1/21/2010 11:11:00 AM
Fone Logistics eyes new partners
Fone Logistics is planning to take on new partners in 2010
to sell Vodafone b2b airtime connections.
The distributor is currently working with a select group of 20
partners, but hopes to increase that number later this year.
Vodafone reappointed Fone Logistics for airtime connections in
November 2009, after terminating its airtime agreement with the
distributor in 2006.
Fone Logistics' marketing director, Julien Parven, told Mobile:
'We are rolling out phase one with 20 partners and it is going
really well. It is a phased relationship and the intention is to
make strategic relationships and work with a number of partners
to grow the Vodafone share.'
He added: 'Phase two will begin at the end of quarter one and we
will look at where we are then and hopefully, if we can
demonstrate value back to Vodafone in phase one, we would like to
think we will grow our partner base, probably by Q2 or Q3.'
Parven said the initial Vodafone deal is for standard airtime
connections. He added that Fone Logistics is 'hopeful' about
joining Vodafone's One Net programme. However, he added: 'There
have been no discussions or dialogue with Vodafone on
The distributor was keen to emphasise that its deal with Vodafone
will not impact on its Joined Up Communications deal with O2.
Parven said: 'It is about incremental growth. It is not about
robbing Peter to pay Paul. We aim to keep our partners for both
The distributor recently won O2's Best Distributor award for
quarter three in 2009, beating Avenir Telecom - which had held
the title for the previous nine months.
Fone Logistics was dropped by Vodafone as part of a strategy that
saw it part company with MoCo, HSC and Carphone Warehouse in the
same period. The move was rumoured to have cost the distributor
Â£1m in revenue.
However, last year saw Vodafone renew its desire for third-party
b2b sales; Carphone was reinstated in July followed by Fone
Logistics in November.