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Entrepreneur, June, 2000

ENTREPRENEUR AND DUN & BRADSTREET'S SIXTH ANNUAL HOT 100--THE FASTEST--GROWING ENTREPRENEURIAL BUSINESSES IN AMERICA

IN OUR 21ST CENTURY ECONOMY, SPEED IS THE NEW PREREQUISITE. ENTREPRENEURS WHO DON'T HIT THE GROUND RUNNING ARE OFTEN LEFT CHOKING ON A CLOUD OF DUST. MEANWHILE, MUCH OF THE GLORY TODAY GOES TO THOSE WHO ACCELERATE FROM $0 TO MILLIONS FASTER THAN YOU CAN SAY IPO.

YOU COULD SAY ENTREPRENEUR WAS QUICK TO PICK UP ON THIS TREND. FIVE YEARS AGO, ON THE CUSP OF AMERICA'S OBSESSION WITH ALL THINGS FAST, WE SET OUT TO FIND THE NATION'S FASTEST-GROWING NEW BUSINESSES. WITH THE HELP OF DUN & BRADSTREET (D&B), THE WORLD'S TOP RESEARCH-BASED BUSINESS INFORMATION PROVIDER, WE COMBED MASSIVE DATABASES TO FIND 100 ENTREPRENEURIAL VENTURES OF ALL SHAPES, FORMS, INDUSTRIES AND CORNERS OF THE COUNTRY. THE COMMON BOND: WARP SPEED GROWTH.

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Meanwhile, Dun & Bradstreet and Entrepreneur's Hot 100 list has itself seen some changes. In six short years, we've felt the effects of the technological boom and the subsequent superstar status of dotcoms. While our ranking still represents diversity--from toys to construction--you'll notice the increasing presence of tech ventures. What better trend to propel us into 2000?

Of course, these entrepreneurs aren't consumed with just speed. Besides making millions, these men and women introduced innovations, contributed to their communities, improved our lives and had fun in the process. Here's the inside story of a few Hot 100 entrepreneurs, plus a complete ranking of our Sixth Annual Hot 100. We consider this not only a look at today's fastest-growing businesses, but at tomorrow's household names.

two's COMPANY

ever imagined yourself partnering up with a long-standing business rival? That's exactly what Michelle Clery and Bruce Keenan did, putting down the sparring gloves and working together to create a computer and software systems integration business. The partnership has certainly paid off: Their company, Prosys Information Systems, hit this year's No. 1 spot in our Hot 100.

Prior to forming the Norcross, Georgia, tech firm, Clery, 37, and Keenan, 47, both excelled as sales representatives at competing firms in Miami. For years, the two battled each other in pursuit of the same clients. "Michelle would win some. I would win some," Keenan says. "Out of everybody I competed with, she was the person I always had the most respect for."

Tired of making money for huge corporations, the two ended their rivalry to form Prosys, launching in 1997 with personal investments totaling $200,000. But with only four employees--and Clery and Keenan serving as president and corporate secretary/treasurer, respectively--the fledgling business faced problems. "Establishing a name and reputation for the company [was difficult]," explains Keenan. "We were competing with large, national resellers like CompuCom and Intex."

Clery says that first year was "all hours and no paycheck." But they remained confident, and in the following year, sales skyrocketed to $32.9 million. Those figures rose again last year (when they finished at No. 5 on our list) to $49 million. By year-end 2000, with added help from more than 80 employees--sales should hit nearly $100 million.

In addition to handling large projects for several Fortune 500 clients, Clery and Keenan also help small businesses and educational institutions. Treating customer service as No. 1, they make sure they have personnel available 24 hours per day and stock products locally for immediate delivery. "Make the customer happy," Clery says. "And then beg for forgiveness."

Success hasn't spoiled the two, either. If anything, it has let them concentrate on the world beyond business. For the past year, Prosys has worked with the Nepalese Children's Organization to raise funds for mentally handicapped children. "We're just lending a hand where there's an enormous need for help," Keenan says. When you consider how much these former competitors have already achieved, the obvious question is: Why didn't they partner up sooner?

Alex Purugganan

bone COLLECTORS

thousands of years ago, children gathered in the streets and in front of houses to play a game called Tabas, which involved throwing and bouncing bones. Today, kids are getting together in schools, churches and after-school clubs to play games with Crazy Bones, the small, plastic figurines inspired by classic games like Tabas, jacks and marbles, and developed by Toy Craze Inc. (No. 15) in Cleveland.

Kids can use Crazy Bones, which come in a variety of shapes and colors, to play almost any game, from counting games to bowling. They can also get stickers, magazines and handbooks based on the different characters and games.

CEO and co-founder Scott Harris, 37, was inspired to launch Crazy Bones after seeing the success of GoGo's, which was introduced in 1996 to Europe and South America, selling more than 350 million packs by 1997. To bring Crazy Bones to the United States, Harris formed Toy Craze in December 1997 with partners Bill Flaherty, 43, and Peter Gantner, 34. Gartner is no longer with the company.

Business Services Industry

Burn, babay, BURN

Entrepreneur, June, 2000

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