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Movilway
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Mobile Money Global Conference & Expo
Intercontinental Hotel, Dubai
November 1-2, 2011
Emerging Markets
• Regulations• Taxes• Banking
Institutions• FX • Habits & Customs
Emerging Markets Pose Unique Challenges
• Low Transaction Volume• Unbanked Population• Limited Access to
Technology• Cash Society• Security• Infrastructure
Several Countries
All countries are different but share similar issues for M-Money/M-Payments
MNOs
Agent Networks Link Users And M-Money Providers
TECHNOLOGY – TELECOM INFRASTRUCTURE
MNO’s
BANKS
UTILITIESAGENT NETWORK
REGULATORS
Agents Face Certain Limitations To Be Solved By Distributors
Big Cash Collection Effort
Training for Agent Employees
New Products
Limited Working Capital
Large Disbursed Sales Force
Low Margin Products
Small Transaction Amounts
Lack of Technology At Point of Sale
An efficient and large agent network requires a large capital investment and commitment to address all challenges
To Be Effective In M-payment/ M-money - You Need Agents
Movilway decided to leverage Air time top up to build a network
Movilway’s distribution network will reach 14 countries and 325,000 POS in 2012
• Active in 10 Countries
• 68K active POS growing 15% monthly
• 350 employees
• 650,000 transactions daily
• Largest distributor of electronic top-up in LATAM
• Operational since April 2010
• Proprietary POS
• Leading technology platform
El SalvadorCosta Rica
Venezuela
Colombia
Brazil
Uruguay
Argentina
Chile
Peru
Ecuador
Panama
Nicaragua
Guatemala
Mexico
USA
Dominican Republic Pto. Rico
Regional super agent offers several advantages
• Economies of scale (Technology/POS)
• Strong balance sheet CREDIT LINES
• Regional deals with multinationals• Cash Collection
• Agnostic M-Mobile Distribution
• Regional Deployment
• Create a franchise model for agents and distributors to
increase reach by providing best practices adapted to
local countries
• Strong player able to work with any bank
• High level standards and team capable to meet
supervisory standards & work with regulators
Movilway Strategy
Build an electronic payment network targeted to the unbanked populationAgent by Agent- Distributor by Distributor
PHASE 1
• Air Time Top Up
Develop Agent Network Deploy Technology Implement Collection
Process
PHASE 2
More Products:• Utilities• Lotteries• Electronic PINS
More Services:• Microfinance• Insurance• B2B
Increase Agents Revenue Enhance Agents Loyalty Optimize Agents Reach
PHASE 3
Cross Border Services:• M-Wallets• Int. Remittances• Cross Border
Payments
Build Agent-Customer relationship
Adapt to international regulations
So how we address these issues…
Agent Support Is Essential
Agents need to be supported by a reliable Back Office, Call Center and a Strong Collection Work Force
Loyal / Profitable / Motivated
AGENT
OFFERING MORE SERVICES AND PRODUCTS
• Train Agents• Technology Update
• Cash Collection
Work Force
• Process Request• Reconciliations• Commissions
Back Office
• Service Agents• Additional Training
• Trouble Shooting
Call Center
Technology Has To Be Available And Easy To Use
Technology at the point of sale is a key enabler of Mobile Money • Low Cost• Mobile• Reliable• Secure• Adjustable
Monitoring
• Reports• Customized
Interface• Alerts
Low Cost POS
Plus Multi-Access Points•Web•Cell•IVR•SMS
Support Platform“State of Art”
• UTIBA• NAP
Working Capital
ELECTRONIC PAYMENT PRODUCTS
Generate foot traffic and high levels of revenue
But they have low margins and agents
prepay these products as often as they can not to tie up
liquidity
This leads to:•Increase Collection Costs•Out of stock inventory•Difficulty to Expand Products
THE SOLUTION: Finance the Agent
Microfinance Institutions Banks
Agent
-generation
Welcome to the
Sample Solutions- UNIVERSITY
Developed and implemented a close payment loop in a university
Students are able to: • Pay Merchants• Cash In/Cash Out• P2P• Prepay Air Time and Other Utilities• Taxis/ParkingPlanned: Remittance/Mobile Money Transfer
Acquire merchants / Acquire students / Acquire services
- Wallet
Conclusion
• Agents are key for any M- Wallet initiative, a well positioned
Distributor will enable the introduction of a solution
• Movilway has implemented one of the largest Agent
Distribution networks in LATAM, that is agnostic to any
electronic payment product
• Multiple providers and partners are required, for products,
financing, regulation, technology and distribution.
• We believe in a partnership!
THANK YOU
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