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Key Partners. Key Activities. Value Propositions. Customer Relationships. Customer Segments. Key Resources. Channels. Cost Structure. Revenue Streams. Key Partners. KEY PARTNERS Supply Chain and/or ODM’s Intel **Competitors (incumbents) *** Potential “Lego Partners”: SGS & Allion

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slide1

Key Partners

Key Activities

Value Propositions

Customer Relationships

Customer Segments

Key Resources

Channels

Cost Structure

Revenue Streams

Confidential

key partners
Key Partners

KEY PARTNERS

  • Supply Chain and/or ODM’s
  • Intel
  • **Competitors (incumbents) ***
    • Potential “Lego Partners”: SGS & Allion
  • Trusted Accountant/CPA: Financials
  • Tax Lawyer: Setting up the corporation, contract reviews, etc.
  • Business Insurance Broker (liability coverage)
  • PHILANTHROPIC: Virginia Garcia Medical Clinic & Mattel

KEY SUPPLIERS

    • Thermo (XRF Supplier),
    • Outside Test Lab (that is certified)
    • Strategic outside lab that can do specific quantitative testing that we are not planning to do. CESI, CCIC, CEPRI Certified test labs in CHINA
    • Environmental Legal: Review of proposed regulations and minimum collateral expectations
    • Analytical Chemist – Provide consulting on testing methods or standards for newly introduced restricted substances.
    • Toxicologist – California Prop 65, CPSIA

UNTESTED ASSUMPTIONS

  • Will the electronics industry want to do business with a smaller, independent test lab or consultant (are those two separate questions)?
  • Will INTEL want to do business with us as a CONTRACTOR? What kind of restrictions (6 month wait period?)
  • Can we DIFFERENTIATE our services ENOUGH from larger, established labs that they are willing to pay? (i.e. faster, better service, offer other services unavailable from other labs, more expertise, etc.)
  • Is there enough VOLUME to remain profitable? Does the rate of new business coming on support cash flow requirements?

Confidential

key activities
Key Activities
  • Substance Testing
    • Internal (testing performed by PEC): XRF Screening to ensure company compliance
    • External (testing managed by PEC, but performed by partner lab): Ex: Phthalates
  • R&D – Research Regulations – Keep abreast of what is going on
    • Subscribe to services that report back on new environmental regulations around the world
    • Conferences – Speaking and attending to learn/network
    • Investigation: We have a substance, determine the METHOD of testing (i.e. – How are we going to test this new substance?)
    • Join Environmental Working Groups – I-NEMI, IPC 1753 WG, etc.
  • Consulting
    • Analysis of current environmental systems (hourly)
  • Information Sharing
    • Level 1: FREE (blog or web content, videos) – As advertising/marketing
    • Level 2: Paid Report or instruction (specific area customized for specific customer)
  • Teaching/Instructions
    • Various Classes: Information, training, or customized content.
    • Instruction manuals – Dis-jointmentInstructions
  • Audits: IEC-Q (QC-080000) Format (ISO 9001 audit primarily focus on environmental quality system, but expandable to Mfg process and EHS focus. )
    • ODM Environmental
    • Supplier Audits
    • Customer Audits
    • Corrective Action Follow Up for Gaps & Observations: Manage and ensure the closing of audit findings (additional fee)
  • Marketing/Advertising
    • Philanthropic Substance Testing as advertising/marketing
      • Test children’s toys for hazardous substances (Feb 2013 CPSIA)
      • Partner with toy company or toy store for replacement toy
    • Level 1 information Sharing: FREE (blog or web content, videos) – As advertising/marketing
    • Speaking at Conferences

UNTESTED ASSUMPTIONS

  • Is this an interest to our customers and would they PAY for any of these services?
  • Each activity has a positive ROI or tangible gain? Need to do cost analysis for EACH Service, including certifications.
  • What should we concentrate on for Phase 1?

Confidential

key resources
Key Resources
  • Substance Testing Equipment ($30K)
    • XRF + other equipment
  • Office space
  • Fluent Technical Mandarin Speaker
  • Website
  • Logo Artist
  • Computer
  • Certifications
    • EG – ISO 17025, CPSIA, ODM, Sony “Green” etc.
  • International Access – Email, phone number, etc.
  • Credit Card machine for payment
  • Working Capital for incidentals
  • LOANS – Small Biz Administration, Gov’t grant for handicapped, etc.

UNTESTED ASSUMPTIONS

  • We can get an SBA Loan?
  • We can get a gov’t grant (handicapped biz loan)?
  • We can successfully fund our first year (cash flow)?

Confidential

value propositions
Value Propositions
  • We Keep you Legal!
    • Eliminate your ‘pain point’
  • Risk Mitigation
    • Global Regulation and Audit Experience (we know where the bodies are buried)
    • Minimum requirements defined (efficiency, not wasting your time)
  • Preferred Supplier Status - “Certified Green”
    • Understand OEM green programs and can assess a customer’s quality system against the OEM requirements.
  • Faster Time To Market
    • Quick turn around time, expertise
  • Maximize Customer Asset utilization
    • Provide ‘burst capacity’
    • Provide “expedited responses” to meet critical timelines
    • Provide targeted expertise to augment their existing staff
  • Increase Companies Environmental IQ…on a budget
    • We can help the customer assess which regulations apply to their customers
    • Training and information on ALL regulatory initiatives including latest/greatest regulations
  • Knowledge of Intel processes, procedures and key contacts

Untested Assumptions

  • We will have access to OEM green partner updates (if we are not a customer, will they give it to us?
  • Can we remain independent (not become an Intel Green badge)
  • We can find a lawyer that meets our quality and financial requirements.
  • Is there a subscription service that meets our needs? C2P, Young & Global Partners, etc.
  • Can we join INEMI, IPC WG as contributors, voting members?
  • What are they willing to PAY for these Value Propositions?
  • Competitive Differentiation – What value propositions do we have that DIFFERENTIATE us from the others (Intel knowledge?)…and different markets such as food, toys, etc.
    • Survey potential customers on THEIR requirements – Have them weigh the importance of these factors

Confidential

customer relationships
Customer Relationships
  • Customer Segments
    • Electronic OEM/ODM Large – With existing product ecology
    • Electronic Small/Medium – With limited or NO product ecology
      • Oregon small electric suppliers who may want to become Intel suppliers.
    • Expanded Scope Industries – Medical, Control and Instrumentation
    • NEW MARKETS – Food containers, toys, etc.
  • Competitors – Potential Lego Partners
  • Need additional Certifications
    • Electronics: Radiology certification, OEM Green partners, ISO 17025,
    • Toys – CPSIA
    • Food & Drug - ???
  • REFERAL BASED – TRUSTED
    • Go to Market – YouTube Video with some delighted customer to mailing list

Relationship Methods: F2F, Web-based, email, & Skype (See Channels)

Untested Assumptions

  • We can partner with competitors and provide a value that they don’t possess OR may be outside of their business practice (ex – Auditing OR managing audit follow up).
  • We can provide value and they are willing to pay for it in NEW MARKETS ( Expanded electronics, toys & food containers)
  • Are our services understood well enough to know who our competitors are? (Analytical testing understood…other services need assessment)
  • What are our financial assumptions about new vs. repeat customers? Strive to have a group of ‘core customer client base’ and build key partnerships…ideally sustaining cash flow (90% business repeat customers).

Confidential

channels
Channels
  • Direct F2F
    • Audits, initial customer contact, etc.
  • Business Cards
  • Promotional Items
    • Pamphlet out of wild flower seeds, 100% recycled material
    • Pens, etc.
    • 100% recycled bag
  • Facebook Company Site (!)
  • E-Mail
  • Paper Copies and/or Electronic Copy (IPC-1753)
  • Linked-In
  • Web – Awareness (how do you drive people to your sight?)
    • Short Webinars on Various Topics
    • Pay Google Ad Works??
  • Direct Mail
  • Develop a program with ODM’s
  • Blogging to provide FREE UPDATES
  • University lectures?

Untested Assumptions

  • What are the BEST ways to reach our customers? Different for different target markets?
  • Is there a NEW MARKET that we are missing that uses NEWER communication strategies?
  • Is there a communication channel that SGS/Allion are NOT using effectively?
    • Where do clients in this field go to get their information? Important to help in focusing marketing outreach.
    • Analysis of Intel contacts – Who makes the decisions and who are the influencers? Opportunity to carve off project work like with Intel Tier 3 suppliers or Intel Reference Design Vehicles? Getting Intel to make recommendations directly to suppliers?
    • What does the sales cycle look like for the industry?
    • What messages will be most compelling?

Confidential

customer segments
Customer Segments
  • Customer Segments
    • Electronic OEM/ODM Large – With existing product ecology
    • Electronic Small/Medium – With limited or NO product ecology
    • NEW MARKETS – Food containers, toys, etc.
    • Company size
  • Geography may be a factor
  • OEM & ODM: May FOCUS on ODM because they get a 2-fer

Untested Assumptions

  • Will the electronics industry want to do business with a smaller, independent test lab or consultant (are those two separate questions)? INTERVIEW TO TEST ASSUMPTION – Gather data
  • There is a market for food industry/toys. The market will support us…costing structure may be different…willingness to engage may be different.

Confidential

cost structure
Cost Structure

Variable Costs

  • Travel
  • Communications
  • External Lab partner testing (lab fees, lawyer fees, toxicologist
  • Working Capital
  • Web
  • Hazardous Materials disposal fees
  • Shipping/Packaging costs

Fixed Costs

  • Capital Equipment
  • Office Space
  • Salary
  • Telephone
  • Internet
  • Security Protocols (VPN)
  • Office Equipment: Furniture, Computer
  • Liability Insurance

Untested Assumptions

  • Need to verify “Burn Rate”: We can successfully fund our first year (cash flow)?
  • Need to work out ‘salary’ with one FULL time, one PART time and how much goes into the business?
  • Pricing needs to align with our brand intention – are we a premium, mid-range, or value provider?

Confidential

revenue streams
Revenue Streams
  • Substance Testing
    • Internal (testing performed by PEC): XRF Screening to ensure company compliance
    • External (testing managed by PEC, but performed by partner lab): Ex: Phthalates
  • Information Sharing
    • Level 2: Paid Report or instruction (specific area customized for specific customer)
  • Consulting
    • Analysis of current environmental systems (hourly)
  • Teaching/Instructions
    • Various Classes: Information, training, or customized content.
    • Instruction manuals – Dis-jointment Instructions
  • Audits: IEC-Q (QC-080000) Format (ISO 9001 audit focus on environmental quality system)
    • ODM Environmental
    • Supplier Audits
    • Customer Audits
    • Corrective Action Follow Up for Gaps & Observations: Manage and ensure the closing of audit findings (additional fee)

UNTESTED ASSUMPTIONS

  • Review cost structures (Terry) – Create LIST PRICE for all of the services we provide (we are we pricing….15% below standard US rate?) – Note – need extra for RUSH
  • How are customers paying?
  • What is the preferred method of payment? Need to validate wiring instructions, credit card.
  • XRF gun will provide more and steadier income than audits.
  • Determine method of billing (audits – ½ now and ½ after audit report?)
  • Is this an interest to our customers and would they PAY for any of these services

Confidential