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PartsWatch® and AutoEase® are registered trademarks of icarz, inc. © Copyright icarz, inc. 2004 all rights reserved. 1 Sales – Non-Automotive.

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Presentation on theme: "PartsWatch® and AutoEase® are registered trademarks of icarz, inc. © Copyright icarz, inc. 2004 all rights reserved. 1 Sales – Non-Automotive."— Presentation transcript:

1 PartsWatch® and AutoEase® are registered trademarks of icarz, inc. © Copyright icarz, inc all rights reserved. 1 Sales – Non-Automotive

2 PartsWatch® and AutoEase® are registered trademarks of icarz, inc. © Copyright icarz, inc all rights reserved. 2 Agenda Summary of progress to date Hardgoods market –Sales & marketing strategy –Account review –Pipeline projections –Other opportunities Other markets Product considerations SWOT

3 PartsWatch® and AutoEase® are registered trademarks of icarz, inc. © Copyright icarz, inc all rights reserved. 3 Summary to Date Goal: Close major accounts in both existing and in new markets Automotive aftermarket –CTC –CSK –Autopart International Other prospects ‘worked’ –Sullivan Tire –FW Webb –Crescent Electric –Oxford Hardware

4 PartsWatch® and AutoEase® are registered trademarks of icarz, inc. © Copyright icarz, inc all rights reserved. 4 Knowledgeable sources for information and referrals –Retailers & supply houses –Buying groups –Warehouse distributors –Manufacturers –Professional organizations/Consultants –Industry analysts/Press –Partners/alliances –Tradeshows and markets –Research – industry, trade sources, company Competitors Summary to Date

5 PartsWatch® and AutoEase® are registered trademarks of icarz, inc. © Copyright icarz, inc all rights reserved. 5 New markets – where else can we sell –Lawn & Garden –Office Supplies –Marine –Aircraft maintenance –Industrial & MRO –Tire & Service –Tradespeople –Plumbing –Electrical –Lighting –Refrigeration –HVAC/Mechanical –Hardware –Lumber Summary to Date

6 PartsWatch® and AutoEase® are registered trademarks of icarz, inc. © Copyright icarz, inc all rights reserved. 6 $330 mil total software opportunity Store count 30,000 System usage –33% Activant –33% Misc. systems –33% No System Hardgoods - why I am enthused 1. Size of market

7 PartsWatch® and AutoEase® are registered trademarks of icarz, inc. © Copyright icarz, inc all rights reserved. 7 Hardgoods - why I am enthused Currently available PartsWatch functionality Distribution model similarities to aftermarket Catalog driven – catalogs exist now Retail and commercial Similar market requirements 2. System fit

8 PartsWatch® and AutoEase® are registered trademarks of icarz, inc. © Copyright icarz, inc all rights reserved. 8 Disruption in the market –3 major Coops ceasing their systems – TruTrac, CS/2000, Pace –Activant required upgrade Fragmented Market –No viable alternative to Activant –30 plus small players Hardgoods - why I am enthused 3. Market opportunity is now

9 PartsWatch® and AutoEase® are registered trademarks of icarz, inc. © Copyright icarz, inc all rights reserved. 9 Indicators –TruServ looking –W/D’s interest –Stores reaction –Ace rolling out ASP Activant –Only dominant player –Price gouging and wide-spread dissatisfaction –OS upgrade required 25% –Ace standardizes, ‘Only game in town’ Hardgoods - why I am enthused 3. Market opportunity is now

10 PartsWatch® and AutoEase® are registered trademarks of icarz, inc. © Copyright icarz, inc all rights reserved. 10 They ‘get’ the ASP model –Using internet –Efficient operations –Pricing Market size Profitable Big Box competition Leveraged go-to-market Manufacturers needs Distributors needs ROI sales process suitable Hardgoods - why I am enthused 4.Opportunity – launch point for other markets

11 PartsWatch® and AutoEase® are registered trademarks of icarz, inc. © Copyright icarz, inc all rights reserved. 11 Major Account Review TruServ - $2 + billion coop, 6,200 stores Completed 2 demonstrations Understand the value potential of ASP Store visits Planned Gap analysis Hands on review Feature review with corporate management Feature review with member advisory council Customization and integration requirements Required Gap answers & plan Support during review Warehouse integration understanding Customized demonstration Key store, distribution and manufacturer processes

12 PartsWatch® and AutoEase® are registered trademarks of icarz, inc. © Copyright icarz, inc all rights reserved. 12 Major Account Review Emery-Waterhouse Hardgoods W/D competing with coops, 1,000 hardware and LBM stores in Northeast Engaged to close beta sites, store prospects, sourcing solution for W/D Ownership and executive team presentation Dec/10 Market attendance Jan/14-16 Considering new initiative Distribution America $3 billion national buying group 20 W/D members, 135 key hardgoods & LBM manufacturers Demonstration Dec/15

13 PartsWatch® and AutoEase® are registered trademarks of icarz, inc. © Copyright icarz, inc all rights reserved. 13 Major Account Review Group CBF(http://groupcbf.com) Hardgoods consultants to coops, stores, manufacturers Vast hardgoods and system experience (Activant, others) Detailed TruServ knowledge – data, systems, & organization Extensive contact network Hardgoods manufacturer relationships – drop ship and special orders Complementary offerings Autopart International 55 store northeast aftermarket chain Leading finalist Significant ROI and example of Powerbase sales process Accelerating the deal

14 PartsWatch® and AutoEase® are registered trademarks of icarz, inc. © Copyright icarz, inc all rights reserved. 14 Hardgoods Market Revenue 2005 Projections ($’000)

15 PartsWatch® and AutoEase® are registered trademarks of icarz, inc. © Copyright icarz, inc all rights reserved. 15 Hardgoods Market Revenue Projections ($’000)

16 PartsWatch® and AutoEase® are registered trademarks of icarz, inc. © Copyright icarz, inc all rights reserved. 16 Pipeline & Forecast

17 PartsWatch® and AutoEase® are registered trademarks of icarz, inc. © Copyright icarz, inc all rights reserved. 17 Hardgoods Industry Market Development/Pipeline Timeline - Product & Services - Revenue - Sales & Marketing Key -

18 PartsWatch® and AutoEase® are registered trademarks of icarz, inc. © Copyright icarz, inc all rights reserved. 18 Hardgoods – Additional Opportunities Warehouse/Distributors Do it Best Ace Buying Groups Distribution America LMC Larger Chains Orgil Aubuchon Complementary to installed POS systems Sourcing W/D links Manufacturing links – ordering, drop ship, SmartLink Manufacturers National Hardware Benjamin Moore Hillman Industries

19 PartsWatch® and AutoEase® are registered trademarks of icarz, inc. © Copyright icarz, inc all rights reserved. 19 Beyond Hardgoods Closely related MRO/Industrial Plumbing Electrical HVAC/Mechanical Refrigeration Related products W/D specific product e-Commerce Tradesman On-line

20 PartsWatch® and AutoEase® are registered trademarks of icarz, inc. © Copyright icarz, inc all rights reserved. 20 Product Considerations Immediate Credit card processing Cataloging Nomenclature Distribution communication & integration Material conversion (LBM) Longer term RF W/D functionality e-Commerce Rental capability (TruServ) Tradesman On-Line

21 PartsWatch® and AutoEase® are registered trademarks of icarz, inc. © Copyright icarz, inc all rights reserved. 21 SWOT Strengths ASP flexibility & business benefits Established organization Largely developed system Closeness of fit Weaknesses No proof points Detailed industry knowledge Limited industry credibility Opportunities Hardgoods market dynamics as stated earlier Significant opportunity beyond POS within hardgoods Launch point for other industries (including new products) Threats We don’t know what we don’t know Activant protects their position Lack of delivery causing bad reputation


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