James: Middle men in new convergence

February 3, 2010

By James Blackman (contact jamesb@mobilenewscwp.co.uk)

Fone Logistics and HSC plan growth in their customer bases by the same route. But Avenir Telecom has already tried that

Fone Logistics and HSC intend to grow their base in 2010 by inviting resellers from parallel markets to connect mobile.

They are led by the network operators, and will in the first instance only put fixed line connections to mobile operator brands from their traditional bases.

It is a counterpoint to Avenir’s approach. When Tanny Price was still in charge, Avenir talked up parallel markets with great boldness. It broke new ground. O2 and Vodafone, close to Price then, supported her to cross channels.

But Avenir’s success is limited. Fone Logistics and HSC doubted Price then, and are convinced an operator-led approach is the only way now.