NIGHTCLUB BUSINESS PLAN
Au o : Helena O e o Bu iel
Tu o : José Fe nando López Muñoz
GRADO EN ADMINISTRACIÓN DE EMPRESAS AE1049 -
TRABAJO FINAL DE GRADO
CURSO 2018-19
ÍNDEX
1. INTRODUCTION ................................................................................................... 1
1.1 Objec i es ...................................................................................................... 2
1.2 Desc ip ion o he business .......................................................................... 3
1.3 Jus i ica ion o he p ojec ............................................................................ 3
2. ENVIRONMENTAL ANALYSIS ................................................................................ 4
2.1 Pes analysis .................................................................................................. 4
2.1.1. Poli ical Fac o s ............................................................................. 4
2.1.2 Economic ac o s ............................................................................ 6
2.1.3 Social ac o s .................................................................................. 9
2.1.4 Technological ac o s. ................................................................... 10
2.2 Analysis o he 5 po e o ces .................................................................... 11
2.2.1 Ri a ly among exis ing compe i o s ............................................... 12
2.2.2 Powe o buye s ............................................................................ 12
2.2.3 Ba gaining powe o supplie s ....................................................... 13
2.2.4 Th ea o new en an s .................................................................. 14
2.2.5 Th ea o subs i u i e p oduc s o se ices .................................... 15
2.3 Compe i o analysis ..................................................................................... 15
2.3.1 Disco Ébano Peñíscola ................................................................. 16
2.3.2 Pub Osca s Vina òs ...................................................................... 17
2.3.3 Naca Vina òs ............................................................................... 18
2.3.4 Benica ló Po ............................................................................... 18
2.3.5 No es Algues - La Rápi a ............................................................. 19
3. INTERNAL ANALYSIS ........................................................................................... 20
3.1 Company o ma ion and legal o m. ........................................................... 20
3.2 Iden i ica ion o esou ces .......................................................................... 21
4. SWOT ANALYSIS .................................................................................................. 24
5. MARKETING PLAN ............................................................................................... 25
5.1 Mission, ision and alues .......................................................................... 25
5.2 Objec i es .................................................................................................... 26
5.3 Ma ke segmen a ion ................................................................................... 26
5.3.1. Segmen a ion............................................................................... 27
5.3.1.1 Geog aphical c i e ia .................................................................. 27
5.3.1.2 Demog aphic c i e ia .............................................................. 28
5.3.1.3 Psychological c i e ia .............................................................. 28
5.3.1.4 Socio-economic c i e ia .......................................................... 29
5.4 4p's ............................................................................................................... 29
5.4.1 De ini ion o he p oduc /se ice .................................................... 29
5.4.1.1 Se ice ................................................................................... 30
5.4.1.2 P oduc ................................................................................... 32
5.4.2 P icing policy................................................................................. 34
5.4.3 P omo ion s a egies ..................................................................... 36
5.4.5 Dis ibu ion channels ..................................................................... 37
6. OPERATIONS PLAN ............................................................................................. 37
6.1 Value chain ................................................................................................... 38
6.1.1 P ima y o Main Ac i i ies ............................................................. 39
6.1.2 Suppo o Auxilia y Ac i i ies ........................................................ 39
6.1.3 C ea ion o alue ........................................................................... 40
6.2 P ocess map ................................................................................................ 40
6.3 S ock and Wa ehouse Managemen ........................................................... 44
7. ORGANISATIONAL AND HUMAN RESOURCES PLAN ....................................... 44
7.1 P io analysis o s a ing needs .................................................................. 44
7.2 Rec ui men policy ....................................................................................... 45
7.3 O ganisa ional s uc u e ............................................................................. 46
7.3.1 Enla gemen : Desc ip ion o he se ice o employees. ............... 50
7.4 HUMAN RESOURCES POLICY .................................................................... 53
7.5 Wo k clima e ................................................................................................ 54
7.6 Company code o e hics .............................................................................. 54
7.6.1 Gene al p inciples o he company ................................................ 54
7.6.2 Scope o applica ion...................................................................... 55
7.6.3 Applica ion o code ....................................................................... 57
8. FINANCIAL PLAN .................................................................................................. 57
8.1 Ini ial in es men plan ................................................................................. 58
8.2 Financing ..................................................................................................... 58
8.3 Fo ecas sales .............................................................................................. 60
8.4 Es ima ed ope a ing expenses .................................................................. 63
8.5 P o isional Financial S a emen s ............................................................... 64
8.6 Financial c i e ia o he e alua ion o in es men s .................................. 67
9. CONCLUSIONS ..................................................................................................... 69
10. REFERENCES ..................................................................................................... 71
A. TABLE INDEX
Table 1 : Ri al y ques ionnai e amongs sec o companies ocused on he Baix
Maes a and Mon siá egions 12
Table 2 : Ques ionnai e on nego ia ion powe o clien s 13
Table 3: Ques ionnai e abou nego ia ion powe o p o ide s 13
Table 4: Ques ionnai e on he h ea ening o he en ance o new cus ome s 14
Table 5 :Th ea o Subs i u e P oduc s/Se ices Fo m 15
Table 6: Ini ial P ojec In es men 58
Table 7: Loan Amo iza ion Cha 59
Table 8: P edic ed a e age in low 61
Table 9 : Income om eceip s and consump ions ( i s yea ) 61
Table 10 :P e ision o income om eceip s and consump ions 62
Table 11 : Pe sonnel Expense 63
Table 12: P e isional P o i and Loss Accoun 65
Table 13: P o isional Balance 66
Table 14: Annual easu y o ecas 67
Table 15: Cash lows 68
Table 16: Discoun ed cash lows 69
B. FIGURE INDEX
Figu e 1: E olu ion o GDP pe capi a in Spain 7
Figu e 2: Annual a e o e olu ion o he CPI in he Spanish economy be ween
2016-2019 8
Figu e 3:Mon hly e olu ion o he 12-mon h Eu ibo om 2000 o he p esen 9
Figu e 4: Po e s i e o ces 11
Figu e 5: Ebano Peñíscola Disco Logo 16
Figu e 6: Ebano nigh club 16
Figu e 7 : Osca s Pub logo 17
Figu e 8 : Osca s Pub Vina òs In e io 17
Figu e 9 : Náca disco heque logo 18
Figu e 10 : Benica ló Po 19
Figu e 11 : Fa àndula a deo 19
Figu e 12: Local: No es Algues (ou side) 20
Figu e 13: Local Paladium Halls (ex e io ) 21
Figu e 14 : Paladium lounges loca ion o he p emises 22
Figu e 15 : loo plan o he i s loo o he disco heque 22
Figu e 16 : loo plan o he second loo o he disco heque 23
Figu e 17. Loca ions close o he loca ion o he company. 27
Figu e 18: Sa u yay Disco heque logo 29
Figu e 19: Range o obacco aboo la ou s 34
Figu e 20: Value Chain, Michael Po e 38
Figu e 21: P ocess map 42
Figu e 22: o ganiza ion cha SATURYAY DISCOTEQUE 46
Figu e 23: How o se e a glass 52

1
1. INTRODUCTION
The main objec i e o his p ojec is o analyze he easibili y o he implemen a ion o a
company o es i e leisu e and e en s being he a ea o ac ion Vina òs, P o ince o
Cas ellón, wi hin he Valencian Communi y. The comme cial name o his company will
be "Sayu yay Disco eque", and h ough his and depending on he demands ha he
clien demands he ollowing ac i i ies will be able o be de eloped:
- Basic se ice, local nigh club leisu e adap ed o adul s o e 18 yea s in which
he e would be a DJ and di e en pe o mances, in addi ion o o e ing a wide
ange o d inks om so d inks o cock ails.
- Con ac ing, o di e en se ices demanded o he clien using he oom in a
p i a e way, om a bi hday, as own pe o mances o ca e ing se ice.
- In addi ion o hose e en s al eady ca ied ou by compe ing companies such as
nigh club, his company will ac as a di e en ia ing poin o o e he se ice o
pe o mances ha a e a li le ou o he o dina y, o e ing i s oom o di e en
gyms o pe o m dance pe o mances, ac oba ics, musicals, and singe -
songw i e s.
This company p ojec is o ien ed owa ds inancial s abili y. Thus, he implemen a ion o
he same one, will be inanced en i ely wi h inanced unds, i s ixed expenses a e
means, he pa ne s will be ixed pe sonnel, in addi ion we will ha e wo in cha ge so
much he pe son in cha ge o oom and ba and a wai e a s a ha will be ixed cos s,
plus he es ha depending on he demand hey will be con ac ed will be coun ed as
a iable expenses. This si ua ion allows o ha e a g ea lexibili y depending on he
demand.
Due o he g ea a ie y o se ices ha his company can pe o m, his gi es a e y
wide ma gin o cus ome s who may demand he se ices.
2
1.1 Objec i es
The main objec i e sough by his p ojec is o analyse he easibili y o se ing up a
es i e leisu e company in he Baix Maes a a ea o ac ion.
In o de o each his objec i e, a business plan will be d awn up in which a desc ip ion
o he business will be made i s , as well as he p omo e s who will be pa o i and he
mission and ision o he p ojec will be de e mined.
Secondly, an analysis o he mac oeconomic en i onmen will be ca ied ou , using
PEST analysis, i.e. an analysis o he ollowing ac o s: poli ical, economic, social, and
echnological ac o s su ounding he business en i onmen .
Thi d, he e will be an analysis o he mic oen i onmen , including an analysis o he
main ma ke compe i o s, supplie s and po en ial cus ome s. We will also ha e a
SWOT analysis o de e mine hose in e nal ac o s (s eng hs and weaknesses) and
ex e nal ac o s ( h ea s and oppo uni ies) ha a ec ou company.
We will also ha e an analysis o he mic oen i onmen , in which a ma ke ing plan will
be ca ied ou , in which will appea hose objec i es o be me by he company and
hose s a egies ha will be ca ied ou o achie e hem and inally in his sec ion will
de e mine he ma ke ing-mix o he se ice (4P's): cha ac e is ics o he se ice, p ice,
dis ibu ion and p omo ion.
Fou hly, a echnical analysis will be ca ied ou , in which he loca ion o he business
will be de ailed, as well as he necessa y wo ks, equipmen and a calenda wi h he
ime and money ha each o he in es men s made will en ail. In addi ion, a desc ip i e
analysis o he implemen a ion o human esou ces will also be ca ied ou , and an
o ganimag am will be made, shaping he di e en commands and posi ions o he
company. In addi ion, his sec ion will also de ail he legal o m o he company and he
social esponsibili y ha his p ojec en ails.
Finally, an analysis o he iabili y o he p ojec will be ca ied ou , making an
economic- inancial analysis. In his sec ion an in es men - inancing plan will be made,
sales o ecas , ope a ing expenses, amo iza ion, a o ecas o he company's balance
shee esul s will also be made and he p o i abili y o he p ojec will be e alua ed.
3
1.2 Desc ip ion o he business
To eally unde s and ou business we should i s de ine he nigh li e sec o , as
adi ionally i is no a opic ha is s udied, so o do his we mus clea ly de ine which
ac i i ies make up he nigh li e and on which we should ocus. To his end, he key
de ini ion o nigh li e is: "The se o ec ea ional ac i i ies pe o med by people a nigh ,
always wi hin he legal limi s and es ablished by law, in o de o en e ain," mainly
weekends and holidays.
Nigh li e is ela ed o a se ies o ac i i ies ha in ol e a la ge economic consump ion,
as i is linked o he consume ism o ce ain se ices and p oduc s ha a e o e ed
du ing his ime, and a e linked o be ca ied ou du ing his ime as well.
The main p oduc s o se ices included in his sec o a e ba s and disco heques, bu
hey a e no he only ones ha a e pa o his o e bu we can ind many
es ablishmen s. The di e ence o hese es ablishmen s is in he p oduc s o e ed and
o wha kind o public hey a e di ec ed, ha is o say ha ank o age hey ha e ou
clien s, he social posi ion o he indi iduals, he place o esidence o he same ones o
hei cus oms a he ime o enjoying wi h hei idle es i e ime, hese ac o s among
o he s a e hose ha de e mine a he ime o choosing a p oduc /se ice o ano he
one.
1.3 Jus i ica ion o he p ojec
The jus i ica ion why I chose his p ojec is because in addi ion o he ealiza ion o an
enques a ia social ne wo ks o his p ojec and ano he , he mos o ed wi h 86% was
his one. I also know he sec o in e nally, which makes i easie o ob ain in e nal
in o ma ion om he a ious compe ing companies in he ma ke and hus make a eal
compa ison.
The c ea ion o a leisu e-nigh p ojec is an in e es ing and di e en p oposal han
usual. I has also been obse ed he lack o a local nigh li e in he Baix Maes a egion
ha has as i s main objec i e he in eg a ion o all exis ing g oups, so a , he e a e only
ypes o p emises wi h he same music, he same pa ies and he same cu en heme.
Wi h he c ea ion o his local will y in some way, e en locally, o p omo e he
in eg a ion o hese g oups. In o de o achie e his, hema ic pa ies will be held
dedica ed o each one o hem in di e en weeks, o cou se, in his way he place
welcomes all hese people, ega dless o ace, sexual o ien a ion, musical as es o
di e en belie s.
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2. ENVIRONMENTAL ANALYSIS
2.1 Pes analysis
In o de o pe o m he ollowing mac oen i onmen analysis and hus e alua e he
ma ke in which he business p ojec is loca ed, we will pe o m he ollowing analysis
wi h he key ac o s o unde s and in his way he g ow h o decline o he ma ke and
wha posi ion ou business is in.
2.1.1. Poli ical Fac o s
He e we will deal wi h he poli ical ac o s o he cu en poli ics o ou coun y as well
as he legal o de ha go e ns ou business.
A p esen , as a as poli ics in Spain is conce ned, we a e s a ing om a highly
wo ying pano ama due o he lack o consensus in he sides o he di e en pa ies on
issues ha a e o g ea conce n o he popula ion, oge he wi h he g ea
unemploymen ha con inues o a ec he popula ion and he low pensions ha punish
amilies in e nally, hus ensu ing ha many young people cu en ly ha e o ake
esponsibili y o main aining hei amilies o helping inancially by con ibu ing hei
sala ies a home.
The cu en go e nmen is he Socialis Pa y bu i is a p o isional go e nmen which
is ha ing se ious p oblems when i comes o app o ing s a e budge s since i does no
ha e he suppo o he o he pa ies ha demand elec ions o de e mine which
di ec ion he coun y should ake.
Nex , we will de e mine he legisla ion ha go e ns he business and ha we mus
know and espec o wo k always wi hin he limi s o he law.
Au onomic Regula ions:
The egula ion o which nigh li e ac i i ies a e subjec a egional le el in he Valencia
Region is Law 14/2010, o 3 Decembe , o he Gene ali a , on Public Shows,
Rec ea ional Ac i i ies and Public Es ablishmen s.
In his egula ion, he ollowing chap e s s and ou in his espec :
● The compe ences o he Public Adminis a ions
● P ocedu es o he opening o public es ablishmen s
● Ex ao dina y, singula o excep ional shows and ac i i ies
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2.2 Analysis o he 5 po e o ces
Figu e 4: Po e s i e o ces
Sou ce: h ps://www.cgma.o g/ esou ces/ ools/essen ial- ools/po e s- i e- o ces.h ml
Rega ding he 5 o ces o po e is a model ha de ines he p o i abili y o he sec o
and dis ibu es he economic alue and analyzes hese 5 o ces ha a e cons an ly
changing (1. Ba gaining powe o buye s, 2. Th ea o new en an s 3. Th ea o
subs u u i e p oduc s o se ices 4. Ba gaining powe o supplie s 5. Ri a ly among
exis ing compe i o s ).
A good analysis o his model maximizes esou ces and su passes he compe i ion,
adap ing o any change. I is conside ed o i al impo ance o a good su i al o he
company.
I should be bo ne in mind ha he company is no included in a single sec o as i
o e s in angible se ices and angible p oduc s.
Using some o ms o he ex ac ion o alid in o ma ion he conclusions will be
ex ac ed ha will be use ul o he s a up o he company. They will include his
combina ion o ec ea ional and en e ainmen ac i i ies along wi h he be e age
es ablishmen i sel .

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2.2.1 Ri a ly among exis ing compe i o s
Focusing on he egion o Baix Maes a and Mons siá as a place o ac ion, we do no
ind an excessi e concen a ion o compe i ion, being ou main compe i o s: Naca
Vina òs, Ébano Peñíscola, El Pue o Benica lo, Pub Osca s and No es Algues la
Rápi a.
Looking a he di e en locali ies ound, he e is no much di e si y be ween he
di e en companies aking in o accoun hei comme cial objec i es, he di e en cos s,
bene i s and s a egies pu sued.
Table1 : Ri al y ques ionnai e amongs sec o companies ocused on he Baix Maes a
and Mon siá egions
High
Mid
Snow
Whi e
Concen a ion o he sec o
x
Ma ke dominance execu ed by compe ence
x
Inno a ion equency appa i ion
x
Compe i o s di e si y
x
Ease access o in o ma ion
x
Sec o 's exi ba ie s
x
Sou ce: sel made
A e he e alua ion o he i al y in he nigh li e sec o wi hin hese wo coun ies and
he possible appea ance o di ec compe i o s, i can be said ha he i al y be ween
companies is Middle-Low.
2.2.2 Powe o buye s
Focusing on he egion o Baix Maes a and Mon siá being he clien s o whom we
add ess, since i is known ha he demand will concen a e on hose people who li e a
p uden dis ance om he es ablishmen due o he com o and egula i y o he
assis ance.
The e a e no di e ences in he se ices o e ed in he es ablishmen s, so he e is no
compe i i e ad an age o e he es o he exis ing p emises.
13
Ou main clien s will be young indi iduals, wi h mo e ee ime, i.e. wi h ewe amily
bu dens, so hey ha e mo e money o ee use and o enjoy hei expe iences.
Table 2 : Ques ionnai e on nego ia ion powe o clien s
High
Mid
Snow
Whi e
Dispe sion o clien s
x
Ma ke dominance execu ed by clien s
x
Shopping capaci ies o clien s
x
Di e en ia ion o he exis en p oduc s/se ices
x
Easy change o p oduc s/se ices o clien s
x
Subs i u i e p oduc s/se ices exis ence
x
Sou ce: sel made
A e he analysis o he nego ia ing powe o he clien s, making an a e age o esul s,
i can be concluded ha he capaci y o hese o demand ce ain condi ions is a e age.
2.2.3 Ba gaining powe o supplie s
The g ea impo ance o supply by supplie s is clea ly highligh ed because o he
p ope unc ioning o he company, i mus ha e a good supply o be e ages, cups, ice,
and o he essen ial p oduc s, because wi hou hem could no mee cus ome demand.
Table 3: Ques ionnai e abou nego ia ion powe o p o ide s
High
Mid
Sno
w
Whi
e
Sp eading o p o ide s / P o ide s sp eading
x
Ma ke dominance execu ed by p o ide s
x
Lack o o e / O e sho age
x
Quali y-p ice ela ionship on p o ided p oduc s
x
Signi icance o he p ocu emen s o e ed by p o ide s
x
Cos o changing p o ide s (supplie s)
x
Sou ce: sel made
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Wi h ega d o he ba gaining powe o supplie s, we can s a e ha hei capaci y o
in luence ou decisions is low due o he g ea a ie y o supplie s in he ma ke . Taking
in o accoun he di e en o e s o he same, we will choose who does no y o
in luence ou business decisions, as he e a e many who wo k wi h speci ic b ands and
o imp o e he o e do no le ha e o he s o o e o ou cus ome s. Since ou in en ion
is o sa is y a maximum numbe o cus ome s, no such nego ia ions will be allowed and
he d inks ha a e deemed necessa y will be ob ained using a ious supplie s.
2.2.4 Th ea o new en an s
Due o he high s anda diza ion o p oduc s/se ices o e ed by companies ha
cu en ly co e he ma ke , his can g ea ly a o he eme gence o new compe i o s in
he ma ke who wan o di e en ia e hemsel es.
In addi ion, oge he wi h his high s anda diza ion i is achie ed ha many o he clien s
do no ha e hei necessi ies comple ely co e ed o he place is no o he heigh o
hei exigencies.
The ini ial in es men is conside ed high o he pu chase/ en o a possible p emises
and oge he wi h i all hose e o ms ha a e conside ed pe inen o a good s a up o
he company.
Economies o scale a e no e lec ed because we a e dealing wi h a se ice sec o and
no a p oduc ion sec o , so i is much mo e di icul o achie e hem and would equi e a
g ea in es men .
Table 4: Ques ionnai e on he h ea ening o he en ance o new cus ome s
High
Mid
Sno
w
Whi
e
S anda diza ion le el o p oduc s/se ices o e ed by clien s
x
P esence o unsa is ied necessi ies
x
Scale economies
x
Li le need o capi al o en e he sec o
x
B and image sho age om compe ence
x
Raw ma e ial access/Access o aw ma e ial
x
Sou ce: sel made
15
As men ioned abo e, no all he companies ha cu en ly exis in ou en i onmen ha e
a g ea b and image, only hose men ioned. So he image de ined by companies in he
sec o is a e age.
2.2.5 Th ea o subs i u i e p oduc s o se ices
As o he analysis o subs i u e p oduc s, seeing wha is going o be o e ed by he
company is di icul o ind subs i u e p oduc s in he ma ke . Al hough i could a ise i
he business idea is accep ed by ou cus ome s, hus a ising imi a ion by exis ing
companies o u u e companies
Table 5 :Th ea o Subs i u e P oduc s/Se ices Fo m
High
Mid
Sno
w
Whi
e
S ock h ea ening/sus i u i e se ices
x
Compe ence o he companies which o e sus i u i e p oduc s
x
Own s ock con as ed o sus i u i e se ices
x
How easily he cus ome s change hei mind
x
Cus ome ’s inclina ion o change hei buys depending on he ela i e
p ice
x
Inc easing axes o sus i u i e p oduc s a he expenses o he sec o
p oduc s
x
Sou ce: sel made
The a e o eplacemen p oduc s is cu en ly e y low, so main aining a high deg ee o
di e en ia ion and inno a ion on he pa o he di ec i e is no a o ce we should be
conce ned abou a p esen .
2.3 Compe i o analysis
In his analysis he p oceeds o de ail he posi ioning o ou main compe i o s in o de o
make a niche in he ma ke .
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2.3.1 Disco Ébano Peñíscola
Figu e 5: Ebano Peñíscola Disco Logo
Sou ce: www.disco ecaebano.com
This is a unique opening nigh club in summe season aking ad an age o he la geinc ease in
popula ion ha su e s Peñicola in summe as i goes om being a illage o 6,000 inhabi an s
o be mo e han 100,000.
Figu e 6: Ebano nigh club
Sou ce: www.ai bnb.es
This disco heque has a capaci y o almos 400 people aking ad an age o he
la ge inc ease in popula ion and being he only one loca ed in ha locali y, has
highe p ices han he es o he compe i o s.
I consis s o a oom o an only en i onmen wi h comme cial music always o he
same s yle. A g ea weakness o his disco heque is ha by opening e e y day
du ing he week and no ha ing a g ea a ie y and ha ing in e nal in o ma ion i is
known ha he same session is hea d e e y day. This makes i a e y mono onous
disco heque ha only becomes an occasional use by use s.
In addi ion, he s a is no oo a en i e due o he o e booking o people o be

17
se ed, his causes g ea discon en o cus ome s who a e close o he a ea and
eside in i h oughou he yea .
2.3.2 Pub Osca s Vina òs
Figu e 7 : Osca s Pub logo
Sou ce : www. acebook.com/osca s ina os/
A pub loca ed in he own o Vina òs, wi h ela i ely low p ices, i s p ice is he
lowes compa ed o o he majo compe i o s. One weakness o his place is ha i
is e y small, wi h a small capaci y ha does no each 100 people.
Figu e 8 : Osca s Pub Vina òs In e io
Sou ce: www. ipad iso .es
On he o he hand, a g ea s eng h ha p esen s his pub is ha he s a is e y
a en i e and akes ca e o hei cus ome s, ha ge s a lo o loyal y, so you ha e
cus ome s " o li e". And in addi ion mo e and mo e hey uni e li le by li le makes
ha his clien ele is always g owing.
18
2.3.3 Naca Vina òs
Figu e 9 : Náca disco heque logo
Sou ce: www.discocil.com
I is a ela i ely new disco heque, i is he new ace o he disco heque o all he li e
in he locali y o Vina òs "Red74".
This new ace eally imp o ed he image o his disco heque, which in ecen yea s
los much o i s egula clien ele.
This disco heque has a capaci y o 600 people oge he wi h he wo ooms and wo
di e en a mosphe es ha i p esen s, i is ou maximum compe i o since onha ing wo
ooms hey can sa is y mo e audience and adap mo e o he as es o
he clien s.
P ices a e be ween medium-low. Because while i does i s usual unc ion
o disco heque i main ains an a e age p ice. On he weekends, on he o he hand,you
can use one o he halls as a pub un il 3:30 wi h educed p ices. The clien s i hey
consume in he pub hen ha e access o he wo ooms o he disco heque. In his way,
hey ge cus ome s o en e and consume he p emises a an ea lie ime.In he las
yea , his disco heque has managed o inc ease i s audience a lo , soli le by li le i is
g owing and building loyal y wi h i s new cus ome s.
2.3.4 Benica ló Po
A se o Pubs loca ed in he a ea o he Po o Benica ló, in ecen yea s had been
i ually dese ed bu in he las yea has inc eased i s cus ome base by o e ing a
di e en amoun o p emises o co e all abou 500 cus ome s.
Thei cus ome s come om he own o Benica ló o e ing e y low p ices.
19
Figu e 10 : Benica ló Po
Sou ce: www.elpe iodicomedi e aneo.com
A g ea weakness is ha excep o one o he locals (which is no well known and
is he leas equen ed), he es close a 3:30 in he mo ning.
2.3.5 No es Algues - La Rápi a
Figu e 11 : Fa àndula a deo
Sou ce : Ins ag am
Local ound in San Ca les de La Rápi a, o e s an a e age p ice as a as he en ance
and se ices o he local. This place only opens o occasional pa ies called
'Fa andula' and always manages o posi ion i sel wi h a ull capaci y a hei pa ies. As
o he ype o music ha is lis ened, i is comme cial along wi h music o he zone,
hing ha manages o connec a lo wi h i s clien s o he zone. I has a capaci y o 300
people.
20
Being a place ha o e s occasional pa ies is no a compe i o ha di ec ly a ec s ou
a ge audience on all ou opening days.
Figu e 12: Local: No es Algues (ou side)
Sou ce: www. ipad iso .es
3. INTERNAL ANALYSIS
3.1 Company o ma ion and legal o m.
The company will be egis e ed unde he legal o m o Sociedad de Responsabilidad
Limi ad wi h he name o Sa u yay Disco heque S.L. I is a ype o comme cial legal
socie y o capi alis ype and will be o med by wo pa ne s M . Ike Al edo Ayme ich
Congil and Helena O e o Bu iel, each one will co espond o 50% o he pa icipa ions
o he socie y.
The capi al o he company will be di ided in o equal, nominal and indi isible sha es,
he e o e hey canno be eely ans e ed. The pa ne s ha e he igh o p e e en ial
subsc ip ion in he e en o a capi al inc ease.
The capi al o his company is €30,000 and will be paid in ull a he ime o
inco po a ion o he company, each o he pa ne s will con ibu e hei co esponding
capi al (as has been said be o e in equal pa s o 50%). These amoun s will be
p esen ed and ce i ied be o e a no a y.
27
In addi ion, his di ision will de e mine which is ou a ge audience and o which we will
ha e o make g ea e ma ke ing e o s.
5.3.1. Segmen a ion
5.3.1.1 Geog aphical c i e ia
The loca ion is in he own o Vina òs, in he Baix Maes a egion and on he bo de
wi h he Mon siá egion.
Figu e 17. Loca ions close o he loca ion o he company.
Sou ce : Google Maps
This ci y is o high ou is in e es o i s amous ca ni al ha akes place du ing
Feb ua y-Ma ch and o being coas al a ac s a lo o ou is s in he mon hs o June,
July and Augus . Fu he mo e, i s p oximi y o o he ou is owns such as Peñíscola
means ha he e is a la ge numbe o isi o s du ing he es i e seasons such as
summe and Eas e .

28
5.3.1.2 Demog aphic c i e ia
Age
The se ices o e ed by his es ablishmen a e aimed a an audience ha passes
he age o majo i y in Spain, ha is o say, 18 yea s and olde . Anyone can come
om ha age wi hou limi , al hough by he olume o he music and he in lux o
people, ou cus ome s will be unde s ood mos ly be ween 18 and 60 yea s.
Sex
I will be an i ele an c i e ion, se ices and p oduc s can be used by bo h sexes.
Na ionali y
Bea ing in mind ha mos o ou clien s will be o Spanish o igin, le e s, pos e s,
di ec ions and o he s will be in ha language. In addi ion, hey will also be a ailable
in English (since i is he in e na ional language) due o he possible isi o
o eigne s who do no know he na ional language.
5.3.1.3 Psychological c i e ia
Li es yle
People who like o spend ee ime pa ying, ha ing d inks, spending ime wi h
ec ea ional games, wan o enjoy a di e en ac han usual wi h dance shows,
singing, hea e ... e c.. The as majo i y o ou nigh cus ome s will be people wi h
li le amily bu den, o ew wo ies as i is he easies p o ile o adap o he
schedule.
Values
The alues expec ed o cus ome s a e he same as hose ha he company wan s
o be app ecia ed, ha is o say ha hey know how o alue he quali y o he
p oduc and se ice, he good ea men wi h he cus ome and he p o essionalism
o he wo ke s.
Pe sonali y
I is no a ac o o de ine, because wi h his business model we y o sa is y he
demands o di e en ypes o cus ome s, wi h di e en as es and p e e ences, om
he mos adi ional o hose who ollow he mos cu en ends.
29
5.3.1.4 Socio-economic c i e ia
Socio-economic le el
F om hose who ha e a low le el as a s uden o people who ha e a high income.
Ta ge audience
Taking in o accoun he p o ile you a e looking o as a clien you can make a
segmen a ion by making dis inc ions be ween age and income anges.
As o young people be ween 18 and 30 yea s will be ou main audience as hey end
o go ou mo e a nigh . The cus ome wi hin his age ange will be plen i ul, bu hei
de aul spending wi hin he disco will be medium-low.
on he o he hand, be ween 31 and 60 is mo e di icul o each his ype o cus ome s
and will no be a majo i y segmen , bu a e hose who ha e mo e economic capaci y,
he e o e he e will be a g ea e o in loyal y o his ype o cus ome , because he
olde mo e demands and a ailu e could be los .
In conclusion we ind wo main segmen s
1. Ages be ween 18 and 30: less expendi u e, mo e clien s
2. Ages be ween 31 and 60: mo e expendi u e, ewe cus ome s.
5.4 4p's
5.4.1 De ini ion o he p oduc /se ice
Name: SATURYAY DISCOTHEQUE
Figu e 18: Sa u yay Disco heque logo
Sou ce Own elabo a ion
30
The SATURYAY DISCOTHEQUE disco heque logo will be o med by a disco heque
ball oge he wi h a c own ha ep esen s he aspi a ion o he disco heque o be he
bes .
The pink backg ound ep esen s he colo ha in he old socie y ep esen ed he
oyal y, in his way one ies o con ibu e a g ain o sand o he change o hough ha
he pink colo ep esen s he woman.
5.4.1.1 Se ice
Once inside he access o he es ablishmen du ing weekends and holidays his will be
wi h secu i y s a who will ensu e o de and good manne s wi hin he p emises, as i is
necessa y especially a nigh bo h wi hin he pub and ec ea ion hall and main oom,
whe e he capaci y o people is highe and may a ise con lic s due o he in ake o
alcohol and some o he subs ance.
Du ing he week only he pub and ec ea ion oom will be a ailable, and he main oom
will be o single use on weekends wi h access h ough he pu chase o icke s o
access i a he box o ice o wi h he consump ion o ce ain p oduc s in he pub oom,
hese p ices and o e s will be de ailed la e .
To he le o he main doo o he Main Room you will ha e access o he ba h ooms,
whe e hey will be p epa ed o men and women and in he same a ea you will ind he
wa d obe whe e you can lea e you jacke s, bags and o he pe sonal objec s.
The pub and ec ea ion oom will be deco a ed by a eam o expe s, who will gi e a
pleasan and welcoming ouch o con ey he image o he p emises o cus ome s and
hus he image e lec s he 'b and' o he company. In his a ea, i is expec ed o be an
ideal place whe e you can mee amily, iends, colleagues o come as a couple, o
enjoy a good con e sa ion while consuming he a ious p oduc s o e ed. In his oom
he music olume will be lowe allowing con e sa ions o low smoo hly. In addi ion, as
men ioned abo e, i will consis o a a ge and a able oo ball so ha a g oup o iends
can play and ha e a good ime and dis ac hemsel es om hei wo ies. The
consump ion o d inks will be accompanied by swee s o some a ied apa depending
on he ype o d ink chosen, o sa is y he appe i e o a endees and ake ad an age o
he p ope ies o hese oods o p oduce g ea e desi e o d ink, wi h which we will
imp o e income while he cus ome is sa is ied wi h he in i a ion om he company.
On ce ain da es he e will be hema ic days whe e ce ain d inks will be on o e and
can be consumed o a lowe p ice, in addi ion o ha ing he possibili y o ob aining
31
p izes o be d awn among all pa icipan s, also o e a ious and a ied o e s o ewa d
he loyal y and consump ion o cus ome s.
As o he main oom, whe e depending on he pa y o heme o he week will change
i s deco a ion by c ea ing di e en en i onmen s, his c ea es a di e en eeling in each
pa y and is pe cei ed as unique. In his oom, he pe son in cha ge o anima ing he
pa y will be he esiden DJ, who will be in cha ge o pu ing music o he clien 's liking.
In addi ion, occasionally in occasional pa ies he e will be DJ and gues a is s o
p omo e inno a ion and who do no ind ha i is a mono onous place. The
en e ainmen s a in his oom will be esponsible o mo i a ing cus ome s and
c ea ing spec acle, help he heme pa y come o ha e a ull meaning, ie i s main
unc ion is o make cus ome s eel ha hey a e wi hin ha heme pa y and o ge hei
o he p oblems du ing ha nigh . Fo a good ealiza ion o his unc ion, he employees
o anima ion will go maquillados and d essed o oppo une way o he occasion.
As o he hema ic oom, one o he no el ies in he a ea is he en al o one o he
ooms o he use o a p i a e pa y, in his oom you can buy all he p oduc s ha a e
in he es o he p emises. A wai e will be placed a you disposal in ha ba i
necessa y, whose sala y will be paid by he enan in addi ion o he consumed cups.
To do i in a mo e e icien way, he employee will w i e down he da a o he clien and
a he end o he nigh when he lea es he will be gi en he pe inen in oice ha will
co e he en o he oom, he ex a se ice con ac ed and he co esponding expense
o ligh o he hou s ha he oom has been used (own me e in ha oom). In addi ion,
he hema ic oom will ha e deco a ion o he as e o he consume (i wa ned 24 hou s
in ad ance) o i i will no ha e a p ede e mined hema ic deco a ion depending on he
week. In addi ion, his oom will be open o he public a designa ed pa ies and i will
no be possible o en i , he p ice o his oom will be included along wi h he en ance
o he main oom, so ha people can enjoy mo e space on days when ull capaci y is
expec ed.
The local s a will be in cha ge o ensu ing ha he clien s in he h ee ooms only ha e
o wo y abou ha ing a good ime, while a ending o hei eques s. The e will also be
a pe son on weekends in cha ge o aking pho os o cus ome s (ou sou cing a
p o essional) while hey enjoy he acili ies, hese pho os can hen be iewed and
downloaded on he websi e and acebook page o he company. These pho os ha e a
double unc ion, on he one hand, o o e a sou eni o he s ay in he place and he
one o p omo e he di e en pa ies h ough he images, because i he pho os o he
clien s like hem, hey will upload hem o social ne wo ks and he e o e hey will make
32
us publici y o he place. In his way i is in ended o inc ease he a ac ion o new
po en ial cus ome s.
5.4.1.2 P oduc
In he ba s o he h ee ooms, you can consume di e en ypes o alcohol o cup and
sho , hese di e en ypes o cups will be di ided in o no mal cups, p emium cups and
ex a p emium cups.
The di e ence be ween he 3 is he ype o alcohol depending on he b and and quali y
o i . The alcohols o be conside ed a no mal p ice a e :
- Gene a: Tanke ay, Mas e 's and Po o he Indies
- Ron: Baca di, B ugal, Cacique and Ba celó
- Vodka: Smi no , Sky and Absolu
- Wisky: Cu y Sa k, J&B, Johnny Walke Red Label, Ballan ines and Jim Bean.
P emium Cups :
- Gene a : Bombay Saphi e, Bulldog and Tanke ay Rangpu
- Ron: Capi ain Mo gan, B ugal Ex a iejo, Cacique 500 and Ha ana 7
- Vodka: -
- Wisky: Jack Daniel's, DYC and Johny Walke Pla inum Label,
Ex ap emium cups:
- Gene a : Bo anic, Ci adelle, No dés, G- ine, Gin Ma e, Hend ick's, Ma in
Mille 's and Mombasa club.
- Rum : Ba celó Impe ial, Ma usalem 15 and Zacapa 23
- Vodka : Bel ede e, Ci oc, C ys al Head, G ey Goose and Xellen .
- Wisky : Ca dhu, Chi as, Macallas 12, Johny Walke Gold Label, The
Glen o hes.
Fo he sho s o pa o he ange o e ed in he ba , liquo s will be o e ed ha will be
kep esh in he idge, hese liquo s can also be used in glass wi h a no mal p ice.
The ypes o liquo s o e ed a e he ollowing: Jagge , Peche, Red Vodka, Viole Vodka,
Whi e Ma ini, Black Ma ini, Blue Vodka, Tequila, S awbe y Tequila, Rice Liqueu ,
Baileys and Gen leman's Punch.

33
As o he ypes o so d inks o e ed: Coca-cola, Coca-cola ze o, he en i e Sweppes
ange (O ange, Lemon, Tonic, Ginge ale, Ibiscus, e c.), 7up, wa e , Pe ie (spa kling
wa e ) Redbull, O ange Juice, Pineapple and Peach.
The bee s ha we will ha e in he ooms will be : Heineken, Ams el Gold, S a and
Mo i z.
As o he le e o champagne and ca a, will be e y educed only wo k wi h Moë :
- Impe ial Moë B u
- Moë B u Rose
As o he Cachimbas, he b and ha he company will wo k wi h will be Taboo, which
o e s us he ollowing menu o la ou s:
- I ish D eam : Nu and Coconu
- I alian Passion: O ange
- Casano a D eam : Ice C eam Cucumbe
- Bikini Sunse : Melon and Chewing Gum
- Ca ibbean C uise: Moji o
- O e he Rainbow: Pea and Min
- Seduc ion : Melon and Peach
- Sexy G een: Min and Chlo ophyll
- Wa e all: F ozen Swee Wa e melon
- Blue Bay: Bluebe y & Min
- Alpi ine Spi i : Lico ice and Min
- Red Blas : Peppe min and Raspbe y
- Black Limousine : Cola y Lima
- T opical S o m: Min , Melon, Gua a, Pineapple and Lemon
- Mambo : S awbe y, Kiwi, Peach and Coconu
- Bahama mama: Pineapple, Banana, and Coconu
- Pocamel: Ca amel
- Blizza dine: Min and G enadine
- Cool Sun ise: Swee Peach Ice C eam
34
Figu e 19: Range o obacco aboo la ou s
Sou ce: www. abooshisha.es
5.4.2 P icing policy
In o de o be e each a di e en numbe o cus ome s wi h di e en pu chasing
powe we will o e a di e en ange o p ices so ha he e is a ie y and is mo e
a ac i e o he public.
Fo access o he main hall on weekends and public holidays, he ollowing in o ma ion
should be known.
▪ 5€ icke + s amp
▪ 8€ en ance ee + s amp + consump ion
▪ 9€ en ance icke + s amp + consump ion + wa d obe (1 ga men )
▪ 10€ en ance ee + s amp + consump ion + wa d obe (1 ga men ) + sho .
Fo special pa ies, he p ice will a y depending on he impo ance o he gues , DJ, o
g oup hi ed o he occasion.
As a gene al ule, i will be an inc ease p opo ional o 2€ wi h espec o he p e ious
p ices, ha is o say :
▪ 7€ icke + s amp
35
▪ 10€ en ance ee + s amp + consump ion
▪ 11€ en ance icke + s amp + consump ion + wa d obe (1 ga men )
▪ 12€ en ance ee + s amp + consump ion + wa d obe (1 ga men ) + sho .
As a as he pub hall and he ec ea ion oom a e conce ned, hey will ha e a
comple ely ee en ance wi h educed consume p ices. The e o e he e will be a
p omo ion o hem i.e. :
▪ Consuming 2 glasses o 3 bee s in hese ooms, you will ha e access o he
main oom.
▪ I in his case i was a special pa y, I would change o 2 d inks and a
sho / e esh o 4 bee s.
Wi h ega d o he p ice o p oduc s o e ed in ba depending on he oom :
Pub and ec ea ion oom
▪ Glasses : 4,5€ (RedBull +0.50€)
▪ P emium Cups : 6€ (RedBull +0.50€)
▪ Ex ap emium Cups : 8€ (RedBull +0.50€)
▪ So d inks : 2€ (RedBull +0.50€)
▪ Bee s: €2.5
▪ Sho s: 2€.
▪ Cock ails: €5.5
▪ Shishas: 12€ + 20€ deposi
▪ Mixing ja s (2 li e s) : 25€.
Main oom
Wi hin he main oom a he ba he ollowing p ices will be used:
▪ Glasses : 6,5€ (RedBull +0.50€)
▪ P emium Cups : 8€ (RedBull +0.50€)
▪ Ex ap emium Cups : 10€ (RedBull +0.50€)
▪ So d inks : 2,5€ (RedBull +0.50€)
▪ Bee s: €3
▪ Sho : €2.5
36
▪ Cock ails: €7.5
▪ Shishas: 18€ + 20€ deposi
▪ Mixing ja s (2 li e s) : 40€.
As a as he ese ed one is conce ned, i has i s own ba h oom, i s own ba (i keeps
he same p ices as he main ba o he oom), an ai -condi ioned zone highe han he
es , su ounded by a glass window.
The basic p ice (100€) includes 1 bo le o alcohol, oge he wi h 10 so d inks, 2 ice
bags, he necessa y glasses and a bo le opene o he so d inks. In addi ion,
e e yone will be p o ided wi h a welcome sho when en e ing wi h hei own cock ails.
▪ VIP able : (100€ each 5 pe sons), in case o being 6 o 7 a supplemen o
15€ pe pe son would be added, om 8 i would be 200€(2 bo les).
Thema ic oom
The oom on he second loo will be ese ed o en o hea e, dance, musicals,
g oup pe o mances, dinne s, p i a e pa ies, e c. The p ice o en ing his oom o
di e en e en s will be 300 € 5 hou s. The ele an elec ici y cos s in hose hou s will
be bo ne by he enan , so ha he oom will ha e i s own me e .
In addi ion, in his same oom you can hi e you own DJ, a ca e ing se ice, a wai e o
a end you, ... ie, will be a ailable all hose ameni ies ha you wan o hi e.
5.4.3 P omo ion s a egies
The key objec i e o his sec ion will be o each he g ea es numbe o po en ial clien s
and o achie e g ea e di usion a he lowes cos in o de o make he company
known.
As p e iously men ioned, he company will ha e i s own websi e, acebook page and
ins ag am accoun , hese h ee online ools will be used o ha e a wide dissemina ion
because hanks o he g ea in luence o he In e ne and he low cos in ol ed, is he
mos e ec i e me hod. In his way, all ele an in o ma ion on he company, i s
unc ions, se ices, ese a ions and que ies will be made a ailable o e e yone.
Using hese ools, he di e en o e s and p omo ions o be ca ied ou by he company
will be made known. As much as gi s, lowe p ices, icke con es s ... An ini ia i e o
bea in mind in his sec ion is ha i will be held e e y week: all hose who do no
43
Sou ce: Sel made
1
2
S a p epa es he
co esponding VIP o
d inks
Wai e s se es cus ome
Cus ome d inks his
d inks and ask o he bill
Room Manage issues
he in e nal documen
‘command’
He issues an in oice o
icke
Room manage picks up
he bill
2
inish
Cus ome pays he bill

44
6.3 S ock and Wa ehouse Managemen
This sec ion is highligh ed by he p oblem ha can ha e a company like his, as i will
be a ec ed by a lack o s ock con ol o aw ma e ials ha a e los daily.
This may be due o he ac ha he e is no eally an adminis a ion o de e mine he
i ems and esou ces ha a e used since he pu chases ha a e made weekly do no
ha e o co espond o he demand, bu can co espond o small weekly losses ha a
he end o he mon h can be ans o med in o la ge losses.
To do his, a o ecas o possible losses will be made and i will be s anda dized in such
a way ha e en i we do no know exac ly wha quan i y o p oduc we ha e los , we will
know an app oxima ion o i , in o de o be able o be e ca y ou he managemen
con ol o he company.
7. ORGANISATIONAL AND HUMAN RESOURCES PLAN
The mos impo an elemen o which a well- unc ioning company owes i s exis ence is
i s employees. So a good de ini ion o pe sonal policy is key o a ype o company like
his because he se ice o e ed by he s a is ela ed o he p oduc being o e ed.
A good human esou ces plan has o ake in o accoun ha he ollowing p oblems
ha e o be sol ed:
- Dimensions o he empla e
- Func ions o be de eloped
- Coo dina ion and o ganiza ion sys ems
- Rec ui men and selec ion o pe sonnel
- Wage policy
- T aining policy
- Wo king condi ions
7.1 P io analysis o s a ing needs
A e his analysis, i will be possible o decide how many wo ke s will be needed and
wha he in e nal o ganisa ion will be.
The company will be open on weekends om 22:00h o 07:00h, his being i s only
opening hou s, his schedule will a y du ing he mon hs, in summe he opening will
inc ease g ea ly by mo ing o open all week excep Monday so ha all employees can
45
enjoy a day o .Mondays will be de o ed o eplenish he s ock p o ided by supplie s by
managemen . This day will be changed i i coincides wi h a na ional o municipal
holiday. The e o e, hese schedules may a y depending on he mon h in which we a e
and he demand expec ed wi hin hem, will be de ailed in he economic and inancial
pa .
Also depending on he demand i will be able o adjus he schedule o he same one,
being his always he s ipula ed one bu being gi en cases like midweek o in
indesemana he e a e no clien s, he e o e he schedule will be able o gi e in some
occasions o 22:00h o 3:00h/4:00h/5:00h/o/6:00h.
7.2 Rec ui men policy
Secu i y
- Sunday, Tuesday, Wednesday and Thu sday: Secu i y Boss
- On F idays and Sa u days: 5 secu i ies, depending on he demand expec ed
ha nigh .
Wai e s
- Sunday, Tuesday, Wednesday and Thu sday: Chie o s a and a wai e
- F iday and Sa u day: In cha ge and 5 wai e s, depending on he demand
expec ed ha nigh .
DJ
- Sunday, Tuesday, Wednesday and Thu sday : 1 DJ
- F iday and Sa u day : On F iday 2 DJs and on Sa u day 3 DJs
Cleaning pe sonnel
- 2 e e y day o he week
S a
- Sunday, Tuesday, Wednesday and Thu sday: A s a o ba help.
- F iday and Sa u day: 4 s a o which 2 will be o help a he ba , 1 box o ice
and 1 cloak oom.
46
In sho , o a good unc ioning o he company, and a good o ecas o he minimum
demand ha is expec ed, he necessa y pe sonnel would be, a chie o s a , i e
wai e s, a head o secu i y, i e secu i ies, wo cleaning people, ou s a and h ee DJ.
7.3 O ganisa ional s uc u e
In his sec ion we will de ail he o ganiza ional s uc u e o he company, ha is o say
i s o ganiza ion cha in which we will de ail he wo k pos s and he asks o each one o
hem. A unc ional s uc u e has been used o ca ying ou asks.
Figu e 22: o ganiza ion cha SATURYAY DISCOTEQUE
Sou ce : Own elabo a ion.
Job desc ip ions :
MANAGER
● Depa men
All o hem. Adminis a i e, Financial, Human Resou ces and Ma ke ing
● Dependency
Dependen on sha eholde s.
● Roles and Responsibili ies
47
Adminis a ion o he company and he unc ions o accoun ing, con ac wi h
supplie s, managemen o Human Resou ces and design o ma ke s a egies.
In addi ion o he coo dina ion o he chie o s a , DJ, secu i y boss and
cleaning s a .
● Fo ma ion
● Business knowledge o di ec ion, leade ship and managemen . P o ile o
g adua e in Business Adminis a ion.
CHIEF OF STAFF
● Dependency
Manage s
● Func ions and Responsibili ies
Coo dina e wai e s and supe ising s a o pe o m hei wo k e icien ly and
e ec i ely. I is esponsible o deciding he wo k posi ions o each o hem and
is esponsible o collec ing, p esen ing and se ing cus ome s who a i e a he
ese ed.
I will also be esponsible o e iewing i supplies a e alling om s ock and
no i ying manage s o make he ele an o de s.
● Fo ma ion
Expe ience as a wai e , who knows in de ail wha a e he unc ions o you
employees, in o de o manage hem. Ha e a gi o people and leade ship
skills.
WAITER
● Dependency
Chie o s a
● Roles and Responsibili ies
To a end he clien s, o o e a p o essional and quali y se ice, in addi ion o
he collec ion. Fo a good ope a ion mus keep he ba in pe ec condi ion, ie
always clean and wi hou any objec ha hinde s he abili y o se e he
cus ome .
● Fo ma ion
I is no necessa y al hough i will be aken in o accoun and will be alued i i is
con ibu ed. A big plus o he posi ion will be he willingness o wo k, mo i a ion
and commi men o he company.
48
STAFF
● Dependency
Chie o s a
● Roles and Responsibili ies
They will be di ided in wo g oups, one will be he pending s a o wa ehouse
and ba s and he o he will be in cha ge o en ance and box o ice.
The i s ones, a e in cha ge o acili a ing he wo k o he wai e s, make he
cachimbas, wash he di y glasses, a e in cha ge o p o iding cold d inks in he
momen ha he e ige a o s o he ba a e no eplaced and inally, hey a e in
cha ge o keeping he ack clean o b oken glasses and o he s.
The second one, as a as he icke o ice s a is conce ned, is in cha ge o he
en ance, e ision o he iden i y documen so ha mino s do no en e he
p emises and o p o ide clien s wi h he en y and exi s amp. The pe son in
cha ge o he wa d obe will be esponsible o he collec ion o he wa d obe
and o s o ing he clien 's ga men s.
● Fo ma ion
I is no necessa y, he same as o he posi ion o wai ess will ake in o
accoun he desi e o wo k, mo i a ion and commi men o he company.
DJ
● Dependency
Manage
● Roles and Responsibili ies
To en e ain and make clien s enjoy hei a is ic skills, in cha ge o ca ying ou
he sessions and doing cho eog aphies in some cases, in sho hei main
unc ion is o mo i a e he a ending public.
● Fo ma ion
The esiden DJ should p o ide a sho session showing hei skills and abili ies
o de e mine wha hey can con ibu e.
SECURITY BOSS
● Dependency
Manage

49
● Roles and Responsibili ies
I is esponsible o he supe ision and coo dina ion o he secu i y eam,
explaining well he guidelines and policies o he company ha mus ollow
when doing hei job p ope ly.
● Fo ma ion
Ha e comple ed an app o ed cou se o p epa a ion o be able o exe cise his
p o ession. In addi ion, hey mus ha e a leas 5 yea s o expe ience in he
secu i y posi ion and ha e he app op ia e cha ac e o coo dina e he es o
he eam.
SECURITY
● Dependency
Secu i y Boss
● Roles and Responsibili ies
Main ain o de and con ol o wha happened in he company's acili ies,
p o ec ion o wo ke s and cus ome s, a oid con on a ions o con lic s, con ac
wi h he secu i y o ces in case o majo p oblems.
● Fo ma ion
To ha e ca ied ou an app o ed cou se o p epa a ion o be able o exe cise
his p o ession, as a as he expe ience is no necessa y, mainly i will be o
people in o m, good condi ions and wi h a sui able cha ac e o his ac i i y,
leeing om he p o o ype o people who adi ionally o m pa o his collec i e.
CLEANING STAFF
● Dependency
Manage
● Roles and Responsibili ies
The s a e o he ins alla ions mus be impeccable a all imes, a oid any lack o
cleanliness and o e a lawless image.
● Fo ma ion
I is no necessa y, bu i is expe ience in es ablishmen s o high demand as a
as cleanliness is conce ned.
50
7.3.1 Enla gemen : Desc ip ion o he se ice o employees.
Below will de ail he asks and s eps o pe o m he se ice ba by S a and Wai e s,
his documen will be a ailable o all wo ke s i he e is any doub abou he asks:
Task shee :
Opening:
The objec i e is o p epa e he ba s and ooms o hei opening.
● Tu n on he dishwashe .
● Cu ing ui .
● Clean e ige a o s, ba s, glass and ables.
● Clean and place wipes.
● Clean bo les and always idy.
● Tu n on compu e s.
● Gene al o e haul in case any hing is missing.
Du ing he se ice:
We pu a lo o emphasis on o de , cleanliness and companionship, his way we will be
mo e e ec i e and he wo k will be easie , achie ing a balance be ween speed and
quali y.
● Th ow away emp y bo les (do no lea e hem in place again) and ma k hem on
he compu e .
● Fi s ake he emp yes bo le (many accumula e wi hou jus alcohol o laziness
o ma k hem).
● Full ash is ied up and wa ned o s a o come.
● Emp y bo les should be placed in hei co esponding boxes (pepsi/7up,
schweppes, heineken), once he box is ull p epa e o s a (we don' pile
e eshmen s on op o a ull box).
● Remo e emp y cups, glasses and so d inks om he op o he ba once he
cuba as ha e been se ed ( he clea e and cleane he be e ).
51
● Always keep he ba clean, use clo hs and glass pape .
● Any ype o glass is collec ed and cleaned immedia ely (dange ous).
● Be ca e ul when lea ing he liquo bo les on op o he e ige a o s: hey b eak,
we don' ealize i , we pu ou hand in and cu ou sel es (bo le ha b eaks is
cleaned).
● A en ion and o de when i 's ime o collec ! Any ailu e o e o is epo ed and
no ed.
● Lea e weeze s in he same ice cube ay ha we ha e aken ( inish one wi h 5
and ano he wi h 1).
● Use ice bucke , e ige a o , alcohol close o he place you se e.
● No alcohol bo les, weeze s, opene s, e c. on op o he ba .
● The boa is pu in he piggy bank, i 's no indi idual.
● Always a en i e o he cus ome ! We will y o gi e he bes possible se ice!
● In he e en o any doub , p oblem o misunde s anding, he ba manage o
manage is consul ed.
Closing
● Clean and idy up all he dishes
● Fill e ige a o s wi h so d inks, ed bull, p emium, liquo s and alcohol.
● Replenish c ocke y (i needed)
● Replace napkins and s aws
● Remo e acuum
● Th owing o s o ing ui
● Emp ying ice cubes
● Clean e ige a o s, spades and ba s in gene al
● Cleaning clo hs
● Cleaning ca ds
● Cleaning and se ing ables
● Remo e ALL ga bage
52
Figu e 23: How o se e a glass.
Take ou he co esponding
so d ink o mixe
Pu 3 ice cubes in a ube
glass and 4 ice cubes in a
ball glass. Finally, ui i i
co esponds
Unco e he so d ink o
mixe
Se e he alcohol, coun 7
seconds o cock ails.
Se e he so d ink o mixe
wo seconds be o e cu ing he
je o alcohol, wo king wi h
bo h hands simul aneously.
Finish se ing so d ink o
mixe , i is no necessa y o
se e i a all.
59
o eseeable ha sales will p og essi ely inc ease, bu ini ially hey will no be su icien
o co e he paymen obliga ions gene a ed.
Di e en op ions ha e been consul ed and i is conside ed ha he bes op ion is o
eso o a loan om he ING Di ec en i y. This en i y o e s a loan wi h a minimum
epaymen pe iod o 12 mon hs and a maximum o 7 yea s, wi h an APR o 6.11% and
a maximum d awdown o €60,000.
In his case, 60,000€ will be inanced (as indica ed abo e) and he epaymen e m will
be i e yea s (on he g ounds ha i coincides wi h he pe iod o e alua ing he iabili y
o he p ojec ).
In his way, he ollowing able includes he es ima e o he li e o he loan al hough i
mus be indica ed ha he loan paymen s would be made on a mon hly basis and in he
ollowing able i is summa ised annually:
Table 7: Loan Amo iza ion Cha
Yea
Ini ial Capi al
Quo a
In e es
Amo ized Capi al
Final Capi al
0
-
-
-
-
60.000 €
1
60.000 €
14.286 €
3.666 €
10.620 €
49.380 €
2
49.380 €
14.286 €
3.017 €
11.269 €
38.110 €
3
38.110 €
14.286 €
2.329 €
11.958 €
26.152 €
4
26.152 €
14.286 €
1.598 €
12.689 €
13.464 €
5
13.464 €
14.286 €
823 €
13.464 €
0 €
Sou ce Own Elabo a ion
Subsequen ly, inancial in es men e alua ion c i e ia will be applied o de e mine
whe he his p ojec is inancially iable and a discoun a e will be equi ed o do so. To
ind ou his discoun a e we mus know he ollowing da a:
- P opo ion o own esou ces o o al inancing and also p opo ion o
ex e nal esou ces. This a io is 2/3 ex e nal inancing and 1/3 own
inancing.
- Cos o ex e nal inancial esou ces, which as indica ed in he able abo e is
6.11%.
- Cos o own esou ces. The ounding pa ne s conside ha he isk hey
assume is g ea e han ha o ou side inancial esou ces and he e o e
equi e double he e u n, o in o he wo ds, a e u n o a ound 12.22%.

60
Wi h hese da a, su icien in o ma ion is al eady a ailable o ob ain he
weigh ed a e age cos o capi al ha will be used as a discoun a e o e alua e he
iabili y o he p ojec . The ollowing o mula should be used o his:
Weigh ed a e age cos o capi al = % R. Own x C e R. Own + % R. O he s x C e R.
O he s
Applying his o mula, he weigh ed a e age cos o capi al would be app oxima ely
8.15%.
O he conside a ions o sho - e m unding will be as ollows:
- Sales will be cha ged in ad ance so he cus ome balance should gene ally
be ze o, and he a e age collec ion pe iod equally ze o.
- The se ices p o ided by o dina y c edi o s usually in ol e cash paymen ,
al hough o he ex en possible, an a emp will be made o de e paymen by
c edi o s wi hin he 60-day limi .
- Employees' pay oll will be paid on he las day o each mon h. The
ex ao dina y paymen s will be p o a ed in each o he mon hs so ha each
mon h hey will ecei e he same amoun o sala y.
8.3 Fo ecas sales
The i s s ep in ob aining he planned p o i and loss s a emen is o ca y ou he sales
o ecas .
Fo his sales o ecas we a e going o conside he ollowing p emises depending on
he summe season (wi h mo e a luence) and he win e season (wi h less public).
- The i s p emise is o conside he capaci y o he disco. As we saw in he
desc ip ion o he local, i has dimensions g ea e han 1,000 squa e me e s.
Conside ing an a ea pe pe son o 1.2 me e s, he capaci y would be 833
people, which o sa e y we will educe o 600 cus ome s maximum
capaci y.
- The ollowing able shows he expec ed opening days depending on he
mon h in ques ion and he pe cen age o expec ed in lux o e he maximum
capaci y o 600 cus ome s.
61
Table 8 : P edic ed a e age in low
Mon h
Opening
days
P edic ed a e age
in low
Mon h
Opening
days
P edic ed a e age
in low
Janua y
8
20%
July
20
90%
Feb ua y
8
20%
Augus
20
90%
Ma ch
8
20%
Sep i
15
60%
Ap il
10
40%
Oc
8
20%
May
10
60%
No
8
20%
June
20
80%
Dec
8
35%
Sou ce Own Elabo a ion
- The nex hypo hesis is o assume an a e age e enue p ice pe en y. An
a e age p ice o 6€ will be assumed. In he Ma ke ing Plan we saw ha
he e we e di e en p ices being he lowes o hem 5€ and in a ew days.
Fo he sake o p udence, his p ice will be assumed as he a e age selling
p ice, al hough i will p obably be highe .
- In addi ion o he en ance p ice, i will be conside ed ha he a e age
consump ion o each cus ome wi hin he p emises will be 20 €. Ob iously
he e will be cus ome s whose consump ion is much highe , bu gi en ha
he e will be o he s wi h a lowe consump ion, and o p udence, his amoun
is conside ed as he a e age selling p ice.
On he basis o hese p emises, he annual sales o ecas can be made, which is
shown in he ollowing able:
Table 9 : Income om eceip s and consump ions ( i s yea )
A e age icke p ice
Income
Mon h
Mon hly
cus ome s
En ance
Consump ion
En ance
Consump ion
Janua y
960
6 €
20 €
5.760 €
19.200 €
Feb ua y
960
6 €
20 €
5.760 €
19.200 €
Ma ch
960
6 €
20 €
5.760 €
19.200 €
Ap il
2.400
6 €
20 €
14.400 €
48.000 €
May
3.600
6 €
20 €
21.600 €
72.000 €
June
9.600
6 €
20 €
57.600 €
192.000 €
July
10.800
6 €
20 €
64.800 €
216.000 €
Augus
10.800
6 €
20 €
64.800 €
216.000 €
Sep .
5.400
6 €
20 €
32.400 €
108.000 €
Oc .
960
6 €
20 €
5.760 €
19.200 €
No .
960
6 €
20 €
5.760 €
19.200 €
Dec.
1.680
6 €
20 €
10.080 €
33.600 €
To al
294.480 €
981.600 €
1.276.080 €
Sou ce Own Elabo a ion
62
In his way, he p e ious able shows a ealis ic, and e en p uden , sales es ima e,
conside ing an adequa e capaci y o he p emises (because i could be highe , bu o
sa e y i has been educed) and di e en cus ome es ima es acco ding o he ime o
he yea , which is consis en wi h he a luence o he public acco ding o he ma ke
s udy.
Howe e , ha would be he sales a ge , bu we belie e ha i is p uden o se
p og essi e achie emen a ge s, which a e e lec ed in he able below. These
objec i es inc ease as he yea s go by:
Table 10 : P e ision o income om eceip s and consump ions
Income
Yea
Sales a ge
En ance
Consump ion
To al
1
60%
176.688 €
588.960 €
765.648 €
2
70%
206.136 €
687.120 €
893.256 €
3
80%
235.584 €
785.280 €
1.020.864 €
4
90%
265.032 €
883.440 €
1.148.472 €
5
100%
294.480 €
981.600 €
1.276.080 €
Sou ce Own Elabo a ion
63
8.4 Es ima ed ope a ing expenses
Based on he p emises ha appea in he human esou ces plan, he ollowing
able shows he expendi u es on annual wages and sala ies and social secu i y:
Table 11 : Pe sonnel Expense
Annual Cos s
g oss sala y
Social Secu i y Company
o al cos
Chie o Secu i y
24.500 €
8.167 €
32.667 €
Secu i y 1
18.000 €
6.000 €
24.000 €
Secu i y 2
18.000 €
6.000 €
24.000 €
Secu i y 3
18.000 €
6.000 €
24.000 €
Secu i y 4
18.000 €
6.000 €
24.000 €
Secu i y 5
18.000 €
6.000 €
24.000 €
Fo eman
24.500 €
8.167 €
32.667 €
Wai e 1
12.500 €
4.167 €
16.667 €
Wai e 2
12.500 €
4.167 €
16.667 €
Wai e 3
12.500 €
4.167 €
16.667 €
Wai e 4
12.500 €
4.167 €
16.667 €
Wai e 5
12.500 €
4.167 €
16.667 €
DJ1
36.000 €
12.000 €
48.000 €
DJ2
18.000 €
6.000 €
24.000 €
DJ3
18.000 €
6.000 €
24.000 €
S a 1
24.000 €
8.000 €
32.000 €
S a 2
12.500 €
4.167 €
16.667 €
S a 3
12.500 €
4.167 €
16.667 €
S a 4
12.500 €
4.167 €
16.667 €
Cleaning S a 1
12.500 €
4.167 €
16.667 €
Cleaning S a 2
12.500 €
4.167 €
16.667 €
480.000 €
Sou ce Own Elabo a ion
In addi ion o pe sonnel expenses, which ep esen he mos impo an ope a ing
expense, we ha e o ace ano he se ies o expenses, he o ecas o which is as
ollows:
- Pu chasing expenses. I will be conside ed ha on a e age, he cos o
consump ion will be 15% o he selling p ice.
- The en al cos is es ima ed a €7,500 pe mon h, which is equi alen o
€90,000 pe yea .
64
- A communica ions budge o 500€ pe mon h (in e ne , elephones, e c.) is
es ablished, which is equi alen o 6,000€ pe yea .
- I would be necessa y o con ac he co esponding insu ances speci ic o
he ac i i y. I is es ima ed ha good co e age would cos €18,000 pe yea .
- A budge o €1,000 pe mon h (€12,000 pe yea ) is es ablished o social
ne wo ks and in e ne ad e ising. This budge is expec ed o inc ease each
yea in o de o achie e he sales g ow h a ge s indica ed in he sales
o ecas . In his way, he annual expenses o he second yea would be
24,000€, and he es o he yea s would be 30,000€ pe yea .
- I is es ima ed ha ad e ising expendi u e ( lye s and ela ed) o €3,000 pe
yea .
- The cos o elec ici y and wa e is es ima ed a €21,000 pe yea .
- An annual budge line o €20,000 will be alloca ed o a ious epai s
(deco a ion, u ni u e, e c.).
- A budge o 6,000€ pe yea is es ablished o he eplacemen o glasses
and simila i ems.
- Finally, he ollowing budge is es ablished o he celeb a ion o non-
sponso ed pa ies, which will be inc eased o mee sales a ge s: Fi s yea ,
€ 30,000, and he es o he yea will be inc eased by ano he € 30,000
each yea .
Wi h ega d o he dep ecia ion o ixed asse s, he use ul li e will be conside ed o be
i e yea s (ou o p udence, since hey a e likely o ha e a longe use ul li e). Gi en ha
he in es men in ixed asse s is €90,000, he annual dep ecia ion will be €18,000.
8.5 P o isional Financial S a emen s
Wi h all he in o ma ion con ained in his inancial plan, he poin has been eached a
which he inancial s a emen s can be designed, speci ically: he o ecas p o i and loss
accoun , he o ecas balance shee (asse s and liabili ies) and he cash low o ecas .
In o de o unde s and he design o hese inancial s a emen s, i is also necessa y o
conside hese p emises, in addi ion o he p e ious ones:
- Conside he loan paymen and he inancial expenses in ol ed.
- Conside a co po a e ax a e o 25% payable he ollowing yea .

65
- The e ec o in la ion has no been conside ed ei he on pe sonnel cos s o
on o he expenses because i is conside ed ha i hey exis ed, hey would
inc ease in he selling p ice and he e o e would no ha e an e ec on he
p o i and loss accoun .
- In addi ion o he e enue collec ed in he sales o ecas , i is expec ed ha
he e will be addi ional e enue om sponso ed pa ies, ad e ising, e c.
Howe e , o he sake o p udence, hey ha e no been aken in o accoun
and income is limi ed o expec ed eceip s and consump ions.
Table 12 : P e isional P o i and Loss Accoun
Yea
1
2
3
4
5
Ticke sales e enue
176.688 €
206.136 €
235.584 €
265.032 €
294.480 €
Consump ion e enue
588.960 €
687.120 €
785.280 €
883.440 €
981.600 €
To al e enue
765.648 €
893.256 €
1.020.864 €
1.148.472 €
1.276.080 €
Me chandise used
-88.344 €
-103.068 €
-117.792 €
-132.516 €
-147.240 €
Supplies
-6.000 €
-6.000 €
-6.000 €
-6.000 €
-6.000 €
Ren
-90.000 €
-90.000 €
-90.000 €
-90.000 €
-90.000 €
Pe sonal and Social Secu i y
-480.000 €
-480.000 €
-480.000 €
-480.000 €
-480.000 €
Communica ions
-6.000 €
-6.000 €
-6.000 €
-6.000 €
-6.000 €
Insu ances
-18.000 €
-18.000 €
-18.000 €
-18.000 €
-18.000 €
In e ne ad e ising
-12.000 €
-24.000 €
-30.000 €
-30.000 €
-30.000 €
O he ad e ising
-3.000 €
-3.000 €
-3.000 €
-3.000 €
-3.000 €
Pa ies ad e ising
-15.000 €
-45.000 €
-75.000 €
-105.000 €
-135.000 €
Supplies
-21.000 €
-21.000 €
-21.000 €
-21.000 €
-21.000 €
Repai s
-20.000 €
-20.000 €
-20.000 €
-20.000 €
-20.000 €
EBITDA
6.304 €
77.188 €
154.072 €
236.956 €
319.840 €
Amo iza ion
-18.000 €
-18.000 €
-18.000 €
-18.000 €
-18.000 €
EBIT
-11.696 €
59.188 €
136.072 €
218.956 €
301.840 €
Finance expenses
-3.666 €
-3.017 €
-2.329 €
-1.598 €
-823 €
PROFIT/(LOSS) BEFORE
INCOME TAX
-15.362 €
56.171 €
133.743 €
217.358 €
301.017 €
co po a e ax 25%
3.841 €
-14.043 €
-33.436 €
-54.340 €
-75.254 €
PROFIT/(LOSS) FOR THE
PERIOD
-11.522 €
42.128 €
100.307 €
163.019 €
225.763 €
Sou ce Own Elabo a ion
As can be seen in he i s yea , losses a e expec ed. Howe e , gi en ha he u no e
o ecas has been ex emely p uden , and despi e his, he EBITDA o he i s yea is
posi i e. I should also be no ed ha hese losses a e mo e han eco e ed in he
second yea , wi h he esul expec ed o be posi i e o he es o he yea s. I is
he e o e conside ed a ci cums an ial ci cums ance and has no majo ele ance.
66
The ollowing able shows he planned balance shee o which he o ecas has o be
aken in o accoun :
- An a e age s ock consump ion pe iod o 7 days is es ablished.
- All ope a ing expenses a e expec ed o ha e a 30-day de e ed paymen .
Wi h he excep ion o pe sonnel expenses ha a e paid mon hly, social
secu i y will also be conside ed o be paid in he same mon h, insu ance
paymen s ha a e conside ed o be cash paymen s, amo iza ion expenses
ha do no in ol e he ou low o money, and inancial expenses and he
epaymen o he loan ha is paid mon hly. In he same way, he paymen
o IS will be paid he ollowing yea o i s gene a ion.
- Due o he cha ac e is ics o he ac i i y, cus ome collec ions ake place in
cash.
- The e ec o VAT is no conside ed in he o ecas balances and in he
easu y, since he di e ence (in a ou o agains ) will be se led wi h he
ax au ho i ies, wi h he neu al e ec inally being applied.
- No p o ision has been made o emune a ion ia di idends, al hough
excess cash a e he hi d yea indica es ha ei he new in es men s a e
aken on o ha i would be ad isable o make hese di idend paymen s o
in es o s.
Table 13 : P o isional Balance
67
Sou ce Own Elabo a ion
The las o ecas s a emen is made up o he cash low o ecas .
Table 14 : Annual easu y o ecas
Sou ce Own Elabo a ion
8.6 Financial c i e ia o he e alua ion o in es men s
Once he o ecas inancial s a emen s a e a ailable and he in es men needs a e
known and how hey will be inanced, i is ime o apply inancial c i e ia o assess he
inancial iabili y o he p ojec .
68
These inancial c i e ia a e Payback, o in es men payback pe iod, Ne P esen Value
(NPV), and In e nal Ra e o Re u n (IRR).
The e a e wo s eps p io o he applica ion o hese inancial c i e ia. The i s o hese
is o calcula e he weigh ed a e age cos o capi al, which will be used in he NPV as
he discoun a e. This i s s ep has al eady been calcula ed by ob aining a discoun
a e o 8.15%.
The second s ep is he calcula ion o ee cash lows. The ollowing able lis s hese
calcula ions
Table 15 : Cash lows
Sou ce Own elabo a ion
On he basis o he cash low calcula ions and knowing he discoun a e, he
discoun ed cash lows ha e been calcula ed, which appea in he ollowing able.
Based on hose calcula ions ob ained in ha able i can be concluded ha :
- The esul ing payback (payback pe iod) is 1 yea s and 10 mon hs. This
means ha he necessa y ini ial in es men o €90,000 (€30,000 as an asse
and €60,000 as cash equi emen s) would be eco e ed in ha ime ame.
- The inancial payback would be 1 yea and 11 mon hs. The in e p e a ion is
he same as in he p e ious case bu his c i e ion uses he discoun a e
and is he e o e mo e eliable.
- The NPV (sum o discoun ed cash lows) is posi i e, and being posi i e
means ha wi h he inancial equi emen o he in es men esou ces he
ac i i y would gene a e su icien cash lows o compensa e o he
in es men in he p ojec .
- As o he IRR, he esul ing a e is 86%, being much highe han he 8.15%
used as he discoun a e, i means ha he p ojec is wo h ca ying ou .
86% is he limi o p o i abili y equi emen o he p ojec o be ca ied ou .