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!