2012 predictions: HSC business manager Bob Sweetlove

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HSC business manager Bob Sweetlove thinks dealers will benefit from the evolution of airtime distribution, enabling them to sell more network services to their customers and enhance relationships with them

“Airtime distribution will continue to evolve in 2012, with a broader product set and pressure to manage the end customer even closer through the independent dealer community.

“These two factors working together will mean that dealers will have more reasons to contact their customers during the life of their mobile contract, not only to troubleshoot any mobile issues, but also to sell in more network services and deepen the relationship.

“Landline services will grow and some networks will introduce business grade broadband during the period. We will need to work hard to inspire and guide dealers to embrace these new product lines and seek opportunities in their customer bases.

“Continuing macroeconomic challenges will have customers looking to reduce business costs and make them even more efficient and competitive in their own markets.

“Cloud-based business solutions, such as Microsoft Office 365, can be the solution in some business circumstances, such as system upgrades, office moves and new business ventures. Nimble, professional, service-led independents with strong local brands and relationships should have many reasons to believe in 2012.

“The London Olympics may well distract the nation for a few weeks in the middle of the year. Pack in your sales either side.”

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