[Boutique] How to write a business plan book

This article directory 1 project planning book how to write 2 business project planning book 3 corporate sports activity planning book first: how to write a project planning book

It is often said that business plan books are a “knock-and-click” for venture financing. As a must-have file for financing many startup companies, it acts like a prospectus for a pre-listed company. It is a statement and analysis of a financing company or project, which is convenient for potential investors to fully understand and conduct preliminary investigations on investment objects. Text file. In recent years, the program of venture financing has become increasingly standardized. As one of the official archives for project approval by investment companies, the production of commercial plan books has become a "compulsory course" for more and more entrepreneurs.

As a standard file, business plan books have similar structures. However, some business plans can quickly grasp the eyes of investors, while some plans can only enter the "recycling bin" as the end of the mission. Objectively speaking, the quality of the project itself is the most critical and core reason. However, a perfect and professional form of expression is equally important. The logic of “the wine is not afraid of the deep alley” is not applicable in the highly competitive modern commercial operation. A successful business plan covers the vast amount of information that potential investors need to know about financing projects, and highlights the key points that investors typically focus on. Such a business plan can greatly reduce the amount of work for investors before entering due diligence, so that both parties can quickly enter the late real operation.

Different financing projects, due to different nature of the project, different stages of the project, etc., investors will focus on the focus. In general, the project's market, product, management team, risk, project value, etc. are the main points of the investor review project.

In the following, the author focuses on a key point necessary to improve the business plan book and the problems frequently encountered by entrepreneurs in the writing of business plan books:

executive Summary

This part is the first part of the investor's reading, but it is the final part of the business plan writing. It is the condensed essence of the entire business plan book. It aims to attract investors' interest and further explore the project details. desire. The length of the executive summary is usually 2-3 pages, and the content strives to be succinct and powerful, focusing on the company's investment highlights, especially the eye-catching relative to competitors. In general, net cash inflows, a broad customer base, rapid market growth opportunities, and a well-rounded team are all highlights that may be of interest to investors.

Product and service introduction

This section is mainly about the performance, technical characteristics, typical customers, profitability, etc. of the company's existing products and services, as well as the introduction of future product development plans. The most common problem in many of the commercial projects we have come across is that the introduction of product technology is too professional and unfamiliar, taking up too much space. In most cases, the author of the business plan book is the entrepreneurs themselves. Most of them are technically born. They have a natural pride and closeness to their own products and technologies, so they often enter the "love can not help" and "endless" In the mood. On the other hand, investors are essentially businessmen who value income and returns, and they are mostly economic or financial backgrounds, and technical introductions are not particularly good. They are more sympathetic to the market's response to the company's products. Therefore, it is recommended to explain the company's product system in the product and service parts, to show investors the complete and sustainable development of the company's product line, and to put more pen and ink on the product's profitability, typical customers, similar products. The introduction of the content.

Market and competition analysis

Unlike other financing methods, the excess returns of venture capitalists are more likely to come from future growth. Therefore, investors attach great importance to the future development of the market in which the project is located. In the market competition part, we focus on the overall development trend of the market, the capacity of the market segments, the estimation of future growth, and the main influencing factors. The competition analysis mainly includes the analysis of the advantages and disadvantages of the main competitors and its own KSF analysis. Data on estimates of market capacity and forecasts of future growth are best derived from surveys or research reports from neutral third parties to avoid self-estimation. For special markets, in the estimation, we strive to maintain an objective and pertinent attitude, and avoid the suspicion of “self-proclaimed”, which is unconvincing.

Strategic planning and implementation plan

With quality products and good market opportunities, we need a practical implementation plan to ensure the final success. In this part of the content, we must focus on the allocation of personnel teams, funds, resources, channels, and cooperation in order to achieve strategic goals. The implementation plan developed should be consistent with the other chapters in the plan. For example, the product plan is consistent with future research and development in product service, the fund allocation is consistent with the fund use plan, and the staffing is consistent with the human resource plan.

Management team introduction

Mr. Liu Yuhuan, the president of WISCO, once said: “As the real estate position is the most important, the three elements of doing VC are: people, people, people.” Venture capitalists for the human factor throughout the project The role of it is crucial. Even the best projects without a powerful team can be a beautiful bubble. For start-ups, the human factor is especially important. [Page]

For the description of the management team, in addition to the professional background, academic level, and age distribution of the entire team that is routinely introduced, the most important point is the experience of the core team. A stable and united core team can help companies overcome all kinds of difficulties and is the most valuable resource for the company. Moreover, the past experience of the core team directly affects the development path of the enterprise. Therefore, the successful entrepreneurial experience of team members is often a very valuable bargaining chip for winning investors.

Financial forecasting and financing plan

In any investment, the financial situation that affects the valuation of an enterprise is always the place of greatest concern to investors. Financial forecasting is a systematic process of quantifying all qualitative descriptions in a business plan book. Many entrepreneurs are experts in technology and are outsiders for finance and financing. Therefore, what is often submitted is a rough data, free to choose, predicting the unreasonable forecast data, it is difficult to obtain the approval of investors. In addition to the help of internal finance staff and financial forecasting software, you can also try to find help from a professional consultant. The experience of professionals can guarantee the standardization, rationality and professionalism of the entire financial forecasting system. The rationality of financial forecasts directly affects the design and trade-offs of financing options, which is essential in direct negotiations with investors. Another area of ​​great concern to investors is the use of funds after financing. After learning the gaps and sources of corporate funds through the previous information, what investors want to know most is whether the company has the ability to manage the funds. A detailed and reasonable fund use plan can reduce investors' concerns.

risk control

Although every business plan book will make a good future plan for all aspects of the project, as a venture capitalist, he faces a project and there are too many uncertain factors. The purpose of the risk analysis component is to illustrate the various potential risks and to show investors the circumvention measures for risk. For investors, the risks are not terrible. The terrible are those entrepreneurs who are blindly optimistic about risk or simply ignore risk. Therefore, many entrepreneurs are not advisable to “avoid the light” in the risk part.

Among the entrepreneurs, a very large proportion of people are technically motivated, and they always feel that “family-funding” is a professional program for financing. In situations where time and energy are limited, it may be a viable option to try outsourcing, which is to entrust a professional institution to make a business plan.

Part 2: Business Project Planning

For venture companies looking for funding, the business plan book is the company's phone call card. The quality of a business plan often determines the success or failure of an investment transaction.

For start-up venture companies, the role of the business plan is particularly important. A project that is brewing is often vague, and the pros and cons are written by developing a business plan book. See it later and then one by one. Entrepreneurs can have a clearer understanding of this project. It can be said that the business plan book first sells the enterprise to be created in the plan to the entrepreneur himself.

Second, the business plan book can also help sell the venture companies in the plan to venture capitalists. One of the main purposes of the company's business plan is to raise funds. Therefore, the business plan must explain:

The purpose of starting a business – why take risks, spend energy, time, resources, and money to start a venture?

How much money is needed to start a business? Why is it so much money? Why are investors worth investing in this? For established venture companies, the business plan can set a more specific direction and focus for the development of the company. This allows employees to understand the company's business objectives and motivate them to work for a common goal. More importantly, it enables the company's funders, suppliers and sellers to understand the company's operating conditions and business objectives, and persuade the funders to fund the further development of the company.

It is for these reasons that the business plan book will be the most important one in the business archives written by entrepreneurs. So how do you develop a business plan book?

First, how to write a good business plan book

Business projects that can neither give investors enough information nor make investors excited, the end result can only be thrown into the trash. In order to ensure that the business plan can “hit the target”, the entrepreneur should do the following:

1. Focus on products

In the business plan book, all details related to the company's products or services should be provided, including all surveys conducted by the company. These questions include: What stage of development is the product? What is its uniqueness? What is the way companies distribute products? Who will use the products of the company, and why? What is the production cost of the product, and what is the selling price? What is the plan for a new modern product? Pull the funder into the company's products or services so that the funder will be as interested in the product as the entrepreneur. In entrepreneurial plans, entrepreneurs should try to describe everything with simple words—the definition of goods and their attributes is very clear to entrepreneurs, but others do not necessarily know what they mean. The purpose of developing a business plan book is not only to convince the funder that the company's products will have a revolutionary impact in the world, but also to convince them that the company has the arguments to prove it. The description of the product in the business plan book should make the funder feel: "Hey, how wonderful and exciting this product is!"

2. Dare to compete

In the business plan book, entrepreneurs should carefully analyze the situation of competitors. Who are the competitors and how do their products work? What are the similarities and differences between competitors' products and the company's products? What are the marketing strategies adopted by competitors? To clarify each competitor Sales, gross profit, revenue and market share, and then discuss the competitive advantage of the company relative to each competitor, to show investors that the customer prefers the company because: the quality of the company's products, Fast delivery, moderate positioning, affordable price, etc. The business plan book should make its readers believe that this company is not only a strong competitor in the industry, but also a leader in determining industry standards in the future. In the business plan book, entrepreneurs should also clarify the risks that competitors bring to the company and the countermeasures the company takes.

3. Understand the market

The business plan book should provide investors with in-depth analysis and understanding of the target market. It is necessary to carefully analyze the impact of economic, geographic, professional and psychological factors on the consumer's choice to purchase the company's products, and the role of various factors. The business plan should also include a major marketing plan that outlines the areas in which the company intends to conduct advertising, promotion, and public relations activities, and clarifies the budget and benefits of each activity. The business plan should also briefly describe the company's sales strategy: Does the company use an outside sales representative or internal staff? Does the company use a reseller, distributor or franchisor? What type of sales training will the company provide? The business plan book should also pay special attention to the details of the sale.

4. A guide to action

The company's action plan should be unsolvable. The following questions should be clarified in the business plan book: How do companies bring products to market? How to design production lines, how to assemble products? What raw materials do you need for production? What production resources do you need for production? What are the production and equipment costs? How much? Does the enterprise buy equipment or rent equipment? Explain the fixed and variable costs associated with product assembly, storage, and delivery.

5. Show your management team

The key factor in turning an idea into a successful venture is to have a strong management team. Members of this team must have high professional and technical knowledge, management skills and years of work experience, to give investors a feeling: "Look, who is in this team! If this company is a football team, They will always enter the World Cup finals!" The manager's function is to plan, organize, control and guide the company's actions to achieve its goals. In the business plan book, we should first describe the entire management team and its responsibilities, but then introduce each manager's special talents, characteristics and accomplishments, and describe in detail how each manager will contribute to the company. Management objectives and organizational chart should also be clearly defined in the business plan book.

6. Excellent project summary

The summary of the plan in the business plan book is also very important. It must be of interest to the reader and eager to get more information, it will leave a lasting impression on the reader. The summary of the project will be the last part of the entrepreneur's writing, but it is the first thing the funder wants to see. It will extract the most relevant details from the plan to raise funds: including the basic situation inside the company, the company The ability and limitations of the company's competitors, marketing and financial strategies, the company's management team, etc. are concise and vivid summary. If the company is a book, it is like the cover of the book. If you do well, you can attract investors. It will give venture capitalists the impression that "this company will become a giant in the industry, and I can't wait to read the rest of the project."

Second, the contents of the business plan book

1. Summary of the plan

The summary of the project is listed at the top of the business plan book, and it is the essence of the enriched business plan book. The project summary covers the main points of the project, so that it can be seen at a glance, so that readers can evaluate the audit and make judgments in the shortest possible time.

The summary of the plan generally includes the following contents: company introduction; main products and business scope; market overview; marketing strategy; sales plan; production management plan; managers and their organizations; financial planning;

When introducing a company, we must first explain the idea of ​​starting a new business, the formation of a new idea, and the goals and development strategies of the company. Second, we must explain the current situation of the company, the past background and the business scope of the company. In this part, we must make an objective review of the company's past situation and not avoid mistakes. Pertinent analysis tends to win trust, making it easy for people to agree with the company's business plan. Finally, I would like to introduce the entrepreneur's own background, experience, experience and expertise. The quality of entrepreneurs often plays a key role in the performance of the company. Here, entrepreneurs should try to highlight their strengths and express their strong entrepreneurial spirit to make a good impression on investors.

In the summary of the plan, the company must also answer the following questions: the industry in which the company is located, the nature and scope of the business; the content of the main products of the enterprise; the market where the enterprise is, who is the customer of the enterprise, and what are their needs; Who are the partners and investors of the company; who is the competitor of the company, and what influence the competitor has on the development of the company.

The abstract should be as concise and vivid as possible. In particular, it is necessary to elaborate on the differences between the companies and the market factors for their success. If the entrepreneur knows what he is doing, the summary is only 2 pages long. If the entrepreneur does not understand what he is doing, the summary may have to write more than 20 pages. Therefore, some investors will “pick out the grain from the chaff” according to the length of the abstract.

2. Product introduction

When investigating investment projects, one of the most important concerns for investors is whether the products, technologies or services of the venture companies can solve the problems in real life, or whether the products of the venture companies can help customers save. Expenditure, increase income. Therefore, product introduction is an indispensable part of the business plan book. In general, the product description should include the following: product concept, performance and characteristics; main product introduction; product market competitiveness; product research and development process; development of new product planning and cost analysis; product market prospects; Product brand and patent.

In the product introduction section, the entrepreneur should give a detailed explanation of the product, indicating that it is accurate and easy to understand, so that investors who are not professionals can understand. In general, product introductions must be accompanied by product prototypes, photos or other introductions. In general, the product introduction must answer the following questions: What kind of problems can the customer want to solve in the company's products, what benefits can the customer get from the company's products? What are the advantages and disadvantages of the company's products compared with the competitor's products, and why are the customers? What kind of protection measures does the company choose for its own products, what patents, licenses, or agreements have been reached with the patent-applied manufacturers? Why does the company's product pricing enable the company to generate sufficient profits? Why do users buy their products in large quantities? How do companies improve the quality and performance of their products, what plans companies have for developing new products, and so on. The content of the product introduction is relatively specific, so it is relatively easy to write. While it is necessary to praise that your products are for sales, it should be noted that every promise made by the company is “a bond” and must be worked hard to cash. It is important to remember that entrepreneurs and investors have established a long-term partnership. The promise of empty mouth can only be enjoyed for a while. If a company fails to honor its promises and cannot repay its debts, the credibility of the company will inevitably be greatly impaired, and it is therefore disappointing for the real entrepreneurs.

3. Personnel and organizational structure

With the product, the second step for entrepreneurs is to form a combat management team. The quality of enterprise management directly determines the size of business risks. High-quality management personnel and good organizational structure are important guarantees for managing a good enterprise. Therefore, venture capitalists will pay special attention to the evaluation of the management team.

Corporate managers should be complementary and team-oriented. A company must have specialized personnel responsible for product design and development, marketing, production operations management, corporate finance and other aspects. In the business plan book, it is necessary to clarify the key management personnel, introduce their abilities, their duties and responsibilities in the company, their past detailed experience and background. In addition, in this part of the business plan book, the company structure should also be briefly introduced, including: the organization chart of the company; the functions and responsibilities of each department; the responsible person and main members of each department; the company's compensation system; The company's shareholder list includes stock options, ratios and privileges; board members of the company; background information of the directors.

4. Market forecast

When companies want to develop a new product or expand into a new market, they must first make market forecasts. If the outcome of the forecast is not optimistic, or if the credibility of the forecast is doubtful, then the investor will have to take on greater risk, which is unacceptable to most venture capitalists. The market forecast first needs to predict the demand: Does the market have demand for such products? Can the degree of demand bring the expected benefits to the enterprise? What is the size of the new market? What is the future trend of demand development and its status? What are the factors in demand? Secondly, the market forecast should also include the analysis of the market competition situation - the competitive landscape faced by enterprises: What are the main competitors in the market? Is there a market gap that is beneficial to the company's products? The market expected by the company What is the occupancy rate? How does the company's entry into the market cause competitors to react, and what impact will these reactions have on the company?

In the business plan book, the market forecast should include the following: an overview of the market status; an overview of competitors; target customers and target markets; market position of the company's products; market geography and characteristics. The forecast of the risk enterprise on the market should be based on a rigorous and scientific market survey. The market faced by venture companies has inherently more uncertain and elusive features. Therefore, venture companies should try to expand the scope of information collection, pay attention to the prediction of the environment and adopt scientific forecasting methods and methods. Entrepreneurs should bear in mind that market forecasts are not imagined out of thin air, and that understanding market errors is one of the most important reasons for business failure.

5. Marketing strategy

Marketing is the most challenging part of business management. The main factors affecting marketing strategy are: the characteristics of consumers; the characteristics of products; the status of enterprises themselves; and the factors of market environment. The final impact on marketing strategies is marketing costs and marketing effectiveness factors. In the business plan book, the marketing strategy should include the following: the choice of market institutions and marketing channels; marketing teams and management; promotional programs and advertising strategies; price decisions. For start-ups, because of the low visibility of products and companies, it is difficult to enter the stable sales channels of other companies. Therefore, companies have to temporarily adopt high-cost and low-efficiency marketing strategies, such as selling merchandise, smashing merchandise advertisements, giving profits to wholesalers and retailers, or handing them over to companies that are willing to distribute. For the development enterprise, on the one hand, it can use the original sales channels, on the other hand, it can also develop new sales channels to adapt to the development of the enterprise.

6. Manufacturing plan

The manufacturing plan in the business plan should include the following: product manufacturing and technical equipment status; new product production plan; technical upgrading and equipment renewal requirements; quality control and quality improvement programs.

In the process of seeking funds, in order to increase the value of the company's assessment before investment, entrepreneurs should try to make the manufacturing plan more detailed and reliable. Generally, the manufacturing plan should answer the following questions: What is the plant and equipment required for the manufacturing of the enterprise; how to ensure the stability and reliability of the new product when it enters the scale production; who is the supplier of the introduction and installation of the equipment? Business; production line design and product assembly; supplier's lead time and resource requirements; production cycle standards and production planning; material requirements planning and assurance measures; quality control What is the method; other related issues.

7. Financial planning

Financial planning requires more effort to do specific analysis, including cash flow statements, balance sheets, and the preparation of income statements. Liquidity is the lifeline of an enterprise. Therefore, when a company starts or expands, it needs to have a well-planned plan and strict control in the process of liquidity. The profit and loss statement reflects the profitability of the enterprise. It is the operation of the enterprise for a period of time. After the business results; the balance sheet reflects the state of the enterprise at a certain moment, investors can use the ratio indicators obtained from the data in the balance sheet to measure the business status of the company and the possible return on investment.

Financial planning generally includes the following: conditional assumptions for the business plan book; projected balance sheet; estimated income statement; cash income and expenditure analysis; source and use of funds.

It can be said that a business plan generally outlines what entrepreneurs need to do during the fundraising process, while financial planning is a support and explanation of the business plan. Therefore, a good financial plan is critical to assessing the amount of money required by a venture company and increasing the likelihood that a venture company will obtain funding. If the financial planning is not well prepared, it will give investors the impression that the business management personnel lack experience, reduce the evaluation value of the risk enterprise, and increase the business risk of the enterprise. How to formulate the financial plan? The vision of a venture company – whether to create a new product for a new market or to enter an existing market with more financial information.

Startups that focus on a new technology or innovative product cannot refer to data, prices, and marketing methods in existing markets. Therefore, it has to predict its own growth rate and possible net profit, and sell its ideas, management team and financial model to investors. Venture companies that are ready to enter an existing market can easily explain the size and improvement of the entire market. Venture companies can plan the sales scale of the company for the first year based on the information obtained in the target market.

The financial planning of the company should be consistent with the assumptions of the business plan. In fact, financial planning and enterprise production planning, human resources planning, marketing plans, etc. are inseparable. To complete financial planning, the following questions must be clarified: How much is the product issued during each period? When does the product line expand? What is the production cost per product? What is the pricing for each product? What distribution channel is used? What are the expected costs and profits? Which types of people need to be hired? When does the employment start, what is the salary budget?

Third, check

After the entrepreneurial plan is written, it is best for the entrepreneur to check the plan again to see if the plan can accurately answer the investor's questions and gain investors' confidence in the company. In general, the plan can be checked from the following aspects:

1. Does your business plan book show you have experience in managing a company? If you lack the ability to manage your company, be sure to state that you have hired a business guru to manage your company.

2. Does your business plan book show that you have the ability to repay the loan. Be sure to provide a complete ratio analysis to prospective investors.

3. Does your business plan book show that you have conducted a complete market analysis. Let investors believe that the amount of product you have stated in the plan is true.

4. Is your business plan book easy to be understood by investors? Entrepreneurship plans should be indexed and cataloged so that investors can easily access the chapters. In addition, it should be ensured that the flow of information in the catalog is logical and realistic.

5. Is there a summary of the project in your business plan book and put it at the forefront? The plan summary is equivalent to the cover of the company's business plan book, and investors will look at it first. In order to keep investors interested, the summary of the project should be fascinating.

6. Is your business plan book all correct in grammar? If you can't guarantee it, then it's best to ask someone to check it out for you. Spelling mistakes and typographical errors in the book can quickly lose opportunities for entrepreneurs.

7. Can your business plan book dispel investors' concerns about products/services? You can prepare a product model if needed. Every aspect of the business plan book will have an impact on the success of fundraising. Therefore, if you lack confidence in your business plan, then it is best to check out the guide to writing a plan or ask a dedicated consultant.

Part 3: Corporate Sports Activity Planning Book

I. Introduction to the background of sports culture festival

The Hunan Provincial Institute of Science and Technology Sports Culture Festival carries a series of excellent event sports games, "3+2" volleyball matches, and "four to four" for the majority of students who like sports to open up a party to show youthful vitality, show the space and stage of the self .

The Hunan Provincial Institute of Science and Technology Sports Culture Festival has produced a wide range of positive influences throughout the school and received enthusiastic responses from the students. Nowadays, the Sports Culture Festival has become an indispensable part of the campus culture of Hunan Science and Technology College. She has never lacked attention, and she has never lacked the elements of excitement and yearning. Therefore, many companies cooperate with our school. This year, who is it? Let us look forward to it!

Second, the basic situation of the event

The "Four-Four-Four" football match was born along with the Wuhan University Sports Culture Festival and is also a boutique highlight of the Sports Culture Festival. In addition to the wonderful, interesting, fashionable and flexible advantages of today's popular five-a-side football game, it has also incorporated its own characteristics into a four-person system. This makes it more convenient for the students to form a team, and at the same time, the team's overall offensive and defensive level is higher, making the game more enjoyable.

Who is the giant on the field?! Who is the dancer on the samba skirt?! The passionate burning month, let us look forward to the heroes of all walks of life to stage the most dazzling picture of the 200* year. !

Third, the concept of activities

Free my stage, youth is more exciting!

Fourth, the purpose of the event

Enrich the active cultural life of the campus, advocate a healthy and healthy lifestyle, promote the improvement of the level of football in Wuhan University, and build a platform for mutual exchange and learning.

V. Activity time

November-December 2019

6. Preparation and promotion of the competition

Early stage: This is a comprehensive and meticulous preparation period for the organizing committee. We will inform the publicity of the posters on a daily basis and accept the registration; scientific and fair evaluation of the strength of each team according to historical records and other information. , select the seed team, then draw lots and arrange the schedule. The referee and the staff are well trained and divided, and the pre-match captain meeting is held. Be prepared for everything in the game. Be prepared to prevent sudden events.

Mid-term: This is a period in which the activities are in full swing. Every game, every round will have more exciting. We will conscientiously do a good job in the organization of the event, carefully arrange the arena, maintain the order of the game, do a good job in the promotion of each round of competition, and do a detailed work summary after each round. Work closely with merchants to maximize the promotion of businesses.

Late stage: The final stage of the event, with the finals and the award ceremony as the highlight, to achieve the greatest propaganda and influence, so that the game blooms the most beautiful colors. Continue to publicize the offensive, do a good job in propaganda work, and promote business activities for businesses. At the end of the schedule, do a summary of the event and draw a successful conclusion to the game.

Promotion method:

1 Promote the competition with a big poster.

2. The name of the sponsored business is highlighted in the various forms and awards of the competition.

3. Carefully arrange the venue, hang large banners and buntings, billboards, etc. to render the atmosphere. At the competition work table, work place stickers business posters, if necessary, can carry out business product promotion activities.

4. Publicity reports on the school's radio stations, websites and newspapers. Sponsorship advertisements will be placed on the school's student union website and the entire game will be tracked.

5. Invite local newspapers, TV stations and other media to report.

6. Each round of the game, the game will be accompanied by the commercial activities of the business to carry out on-site publicity.

Seven, the event process

This competition is expected to enroll 64 teams, divided into two stages: group stage and rematch. The two-day draw is divided into 16 groups, each group of 4 teams, group round robin, ranking by winning points, winning 3 points. 1 point in the first round, 0 points in the negative. The top two teams entered the semi-finals. If the points are the same, the team with more goal difference will enter the quarter-finals. The semi-final elimination system is used in the semi-finals. In the comprehensive and meticulous preparation period of the winning 32 teams, we will carry out the posters in the first group for the first and second crosses in the original group, and the negative side will be eliminated. After the decision of the top 16, the lottery decided to play the team, and the elimination team, the quarterfinals also used this method to decide the top four, and then decided to finalize the final team.