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The Agent
Channel:
Every
carrier and service provider has to have a sales channel by which to market
their products. Almost every one employs
a direct sales staff. These employees
work only for that carrier and can only market that carrier’s products and
services. Most every carrier also works
through the alternate, or agent channel.
That’s the channel that Commtech Services is a part of.
What
sets us apart for the direct channel?
- We have access to better pricing than the direct
channel. The carriers carry a lot of
overhead in employing a direct sales force.
They need to pay for health insurance, workers compensation, car
allowance, expense accounts, initial and ongoing training, plus salary and
commissions. But with the agency
channel, they ONLY pay commissions! The
lower overhead enables agents to gain a better price point that the direct
agents. In addition, because agents have
access to multiple carriers, the carriers understand they need to be as
competitive as possible in the agent channel, hence lower prices.
- We provide better customer service. We build long term relationships with our
customers, most direct sales representatives are “hunting” for new business
only. There is no incentive for them to
help nurture the account after they get paid their lump sum commission. The agency channel gets paid residual commissions. For every month our customers pay the
carrier, we get a commission. If the
customer is unhappy and leaves, our commissions stop. We have a vested interest in making and
keeping our customers happy over the long term.
- Consulting vs. Sales. We don’t sell, we help the customer make the
best, most well-informed decisions they can make. Then we help them negotiate terms, order,
properly provision, and implement the service.
Then, we continue to advise and guide the customer going forward.
- We have virtually no turnover. Most direct representatives aren’t around
long enough to really know their customers.
They move on to other companies, move upwards within their company, or
just leave the industry. Because this is
OUR business, we aren’t moving anywhere.
- We offer choices. With agency relationships with 40+ providers,
marketing 100’s of products and services, our customers have access to the
entire landscape in telecommunications.
- Knowledge, experience and dedication. Commtech Services brings large amounts of all
three of these qualities to the table every single day. That’s something that just doesn’t exist in
the direct channel.
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