NEWS
Twickenham Stadium April 1st & 2nd, 2009
www.comms-dealer.com
ANALYSIS Certifi cate
for vehicle
SpiriTel reaps
Legacy
voice
installations
hotel contract
has been
A NEW Federation of Communi-
cation Services (FCS) accreditation SPIRITEL has scooped a major pri-
in trouble
scheme for installers of comms kit vate voice network contract with a
for years
into vehicles is now live and is leading international hotel group.
accepting applications. The two-year deal is expected to
The Installer Training and generate £600,000 of revenue and
Accreditation Scheme is for install- represents a significant cross sell-
ers of radios, mobile phones, tele- ing success for SpiriTel which will
FIXED LINE TELECOMS FACES BLEAK YEAR AHEAD
matics and all types of comms replace BT as the provider of the
Fixed line telecommunication services are facing
equipment into a range of vehicles client’s private UK voice service.
a bleak 2009 and beyond, according to a new
and provides a recognised badge for The customer also renewed a
report (Western European fixed telecoms: Market
their customers. three-year maintenance agreement
sizings and forecasts 2008-2014) published last
As well as private vehicle own- which is expected to generate over
Alastair Mills
month by industry research firm Analysys Mason.
ers, this includes manufacturers of £2m of revenue. ed a major contract to replace a BT
equipment and vehicles as well as The contract brings the total of service for this customer, one of our
The think-tank warns that all three of the main retail operators of fleets of cars and other cross sales orders to over £2m since existing global hotel customers.
lines of business for fixed telcos face problems in specialist vehicles. the April 2008 year end. SpiriTel is “This is another significant
the near term, forecasting a CAGR of -5.8 per cent Michael Eagle, General Man- also in negotiations to provide an cross sell for the Group, delivering
for the retail fixed/broadband sector as a whole ager of FCS, said: “We anticipate additional voice replacement service on one of our key strategic objec-
between 2008 and 2014, compared with -3.3 per rapid growth in installers signing covering all of the customer’s sites. tives. The deals increase the level of
cent for 2007-2008. In the traditional voice sector up, and from other parties who Alastair Mills, CEO of SpiriTel, earnings visibility and cash genera-
the report forecasts that retail revenue will decline wish to be patrons of the scheme.” said: “We’re delighted to be award- tion in the Group.”
by more than 50 per cent over the period.
“Rapidly saturating broadband means we are entering
Chess scoops
Daisy launches ‘Pay Day
a new phase for fixed telecoms,” commented lead
author and principal analyst at Analysys Mason, Rupert
service prize Fridays’ reseller channel
Wood. “The structural problems are only exacerbated HATS off to Chess Telecom for DAISY has formed a new agent Chris Burney, Head of the Bus-
by the current economic downturn. There aren’t many becoming what is claimed to be the channel following a series of UK- iness Partner and Agent Channels,
bright spots. But having said that, paradoxically, more first telecoms company to achieve wide events that saw 70 agents said: “Since the launch we have
wireless services mean some very good network and the national Customer First award. sign up for the calls, lines and enjoyed a regular flow of orders
wholesale service opportunities for fixed operators. Chief Exec David Pollock said: broadband offering, where upfront from current business partners who
“To achieve this accreditation is a payments are received the Friday see great value in the deal, and from
“Ultimately, fixed operators need to adapt to their major step in the right direction, but after the line goes live. new agent partners.”
gradually changing role in the converged telecoms it doesn’t mean we will stop taking Named ‘Pay Day Fridays’, the The push for new agents will
value-chain, and focus their growth plans on the extra steps to exceed expecta- pull of regular cash in the bank has continue this year, with more events
monetising those non-substitutable areas of their tions in all areas of our business.” proved a winning formula for Daisy. and new offers from Daisy.
assets – core and metro networks, IT and managed
service provision. As convergence kicks in, we should
be hearing less of separate fixed line operators, Anglia BS notches up
Trust expands
and more of integrated fixed line operations.”
record trading in 2008
warehouse &
Broadband service revenue is slowing to low single digit
offi ce space
growth, and at the same time as the sector faces the ANGLIA Business Solutions
need to invest to differentiate itself from an increasingly (Anglia BS) has notched up a TRUST Distribution has relocated
mobile Internet, funding will be harder to justify. New record 2008 trading year with a to larger premises doubling the size
services may stabilise the average revenue per line, 25% increase in turnover. of its warehousing operation and
but this is unlikely to grow, says the research firm. The firm attributes its success increasing its office space.
to longer term investments in its According to Trust ‘the timing
Wood commented: “Legacy voice has been in technologies plus the rapid growth couldn’t have been better’ with the
trouble for years, but the effect of an economic of Microsoft Dynamics in the mid- recent release of ‘The Pink One’, its
downturn will be to make revenue decline even range business solutions market. first trade only catalogue.
faster relative to mobile. Unemployment and income “2007 was an exceptional Joint MD Vincent Leahy said:
squeeze will accelerate households’ decisions expansion year for the business,” “The last few years have been a blur
to give up fixed voice services for good.” commented MD David Hurley.
David Hurley
of activity and aggressive growth in
“However, the 2008 results have “We also made investments in terms of stock lines, turnover and
Enterprise telecoms revenues are forecast to decline as been even more impressive. our mobility and LINKFresh tech- customers, so the move has allowed
the economic downturn continues, although the report “We implemented 14 new end- nologies. These have provided our us to take a step back, analyse and
anticipates that, unlike in the main consumer areas, this to-end business management solu- customers with major productivity tweak performance in a number of
will pick up again with an economic upturn.
„
tions throughout the year and won gains. The company is now set for areas to ensure we’re providing a
two national awards. further expansion.” sharp and efficient service.”
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12 COMMS DEALER FEBRUARY 2009
www.comms-dealer.com
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