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Tangible Value Drivers Cost structure New models Product segmentation Capacity Cyclicality Cost Structure Cost-effective outsourcing business model Example: Customer care outsourced to Nortel India. Key features: 24x7 Interactive Voice Response solution Network Operations Center (NOC) in New Delhi for handling overall customer care Benefits Single number From anywhere Many languages Transparent routing to free agents across the country Innovative per call approach to payment, which scales Cost structure Other examples: Tie-up with the eight-member Bridge Mobile Alliance (BMA) to provide seamless cross-border mobile services to its customers across the Asia- Pacific (APAC) region. Tie up with Nokia siemens for network and telecom gear. Order worth 900 million dollars. Benefit Coverage in international markets Can provide international calling card services. 1.8 million lines for National Long Distance and International Long Distance Network adding 4.5 million new users capacity Cost Structure Ericsson of Sweden has bagged a $2-billion contract from Bharti Airtel for expanding Bharti Airtel's GSM/EDGE network and providing capacity management. Comverse Kenan Billing and Order Management Expertise Operate, Align and Transfer Model operator’s longer-term self-sufficiency by building a model that would not rely on third parties for support. Decentralized Billing Services for handling large number of customers effectively New models - Blackberry Launching Blackberry having features QWERTY keyboard Trackball navigation Bluetooth MicroSD Cards GPS Wi-Fi support New Models - Concierge Concierge services: Extension of customer care SIM card replacement home delivery of new card Call forwarding to local prepaid card advice on how to use same while international roaming Handset recommendations and purchase promotions list of recommended dealers Buy handsets from concierge counters New models – Concierge (contd...) Assistance on roaming and technical inquiries Roaming rates (For phone calls, SMS and GPRS) Roaming destinations / network coverage Handset configurations for GPRS and MMS Weekly health tips from Self magazine Makeup tips from Allure Fashion trends from Style.com News alerts from Wired. New models – Concierge (contd...) Travel advice from Concierge.com Best shopping Dining Nightlife Wallpapers Hotel locations Tourists spots Travel guide New Models - Misc. Google search services Yahoo messaging services Hotmail mail sending and receiving through SMS Product segmentation Current penetration: Women – 48% population, 16% mobile user base Youth (15-19 years) – 3% only Senior (60+) - 1% only This is very less than developed countries where this percentage range from 40% to 80%. Hence, products targeted specifically for women, youth and senior citizens are being launched. Product Segmentation - Women Offers for women: receive special beauty and lifestyle tips special discounts on subscription to Cosmopolitan and Good Housekeeping magazines. call three local Airtel numbers at just 50 paise per minute send SMS to them at 50 paise per message, subject to a maximum of 25 messages per month. Affordable rental 150 Rs. month Product segmentation - Youth Offers for youth: `Friendz' package for the youth whereby subscribers are allowed to transfer mobile recharge both talktime and validity Closed User Group of up to 5 friends and make calls at 50 paise a minute. India first 64K pre-paid sim card send SMS to up to 15 friends simultaneously at Rs 3. Product Segmentation - Senior Offer for senior citizens: `Seniors Plan' with a monthly rental of Rs 150. Discount on one STD number and one local Airtel number. special discounts for health check-ups facility to club bills with that of their children Capacity Towers Doubled towers to 40,000 in 2006 Aim to double towers to 80,000 by end of 2007 Especial attention to rural areas Others equipment and offices like optical fiber, customer care centers, regional offices etc. are also increased. Capacity - Comverse Comverse Kenan Billing and Order Management Expertise improved: Rating Timeliness Increased by 90% Zero Billing Delay Environment Quick Order Times: 60% reduction, from 12 minutes to less than 5 minutes Operational Intelligence: Automated tools improved business reporting intelligence Improved Cash Flow and Resource Utilization: Implemented Industry Best Practices Capacity – Comverse (contd..) Sharpening the Competitive Edge: The sales and marketing teams developed strategies to significantly improve Airtel's competitive advantage at little to no additional cost by using tools such as rate plans, discounts, payments, and revenue treatment. All these benefits increase the capacity of Airtel to handle more customers effectively and efficiently. Cyclicality Meaning: Things that follows general trend that others are following Example A cyclical stock is one that typically performs well when the economy is good and badly when than when the economy is weak. Other things: Non-cyclicality: Not affected by economy, like health Semi-cyclical: Less affected, like food Countercyclicality: Inversely affected, like alcohol Cyclicality Telecom is one of the few industries that are genuinely non cyclical, unlinked to crude oil prices and interest rates. This itself gives about 30-40% extra valuation premium. Competitor Analysis - Global Total Telecom Base – 214 Million Amongst top five in the world Wirless sub base – 168 Million Third largest in the world Wireless penetration – 15% Lowest in the world ARPU(revenue generated per customer per month) < USD 10 Among lowest Competitor Analysis - Global Mou/Sub/Month ~ 460 minutes 2nd Highest in the world Realized RPM ~ 2 US cents per minute Lowest in the world Fixed line sub base – 46 Million Broadband sub base – 2 Million Large potential market Competitor Analysis - Global Competitor Analysis - India
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