May 1998

Moderator: Davis Cox, On-Target Seminars

No, that is not a picture of the speaker, but it does describe our topic. It's about the "guerrilla" approach to developing your business. What's a guerrilla you ask?

Guerrilla \ gu-'ree-la \ -- One who uses unconventional methods to achieve aims. Works with limited resources against larger, more organized competitors.

At one time or another we are all guerrillas in the business world. Even Raytheon, IBM and DEC once began operations with very limited resources and lots of competition. Tonight we will hear from three companies who are "bootstrapping" their way to success.

USER INTERFACE ENGINEERING - User Interface Engineering is a small consulting firm specializing in product usability. We work with our clients to develop more user-friendly software and web sites. We've doubled in size in the past 18 months and in 1997 earned just over a million in revenues. The company remains privately held and currently has no outside sources of funding.

There are really only two things you can do to keep a company in the black: increase revenues and manage expenses. When we realized that the consulting business was running us ragged, we shifted our business toward teaching more courses, developed publications and focused more on marketing. Our books are open to all employees. We hold weekly "huddles" to manage expenses and devote one day a month to strategy meetings.

Biography of Carolyn Snyder - Carolyn Snyder joined User Interface Engineering 5 years ago, while founder Jared M. Spool was still running the company out of his basement (we have a real office now). Prior to that, she spent 10 years at as a software engineer and project manager at a building controls company. Carolyn has a BS in Computer Science and an MBA that did little to prepare her for the realities of running a small business. Carolyn does sales, consulting, teaching, writing, and occasionally takes out the corporate garbage.

TRUCTOR- Tructor, Inc. was formed in 1995 for the purpose of developing and marketing the Tructor vehicle, a combination farm tractor and dump truck. The concept was originally designed for developing nations. Despite endorsement from the World Bank, the company could not get funding and so developed a more sophisticated version for US farms and grounds maintenance markets.

While the founder financed 90% of all development, equity was granted to the team for product and capital services. A"soft loan" was obtained from the City of New Bedford, and services were obtained from universities. The TRUCTOR design is now attracting a joint-venture contract by one of the world's largest tractor manufacturers, as we work to meet strong demand from US markets. Bob Gibbons is searching for CEO/GM and Equipment Marketing executives, and plans to expand production in the mid-west and Mexico.

Biography of Robert Gibbons - Robert Gibbons has a B.A. (Phil), UMass-Amherst; M.A. (Econ) V of Penn. Despite a non-technical background, he was president of the Diesel Auto & Tractor Association in 1977-82.

THE MICROOPTICAL CORPORATION - Dr. Spitzer formed The MicroOptical Corporation in 1995 to develop micro-opto-electromechanical systems and related devices, including eyeglasses with displays concealed within the frames to provide an unobtrusive wearable computer monitor.

Technology start-ups need capital. Goodwill and other intangible capital from an entrepreneur's former employer, former customers, vendors, universities, and friends can be an important source of capital when cash is in short supply. The ground work for securing these resources requires early planning and careful execution. This presentation will discuss the importance to the entrepreneur of goodwill and other intangibles, and MicroOptical's experience boot-strapping a high technology company by these and other methods.

Biography of Mark Spitzer - Dr. Spitzer was formerly employed for nine years at Kopin Corporation. As Principal Scientist, he was responsible for managing Kopin's DARPA-funded active matrix display development contracts. Prior to joining Kopin, Dr. Spitzer was employed for six years at Spire Corporation where he was engaged in the development of advanced photovoltaic solar cells. Dr. Spitzer obtained the B.A. in physics from Boston University in 1975 and the Ph.D. in physics from Brown University in 1981.

Panel Moderator- Davis Cox is founder of DynamiX Presentation Solutions, Northborough MA, a multimedia presentation development and delivery company. His firm, founded in 1991, provides computer projection equipment and training to help small businesses and professionals deliver better sales and marketing presentations. His current enterprise, On-Target Seminars, provides seminars for consultants, entrepreneurs and owners of SOHOs (Small Office Home Offices).

Davis is active in area Chambers of Commerce and is a graduate of the CBWL/Enterprise Center, where he currently develops and provides entrepreneurial programs. Davis is on the boards of directors of ASTD (Association of Data Processing Trainers) and ITTC (Information Technology Training Conference) He is also a member of HAT (Hartford Area Trainers). He also served as the Director of the SOHO special interest group for the former Boston Computer Society.

Come out to this important meeting and show your guerrilla colors. In fact, if you wear something with camouflage you will get $1.00 off on the entrance fee and are eligible to compete in a "guerrillas-only" prize drawing.

Executive Summary Business Plan Competition