7/15/2009 11:39:00 AM
Vodafone distributor picks 10 top dealers to be 'Strategic Partners'
Yes Telecom has launched new incentives in a bid to split its dealers into three tiers and reward the most lucrative.
The Vodafone distributor is re-aligning dealers into a top group of ‘Strategic Partners’, followed by ‘Gold’ and ‘Standard’ partners. Around 10 Strategic Partners have been chosen to receive an additional £20 commission per connection.
Gold dealers also secure preferential commissions and terms. Yes Telecom will automatically promote the top 40 performing Standard dealers even if they do not meet the normal criteria for Gold partners.
There are currently 80 to 90 dealers in the Standard category, who will be vying to reach Gold status between now and September.
The distributor is now offering a ‘points win prizes’ style incentive, where dealers collate points based on their performance.
Dealers can win 10 points for a new connection, but will have 10 points deducted for a disconnection. Meanwhile, five points will be rewarded for a 30% growth in ARPU, and 10 points will be given for a 37% ARPU increase.
Yes Telecom previously told its Standard dealers they would need a minimum of 50 new connections per month, a 10% reduction in churn and less than 2% fraudulent connections to attain Gold status.
One dealer source said: ‘Yes Telecom is hankering after connections at the moment; I’m being bombarded with phone calls from them.’
Vodafone’s Yes Telecom has had a rocky year, as it attempted to build a formidable dealer business against an aggressive challenge from O2’s Advance programme.
It was buoyed by the appointment of highly rated former Avenir MD Tanny Price as its head of distribution. It was then embroiled in a messy court battle after Avenir took legal action, disrupting Vodafone’s distribution plans and culminating in the departure of Price in May.
Vodafone now wants to build its dealer sales and clawback against O2.