Lista anexelor
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LQIRUPD LL�DGL LRQDOH��6XJHVWLL�FX�SULYLUH�OD�SRVLELOH�DQH[H�VXQW�UHGDWH�mai jos:
1. 7UHFHUHD� vQ� UHYLVW � D� HYROX LHL� DIDFHULL� ���[[� OD� ��[[�
–�/LVWD L�FURQRORJLF�
2. Rezumat al datelor financiare istorice (19xx la 20xx)
–� 3UH]HQWD L� WDEHOH� FX� FHOH� PDL� LPSRUWDQWH� YDORUL� �YHQLWXUL�� FKHOWXLHOL�
RSHUD LRQDOH��UH]XOWDW�vQDLQWH�GH�LPSR]Ltare, active imobilizate, active circulante,
GDWRULL�FXUHQWH�HWF���([SOLFD L�HYHQLPHQWHOH�H[FHS LRQDOH���
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SURGXV��'H�DFHHD�PLQLPL]D L�OLPEDMXO�GH�VSHFLDOLWDWH��
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FUHúWHUH�� FDQDOHOH� GH� GLVWULEX LH�� VHJPHQWHOH� GH� SUH �FDOLWDWH�� FDWHJRULLOH� GH�
FOLHQ L��WHQGLQ H�vQ�YLLWRU��SUHYL]LRQDUHD�FRWHL�GH�SLD �HWF�
5. (YDOXDUHD�FRQFXUHQ LORU
– CLQH�� FH�� XQGH�� FXP� HWF�� ([SOLFD L� FXP� VXQW� SURGXVHOH� úL� VHUYLFLLOH�
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DPHQLQ �FRPSDQLD��GLQ�SXQFW�GH�YHGHUH�DO�FRQFXUHQ HL��
6. 3UHYL]LRQDUHD�SLH HL�úL�D�YkQ] ULORU����[[�OD����[�
–� )RORVL L� WDEHOH� úL� JUDILFH�� ([SULPD L� FODU� SULQFLSDOHOH� LSRWH]H� GHVSUH�
GLPHQVLXQHD� SLH HL�� FRWD� GH� SLD �� YROXPH� úL� SUH XUL�� ([SOLFD L� SODQXO� GH�
marketing – resurse, costuri etc.
7. Detalii GHVSUH� 3ODQXULOH� úL� &RVWXULOH� GH� 3URGXF LH�� 2SHUD LRQDOH�
–�'HVFULH L�SH�VFXUW�SURFHVHOH�RSHUD LLOH��,QGLFD L�YROXPXO�LQYHVWL LLORU�úL�GHVFULH L�
�SH�VFXUW��IXQF LLOH�HOHPHQWHORU�FKHLH��3UH]HQWD L�VXUVHOH�GH�PDWHULDOH��IXUQL]RULL�
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SURGXFWLYLWDWHD��&RPHQWD L�QLYHOXO�VWRFXULORU�úL�FLFOXO�GH�SURGXF LH�
8. Curriculum vitae al managerilor
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QX� VXQW� RFXSDWH�� SUH]HQWD L� GHVFULHUHD� SRVWXULORU� úL� PRGXO� vQ� FDUH� HOH� YRU� IL�
ocupate în viitor.
9. ,SRWH]H� SHQWUX� SURLHF LLOH� ILQDQFLDUH� ���[[� OD� ���[�
–�,SRWH]HOH�WUHEXLH�V �ILH�FRUHVSXQ] WRDUH�úL�V �GHULYH�GLQ�VHF LXQLOH�DQWHULRDUH�
DOH�SODQXOXL��)RORVL L�VXESXQFWH�SHQWUX�LQWURGXFHrea principalelor ipoteze.
10.�3URLHF LL�ILQDQFLDUH����[[�OD����[�
-� ,QWURGXFH L� WDEHOH�FX�SURLHF LLOH�GHWDOLDWH�SHQWUX�SULPXO�DQ�–�&RQW�GH�SURILW�úL�
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SX LQ�GHWDOLDWH�SHQWUX�DQLL�XUP WRUL�
1. I ntroducere
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VH�UHIHU �SODQXO�úL�LQGLFD L�VFRSXO�úL�VWUXFWXUD�DFHVWXL�GRFXPHQW��1X�IDFH L�XQ�
rezumat al planului aici –� VFULH L� XQ� UH]XPDW� DO� SODQXOXL� vQ� VHF Lunea
XUP WRDUH���GXS �FH�O-D L�WHUPLQDW�
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SHQWUX� D� JKLGD� PDQDJHPHQWXO�� VWUkQJHUHD� GH� IRQGXUL� HWF��� 2IHUL L� GDWHOH� GH�
contact (adresa, nr. de telefon, fax, e-mail) ale persoanei cheie.
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SULQFLSDOHORU�E QFL�LQYHVWLWRUL��ÌQ�FD]XO�vQ�FDUH�OLVWD�HVWH�IRDUWH�OXQJ ��HD�SRDWH�
fi inFOXV �vQWU-R�DQH[ ���
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ar fi:
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SHUVRDQHL�F UHLD� vL�HVWH�DGUHVDW��SH�ED]D� vQ HOHJHULL�F �GDWHOH�FXSULQVH�
aici QX� YRU� IL� GLVFXWDWH� VDX� GLYXOJDWH� XQHL� WHU H� S U L�� FX� H[FHS LD�
FRQVXOWDQ LORU�SURIHVLRQDOL�DL�SHUVRDQHL�vQ�FDX] ��
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ULGLFDWH� GDU� úL� GH� SRVLELOLWDWHD� XQRU� FkúWLJXUL� ULGLFDWH�� ,QYHVWitorii
SRWHQ LDOL� VXQW� VI WXL L� V � YHULILFH� WRDWH� GDWHOH� PDWHULDOH� úL� V � VROLFLWH�
S UHUHD� XQXL� FRQVXOWDQW� SURIHVLRQLVW� vQDLQWH� GH� DVXPDUHD� XQHL�
UHVSRQVDELOLW L��
$FHDVW �VHF LXQH�D�SODQXOXL�QX�WUHEXLH�V �GHS úHDVF ���SDJLQL�
2. Sumar
6FULH L�VXPDUXO�FkQG�SODQXO�VH�DIO �vQ�ID]D�ILQDO ��
3UH]HQWD L�SUREOHPHOH�FKHLH��(YLWD L�GHWDOLLOH��
$ERUGD L� QHYRLOH� úL� LQWHUHVHOH� FLWLWRUXOXL� –� FDUH� VXQW� LQIRUPD LLOH� SHQWUX� FDUH�
FLWLWRUXO�QHFHVLW �RULHQWDUH��,QFOXGH L�VXPDUH�GLIHULWH�SHQWUX�JUXSXUL�GH�FLWLWRUL�
diferite.
>,QFOXGH L�XQ�JUDILF�FDUH�V �SUH]LQWH�FRPSDUDWLY�YkQ] ULOH��UH]XOWDWXO�
din exploatare, profitul înainte de impozitare] .
$ORFD L�FkWH� XQ� SDUDJUDI�SHQWUX�VXPDUL]DUHD�FRQ LQXWXOXL� ILHF UHL� VHF LXQL� GLQ�
cadrul planului de afaceri. Este de preferat utilizarea subpunctelor, în locul
textului continuu:
♦ 3 VWUD L�vQWLQGHUHD�DFHVWHL�S U L�VXE���SDJLQL��
♦ $FHDVW �VHF LXQH�HVWH�FHD�PDL�LPSRUWDQW �GLQ�FDGUXO�SODQXOXL�
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/LPLWD L� DFHDVW � VHF LXQH� OD� FFD�� �� SDJLQL� SULQ� SUH]HQWDUHD� FHORU� PDi
LPSRUWDQWH� RELHFWLYH� SH� WHUPHQ� PHGLX� úL� OXQJ�� )RORVL L� IUD]H� VXFFLQWH�� GkQG�
LPSRUWDQ �ILHF UXL�VXEVWDQWLY��DGMHFWLY�úL�YHUE�
1. Viziune
,PDJLQD L� FXP� YD� DU WD� DIDFHUHD� vQ� DSUR[LPDWLY� �� DQL� �GLPHQVLXQL� úL� QDWXU ��
QLYHOXO�RSHUD LLORU�HWF���
2. Misiune
ÎQ� FDGUXO� XQXL� VFXUW� SDUDJUDI� GHVFULH L� VFRSXO� SULQFLSDO� DO� DFWLYLW LL�
GHVI úXUDWH�
De exemplu:
6RFLHWDWHD� ;� SURLHFWHD] �� GH]YROW �� SURGXFH� úL� FRPHUFLDOL]HD] � [[[�
produse/servicii pe baza a xxx caracteristici, pentru a îndeplini xxx
nevoi pentru xxx grXSXUL�GH�FOLHQ L�SULQ�[[[�FDQDOH�GH�GLVWULEX LH�vQ�[[[�
]RQH� JHRJUDILFH�� 6RFLHWDWHD� GRUHúWH� V � GH]YROWH� QRL�
SURGXVH�SLH H�FDQDOH�GH�GHVIDFHUH�SULQ�LQWHUPHGLXO�[[[�
3. Valori
'HVFULH L� SULQFLSLLOH� úL� VWDQGDUGHOH� FRPSDQLHL� vQ� UHOD LD� FX� DF LRQDULL�� FOLHQ LL�
furnizorii, etc.
4. Obiective
&DUH�VXQW�RELHFWLYHOH�SH�WHUPHQ� OXQJ"�&RQVWUXF LD�XQHL�PDUL�DIDFHUL"�%RJ LD�
DF LRQDULORU"�6SULMLQLUHD�FRPXQLW LL�ORFDOH"�'H]YROWDUHD�UHVXUVHORU�QDWXUDOH"�
5. Analiza puncte tari - puncte slabe
&DUH�VXQW�DGHY UDWHOH�RSRUWXQLW L��DPHQLQ UL��SXQFWH�WDUL�úL�SXQFWH�VODEH"�
)L L� VLQFHUL� vQ� SULYLQ D� DPHQLQ ULORU� úL� SXQFWHORU� VODEH� úL� H[SOLFD L� FXP� YH L�
U VSXQGH�DFHVWRUD�
6. Strategie
)RORVL L�VXESXQFWH�SHQWUX�D�VFRDWH�vQ�HYLGHQ �SkQ �OD�RSW�HOHPHQWH�VWUDWHJLFH�
FKHLH� �DF LXQL��SURFHGXUL�� HWF��� vQ�]RQHOH� IXQF LRQDOH� PDMRUH� –�SLD �� YkQ] UL��
SURGXVH�VHUYLFLL��WHKQRORJLL��ILQDQ H��PDQDJHPHQW��HWF�
���6LWXD LD�DFWXDO
)DFH L�XQ�UH]XPDW�DO�UHDOL] ULORU�úL�SHUIRUPDQ HORU�OD�]L��ILQDQFLDUH��GH�YkQ] UL��
tehnice etc)
1. Background
TreFH L� vQ� UHYLVW � LVWRULFXO� FRPSDQLHL� �VDX� LGHHD� DFHVWHLD�� vQ� FD]XO� XQHL�
FRPSDQLL�QRL���3HQWUX�R�QRX �FRPSDQLH��DFHDVW �VHF LXQH�DU� WUHEXL�DFRSHULW �
în 1 –���SDJLQL��3HQWUX�FHOH�PDL�YHFKL�SXWH L�DORFD�SkQ �OD���SDJLQL��
3UH]HQWD L�SURPRWRULL�DF LRQDULL�FRPSDniei.
([SOLFD L� HYROX LD� DIDFHULL�� SURGXVHOH�VHUYLFLLOH� LQL LDOH�� FOLHQ LL�SLH HOH� LQL LDOH�
etc.
)RORVL L� QRWH� GH� VXEVRO� SHQWUX� D� H[SOLFD� vQ� GHWDOLX� WHUPHQL�� HYHQLPHQWH�� HWF�
I U �D�vQWUHUXSH�IOX[XO�WH[WXOXL�SULQFLSDO1.
2. Scurt istoric
([SOLFD L�HYROX LD�DIDFHULL�SkQ �OD�VWDGLXO�DFWXDO��
)RORVL L� WDEHOH� VLPSOH� SHQWUX� D� UH]XPD� HYROX LD� YkQ] ULORU�� VHJPHQWDUHD�
SLH HL�SURGXVHORU��FRWD�GH�SLD ��YROXPXO�SULQFLSDOHORU�SURGXVH�HWF��
Exemplu de tabel simplu :
Tabel X –�$QDOL]D�9kQ] ULORU������-2000)
$QL�SkQ �vQ�Dec. 1997
($000)
1998
($000)
1999
($000)
2000*
($000)
Produs AA 200 259 302 350
Produs BB 280 270 290 300
Produs CC 0 89 158 230
Total 480 618 750 880
5DWD� GH� FUHúWHUH�
(% )
- +29% + 21% +17%
�3ULPHOH���OXQL�VXQW�FLIUH�HIHFWLYH��8UP WRDUHOH���OXQL�VXQW estimate
'HVFULH L�SULQFLSDOHOH�HYHQLPHQWH�
3UH]HQWD L�WRDWH�GHWDOLLOH�vQWU-R�DQH[ ��
1 ����� ��� ����� ���������������� ��� ��� �� � � ��������� � ���������� � ���������������� � ����������� ��������� � � � ������ ��� ����������!� ����������#" �$� ����� %&� �
a se îndeparta de subiectul principal.
*UDILFHOH�SRW�IL�IRDUWH�HILFLHQWH�vQ�SUH]HQWDUHD�FRQFLV �D�GDWHORU��
$QDOL]D�YkQ] ULORU�– 1997-2000 ($000)
0100200300400500600700800900
1997 1998 1999 2000
Produs AA
Produs BB
Produs CC
Total
3. 6LWXD LD�ILQDQFLDU
)DFH L� R� WUHFHUH� vQ� UHYLVW � D� VLWXD LHL� ILQDQFLDUH� WUHFXWH�� FDUH� V � FXSULQG �
FRQWXO� GH� SURILW� úL� SLHUGHUH�� ELODQ XO� HWF�� 'LQ� QRX�� IRORVL L� WDEHOH� VLPSOH� VDX�
JUDILFH� úL� SUH]HQWD L� GHWDOLLOH� vQ� DQH[H� VDX� vQ� GRFXPHQWH� ILQDQFLDUH� DXGLWDWH�
FDUH�V �vQVR HDVF �SODQXO��,QGLFD L�úL�H[SOLFD L�HYHQLPHQWHOH�LPSRUWDQWH��
2IHUL L� LQIRUPD LL� GHVSUH� DF LRQDULDW� –� OLVWD� DF LRQDULORU�� SROLWLFD� GH� GLYLGHQGH�
HWF��)RORVL L�DQH[HOH�SHQWUX�GHWDOLL��
7UHFH L� vQ� UHYLVW � EXJH XO� úL� SHUIRUPDQ D� OD� ]L� SHQWUX� DQXO� vQ� FXUV� úL��
SUH]HQWD L-l pe sFXUW� vQ� WDEHOH�VLPSOH�� ,QGLFD L�HYROX LD�DúWHSWDW � SHQWUX�DQXO�
în curs.
5. Descrierea produsului/ serviciului
3 VWUD L�GHVFULHULOH�UHODWLY�VFXUWH�úL�OLPLWD L-le la grupuri largi.
([SOLFD L�SH�VFXUW� FDUH� HVWH�VFRSXO�SURGXVHORU�úL� FLQH� OH� XWLOL]HD] �� &DUH sunt
DYDQWDMHOH� SH� FDUH� DFHVWHD� OH� RIHU �� (YLWD L� WHUPHQLL� WHKQLFL� úL� GHWDOLLOH� –
DFHVWHD� SRW� IL� LQWURGXVH� vQ� DQH[H�� 3UH]HQWD L� WRDWH� UH]XOWDWHOH� WHVWHORU� úL�
DSURE ULOH�SULPLWH�SHQWUX�SURGXVH��
3UH]HQWD L� SURGXVHOH�VHUYLFLLOH� FRPSHWLWLYH� úL� H[SOLFD L� SHQWru ce sunt
deosebite.
$G XJD L�OD�SODQ�EURúXUL�VDX�OLVWH�GH�SUH XUL��FD�DQH[H���
'RX � VDX� WUHL� SDJLQL� DU� WUHEXL� V � ILH� VXILFLHQWH� SHQWUX� DFHDVWD� VHF LXQH��
ÌQFHUFD L�V �DG XJD L�OD�WH[W�úL�XQHOH�LPDJLQL��GDF �VH�SRDWH��VDX�R�PRVWU �GH�
SURGXV��$UJXPHQWD L�DFHDVW �VHF LXQH�FX�XQ�YLGHRFOLS�GH�EXQ �FDOLWDWH�VDX�R�
prezentare pe computer.
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,QGLFD L� GLPHQVLXQHD� WRWDO � D� SLH HL�� VHJPHQWHOH� GH� DFWLYLWDWH�� WUHQG-urile,
FRQFXUHQ LL�úL�SURILOXO�FRQVXPDWRULORU��
$FHDVW � VHF LXQH� HVWH� FHD� PDL� GLILFLO � úL� QHFHVLW � R� FHUFHWDUH� 5($/ �� $ORFD L��
3-��SDJLQL�SHQWUX�DFHDVW �VHF LXQH��
1. $QDOL]D�SLH HL�
'HVFULH L�SLD D��([SOLFD L�FXP�D�HYROXDW�úL� FXP�HVWH�VHJPHQWDW �� ,QGLFD L��GH�
DVHPHQHD��FDUH�VXQW�SUHYL]LXQLOH�OHJDWH�GH�HYROX LD�YLLWRDUH���
6FRDWH L�vQ�HYLGHQ �VHJPHQWHOH�FRQVLGHUDWH� LQW �GH�F WUH�ILUPD�GYV��3UHFL]D L�
úL�FDQDOHOH�GH�GLVWULEX LH�SUHFRQL]DWH��
7UHFH L��GH�DVHPHQHD��vQ�UHYLVW �úL�UHVWULF LLOH�GH�RUGLQ�OHJDO�FDUH�DIHFWHD] �VDX�
VXQW�GH�QDWXU �D�DIHFWD�GHUXODUHD�EXVLQHVV-ului.
([SOLFD L�GH�FH�SLD D� LQW �HVWH�FRQVLGHUDW �D�IL�DWUDFWLY ��
)RORVL L� WDEHOH� VLPSOH� úL� JUDILFH� SHQWUX� D� LOXVWUD� SXQFWHOH� FKHLH�� $QDOL]HOH�
GHWDOLDWH�SODVD L-OH�vQ�DQH[ �
2. &RQFXUHQ L
0HQ LRQD L�SULQFLSDOLL�FRQFXUHQ L�SUHFXP�úL�SURILOXO�DFHVWRUD���
$U WD L� FXP� D� HYROXDW� FRWD� GH� SLD � D� DFHVWRUD� SUHFXP� úL� HVWLP ULOH� SULYLQG�
HYROX LD� YLLWRDUH�� ÌQFHUFD L� V � HYDOXD L� SXQFWHOH� WDUL� úL� SH� FHOH� VODEH� DOH�
competitorilor.
,QIRUPD LLOH�GHWDOLDWH�IXUQL]D L-le în anexe.
����&RQVXPDWRUL�FOLHQ L
0HQ LRQD L� SURILOXO� FRQVXPDWRULORU� úL� H[SOLFD L� GH� FH� DU� SUHIHUD� DFHúWLD�
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FXPS UDUH��HGXFD LH��ORFDOL]DUH�JHRJUDILF �HWF���
7. Strategia de marketing úL�SODQXO�GH�YkQ] UL
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SLH HL"�
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LPSRUWDQWH��,QFOXGH L�GHWDOLLOH�vQ�DQH[H���
&DUH� VXQW� SROLWLFLOH� GH� SUH XUL� úL� WHUPHQLL� GH� FUHGLt? Ce discount-uri sunt
aplicate? Vor exista datorii nerecuperate?
,QGLFD L� SODQXULOH� úL� FRVWXULOH� SHQWUX� PDUNHWLQJ�� YkQ]DUH�� UHFODP ��
reprezentare etc.
&kW�GH�FRPSHWLWLYH�VXQW�RIHUWHOH�FRPSDQLHL�GXPQHDYRDVWU �vQ�FHHD�FH�SULYHúWH�
SUH XO��FDOLWDWHD��FDUDFteristicile etc?
&XP� YD� IDFH� ID � FRPSHWL LHL� FRPSDQLD� GXPQHDYRDVWU "� &XP� YD� UHDF LRQD�
DFHDVWD"�&DUH�VXQW�SODQXULOH�SHQWUX�VLWXD LL�QHSUHY ]XWH"��
>*UDILF�� $QDOL]D� HYROX LHL� YkQ] ULORU�� FRPSDUDWLY� SH� JUXSH� GH�
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14. Concluzii
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