PREPARING YOUR PITCH

Arnold Chen, Managing DirectorBurton D. Morgan Center for Entrepreneurship

OUTLINE• Before your pitch• The Pitch• After your pitch

• Fun real examples

WHAT IS YOUR GOAL? WHY ARE YOU MEETING?• To get the next meeting!!!

KNOW YOUR AUDIENCE• Ask them what they want to hear!• Know your time limit

• Plan your pitch accordingly• Who will be attending?

• What are each of their roles?• Who are decision makers?

• Understand their background/experience• Good for anticipating questions

• Great for small talk. Makes you memorable

PREPARATION• Practice your pitch!• Watch your time

• Get to the Q&A. That’s where the important part of the meeting happens

• Proofread your pitch• Nothing worsse than having a typo or font issues

• Distracting• Shows you are not detail oriented

• Be early

DURING THE PITCH• Don’t get flustered by interruptions and

questions• Effective communication

• Listen to questions carefully!• Answer succinctly

• Assign a team member to take notes/action items

1. OPENING SLIDECompany Name

Contact info

“Catch Phrase”…”We are the …”10 words or less

TELL YOUR STORYTell them why this is important to you

Why are you doing this?Paint a picture/tell a story

2. PROBLEM STATEMENTWhat is the problem you are trying to solve

Tell a storyGive an exampleHook them early

3. SOLUTIONHow are you solving the problem?

Not too technical

“If you can't explain it to a six year old, you don't understand it yourself.”

-Albert Einstein

4. SHOW ITBring demo unit

Screen shotsPicture

5. REVENUE MODELHow are you going to make money?

6. TRACTIONHow many customers do you have?

How many customers have you talked to?

7. MARKETMarket Size

Addressable Market SizeTops down/bottoms up

8. CUSTOMER REACHHow are you going to reach your customers?

Hunt vs. fish

9. THE ASKWhat are you asking for?$, partnership, support

Company milestones

10. TEAMCore team

Highlight balance/know what’s missing

11. CONCLUSIONRecap

Why you are a good investment

BACKUP INFO• Competitive Landscape• IP protection• Use of funds• Financial projections• Advisors• Product roadmap

AFTERWARDS• Email team recap of meeting and action items• Follow-up• Send out progress updates

PRACTICE, PRACTICE, PRACTICE• Pitching is a learned skill• Practice at every opportunity• Change slides for each pitch

A FEW FUN EXAMPLES

SORRY YOU CANT READ THISINPUTS

SYSTEMSALESFORECAST COUPONSASSUMPTIONS USERS

Inputtotalsalesperyear

Couponusage 40.90%NumberofStudentsUsingAppPrior

System 1,200.00 peryear

YEAR SALESMobileusersredeem

coupons

28.00% AverageStudentsperU(Big10) 41,255

2017 0 %ofStudentsgotoRec.Facility 75.00%

2018 3 %Studentswoulduseapp 30.00%

2019 8 RAMPUP peryear startinginyear AveragePopusingappperU 9,282

2020 12 Penetration 5% 3

2021 18 Reedemption 5% 3

2022 36 QUANTITY2023 90 PRICES #adsperweek 7

RENEWRATE 100% System $25,000.0052weeks=1year

FeeCouponred. $0.30

ADSREVENUEFORECAST FORECASTVISIBILITYPERMONTH

Aninputconsideringsalespermonthismorerealistic,butalsoitlessconservative

SYSTEMSALES2017 2018 2019 2020 2021 2022 2023 jan feb mar apr may jun jul aug sep oct nov dec TOTAL

TotalStudentsVisualizationApp 7,800 195,404 855,373 2,082,442 4,015,075 7,719,007 16,883,338 2017 0 0 0 0 0 0 0 0 0 0 0 0 0

RedeemCoupons 27,095 678,790 3,501,974 9,817,477 21,419,314 45,966,996 111,013,969 2018 0 0 0 0 0 0 0 0 0 0 0 0 3

Accumulated 27,095 705,885 4,207,859 14,025,336 35,444,649 81,411,645 192,425,614 2019 1 1 1 1 1 1 1 1 1 1 1 1 8

RevenueperRedemption $8,128.63 $203,636.89 $1,050,592.19 $2,945,243.07 $6,425,794.07 $13,790,098.72 $33,304,190.63 2020 1 1 1 1 1 1 1 1 1 1 1 1 12

AccumulatedRevenue $8,128.63 $211,765.51 $1,262,357.71 $4,207,600.78 $10,633,394.85 $24,423,493.56 $57,727,684.19 2021 2 2 2 2 2 2 2 2 2 2 2 2 182022 3 3 3 3 3 3 3 3 3 3 3 3 362023 8 8 8 8 8 8 8 8 8 8 8 8 90

HEADCOUNTRATIOS OVERHEAD COSTS

forONEprofessionalInputemployeesperyear

Value Months

SCHOOLS PROFESSIONAL YEARSYSTEMSELLER ADVSELLER DEVELOPER MKT GENERALADM OWNER/FOUNDER

Implementation $600,000.00 15

Numberofschools(systemclients) 2017 0 1 1 0 0 010 1 2018 1 1 1 0 0 0 Expenses

2019 1 2 2 0 1 0.5 OVERHEAD 2x

MERCHANTS PROFESSIONAL 2020 2 2 2 1 1 0.5Numberofads(week) 2021 2 3 3 1 1 1

50 1 2022 4 6 3 1 1 12023 9 13 4 1 1 1

SALARY $60,000.00 $60,000.00 $80,000.00 $65,000.00 $30,000.00 $100,000.00

ü A working concept for VD-EGM was formulated. The unit design consists of asymmetric gears and a slider, whose position determines the instantaneous flow

TOO MUCH TEXT

ü A flow variation range of ≈ 65% - 100% was demonstrated on a high pressure prototype, able to operate up to 250 bar outlet pressure

ü A low pressure prototype (up to 30 bar pressure) is on development. The low pressure prototype is based on a extremely low cost solution

ü The design was defined on a basis of a numerical procedure developed at MahaFluid Power Research Center of Purdue, the largest academic fluid power lab in US

ü High volumetric and torque efficiency were measured on a prototype, showing the validity of the concept

ü High pressure prototype: suitable for hydrostatic drive applications in aerospace, construction, agriculture, manufacturing applications, where current units are either expensive or not capable of offering flow on demand features (low efficiency)

ü Low pressure prototype: suitable in automotive (lube pump, LP injection pump) and fluid transport systems. Reduces the fuel consumption up to 30%.

TOO TECHNICAL

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TOO FANCY

HOMEWORK• Go watch a few episodes of Shark Tank

• Watch the entrepreneurs pitch