1. Enterprise Thinking Heli Air Monaco

2. Heli Air Monaco- Enterprise Thinking 1) 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

3. Heli Air Monaco- Enterprise Thinking Introduction 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

4. Heli Air Monaco- Enterprise Thinking Heli Air Monaco - current perspective Past TodayFuture

5. Heli Air Monaco- Enterprise Thinking Questionscolumn1 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”

6. Heli Air Monaco- Enterprise Thinking S2 – Reframe SOC “ We should be gaining at least 20% in sales” S2 – WWIT “What would it take to increase sales by 20%?”

7. Heli Air Monaco- Enterprise Thinking S3 – Scan for solutions What do we need to know? Who is our consumer? = businessmen What are their needs & expectations?=high stands and fast service What are their buying & spending attitudes?=last minute, cautious about spending

8. Heli Air Monaco- Enterprise Thinking S3 – Scan for solutions GPP 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.

9. Heli Air Monaco- Enterprise Thinking List of projects Time (Max Hrs) Impact on the firm ROIMoney invested $ Priority selected Website20090%30,00010,0002 Direct check in service 60080%144,00048,0001 Client database software 4070%15,0005,0003 Evaluation of the solutions

10. Heli Air Monaco- Enterprise Thinking S5-Redefining solution Implement the direct check in service

11. 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

12. 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 ?

13. Heli Air Monaco- Enterprise Thinking S7 Larger testing -Implement a computer system in coordination with the ground handling service company. -New structure organization: Check boarding pass and baggage systems

14. Heli Air Monaco- Enterprise Thinking S 8 Implement/Launch Announce new service : -email client database, airlines, travel agency, adds in magazines and newspapers.

15. Heli Air Monaco- Enterprise Thinking S9 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?

16. Heli Air Monaco- Enterprise Thinking ActivityDesignationPredecessorTime in days Marketing research A4 Contact ground handling company BA4 Check in service model CB5 Computer systems implementation DC15 BrochuresEC4 Sales trainingFE,D2 Product launchGF2 Critical Path Method -Launch of direct check in service

17. ES=0 EF=4 ES=4 EF=8 ES= 13 EF=17 ES=13 EF=28 A(4) B(4) D(15) E(4) F(2) G(2) ES=30 EF=32 LS=30 LF=32 LS=4 LF=8 LS=0 LF=4 LS=13 LF=28 ES= 28 EF=30 LS= 28 LF=30 Critical Path 32 days C(5) ES=8 EF=13 LS=8 LF=13 LS= 24 LF=28 Slack:(13-13)=(28-28)=0 Slack: (8-8)=(13-13)=0Slack: (13-24)=(17- 28)=11 days Slack: (28-28)=(30-30)=0

18. Heli Air Monaco- Enterprise Thinking Alliance 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

19. Heli Air Monaco- Enterprise Thinking Alliance pillars FormAd Hoc (Short term, low resource) AllyGround Handling company (10 airlines) ObjectiveDev and launch jointly direct check in service facility RiskLess baggage checked in due to extra fees. Decrease of airlines passengers (strong currency, natural disaster) Financials100% internal fund Budget48.000 Euro/year ControlsCheck in service model, computer systems implementation, brochures, sales training, and product launch. Human Resources Staff + exp of ground handling company 4 staffs welcome people (boarding pass + baggage tags)

20. Heli Air Monaco- Enterprise Thinking Direct 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.

21. Heli Air Monaco- Enterprise Thinking Thank you for your attention!