Everything Everywhere distributor Mainline is to launch a discount service called ‘Pencil Sharpener’ in the next few weeks, which is designed to provide dealers with extra negotiating power when attempting to close deals.
Mainline MD Andrew Boden told Mobile: ‘Orange offers a discount approval process for larger deals, where it will look to improve a dealer’s proposal to the customer based on the size of the deal and the potential spend. Now we are adding our own discount on top of that.’
Boden (pictured) said that Mainline has signed three major deals in the last month partly thanks to the new approach, including two major upgrades for around 200 handsets. ‘So it is working and we are now looking to extend these offers,’ he said.
Boden said that Orange’s discounts can take a variety of forms, including a discount on line rental, extra commission or an earlier upgrade.
He also revealed that Mainline is looking to double its sales for T-Mobile. ‘Everything Everywhere is the big shout going forward,’ he said. ‘Everything Everywhere is making a big noise about the quality of T-Mobile’s network and we have launched a T-Mobile campaign on the back of that.’
However, Boden said the big challenge was to persuade dealers to promote a second brand besides Orange. ‘Mainline has been with Orange for 17 years, so the obstacle is to get dealers to consider selling T-Mobile as well. It has some very competitive customer offers and it is offering dealers competitive commission too, so it’s an attractive network to sell,’ he said.
Another advantage for Mainline dealers is that they can now promote the UK’s largest network. Orange is set to integrate its 3G network into T-Mobile’s MBNL network, which it shares with Three.
Mainline has been offering various incentives, such as theatre tickets, for dealers who sell T-Mobile connections. The Staffordshire-based company also announced last week that it had put in place a dedicated Orange support team to take care of its premium dealers.