207 00:14:50,920 --> 00:14:55,480 The most important condition for getting funding for your business is preparation. 208 00:14:55,600 --> 00:14:59,440 An essential part in this is writing a professional business plan. 209 00:14:59,560 --> 00:15:03,560 This plan has to meet requirements. I'll talk about these requirements 210 00:15:03,680 --> 00:15:07,520 with Angèle Margré, business advisor at Netherlands Chamber of Commerce. 211 00:15:07,640 --> 00:15:10,400 Geert Gladdines, policy advisor corporate service 212 00:15:10,520 --> 00:15:12,280 at the Dutch Banking Association. 213 00:15:12,400 --> 00:15:15,080 And Gerhard Nagel, co-owner Ter Marsch & Co. 214 00:15:15,200 --> 00:15:16,760 Welcome, good that you're here. 215 00:15:17,800 --> 00:15:22,280 Angèle, you've seen a lot of business plans in your career. 216 00:15:22,400 --> 00:15:26,000 Can you tell us which components should be in a business plan? 217 00:15:26,120 --> 00:15:29,800 It's a bit of a triangle. You start with your personal belongings 218 00:15:29,920 --> 00:15:33,160 and your personal skills being an entrepreneur. 219 00:15:33,280 --> 00:15:37,320 Who are you as an entrepreneur? What are your skills, education and experience? 220 00:15:37,440 --> 00:15:41,280 And why do you want to start a business. The second chapter is marketing. 221 00:15:41,400 --> 00:15:45,120 The marketing strategy. Why do you want to start this kind of business? 222 00:15:45,240 --> 00:15:49,200 With these activities. Who are your clients? 223 00:15:49,320 --> 00:15:53,680 What are their needs? 224 00:15:53,800 --> 00:15:57,560 And why are you starting this marketing strategy and your purpose? 225 00:15:57,680 --> 00:16:01,680 And the third part, it's the most difficult part, is the financial plan. 226 00:16:01,800 --> 00:16:06,240 And that required your revenues, your investments, your financial plan 227 00:16:06,360 --> 00:16:10,160 your loans and your return on investments. 228 00:16:10,280 --> 00:16:14,760 In order to improve your understanding of the importance of a business plan 229 00:16:14,880 --> 00:16:16,680 please watch the following video. 230 00:16:19,160 --> 00:16:23,680 You have a brilliant idea, a gap in the market, an amazing product. 231 00:16:23,800 --> 00:16:27,800 An indispensable app. You're enthusiastic about this. 232 00:16:27,920 --> 00:16:31,400 You see opportunities, but can you get it done? 233 00:16:31,520 --> 00:16:34,960 You are motivated and just want to go, go, go. 234 00:16:35,080 --> 00:16:39,920 Stop, that's not smart. Your idea deserves better. 235 00:16:40,040 --> 00:16:43,160 Would you just start pouring concrete if you want to build a house? 236 00:16:43,280 --> 00:16:47,120 Of course not. You're the architect of your own success. 237 00:16:47,240 --> 00:16:53,080 And just like an architect, you build better, easier and faster with a blueprint. 238 00:16:53,200 --> 00:16:56,400 And do you know how you can be successful in business? 239 00:16:56,520 --> 00:16:59,120 By having a business plan as your blueprint. 240 00:16:59,240 --> 00:17:02,240 It provides insight in the feasibility of your idea. 241 00:17:02,360 --> 00:17:05,200 And at the same time, it's a step-by-step plan. 242 00:17:05,320 --> 00:17:07,680 It gives you control during hard times. 243 00:17:07,800 --> 00:17:11,520 It's an exploration of the future during the building process. 244 00:17:11,640 --> 00:17:14,200 It forces you to describe the foundation 245 00:17:14,320 --> 00:17:17,200 and which walls are going to support the success. 246 00:17:17,320 --> 00:17:21,240 It teaches you what is necessary to shape your visionary idea. 247 00:17:21,360 --> 00:17:24,160 In your business plan, you'll list your own plans. 248 00:17:24,280 --> 00:17:27,640 You'll answer questions like: What do I want to do exactly? 249 00:17:27,760 --> 00:17:32,120 Where am I going to establish myself? Which legal form am I going to choose? 250 00:17:32,240 --> 00:17:35,680 Is there a market for my product? How do I find customers? 251 00:17:35,800 --> 00:17:39,160 How much money do I need to get my plans off the ground? 252 00:17:39,280 --> 00:17:42,240 Often the design will change a bit during this process. 253 00:17:42,360 --> 00:17:45,040 You discover what is and isn't possible. 254 00:17:45,160 --> 00:17:48,120 By asking feedback from friends, family and experts 255 00:17:48,240 --> 00:17:51,960 you'll discover construction faults and how to prevent them. 256 00:17:54,040 --> 00:17:57,040 In the end, you know how beautiful your success can be 257 00:17:57,160 --> 00:18:00,760 and how you can achieve that with as much purpose as passion. 258 00:18:00,880 --> 00:18:03,480 And as much motivation as inspiration. 259 00:18:03,600 --> 00:18:08,920 The business plan, the foundations of business success and financing your ideas. 260 00:18:09,320 --> 00:18:12,440 Angèle, how do I fill out the financial part 261 00:18:12,560 --> 00:18:17,360 knowing that entrepreneurs find this the most difficult part of a business plan? 262 00:18:17,480 --> 00:18:19,960 Most entrepreneurs find it the most difficult part. 263 00:18:20,080 --> 00:18:23,560 I think it's the most boring part for the financial plan. 264 00:18:23,680 --> 00:18:28,440 At first, you make four budgets. The first one is the investment budget. 265 00:18:28,560 --> 00:18:32,600 And that's all the stuff and articles you need to start up your company. 266 00:18:32,720 --> 00:18:35,480 Put it on the left side of your sheet, it'll be your dream. 267 00:18:35,600 --> 00:18:38,920 So, it's going to be the inventory, the machinery, the transport. 268 00:18:39,040 --> 00:18:41,440 All the stuff you need to start your company. 269 00:18:41,560 --> 00:18:43,960 On the right side is going to be your worst nightmare. 270 00:18:44,080 --> 00:18:47,240 So, you ask yourself: Where do I get the money from? 271 00:18:47,360 --> 00:18:51,960 There are several possibilities. First is bringing in your own money. 272 00:18:52,080 --> 00:18:58,000 Like your own savings or subordinated loan from family or friends. 273 00:18:58,120 --> 00:19:02,440 And the other possibility to get a loan or credit from outside capital 274 00:19:02,560 --> 00:19:07,560 like a bank or crowdfunding, but also an informal investor. 275 00:19:07,680 --> 00:19:12,720 So those two financial budgets are your opening sheet 276 00:19:12,840 --> 00:19:15,320 your opening balance so they must be equal. 277 00:19:15,440 --> 00:19:20,160 The third one is the budget most entrepreneurs forget to make 278 00:19:20,280 --> 00:19:23,720 because it's your private budget. -You have to put that in too? 279 00:19:23,840 --> 00:19:27,360 Yes, because how much money do you need to earn for your own living? 280 00:19:27,480 --> 00:19:29,960 For your own fixed costs or expenses, yes? 281 00:19:30,080 --> 00:19:33,800 So that's a difficult one. The fourth one is the operating budget. 282 00:19:33,920 --> 00:19:38,160 That's the most budget the banks like 283 00:19:38,280 --> 00:19:44,120 because that's the budget how you, for instance, determine your hourly rate 284 00:19:44,240 --> 00:19:47,920 your purchase and that's also your revenues. 285 00:19:48,040 --> 00:19:51,600 So the bank will know how much will you earn 286 00:19:51,720 --> 00:19:55,240 to pay us back and to get your return on investment. 287 00:19:55,360 --> 00:19:59,560 So, and you make three. For the one, is the realistic one. 288 00:19:59,680 --> 00:20:03,960 The second one of for the future and the third one is to grow with your company. 289 00:20:04,080 --> 00:20:06,760 Okay. Gerhard, when you started your business 290 00:20:06,880 --> 00:20:08,640 did you know how to make a business plan? 291 00:20:08,760 --> 00:20:13,560 I did and I like Angèle saying the number part is the most boring part. 292 00:20:13,680 --> 00:20:18,200 I'm a finance professional, I like the numbers part. 293 00:20:18,320 --> 00:20:21,880 But that's why I wrote my business plan with my commercial partner. 294 00:20:22,000 --> 00:20:24,200 He also finds it more boring. 295 00:20:24,320 --> 00:20:28,680 So it's very important that the commercial story is in line 296 00:20:28,800 --> 00:20:32,240 tangoes with the numbers. It should be one story. 297 00:20:32,360 --> 00:20:36,760 So, don't write it on your own. Team up. 298 00:20:36,880 --> 00:20:40,560 And make it perfect towards the bank. -I like that, a tango. 299 00:20:40,680 --> 00:20:43,680 It makes it less boring, at least, yes. 300 00:20:43,800 --> 00:20:46,840 So, what are the most components of a business plan? 301 00:20:46,960 --> 00:20:48,880 The most important components. 302 00:20:50,520 --> 00:20:53,320 Well, if I might start? -Yes. 303 00:20:53,440 --> 00:20:58,000 It starts with the idea, with a passionate idea. 304 00:20:58,120 --> 00:21:01,560 You translate it into the first numbers. 305 00:21:01,680 --> 00:21:04,240 In our case, in the Ter Marsch burger restaurant: 306 00:21:04,360 --> 00:21:08,520 How many burgers are we going to sell on a Monday, Tuesday, a Saturday? 307 00:21:08,640 --> 00:21:12,360 You have a profit & loss account. You put a balance sheet. 308 00:21:12,480 --> 00:21:16,840 You make a capex, a capital expenditure list, of what you need. 309 00:21:16,960 --> 00:21:21,400 The kitchen, the tables. How much money are you going to create? 310 00:21:21,520 --> 00:21:25,560 Will you be able to pay back the financing agencies, the banks? 311 00:21:25,680 --> 00:21:28,280 As you said. -Yes. 312 00:21:28,400 --> 00:21:31,880 But the most important chapter of the business plan 313 00:21:32,000 --> 00:21:33,680 is the entrepreneur itself. 314 00:21:33,800 --> 00:21:37,440 Because the entrepreneur is someone with the motivation 315 00:21:37,560 --> 00:21:41,480 with the passion to start a company. We say: You can make or break the company. 316 00:21:41,600 --> 00:21:46,600 So when there is confidence without the outside capital from the bank 317 00:21:46,720 --> 00:21:51,520 or an informal investor the owner, the entrepreneur 318 00:21:51,640 --> 00:21:55,880 is the only one who makes it grow and sustainable. 319 00:21:56,000 --> 00:21:59,640 I confirm that. When we went to the bank, they didn't jump on the numbers. 320 00:21:59,760 --> 00:22:02,560 They didn't jump on the stories. They said: Who are you? 321 00:22:02,680 --> 00:22:06,160 How do you get on with each other? How do you complement each other? 322 00:22:06,280 --> 00:22:11,240 Will you still be friends in five years' time? What a risk if it breaks up. 323 00:22:11,360 --> 00:22:15,840 Realistic question, yes. That's good to know as well. 324 00:22:15,960 --> 00:22:18,480 Banks want guarantees. 325 00:22:18,600 --> 00:22:24,080 How can you show that you are a safe bet in the business plan? 326 00:22:24,200 --> 00:22:26,440 To have a good idea. 327 00:22:26,560 --> 00:22:29,880 To know what kind of niche you want to act in. 328 00:22:30,000 --> 00:22:35,800 Because almost all branches are really done here in Holland. 329 00:22:35,920 --> 00:22:38,320 So you must find something unique 330 00:22:38,440 --> 00:22:42,240 to cooperate or to work in. 331 00:22:43,600 --> 00:22:46,680 And you almost bring your own capital 332 00:22:46,800 --> 00:22:50,680 and that must be your own bank account or savings 333 00:22:50,800 --> 00:22:54,360 but also you must look if there is a possibility 334 00:22:54,480 --> 00:22:56,920 to do the bootstrapping of your own company. 335 00:22:57,040 --> 00:23:00,600 Today: I'm also in risk, not only the outside capital. 336 00:23:00,720 --> 00:23:03,080 But I want to invest also for my own company 337 00:23:03,200 --> 00:23:06,480 and I'll take some risk to invest in the company. 338 00:23:06,600 --> 00:23:08,640 Do you agree with this Geert? 339 00:23:08,760 --> 00:23:12,240 Yes, I think entrepreneurs like naturally they are optimistic. 340 00:23:12,360 --> 00:23:15,920 And banks are naturally looking at the risk side of the business. 341 00:23:16,040 --> 00:23:17,880 And I think you should meet each other in the middle. 342 00:23:18,000 --> 00:23:22,240 Because there is the financial plan that is also helping the entrepreneur 343 00:23:22,360 --> 00:23:25,880 structure the business in the way the business is going to run. 344 00:23:26,000 --> 00:23:29,760 The bank really wants to know: you want this amount of money 345 00:23:29,880 --> 00:23:32,520 as a loan from me. How are you going to use it? 346 00:23:32,640 --> 00:23:36,480 Are you going to use it for building, are you going to use it for a car, for an oven? 347 00:23:36,600 --> 00:23:39,320 Are you going to use it for the salary payments of your employees? 348 00:23:39,440 --> 00:23:43,960 And the more you can provide insights on how exactly are you going to spend the money 349 00:23:44,080 --> 00:23:47,840 also the better overview you'll have as an entrepreneur yourself 350 00:23:47,960 --> 00:23:50,640 on the way your business will run. 351 00:23:50,760 --> 00:23:55,080 And maybe to add on the risk side of the business 352 00:23:55,200 --> 00:23:57,720 the bank will ask for guarantees on the loan. 353 00:23:57,840 --> 00:24:01,960 So they want collateral, that can be a house that you 354 00:24:02,080 --> 00:24:06,640 or a house you have yourself or the building that you bought as a business. 355 00:24:06,760 --> 00:24:11,640 And if, what nobody hopes, of course, but it happens, the company goes bankrupt 356 00:24:11,760 --> 00:24:16,520 you can put that house or building up as collateral for the loan 357 00:24:16,640 --> 00:24:19,800 that you initially got from the bank. 358 00:24:19,920 --> 00:24:22,720 Geert mentioned something very important. He said: 359 00:24:22,840 --> 00:24:26,800 the entrepreneur is very optimistic, the bank is more pessimistic. 360 00:24:26,920 --> 00:24:30,960 When I go to the bank, I have both scenarios with me. 361 00:24:31,080 --> 00:24:35,960 I have a realistic positive scenario: what could possibly go wrong? 362 00:24:36,080 --> 00:24:40,840 I also have a very down to earth scenario: how much buffer is there? 363 00:24:40,960 --> 00:24:45,360 That's the worst nightmare you mentioned? -Yes, and when we see 364 00:24:45,480 --> 00:24:48,920 the business plan with the financial plan 365 00:24:49,040 --> 00:24:51,960 we usually kept the cost and the expenses the same 366 00:24:52,080 --> 00:24:55,520 but decrease the turnover about for 50 per cent. 367 00:24:55,640 --> 00:24:58,160 And then we look, is it useful to start a company 368 00:24:58,280 --> 00:25:00,640 and how was your return on investment? Do you get the revenues 369 00:25:00,760 --> 00:25:04,600 and will you be able to pay the bank back from the loan you rented? 370 00:25:04,720 --> 00:25:08,760 I much agree. Like the fixed costs that you have, they remain the same. 371 00:25:08,880 --> 00:25:12,640 It's always the same amount that you spend on your building, on your staff 372 00:25:12,760 --> 00:25:15,440 on your income and the interest to the bank. 373 00:25:15,560 --> 00:25:20,240 The turnover you're making, that's where you actually make the profits. 374 00:25:20,360 --> 00:25:23,240 And usually when you sell some services 375 00:25:23,360 --> 00:25:27,360 your hourly rate will be about 100 euros 376 00:25:27,480 --> 00:25:32,400 but you only work the half of the hours you can work every year. 377 00:25:32,520 --> 00:25:37,800 So the rate must be very high and must be really calculated 378 00:25:37,920 --> 00:25:40,040 to earn the money, yes, yes. 379 00:25:40,160 --> 00:25:43,120 To cover all the costs, all those and insurances. 380 00:25:43,240 --> 00:25:45,560 Gerhard, what was the most difficult part? 381 00:25:46,320 --> 00:25:50,440 Well, I hear that the numbers are the most difficult part for people. 382 00:25:50,560 --> 00:25:53,720 As a finance guy, the numbers are not the most difficult part for me. 383 00:25:53,840 --> 00:25:58,600 Easy for you? -The most difficult part is: 384 00:25:58,720 --> 00:26:04,080 don't underestimate the paperwork. It is a lot of paperwork. 385 00:26:04,200 --> 00:26:07,200 It starts with the story with the compassionate story 386 00:26:07,320 --> 00:26:11,800 commercial story, market research and the numbers have to complement it. 387 00:26:11,920 --> 00:26:15,640 And be prepared or get someone into the team 388 00:26:15,760 --> 00:26:18,440 to follow up on the paperwork 389 00:26:18,560 --> 00:26:22,720 on setting up, establishing your company, the paperwork for the banks. 390 00:26:22,840 --> 00:26:27,960 And many other things before, in our case, before we sell the first hamburger. 391 00:26:28,080 --> 00:26:31,120 There is a lot of red tape involved, of course. 392 00:26:31,240 --> 00:26:35,240 Red tape? Can you explain that? -Red tape, a lot of paperwork. 393 00:26:35,360 --> 00:26:39,880 Can you explain certain rules maybe you had to think of with that paperwork? 394 00:26:40,000 --> 00:26:42,920 The business plan itself, we talked about it 395 00:26:43,040 --> 00:26:46,560 I think has a very, nearly rigid structure 396 00:26:46,680 --> 00:26:49,920 and a minimum set of requirements for the bank 397 00:26:50,040 --> 00:26:54,640 or anyone else who reads business plans would look for. 398 00:26:54,760 --> 00:26:59,280 And the rest is very specific to the business. 399 00:26:59,400 --> 00:27:02,600 In our case, setting up a restaurant you've got permits. 400 00:27:02,720 --> 00:27:05,040 You've got to get a liquor license. -Yes. 401 00:27:05,160 --> 00:27:08,040 You've got very clear rules if you have a terrace. 402 00:27:08,160 --> 00:27:13,160 Where to put the chairs and what is the space to be able to walk through? 403 00:27:13,280 --> 00:27:18,920 And that's all got to go in the request for that permit. 404 00:27:19,040 --> 00:27:22,480 And there is many more things to consider. -Yes, lots of work. 405 00:27:22,600 --> 00:27:27,160 You applied for a banking loan. Did you consider any other type of financing? 406 00:27:27,280 --> 00:27:30,680 Yes, we did. As we discussed before 407 00:27:30,800 --> 00:27:36,440 the bank financing is the cheapest form. 408 00:27:36,560 --> 00:27:40,360 If you manage to convince the bank you have a viable business plan 409 00:27:40,480 --> 00:27:43,840 it's the best way in terms of cost. 410 00:27:43,960 --> 00:27:47,160 If you go to crowdfunding or any of the other mentioned ones 411 00:27:47,280 --> 00:27:53,800 your cost will increase. So I think the bank is your first stop 412 00:27:53,920 --> 00:27:56,600 for possible financing of your business. 413 00:27:56,720 --> 00:28:00,840 I just heard that there is another viewer's question. It's for you, Gerhard. 414 00:28:00,960 --> 00:28:04,360 What should everybody know when applying for finance? 415 00:28:04,480 --> 00:28:07,720 What should everybody know? 416 00:28:07,840 --> 00:28:13,640 That, well, it's a rigid process 417 00:28:13,760 --> 00:28:19,760 that you have to follow. It's a process where you can get support 418 00:28:19,880 --> 00:28:24,080 online, as we've heard, from many institutions. 419 00:28:24,200 --> 00:28:29,600 And it's a story you have to develop 420 00:28:29,720 --> 00:28:32,520 together with your commercial business partner. 421 00:28:32,640 --> 00:28:35,920 It's a kind of you dance a tango. 422 00:28:36,040 --> 00:28:40,520 It's a commercial number-tango, they both have to support each other. 423 00:28:40,640 --> 00:28:44,560 One is not enough without the other. -What's your view on this, Geert? 424 00:28:44,680 --> 00:28:49,360 I mean, for me it's do your homework. So make sure you have the right plan. 425 00:28:49,480 --> 00:28:51,680 Another tip I'd like to give to entrepreneurs 426 00:28:51,800 --> 00:28:53,600 is take the outside perspective. 427 00:28:53,720 --> 00:28:57,160 Would I invest in this business if it was not my own business? 428 00:28:57,280 --> 00:29:01,720 And because as an entrepreneur, you are in love with the company you're founding 429 00:29:01,840 --> 00:29:05,960 or that you started and you're growing, but make sure that... 430 00:29:06,080 --> 00:29:09,840 Think like a bank or as an outside investor and would you still put in your money 431 00:29:09,960 --> 00:29:13,680 that you're asking somebody else? -Put in your own money. 432 00:29:13,800 --> 00:29:17,160 As well. -Angèle, what I'd like to know: 433 00:29:17,280 --> 00:29:18,920 Is a business plan obligatory? 434 00:29:19,040 --> 00:29:21,280 No, you're not obliged to make a business plan. 435 00:29:21,400 --> 00:29:26,080 But when you're searching for a loan then you're obliged to make a business plan 436 00:29:26,200 --> 00:29:30,880 because the bank looks for all the chapters within the company. 437 00:29:31,000 --> 00:29:35,240 So, yes, then it's obliged, but it's easy to make a business plan for yourself. 438 00:29:35,360 --> 00:29:40,600 It'll give you, you can look to the purpose you make, the focus 439 00:29:40,720 --> 00:29:43,920 and it makes transparency for the company. 440 00:29:44,040 --> 00:29:48,640 And when it's out of your mind and it's on paper it give you also 441 00:29:48,760 --> 00:29:52,120 a relax to start up the company. -Yes, I can imagine that. 442 00:29:52,240 --> 00:29:54,960 It's not static, it moves on with you. 443 00:29:55,080 --> 00:29:58,520 It's a good process to go through, writing your business plan. 444 00:29:58,640 --> 00:30:01,920 It makes you focus on all these aspects 445 00:30:02,040 --> 00:30:06,280 and you'll probably find out things that you would have forgotten maybe 446 00:30:06,400 --> 00:30:08,680 if you wouldn't have gone through this process. 447 00:30:08,800 --> 00:30:11,160 It gives you some structure as well. -Exactly. 448 00:30:11,280 --> 00:30:14,640 Where can people find information on writing their business plan? 449 00:30:14,760 --> 00:30:18,080 You can write on a beermat, that's also possible. 450 00:30:18,200 --> 00:30:19,920 It's a bit small. 451 00:30:20,040 --> 00:30:23,160 But when it's a very good idea like a burger 452 00:30:23,280 --> 00:30:26,480 it combines with the beermat. 453 00:30:26,600 --> 00:30:28,680 There are also some templates. 454 00:30:28,800 --> 00:30:33,560 I think every Dutch bank has a template for making a business plan. 455 00:30:33,680 --> 00:30:38,240 But there are also other organisations like Qredits for microfinancing. 456 00:30:38,360 --> 00:30:42,360 They have also a template to make a business plan. 457 00:30:43,400 --> 00:30:45,040 Do you have any tips? 458 00:30:47,040 --> 00:30:50,480 In this sense, like what I said: Make sure you do your homework. 459 00:30:50,600 --> 00:30:53,080 Seek advice. 460 00:30:53,200 --> 00:30:56,720 So, if you're insecure about parts of your business plan 461 00:30:56,840 --> 00:31:00,880 if you're not the best at marketing or not the best at the financial plan 462 00:31:01,000 --> 00:31:05,760 make sure that you ask your bookkeeper or an external financial planner, advisor 463 00:31:05,880 --> 00:31:09,000 to help you with it. Still make sure that you understand it yourself 464 00:31:09,120 --> 00:31:11,480 because you're the entrepreneur. You have to run the business. 465 00:31:11,600 --> 00:31:16,160 So you have to understand your finances and seek help from other entrepreneurs. 466 00:31:16,280 --> 00:31:20,400 Go to people in the same business or a totally different business 467 00:31:20,520 --> 00:31:23,400 who basically went through what you're going through. 468 00:31:23,520 --> 00:31:27,320 And make sure that you keep their advice in mind. 469 00:31:27,440 --> 00:31:31,880 Anything to add to that, Gerhard? -Just before you go pitch it to the bank 470 00:31:32,000 --> 00:31:36,800 indeed, pitch it to other people. You get feedback 471 00:31:36,920 --> 00:31:43,200 and you'll be much more secure and good in presenting to the bank then. 472 00:31:43,320 --> 00:31:46,880 It's also possible to pitch at the Chamber of Commerce. We don't lend money 473 00:31:47,000 --> 00:31:50,480 but we want to help you to go further with your company. 474 00:31:50,600 --> 00:31:56,720 Okay. For more information please have a look on the website business.gov.nl. 475 00:31:56,840 --> 00:32:00,960 I'd like to thank all of you, Angèle, Gerhard and Geert. 476 00:32:01,080 --> 00:32:03,880 Thank you for sharing your expertise and experiences. 477 00:32:04,000 --> 00:32:05,120 You're welcome.