INTERVIEW: Premiere Wants To Minimize Churn With Incentives
28 May 2009 - 3:31AM
Dow Jones News
Premiere AG (PRE.XE) will use incentives to minimize churn after
introducing a new and partly more expensive price and package
structure, the German pay-TV company's Chief Executive Officer Mark
Williams told Dow Jones Newswires in an interview Wednesday.
Premiere AG, which is partly owned by News Corp., is changing
its name to Sky on July 4. That is also when it will put a new
pricing and package structure into effect which will see prices
rise sharply for subscribers who only want to watch live Bundesliga
soccer matches.
Under its subscription revamp, live Bundesliga soccer can only
be ordered in combination with a "Sky Welt" package for EUR32.90
per month, Premiere said. Currently, subscribers wanting just
Bundesliga soccer can buy the package on a stand-alone basis for
EUR19.99 per month.
Still, Williams said he expects the new price and package
structure will be well received among its customers.
Existing customers won't be affected immediately by the new
pricing regime. But they can't extend their contracts on previous
terms.
All contracts for Premiere's current 2.37 million direct
subscribers will expire at the end of 2010 at the latest.
Premiere warned earlier this year in its stock market prospectus
for the latest capital increase that the new pricing and package
structure could lead to a higher churn.
"We do everything to minimize the number of subscribers not
prolonging their contracts and plan incentives to migrate our
subscribers to the new price and package structure," Williams said
in the interview. The incentives could range from bonus offers
until high definition, or HD, receivers, although no final decision
has been made yet, he said.
Premiere will broadcast some channels including Bundesliga
soccer in HD quality.
Premiere's, respectively Sky's, new price and package scheme
"has some similarities to Sky Italia's and BSkyB's ones but isn't
identical", Williams said.
News Corp. (NWS), which owns Dow Jones, publisher of this
newswire, has a 30.5% stake in Premiere, fully owns Sky Italia and
has a roughly 39% stake in British Sky Broadcasting Group (BSY.LN),
or BSkyB. News Corp. has a track record of using soccer to turn
around unprofitable pay-TV companies in Europe, notably Sky Italia
and the U.K.'s BSkyB.
Company Web site: http://www.info.premiere.de
-By Archibald Preuschat, Dow Jones Newswires, +49 211 138 7218,
archibald.preuschat@dowjones.com
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