Essential Vocabulary
1. pilot program – пилотная программа
2. credit union – кредитный союз
3. targeted funds – целевые средства
4. application n – заявка, заявление
applicant n– заявитель
5. sole proprietorship – единоличное владение
6. short-term (current) assets – текущие (краткосрочные) активы
7. long-term (fixed) assets – долгосрочные (внеоборотные) активы
8. seasonal commercial loan – сезонный коммерческий кредит
9. installment loan – кредит с погашением в рассрочку
10. collateralized loan – обеспеченный кредит
11. credit card advance – аванс по кредитной карте
12. lump sum – единая сумма
13. compensating balance – компенсационный остаток
14. deposit account (DA) – депозитный счет
15. executive summary – резюме
16. five Cs (capacity to repay, capital, collateral, conditions, character) – пять аспектов оценки при предоставлении кредита
17. pledge n – залог, обеспечение, заклад; дар; обет; обещание
pledge v – закладывать, связывать обещанием, заверять
18. reference n – ссылка; справочник; упоминание; рекомендация; отношение; полномочие
19. net worth – чистая ценность
20. profit and loss statement (P&L) – отчет о прибылях и убытках
21. ratio analysis – анализ коэффициентов
22. gross profit margin – маржа валовой прибыли
23. operating profit margin – маржа операционной прибыли
24. extraordinary items – экстраординарные события (чрезвычайные обстоятельства)
25. quick ratio (acid test ratio) – коэффициент быстрой ликвидности
26. checking account – чековый (текущий) счет
27. current ratio – коэффициент текущей ликвидности
28. debt ratio – отношение заемного капитала к собственному
29. turnover ratio – коэффициент оборачиваемости
30. collection period ratio – средний срок инкассации поступлений
31. days to sell inventory ratio – средний срок продажи запасов
32. days purchases in accounts payable ratio – средний срок оплаты поставщиков
33. pro forma – гипотетический
Exercise 1*. Find synonyms to the following terms and make sentences of your own using these synonyms.
quick ratio; long-term assets; preferred stock; leverage; margin trading; face value; inventory; all-equity financed firm; income statement; strike price
Exercise 2. Make a dialogue between an entrepreneur who needs to raise funds for his business and a commercial banker. As a banker, you should decide whether you are going to extend credit to this business and explain why you consider reasons for viewing this enterprise an attractive credit opportunity.
Exercise 3. Write a loan application for your business. Invent a bank’s response denying a loan and supplying reasons for a denial.
Exercise 4. Write a business plan for your company using the following outline.
Sample Business Plan
Title Page
Name of Company, Date, Contact Information, etc.
Table of Contents
Executive Summary
Business Concept
Company
Market Potential
Management Team
Distinct Competencies
Required Funding and its Use
Exit Strategy
Main Sections
I. Company Description
Mission Statement
Summary of Activity to Date
Current Stage of Development
Competencies
Product or Service
Description
Benefits to Customer
Differences from Current Offerings
Objectives
Keys to Success
Location and Facilities
II. Industry Analysis
Entry Barriers
Supply and Distribution
Technological Factors
Seasonality
Economic Influences
Regulatory Issues
III. Market Analysis
Definition of Overall Market
Market Size and Growth
Market Trends
Market Segments
Targeted Segments
Customer Characteristics
Customer Needs
Purchasing Decision Process
Product Positioning
IV. Competition
Profiles of Primary Competitors
Competitors’ Products/Services & Market Share
Competitive Evaluation of Product
Distinct Competitive Advantage
Competitive Weaknesses
Future Competitors
V. Marketing and Sales
Products Offered
Pricing
Distribution
Promotion
Advertising and Publicity
Trade Shows
Partnerships
Discounts and Incentives
Sales Force
Sales Forecasts
VI. Operations
Product Development
Development Team
Development Costs
Development Risks
Manufacturing (if applicable)
Production Processes
Production Equipment
Quality Assurance
Administration
Key Suppliers
Product / Service Delivery
Customer Service and Support
Human Resource Plan
Facilities
VII. Management and Organization
Management Team
Open Positions
Board of Directors
Key Personnel
Organizational Chart
VIII. Capitalization and Structure
Legal Structure of Company
Present Equity Positions
Deal Structure
Exit Strategy
IX. Development and Milestones
Milestones May Include Some or All of the Following:
Financing Commitments
Product Development Milestones
Prototype
Testing
Launch
Signing of Significant Contracts
Achievment of Break-even Performance
Expansion
Additional Funding
Any Other Significant Milestones
X. Risks and Contingencies
Some Common Risks Include:
Increased Competition
Loss of a Key Employee
Suppliers’ Failure to Meet Deadlines
Regulatory Changes
Change in Business Conditions
XI. Financial Projections
Assumptions (Start Date, Commissions, Tax Rates, Average Inventory, Sales
Forecasts, etc.)
Financial Statements (Balance Sheet, Income Statement, Cash Flow Statement)
Break Even Analysis
Key Ratio Projections (Quick Ratio, Current Ratio, D/E, D/A, ROE, ROA, Working
Capital)
Financial Resources
Financial Strategy
XII. Summary and Conclusions
