🚀 AIR TEAM

Strategie 2026

"Fix Foundations, Improve Efficiency, Accelerate Growth"

Prezentace pro management • 30. prosince 2025

📊 Executive Summary

720M Revenue 2025

+47% YoY Growth

3 Společnosti

ATM (Parts)

486M CZK (+20%)

Garmin dominance, e-commerce

ATS (Service)

49M CZK (+33%)

MRO, DOA, CRO services

ATI (Intel)

185M CZK (+277%!)

Government, Defence, ISR

💪 Klíčové Silné Stránky

✅ ATI EXPLODOVALO: 49M → 185M (+277%)

✅ Silný růst napříč všemi společnostmi

✅ Garmin partnership: 5.2M CZK annual spend

✅ 44,160 kontaktů v HubSpot CRM

✅ Diverzifikovaná zákaznická base (50+ zemí)

🚨 Kritické Výzvy

🚨 ATS Inventory Crisis: 67% slow-moving stock (1,285 SKUs)

🚨 Sales Efficiency: 31% eshop cancellation, 56% Part Sales loss rate

🚨 MQL→SQL Conversion: Pouze 20 SQL z 7,367 MQL (0.27%!)

🚨 Data Quality: 64% contacts bez country, 58% companies bez industry

🚨 ATM Margin Pressure: 19.7% → 13.5% (pokles)

🎯 Strategické Priority 2026

#	Priorita	Cíl	Impact
1	Fix ATS Inventory	Liquidate 67% slow-moving, min/max rules	50-100K savings
2	Improve Sales Efficiency	MQL→SQL 0.27% → 5%, reduce loss rates	20-30M revenue
3	Optimize Procurement	Garmin rebates, supplier diversification	100-150K savings
4	Web Transformation	shop.airteam.eu, rozcestník	20-44M revenue
5	Clean Up Data	HubSpot quality, CLV tracking	Better decisions

💰 Finanční Cíle 2026

Target: 850-900M CZK

(+18-25% růst)

Společnost	2024	2025	2026 Target	Growth
ATM	404M	486M	580M	+19%
ATS	37M	49M	65M	+33%
ATI	49M	185M	240M	+30%
TOTAL	490M	720M	885M	+23%

👥 Sales Team Struktura 2026

Osoba	Role	Target 2026	Jazyky
CSO (nový)	Sales Director	Leadership	CZ/EN
Vratko Kapuš ⭐	KAM + OEMs	120M CZK	SK/EN
Anna Ivlieva	UA + Defence/ISR	60M CZK	🇺🇦 UA/RU/EN
Francesca	South EU (IT/FR)	50M CZK	🇮🇹 IT/🇫🇷 FR
Romana	DACH + Schools	40M CZK	🇩🇪 DE/EN
Jakub	MRO Spare Parts	40M CZK	CZ/EN
Magda	MRO Services	30M CZK	CZ/EN
Alex	Interiors + HubSpot	10M CZK	CZ/EN
Team Total		350M CZK	+ 135M e-commerce

🌐 Webová Strategie 2026

Navržená Architektura:

1. airteam.eu

→ Rozcestník (Hub)

Brand homepage, přehled služeb

Q1 2026 • 150-250K CZK

2. shop.airteam.eu

→ E-commerce

Migrace z current airteam.eu

Q2 2026 • 100-200K CZK

3. service.airteam.eu

→ MRO/DOA/CRO

Service capabilities prezentace

Q3 2026 • 200-300K CZK

4. intel.airteam.eu

→ ATI/Gov Solutions

Intelligence & Defense

Q4 2026 • 150-250K CZK

Total Budget: 600K-1M CZK
ROI Potential: 20-44M CZK incremental revenue

💡 Klíčové Příležitosti

🤝 Procurement Optimization

100-150K CZK savings/year

Garmin 2% rebate negotiation
Boeing order consolidation
Supplier scorecard implementation

📦 Inventory Optimization

50-100K CZK savings

Liquidate ATS dead stock
Implement min/max rules
Better cash flow

📈 Sales Process Fix

20-30M CZK revenue

Fix MQL→SQL (0.27% → 5%)
Reduce eshop cancellation (31% → 15%)
Improve Part Sales win rate

🌐 Web Transformation

20-44M CZK potential

Better brand presence
Segment-specific marketing
Improved conversion rates

🚀 Q1 2026 Akční Plán

Week 1 (CRITICAL):

✅ Schedule Garmin call (rebate negotiation)
✅ Review ATS slow-moving stock (top 100 SKUs)
✅ Analyze Part Sales lost deals
✅ Investigate MRO/DOA low win rate (6%)
✅ Get web strategy approval

Leden 2026:

Nábor CSO zahájen
Exit Mateusz (ISR sales)
Aktivace Francesca (South EU)
HubSpot data cleanup projekt

Únor-Březen 2026:

CSO nástup
Web rozcestník development
Supplier scorecard setup
ATS inventory min/max rules

💵 Investment Budget 2026

Kategorie	Investment	Expected Return	ROI
Web Strategy	600K-1M CZK	20-44M revenue	2000-4000%
CSO Hire	~1.5M CZK/year	Better sales efficiency	20-30M revenue
Marketing Budget	TBD	Fix MQL→SQL conversion	10-20M revenue
IT Infrastructure	300-500K CZK	Process automation	200-300K savings
Sales Team	~2M CZK (new hires)	Coverage improvement	30-50M revenue
TOTAL	~5M CZK	80-150M revenue	1600-3000%

⚠️ Rizika & Mitigace

Riziko	Impact	Mitigace
Garmin dependency (28% procurement)	🔴 Vysoký	Develop backup suppliers, diversify brands
ATS inventory crisis (67% slow)	🔴 Vysoký	Immediate liquidation, min/max rules
Sales team changes (exit, nábory)	🟡 Střední	Clear handover, documentation, backup KAMs
Web migration SEO (shop.airteam.eu)	🟡 Střední	Professional SEO, 301 redirects, monitoring
ATM margin pressure (19.7% → 13.5%)	🟡 Střední	Better pricing, supplier rebates, cost control

📈 Success Metrics 2026

Financial KPIs:

Revenue: 850-900M CZK (+18-25%)
Gross Margin: Maintain or improve current levels
Cash Flow: +1M working capital (payment terms)

Operational KPIs:

ATS Dead Stock: <20% (from 67%)
Inventory Turnover: 4-6x/year
Supplier On-time Delivery: >95%

Sales & Marketing KPIs:

MQL→SQL Conversion: >5% (from 0.27%)
Eshop Cancellation: <15% (from 31%)
Part Sales Win Rate: >60% (from 43%)
MRO/DOA Win Rate: >20% (from 6%)

Customer Success KPIs:

NPS: >50 (start tracking)
Customer Churn: <10%
Support Resolution: <24h

🎯 Závěr

2025 byl ROK RŮSTU (+47%)

2026 bude ROK OPTIMALIZACE

Fix foundations → Improve efficiency → Accelerate growth

✅ Foundation je silná

490M → 720M growth

✅ Příležitosti jsou jasné

80-150M revenue potential

✅ Plán je konkrétní

Q1 action items ready

Připraveni na 2026? 🚀