WING Cambodia. Ian watson

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1 WING Cambodia Ian watson

2 Wing : Mission statement Wing Mobile is the leading mobile payment provider in Cambodia. We pride ourselves as partners with our customers, employees and communities. We aim to become a regionally recognized brand, capitalising on the expanding Asian market for mobile services and thereby, allowing people to transact economically and easily whenever, wherever. Our goals are sustained growth, annual profitability and customer satisfaction

3 Wing Corporate Values The wing brand essence is the foundation of the company and communication of our values to both external and internal stakeholders is key and form the integral part of our business commitments. At all times, Wing will be: Open and honest Fair and trustworthy Connected to the community Local spirit with global confidence Fast and accessible Relevant

4 The implementation of a low-cost, accessible financial product provides benefits to lower income Cambodians Access to a risk-free savings vehicle, rather than informal savings methods Improvement in productivity through speed of money transfer Removes the poverty premium payable with money transfers Reduces risk of theft and increased security

5 The implementation of a low-cost, accessible financial product provides benefits to lower income Cambodians WING is delivering on its community goals with greater than 50% of customers un-banked 64% are below household income of $5k per annum 48% are from outside the capital 36% 64% 52% 48% Below $5K income Above $5k income Outside Phnom Penh In Phnom Penh

6 Deposit (at merchant) WING services WING Services. WING Services Withdrawal (at merchant) ATM Withdrawal Send Money to WING Send Money to Non-WING Balance Enquiry Phone Top Up Bill Payments Bulk Payments (e.g. Payroll)

7 WING Business Model Direct Sales. Customers are acquired through commission based agents: We have innovated so that customers can be acquired by commissioned-sales agents KYC, AML/CFT is applied retrospectively at the back office The National Bank of Cambodia, and ANZ Risk have approved this, given the low limits applied We reduce the time to activate a customer from days to minutes: We use un-personalised debit cards in pre-packed starter kits that work in ANZ Royal ATMs We activate using a mobile device that connects directly into the core system, allowing instantaneous activation We serve customers via a network of fee-based agents: Our reach is limited by only by the existing retail merchant network and mobile phone coverage Cost is not a considering factor as the only expense is merchandising and sales acquisition cost. Merchants use their own phones as the POS device

8 WCX Network As of 3 Mar Pilot 4 9 MWCX WCX 22 AMK Vision Fund TOTAL WCXS

9 WING success is driven through networks = greater access and coverage WING is now connected with all active operators in the Cambodian Market. This represents more than 70% of all users, and 00% of geographical coverage Population: 4.5 million Est. Addressable Subscribers: ~8 million Average ARPU: ~$3 Total Subscribers: ~5 million

10 Growth of WING Cambodia since launch Jan 09 WING has seen consistent growth in customers numbers since launch. Qtr on Qtr WING transaction numbers are growing

11 Growth opportunities for WING Cambodia MFI s Connection to MFI s for deposit management, loan disbursement, and loan collection Aid Disbursement Bank Connectivity Book Online/Pay Offline International Remittance Cambodia still relies on large disbursements of aid to supplement incomes or activities. WING is in discussions the likes of WFP, UNICEF and ILO to distribute payments nationally WING was designed to be able to have separate floats in separate institutions. The regulation in Cambodia allows for us to connect to more than one bank or MFI WING can be used to pay for items where you have booked online but have no method of payment eg bus tickets, delivery goods, deposits WING has been approached by companies where there are large Cambodian diaspora to be the receiver of international payments eg Malaysia, US, France

12 Key strategies MFI Utilize Wing as preferred partner for all MFI organizations in country Unique offerings and transaction platform for secure and safes deposit management, loan disbursement, and loan collection

13 AGENTS, OPERATORS AND PARTNERS: BUILDING THE ECOSYSTEM

14 What is WING? WING is a IT led mobile payments provider that enables customers, who are typically un-banked, to access financial services using their mobile phone. WING has built an ecosystem of sales agents, merchants and strategic partners to provide a suite of mobile payments services

15 WING Cash Xpress -Merchant Channel WING Cash Xpress Cash-In / Cash-Out 850 outlets, all 24 Provinces Grocery, Money Changer, Clinics, MNO Retail Training curriculum Product Knowledge, WING Policy, Sales Skill Financial Literacy and Business Management Monthly base payment for maintaining WING Liquidity and completing transactions Sales earnings are primary opportunity Transaction revenue is small Master WING Cash Xpress Act as hubs for smaller WING Cash Xpress Provide liquidity support

16 Financial Services Sector and WING

17 MFI roadmap with WINGtime

18 Partnership Wing has the largest distribution footprint in Cambodia Currently 850 WCX agents Jan 203 -over 250 WCX agents Supported by 8000 refresh agents Jan 203 over 0,000 Together more choice, more outlets and more relevance

19 What can wing do Deliver widest range of infrastructure in Cambodia to support MFI current and future business Utilization of wing /Refresh network to reduce ongoing operational costs Allow our partners to build long terms relationships with their customers, increasing customer lifecycle Increase awareness of financial literacy through wing distribution network, make customer aware and educate in respect to financial responsibility Deliver real time relevant feedback on awareness programs

20 What wing can do Develop bespoke IT back end reporting systems for MFI All systems developed are built here in Cambodia Delivering best in class modules for real time reporting across all elements of a MFI scope of operations Systems which are relevant, real time and allow MFI more time to engage with customers Deliver substantial costs savings across all elements of MFI IT and mobile infrastructure

21 Summary Businesses are built by people -unique businesses require really unique people Some aspects of ecosystem can not be built, until preconditions exist - in some ways it has to be organic Partners don t know where this is going -they need a map, a plan and sometimes a hand to hold. Sales agents and Merchants require a clear value proposition in order to be successful and engaged Engagement and attention from strategic partners is essential MNOs / MFIs / Technology Partners all have to have a stake in the success of the business and be able to see the clear benefits of their commitment. Wing are not an financial institution we are a third party processor

22 Whenever Wherever

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