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THE TEAM
Executive Summary Page 2
“Founders & Management Team”
WindSail Solutions Pte. Ltd.
TABLE OF CONTENT
1. The team
2. Business opportunity
3. Industry challenges
4. Technology solution
5. Turnkey project
6. Marketing plan
7. Commercial offer
8. Operational issues
9. Legal framework
10.Company structure
11.Financial plan
THE TEAM
Executive Summary Page
WindSail Solutions Pte. Ltd.
3
“Founders & Management Team”
Mª Lucía Contreras de la Torre
Industrial Mechanical Engineer
Vincenzo Vassallo
Management Engineer
José Gonzalez León
Analyst Engineer
Ismael Jiménez Pérez
Design Engineer
Gonzalo Jiménez
Tutor
Executive Summary Page
WindSail Solutions Pte. Ltd.
4
With more than the 80% of global trade by volume and over 70 per cent of its
value carried on board ships and handled by seaports worldwide, the maritime
transport has a central importance for trade and development.
The industry, expected to grow up to 3,5% next years, is now facing new
challenges related to its sustainability, offering new business opportunities.
OPPORTUNITY
MISSION
Our mission is to offer an innovative,efficient and sustainable solution tomaritime transport problems, giving toshipping companies a completecustomizable service to reduce fuel andemission costs.
5Executive Summary Page
WindSail Solutions Pte. Ltd.
Our vision is create a new way of thinkingthe maritime transport, using a 100%green energy technology. Be thereference for customers of the cleanest,safest and efficient personalized serviceassistance in seaborne freight.
VISION
COMPANY VALUES
In WindSail we believe inthe power of union.Team work is a basicfactor for success andcooperation is the key toovercome limits there willbe to faced with.
Team Work
Company is outstretchedtowards future, alwaysseeking to improvementand development.People, technology,service, all the factors areconstantly aimed togrowth and progress.
Continuous improvement
WindSail is involved inmaking the maritime tradea greener business,spreading the awarenessof using environment in asustainable way, in order topreserve them for actualand future generations.
Sustainability
Geo-Political Risk
Fuel costs represent asmuch as 50-60% of totalship operating costs,depending on the type ofship and service
EEDI Regulation
Maritime transportemits around 3% ofCO2 each year to theplanet.
20% CO2 by 2020
MANDATORY
EMISSIONS REDUCTION
Fuel Cost Dependence
INDUSTRY CHALLENGES
In order to control theseemissions, the IMO hasdeveloped a package ofMANDATOR MEASURES toimprove the energyefficiency of ships with thefollowing clauses:
Some of the crude oilproducing countries, belongingto OPEC, are politically andeconomically unstable, such asNigeria or Venezuela, thisproduces large fluctuations inthe price of oil.
Executive Summary Page
WindSail Solutions Pte. Ltd.
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Maritime transport hasbeen using the sametechniques for transportfor more than 100 years,fossil fuel.
This is inefficient andunsustainable.
REAL-TIME MEASURABLE SAVINGS
Powerful Propulsion
Automated
Comfort
Eco-friendly
Range Extension
Reduced Fuel
Increased Safety
High visibility
TECHNLOGY SOLUTION
✓ Launch System
✓ Kite
✓ Safe and Reliable
✓ Full Autonomy
✓ Easy to retrofit
20%
Co2 TAX SAVINGS
20%
Fuel SAVINGS
co2
Simple on/off button
Decision aid
100% autonomous
Easy to implement
Executive Summary Page
WindSail Solutions Pte. Ltd.
7
MRO Update & Follow-Up
InstallationData Analysis1 2
3 4
TURNKEY PROJECT
Executive Summary Page
WindSail Solutions Pte. Ltd.
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10.5
25.000
20.000
320
billiontonsofgoods
billion$annualcosts
billion$turnover
globalcargoships
WindSail target market is focused oncontainer shipping companies in PacificAsia, in order to maximize company’ssuccess possibilities, according to somedecisive criteria:
✓ Logistics Conditions. In the selected area,indeed, there are 7 of 10 main containersports hub.
✓ Trade Volume Traffic. It refers to maritimeroutes traffic, tonnage loaded andunloaded and ports throughput.
✓ Economic and Politics Factors. Includingeconomic growth, commercialagreements and governmentalinvestments.
2%
4%
14%
16%
64%
OCEANIA
AFRICA
AMERICA
EUROPA
ASIA
WORLDCONTAINERPORTVOLUMESBYREGION
MARKETING PLAN
MARKET ASSESMENT
Shipping Industry is the core part of global
trade supply chain. Cargo ships, the mostaffordable freight system, are responsiblefor moving more than 10 billion tons ofgoods worldwide, using a fleet of over25.000 vessels.
This volume is expected to be growingthrough the coming years, allowingWindSail future expansion and increasingbusiness scalability.
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WindSail Solutions Pte. Ltd.
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TARGET MARKET
CUSTOMERS
In the industry no similar companies arefound offering the same service, so thatalternative propulsion systems havebeen examined and benchmarked.
Main competitor technology solutionsare:
✓ Diesel
✓ Gas
✓ Hybrid
✓ Solar energy
Principal limitations of them regardinvestments, efficiency, reliability.
Routesintensity
Fleetcapacity
CMACGMCOSC
MSC
APMMAERSK
HapagLloyd
Initial
investment
Impacton
vesselstructure
Impacton
contaminationreduction
Fuel
consumptionsaving
Efficiency
ReliabilityWIND
DIESEL
SOLAR
GAS
HYBRID
Most efficient and sustainable completesolution, able to be adapted on existingand new ships.
✓ VERSATILE
✓ CLEAN
✓ INNOVATIVE
COMPETITORS
Executive Summary Page
WindSail Solutions Pte. Ltd.
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ROUTES SELECTION
Being Pacific Asia our area of interest, withSingapore as hub, have been selected 12main routes departing from or passingthrough Singapore’s port and directed to
America.
Inside the containers ships companies, amarket segmentation and priorizationhave been carried out according to twofactors:
✓ Route Intensity, meaning the frequencywhich the boats stir with inside of theestablished itinerary
✓ Fleet Capacity, considering the numberof ships moving inside those routes
The results show the main players whichfocus on to optimize our profits.
COMPETITIVE ADVANTAGE
Detailed market analysisbrought us to an estimationsof an average market of 13vessels per route, reaching acompound value of 156possible customers.
The 3-year WindSail Solutions contract willinclude:
✓ Installation
✓ Staff training
✓ First maintenance
✓ Follow up and customer assistance
✓ Continuous improvement
700.000 €
✓ Branding promotion
✓ Fairs/events participation
✓ Sponsorship and partnership
✓ Customized service
✓ Continuous improvement
KNOWLEDGE
CONSIDERATION
BUY
LOYALTY
100% 25%35%55%70%
MA
RK
ET
CU
STO
MER
MARKET SIZE
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CUSTOMER BUYING PROCESS
PRICING POLICY
In the process of customer acquisition, differentbarriers have identified for WindSail to beovercome.
Due to these, in each phase a percentage ofpotential customer is missing, so that a series ofmitigation actions have to be implemented:
Due to the lack of direct competition and tothe difficulties to define a price based oncustomer’s willing to pay, our pricing strategyis set considering the benefits offered tocustomer and fixing a mark up of 20%.
Executive Summary Page
WindSail Solutions Pte. Ltd.
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COMMERCIAL OFFER“What is WindSail?”
2 years of RO, without immobilization of ship.
Saving up to 1-2 m$/year
Adaptable to all ships on service and with all
types of engines
20% Fuel/Gas savings, More than any solution
We think an initial huge investment inmarketing is crucial for the companysuccess, even more if it is a newconcept as WindSail Solutions is.We bet for a multichannel distributionwhere corporate salesmen play aprincipal role.
✓ Corporate salesmen
✓ Event stands-fairs
✓ Direct sales
✓ Environmental Organizations & Distribution Systems
✓ Web & Social Networks
WindSail Solutions will be really focus on serviceconsistency in continuous improvement:reducing cost & environmental friendlytechnology, since companies demandthe highest quality in every moment.
COMMERCIAL PLAN
2 SALESMENCorporate sales are the keychannel of promotion and sales
5 FAIRS STANDSWindSail Solutions will take off inSingapore
4 FREE ANALYSISWindSails Solutions offer until 3 years
of tracking including KPI’s andsoftware information in real time
20 PORT’S FACILITIESPossibility to install our solution in 20of main ports among East Asia andWest America coast
“Be the most innovative & efficient service mean between the main ships companies with all the new technologies and at competitive price as well”
MAIN CHANNELS
Executive Summary Page
WindSail Solutions Pte. Ltd.
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Technology
52%
Installation
8%
Training
1%
Tracking
(follow-up)
18%
Maintenanc
e
5%
Commercial
16%
OPERATIONAL COST DISTRIBUTIONAs an intial overview, Windsail S. Is takingoff with just ships connection betweenAsia an Ameria and with a demandabout 4 full services in the second year.Thus, the operational variables havebeen adjusted to optimized the costs.
MAKE & BUY Policies
As operational strategic approach, inWindsail S. We have to decided toexternalized all that is not consideredcore business. Those activities are:Installation & Maintenance. Despitethis, it is included in the Companystrategy to recover some of thoseactivities when we will grow.
Contingencies Plan
It is really key for success a good riskmanagement in the operational field inorder to be able to cover the offeredservice. As Windsail S. has an ecologicaldemand, a failure in the technology orthe analysis will be even worse than inconventional services.
Technology breakdown or otherunavailability: It will be provided thefastest maintenance team from the nextport ship destination
More PO’s than supplier capacity: Starta supplier development plan since thecontract sign
OPERATIONAL ISSUES
Executive Summary Page
WindSail Solutions Pte. Ltd.
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Installation
Just in 5 days in every port
TrainingSpecialised practical courses of
2 days
Tracking
Windsail solutions offer until 3 yearsof tracking including KPI’s andsoftware information in real time
MRO
1 year of free maintenance
included
AutologgerEnvironmental
Performance
Key
performance
Indicators
Charter party
Compliance
Benchmark
& Analysis
It shows the main milestones that will bedeployed throughout those five years ofoperation. Beginning with the surveyfound at the beginning and the ramp upof the operation itself.
In the next year the steps of the MSCcompany are shown, which in the first twoyears will be our main objectivity.However, it will be essential from the 3rdyear, to increase the capacity through theacquisition of new clients.
According to that, it becomes clearwhen it is extended to do again andwhat type those are. It has begun andincreased in the maintenance andanalysis for the third year, and anexpansion of strategic routes.
IMPLEMENTATION SCHEDULE
Executive Summary Page
WindSail Solutions Pte. Ltd.
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LEGAL FRAMEWORK
Executive Summary Page
WindSail Solutions Pte. Ltd.
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Business Regulations
WindSail Solutions as establish business inSingapore has to accomplish with:
✓ Incorporation Law: definition of theentity and fulfilment regulatorycompliance requirements. The businesslicense and the certificate ofincorporations is ensured.
✓ Taxation Law: the payments of taxesare fulfilled for business income, goodand services and foreign workersregulations.
✓ Immigration Law: high flexibly, withsmall restrictions in salary and holidays.
Governmental Funding
• SEEDS Capital supports the growth of
promising Singapore-based startups. They
co-invest with independent investors in
innovative startups with strong intellectual
content and global market potential.
• Green Initiative comprising five
programmes seeking to reduce the
environmental of shipping-related activities
and to promote clean and green shipping
in Singapore.
International & EU Agreements
✓ MARPOL: Main convention that covered
prevention of pollution of the marine
environment.
✓ HAMBURG RULES: Regulates the
responsibilities of a marine transport
agreement, and besides it has been ratified
by Singapore.
✓ ROME I: Regulate what law applies in case
of conflict when be European member’s
business and no members of EU.
✓ ROME II: it regulates which legislation will be
applied in case of patent, unfair trade or
defective product.
Contracts & Responsibilities
• Supplier: Supply contract with 2 main
clauses of exclusivity. Supplier cannot
commercialise his product without us and
we must distribute, commercialise and
install only his product.
• Transport: It bases on BIMCO
recommendations reliable for both parties.
• Outsourcing Builder: It bases on BIMCO
templates and regulates responsibilities and
limits of every part following the regulations
of the port’s country.
CEO
CFO COO
Procurement Engineering
CMO
Commercials
Legal HHRR
The company is organized taking intoaccount the hierarchical and functionalway of work.
In that direction WindSail staff is organizedin three different departments: Marketing& Commercial, Operations and Finances.
These functions are managed by CEO. Onthe other hand, Legal and HHRR will beexternal.
2020 2021 2022 2023 2024
Managment Financial Staff IT Commercial & MKT Staff Operation Staff Crew
The main features, to join WindSail, are thebackground and the expertise in eachrelated field as well as passion and theconcern about environmental issues andhow to deal with them.
17Executive Summary Page
WindSail Solutions Pte. Ltd.
COMPANY STRUCTURE
Staff Attributes
How much?
2020 2021 2022 2023 2024
Revenues 700.000 2.842.000 4.900.000 7.000.000 8.400.000
COGS 585.000 2.010.715 3.406.794 4.813.744 5.815.768
Gross Margin 115.000 831.285 1.493.205 2.186.255 2.584.231
Fixed Costs 513.000 515.000 798.200 801.000 806.500
EBITDA (398.000) 316.285 695.005 1.385.255 1.777.731
Depreciation 4.710 9.520 29.623 59.625 89.639
EBIT (402.710) 306.765 665.381 1.325.630 1.688.091
48.000€
10%
168.000 €
35%240.000 €50%
24.000 €
5%
Project Team Venture Capital
Government Business Angels
FINANCIAL PLAN
The initial investment in order to set upthe company will be 48.000 €, after that,during the first quarter we will required432.000 k€ more to develop our businessand leverage our project.
Financial Sources
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Who?
Our objective is to keep in house a 51%of Wind Sail S. shares.
There will be used different financialsources:
FINANCIAL FORECAST
Income StatementThe forecasted result in terms of sales and cost for Wind Sail Solutions are summarized inthe following chart.
-60,0%
-40,0%
-20,0%
0,0%
20,0%
2019 2021 2023 2025
Profit margin93,0%
-300,0%
-200,0%
-100,0%
0,0%
100,0%
200,0%
2019 2021 2023 2025
ROE
0,70
2,84
4,90
7,00
8,40
(0,33)0,25 0,55
1,10 1,40
(2,00)
2,00
4,00
6,00
8,00
10,00
2020 2021 2022 2023 2024
Mill
on
es
Revenues Earnings
(1,00)
1,00
2,00
3,00
4,00
5,00
6,00
7,00
8,00
2020 2021 2022 2023 2024
Mill
on
es
Taxes
Interests
Depreciation
Fixed Costs
COGS
EBITDA Multiplier 5th year →6,9
Terminal Value →12 M€
TIR → 53%
Executive Summary Page
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Cost Distribution
It is appreciated, themain costs are comingfrom variable costs.
As an start-up, thecompany goal isfocused on reducingthe maximum budgetuntil the company ismature enough
Net Income - Revenues Financial Assessment
Revenues are consistently growingand net income is positive fromthe second year on.