tex cone final presentation
TRANSCRIPT
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TexCone
Prof. Mool Gupta -Principal InvestigatorMr. Paul Caffrey - Entrepreneur LeadMr. Martin Skelly -I-Corps Mentor
Create water repellent surface to eliminate ice buildup for aircraft, communication devices etc.. by surface microtexture.
Uniqueness: Low cost bondable film on variety of surfacesTotal customers called, more than 50
Raw Materials 60$/500gPeopleMarketing & Sales
AviationExperimentalGeneralCommercial
Direct Sales
PersonalInteractionImmediate24*7 Attention
Eliminate ice Build-up
Sale of coatingRepairWarranty SalesService Contract
Plastic ReplicatorsAircraft ManufacturesIndustrial Contacts
Marketing materialsAdhesionSevere TempDurability
IPMarketing & SalesPeople
Version 1
3
Clients Contacted 1st Phase 15Lots of calls…
Cirrus, American Champion, Aviat,Aircraft, Zenith Aircraft Kits, American Spruce, 3M
More targeted calls…
NuSil LancAir Cirrus Aviation Bell Helicopter Private Aircraft Kit Builders Navair
What did aviation customers teach us?
Value Proposition – TexCone can increase survivability of flight into icing conditions
Customer Segments --Add Kit manufacturers
Raw Materials 60$/500gPeopleMarketing & Sales
AviationExperimentalGeneralCommercial
NASA
Direct Sales
PersonalInteractionImmediate24*7 Attention
Eliminate ice Build-up
Sale of coatingRepairWarranty SalesService Contract
1. Production2. Testing
Plastic ReplicatorsAircraft ManufacturesIndustrial Contacts
1. Durability2. AdhesionMarketing EnvironmentalBiz Com
IPMarketing & SalesPeople
Version 2
5
Clients Contacted 2nd Phase 8
Boeing CoatingsCessnaCIT Gap FundsExperimental Aircraft Builders General Aviation PilotsNASA – willing to test
What did aviation customers teach us?
Value Proposition – Same TexCone can increase Survivability of flight into icing conditions
Customer Segments --Add experimental aircraft manufacturers
Raw Materials 60$/500gPeopleMarketing & Sales
AviationExperimentalGeneralCommercial
NASA
Direct Sales
PersonalInteractionImmediate24*7 Attention
Eliminate ice Build-up
Sale of coatingRepairWarranty SalesService Contract
1. Durability2. AdhesionMarketing EnvironmentalBiz Com
IPMarketing & SalesPeople
1. Production2. Testing
Plastic ReplicatorsAircraft ManufacturesIndustrial Contacts
Version 3
7
Clients Contacted 3rd Phase 5
Cirrus Aviation Experimental Aircraft Builders Competition/Partner - Superhydrophobiccoating.com
What did these customers teach us?• There is a Market for
superhydophobic coatings.
• Cirrus is very interested.• Experimental Aircraft
Manufacturers easier to penetrate.
• Potential for distribution
Raw Materials 60$/500gPeopleMarketing & Sales
AviationExperimentalGeneralCommercialNASAAntennasOthers TBD
Direct SalesTBD
PersonalInteractionImmediate24*7 Attention
‘Durable and cost effective prevention of ice build up'
Sale of coatingRepair
1. Durability2. AdhesionMarketing EnvironmentalBiz Com
IPMarketing & SalesPeople
1. Production2. Testing
Plastic ReplicatorsAircraft ManufacturesIndustrial Contacts Financial Investors
Version 4
Raw Materials $8 1m2
PeopleMarketing & Sales
Direct SalesTBD
PersonalInteractionImmediate24*7 Attention
‘Durable and cost effective prevention of ice build up'
Sale of coatingRepair
1. Durability2. AdhesionMarketing EnvironmentalBiz Com
IPPeople
1. Production2. Testing
Plastic ReplicatorsAircraft ManufacturesIndustrial Contacts Financial Investors
AviationExperimentalGeneralCommercialNASAAntennasOthers TBD
Version 6
10
Clients Contacted 4th Phase New Client Focus 6
Antenna Segment concentration
Pro Brand Inc. – Partner– will supply resources
for testing– They have ICE
Salt/Slurry, UV, and EM test facilities
What did these customers teach us?
Partnering will help get us through the initial stage from the lab to manufactured solution.
Market Segments & Size
Mar
ket S
ize
Our Ability to Capture
Commercial Aviation $250M
General Aviation $50M
Experimental Aircraft $10M
Antenna $5M
What were the lessons learned?• Be specific…….
• Cold calling can be fun….exhilarating• NSF I-Corps program, Intense….but accomplished a
lot.• Learned Business canvas methodology• Working with our team – Priceless, each member
brought something different• Learned a new language – Entrepreneurship• How to accept criticism, not all constructive• Established large network, fellows and mentors• Customer input by getting out of the building• Market for our technology
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Is this a viable business?
• YES….with lots more work
• Need investment to increase pace
• Potential niche identified
• Good Collaborative Opportunity (PBI)
• Sweat Equity
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What are we going to do next?
Will we pursue after this?• YES, this is a central topic for the PI’s dissertation• Preparation of Road Map for the technology and
product• Focus on manufacture at a large scale• Obtain long-term reliability data• Continue with customer interaction
• CIT - Proposal submitted, cost shared by UVA
• SBIR – Next round• Technology will continue to be refined• Partner – PBI, testing, agreement, investment - Freudenberg, NDA requested
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Backup Slides
Marketing Plan
• Web Site - Already up - IndustrialFluence.com• FAQSheet – Done, sent to Boeing
• Market Research - Direct• General Aviation
• Calls with Cirrus, Cessna, ongoing dialog• Experimental
• Several calls with enthusiasts• Joined EAA• Investigating Advertising in EAA publication
• PowerPoint pitch – Sent to Boeing and Arch Ventures
Archetype/Persona – Experimental Aircraft Builder
• Salary $80K+• Engineer, Doctor, Lawyer• Mid 40’s-60’s• Particular• Very Technical• Decision Makers
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TexCone Corporation
Materials supplier
Microtexture stamper
Antenna Satellite Dish
Aircraft Manufacturer
Payment Flows
$8/m2
$1/m2
$100/m2
Aircraft users & builder
$100/m2
$5 - $50/Dish
TexCone Corporation
Materials supplier
Microtexture stamper
Aircraft users & builder
Aircraft Manufacturer
Distribution Channel
Where would the money come from?
Revenue Model Choice
Bits
Physical
Product
Web Physical
Channel
Direct Sales Product General Aviation Commercial EAA / Antenna
Licensing
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Market SizeTotalAviation – General & Commercial $250M
ServiceableAviation – General & Commercial $20M
TargetEAA &Antenna ~ $5M - Bridge