The following document is a fictitious business plan focusing on a business called Creative Printing and Decorating Designs. The company is the only printing company in the city within a 25- mile radius. The company will offer the public custom printing and designs for any occasion and offer the customer decorations from the decorating department. Designing a fictitious company will help a preparer who will be interested in opening a printing company that offers decoration if needed. With the printing industry-changing, we will continue to evolve to keep up with the technology and change that exist today and shortly. The owner will be looking at the market as a whole to see what type of changes have occurred. With so many companies expanding to the world wide web that is offering customers and supplies the opportunity to order from them making his or their experience more time-consuming and less expensive.
Mission Statement, Vision Statement and Core Values
The mission of Creative Printing and Decorating Designs is to become the first provider of both services in one. Creative printing and decorating designs are dedicated to building relationships with their suppliers and community through quality training and customer support. Creative printing and decorating designs want to be recognized as the leading company in the surrounding area. The company’s goal is to grow and become profitable by the fourth year of operation.
Our vision captures everything we do from our printing to our creative ideas and unique decorations. Through our products and services, we will give our customers an experience that he or they will remember and enjoy. In the next five years, Creative Printing Design will become the leading company in the printing and decorating business, increasing profit by two million dollars in 2016. The company will become statewide known by offering its products and service through the Internet and traveling to fulfill the decorating orders of potential customers.
Creating Printing and Design people come first. We will provide good service and focus on providing a good product every day. Our company will protect the environment by disposing of chemical and paper waste properly. These values will be passed on to our stakeholder’s team members, customers the community, and our suppliers.
Creative Printing and Designs welcomes diversity and show support and celebrate the differences with employees. The company values and expects personal excellence, honesty, openness, self-improvement, and high regard for mutual respect. The company will hold itself accountable to our customers, employees, and shareholders while striving for the highest quality product. Employees will be rewarded for good behavior, safety, and attendance by earning a bonus. Employees will have an opportunity to buy stock within the company.
Product, Services and Legal Structure
Product and Services
Creative Printing and Decorating Designs provides custom printing and decorations for events and occasions. The company serves customers who are looking for a unique look in printing and decoration for their printing and decorative needs. We provide the customer with an overall low cost through sales. Creative Printing and Decorating Designs can accommodate any job size from large to small and in Spanish. The company provides
- Consultation Events
- Graphic Design Parties
- Printing needs Weddings, anniversaries
- Binding, cutting, and folding Religious Announcements
The human resources department will handle legal problems that the company could face. Creative Printing and Decorating Designs created a limited liability company (LLC) to protect the owner’s assets. Choosing the LLC the owners will report their share of the profit on their income tax. This will be set up using a law firm that can help the partners understand how to file their taxes.
The board of directors will be set up to oversee the executives of the company. The board will make sure the CEO and executives are following the company policies set and made up by the board. The board can replace management at any given time if necessary. The board and the legal team will make sure that periodic reports are filed and reported to the SEC.
Employee wages will be paid by a private company to make sure that the law is followed in the state of Texas. Hiring will go through the human resources department making sure all employees’ forms are filled, for example, I-9 forms and applications. Figure 1 will explain the company organization.
The printing industry environment operates on cost, prices, and product demand. Paper cost, labor conditions, and electricity cost. Creative Printing and Decorating Designs will look at how the capital costs are impacting the bottom line because of new technologies and the cost of materials for decorating, and advertisement.
Within the city of Port Arthur area, there are approximately three companies that supply print and graphic designs services, the companies do not offer decorating designs for physical events. The company offers copies, newsletters, graphic designs on T-shirts, logo signs, and banners. Carpenter & Sanders (2009) stated “rivalry is affected not only by the number of firms competing but also by how similar those firms are” (p. 119). Figure 2 shows the comparison of the printing companies.
Figure 2: A Comparison of the Printing Companies
|Physical Space||1,500 Sq. Ft||8,000 Sq. Ft||7,000 Sq. Ft|
|Years in Business||24||19||15|
|Area Served||Golden Triangle||Golden Triangle||Golden Triangle|
|Services||Printing, bindery, design, consulting||prepress|
|Products||Business and small commercial, specialty||General business|
|Strength||Speed||Nice people||Customer Service|
|Weakness||Employee turnover||Poor accuracy||Quick printing|
There are no other businesses within a 25-mile radius that specialize in marketing packages that include decorating for events such as weddings, parties, and special events from small to medium. With the low overhead, Creative Printing and Decorating Designs can afford services to all of its clients.
Suppliers and Buyers
Creative Printing and Designs will purchase most of the company materials (e.g., paper, ink, pencils, and card stock) from Sam’s Warehouse cutting the cost down on the overhead of the company. Office Depot is the only substitute for the company to buy materials from.
To keep up with the times for the customer Creative Printing and Decorating Designs will offer his or her services through the Internet. The customer will be able to shop online to receive items. Customers become powerful by sharing their concerns with the executives. Kluyver & Pearce (2009) stated “The main benefit of the new stocking method is the ability of employees to focus on customer service and sales” (p. 134). Figure three shows each company and its distance.
Substitute Products and Services
Porter (2008) stated “understanding the competitive forces, and their underlying causes, reveals the roots of an industry’s current profitability while providing a framework for anticipating and influencing competition (and profitability) over time” (p. 80).
History of Creative Printing and Decorating Designs
Creative Printing and Decorating Designs is a home-based business that began on June 4, 2007. Creative Printing and Decorating Designs is owned by Sharon DeJohn and Allen Bennett. Sharon previously worked as a general manager for 13 years where she gained valuable managerial and customer service skills and computer skills. Allen Bennett is a retired entrepreneur who owned several businesses in the foodservice industry and the hotel industry. During her college years, Sharon worked for Lamar University and was introduced to printing designs. It has been her dream of offering people a different printing and decorating experience.
Creative Printing and Decorating Designs will target small and medium organizations that do not have the time to create or print their designs and business that do not have the manpower to decorate for events. We will offer original and affordable service.
Size of Creative Printing and Decorating Designs
Within the City of Port Arthur area, there is approximately one company that supplies printing and graphic designs services, the company does not offer decorating designs. They offer copies, newsletters, and graphic designs on T-shirts. They have developed their niche by designing T-shirts. The other businesses in the six to seven-mile radius offer business cards, graphic designs, letterheads, newsletters, funeral programs, business forms, digital copies, and invitations. The business in the 19.2-mile radius offers Desktop Publishing services (e.g., manuals, finishing services, and variable data printing but they do not offer physical decorating.
Regulation of the Industry
The first regulation is to check and make sure the name we have picked is not used by checking with the patient and trade office. Make sure we have a business permit by applying for one before conducting business through the county clerk’s office and file for a tax identification number through the Texas State Department. Another regulation abides by is the environmental protection for disregarding chemicals and paper. Making sure we have the correct machines and the company train all employees and management in handling the machines. Follow the rules of the occupational Safety and Health Administration (OSHA).
The United States Department of Labor (2012) stated “You have the right to a safe workplace. The Occupational Safety and Health Act of 1970 (OSH Act) was passed to prevent workers from being killed or seriously harmed at work” (p. 1). OSHA supplies training programs to teach workers how to be safe on the job.
Our company will service customers 18 and older in the Golden Triangle in Southeast Texas. We will service male and female customers of all ethnic backgrounds and personalities.
Creative Printing and Decorating Design will take into consideration the customer attitudes, values, interests, lifestyles, and behaviors by surveying potential customers to get an idea of what the customer wants so our company can satisfy and offer his or her needs.
Master Copy Printing Inc. is located at 3503 Nederland Ave. Ste. # 2 in Nederland TX. Their business is seven miles from my home-base location. Master Copy offers their customers business cards, souvenir booklets, graphic design, letterheads, newsletters, variable data printing, envelopes, funeral programs, finishing services, business forms, promotional sales, digital copies, Engineer copies, invitations, and other services. Their telephone number is 409-721-9449.
Debs Designs and Creations is an electronic design service that offers professional service, printing, and screen printing. Their company is located 19.2 miles from my location at 229 Dowlen RD, in Beaumont, Texas 77706. Telephone number 409-861-2233
Natural Creations is a designing company located at 1619 Nederland Ave., Nederland, TX 77627 telephone number 409-724-1471.
Creative Printing and Decorating Designs will market to small and medium-size businesses.
Financing and Marketing Plan
Creative Printing and Decorating Designs has attached the requirements for start capital. A list of expenses that will require either start-up capital or financing. The list includes supplies, equipment, travel expense, start-up, and overhead expenses. These expenses will show in my monthly cash flow to indicate the requirement for cash.
My financing for starting Creative Printing and Decorating Designs is indicated in the following spreadsheet figure 5. I will not use a bank for financing, but I will use my local credit union. Other resources available will be leasing a Xerox machine, and credit from suppliers. My contacts for referrals will include the Small Business Administration, my accountant from the credit union, and relatives.
I have gathered all my information and I am prepared to present my presentation to potential lenders. My presentation includes Creative Printing and Decorating Designs business plan, financial statement, and my tax returns (1040). I am prepared to specify my financial needs, and the payback program to my investors. The lenders will be furnished with a cash flow projection showing my repayments and the sources. Referrals will be listed and prepared for the financial package.
The operating and marketing budgets are aimed at achieving the company’s goals (including the financial goals) as envisaged in Appendix III. This will ensure that the company operates smoothly and avoids making losses. The administrative budget (provided in Appendix IV) is meant to avoid cases of understaffing and overstaffing. Other administrative expenses to be catered for are outlined in the budget. These budgetary outlines will be provided to any investor upon request. The initial creative printing and decorating designs’ financial statement shall be shown in Figure 5.
Creative Printing and Decorating Designs plan to focus the market efforts at bridal shops. The owners will be held accountable for contacting the correct and appropriate buyers. The company will present a package that includes brochures and accessories that are included in the company policy.
Promotion will be done on a personal basis without a budget for advertisement. The company requires personal visits to customers by the chief executive officer (CEO). The company will limit the advertisement budget as shown in its budget (Appendix i) to allow for personal travel expenses to accommodate customers and their orders. To establish brand recognition, Creative Printing and Decorating Designs plan to budget 20 percent of sales to joint advertising with McPherson. I will solicit local advertising through product brochures, Internet advertising, media ads for example cable television, radio, social networking, and direct mail.
Nelsen & Quick (2000) stated “Leadership in organizations is the process of guiding and directing the behavior of people in the workplace” (p. 384). Understanding the leadership in a company is important to organizational success. Leadership guides an organization in the direction the company will go. A leader has a vision but shares the vision with his or her team. Nelsen & Quick (2000) stated “the leadership process involves (1) setting a direction for the organization; (2) aligning people with that direction through communication; and (3) motivating people to action, partly through empowerment and partly through basic need gratification” (p. 385). An organization needs to have a good leader because a leader’s view on competition is very important, especially when his or her view reveals his or her beliefs which could affect the marketing trend.
My alternative competitor is FedEx Kinko, which is located in Beaumont, TX. FedEx. Kinko is within a 25-mile radius. I have included all major competitors in this business plan.
Creative Printing and Decorating Designs will target a customer base that will include each generation, including categories of brides, commercial businesses, professionals, and individuals. This shall help us to create a one-on-one relationship with our customers and ensure that we satisfy all their needs by following their recommendations to better our services to the letter.
Professionals will constitute 30% of all of Creative Printing and Decorating Designs sales. Most of this is business cards, stationery, and decorations for events. Creative Printing and Decorating Designs will provide service to professionals, for example, law firms, business meetings, doctors’ offices, and local organizations.
Brides will make up 50% of Creative Printing and Decorating Designs sales through wedding programs, invitations, bridal accessories, and thank you cards. Brides will be local and Creative Printing and Decorating Designs will serve brides and their family and friends across the country using social media and the website.
The commercial business will provide 10% of Creative Printing and Decorating Designs business. Local businesses (small and medium) printing needs include letterhead, business cards, and limitations shall be fully catered for.
These individuals will make up the last 10% of Creative Printing and Decorating Designs sales. The company will have repeat business, but the majority will be one-time customers who will you the service of the company for special events, for example, religious announcements, graduation, anniversary parties, and even sympathy cards. These individuals will demand an even mix of Creative Printing and Decorating Designs products and services.
Pricing was developed based on material cost and labor. A price chart has been developed to show Creative Printing and Decorating Design prices. Decorating prices are not listed because the price will vary according to the demands of the customer and the event. Figure 5 shows the items and the price.
|Wedding Invitations||100||$ 60.00||$ 80.00|
|Thank You Cards||25||$ 40.00||$ 60.00|
|Religious Announcements||25||$ 40.00||$ 60.00|
|Business Cards||100||$ 40.00||$ 50.00|
|Letterheads||1pk||$ 50.00||$ 70.00|
|Lined envelopes||25||$ 5.00|
Creative Printing and Decorating Designs Company plans to use all communication channels available to establish it and to put it at the same level as the competitors. The communication analysis is provided below.
The company will use communication platforms such as Facebook, MySpace.com, Youtube, Twitter, local newspapers, and Linkedin to increase brand visibility. The company will spend an average of $50.00 per month on these platforms.
To reduce costs, business calls will be made through a prepaid telephone (Track Phone) whose monthly charges are $ 30.00.
As earlier mentioned, there is a machine (Sharp UX-106 20 Sheet Auto Document Feeder) on lease from Xerox Company. The service charges are $20.00 per month and this will be fully settled at the start of every month to reduce future financial burdens.
An HP TouchSmart 300 PC purchased on credit has to be serviced every month and this forms part of expenditures on furniture and equipment. It will cost about $75.00 per month. For efficient functioning of this equipment, some costs will be incurred. These include those on Color Ink at $30 a week and paper at $35.00 per case.
For efficient communication with customers via e-mail and social networks and for advertising, a monthly expenditure of about $125.00 will be incurred. It is only in the first month which is January that this will not be incurred. The preferred server will be AT @ T DSL Yahoo.
As Creative Printing and Decorating Designs expands, the company will hire and train sales associates to have confidence in themselves and knowledge of the company products. These individuals will be trained to deal with vendors and customers. To achieve these qualities in the employees Creative Printing and Decorating Designs will look for the following characteristics in their workers:
- Like their job and what they are doing.
- Quick learners
- Relate well with people
- How they will treat the customers and fellow associates with respect
- All managers will follow a checklist for hiring associates:
- Hiring policy in place
- Job descriptions
- I-9 Forms
- Company policies
- Screening procedures
- Benefit package
- Employee Handbook
All employees will be subject to ongoing training programs that will be mandatory and at Creative Printing and Decorating Designs expense.
Compliance with Legal Requirements
My procedures for permits, licenses, and business names. I plan to do business as Creative Printing and Decorating Designs. Local permits: Home Base Business: City Clerk located at City Hall. State Licensing: Tax report office in Beaumont, Texas. Federal: None required (Local business). Sellers Permit None required. EIN: Employers’ identification number from the IRS
It is important to have a team of professional advisors in place. Creative Printing and Decorating Designs advisors list include:
- Attorney: Ken Brown
- Accountant: Glenn Reed
- Insurance Agent: Earl Green
- Banker: Rochelle Brown
- E-commerce Consultant: Jeremiah Wright
Creative Printing and Decorating Designs plan to use the listed insurance agent Earl Green services. Mr. Green will provide the company with all policies and liabilities the company will be responsible for. The company executives plan not to be self-insurance because of the risk involved. The company will supply workers’ compensation insurance through Texas Mutual Insurance Company which will be available upon hire.
Creative Printing and Decorating Designs will distinguish the company by making forming and practicing social and environmental policies. These policies will include making sure employees are treated fairly, taking care of, and dispensing waste correctly, which will help the population and protect the environment. This will show consumers that the company is protecting the environment. Finally, make sure all employees are paid decent pay. Carpenter & Sanders (2009) stated “When managers aren’t fully aware of the biases influencing their judgment and strategic decision making, lapses in the quality of strategic decision making may lead to ethical lapses” (p. 61).
Information Technology Issues
Creative Printing and Decorating Designs plan to focus on E-commerce by using social websites the company has registered with. This will give the company customers access to the product line to order and reorder the company products.
There is no cost breakdown for implementing social websites these sites are free. The marketing department has a budget plan as shown in Appendix I. Developing a budget plan helps determine what your company can and cannot afford, because Creative Printing and Decorating Designs is a small home base business the company has a limited budget. This is why the company works towards achieving its set goals and objectives.
Creative Printing and Decorating Designs currently works with a minimal amount of excess space in a home-based setting. Space is a precious commodity in our business. Allocation of additional resources and the need for additional space will put a strain on the company’s existing budget. This is evident in the operational budget in Appendix II.
Creative Printing and Decorating Designs may have the opportunity to acquire businesses in the future. To position the company to investigate acquisitions intelligently, the following due diligence process will be adhered to. Creative Printing and Decorating Designs will rely on a team of experts to give advice. The experts will include an attorney, accountant, banker, and equipment supplier. Clients will find Creative Printing and Decorating Designs through friends, colleagues, advertising through the yellow pages, Internet, newspapers, mailings, and flyers.
Creating Printing and Decorating Designs will be a home-based business and does not plan to hire additional staff for at least two years. However, a bookkeeper may be hired on a part-time or contractual basis. As the company grows consideration will be given to acquiring future full-time and part-time staff paying a minimum wage of 7.25 per hour. According to, the Texas Minimum Wage Act, Chapter 62 of the Texas Labor Code, as amended, establishes a minimum wage for non-exempt employees. The current provisions of the Texas Minimum Wage Act “Effective July 24, 2009, the federal minimum wage increased to $7.25 an hour” (Texas Workforce Commission, 2011, p. 1)
Creative Printing and Decorating Designs will be in the home of Sharon DeJohn. The home, located at 2222 Willow Street in Port Arthur, Texas, is equipped with a computer, laser printer, InkJet color printer, scanner, fax machine, laptop computer, Xerox publishing machine, and all software required to produce quality work for printing and decorating.
All design work will be done at this location up to completion and all meetings and presentations will be held at the client’s location. This will reduce overhead costs allowing our company to price our services competitively.
It is important for Creative Printing and Decorating Design to have good leadership. Leadership for a small business is very crucial. Good leadership will help the owner be a better entrepreneur on every level. Kluyver & Pearce (2009) stated “Top executive agendas started to include such items as creating organizational momentum, instilling core values, developing human capital, and recognizing individual accomplishments” (p. 38).
With Creative Printing and Decorating Designs starting as a home-based business leadership should be the company’s key quality. There may not be any employees are any policies to follow but their policies, and this would include the owner’s ethical behavior. As a leader ethical behavior can help the company’s reputation and credibility. Practicing leadership skills will help with building a strong team culture and provide benchmarks for future employees to follow in his or her daily decision-making concerning his or her duties. Muffett & Kruse (2009) stated “The expectation is that employees will emerge from the training with improved leadership skills that will, in turn, increase organizational performance” (p. 251).
Creative Printing and Decorating Design plan to participate in just-in-time tracking with the company customers, using their online business-to-business computer systems in place.
Inventory will be kept to a minimum by the use of direct and rapid delivery systems. The following procedures will be implemented:
- All merchandise received will be counted and inspected.
- Merchandise will be bought from Sams Club and an online warehouse Mannings.
- We will pay on time and be loyal to them.
- Purchase orders will include:
- Items, Price, and terms
- Always in writing:
- Delivery deadlines
- Complete specifications
- All promises will be verified in writing
- Any changes must have prior approval in writing
Creative Printing and Decorating Design will follow all completed designs to print. Upon completion of printing, and decorating on the size of the job, the client will be instructed to either pick the job up or arrange for the completed work to be delivered at a specific location, and at a specific time. The client will pay all printing costs as well as any handling charges where applicable. During this transaction, it is very important to communicate very clearly to the client(s) the company policy. Communicating with clients on an everyday basis will help build on customer loyalty. It is also important that the community understands the company’s mission and vision. Steyn (2003) stated, “It is the thinking, the logic behind practitioner’s actions-determine what should be communicated” (p. 179). Communication skills are very important and Creative Printing and Design owners should consider attending workshops that can help them with this important skill that will help with future employees.
If demand increases Creative Printing and Decorating Designs will offer their services online. This would require a large investment of time and money and several steady and skilled employees to help with online orders. Customers especially brides want to make the perfect choice when picking his or her wedding invitations. Using the online service will give them that choice and provide a high service level by meeting quick turnaround times, this will give Creative Printing and Decorating Designs a competitive advantage in this area.
Due to the low-income stream at the kick start of the business, depreciating the assets or amortizing any form of debts shall not be done so that creative designs and decorations maximize its profits. Regarding consultation, I initially did rich research and made a wide consultation with a major international key player in the industry to come with a good company. Thus, after a period of two to four years, then we shall seek professional consultation. We shall have the advantage of setting up offices therefore, no need to pay any rent thus reducing operational expense.
Carpenter, M. A., & Sanders, W. G. (2009). Strategic management. Upper Saddle River, NJ: Pearson Prentice Hall.
Kluyver, C. A., & Pearce, J. A. (2009). Strategy: A view from the top. Upper Saddle River, NJ: Pearson Prentice Hall.
Muffett, S. L., & Kruse, S. D. (2009). Crisis leadership: Past research and future directions. Journal of Business Continuity & Emergency Planning, 3(3), 248-258.
Nelsen, D. L., & Quick, J. C. (2000). Organizational behavior foundations, realities & challenges. Cincinnati, Ohio: South-Western College Publishing.
Porter, M. (2008). The five competitive forces that shape strategy. Harvard Business Review, 86(1), 78.
Steyn, B. (2003). From strategy to corporate communication strategy: A conceptualization. Journal of Communication Management, 8(2), 168-184.
Appendix I. Marketing Department Budget
|Salaries and wages||1,250||1,250||1,250||1,250||1,250||1,250||1,250||1,250||1,250||1,250||1,250||1,250||15,000|
|Market Research Total||0||0||0||10||0||0||10||0||0||10||0||10||40.00|
|Marketing Communications Total||175||0||0||25||0||150||25||0||0||25||0||150||550.00|
|Channel communication and training||–||–||–||–||–||–||–||20||–||20||–||–||40.00|
|Channel promotion and incentives||10||–||10||10||–||10||–||–||–||–||10||–||50.00|
|Customer Acquisition and Royalties|
|Computers and office equipment||75||75||75||75||75||75||75||75||75||75||75||75||900.00|
|Total marketing budget||1,790||1,550||1,560||1,630||1,580||1,710||1,645||1,570||1,580||1,715||1,560||1,700||19,595.00|
|Customer Satisfaction Statistics|
|Average customer satisfaction percentage||45%||50%||50%||55%||59%||60%||60%||65%||70%||70%||73%||75%|
Appendix II: Operating Department Budget
|General and Administrative Expenses||Jan||Feb||March||April||May||June||July||Aug||Sept||Oct||Nov||Dec|
|Salaries and wages||1250||1250||1250||1250||1250||1250||1250||1250||1250||1250||1250||1250|
|Furniture and equipment purchase||75||75||75||75||75||75||75||75||75||75||75||75|
|Depreciation and amortization||0||0||0||0||0||0||0||0||0||0||0||0|
|Postage and shipping||25||0||0||40||0||0||60||0||0||110||0||0|
|Marketing and advertisement||50||0||0||50||0||0||50||0||0||50||0||0|
|TOTAL OPERATING EXPENSES||3520||2315||2400||2455||2320||3275||2410||2490||2445||2570||2300||2390|
Appendix III: Administrative Budget
|Personnel salaries, bonuses & other payments||$1,435||$1,435||$1,435||$1,435||$1,435||$1,435||$1,435||$1,435||$1,435||$1,435||$1,435||$1,435|
|Customer Acquisition and Royalties||10||10||0||20||10||20||10||0||0||20||10||0|
|Furniture and equipment purchase||75||75||75||75||75||75||75||75||75||75||75||75|
|Total administrative budget||2055||1870||1880||1975||1920||2090||1955||1930||1910||1985||1930||1970|
Appendix IV: Financial forecast based on Fedex Kinko performance
|Direct cost of sales||1500||1500||15000||1500||1500||1500||1500||1500||1500||1500||1500||1500|
|Total cost of sales||1700||1700||1700||1700||1700||1700||1700||1700||1700||1700||1700||1700|
|Salaries and wages||1,250||1,250||1,250||1,250||1,250||1,250||1,250||1,250||1,250||1,250||1,250||1,250|
|Furniture and equipment purchase||75||75||75||75||75||75||75||75||75||75||75||75|
|Depreciation and amortization||0||0||0||0||0||0||0||0||0||0||0||0|
|Postage and shipping||25||40||60||110|
|Marketing and advertisement||50||50||50||50||105|
|Total operating expense||3560||2190||2235||2480||2095||2300||2285||2365||2420||2475||2205||2275|
Appendix V: Financial Statement
|Creative Printing and Decoration|
|As at 6thFebruary 2102|
|LIABILITIES & EQUITIES|
|LONG TERM LIABILITES|
|TOTAL LIABILITIES & EQUITIES||30,683|