The first marketplace for sailing experiences offered by local skippers

Transcription

1 The first marketplace for sailing experiences offered by local skippers

2 Executive summary Key points Concept: matching place for demand and supply of unique sailing experiences Problem: Current market offer is not suitable for inexperienced users High scalability: sailsquare doesn t own the fleet, we already have the widest offer worldwide (21k total spots onboard available in 2016) Tap into big and fast growing market - Yacht Charter market is valued $51B, Adventure Travel grows 65% YoY Traction: bookings grew 10 times in 2 years, topping 1,65m last year Profitable unit metrics: 130 revenues per booking, compared to 74 CAC

3 Simone Marini CEO Co-Founder & CEO, Netpeople (digital consultancy), sold in 2006 Visiant Group (140M turnover, 2.5k employees, operations in Europe & America) Riccardo Boatti CMO Co-founder & CMO, Netpeople (digital consultancy) Creative Director, Connexia (communication agency) strengths entrepreneurial experience close-knit relationship strong background in the digital field key people Francesco CTO Alessandro COO Francesca Marketing Manager Maxime Country Manager France

4 sailsquare conne$s local skippers with travellers keen on living an experience at sea Travellers Solo, couples or small groups, they: 1 - Browse the listings 2 - Choose the experience that best suit them 3 - Book online with a real-time availability check Travellers live unique experiences, while saving money Skippers Privates and small businesses, they: 1 - Apply online 2 - List their experiences on sailsquare s website 3 - Manage their bookings through the platform Skippers follow their passion, while earning money

5 a disruptive model that is changing the game s rules by organising a fragmented market Users spend a lot of time searching and comparing different offers from a multitude of sources (small personal websites, social media, classifieds portals, etc.) Skippers often have poor or none web presence, they strive to gain visibility on new digital media Sailsquare provides an easy way to discover, compare and choose a sailing experience tailored to one s needs, thanks to the widest cabin charter catalogue in the world by expanding the Demand side current market Making sailing accessible to inexperienced users (focus on the experience vs. renting a yacht) Allowing individuals to book without the need to complete a crew Supply side Bringing in new skippers attracted by our value proposition Listing offers in periods/destinations not covered by traditional operators

6 Produ" Browse listings Choose an experience Book online

7 Value proposition Travellers Easily compare the listings and find the ones that best suit them Don t need to form a crew before booking Are protected by clear cancellation policies Get high value for money Live unique experiences, driven by passion Skippers Earn money with their yacht Live their passion more often Easily manage their bookings Don t risk to lose money over last-minute cancellations Don t waste time promoting their experiences across multiple channels sailsquare facilitates the matching and provides both users with a safe environment in which transactions take place

8 Market size The main target audience consists of soft adventure travellers, seaside holiday lovers and sailing beginners, aged 25-55, mainly from Europe and USA 51B YACHT CHARTER 60% of sailsquare s customers are already customers of the yacht charter market, attra#ed by the wide offer and its uniqueness 263B ADVENTURE TRAVEL 40% of sailsquare s customers are at their very first sailing experience, though they usually take part in various kinds of adventure travel trips Sources: ATTA (Adventure Travel Market study 2013) - Future Market Insights (Yacht Charter Market: Assessment )

9 Competitors Our competitors come both from the Yacht Charter Market (right side) and from the experiential and Adventure travel Market (left side) CABIN CHARTER GENERALIST SPECIALISED BAREBOAT

10 Widest offer Our uniqueness 3,300 experiences, corresponding to 24k spots on board in 92 different destinations were listed on Sailsquare in 2016, making it the biggest offer worldwide so far, thanks to the different sourcing model (Charters & Tour Operators vs. Marketplace). TheYachtWeek offers about 15k spots, while DreamYachtCharter 13k. Real time booking Sailsquare is the only marketplace - among all ones - allowing for immediate confirmation booking, thanks to a real-time availability check. Strong community Sailsquare relies on social features in order to foster engagement and virality, as well as to increase customer loyalty. All users have got a profile page showing their interests, preferences and experiences they have taken part in, as well as reviews from other users. Every listing shows the profile of people that already joined.

11 Scalability Yachts worldwide America & Caribbean 16,000,000 Europe 5,700,000 Australia & New Zealand 1,100,000 there are 1M sailing yachts in target (>10mt) we just need 2% of them to generate 1B revenues 20,000 x 10 x 6 x 700 = 1B registered skippers weeks per year pax per yacht average price Sources: IBI (International Boat industry), ICOMIA (International Council of Marine Industry Associations)

12 Our Tra"ion Bookings grew ten times in 2 years time, allowing us to become the biggest cabin charter operator in Italy Skippers Users (k) Bookings (k ) , , ,8 26, ,2 11,6 4,5 11,

13 we have the world s largest offer 24K SPOTS ONBOARD main competitors

14 we cover more destinations than any other competitor 92 DESTINATIONS

15 Business model 670 Average ticket per booking 2x vs % Our commissions 15% from skippers 5% from customers Costs 74 Average acquisition cost per booking Revenues 130 Average revenue per booking Life Time Value 274 Based on a 8 years avg. customer lifespan

16 Growth strategy Biggest markets (IT, FR, UK, DE, USA): local presence with a Country Manager in charge of developing B2B partnerships and the local community, in addition to coordinating other activities managed centrally (Social media, ADV, PR) Other markets: partnerships with online businesses (i.e. Charter brokers, travel related marketplaces, OTAs) acting as distribution channels Up-selling: adding new products/services, both for end-users (flights, travel insurances, sportswear, merchandising, etc.) and skippers (yacht insurances, premium features, sponsored listings, training courses, etc.) Cross-selling: adding new activities other than sailing to the catalogue (see next slide), working on CRM features to increase customer loyalty and recurring customers rate

17 Mid-term vision The Adventure Travel market (1/2) What Adventure tourism is a trip that includes at least two of the following three elements: physical activity, natural environment, and cultural immersion. The Adventure Travel Market is expected to grow at a CAGR of 45.99% during the period and has experienced an average yearly size increase of 65% from 2009 to 2012 from $89bn to $263bn. Sources: Adventure Travel Trade Association (ATTA), SandlerResearch.org

18 Mid-term vision The Adventure Travel market (2/2) Why Same target audience: our customers are not only sailing enthusiasts, but also people who enjoy trying different experiences with similar characteristics (outdoor, natural environment) Higher scalability: tapping into such a big and fast growing market will allow us to target a far broader audience Lower seasonality and cross-selling: by offering activities other than sailing we aim to reduce business seasonality, as well as to increase the recurring customers rate Market validation; in January 2017 we listed a pilot event, a weekend long skiing experience, and sold 170 tickets in 30 days, promoting the event only within the community (no paid advertising)

19 Roadmap 1 acquisition Tour operator France Rest of Eu UK, Germany, Nordics Market USA 2017 Loyalty program 2018 Distribution channels Charter brokers Diversification activities other than sailing 2019 Distribution channels OTAs Up-selling ancillaries (insurances, flights) Backoffice automation CRM & Mktg automation White label platform Platform Mobile app Dynamic pricing DW & BI

20 Financials data in K E 2018E 2019E 2020E Intermediated revenues 693 1,646 4,056 12,517 40, ,647 Net Revenues ,227 7,497 23,012 Gross Profit ,527 6,304 20,666 EBITDA ,216-1,136 2,073 13,607 EBITDA % -271% -323% -174% -51% 28% 59% EBT ,324-1, Headcount

21 The investment 3M Goals 2 years runway Closing by Q Conquer European leadership Offer extension to new activities (other than sailing) 40M GMV - 7.5M net revenues - break even Use of money Current Status sales&marketing technology operations overheads Money 63% 15% 13% 9% Angel round ( 0,2M) - Dec 2013 Seed round ( 1,3M) - Sept June 2016 Shares: 58% founders, 42% other investors

22 Exit strategy Thanks to the unique offer we are building around the world, sailsquare will be soon an appealing target for a player eager to expand its offer in the experiential and adventure travel market More than 10,000 boats are already listed on Airbnb, which is investing in the experiential travel (they ve just launched a new LOB called Trips and bought Trip4Real last year) Market leader for experiences with locals, raised 100M to boost its growth Owner of the biggest group of specialist travel brands (1.2B revenues), including The Moorings and Sunsail, the biggest charter companies worldwide

23 Why invest in sailsquare? Big opportunity Adventure travel market is growing at an amazing pace - 65% YoY - and already reached 270B$, Yacht charter market is 51B$ Disrupting business model We proved to be able to expand the current market by addressing unfulfilled demand through accessibility Global trends Peer-to-peer services, social travel, experiential travel are re-shaping the way people travel Competitive barriers Through our boat owners network we re creating an offer that didn t exist before, which will be difficult for others to replicate