Revision A How to introduce and sell ChatCards Jan M. Jørgensen FURUNO BROADBAND SERVICE CENTER xxxx

Revision A

How to introduce and sell ChatCards

Jan M. JørgensenFURUNO BROADBAND SERVICE CENTER

FURUNOBROADBANDSERVICE CENTERHammerholmen44-48, 2650Hvidovre, DenmarkPhone:+4569960800 Fax:+4569960801Email: [email protected]

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Revision A Jan M. Jørgensen (FBS)

Agenda

• What is ChatCard?• Why ChatCards?

– Benefits for Crew– Benefits for Ship Management– Benefits for the dealer

• How to introduce the product to the market– FBS Deliverables

• Pricing and Commisions• Processes

– How to order new ChatCards– Reload


ChatCards from FBS• Prepaid Internet Access on FleetBroadband for

Maritime Crews– FBS ChatCard is an easy, affordable solution for companies to

give their crews a convenient way to stay in touch with family and friends while at sea.

– ChatCard can be used by crew for calling home, email, SMS and now with ChatCard Data, can be used for Internet access, such as instant messaging and web browsing on a FleetBroadband terminal.

– With ChatCard Data, all crew Internet access costs are separate from the vessel’s operational communication costs, with usage deducted from the crewmember’s prepaid ChatCard.


FBS Airtime Services• Only electronic ChatCards will be introduced by FBS

– Eliminates shipping costs and potential delaysin delivery, if ship on sea

– No stock of physical cards

• eChatCards provide:– One Card for all Inmarsat Voice Services– Prepaid call, SMS and Internet Access

• Last using the ChatCard Data feature– Only successful calls are charged – eChatCards can be reloaded and available in any denomination

from 50 up to 5.000 units– 250, 500 and 750 units equal to:

• 25, 50 and 75 minutes respectively when calls are placed during Family Time discount hours, 6:00 pm to 6:00 am weekdays and all weekend

• or 1.8, 3.6 and 5.7 Mbytes of Internet Access– Use for any mix of voice and Internet access– No per-call connect fee so you pay only for actual talk time

FURUNOBROADBANDSERVICE CENTERHammerholmen44-48, 2650Hvidovre, DenmarkPhone:+4569960800 Fax:+4569960801Email: [email protected]

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Benefits for Crew Members

• One single pre-paid card for voice calls, email, SMS and Internet access on FleetBroadband

• Discounted voice rates during extended Family Time calling hours for B, M, Mini-M and Fleet 33/55/77

• Flat global rate per service

• Pay for talk time only, no hidden fees


Benefits for Management

• Full separation of business and crew communication costs

• Simplified accounting and administration– Due to the self-reload service via myChatCardTM

– Dealer can buy via FBS service directly one one account

• Reduced risk to valuable equipment from changing of SIM cards

• Improve crew morale – critical in recruiting and retaining skilled personnel

• Cost savings and convenience with eChatCards delivered via PDF, Excel spreadsheet or text file, eliminating shipping charges and delivery delays


Benefits for the Selling Partner

• Installation of HW is typically already done– It is a matter of selling airtime once

• Once sold the business runs itself– Steady stream of revenue– As crew keeps reloading and/or buying new

• Demo cards available at request to FBS– Request demo to FBS via email through distributor

• High opportunity for revenue– 12-15% of calls are generated as (e)ChatCards

• Billing/commission handled by FBS– Via dealer’s distributor


Units are per Minute:(unless otherwise indicated)

From Regular Family Time

1

Inmarsat mini-M and Fleet 16 10

Inmarsat-B and Inmarsat-M 24 10

FleetBroadband 10 10

Iridium and MSat / MSV 12 12

AmosConnect Crew, per 30 messages 200 200

Internet access, per 50 Kbytes, FleetBroadband

7 7

1Family Time: 6:00 pm to 6:00 am weekdays and all weekend

Minimum call duration 30 seconds and calls are calculated in incremental steps of 15 seconds.

Rates


From Regular Family TimeFleetBroadband 10 10

Internet access, per 50 Kbytes, FBB 7 7

Price examples of eChatCard(0.11 USD) versus FBS May price list:

End-user price (to distributor)

Voice rates, comparing pricesUSD/min Standard plan FB25MB FB50MB FB75MB Entry Mid High eChatCardVoice to fixed $1,39 $1,33 $1,22 $1,18 $0,98 $0,95 $0,59 $1,10Voice to Cellular $1,76 $1,56 $1,56 $1,56 $1,24 $1,21 $0,74 $1,10FBB to FBB $1,39 $1,33 $1,22 $1,18 $0,98 $0,95 $0,59 $1,10

Standard IP/MB $12,54 $12,00 $11,00 $10,65 $8,84 $8,57 $5,37 $15,28

Rates in FBB-Money!


Making Calls and SMS

1. On the handset dial 64# or 75#• Note there is no difference in these two codes• Some terminals may be restricted to one or the other).

2. When prompted by the system, enter your 11-digit ChatCard number followed by the # key

3. The number of units remaining on your card will be announced and you will be prompted to press 9 to place a call

4. When prompted by the system, dial the full international telephone number, starting with the country code (do not dial “00”)

5. Country code (without the 00)> Area code (without the 0)> Subscriber number> #

• Example: For calls to London call 44> 20> subscription number, followed by #

6. The total potential number of minutes available for that call will be announced

7. When you have completed your call, simply hang up. Call units used will automatically be deducted from your card. During a call, a notification will sound at 60 seconds and 30 seconds before you run out of credit


Getting ChatCardTM Data

Requires:1. A FleetBroadband (FBB) terminal

– Not vendor specific2. Terminal must be configured correctly for use

with ChatCard Data, which involves configuring password protection for access to the ChatCard Data service (see below)

3. ChatCard number and PIN code with a minimum amount of 50 ChatCard Units

4. PC connected to the FBB terminal with internet browsing software


Using ChatCardTM Data

1. Configure access from the crew PC using LaunchPad 1.4.8 and open connection via browser

• At log-in user will be prompted for current account

2. Optimize internet access by installingNet Accelerator feature in the browser

• Reduces data up to 80% See factsheet

3. Browser in the crew PC is automaticallyre-directed to a default website with listof mini and data lite sites


Accessing myChatCardTM

Log-in requires ChatCardID and 4 ciffer PIN code

Once logged-in crewcan at any time check- Current status- Reload more units- Buy new cards

Dealer can always get cards or reload them viaFBS: [email protected]

https://www.xantic.net/application/cconline5/mychatcard/default.aspx


Registration Form

Presentation for distributorand dealer/end-user

How to set-up aFELCOM 250/500

FactSheet

Deliverables

Documents

Revision A How to introduce and sell ChatCards Jan M. Jørgensen FURUNO BROADBAND SERVICE CENTER xxxx