University of Delaware Dart Drones Pricing Strategy Essay Answer quesitons: 1.If a partnership with a local partner, school, or agency is advised, what or
University of Delaware Dart Drones Pricing Strategy Essay Answer quesitons:
1.If a partnership with a local partner, school, or agency is advised, what organizations would be the best candidates for such partnership (list at least three, with contacts, descriptions, and tips for how to approach them)?
2.What is the optimal way to charge for the training programs like those offered by Dart Drones? Should it be a fixed price per course, or a different model would fit better with the regulations and culture of the new market and would ensure higher market penetration (subscription, membership, group pricing, repeat customer discounts, installment payments, etc.), and corresponds well with the marketing strategy suggested earlier?
For first question, search some partnerships in different areas(Agriculture, Landscaping, Social media, Universities) in Canada markets, and following the question.
For second question, my teammates already write down some description of previows pricing strategy. Think about new pricing strategy and following the question give the description. Private and Confidential. For X-Culture use only.
Updated January 31, 2020
2020-1b
Company: Dart Drones
Country: USA
Website: www.dartdrones.com
Webinars: Webinar schedule and recordings here
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Company Description: Please see this Company Information Packet.
1
About DARTdrones
DARTdrones is the leading nationwide drone training company in the United States offering courses in over 40 cities. We offer
basic flight training classes, Part 107 Airman Knowledge test prep courses, advanced industry specific training, and UAS
program implementation consulting services. We are also currently developing the DARTdrones PilotHub, a comprehensive
continued education software platform offering micro-courses, resources, and customizable training paths for individuals and
companies. DARTdrones has trained over 9,000 drone pilots to date from many of the nations largest companies and
organizations. DARTdrones utilizes an expert curriculum instruction team as well as instructors with manned aviation
backgrounds to maintain the brand of the highest quality enterprise drone training in the country.
DARTdrones as Your Resource
Vetted Expert Flight Instructors
Our expert flight instructors are Part 61 manned aviation pilots who utilize UAS technology on a daily basis across a variety of
industries. Handpicked from over 1000 applicants, our 40 instructors each specialize in vertical specific training and stand as
subject matter experts to ensure the most up-to-date mission specific training and information.
Mission Specific Training
With hundreds of different drone use cases emerging, companies are realizing that Part 107 and basic flight training are not
sufficient for safely conducting advanced commercial sUAS operations. DARTdrones utilizes the vast industry-specific
experience of our expert flight instructors and curriculum developers to provide advanced training on courses such as Rapid
Daytime Search and Rescue, Roof Inspections, Close Proximity Flight Inspections, Aerial Mapping and Modeling, Aerial Media, and dozens of other customized mission training modules.
Focus On Enterprise
DARTdrones has built an extensive training program designed with large enterprise teams in mind. Our new DARTdrones
PilotHub is a custom software developed by DARTdrones for assisting managers with tracking their pilots as they progress
through custom training programs.
A Proven Model
DARTdrones has facilitated over 11,000 hours of instructor-led training. Our operations, sales, and instructor teams have
developed a proven and efficient model that works. With this model, DARTdrones is able to set an all-inclusive final price and
easily bring partners into our process.
National and International Coverage
DARTdrones is the leading nationwide drone training company offering courses in over 40 cities across the United States.
DARTdrones has also trained internationally. For an international client, we typically charge more for travel expenses, but keep
to a relatively similar pricing model. We have also had an overwhelming amount of requests to franchise DARTdrones
internationally and are looking into the opportunity.
Consulting
Drone Launch Program
Our team of consultants assess and build customized UAS Integration Plans with a
focus on organizational goals, use cases, regulations, insurance, software options,
training requirements, equipment needs, budget, and timelines.
Standard Operating Procedures Manual
Our team of consultants build a Standard Operating Procedures (SOP) manual that
is fully customized to the organizations internal processes, use cases, and
equipment.
Waivers and Authorizations
Our team of consultants evaluate the needs, submit the required paperwork, and
manage the organizations relationship with FAA on behalf of the organization.
Program Manager Guide
Our team of consultants develop a handbook for the sUAS program manager to
utilize and understand how to work with their sUAS team.
2
DARTDRONES
DARTdrones Project Team
Our Instructors
DARTdrones utilizes an expert team of 40 instructors who all bring manned aviation experience as well as real
world experience flying sUAS for different use cases. From public safety to industrial inspections to professional
videography, DARTdrones instructors bring unique real world experience to share with students. The
DARTdrones Instructor team brings over 11,000 hours in drone training experience.
300+ Years of Aviation Experience
Colin Romberger
Chief Pilot and UAS Consultant
Colin graduated from Embry Riddle Aeronautical University as one of the first 5 students to earn
a Masters Degree in Unmanned Aircraft Systems, with a focus in Flight Operations and Systems
Design. Colin also holds multiple FAA Airman Certificates for manned aircraft operations. Colin
was a sky diving instructor for multiple years with over 1500 recorded jumps.
Amelia Owre
Director of Training
Amelia is a former Navy helicopter pilot and flew the SH-60F, HH-60H and MH-60S prior
to transitioning to unmanned systems. She spent 5 years developing curriculum and implementing training for the Navys MQ-8 Fire Scout UAS, and continues to instruct UAS operators as a current Naval reservist. She is a graduate of the U.S. Naval Academy and holds an
M.S. in Environmental Science, a Commercial Pilot Certificate with fixed wing,
helicopter and instrument ratings, and a Remote Pilot Certificate. Amelia focuses on
developing new curriculum for DARTdrones and coordinating our subject matter experts.
Jerry White
Chief Media Instructor
Jerry owns a video production company and has been in the business for more than 20 years.
When hes not shooting videos or flying sUAS, he flies as a contract pilot for different clients in
Central Texas. He has 3,000 hours of flight time and has been a flight instructor, full-time corporate
pilot, and an airline pilot.
Karl Schwab
Software and Systems Engineer
Karl is a US Marine and computer programmer who worked for many different Department of
Defense contractors including BAE Systems, Raytheon, United Defense, and has accrued over 27
years of Software and Systems Engineering experience working on Weapon/Turret,
Command and Control, Embedded Missile and other various types of systems. He is a
commercially licensed pilot in both Multi and Single-Engine Airplanes with over 1,300 hours of
flight time and has an instrument rating.
Mike Uleski
Chief Public Safety Instructor
Mike is an active Sergeant with a public safety department in Florida, where he is
cross trained as a law enforcement officer, firefighter and EMT. He has a degree in
Aeronautical Sciences from Embry-Riddle and a commercial pilot certificate with
single-engine, multi-engine and instrument ratings.
Alex Abatie
sUAS Photographer & Design Director
Alex has more than 20 years of experience as a photographer and design director. He is the
owner of Hawkeye Workshop, an aerial photography company serving the film, real estate,
and construction industries in Southern California. A long time remote control hobbyist, Alex
holds both Sport Pilot and Remote Pilot certificates from the FAA.
3
DARTDRONES
In-Person Training
Basic Flight Training
Our full day drone pilot training course will equip you with all of the knowledge and skills you need to become an
expert drone pilot. The course offers a combination of classroom training and hands-on flight sessions.
Part 107 Test Prep
This course extensively reviews twelve major aviation topics covered in the FAA Part 107 Airman Knowledge test.
Upon completion of the class, students are provided with additional supplemental material and practice tests to
further their preparation for the exam.
Aerial Roof Inspection Workshop
This two-day intensive workshop focuses on the advanced sUAS flight maneuvers, image gathering techniques,
and data analysis required to effectively carry out roof inspection operations.
Seach and Rescue, Thermal & Night Operations
In this two-day search and rescue drone training course, our expert public safety instructors provide hands-on
experience in aerial search and rescue missions, thermal imaging, and night operations. Learn to successfully fly
SAR missions.
Broadcast Media
Our two-day sUAS training courses teach journalists and media teams how to use an Unmanned Aerial Vehicle
safely within FAA regulations. Develop the skills needed to use UAV technology safely and produce amazing
stories.
Close Proximity Flight
This one day class gives remote pilots the hands-on skills that they need to fly missions that require flying close to
structures such as public safety use-cases, inspections use cases, and photography and videography use cases.
Aerial Mapping and Modeling
ByOn-Site
partnering
with DroneDeploy,
Private
Training DARTdrones offers a two-day intensive workshop equipping students with the
skills needed to safely and effectively gather, analyze, and export mapping data.
AUVSI Trusted Operator Program Certifications
DARTdrones is one of only three early adopters able to train and certify remote pilots for the AUVSI TOP
Program. Courses would be taught depending on the level of certification desired.
4
DARTDRONES
Online Training
Starting a Drone Business
This online course is a great way to get started and learn the ins and outs of running a new
drone business including strategy development, targeting customers, business operations, legal
considerations, and insurance options.
Aerial Photography
The Aerial Photography course is designed to introduce drone pilots to basic photography and
videography skills. The class covers the rule of thirds, the Golden Hour, shot lists for clients, and
basic editing.
Part 107 Online
This 8-hour online course reviews twelve major aviation topics covered in the FAA Part 107
Airman Knowledge test. Students are then provided with Part 107 practice tests to further their
preparation for the exam.
Disaster Response
Learn how to be of assistance with your sUAS in a disaster or emergency while ensuring
compliance with federal, state and local restrictions. This 5-hour, multi-section online course
teaches you what you need to know to properly deploy your sUAS in the aftermath of a
natural or man-made disaster.
Drones For Beginners
This one-hour course answers common questions posed by new sUAS pilots on topics such as
types of drones, registering your drone, safety and regulation guidelines, industry trends and
forecasts, and drone entrepreneurship.
Real World Flight Planning & Execution Program
These 11 Micro Courses consist of 8 hours of content that are scenario-based e-learning
courses that take you through interactive sUAS flight issues and emergency scenarios to get
you ready for real-world missions.
Night Operations
With decreased visibility and equipment limitations, sUAS night operations take special
preparation and execution. Get ready to fly your drone at night with this interactive, online
learning program.
5
DARTDRONES
Testimonials
Once again Colin knocked it out of the park. His knowledge and professionalism exemplifies
his passion to teach new pilots key and important issues concerns and updates about the drone
Industry
The class was jam packed and interactive which helped to understand Part 107 for those of
us that are new to the aviation world. The flight class was invaluable for me! I have never even
touched a drone prior to the class and left with some confidence that I can fly either the Phantom
or Inspire without destroying my investment in equipment on the first flight.
Excellent courses. The instructor made things interesting and informative for both the novice and
experienced pilot. No matter your level of experience flying drones, you will take away
valuable knowledge and skills.
Team thought Mark was great. Super informative. Worked really well with the limited time we
had. Mark did a great job of identifying the important information not only needed for the test,
but for practical flying. Prep material and study guide are amazing. Highly recommended using
you and DARTdrones.
I absolutely loved my two day course with DARTdrones! I was excited before I got there but got
even more excited about flying drones commercially after attending class! Karl was an
exceptional instructor and made the class fun as well as informative!
The instructor was great! He used his real world experiences in the field to tie in the industry
material. I would highly suggest this training to anyone looking to gain knowledge in the sUAS
field.
137
DARTDRONES
ABOUT DARTDRONES
Leading in-person drone training
company in U.S.
Over 14,000+ students trained
38 flight instructors covering 42
cities
99% pass rate on Part 107 exam
Built to scale national sUAS pilot
programs
OUR CLIENTS
Broadcast Media
Police Departments
Inspections
Fire Departments
Real Estate
Construction
Insurance
Oil, Gas, Energy
Architecture/Engineering
Large Government
Colleges
Organizations
COURSE OFFERINGS
Entry Level In-Person
Advanced In-Person
Online Courses
Flight Training
Thermal Imaging and FLIR
Drones For Beginners
Part 107 Test Prep
Roof Inspections
Part 107 Test Prep
Aerial Mapping
Starting a Drone
Search and Rescue
Aerial Photography and
Videography
Broadcast Media
Night Operations
Matrice
Business
Aerial Photography
14 Micro Courses: Real
World Flight Planning
and Execution
Disaster Response
CONSULTING SERVICES
Program Strategy Development
Proof of Concept
Standard Operating Procedures (SOP) Manuals
UAS Program Manager Guide
FAA Waiver Submissions
Pilot Training Management Software
DARTDRONES DIRECTOR OF TRAINING
Amelia Owre is a former Navy helicopter pilot and flew the
SH-60F, HH-60H and MH-60S prior to transitioning to unmanned
systems. She spent 5 years developing curriculum and
implementing training for the Navys MQ-8 Fire Scout UAS, and
continues to instruct UAS operators as a current Naval reservist.
She is a graduate of the U.S. Naval Academy and holds an M.S. in
Environmental Science, a Commercial Pilot Certificate with fixed
wing, helicopter and instrument ratings, and a Remote Pilot
Certificate. Amelia focuses on developing new curriculum for
DARTdrones and coordinating our subject matter experts.
DARTDRONES CHIEF FLIGHT INSTRUCTOR
Colin Romberger graduated from Embry Riddle Aeronautical
University as one of the first 5 students to earn their Masters
Degree in Unmanned Aircraft Systems, with a focus in Flight
Operations and Systems Design. Colin also holds multiple FAA
Airman Certificates for manned aircraft operations. Colin is
responsible for ongoing instructor development initiatives as well
as the coordination of sUAS Operations Consultation Services
tailored to the specific use cases and operating environments of
our corporate clients. He has consulted with numerous companies
and organizations on their use of sUAS for a cross section of
purposes.
OUR FLIGHT INSTRUCTORS
All DARTdrones instructors are manned pilots
Hundreds of manned pilots applied, only 38 chosen
Flight instructors selected based on expertise, aviation
experience, and personality
Current instructors are continuously vetted based on customer
feedback
DARTDRONES INTERNATIONAL
Growth restricted by regulations today in U.S.
Franchise or licensing internationally
THE CHALLENGE
DARTdrones has been working hard to grow our U.S. operations, but because of regulations and slow adoption
of drones by companies, we are hoping to explore growth opportunities internationally. Specifically, we are
exploring whether licensing our curriculum or franchising our business would make sense. We look forward to
your help in exploring these two opportunities.
Please present your results in a report that details the following:
Section I: Industry/Market Analysis
1. Industry and Competition Analysis
To provide a foundation for your analysis, start with a survey of the industry. How does this industry operate?
What kind of regulations are in place? Who are your clients main competitors?
How your clients product and pricing are different from those of the competitors?
What are your clients strengths and weaknesses compared to the competition, and what threats and
opportunities it is facing?
When assessing your clients competitive position, you may find this short guide and this 5-min video on
SWOT analysis helpful.
2. New Market Selection and Analysis
Based on your analysis of the client and competition, identify the most promising new market for your client.
Where the regulations are most favorable and the drones are used most widely? Where drone pilot training is
likely to be in demand?
Conduct an analysis of the market in terms of:
Regulations in currently in place and the expected changes in regulations.
Key competitors in the proposed market, their strengths, and weaknesses, their pricing and promotion
strategies, etc.
Provide an in-depth analysis of the factors relevant to the success of your client in the market, including:
o Legal, political, economic, and cultural factors that your client must understand to ensure the success in
that market;
o Consumer tastes and preferences with respect to your clients product.
Evaluation Rubrics
7 – Clear and concise list of the clients strengths and weaknesses, threats and opportunities for its product,
review of the market selection criteria, the recommended new market clearly matches the criteria, brief but
insightful market analysis, strong supporting arguments, sources properly cited; if a survey of potential
clients has been conducted, the sample is clearly described and the findings are presented in a concise
readable format.
4 A good analysis and recommendation, but some elements are not strongly supported, some parts are
irrelevant or redundant.
1 – Impossible to figure out what the recommendation is, supporting arguments are absent or completely off the
point, not supported by credible sources.
2
Section II. Marketing
3. Promotion Channels
B2C
Identify who makes the decisions to enroll in a drone pilot training program. Are those the end-users, or the
chiefs of the departments (e.g., police department, firefighter department, media agency)? What is the best way
to reach these decision-makers to inform them about the Dart Drones training programs?
B2B
Keep in mind that Dart Drones does not seek to sell its services directly to the end users, but rather to find local
partners, such as franchisees, licensees, joint venture partners, or local partner agencies who would use the
companys training materials and offer the services in the market. Thus, while Dart Drones is ultimately
intersted in developing a strategy for reaching the end-users, its primary interest is reaching local businesses
interested in representing Dart Drones in the proposed new market. Thus, the questions to answer are:
Who can potentially be an effective local representative and partner of Dart Drones?
If these are companies, who at those companies makes those kinds of decisions?
What is the best way to reach those decision-makers?
Because it will likely be a highly specialized consumer segment, mass advertising like TV may not be an
optimal promotion method. Rather, professional mailing lists, direct mailing, highly targeted promotion via
social media and professional associations, or personal meetings with target organizations representatives may
be more viable and cost-effective, although more common methods may be more suitable for reaching parents.
Try to not only identify the general channels, but also research and provide the specifics. For example, do not
simply recommend profess…
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