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Compass edge - Healthy Vending Machine

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Healthy Vending Machine, the start of vending machine revolution.

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Compass edge - Healthy Vending Machine

  1. 1. Vending Business StrategyPresented by:Tannis HuangBruce KaabipourCatherine SuhPatrick Yen
  2. 2. Summer Is Here!Problem SolutionIndustryOverviewTrends Compass Strategy Financials
  3. 3. Speaking Of Diets…Problem SolutionIndustryOverviewTrends Compass Strategy Financials
  4. 4. The “Problem”Why is it so difficult to find healthy and convenient foodand beverage products???Problem SolutionIndustryOverviewTrends Compass Strategy Financials
  5. 5. Right Outside These VeryDoors…Problem SolutionIndustryOverviewTrends Compass Strategy Financials
  6. 6. How Vending Can Make ADifference
  7. 7. Solution...so we will empower consumers to make good decisions,elevating our vending platform with technologyProblem SolutionIndustryOverviewTrends Compass Strategy Financials
  8. 8. The $11.9B Vending ServicesIndustryCold Beverages49%Candies &Snacks33%HotFood7%Fresh Food10%Hot Beverages1%Problem SolutionIndustryOverviewTrends Compass Strategy Financials
  9. 9. Industry Trends Sales of candy, snacks and confections declined by1.5% in 2011 Vending sales bottomed out in 2012/2013 and havebeen on the rise
  10. 10. The TruthThe industry has not adapted to consumer preferencesProblem SolutionIndustryOverviewTrends Compass Strategy Financials
  11. 11. “Millennials describe their food and beverage brands asmore healthy, organic, and natural than those of theirparents. They also report that their [preferred] foods aremore expensive.”--The Hartman GroupProblem SolutionIndustryOverviewTrends Compass Strategy Financials
  12. 12. How does Compass fit in?Problem SolutionIndustryOverviewTrends Compass Strategy Financials
  13. 13. Let’s Look At Compass We offer a wide variety of foodservices,vending services, and ancillary supportservices 2012 Worldwide Revenue - $27.33B US Vending Revenue – $1.4B with 11.7% of USvending market shareProblem SolutionIndustryOverviewTrends Compass Strategy Financials
  14. 14. Compass: 2bU Vending machine line catering to the healthy,eco-conscious consumer Introduced in 2009 and as of 2011, 400 machinesare in operationProblem SolutionIndustryOverviewTrends Compass Strategy Financials
  15. 15. Our New Direction We want to leverage our purchasing scale, existingrelationships with clients and suppliers, and existinginfrastructure to better meet the emerging food needsfor today’s consumerImpulsePurchases outof NeedPreference-drivenpurchasesProblem SolutionIndustryOverviewTrends Compass Strategy Financials
  16. 16. How Do We Do This?1. Healthy lifestyle ecosystem2. Mobile payments3. Dense locations with healthy preferences Educational institutions, offices, gyms, airports4. Giving consumers what they wantWithout making them drive to:Problem SolutionIndustryOverviewTrends Compass Strategy Financials
  17. 17. Engaging Customers Through AHealthy Lifestyle Ecosystem App to help customers track and count the calories theyconsume at 2bU machines Integration with other apps like MyFitnessPal andFatSecret Helping consumers make choices that are in-line withdietary restrictions/preferences Geofencing: Send consumers pop-up messages whenthey are near machines Social vending – mobile payments, rewardsprograms, voting for new product lineupsProblem SolutionIndustryOverviewTrends Compass Strategy Financials
  18. 18. Mobile FreedomProblem SolutionIndustryOverviewTrends Compass Strategy Financials
  19. 19. Strategic LocationProblem SolutionIndustryOverviewTrends Compass Strategy Financials
  20. 20. Sample Product OfferingsHealthy snacks Frozen preparedfoodsHealthybeveragesProblem SolutionIndustryOverviewTrends Compass Strategy Financials
  21. 21. Financial ProjectionProblem SolutionIndustryOverviewTrends Compass Strategy Financials
  22. 22. Financial ProjectionProblem SolutionIndustryOverviewTrends Compass Strategy Financials
  23. 23. Our Vision Use Vending as a platform to make the world healthierand greener
  24. 24. Thank You!
  25. 25. KeyPartnerships:Purpose drivenorganizations ie.1% foundationSocial Media:Local VendorsWeightmanagement/calorie countingappCustomerSegments:*Gen Y/Millenials*Office PopulationsValueProposition:*Empowerconsumer to makeinformed snackingchoices*Personalization*Reducing carbonfoot print*Healthy food asaccessible as junkfoodKey Activities:*Maintenance/Svc Contracts*Tracking/Monitoringinventory levels*Active sourcing*RelationshipsRevenue Streams:*Small premium over current vending options*Cashless pymt -> mobile wallet*Additional advertising from product suppliers*Majority revenue to come from vending salesCost Structure:Location, marketing, replenishment, equipment, energy, IT, purchasingKey Resources:*3rd party logistics*Cash*Product suppliers*IT infrastructuremgmtDistributionChannels:*Social Media*Groupon*2bU app*VendingmachinesCustomerRelationships:*Personalized dietassistance*Co-creation ofproduct offerings*Reward programs*Geo-fencing
  26. 26. Financial Projection Fixed Cost: Equipment Depreciation Cost Variable Cost: Purchasing Cost Electronic Costs Replenishment Cost and stock Cost Location Cost Overhead Cost: IT and Marketing Cost
  27. 27. Assumption- Financial Projection Assume the initial number of machine is 500 Assume the number of machine will grow 100% in thefirst two years and then 50% in the following years Assume the quantity of unit sold is 4000 and theaverage unit price is $3.5
  28. 28. Current Strategy – North America Vending relies heavily on blue collar manufacturingsites, but manufacturing facilities are on the decline Compass’s size allows for EOS in cost saving largepurchases Canteen Vending focus on serving office coffee insingle cup brewers and pots.
  29. 29. Response to changing tastes 2009 – Introduces 2BU, healthy and sociallyresponsible vending on college campuses…noteverywhere yet Micromarket – fresh food and beverage selection withremote security and automated payments. No need foran attendant. Best for office dining spaces
  30. 30. Strategy Increase 2BU line Offer hot/cold food options in machines Incorporate technology into machines – make it aplatform to gain sales and as a first option forconsumers Bottle-less hot/cold eco-vending
  31. 31. Compass Vending Services Canteen Vending Group and Best Vendors Provide vending brokerage and managementservices 20,000 Vending Operators in US Canteen currently has a healthy vending linecalled 2bU Introduced in 2009 and as of 2011, 400machines are in operationProblem SolutionIndustryOverviewTrends Compass Strategy Financials

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