1 / 21

Mobile retail through bank branches

Mobile retail through bank branches. Agenda. 1. Presentation of BPCE : who are we ? 2. Our approach on mobile retail : why and how selling mobile phones ? 3. Key challenges identified (up to now…). 1. Who are we ?.

joemckinney
Download Presentation

Mobile retail through bank branches

An Image/Link below is provided (as is) to download presentation Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author. Content is provided to you AS IS for your information and personal use only. Download presentation by click this link. While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server. During download, if you can't get a presentation, the file might be deleted by the publisher.

E N D

Presentation Transcript

  1. Mobile retail through bank branches

  2. Agenda 1. Presentation of BPCE : who are we ? 2.Our approach on mobile retail : why and how selling mobile phones ? 3.Key challenges identified (up to now…)

  3. 1.Who are we ? The Groupe Banque Populaire and Groupe Caisse d’Epargne have merged their strengths to create the Groupe BPCE : the second-largest banking group in France with: 37 million customers 8,200 bank branches 7 million cooperative shareholders 120,000 employees As a cooperative banking institution, the group provides a comprehensive range of banking, financial and real estate services. Banks with a stronger human side and a greater local presence

  4. 1.The Group’s organizational structure Groupe BPCE 20 Banques Populaires and 17 Caisses d’Epargne,the parent companies of Groupe BPCE. They retain their respective brands and their independence. 20 BanquesPopulaires 17Caisses d'Epargne 50% 50% BPCE* 20% (CICs) 20% (CICs) Other networks and international subsidiaries • Financière Océor • BCP France & Luxembourg • SMC • BICEC • BCI • GCE Assurances • CNP Assurances (17.7%) Insurance subsidiaries 72% 28% Free float A single BPCE central institution, a genuine driving force at the service of the Group. Natixis BP Participations CE Participations • Foncia • VBI • MA Banque • Etc. • Crédit Foncier • Nexity (40.93%) • Banque Palatine • Etc. * €3bn in preference shares, without voting rights, held by the French State.

  5. 1.Well-known commercial brandsCompanies, Commercial brands and specialized subsidiaries And also: Banque BCP, Banque BCP Luxembourg, Banque de la Réunion, Banque de Nouvelle-Calédonie, Banque de Savoie, Banque de Saint-Pierre et Miquelon, Banque de Tahiti, Banque des Antilles françaises, Banque des Mascareignes, Banque Chaix, Banque Dupuy, de Parseval, Banque Marze, Banque Pelletier, Banque Tuniso-Koweitienne, BCI, BICEC, Crédit Commercial du Sud-Ouest, Crédit Immobilier et Hôtelier, MA Banque, Meilleurtaux, Séréna, SBE, VBI, etc.

  6. 1. A socially committed banking institution • Faithful to the cooperative values developed by the Banques Populaires and Caisses d’Epargne, Groupe BPCE relies on the strengths of its networks to promote a society driven by enterprise and solidarity. • Environment: innovative offerings • Leader in providing financing for green housing, renewable energies, infrastructures and projects helping to fight the climate changes. • Supporting and financing new solutions with Natixis for the society of the future and financing major renewable energy projects. • Social solidarity: a state of mind • No.1 for solidarity-based savings • N°.1 for microfinance

  7. Agenda 1.Presentation of BPCE : who are we ? 2.Our approach on mobile retail : why and how selling mobile phones ? 3.Key challenges identified (up to now…)

  8. 2. French mobile key facts Penetration gaps between geographic areas Mobile penetration keeps growing > 100 % > 80 % > 75 % < 75 % Source :ARCEP

  9. 2.French market has changed from 2005 due to the arrival of Mobile Virtual Operators (MVNO) • 3 MNO MVNO Bouygues Telecom 18% Orange 43% • > 20 MVNO 34% SFR Parc MVNO 12% Bouygues Telecom Orange 38% 18% 32% SFR Ventes brutes Source :ARCEP

  10. 2.One french banking group already exists on the market

  11. 2. Why entering into mobile business ? Facts • Mobile is a strategic issue for the bank, as it enable to furnish a broad range of financial services to the customers (mobile banking, mobile payment…) • Mobile french market is mature with a high penetration rate, but MNOs don’t target all the people at the same level and their retail network is heterogeneous • Bank has an uncomparable network of point of sales and a large customer database Opportunities for the bank • Develop deeper direct relationships with the customers and upsell new services • Leverage the large network of branches with skilled workforce • Generate new revenues

  12. 2. Our proposal • We can not compete with MNOs on the mobile areas BUT we think we can • SIMPLIFY to our customers the choice of mobile offers • INTEGRATE mobile financial services to facilitate to our customers the access to the bank and the use of financial services • GENERATE additional revenues due especially to our large presence in the country

  13. 2. Our proposal • 2 brands created to promote and sell mobile offers and phones Mobile brand • Launched in june 2009 on the network of 1 regional Caisse d’Epargne • Other regions targeted Launch timing • To be launched on Q3 2010

  14. 2. Missions and responsabilities of bank and MNO • We assume we are not a mobile operator… and we don’t want to become one ! • All the telco aspects are managed by the MNO : mobile infrastructure, mobile furnishing, mobile client service and self-care, • The bank is responsible for all financial services associated to the offers and manages distribution and promotion plans • Mobile plans are co-designed by the bank and the MNO Powered by the MNO Powered by the bank 1 2 3 Additional banking and insurance services Mobile plans and service Handset

  15. 2. Common features shared by Ecureuil Mobile and Banque Populaire Mobile • Common features • A common range of limited number of mobile plans (monthly and limited plans) • One single MNO partner • A same retailing model • Mobile plans and additional services are specific to each brand

  16. 2. Benefits for each stakeholder • All inclusive : one mobile with free access to financial services • Simplicity : a short range of mobile handsets (among the market best-sellers) and plans • Attractive price Customers • Customers loyalty : satisfaction and increase of contacts with te bank • Positive image • Additional revenues Bank • Additional sales via bank retail network • Better coverage of French territory MNO

  17. 2. How it works Add customer path

  18. Agenda 1.Presentation of BPCE : who are we ? 2.Our approach on mobile retail : why and how selling mobile phones ? 3. Key challenges identified (up to now…)

  19. 3. A nice picture, and a lot of promises… • A good feedback from our customers • => Add results from marketing study • A lot of regional banks interested in implementing this offer • No CAPEX • No financial risk

  20. 3. … but also a lot of challenges to face ! • There are big differences between the MNOs and us ! • MNOs investments are focused on customer acquisition, whereas we will be more focused on satisfaction and loyalty • MNO are used to changing their offers regularly, whereas we are more used to working on mid-long term offers • Branches are not telecom stores… • Internal weaknesses are not to be minimized • A new kind of products to sell, beside banking and insurance services • Sellers has to be trained regularly • Sales animation to be leaded by each branch director

  21. To be continued… Olivier Tilloy Olivier.tilloy@bpce.fr + 33 1 40 39 68 12 / + 33 6 30 29 73 58

More Related