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Marketing
The company's marketing strategy rests on the belief that its products and services represent a value-added
approach to interpreting, qualifying, and understanding the complexities of the computer industry and
technology markets. To implement this strategy, the company intends to place paid advertising banners on
strategic websites in the computer fields and to utilize search engine portal and general media advertising.
Management
Discover Productions has a world-class management team with direct knowledge of the industry, extensive
research experience, and a unique perspective that B2B technology needs. Its team includes Mr. Edward
Jones, CEO, and Mr. Jacob Manuel, CIO.
Financials
The company is seeking first round funding in the amount of $914,900 for staffing purposes, purchasing
software and hardware computing equipment, office costs, and other Internet related costs. The company is
also seeking second round funding in the amount of $3 million for developing B2B Web-based applications,
and their Educational Application Software. Projected revenues for 2000 to 2002 are $1 million, $16
million, and $45 million, respectively.
1.1 Mission
The mission of Discover Productions is to provide businesses with turn-key computing solutions based upon
the latest technology utilizing Web-based applications and providing superior customer support and training
to take a company's infrastructure into the future and beyond.
1.2 Keys to Success
Strong technical experience
Effective management leadership
High quality service and support
Company Summary
Founded in 1979, Discover Productions began in November 1992 to provide a new innovative role in the
ASP technology market. The company began marketing turn-key Web-based Internet computing solutions
to businesses entering the fast paced ever-changing World Wide Web.
Discover Productions is a privately held Ohio C-Corporation, with principal offices located in Cleveland,
Ohio. This facility of 10,000 square feet serves as an administration and development facility. It includes
two development offices, a conference room, a computer center, and a reception area. This new facility was
opened in November 1999 and helps to provide customers with state-of-the-art networks and backup
facilities. With the additional funding, the company plans to open a marketing and sales office in Cleveland,
Ohio, and begin developing new Web-based applications.
2.1 Company History
Discover Productions provides its customers with the necessary tools to maximize their company efficiency
and increase their profitability. These include Web-based technologies such as e-commerce, Web
development, a co-location computing facility, software integration, disaster recovery, and other Web
applications that are critical to a customer's business. Discover Productions also provides remote support in
maintaining networks and software for customers as needed.
In today's growing business, companies need computer and Internet service to increase growth, Discover
Productions works with companies providing turn-key computing solutions for their office environment and
Internet access. Management of Web services and a customer's office computing environment can be done
remotely from the Discover Productions head office allowing a cost effective solution for small to mid-size
companies who need computing management.



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Products and Services
Discover Productions is developing its own B2B Web-based applications with their first product expected to
be release in June 2000 and additional products to follow every six to eight months.
3.1 Product and Service Description
The following is a list of products and services offered by Discover Productions.
1. Web applications. Discover Productions provides Web applications development for both internal
and external customer websites that need dynamic site and business process flow automation.

2. E-commerce solutions. Utilizing a combination of Discover Productions' Web design services and
Goldwin's e-commerce software the company is able to provide quality e-commerce solutions.
Discover Productions offers a selection of products that allow customers to build an online store or
add catalogs and shopping cart functions to a pre-existing site.

3. Web hosting solutions. Discover Productions provides Web hosting solutions for customers needing
high availability servers. Discover Productions offers cost effective solutions and competitive pricing
to grow a customer's presence on the Web. From its Basic Hosting Plan to its Gold Star Plan,
Discover Productions offers reliable technology and customer support utilizing high speed networks
and 24x7 servers.

4. Co-location. Discover Productions provides co-location of Internet servers for customers needing
high speed Internet access but wanting to manage their own equipment.

5. Web design services. Discover Productions provides Web design services for customers seeking to
establish a Web presence. Discover Productions can design and develop a company's Web presence
in order for them to be competitive in today's industry, as well as helping them to automate their
business process flow. Discover Productions offers cost effective solutions and competitive pricing
by offering Web development packages from a basic site plan to a full company site. Discover
Productions can provide a quote based upon development of internal or external Web applications.

6. Disaster recovery solutions. Utilizing its in-house backup methodology, Discover Productions
provides disaster recovery solutions.

7. Network design solutions. Discover Productions uses its in-house expertise to provide network
design solutions.

8. Computing design solutions (Unix and NT). Discover Productions uses its in-house expertise to
provide computing design solutions for NT, Windows 2000 and Unix.

9. Equipment service. Discover Productions provides equipment service by reselling a 24x7 strategic
alliance partner's services.

10. Software and hardware. Discover Productions sells computer software and hardware using public
and private e-commerce solutions.
3.2 Future Products and Services
Discover Productions plans on developing its own B2B Web-based applications this year. Utilizing a strong
think-tank development team, the company will release smaller products every 6 to 8 months with their first
product to launch in June, 2000. Discover Productions' main product offering will be a complete line of
educational Web-based programs and will release in 2001. These programs will feature the latest in XML,
Web, and multi-media technology. The educational learning programs will utilize the latest in artificial
intelligence and neural network programming to be marketed to home, educational institutes, government,
and commercial sectors.
Key components of Discover Productions's initial product development strategy can be summarized as
follows.
1. Employee/Employer Web E-portal. This Web-based application will target strategic industries to
bring employees and employers together. Current sites target only the technology market whereas
Discover Productions will market to blue-collar industries. The release date for their first site is June
1, 2000, and will target the Waste Industry with the Oil Industry to follow next. Additional market
targets will be released every six months.

2. CPA/Business E-portal. Although several accounting packages exist today both Web and computer
based, no application is currently bringing together the accountant and small to mid-sized business.
Discover Productions plans on bringing to market a Web-based accounting application that will
simultaneously bring together both the customer and their accountant/CPA with all the information
being available to both parties through the secure Discover Productions computing facility. Discover
Productions will target strategic alliances with companies such as Intuit, PeachTree, and Solomon,
makers of current accounting packages.

3. Educational E-portal. Today's educational programs, although full of rich multi-media and loads of
information, still teach to students in the same manner that has been utilized for years. The biggest
failing of education programs today is that they teach the same information the exact same way to
every student. Discover Productions realizes that every student is different, and their new suite of
educational applications will be designed utilizing state-of-the-art artificial intelligence driven neural
network programming. This will allow the Educational Program to modify itself to teach to each
student based upon each student's comprehension and ability. The software will be marketed with
Educational Modules that can be downloaded or accessed via the Internet directly from the Discover
Productions hosting facility. Companies can also design their own Educational Modules and have
their own corporate e-portal by purchasing the core AI program and development kit. This
revolutionary new concept in education can be marketed to all industries, companies, schools, and
institutes. Discover Productions plans on marketing this product to company training programs
initially, and then marketing to schools and institutes.

4. R&D, Think Tank. Discover Productions utilizes a think tank model in their approach to
developing products. Utilizing the latest in state-of-the-art technology, development groups are
organized to discuss and develop new products. Staff are encouraged and rewarded for bringing to
the table new and innovative product ideas. Revenue is generated from these new ideas as well as
companies contracting services for the use of the Discover Productions think tank.

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Market Analysis Summary
Business-to-Consumer e-commerce
Estimates for the amount of online spending by consumers in 1998 range from $7 billion to $13 billion, with
at least 25% occurring during the Christmas shopping season. Forrester Research, an information technology
research firm in Cambridge, Massachusetts, believes that online spending will hit $108 billion in 2003.
B2B e-commerce
Although there are very few pure B2B e-commerce firms, this segment dwarfs the business to consumer
sector. Forrester believes that this market, which totaled $43 billion in 1998, should rise to $1.3 trillion by
2003.
The Internet
As of year-end 1998, almost 160 million users accessed the Internet regularly, up from approximately 101
million at the end of 1997, according to IDC. Clearly, the Internet is in an exceptional growth phase. This
growth has pushed the capacity of existing networking infrastructure to its limits, resulting in frustration by
Internet users.
Still, consumers have found the Internet to be a useful tool in the research and purchase of goods and
services. Corporations have found that while the Internet is challenging traditional business models, it also
offers significant advantages to companies that fully embrace the medium.
Exceptional growth
By any measure, the Internet is one of the fastest-growing commercial phenomena ever witnessed by
society. Host computers, or servers, have exploded from 3.2 million in 1994 to roughly 56.2 million as of
July, 1999. During the same time period, the number of websites roared to more than 5 million from
only approximately 3,000.
A key factor in the recent growth of the Internet is the popularity of the sub-$1,000 PC. Rapidly falling
component prices have allowed PC manufacturers to pass cost savings on to their customers, resulting in a
more attractively priced product. Computers sold at or below the $1,000 level have appealed to first-time PC
users and lower income families. Because of the more affordable prices, PC penetration in the United States
is now approximately 50%, according to Dataquest, a market research firm based in San Jose, California.
As a result of the Internet's historical roots in the U.S. Department of Defense, as well as the rising
penetration of PCs, the United States accounts for more than half of the world's total Internet users. The
European market, by contrast, has been held back by the high cost of Internet access. Consumers are
typically billed twice in these markets, once by the ISP and once by the phone company. However, the
forces of telecommunications deregulation in Europe finally appear to be having an effect, as several phone
companies have recently eliminated access fees and now bill only on a per-minute basis. Such moves should
eventually increase the penetration of the Internet in Europe.
In the United States, less than one-third of the population is connected, leaving plenty of room for growth. In
1996, people asked colleagues and friends if they had an electronic mail address. In 1997, people were asked
what their electronic mail address was. When consumers today are asked why they purchased a personal
computer, the most common answer is to connect to the Internet to get their email.
The explosive growth of the Internet, as a tool for global communications, has enabled millions of people to
interact electronically. International Data Corporation, or IDC, estimates that there were 142 million Web
users worldwide at the end of 1998, and expect this number will grow to approximately 502 million by the
end of the year 2003. Rapid acceptance of the Internet as a communications platform by both businesses and
consumers has created the foundation for significant growth in B2B and business-to-consumer e-commerce.
IDC estimates that worldwide commerce over the Internet will increase from approximately $50 billion in
1998 to $1.3 trillion in the year 2003.
The Small Business Administration estimates that more than 98% of all businesses in the United States have
fewer than 100 employees. These businesses often lack the size and financial resources to create economies
of scale. In particular, these organizations typically do not maintain dedicated procurement departments and
often do not achieve significant purchasing leverage. The Internet can provide small businesses and
consumers with a number of advantages when making purchases, including:
Convenience
Wider selection of products and services
Competitive pricing
Small businesses are taking advantage of the opportunities the Internet affords. IDC estimates that the
number of small businesses engaged in e-commerce will increase 47.1% annually, from 400,000 at the end
of 1998 to almost 2.8 million at the end of the year 2003, signaling the broad adoption of the Internet by
these small enterprises.
The widespread adoption of the Internet as a purchasing vehicle has created a wealth of opportunities for
businesses that offer products and services to small businesses and consumers. Simultaneously, it has given
both small businesses and consumers a wider variety of products from which to choose at competitive
prices.
4.1 Market Segmentation
The company's target customers are as follows:
Small to Mid-size Businesses (50-500 employees)
Businesses that are consolidating operations or merging
Military and government agencies
Others (accounting, medical, insurance, waste industry, associations, real estate, and new crafts
market)



Market Analysis

2000 2001 2002 2003 2004

Potential Customers Growth

CAGR
Small to Mid-Sized Businesses 20% 25,000 30,000 36,000 43,200 51,840 20.00%
Consolidations and Mergers 15% 15,000 17,250 19,838 22,814 26,236 15.00%
Military and Government Agencies 10% 10,000 11,000 12,100 13,310 14,641 10.00%
Other 5% 8,000 8,400 8,820 9,261 9,724 5.00%
Total 15.28% 58,000 66,650 76,758 88,585 102,441 15.28%
4.2 Target Market Segment Strategy
Small to Mid-size Businesses. All business of 50 to 500 employees are ideal regardless of industry.
They purchase website, E-commerce, data networks, computers, and Web services such as Discover
Productions provides. New feeder business within the semi-conductor, insurance, accounting,
medical, and manufacturing industries are prime targets.
Consolidations and Mergers. They look for outsourcing and new ways for implementing Web-
based applications, intranet hosting and development, e-portals, e-markets and support to grow their
business while cutting cost. Golf Smith, Nevada Bob, and Dyer Electronics purchases
products/services such as Discover Productions provides.

Military and government agencies. The company sells to government contractors, and government
agencies such as the Advanced Research Program Agency (ARPA), Airforce, Navy, Army and other
such agencies.
Others. The company also sells to accounting, medical, insurance, waste industry, associations, real
estate, and new crafts market.
4.3 Market Trends
Identifiable market sectors. Forrester Research estimates that there are approximately 70 identifiable
vertical market sectors (i.e., manufacturing, banking, insurance, stock-brokerage, pharmaceutical,
engineering, etc.) in the commercial business world today.
High growth in e-commerce. Forrester also reports that B2B e-commerce will be a $1.3 trillion market by
the year 2003 (Red Herring, December 1999). This will surpass the business-to-consumer market by five to
seven times.
E-commerce market value. IDC, another market intelligence firm, predicts the market to be $633 billion
by the year 2001. IDC also believes that the largest portion of business's new technology investments will be
devoted to studies and implementations of e-commerce B2B initiatives. Compounded growth between the
years 2001 and 2003 is expected to be 35%. IDC claims that those entrepreneurs that set their banner in to e-
commerce sectors will be the ones that reap the greatest profits and growth from the year 2001 and beyond.
Internet services market. Gartner calls B2B e-commerce, "the new millennium's killer application." The
Internet services market will grow at a cumulative annual growth rate of 60% through the year 2003. IDC
also claims that revenue in the worldwide Internet services market grew 71% in 1998 and is expected to
grow at a cumulative annual growth rate of 60% through the year 2003 with revenues for Internet services
approaching $80 billion.
IDC predicts that of the estimated 7.1 million small businesses in the United States, the percentage
connected to the Internet will grow from about 40% in 1996 to about 70% in the year 2000. IDC estimates
the number of users in the U.S. accessing the World Wide Web will increase from approximately 63 million
at the end of 1998 to 177 million by the end of the year 2003.
Cahners indicates that "At least 50% of networking hardware revenue in the first half of 1999 came from
small to mid-size companies."
4.3.1 Forrester Research
Recent research conducted by Forrester research has shown that B2B will be $2.7 trillion by the year 2004.
The research shows that e-marketplaces will be responsible for 53% of all online business trade. Research
also shows that more companies are moving to make purchases and sales on the Internet and are looking to
build deeper relationships with business partners. This research has also shown:
The B2B arena is reshaping e-marketplaces. The initial wave of B2B e-commerce has been dominated by
extranets that automate off-line processes between partners. However, the Internet is now moving to a new
business venue, e-marketplaces, where the dynamic many-to-many interactions will supplant stagnant one-
to-one relationships. These new trading arenas will flourish because:
Industry inefficiencies run rampant. In today's business environment, comparing offerings across
suppliers requires multiple phone calls to various suppliers or enlisting the costly support of a broker.
Time-consuming practices like these are easy targets for the Internet--where purchasing agents can
gain instant access to comparisons of many different products.

E-marketplace vendors will lower technology barriers. Someone had to build the first e-
marketplace, but now the technology landscape is maturing. Today, B2B entrepreneurs can acquire
sophisticated marketplace software from firms like Tradex, Ariba, and Commerce One or entirely
offload the building of their websites to a lengthening list of experienced e-commerce integrators like
Vision Systems or Software Solutions Pakistan.

Venture funding is shifting to business trade. High-profile B2B players like VerticalNet--whose
market cap currently exceeds $4 billion--have caught the investor community's attention. The result?
Many venture capitalists are placing bigger bets on their business trade portfolio. CMGI, for
instance, just announced its plans to raise $1 billion to invest in B2B firms.
E-marketplaces will face a changing business environment. As more and more companies compete in the
B2B market, there are going to be companies that will either have to sell or simply go out of business due to:
Virgin markets disappearing. While most existing e-marketplaces are launched in a world devoid
of serious competition, such as the printing business, these uncharted opportunities will quickly fade
away. And even though there are a lot of untapped new markets, they will not be for long and soon
everyone will want a piece of the pie.

Feature-function races escalate. Functionality is not a big issue currently. Many websites simply
put together a transaction processing engine and issue a few press releases and declare they have a
B2B website. But as these websites face stiff competition, basic service offerings won't be good
enough. Firms will need to pump big bucks into expanding their online and offline capabilities just to
satisfy the requirements of increasingly demanding participants.
Source: Forrester Research, Inc.'s e-marketplace report
4.4 Service Business Analysis
Discover Productions is part of the Web hosting industry.
4.4.1 Main Competitors
Specifically, competitors include Onramp, Saper Media Group, and Labnet which are detailed as follows:
Onramp, Cleveland, Ohio. Onramp is a publicly traded company that was founded in 1994. It is
considered an industry leader in the field of Web page design. Onramp is a provider of
products/services that help businesses with their websites and hosting.

Saper Media Group, Cleveland, Ohio. Saper Media Group is a publicly traded company that was
founded in 1995. It is considered an industry leader in the field of websites. SMG is a provider of
products/services that put businesses on the Web. The company's products/services include website
design and maintenance, graphic design, and application programming.

Labnet, Cleveland, Ohio. Labnet is a publicly traded company that was founded in 1995. It is
considered an industry leader in the field of Web page design. Labnet is a provider of
products/services that creates websites and hosting. The company's products/services include Web
page design, website hosting, database services, and CGI programming.
4.4.2 Positioning Statement
Discover Productions believes that to stay ahead of its competitors it has to define its vision; to be a B2B
Web-based turn-key solutions provider, developing new and innovative Web-based applications and become
an ally to its clients in this diverse field. The company offers various benefits including:
Lead with the best products and services in the industry.
High quality service and support
The solutions provided by Discover Productions require serious technical knowledge and experience to
develop. Many competitors only sell a single boxed product versus a custom solution. The company also
offers incentive packages as well as finders fees for any employees who bring in new business.
Discover Productions keeps a close watch on the technological advances that take place in the industry so
that it can effectively implement its solutions. The company sends representatives to regional and national
seminars and offers training programs for its staff. All this is done to ensure Discover Productions becomes
the leading provider of industry solutions. Discover Productions believes in passing cost savings on to its
customers. As such, the company purchases from Tech-Data which offers 30-day net terms and overnight
shipping.
Strategy and Implementation Summary
Strategic Alliances
The company plans to rapidly develop marketing alliances with industry leaders and pursue new sales of
turnkey computing solutions, systems support, Web hosting, e-commerce, Web development, and Web-
based applications. The market strategy is to capitalize on Discover Productions's innovative, information
technology applications by expanding into new market areas.
Marketing
The company will run advertising banners on various websites that are visited by its target markets. The
company anticipates that it will use several different forms of promotion to attract clients to its services.
These promotions will include discounted packaged deals that are all inclusive. Customers will purchase the
company's education materials, license the company's software, and join the chat room for "one low
introductory price."
Sales
The sales process involves several steps which include relationship building, customer requirements/needs,
product presentation, demo, closure and implementation. This approach is used because with our technical
products and services it is more effective than competitors' single product approach.
5.1 Competitive Edge
1. One-stop shopping for companies needing complete "from the ground up" Web-based applications
and business solutions. Discover Productions delivers the most comprehensive, cost-effective
information available.

2. Provide comprehensive, cost-effective Web development, hosting, e-commerce and Internet
computing solutions that deliver results.

3. New innovative B2B Web-based applications that target and capture untapped industries bringing
businesses together over the Internet, and expanding the learning potential of everyone with their
own line of educational products.
5.2 Marketing Strategy
The company's marketing strategy rests on the belief that its products and services represent a value-added
approach to interpreting, qualifying, and understanding the complexities of the computer industry and
technology markets. To implement this strategy, the company intends to place paid advertising banners on
strategic websites in the computer fields and to utilize search engine portal and general media advertising.
Through these approaches, customers of the company will attain access to the company through its websites,
where they will in turn access the company's advertiser driver browser, which the company expects will
expose the customer the company's proprietary products and services, as well as to links with other online
firms with which the company has strategic alliances and advertising relationships.
Discover Productions' marketing plan is developed in order to support the company's corporate goals and
strategies. It is developed from knowledge gained from industry analysis, competitive intelligence, and what
is known about customers and clients. It should be noted that every reasonable effort has been taken to
develop the marketing plan from data and analysis. It is possible that some of the data could be interpreted in
different ways, which could invariably lead others to arrive at different conclusions about how to approach
the marketplace and promote the business.
The specific marketing goals for the company are:
Increase Discover Productions brand awareness.
Develop new clients and markets.
Develop strategic alliances (via marketing).
Build Discover Productions co-brands and partners.
Increase advertising revenues.
Increase traffic to Discover Productions.
Expand existing clients and markets.
Develop marketing presentation materials.
Identify opportunities for new products and services.
Enhance Discover Productions offerings.
Enhance public relations efforts.
5.2.1 Marketing Programs
The delivery channel for Discover Productions's marketing strategy is based on an integrated marketing
model which utilizes a mix of communications media. The marketing programs are designed to increase
brand recognition and attract new customers. They are diverse and include a range of marketing
communications.
The Internet. The Internet will be the primary marketing tool. Site development will include:
Use of state-of-the-art graphics.
Easy access to pages within the site.
A menu that includes easy enrollment for membership or product purchases.
Use of state-of-the-art execution platform for trading.
Easy payment methods and secure online transaction processor.
The company will also advertise on various strategic sites on the Internet including:
Submitting URL for each page of the site to search engines.
Banner ads on select search portals.
The website. Discover Productions currently has two websites and has received several inquiries from
them. An additional site will be added to provide an online catalog and quote system. Plans are underway to
upgrade the website with additional marketing material, as this is expected to be one of the company's
primary marketing channels.
Print media. Inserts and/or ads in weekly and daily newspapers will be considered as the budget allows.
Broadcast media. Radio, television, and cable advertising will be considered as the budget allows.
Email. The company will use demographic profiles to send messages to potential members and to:
Provide a newsletter to all active accounts.
Provide thank you notifications to all visitors, along with advantages that go with being a member.
Promotions. The company will use various promotion channels to reach its target markets.
Secure space at online trading expos.
Secure space at business expos in West Palm Beach and Boca Raton.
Presentations at various Chambers of Commerce gatherings.
Newsletters.
Special membership promotions.
Browsing site for free.
5.3 Sales Strategy
Discover Productions uses a direct sales force, relationship selling, subcontractors, direct marketing, and
Internet marketing to reach its markets. These channels are most appropriate because they utilize the
quickest path and time to the market place, reduced capital requirements, fast access to established
distribution channels, and best of processes for relationship building. Sales and distribution are made
by/through strategic alliances and partners with Fortune 500 companies.
5.3.1 Sales Forecast
Positioning and company image. The idea is to communicate to the investor community, the company's
unique combination of capabilities, products, competencies, and investor relations programs. Management
believes that its corporate image is distinguished from other ASP firms. Discover Productions's business
model is designed to utilize its cumulative management experience in computer solutions, Web hosting,
Internet sales, e-commerce solutions, new Web-based products, and technical & marketing experience to
create an unbeatable marketing and sales strategy, consisting of these components:
Corporate image (and image enhancement).
Marketing propositions.
Solid advertising programs.


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Sales Forecast

FY 2001 FY 2002 FY 2003
Sales

Hosting Services $249,992 $3,750,000 $10,750,000
Internet Sales $325,005 $4,875,000 $15,875,000
Computing Solutions $500,003 $7,500,000 $18,500,000
Total Sales $1,075,000 $16,125,000 $45,125,000
Direct Cost of Sales FY 2001 FY 2002 FY 2003
Hosting Services $23,253 $348,837 $714,681
Internet Sales $30,236 $453,488 $1,055,402
Computing Solutions $46,511 $697,675 $1,229,917
Subtotal Direct Cost of Sales $100,000 $1,500,000 $3,000,000

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Management Summary
The following topics discuss the management organization within Discover Productions.
6.1 Organizational Structure
Discover Productions's organizational structure is illustrated below.
President/CEO, Edward Jones
Vice-President/CIO, Jacob Manuel
Technical Support Manager (To Be Determined)
Research/Product Manager (To Be Determined)
Web Application Manager (To Be Determined)
Vice-President/Marketing (To Be Determined)
Sales Manager (To Be Determined)
Strategic Alliance Manager (To Be Determined)
Business Development Manager, Jennifer L.Jones
Advertising Manager (To Be Determined)
CFO, (To Be Determined)
Accounts Manager (To Be Determined)
Human Resources Manager (To Be Determined)
6.2 Quality Assurance Program
Quality excellence is the foundation for the management of our business and the keystone of the company's
goal for customer satisfaction. It is, therefore, company policy to:
Consistently provide services that meet the quality expectations of our customers.
Actively pursue improving quality through programs that enable each employee to do his or her job
right the first time.
The Discover Productions Quality Assurance Program consists of new employee orientation on the Quality
Assurance Plan, in-house training programs for all employees, and a formal certification training program.
Quality Assurance checks are done on an ongoing basis, and on completed jobs to ensure quality
workmanship to the company's customers.
At Discover Productions, the customer comes first. Putting the customer first involves learning about the
customer's ever-changing needs and meeting their expectations for lasting quality.
The company strives to prevent problems by anticipating them. Prevention can be achieved through
planning and can avoid the time and costs associated with rework.
Quality happens through people and it is the people that make the Discover Productions business successful.
Within an environment that stimulates self-motivation and creativity, employees can take ownership of the
processes that make our business, and therefore our clients' businesses, succeed.
6.3 Personnel Plan
Senior Management Team
Discover Productions' management is highly experienced and qualified. It's key management team includes:
Mr. Edward Jones as President/CEO and Mr. Jacob Manuel, CIO.
Other key personnel at Discover Productions include:
Ms. Michelle Jackson, who is in charge of new business development.
Mrs. Dana Beck, who has specialization in Web database programming.
Mr. Michael Taylor, who is a database programmer.
Ms. Mary Joseph, who is in charge of Web page design.

Personnel Plan

FY 2001 FY 2002 FY 2003
All departments $434,783 $2,200,000 $3,600,000
Other $0 $0 $0
Total People 12 55 90
Total Payroll $434,783 $2,200,000 $3,600,000

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Financial Plan
The company is seeking first round funding in the amount of $914,900 for staffing purposes, purchasing
software and hardware computing equipment, office costs, and other Internet related costs. The company is
also seeking second round funding in the amount of $3 million for developing B2B Web-based applications,
and their educational application software.
The following sections outline the financial plan for Discover Productions.

General Assumptions

FY 2001 FY 2002 FY 2003
Plan Month 1 2 3
Current Interest Rate 10.00% 10.00% 10.00%
Long-term Interest Rate 10.00% 10.00% 10.00%
Tax Rate 25.42% 25.00% 25.42%
Other 0 0 0
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7.1 Projected Profit and Loss
Discover Productions' estimated income statements for FY2000-2002 are outlined below.


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Pro Forma Profit and Loss

FY 2001 FY 2002 FY 2003
Sales $1,075,000 $16,125,000 $45,125,000
Direct Cost of Sales $100,000 $1,500,000 $3,000,000
Other $38,000 $570,000 $600,000
Total Cost of Sales $138,000 $2,070,000 $3,600,000
Gross Margin $937,000 $14,055,000 $41,525,000
Gross Margin % 87.16% 87.16% 92.02%
Expenses

Payroll $434,783 $2,200,000 $3,600,000
Sales and Marketing and Other Expenses $483,600 $3,780,000 $5,765,000
Depreciation $36,000 $100,000 $150,000
Utilities $3,600 $5,000 $6,000
Insurance $14,400 $40,000 $60,000
Rent $18,000 $40,000 $70,000
Utilities $24,000 $25,000 $25,000
Continuing Education $36,000 $518,000 $575,000
Payroll Taxes $65,217 $330,000 $540,000
Other $0 $0 $0
Total Operating Expenses $1,115,600 $7,038,000 $10,791,000
Profit Before Interest and Taxes ($178,600) $7,017,000 $30,734,000
EBITDA ($142,600) $7,117,000 $30,884,000
Interest Expense $5,452 $4,856 $3,782
Taxes Incurred $0 $1,753,036 $7,810,597
Net Profit ($184,052) $5,259,108 $22,919,621
Net Profit/Sales -17.12% 32.61% 50.79%
7.2 Projected Cash Flow
The table below provides the company's projected cash flow for FY2000-2002.


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Pro Forma Cash Flow

FY 2001 FY 2002 FY 2003
Cash Received

Cash from Operations

Cash Sales $268,750 $4,031,250 $11,281,250
Cash from Receivables $698,750 $10,028,750 $29,864,680
Subtotal Cash from Operations $967,500 $14,060,000 $41,145,930
Additional Cash Received

Sales Tax, VAT, HST/GST Received $0 $0 $0
New Current Borrowing $0 $0 $0
New Other Liabilities (interest-free) $0 $0 $0
New Long-term Liabilities $0 $0 $0
Sales of Other Current Assets $0 $0 $0
Sales of Long-term Assets $0 $0 $0
New Investment Received $3,914,900 $0 $0
Subtotal Cash Received $4,882,400 $14,060,000 $41,145,930
Expenditures FY 2001 FY 2002 FY 2003
Expenditures from Operations

Cash Spending $434,783 $2,200,000 $3,600,000
Bill Payments $753,996 $7,926,120 $17,642,544
Subtotal Spent on Operations $1,188,779 $10,126,120 $21,242,544
Additional Cash Spent

Sales Tax, VAT, HST/GST Paid Out $0 $0 $0
Principal Repayment of Current Borrowing $0 $2,624 $0
Other Liabilities Principal Repayment $0 $0 $0
Long-term Liabilities Principal Repayment $646 $8,963 $9,902
Purchase Other Current Assets $0 $0 $0
Purchase Long-term Assets $1,052,000 $1,500,000 $1,500,000
Dividends $0 $0 $0
Subtotal Cash Spent $2,241,425 $11,637,707 $22,752,446
Net Cash Flow $2,640,975 $2,422,293 $18,393,484
Cash Balance $2,670,975 $5,093,269 $23,486,753
7.3 Balance Sheet
The projected Balance Sheet is shown below.

Pro Forma Balance Sheet

FY 2001 FY 2002 FY 2003
Assets

Current Assets

Cash $2,670,975 $5,093,269 $23,486,753
Accounts Receivable $147,500 $2,212,500 $6,191,570
Other Current Assets $5,000 $5,000 $5,000
Total Current Assets $2,823,475 $7,310,769 $29,683,323
Long-term Assets

Long-term Assets $1,152,000 $2,652,000 $4,152,000
Accumulated Depreciation $56,000 $156,000 $306,000
Total Long-term Assets $1,096,000 $2,496,000 $3,846,000
Total Assets $3,919,475 $9,806,769 $33,529,323
Liabilities and Capital FY 2001 FY 2002 FY 2003
Current Liabilities

Accounts Payable $64,273 $704,046 $1,516,880
Current Borrowing $5,000 $2,376 $2,376
Other Current Liabilities $0 $0 $0
Subtotal Current Liabilities $69,273 $706,422 $1,519,256
Long-term Liabilities $49,354 $40,391 $30,489
Total Liabilities $118,627 $746,813 $1,549,745
Paid-in Capital $3,939,900 $3,939,900 $3,939,900
Retained Earnings $45,000 ($139,052) $5,120,056
Earnings ($184,052) $5,259,108 $22,919,621
Total Capital $3,800,848 $9,059,956 $31,979,577
Total Liabilities and Capital $3,919,475 $9,806,769 $33,529,323
Net Worth $3,800,848 $9,059,956 $31,979,577
7.4 Business Ratios
The following table contains important business ratios for the consulting industry, as determined by the
Standard Industry Classification (SIC) Index code 8748.

Ratio Analysis

FY 2001 FY 2002 FY 2003 Industry Profile
Sales Growth 115.00% 1400.00% 179.84% 12.40%
Percent of Total Assets

Accounts Receivable 3.76% 22.56% 18.47% 26.10%
Other Current Assets 0.13% 0.05% 0.01% 44.70%
Total Current Assets 72.04% 74.55% 88.53% 74.50%
Long-term Assets 27.96% 25.45% 11.47% 25.50%
Total Assets 100.00% 100.00% 100.00% 100.00%
Current Liabilities 1.77% 7.20% 4.53% 44.30%
Long-term Liabilities 1.26% 0.41% 0.09% 16.00%
Total Liabilities 3.03% 7.62% 4.62% 60.30%
Net Worth 96.97% 92.38% 95.38% 39.70%
Percent of Sales

Sales 100.00% 100.00% 100.00% 100.00%
Gross Margin 87.16% 87.16% 92.02% 0.00%
Selling, General & Administrative Expenses 104.28% 54.55% 40.95% 80.80%
Advertising Expenses 11.16% 6.05% 2.77% 1.30%
Profit Before Interest and Taxes -16.61% 43.52% 68.11% 2.20%
Main Ratios

Current 40.76 10.35 19.54 1.75
Quick 40.76 10.35 19.54 1.38
Total Debt to Total Assets 3.03% 7.62% 4.62% 60.30%
Pre-tax Return on Net Worth -4.84% 77.40% 96.09% 3.80%
Pre-tax Return on Assets -4.70% 71.50% 91.65% 9.70%
Additional Ratios FY 2001 FY 2002 FY 2003

Net Profit Margin -17.12% 32.61% 50.79% n.a
Return on Equity -4.84% 58.05% 71.67% n.a
Activity Ratios

Accounts Receivable Turnover 5.47 5.47 5.47 n.a
Collection Days 58 36 45 n.a
Accounts Payable Turnover 12.26 12.17 12.17 n.a
Payment Days 28 16 22 n.a
Total Asset Turnover 0.27 1.64 1.35 n.a
Debt Ratios

Debt to Net Worth 0.03 0.08 0.05 n.a
Current Liab. to Liab. 0.58 0.95 0.98 n.a
Liquidity Ratios

Net Working Capital $2,754,202 $6,604,347 $28,164,066 n.a
Interest Coverage -32.76 1,445.00 8,127.25 n.a
Additional Ratios

Assets to Sales 3.65 0.61 0.74 n.a
Current Debt/Total Assets 2% 7% 5% n.a
Acid Test 38.63 7.22 15.46 n.a
Sales/Net Worth 0.28 1.78 1.41 n.a
Dividend Payout 0.00 0.00 0.00 n.a

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