An example of a business plan : the company Anscombe property 1.

Summary for top management Anscombe created company property will be a multi-enterprise , combining the functions of construction corporation , brokerage firms and investment fund. Such a wide range of services will allow the company to fully satisfy the needs of customers by providing them with high-quality accommodation at a reasonable price. The founders created a company in order to offer customers the most comfortable flats and houses , reduce costs and maximize profits. Apartment buildings and individual houses should provide tenants with maximum comfort and to meet the highest quality standards. The main objectives of the company are customer satisfaction , safety and comfort. 1.1. objectives Sales in 2007 - 117.5 million rubles. , In 2008 - 150 million rubles. , In 2009 - 185 million rubles. Provide gross margin over 50%. Ensure that the net profit at the end of the third year exceeded 20 % of total sales . To reduce the crime rate to zero. 1.2. mission Anscombe real estate company plans to offer customers high-quality and comfortable accommodation in the city and its surroundings Ensk . Flats and houses built by the company , will be fully consistent state of the art of construction and the highest quality standards . Our company is committed to providing its customers with a safe , comfortable and modern accommodation . Unlike many other companies, focusing exclusively on maximizing profits , our company is primarily seeking to fully satisfy customer needs . We will maintain competitive prices , to expand the range of services and increase profits. Inside the company, we will provide a harmonious atmosphere in which the basic rule of conduct of staff will complete dedication . Employee satisfaction with their work for us is no less important than customer satisfaction . The company's founders believe that loyal employees will ensure the success of the company and will ensure its long-term success . At first, the focus of the company plans to purchase and restructuring of existing residential developments . We will modify and rebuild the house so that they better meet modern technological standards and had a high level of comfort . These homes will be a long-term asset to the company and bring her income . Basically purchased apartment complexes are located in the vicinity of the University of Anscombe and will be for students and teachers. The founders of the company are committed to the ideals of real estate Anscombe healthy lifestyle and attach great importance to the quality of housing, believing that it is the key to productive work . 1.3. Keys to Success Safety and quality of housing, greater comfort at a reasonable price. Close relationship with customers, allowing them to properly assess the degree of satisfaction and to understand their needs.

 Expansion of base construction and acquisition of new properties , which is the key to success . 2 . Company Overview Anscombe real estate company will be involved in many aspects of housing. Basically, it will deal with the construction of high quality , but affordable housing for students and comfortable cottages for teachers who appreciate modern technological advances . To maximize customer satisfaction the company organizes training courses their employees 2.1. Owners of the company Anscombe real estate company will open an office in Ensk . It will belong to the two founders : Ivan Molotov and Peter Lopatin . The CEO will be Ivan Molotov . He will own a 40% stake . Chief Financial Officer of the company will be Peter Lopatin . He also will own a 40% stake . The remaining 20 % will be owned by investors who are not directly involved in the production of the company. 2.2. Setting up a company Initial costs of setting up the company (including legal fees , the production of promotional materials , payment of consultants , insurance, rent , equipment , etc.) amount to 3,750,000 rubles. Assets needed to start the company, include 1.8 million rubles. short-term assets (tractors , mobile phones, etc. ) and 1.5 million rubles. money is needed to pay for construction and architectural services related to the opening of the office . The rest of the funds required for the payment of taxes and contributions to government funds . Detailed information on the costs of setting up a company is given in the table. Table 1. Plan to create a company initial costs Execution of documents 100 000,00 p . Architectural services 250 000,00 p . Stationery 100 000,00 p . Brochures 100 000,00 p . Consultations 200 000,00 p . Insurance 30 000,00 p . Rental 250 000,00 p . Studies 200 000,00 p . The cost of equipment 2 500 000,00 p . Another 20 000,00 p . Total costs 3,750 000.00 p .

assets Cash 1500 000,00 p . Securities 500 000,00 p . Accounts receivable 500 000,00 p . Inventories 700 000,00 p . Other current assets 100 000,00 p . Total assets 3 300 000,00 p .

Lack of capital to get started -450 000,00 p .

2.3 . Location and capabilities of the company Anscombe real estate company has first-class office in the center of Ensk . In addition, the company will open satellite offices in Sukhodolsk and Tihorechenske . The company will open the Internetserver and will provide a 24 -hour referral services , providing close contact with customers . Each residential building containing more than 32 apartments, will be a representative of our company. 3 . services Anscombe real estate company offering a security unit , whose staff will provide security in the apartment complexes in the evening , at night and early morning. Between tenants and administrators of Anscombe property will be set hour phone call and a special Web-site . 3.1. Advantages Advantages of Anscombe property are as follows. 1. The company offers high-quality accommodation , the comfort level is much higher than the average level of the campus . 2 . Each cottage or apartment will be connected to the Internet through a modem or network outputs . For customers who want to get high-speed access to the Internet, the company is ready to offer additional services . 3 . The costs of marketing and advertising will be relatively low , as the company plans to use a simple marketing strategy . 4 . The average price at which the company plans to Anscombe property to provide shelter to be below average.

3.2. Information materials Anscombe real estate company plans to issue brochures and distribute them in their offices . This will give our customers the right idea about our services and the proposed housing. In addition, we plan to produce a monthly newsletter that will be distributed to clients. It will inform the customer about the progress of construction work and achievements of the company, and also contain information about the features of the proposed apartments and cottages. The company plans to place advertisements in local newspapers. Our marketing strategy is simple and aimed at maximum reach. Promotional materials produced by our company, and will be interesting to look attractive to customers. 3.3. implementation 1. The main factor affecting the operation of the company is its commitment to quality services. It is ensured through close contact with customers and attract the most talented architects. Our company consists of enthusiasts who have a solid construction experience . 2 . The company plans to recruit a team of experienced professionals who are able to meet any customer requirements . 3.4. technology Anscombe real estate company owns the most advanced building technologies and plans to establish the closest contacts as s clients and subcontractors . To do this, carry out the following activities . 1. Organize computer network , combining it all construction sites . 2 . Provide round the clock access to the information center . 3 . Supply each construction site , apartment house cottage alarm systems . 3.5. services In the future, the company plans to provide real estate Anscombe each his unit maximum freedom of action. This will increase productivity and enable professionals each department the opportunity to concentrate on the tasks they perform . In addition , the company will continue to conduct surveys residents to effectively develop the real estate market . 4 . Brief description of the market The target market of Anscombe property consists of students , graduate students, researchers and university professors Anscombe who want to get the maximum comfort and take advantage of the latest technological advances . Our clients want to live in safety and comfort , provide for meaningful research . Table 2. market analysis

market analysis Market segments 2007 2008 2009 Students 19,000 20,000 21,000 Scientific employees 13,000 14,000 15,000 Teachers 7000 8000 9000 Other 5000 6000 7000 Total 44 000 48 000 52 000

4.1.Segmentatsiya market Our target market is divided into three categories. 1. Students. The largest segment of our company consists of students of local universities . Young people tend to want to be able to use the latest technological advances . We anticipate that this segment will grow by 7 % per year. 2 . Scientific staff . The second largest segment of the market consists of researchers. Our proposals are interested in them, because today's professionals can not live without the Internet and other technological innovations. Aligning them with comfortable and cozy apartments and cottages, we can fully meet the needs of professionals working in the university. We anticipate that this market segment will grow at 4 % per year. 3 . Graduate students and faculty . The third and smallest size segment of the market form a postgraduate students and faculty members . However, this segment is expected to increase by 5 % per year. The main advantage of our offers in terms of this category of customers is the proximity of housing to their place of employment . 4.2 . The strategy of development of the target market We believe that excellent quality housing and equipping it with modern technological advances will allow our company to find its niche in the market . It is this aspect of our work will determine our marketing and advertising strategy . We can easily reach our target audience through local newspapers and exhibitions. 4.2.1 . market requirements Our clients want to get a quality , comfortable , safe housing , equipped with modern means of communication. 1. For students of important safe atmosphere in which they would be pleased to learn. In addition, they need comfort and technological innovations .

2 . Research workers want to live in a quiet and comfortable environment conducive to fruitful research. Most professionals tend to go out of the noisy and polluted cities to the suburbs. Our proposal will allow them to stay in the city , getting all the benefits of country life. 3 . Teachers have the same needs. Like scientists, they do not like noise and unsafe atmosphere inherent to many campuses . As students , they would like to have the comfort and the ability to use modern technological advances . 4.2.2 . market Trends The housing industry is constantly evolving , dooming inflexible company to stagnation . The main trend of the market at present is the need to rapidly develop technological innovations , while maintaining a high level of quality of work performed. Another trend is the concentration of houses in small areas , the cost of which is constantly increasing. Anscombe real estate company must take into account these trends and use them for the benefit of the case. 4.2.3 . market Growth The market of high-quality housing in the area Anscombe is growing at 6.7% per year ( 2005 ) . In 2005, the cost of rent in Ensk was 69,700 rubles. , Or 79 rubles. for the quarter. m The housing market in Ensk a period of rapid growth, driven by increased demand , but the pace of construction will not satisfy the needs of customers. Anscombe company property will not only construction company in the city, but its potential will allow it to take a leading position in the market. 5 . Strategy and implementation Anscombe real estate company plans to focus its attention on the above-mentioned three market segments: university students , researchers and teachers . Our potential customers love the comfort, want to live in a safe neighborhood , no stranger to entertainment and in need of a modern technological equipment. They have no idea of housing without access to the Internet. 5.1. cost Data on the cost of services. provided by the company listed in the Table . 3 . Table 3. cost cost

Product 2007 2008 2009 One-bedroom apartments 1250 000,00 p . 1500 000,00 p . 2500 000,00 p . One-bedroom apartments 2500 000,00 p . 3500 000,00 p . 4500 000,00 p .

Four apartments 5000 000,00 p . 7000 000,00 p . 9000 000,00 p . Luxury cottages 10 000 000,00 p . 12 000 000,00 p . 15 000 000,00 p . Total cost 18 750 000.00 p . 24 000 000,00 p . 31 000 000,00 p .

5.2 . competitive advantage Our competitive advantage is due to a shortage of supply of high-quality and comfortable accommodation , equipped with the latest technology . In addition , we have deliberately strive to provide excellent customer service by providing them with security services , installing alarm systems and connecting their homes to the Internet. All employees will be specially trained and acquire skills that will enable them to fully satisfy all the demands of clients. 5.3. marketing Strategy Marketing in the competitive environment of housing depends on the recognition of the superiority of our customers and the ability to distinguish us from a group of similar companies. Anscombe real estate company will make every effort to stand out from the general flow of construction firms . We plan to build and equip a shelter, focusing not on the extraction of maximum profit, and to the fullest satisfaction of the customers. Our goal - high quality and comfort as well as safety and support around the clock customer contact . Feature that distinguishes our company from others is that the equipment shelter , we 're going to use the latest technological advances . 5.3.1 . positioning Anscombe real estate company - is the best choice that can make people who value high quality, comfort and modern technological advances . Unlike other construction companies , we guarantee our customers complete satisfaction of their needs , clock communication , online help and services of security agency . 5.3.2 . pricing The pricing policy of our company is aimed at extracting the maximum profit . We will be engaged in fierce competition with other large companies were building houses and selling real estate . Our prices are comparable to the prices set by large construction firms , but with the high quality of construction and the range of additional services , they will be close to optimal . In our pricing , we believe that the average price of a square meter is 40 000 . , And the average monthly sales volume will be equal to 117.5 million rubles. However, the company has to take into account market trends, pricing , not to be at a loss. 5.2.3 . promotion strategy The best strategy to market the company believes advertisement "word of mouth" . As our company is a real construction company , we need to ensure maximum openness and transparency of our

actions. Given the fact that our house will be the most high-quality and modern, we must make an effort to earn the reputation of elite construction company. Along with word of mouth we have to use the media , especially local newspapers . One should also not ignore the social events . 5.2.4 . marketing strategy We 're going to focus on selling high-quality housing , located in comfortable and safe areas , and create a large base of customers. In addition, the need to maintain an exceptionally high level of quality that far exceeds the level of our competitors. For this it is necessary to develop a thoughtful plan of action that ensures success and are in close communication with customers via telephone and the Web-site . 5.2.5 . marketing Programme Our main marketing program is the development of word of mouth advertising . The only way to really appreciate the quality of our work - see it in person. Therefore, we must strive to maximize the meet the needs of our customers, which in future we will create a strong reputation among his friends and acquaintances. For customers who will lead our company to new customers , there should be rewards and discounts. We sincerely believe that the high quality of our work will create a high demand for its services . The second area of marketing is the bonus program . Everyone who will sign a contract until June 15 , will receive a discount of the monthly payment and the right to two parking spaces. This will encourage people to hurry with registration of contracts and increase demand . 5.3. sales Strategy Sales in our business depends on customer satisfaction. We must accurately identify their needs and desires to satisfy them as accurate as possible . 5.3.1 . sales Forecast Forecasted sales volumes are given in Table 4 . We assume that in the next year, the demand for our services will increase. Over time, the volume of monthly sales will decline slightly . At the same time will reduce the cost of construction . Consequently, the profit per unit of time will increase. During the first period after the opening of the company, from January to June , we plan to conclude all the planned rental agreement . In summer, the number of students will decrease , so we will have to reduce the rent. In addition , the principal amount of lease will be for a period not less than one year to ensure the completion of the housing stock throughout the year . Table 4. sales Forecast sales program 2007 2008 2009 One-room apartment 12 500 000,00 p . 15 000 000,00 p . 20 000 000,00 p .

One-bedroom apartments 25 000 000,00 p . 35 000 000,00 p . 45 000 000,00 p . Four-room apartment 30 000 000,00 p . 40 000 000,00 p . 50 000 000,00 p . Luxury cottages 50000 000,00 p . 60 000 000,00 p . 70 000 000,00 p . Total sales 117,500 000.00 p . 150000 000,00 p . 185 000 000,00 p .

Costs of sales 2007 2008 2009 One-bedroom apartments 1250 000,00 p . 1500 000,00 p . 2500 000,00 p . One-bedroom apartments 2500 000,00 p . 3500 000,00 p . 4500 000,00 p . Four apartments 5000 000,00 p . 7000 000,00 p . 9000 000,00 p . Luxury cottages 10 000 000,00 p . 12 000 000,00 p . 15 000 000,00 p . Total costs of sales 18 750 000,00 p . 24 000 000,00 p . 31 000 000,00 p .

5.3.2 . sales program Our sales programs provide rewards for the duration of the lease, property preservation and promotion of a positive image of the company. In addition, we are going to encourage customers that will lead us to new customers. 5.4 . strategic Partners Our strategic partners are the company Stroykontrakt that will attract subcontractors , as well as the architectural firm Kuhlman and partners , who will take over the planning of new facilities. In addition, we signed a contract with a firm family row, specializing in the development of marketing programs . 5.5. The planned schedule The planned schedule of activities of the company , containing dates, amounts and names of responsible personnel , is shown in the following table. This plan includes the activities planned by our company since its opening . In addition, it looks at the possibility of new units that may arise as the company grows . This plan is indicative and will be continually refined. Table 5. The planned schedule Benchmarks Plan Start End estimates rub. Department manager Approval of the charter 01/30/06 30/07/06 1,200,000 Molotov Administrative

Formation of the Fund 28/02/06 02/28/08 250,000 Lopatin Accounting Opening of the brokerage arm 1.4.06 4.4.07 1,000,000 Vasin Brokerage Division The first profit 31.01.06 31.12.06 10,000 Lopatin Accounting The acquisition of Tekhinvest 07/30/06 30/07/07 50000000 Molotov Administrative Other 1.1.06 1.1.06 50000 Molotov Administrative Total , rubles . 68050000 6. resume management The original management team will consist of the company's founders. As the company grew we will open new offices in all residential complexes. In addition, it will be necessary to strengthen the marketing department , as well as the research department . 6.1. organizational Structure For the success of the company must be properly distributed among the partners of their duties and responsibilities. Many decisions will be made jointly by the two owners of the company . They will ensure the high quality of work and the activities of different departments of the company . Specific activities , such as marketing, finance, strategic management, and the study will be assigned to the heads of major departments. 6.2 . managers Anscombe real estate company will be divided into divisions : accounting , marketing , administrative department , as well as research and development department . Peter Lopatin , co-owner of the company, will the financial side of things , and his partner , Ivan Molotov, will serve as executive director. Individual orders will be hired to carry out the specialists . Every six months, the two partners will discuss the results of the work , to hear reports of heads of departments and determine the size of their salaries. 6.3 . Jobs The company is currently in need of specialists who could ensure its development and administrative work . Both the owner of the company in the past worked in large firms , where these matters are dealt with in the framework of a large organization . For a successful market promotion company , a department of the creative development of the business, which would be engaged in the preparation of articles for newspapers and magazines , as well as preparing to interview for radio and television. In addition, companies need an experienced accountant . The owners of the company is not strapped for cash , but they need good professional advice . 6.4. staff list

The staffing is made in accordance with the plans of the company. During the first year will be spent on salaries of less than 10 million rubles. , And in the third - about 150 million rubles. During the first three years , until the company reaches a certain level of income , the owners of the company will not receive full compensation for their investment. We believe that our plan is a compromise between cost and objectives. Table 6. staff list staff list Staff costs of staff 2007 2008 2009 Finance Director 50 000.00 p . 50 000,00 p . 50 000,00 p . Executive Director 25 000.00 p . 25 000,00 p . 25 000,00 p . Administrator 25 000,00 p . 25 000,00 p . 25 000,00 p . Development Manager 35 000,00 p . 35 000,00 p . 35 000,00 p . Development Managers 25 000,00 p . 25 000,00 p . 25 000,00 p . Other 45 000,00 p . 45 000,00 p . 45 000,00 p . Total : 205 000,00 p . 205 000,00 p . 205 000,00 p .

7. financial plan Funding for development of the company will be funded by cash flows. For this, we have to settle for the slower pace of development. The main factor influencing the activity of the company is the average term of the account. Therefore, we need to establish a system for collecting funds , using the services of a specialized financial firms. 7.1. balance The balance is shown in Table . It testifies to the successful development of the company and a favorable financial position. Table 7. balance planned balance

assets 2007 2008 2009 Changes in the value of Cash 1500 000,00 p . 2000 000,00 p . 3000 000,00 p . 1500 000,00 p .

Securities 500 000,00 p . 700 000,00 p . 900 000,00 p . 400 000,00 p . Accounts receivable 500 000,00 p . 700 000,00 p . 900 000,00 p . 400 000,00 p . Inventories 700 000,00 p . 900 000,00 p . 1200 000,00 p . 500 000,00 p . Other current assets 100 000,00 p . 200 000,00 p . 300 000,00 p . 200 000,00 p . Total current assets 3 300 000,00 p . 4500 000,00 p . 6300 000,00 p . Property and equipment 1 000 000,00 p . 1500 000,00 p . 2500 000,00 p . 1500 000,00 p . Less accumulated depreciation 100 000,00 p . 150 000,00 p . 250 000,00 p . 150 000,00 p . Net property and equipment 900 000,00 p . 1350 000,00 p . 2250 000,00 p . 1350 000,00 p . Intangible assets 50 000,00 p . 78 500,00 p . 90 000,00 p . 40 000,00 p . Other assets 10 000,00 p . 20 000,00 p . 20 000,00 p . 10 000,00 p . Total assets 4 260 000,00 p . 5949 405,00 p . 8660 905,00 p . Liabilities and shareholders' equity Short-term liabilities 100 000,00 p . 400 000,00 p . 600 000,00 p . 500 000,00 p . Accounts payable 100 000,00 p . 300 000,00 p . 400 000,00 p . 300 000,00 p . Income taxes payable 50 000,00 p . 300 000,00 p . 400 000,00 p . 350 000,00 p . Accrued expenses 100 000,00 p . 120 000,00 p . 150 000,00 p . 50 000,00 p . Other current liabilities 10 000,00 p . 300 000,00 p . 300 000,00 p . 290 000,00 p . Total current liabilities 360 000,00 p . 1420 000,00 p . 1850 000,00 p . Long-term liabilities 500 000,00 p . 500 000,00 p . 500 000,00 p . $ 0.00 . Other long-term liabilities 100 000,00 p . 100 000,00 p . 100 000,00 p . $ 0.00 . General obligations 960 000,00 p . 600 000,00 p . 600 000,00 p . Common stock 400 000,00 p . 500 000,00 p . 600 000,00 p . 200 000,00 p . Loans 2900 000,00 p . 3 429 405,00 p . 5610 905,00 p . 2710 905,00 p . Total shareholders' equity 3,300 000,00 p . 3929 405,00 p . 6210 905,00 p . 2910 905,00 p . Common shareholders' equity and liabilities 4,260 000,00 p . 5949 405,00 p . 8660 905,00 p . 4400 905,00 p .

7.2 . Forecast profit and loss

Estimates of Anscombe property shown in the table. The sales volume will increase from 117.5 million rubles. in 2007 to 185 million rubles. at the end of the third year . We assume that the net profit in 2007 will amount to 50,020,000 rubles. This is a relatively high rate , but leaves a certain room for maneuver . According to our estimates, the gross margin in the first year will be 48 %. This estimate is relatively high. It is based on the assumption that the direct costs to remain relatively low, while the gross margin increase . In addition, the estimates obtained under the condition that the marketing costs remain relatively low, and word of mouth to be effective . Table 8. Forecast profit and loss The plan gains and losses 2007 2008 2009 Net proceeds from sales 117,500 000.00 p . 150000 000,00 p . 185 000 000,00 p . Cost of goods sold 18 750 000,00 p . 24 000 000,00 p . 31 000 000,00 p . Gross profit 98 750 000,00 p . 126 000 000,00 p . 154 000 000,00 p . Total expenses 18 955 000,00 p . 24 205 000,00 p . 31 205 000,00 p . Depreciation and amortization 100 000,00 p . 200 000,00 p . 300 000,00 p . Total operating expenses 19,055 000,00 p . 24 405 000,00 p . 31 505 000,00 p . Operating profit 79 695 000,00 p . 101595 000,00 p . 122495 000,00 p . Interest expense 30 000,00 p . 105 000,00 p . 150 000,00 p . Other non-operating expenses 20 000.00 p . 30 000,00 p . 40 000,00 p . Common non-operating expenses 50 000.00 p . 135 000,00 p . 190 000,00 p . Income before income taxes 79,645 000,00 p . 101460 000,00 p . 122305 000,00 p . Income taxes 29 625 000,00 p . 37 800 000,00 p . 46 200 000,00 p . Net income 50 020 000,00 p . 63 660 000,00 p . 76 105 000,00 p .

7.5. monetary flows Monetary flows are presented in the table. They show a quick payback. Table 9. monetary flows The plan cash flow

Cash flows from operating activities

Net income 76 105 000,00 p . Alignment of the net income and net cash flow from operating activities: Depreciation and amortization 300 000,00 p . Changes in assets and liabilities: Increase in accounts receivable 400 000,00 p . The increase in inventories 500 000,00 p . Increase in accounts payable 300 000,00 p . Changes in other assets 10 000,00 p . Net cash flow from operating activities 77 615 000,00 p .

Cash flows from investing activities Capital expenditure 1 000 000,00 p . Purchase of securities 500 000,00 p . Other 20 000,00 p . Net cash flow from investing activities 1,520 000,00 p .

Cash flows from financing activities Net increase in long-term debt 500 000,00 p . Dividends paid 100 000,00 p . Net cash flow from financing activities 600 000,00 p . Net increase ( decrease) in cash 79 735 000,00 p . Cash at the beginning of the 1500 plan 000,00 p . Cash at the end of the Plan 3000 000,00 p .

7.4. break-even analysis

Break-even analysis refers to the beginning of 2007. Fixed costs reach 300 thousand rubles . , And unit variable costs - 10 thousand rubles. for each apartment or house . We need to rent out 20 houses in the amount of 500 thousand rubles. month. According to our calculations , the company will reach break-even within the first month of its operations. Table 10. break-even analysis break-even analysis Break-even sales volume units . 20.00 Break-even sales volume , rub. 500,000.00

assumptions: Selling price 25 000,00 p . Variable costs 10 000,00 p . Fixed costs 300 000,00 p .

7.7. financial performance Financial indicators are listed in the table. Table 11. Main indicators Title How to count results Return on equity Net income / Total shareholders' equity 1,225.34 % Return on Sales Net profit / Net sales revenue 41.14 % Return on assets Return on sales X Asset turnover or net profit / total assets of 878.72 % Gross Margin Gross profit / Net sales revenue 83.24 % Turnover of inventory Cost of goods sold / Inventory at the end of the year 20.00 The average period of collection ( receivables / net sales revenue ) * 365 1.78 Turnover of accounts receivable ( payable / COGS ) * 365 4.71 Fixed assets Net proceeds from sales / Net property and equipment 82.22 The ratio of debt to total assets total liabilities / total assets 6.93 % The current ratio Total current assets / Total current liabilities 3.41 Quick ratio ( "acid test" ) ( Total Current Assets - Inventories ) / Total current liabilities 2.76