Soltivo saves customers time and money by having waste management companies bid against one another in a live auction for the right to fill a waste removal contract. Soltivo's bidding process works similar to how people bid higher prices against one another for an item on eBay, with potential waste haulers bidding lower prices against one another for the chance to fill a contract. This results in Soltivo contracts always coming in below market price. Soltivo aims to scale its operations through expanding into new waste streams and states, integrating routing software to optimize haulers' routes, and eventually bringing bidding to dump sites to increase recycling competitiveness.

1. The Marketplace for
Waste.
oltivo

2. Who We Are and What We Do
Let’s Talk Trash
Waste is ubiquitous. Every business, restaurant, and apartment complex in the
world rents a dumpster and pays someone to empty it.
But the process is stuck in the twentieth century, if you want to get a quote you do
the same thing you would have in 1960, call the first number you find.
Soltivo saves customers time and money by having waste management
companies bid against one another in a live auction for the right to fill a contract.
2

3. 3
1. Sign up
Customers sign up with their email
and phone number, and fill out a
brief intake form.
How It Works

4. 4
2. Describe Job
Customers with dumpster rental
and hauling contracts answer a
brief questionnaire about the
nature of their job. They can also
upload pictures of the load to be
hauled.
How It Works

5. 5
3. Bidding
The same way people bid higher
prices against one another for an
item off eBay, potential providers
(“haulers” in waste management)
bid lower prices against one
another for the chance to fill the
contract.
With haulers bidding against one
another, Soltivo contracts always
come in below market.
How It Works

6. 6
4. Celebration
Customers then take the money
they saved and celebrate with
champagne.
How It Works

7. The Team
Geoff Doran
CEO
Online Brokerage
& Marketplaces
7
Stephen Martin
COO
Hauling & Waste
Management Sales
Matt Cooke
Director of
Online Marketing
& SEO
Vince Pitetti
Director of
Web Development

8. 8
Unit Economics
60%
15%
25%
Unit Econ Basics:
The average contract is $3,444 in value.
Our current Contract Acquisition Cost is $76, with our 5% processing fee we make an
average of $172 in revenue per contract.

9. How We Go From a
“Nice to Have” to a
“Need to Have”
Our MVP has saved our customers thousands of
dollars and given haulers good honest work. But
that’s just the beginning, we are building Soltivo
into a tool that no hauler can live without. 9
It Gets Better

10. Our Long Term Vision
10
Phase 1 – MVP,
Growth &
Expansion
2018-2019
Phase 2 –
Routing &
Critical
Mass
2020
Exit – 2022
Phase 3 –
Dump Site
Bidding
2021

11. 11
MVP & Growth
Key Performance Indicators:
- Critical Mass in Key States: 6,000
contracts per target state.
- Salespeople Critical Mass: 500 registered
salespeople or affiliates per target state.
- Horizontal Expansion: Medical, Hazardous,
and other exotic waste capabilities.
Phase 1

12. Phase 2 – Critical Mass & Routing
How It Makes Us Awesome
Our next step is to integrate a routing
software that will allow haulers to optimize
their routes.
Haulers will be able to input their starting
location, ending location, and free
volume/weight on their truck and fill it to full
capacity every time.
12
Why Routing Matters
For haulers there are two major costs to
doing business, travel (time & gas) and
tipping fees.
Tipping fees (fees charged to dump
waste) are typically calculated by
truckload.
This means every time a hauler has a
truck not at full capacity, they are
effectively losing money.

13. 13
1. Routing Input
Haulers input their starting and
ending locations, as well as any
stops they have on the way.
Phase 2

14. 14
2. Capacity Input
They then input the volume and
weight that is still available in their
truck at the end of their route.
Phase 2

15. 15
3. Contract
Recommendations
Soltivo then recommends
contracts that are on their route
and which they can fit in their
truck.
Haulers can view and buy these
contracts in real time, even as they
are driving along their route.
Phase 2

16. 16
Optimization → New Markets
Routing also allows us to provide haulers with
jobs they would never have known about.
We have found in talking with a lot of our
customers that loads like old furniture or TVs can
be too costly to hire out. Most people just ask a
friend with a truck anyways.
With Soltivo routing, some random guy will come
remove it for $10 on the way back from his
landscaping job, the same way he might have
used Uber if they worked with two door trucks.
Phase 2

17. 17
Phase 2
Reaching Critical Mass
Key Performance Indicators:
- Brand Awareness: Soltivo is known as “Uber
for Trucks”, and 1/5 truck drivers know us.
- Self-Sustaining Growth: Continuing 5% month
over month growth in phase 1 target states.
Critical Mass in a new target state every two
months.
- Quick & Easy: Small contracts for junk
removal can be consistently (at least 70% of
the time) filled in 24h or less.

18. Phase 3 – Dump Site Bidding
18
Making Recycling Competitive
Once we have captured the necessary market share on the supply side and the hauling
side, we will bring our bidding system to dump sites.
Anaerobic Digesters (waste to energy facilities) will be able to bid on Nitrogen heavy
materials to get their NPK ratios right, either reducing tipping fees or even paying haulers
for their waste. The same goes for other recyclables.
By bringing the same competition to tipping that we do to hauling, we can increase the
value of waste itself, and make recycling profitable again.
In a Soltivo future restaurants check to see which nearby compost facility will pay them
the most for their food scraps that week.

19. 19
Phase 3
A New Supply Chain
Phase 3 Key Performance Indicators:
- Critical Mass: Average of at least
two competing dump site bids per
contract. (Excluding areas with just
one dump site.)
Contract
Posted
Hauler Bids Dump Site
Bids
Hauler &
Dump Site
Coordination
Final Bid List

20. 20
Pricing Model
Posting a contract is free and always will be.
We take a 5% commission on every contract only after it is filled, and in return provide
mediation services and our escrow system.

21. Phase 4 – The Exit
21
M&A Multiples (EBITDA)
Gig Economy – Angie’s List 2017 Acquisition 17 X EBITDA
Waste Management – Industry Average 7X EBITDA
Shipping & Logistics – 2015 M&A Average 8X EBITDA
Average – 11X EBITDA
Our Acquisition
Multiple – 11X EBITDA
and/or $68 per user

22. 22
Projections

23. 23
Exit Value
$0
$500,000,000
$1,000,000,000
$1,500,000,000
$2,000,000,000
$2,500,000,000
$3,000,000,000
$3,500,000,000
$4,000,000,000
2018 2019 2020 2021 2022
7X Revenue 11 X EBITDA $68 Per User

24. $200,000
Rolling Equity Close at a $1.8M Valuation.
24
Opportunity

25. 25
Use of Funds
60%
15%
25%General:
Test and execute our go to market &
sales/affiliate recruiting strategies.
Reach critical mass in CO.
Grow, grow, grow.
UoF
S&M G&A T&D

26. Steve@soltivo.com
(802)-291-1370
Geoff@soltivo.com
(720)-362-0578
oltivo

27. 27
MVP & Growth
Challenges:
- Scaling salespeople & affiliate
recruiting.
- Initial push into target states.
- Regulatory Capture.
- Contract posting workflow for
exotic waste types.
Phase 1

28. 28
MVP & Growth
How We Deal with Phase 1 Challenges:
- Recruiting: Constant A/B testing &
method refining.
- Initial Push: City focused recruiting &
PPC marketing.
- Regulatory Capture: Market
Research.
- Exotics: Advisory board and/or
strategic investor assistance.
Phase 1

29. 29
Phase 2
Reaching Critical Mass
Challenges:
- Brand Awareness: Reaching enough
of our target audience.
- Self-Sustaining: Maintaining
momentum as territory size
increases.
- Quick & Easy: The “supply &
demand” paradox.

30. 30
Phase 2
Reaching Critical Mass
How We Deal with Phase 2 challenges:
- Brand Awareness: Top down approach of
working with truck suppliers, advertising
through truck accessories, etc. We want to be
present at the POS of the truck itself.
- Self-Sustaining: Scalable sales
methodologies (“Go To Market”), online
marketing.
- Quick & Easy: Paying retainers to a few
providers in initially targeted cities, to keep
the hauler side consistent in early days.

31. 31
Phase 3
A New Supply Chain
Challenges:
- Contract Workflow: Recycling is very
complicated.
- Regulatory Hurdles: Recycling
regulations are even more
complicated.
Contract
Posted
Hauler Bids Dump Site
Bids
Hauler &
Dump Site
Coordination
Final Bid List

32. 32
Phase 3
A New Supply Chain
How We Deal with Phase 3 Challenges:
- Contract Workflow & Regulations:
Dedicated state by state, type by
type (organics vs metal) expansion.
Contract
Posted
Hauler Bids Dump Site
Bids
Hauler &
Dump Site
Coordination
Final Bid List

33. 33
Go To Market
Scalability is our KPI
When crafting our Go To Market we had
the key performance indicator of
scalability in mind. This meant our
methods needed to cost little to no
money up front at any point, require
little to no employee involvement, and
enable us to reach as wide an audience
as possible.
Our end goal is to be gaining so many
users through name recognition, like
Uber, that the majority of our customers
come as natural inbounds.
SAASG

34. 34
Pay Per Click
Why SEO Matters
By examining what our competitors pay
for top ranking search terms in our
target cities, we will be the first result
whenever someone in the area needs a
new provider.

35. 35
Affiliate Marketing
Open Call
Anyone with a social media presence
can become a Soltivo affiliate marketer.
Simply sign up on our website and
receive a customized youtube video
with a referral code that will get you
commission on any sign up you bring
us.
Networks
Established affiliate marketing
networks let us reach influencers that
can specifically target our ideal
customers on a success basis.

36. 36
SAASG
Sales as a Side Gig
A unique part of our Go To Market plan
is “Sales as a Side Gig”. We made
signing up to sell Soltivo just as easy
and profitable as signing up to haul. Our
goal is to make it easy to sign up
10,000 salespeople year 1.
By offering online sales training
courses and tests and providing a
highly competitive commission plan, we
can on board a salesperson with less
than 5 minutes of employee interaction
required.
SAASG

37. Phase 4 – Recent Acquisitions
37
Recent Acquisitions
Gig Economy – Ikea acquires Taskrabbit, Fiverr
and Co. acquires AND CO, ADP acquires
WorkMarket, IAC acquires Angie’s List
Waste Management – 17 acquisitions in 2018 as
of 4/18
Shipping & Logistics – Global Tranz acquires Apex
Logistics Group, Target acquires Grand Junction
Exit – Acquisition
(11X EBITDA and/or
$68 Per User)

38. Phase 4 – User Based Exit Multiples
38
 Average: $68 per
user.
Potential Acquirers

39. Phase 4 – About our Acquirers
39
Waste Management Shipping & Transportation Rideshare
Other
Our potential acquirers list is based on which companies we bring the most strategic value to. Companies in the
Waste Management industry can benefit from having Soltivo act as a de-facto sales arm. Shipping &
Transportation companies can not only utilize our routing tech, but even Soltivo itself as a way to profit off of
trucks which might otherwise be sitting unused. Rideshare firms like Uber & Lyft can use us to break into the
two door truck and larger commercial vehicle markets they cannot currently target, and Home Advisor can add
our bidding system to their referral program.

40. A very similar play to what we are doing, further
detailed in “Wasteplace Competitive Analysis”
document.
Advantage: First mover, established in three areas.
Disadvantage: Site/App functionality, trouble scaling
sales.
Competitive Landscape
40
Wasteplace Hauleraway
An app that connects people with junk and who need
to move to haulers. Uber for haulers. Seems to be
more focused on moving than waste removal.
Advantage: Very well designed and functional.
Disadvantage: Seems to be dead, requires credit card
to sign up.

41. Sound Idea - $500K
Prototype - $400K
Team - $400K
Strategic Relationships - $200K
Rollout & Sales - $300K
Total - $1.8M
Our Valuation
41
Berkus

42. Other Future Integrations Under Consideration
▰ Equipment Financing:
“We noticed you are looking at new dump trailers. Soltivo offers competitive financing rates to its drivers. Click
here to fill out a quick survey to see if you qualify for financing.”
▰ Vendor Bidding:
“Two Brothers Hauling Inc. has a $10,000 budget and is looking for a new 8” X 12” dump trailer. Would you like
to bid one of your trailers?”
▰ Truck Gigs:
“We noticed you marked on your profile you are willing to do manual labor. There is a landscaping job in your
area for $20 an hour plus $250 for the haul. Would you like to put in your bid?”
▰ Truck Rentals:
“Someone in your area needs a truck like yours for a landscaping job, and will pay $20 an hour. Would you like
to rent them your truck?”
▰ Supply Delivery:
“This local apartment complex needs cleaning supplies delivered once monthly for the next two years, why not
put in a bid?”
42