Universal Gift Cert

NSC Universal Gift Certificates

New Product Document

2003 National Scrip Center, Inc. - All rights reserved.Universal Gift Certificate Product Document - Version 3.2

1


2

Universal Gift Certificates

Background

The National Scrip Center (NSC) is the leading wholesale provider of gift certificates to nonprofit organizations across the United States. NSC purchases gift certificates in bulk in order to receive a discount off the face value and resells them at a slight mark-up to nonprofit organizations—which use them as a fundraising tool. Currently, NSC annually resells over $350,000,000 in gift certificates from over 300 different merchants to over 8,000 nonprofit organizations.

Since nonprofit organizations order gift certificates directly from NSC, NSC is required to maintain satisfactory inventory levels to meet demand. Naturally, some gift certificates are in high demand while others are not, but NSC is stocks all brands and their respective denominations because it is a competitive necessity in the scrip industry. Since only 30% of merchants provide terms to NSC, the cash outlay to maintain such a gift certificate inventory is in the millions of dollars. From the moment that it purchases a gift certificate until the time that the gift certificate is sold to a nonprofit organization, NSC loses the chance to make interest income on the amount it paid for the gift certificate. Since NSC is dealing with millions of dollars of inventory, this interest income opportunity cost is substantial.

Further complicating the situation is the fact that NSC is entirely at the mercy of both retailers and third party suppliers to provide gift certificates in a timely manner. When retailers and third party suppliers fail to provide the gift certificates on time, NSC’s customers frequently blame NSC, which can create ill will and brand damage for NSC.

Mission

NSC has decided to develop its own universal gift certificate—a unique single brand gift certificate that is good across a variety of different merchants/retailers. Initially, this certificate will be targeted to replace gift certificates that NSC is currently purchasing from low volume retailers and over the long term NSC will transfer as many merchants as possible to this universal gift certificate. This new currency will provide several key benefits to NSC:

1. Reduce cash investment in gift certificate inventories and allow NSC more financial freedom

2. Allow NSC to directly benefit from the certificate float and breakage3. Remove third party suppliers and pass on more to NPO’s4. Eliminate backorder issues (for merchants that accept this certificate) through

JIT inventory5. Improve the overall customer experience

While these certificates may look and feel like traditional gift certificates, they will actually be MICR encoded for processing through the banking system as checks and will carry the processing bank’s identification (i.e. Bank of America). This is the same payment processing mechanism that many of the high volume retailers are using to process their gift certificates across franchise and corporate-owned stores.


3

Goals

In developing the universal gift certificate, NSC is focused on accomplishing the following goals:

1. Move control of gift certificate production and issuance into the hands of NSC. 2. Integrate past fulfillment learnings to design a certificate that takes fulfillment

requirements into account.3. Design a highly secure gift certificate that follows industry best practices to

avoid counterfeiting and fraud.4. Introduce a gift certificate that is highly valued by the end-user because of its

universal merchant acceptance.5. Replace unfavorable merchant relationships (low volume, poor terms, etc.)

with the new universal gift certificate6. Provide a higher margin to NPO’s on high use categories (gas, food, etc.)

through the certificate.7. Design a currency that looks and feels highly professional such that it carries

enough cache and to attract collectors.8. Use the best thinking that has gone into the design of leading gift certificates,

traveler’s checks, and other currencies to apply toward the NSC currency.9. Professionally launch the product and do so in a timely fashion.

Product Overview

NSC will offer two versions of its Universal Gift Certificate:

1. The Universal Gift Certificate – a unique gift certificate that is good at a variety of merchants in a variety of categories

2. The Exclusive Gift Certificate – a “lite” version of the Universal Gift Certificate that focuses redemption to a variety of merchants in a single business category or merchant.

(1) Universal Gift Certificate The Universal Gift Certificate is a multi-merchant, multi-category gift certificate offered by the National Scrip Center to nonprofit organizations at a discount off the face value. Following is a summary of the product features and benefits:

Features

Compact and easy to store (fits in wallet and register drawers) High number security features to deter fraud Attractive design that appeals to consumers and collectors Simple and easy for consumers and merchants to use Face values of $5, $10 and $25 Target 5 - 7% nonprofit discount from face value Target initial launch of 30 – 50 regional and national merchants Accompanying merchant directory 100% inventory availability and overnight delivery guarantee 24/7 customer support and information via phone, internet, fax-back Patent pending protection to deter competitors Merchant training and POS materials packages Offered by NSC and the National Currency Exchange Website for National Currency Exchange


4

Benefits

Supporter High convenience factor due to multi-merchant, multi-category selection Increased end-user value due to convenience factor Full face value toward purchases Easy to use with clear redemption instructions Good return to charitable organization Collectable currency design

Charity Eliminates back order issues Reduces handling time for coordinators Reduces inventory management requirements/space Competitive discount rate provides good return Increased flexibility attracts more supporters Decreases the inventory requirements for NPO’s

Participating Merchant Highly secure gift certificates with backing by 15-year-old company Removes risk and gift certificate management issues from merchants Incremental earnings potential through membership in merchant pool Simple redemption system that utilizes existing check processing system Eliminates card program interchange fees Professional training and POS training materials Toll free support line Reduces/eliminates gift certificate costs and can replace internal gift

certificate program for a cost savings

NSC Provides direct access to float on gift certificates Provides direct access to gift certificate breakage Eliminates backorder issues (for participating merchants) Reduces inventory management costs through reduced inventory Allows access to merchant back-end commissions Allows NSC to move away from bad merchant deals & offerings Provides significant competitive advantage over competition Reduces backorder fulfillment costs Allows NSC to begin impacting the gift certificate industry standards

through its own product

(2) Exclusive Gift CertificateThe Exclusive Gift Certificate is a multi-merchant, single-category/merchant gift certificate offered by the National Scrip Center to nonprofit organizations at a discount off the face value. Category examples include fuel, food, drug stores, etc. Following is a summary of the product features and benefits:

Features

Compact and easy to store (fits in wallet and register drawers) High number security features to deter fraud Attractive design that appeals to consumers and collectors Simple and easy for consumers and merchants to use Face values of $5, $10 and $25 Target 4 - 6% nonprofit discount from face value


5

Specific promotion of merchant brands Accompanying merchant directory 100% inventory availability and overnight delivery guarantee 24/7 customer support and information via phone, internet, fax-back Patent pending protection to deter competitors Merchant training and POS materials packages Offered by NSC and the National Currency Exchange Website for National Currency Exchange

Benefits

Supporter High convenience factor due to multi-merchant, multi-category selection Increased end-user value due to convenience factor Full face value toward purchases Easy to use with clear redemption instructions Good return to charitable organization Collectable currency design

Charity Eliminates back order issues Reduces handling time for coordinators Reduces inventory management requirements/space Competitive discount rate provides good return Increased flexibility attracts more supporters Decreases the inventory requirements for NPO’s

Participating Merchant Highly secure gift certificates with backing by 15-year-old company Removes risk and gift certificate management issues from merchants Incremental earnings potential through membership in merchant pool Simple redemption system that utilizes existing check processing system Eliminates card program interchange fees Professional training and POS training materials Toll free support line Reduces/eliminates gift certificate costs and can replace internal gift

certificate program for a cost savings

NSC Provides direct access to float on gift certificates Provides direct access to gift certificate breakage Eliminates backorder issues (for participating merchants) Reduces inventory management costs through reduced inventory Allows access to merchant back-end commissions Allows NSC to move away from bad merchant deals & offerings Provides significant competitive advantage over competition Reduces backorder fulfillment costs Allows NSC to begin impacting the gift certificate industry standards

through its own product

Competitive Offering

There are no competitive offerings like this program in the NPO marketplace. NSC competitors, who have traditionally followed NSC’s lead, are still offering only traditional gift certificate products. The introduction of this product under patent pending protection is expected to catch the competition off guard and attract new NPO customers to NSC.


6

Program Rollout

NSC is interested in introducing this product to the marketplace as soon as possible. Early estimates are that the program will follow this development schedule:

Time Action Items2 – 4 months Denominations

Product NameSecurity/Fraud MeasuresCorporate StructureBanking RelationshipPrint DesignTransaction TrackingMerchant SalesEnd User SupportIntellectual Property Filing

1 month and on going

Check printing, marketing material production

1 - 2 months Merchant training3 – 4 months Target Launch Time Frame

NSC is interested in doing all that is possible to shorten the development time frame without compromising quality, product security, or program success.

Launch Promotion/Activities

In order for the Universal and Exclusive Gift Card to gain public awareness and acceptance, NSC will utilize a variety of marketing tools to introduce and promote the products. These may include:

1. Achieve Dreams Article – feature article in magazine that builds excitement and highlights key points that resonate with the customer (such as 100% guaranteed availability, universal acceptance, etc.). The article will include quotes from NSC, merchants, and NPO’s about the product and highlight NSC exclusivity with the National Currency Exchange.

2. Scrip Flash – promotional section with additional short term benefits for early ordering

3. Website – banner ads and listing where available, including listing in NSC products section

4. Brochure – simple and attractive brochure for inclusion in every order over the introductory period

5. Press Release – release on the program for public release and calls to NPO magazines for coverage and future articles

6. Sales Blitz – tap into sales team and customer contact center activity


7

Desired Results and Outcomes

The introduction of the Universal and Exclusive Gift Certificates is an NPO industry first and NSC intends to capitalize on its position. Specifically, NSC is looking achieve the following outcomes and results through the program:

1. Reduced cash investment in inventories by 25%2. Improved gift certificate margin through direct access to float, breakage, and

discounts by 12%3. Reduce/eliminate third party supplier dependencies (specifically in the gas

and other problem segments) by 25%4. Reduce/eliminate backorder issues by 40%

Through aggressive promotion, strong merchant partnerships, and increasing certificate acceptance among merchants, NSC will see this program prove to be a great success among NPO’s.

Appendix 1

Product Details

Following is a list of the product specifics:

Denominations: immediately available in $5, $10, and $25 denominations. Each denomination will have a specific color and distinguishing characteristics.

Printing Production: NSC will use American Bank Note to produce the checks. ABN has been in business for over 200 years and has a highly secure production facility with the ability to provide a wide variety of security features in the gift certificate. Estimated printing production is 70 - 100,000 of each type of certificate (Universal Gift Certificate and Exclusive Gift Certificate).

Product Design: NSC will design the certificate checks to look and feel like a unique valuable currency so as to increase the perceived value and increase cache with collectors. The checks will be the size of a traditional check.

Security: NSC will enable as much security as necessary to effectively prevent professional counterfeiting. The checks will include the following security features:

1. Intaglio Border – fine-line detail with 3D raised coarse feel that is created steel engraved plates and can’t be reproduced through even the best copiers/laser printers

2. Latent Image – image created out of microscopic ridges and grooves through the intaglio process; image becomes visible when viewed at 45 degree angle

3. Microprint Line – a fine line made out of words printed with super high resolution so that they appear as a solid line without a magnifying glass

4. Watermark – image is imbedded into paper during manufacturing; visible when held up to a light source

5. Prismatic Printing – offset printing technique with a single plate that creates gradual color change across document; appears washed out when copied

6. Fluorescent Ink – inks that fluoresce when you use a black light7. Theromochromatic ink – heat-sensitive inks that change color when touched

or rubbed; can have a variety of color change options8. Holograms – 3D laser images that are hot-stamped on paper for permanent

adherence; impossible to duplicate


8

Expiration: The certificate checks will have a 12-month expiration date.

Merchant Discount: NSC will negotiate transaction discount rates with merchants, which will allow NSC to receive a post-transaction commission. The goal is to establish a system that allows NSC to automatically receive the merchant discount as close to the time of the transaction as possible.

Target Markets: NSC will target the gift certificates for use in traditional and non-foot traffic markets, business-to-business marketing and consumer promotions.

Processing: The product will operate as a check and move through the banking system as a standard check.

Tracking: NSC would like to include a bar coding system that allows for NSC to track the check certificates with a bar code reader:

1. While they are in inventory (bundled in packages of commonly purchased amounts)

2. When they are pulled from inventory for shipping3. When they are assembled for shipping to scrip coordinators.

The goal is to use a bar code system that will double as a tracking mechanism at the banking partner if it helps improve tracking for merchant use.

Merchant List: NSC is exploring options for listing participating merchants in a quarterly booklet, website, and/or when the checks are shipped.

Corporate Entity: NSC expects to form a separate corporate entity in Virginia to benefit from that state’s escheat laws and to protect NSC from any unforeseen issues. NSC is looking to purchase a corporate shell or an older defunct company to give the new entity a sense of history in the marketplace. NSC will name the new entity the National Currency Exchange.

Banking Relationship: NSC wants to establish a banking relationship with a bank that (1) has operations out of Virginia (2) has great technology for tracking and reporting check usage, (3) can allow NSC to get the merchant discount tracked and settled as fast as possible, and (4) has national acceptance. Currently NSC has a relationship with Far East National Bank in Los Angeles, CA and is looking at other banking relationships to fit these product requirements. Far East will continue to be NSC’s corporate banking partner.

Merchant Relationships: NSC estimates that the initial number of merchants participating in the program will be between 30 and 50, each with multiple locations. As the program grows more merchants will be added to the program. NSC will use its merchant sales team to work with the merchants and establish them on this program.

Target merchants will include:

Universal Gift Certificate Current merchants that are in the bottom 50% of purchasing in NSC offering Current merchants that offer no terms Current merchants that are part of other such national programs New regional and smaller merchants New national merchants Larger national merchants (over time)


9

Exclusive Gift Certificate Arco Safeway and/or a grocery Fast food

Retail Training and Point-Of-Purchase Materials: NSC will develop a training program to train retailers on check acceptance and how to recognize the program certificates. NSC will also conduct the retailer training.

End User Support: NSC will provide support to both the end user and the merchant through its existing customer support system. If there is a need to increase support NSC will look at outside service options.

Collectible Currency: NSC is looking into features that would promote currency collection and thereby increase value among collectors. This will also include special editions and commemorative editions of the certificate.

Patent: NSC will file for a patent around the new universal currency program in order to protect the intellectual property from competitors who would attempt to offer a competing program.


10

Appendix 2

Key Task Areas

Denominations

OwnerNBDFinanceMarketing (incorporate in design)

GoalDetermine the appropriate denominations for the scrip check while considering both (1) overall usefulness to the customer and (2) the effect of currency decision on breakage and float

Time Estimate - Consecutive1 – 3 days

Critical Path ItemsNone

Ideas/Points for Consideration Start with limited denominations and increase if necessary 5, 10, 25 are estimated best denominations

Product Name

OwnersNBDMarketingMerchant Partnerships

GoalSelect a name that conveys the sense that this financial instrument is all about helping raise money for nonprofit companies while avoiding the “scrip” term. Register trademark when name is selected

Time Estimate – Consecutive 1 week or less - depending on trademark situation


Ideas/Points for Consideration Run the names by the advisory board or other outside scrip users to get

external feedback from scrip users on the final list of names Needs to be less “cutesy” and more “trusted and national” in nature Some possible names:

Fundraising CashGood MoneyMoney for Good


11

Helping FundsCharity ChecksCommunity CashImproving America Funds/Cash/Checks Universal Gift Certificate, by National Currency Exchange

Security/Fraud Prevention

OwnersNBD in conjunction with Marketing (incorporating design)

GoalCreate a highly secure document that is designed to avoid professional counterfeitingSince this product can be used across many merchants at all their locations, it will probably be high on the target list for counterfeiters.

Time Estimate1 week – selection8 weeks - plate production


Ideas/Points for Consideration

Available printing security features:

Intaglio Border – fine-line detail with 3D raised coarse feel that is created steel engraved plates and can’t be reproduced through even the best copiers/laser printersLatent Image – image created out of microscopic ridges and grooves through the intaglio process; image becomes visible when viewed at 45-degree angleMicroprint Line – a fine line made out of words printed with super high resolution so that they appear as a solid line without a magnifying glassWatermark – image is imbedded into paper during manufacturing; visible when held up to a light sourcePrismatic Printing – offset printing technique with a single plate that creates gradual color change across document; appears washed out when copiedFluorescent Ink – inks that fluoresce when you use a black lightTheromochromatic ink – heat-sensitive inks that change color when touched or rubbed; can have a variety of color change optionsHolograms – 3D laser images that are hot-stamped on paper for permanent adherence; impossible to duplicate

Other security options:

Check digit(s) on unique check numbersImproved training for retail associates to decrease fraud

Use Steve M. at Marriott as outside advisor Dave C. has other contacts for security features, etc. External fraud insurance Self-insurance for fraud Complete site visit to ABN


12

New Corporate Structure

OwnersNBDFinance/Legal

GoalSet up a new company that produces these certificates in one of the escheatment-friendly states

Time Estimate1 – 3 weeks


Ideas Company that licenses product to NSC Escheat laws – find out from Steve M. and George (lawyer for gift certificate

counsel) on that and others; Need to make sure that this is issued out of a state that is safe for us; Make this a company that can give out stock

Banking Relationship

OwnerNBDFinance

GoalEstablish a relationship with a bank that (1) is in the required escheatment law state, (2) has fast reporting technology for tracking and reporting check usage, and (3) can allow us to settle net of merchant discount.

Time Estimate2 – 6 weeks depending on available banks, bank legal requirements,

Critical Path ItemsCorporate Structure (know what state company will be in)

Ideas/Points for Consideration The bank needs to be on the front edge of technology We want a bank with a good reputation

Print Design

OwnerNBDMarketingMerchant Partnerships

GoalCreate a unique check certificate that looks and feels like a high-end gift certificate/currency but is actually a check; has a list of merchants where check is good


13

Time Estimate2 – 4 weeks depending on design complexity and ABN turnaround ability on proofs

Critical Path ItemsDenominationsProduct NameSecurity features (only selection, not production)Banking Relationship (only before going to press)Merchant Sales (only for merchant list)

Ideas/Points for Consideration Make it look and feel like money so that it has a high “presence” and appeal The higher the cool factor the higher the chance that the consumer will collect it

and not redeem it (more breakage) Unique colors for each denomination No UV coating Figure out where to have merchant list Slim Jim booklet Attach merchant list to the check?

Transaction Processing & Tracking

OwnerNBDMarketingITOperations

GoalFind a tracking solution that allows NSC to track the check usage back to the retailer so that we can get our merchant discount back at settlement or thereafter

Time Estimate3 – 4 weeks depending on what technology is available

Critical Path ItemsBanking Relationship

Ideas/Points for Consideration See if the settlement system can be designed to settle net of the retailer discount

back to NSC or through ACH at transaction time so that we don’t have to try and collect from the retailer long after the sale

Dave C. contact on scanning system

Merchant Sales

OwnerMerchant Sales TeamLegal

GoalGet as many merchants as possible on this program through a great sales effort, along with some level of commission from the merchants.


14

Time Estimate4– 8 weeks and on-going weeks depending on response

Critical Path ItemsPrint DesignTransaction Tracking (know capabilities and if we want commissions)

Ideas Get Dave B to do the dry run for us Dave B has to check Have to create merchant terms Need to get anchor merchants early, sets the tone and pace for the rest.

Merchant POS Materials & Training

OwnersMerchant SalesMarketing

GoalEnsure that merchants and their employees are well trained so that the program operates smoothly, consumers are able to redeem their checks, and alert cashiers reduce fraud.

Time Estimate4 weeks – training materials production and printing4 weeks – recommended training time (per Steve M.)

Critical Path ItemsDenominationsProduct NameSecurity FeaturesPrint DesignMerchant Sales

Ideas/Points for Consideration Produce a training packet that can be sent to stores for training Conduct training for store managers Do we need a training video? The better the training the lower our exposure to fraud Web-based training for retailers/employees

End User Support

OwnersCustomer Support MarketingMerchant Sales

GoalEnsure that the product is sufficiently consumer-friendly and that consumers are able to find out what retailers/stores are participating in the program. Time Estimate1 – 3 weeks depending on website requirements


15

Critical Path ItemsPrint DesignMerchant Sales

Ideas/Points for Consideration Website merchant list Printed merchant list Train NSC customer service employees on program

Intellectual Property

OwnersNBDLegalDCCIT

GoalComplete legal filing for patent, trademarks, domain names, and any other intellectual property that can protect the program from outside competition.

Time Estimate1 – 4 weeks


Ideas File broad patent that covers NSC processes and includes the Universal Gift

Certificate process Domain name/Trademark areas of interest:

Universal Gift Certificate Universal Gift Card Exclusive Gift Certificate Exclusive Gift Card National Currency Exchange National Currency Board National Currency Bank National Currency System NCExchange NCE


16

Appendix 3

Potential Issues/Solutions

Merchant Acceptance

The key to program success is acceptance of the Universal Gift Certificate among a broad range of merchants. The greater the number of merchants that accept the certificate, the greater the value will be to the end-user. Factors that will affect the ability to sell the program to merchants include:

1. Quality of sales presentation2. Quality/Attractiveness of Universal Gift Certificate design3. Success of current gift certificate offering by merchant4. Number and brand recognition of other merchants in the pool5. Comfort with NSC’s ability to pay6. Number of decision makers in the company7. Value placed on supporting charity and NPO’s

To address the factors within NSC’s control, it is putting its best resources toward the sales process and design of the presentation/gift certificate. Additionally, NSC will allocate funds to a specific account to act as a reserve against the outstanding certificates. The selling position to the merchants will be that they are accessing a private currency—a pool of available incremental dollars.

NSC’s Financial Stability

One of the key factors that mid-size to larger merchants will consider prior to partnering with NSC is its overall financial stability (both current and historical) and its long-term viability. The scrip business is highly dependent upon successful inventory management—an issue with which NSC has struggled with at times. For this reason, NSC has historically experienced periodical strain with its ability to stay 100% current on its bills, which created a less-than-favorable D&B rating.

NSC has focused on staying current with its bills and has recently received a favorable D&B rating. New management has helped the company improve its image in the marketplace and a new focus on inventory management (such as deferred ordering and a new focus on JIT inventories) will help reduce cash flow issues in the future. Additionally, NSC will prepare a book of merchant endorsements and positive references.

Program Testing

The offering of a product of this magnitude would normally require a good deal of in-market testing to work out any bugs in the product and processing system. However, NSC is faced with a situation where it needs immediate relief from inventory issues as well as relief from third party vendors that are not providing a dependable supply of gift certificates.

NSC has elected to speed up development and product launch with the intention of conducting a short-term product test and thereafter rolling the program out more broadly. Additionally, the company is utilizing both internal and external expertise to increase the learning curve and reduce the normal development timeframe.


17

Certificate Counterfeiting

With the issuance of a Universal Gift Certificate, NSC will invariably attract the attention of both amateur and professional counterfeiting operations. The greater the number of merchants in the program, the more attractive the program will be for criminal activity.

NSC is acutely aware of the need to incorporate a high degree of security measures in the gift certificate and train the participating merchants well so that they can recognize counterfeit certificates. To this end, NSC has researched and discussed the gift certificate security with qualified professionals and will implement above-average security features within the certificate to deter counterfeiting. In addition, NSC will provide merchants with good training, a quick reference chart for POS terminals, and access to a 24/7 toll free number for merchant support and questions on the certificate.

NSC Protection

It is important that NSC look at this new product as a potential $100 million currency. It requires NSC looking at creative ways to protect the NSC brand and institution. That is why NSC must establish a separate company, owned by NSC, chartered in a state with the right escheatment laws (strong laws around supporting banks and gift certificates, allowing float, breakage to flow to the issuing company).


18

Appendix 4

Process Flow


19

Appendix 5

NSC Sales/Margins

Sales Level

Average Float & Breakage Margin

4% 6% 8% 10%

$ 2,000,000 $ 80,000 $ 120,000 $ 160,000 $ 200,000

$ 5,000,000 $ 200,000 $ 300,000 $ 400,000 $ 500,000

$ 10,000,000 $ 400,000 $ 600,000 $ 800,000 $ 1,000,000

$ 25,000,000 $ 1,000,000 $ 1,500,000 $ 2,000,000 $ 2,500,000

$ 50,000,000 $ 2,000,000 $ 3,000,000 $ 4,000,000 $ 5,000,000

$ 75,000,000 $ 3,000,000 $ 4,500,000 $ 6,000,000 $ 7,500,000

$ 100,000,000 $ 4,000,000 $ 6,000,000 $ 8,000,000 $ 10,000,000

Sales Level

Average Merchant Discount

3% 5% 7% 9%

$ 2,000,000 $ 60,000 $ 100,000 $ 140,000 $ 180,000

$ 5,000,000 $ 150,000 $ 250,000 $ 350,000 $ 450,000

$ 10,000,000 $ 300,000 $ 500,000 $ 700,000 $ 900,000

$ 25,000,000 $ 750,000 $ 1,250,000 $ 1,750,000 $ 2,250,000

$ 50,000,000 $ 1,500,000 $ 2,500,000 $ 3,500,000 $ 4,500,000

$ 75,000,000 $ 2,250,000 $ 3,750,000 $ 5,250,000 $ 6,750,000

$ 100,000,000 $ 3,000,000 $ 5,000,000 $ 7,000,000 $ 9,000,000

Conservative Sales/Margin Estimate

Annual Sales

Float & Breakage

Margin - 4%Merchant

Discount - 3% Net MarginYear 1 $ 2,000,000 $ 80,000 $ 60,000 $ 140,000 Year 2 $ 10,000,000 $ 400,000 $ 300,000 $ 700,000 Year 3 $ 25,000,000 $ 1,000,000 $ 750,000 $ 1,750,000

Optimistic Sales/Margin Estimate

Annual Sales

Float & Breakage

Margin - 8%Merchant

Discount - 9% Net MarginYear 1 $ 10,000,000 $ 800,000 $ 900,000 $ 1,700,000 Year 2 $ 50,000,000 $ 4,000,000 $ 4,500,000 $ 8,500,000 Year 3 $ 80,000,000 $ 6,400,000 $ 7,200,000 $ 13,600,000


20

Appendix 6

Early Concept Designs


21

Universal Gift Cert

Economy & Finance

gift certificate inventory

unique gift certificate

category gift certificate

gift certificate inventories

secure gift certificate

exclusive gift certificate

new universal gift certificate

traditional gift certificates