International Roaming Business Overview. December 2003

Transcription

1 International Roaming Business Overview December 2003

2 Andy Bermudez Manager, Strategy Finance 2

3 Agenda Revenue Opportunities Roaming Elements Marketing International Roaming Roaming P&L 3

4 CDMA Roaming Opportunities International roaming extends the virtual network footprint and provides a perception of an advanced, connected network Source: 4

5 2000 and 2010 Global Roaming Revenues ($ millions) Intra-continental Inter-continental Total Roaming Total Service Roaming as a % of Roaming Roaming Revenues Revenue Total Revenue Europe $15,973 $16,546 $465 $1,670 $16,438 $18,216 $99,046 $137,038 17% 13% North America 1,011 1, ,513 1,079 3,057 80, ,255 1% 2% Asia Pacific 1,211 1, ,276 2,291 96, ,893 1% 2% South America ,491 27,424 1% 2% Total $18,370 $19,723 $644 $4,470 $19,014 $24,192 $294,294 $484,609 6% 5% Source: April 2002 IDC International Roaming White Paper, entitled How Important Is International Roaming to Wireless Network Migration? Potential global roaming revenues will increase $5.2 billion, from $19.0 billion in 2000 to $24.2 billion in

6 International Subscribers are Valuable Mobile Customers Roamers ARPUs are higher than average customers Roamers tend to churn less often Visitors contributions to margins are higher than average local customer International roaming is an important service offering to attract and retain high-end subscribers 6

7 Roaming Elements Agreements Amongst Operators Business Elements Technical Elements Roaming Partner Decision Service Company Contract Marketing and Promotions Roaming Income Statement Network Connectivity SS7 Signal Protocol Interoperability Numbering Conflicts Customer Service Fraud Management Billing Systems CIBER -TAP Data Clearing & Settlement Testing -Interfaces - Billing Air Interface & Handsets 7

8 Roaming Agreements Inter-operator roaming relationships are formalized in Roaming Agreements A standard CDMA Roaming Agreement is available to members from the CDG website ( and covers: Definitions of terms associated with roaming services Provision of service Exchange of information (e.g. IRM information) Billing procedures & responsibilities Settlement procedures Customer care Fraud Limitation of liability Agreement suspension & termination Dispute settlement process Agreements are typically signed between operators on a one-onone basis and have clauses related to tariffs, operator specific requirements, and value-added services 8

9 Technical Elements Most of the technical issues relating to CDMA roaming have been resolved. CDMA roaming exists today Testing is primarily the operator s responsibility, but service companies generally assume responsibility for network and billing interfaces relating to contracted services Operators need to ensure that their provisioning, operations, billing, and customer care organizations can properly support roaming customers Fraud continues to be an operator issue AMPS networks continue to offer critical service in some regions Not all CDMA operators have implemented authentication 9

10 Business Elements A careful and thorough business case analysis should be done to determine and understand the economic benefit of roaming to your business Operators should consider potential costs and revenues, competitive factors, strategic issues, fraud concerns when evaluating a potential roaming relationship Roaming relationships should be driven by business interests and issues. The technical issues can be solved Operators need to determine which roaming functions will be done in-house, versus contracted to outside service companies 10

11 CDMA Operator Roaming Cost Components Inter-Operator Tariff - Applied to outbound roaming Network Cost per MOU - Applied to inbound roaming Signaling - Lease line rental for Frame Relay - 3rd party processing and routing service fee Financial Settlement - 3rd party message processing - CIBER/CIBERNET License Fee (represents an annual and one-time fee) Fraud Management -RoamX(includes an annual and one-time fee) Roaming Department - May employ up to 40 people - Billing system (includes an annual and one-time fee) These components can either be done in-house or outsourced 11

12 Marketing International Roaming: Subscriber Profiling Inbound Subscribers Where did they come from? Why did they come? Where did they call? How much did they use (duration of calls, # of calls)? What services did they use? Outbound Subscribers Where did they go? Why did they go? Where did they call? How much did they use (duration of calls, # of calls)? What services did they use? Are they male or female? How old are they? What is their occupation? Understand who the international travelers are and what services are needed when abroad or visiting your country 12

13 Marketing International Roaming: Tourism Statistics 100,000,000 80,000,000 86,944,913 North America 91,213,474 84,980, ,000,000 80,000,000 68,478,692 Asia Pacific 78,024,894 83,081,558 60,000,000 60,000,000 40,000,000 40,000,000 20,000,000 20,000, Europe North America Asia Pacific CALA ROW Europe North America Asia Pacific CALA ROW Caribbean and Latin America (CALA) 100,000,000 80,000,000 60,000,000 40,000,000 20,000, ,580,318 26,917,785 26,330, Europe North America Asia Pacific CALA ROW Intra-continental roaming represents the largest opportunity Source: World Tourism Organization, Yearbook of Tourism Statistic, 2001 Note: Tourism statistics are for countries with CDMA networks 13

14 Marketing International Roaming: Roaming Rates According to a NOP Research Group survey, International roaming should be a good revenue-generating valueadded service for operators, but many customers leave their phones at home when going aboard because they think the service is unaffordable (or unavailable). It s only when the pricing and marketing are right that operators can hope to ramp up ARPU. Rates should be simple to understand and predictable International roaming rates typically range between $1 to $4 per minute 14

15 Marketing International Roaming: Communications External Communication Internal Communication Provide roaming information on website Training customer care representatives and dealers Send roaming information updates to customers via SMS Distribute periodic Roaming Newsletters internally Advertise via TV, magazines radio, billboards, Internet, etc 15

16 Marketing International Roaming Selected Websites Where can I roam? Before you go How to setup roaming How much does it cost? How to make and receive calls Mobile data roaming World clock and area code locator How does messaging work? Loan phones Roaming terms and conditions Need more information? 16

17 Sample CDMA Operator Roaming P&L FYE Revenue - Outbound Unique Subscribers 35,000 Avg. # of Visits per Year 2 Avg. # of Days per Visit 5 Avg. # of Calls per Day 5 Avg. # of Minutes per Call 3 Avg. Price per Minute $2.00 Subtotal - Outbound Revenue $10,500,000 Revenue - Inbound Unique Subscribers 15,000 Avg. # of Visits per Year 2 Avg. # of Days per Visit 5 Avg. # of Calls per Day 5 Avg. # of Minutes per Call 3 Avg. Price per Minute $1.00 Subtotal - Inbound Revenue $2,250,000 Gross Int'l Roaming Revenue $12,750,000 Less: Bad Debt 5% $637,500 Net Int'l Roaming Revenue $12,112,500 Expenses Cost of Service Inter-Operator Tariff - Outbound Roaming $5,250,000 Network Cost per MOU - Inbound Roaming $45,000 Signaling Rental of Lease Line for Frame Relay $12,000 3 rd Party Processing/Routing Service 43,750 Total Signaling Cost $55,750 Financial Settlement 3 rd Party Message Processing $28,000 CIBER/CIBERNET License Fee $87,188 Total Financial Settlement Cost $115,188 Fraud Management RoamX $3,750 Subtotal - Cost of Sevice $5,469,688 Gross Margin $6,642,813 55% SG&A $3,028,125 25% EBITDA $3,614,688 30% Depreciation of Non-recurring Expenses $33,333 EBIT $3,581,354 30% Note: Estimated costs for a generic CDMA operator Capital expenditures are minimal to enable international roaming. International roaming generates healthy margins. 17

18 Summary International roaming is a value-added service offering that provides revenue opportunities Roaming has many different elements and parties that need to work together to make it successful It is important to understand roamers profiles/needs and effectively communicate your roaming capabilities to them International roaming generates healthy margins with minimal upfront costs. 18

19 International Roaming Business Overview December 2003