E147 COMPETING WITH BIG BOYS

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E147 COMPETING WITH BIG BOYS

• ARTHUR STEPHENS
• PRESIDENT
• ELECTRICAL MANUFACTURERS CREDIT BUREAU
• asteph_at_earthlink.net

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GOAL

• Develop Information Systems
• Website to Compete With Much Larger Competitor

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ELECTRICAL MANUACTURERS CREDIT BUREAU

• Provide Credit Company Information
• Customers
• Electrical Lighting Manufacturers
• Wire Manufacturers
• Software Automation Suppliers
• We Write Credit Reports on Electrical Lighting
  Distributors

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OUR COMPETITOR

• Will Not Name Who They Are
• Initials are D B
• Provide Credit Company Information
• Customers
• All Businesses in the World
• They Write Credit Reports On All Businesses in
  the World

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WE HAD TO FIND A WAY TO COMPETE

• Internet Solutions
• Great Equalizer
• Flow of Information
• Access
• Cost Effective
• Better Information than D B
• Reduced Cost to Members

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COMPARISONS
D B
EMCB
Access Reports on Internet Sales
Force Services Credit (Risk Mgt) Sales
Marketing Information (Supply Management
Solutions)
2001
Jan 1997
0
2500
Extra
Included
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COMPARISONS
D B
EMCB
Employees Gross Revenues Auditors Total
Assets Date Started
7,800
4
250,000
1.4 Billion
Cant Afford
Price Waterhouse
132,000
1.4 Billion
1840s
1948
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WHAT WE DEVELOPED

• Database
• Sybase Adaptive Server 11.5
• PowerBuilder to Develop Database
• Website
• PowerSite Used to Develop HTML and Datawindows
• Power Dynamo Used for Dynamic Web Server

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WHAT WE DEVELOPED

• Power Builder Used to Develop Website Maintenance
  Application and Datawindows
• EA Server 3.0 Running as Transaction Server
• Most of the Contact is Dynamic Using HTML
  Datawindow Technology
• Sybase Consulting
• Developed Database
• Developed Website

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HOW DO WE COMPETE?

• We Concentrate on the Electrical Industry
• Our Information Comes From Our Members Only
• Better Product for Better Price
• We Can Provide More Information through our
  Website
• D B Must Limit the Amount of Information
• To Protect Revenue Stream
• To Sell Individual Products Separately

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HOW DO WE COMPETE?

• We Provide
• Almost All the Information They Need
• Directory of Electrical Wholesalers
• One Set Annual Fee
• Special Reports through Data Manipulation

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WHATS IN THE FUTURE?

• Leverage Our Information
• Partnerships
• Internet Credit Services
• Use Our Data In Their Format
• They Will Market Our Services Because They Need
  Our Data

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WHATS IN THE FUTURE?

• NAED
• They Use our Information
• Support Recommend Us
• 400 Manufacturer Affiliates
• Want Us To Start Credit Bureau For Electrical
  Distributors

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WHATS IN THE FUTURE?

• Venture Capital
• Create Distributor Credit Bureau
• Marketing Staff
• Control Credit Sales Information in Electrical
  Industry.

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