1

2

Plan

Company’s objectives

Market study

Product and services presentation

Market positioning of the offer

Financial part

3

Company’s objectives

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Penetration of a new market segment :◦ Automation of winter ski resort

Selling a customer solution

Implementation and continuous monitoring of software in order to computerize the management and the logistics of a winter ski resort

Problematic: ◦ simplifying the management of a winter ski resort and

make consumption convenient and effective for skiers

Company’s targets

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Market study

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Market definition:◦ French winter ski resort

Market quantification :◦ About 230 winter ski resorts

100 private companies (40%) 100 public companies 30 companies (20%) of mixed economy (public

commercial company owned)

Market

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Market Segmentation Top 100 winter resorts based on their turnover

(e.g. Annexe)

Medium ski resorts have a turnover between 1M€ and 15M€

Huge ski resorts have a turnover between 15M€ and 60M€ and more.

Assessment of the turnover part invested in a system like Avalanche = 11%

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Segmentation criterion : part of the turnover used by winter ski resorts on software projects in order to computerize the management and the logistics

Grid services(e.g. slide 17) shows market prices ◦ According to market prices and if a client buy the full

package (e.g. slide 24), it’ll cost : 110 880 €◦ We approximate this cost about 115K €

This valuation let us to segment the Top 100 list of winter resorts

Segmentation Criterion

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So, there are 98 stations which have a budget greater than 115K €

These 98 winter resorts will be our targets (e.g. list)

Targets

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Major competitors:

Competitors

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Targets : 98/230 Winter ski resorts

Annual market’s turnover : about 29M €

Valuation :15/98 potential customers

Aim : about 4% market share after 3 years

Targets Market Share after 3 Years

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Product and services presentation

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Reducing the cost required for maintenance Restricting frauds Providing better services for winter ski

resorts customers Improving corporate image and reputation

of winter ski resorts

Needs

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Providing better services for winter ski resorts customers◦ Contribution:

Information system Winter resorts organisation

◦ Management and control: Ski lifts Ski pass sales Ski lessons, device lease

A solution…

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Supervision Center:◦ Simulation◦ Database management◦ Reporting

Website:◦ Ski pass purchase◦ Equipment lease◦ Information◦ Reporting

Database :◦ Data hosting

Products to answer the needs

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Commissioning Assistance ◦ Data migration◦ System setup

After sales support

Consulting service :◦ Objectives:

Update product following customer demand Training and upgrading of users

Services to answer the needs

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Grid services– Prices and OffersSoftware Hardware Services

Site web : 1800 € Borne de vérification : entre 5k et 8k€

Assistance à la mise en service :Prix de la mise en place comprise dans le prix du software/hardwarePrix de la migration des données : 135€/j/migrateur

Hébergement BDD/ gestion achat forfait: 200 à 800€/mois en fonction de la taille

Borne d’achat/vente : 8k à 10k€ (software + déploiement réseau)

Support après-vente : Hotline gratuite, mise en place d’un numéro vert

Gestion des remontées/BDD (centre de supervision) : 3800€

Carte RFID : 40 centimes à 1€ Service de consulting :Prix consulting : 750€/jPrix formateur et remise à niveau : 300€/j/formateur pour 6 groupes de 6 personnes max

Gestion des forfaits (Centre de vérification) : 1190€

Palm OS (support mobile du logiciel centre de vérification) :200€ pièce

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Products and services are flexible

Customers could make their own solution

The prices we offer are lower than the current market, more important for software solutions

Grid services and offers

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Market positioning of the offer

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SWOT Analysis

•Global warming•New concurrent

•Young team

•Distribution to retailers

•European market•Accommodation of our product in other domains

•Reporting tools

Strengths Opportunities

ThreatsWeaknesses

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Communication Strategy

Door to door approach to obtain our first sale

Make a stand on SAM 2011. Evaluated cost : 11000€

Advertising for 3 years in trade press : 1600 € a year

Official website. Evaluated cost : 2500€

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Products and Services presentation

Software package Number Price (€) Total (€) Competitor

Monitor center 1 3800 3 800 NA

Check center 3 1190 3590 NA

Administrator training 1 person 1 day 1100 1 100 1000

Software installation 2 days 3 000 3 000 NA

Total 11 490€

Total with discount 10 000€

Software package

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Products and Services presentation

Standard package Number Price (€) Total (€) Competitor

Website 1 1 800 1 800 2 000

Administrator training 1 person 1 day 1100 1100 1000

Data migration 1-2 day 1 800 1 800 NA

Hosting and database 1 year 13 000 13 000 14 000

Total 17 700€

Web package

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Products and Services presentation

Standard package Number Price (€) Total (€) Competitor

RFID reader 8 8 000 64 000 72000

Terminal (ATM) 3 10 000 30 000 22 000

RFID 5 500 1 5 500 NA

Palms 5 200 1 000 NA

Total 100 500€

Hardware package

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Products and Services presentation

Standard package Number Price (€) Total (€) Competitor

Software Package 1 7 800 10 000

Web Package 1 16 700 17 700

Hardware Package 1 100 500 100 500

Total 127 700€

Total with discount 120 000€

Full package

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Finances

FinancesRevenues

Revenues forecasts

Year Softwarepackage

Webpackage

Hardwarepackage

Fullpackage RFID Revenue

(€)

1 1 2 0 1 50 000 215 900

2 2 4 1 2 200 000 633 300

3 3 4 2 2 400 000 1 063 300

3%4%

21%

30%

43%

Pourcentages des ventes

SoftwareWebHardwareRFIDFull

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FinancesCosts

HR expenses for conception of prototype

Wage per year (k€) Year 1 Year 2 Year 3

Web developer 16 1 2 2Software developer 16 1 2 2Hardware technician 16 1 1 1Interne 5 1 2 2

Total 37 74 74

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FinancesExpenditures & Revenues

1 2 3 4 5 6 7 8 9 1011121314151617181920212223242526272829303132333435360.00 €

20,000.00 €

40,000.00 €

60,000.00 €

80,000.00 €

100,000.00 €

120,000.00 €

140,000.00 €

160,000.00 €

180,000.00 €

200,000.00 €

DépensesRevenues€

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Finances

1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 31 32 33 34 35 36

-200,000.00 €

-100,000.00 €

0.00 €

100,000.00 €

200,000.00 €

300,000.00 €

400,000.00 €

500,000.00 €

600,000.00 €

700,000.00 €

800,000.00 €

€

Added up amounts

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FinancesAnnual turnover

1 2 3 4 5 60 €

200,000 €

400,000 €

600,000 €

800,000 €

1,000,000 €

1,200,000 €

1,400,000 €

1,600,000 €

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1 2 3 4 5 60%

10%

20%

30%

40%

50%

60%

70%

80%

90%

100%

CA Snoware CA Marché

FinancesAnnual market shares

5,24%4,76%4,22%3,67%2,18%0,73%

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Easy to adapt website or hardware and software solutions for other fields

Ex: Event hall, transport, tickets,

Expand our business and earn market share and money during winter season

Others market

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Thank you for your attentionQuestions ?

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Annexe :market segmentation

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Annexe :market segmentation