator pitch and the
elevator pitch competition refer to the section under the heading The Elevator Pitch.

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Interested teams may compete in the Podcasting Competition. Teams will be
required to video-tape a two-minute pitch of their business plan and submit to a secure
website where it will be reviewed by a panel of judges prior to the competition. Prize
money will be awarded for the best pitch. For more specific information about the
podcasting competition and the elevator pitch competition refer to the section under the
heading The Elevator Pitch.

Business Plans will undergo a detailed review and will be judged for completeness,
quality and other factors. For more specific information about the evaluation of plans
and judging process refer to the section under the heading Evaluation Criteria and
Judging and Plan Evaluation.

The Business Plan
The Business Plan should include a cover page, executive summary, company
description, marketing plan, advertising/communications budget, management plan,
competitive analysis, financial statements (income statement, balance sheet and cash
flow statement and any other pertinent sections necessary to complete a
comprehensive document).

The necessary function of the Business Plan is to achieve the following:

   Present the simple structure of the business, including detailed information about
    key individuals in the organization, the team’s ability to work well together, and
    information on their growth strategy.

    Determine and prepare for the risks and benefits of operating the business.

    Identify the resources needed to accomplish day-to-day business.

    Explain the market for the goods or services provided, including a detailed review of
    the results of thorough market research (market size, anticipated growth, key
    changes, driving forces of the market, competition, unique capabilities of your
    company, market penetration, etc.) If applicable, present the findings of thorough
    patent research.

    Present a positive reason for investors to take interest.

The business plan should be easy-to-read, concise, and interesting. It should address
specific strategies, goals, prospective markets and investors, and the actions needed to
accomplish or obtain them.

The function of the financials in the business plan is to indicate the expected margins
and financial growth. It should indicate how much money is going where and for how
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long. It should include any planned investments, savings, and necessary expenditures
and a realistic projection of sales and revenues. Like the business plan, it should be
concise and easy to follow. Charts and graphs are an exceptional manner of
presentation. The financial section should support and defend all information presented
in the Business Plan.

The following Sample Business Plan Outline and Suggested Organization are
based on the judging criteria.

Helpful Links: http://www.acoa.ca/e/business/tools.shtml
               http://www.bsa.cbsc.org

Sample Business Plan Outline
The following is only to be used as a sample business plan outline. It should be
stressed that every business plan is unique and should thus deviate from this
sample as deemed appropriate.

Cover Page
      Company name
      Contact person and info (mailing and e-mail addresses, phone number)

Executive Summary
      More brief than the submitted Executive Summary

Current Position of the Company
      Business description
      Strategic alliances and/or partnerships

The Market
      Industry analysis (target market, market size and growth trends)
      Customer profile and current customers
      Competitive analysis (include website URL, phone numbers, street address, etc.)
      Establish what need your product/service will fulfill in the market

Products and/or Services
      Current products/services and the need/background
      Features and advantages of products/services compared to competition
      Production, distribution and facilities
      Proprietary position, research and development and future products/services
      Packaging/Distribution
      Service and warranty policies
      Competitive Advantage

The Marketing Strategy
      Marketing strategy (pricing, promotion, advertising, sales method, distribution, and public
      relations)
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       Advertising/Communications Budget
       Anticipated date of market entry

Management
     Officers, key employees, and board of directors
     Accountants, attorneys, bankers, insurance agents, or other external support
     Organizational Chart

Capital Requirements
       Use of funds (include proposed business application of competition funds)
       Sources for repayment


Financial Strategy
      Assumptions about revenue, costs, asset requirements, obtaining funding, etc.
      Break-even analysis with proposed debt and competition funds

Appendices
     Detailed 12-month and 3-year pro forma cash flow statements (source and use)
     Exhibits including marketing materials, company product reviews, clips from industry and
     trade journals, patents, photographs or facilities, etc.



Suggested Organization
The Company

Explain the purpose of your business and why your company will be successful. State
your company’s long-term objectives and strategy (i.e. to go public, to command 10% of
the market share after ten years, to reach $50 million in sales after five years, etc.).

The Market

Give a detailed description of the needs in the market that your product(s)/service(s) will
satisfy. Consider what market factors or issues are driving the need for your product
and identify your target market. Assess the market size, anticipated growth and any
potential changes. Decide and justify who your target market is. Thoroughly assess the
competition and their competitive and strategic positions in the market. Explain any
competitive advantage(s) that differentiates your company from the competition and that
will drive your company’s success.

The Product(s) or Service(s)

First, identify specific planned products and projects. Describe distinctive features and
user benefits relative to market needs and the product(s)/service(s) of the competition.
Explain any proprietary positions such as copyrights, trademarks, patents, trade
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secrets, special production processes or technological skills. Discuss pricing and
margins both for your product(s)/service(s) and those of your competitors. Carefully
consider any governmental regulations and/or environmental issues that will affect your
product or service.

Marketing Strategy

Describe your market strategy including distribution, place, price and promotion. A
communications plan should be developed explicating how you will advertise your
product to the chosen target market. An advertising budget should be developed in
accordance with the selected communications methods.

Management

Explain the current or anticipated organizational structure of the company and the
history of the management team. Provide brief backgrounds of key individuals in your
organization including skills relevant to this job, the specific value they add to the
company, and past successes and achievements. Assess the synergy between these
key individuals and explain why they would be an effective management team. Identify
any immediate personnel needs. Development of job descriptions and compensation
plans will aid with the pro forma cash flows statement in the financial summary section.

Financial Summary

Specify initial and subsequent funding needs and estimate the timing and nature of
expected investor returns. Evaluate, if possible, the returns to investors of similar
businesses and indicate an exit strategy (i.e., merger, acquisition, or initial public
offering). You must provide realistic projections of sales, revenues, expenses, and
income over a three-year period via a pro forma cash flows statement. State and briefly
justify the financial assumptions used to generate these projections.




The Presentation
Each team will be required to present their business idea to a panel of judges via a
PowerPoint presentation.

Equipment necessary for the presentation will be provided. This will be a closed
session with only the Teams, Judges and Timekeepers present.


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Since the time is limited to twelve minutes, the presentation must be well organized
and emphasize only the most important features of the business. The presentation will
be followed by an eight minute Question and Answer period. If these times are
exceeded the team’s total score will be reduced accordingly.

The presentation information does not have to be in any particular order. It is important
that you first build enthusiasm for your idea and then prove that you can be successful
in the market. Organize your presentation to emphasize the most important features of
your business in the time allotted.

All team members must participate in the presentation of the business plan. Failure to
do so results in disqualification of your team.




The Elevator Pitch
  You are in an elevator with a business executive with whom you have been trying to
arrange a meeting with for months. The executive is not able to set up a meeting due to
 his/her busy time schedule, but is willing to listen to you for the duration of the elevator
ride. You must convince this attentive business leader to invest in your product/service
                 in one minute. Absolutely NO visual aids are available.

Teams will be required to deliver a one-minute verbal elevator pitch of their business
plan to a panel of judges on the first day of the competition. UNB’s Audio Visual
Services will videotape the elevator pitches. The teams’ presentation of the elevator
pitch will be followed by a question and answer period. It is important to note that each
team should select one person to present the elevator pitch on behalf of the team. This
elevator pitch will prepare the teams for future presentations and provides the
opportunity to show case their business ideas.

A panel of judges will evaluate the elevator pitches and an award will be given based on
the teams’ ability to sell their product/service to the audience. Judges will be looking for
enthusiasm, creativity, persuasion and public speaking ability. Winners of The Elevator
Pitch Competition will be announced on December 1st at UNB’s CIBC Business Plan
Competition awards ceremony.

Examples of Elevator Pitches can be found at:
http://www.imakenews.com/techyvent/e_article000111463.cfm

Read about Elevator Pitches at:
http://www.entrepreneur.com/article/0,4621,306110,00.html


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Podcasting Competition
In addition to the Elevator Pitch competition, teams are encouraged to participate in the
podcasting competition by submitting a video pitch that follows the above guidelines for
the elevator pitch. Podcasts will be submitted to a secure website where they will be
reviewed by the judges prior to the start of the competition. The winning podcast will be
played during the awards ceremony and a prize will be issued.

For more information about Podcasting and for the secure website address, log onto
www.ibec.ca under the CIBC Business Plan competition where links to sample pitches
and tips on creating your own podcast can be found.

Examples of Elevator Pitches can be found at:
http://www.youtube.com/watch?v=Tq0tan49rmc

Evaluation Criteria and Judging
The judges’ panel consists of venture capitalists, entrepreneurs, and other successful
and knowledgeable business leaders. Judges will not be affiliated with, or involved in
the preparation or funding of, any participating team. The decision of the judges’ panel
will be final and will not be subject to appeal. The overall selection of winners is based
on the viability and likely success of the business.

The judges want to see a business concept that is realistic and viable in today’s volatile
marketplace. Other dynamics should include an understanding of the market, a
complete set of essential skills to run the business and knowledge of the challenges and
commitment level required for success.
The most important evaluation criterion is to articulate, through the presentation and the
business plan, an opportunity that demonstrates a strong market outlook, solid
prospects for full-scale commercialization and the likelihood to attract investments.
Judges want to see a clear, realistic, flexible business strategy combined with a
financial strategy that has a viable model and a plan to manage investors.

Plans will be judged on the basis of potential success as a new business venture. The
judges will evaluate the written plan and presentation on the following criterion:

       Clarity and persuasiveness of the written plan
       Clarity and persuasiveness of the oral presentation
       Skill and directness in answering questions
       Viability of the proposed venture
       Vision for and potential of the proposed venture

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      Prospective financial return
      Probability that the plan will lead to a real business
      Team members’ participation in the presentation


Plan Evaluation
A panel of 3 judges will evaluate business plan submissions in each track. Teams and
business ideas will be reviewed by the judges and given a score of 1-5 on various
criteria. The scores will be averaged amongst the judges. The top score will be
awarded the Grand Prize in that track. The basis for scoring plan evaluations follows:


Part I: Written Business Plan (40% of overall evaluation)
Based on individual judges’ analysis
(Rating system: 1=very poor, 2=poor, 3=fair/average, 4=good, 5=very good)

      Executive Summary
      Product or Service
      Competitive Analysis and Market Analysis
      Marketing Strategy and Advertising/Communications Budget
      Management Bios
      Financial Analysis and Break Even Analysis
      Viability
      Brevity and Clarity
      Appendices (pro forma cash flow statement, income statement, balance sheet,
      marketing/communications budget, marketing materials and any other supporting
      documents deemed necessary)


Part II: Team Presentation and Venture Viability (60% of overall evaluation)
Based on individual judges’ analysis
(Rating system: 1=very poor, 2=poor, 3=fair/average, 4=good, 5=very good)

      Presentation
      Questions and Answers
      Market Opportunity
      Viability of the Idea
      Economics
      Resources
      Distinctive Competence
      Management Capability
      Financial Understanding

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Prizes
This year, UNB’s CIBC Business Plan Competition is proud to announce that there is
over $17,500 in prize money to be won. Once again, thanks to our generous sponsors.
The following are some of the categories in which prize money will be awarded:

       A Grand Prize winner will be awarded $5000 in each Track (Graduate,
       Undergraduate and Private Sector) to the teams with the best overall Business
       Plan. Additionally, funding of up to $1000 will be offered to the Grand Prize
       winning team in each track towards expenses incurred for participating in an
       upcoming national competition. (i.e. The Richard Ivey School of Business
       Competition)

       A Secondary Prize will be awarded to the runners-up in each Track.

       A Prize will be awarded to the plan with the best financial analysis.

       A Prize will be awarded to the team with the best Elevator Pitch.

       A Prize will be awarded to the team with the best Podcast

Winners will be announced at the Awards Ceremony following the competition and
dinner.

There are no restrictions applied to the use of these funds after they are awarded
to the deserving participant.




Confidentiality and Agreements
All directors and judges that will have access to the plans agree verbally to a
confidentiality agreement.

As a competitor, you are responsible to protect any information concerning your plan
that you share with mentors, team members, and fellow participants of the competition.
UNB’s CIBC Business Plan Competition takes no responsibility for unwanted disclosure
in these instances.

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Ultimately, protection of sensitive materials is the sole responsibility of the teams
participating in the competition.

Helpful Hints and Evaluation Questions
Although the following questions are not all encompassing, they can be used as a
guideline for items to consider when developing your business plan. Feel free to cover
any other aspects of the business that you feel necessary in your submitted proposal.


Executive Summary
 Does the executive summary provide a well-rounded overview of the business plan
  in no more than one page?

Business Purpose
 Why does the opportunity exist and why is now the time to take advantage of it?
 Is the business opportunity realistic and presented clearly?

Product/Service
 What is provided and how will the business work to provide it?
 What steps will be taken to protect your product/service? Are patents necessary?
 What niche/need will your product/service fulfill in the marketplace?
 Have the mechanics of the product/service been well thought out? Has a prototype
   been developed?
 How will the product/service be distributed?
 Has there been any research and development done on the product/service?
 How will the product/service be packaged or delivered to customer?
 Does the product/service offer any warranties or guarantees?

Market
 Are there any barriers to entry?
 Who is your target market? Justify why they are your target audience.
 Have you performed a customer profile?
 Have market size estimates and growth trends been assessed?
 Has the team tested their product(s) or service(s) in the market or has market
  research been performed to determine product/service demand?
 What is the marketing mix? Product, price, place and promotion.
 How do you plan to communicate/advertise your product to the marketplace?
  (Advertising budget)
 What is the expected growth rate of your product/service over the next three years?
 What is the selling price and why have you decided on that price? Does your target
  market demonstrate any price sensitivity?

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   Who are the competitors (location, size, products, strengths, weaknesses, age,
    sales tactics, pricing, financial position) and is the business capable of defending
    itself? How long will it take to bring the product(s) or service(s) to market?
   What is the anticipated date of market entry? Have you come up with tentative
    timelines for implementation?

Management
 Does the team have a management structure that will be successful?
 What is the commitment level of the founders and what risks or investments have
  they made?
 Will the founders create obstacles to success?
 Are the titles, responsibilities, salaries, and ownership of founders and team
  members clear?
 Are there any necessary outside parties or other employees that will need to be
  hired? (i.e. Accountants, attorneys, bankers, insurance agents, or other external
  support)

Finance
 How much capital is required and is that estimate justified?
 How will the business find the initial capital necessary? (Private investment, grants,
   shares from interested investors)
 Does the Business Plan clearly outline the spending of any capital raised? (Your Pro
   Forma Cash Flows Statement should demonstrate this)
 What are the expenses in the company? Are they in line with sales and designed to
   advance the company rather than enrich the founders?
 How long until the company breaks even? Until positive cash flow? (Breakeven
   Analysis)
 What is the business’ exit strategy?

General
 Do the team members present themselves professionally, clearly and in an
  organized fashion?
 Why will this company be successful in 5 years; in 10 years?

								
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