TenderSys

BUSINESS PLAN TenderSys.Com International E-Procurement: Information, Planning, Consulting FEBRUARY 2000 Prabhat Garg Chief Executive Officer 6704 Tomlinson Terrace Cabin John, Maryland 20818 Tel: 301 461 3848 Fax: 301 263 9112 Email: PrabhatG@Tendersys.Com This document is confidential and proprietary This document is confidential and proprietary Introduction A tender is an invitation from a buyer to a supplier to provide price and service quotation for specific items. Almost all public sector organizations in the United States, and in several other countries, procure goods and services on a competitive tendering basis. Similarly, all branches of United Nations (UN), and almost all international aid programs of western countries issue tenders for large procurement. Some of these tenders are open only to the suppliers of the buyer's country, such as most of the tenders funded by the United States Government (hereby called Domestic tenders). Others, such as those funded under international aid programs or under the United Nations umbrella are open to the suppliers from other countries as well (hereby called International tenders) These tenders are of large value--usually above $100,0()0--and can be for either goods or services. Tenders for goods could be for any item used in the daily business life, such as computers, textbooks, medical equipment, medical supplies, construction material, and vehicles. Tenders for consulting services are usually for technical expertise in a specific area such as health, banking, legal, etc. Combined value of such tenders is estimated to be over $150 billion per year. Examples of recent tenders: Construction material: Funded by USAID for Government of Honduras. Contract value $200,000. Medical supplies: Funded by World Bank for Government of Ghana. Contract value $2.5 million Computers: Funded by World Bank for Government of Turkey. Contract value $1.1 million Electricity Generation parts: Funded by UN for Government of lraq. Contract value $1.5 million Consulting Services: Funded by World Bank for Government of Uzbekistan. Contract value $400,000 Vehicles: Funded by Asian Development Bank for Government of Malaysia. Contract value $2 million. Clearly, these tenders provide large business opportunities, however because of the following constraints only handful of companies are able to make use of them. (a) There is no consolidated source of information on tenders floated by different sources. As a result, even an experienced supplier has to check several sources of information to keep track of open tenders. These sources include web sites of tendering sources, newspaper announcements, invitations to bid, and personal contacts. As a result, getting information on tenders becomes a complex and time-consuming task. (b) The rules of participation in tenders vary from one tendering source to another, and often the time given to prepare a submission is short. As a result, suppliers tend to build expertise on few tendering sources and stay away from others. (c) Often international tenders require local agents to support the tender and provide service and delivery after the contract. As a result, suppliers from other countries are able to participate only if they already have a local presence in the buyer's country. (d) To be competitive in a tender, a supplier needs to have historical information from past tenders, but often this information is not publicly available. As a result, only those suppliers who have been tracking tenders in the past are able to put competitive bids. (e) Suppliers who have never participated in international business do not have easy source of help in preparing tender/bid submissions. By and large, major international manufacturers and traders around the world are familiar with these tenders and routinely take advantage of them. Several companies, particularly the large I TenderSys.Co m Confidential ] ones such as IBM, Siemens, PriceWaterhouseCoopers, and Anderson Consulting have assigned dedicated staff to track upcoming tenders and to prepare bid submissions. Some companies have even opened offices near the offices of tendering sources (such as UN in New York, World Bank in Washington D.C.) and also in several developing countries to collect advance tendering information and to follow up once a bid has been submitted. As such, for these companies the tracking and following up on tenders is an expensive task. Smaller companies that cannot afford to keep full time staff for such purposes have to rely on public information, and thus compete from a disadvantaged position. There is yet another group of companies, which happens to be a vast majority in the world, who have no means to learn about these business opportunities, particularly the international ones, and are not able to make use of them. TenderSys. Com proposes to change this landscape. It will offer a subscription-based consolidated information resource on Internet that would provide (a) announcements of worldwide international and domestic tenders from a large number of sources, (b) historical data from past tenders, (c) advance information on upcoming tenders, (d) rules of various tendering sources in easy to understand language, and assistance infollowing them, (e) and help informing alliances with local companies in different countries. In addition, the company would itself participate in selected tenders as the lead bidder. This basic product and service would later be expanded through market alliances and mergers to provide several other tender related services such as leasing and financing, freight management, pre-shipment inspection, quality control, and market analysis. The Product TenderSys.Com would offer two products, (i) non-web based consulting assistance, and (ii) web-based information resource. The two products combined would provide the following services. * Basic tender information service. A client would be able to search for currently open tenders and rules for participation. The same service would be available on a CD-ROM to those who do not have reliable access to the Internet. * Email alerts. A client would register products of his interest, and would receive an email whenever a new tender is announced for those products. * Historical information. When a client has identified a tender of his interest, he could further receive related historical data from earlier tenders either from the same buyer or from some other source. * Advance information. A client would receive advance notification of upcoming tenders. He could also ask for help in making contacts with the buyer and/or promote his technical specifications for the upcoming tender. * Local Market contacts. A client would be able to search our database for suppliers or traders of specific products in specific countries, and could receive assistance in forming alliances for upcoming tenders or bilateral trading. * Consulting Services. A client would receive one-on-one assistance in preparing bid submissions. * Product Specifications. A tendering source would be able to search TenderSys.Com to search for detailed specifications of various products that are commonly procured through 2 I TenderSys.Com Confidential [ tenders. This would particularly help the authorities in developing countries who do not have easy access to information on product specifications in international markets. * List of Experts. To help our clients search for international experts on specific projects, we will maintain a database of individual consultants with expertise in specific areas. Some of these consultants will also host question-answer forums from our clients to provide ready assistance on burning topics. The clients of TenderSys.Com would be spread all over the world and would include (a) large companies--outsourcing their tender tracking services, (b) medium companies-getting started into tendering business, (c) small companies--seeking sub-contracting opportunities and forming alliances for large tenders, (d) advertisers--advertising product specifications for upcoming tenders, (e) tendering sources--seeking one source exposure to large supplier base, and (f) individual consultants advertising their expertise. The following is a sample of queries that would be retrievable from the web based service of TenderSys.Com. (1)A manufacturer of water meters in India inquires about open tenders for water meters. Our web site would respond as follows: - The following tenders are open: * Ghana (click here to check quantities, specifications, closing date, delivery, financier, participation rules, local contacts, last tender information, and payment conditions) * Brazil (click here to check quantities, specifications, closing date, delivery, financier, participation rules, local contacts, last tender information, and payment conditions) - The following tenders are likely to be announced in the next six months: * Russia (click here for contact information) * Trinidad and Tobago (click here for contact information) (II) A consulting company for Railways in Brazil wants to find out if any World Bank financed Railways project in the former Soviet Union needs Railways consultant. Our web site would response as follows: * A Railways project is under preparation. Consultant needs will be identified within two months (click here for contact information, and to submit an expression of interest). (III) The Government of Hungary is interested to hire an international expert to review their pension system and recommend modifications that will help them join the European Union. Our web site would response as follows: * The following consultants have experience with pension system at international levels and are familiar with EU accession requirements. (IV) A computer manufacturer in Indonesia wants to find out the prices for the last tender floated by the Asian Development Bank under a project in Nepal. Our web site will respond something as follows. * The Government of Nepal had the last tender for computers in June 1998 where IBM had won the contract (Click here for last specifications, quantities, and prices). * The following is a list of local computer companies who are looking for foreign collaboration, with details of their operations and contact numbers. [ TenderSys.Com Confidential ] Product Development Stages The web operations of TenderSys.Com will be developed in three stages. In Stage I, KUPS existing information base on international tenders will be automated. This will include developing a web based tool to (a) tap into existing web sites of international tendering sources such as US Government, United Nations, and European Union, (b) computerize rules and regulations of various tendering sources, and (c) build software tools for further information collection. In Stage II, TenderSys.Com will be expanded to include domestic tenders from selected countries, and in Stage III, the offering will be further expanded to include information and clientele from the remaining countries. Non-web operations of TenderSys.Com will include (a) consulting services to suppliers, and (b) participation in selected tenders. These operations will be directly inherited from KUPS, and would be continued throughout the web-based product development and later stages. Stage 1: In the first stage, we will develop the web-based tool, using the existing information network of KUPS solely on international tenders. The sources of tenders will include tapping into currenttender information at the web sites of UN, World Bank, European Development Bank (EBRD), EU, Asian Development Bank (ADB), Inter American Development Bank (IDFB), and USAID. The local contact and supplier information will include KUPS' existing network in India, Ghana, former Soviet Union, South Korea, China, and USA. To keep our overheads low, we would plan to subcontract the computer work to an established computer firm. We expect this stage to take less than two months. With the product prototype at hand--web site operational and CD-ROM ready--we will subcontract an international marketing firm to help us market the prototype to clients. Initial marketing efforts will be focused on assessing the market demand and firming up the product prices. Marketing efforts will include focus on large firms such as IBM, Andersen Consulting, Crown Agents (UK), GTZ (Germany), GPCL (India), and Tata Group (India). We would sell ourselves as an outsourcing service of their existing functions. While we will target these large firms with direct marketing approach, we would also introduce our product through mass mailing to other, secondtier firms around the globe. Stage 2: Expansion of information base With our product operational, in the second stage we would expand the sources of tenders to include domestic tenders from selected countries, starting from United States. This would include web sites of various governments where exist, newspaper announcements, and the sites of private sector companies such as the recent site of GM-Ford E-procurement. We would further expand our international network to help us obtain and reconfirm the information and to include new countries. We expect to take about six months to expand our product offering in this stage. During the stage 2, we will expand our marketing efforts to include second-tier companies in several countries. Mass mailing, direct marketing, trade shows, and personal contacts will be utilized to seek new clients. We will start approaching advertisers to establish long-term contracts, and would also approach portal companies such as Yahoo and AOL to link our product with their network. At the end of the stage 2, we expect our product to be well established in our niche, with a number of long-term contracts signed up. We would consider going public to raise funds for the next stage development. I TenderSys.Com Confidential I Stage 3: Full expansion of product offering and addition of ancillary services In the third stage, we will hire full-time marketing staff to approach tendering organizations and seek advance and historical information. We will expand the product to include domestic tenders from several other countries. We will also start offering product specifications, consultant information, and would add other related services to our product line. At the end of the stage 3, we would be an operational company with established clients for our product offering. Non-web operations of the company would not need any development. TenderSys.Com will dedicate staffto actively participate in tenders as lead bidder, and to solicit consulting business. These operations are expected to generate bulk of the revenue during the development phase of the web-based operations. Market Size and Demand The market size for our product is practically unlimited. Large companies will be interested to outsource their existing functions, and would be interested to receive historical and advance tender information. Medium size companies would be interested to expand their business potential through new opportunities. Small companies would be interested in sub-contracting opportunities arising from such tenders, and would want to find foreign market contacts for bilateral trade relationships. The tendering sources such as governments and UN bodies would be interested to collaborate with us to get wider circulation of their tenders, and advertisers would be interested to get their product specifications widely known for such tenders. The concept and its market demand have already been proven through operations of the founding company of TenderSys.Com, KUPS International. KUPS has been providing this service for the last two years to a limited set of suppliers around the world, and now plans to expand its operations on the Internet, for which it seeks funding. As evident from the past operations of KUPS (see later: List of current and past projects of KUPS), even very large organizations such as the University of Virginia (consulting), Georgia Pacific (supplier of construction material), and Kling Linduist (architecture firm) in United States, Marketing and Distribution Corporation (trading) in Trinidad, Greenmate Corporation (pharmaceutical) and Daewoo Corporation (manufacturing and trading) in South Korea, and Tata Group (manufacturing and trading) and Saraswati Press (printing) in India have collaborated with KUPS for information on international tenders--a fact to indicate the demand for such services. Competition and Market Risks Currently there is no such service in the market, therefore TenderSys.Com will capture the market quickly, and is likely to maintain its market share in the foreseeable future. The data will be collected by TenderSys staff and sorted by a patented software algorithm, therefore the information base will be proprietary. The only form of competition would come from the following sites of the tendering sources, however none of them provide the added value and consolidated information as proposed by TenderSys.Com. * The closest to our concept is one web site, tenders.com, produced by the Office for Official Publications of the European Union. This site offers free searches for the public tender announcements in European Union countries. For a CD version, they charge EUR 492 (about I TenderSys.Com Confidential [ $500) per year. Additional services, some similar to our concept, are available at extra charges. We will tap into this service to get information on EU tenders. * The World Bank offers a search service on their web site which searches for tender announcements also from several UN agencies. The World Bank charges $495 per year for subscription to this service. Again, we will use this site as a consolidated resource of information for our site. * The UN also has a site that offers tendering information from a number of UN agencies. This site has no access charge, however a supplier has to register separately with various UN agencies. Again, we will tap into this site to consolidate our information, and would offer out client a single-source registration service. * USAID has a freely accessible web site for information on their tenders. * In the United States, GM and Ford have recently collaborated to establish a web site for their international procurement of auto parts, with a total procurement value of over $200 billion per year. Similarly, there are other sites for private sector procurement and bidding. Our product will link to all such web sites, and would go several steps beyond these sites, while incorporating all their good points as well. In addition, our site will be supported by an extensive marketing network and consulting service to add further value to our services. The following market risks are envisaged. * Lack of demand. The proposed web based information system is simply an extension of KUPS's existing activities and a response to already proven market demand. Therefore, this risk is low. * Inaccurate information. Establishing a reliable international network for timely data gathering could be ambitious. If the information provided is not timely and accurate, the customers will loose interest. We believe that this risk is moderate, and we will manage it through sub-contracting with established international marketing firms and by establishing new contacts through personal visits. Still, we would need to watch ourselves from overextending and over committing. * New entrants. There is always a risk that some established portal company would adopt our concept and wipe out a new company like ours. We believe this risk is low because the competition would need to have similar marketing network and similar experience of working with international tenders, which would take time and effort. Marketing Strategy We will target our product to the following categories of clients. * Multinational companies. Several large companies currently have dedicated staff and local offices to track international tenders. Our product and services will help them outsource this function to us at substantially cheaper cost. * Manufacturers and traders. We will focus on the second tier companies that could be interested in international tendering opportunities but are not active in that field because of lack of information. 6 I TenderSys.Com Confidential I * Consulting firms. Just like multinational products companies, large consulting firms would be interested in our services for tenders dealing with consulting contracts. \ * Individual consultants. Small consulting firms and individual consultants will be interested to seek sub-contracting opportunities. * Advertisers. The following groups would be interested to advertise on our site. - Manufacturers: information on their product and specifications - Traders: information on their product line - Consultants: information on their services - Buyers: information on upcoming tenders, to get wider circulation and interest. The following would serve as overall guidance for the marketing strategy; details would be developed by the marketing experts. * Direct contacts would be made with the staffofthe tendering sources, such as World Bank, EBRD, EU, UN, USAID, US Government, to identify large companies that routinely participate in international tenders--some of this information could also be available from internet sites of these organizations by picking up the names of winners of past tenders. Profiles of these companies would be studied to identify potential clients, and direct marketing would be pursued with them to sign outsourcing of tracking service. * Public information, such as Dun and Bradstreet listings, would be reviewed to identify relatively large companies around the globe that are active in international trading of goods and services. These companies would sent mail brochures and sample CD of the product to generate their interest in international tendering business and to subscribe our product. * Again, based on public information, medium size companies would be targeted to generate their interest in tenders as well as in sub-contracting opportunities through such tenders. * Large service companies such as freight services, marine insurance, leasing and financing, and consulting services would be identified through their public information as well as direct contacts of marketing associates to advertise themselves on our site. * Historical information on tenders will be reviewed to identify products that are most commonly procured, and manufacturers of such products would be targeted to advertise their specifications on our site. * Once marketing staff is on-board (Stage III), they will be assigned to track upcoming tenders through direct marketing with tendering sources. i I TenderSys.Com Revenue Sources Confidential I TenderSys.Com would have three sources of revenues, (a) non-web operations of direct bidding and consulting services, (b) web subscriptions, and (c) subscriptions to CD based distribution of information. The product and services are anticipated to generate $36 million in the third year, with subsequent years doubling due to a major marketing campaign. The following revenue stream is projected. Year 1 Revenue Expenditure EBIT $3,796,333 $5,586,450 $(1,790,117) Year 2 $18,267,500 $13,764,400 $4,503,100 Year 3 $36,270,000 $21,009,400 $15,260,600 Year 4 $72,540,000 $40,401,260 $32,138,740 Year 5 $145,080,000 $78,114,826 $66,965,174 Capital Requirements Tendersys.com is seeking five million dollars during the first year of operations. These funds are expected to correspond with the cash needs of the various stages. The company seeks an initial investment of one million dollars to develop and market the e-procurement product. Exit Strate_,v _w It is highly likely that within two years, either an existing Internet company, or one of the multinational companies that routinely tracks and participates in tenders will buy out TenderSys.Com. Three US-based software companies have already indicated serious interest in collaborating--and thus owning equity in--TenderSys.Com. It is expected that such companies would be interested to buy out the company after its product is further developed. In any event, the company would seek to be taken public after Stage II, allowing the investor to exit at that stage. Current Valuation of the Company It is anticipated that the growth of e-procurement over the next 2 years will impact favorably the growth of Tendersys.com as an e-procurement enabler. With sufficient funding as outlined in the accompanying schedules, a 47% return on investment is anticipated. At the end of five years of operation, the business valuation of Tendersys.com will be greater than $ 500 million. To achieve this financial growth, Tendersys.com plans a strong, aggressive approach over the next 2 years to maintain its leadership position as an early adopter of e-procurement for international public tender offerings. i I TenderSys.Co m Other Potential Business Opportunities Confidential I - Direct trading opportunities. With an established international network, our staff could help suppliers with in-country information and contacts to expand their business through direct trading. We will earn a percentage fee from each transaction. - Leasing and financing. One of the concerns in international tenders is that sometimes the payments could be significantly delayed. We will provide financing as an intermediary and get a percentage fee. - Facilitating deliveries and payments. We could help in coordinating the deliveries and payments, earning a service fee in the process. - Credit and Reliability Verification. We could help buyers and suppliers in visiting the other party and verify the information provided. - Pre- and post-shipment inspections. We could offer services to buyers and suppliers for conducting pre and post shipments. - Freight Management. With our international network, we will have access to freight companies, and could offer freight management services to buyers. - Project Implementation Services. All international tenders are managed and supervised by the staff of the issuing authorities. With the skills and reach of our staff, we could offer to supervise the implementation of the projects that are being financed through a tender. - Marketing Services. In addition to our own information.product, we could market products and services of our selected suppliers to buying authorities. The Company TenderSys.Com will be the on-line product of KUPS International, a global marketing group. KUPS was founded in 1997 as a C corporation in Maryland. The company was restructured as LLC in 1998 registered in Delaware. KUPS has been assisting smaller firms around the world with information on upcoming tenders, competing in some tenders itself as the lead bidder, and assisting companies on a consulting basis in putting the bids together. In the new structure, KUPS will be merged into TenderSys.Com. KUPS is truly organized on 21st century concepts and information age--it is a virtual organization with no full-time employees and close to zero overheads. KUPS global marketing network operates on a success-fee basis, with marketing associates being partners in a specific transaction. The administrative support is received on a contract basis, as and when needed, and most operations are managed out of home-offices of KUPS consultants and partners, and most communications are carried out using Internet and electronic mail. This virtual organization has served KUPS well in managing its cost in a very efficient manner. The goals of KUPS are to assist relatively smaller firms around the world in participating in international tenders of multibillion dollars. The founders of KUPS, with their years of experience of working with international organizations, had noticed that only selective very large firms, primarily from the United States or Europe participated in international tenders of large volume. Based on the hypothesis that many other firms could be competitive in such tenders but are not present in this business due to a lack of information or resources needed for an international marketing infrastructure, KUPS developed a niche to help those suppliers with its own information and marketing network. To provide this service, KUPS has established a world-wide network of marketing associates. I TenderSys.Com Confidential ] List of Current • and Past Projects of KUPS Consulting proposal to train nurses of the Republic of Uzbekistan. Prepared in association with the University of Virginia School of Nursing. The tender was financed by World Bank. Proposal for international consultants for rehabilitation of water treatment plants in Latvia. Prepared in association with Global Procurement Services and Tata Consulting Services of India. The tender was financed by World Bank. International tender to provide civil construction material to the Government of Honduras. The tender was financed by USAID. Proposal for international consultants to manage the design and construction of a Cancer Research Center in Trinidad and Tobago and once constructed, to manage the transition and the training of the Government staff. Prepared in association with Kling Lindquist, a leading healthcare architecture firm based in United States, University of Maryland Hospital Systems, and the Marketing and Distribution, a local logistics company in Trinidad. The tender was financed by Inter American Development Bank (IDB). International tender to supply Russian computer equipment to the Government of Zimbabwe. Prepared in association with a Russian manufacturer. The tender was financed by the Government of Zimbabwe. International tender to supply contraceptives to the Government of Uganda. Prepared in association with a Korean manufacturer. The tender was financed by the World Bank. International tender to supply contraceptives to the United Nations Fund for Population Activities. Prepared in association with a Chinese manufacturer. The tender was financed by the United Nations. International tender to supply text books to the Government of Ghana. Prepared in association with one Indian printer. The tender was financed by the World Bank. International tender to supply generators to the United Nations. Prepared in association with one Korean manufacturer. The tender was financed by UNHCR. • • • • • • • • Financial History KUPS started in 1997 with the private capital $20,000 from its founders. Overheads were kept to minimum through making all of its staff working on a success-fee basis, operating out of home offices, and using contractual services as needed. During the first year of its operations, most of the effort was spent on establishing the international network. The operations were focussed on forming partnerships with reliable suppliers and local agents in several countries. In its initial phases, KUPS focused on being the lead bidder in international tenders. After weeding out unreliable partners, during the second year of its operations KUPS has generated revenues of over one million dollars over the last one year. Several new bids have been placed and are under evaluation phases at this time. Mana_,ement Team The following team and associates have worked with KUPS on a part-time/success-fee basis. If funding is available, they will be hired full time by KUPS to devote time on tendersys.com and its supporting operations of KUPS. 10 I TenderSys.Com Confidential I Mr. Prabhat Garg, President and CEO Mr. Garg has over 15 years of international experience working as project manager with the World Bank. In this capacity he has designed and managed multimillion-dollar projects at national and municipal levels in the public sector of developing countries. His job involved interactions with senior most leaders, including Presidents and Prime Ministers, of various countries, managing large amounts of project funds, and recruiting and leading teams of experts. Through his experience with international tenders, he has already helped establish KUPS International in an advisory capacity, and is now ready to lead Tendersys.com. Mr. Garg holds an engineering degree from India and MBA from the University of Maryland, College Park. Mr. Pradeep Kumar, Vice President, International Operations Mr. Kumar is currently with the Indian Government as a senior official. In his over 20 years with the public sector, he has managed large number of public sector procurement. His experience in managing government tenders and his contacts in the private sector of India will be used to sell our products and services in the overseas markets. Mr. Sandeep Jain, Vice President Marketin_ Mr. Jain has been a senior marketing manager with an international manufacturing firm based in New Jersey. With over 15 years of marketing experience, throughout United States as well as overseas, Mr. Jain will provide marketing expertise to tendersys.com initially on a consulting basis and later will join the firm as we expand. Dr. Samir Khuller, Consultant, Product Development Dr. Khuller is a tenured professor at the Department of Computer Science, University of Maryland, College Park. He will direct the work of the product development on a consulting basis. Overseas Marketing Associates KUPS has marketing associates operating in following countries. According to KUPS's existing agreements with them, they are independent operators, working with KUPS in individual tenders on a success-fee basis. All of them are active in domestic and international trade, including public and private sector procurement through tenders, and have well-established businesses within their countries. TenderSys.Com will retain their services on a monthly fee basis, to help them compensate for their time in data collection. Global Procurement Services, India. This is a consulting service specializing in procurement consulting on international tenders. They have worked with KUPS in participating in several tenders in the former Soviet Union countries on World Bank tenders. Prakash Distributors, Allahabad. India. This company specializes in the pharmaceutical industry. Working as wholesale distributors of several large manufacturers in India, the company sells medicines and related products to a wide geographical area in India. They have worked with KUPS in establishing Indian contacts in the pharmaceutical business on WHO tenders. MD Enterprises. Mumbai. India. This company specializes in food and grain products. They have been marketing and selling products in India and Middle East. They have worked with KUPS in establishing contacts in food industry on FAO tenders. Saraswati Press, Calcutta. India. This company is the largest printing press in India. They have worked with KUPS in participating in text book printing tenders of World Bank. Atatekin Enterprises, Istanbul. Turkey. This company is in international trading business. They have worked with KUPS in establishing local contacts for international tenders in Turkey. Ponti Max International. USA. This company is in international trading business. They have worked with KUPS in establishing contacts with US manufacturers for USAID funded tenders. 11 I TenderSys.Com Confidential [ Primark Limited. Ghana. This company is in international trading business. They have worked with KUPS in international tenders for the Government of Ghana. Cybercc Limited, South Korea. This company is in international trading business. They have worked with KUPS in establishing contacts with manufacturers in China and South Korea for UN tenders. Prosorov Consulting, former Soviet Union. This company specializes in procurement consulting. They have worked with KUPS in providing advance tender information and establishing local collaboration in several former Soviet Union countries, and in following up on submitted proposals. Marketing and Distribution, Trinidad and Tobago. This is the largest marketing and distribution company for pharmaceutical items in Trinidad and Tobago. They have worked with KUPS as local counterpart for IDB funded tenders. 12