1. David McMahon Chief Executive Officer

2. Fone Zone –95 Retail Stores –60 Business Accounts Managers –Australia’s First Mobile Shop in Shopping Centre –Telstra National Dealer of the Year –Best Mobile Phone Retailer in Australia –We sell around 15,000 mobile phones per month

3. Retail The role is to be the interface between the carrier, the phone manufacture and the customers and to manage that three way relationship.

4. Changing Business Model –Growth is slowing –Customer retention strategy –Reduce subsidies on mobile phones –Traditional retail principles –Greater customer choice –More sustainable business model

5. How Industry Change has been Adopted by Retailers –Horses for Courses –More Diverse Offering for the Customers

6. Mobile Data Usage –The retailer has been removed from the business distribution model –Distribution model not retailer or customer focused –Mobile content is all about entertainment –You have to retail entertainment

7. Customer Service –Non confusing solution –Tangible benefits that each customer needs –Physically set up and demonstrate –Training and development of their staff

8. Summary –Slowing or maturing –Greater differentiation in the distribution channel –Scaling back of subsidies –More competitive –Treat customers with respect –Invest in your team members

9. Summary (cont) –Sell profitable goods and services –Operate within controlled overheads –Roll they perform –Fit into the distribution and value chain –The customer is KING

10. Thank you