Sample Business Plan Profsmart

• -,.1 ProfSmart, Inc. "Building a new class of smart shoppers" ProfSmart usinessPlan B -1 Jan 2001 , j TABLE OF CONTENTS EXECUTIVE SUMMARY ................................................... COMPANY DESCRIPTION ................................................. MISSION - GOALS ................................................. OPPORTUNITY ..................................................... STRATEGY COMPETITION .................................................... 3 4 6 7 10 12 13 15 17 18 20 29 ............................................................... MANAGEMENT TEAM ...................................................... FINANCIALS .................................................................... SUMMARY ..................................................................... ................................... EXHIBIT A - !FINANCIAL SUMMARY EXHIBIT B - MANAGEMENT RESUMES .............................. EXHIBIT C - POTENTIAL PARTNERS ................................. ProfSmart Business Plan - 2 Jan 2001 EXECUTIVE SUMMARY Every day, millions of people use the Intemet as a shopping search mechanism for an expensive item such as a car or a computer. However, very few actually make a purchase via the particular web shopping site. At ProfSmart, we plan to remedy that situation, bringing significant value to partner web retailers and investors. An August 14thFortune magazine story notes that while automotive web sites such as Autobytel, Autoweb, Greenlight, Carsdirect,etc. generated 22 million 1999 site visitors, yet only 168,000 purchased a vehicle via this source. That is only a 0.7% "yield" rate. That disappointing transaction ratio plagues other vertical markets such as real-estate (Realtor, Ziprealty, Erealty) and diamonds (Ashford, BlueNile, Diamond). Our belief is that this alarmingly low buy rate has caused the dotcom market crisis, as many shopping sites fail to generate projected revenues. The "eyeballs" these sites have attracted, at significant advertising expense, have not been converted into "paying customers". The aforementioned sites do a wonderful job producing lists of"possibilities" that meet visitor specifications. However, those very lists of 10-25 possibilities so overwhelm the site visitor that indecisiveness follows, and no purchase is made. ProfPrice, our first ProfSmart, Inc. product, is a patentpending, proprietary software technology that winnows those lists to only a select few bargain opportunities. By bargains, we mean that these items are priced below market value based upon the most important product features, not necessarily the lowest priced items. This short list of bargains creates a confident, self-assured shopper smug in the realization that they are getting an excellent value for their dollar. In fact, a site visitor discovering that a certain home or diamond is a bargain by thousands of dollars will feel compelled to pursue the opportunity for fear of losing it! Converting these "eyeballs" into "paying patrons" will be the critical ProfPrice contribution. Consequently, those sites that adopt ProfPrice will not only differentiate themselves from rivals but also increase critical transaction rates for themselves and their vendor partners. We have targeted several vertical markets such as cars, computers, real estate, diamonds, colleges, and others, where we expect to form profitable partnerships with the leading e-tailers. We will generate revenues from software licensing, and fees from end customer clickthroughs to the ProfPrice bargain search program. Once established, we plan to expand our marketpresence into the industrial B2B market. Ultimately, we expect to use our own website as an e-commerce portal for those customers who will recognize that ProfSmart partner sites are places where they can shop with the confidence of getting the best values. We project first year revenues to exceed $5 million while generating a net profit and positive cash flow. Our aim is to grow quickly, to $50 million in revenues by year 3, at which time we would be an attractive IPO. Read on to discover what is destined to be the early retailing breakthrough of the 21st century. ProfSmartBusinessPlan -3 Jan2001 COMPANY DESCRIPTION ProfSmart, Inc. is a Delaware incorporated finn headquartered at 670 Commercial Strreet,Manchester, New Hampshire. It is the creation of New Hampshire College Graduate School of Business marketing faculty member Marc Rubin and a diverse group of talented individuals with excellent educational credentials and business experience. We have created our ProfPrice software to increase the buy rate at a myriad of Web shopping sites. In the automotive Intemet shopping site industry alone there are rivals such as Autobytel, Autoweb, Carsdirect, Giggo, Greenli_,.ht,and many others. Each is attempting to differentiate themselves from one another. Moreover the entire industry is trying to boost transaction rates. Fortune magazine's August 14th issue communicated that in 1999, 22 million people visited these automotive sites, but only 168,000 purchased a car. This is a yield rate of only 0.7 %! Our ProfPrice BARGAIN identifying software will enable shopping sites to distinguish themselves from competitors, attract more visitors to their sites, and generate more transactions from those visitors. This ProfPrice technology is now patent pending. We intend to pursue other vertical specialized Web shopping markets thatparallel the automotive one described above. Real-estate, computers, consumer electronics, diamonds, colleges, retailers, brokerages, and B2B arejust some of the vertical niche opportunities awaiting us. We've identified 135 prospects in the exhibit at the end of this plan. One example of these vertical markets is real-estate, where rivals such as Realtor.corn, Erealty, Ziprealty, Homeadvisor, Newhomenetwork, and Move are all vying for consumer and dealer attention. The transaction percentage is significantly small in the real-estate sector as well. Consumer perceptions vary significantly among competitors as indicated by Gomez.com's summer 2000 ratings..Vehix, an AT&T funded automotive site scores embarrassingly low, especially in Gomez's easeof-use criteria and their inability to conduct price comparisons. In Gomez realtor ratings, Ziprealty and Erealty are terrible laggards. Finally, despite these warts and the recent slump of the dotcoms, the soaring potential for E-commerce remains undeniable. Automotive News August 21st issue quotes a J. D. Powers study suggesting that within 5 years more than 80% of car buyers will use the Web in some partof the shopping process, double today's 40%. Realtor.corn's March 2000 unique visitor count of 2.7 million is testimony to the same phenomena in real-estate search. Converting these "eyeballs" into "paying patrons" will be the critical ProfPrice contribution. Analysts suggest that there will be "shakeouts" in each of these vertical'markets with mergers and failures, ultimately resulting in only 3-4 "survivors" within each niche. We hypothesize that those early-adopters of ProfPrice will be in that group. Dominators are already beginning to emerge, such as Microsoft which owns Carpoint in the automotive sector, Homeadvisor in real-estate, Cendant which owns Autovantage in automotive, and Move in real-estate. Finally, Classified Ventures is a Chicago based consortium of 130 newspapers that owns Cars in the automotive and Newhomenetwork in the real-estate sectors. These giants will be among our early prospects. We have created multiple demonstrations of our ProfPrice feature customized to prospect sites so that decision-makers can examine the seamless way we fit into their look and the powerful implication of our results. We encourage you to check out profsmart.com/demos/greenlight to see an automotive example, and profsmart.com/demos/ziprealty to see one for real-estate. These prospect shopping sites generate their revenues by selling advertising and stimulating purchases for their vendors and dealers. ProfPfice will contribute to their "stickiness", the retention of visitors to the site for longer periods of time which influences exposure to ad messages and consequently permits raising ad fees. ProfPrice will separate sites one from another, thus attracting multitudes of new visitors. Perhaps ProfSmartBusinessPlan -4 Jan2001 , J most critically, ProfPrice will make shoppers more confident relative to purchase decision-making and consequently their loyalty to a particular site will increase as well as their propensity to BUY, which translates to significantly more transactional revenue streams for the site and its partners. ProfPrice's first 18-months existence will parallel an OEM, marketing to these vertical industries. We have developed a ProfPrice logo that will appear upon our customers' sites to familiarize the general populace with our identity, much like NutraSweet and Intel have done. Thereafter, we anticipate generating other enabling technology and software products as well as entering the shopping site fray ourselves, capitalizing upon our 18 month history of awareness, to establish our own destination site and reaping our own advertising and transaction revenues. ProfSmartBusiness Plan -5 Jan2001 t # MISSION Our mission is to become the pre-eminent Web shopping site in both the B2C and B2B worlds. We will do so by establishing quick profitability and identity awareness following an OEM strategy in our first 18 months that will set the stage for explosive growth thereafter as we move into the end-user shopping arena. Achieving this prominence will enable our employees and shareholders to earn wonderful returns on our collective investments. GOALS STRATEGIC 1. To establish a well-known and respected public identity and universal understanding of the concept of BARGAIN as defined by ProfPrice, consistent with our theme of"building a new class of smart shoppers". 2. To expand our profit stream opportunities first by identifying new vertical markets, then new software products to extend our OEM success. 3. To establish our own destination site presence facilitating the generation of multiple sources of revenue including advertising, transactional, and data mining fees. FINANCIAL 1. To achieve $5 million revenue goal in fiscal year 2001 from 50 customers each paying a $50,000 annual licensing fee, plus $.00625 on 40 miUion "clickthroughs" per month. 2. To establish profitability within that first year. 3. To grow to $50 million annual revenue in 2003 by becoming a destination Web shopping site for consumers as well as business purchasing personnel. 4. To go public by 2004 ProfSmart Business Plan -6 Jan 2001 OPPORTUNITY A Mediametrix study cited in Advertising Age indicated the automotive shopping guide industry generated 20 million unique visitor hits in March 2000. SEC 10K data for Autoweb and Autobytel revealed 1999 revenues for each to be in the $40 million neighborhood. Extrapolating their shares of the industry suggests online automotive shopping industry alone is a $500 million market. We project the real-estate online market to be comparably sized.. This assumption seems reasonable upon recognition that publicly traded Realtor.corn did $77 million in 1999 and thatrivals Mierosoft's Homeadvisor and Cendant's Move are generating over I million unique visits per month between them. From Stores magazine September issue, the computer/electronics niche alone generated 1999 revenues over $1 billion, while conventional brick & mortar retailersgenerated $1.4 billion. Thus these 4 verticals (auto, real estate, computer/electronics, retail) produced more than $3 billion online sales. Even 2% of that conservative $3 billion market that is destined to grow exponentially yields a number that is consistent with year 3 revenue attainment and also mirrors the growth rate of other players in the industry. But let us concentrate on the first 18 months and the respective vertical markets beyond automotive and real-estate. Following is a brief profile of each with some explanation as to the promise each presents for our ProfPrice product. The computer marketplace is the most established one among high-priced items, according to a Nielsen research study. Astute computer people, comfortable with the Interact, have embraced the Web as a shopping destination so that transaction rates here are far higher than in the automotive and realestate segments. Yet, that demand has bred "suppliers" and our exhibit of prospects displays 30 major players in the industry, far more than the 10-12 players in automotive and real-estate. The aforementioned Stores September issue identified the following major players, each of whom is one of our target prospects: • • • • • * • • EGGHEAD($500m), MICROWAREHOUSE($200m), CDW ($150m), ECOST($50m), CNET($35m), PCZONE ($30m), TIGERDIRECT($25m), PCCONNECTION($15m) The Consumer Electronics May 22nd,2000 issue communicates the stagnation and layoffs plaguing wellrespected player Roxy.com. The Gomez summer ratings illustrate the same widespread performance variability of the sites within this market. This extremely competitive environment will motivate executives to embrace the distinction that ProfPrice provides. The retail marketplace is another characterized by significant competition and woeful performance by some major players. Lowes site is woeful as it does not allow for transactions. The media has been abuzz relative to the $100 million makeover Walmart.com has initiated. However the brick & mortar "giant killers" have enjoyed more success online than is widely perceived. Stores lists the following players, again each of whom is a target prospect for us: • • • • • BUY ($700m), OFFICEDEPOT ($175m), QVC ($125m), STAPLES ($70m), NETMARKET ($70m), ProfSmart Business Plan -7 Jan 2001 t J • • • • SEARS ($70m), OFFICEMAX ($60m), CIRCUITCITY ($35m), COMPUSA ($25m). The BROKERAGE industry is another vertical market characterized by dynamic growth yet significant variation in performance. Emarketerassimilated studies by Forrester,Gomez, IDC, Yankee Group, and Tower Group to project that the 11 million online accounts in 2000 will jump to 15 million within a year, a 37% increase. Kiplinger's October 2000 issue stipulated that 150 companies are vying to capitalize on that demand. This same issue also noted the wide variation in sites' quality. Another characteristic of the brokerage industry that makes them an excellent ProfPrice target is their exorbitant cost of acquiring first-time customers. Boston Consulting Group and McKinsey both cite the brokerage industry as the highest at $400 per customer acquisition, dwarfing the $40-$100 for more conventional online retailers. This premium dictates these companies concentrate upon retention and the value-added feature ProfPrice contributes should enhance that retention capability. The DIAMOND industry is an appealing one for us because consumers need much guidance in making this perhaps once in a lifetime purchase. Moreover, there are a finite number of characteristics of a diamond that our software has to consider, the Cs of carats/size, clarity and color. We hypothesize the transaction rate to be low, similar to that endured by the automotive and real-estate online merchants. Yet an enlightening study commissioned by Ashford.com (1999 online revenues of $40 million) and conducted by Rosetta Marketing of Princeton, NJ was reported upon in the August 2000 issue of Jewelers Circular. This study revealed that 10% of US Interact users, or 7.5 million people, are frequent buyers of luxury goods and that they account for 30% of all luxury goods purchased in the US. Ashford refers to these people as "Empowered buyers" and has found they are very discerning relative to the quality of the site they patronize. So here too ProfPrice should be warmly received as the distinguishing characteristic from rivals. COLLEGES present an opportunity because searching online has become a commonplace starting point for high-school students and their parents. A January 2000 Sallie Mac sponsored Opinion Research Corporation study revealed that 91% college-bound teenagers are now using the Interact and that more than 15 million teenagers are now attending college. The magnitude of tuition charges as well as the vagaries regarding not only why tuitions are so high but also why they vary so much from school to school makes this a promising niche for ProfPrice. Our ability to communicate the significant attributes of colleges: student/faculty ratio, % faculty with doctorates, measures of school selectivity (% applicants accepted, class rank, SAT scores) and retention (%freshmen that return sophomore year) as well as the value of each of these characteristics will generate publicity for us. Kiplingers, Petersons, and other major players in this marketplace have been especially careful to simply produce lists of schools that meet "shopper" specifications. Our introduction of the BARGAIN concept here will be especially "revolutionary". B2B online demand projections vary widely, yet there is little question that it is an explosively growing marketplace. Estimates by the year 2004 range from IDC's $2.2 trillion to the Gartner Group's $7.3 trillion. The sophistication of purchasing personnel means they are desirous of more meaningful information, the type ProfPrice promises to provide. We'll be targeting this group by our participation in NAPM activities (National Association of Purchasing Management). PORTALS have rushed into the online shopping industry but with limited success. Only AOL and Yahoo ProfSmartBusinessPlan -8 Jan2001 i | reached $100 million for 1999 revenues and made the Stores September 2000 list of top 100 E-railers. Gomez' October 29th,1999 story comparing several players including Lycos and Altavista featured a mixed review, focusing upon the overwhelming lists of possibilities that intimidated the author. Advertising Age August 24th,2000 reported upon JupiterCommunications study that increasingly online shoppers are bypassing the portals shopping sections and proceeding directly to merchant sites. Those woes indicate they would be receptive to a ProfPrice feature that would make them far more appealing to the end-user shopper. We've examined a host of popular shopping BOTs (Dealtime, Mysimon) as well as consumer shopping guides (Productopia, Pricesean) and B2B procurement sites (Buyerzone). All have a propensity to drive the shopper to the lowest priced item, which is frequently the lowest quality! Or, they direct the shopper to a vendor that has paid the site itself for its preferential display and influence on the consumer. Many of these BOTS and guides simply provide the end-user with an overwhelming list of possibilities which frustratingly must be scrutinized, just like the automotive and real-estate demos we noted earlier. Our premise is that this array overwhelms the shopper leading to indecisiveness and ultimately no purchase. Our ProfPrice software takes this list of possibilities that meet shopper specifications and narrow that list by "pruning" overpriced brands and displaying BARGAIN opportunities. This one-page intervention on our prospect's shopping site is unobstrusive and seamless as exhibited by our demos. The resulting page explains the ProfPrice BARGAIN results, and guides the end-user in a more meaningful manner. Our innovation is this ability to identify BARGAINS relative to the quality of the item and moreover stipulate the size of those BARGAINS. We also educate the consumer regarding the product attributes that most impact price variations. This "filtering" of tens, even hundreds of possibilities to the most appealing 5, all of which are "good buys" will increase consumer propensity to purchase. Marketing News, August 24, 2000 issue reports that price comparison capability is a critical feature impacting likelihood of online purchase. In addition to the previously mentioned automotive and real-estate demos, we've established numerous others to confirm for the reader the incredible array of applications possible: • • • • profsmart.corrgdemos/suretrade for brokerage profsmart.congdemos/diamond for diamonds profsmart.com/demos/pcconnection for computers profsmart.com/demos/staples for retail Be sure to visit our site as well at ProfSmart.com. In summary, we assert that our "revolution" is the transformation of the Web from a "glorified catalogue" used only for an information search to a "transaction generator" that consumers employ for evaluation and purchase. Chain Store Age, August 2000 issue cites the industry's awareness of this distinction and the stakes involved in a humorous yet insightful manner. ToysRus founder Charles Lazarus used to count abandoned shopping carts as a measure of customer frustration. Shop.org's recently verified a Forrester Research study that indicated a stunning abandonment of Web shopping carts. The average overall transaction rate hovers at 1.8% although this is skewed upwards by the low-involvement purchases of books, CDs, etc. As previously noted, it is only .7 of 1% in automotive! Shop.org concluded that more innovative, easy-to-use site designs would have remarkable consequences, and ProfPrice is that mechanism for change. ProfSmart Business Plan -9 Jan 2001 t ! STRATEGY PRODUCTS ProfPrice is a proprietary, patent pending, complex mathematical analysis software application. It considers one or more dependent variables as a function of a set of independent variables. The dependent variable is generally the price of items within a product category and the independent variables are the characteristics or attributes of those items. For instance, car prices will be dependent upon characteristics such as horsepower, seating capacity, warranty, etc. The model fits the data for the entire product category and generates a predicted price. That equation is then applied to individual items so that an ASSESSED VALUE of each item is computed. Then, each item's asking PRICE is compared to its ASSESSED VALUE. Those items with negative differences/residuals are the BARGAIN-priced items and thus most appealing to shoppers. The software uses complex analysis to reveal the significance each of those attributes plays in explaining price variations. Brian Colandreo of Manchester, NH law firm Sheehan, Phinney, Bass and Green filed our software patent application August 28, 2000 to protect our interest in our Profpriee development. REVENUE GENERATION Licensing our ProfPriee software to the vertical market shopping sites will be our initial revenue source. Longstanding research culled from Software magazine in particular suggests that pricing software has gravitated away from a set fee arrangement and towards a mixture of fixed cost and variable costs, comparable to a utility. Therefore our licensing fee will be $50,000/year plus $.00625 per "cliekthrough" to ProfPrice from the customer site. For a customer site fielding 2 million visitors per month and experiencing 50% of them using ProfPriee this incremental variable charge would be $6,250/month or $75,000 annually. This total annual expense of $125,000 compares favorably with charges commanded by others in the industry. The charge would increase, as does this "cliekthrugh" percentage which we expect to reach 90% within 4 months presence on a customer site. At that point the monthly charge for the aforementioned sample client would reach $11,250/month or $136,000 annually. Information Week's May I st,2000 issue page 131 notes that Suoolvworks, a B2B software vendor charges a minimum of $125,000 for their software licensing, lnktomi, an E-commerce content provider charges $150,000/year for their services as does PC Orders. Time magazine's August 21st, 2000 story on searchengine Google asserts they charge on a per-search basis in subcontracting out to other dotcoms. Most critically we've secured pricing information from our foremost rivals, Frictionless and Activereseareh, who are at the $5 and $10 million annual revenue stages according to Lexis-Nexis database research. Another reason we are confident that clients will pay our fee is because of the return they'll accrue from embracing ProfPrice. Autobytel generated 680,000 visitor hits in March 2000 (Mediametrix), about 50% of competitor Autoweb's traffic. Assuming the ProfPrice feature facilitates a 15% increase or 100,000 incremental visitors per month yields Autobytel $2,000 more revenue/month from each of their advertising clientele (@$20 CPM). With 10 simultaneous sponsors at any one time, this means a $20,000 incremental monthly revenue from advertising alone. Add the more crucial increased referral and transaction fees, then Autobvtel would reap an increased transactional percentage rate (above the .7% previously quoted from Fortune magazine, August 14, 2000) and our licensing charge pales in comparison. ProfSmart Business Plan - 10 Jan2001 PROMOTION Establishing the ProfPrice icon as a recognizable figure is a critical goal of our 18- month, OEM phase-I vertical market concentration effort. Besides the visibility garnered from appearing on our customer sites, we will employ numerous ideas for creating publicity. We'll participate in trade organizations and shows including Shop.org whose membership includes many of our prospects. The National Association of Purchasing Management (NAPM) is another organization that will provide us a forum. Already Marc Rubin is scheduled to speak at the prestigious Penton Media Spring Interact World conference March 1216th at the Los Angeles Convention Center. ProfSmart will be aggressively promoted at the conference itself as well as in Penton Media publications in return for Mr. Rubin's participation. Other 2001 conferences at which ProfSmart personnel will hopefully exhibit/speak include: CONFERENCE Eautoworld Ebiz2biz Estmtegies Gz5netmarket CITY Detroit Charlotte Monterey Boston Las Vegas DATES April 10-12 April 10-12 April 25-27 May 21-23 July 3 l-Aug 2 SITE Eautoworld.com Internettradeshowlist.com Inc.com Nmm.conffgz4 Internettradeshowlist.com Internetexpo Marc Rubin attended Eretailnews.com's "website content management for retailers" show January22-24th in New York City. Plus, we plan to write journal articles for leading industry and business periodicals, not only computer/Internet ones, but also vertical market ones such as Automotive News. We'll partake of conventional startup marketing ploys including buying search keywords such as shopping, price, value, and bargain which will only run hundreds of dollars per month. We'll employ PostmasterDirect e-mail targeted to 50,000-75,000 interested shoppers at only 20 cents apiece. Participation in banner ad tradeoffs will be another means of generating exposure and hits. Rather than adapt the Super Bowl mentality of some of the failed dotcoms, we'll make efficient buys of cable TV, timed strategically. For instance, we will promote our college selection site in a time period when high-school seniors are contemplating college application. A diamond site would concentrate ads only in a November through January time frame, capitalizing upon the seasonality of Christmas and Valentines Day purchasing. Where we have a short list of high volume potential partners, we plan to take a direct selling approach. Not only will the accounts be targeted, but in some cases, the Venture companies that funded them. Demonstrations of ProfPrice integrated into prospect sites are already established for several finns in each vertical market. See exhibit at plan's conclusion for a detailed list of those prospects as well as URL addresses for the demos. ProfSmartBusiness Plan - 11 Jan 2001 I 1 COMPETITION Our competitors in this early software OEM stage are primarily Active Research and Frictionless, plus to a lesser degree, Network Commerce and Pcorder. All are well-funded sophisticated think-tank entities that are vulnerable pfincipaUy because they have created software that is too burdensome and time-consuming to be employed by the conventional end-user shopper. Their focal point has been the shopping BOT companies with an eye to providing them both sources of data via "spider" technology (Network Commerce and PCORDER) and sources of revenue by providing them data-mining capability software (Active Research and Frictionless). The "3-click and make a decision" principle relevant to appealing to end-user shoppers has not been integrated into their products. We will capitalize on this weakness by emphasizing the robustness of our BARGAIN identification and our ease of use. Our rivals have concentrated their efforts on shopping BOTS with a "lowest price" fixation versus our BARGAIN price perspective. Activeresearch has enjoyed early impressive success with clientele including the leading BOTS such as dealtime, mysimon, productopia and compareitall. Network Commerce, a publicly traded company (SPNW), has gone one step further by moving vertically forward and acquiring ownership of their own BOTS shopnow, speedyclick and bottomdollar. Despite 1999 revenues of only $30 million they are capitalized at $353 million. Those deep pockets make them a formidable adversary. PCORDER is comparably sized to Network Commerce and maintains a narrow computer and consumer electronics focus. Frictionless is the newest of these rivals, founded in 1999. Privately financed with $8 million funding, they are awaiting an opportune time to go public. These competitors have 1-7 year leads on us and financing to respond to our introduction so we must implement our own OEM sales strategy quickly, expedite the adoption/diffusion process and vigorously protect our patent-pending innovation. However, we feel strongly that we offer a different solution, with a clearer, and much greater value to our customers. ProfSmartBusinessPlan - 12 Jan2001 MANAGEMENT TEAM We have assembled an excellent complementary management team with outstanding credentials and diverse backgrounds. Each member brings a unique talent, crucial to the success of our business. Some are fully committed to the business, while others are acting in a consulting role as required. Mare Rubin - (BA71 Boston University, MBA76 Northeastern University, ABD82 Boston University) - Founder of ProfSmart, Marc has twenty years' experience as marketing department chairperson for New Hampshire College's Graduate School of Business. He was honored as 1991 "Teacher of the Year" and was also 1981 "Teacher of the Year" recipient at New England College. Integrates quantitative analysis concepts into dynamic presentations that are both thought-provoking and entertaining. Significant market research consulting background, particularly in the retailing and media/advertising industries. Marc is scheduled to speak at several upcoming Internet related conferences including Internet World in March 2001. Douglas Gordon - (BS Business Administration, University of Massachusetts-Lowell; MBA, (MIS) New Hampshire College) - Doug is currently on the faculty at Bentley College in Waltham Massachusetts. He has extensive experience as an E-commerce developer, Novell and NT consulting. He has experience designing, installing, and implement LAN, WAN and Global Internetworks. He is an accomplished systems designer, developer, integrator, lecturer and trainer. He has served as faculty/instructor or lecturer at Boston University, Clark University Graduate School of Management, New Hampshire College Graduate School of Business, New Hampshire Technical College and the University of Massachusetts, Lowell. Mark Levine - (BS Industrial Engineering, Northeastern University; MBA, New Hampshire College) Mark has over 20 years' experience in Sales, Marketing, and Engineering with industrial companies ranging in size from start-upsto Fortune 150. He has successfully developed large sales and marketing organizations, and has an outstanding track record in developing business relationships with top organizations including Coca-Cola, IBM, GM, Ford, and Chrysler. Mark brings a wealth of business management skills in the area of pricing and contractual agreements, business development, strategic planning, and financial analysis. Per Meiker - (Bachelor of Science - Marketing, May 1997, GPA: 3.84/4.00 New Hampshire College, Manchester, NH; Currently enrolled in Southern New Hampshire University's MBA Program (MBA), with a concentration in Computer Information Systems) - Per has an excellent background in network management and planning, capacity planning, quality assurance, and technical marketing in the communications and IT marketplace. Consistently exceeded performance objectives by optimizing capacity utilization through efficient planning and management of resources. Additionally, developed strategic partnerships with executive level managers to enhance his organization's position for increased revenue and profit. Per adds important international experience to the group. Jansen Rensma - (Bachelor of Music, Music Business / Management, Berklee College of Music; MBA, June 2001, New Hampshire College) - Jansen is the most creative member of the ProfSmart team. His experience includes coordinate marketing and advertising and developing partnerships and affiliate marketing programs. His work includes designing login-promos and optin emails for advertising purposes using Dreamweaver, Fireworks, HTML, and ColdFusion. His is also experienced in using software such as Flash, and Freehand - Adobe Illustrator,and Photoshop - Jasc Paint Shop Pro - Microsoft Access, Excel, FrontPage, PowerPoint, Publisher, Word, NT, and Windows 2000 as well as technologies such as XML, ASP, Java, JavaScript, and VBScript. ProfSmartBusiness Plan - 13 Jan2001 Peyman Samali - (BS Computer Science, University of Massachusetts-Lowell; MBA, New Hampshire College) - Peyman is an experienced Project manager of multiple teams of software engineers, developing commercial mass storage applications utilizing C/C++ and database solutions for companies such as Cabletron Systems, Nortel Networks, and Lucent Technologies. He is a Network Management specialist with solid foundation and understanding of NMS concepts and networking protocols. Experienced with multiple management platforms including, HP OpenView, Nortel Optivity Enterprise and Lucent NavisCore and NavisXtend. Subramanian Tirunelvelly (Vasu) - (BS, Computer Science) - Vasu has over ten years of software development experience and is skilled in the design, development and management of projects for the Internet, Windows and embedded systems. He is proficient in several programming languages including C-H-,Visual Basic, Java, HTML/DHTML, Active Server Pages, XML, Javascript, ObjectPal, and Assembly. Mukundan Vasudevan - (BS, Chemistry, University of Madras, India; MBA, hdira Gandhi Open University, New Delhi, India; MS, Computer Information Systems, New Hampshire College) - Muknndan is a Microsoft certified professional, multi skilled Intemet software consultant and systems integrator. He has held key R&D positions in top companies. Internet domain knowledge includes but is not limited to eCRM, Computer Telephony integration, IP Video/Audio conferencing and Interact security. Actively certified by Microsoft since it was introduced. Currently consulting for top companies like GE. ProfSmart usinessPlan B - 14 Jan 2001 FINANCIALS Our plan calls out for rapid growth derived from a combination of licensing contracts, clickthru's to the ProfPrice bargain software, and other software services. Licensing and variable use fees will be determined based on several factors including: • • • Amount of programming required Impact of increased buy rate Exclusivity within the industry Our plan is to not initially offer exclusivity within a given industry, however if a clear market leader is willing to pay higher fees in return for exclusivity, it must be considered. Other pricing factors are whether the Profpriee bargain software becomes part of all searches, or is only used when the shopper clicks on our icon. We also plan to generate revenues by advertising our partner shopping sites on our own ProfSmart site. Cost of revenues consists primarily of sot_ware customization, providing access, and maintenance services for our ProfSmart products. These costs include in-house and contract personnel providing software integration and customization services as well as infrastructure server hosting arrangements with Intefland. Once implemented, these costs decline quickly as a percent of revenues, generating impressive profits in years 3-5. R&D expenses consist primarily of the cost of in-house and contract personnel to support our product development efforts, not only new product initiation but also enhancements of existing ones as well, continually improving their design and functionality. These efforts including quality assurance and documentation activities and more structural issues such as integrating graphing capability into ProtPrice, and moving us into model 2 intricacies of data mining and "bot" technology to acquire our own product price/attribute data. We also will focus on design issues, the integration of streaming, flash and real-time human-assistance into our site. We intend to aggressively budget not only for personnel but also for continued training and education so that our core people remain "state of the art". Selling/marketing expenses are those costs associated with advertising and public relations efforts, initially the tradeshows/exhibitions as well as travel expenses associated with sales calls. After 18 months we'll commence our phase 2 move and support it with mass-media advertising to accelerate the growth in awareness of the ProfPrice and ProfSmart names, among both consumers and manufacturers. This promotion will include traditional media, heavily skewed towards billboard, cable TV and radio which facilitate frequency of exposure. We'll employ online commercials as well, much of it barter and targeted Emails and prominent search-engine placement. We'll be innovative in our approach, employing customer loyalty programs such as Beenz.eom, to cement our standing as the pre-eminent Internet shopping site by early 2004. However, we are committed to stabilizing this line-item, and not making the mistake so many dotcoms have in embracing grandiose network TV campaigns that have "burned" their original capital. General administrative expenses consist primarily of personnel costs, recruiting, legal, and accounting services. The detailed five-year plan is shown as EXHBIT A. They are consistent with revenue growth and expense ratios reported by rivals PCORDER, Network Commerce, and especially Broadvision in their 1OK filings with the SEC. We are seeking $1,000,000 in venture capital to initiate our plan. Although we expect significant revenue ProfSmart Business Plan - 15 Jan2001 t i generation in the second half of year one, it is important that we have sufficient funding to create the security needed to attract top talent. The first year financials in EXHIBIT A detail the cash shortfall The most critical early expenses are the startup promotional and labor. A $250,000 early March infusion is the minimal commitment we can entertain in order to activate this plan. Our crucial need will be for two interface software engineers to implement the integration of Profprice to the customer site. This implementation must be rapid and meet quality standards. We're projecting each person will handle two installations per month. Responsibilities include creation of functional HTML product mock-ups and creation and development of site templates (HTML, Perl, DHTML, Javascript). Qualifications required include two years experience in the Internct industry with outstanding HTML coding skills and extensive Javascript knowledge as well as familiarity with multiple platforms and authoring tools. We also want to hire a database administrator who is responsible for the physical and logical design of Profprice's databases. Our interest is in pursuing datamining revenue generation possibilities. The capture of these best BARGAIN results in conjunction with attribute importance correlation statistics ought to be of significant importance to the product manufacturers (Ford, GM, Chrysler, etc.) Responsibilities in this position are the production and maintenance of databases, the establishment of backup and recovery mechanisms, and the long-term planning for hardware and datamining software requirements. Qualifications include three years experience with Oracle and/or Sybase and previous background as a database administrator in a 24-7-365 environment. We need a software engineer that specializes in search services and content/data aggregation to initiate our Phase II mid 2002 plan of establishing our own end-user site. This person will bring two years experience designing and building large, high-performance systems. Knowledge of full-text indexing and retrieval with Verity, SQL/RDBMS, Perl5, Java, and C-_- and Interact protocols is mandatory. Also this person will be responsible for core feeds, harvesting and aggregation of content from many content providers so must possess two years experience managing, designing and building large high-availability systems. We also need to make significant investments in Marketing and Business Development. We most likely need three full time people here to start, one in Marketing, and two in Business Development, segmented by market. These will need to be true professionals capable of selling top management on a new untested concept. They will need to know the customers' industries intimately. ProfSmartBusiness Plan - 16 Jan 2001 SUMMARY ProfPrice will revolutionize the web shopping industry by introducing the concept of BARGAIN shopping with software that facilitates easy navigation of the site by the end-user shopper. DID YOU GET A BARGAIN? BY HOW MUCH? HOW DO YOU KNOW7 These are the questions that only ProfPrice can answer. ProfPrice will work closely with our early customer shopping sites to build a mutually satisfying and profitable alliance. Our objective is rapid diffusion, not only to accelerate cash-flow but also to employ speed as a strategy to discourage new rival entry. In summary we expect to secure numerous contractual licensing agreements in our Istyear of operation. This rapid diffusion is plausible, as service marketers to the Internet industry such as ETRUST have achieved that of type penetration. Remember, we want to expand in this Phase II direction to partake in the projected continuing explosion in online purchasing activity. Our rival PCORDER includes a Forrester market research report on their site that indicates online shopping will reach a level 60 times its present status and attain $2.7 trillion by 2004. This includes $400 billion in automotive, $650 billion in computer and home electronics, etc. 1/10 of 1%of that volume equals $2.7 billion and we want to stake our claim to a percentage of this transaction activity. Owners.corn, the first Web real-estate shopping site established back in 1995, has marketed 200,000 homes generating $35 billion business over the past 5 years and thrived on just their percentage for referrals and sales. We're going to do this across multiple industries. Our conservative OEM strategy enables us to avoid the multimillion-dollar advertising efforts that have doomed some firms to disappointment and demise. Why even the BOTS which one might initially perceive as competitors of ours are likely to become our customers! The confidence in our chances of success emanates from the belief we're a wonderfully compatible, complementary team. Marc Rubin, 20 years the marketing department chairperson at New Hampshire College's Graduate School of Business, also has significant experience in sales and consulting within the advertising and retail industries. Doug Gordon is an Ecommerce professor at Bentley College with a gift for communicating both the technological and business issues in a concise and entertaining manner, skills he honed at Blue Cross Blue Shields operations. Mark Levine brings 20 years of Industrial Sales and Marketing savvy along with outstanding organizational skills. Per Melker offers excellent contacts in the ebusiness world and strategic capabilities. Jansen Rensma, Peyman Samali, Mukundan Vasudevan, and Vasu all possess impressive computer software engineering/intemet backgrounds. Working together, we've brought ProfSmart to the point where it needs a large cash infusion to solidify the organization, and take it to the next level and beyond. ProfSmartBusiness Plan - 17 Jan2001 EXHIBIT A First Year FinancialSummary REVENUE FLOW (Thousands of dollars) Month License fees Variable Total 1 100 2 3 100 4 150 50 200 5 150 100 250 6 200 150 350 7 250 200 450 8 250 300 550 9 300 350 650 10 300 400 700 11 400 450 850 12 400 500 900 Total 2,500 2,500 5,000 EXPENSES (Thousands of dollars) Month Cost of sales Admin Prod Devel Bus Devel Total 1 50 50 100 200 2 50 50 100 200 3 100 50 50 150 350 4 100 50 50 150 350 5 100 50 50 150 350 6 100 50 50 150 350 7 100 50 50 150 350 8 100 50 100 150 400 9 100 50 100 200 450 10 100 100 100 200 500 11 100 100 100 250 550 12 100 100 100 250 550 Total 1,000 750 850 2,000 4,600 PROFIT/CASH FLOW/EBITDA (Thousands of dollars) Month Monthly Cumulative 1 (200) (200) 2 (200) (400) 3 (250) (650) 4 (150) (800) 5 (100) (900) 6 (900) 7 100 (800) 8 150 (650) 9 200 (450) 10 200 (250) 11 300 50 12 350 400 ProfSmartBusinessPlan - 18 Jan2001 EXHIBIT A (cont) FIVE YEAR FINANCIALS NUMBERS IN MILLIONS Year Revenues Cost of Revenues Gross Profit Expenses R&D Sales/Mktg Admin EBITDA 2001 5.00 ( 1.00) 4.00 2002 25.00 (5.00) 20.00 2003 50.00 (10.00) 40.00 2004 125.00 (20.00) 105.00 2005 300.00 (50.00) 250.00 0.85 2.00 0.75 0.40 4.00 10.00 3.50 2.50 8.00 20.00 5.00 7.00 12.00 40.00 8.00 55.00 20.00 100.00 15.00 115.00 ProfSmart usiness B Plan - 19 Jan2001 EXHIBIT B- Resumes ProfSmart Business Plan - 20 Jan 2001 MARC A. RUBIN 274 Adams Hill Road Greenville, NH 03048 603-878-1063 Glwds@aol.com Twenty-years experience as marketing department chairperson for New Hampshire College's Graduate School of Business; honored as 1991 "Teacher of the Year" as well as 1981 "Teacher of the Year" recipient at New England College. Integrates quantitative analysis concepts into dynamic presentations that are both thought-provoking and entertaining. Significant market research consulting background, particularly in the retailing and media/advertising industries. Much sought-after speaker with upcoming presentation "Transforming Eyeballs into Paying Customers" at Penton Media's Spring Intemet World conference March 12th-16th in Los Angeles. Early 70s sales experience success with Control Data Corporation in upstate N-Y. BA71 Boston University, MBA76 Northeastern University, ABD82 Boston University TEACHING EXPERIENCE 1982 - present NEW HAMPSHIRE COLLEGE GRADUATE SCHOOL OF BUSINESS Manchester, NH Associate Professor for largest graduate school of business north of Boston Major Responsibilities: Teaching marketing management, marketresearch, industrial marketing, statistics and quantitative analysis. Hiring and supervising ten adjunct faculty members Arranging and supervising twelve to fifteen student internships per academic year Major Accomplishments: Designed curricula and initiated advanced certificate program in marketing Selected as "Teacher of the Year" in 1991 over 200 faculty members Selected to serve on the Academic Committee of the NHC Board of Trustees Selected as member of long range planning committee to develop five year marketing plan for the graduate and undergraduate school Consistently rated as "outstanding" in student and administrator evaluations CONSULTING 1979 - present RUBIN MARKETING Greenville, NH Conducted sale training seminars for industrial firms including Control Data and for retail employees of New England Development Shopping Malls' The Mall Of New Hampshire and Fox Run and Newington Malls as well as Sage Communications (WZID Radio) Conducted market research studies for clients ranging from high tech firms such as GCA, industrial firms such as Bath Iron Works Shipbuilding and GZA Environmental, to non-profits such as Moore Center Services, The Manchester NH Chamber of Commerce, and the City of Nashua NH Planning Commission ProfSmart usiness Plan B - 21 Jan2001 Douglas A. Gordon, MBA/MIS P.O. Box 657 (603) 867-1067 PROFILE AND GOAL: * Creative, success-oriented professional, offering excellent communications, innovation and forecasting skills. Very adaptable, likeable and self motivated PROFESSIONAL HISTORY: BENTLEY COLLEGE (2000-Present) Full-Time Day Faculty materials for Freshmen through Graduatecourses including E_Commerce, DSS / ESS, Data Communications and Oracle SQL. I am a member of the committee that is re-engineering the design of Graduateand Undergraduate student curriculum for CIS major's and minor's E-COMMERCE/NETWORK INTEGRATOR (1992 - Present) E-Commerce Developer, Novell and NT Consultant. Design, install and implement LAN, WAN and Global Internetworks. Systems designer, developer, integrator,lecturer and trainer. CONTRACTUAL FACULTY INSTRUCTOR/LECTURER: CONSULTANT/BUSINESS SYSTEMS Merrimack, NH 03054 dgordon@nh.ultranet.com Bentley College Graduate and Undergraduate (I 998 - Present) Boston University (BU) (1992 - Present) Clark University Graduate School of Management (I997- Present) New Hampshire College Graduate School of Business (1992 - 2000) New Hampshire Technical College (1994- 2000) University of Massachusetts, Lowell (1997) EDUCATION: M.B.A. Management Information Systems (MIS): New Hampshire College, Manchester, New Hampshire, 1987 (3.8 Cumulative). B.S. Business Administration: University of Massachusetts, Lowell, Massachusetts, 1971 (Dean's List). Certified Novell Administrator, July, 1995. ProfSmart BusinessPlan - 22 Jan2001 MARK B. LEVINE Phone:603-772-6181 19 Country Farm Road, Stmtham, New Hampshire 03885 E-mail:markblevine@mediaone.net Fax:603-772-2798 SeniorExecutiveexperiencedin sales andmarketingmanagement, esponsibleforincreasingsales 79%throughmarket r share gains, whileincreasingprofitability from under4%to close to 20%throughsoundproduct anagementpractices. m Excellent track record in establishing/improvingrelationships with customers and distributors, domestic and international.Creative problem solver, combining expertise in business fundamentals,technicalknowledge, team buildingand communicationskills to achieve long termbusinessobjectives. Masterof BusinessAdministration, New HampshireCollege BS Industrial ngineering,NortheasternUniversity E MECTROLCORPORATION Worldwidemanufacturer f mechanicalpowertransmission o andmotion control productsincludingurethanetiming belts, timingbelt pulleys,and gear drivenspeed reducers. Director of Marketing 1998- present • Within 15 months,doubledsalesof pulleys, ecreasedinventory d 20%, increasedgrossprofit marginthroughimprovedpricingcontrols and suppliermanagement,and significantly reduced leadtimeswhilesignificantly improving on-timedeliveryperformance. • Developedand produced three differentnewproductcatalogs,severaldirectmailprograms, and upgradedexistingproductcatalogs.Purchasednew tradeshowexhibit, nd coordinated a tradeshowparticipation. SYNKINETICS,INC., A privately fundedstart-up developing mechanicaltransmissionsto the automotive andappliance industries. Director,Marketing and Sales 1997- 1998 Responsible for all salesmarketing and strategic planning. Created new corporate identity, including, capabilities brochure, publicity generation, a website, and trade show display. Conducted extensive research into market opportunities,formulated product strategy. Took lead role in developing business plan to attract venture capital funding requiredfor future growth. • Developed businessplan for Start-upCompanyin effort to raise $5 million in venturecapital funding. WATTSFLUIDAIR A $30+ million manufacturerof pneumatic productssold to a variety of industrial/commercial ustomersincluding c majorautomobilemanufacturers. A division ofInvensys, Plc., recently sold to ParkerHannifinCorp. Vice-President, Sales andMarketing 1985-97 Responsible for worldwide sales and marketing activities. Expanded worldwide sales from $19 million to $34 million in just over five years, capitalizing on strong economic conditions in the U.S. and in the South American, European, Canadian, and Australian markets. • • • • Expandedoverall domesticmarketshare flom 12% to 16%. Achieved consistent profitability,averaging percentagesin mid teens to a peak of 19.2%. Developed severalnew OEM accountsworth in excess of $1 million annual sales. Increased sales in South America by 600%throughfocused partneringefforts. Excellent computerskills:Excel, Word,PowerPoint,andseveral ERP systems. Referencesupon request. ProfSmartBusiness Plan - 23 Jan 2001 Jansen Rensma 816 Elm Street #473; Manchester, NH 03101 Jansen@JansenRensma.com (877) 404-5993 NEW HAMPSHIRE COLLEGE GRADUATE SCHOOL OF BUSINESS; Manchester, NH Anticipated graduation dates: Master of Business Administration - June 2001 Master of Science, Computer Information Systems - March 2002 BERKLEE COLLEGE OF MUSIC; Boston, MA May 1997 Bachelor of Music, Music Business / Management HARVARD UNIVERSITY; Cambridge, MA Summer and Fall 1996 Took graduate business / management courses DIABLO VALLEY COLLEGE; Pleasant Hill, May 1994 Associate of Arts, Liberal Arts CERTIFICATIONS BRAINBENCH; Chantilly, VA October 2000 Dreamweaver 3.0, Fireworks 3.0, Flash 4.0, Homesite 4.5, Master Computer Fundamentals, PhotoShop 5.5 EXPERIENCE Marketing Coordinator / Web Designer; THEMAIL.COM November 2000 - Present Coordinate marketing and advertising efforts within the company. Develop partnerships and affiliate marketing programs. Strategically align TheMail.com to be a profitable and successful company. Design login-promos and optin emails for advertising purposes using Dreamweaver, Fireworks, HTML, ColdFusion and other webdesign. Design graphics and other promotional buttons within the site. Web Designer / Consultant; Freelance Projects May 1995 - present Develop strategies for small businesses to incorporate e-commerce and/or a web presence into their business. Design informational web sites and/or design and implement plans and/or strategies for developing web sites. Design projects and/or web sites using software such as Macromedia Dreamweaver, Fireworks, Flash, and Freehand - Adobe Illustrator, and Photoshop - Jasc Paint Shop Pro - Microsoft Access, Excel, FrontPage, PowerPoint, Publisher, Word, NT, and Windows 2000. Also use technologies such as ColdFusion, HTML, XML, ASP, Java, JavaScript, VBScript, and other Internet and Multimedia Software and technologies as necessary. Please contact me for links to projects I have done. Incubator Intern; THE AMOSKEAG SMALL BUSINESS INCUBATOR, Manchester, NI-I January 2000 - May 2000 Consult with small businesses and help them succeed through various services including: Web consulting and the development of a web presence including e-commerce; Business consulting and the development of a business plan; Leadership training; Marketing and advertising through traditional and Internet related resources; Market and competitive analysis research. ProfSmartBusinessPlan - 24 Jan2001 Peyman Samali 5 Lord Road Derry, NH 03038 (603) 437-6832 psamali@hotmail.com TECHNICAL PROFILE • Network Management specialist with solid foundation and understanding of NMS concepts and networking protocols. Experienced with multiple management platforms including, HP OpenView, Nortel Optivity Enterprise and Lucent NavisCore and NavisXtend. • Working knowledge ofTCP/IP, ATM, Frame Relay, SNMP, MIBS and RMON implementations in a multi vendor network including; CISCO, Nortel Networks, Lucent Technologies and Cabletron Systems. • Strong problem solving and resolution skills for databases and client/server technologies. Identifying application defect utilizing Sybase Adaptive Server Enterprise DBA operations and SQL programming. • Project manager of multiple teams of software engineers, developing commercial mass storage applications utilizing C/C++ and database solutions. • Experience in the software development cycle from analysis and design to implementation with emphasis on timely delivery to market and meeting budgetary requirements. • Principal manager of quality assurance and technical support engineers for a variety of UNIX and Windows NT application software. • Systems administrator for a mixed flavor UNIX environment. • Excellent interpersonal, team-building and technical skills necessary to manage and maintain sophisticated software projects from design phase to market delivery. • Experienced with C/C++ and Shell scripting languages in UNIX and Windows NT operating systems. PROFESSIONAL EXPERIENCE Lucent Technologies, Westford, MA Present Senior Network Engineer Nortel Networks, Billerica, MA Network Engineer Smart Storage Inc., Andover, MA 1999 Project Manager, Software Engineer and System Administrator Cabletron Systems Inc., Merrimac, NH Software Engineer EDUCATION UNVIVERSITY OF MASSACHUSETTS, Bachelor of Science in Computer Science, 1994 Lowell, MA 1994- 1995 1999 - 2000 1995 2000 - ProPSmart Business Plan - 25 Jan 2001 NEW HAMPSHIRE COLLEGE, Manchester, NH Master of Business Administration, 2000 ProfSmart Business Plan - 26 Jan 2001 Subramanian S Tirunelvdly ( Vasu ) 8 CountryClubDrive,Apartment #34 ,Manchester, ew Hampshire03102 N (Work)603 6651147 (Home)603 6448901 vsrinivasan_mediaone.net Proffie: Overten yearsof softwaredevelopmentexperienceskilled in the design,developmentand management of projectsforthe Internet, indowsand embeddedsystems. W Work Experience: Senior Web Application Engineer - Kana Communications - April 2000 to present Senior Software Consultant - Imagine Technologies (USA) - April 1999 to March 2000 Consultant - Imagine Technologies (India) - December 1995 to Feb 2000 Systems Development Leader - IGT Australia Pvt Ltd - June 1992 to July 1995 ProB'ammer - Data Patterns India Pvt Ltd - 1990 June to 1992 Feb Education: Bachelorof Engineering, omputerScience C Skills: Operating Systems Languages Windows 2000, Windows NT, DOS C++, Visual Basic, Java, HTMIdDHTML, Active Server Pages, XML, Javascript, ObjectPal, Assembly COM, MTS, MSMQ Microsoft Visual C++, Microsoft Visual Basic, Interdev, Homesite SQL Server, Microsoft Access, Paradox, dBase Sourcesafe, Microsoft Project, PVCS Bug tracker Technology Development Tools Databases Management Tools Professional training: • • • • Object Oriented Programming using C++ in Australia World Tour Training by Borland on developing applications using Paradox in Australia Development of Windows applications using the Microsoft Foundation classes conducted by Microsoft in Australia Australian Software Development Seminar 93 ProfSmart Business lan P - 27 Jan2001 t* • 22 CounlryClub Dr,April Manchester,NH 03102 mukundan_mediaono.net 603-623-3017(H) 603-591-8677(Cell) 6035918677_messaging.sprintpcs.com (Pager) MUKUNDAN EXPERIENCE VASUDEVAN SUMMARY Multi skilled Internet software consultant and systems integrator. Has held key R&D positions in top companies. Intemet domain knowledge includes but not limited to eCRM, Computer Telephony integration, IP Video/Audio conferencing and Internet security. Actively certified by Microsoft since it was introduced. Currently consulting for top companies like GE. ) • • Expert in developing tiered web applications using Active Server Pages, Internet Information Server, NES, JSP,XML,DHTML Experience in component software design and development using UML and ActiveX/COM/COM+ Extensive Microsoft Domain experience in design and development of Object Oriented, Client/Server applications using Visual Studio tools, Borland's Delphi, Java 2.0e primarily for Windows NT/Windews 95/2000 expert in Computer Telephony Integration (CTI) Applications and Implementations • • • • Strong background in voice and data over Internet applications (VOIP) and email protocols (SMTP, POP3 and MIME) Microsoft Certified Solution Developer (MCSD since '97) in Visual Basic, Visual C++, SQL Server and Windows Architecture Four years of active professional Internet software development experience WORK EXPERIENCE Systems Integrator, Kana Communications (formerly Silk=netSoftware), NH Sap 00-Cur o Software Consultant, Unique Computing Solutions Inc, MA u3 Software Engineer, OOPS lnc, Madras, INDIA EDUCATION MS in Computer Information Systems, New Hampshire College, NH Masters in Business Administration, Indira Gandhi Open University, New Delhi, India (correspondence pursuing) Graduate of NIIT in Software Exports, National Institute of information Technology, Madras, India BS - Chemistry, University of Madras, India Microsoft Certified Solution Developer, Microsoft - Sap 98-Sap 00 - Jun 96-Sap 98 Professional Memberships • • • • Microsoft Certified Product Specialist (MCPS) Microsoft Certified Solution Developer (MCSD) Microsoft Certified Professional (MCP) Beta tester for Microsoft Software ProfSmart Business Plan - 28 Jan 2001 Per G. Melker 34 Winterwood Drive Londonderry, NH 03053 SUMMARY OF QUALIFICATIONS Experienced in network management and planning, capacity planning, quality assurance, and technical marketing in the communications and IT marketplace. Consistently exceeded performance objectives by optimizing capacity utilization through efficient planning and management of resources. Additionally, developed strategic partnerships with executive level managers to enhance my organization's position for increased revenue and profit. EDUCATION • • Currently enrolled in Southern New Hampshire University's Master of Business and Administration Program (MBA), with a concentration in Computer Information Systems (CIS) Bachelor of Science - Marketing, May 1997, GPA: 3.84/4.00 New Hampshire College, Manchester, NH WORK EXPERIENCE NaviPath, Inc., Andover, MA Sr. Manager, Network Planning & Quality Assurance (Promoted to assume a Director level position with additional responsibilities within the Network Services Group) • Develop and implement test plans to replicate Visual/Inverse testing. Analyze the results from monthly Visual/Inverse benchmark testing and make necessary adjustmentsto meet and exceed industry averages to minimize company SLA obligations • Assist the NOC to identify and troubleshoot network outages and routing problems to ensure a +95% call success rate NaviPath, Inc., Andover, MA Manager, Capacity Planning Successfully scaled network capacity to support 2M+ end users in a year and a half Order, implement and manage ongoing QA of +2,000 NPA-NXX combinations. Work with mapping software to determine access numbers' local calling areas. Manage the assignment and posting of access numbers to over 75 customer FTP sites (603) 537 - 0939 jpmelker_hotmail.com 12/00 - Present 6/98 - 12/00 • • 9/97 - 6/98 Kowal Associates, Inc., Boston, MA Tele-managemcnt Analyst • Revise and approve inbound and outbound telemarketing statistics for a top 50 packaging firm and supply client with recommendations to improve customer service and quality assurance Josef Kihlberg, Inc. Hjo, Sweden Marketing Assistant 2/94- 1/95 Other Skills: Very skilled with Microsoft Access, Excel, Power Point and Word. Regression Analysis Software, Lotus SmartSuite, Act, PageMaker, Dbase IV, Quick Books, SQL, Oracle, TrackIt!,HTLT, Map Info., and the LERG. Fluent in English and Swedish; conversationalGerman. ProfSmartBusiness Plan - 29 Jan2001 EXHIBIT C - POTENTIAL PARTNERS { DIAMONDS ] 1. ASHFORD 3800 Buffalo Speedway, Suite 400, Houston, Texas 77098 J. Robert Shaw, Founder (713)369-1300 Kenneth Kurtzman, CEO James Whitcomb, VP Technology & Strategy Mary Lou Kelley, VP Marketing (assistant Sheila Adams @ sadams2_ashford.com) 2. BLUENILE 2025 I stAvenue, Suite 300, Seattle, Washington 98121 Mark Vadon, CEO (206)336-6700 Ben Elowitz, VP Web Creative( assistant Tedna Conley) (800)242-2728 Carter Cast, VP Marketing 3. BONDEDDIAMONDS Jack Brown, President 1430 Reisterstown Rd., Baltimore, Md. 21208 (410)653-9000 (877)926-6333 4. DIAMOND 14001 NW 4thStreet, Sunrise, Florida 33325 (954)835-2233 (888)DIA-MOND Barry Steinmetz, Chairman Alan Lipton, President Nicolas Topiol, Chief of Strategy George Grous, Chief of Technology 5. DIAMONDTRADE 815 Preston Road, Suite 240A, Dallas, Texas 75225 (214)373 -1671 (800)530-4679 Danny Morehead, President Mark Silverberg, Marketing Director ProtSmartBusinessPlan - 30 Jan2001 I COLLEGES ] 1. ACHIEVA 2121 South El Camino Real, Building AI00, San Mateo, Calif. 94403 Carlos Watson, CEO 2. EMBARK I 11 Townsend St., San Francisco, Cal. 94107 Young J. Shin, Chairman Alex P. Doll, VP Business Development Phillip Dunkelberger, President (Activeresearch type results; glwds@aol.com_galewinds) 3. KIPLINGER 1729 H Street NW, Washington, DC 20006 Knight Kiplinger, President Mark Solheim, Web Director 4. PETERSONS(COLLEGEQUEST) Michael Brannick, President Drew Cifrodelli, Website Director Christopher Maloney, PR (x3233) 5. PRINCETONREVIEW (202)887-6400 (415)615-1500 (650)357-6300 PO Box 67005, Lawrenceville, NJ 08648 (609)896-1800 (galewinds,home) 2315 Broadway, New York, NY 10024 (212)874-8282 (glwds(_,,aol.com, galewinds) Mark Chernis, President Tracy Tannenbaum, VP Marketing 6. WIREDSCHOLAR 11600 SaUie Mac Drive, V2400, Reston, Va. 20193 Michael Dame Todd Strelow 7. COLLEGELINK 55 Hammarlund Way, Middletown, RI Richard Fisher, Chairman (401)845-8800 Gerald Paxton,President; Stephen Pemberton, VP Marketing (703)810-3000 ProfSmartBusiness Plan - 31 Jan 2001 IP • [ AUTOMOTIVE 1. AUTOBYTEL 18872 MacArthur Blvd., Irvine, Calif. 92612-1400 Mark Lorimer, CEO Ann Delligatta, Chief of Operations (949)225-4500 I 2. AUTOWEB 3270 Jay St., Building 6, Santa Clara, Calif. 95054 Dean DeBiase, CEO Michele Hiekford, VP Marketing Samuel Hedgpeth HI, VP Operations 3. CARPOINT 1 Microsoft Way, Redmond, Washington Jeff Dossett, CEO (800)707-9552 98052-6399 (425)882-8080 4. CARSDIRECT 10567 Jefferson Blvd., Culver City, Calif. 90232 Robert Brisco, CEO Ari Wasserman, VP Business Development Neil Kaplan, VP Strategy 5. CARS(CLASSIFIED (800)692-2200 VENTURES) 175 West Jackson St., Suite 8000, Chicago, Ill. 60604 (312)601-5000 Mitch Golub, GM Jim Maguire, Marketing Director 6. CARCLUB 221 Main St., Suite 250, San Francisco, Calif. 94105 Michael London, CEO Rodney Starmer, VP Operations Rick Hutcheson, VP Business Development 7. CARPRICES (800)227-2582 1940 Garnet Ave., Suite 104, San Diego, Calif. 92109 (858)270-9444 Louis Urbano, CEO Paul Najarian, VP Business Development 8. CARREVIEW 755 North Mathilda Ave., Suite 100, Sunnyvale, Calif. 94086 Max Mancini, President Greg Lee, VP Marketing Mike LaRotonda, Director Business Development (408)738-7300 Paul Lieto, Content Director JeffPulliam, Director Operations ProfSmartBusiness Plan - 32 Jan 2001 9. DEALERNET(COBALT GROUP) 2200 Ist Avenue South, Seattle, Wash. 98134 (206)269-6363 (800)909-8244 x200 John Holt, CEO Ron Hurter, VP Product Development Jeffrey Lissaak, VP Business Integration 10. DRIVEOFF 6399 South Fiddlers Green Circle, Suite 300, Greenwood Village, Col. 80111 Scott Derringer, Director Business Development Andy Mountain, Director Communications (303)222-1400 1I. GIGGO 4400 Alliance Gateway Freeway, Suite 100, Ft. Worth, Texas 76178 Brian Reed, CEO (203)845-7599 Andreas Hinriehs, Chief of Marketing (877)284-4446 GIGGO owned by: PEOPLEFIRST 401 West A Street, Suite 1000, San Diego, Calif. 92101 Gary Miller, President Dave Zeller, Chief of Strategy (800)689-1789 (x3750) 12. GREENLIGHT 66 Bovet Rd., Suite 100, San Mateo, Calif. 94402 Joel Manby, CEO (925)245-6200 Mark O'Neil, Chief of Operations (650)356-5702 (moneil@gr_nlight.com) Alison Berkly Wagonfeld, VP Marketing & Business Development 13. STONEAGE 888 West Big Beaver, Suite 1000, Troy, Mich. 48084 Mark Campbell, CEO (248)269-1500 14. VEHIX 1165 Wilmington Ave., Suite #200, Salt Lake City, Utah 84106 Larry Scott, VP Business Development (888)890-8990 Others, primarily content providers-Edmunds, JDPowers, Intellichoice KBB(949)770-7704; manual with new car prices, 4 issues/yr, only $54 Pro_mart Business Plan - 33 Jan 2001 [ REAL-ESTATE 1. REALSELECT 225 Hillerest Drive, Suite 100, Thousand Oaks, Calif. 91360 Stuart Wolff, CEO David Rosenblatt, VP Marketing 2. ZIPREALTY 100 Camilia St., Berkeley, Calif. 94710 JuanMini, CEO Kurt Waag, VP Growth Strategies Jamie Wilson, Web Manager (iwilson@ziprealtv.com) (877)500-2510 (510)528-5800 (805)557-2300 ] 3. HOMES 800 Menlo Park, Suite 210, Menlo Park, Calif. 94025 Bob Prince, CEO Giles Cassels, VP Site Design (650)475-2525 4. MOVE 795 Folsom St., 6thfloor, San Francisco, Calif 94107 Sarah Nolan, CEO Jed Katz, VP Strategy 5. OWNERS/IOWN (877)266-7538 164 Townsend St., Suite 3, San Francisco, Calif. 94107 (415)427-1000 Jack Bradley, President Megan Shean, VP Marketing 6. HOMEADVISOR 1 Microsoft Way, Redmond, Washington 98052-6399 (425)882-8080 Bryan Mistele, General Manager 7. NEWHOMENETWORK 175 West Jackson St., Suite 8000, Chicago, Ill. 60604 CLASSIFIEDVENTURES Robert Orr 8. HOMEBID (312)601-5000 8700 North Gainey Center, Suite 150, Scottsdale, Arizona 85258 (480)609-4644 Kevin Hickey, CEO Julia Bode, VP Operations 9. HOMESEEKERS 6490 South McCarran Blvd., Suite 28, Reno, Nevada 89509 ProfSmartBusinessPlan - 34 Jan 2001 Gregory Costley, CEO Larry Ross, VP Marketing (775)827-6886 10. EREALTY 1800 Bering Drive, Suite 25 l, Houston, Texas 77057-315 l Russell Capper, President Sam Jumper, Website Manager (siumDer(_.erealty.com) l 1. REALHOME 1100 Summer St., Stamford, Conn. 06905 Richard Roll, CEO (877)362-6335 (713)914-0550 ProfSmartBusinessPlan - 35 Jan 2001 BROKERAGES 1. AMERICANEXPRESS 200 Vesey St., New York, NY 10285 ] Kenneth Chenault, CEO (212)640-2000 Jim Cmcchiolo, VP Financial Services Jon Linen, Vice Chairman; Al Kelly, VP Consumer Group 2. AMERITRADE 4211 South 102_dSt., Omaha, Neb. 68127 J. Joe Rieketts, CEO Jack McDonnell, President; (800)237-8692 James Ditmore, CIO 3. DATEK 100 Wood Ave. South, Iselin, NJ 08830-2716 Ed Nicholls, CEO John MuUin, President (732)744-9150 (800)823-2835 4. DLJDIRECT Harborside Financial Center, 501 Plaza II, Jersey City, NJ 07311 Glen Tongue, President Blake Darcy, CEO 5. ETRADE 4500 Bohannon Drive, Menlo Park, Calif. 94025 Christos Cotsakos, CEO (650)331-6000 JerryGramaglia, President; Amy Errett, VP Strategy; Pare Kramer, VP Content Joshua Levine, VP Technology; Michael Sievert, VP Marketing; Connie Dotson, VPService 6. FIDELITY(POWERSTREET) 82 Devonshire St., Boston, Mass. 02109 Edward Johnson 3rd,CEO 7. MERRILLLYNCH 250 Vesey St., New York, NY 10281 David Komansky, CEO Richard Dunn, VP Securities; (212)449-1000 Jerome Kenney, VP Strategy (617)563-7000 (800)825-5273 8. NDB 90 Hudson St., Jersey City, NJ 07302-3913 Christopher McQuilkin, CEO Samir Shah, VP; Gregg Sharenow, VP (800)888-3999 9 .NETSTOCK 1000 124thAve. NE, Bellevue, Wash. 98005 ProtSmart BusinessPlan - 36 Jan 2001 Jeff Sccly, President Brian Ratzliff, VP Marketing; Jeffrey Gale, VP Technology 10. CHARLESSCHWAB (425)451-4440 James Bloom, VP Strategy 101 Montgomery St., San Francisco, Calif. 94104 (415)636-5454 Charles Schwab, CEO David Pottruck, CEO; Dawn Lcpore, CIO Linnett Deily, President Retail Group 11. SIEBERTNET 885 Third Ave., New York, NY 10002 Muriel Siebert 12. MORGANSTANLEY (800)872-0711 333 Market St., San Francisco, Calif. 94105 Thomas O'Connell, CEO (415)576-2000 Margaret Iannuzzi, VP Business Development Darrell Davis, VP Technology; J Alan Reid, Jr., Director Business Delivery 13. SURETRADE PO Box 862, Lincoln, RI 02865 Rebecca Gardner, VP Marketing 14 TDWATERHOUSE 100 Wall St., New York, NY 10005 (800)839-2837 (800)909-6827 John Chapel, President 15. TROWEPRICE 4515 Painters Mill Rd., Owings Mills, Md. 21117-4903 James Riepe, President George Roche, CEO 16. WEBSTREET 510 Lake Cook Rd., Dccrfield, Ill. 60015 Joseph Foy, CEO Avi Foy, CEO; John HackeR, VP Business Development William Mania, VP technology (312)775-6700 (800)225-5132 17. WINGSPAN c/o FIRSTUSABANK PO Box 17034, Wilmington, De. 19886-7034 Michael Cleary, President 18. WITCAPITAL 826 Broadway, New York, NY 10003 Robert Lessin, CEO (888)474-824 l Russell Crabs, President; Andrew Klein, Chief of Strategy; Jonathan Cohen, Intemet Director Elizabeth Schimel, VP Business Development (800)977-9464 ProfSmartBusiness Plan - 37 Jan 2001 19. QUICKEN(INTUIT) 2535 Garcia Ave., Mountain View, Calif. 94039 Brooks Fisher, VP Strategy Paul English, VP Technology; (650)944-6000 Jeff Langston, VP Product Development 20. MULTEX 100 William St, 7thfloor, New York, NY 10038 Isaak Karaen, CEO (212)607-2500 Gregg Amonette, SVP Marketing; John Mahoney, Chief of Technology Michael Akselrod, SVP Technology Development ProfSmartBusiness Plan - 38 Jan 2001 [ B2B 1. ARIBA 1565 Charleston Rd., Mountain View, Calif. 94043 Keith Krach, CEO Larry Mueller, President; Paul Touw, VP Strategy Dr. Charly Kleissner, VP Product Development (415)930-6738 J 2. BIZBUYER 2950 31st St., Suite 200, Santa Monica, Calif. 90405 Bernard Louvat, CEO (310)883-6400 Lisa Smith, VP Website; Rob Slingerland, VP Business Development 3. BIZ2BIZ 100 Innovation Drive, Irvine, Calif. 92612 Jeffrey Riehards, President J Phillip Fremm, CEO (949)737-6590 4. BUYERZONE 100 Cambridge Park Drive, 3'dfloor, Cambridge, Mass. 02140 Sam Zales, President (617)868-5757 Mie-Yun Lee, Development Director (mylee(_,buverzone.com) William Reich, VP Sales 5. COMMERCEONE Cart America Corp Center, building I & 4, 4440 Rosewood Drive Pleasanton, Calif94588 Mark Hoffman, CEO (925)520-6000 Robert Kimmit, President (800)308-3838 Charles Donchess, Chief of Strategy; Carl Falk, VP Global Trading Web 6. EQUALFOOTING 21240 Ridgetop Circle, Suite 110, Dulles, Va. 20166 Angie Kim, Founder Jim Foy, CEO ; Dr. Mintu Baehann, CIO 7. FAIRMARKET 500 Union Park Drive, Woburn, Mass. 01801 Scott Randall, CEO Bruce Worrall, VP Development Bryan Semple, VP Marketing 8. FREEMARKETS 210 Sixth Ave., Pittsburgh, Pa. 15222 Glen Meakem, CEO Sam Kinney,Jr., Executive VP (412)434-0500 (888)434-0500 (781)376-5600 (800)531-7871 (703)796-4000 ProfSmartBusinessPlan - 39 Jan2001 i 6 Scott Grimes, VP Development; David Becker, Chief of Operations 9. MAREX 2701 South Bayshore Drive, 5_ floor, Miami, Fla. 33133 David Schwedel, President Michelle Miller, VP Operations (305)285-0001 10. NETVENDOR 3525 Piedmont Rd NE, building 6, Suite 700, Atlanta, Ga. 30305 Sean McCloskey, President (404)836-7836 Steve Ely, Chief of Operations (800)953-5606 John McCloskey, VP Technology; Stephen Ratzel, VP Development Nancy Gosline, VP Client Services I 1. PRIMEADVANTAGE 300 East Continental Blvd., E1 Segundo, Calif. 90245 Robert Darnall, CEO Louise O'Sullivan, President; Mark McKinney, VP Strategy (3 I0)426-9000 Ross Bemer, VP Strategy Ralph Tschantz, VP Marketing 12. PROCUREZONE 350 Lincoln Place, Suite 11l, Hingham, Mass. 02043 Charles Miller, CEO Junaid Yasin, President (781)749-9800 13. RIGHTWORKS 1075 East Brokaw Rd., San Jose, Calif. 95131 Vani Kola, CEO; JeffCarr, President John West, VP Product Development Rich Gerould, VP Business Development (408)579-4000 14. WWGRAINGER 100 Grainger Parkway, Lake forest, Ill. 60045-5201 Donald Bielinski, CEO Wesley Clark, President; James Ryan, VP Site Edward Francsek, VP Marketing (847)535-1000 ProfSmart usiness Plan B - 40 Jan2001 [ RETAILERS 1 1. BESTBUY 7075 Flying Cloud Drive, Eden Prairie, Mn 55344 (612)947-2621 Wade Fenn, VP Marketing Richard Schulze, CEO Bradbury Anderson, President; 2. BLUELIGHT(KMART) 145 Jefferson St., San Francisco, Calif. 94133 (979)776-6515 Mark Danzig, VP Creative Mark Goldstein, CEO Brian Sugar, Chief Web Officer; 3. CIRCUITCITY 9954 Maryland Drive, Richmond, Va. 23233 Alan McCollough, President Lonnie Lemco, Director of Intemet Marketing 4. HOMEDEPOT 2455 Paces Ferry Rd., Atlanta, Ga. 30339 Arthur Blank, President; Mark Baker, SVP Jeffrey Cohen, Director of Marketing Larry Mercer, VP Operations 5. IQVC 1200 Wilson Drive, West Chester, Pa. 19380 Doug Briggs, President 6. JCPENNEY PO Box 1001, Dallas, Texas 75301-7207 Paul Pappajohn, VP Ecomrnerce (972)431-1000 Steve Farley, Chief of Marketing; Vanessa Castagna, Chief of Operations 7. LOWES 1605 Curtis Bridge Rd., North Wilkesboro, NC 28697 Bob Tillman, CEO Thomas Widdon, VP Technology (336)658-4000 (610)344-7777 (770)433-8211 (800)430-3376 (804)527-4000 8. NETMARKET (Cendant, Autovantage & Move) 595 Summer St., Stamford, Conn. 06901 Bill Graham, VP (888)696-2753 9. OFFICEMAX 3605 Warrensville Center Rd., Shaker Heights, Ohio 44122 Michael Feuer, CEO (216)921-6900 ProfSmartBusiness Plan - 41 Jan 2001 Edward Comell, VP Non-Retail Operations Imran Jooma, Website (iiooma@officemax.com) I0. SEARS 3333 Beverly Rd., Hoffman Estates, Ill. 60179 Gerald Miller, Chief Information Officer M Shan Atkins, Strategic Initiatives Julian Day, Chief of Operations 11. STAPLES 500 Staples Drive, Framingham, Mass. 01702 Deborah Ellinger, SVP Strategy Jeffrey Levitan, Executive VP Strategy Joseph Doody, President Commercial (508)253-5000 (847)286-2500 (800)762-3048 12. TARGET 777 Nicolet Mall, Minneapolis, Minn. 55402-2055 Robert Ulrich, CEO 13. WALMART 702 SW 8thSt., Bentonville, Ark. 72716 Bob Connolly, VP Merchandise (501)273-4000 (612)370-6948 14. WINSTAR(office.com) 300 Park Ave. South, 15thfloor, New York, NY 10010 Willaim Rouhana, CEO (212)792-9053 Nathan Kantor, President Roger Pilc, VP Intemet Smart Rekant, President office.com CZ Czemer, VP Development Richard Calder,Jr., VP Marketing ProfSmartBusiness Plan - 42 Jan2001 COMPUTERS/ELECTRONICS 1. ABOUTZONES 707 South Grady Way, renton, Washington 98055 Firoz Lalji, CEO; Gordon Levick, VP Online Sales Guio Barela, VP Business Development 2. CDW 200 North Milwaukee Ave., Vernon Hills, Ill. 60061 Michael Krasny, CEO Jim Shanks, Chief of Ecommeree Daniel Callen, VP Business Development 3. COMPUSA 14951 North Dallas Parkway, Dallas, Texas 75240 Hal Compton, CEO 4. COMPUTERS4SURE 10 Hoyt St., Norwalk, Conn. 06851 (800)585-4080 (800)COM-PUSA (847)465-6000 (425)430-3000 I Bruce Martin,CEO Karim Hadchiti, VP Technology Jim Raphael, VP Business Development 5. CONSUMERDIRECT 5309 Penny Rd., Raleigh, NC 27606 Mike Pote, President 6. ECOST 2555 West 190thSt., Torrance, Calif. 90504 Douglas Falk, President (800)789-4260 (310)324-2678 (877)888-2678 7. EGGHEAD 1350 Willow Rd., Menlo Park, Calif. 94025 Jeff Sheahan, Chairman Jerry Kaplan, Chairman 8. ETOWN 75 Maiden Lane, New York, NY 10038 Robert Heiblim, CEO Lew Brown, President Randy Strong, VP Business Development Kelly O'Connor, Director Business Development 9. GETPLUGGED (877)GOE-TOWN (650)470-2400 370 North Westlake Blvd., Suite 140, Westlake, Calif. 91362 (805)497-7117 (888)477-4644 Sunil Mehrota, President Peter Barry, CIO Roberta Lewis, VP Marketing ProfSmart BusinessPlan - 43 Jan2001 10. GLOBEMART 909 South Main St., Suite D, Logan, Utah 84321 (800)758-8245 4600 Kietzke Lane, Suite 1-209, Reno, Nev. 89502 (775)829-5420 Mark Baines, President 11. HARDWARESTREET Joseph Popolo, President Bob Ducey, VP Marketing Robert Alvin, VP Technology 12. HIFI 311 Needham St., Newton, Mass. 02464 Michael Sullivan, President 13. IGO 9393 Gateway Drive, Reno, Nev 89511 (617)559-4400 Ken Hawk, CEO Tim deJong, VP Sales Mick Delargy, VP Business Development 14. INSIGHT 6820 South Had Ave., Tempe, Arizona Eric Crown, CEO 10038 85283 (775)746-6140 Tim Crown, President 15. JANDR (480)333-3001 23 Park Row, New York, NY Joe Friedman, President (212)238-9000 (800)221-3191 47 Water St., South Norwalk, Conn. 06854 (800)397-8508 16. MICROWAREHOUSE Jerome York, CEO 17. NECX 4 Technology Drive, Peabody, Mass. 01960 (978)538-8000 (800)922-6327 Lauriston Marshall, CEO Elan Bair, VP Development Robert Kramich, VP Marketing Greg Hickox, VP Product Management 18. NEUTRONUSA 319 Rear East Beaver Ave., State College Park, Pa. 16801 Yvonne Horn, President (814)237-0902 (800)813-4218 19. ONECALL 421 West Main St., Spokane, Wash. 99201 (800)340-4770 98109 (206)282-5170 Paul Lipton, Director of Operations 20. ONVIA 1260 Mercer St., Seattle, Washington Glenn Balhnan, CEO Rob Ayer, VP Strategy ProfSmartBusiness Plan - 44 Jan 2001 • It Mike Pickett, President 21. OUTPOST Kris Iskander, VP Technology 23 North Main St., PO Box 636, Kent, Conn. 06757 (877)OUT-POST Robert Bowman, CEO Katherine Vick, VP Business Development Derek Holding, Chief Design Officer 22. PCCONNECTION 730 Milford Rd., Merrimack, NH 03054 Patricia Gallup,CEO Wayne Wilson, President Robert Wilkins, VP Marketing 23. PCMALL 2555 West 190thSt., Torrance, Calif. 90504 Scott Klein, CEO Rory Zaks, GM Kristin Rogers, Business Solutions 24. PCNATION 8930 Waukegan Rd., Morton Grove, I11.60053 (603)423-2163 (310)354-5600 (800)863-3282 Amie Ross; Vivek 25. ROXY 3380 North 28thTerrace, Hollywood, Fla. 33020 (847)581-9900 Jeff Woodard, VP Site; Mike Jeans, President John Carroll, Marketing Director @293 Boston Post Rd., Marlborough, Mass. 01752 26. TECHSTORE (EMARKETPLACE) Derek C. Wall, President (800)822-9675 (800)451-5999 10 Commercial Blvd., Suite 202, Novato, Cal. 94949 (415)884-6120 (800)727-6776 27. TIGERDIRECT 7795 West Flagler St., Suite 35, Miami, Fla. 33144 Tommy Chang, Website Dircetor 59801 (800)769-5668 (800)879-1597 Carl Fiorentino, President 28. VANNS 3623 Brooks St., Missoula, Montana Mark Hopwood; Tim Christenson Peter Vann, CEO 29. WORKS 6801 Capital of Texas Highway, building 1, Austin, Texas 78731 (512)685-8600 (888)967-5726 97209 (503)944-3600 Bo Holland, CEO Roy Kipp, Chief of Technology Erie Bing, VP Corporate Development 30. 800.COM 1516 NW Thurman, Portland, Oregon Jason Palmer, VP Sales Greg Drew, President ProtSmart Business Plan - 45 Jan2001 Dave Watrous, VP Information Services (800)327-5815 I PORTALS 1. ALTAVISTA 1070 Arastradero Rd., Palo Alto, Calif. 94304 Rod Shrock, CEO 2. AMAZON Mark Delfino, Business ] Strategy (650)617-3415 98113 (206)266-2335 (800)201-7575 1200 12thAve. South, Seattle, Washington JeffBezos, CEO 3. ASKJEEVES 5858 Horton St., Suite 350, Emeryville, Calif. 94608 Robert Wrubel, CEO 4. BUY.COM Thomas Low, CFO (510)985-7400 21 Brookline St., Aliso Viejo, Calif. 92656 Allen Barbieri, President (949)425-5200 Gregory Hawkins, CEO 5. CNET 150 Chestnut St., San Francisco, Calif. 94111 Richard Marinaro, President (415)395-7800 Halsey Minor, CEO 6. CONSUMERREVIEW 755 North Mathilda Ave., Suite 100, Sunnyvale, Calif. 94086 Max Mancini, President Paul Lieto, Content (408)738-7300 Mike LaRotonda, Business Development Francis Cebedo, Technology 7. CRUTCHFIELD 1 Cmtchfield Park, Charlottesville, Va. 22906-6020 William Crutchfidd, President Allan Rimon-Kausman, VP Marketing 8. EPINIONS 8000 Marina Blvd., 5thfloor, Brisbane, Calif. 94005 (650)616-6559 (804)817-1000 Nirav Tolia, CEO Mike Speiser, Marketing Director Naval Ravikant, Chief Strategy Officer 9. EXCITE 450 Broadway, Redwood City, Calif. 94063 George Bell, CEO Milo Medin, Technology Chief Byron Smith, Marketing Chief (650)556-5000 10. EZUZ 26 Broadway, Suite 400, New York, NY 10004 ProfSmartBusinessPlan - 46 Jan 2001 Matthew Keddy, CEO Bill Mayes, VP Technology 11. GO2NET Chris Biscoe, VP Operations Tinu Mather, VP Marketing (212)837-7973 Pier 70, 2801 Alaskan Way, Seattle, Washington 98104 John Keister, President (206)357-4000 Russell Horowitz, CEO Michael Riccio, Jr., COO 12. LOOKSMART 625 Second St., San Francisco, Calif. 94107 (415)348-7000 Evan Thomley, CEO Tmcey Ellery, President Martin Hosking, VP Product 13. LYCOS 400-2 Totten Pond Rd., Waltham, Mass. 02451-2000 Robert Davis, CEO Jon Horsfall, VP Marketing Sangam Pant, VP Engineering 14. YAHOO 3420 Central Expressway, Santa Clara, Calif. 95050 (781)320-2700 Timothy Koogle, CEO Jeffrey Mallett, President Famad Nazem, Technology (408)731-3300 ProfSmart usiness Plan B - 47 Jan2001 MISCELLANEOUS 1. BOATUS (Trader Publishing) 100 West Plume St., Norfolk, Va. 23510 Conrad Hill, CEO George Brooks, BOATUS President (757)640-4000 (800)387-2337 ] 2. BOATS Pier 38, The Embarcadero, San Francisco, Calif. 94107 Tom HuRon, Chairman Paul Rabe, President (415)356-5400 Smart Johnstone, Chief Strategy Officer; Rolando Esteverena, CEO 3. THEAVIATIONHUB 3025 47thSt., Suite DI, Boulder, Colorado 80301 David Schunk, President (303)440-9000 (800)906-0960 4. ASO( Aircraft Shopper Online) 5725 Paradise Drive, Suite 200, Corte Madera, Calif. 94925 Tony Friend, President (415)927-2255 (888)992-9276 5. PHOTOPOINT 250 Montgomery St., 16thfloor, San Francisco, Calif. 94104 Ed Bemstein, CEO Steve Carley, President David Rowley, Chief Strategist Rosemary Yates, VP Strategy Andrew Osmark, VP Business Development Howard Beech, VP Channels/Retail (415)248-5140 6. PHOBO.COM(ritzcamera, boatersworld) 2010 Main St., Suite 400, Irvine, Calif. 92614 David Ritz, Chairman Andre Brysha, VP Marketing 7. BBQGALORE Fritz Lemer, CEO Peter Tahmin, VP Operations (949)442-0202 15041 Bake Parkway #A, Irvine, Calif. 92718 Sam Linz, Chairman (714)597-2400 (800)752-3085 Sydney Selati, President Benjamin Ramsey, VP 8. ALAMIA(Iawn) 2212 South Wabash St., Denver, Colorado 80231-3314 Saad Bulifa, President Taina Bulifa, Website Director (303)752-4652 ProfSmartBusiness Plan - 48 Jan 2001 _t 6" BOTS 1. CLICKTHEBUTTON 38 West 21st St., 10thfloor, New York, NY 10010 Dave Vockell, VP Business Development 2. DEALTIME 475 Fifth Avenue, New York, NY 10017 (212)905-8000 Amir Ashkenazi, VP Technology (212)929-2888 Daniel Ciporin, CEO Nahum Sharfman, Chairman 3. DEJA 437 Fifth Avenue, New York, NY 10017 (212)481-4920 Steve Madere, Founder Tom Phillips, CEO Richard Gorelick, Chief Strategy Cena Pohl, VP Content 4. PRODUCTOPIA 101 Second St., Suite 400, San Francisco, Calif. 94105 Roger Neal, President Ron Kraft, VP Content 5. MYSIMON (415)856-4000 Denis Browne, VP Technology 4500 Great America Parkway, Suite 300, Santa Clara, Calif. 95054 (408)330-4400 Josh Goldman, CEO Chas Edwards, VP Business Development Cary Rosenzweig, VP Marketing John McDowall, Chief Technology Officer Karl Heinrieh, VP Sales 6. BUYBUDDY 260 Richmond St. East, Level 3, Toronto, Ontario M5A IP4 Canada (416)364-7907 Mike Abramsky, CEO ProfSmart Business Plan - 49 Jail 2001