veridian for retailers
TRANSCRIPT
MVNO – Innovative customer acquisition and loyalty
Retail market overview
Global financial crisis – consumer behavior changing continuously
The significant expansion of retail networks in the last years intensified the competition and placed increased pressure on retailers’ profitability
Relative maturity of the market – certain retailers are still expanding
The medium/long term forecasts for food, beverages and retail industries remain positive
Increasing operational efficiency is a priority spreading over four major areas: supply chain management, product categories management, operations management and clear and innovative marketing policies
Retail market challenges
More demanding customers in terms of the quality of shopping experience
Services and products similar to the competition’s
War of prices
Marketing strategies/promotions similar to the competition’s
Loyalty of existing customers – customers choose the supermarket depending on prices and free offers
Monetising the visiting customers
Highly irregular consumer behavior, triggering the implementation of an innovative and dynamic marketing strategy
About MVNO
Provides mobile voice and data services under its own brand
Creates its own telecom products and services
Defines the targeted market segments
Develops marketing, acquisition, loyalty and retention campaigns
Defines the sale and distribution strategy
Subject to the business model applied, it may also hold various network elements
Retail customers = mobile phone users
110% penetration of mobile phones
48% subscriptions, 40% pre-paid, 12% both
1 user hold in average 1.23 SIM cards (15% have two cards)
= essential communication mean
For the customers of an MVNO hypermarket
= essential communication mean= loyalty card at their preferred hypermarket
What does MVNO mean for a hypermarket?
Dedicated communication channel with its own customers available anywhere/anytime
More efficient promotion strategies and marketing campaigns
Creating and launching promotions that include offers specific to certain customer segments, in real time
Diversifying the product and service offer
Rewarding customers with real value services (mobile phone minutes)
Loyal customers over the long term
Why MVNO?
new business line generating income additional to the one resulted from the basic activity
differentiation on the consumer market
value added products and services
high efficiency of the promotional messages sent by phone – more than 95% of customers have mobile phones
successful business model on foreign markets
MVNO model and the retailers
Interactons/visits per year:
Telecom: 12 (1 per month)Retailer: >100 (~2 per week)
Retailers
Brand extensions
Post office Bank
Media
Sport
Oil companies
Social Media
Brand/Retail MVNO Segments
Brand/retail MVNOs have a high customer acquisition capacity
Mobile connections Successful Brand/Retail MVNOs
MNOs 65M
MNOs 91M
MVNOs 11M
MVNOs 3.9M
Top Brand/Retail MVNOs
3m customers
3m customers
2m customers
0.2m customers0.2m customers
Country/ MVNO Customers
Market share
UK3m 4%
Italy2m 2%
France2m 3%
Malaysia2m 5%
Using the existing distribution channels
Increased sales of specific products and
services
Service diversification and new income
generation
Customer loyalty/retention
• Financial benefits resulted from the usage of the existing distribution network
• Distribution channel maximization
• Integration of loyalty programs, combining loyalty points with the telecom services used
• Using mobile apps or portals as new sales channels• Opportunity to integrate with m-commerce platforms
• Obtain detailed information on the customers’ profile allowing the launch of segment-specific marketing campaigns, with appealing and relevant rewards for the customers
• Telecom services offered to the existing customer base
• Opportunity to generate additional income by adding innovative, value-added services
Retail benefits – innovative channel for customer acquisition and loyalty with minimum investments and quick profitability
Proposal - Retail MVNO
Mobile telephony services and value added services dedicated to retail customers
Content specific to the retail chain
Loyalty points systems integrated with the existing systems
Allocation of preference/golden numbers for VIP retail customers
Usage and maximization of the retail chain’s brand – increase the perceived value of the retailer’s offer
Business line/information on subscribers held 100% by the retail chain
Business model that does not need significant investments and telecom expertise
MVNO services – unlimited options
Voice servicesNational/Roaming
Call direct
Free numbers
Location based services
SMS / MMS service
Mobile Internet servicesNational/roaming
Per levels (Fair Usage)
Support for EU regulations
(bill shock, notifications)
Interactive services Web Self care
IVR (interactive voice platform)
USSD/SMSInteractive services functionalities
Account enquiry, balance, validity
Top-up/payments
Management of additional services
Call, payment history
Regulated servicesSole register
Number portability
Veridian products – dedicated to successful MVNO launches
State of the art and complete technological platform allowing any type of company to launch mobile services under its own brand
Agreement with Telekom Romania Mobile for mobile services.
Unique interface for all technical and commercial aspects
Full service cycle (business preparation, technical integration, market launch, business development)
Strategic-financial advice and support for complying with the legislation applicable to telecom industry.
Veridian Systems
MVNO MVNO MVNO
Mobile operator
Veridian services – for all the processes of virtual operators
• in-house state-of-the-art and complete technological platformIT platform
• Voce, Data, SMS mobile services• roaming servicesMobile services
• management and maintenance of the technical platform and telecomunication infrastructure
• permanent technical support provided by our own team of specialists
Technical services
• before and after launch advisory services• assistance in the relation with communication regulatorsAdvisory services
