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Sales Tmss Pitch Book (2)

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  • 1. PITCH BOOK TMSS G-ILS Global Intelligent Logistics Services
  • 2. TRANSPORTATION MANAGEMENT SALES SYSTEM PITCH BOOK THE ELEVATOR PITCH THE ELEVATOR PITCH 30-SECONAD Transportation Management Sales System TMSS, first of its kind Sales , Customer Services & management dedicated system to the transportation, freight forwarding, logistics and supply chain industries , includes fully fledged CRM (dedicated industry) sales force automation, multi module pricing with various level of Sales – Pricing - Service optimizations (Unique and subject to patents). This would help the individuals to make best decisions, maximize & convert real opportunities in to profitable business, increase profitability for existing business, eliminate errors, and provide best service at all times; “TMSS” is the internet base system that would make you win at all times.
  • 3. TRANSPORTATION MANAGEMENT SALES SYSTEM PITCH BOOK THE PROBLEM THE PROBLEM What is The Problem? It is Obvious. Over 300.000 companies globally, are Trading through different agents, or their own office network in each country, without common systems, nor sharing sales & customer data, this creates a massive gap on maximizing sales & customer gain/maintenance opportunities. The direct result is major business losses, shrinking margins, service failures; The industry with more than 27-29 million shipments daily faces common issues, the likes of - Unqualified employees (Normally joins the industry directly from school), High level of transactions, No standardization, No policies & rulings; High percentage of one off customers; No real tools that can measure individual & customers ; no proper MARGIN policies can be in place ;connectivity between sales & operation / customer services( Standard Operating procedures); Sales measurements, individual KPI, Pipeline true measurement; Pricing controls, Service & Consistent pricing provided to customers, sharing sales, customer maintenance between countries; “Ouch, who would have it…” Freight forwarders, Logistics companies, Transport Companies, Currier companies, SC organizations, trucking companies, Post offices (Parcels), Warehousing & Distribution companies; Who knows about it? AMR Research, IATA, FIATA, Freight Associations, BIFA, AZ Freight, http://www.amrresearch.com/; http://www.iata.org/index.htm; http://www.fiata.com/; http://www.bifa.org/Content/Home.asp; http://www.azfreight.com “TMSS a complete cure to a known problem, Not a pain killer or Vitamin”
  • 4. Typical Freight forwarder office – “The problem” TRANSPORTATION MANAGEMENT SALES SYSTEM PITCH BOOK “ Different” ERP 4000-6000 monthly transactions Operational system USA 1 “ Different” Financial systems NO Centralized database – 4000-6000 monthly transactions Pricin g Service / optimiz ati on USA 2 No common connectivity to carriers / supplier s EMEA 1 East 1 East 2 Typical Freight forwarder office – “The problem”
  • 5. TRANSPORTATION MANAGEMENT SALES SYSTEM PITCH BOOK YOUR SOLUTION SOLUTION TMSS (CRM) , a SaaS web base application (Laid) brings a complete sales & customer maintenance solution to any individual ,making the decision making process best ever; This is impacted by (Paid) better sales closure, customer retention, increase business through real opportunities, improved profitability, improved service levels, gain and loss customers and users skill set improvements . (Made/Power) Being a web based platform it has the ability to bridge between any number of systems at any number of agents trough comprehensive play and plug web services. The system will solve major areas, which will be impacted throughout the organization, and will represent the following benefits, Specific for the Transport/ Logistics/ Currier industry(covering the extensive amount of data), bridging data between offices (Operational and financial), Personalized BI by individuals, groups, company and customers, 3 Way Opportunities (maximizing sales and customer maintenance opportunities)(Subject to patents), Customer Loss Rulings (Customer retention), Customer Profit and Loss Rulings, Automated Pipeline Engine (Sales & customer services)(Subject to patent), Comprehensive Internal and External Proposal Engine for all Mode of Transport (4 different modules, with optimization capabilities), Bidding Module and Optimization Pricing Engine, Service Measurements Ruling, Automated Activities Module, Optimization sales & marketing Engine; What would Make the customers very happy Brings complete control over the sales, customer service, service goals and achievements; “NICHE to WIN” Creates the Sales and Customer Services real-time opportunities and decision making at the quickest way to get maximum exposure globally at a low cost of ownership;
  • 6. TRANSPORTATION MANAGEMENT SALES SYSTEM PITCH BOOK Example Demo / Screen Shot Example Demo / Screen Shot
  • 7. TRANSPORTATION MANAGEMENT SALES SYSTEM PITCH BOOK Multi module TMSS (CRM) Sales Business Intelligence Industry Dedicated TMSS Some sample screens covering the look and feel of the system, which has more than eleven different modules, and seventy nine sub-modules;
  • 8. TRANSPORTATION MANAGEMENT SALES SYSTEM PITCH BOOK MARKET SIZE MARKET SIZE GLOBAL MARKET SIZE CANADA MARKET SIZE
  • 9. TRANSPORTATION MANAGEMENT SALES SYSTEM PITCH BOOK Industry Losses 1 Analysts & Institutes assessments Global Losses $300,000,000.00 $200,000,000.00 $100,000,000.00 $0.00 Industry Error % Margin Lost Accounts Improved 2.2% (Improved (Improved 2%) Pipeline (3%) 0.6%) Industry Losses 2 Industry 14% Error % Margin 52% 21% 13% Lost Accounts Improved Pipeline TMSS 5 Years Revenues Revenues Cost $40,000,000.00 $30,000,000.00 $20,000,000.00 $10,000,000.00 $0.00 3rd Year 4th Year 5th Year 2nd Year 1st Year
  • 10. TRANSPORTATION MANAGEMENT SALES SYSTEM PITCH BOOK Canada Transport & Logistics industry Global Transport & Logistics Industry Toronto Montreal Vancouver America Europe & Africa Asia 900 70000 60000 50000 800 40000 30000 700 20000 10000 600 0 Freight Logistics Transport Carriers / Forwarding Companies Companies Post Office 500 / Currier Market Size Summary 400 GLOBAL MARKET SIZE 300 There are 300.000 companies globally with 22 million people operating within the industry whereby the potential users for TMSS are 72% of the total number. 200 100 MARKET $IZE 0 Freight Logistics Transport Carriers / Forwarding / Companies Companies Post Office Currier
  • 11. TRANSPORTATION MANAGEMENT SALES SYSTEM PITCH BOOK MARKET $IZE MARKET $IZE – FACTS & FIGURES Top Down 3 Billion Globally spent out annually Source: AMR Research, IATA, FIATA, Freight Associations, BIFA, AZ Freight; Bottom up: 22 Million People (Operation, Sales, Management) work in the Industry; Today ~31% of Sales & Management are using GENERIC CRM (= 6.8Million users) In 5 years 64% of Sales & Management will be using a TMSS/CRM (=14Million users) Available Total Market Size: Today = ~50% of Sales, Operation (Customer Services) & Management; In future = ~82% of Sales, Operation (Customer Services) & Management;
  • 12. TRANSPORTATION MANAGEMENT SALES SYSTEM PITCH BOOK BUSINESS MODEL BUSINESS MODEL Top Revenue Sources Size, Small (5 Users, per office) (31% of the Global Market), SME (8 Users per office) (42% of the Global Market), Medium (15 Users per office) (21% of the Global Market), Large (25 Users per office) (5% of the Global Market), Global (32 Users per office) (1% of the Global Market); Growth, and/or Potential Transportation and freight forwarding operational and financial system vendors (2755 companies globally), Oracle third party certification and sales through its own sales channel specifically for the logistics and transportation industry (12712 companies globally), Microsoft Global ISVs (19877 companies globally), Freight forwarding associations (2755 companies globally), WCA Family (A global association that gathers under it 2.400 individual freight forwarders); Direct Sales (The rest of the market) SaaS (Software as a Service) comes with some great advantages such as, Easier to update the backend system, No piracy issues, and Easier subscription model; Also there are obvious disadvantages, Hardware cost, some companies might not prefer to outsource this sort of stuff (policy, security, and privacy reasons), it won't work for internal network or on development projects Show How You Get to Break-even (or Profitable) ideally, on the current round of funding you’re raising
  • 13. TRANSPORTATION MANAGEMENT SALES SYSTEM PITCH BOOK BUSINESS MODEL BUSINESS MODEL Break-even (or Profitable) ideally, on the current round of funding you’re raising
  • 14. TRANSPORTATION MANAGEMENT SALES SYSTEM PITCH BOOK PROPRIETARY TECH / EXPERTISE PROPRIETARY TECH / EXPERTISE (OUR UNFAIR ADVANTAGE?) Big market lead TMSS Foster innovation of top-line growth & bottom line margin improvements. It does help to Acquire new customers (Main functionality); Increase customer loyalty and retention; increase revenues & margins from current customers; and increasing customer service capabilities. Revenue growth is achieved through attracting new customers, selling more to customers (Optimized other services), and retaining these customers longer. Customer process improvement, supported by advanced business technologies, (is critical to achieving these objectives). Improving the customer experience. Customer Services-facing managers are taking a harder look at how new processes and services affect the end customer experience; TMSS initiatives are being refocused on creating experience-based differentiation: systematically integrating experience as a feature within the design of products and services. Re-engineering customer- facing business processes. Boosting productivity of customer-facing agents (CSSV). Experienced team President and CEO Joel Sellam, 18 years of Industry experience, Chief Technology Officer To be recruited, at least 10 years in Enterprise software (SaaS – Cloud computing), Chief Marketing Officer To be recruited, at least 8 years in Enterprise software (SaaS – Cloud computing), Vice President of Sales To be recruited, at least 8 years in Enterprise software (SaaS – Cloud computing);
  • 15. TRANSPORTATION MANAGEMENT SALES SYSTEM PITCH BOOK PROPRIETARY TECH / EXPERTISE PROPRIETARY TECH / EXPERTISE (WHAT IS YOUR UNFAIR ADVANTAGE?) Core / “breakthrough” tech Combining dynamic optimization for sales and Customer services SFA, Pricing, Services, Business Process (Decision Making) with sophisticated customer-centric (Industry Dedicated) optimization tools, TMSS provides a comprehensive Sales and Customer Services capabilities which drastically improve sales opportunities (Potential & existing customers) yield management solution (Through pricing optimization tools) to centric Freight / Logistics / Transport organizations that wish to increase the sales & customer services experience and increase customer loyalty while managing revenues and other business fundamentals. “Defensible” IP / patents Sales Automation (3 Way Opportunity) (Dedicated Industry profiling) (Business opportunity maximization “Global-Coverage”); External Pricing Optimization; Internal Pricing Optimization’ Bidding – Pricing optimization – Global Optimization; Services Optimization business ruling; Proposal Engine – Multi Model Engine; A method of automatically determining optimum (Achieved pricing) prices for offers by a first entity (Freight / Transport/ 3rd party) to customer entities
  • 16. TRANSPORTATION MANAGEMENT SALES SYSTEM PITCH BOOK PROPRIETARY TECH / EXPERTISE PROPRIETARY TECH / EXPERTISE (WHAT IS YOUR UNFAIR ADVANTAGE?) Great sales/marketing Channel Marketing will consist of various sales channel capabilities that have been identified, researched and investigated in the past few years for the adaptation and the sales of the TMSS product. The following identified channels are applicable; Transportation and freight forwarding operational and financial system vendors; Oracle third party certification and sales through its own sales channel specifically for the logistics and transportation industry; Microsoft Global ISVs; Freight forwarding associations; WCA Family ( A global association that gathers under it 2.400 individual freight forwarders);
  • 17. TRANSPORTATION MANAGEMENT SALES SYSTEM PITCH BOOK PROPRIETARY TECHNOLOGY PROPRIETARY TECHNOLOGY TMSS has developed (Prototype) a proprietary least-cost Optimization engines (3 x pricing, 1 x Service, 1 x Sales Automation) algorithm for Sales and Customer services Freight / Transport / Logistics processes; Our Secret approach:”Taking unlimited amount of options, and turning them into BEST decision at the needed time” Estimated software development time Ten (10) Months Delivery to the market (how far away) Six (6) Months Deployment for the first FIVE (5) pilot customers Eight (8) Months Launch of full FIRST Version application Twelve (12) Months
  • 18. TRANSPORTATION MANAGEMENT SALES SYSTEM PITCH BOOK COMPETITION COMPETITION Top competitors Salesforce.com, Dynamics (MS), Siebel (Oracle), Aplicor, Entellium, RightNow, Salesboom; SugarCRM; None are industry dedicated (Freight / Logistics / Transport), No related INDUSTRY related opportunity modules, as well as pricing, services, and real-time matching data; We’re better, and different TMSS offers Better / Different industry and technology advantages, through being suitable for all customer level, being a SaaS (Cloud computing) application, and great amount of industry related solutions covering complete sales and customer services related needs, as well as pricing, KPI’s, Services, and Business Rulings; “NICHE TO WIN” SaaS, Cost (COO) (TCO), First of its kind Industry Solution; Position(-ing) Complementing product, will add tremendous value, but will NOT change any of the processes done on a day to day;
  • 19. TRANSPORTATION MANAGEMENT SALES SYSTEM PITCH BOOK COMPETITION COMPETITION
  • 20. TRANSPORTATION MANAGEMENT SALES SYSTEM PITCH BOOK COMPETITION COMPETITION Simple vs. complex Industry related product, flow is well known in the industry at all levels, competitors products represents completely different processes flow, and does leave a lot to the decision making of the user, whereby standardization is completely wiped out; Value vs. Cheap / Expensive Immediate ability to assess the value (TCO), versus the other products whereby they are not industry related, and the measurement is impossible, as no consistency, nor same rules for each user;
  • 21. TRANSPORTATION MANAGEMENT SALES SYSTEM PITCH BOOK WE’RE BETTER, DIFFERENT WE’RE BETTER, DIFFERENT. Strengths Weaknesses • Industry Dedicated •New in the market • SaaS •Reputation / Presence; • Immediate TCO • SFA – Industry related • Pricing – Four (4) modules • Services – External & Internal complete measurements; • Industry WEB Services • Process – All industry related • Multi Language Opportunities Threats •Third (3rd) largest Industry •Local Integrators (WEB services) Globally; •Integrators understanding of •Small amount of competition industry; •WEB Base (SaaS) •Large amount of sales distribution channel, Operational system Service providers (ASP); •Product Niche;
  • 22. TRANSPORTATION MANAGEMENT SALES SYSTEM PITCH BOOK MARKETING PLAN The “ Territory” “Black Hole” Freight forwarder – Transport company A i r l i n e s S h i p p i n g L i n e s 35% T r u c k i n g c o 20% m p a n i e s C u s t o m s A u t h o r i t i e s 3 r d P a r t y L o g i s t i c s R a i l Your Ultimate CRM & Management Optimization system
  • 23. TRANSPORTATION MANAGEMENT SALES SYSTEM PITCH BOOK Pricing – Proposal I/E Optimization process Sales & Management & Margin control engine Pricing Engine “TMSS” (Optimization & Directive) System Probability “The System” (Balancing) (CRM) Pipeline (Probability) (CRM) Activities & Tasks (CRM) Carrier measurements (Optimization process) Optimization process Customer Services Service Measurement (Event Management) (Optimization process) Proposal I/E & Margin control engine (Optimization process) Margin & Service optimization Engine (Optimization process) MARKETING PLAN Pricing Directive Engine (Optimization process)
  • 24. TRANSPORTATION MANAGEMENT SALES SYSTEM PITCH BOOK MARKETING PLAN MARKETING PLAN Three (3) Things That Matter / To Measure : 1. Volume 2. Cost 3. Conversion
  • 25. TRANSPORTATION MANAGEMENT SALES SYSTEM PITCH BOOK TEAM TEAM Joel Sellam – CEO Joel Sellam is a well-regarded executive with over twenty years of broad sales and strategy experience from premier leading global companies such as Symantec AA Group and BAX Global Pittston’s Group of companies where he was a member of each company's distinguished leadership teams. Having advised executives, boards of directors, on value-creation activities including new markets, change management matrix management creation evaluation and extensive Sales & MARKETING strategies, global product structure, major technology decisions, and developments; Mr. Sellam brings a unique point of view at the intersection of Sales, Marketing processes, strategy, global markets and finance. Ron Moritz – Advisory Board (Special Technology Advisor) Ron Moritz is senior vice president and chief security strategist at CA. He is responsible for maintaining CA’s technical lead in world- class information security software by shaping the strategic direction of CA’s eTrust™ security solutions brand. Moritz joined CA after founding Moritz Technology Corporation, a management advisory firm serving emerging security technology companies and the venture capital community. Earlier, he served as senior vice president and CTO of Symantec Corporation and as CTO of Finjan Software. As an internationally recognized cyber security expert, Moritz is a spokesperson to the business community on security issues, solutions, and strategies. He has contributed to five books, including Inside the Minds: Chief Technology Officers, Internet Management, and Financial Services Information Systems, published numerous articles, and presented at many international conferences. He is frequently quoted or featured in publications, media outlets, and television programs. Moritz serves as co-chair of the U.S. Department of Homeland Security National Cyber Security Summit task force on Security Across the Software Development Life Cycle. He is also a member of the U.S. Chamber of Commerce Homeland Security Policy Committee and co-chair of the subcommittee on Security and Privacy. Previously he served as a member of the U.S. delegation to the G8 meetings on international cybercrime and cyberterrorism. A Certified Information Systems Security Professional (CISSP), Moritz earned an M.S. in computer engineering, an M.B.A., and a B.A. in mathematics from Case Western Reserve University.
  • 26. TRANSPORTATION MANAGEMENT SALES SYSTEM PITCH BOOK TEAM TEAM Alain Brockmann - Advisory Board (Industry Expert) TOOLSGROUP Executive Director – Europe Defined and Implemented Value Based Sales Strategies. Developed Partnership with Consulting Firms and Software Houses, Major contracts at United Technologies, Barilla, BP Castrol, Delphi, Colgate Palmolive, Rexel; VIEWLOCITY General Manager South Europe Setup SCEM entity: recruit technical, sales and administrative staff, Led the negotiations around the sale of the EIA business line to Sopra , Delivered the operational and financial planned objectives, Achieved by large the Best Corporate Revenue (+275% growth) and Margin Results, Satisfied the service indicators required by Carrefour, AutoDistribution, W&W and Philips MANUGISTICS Business Development Director – Europe , Planned and Implemented Commercial Strategies, Developed Partnership with leading Consulting Firms (Accenture, Cap Gemini, IBM…), Achieved President Club in 1998, 1999 and 2000, World-wide contracts with Michelin, BMW Geodis, Danone, Barilla, Nestlé… COSYTEC Sales & Marketing Vice President Defined the Short/Long term Strategy, planned Marketing Product and Communication Developed Partnership and Alliances with software houses and software vendors  +80% Sustained Annual Growth between 1992 et 1996, Contracts with Peugeot, DaimlerChrysler, Dassault, Michelin, Lufthansa, SAS, Total, BP, Erg Petroli … James E D Spittle FCILT Over 30 years experience in Retailing, Manufacturing and Supply Chain management with a detailed understanding of the latest developments in International Retail and Supply Chains. A successful track record in developing and implementing significant change and economic value in blue chip companies DSGI, Whitbread, Kingfisher, Tesco stores, Grand Metropolitan and Imperial Tobacco. I contribute to leading-edge business and supply chain thinking and Innovation, and contribute to International conferences, seminars and workshops, as Chairman, speaker and participant.
  • 27. TRANSPORTATION MANAGEMENT SALES SYSTEM PITCH BOOK Revenues / Cost / Income Three Fiscal Years P&L First Year Second Year Third Year $8,000,000.00 $6,000,000.00 $4,000,000.00 $2,000,000.00 $0.00 -$2,000,000.00 Revenues Cost Income before taxes on income Cost Distribution FIVE years -2% -1% 5376480 First Year Second Year 30307800 17760600 Third Year Fourth Year Fifth Year G-ILS First Year Cost Employee Cost Other Costs $300,000.00 $200,000.00 $100,000.00 $0.00 1st Qtr 2nd Qtr 3rd Qtr 4th Qtr
  • 28. TRANSPORTATION MANAGEMENT SALES SYSTEM PITCH BOOK WHY G-ILS WHY G-ILS  Third Largest market Globally;  Solves LONG standing industry problem;  Improves MARGINS and Bottom line DRAMATICALLY;  Reduce DRAMATICALLY Sales & Proposal time;  First of its kind SALES & CUSTOMER MAINTAINANCE System;  Certified (Credentials) by:-  AMR Research (Three different analysts);  MIT University (By the head of transport faculty), done exits over 500 million dollars;  IBM Transport;  Gartner;  Sheffield University;  Cranfeild University (The largest Transport, Logistics and Supply Chain in Europe) a member of the advisory board is our chairman;  Other Industry experts;
  • 29. TRANSPORTATION MANAGEMENT SALES SYSTEM PITCH BOOK ADDITIONAL RESOURCES ADDITIONAL RESOURCES Internet Resources Worldwide Directory of Airfreight and air cargo company - http://www.azfreight.com/ British International Forwarders Association (BIFA) - www.bifa.org Federation of International Freight Associations (FIATA) - www.fiata.com Council of Supply Chain Management Professionals - www.cscmp.org International Air Transport Association (IATA) - www.iata.org International Air Cargo Association - www.tiaca.org International Federation of Customs Brokers Associations - http://www.fcba.org International Maritime Organization - IMO www.imo.org International Organization for Standardization - ISO www.iso.ch International Shipping Associations Round Table - www.shippingfacts.com National Customs Brokers and Freight Association of America - www.ncbfaa.org The National Industrial Transportation League - www.nitl.org National Transportation Brokers Association - www.ntba-brokers.com Cargo Portal Services eBooking Tool - www.cargoportalservices.com Countryman & McDaniel, Attorneys - www.cargolaw.com Europa - The European Union On-Line - www.europa.eu.int Export - Import Law Articles - http://www.exportimportlaw.com Freight World - www.freightworld.com Forwarder eLaw, P. Jones - www.forwarderlaw.com Freight International - www.freight-int.com TransLink - www.webcom.com/pjones Transport Web - www.transportweb.com