Presentation on theme: "Sales Zone Effective 3/17/13 – 9/21/13"— Presentation transcript:
1 Sales Zone 1 2013 Effective 3/17/13 – 9/21/13 Going Green in 2013! We’ll show you how to ride the rainbow and drive your sales to reach your Pot Of Gold!
2 PROPRIETARY STATEMENT The information you are about to access is highly confidential and subject to restrictions under our Code of Conduct.By viewing these documents, you agree to use these materials for communication to employees only and not disclose them outside of Verizon.You also agree not to discuss the content of the material with anyone until after a public announcement has been made by Verizon.
3 Sales Zone 1 2013 Drive Revenue! SZ1 2013 Strategy: 1 2 3 4 Leverage a familiar zone structure to continue sales momentumUtilize the Promotional Offers to exceed revenue targetsLead with Speed - offer FiOS Quantum with every sales opportunityDrive Revenue!12Drive Revenue firstCustomer Experience last34
4 Promotional Offer Changes: Product Offer Changes: 1Drive Broadband75% of New FiOS Sales = QuantumHitting the Speed Mix Targets is ImportantLead with Speed on Every FiOS Sales OpportunityPromotional Offer Changes:FiOS Solutions Bundle:Price Increase for 15M & 50M:Varies by Area (Up to $5 Increase)Applies to all SZ Offers (15M/5M excluded for Tech Upgrades)New! FiOS Triple Play Promo:$10 off with 2 YR TermApplies to all SZ OffersVerizon VISA® Prepaid Card:Removed $200 New Customer AcquisitionContinued $200 for New Customers 4+ Lines TotalChanged $100 Broadband Completer to FiOS OnlyProduct Offer Changes:FiOS Quantum:$20 Price Reduction for 150M & 300M SpeedsFiOS TV:New! Select HD PackageAvailable with all SZ OffersHSI Static:Removed 10% Static Promo DiscountNew! 3M Static Product Speed – New HSI Customers Eligible OnlyStatic is $20 more than Dynamic in the Bundle
5 Add’l Static IP’s: Block of 5 ($20), 13 ($50) or 29 ($80) Drive Broadband3New! 3M Static HSI Speed:A reliable & affordableHigh Speed Internet connection.Gives your small business a direct connection to our central office that’s 100% yours, 100% of the time.Consistently experience a fast, reliable Internet connection – even at peak hours.For New HSI Customers2-YR & MTM Terms AvailableWith Bundles or StandaloneHSI Static Pricing DECREASE:Pricing reduced (see below chart)With Bundle & Standalone – All termsStatic is $20 more than Dynamic in Bundle5M pricing unchangedBusiness HSI StaticNew Speed!Up to 3M/768KUp to 5M/768KUp to7.1M/768K10M to 15M2-YR Bundle$56.99$63.99$79.99 (reduced $40)$ (reduced $40)MTM Bundle$73.99$87.99 (reduced $42)$95.99 (reduced $42)2-YR Standalone$62.99$79.99$ (reduced $50)$ (reduced $50)MTM Standalone$72.99$89.99$ (reduced $50)Add’l Static IP’s: Block of 5 ($20), 13 ($50) or 29 ($80)$20.00 More in the bundle versus Dynamic
6 Quantum / FiOS Bundle Changes: Quantum Speed Mix Targets: Drive Quantum Penetration2What ranks FiOS above our Competitors :Use these claims:Voted one of the fastest ISP’s in 2012 by PC Mag.comFIOS Internet and Phone, both with 99.9% network reliabilityUnparalleled Fiber Optic NetworkQuantum / FiOS Bundle Changes:Quantum Speed Mix Targets:Quantum:$20 decrease to150M & 300M SpeedsApplies to both Bundle & StandaloneApplies to all SZ OffersFiOS Bundle:Increase $5 MRC:15M: NY/CT CVC50M: NY/CT CVC, NJ CVC, MA & RI, DC, DE, MD, PA, VA, NJ Other & NY OtherIncrease $4 MRC:50M: in CA, FL & TXQuantum Speed MixSpeedMix TargetExternal D2DInternal D2DOTM15M25%48.7%11.1%48.2%50M50%33.5%46.1%42.5%75M20%14.8%31%4.9%We already stated that one of the reasons for the bundle increases was to stress quantum speeds. Increasing the price of the entry level speeds makes the quantum speeds a very reasonable upsell. When we reduce the price of the top speeds, that also enhances the quantum upsell ability.We're reducing the price of both 150M & 300M speeds by $20! That's for all regions, all customer types and it applies to standalone as well as bundles. The goal is to drive additional revenue with these higher speeds. it's better to have more customers at these speeds even if the rates are lower than to have no customers at these higher speeds.Results Through 2/23/13Important to Driving Revenue!
7 Lead with Quantum Speed Drive Quantum Penetration2Understand Your Customers…Start the Conversation with the Big 3 QuestionsDo More Business Per Second:Lead with Quantum SpeedOn Every New FiOS SalesOpportunity.75% of FiOS sales
8 MTM & 2 YR Standalone Rate Bring TV Sales into Focus3NEW! FiOS Triple Play Promotion:FiOS TV$10 off any FiOS TV package2-YR Term Bundle requiredPlus Bundle Discount on Select or Higher20% for 2-YR Term & 10% for MTMDazzling, dependable HD picture qualityUncompressed high definitionFor those who are looking for choice programming at a good value.Razor sharp picture quality100% digital news, entertainment, sports and moreNEW! Business Select HD Package:Designed for customers not interested in sportsNo Sports = No RSN FeePricing fits between Basic & Prime HDAvailable to Private & Public (no Tavern)103+ Total Channels (30+ HD)New Channel Line Up availableBusiness Customers have an additional choice of programmingExpand Market Penetration by addressing an untapped customer base priced out by more expensive packagesExcellent customer retention optionCompetitive offering in marketplaceProvides a package for customers not interested in sportsProgramming PackagesFiOS TV for BusinessViewing ArrangementMTM & 2 YR Standalone Rate2 YR BundleMTM BundleUltimate HDCommercial Private Only$89.99$72.00$81.00Extreme HDCommercial Private or Public$74.99$60.00$67.00Prime HD$64.99$52.00$58.00Select HD$49.99$40.00$45.00Basic PackageCommercial Private or Public and Tavern$19.99
9 Bring TV Sales into Focus 3DIRECTV Packages (Eff – ):Comercial Mas Ultra PackCommercial Entertainment PackBusiness ChoiceBusiness EntertainmentBusiness InformationPrivate ViewingPublic ViewingCC Auto-bill Pay Offer :A La Carte Packages:$10/12 Month Credit:Commercial Xtra PackCommercial Entertainment PackBusiness ChoiceBusiness EntertainmentBusiness Information$5/12 Month Credit:Commercial ChoiceCommercial Basic w/International Add-onNFL Sunday TicketNBA League PassMLB Extra InningsSonicTap (Music)International A La Carte Packages85% of bar and restaurant subscribers believe DIRECTV Programming creates a more lively atmosphere.**Based on an October 2011 national survey of businesses that expressed an opinion
10 Special Offers – Special Customers 4Special Offers – Special CustomersNEW! Broadband Line Up Offer:New Customer Offer Elements:MTM or 2-YR Term2nd Basic Line IncludedNo Activation FeesFree Wireless RouterWorry-Free Money Back Guarantee (BB Only)$ Line Visa Prepaid Card (2-YR Term ONLY)For Voice Only Customers with 3 Lines or Less with no local or long distance calling plan (ex. Freedom)Must add new Broadband Component for BundleOffer not available to customers who currently bill Lines TotalNo new lines required but customer can addEligible for $ Line Visa Prepaid Card if going from less than 3 lines to 4+ lines (2-YR Term Only)Non Bundle Access Line Offer:Voice Line + Calling PlanRateUnlimited Local, Toll & LD$54.99Unlimited Local & Toll$31.99Unlimited Local$27.99Not Available with Flat-rated Voice Service or Where Freedom is Not AvailableSee Exception List in vibe LiteNew Flat-Rated Structure in Most StatesCompetitively Priced Voice LinesFor Customers not willing to BundleMA Excluded (Basic, Enhanced & Premium Lines still in trial)Value Added Business Solution:50% MRC Credit for 6 Months on StandaloneNew Data Protection PAK OrNew VISS/VOBs PackageNew Websites – Gold Package or higher OrNew WebListing Standalone
12 2013 – SZ1 New Customer Acquisition Effective: 3/17/13 thru 9/21/13 FiOS SpeedNY/CT CVCNJ CVC, MA& RIDC, DE, MD, PA, VA Other: NJ, NY & TXCA, FL,& Dallas TX DMAOffer Notes15M/5M$69.99$89.99$99.99$105.99Increased $5 MonthlyIncreased $4 MonthlyDecreased $20 MonthlyNo Change from SZ350M/25M$79.99$104.99$114.99$119.9975M/35M$94.99$129.99$135.99150M/65M$164.99$189.99$199.99$205.99300M/65M$254.99$279.99$289.99$295.9935M/35M (HDNO)$120.99HSI Speed& NJ CVCMA, RI& NJ OtherDC, DE, MD, PA, TX, VA & NY OtherCA & FLBest Speed Available$59.99Lead WithOffer ElementsSZ1-2013SZ3-2012Term QualifierOne Basic Additional Line Credit (Values vary by state)MTM or 2-YRVoice NRCs Waived (Values vary by state)Internet Activation Fee Waived ($99.99 Value)Wireless Router Included ($ Value)Worry-Free 30-Day Money Back GuaranteeHSI Best Speed Available$200 Visa Reward Card – 4+ Total Lines (OTM & D2D)2-YR$10 Monthly Credit on FiOS TV – Triple PlayMTM Promo Rates = 2-YR Rate + $10NA10% HSI Static IP Discount$200 Verizon Visa – 2-YR VSB (AC & Online)Maintain credit values to support FiOS price change alignment$20 price decreases for 150/65 & 300/65 (implemented via FiOS price changes not promotional credit changes)Increase FiOS 15/5 Disrupt & 50/25 Disrupt and Acquire by $5; Increase 50/25 Maintain by $4Eliminate $200 Online & Alternate Channel Reward Card (potentially to be re-instated in May or July release)Enables “Last Chance” advertising for SZ3 OffersLaunch improved Triple Play Offers – Upgrade your Double Play to a FiOS Triple Play and save an additional $10 off any FiOS TV packageHSI Static promotion will be discontinued; HSI PLM adjusting standard price structureMaintain “2nd Line Included”Support Quantum Price changesNEW! FiOS TV “Triple Play” Promo creditNEW! FiOS TV Package- HD SelectReward Card parameter change
13 DC, DE, FL, MD, PA, TX, VA & NY Other 2013 – SZ1 Existing Customer Broadband Completer Effective: 3/17/13 thru 9/21/13FiOS SpeedNY/CT CVCDC, DE, MA, MD, NJ, PA, RI, VA,Other: NY & TXCA, FL,& Dallas TX DMAOffer Notes15M/5M$69.99$99.99$105.99Increased $5 MonthlyIncreased $4 MonthlyDecreased $20 MonthlyNo Change from SZ350M/25M$79.99$114.99$119.9975M/35M$94.99$129.99$135.99150M/65M$164.99$199.99$205.99300M/65M$254.99$289.99$295.9935M/35M (HDNO)$120.99HSI SpeedMA, RI& NJDC, DE, FL, MD, PA, TX, VA & NY OtherCABest Speed Available$59.99$89.99Lead WithBroadband Completer Offer ElementsSZ1-2013SZ3-2012Term QualifierInternet Activation Fee Charged ($99.99 )MTM or 2-YRWireless Router Included ($ Value)Worry-Free 30-Day Money Back Guarantee (Broadband)HSI Best Speed Available$100 Visa Reward Card – FiOS (OTM & D2D)2-YR$10 Monthly Credit on FiOS TV – Triple PlayMTM Promo Rates = 2-YR Rate + $10NA10% HSI Static IP Discount$100 Visa Reward Card – HSI (All Channels)
14 2013 – SZ1 HSI to FiOS Technology Upgrade Effective: 3/17/13 thru 9/21/13 Enables customers from a specific time period to migrate their promotional HSI Solutions Bundle to a promotional entry-level 15M/5M FiOS Solution Bundle with no increase in price.Offer Elements:Internet Activation Fee Waived ($99.99 Value)Wireless Router Included ($ Value)Worry-Free 30 Day Money Back Guarantee$10 Monthly Credit on FiOS TV- Triple Play (2 YR Term)Exceptions:CA customers who purchased a speed other than 3M during SZ when no BSA availableCustomers who migrated to a bundle in SZ when no Broadband Completer Offer was availableFiOS Solution Bundle speeds of 50M & higher match the FiOS Broadband Completer pricing.Lead With
15 DC, DE, FL, MD, PA, TX, VA & Other: NY 2013 – SZ1 HSI to FiOS Technology Upgrade Effective: 3/17/13 thru 9/21/13HSI Bundle Enrollment Date - Pre 2/5/12FiOS SpeedNY/CT CVCNJ CVCDC, DE, MA, MD, PA, RI, VAOther: NJ, NY & TXCA, FL &Dallas TX DMATo Be Migrated15M/5M*$59.99$84.99ADL UNL Lines $35HSI Bundle Enrollment Date - On 2/5/12 thru 6/16/2012 (SZ1 2012)Other: NJ, NY, & TXADL UNL Lines $50 w/$15 creditsHSI Bundle Enrollment Date - 6/17/12 thru 11/10/12 (SZ2 2012)NJ CVC, MA & RIDC, DE, FL, MD, PA, VACA &$89.99$99.99ADL Basic Line CreditsHSI Bundle Enrollment Date /11/12 thru 3/16/13 (SZ3 2012)MA, RIOther: NJDC, DE, FL, MD, PA, TX, VA & Other: NYCA15M/5M**$69.99HSI Bundle Enrollment Date - 3/17/13 (SZ1 2013)DC, DE, FL, MA, MD, NJ, PA, RI, VAOther: NY & TX$105.99KEY:15M/5M* Rates = MTM & 2-Year15M/5M** Rates = 2-Year OnlyNOTE:Quantum Prices Match Current FiOS BB Completer Rates (All Time Periods)
17 Test Your KnowledgeWhat is the new Triple Play offer for Sales Zone ?$10 credit$15 credit$0 creditIn SZ1 2013, how has the NBAL offer changed?It’s more confusing to price outWe offer a flat rate discounted price in most areasIt didn’t changeWhat is the name of our new FiOS TV Package?Basic HDSelect BasicSelect HDWhat Verizon VISA ® Rewards cards are available in SZ for Alternate Channels?New Customer 4+ lines ($200) & FiOS BB Completer ($100)HSI BB Completer ($200) and New Customer ($200)NoneHSI Static Bundle pricing is ______ more than dynamic and _____ is our new HSI Static Speed offering for New Customers.$10 & 5M$15 & 1M$20 & 3MABC