Business Mobile Group (BMG)

1. Business Mobile Group (BMG) Partner Training Pack

2. What is the Business Mobile Group? • One of the leading distributors and suppliers of Business Communication services in the UK.  • 100% Channel/partner focused • Authorised dealer for Everything Everywhere • Most generous commission structure in the industry

3. Why Work With Us?

4. 2 Networks – 1 Partnership • Authorised dealer for Everything Everywhere (Orange/Tmobile) giving partners a direct link to the best networks with the best commissions available to dealers. • No need to generate “mass-volumes” in order to keep your account openas we maintain all required volumes with the wireless networks.

5. Best Commissions In The Industry • Platinum Commissions – Meaning you have more revenue to play with and can build competitive deals and retain high margins. • Fortnightly Payments – Quickest payments in the mobile industry. Commissions paid 2 weeks after connection • On-going Residual Commission – Allowing you to build on-going revenues, whereby you are paid a % of the customers monthly bill.

6. One 2 One Training & Support Many of you will know that dealing with the mobile networks can be a mundane task at the best of times. Business Mobile Group have the best training & development structure in the industry. • Training is available via telephone, email & online webinars • On-going support provided by a dedicated Business Development manager • We can put together quotations for you & even help close deals via 3-way conference calls if need be

7. No Minimum Volumes Required • Flexibility – We will pay you the same industry leading commissions regardless of volume so you have more revenue to invest into deals and profit. • Risk Free – No need to worry about missing volumes and losing revenue, a problem that many dealers face as this affects the deals signed and can result in a loss for the dealer. This will not happen with BMG as we pay you the same regardless.

8. Training Module – Stage 1 How To Build Deals

9. Basic concept of mobile quotations • The networks pay a revenue/commission based on which tariff you sign the customer into. • You then deduct any costs from this revenue/commission. This will normally be handsets or credits. • You retain whatever revenue is left as profit. It’s really that simple!

10. First we pick a tariff suited to the customers usage & spend.

11. Then we choose which unlimited calls option the customer wants.

12. Then we choose another unlimited option for the customer (usually unlimited texts or data)

13. Choosing a handset

15. The network pays us a commission based on which tariff we pick for the customer

16. The network pays us a commission based on which tariff we pick for the customer

17. The network pays us a commission based on which tariff we pick for the customer As we can see here, The Business Solo 45 tariff pays us £539 commission (total) and costs £45.00 per month for the customer.

18. So we know that with this tariff, we have £539.00 commission to play with. Handset costs etc will be deducted from this commission. The network pays us a commission based on which tariff we pick for the customer As we can see here, The Business Solo 45 tariff pays us £539 commission (total) and costs £45.00 per month for the customer.

19. The Kit List – Choosing a handset

20. The Kit List – Choosing a handset If we chose the Solo 45 for the customer, we have £539.00 commission to play with. Let’s choose a Blackberry Curve as this only costs £148.00

21. The Kit List – Choosing a handset So we calculate - £539.00 commission, minus £148.00 handset. = £391.00 NET PROFIT

22. The Kit List – Choosing a handset £391.00 NET PROFIT (Minus £10.00 delivery) = £381.00 NET PROFIT FOR BMG!

23. What you are paid…

24. What you are paid… £381.00 profit

25. What you are paid… £381.00 profit As we can see in this example, you are in full control of your commissions

26. So what have we learnt so far?

27. So what have we learnt so far?

28. So what have we learnt so far? • The Networks pay us a commission based on which tariff we pick for the customer.

29. So what have we learnt so far? • The Networks pay us a commission based on which tariff we pick for the customer. STEP 1 Choose a Tariff

30. So what have we learnt so far? • The Networks pay us a commission based on which tariff we pick for the customer. STEP 1 STEP 2 Subtract handset cost from commission Choose a Tariff

31. So what have we learnt so far? • The Networks pay us a commission based on which tariff we pick for the customer. STEP 1 STEP 2 Subtract handset cost from commission Choose a Tariff

32. Credits – Discounting Deals • The key to discounting deals is to apply cashback/credits to • the customers bill. • We do this using our remaining commission (if enough in the deal) • To achieve this, we simply take some commission out of the total • commission due and divide this into 21 months of the customers • 24 month contract to bring the line rental down until their first • upgrade. Example: £100 would equate to £4.76 credit per month until upgrade

33. Processing Deals • To sign a customer, the following process applies: • Take customers details on Orange contract form • Ask customer for consent to credit check • Provide details to BMG via telephone/email so that we can credit check the customer. (takes around 5 minutes) • Once passed credit check, customer is sent a PO (purchase order) to print onto company headed paper, sign and return. • Once PO received by BMG, handsets & sim cards are connected and dispatched and customer is given an account number. • Customer is then sent original agreement to sign & return via post at a later date.

34. Lead Times Deals are connected as soon as BMG receive PO back via email/fax. BMG will order the handsets/sims on the same day customer signs agreement Handsets/Sims arrive at BMG premises next day Customer recieves handset/sims following day Total Average Lead Time – 2 days to connect.

35. Commissions

36. Commission Explanation • Commission is any revenue left in each deal after costs • Commissions paid 2 weeks from connection • 15% of on-going overspend is paid to partner monthly • Partners can expect to be paid for each deal around 2 weeks from when they connect the deal. • Payments are always made on a Friday on receipt of invoice from the partner.

37. Order Signing Process - Proofs When signing deals proof of identification is required from the customer. This is a network requirement and is specific to network preference. Limited companies do not need any proof of identification however must state their company registration number on the PO and return this on letter headed paper. A list of accepted proofs for sole traders is detailed overleaf

38. Proof examples Sole Traders 2 Proofs are required.. • 1 Proof of trading/address (Bill/statement/cheque book) • 1 Proof of ID (passport/driving licence/Bank card) Obviously the credit check will be done on the Individual rather than the company. NOTE: Business Proofs MUST state a business name to prove trading

39. Proof examples Limited Companies No Proof is required.. • Customer must state registration number on PO and return on letter headed paper. • If customer does not have headed paper notify your BDM and we can make one for the customer.

40. Proof examples Acceptable Business Proofs • Current UK bank or building society statement, credit card, or cheque book in business name • Inland Revenue Card • Current utility (Exc. British Gas, reminders not acceptable) or phone bill (fixed line) in business name • Certificate of Incorporation • Leasing Agreement in business name • Change of Company Name certificate • VAT Registration certificate • Purchase Orders • Must be signed by an authorised person within the company, showing the job-title • and printed name. • -The address on the Purchase order must be the delivery address and address on the • proofs supplied • -The company registration number must also be visible on the Purchase Order All Proofs cannot be any more than 3 months old All signatures, names and addresses must match throughout the proofs, purchase order and contract.

41. PO Template Example [[ COMPANY LETTERHEAD GOES HERE ]] Date: 21-01-2011 Dear  Orange , Joe Bloggs & Co requires 1  x  connection  one on  the  Business Solo 45  Tariff  on a  24  month term. Our company details are as follows: Company address: Town/City: County: Postcode: We require the following hardware: 2 x Sims only 1 x Blackberry Curve Yours truly, Joe Bloggs Director Joe Bloggs & Co

42. PO Rules With limited companies, the following details must show on the PO. • Trading address of company & registered address (if different) • Telephone number must be validated on directory enquiries 118500 or 188000 • The company registration number • PO must be dated (on date of connection or up to 3 months before) • The number of handsets ordered, tariff connected to and duration of contract. • Must be signed by director or authorised signatory • The printed name and position of the person signing the order

43. What do I do now? You are self employed and it is entirely your choice as to how you generate business. However we have some useful tips to get started… • Build your database by making calls to small UK businesses & asking them how many mobiles they have, what network they use & when their contract expires. • If they are within 12 months of contract end you will normally be able to afford to buy them out of their existing contract. See next page…

44. What do I do now? You are self employed and it is entirely your choice as to how you generate business. However we have some useful tips to get started… Sales Strategy Ask how much they spend per month and how many minutes they get. Use this when building your quotation to give the customer what they want at a lower price than they currently pay. Ask if they want a handset or if they Want to take a sim-only deal to cut Costs.

45. Order Checklist • Customer consent to credit check • (SOLE TRADERS) Proof of ID • (SOLE TRADERS) Proof of trading/address • (LTD COMPANIES) Registration number on PO • Signed Contract • Signed PO

46. Costs Checklist • £10.00 delivery charge • Cost of any handsets and/or £40.00 for SIM’s • IF SIM ONLY DEAL - £40.00 Handset bonus is deducted from commissions by Orange • IF GIVING A DISCOUNT – appropriate amount of credits to cover customer up until month 21 of their 24 month contract.

47. Points Of Contact If you have any more questions, here are some useful points of contact: Tariq Mahboob Business Development Manager 07956 566 055 tariq@businessmobilegroup.co.uk Escalation Points: Sam Chahal 07903 200 101 Sam@businessmobilegroup.co.uk

48. Happy Selling!