gaining customers without sacrificing profitability to building owners and managers

©2000 e-xpedient/CAVU, Inc. All Rights Reserved.©2001 e-xpedient / CAVU, Inc. All Rights Reserved

Gaining Customers Without Sacrificing

Profitability to Building Owners and Managers

Brian J. AndrewPresident & CEO

e-xpedient / CAVU, Inc.

©2001 e-xpedient/CAVU, Inc. All Rights Reserved.

Today’s Carrier Situation

• Lots of promises: Little to no delivery

• Equipment’s installed, but no one’s home

• Warrants & Revenue Sharing doesn’t pay when the carrier is out of business

SOLUTION:

Be different – be seen as an amenity to a building!


Be an AmenityStandard Carrier Approach:

•Traditional Wireline Carriers (CLECs, BLECs) Demand same treatment as incumbent

• Offer same services as incumbent for lower price• Fiber or reseller based

•Requires high dollar volume per building to actually light fiber

• Traditional Wireless Carriers (CLECs)• Offer same services as incumbent for lower price

(reselling of incumbent)

RESULT:“Me too” Services - Little to no value for building/tenants


Criteria to be Classified as an Amenity Carrier• Offer substantial improvements

over incumbent service- Speed of connectivity- Reliability of Service- Quick installation- Enhanced customer service- Ease of use

• Provide affordable service for every size tenant (S, M, L, XL)

• Compensate for space requirements

BOTTOM LINE?Amenity carriers must deliver attractive value proposition to tenants, owners, and managers


The Need for Speed“In Manhattan, high speed Internet Access now ranks at the top of the list of marketing features for new space - ahead of air conditioning and concierge services.”

– Property Futures Magazine

What is “high speed” or “Broadband” Internet Access?

• Old Definition: Transmission speeds in excess of 500 Kbps • Reality:

• Today’s servers and workstations communicate at speeds between 2 and 10 Mbps.• High-speed/Broadband Internet Access must be faster than the customer’s network

NEW DEFINITION: Faster than 10 Mbps!

©2000 e-xpedient/CAVU, Inc. All Rights Reserved.©2001 e-xpedient / CAVU, Inc. All Rights Reserved

Tenant Case Studies

Results of an Amenity Service


Case Study: Ohio Savings Bank• Situation:

• Customer complaints about speed of on-line banking services

• Painfully slow transfer rates from administrative and transactional systems

• Access bottlenecks

• Requirements:• Fast connectivity• Reliability• Immediate solution

• Results:• Service installed via Plug & Play • Customer complaints ceased • Real-time data access • Enhanced on-line banking applications


Case Study: The Intelligent Office• Situation:

• Virtual office of the future needed high-speed Internet connection

• 3 months for DSL would delay opening of business

• Cost and time for T-1 service prohibitive

• Requirements:• Always-on, always available• High-speed to provide competitive advantage• Service that can grow with their business

• Results:• Plug & Play instant service activation• Beats all other “executive office” suites• No need to wait or upgrade network equipment as business grows


Case Study: Nielsen Rating Company

• Situation: • Performs on-line surveys • Participation % directly related to

on-line survey speed• Low response rates due to slow

access speed

• Requirements:• Higher access speed• On-site hosting of surveys• 24 / 7 access for survey respondents

• Results:• Real-time proactive survey

customization • Conducting on-line surveys at more than

10 times previous response rate


Amenity Service for Property Managers

• Grubb & Ellis / Utah Realty • Conduct market and property research• Transmit proposals, aerial photos, development

packages

• Jones, Lang, LaSalle • Property differentiator• Lease transmittal (40 -50+ pages)

• GVA Business Properties Group• Email lease attachments & market reports• Improve productivity of researchers• Speed property marketing through emailing


Service Solution:

• The fastest Internet service available to business users – 100 Mbps Speed

• Reliability unmatched by any other service provider- Ring & Mesh configuration

• Affordable pricing plans for every size business- Packages beginning at $100

• Immediate service enrollment – Plug & Play- On-line activation


The Real Estate Industry says…

• Grubb and Ellis“e-xpedient’s service is a proven technology that offers the redundancy and security most companies today require. A building cannot afford to not have e-xpedient.”

• Jones Lang LaSalle“Our potential tenants are excited about the fact that the service is readily available and they do not have to wait a month or more to get it.”

• Cirque Property, LLC“I can’t emphasize how happy I am with the e-xpedient service…I encourage everyone to make the change as soon as possible.”

gaining customers without sacrificing profitability to building owners and managers

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