Heli Air Monaco
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Transcript of Heli Air Monaco
Enterprise Thinking
Heli Air Monaco
Heli Air Monaco- Enterprise Thinking1) Introduction of Heli Air Monaco
2) Company current perspective
3) The redefining tool-sales challenge
4) Evaluation of the solutions
5) Critical Path Method
6) Alliance Development
Heli Air Monaco- Enterprise ThinkingIntroduction of Heli Air Monaco Company :
Private helicopters service founded in 1976
Hub: Monaco Services offered :
50 daily scheduled helicopters flights between Monaco and Nice Airport, sightseeing flights, charters and customized flights in South Europe
Fleet :
10 helicopters, an average of 5 seats per helicopter
Market :
International but mainly local (Monaco + French Riviera)
• Competitor:
No one is offering helicopters scheduled flights
Heli Air Monaco- Enterprise ThinkingHeli Air Monaco - current perspective
Past
Today Future
Heli Air Monaco- Enterprise Thinking
Questions column1
Is the CS an issue? yes
Is the CS in the present tense? present
Is the CS problem or the solutions? problem
Is the CS facts verifiable? yes
Is the CS an assumption valid? yes
Is the CS essential to your overall goal? yes
The redefining tool- Sales challenge
S1 – Create CS
“There is a decrease of 20% in sales”
Heli Air Monaco- Enterprise ThinkingS2 – Reframe SOC“ We should be gaining at least 20% in sales”
S2 – WWIT “What would it take to increase sales by 20%?”
Heli Air Monaco- Enterprise ThinkingS3 – Scan for solutionsWhat do we need to know?
Who is our consumer? = businessmenWhat are their needs & expectations?=high stands
and fast serviceWhat are their buying & spending attitudes?=last
minute, cautious about spending
Heli Air Monaco- Enterprise ThinkingS3 – Scan for solutionsGPP Principal (80% structure)Implementing new sales/client software: Software=Mkt tool, better interaction with
customers (CRM).Direct Check in service: (boarding pass+ luggage
transfer to final destination)Enhance our service and responding to a global
trend toward a faster service.Re design the website : More functional, easier to book=Increase sales.
Heli Air Monaco- Enterprise Thinking
List of projects
Time (Max Hrs)
Impact on the firm
ROI Money invested $
Priority selected
Website 200 90% 30,000 10,000 2
Direct check in service
600 80% 144,000 48,000 1
Client database software
40 70% 15,000 5,000 3
Evaluation of the solutions
Heli Air Monaco- Enterprise ThinkingS5-Redefining solution
Implement the direct check in service
Heli Air Monaco- Enterprise Thinking
5 Reasons why flying with Heli Air Monaco
- 35 years of experience- High quality service :100 dedicated employees- 10 Eurocopter helicopter fleet- 50 daily scheduled flights-Direct check in service
=Order winner=Win by a nose
Heli Air Monaco- Enterprise Thinking
S6-Small testing -Internal statistic :100% of our client have a connecting
flight with major airlines at the airport.
-Conduct client survey (email ), will they be interested in direct check in service?
Heli Air Monaco- Enterprise ThinkingS7 Larger testing
-Implement a computer system in coordination with the ground handling service company.
-New structure organization: Check boarding pass and baggage systems
Heli Air Monaco- Enterprise ThinkingS 8 Implement/Launch
Announce new service : -email client database, airlines, travel agency, adds in
magazines and newspapers.
Heli Air Monaco- Enterprise ThinkingS9 Post launch review
-Estimate 50% of our client use this service.
-Should we increase our communication campaign?
-Should we have this service available on line?
Heli Air Monaco- Enterprise Thinking
Activity Designation Predecessor Time in days
Marketing research
A 4
Contact ground handling company
B A 4
Check in service model
C B 5
Computer systems implementation
D C 15
Brochures E C 4
Sales training F E,D 2
Product launch G F 2
Critical Path Method -Launch of direct check in service
ES=0EF=4
ES=4EF=8
ES= 13EF=17
ES=13EF=28
A(4) B(4)
D(15)
E(4) F(2) G(2)
ES=30EF=32
LS=30LF=32
LS=4LF=8
LS=0LF=4
LS=13LF=28
ES= 28EF=30
LS= 28LF=30
Critical Path32 days
C(5)
ES=8EF=13
LS=8LF=13
LS= 24LF=28
Slack:(13-13)=(28-28)=0
Slack: (8-8)=(13-13)=0 Slack: (13-24)=(17-28)=11 days
Slack: (28-28)=(30-30)=0
Heli Air Monaco- Enterprise ThinkingAlliance development:
Advantage of creating an alliance with the ground handling company:
- Develop faster service-Save time (experience, computer system, service
commercialization)-Minimize cost ( staff)-Competitive advantage: the 1st in the market-Offer a faster and more convenient service to our
customers
Heli Air Monaco- Enterprise ThinkingAlliance pillars
Form Ad Hoc (Short term, low resource)
Ally Ground Handling company (10 airlines)
Objective Dev and launch jointly direct check in service facility
Risk Less baggage checked in due to extra fees. Decrease of airlines passengers (strong currency, natural disaster)
Financials 100% internal fund
Budget 48.000 Euro/year
Controls Check in service model, computer systems implementation, brochures, sales training, and product launch.
Human Resources
Staff + exp of ground handling company4 staffs welcome people (boarding pass + baggage tags)
Heli Air Monaco- Enterprise ThinkingDirect check in service is….Better -Convenient service,
competitive advantage
Faster -Passenger directly check bags+ boarding pass, save time ground handling company=experience
Cheaper –no news staff, bring knowledge and system implementation.
Heli Air Monaco- Enterprise Thinking
Thank you for your attention!