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This sample business plan has been made available to users of Business Plan Pro, business planning software published by Palo Alto Software. Names, locations and numbers may have been changed, and substantial portions of text may have been omitted from the original plan to preserve confidentiality and proprietary information. You are welcome to use this plan as a starting point to create your own, but you do not have permission to reproduce, publish, distribute or even copy this plan as it exists here. Requests for reprints, academic use, and other dissemination of this sample plan should be emailed to the marketing department of Palo Alto Software at marketing@paloalto.com. For product information visit our Website: www.paloalto.com or call: 1-800-229-7526. Copyright Palo Alto Software, Inc., 1995-2002
Confidentiality Agreement
The undersigned reader acknowledges that the information provided by _________________________ in this business plan is confidential; therefore, reader agrees not to disclose it without the express written permission of _________________________. It is acknowledged by reader that information to be furnished in this business plan is in all respects confidential in nature, other than information which is in the public domain through other means and that any disclosure or use of same by reader, may cause serious harm or damage to _________________________. Upon request, this document is to be immediately returned to _________________________. ___________________ Signature ___________________ Name (typed or printed) ___________________ Date This is a business plan. It does not imply an offering of securities.
Table of Contents
1.0 Executive Summary . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1.1 Objectives . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1.2 Mission . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1.3 Keys to Success . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1 1 1 2
2.0
Company Summary . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2 2.1 Start-up Summary . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2 2.2 Company Locations and Facilities . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 3 Products and Services . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 3.1 Product and Service Description . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 3.2 Competitive Comparison . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 3.3 Technology . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Market Analysis Summary . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 4.1 Market Segmentation . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 4.2 Target Market Segment Strategy . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 4.2.1 Market Needs . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 4.2.2 Market Trends . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 4.2.3 Market Growth . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 4.3 Competition and Buying Patterns . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 4.3.1 Main Competitors . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Strategy and Implementation Summary . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 5.1 Competitive Edge . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 5.2 Marketing Strategy . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 5.2.1 Pricing Strategy . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 5.3 Sales Forecast . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 4 4 4 5 5 5 6 6 6 6 7 7 7 7 7 8 8
3.0
4.0
5.0
6.0 7.0
Management Team . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 9 6.1 Personnel Plan . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 9 Financial Plan . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 7.1 Important Assumptions . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 7.2 Key Financial Indicators . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 7.3 Break-even Analysis . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 7.4 Projected Profit and Loss . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 7.5 Projected Cash Flow . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 7.6 Projected Balance Sheet . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 7.7 Business Ratios . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 10 10 10 11 12 13 15 15
Highlights (Planned)
$200,000 $180,000 $160,000 $140,000 $120,000 $100,000 $80,000 $60,000 $40,000 $20,000 $0 2001 2002 2003
1.1 Objectives
Market a business planning software package to corporate managers and achieve $60K in commission fees in year one. Customize the software to the individual needs of each client. Provide training and follow-up service to each client.
1.2 Mission
The employees of CSS recognize that information is vital for management and presenting that information in an efficient and easily understood framework is crucial. Also, not every business manager requires similar tools; what works for a service based company might be useless for a manufacturer. That's why we market an already proven third-party software planning tool which we will customize to the client's individual needs. Although we recognize the intimate relationship between profitability and quality products, we know that our success is ultimately dependent on the well-being of our employees.
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Start-up
$14,000 $12,000 $10,000 $8,000 $6,000 $4,000 $2,000 $0 Expenses Assets Investment Loans
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Software CSS software products consist of a business planning software package that is proven in the consumer market. In fact, this product is the top-rated and best-selling small business planning package. The enterprise version will be similar to the consumer version however, it will be modified to fit the needs of different clients. The product will allow corporate sales forces and franchises to use planning tools to achieve tremendous efficiencies in their business processes. In essence, a sales force will be able to write concise business plans for any customer and through the use of an extranet, allow the customer to collaboratively plan their own account. Franchises will be able to create a road map of their business plans that corporate managers can monitor and adjust accordingly. The possibility exists to customize the product to work with other collaborative tools such as LotusNotes and the clients email applications. Consulting CSS will perform an analysis of all potential clients' planning strategies and tactics as well as their degree of aptitude with planning software and information technology. The goal of this analysis is to ensure that all clients get a solution that best fits their needs and capabilities. Whether they decide to purchase the product or not they will have an expert analysis of their planning strategies. Training CSS will provide further value to our customers, and ease the customer service burden on our partner, by ensuring that all product users are properly trained in the use of all software solutions. Interface Through the software manufacturer, CSS will provide an additional product which will give the client a dedicated service representative--eliminating the need for product updates. This will in essence create a "living" product which can grow and adapt with the clients' needs. The interface representative will function through the clients' established extranet.
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Start-up fees
$30,000 $20,000 $10,000 $0 Dec Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov
Table: Sales Forecast (Planned) Sales Forecast Sales Start-up fees Consulting fees Training fees Total Sales Direct Cost of Sales Start-up fees Consulting fees Training fees Subtotal Direct Cost of Sales 2001 $150,000 $2,400 $2,550 $154,950 2001 $15,000 $960 $1,275 $17,235 2002 $165,000 $3,120 $3,060 $171,180 2002 $13,200 $1,092 $1,224 $15,516 2003 $189,750 $4,368 $3,978 $198,096 2003 $15,180 $1,529 $1,591 $18,300
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Benchmarks (Planned)
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Break-even Analysis
$2,000 $0 ($2,000) ($4,000) ($6,000) ($8,000) $0 $2,000 $4,000 $6,000 $8,000 $10,000
Table: Break-even Analysis Break-even Analysis: Monthly Units Break-even Monthly Sales Break-even Assumptions: Average Per-Unit Revenue Average Per-Unit Variable Cost Estimated Monthly Fixed Cost 8,680 $8,680 $1.00 $0.25 $6,510
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Cash (Planned)
$60,000 $50,000 $40,000 $30,000
Cash Flow
$20,000 $10,000 $0 ($10,000) Dec Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov
Cash Balance
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$77,475 $77,195 $154,670 $0 $0 $0 $0 $0 $0 $0 $0 $154,670 2001 $15,702 $80,000 $19,968 $115,669 $0 $0 $0 $0 $0 $0 $0 $0 $115,669 $39,001 $50,001
$85,590 $85,561 $171,151 $0 $0 $0 $0 $0 $0 $0 $0 $171,151 2002 $16,033 $85,000 $23,963 $124,996 $0 $0 $0 $0 $0 $0 $0 $0 $124,996 $46,155 $96,156
$99,048 $98,999 $198,047 $0 $0 $0 $0 $0 $0 $0 $0 $198,047 2003 $19,405 $90,000 $28,230 $137,634 $0 $0 $0 $0 $0 $0 $0 $0 $137,634 $60,413 $156,569
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Appendix
Appendix Table: Sales Forecast (Planned) Sales Forecast Sales Start-up fees Consulting fees Training fees Total Sales Direct Cost of Sales Start-up fees Consulting fees Training fees Subtotal Direct Cost of Sales Dec $0 $500 $0 $500 Dec $0 $200 $0 $200 Jan $45,000 $300 $300 $45,600 Jan $4,500 $120 $150 $4,770 Feb $25,000 $0 $250 $25,250 Feb $2,500 $0 $125 $2,625 Mar $0 $600 $0 $600 Mar $0 $240 $0 $240 Apr $0 $200 $0 $200 Apr $0 $80 $0 $80 May $30,000 $0 $400 $30,400 May $3,000 $0 $200 $3,200 Jun $0 $0 $0 $0 Jun $0 $0 $0 $0 Jul $0 $400 $0 $400 Jul $0 $160 $0 $160 Aug $0 $200 $0 $200 Aug $0 $80 $0 $80 Sep $50,000 $0 $600 $50,600 Sep $5,000 $0 $300 $5,300 Oct $0 $200 $1,000 $1,200 Oct $0 $80 $500 $580 Nov $0 $0 $0 $0 Nov $0 $0 $0 $0
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Appendix
Appendix Table: Personnel (Planned) Personnel Plan Payroll Dec $6,000 Jan $6,000 Feb $6,000 Mar $6,000 Apr $6,000 May $6,000 Jun $6,000 Jul $6,000 Aug $6,000 Sep $6,000 Oct $10,000 Nov $10,000
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Appendix
Appendix Table: General Assumptions General Assumptions Short-term Interest Rate % Long-term Interest Rate % Tax Rate % Expenses in Cash % Sales on Credit % Personnel Burden % Dec 10.00% 8.00% 25.00% 40.00% 50.00% 0.00% Jan 10.00% 8.00% 25.00% 40.00% 50.00% 0.00% Feb 10.00% 8.00% 25.00% 40.00% 50.00% 0.00% Mar 10.00% 8.00% 25.00% 40.00% 50.00% 0.00% Apr 10.00% 8.00% 25.00% 40.00% 50.00% 0.00% May 10.00% 8.00% 25.00% 40.00% 50.00% 0.00% Jun 10.00% 8.00% 25.00% 40.00% 50.00% 0.00% Jul 10.00% 8.00% 25.00% 40.00% 50.00% 0.00% Aug 10.00% 8.00% 25.00% 40.00% 50.00% 0.00% Sep 10.00% 8.00% 25.00% 40.00% 50.00% 0.00% Oct 10.00% 8.00% 25.00% 40.00% 50.00% 0.00% Nov 10.00% 8.00% 25.00% 40.00% 50.00% 0.00%
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Appendix
Appendix Table: Profit and Loss (Planned) Pro Forma Profit and Loss Sales Direct Cost of Sales Other Total Cost of Sales Gross Margin Gross Margin % Operating Expenses: Advertising/Promotion Travel Miscellaneous Payroll Expense Payroll Burden Depreciation Leased Equipment Utilities Insurance Rent Contract/Consultants Total Operating Expenses Profit Before Interest and Taxes Interest Expense Short-term Interest Expense Long-term Taxes Incurred Extraordinary Items Net Profit Net Profit/Sales Dec $500 $200 $0 -----------$200 $300 60.00% $0 $0 $0 $6,000 $0 $0 $0 $40 $120 $350 $0 -----------$6,510 ($6,210) $0 $0 ($1,553) $0 ($4,658) -931.50% Jan $45,600 $4,770 $0 -----------$4,770 $40,830 89.54% $0 $1,000 $0 $6,000 $0 $0 $0 $40 $120 $350 $0 -----------$7,510 $33,320 $0 $0 $8,330 $0 $24,990 54.80% Feb $25,250 $2,625 $0 -----------$2,625 $22,625 89.60% $0 $1,000 $0 $6,000 $0 $0 $0 $40 $120 $350 $0 -----------$7,510 $15,115 $0 $0 $3,779 $0 $11,336 44.90% Mar $600 $240 $0 -----------$240 $360 60.00% $0 $0 $0 $6,000 $0 $0 $0 $40 $120 $350 $0 -----------$6,510 ($6,150) $0 $0 ($1,538) $0 ($4,613) -768.75% Apr $200 $80 $0 -----------$80 $120 60.00% $0 $0 $0 $6,000 $0 $0 $0 $40 $120 $350 $0 -----------$6,510 ($6,390) $0 $0 ($1,598) $0 ($4,793) -2396.25% May $30,400 $3,200 $0 -----------$3,200 $27,200 89.47% $0 $1,000 $0 $6,000 $0 $0 $0 $40 $120 $350 $0 -----------$7,510 $19,690 $0 $0 $4,923 $0 $14,768 48.58% Jun $0 $0 $0 -----------$0 $0 0.00% $0 $0 $0 $6,000 $0 $0 $0 $40 $120 $350 $0 -----------$6,510 ($6,510) $0 $0 ($1,628) $0 ($4,883) 0.00% Jul $400 $160 $0 -----------$160 $240 60.00% $0 $0 $0 $6,000 $0 $0 $0 $40 $120 $350 $0 -----------$6,510 ($6,270) $0 $0 ($1,568) $0 ($4,703) -1175.63% Aug $200 $80 $0 -----------$80 $120 60.00% $0 $0 $0 $6,000 $0 $0 $0 $40 $120 $350 $0 -----------$6,510 ($6,390) $0 $0 ($1,598) $0 ($4,793) -2396.25% Sep $50,600 $5,300 $0 -----------$5,300 $45,300 89.53% $0 $1,000 $0 $6,000 $0 $0 $0 $40 $120 $350 $0 -----------$7,510 $37,790 $0 $0 $9,448 $0 $28,343 56.01% Oct $1,200 $580 $0 -----------$580 $620 51.67% $0 $0 $0 $10,000 $0 $0 $0 $40 $120 $350 $0 -----------$10,510 ($9,890) $0 $0 ($2,473) $0 ($7,418) -618.13% Nov $0 $0 $0 -----------$0 $0 0.00% $0 $0 $0 $10,000 $0 $0 $0 $40 $120 $350 $0 -----------$10,510 ($10,510) $0 $0 ($2,628) $0 ($7,883) 0.00%
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Appendix
Appendix Table: Cash Flow (Planned) Pro Forma Cash Flow Cash Received Cash from Operations: Cash Sales From Receivables Subtotal Cash from Operations Additional Cash Received Extraordinary Items Sales Tax, VAT, HST/GST Received New Current Borrowing New Other Liabilities (interest-free) New Long-term Liabilities Sales of other Short-term Assets Sales of Long-term Assets Capital Input Subtotal Cash Received Expenditures Expenditures from Operations: Cash Spent on Costs and Expenses Wages, Salaries, Payroll Taxes, etc. Payment of Accounts Payable Subtotal Spent on Operations Additional Cash Spent Sales Tax, VAT, HST/GST Paid Out Principal Repayment of Current Borrowing Other Liabilities Principal Repayment Long-term Liabilities Principal Repayment Purchase Other Short-term Assets Purchase Long-term Assets Dividends Adjustment for Assets Purchased on Credit Subtotal Cash Spent Net Cash Flow Cash Balance Dec Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov
$250 $0 $250 $0 $0 $0 $0 $0 $0 $0 $0 $250 Dec ($337) $6,000 ($6) $5,658 $0 $0 $0 $0 $0 $0 $0 $0 $5,658 ($5,408) $5,593
$22,800 $133 $22,933 $0 $0 $0 $0 $0 $0 $0 $0 $22,933 Jan $5,844 $6,000 ($196) $11,648 $0 $0 $0 $0 $0 $0 $0 $0 $11,648 $11,286 $16,878
$12,625 $12,277 $24,902 $0 $0 $0 $0 $0 $0 $0 $0 $24,902 Feb $3,166 $6,000 $8,632 $17,798 $0 $0 $0 $0 $0 $0 $0 $0 $17,798 $7,104 $23,982
$300 $17,373 $17,673 $0 $0 $0 $0 $0 $0 $0 $0 $17,673 Mar ($315) $6,000 $4,117 $9,802 $0 $0 $0 $0 $0 $0 $0 $0 $9,802 $7,871 $31,853
$100 $6,052 $6,152 $0 $0 $0 $0 $0 $0 $0 $0 $6,152 Apr ($403) $6,000 ($1,061) $4,536 $0 $0 $0 $0 $0 $0 $0 $0 $4,536 $1,616 $33,469
$15,200 $193 $15,393 $0 $0 $0 $0 $0 $0 $0 $0 $15,393 May $3,853 $6,000 ($392) $9,461 $0 $0 $0 $0 $0 $0 $0 $0 $9,461 $5,932 $39,401
$0 $8,153 $8,153 $0 $0 $0 $0 $0 $0 $0 $0 $8,153 Jun ($447) $6,000 $4,916 $10,469 $0 $0 $0 $0 $0 $0 $0 $0 $10,469 ($2,316) $37,085
$200 $7,093 $7,293 $0 $0 $0 $0 $0 $0 $0 $0 $7,293 Jul ($359) $6,000 ($1,187) $4,454 $0 $0 $0 $0 $0 $0 $0 $0 $4,454 $2,839 $39,924
$100 $107 $207 $0 $0 $0 $0 $0 $0 $0 $0 $207 Aug ($403) $6,000 ($1,125) $4,472 $0 $0 $0 $0 $0 $0 $0 $0 $4,472 ($4,265) $35,659
$25,300 $147 $25,447 $0 $0 $0 $0 $0 $0 $0 $0 $25,447 Sep $6,503 $6,000 ($259) $12,244 $0 $0 $0 $0 $0 $0 $0 $0 $12,244 $13,203 $48,862
$600 $13,540 $14,140 $0 $0 $0 $0 $0 $0 $0 $0 $14,140 Oct ($553) $10,000 $8,600 $18,047 $0 $0 $0 $0 $0 $0 $0 $0 $18,047 ($3,907) $44,955
$0 $12,127 $12,127 $0 $0 $0 $0 $0 $0 $0 $0 $12,127 Nov ($847) $10,000 ($2,072) $7,081 $0 $0 $0 $0 $0 $0 $0 $0 $7,081 $5,046 $50,001
0.00%
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Appendix
Appendix Table: Balance Sheet (Planned) Pro Forma Balance Sheet Assets Short-term Assets Cash Accounts Receivable Other Short-term Assets Total Short-term Assets Long-term Assets Long-term Assets Accumulated Depreciation Total Long-term Assets Total Assets Liabilities and Capital Accounts Payable Current Borrowing Other Short-term Liabilities Subtotal Short-term Liabilities Long-term Liabilities Total Liabilities Paid-in Capital Retained Earnings Earnings Total Capital Total Liabilities and Capital Net Worth $500 $0 $0 $500 $0 $500 $13,550 ($3,050) $0 $10,500 $11,000 $10,500 Dec $0 $0 $0 $0 $0 $0 $13,550 ($3,050) ($4,658) $5,843 $5,843 $5,843 Jan $8,962 $0 $0 $8,962 $0 $8,962 $13,550 ($3,050) $20,333 $30,833 $39,795 $30,833 Feb $5,079 $0 $0 $5,079 $0 $5,079 $13,550 ($3,050) $31,669 $42,169 $47,247 $42,169 Mar $489 $0 $0 $489 $0 $489 $13,550 ($3,050) $27,056 $37,556 $38,045 $37,556 Apr $945 $0 $0 $945 $0 $945 $13,550 ($3,050) $22,264 $32,764 $33,709 $32,764 May $7,117 $0 $0 $7,117 $0 $7,117 $13,550 ($3,050) $37,031 $47,531 $54,648 $47,531 Jun $1,530 $0 $0 $1,530 $0 $1,530 $13,550 ($3,050) $32,149 $42,649 $44,179 $42,649 Jul $2,178 $0 $0 $2,178 $0 $2,178 $13,550 ($3,050) $27,446 $37,946 $40,124 $37,946 Aug $2,698 $0 $0 $2,698 $0 $2,698 $13,550 ($3,050) $22,654 $33,154 $35,852 $33,154 Sep $12,712 $0 $0 $12,712 $0 $12,712 $13,550 ($3,050) $50,996 $61,496 $74,208 $61,496 Oct $3,283 $0 $0 $3,283 $0 $3,283 $13,550 ($3,050) $43,579 $54,079 $57,362 $54,079 Nov $4,085 $0 $0 $4,085 $0 $4,085 $13,550 ($3,050) $35,696 $46,196 $50,281 $46,196 Starting Balances $11,000 $0 $0 $11,000 $0 $0 $0 $11,000 Dec $5,593 $250 $0 $5,843 $0 $0 $0 $5,843 Jan $16,878 $22,917 $0 $39,795 $0 $0 $0 $39,795 Feb $23,982 $23,265 $0 $47,247 $0 $0 $0 $47,247 Mar $31,853 $6,192 $0 $38,045 $0 $0 $0 $38,045 Apr $33,469 $240 $0 $33,709 $0 $0 $0 $33,709 May $39,401 $15,247 $0 $54,648 $0 $0 $0 $54,648 Jun $37,085 $7,093 $0 $44,179 $0 $0 $0 $44,179 Jul $39,924 $200 $0 $40,124 $0 $0 $0 $40,124 Aug $35,659 $193 $0 $35,852 $0 $0 $0 $35,852 Sep $48,862 $25,347 $0 $74,208 $0 $0 $0 $74,208 Oct $44,955 $12,407 $0 $57,362 $0 $0 $0 $57,362 Nov $50,001 $280 $0 $50,281 $0 $0 $0 $50,281
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