Chris Stanton, chairman and founder of B2B dealer Welcomm, predicts healthier relationships between networks and dealers
“The industry used to be tarnished with too many cowboys and get-rich-quick merchants. That element has been wiped out now.
“Operators are forging closer relationships with dealers by offering longer trading agreements, closer relationships and trust.
“One big change, started in 2010, is customers paying for their devices. Revenue share has educated dealers to work smarter, and serve customers more closely, and this has led to customers starting to accept the upfront value of hardware.
“Most B2B dealers have up-skilled and provide a consultative approach. Customers understand better the value we provide and are happier to enter long-term contracts.
“Which sets us well for 2011, when operator revenues will be under pressure and we will be required to sell more ‘value-added’ services.”