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13-08-20 Pesquisa MVNO Cenário LATAM - Informa - Ari Lopes
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13-08-20 Pesquisa MVNO Cenário LATAM - Informa - Ari Lopes

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Palestra GUGST 20 de agosto 2013 …

Palestra GUGST 20 de agosto 2013
Pesquisa MVNO sobre Cenário LATAM X Brasil
Informa Telecoms&Media - Ari Lopes- Principal Analyst da América Latina


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  • 1. MVNO Latin America 2013 Sao Paulo August 2013 GUGST Ari Lopes Principal Analyst, LATAM Informa Telecoms & Media Ari.lopes@informa.com
  • 2. 8/27/2013 2 Agenda 1. MVNO landscape in LATAM 2. Case study: Colombia 3. Conclusions www.informatandm.com © 2013 Not for reproduction without permission
  • 3. 8/27/2013 3 MVNO Landscape in Latin America www.informatandm.com © 2013 Not for reproduction without permission
  • 4. 8/27/2013 4 Colombian market www.informatandm.com © 2013 Not for reproduction without permission
  • 5. 8/27/2013 5 Telecom market statistics www.informatandm.com © 2013 Not for reproduction without permission 12% 64% 24% 13.1 12.4 9.1 0% 10% 20% 30% 40% 50% 60% 70% Tigo Claro Movistar 5.0 6.0 7.0 8.0 9.0 10.0 11.0 12.0 13.0 14.0 Market share and ARPU Q1'13 - Top 3 Market Share ARPU 80% 20% Prepaid Postpaid 11% 66% 23% MVNO Market Share ETB Uff! Movil UNE • Colombia has a penetration rate of 105%, Claro has been the leading operator for more than 10 years, this is reflected at its high EBITDA margin, 42% in Q1’13. • As most countries in LATAM, the country shows predominance of prepaid subs (80%) and low ARPUs (no more than USD13.1. • MVNO market has around 535,000 subs in Q1’13, Uff Móvil is the leader in this market Tigo Claro EBITDA Margin 37% 42%
  • 6. 8/27/2013 6 Diversified MVNO landscape www.informatandm.com © 2013 Not for reproduction without permission MVNO Colombia Entrepren eurs Retailers BanksYouth Fixed Operators
  • 7. 8/27/2013 7 Uff Móvil www.informatandm.com © 2013 Not for reproduction without permission • Of all MVNO launches tracked by Informa Telecoms & Media since the start of 2008, Uff has experienced the strongest growth in its first three quarters. Latin America, subscriptions for selected MVNOs, 4Q10 – 4Q11 Entrepreneur
  • 8. 8/27/2013 8 Uff Móvil www.informatandm.com © 2013 Not for reproduction without permission Favourable Regulation Network Capacity Market Concentration • Informa estimates that since Nov’10 Uff Móvil has grown to 350k subs. • Market segment: Its main target was cheap international calls for prepaid market. The target was relatives of Colombians living abroad; the high prices MNOs charged for this traffic also posed as an opportunity to have a competitive and economic viable pricing. • Lean organization: Uff Móvil has 12 employees, and outsources almost all processes. • In Aug’12 Bancolombia has acquired 70% of Uff Móvil. Entrepreneur
  • 9. 8/27/2013 9 Uff Móvil & Bancolombia Services offered by “ahorro a la mano”: • International money transfer • Money transfer to other accounts • Receive payments • Money deposit/withdrawal (ATMs&branchs) • Prepaid top-up • Pay utility bills • No monthly maintenance fee, plus a basic health insurance if certain balance is kept • Savings account – pay interest www.informatandm.com © 2013 Not for reproduction without permission • Bancolombia has two goals with this acquisition: Innovation and Inclusion. • 1/3 of 48M Colombians do not have access to the banking system • Offer more and better services to Bancolombia customers • ‘Plan Fácil’ – Bancolombia customers have free internet (2GB) and 300mins (local+North America) • ‘Ahorro a la mano’ - launched in March, 19th – an innovative m-banking solution • Tigo and Claro also offers “ahorro...”, but UFF Móvil customers have more benefits, like access to contact center Entrepreneur/Bank
  • 10. 8/27/2013 10 ETB and UNE www.informatandm.com © 2013 Not for reproduction without permission • Fixed operators are among the most active companies launching MVNOs worldwide, it offers a quick and relatively cheap way of adding mobility to its portfolio at a relatively low CAPEX and without depending on spectrum auction. Additionally, operators can use existing distribution channels. • ETB and UNE are building its multiplay strategy. • Main target is the existing customer base, mobile service is an add-on that increases customer ARPU and positively impacts churn rates. • UNE has launched its own LTE network (~52k subs), but keeps a MVNO on Tigo 3G network. • UNE and Tigo are merging, but in parallel UNE and ETB are bidding together for 4G spectrum Fixed Telephony Broadband TV ETB 32% 14% 0% UNE 24% 28% 23% Colombia, market share for selected services, Q4’12 Fixed operators
  • 11. 8/27/2013 11 Virgin and Exito www.informatandm.com © 2013 Not for reproduction without permission • Leading retailer in Colombia • 484 stores • 36,000 employees • USD 4.8B in revenues (2011) • MVNO launched in May, 15th • SIM cards and top-ups in Exito stores (+80 cities) and licenced distributors, but nation wide coverage • Loyalty cards points redeemed for minutes • International group focused on youth segment, large experience with the MVNO model, present in 10 countries, ambition is to build a regional presence in Latin America • MVNO will introduce Virgin’s brand in Latin America • Already has around 150,000 customers in Chile, launched in Colombia in March, Brazil is expected to be the next country Retailers / Youth
  • 12. 8/27/2013 12 2.Conclusions www.informatandm.com © 2013 Not for reproduction without permission
  • 13. Conclusions • Chile and Colombia are ahead of its neighbours • The 3 biggest countries: Brazil, Mexico and Argentina are still lagging behind LATAM MVNO market has evolved at different speeds … • Uff “validated” the business model by having an aggressive growth rate crowned by its acquisition by Bancolombia • It is likely that smaller companies will look to launch its own MVNOs …Colombia has already proved the feasibility of the business model… • Market concentration and regulation alone does not explain MVNO success – Colombia and Chile have completely different market and regulatory landscape • Vast majority of MVNOs have a lean cost structure – they outsource, they leverage existing brand, customer base and distribution channels • Strong partnership between MVNO-MNO is key …Lessons so far.
  • 14. Thank you!

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