(Listed in alphabetical order)


Paul's goal, when he entered the University of Victoria in 1992, was to learn about the use of computer in business. In his first year, he fit as many Computer Science courses into his schedule as he could. That summer, he got a job marketing computer hardware and software. However, the most important thing Paul discovered that year was the internet. Through the university computer labs, Paul discovered that he could send and receive e-mail around the world. More important, he discovered surfing the web using the new program, Mosaic, and Paul realized it was about to change the way the internet worked.

Intended courses: Finance, Technology, New Venture Creation

DISKCOMP SYSTEMS - St. John’s, Nfld.

DiskComp Systems was started in September 1989 by Peter Lumley and John Slavco to develop and market a microprocessor-controlled vending machine designed to facilitate the sale of computer disks y university computer centres. By March 1991, the prototype had been developed and a test market had been conducted by Datastorage (disguised multinational disk manufacturer) of twenty machines in Canadian university computers labs. Datastorage wanted the exclusive worldwide license for DiskComp’s device in exchange for a royalty of $100 per unit. Peter though the market potential could be 40,000 unit in North America alone, and wanted to exploit it more fully.

Intended courses: Small Business Management, Entrepreneurship, Strategic Management, Business Policy

The Internet Call Manager - Nova Scotia

Bill MacMullin has been launching ventures since his High School days in the late 1980’s. As a teenager he developed ideas for products and travelled to Montreal at his own expense to contact companies with expertise in packaging and promotion. After graduating from University with a degree in Business he founded a cellular phone company known as Rolling Phones. In 1994 he moved on to found Interactive Telecom Inc. a company later acquired by InfoInteractive Inc. in 1996. As President and Chief Executive Officer of InfoInteractive Inc. Bill was the visionary behind the popular and patented Internet Call Manager service now in use worldwide. Internet Call Manager (ICM) provides caller ID and Call Waiting for the Internet. With the ICM service you are alerted to any incoming call while you are on the internet. The message appears on your screen. Once notified you can take the call, send them a message, redirect the call to another number or ignore it.


Laer Products, located in Cape Breton, is a small manufacturer of fish oil products for the pet food supplement market. They have been in operation for eight years and have most of the wrinkles out of their manufacturing process. The pet food supplement market is beginning to grow and markets for their products, Bio-Glow and Vitashine, have expanded to include the Atlantic Provinces, Quebec, Ontario and the New England States. So far, they have only one paid full-time employee, Pat Jobe, their technician and production manager.

The owner, Andre Boudreau, has invested approximately $160,000 into the firm and had yet to see a profit. His son, Jacques, is just completing his Bachelor of Commerce degree at Saint Mary’s University and he is considering the wisdom of joining the business firm on a full-time basis upon graduation. Laer would only be able to afford his salary if they receive approval for a refinancing package that is outlined in the case. Jacques would become Laer’s Marketing Manager.

Intended courses: Entrepreneurship, Small Business Management, Business Policy, Strategic Management


This case describes events leading up to a situation in which a high technology start-up company in New Brunswick must develop a marketing strategy for a new product. The company has successfully developed the technology, but has been frustrated in marketing its new products. The case describes experiences common to small technology-driven entrepreneurial companies especially in Atlantic Canada. Analysis and discussion of the issues should bring users of the case a better understanding of typical challenges facing small, technology-driven, start-up companies located in the Atlantic region. The case illustrates that an entrepreneur needs more than technological excellence.

Intended courses: Technology Management, Entrepreneurship, New Product Development, Introductory Marketing, Strategic Management


In February 1999, Kent Groves sat in a coffee shop thinking about his company's new site on the World Wide Web. As president of Maritime Trading Company, a small business he started in 1993, he still made most of the decisions for the company. Maritime Trading had had a Web site since 1995. Until recently, there had been no real strategy for the site. In 1995, some friends of Kent's, who had developed skills in Web site development, offered to create one for MTC for little cost. Kent's attitude toward this was "let's throw it up and see what happens." From that time until the end of 1997, co-op students from a local university maintained it. The only purpose of the site was to be an on-line extension of the company's catalogue, giving people using the Internet access to the products.


This case is set in March 1992, when the management of NewTech is facing the decision of whether to expand their manufacturing facilities, and if so, to what extent and by what means. The decision to expand rests on projects of future sales, but these are only projections and are by no means certain. No one wants to incur significant capital expenditure only to see level out of decline.

Intended courses: Small Business Management, Strategic Management, Technology Innovation, Entrepreneurship, Industrial Development


Emrad, Derrick and Dave decided that there was ample opportunity to start a new engineering business. Being recent graduates, they were used to living a "student’s life" and were willing to continue to do so for a while longer as an investment towards the company. A preliminary investigating of the local technology community demonstrated that there was a positive atmosphere of cooperation and mutual encouragement. The founders of ZEDD believed that with the right mixture/combination of product design, consulting and retail business, ZEDD could become a success.

Intended courses: Small Business Development, Introductory Business, Entrepreneurship Decision Making

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