The service company that simplifies life of businesses and Italian families

Transcription

1 The service company that simplifies life of businesses and Italian families

2 Agenda Company Overview Optima today Product VitaMia Target Market Sales Force Optima tomorrow

3 Company Overview Optima today: unique selling platform offering a bundle of different products across different industries distributed through a strong, proprietary and effective sales force Product offered today: electricity, gas, telephone, handset Founded in 1999 by Danilo Caruso and Alessio Matrone Customer base of over 200k clients, including both B2B and B2C clients Our mission is to simplify our customers life through a unique, innovative and revolutionary offer Fixed flat monthly fee means no more surprises at the end of the month and no more bill-related stress! Over 300 employees in marketing, IT and procurement Sales network of more 600 agents over entire Italian territory Headquartered in Naples (Italy) 3

4 A Growth Story 1999: Founded by Danilo Caruso and Alessio Matrone as a provider of phone / voice services at the best value for money to small B2B clients : Expansion and consolidation of telco offer in Italy : Product offer diversification: addition of gas and energy 2014: New business model: launch of the VitaMia bundle of services, from best value for money to simplification with certainty of costs proposition. Customer base diversification: entrance in B2C market Bundle of services in a tailor made offer based on consumer habits with a fixed flat monthly fee: Simplification and certainty of costs value proposition 2015: Alpha, a pan-european private equity fund with assets under management of ca. 2 BN, becomes a minority shareholder to accelerate next growth phase 2016: technological devices such as PC and smartphones are added to VitaMia and the very forst national adv campaign is launched 2017: Insurance and Mobile are added to the VitaMia service. 4

5 The change: an innovative way to compete The utility industry competes on the savings/best value proposition and growth is built only on price convenience our first insight: from best value for money to simplification with certainty of costs proposition to change the game's rules presenting ourselves as the only fully integrated service provider From: Multiutility company To: Fully integrated service company Best value for money proposition Simplification with certainty of costs proposition The outcome: A product that combines in a revolutionary way all the services offered, not only utilities, and turns them into a single service that works as a simplifier Efficient and effective distribution model: flexible sales force selling multiple services to consumers and SMEs 5

6 Agenda Company Overview Optima today Product VitaMia Target Market Sales Force Optima tomorrow

7 Optima Today Optima represents a new way to compete in a market still dominated by former state monopolistic by introducing a platform selling different products, offered as an integrated product for a tailor made fixed monthly. flat fee. MISSION: To become the unique interlocutor for Business and Families taking care of all monthly fixed costs. 7

8 Agenda Company Overview Optima today Product VitaMia Target Market Sales Force Optima tomorrow

9 The Product VitaMia Products currently available in the «VitaMia» bundle: 1 Relax and simplification Monthly Flat Fee Electricity Gas Telephone Internet Handset (phones, tablet, TV) Insurance* Mobile* 2 Guaranteed spending * Starting from

10 The Product VitaMia 1 Relax and simplification ALL-IN-ONE One Bill One Fee One Interlocutor For all the services subscribed, the customer: receive 1 easy-to-read bill, make only 1 payment and, for any needs, has to deal with 1 interlocutor 10

11 The Product VitaMia 2 Guarantee of spending Fixed flat monthly fee The offer is tailor made based on each client consumption pattern and services requirements Client data is elaborated by a configurator (Tuttunizzatore) which delivers a tailor made offer 11

12 Agenda Company Overview Optima today Product VitaMia Target Market Sales Force Optima tomorrow

13 Target Markets Markets characterized by strong presence of big / former state-owned corporations or multinational companies, known for: 1 2 Single product, rigid and expensive sales force structure Rigid, non adaptable IT infrastructrure No player, due to former state-owned legacy, can easily and quickly replicate Optima s offer Market trend in Italy Positive long-term trend: by 2018 Italy will switch from partly regulated to free market (i.e. liberalization) 13

14 Customer Base on New Product Consumer Business Customer Base y-on-y Customer Base y-on-y , , , % , % ,6 +73% ,9 +42% ,0 +100% ,6 +31% 14

15 Agenda Company Overview Optima today Product VitaMia Target Market Sales Force Optima tomorrow

16 Sales Channels and Call Center 2 different sales channels: 1 Shopping Malls 2 Indirect Channel 2017 Year-end target: Over 600 salesmen closing over contracts each month while being supported by call centers with over 300 operators. 1 Call Center: 1 Optima Albania 16

17 Agenda Company Overview Optima today Product VitaMia Target Market Sales Force Optima tomorrow

18 Optima Tomorrow New Products VitaMia will introduce new products with the goal of offering a more complete bundle 1 Insurance - expanding home product portfolio 2 Mobile Insurance Mobile 18

19 Optima Tomorrow Advertisement 2017 After the 1 st flight of the national adv campaign has launched in October, the 2 nd one is due in the first half of Brand consolidation Optima as leader company in innovative services Flagship Store Openings 3 direct flagship stores and 150 franchising Optima Store by the end of

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