ZAAD Services Charging Proposal

Abdirahman Adam Shire

ZAAD Services Manager 1st Sept, 2012

OUTLINE

Fikrad Guud Oo Ku Saabsan Tariffs-ka MMT-ga Waa Kuwee Adeegyada Aan Charge-garayn karnaa? Soo-jeedinta Qaabka Tariffs-ka, Rates-ka & Odoros-ka Revenue-ga laga samayn karo

SIDEE LOO QIIMEEYAA KHIDMADDA ADEEGYADA MMT-GA?

Waxa la isla waafaqsan yahay in lagu saleeyo khidmadda MMT-ga ValuePricing Approach Marka la dajinayo khidmad waa in jawaab cad loo helaa Afarta suaalood ee sawirka hoose ku xusan:

QAABABKA KHIDMADAHA ADEEGYADA MMT-GA

Waa habka ugu fudud; Ma aha qiime macquul Competitive Price ku ah Low Value Transactionska;

Waa hab dakhli badan lagu samayn karo; Dakhli lagagama samayn karo lacagaha yar-yar Low Value Transactions-ka;

Waa hab dakhli badan lagu samayn karo; Waa hab Agents-ka; u fiican

Waa habka ugu adag.

Dakhli lagagama samayn karo lacagaha badan High Value Transactions-ka;

Ma jecla Agents-ku.

Ma aha qiime macquul Competitive Price ku ah High Value Transactionska.

Habka Tiered-ka Waxa Isticmaala Shirkadaha

TARIFF SHEETS-KA QAAR KAMID AH MMT SERVICES-KA

ACTIVITY PAY IN CASH SEND MONEY To Registered user

Transaction Tiers

CHARGES

Min.

Max.

Local

5,000 5,000 5,000 30,001 60,001 125,001 250,001 500,001

1,000,000 1,000,000 30,000 60,000 125,000 250,000 500,000 1,000,000 30,000 60,000 125,000 250,000 500,000 1,000,000 1,000,000

0 800 1,600 2,000 3,700 7,200 10,000 19,000 700 1,000 1,600 3,000 5,000 9,000 0

To Non-Registered/Mobile user (MTN or Local Network)

WITHDRAW 5,000 30,001 By Registered user 60,001 125,001 250,001 500,001 By Non-Registered/Mobile user (MTN or Local Network) PAYMENTS Goods & Services (pay bills for DStv, Water etc.) PURCHASES MTN Airtime 5,000 1,000,000 0 5,000 125,001 250,001 125,000 250,000 500,000 400 700 1,000 5,000

500,001

1,000,000

2,000

GOLIS SAHAL SERVICES CHARGING

May, 2011 ayay soo rogeen charges-ka; Waxay charge s-ka u sameeyeen si ay u dabooli karaan kharashaadka adeegga ay u galaan; Waxay charge gareeyaan (1) Send Money [P2P], (2) Merchant to Merchant

GOLIS SAHAL TARIFF SHEET

Customer Send Money (P2P), Merchant to Merchant (B2B) and Merchant to Customer (B2P) Min Max Rate 0.02 1 0.02 1.01 3 0.03 3.01 10 0.05 10.01 20 0.1 20.01 30 0.13 30.01 50 0.16 50.01 100 0.18 100.01 500 0.2 500.01 1000 0.17

[B2B], (3) Merchant to Customer [B2P];

Hoos u dhac kabadan 50% ayaa ku yimi isticmaalkii adeegga markii ay charges-ka soo rogeen; Koriin muuqdana muu samayn dakhliga (Revenue)-ga ay ka sameeyaan balse waa mid qunyar socod ah .

SAHAL SERVICES CHARGING

Waa habkii Tier transaction charging system; Maadaama uu ahaa mid faham-kiisu adag yahay way sii adkeeyeen markii ay farabadiyeen ranges-ka transactions-ka; Waxay ka ilaaliyeen fraud inuu yimaaddo markii ay isku mid ka dhigeen dhamaan saddexda nooc ee Send Money-ga ah P2P, B2B iyo B2P; waxay ka ilaaliyeen in Competitors-koodu jaanis ka helaan markii ay qiimaha u jabiyeen si xooggan.

WAA KUWEE ADEEGYADA AAN CHARGE GARAYN KARNAA?

ADEEGYADA ZAAD
No 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 Service Type Customer Deposit Customer Withdrawal Customer Send Money Hawala Sent By Customer Hawala Sent By Store Airtime Recharge Customer Bill Payment Merchant Withdrawal Merchant to Merchant Transfer EVC Agent Recharge Merchant to Customer Send Money Inter-Network Incoming Transfer Inter-Network Outgoing Transfer Bank Deposit Bank Withdrawal Data Recharge Inbound International Hawala Inbound Forwared International Hawala Outbound International Hawala Total Total Transactions Jan-June, 2012 736,792 405,935 28,054,721 2,702 3 10,068,197 6,237,019 19,597 110,945 102,769 1,143,884 102,505 67,943 16,513 32,205 53,638 1,874 537 52 47,157,831 % 1.56% 0.86% 59.49% 0.01% 0.00% 21.35% 13.23% 0.04% 0.24% 0.22% 2.43% 0.22% 0.14% 0.04% 0.07% 0.11% 0.00% 0.00% 0.00% 100 %

ADEEGYADA HADDA CHARGE-KA LEH

No 1 2 3 4 5 Service Type Customer Withdrawal Hawala Sent By Customer Hawala Sent By Store Inter-Network Outgoing Transfer Outbound International Hawala Total Transactions Jan-June, 2012 405,935 2,702 3 67,943 52 % 0.86% 0.01% 0.00% 0.14% 0.00%

Adeegyada shanta ah ee sare ku xusan waa kuwa hadda charge-ka leh, waxaanay ka yihiin guud ahaan transactions-kii dhacay Jan-June, 2012 nisbad aan ka badnayn 1.22% . Waxa sidoo kale jira adeegyada: a) In-bound & Inbound Forwarded International Hawala b) Inter-Network incoming Transfers oo Partners-keenu charge gareeyaan inaguna aynu commission ku leenahay. N.B: Commissions-ka Inter-Network incoming-ku waa 50% halka In-bound International Hawala Taaj Express uu yahay 50% , Tawakal Express-na uu yahay 20%

ADEEGYADA HADDA LEH CHARGES-KA, RATES-KOODA & COMMISSIONS-KA KA BAXA

Customer Withdrawal Chagres MinAmount MaxAmount Rate Commission Rate 0 50 0.2 0.16 50 100 0.35 0.28 100 200 0.4 0.32 200 300 0.5 0.40 300 500 1 0.80 500 700 1.5 1.20 700 1000 1.75 1.40 1000 1500 2 1.60 1500 2000 2.5 2.00 Hawala Send By Store MinAmount MaxAmount Rate Commission Rate 0 50 0.4 0.16 50 100 0.7 0.28 100 200 0.9 0.32 200 300 1.5 0.40 300 500 2.25 0.80 500 700 3 1.20 700 1000 3.5 1.40 1000 1500 4.25 1.60 1500 10000 5 2.00 Hawala Send By Customer MinAmount MaxAmount Rate Commission Rate 0 50 0.4 0.16 50 100 0.7 0.28 100 200 0.9 0.32 200 300 1.5 0.40 300 500 2.25 0.80 500 700 3 1.20 700 1000 3.5 1.40 1000 1500 4.25 1.60 1500 2000 5 2.00 Inter-Network Outgoing Transfer MaxAmount Rate Commission Rate 0 1 0.1 50% 1 10 0.2 50% 10 20 0.25 50% 20 30 0.3 50% 30 50 0.4 50% 50 100 0.5 50% 100 1000 0.5 50% 1000 2000 6 50% 2000 5000 8 50% 5000 10000 10 50%

MinAmount

Out-bound International Hawala waxay leedahay charge ku base garaysan wadan, Commissions-ka Partners-ku inaga qaadaan waa sidan: -Taaj Express: 50% - Tawakal Express: Unknown

ADEEGYADA AAN WAXBA LA CHARGE GARAYN & SOO JEEDINTA KUWA LA CHARGE GARAYN KARO
Adeegyadani waxay isugu jiraan saddex qaybood oo kala ah: 1. Adeegyo aanay suurta gal ahayn in wax la charge gayeero marnaba oo ka ah transactions-ka 23%, waana kuwan: a) Customer Deposit b) Airtime Recharge c) EVC Agent Recharge d) Data Recharge e) Bank Deposit Adeegyo mustaqbalka laga fakari karo charge-kooda oo ka ah transactions-ka 13%, waana: a) Bill Payment b) Merchant Withdrawal
N o 1 2 3 4 5 6 7 8 9 10 11

Service Type Customer Deposit Customer Send Money Airtime Recharge Customer Bill Payment Merchant to Merchant Transfer EVC Agent Recharge Merchant to Customer Send Money Bank Deposit Bank Withdrawal Data Recharge Merchant Withdrawal Total

Total Transactions Jan-June, 2012 736,792 28,054,721 10,068,197 6,237,019 110,945 102,769 1,143,884 16,513 32,205 53,638 19,597
46,576,280

% 1.56% 59.49% 21.35% 13.23% 0.24% 0.22% 2.43% 0.04% 0.07% 0.11% 0.04% 98.78%

2.

N.B:Shirkadaha Mobile Money-ga bixiya qaarkood Bill-Paymentka Utility Agents-ka & TVyada ayay Charge ka qaadaan.

ADEEGYADA LA CHARGE GARAYN KARO

No 1 3 4 5 Service Type Customer Send Money Merchant to Merchant Transfer Merchant to Customer Send Money Bank Withdrawal Total Total Transactions Jan-June, 2012 28,054,721 110,945 1,143,884 32,205
29,341,755

% 59.49% 0.24% 2.43% 0.07%

62%

Fiiro-gaar ah: 1) Waxa feker dheer u baahan saamaynta ay isku yeelan doonaan Transaction Limit-ka iyo Charge-ku. 2) Waxa jira adeegyo ay baahi u qabaan macaamiisha Inter-Network gu, charge-na laga dhigo karo balse aynaa hadda lahayn waana: a) Inter-Network Bill Payment b) Inter-Network Merchant to Merchant

c) Inter-Network Merchant to Customer 3) Adeegyda Send Money waxa kamid ah asbaabaha loo adeegsado: a) Payroll Payment b) Bulk Payment Waxa muhiim ah in charges-kooda tix galin gaar ah loo sameeyo isla markaana TranType gaar ah ay noqdaan.

SOO JEEDINTA QAABKA TARIFFS-KA, RATES-KA LA CHARGE GARAYN KARO IYO ODOROSKA REVENUE-GA LA FILI KARO

ABLA-ABLAYNTA TRANSACTIONS-KII AHAA EE JULY, 2012

Macaamiisheenu ZAAD waxay u isticmaalaan lacagaha yaryar taas waxa muujinaya shaxdan oo si muuqata u cadaysay in 76% transactionskii dhacay July, 2012 ay yihiin lacago u dhaxeeye $ 0.1 - $ 10 halka 16% ka hadhayna ay yihiin $ 10.1 $ 2,000.
No 1 2 3 4 5 6 7 8
47%

P2P,

B2B

&

B2P

P2P, B2B Iyo B2P Range ($) # Trans 1,563,985 0.1 - 1 2,563,694 1.1 - 10 466,007 10.1 - 20 189,494 20.1 - 30 233,114 30.1 50 198,195 50.1 100 199,534 100.1 1000 40,263 1000.1 - 2000

% 29% 47% 9% 3% 4% 4% 4% 1%

29%

9% 3% 0.1 - 1 4% 4% 4% 1% 1000.1 2000

1.1 - 10 10.1 - 20 20.1 - 30 30.1 50 50.1 100 100.1 1000

ABLA-ABLAYNTA TRANSACTIONS-KII BANK WITHDRWALKA AHAA EE JULY, 2012

No 1 2 3 4 5 6 7 8 9
22% 19% 16%

BANK WITHDRAWAL TRANSACTIONS Range ($) # Trans 0.1 - 1 0 1.1 - 10 0 10.1 - 20 1184 20.1 - 30 496 30.1 50 854 50.1 100 938 100.1 1000 1000.1 - 2000 <2000.1
1671 83 57

%
0% 0% 22% 9% 16% 18% 32% 2% 1%

11%
8% 2%

10% 5% 6%

0.1 - 1

1.1 - 10

10.1 - 20

20.1 - 30

30.1 50

50.1 100

100.1 1000 1000.1 - 2000

< 2000.1

HABABKA CHARGING-KA EE SYSTEM-KEENU LEEYAHAY?

A) Hababka Charging-ka/ Location
Intra-City Inter-City Inter-Network Intra-Zone Inter-Zone Hababka sare dhamaan waa ka suurta gal system-keena, balse waxa shaqeeyaa kaliya waa Inter-Network. Dhamaan macaamiisheenu transaction-ada ay sameeyaan ee aan ahayn Inter-Network-gu kuma xadidna location. Waa Ranges-ka hadda system-keena ku diyaarsan; Ranges-ku way fara badan yihiin, waxaanay sababi karaan faham yaraan; System-ku waxa uu u diyaarsan yahay qaababka Tiered & Percentage Model labadaba;

B) Hababka Charging-ka/ Ranges & Structuring Models

MinAmount 0 50 100 200 300 500 700 1000 1500 MaxAmount 50 100 200 300 500 700 1000 1500 2000 Rate 0 0 0 0 0 0 0 0 0 IsRatePercent 0 0 0 0 0 0 0 0 0

TARIFFS / COMMISSIONS SHEET (SOO JEEDIN)

Charge Rates-ka services-ka hadda charges-ka leh iyo commissions-ka la xidhiidha sidooda haloo daayo. Services-ka P2P, B2B iyo B2P ee aan hadda soo jeedinayno rates-koodu waa inay isku mid noqdaan si fraud iyo xeeladaysi looga badbaado. Charges Rates-ka & Ranges-ka aan soo jeedinaynaa waa sidan:
Tiered P2P, B2B & B2P Fee Structure No 1 2 3 4 5 6 7 8 Range ($) 0.1 - 1 1.1 - 10 10.1 - 20 20.1 - 30 30.1 50 50.1 100 100.1 1000 1000.1 - 2000 Tiered Bank Withdrawal Fee Structure No Range ($) Rates
0.10 0.15 0.20 0.35 0.50

Rates (USD/S.SH)
0.04/260 0.07/455 0.14/910 0.2/1300 0.25/1625 0.30/1950 0.35/2275 0.40/2600

Comm
50% 50% 50% 50% 50%

1 2 3 4
5

10.1 - 50 50.1 100 100.1 1000 1000.1 - 2000

<2000.1

SAADAASHA DAKHLIGA (PROPOSED CHARGES):

No

P2P, B2B Iyo B2P # Trans Range ($) July, 12

Expected Revenue With Reduction of

Rate 0% 30% 50% 60%

1 2 3 4 5 6 7 8

0.1 - 1 1,563,985 1.1 - 10 2,563,694 10.1 - 20 466,007 20.1 - 30 189,494 30.1 50 233,114 50.1 100 198,195 100.1 1000 199,534 1000.1 - 2000 40,263 Total Expected Revenue
Bank Withdrawal # Trans Range ($) July, 12

0.04 0.07 0.14 0.2 0.25 0.3 0.35 0.4

62,559 179,459 65,241 37,899 58,279 59,459 69,837 16,105 $ 548,837

43,792 125,621 45,669 26,529 40,795 41,621 48,886 11,274 $ 384,186

31,280 89,729 32,620 18,949 29,139 29,729 34,918 8,053 $ 274,418

25,024 71,783 26,096 15,160 23,311 23,783 27,935 6,442 $ 219,535

Expected Revenue With Reduction of Rate 0% 30% 50% 60%

No

1 2 3 4 5

10.1 - 50 2,534 50.1 100 938 100.1 1000 1,671 1000.1 - 2000 83 < 2000.1 57 Total Expected Revenue

0.10 0.15 0.20 0.35 0.50

253 141 334 29 29 $ 786

177 98 234 20 20 $ 550

127 70 167 15 14 $ 393

101 56 134 12 11 $ 314

ZAAD SERVICES PROJECTED INCOME STATEMENT FROM APRIL, 09 - 31ST JULY, 2012
Revenue Direct Revenue: Inter-Network Incoming Revenue Hormuud Golis Total Inter-Network Incoming Rev. Inter-Network Outgoing Revenue Hormuud Golis Total Inter-Network Outgoing Rev. In-bound -ZAAD- International Revenue Qaran Tawakal Taaj Express Total In-bound ZAAD Revenue In-bound -NonZAAD- International Revenue Qaran Tawakal Taaj Express Total In-bound -Non-ZAAD Revenue Withdrawal Revenue Hawala Revenue Total Direct Revenue InDirect Revenue ZAAD Airtime Recharges Customer Retention Total Indirect Revenue sales Expenses Withdrawal Commissions Hawala Commissions Salaam Transaction Fee Expense Total Sales Expenses Gross Income

7,424.01 59,574.40 66,998.41 6,212.14 49,936.32 56,148.46 34,232.29 156.40 281.59 34,670.28 681.71 19.36 15.14 716.21 20,684.55 9,426.68 188,644.59 3,430,862.67 3,430,862.67 16781.45 1144.4 11740.4 29,666.25 3,589,841.01

ZAAD SERVICES PROJECTED INCOME STATEMENT AS OF 31ST JULY, 2012

Revenue Direct Revenue: Inter-Network Incoming Revenue Hormuud Golis Total Inter-Network Incoming Rev. Inter-Network Outgoing Revenue Hormuud Golis Total Inter-Network Outgoing Rev. In-bound -ZAAD- International Revenue Qaran Tawakal Taaj Express Total In-bound ZAAD Revenue In-bound -NonZAAD- International Revenue Qaran Tawakal Taaj Express Total In-bound Non-ZAAD Revenue P2P, B2B & B2P Revenue Withdrawal Revenue Hawala Revenue Total Direct Revenue InDirect Revenue ZAAD Airtime Recharges Customer Retention Total Indirect Revenue sales Expenses Withdrawal Commissions Hawala Commissions Salaam Transaction Fee Expense Total Sales Expenses Gross Income

4,850.54
4,850.54 3,366.95 3,366.95 189.98 189.98 10.92 10.92 274,418.00 234.80 167.30 283,238.49 183,650.01 183,650.01 187.84 8.43 816.04 1,012.31 465,876.19

ARIMO MUHIIMAD U LEH HIRGALINTA CHARGES-KA IYO HORUMARINTA ADEEGGA

Hirgalinta Agents External ah

ABLA-ABLAYNTA TRANSACTIONS-KII WITHDRWALS-KA AHAA EE JULY, 2012

Macaamiishu lacagaha ay ku sameeyaan withdrawalku waa lacago yaryar.
Withdrawal transactionska $ 0.1 - $100 ahi waxay ka yihiin 69% Hadii la hirgaliyo Agents External ah waxa culays badani ka dhici karaa xarumaha shirkadda waxaana abuurmi kara Eco-System laga wada faaiidaysto.

No

1 2 3 4 5 6 7 8 9

Customer & Merchant Withdrawal Range ($) Customer Merchant Total 0.1 - 1 1,897 13 1,910 1.1 - 10 17,353 233 17,586 10.1 - 20 12,073 346 12,419 20.1 - 30 6,332 178 6,510 30.1 50 8,488 300 8,788 50.1 100 7,220 265 7,485 100.1 1000 14,199 968 15,167 1000.1 - 2000 3,207 380 3,587 < 2000.1 4,097 843 4,940
Total

% 2% 22% 16% 8% 11% 10% 19% 5% 6%

78,392 100%

Thank You