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Telecom's Stock Connect Business Creation Plan

The first chapter is an overview of the "Sharing Magic" project.

In July of 20001year, Xintai Technology launched Xintai "Shentong" securities trading entrustment system. Once the project was launched, it caused a great sensation in the securities industry. It has been installed and used in securities companies in Jiangmen Securities, Huaxin Securities, Galaxy Securities, Wuxi Securities, China Merchants Securities, Industrial Securities, Great Wall Securities and other places, and has been well received by brokers and users. The 200 1, 10 project passed the appraisal of Guangzhou Science and Technology Bureau and won the third prize of 200 1 Guangzhou Science and Technology Progress Award. The recently launched financial communication service is the application of fixed-line SMS in banking business, which provides value-added services for private individuals, companies, foreign exchange transactions and funds based on the fixed-line SMS platform. Through its visibility and convenience, it has brought a brand-new business model and a brand-new service concept to banks.

Since 200 1, 1 China Telecom's "e" service appeared in the whole country, the fixed-line short message "e" has been widely valued by the industry. As the media is optimistic, as a sharp weapon for China Telecom to impact the short message market, it is also a new profit growth point for China Telecom in the future. The "Every Home E" service has been gradually popularized and applied in the telecom systems of all provinces in China. For "Jiajia E", in addition to network operators, users and information equipment manufacturers, content application services are a vital link in its industrial chain. In the profit model of SMS value-added service, all parties are very important links in the value chain. Network operators provide access platforms and information channels; Content service providers gain income and profits by providing valuable content; Only when users get truly valuable information is the basis for the successful development of "Every Home E" information service.

In May, 2003, Taixin Company officially cooperated with China Telecom, and promoted and applied the "Stock Magic" securities trading system in Guangdong, Jiangsu and other provinces and cities by cooperating with securities companies to give away machine users. Practice has proved that "stock magic" has greatly improved the customer service level, service efficiency and service quality of securities entrusted trading, improved the corporate image, improved work efficiency and satisfied customers. It will definitely have a positive impact on the development of China's securities industry and the progress of social life; Through cooperation with financial institutions, we will provide visibility and convenience for users and provide new banking services.

The impact of Shentong products on the market is not only limited to the business impact of securities and financial markets, but also plays a very important role in rebuilding the new generation of telecom operation pattern and repositioning and dividing the value chain of value-added services.

Chapter II Market Analysis

2. 1. Analysis of the current situation of telecom electronic market

2. 1. 1. Current market weakness of fixed-line SMS:

L fixed-line SMS can't compete with mobile phone SMS at present. Fixed telephone is not a personal terminal, private messages may be seen by others, so it is difficult to ensure privacy, and fixed telephone can not be carried with you.

L The current "Every Home E" platform does not provide more valuable value-added information. As a short message tool, there must be valuable information sources to reflect the existence value of "every e-book".

2. 1.2 Avatar to improve the fixed-line SMS service;

In addition to the short message function, the L-share mobile phone also has the function of graphic display, which is wider than the current mobile phone, lower in use cost and easier to operate than the computer or even the mobile phone. Very suitable for low-end investors who account for more than 80% of the shareholders (investors who are inconvenient to use computers).

The L-share magic monthly subscription system is cheap, the operation chart culture is convenient and fast, and it can browse the information tips of brokers in time, so that investors can enjoy the feeling of big house at home or in the office. It is the best stock trading tool:

As a new generation of information phone, L-share Magic Phone will continue to enrich its fixed-line SMS service, and will soon become a fashionable phone pursued by everyone.

Taixin Company gives users free machine promotion policy (users need to lock in Shentong's service for 2 years) and active after-sales service means, which will make Shentong's users develop rapidly. We predict that in a provincial region, more than 654.38 million development share users can be added every year.

2.2. Analysis of the current situation of domestic securities market

After more than ten years of development, China's securities market has gradually matured, and the business model of securities firms has also undergone tremendous changes. The common methods used by brokers to expand the market are as follows:

1. Expand the market by establishing traditional business departments. At present, it is unwise to expand the market only by building a sales department. Due to the large capital investment in the early stage of the construction of the traditional business department, the investment risk has increased. Secondly, the physical location of the business department is scattered, which is not convenient for the unified management of the headquarters, resulting in inconvenient management. Especially at present, most brokerage business departments are too concentrated in some cities, and the competition is extremely fierce, which leads to very limited profit space of the business departments.

2. Yin Zhengtong. The launch of Yinzhengtong will help brokers to open up the market in the short term, but for investors, investors are more like customers of banks, and brokers can't cultivate investors into a loyal customer. In addition, even if the brokerage opened the bank-securities linkage business, it did not play much publicity role for the brokerage. The access number of bank-securities linkage is not uniform, and brokers have no unified image.

After the baptism of the securities market in the past few years, brokers have gradually realized that the traditional extensive expansion business model is no longer suitable for the development trend of securities in the new form, and the idea of intensive management and low-cost expansion has been accepted by most brokers. This change in business thinking of brokers provides an opportunity for telecom to set foot in the securities leasing market. Through the cooperation between telecom and securities firms, their advantages complement each other, creating a win-win situation for telecom and securities industry.

2.3. Improve banking financial services.

Financial communication service is actually an application of fixed-line SMS in banking business. In banks, value-added services such as private companies, foreign exchange transactions and funds can be developed based on fixed-line SMS platform. We can bring a new service model to banks through its visibility and convenience. In today's increasingly fierce competition, whoever can make customers feel more satisfied with their services will master the future of the banking industry. This is the bank treasure system: a brand-new business model and a brand-new service concept.

Chapter III Institutional System

It's a classic model for brokers to open the entrusted trading service of Shentong Securities through the telecom 1 18 comprehensive information platform, and make full use of the resource advantages of all parties to make the best combination:

Telecom: rich trunk resources, telecom-level platform, and network resources covering the whole province.

Broker: the right to operate securities trading agents and a large number of securities customers (shareholders)

Finance: the business rights of banking service agents and a large number of financial customers (depositors)

This system well integrates the superior resources of the above two parties, forms a complete value chain, and creates ideal value for both parties.

3. 1 system structure

l

3.2 physical topology

Physical Topology Diagram of "Financial Communication"

3.3 the province's networking system structure

The following is the province's networking program. Each city communicates with CTSI server in provincial center by building FSK server, and completes data exchange with ICP service server through service gateway connection.

Chapter IV Product Functions

4. 1 "share divine power II" terminal function

System menu:

Directory telephone directory 1. Search by name

2. Find by location

Step 3 increase

Main menu 1. Magic power 1. Inquiry.

2. Trust

3. Financial services

4. Information desk

Step 5 give up

2. SMS 1. Jiajia e

View SMS

Edit SMS

Check the phone bill

5. View subscription messages

6 view common phrases,

7. Mail

help

3. Call record 1. missed call

2. Received call

3. Dialed phone number

Step 4 clear the phone records

4. Personal assistant 1. phone book

2. Notebook

3. Calendar

play games

5. alarm clock

help

5. New telephone service 1. call Forwarding

2. Call Wait

3. Hotline service

4. call barring

5. Restore factory restrictions

6. Phone settings 1. Center setting

2. Account Settings

3. Password Settings

4.IP number setting

5. Ring settings

6. Clock setting

7. Date setting

8. Grayscale setting

9. Interface Settings

10. Receipt Settings

1 1. Automatic reception

12. Receiving policy

13. Communication settings

14. Local name setting

15. display terminal ID

16. Restore factory settings

17. Help

4.2 "Financial Link" User Terminal

Personal information terminal is a visual personal financial terminal, through which bank customers can realize various inquiries and non-cash transfer transactions (account inquiry, transfer, foreign exchange transactions, bank-securities transactions, lottery transactions, payment services, etc.). ) Between online banking and telephone banking. Target group: Bank customers who often conduct financial transactions provide a simple and powerful new trading medium for customers who can't use online banking, and a new simple and fast trading method for customers who can use online banking.

The enterprise information terminal is a visual enterprise information terminal, which can be used for enterprise banks (account inquiry, transfer, bank-enterprise reconciliation), bill electronic encryptors, etc. It provides enterprises (especially small and medium-sized enterprises) with an integrated information exchange interface for banking business, and on this basis, it provides special encryption business functions such as electronic encryption instrument for bills.

Self-service terminal is a bank self-service terminal that provides all kinds of self-service except cash service (all kinds of payment, recharge, lottery buying and selling, booking tickets, etc.). ). This function is suitable for bank terminal products with strong expansibility and relatively low price, which is used to reduce the pressure on bank counters and expand the coverage of bank outlets.

Chapter V Investment and Income Analysis of All Parties

5. 1 Telecom Integrated Information Platform 1 18 Business Unit Shentong Business Investment and Income Analysis

5. 1. 1 Analysis of investment in Shentong business of integrated information platform operating unit

Hardware part:

Nominal model instrument

Service gateway server PC server 1 20000

Network accessories 1 2000

The total is 22,000 yuan.

Software part:

Nominal model instrument

Service Gateway Software Xintai 1 200000

Installation and debugging fee 1 20000

A total of 220 thousand yuan

The total estimated one-time investment of the telecom platform 1 18 Shentong business project is 2.42 billion yuan.

Note: This quotation does not include the development and debugging fee of the trading gateway software at the brokerage side, which is paid by the brokerage company to Taixin Company.

5. 1.2 Telecom 1 18 The income source of Avatar, the operating unit of the integrated information platform.

According to the telecom platforms opened in various places at present, the charging methods for opening Shentong business are as follows:

User's monthly fee = communication fee for one share of Shentong+information fee for securities Shentong business+information fee for value-added services of Shentong Telecom.

5. 1.2. 1.

Current reference values: Wuhan Telecom 15 yuan/month, Liaoning Telecom 12 yuan/month, Fujian Telecom 15 yuan/month, and Guangdong Telecom 30 yuan/month. Other regions can be set flexibly according to the acceptable level of users in the region.

5. 1.2.2. Information fee for opening securities business by Shentong users.

At present, most of them use monthly subscription: 8 yuan/month.

5. 1.2.3, telecom value-added service based on shentong terminal.

Visual entertainment programs: such as: passing through the customs, monopoly, winning questions, etc.

Mobile phone picture sending

Chat content

Lottery business

Special information service

5. 1.2.4. SMS sending fee paid by securities broker to telecom company.

Such as: trading returns, daily comments, important information, lottery notices, etc.

5. 1.3 analysis model and benefits

L 5 brokers ***50 business departments

L Number of investors with accounts: 30,000/business department

L Each business department 10% share magic users = 3,000, and the total share magic general users 1.5 million.

L brokers have an average of 3 messages per person per day.

L trading returns, winning notices, important information, trading reminders, etc.

L suppose the SMS fee is 4 cents/message (securities VIP)

Telecom 1 18 integrated information platform shentong business monthly income:

1. Monthly rent: 1.5 million * 1.5 yuan/month = 2.25 million/month.

2. SMS charge: 1.5 million *22 days *3 messages/day *0.04 yuan/article = 396,000 yuan/month.

3. Telecom value-added services: 1.5 million *5 yuan = 750,000/month.

It is estimated that the monthly income of Shentong Telecom is 2.25 million+396,000+750,000 = 3.395 million.

5.2 Securities Brokerage Stock Shentong Business Investment and Income Analysis

Input section:

1. The investment cost of securities companies in the software platform is138,000 yuan (securities companies without centralized trading can be exempted during the promotion period of stock magic), and the maintenance cost is 20,000 yuan/year. The installation and debugging time of Shentong software platform is about 2 weeks, and its contents include:

L transaction gateway (interface with the counter)

Communication software with fixed-line SMS platform.

L software platform, including active services, such as outgoing calls.

2. Hardware configuration invested by brokers: From the point of view of load, one PC is enough, but from the point of view of security and management, we suggest using two PCs, one for trading gateway and communication gateway, and one for information service support. Of course, if conditions permit, it would be better to use a PC server instead of a PC.

3. Connection between brokerage platform and fixed-line SMS platform: 64K DDN dedicated line. The monthly line cost is about 1500 yuan. The period from DDN application to installation is about one month.

Income part:

In addition to reducing the investment in the retail lobby and trunk mentioned in the first point above, if brokers and Taixin * * * invest in purchasing stock phones, the income of brokers can also be divided into monthly fees for user services.

5.3 Financial institutions' financial business investment and income analysis

Input section:

1. Fees for bank investment in software platform: it can be waived during the promotion of Shentong. The maintenance cost is 20,000 yuan/year. The installation and debugging time of the bank stock Shentong software platform is about 2 weeks, and its contents include:

L transaction gateway (interface with bank)

Communication software with fixed-line SMS platform.

L software platform, including active services, such as outgoing calls.

2. Hardware configuration invested by brokers: From the point of view of load, one PC is enough, but from the point of view of security and management, we suggest using two PCs, one for trading gateway and communication gateway, and one for information service support. Of course, if conditions permit, it would be better to use a PC server instead of a PC.

3. Connection between banking platform and fixed-line SMS platform: 64K DDN dedicated line. The monthly line cost is about 1500 yuan. The period from DDN application to installation is about one month.

Income part:

The bank's income mainly comes from the service fee (monthly rent, transaction information fee, piece-by-piece information service fee) revenue sharing and the user growth and sincerity improvement brought by remote service visualization.

5.4 Analysis of investment and income of everything and other value-added services.

This service is mainly provided by Taixin in cooperation with ICP, and it provides services for all "home plus e" users of telecom. Taixin has established a service platform in telecom all over the world, and the benefits will be shared with its partners.

Chapter VI Several Models of Cooperative Market Development

6. 1, Telecom 165438+

Promotion method based on telecommunications

This model is suitable for telecom to rapidly develop more customer groups, promote telecom value-added services and increase communication income when the stock magic business has been carried out and has produced certain effects in the user groups.

This business model can be simply understood as "use first, then pay". Users buy Shentong terminal at a lower price and pay the terminal fee in installments every month. Telecom will recover all the terminal fees within a certain period of time.

The advantage of this model is that it can quickly promote the sharing of magic services, develop a considerable number of users in a short period of time, and make telecommunications gain a lot of benefits from value-added services, securities information income, communication fees and so on.

Securities-based promotion methods:

This model is suitable for the promotion of Shentong business in the early stage. Because the securities companies keep the transaction history data of all investors who open accounts, they can count the customer groups in great detail and launch corresponding marketing programs for different customer groups. Listed as follows:

High-contribution shareholders (the transaction volume is more than 500,000/year): send shares to Shentong Terminal to supplement the monthly service fee;

Active customers (transaction volume is 200,000-500,000/year): share Shentong telephone and subsidize one-year service fee;

Ordinary customers (the transaction volume is 200,000/year-end): Give Shentong a phone without subsidizing the service fee.

For ordinary customers, brokers often use conditional delivery to the terminal. The so-called conditional means that investors should sign an agreement with securities firms to ensure that the trading volume reaches a certain value within a period of time, and the minimum balance of frozen deposits during this period is not lower than the value of stock magic.

Bank-based promotion method

This model is suitable for the promotion of financial communication business in the early stage. Because the bank keeps the transaction history data of all depositors, it can divide the customer groups in very detailed statistics and launch corresponding marketing programs for enterprise users and individual users. Mainly through the user to buy mobile phones to collect transaction information fees, free mobile phones to collect service fees. To expand users and make profits. Banks will freeze customers' telephone deposits for two years as needed.

6.2. The development cooperation of the end users of the partner's stock Shentong business:

Responsible for regional market expansion, and discuss cooperation with telecom, securities and financial institutions with Taixin Company; Marketing planning and telephone distribution with partners; Develop local telephone terminal sales market, etc. By developing users, you can get benefits. For advantages, please refer to Chapter 7 Analysis of Partner Advantages.

Chapter VII Analysis of Partner's Income

Take prefecture-level cities as an example for reference:

7. 1 Investment estimation:

Remarks on investment (first year)

Exclusive distribution license fee (prefecture-level city) 50,000 yuan.

Salary and office expenses of sales staff (4 persons/year) 50,000 yuan.

Total investment of dealers in the first year: 654.38+10,000 yuan.

7.2 principle of income distribution (note: income is the net income paid by telecom companies)

Divided into years and examples.

Dealer taixin company

First year 10% 90%

20% 80% in the second year

30% 70% in the third year

30% 70% in the fourth year

Remarks: The profit period of dealers is four years, and Taixin invests in Shentong platform and telephone.

7.3 Dealer Income Analysis

7.3. 1. According to the agreement reached with the brokerage firm, develop a new user for the brokerage firm, and the brokerage firm will subsidize 20 yuan/new user (monthly settlement):

Assuming that 2000 new users are developed in the first year, dealers can make a profit of 40,000 by developing new users.

7.3.2. According to the share of value-added service fees between Taixin Company and local telecom companies, the income is distributed according to the following proportions:

If the usage service fee of each user in this city is 30 yuan/month, the value-added service fee that can be obtained after the settlement between Taixin and Telecom Company in accordance with the proportion of the first year is about 22.56 yuan/month, which is about 6% after deducting the taxes stipulated by the state; If the dealer develops 1 0,000 users in the first year, the service fee income obtained by the dealer in the first year is: 1 0,000 * (22.56-1.35) yuan/month *10% * 65438+February = 20.

Subtotal of project calculation formula

Income development: the income of new users is 2,000 yuan * 20 yuan/40,000 yuan.

3. 20,000 dealers in development areas and counties *70%*3 dealers 52,000 yuan.

Service fee income share 1 ten thousand *(23- 1.4) yuan/month *10% * 65438+254500 yuan in February.

The expenditure in the first year was 654.38 million yuan.

The dealer's net income before tax in the first year-expenditure is 246,500 yuan.

To sum up, the dealer's pre-tax income in the first year was 246,500 yuan, and the net return on investment in the first year was 246.5%. According to the basic marketing strategy of binding users for two years, and starting to waive the business deposit in the second year, the second and third years are divided into 20% and 30%, and the investment of dealers in the second, third and fourth years is greatly reduced, and the net profit rate is kept above 200%.