Home Real Estate Office Free Real Estate Office Business Strategy Questionnaire 5.7 Sales Projection Year 1 Questionnaire
Why does a small business like Home At Last Realty need to forecast its sales for its first year of 2012?
The projections of sales is one of the key components of a business plan. The reason that a small business like Home At Last Realty need to project its sales, is that the sales projection become the basis for all financial planning and projections for the business in the business plan. This section of business planning gives a business owner like Jose Garcia the ability to convey his sense of what the growth of the business will be like to the reader of the business plan, who may be a banker or potential partner.
Since it is the revenues that drive the entire income and expense statement, the assumptions that a small business owner like Jose Garcia makes about the sales numbers are very important. If you get these numbers wrong, all your forecasts and expectations of profitablity will be inaccurate. A clear balance has to be maintained at all time between not being too conservative and too aggressive. If we choose to forecast the first years sales in an overly aggressive manner, it could easily backfire in many ways:
Should the sales forecast for the first year of 2012 be any different that those for 2013 or 2014?
That would depend on the changing dynamics for a business like Home At Last Realty. Thus if Jose Garcia anticipates a change in business conditions that will substantially affect the sales for either 2012, 2013, or 2014, the sales forecasts will have to adjusted accordingly. If not, then the sales forecasts should take in the same inputs in 2013 and 2014 as they did in 2012.
What are the inputs that go into projecting the sales forecast for the first year of 2012?
There are two direct inputs that make up the sales projection for the first year of 2012. The first is price per unit of product or service and the second is the sales volume in units of product or service. There are many items that can be taken into consideration for the projection of price per unit, but the most important has to do with positioning. Thus if a small business like Home At Last Realty has chosen to position itself on the top end of the market, its owner, Jose Garcia will price out the product or service accordingly.
The second aspect of a sales projection is of course the number of units of product or service sold. This number is arrived once the price per unit is set and the seasonality of the sales projection for the first year of 2012 has also been established.
What is sales seasonality and how does it affect the sales projection for the first year of 2012 in a business plan for Home At Last Realty?
Seasonality of sales for the first year of 2012 refers to the how the sales for the year will be affected by seasonal changes in the buying patterns of a target market like Alameda County, California. If we feel that there is no seasonality then we can assume that the sales for the entire first year of 2012 will be evenly distributed and there wont be any changes in the pattern of revenues. On the other hand if an industry like real estate office does experience seasonal fluctuations in sales where for example things are slower in the summer than during the rest of the year, then this seasonal variablity must be factored into the sales projection for the first year of 2012.
What is a slow market, good market and great market for a small business like Home At Last Realty?
Anytime sales projections for the first year of 2012 for a small business like Home At Last Realty are being projected, it is very important to recognize that there are three distinct sales environments that the business will possibly face in its first year of business in 2012:
It is important to recognize that different market conditions require that the sales projection be adjusted accordingly and having these scenarios play out in the sales projections shows that the planning and strategy of a small business owner like Jose Garcia has taken into account many scenarios and not just the one with the best possible outcome.
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