D. A. Zeskind & Assoc. - Principal Activities

Principal Activities

PRINCIPAL ACTIVI

TIES

DAZ&A's clients extend across a broad range of products, services, technologies
and markets. Examples include:

• computer hardware and software
• software services
• aerospace equipment
• defense electronics
• industrial controls & robotics
• test and measurement instruments
• electrical machinery and equipment
• telecommunications equipment
• telecommunications services
• network products and services
• advanced materials
• electronic packaging components

• biotechnology
• biomedical instrumentation
• medical devices
• semiconductor manufacturing equip.
• semiconductor materials & devices
• wireless & microwave devices
• fiber optics and photonics
• mems technology
• specialty chemicals
• contract engineering
• contract manufacturing
• private equity investors

DAZ&A meets each client's unique requirements by providing various combinations
of the following services:

Identification and Implementation of Growth Opportunities for Industrial and Technology Companies:

• DAZ&A helps its clients proactively to identify, evaluate and implement opportunities
...for growth in revenue and profits. DAZ&A employs a market-driven approach to
...opportunity development by building bridges between the genuine needs of real,
...identifiable customers and the client's distinctive capabilities. In typical assignments,
...DAZ&A:

.....> Assists clients in establishing realistic revenue growth goals, and in structuring
........viable operating plans to achieve those goals. Growth results from increasing the
........client's share of existing markets and/or from development of entirely new markets.
........Working closely with senior management, DAZ&A plays a key role in implementing
........those plans.

.....> Applies proprietary marketing techniques to identify and analyze prospective
........acquisition candidates. DAZ&A then often acts as an intermediary in the
........initial contacts and subsequent negotiations.

.....> Leads the identification, analysis, and development of corporate partnering
........opportunities including sales, marketing, distribution and manufacturing
........relationships.

.....> Identifies product and technology joint development and licensing opportunities.

.....> Assists in divesting unprofitable or inappropriate operations. Involvement includes
........grooming the businesses in preparation for sale, identifying acquirers, and acting
........as an intermediary in the negotiations.

• Creative market research and analysis play a critical role in successful opportunity
...development. DAZ&A conducts intensive industrial and technology market research
...and provides practical sales and marketing consultation. For example, DAZ&A:

.....> Develops creative market segmentation concepts which then form the foundation
........for effective long-term sales and marketing growth strategies.

.....> Measures and forecasts market production and consumption, with an emphasis
........on identifying and interpreting the qualitative factors influencing the numbers.

.....> Analyzes the changing needs of the client's current and prospective customers.
........By assessing the underlying forces impacting the customers in their businesses,
........DAZ&A looks beyond the customers' sometimes narrow or short-term view of
........their own needs.

.....> Conducts detailed evaluations of customer satisfaction and tracks changes in
........satisfaction over time.

.....> Assesses the competitive environment by examining the client's direct competitors.
........But more importantly, DAZ&A identifies and evaluates subtle changes in the com-
........petitive environment that can create enormous potential impact. The emergence
........of entirely new alternative solutions represents one such change.

.....> Explores the influence of technology on both the design and use of the client's
........products or services.

.....> Assists in defining new products and in market testing of those products during
........all phases of development. Assists in defining overall product-line strategies
........including the regular pruning of those lines.

.....> Provides comprehensive assistance in formulating and implementing practical
........strategies for marketing, sales, distribution, service and support.