Apartment Association of Greater Philadelphia and Comcast Working Together. December 16, 2011

Transcription

1 Apartment Association of Greater Philadelphia and Comcast Working Together December 16,

2 Comcast Corporation A leading media, entertainment and communication company Operates cable systems throughout the US ( Develops, produces and distributes programming content Majority owner and manager of NBCUniversal Operates broadcast networks, TV station & production groups Owns and operates major motion picture company & theme parks Provides Video, high-speed internet and phone services Serves both residential and business customers 2

3 Sound, Advanced Engineering > Xfinity by Comcast An advanced platform with continuous product rollouts A leader in innovation as we continue to roll out the latest in features and functionality An operation that is focused on the customer and minimizing impact to customer services Customer focused metrics that keep our eyes on the road to continuous improvement 3

4 VIDEO Enhancements Note: Product Enhancement info on these slides are for presentation purposes only, not intended in this format as legal consumer claims, which would require disclaimers etc. Last 2 years More than Doubled Hi-Def Ch s to Over in City Added as many as 30 NEW International Networks South Asian, Italian, Chinese, Russian and many more Introduced new MultiLatino channels and packages bringing over 50 new Hispanic channels in last 24 months Launched 3D with ESPN 3D and Xfinity 3D as well as in DEMAND Pay-Per-View in HD FANtastic viewing experience for major UFC, WWE and Boxing events Added approximately 25 other channels in last 2 years Introduced 25,000 VOD choices past 12 months Featured over 150,000 online TV choices this year 4

5 INTERNET Enhancements XFINITY WiFi built 20,000 hotspots throughout the region 2010 Launched Extreme 105 Internet launched in PA systems 6/10 Increased Blast Internet speeds from 16Mbps/2Mbps to 20Mbps/4Mbps 10/10 Increased Performance Internet speeds from 12/2 to 15/2 and Blast from 20/4 to 25/4 in May 11 Launched Constant Guard in 2011 with Protection Suite & Identity Guard services no additional fee Redesigned & improved SmartZone to Xfinity Connect in Q2 11 Remote tune through XFINITY TV (online) launched Dec

6 APPS Enhancements for Smart Phones etc. (I-Phones, I-Pads, Andriods ) Mobile Added UCID for Apple devices Oct 2010 Launched for Android devices Dec 2010 Added online bill pay through app for Apple Dec 2010 Launched for Blackberry devices Aug 2011 TV Remote Tune Launched for Apple devices Nov 2010 Remote tune for Apple Dec 2010 Added Play Now feature for Apple May 2011 Sports Remote (Apple) Browse Sports programming & tune (+ DVR Function) Dec

7 NEW PRODUCTS! AnyRoom DVR launched in PA systems 8/4/10 XFINITY Signature Support launched across region 3/29/11 Readable voic available through Xfinity Connect Sept 2011 PHONE Enhancements Readable voic available through Xfinity Connect Sept 2011 Text messaging APP! Just Launched! 7

8 Technical Operations Get It Right The First Time Convenient Customer Service Keep Our Promises Courtesy and Respect 8

9 New Agreement Highlights 9 Deal Terms final contract language I s & T s Term: 5 years Up To $130 per Unit One Time Compensation Payment Three Product Marketing Compensation ( Revenue Share ) Requires Exclusive Marketing Rights for all-three Products Uninterrupted Revenue Stream into 2012 Pre-existing significant Comcast Xfinity video, internet and phone penetrations built on10+ years of partnership Revenue Share Retroactive for Q1, assuming contract signed by March 15 th, 2011 Alternate Version option delivering Video Exclusive Marketing Now, with Internet/Phone Exclusive Marketing at a Specific Date in the Future Business Class Service Discounts Available Courtesy Services Included

10 Marketing Support Compensation Schedules Proposed Video Scale Penetration % Rev Share % <=50% 0% 51%-55% 5% 56%-60% 7% 61%-65% 8% 66%-71% 9% >=72% 10% Proposed Data Scale Proposed Voice Scale Penetration % Rev Share % Penetration % Rev Share % <=24% 0% <=24% 0% 25%-35% 1% 25%-35% 3% 36%-45% 4% 36%-45% 4% 46%-55% 5% 46%-55% 5% 56%-75% 6% 56%-59% 6% >=76% 10% >=60% 10% Plus: Up To $130 Per Unit One Time Compensation Payment 10

11 Sample Revenue Share Comparisons: Old vs New Current AAGP Scale for Video Property Units New AAGP Scale - Video + Internet + Phone Property Units Video subs (%) 88% 67% 70% Video subs (%) 88% 67% 70% Video Gross Rev 11,490 26,537 51,682 Video Gross Rev $12,814 $22,458 $49,705 Video Payout $1,149 $2,388 $4,651 Video Payout $1,281 $2,021 $4,473 Internet subs (%) 41% 54% 59% Internet Gross Rev $3,943 $12,045 $28,079 Increased Video Revenue Stream NEW Internet Revenue Plan NEW Phone Revenue Plan Internet Payout $158 $482 $1,685 Phone subs (%) 33% 31% 27% Phone Gross Rev $2,341 $4,999 $9,935 Phone Payout $70 $150 $298 New Total Payout $1,509 $2,653 $6,456 11

12 Business Class Services AAGP Partner Program Deluxe or Premium Business Class Internet Plan Significant monthly savings for the 2 year term Deluxe = $160/month ($29.99 monthly savings) odelivers: 50 Mbps downstream & 10 Mbps upstream Premium = $85/month ($14.95 monthly savings) odelivers: 22 Mbps downstream & 5 Mbps upstream Add-on Business Class Phone at a $10 monthly savings Just $29.99/line/month for full featured phone lines including voic (minimum of 2 lines) Available to new Business Class Customers Only. 12

13 13 Improved Marketing Support Statements

14 Account Executives (AE) More About Your Comcast Partners Managed by Gary Kotzen, the AE group consists of over a dozen highly experienced Business Development specialists who work closely with owners,operators and managers of MDUs in the region to negotiate standard Broadband Service Agreements and Bulk contracts. Your initial point of contact within the company. Managed Property Representatives (MPR) Led by Suzanne Reina and Stacey Smith, the 100+ strong MPR team provides a professional Concierge service to all of our partners. They develop Property Profiles, work with your On-Site staff, provide Sales Collateral materials, pick up Equipment, plan Events, Escalate Service/Repair issues, and most importantly drive customer Growth & Revenues. Multi-Dwelling Unit (MDU) Support Yolette Szatkowski leads an extremely experienced group of customer support staff who help establish new Accounts, process Contract Renewals, populate important data in our DIRECT data base, implement Rate Increases, generate internal Reports, administer Revenue Share and Door Fee payments, and resolve Escalations from property managers. Multi-Media Management (M3) A professional partner firm that provides periodic assistance to Comcast to enable us to manage very large MDU related projects in a timely manner, improve our Data Base accuracy, provide Analysis, review and update Records. M3 will assist in the administration of the AAGP renewals across the region. 14

15 Account Executives-Your Initial Point of Contact AEs- work in designated geographic territories within the region Local Presence- AEs are professionals who live in your area Portfolios- the AE will handle all of your properties as SPOC Property Analysis- will provide important customer penetration data Contract Negotiations- empowered to speak on behalf of Comcast Customer Profile- gather info so we accurately establish account W9-seek required data so we can administer timely payments Technical Support- liaison with Technical Operations & Construction 15

16 MPRs- Welcome To Our Concierge Service! Constant Contact- MPRs are dedicated to your properties Onsite Staff- they are the primary POC for your team Sales Collateral- deliver and stock POP displays on your properties Event Planning- work with your team to implement promo Events DIRECT- gather info to update our MDU data base SFA- use handheld devices to immediately update our records Sales- establish new accounts and upgrade current customers Escalations- serve as another POC to resolve issues on property Revenue Assurance- your ticket to increased Revenue Share 16

17 Primary Functions of the MDU Support Team Administration- responsibility for day-to-day admin across region Bulk Customer Care- primary POC with Bulk Customer Care team Communications- development of effective internal/external comms ER Tickets-resolve Escalated Response tickets on behalf of team New Market- create a dynamic New Market Development process Reporting & Analysis- periodic reporting of trends within space Revenue Share- audit and improve current Revenue Share program MDU Support box 17

18 Primary Executive Level Support Team Chip Goodman Regional Vice President of Sales Freedom Region 3220 Tillman Drive, Suite 400 Bensalem, PA Office: Jim D. Venne Senior Director, Business Development Freedom Region 3220 Tillman Drive, Suite 400 Bensalem, PA Office: , Mobile: Yolette A. Szatkowski Regional MDU Support Manager Freedom Region 3220 Tillman Drive, Suite 400 Bensalem, PA Office: , Mobile: Gary R. Kotzen Regional Manager of Business Development Freedom Region 3 Moore Road Wallingford, PA Office: Gary_Kotzen@cable.comcast.com Suzanne Reina Regional Manager, MDU Sales & Support Freedom Region 3220 Tillman Drive, Suite 400 Bensalem, PA Office: , Mobile: Suzanne_Reina@cable.comcast.com Stacey Smith Regional Manager, Multi-Dwelling Sales & Support Freedom Region 3220 Tillman Drive, Suite 400 Bensalem, PA Office: , Mobile: Stacey_Smith2@cable.comcast.com 18