Portland Environment Consulting Your Trusted Environmental Partner Key Partners 2 Confidential KEY PARTNERS Supply Chain and/or ODM’s Intel **Competitors (incumbents) *** – Potential “Lego Partners”: SGS & Allion Trusted Accountant/CPA: Financials Tax Lawyer: Setting up the corporation, contract reviews, etc. Business Insurance Broker (liability coverage) PHILANTHROPIC: Virginia Garcia Medical Clinic & Mattel KEY SUPPLIERS – Thermo (XRF Supplier), – Outside Test Lab (that is certified) – Strategic outside lab that can do specific quantitative testing that we are not planning to do. CESI, CCIC, CEPRI Certified test labs in CHINA – Environmental Legal: Review of proposed regulations and minimum collateral expectations – Analytical Chemist – Provide consulting on testing methods or standards for newly introduced restricted substances. – Toxicologist – California Prop 65, CPSIA UNTESTED ASSUMPTIONS Will the electronics industry want to do business with a smaller, independent test lab or consultant (are those two separate questions)? Will INTEL want to do business with us as a CONTRACTOR? What kind of restrictions (6 month wait period?) Can we DIFFERENTIATE our services ENOUGH from larger, established labs that they are willing to pay? (i.e. faster, better service, offer other services unavailable from other labs, more expertise, etc.) Is there enough VOLUME to remain profitable? Does the rate of new business coming on support cash flow requirements?
Portland Environment Consulting Your Trusted Environmental Partner Key Activities 3 Confidential Substance Testing – Internal (testing performed by PEC): XRF Screening to ensure company compliance – External (testing managed by PEC, but performed by partner lab): Ex: Phthalates R&D – Research Regulations – Keep abreast of what is going on – Subscribe to services that report back on new environmental regulations around the world – Conferences – Speaking and attending to learn/network – Investigation: We have a substance, determine the METHOD of testing (i.e. – How are we going to test this new substance?) – Join Environmental Working Groups – I-NEMI, IPC 1753 WG, etc. Consulting – Analysis of current environmental systems (hourly) Information Sharing – Level 1: FREE (blog or web content, videos) – As advertising/marketing – Level 2: Paid Report or instruction (specific area customized for specific customer) Teaching/Instructions – Various Classes: Information, training, or customized content. – Instruction manuals – Dis-jointment Instructions Audits: IEC-Q (QC ) Format (ISO 9001 audit primarily focus on environmental quality system, but expandable to Mfg process and EHS focus. ) – ODM Environmental – Supplier Audits – Customer Audits – Corrective Action Follow Up for Gaps & Observations: Manage and ensure the closing of audit findings (additional fee) Marketing/Advertising – Philanthropic Substance Testing as advertising/marketing Test children’s toys for hazardous substances (Feb 2013 CPSIA) Partner with toy company or toy store for replacement toy – Level 1 information Sharing: FREE (blog or web content, videos) – As advertising/marketing – Speaking at Conferences UNTESTED ASSUMPTIONS Is this an interest to our customers and would they PAY for any of these services? Each activity has a positive ROI or tangible gain? Need to do cost analysis for EACH Service, including certifications. What should we concentrate on for Phase 1?
Portland Environment Consulting Your Trusted Environmental Partner Key Resources 4 Confidential Substance Testing Equipment ($30K) – XRF + other equipment Office space Fluent Technical Mandarin Speaker Website Logo Artist Computer Certifications – EG – ISO 17025, CPSIA, ODM, Sony “Green” etc. International Access – , phone number, etc. Credit Card machine for payment Working Capital for incidentals LOANS – Small Biz Administration, Gov’t grant for handicapped, etc. UNTESTED ASSUMPTIONS We can get an SBA Loan? We can get a gov’t grant (handicapped biz loan)? We can successfully fund our first year (cash flow)?
Portland Environment Consulting Your Trusted Environmental Partner Value Propositions 5 Confidential We Keep you Legal! – Eliminate your ‘pain point’ Risk Mitigation – Global Regulation and Audit Experience (we know where the bodies are buried) – Minimum requirements defined (efficiency, not wasting your time) Preferred Supplier Status - “Certified Green” – Understand OEM green programs and can assess a customer’s quality system against the OEM requirements. Faster Time To Market – Quick turn around time, expertise Maximize Customer Asset utilization – Provide ‘burst capacity’ – Provide “expedited responses” to meet critical timelines – Provide targeted expertise to augment their existing staff Increase Companies Environmental IQ…on a budget – We can help the customer assess which regulations apply to their customers – Training and information on ALL regulatory initiatives including latest/greatest regulations Knowledge of Intel processes, procedures and key contacts Untested Assumptions We will have access to OEM green partner updates (if we are not a customer, will they give it to us? Can we remain independent (not become an Intel Green badge) We can find a lawyer that meets our quality and financial requirements. Is there a subscription service that meets our needs? C2P, Young & Global Partners, etc. Can we join INEMI, IPC WG as contributors, voting members? What are they willing to PAY for these Value Propositions? Competitive Differentiation – What value propositions do we have that DIFFERENTIATE us from the others (Intel knowledge?)…and different markets such as food, toys, etc. – Survey potential customers on THEIR requirements – Have them weigh the importance of these factors
Portland Environment Consulting Your Trusted Environmental Partner Customer Relationships 6 Confidential Customer Segments – Electronic OEM/ODM Large – With existing product ecology – Electronic Small/Medium – With limited or NO product ecology Oregon small electric suppliers who may want to become Intel suppliers. – Expanded Scope Industries – Medical, Control and Instrumentation – NEW MARKETS – Food containers, toys, etc. Competitors – Potential Lego Partners Need additional Certifications – Electronics: Radiology certification, OEM Green partners, ISO 17025, – Toys – CPSIA – Food & Drug - ??? REFERAL BASED – TRUSTED – Go to Market – YouTube Video with some delighted customer to mailing list Relationship Methods: F2F, Web-based, , & Skype (See Channels) Untested Assumptions We can partner with competitors and provide a value that they don’t possess OR may be outside of their business practice (ex – Auditing OR managing audit follow up). We can provide value and they are willing to pay for it in NEW MARKETS ( Expanded electronics, toys & food containers) Are our services understood well enough to know who our competitors are? (Analytical testing understood…other services need assessment) What are our financial assumptions about new vs. repeat customers? Strive to have a group of ‘core customer client base’ and build key partnerships…ideally sustaining cash flow (90% business repeat customers).
Portland Environment Consulting Your Trusted Environmental Partner Channels 7 Confidential Direct F2F – Audits, initial customer contact, etc. Business Cards Promotional Items – Pamphlet out of wild flower seeds, 100% recycled material – Pens, etc. – 100% recycled bag Facebook Company Site (!) Paper Copies and/or Electronic Copy (IPC-1753) Linked-In Web – Awareness (how do you drive people to your sight?) – Short Webinars on Various Topics – Pay Google Ad Works?? Direct Mail Develop a program with ODM’s Blogging to provide FREE UPDATES University lectures? Untested Assumptions What are the BEST ways to reach our customers? Different for different target markets? Is there a NEW MARKET that we are missing that uses NEWER communication strategies? Is there a communication channel that SGS/Allion are NOT using effectively? Where do clients in this field go to get their information? Important to help in focusing marketing outreach. Analysis of Intel contacts – Who makes the decisions and who are the influencers? Opportunity to carve off project work like with Intel Tier 3 suppliers or Intel Reference Design Vehicles? Getting Intel to make recommendations directly to suppliers? What does the sales cycle look like for the industry? What messages will be most compelling?
Portland Environment Consulting Your Trusted Environmental Partner Customer Segments 8 Confidential Customer Segments – Electronic OEM/ODM Large – With existing product ecology – Electronic Small/Medium – With limited or NO product ecology – NEW MARKETS – Food containers, toys, etc. – Company size Geography may be a factor OEM & ODM: May FOCUS on ODM because they get a 2-fer Untested Assumptions Will the electronics industry want to do business with a smaller, independent test lab or consultant (are those two separate questions)? INTERVIEW TO TEST ASSUMPTION – Gather data There is a market for food industry/toys. The market will support us…costing structure may be different…willingness to engage may be different.
Portland Environment Consulting Your Trusted Environmental Partner Cost Structure 9 Confidential Variable Costs Travel Communications External Lab partner testing (lab fees, lawyer fees, toxicologist Working Capital Web Hazardous Materials disposal fees Shipping/Packaging costs Fixed Costs Capital Equipment Office Space Salary Telephone Internet Security Protocols (VPN) Office Equipment: Furniture, Computer Liability Insurance Untested Assumptions Need to verify “Burn Rate”: We can successfully fund our first year (cash flow)? Need to work out ‘salary’ with one FULL time, one PART time and how much goes into the business? Pricing needs to align with our brand intention – are we a premium, mid-range, or value provider?
Portland Environment Consulting Your Trusted Environmental Partner Revenue Streams 10 Confidential Substance Testing – Internal (testing performed by PEC): XRF Screening to ensure company compliance – External (testing managed by PEC, but performed by partner lab): Ex: Phthalates Information Sharing – Level 2: Paid Report or instruction (specific area customized for specific customer) Consulting – Analysis of current environmental systems (hourly) Teaching/Instructions – Various Classes: Information, training, or customized content. – Instruction manuals – Dis-jointment Instructions Audits: IEC-Q (QC ) Format (ISO 9001 audit focus on environmental quality system) – ODM Environmental – Supplier Audits – Customer Audits – Corrective Action Follow Up for Gaps & Observations: Manage and ensure the closing of audit findings (additional fee) UNTESTED ASSUMPTIONS Review cost structures (Terry) – Create LIST PRICE for all of the services we provide (we are we pricing….15% below standard US rate?) – Note – need extra for RUSH How are customers paying? What is the preferred method of payment? Need to validate wiring instructions, credit card. XRF gun will provide more and steadier income than audits. Determine method of billing (audits – ½ now and ½ after audit report?) Is this an interest to our customers and would they PAY for any of these services