2. Business Planning for Inventors
Presented by
Adrian Pelkus
November 11th, 2010
Created by:
Adrian Pelkus
A Squared Technologies, Inc.
“Helping Inventors become Entrepreneurs Since 1985”

3. A Squared Technologies, Inc.
Adrian Pelkus, CEO
A Squared Technologies, Inc.

4. Adrian Pelkus, has 30 years experience developing high technology processes and products and has helped startup several technology companies. Mr. Pelkus has held numerous positions in engineering and senior management including Senior Electronic Tech, Engineering Manager, Director of Biomedical Engineering and CEO.
Mr. Pelkus has helped develop over 140 different electronic products and is a named inventor on five issued U.S. Patents including 1994 Fortune magazine’s Product of the Year, “Baby Think it Over”, for a revolutionary “Thin Film Flexible Solar Cell” and has 4 Patents pending.
Adrian is CEO & President of A Squared Technologies, Inc. a high-tech product development company he Founded in 1985,
Mr. Pelkus is Founder, COO of IYIA Technologies, Inc. the biomedical company he started in 2004 and is the inventor of the FDA cleared O2Misly™ Wound Treatment System.
In 2005 Adrian reorganized the UIA registered San Diego Inventors Forum and is currently President of this group to help startup entrepreneurs.
In 2007 Mr. Pelkus Co-Founded Hypnoz Therapeutic Devices, Inc. as COO and is co inventor of the JED Jaw Elevation Device.

9. Putting Your Plan Together
STEP 1 - RESEARCH
Find the Facts to Build your plan with
Market – 1. Who sells what's similar, how & for how much?
2. Who wants or needs your basic idea, why and what will they pay?
IP – What is patented or otherwise protected in this area? By who?
Yourself - SWOT – what resources, talents, connections & time do you have and need – are you building a company or aiming to license your idea?
These are three main concerns seasoned investors consider when you first meet:
Can this product make money?
Does this person own the idea?
Does this person know what it takes to make this idea profitable?

10. Putting Your Plan Together
STEP 2 - Model
Make the Facts to Build your plan with
Model – 1. Sketch, illustrate, make animations, make drawings & specs
2. Clay, balsa wood, hobby shop metal & plastic a scale model
3. SLA, machine prototype parts to make a working model or expense
Test – 1. Function test in real as possible setting, make improvements
2. Measure & record results before & after, collect competitors data
3. Capture tests in video, photos and testimonies
4. Market survey prototype – will it sell? Collect market research data.
Reality checks – Can the final product be made & sold for a profit? At what quality level & quantity can you get the cost where it needs to be?
These numbers become the “assumptions” which all the numbers to follow in your business plan are based.
When you present your idea as a working model it reduces the “can it be made” concerns an investor usually has.
Data to support the claims is always crucial and a video showing a satisfied user is helpful many ways.

11. Putting Your Plan Together
STEP 3 - Secure the IP
Own the Facts to Build your plan with
Collect – 1. A one paragraph description of the idea - the “Abstract”
2. Make Drawings with matching Descriptions of your idea.
3. Prior art that you examined.
4. Measured & recorded results.
5. List Unique features of the idea – the “Claims”
Find – 1. Patent agent
2. Patent firm / attorney
3. USPTO.gov
File – 1. Provisional Patent
2. Patent Application & assignment
3. Trademarks & Copyright
When you present your idea as “Patent Pending” it reduces the “is it your idea” concerns an investor usually has.
Data to support the claims is helpful because proof of concept is not required to get a patent!

12. Putting Your Plan Together
STEP 4 - Plan the presentation
Organize the Facts to Build your plan with
Decide – 1. Is the goal a company startup or a license deal?
2. Is the plan to raise funds to start the business or make a proof of concept?
Collect - For a company startup:
1. Market data
2. Your claims and assumptions
3. How you will make $ where sold
4. What are your and your teams talents
5. What funds are required run the business to BE or make a proof of concept? When will there be a ROI? What is the exit strategy?
For a License agreement :
3. How they will make $

13. Putting Your Plan Together
STEP 5 - Pick a model
Tools to Build your plan with
Decide – 1. DIY
2. I don’t know enough yet and I need HELP!
DIY - Business Plan Pro by PaloAlto Software with 500 sample plans
HELP! - SCORE Workshops on writing Business Plans
12/1Business Plan 101: How to Develop Your Best Competitive Advantage Pt. Loma Nazarene Univ. - MISSION VALLEY Campus
CONNECT Springboard
Springboard offers free guidance and development to life sciences, clean-tech, high tech and consumer product companies in all stages of development, ranging from concept, technology transfer to start-up. Contact: Ruprecht von Buttlar Springboard Director Phone: (858) Web:

14. Qualifiers for Panel Team Resources Intake Marketing Panel
Must complete: marketing plan, financial model
Slides: Pro Forma Profit and Loss, Funding with use of funds, Corporate Development with funding strategy
Must identify: customer need, business model
Slides: Market Segmentation, Competitive Analysis, Competitive Differentiation, Go to Market Strategy
Must complete: marketing plan, financial model
Slides: IP, Team, Traction
Qualifiers for Panel
Must pass: Dry-Run Panel
Intake
Marketing Panel
Finance Panel
Dry-Run Panel
Final Panel
Exit
Deal Network
Venture Round Table
Tech Coast Angels
Grant Portal
Team
Entrepreneur in Residence (EIR)
Marketing Domain Expert
Financial Domain Expert
Marketing Template
Legal Resource
MBA students for Market Research
Domain Experts
Financial Modeling Tool
MBA students to build financial models
Domain Experts
Resources
Valuation Tools
Domain Experts

15. Table of Contents EXAMPLE............................................................... 1
II. Executive Summary
Overview
The Initial Market –Diabetic Foot Ulcers
VHT* and the O2MislyTM Wound Treatment
Clinical Information
Sales & Marketing
Management & Advisors
Scientific Advisory Board
III. The Enterprise
The Company
The Founder
The Product
Intellectual Property
IV. The Market
Market Size and Growth
A Large and Growing Problem
Competition
Marketing Strategy
Sales & Distribution
V. Product Development
O2MislyTM Proven System Design
O2MislyTM Market Driven 3rd Generation System Design
Manufacturing Plan
Facilities
VI. Key Milestones
VII. Appendices
Comparison Matrix
O2MislyTM Wound Treatment System
“Fee-for-Use” Model
Financials

16. EXECUTIVE SUMMARY ! EXECUTIVE SUMMARY !! EXECUTIVE SUMMARY !!!
When asked at a past SDIF meeting “what's the most important parts of a business plan?” Peter Shaw, Shaw Management and president of the SDVG said:
EXECUTIVE SUMMARY !
EXECUTIVE SUMMARY !!
EXECUTIVE SUMMARY !!!
When you meet with investors you usually have 8 – 10 minutes to make your pitch, essentially telling them your executive summary, best accompanied with a PowerPoint presentation – with an embedded video!

20. Business plan = $$ No business plan = 0$
Most don’t plan to fail, they fail to plan

21. A Squared Technologies, Inc.
Adrian Pelkus, CEO
A Squared Technologies, Inc.

22. Business Planning for Inventors
Presented by
Adrian Pelkus
November 11th, 2010
Created by:
Adrian Pelkus
A Squared Technologies, Inc.
“Helping Inventors become Entrepreneurs Since 1985”