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Gaining Customers Without Sacrificing Profitability to Building Owners and Managers. Brian J. Andrew President & CEO e- xpedient / CAVU, Inc. Today’s Carrier Situation. Lots of promises: Little to no delivery Equipment’s installed, but no one’s home - PowerPoint PPT Presentation
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©2000 e-xpedient/CAVU, Inc. All Rights Reserved.©2001 e-xpedient / CAVU, Inc. All Rights Reserved
Gaining Customers Without Sacrificing
Profitability to Building Owners and Managers
Brian J. AndrewPresident & CEO
e-xpedient / CAVU, Inc.
©2001 e-xpedient/CAVU, Inc. All Rights Reserved.
Today’s Carrier Situation
• Lots of promises: Little to no delivery
• Equipment’s installed, but no one’s home
• Warrants & Revenue Sharing doesn’t pay when the carrier is out of business
SOLUTION:
Be different – be seen as an amenity to a building!
©2001 e-xpedient/CAVU, Inc. All Rights Reserved.
Be an AmenityStandard Carrier Approach:
•Traditional Wireline Carriers (CLECs, BLECs) Demand same treatment as incumbent
• Offer same services as incumbent for lower price• Fiber or reseller based
•Requires high dollar volume per building to actually light fiber
• Traditional Wireless Carriers (CLECs)• Offer same services as incumbent for lower price
(reselling of incumbent)
RESULT:“Me too” Services - Little to no value for building/tenants
©2001 e-xpedient/CAVU, Inc. All Rights Reserved.
Criteria to be Classified as an Amenity Carrier• Offer substantial improvements
over incumbent service- Speed of connectivity- Reliability of Service- Quick installation- Enhanced customer service- Ease of use
• Provide affordable service for every size tenant (S, M, L, XL)
• Compensate for space requirements
BOTTOM LINE?Amenity carriers must deliver attractive value proposition to tenants, owners, and managers
©2001 e-xpedient/CAVU, Inc. All Rights Reserved.
The Need for Speed“In Manhattan, high speed Internet Access now ranks at the top of the list of marketing features for new space - ahead of air conditioning and concierge services.”
– Property Futures Magazine
What is “high speed” or “Broadband” Internet Access?
• Old Definition: Transmission speeds in excess of 500 Kbps • Reality:
• Today’s servers and workstations communicate at speeds between 2 and 10 Mbps.• High-speed/Broadband Internet Access must be faster than the customer’s network
NEW DEFINITION: Faster than 10 Mbps!
©2000 e-xpedient/CAVU, Inc. All Rights Reserved.©2001 e-xpedient / CAVU, Inc. All Rights Reserved
Tenant Case Studies
Results of an Amenity Service
©2001 e-xpedient/CAVU, Inc. All Rights Reserved.
Case Study: Ohio Savings Bank• Situation:
• Customer complaints about speed of on-line banking services
• Painfully slow transfer rates from administrative and transactional systems
• Access bottlenecks
• Requirements:• Fast connectivity• Reliability• Immediate solution
• Results:• Service installed via Plug & Play • Customer complaints ceased • Real-time data access • Enhanced on-line banking applications
©2001 e-xpedient/CAVU, Inc. All Rights Reserved.
Case Study: The Intelligent Office• Situation:
• Virtual office of the future needed high-speed Internet connection
• 3 months for DSL would delay opening of business
• Cost and time for T-1 service prohibitive
• Requirements:• Always-on, always available• High-speed to provide competitive advantage• Service that can grow with their business
• Results:• Plug & Play instant service activation• Beats all other “executive office” suites• No need to wait or upgrade network equipment as business grows
©2001 e-xpedient/CAVU, Inc. All Rights Reserved.
Case Study: Nielsen Rating Company
• Situation: • Performs on-line surveys • Participation % directly related to
on-line survey speed• Low response rates due to slow
access speed
• Requirements:• Higher access speed• On-site hosting of surveys• 24 / 7 access for survey respondents
• Results:• Real-time proactive survey
customization • Conducting on-line surveys at more than
10 times previous response rate
©2001 e-xpedient/CAVU, Inc. All Rights Reserved.
Amenity Service for Property Managers
• Grubb & Ellis / Utah Realty • Conduct market and property research• Transmit proposals, aerial photos, development
packages
• Jones, Lang, LaSalle • Property differentiator• Lease transmittal (40 -50+ pages)
• GVA Business Properties Group• Email lease attachments & market reports• Improve productivity of researchers• Speed property marketing through emailing
©2001 e-xpedient/CAVU, Inc. All Rights Reserved.
Service Solution:
• The fastest Internet service available to business users – 100 Mbps Speed
• Reliability unmatched by any other service provider- Ring & Mesh configuration
• Affordable pricing plans for every size business- Packages beginning at $100
• Immediate service enrollment – Plug & Play- On-line activation
©2001 e-xpedient/CAVU, Inc. All Rights Reserved.
The Real Estate Industry says…
• Grubb and Ellis“e-xpedient’s service is a proven technology that offers the redundancy and security most companies today require. A building cannot afford to not have e-xpedient.”
• Jones Lang LaSalle“Our potential tenants are excited about the fact that the service is readily available and they do not have to wait a month or more to get it.”
• Cirque Property, LLC“I can’t emphasize how happy I am with the e-xpedient service…I encourage everyone to make the change as soon as possible.”
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