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Sailsquare pitch deck

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sailsquare pitch deck

sailsquare pitch deck

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  • 1. The first marketplace for sailing holidays offered by private boat owners
  • 2. September 2014 www.sailsquare.com TEAM 2 Filippo Ciarchi Skipper Program Giulia Bruno Customer Operations Mario Rossi CTO Marcello Demurtas Creative/UX Director Arianna Marinoni Community Manager Simone Marini CEO & founder • 15+ years experience in CxO positions • founded IT company in 2001, sold in 2006 • CEO @ Visiant Group (2008-2011) Riccardo Boatti CMO & founder • 10+ years experience as Web Project Manger & Senior Account • Creative Director @ Connexia (2009-2011)
  • 3. HISTORY AND STATUS may dec Dec 2012 Dec 2013 Dec 2014 seed round €200K jan first public release apr sailsquare is founded second release ✓ 11k users and 1.000 paying customers up to date ✓ closed a seed round with Business Angels in december 2013 ✓ shares: 87% founders, 13% other investors ✓ investments: 80k€ + 2 years founders, 184k€ other investors September 2014 www.sailsquare.com 3
  • 4. PROBLEM 70% of the people experience difficulties when trying to organise a sailing holiday Boat rental offer is not suitable for individuals and small groups Requires to achieve a minimum number of participants Cabin charter offer is poorly differentiated Offer does not meet all needs, is concentrated in few destinations/periods Novices are disoriented when searching for holidays Lack of websites where to find and compare different proposals September 2014 www.sailsquare.com 4
  • 5. SOLUTION sailsquare.com, a peer-to-peer marketplace that allows people to take part in unique sailing holiday experiences offered by private boat owners sailsquare facilitates the matching and provide both users with a “safe” September 2014 www.sailsquare.com 5 environment Tourists live unique experiences, generated by passion, while saving Boat owners increase the opportunities to live their passion, while earning
  • 6. PRODUCT Find a holiday (Tourists) List a holiday (Boat owners) September 2014 www.sailsquare.com 6 ✓ Browse listings ✓ Choose a holiday ✓ Book and pay your share ✓ List a holiday ✓ Gather fellows to go sailing with ✓ Collect the fees
  • 7. VALUE TO USERS value to TOURISTS value to BOAT OWNERS September 2014 www.sailsquare.com 7 ✓ They can choose the experience that best suit them ✓ They get high value for money ✓ They live unique sailing experiences ✓ They can earn money with their boat ✓ They can live their passion more often ✓ It’s easier for them to organise a sailing trip
  • 8. Every holiday on sailsquare is a unique experience because it's generated by the passion of those who propose and live it September 2014 www.sailsquare.com 8 fishing diving flottillas regattas classic yachts trekking
  • 9. The main target audience consists of sailing beginners and seaside holiday lovers Nautical tourism EUROPE 35% market share CARIBBEAN & US 30% market share AUSTRALIA & NZ 25% market share MARKET SIZE 11% Nautical tourism (3,5B) Tourism 873B “Sun&Beaches” (96B) Source: PoCusWright and others September 2014 www.sailsquare.com 9
  • 10. MARKET TRENDS September 2014 www.sailsquare.com 10 ✓ Sailing holidays have become an accessible experience for everyone (lower yacht prices, more comfortable yachts) ✓ Collaborative consumption business models (that sharing, swapping, trading, or renting products and services among privates) are being widely adopted in all economy sectors ✓ Peers have become major influencers in tourism purchasing decisions ✓ “Experiential” travel - exploring a destination like, and with, locals -is the new frontier in tourism
  • 11. COMPETITORS Sailing HR Incrediblue Yachtico Cabin charter and rental with skipper offering (offer targeted to novices) September 2014 www.sailsquare.com 11 poorly differentiated offer cabin charter bareboat with skipper highly differentiated offer MondoVela TheYachtWeek Horca Myseria Sailogy Boatbound
  • 12. COMPETITORS Features) ! Value for money ! Wide and differentiated offering ! Online Community ! Boat owners Network ! User experience Cabin0charter Yacht0rental TheYachtWeek Sailing.HR Boatbound / Incrediblue Sailogy / Yachtico September 2014 www.sailsquare.com 12
  • 13. 500 unique holiday experiences have been listed this year on sailsquare. Incumbent Tour Operators offer, on average, no more than 15 different experiences per year. September 2014 www.sailsquare.com 13
  • 14. COMPETITIVE ADVANTAGE - Demand Matching sailsquare is able to capture a far broader portion of September 2014 www.sailsquare.com 14 tour operators - High competition - Undifferentiated offer - Low competition - Tailored offer - Unfulfilled demand - Community n. of different offers sales volumes the demand, thanks to its differentiated offer
  • 15. COMPETITIVE ADVANTAGE - Barriers Community sailsquare is the only player in this market with a community made of more than 12,000 registered users, steadily growing. ! Boat owners network About 1,000 skippers signed up since our launch, 350 have already applied to publish their proposals on sailsquare ! Platform The software that runs the site and automates the back-offices processes is hardly replicable without significant investments and know-how September 2014 www.sailsquare.com 15
  • 16. SCALABILITY - Boat Owners (sailing yachts - length > 10m) America & Caribbean 380,000 Europe 147,000 Australia & New Zeland 30,000 Italy 17,000 Total required active boat owners on sailsquare by 2018: 5,800 Source: IBI – International Boat industry September 2014 www.sailsquare.com 16
  • 17. REVENUE MODEL average holiday € 500 15% + from our 5% from boat owners customers €100 price (*) commissions average revenue (*) Average holiday price of listed holidays, per person September 2014 www.sailsquare.com 17
  • 18. 4.200 3.150 2.100 1.050 0 0 1.200 0 0 1.329 277 Registered0 users 1.939 169 4.150 500 H1 2012 H2 2012 H1 2013 H2 2013 H1 2014 September 2014 www.sailsquare.com 18 TRACTION Customers
  • 19. customers have doubled in the past 6 months September 2014 www.sailsquare.com 19
  • 20. CUSTOMER ACQUISITION STRATEGY Word-of-mouth • stimulating virality through “social” features and a referral program September 2014 www.sailsquare.com 20 ! Online marketing activities • SEO & content marketing • Adv, PR • social media marketing ! Partnerships & Co-marketing • affiliation with publishers, OLTA, social networks • special projects involving other brand’s online communities
  • 21. ACQUISITION COSTS Costs (*) Revenues Avg. cost per user € 2.95 ! Avg. cost per customer € 35 Avg. revenues € 100 ! Life Time Value (estimated) € 300 (*) Includes all 2014 marketing costs (external & personnel): Facebook ADV, Press Office, Social Media management September 2014 www.sailsquare.com 21
  • 22. each euro spent on marketing activities generated nearly 3€ in revenues September 2014 www.sailsquare.com 22
  • 23. Potential buyers and value for them September 2014 www.sailsquare.com EXIT 23 Brokers & Charter companies ✓ Increased customer loyalty ✓ Charter bookings upselling Tour operators ✓ Offer differentiation, cross-selling ✓ Know-how on digital media Internalisation SunSail, Moorings, Kiriacoulis, Dream Yacht Charter, Yachtico TUI Marine, Kuoni, Thomas Cook, TheYachtWeek, Neilson
  • 24. Thank you for your attention Web:000 www.sailsquare.com0 Contact:00 hello@sailsquare.com0 Angellist:00hFp://angel.co/sailsquare0 September 2014 www.sailsquare.com 24