1. DISTRIDENT

2. HEC MONTRÉAL – MBA 53-751-03 IT and E-Commerce Jacques Robert & Jean Talbot, HEC Montréal THE COMPANY «DistriDent» is a major Canadian distributor of dental products«DistriDent» is a major Canadian distributor of dental products 14 offices in all Canadian Provinces14 offices in all Canadian Provinces Full service distributor: maintenance and repair of equipment, buying and selling of dental clinics, designing and planning of new clinics, and supervision of constructionFull service distributor: maintenance and repair of equipment, buying and selling of dental clinics, designing and planning of new clinics, and supervision of construction Revenues of about $100 millionRevenues of about $100 million 350 employees (100 sales representatives)350 employees (100 sales representatives) Fairly traditional business. The contact with the clients is done mostly through the sales representativesFairly traditional business. The contact with the clients is done mostly through the sales representatives

3. HEC MONTRÉAL – MBA 53-751-03 IT and E-Commerce Jacques Robert & Jean Talbot, HEC Montréal SALES REPRESENTATIVES Visit regularly the dental clinics. Their job consist of presenting the new products to the dentist, take orders and solve any problems that may arise in the use of the products, train the dentist in the proper use of the products.Visit regularly the dental clinics. Their job consist of presenting the new products to the dentist, take orders and solve any problems that may arise in the use of the products, train the dentist in the proper use of the products. Competition is fierce. There are many distributors that offer just about the same products and services. With the result that clients are not particularly loyal.Competition is fierce. There are many distributors that offer just about the same products and services. With the result that clients are not particularly loyal.

4. HEC MONTRÉAL – MBA 53-751-03 IT and E-Commerce Jacques Robert & Jean Talbot, HEC Montréal PRODUCTS Large number of products in the catalogue (60,000). It includes almost everything that is used by a dentist from tooth fillings to x-ray machines and chairsLarge number of products in the catalogue (60,000). It includes almost everything that is used by a dentist from tooth fillings to x-ray machines and chairs Many products are complex and their use requires that an exact procedure be followed. Furthermore, the rate of innovation has increased greatly in the last few years. As a consequence, sales representatives must often provide dentists with technical information that often they do not possess.Many products are complex and their use requires that an exact procedure be followed. Furthermore, the rate of innovation has increased greatly in the last few years. As a consequence, sales representatives must often provide dentists with technical information that often they do not possess.

5. HEC MONTRÉAL – MBA 53-751-03 IT and E-Commerce Jacques Robert & Jean Talbot, HEC Montréal OPERATIONS Regional offices are responsible for all sales activities, order entry and product delivery to the dentists.Regional offices are responsible for all sales activities, order entry and product delivery to the dentists. All management activities are centralized at the head office in Toronto: marketing, information systems, finance, procurement and accounting. Regional office orders from Head office and not directly from suppliers.All management activities are centralized at the head office in Toronto: marketing, information systems, finance, procurement and accounting. Regional office orders from Head office and not directly from suppliers.

6. HEC MONTRÉAL – MBA 53-751-03 IT and E-Commerce Jacques Robert & Jean Talbot, HEC Montréal LEGACY SYSTEMS NCR Mainframe Computer and dumb terminalsNCR Mainframe Computer and dumb terminals UNIXUNIX 2000 COBOL programs2000 COBOL programs Order Entry, Inventory Management and AccountingOrder Entry, Inventory Management and Accounting 6 employees6 employees

7. HEC MONTRÉAL – MBA 53-751-03 IT and E-Commerce Jacques Robert & Jean Talbot, HEC Montréal OPPORTUNITY Wondering how to use Internet to add value to the products and services it offers to the dental clinic.Wondering how to use Internet to add value to the products and services it offers to the dental clinic. What is our solution?What is our solution?