www.comms-dealer.com
COMPANY PROFILE
A mobile pioneer’s story
HSC has come a long way since its inception over 15 years ago.
Originally a mobile airtime pioneer, the company’s extended channel
proposition has put it on a war footing with all mobile distributors. Business
Manager Bob Sweetlove discusses the company’s journey to success.
Bob Sweetlove
H
SC started life as and expect them to be versed the lucrative mobile transactions is a small step to keeping and
a division of the in integrating mobiles, landline go down the road to the local growing our business.”
Hugh Symons Group voice and IT systems. Resellers who mobile specialist or the networks
in February 1994. can develop to have this broader direct?,” asks Sweetlove. “We Another key plank in HSC’s go-to-
The Group, founded by local conversation and recommend can train dealers and their market channel strategy is a multi-
entrepreneur Geoff Roper, had real value solutions to their employees to have this broader network choice proposition as the
already been in existence since customers have a bright future.” conversation with customers.” only long-term sustainable channel
the early 1970s and combined distribution model. “Customers want
PC assembly, IT distribution and HSC splits its product set into Traditionally, HSC’s main rivals to be able to go to a specialist
document scanning businesses, as airtime, hardware and software, would have been the airtime and get a balanced view of
well as the newly formed mobile and everything the company sells distribution community, but having what is available to them. We
division. Based in Poole, Dorset, and supports draws on one, two grown its hardware category the want to be able to provide all
and occupying new premises or all three of these elements. “In company now goes head-to- those variables to the UK reseller
barely two miles from the original the early days we helped the likes head with all mobile distributors. channel, on one account,” noted
Group site, HSC’s 50 employees of Orange and One2One (now “As we develop our convergence Sweetlove, who has been at
support a customer base of around T-Mobile) build their customer product set we are starting to rub HSC ‘a big chunk’ of his working
500 active resellers. “We started bases from a standing start,” shoulders with comms distributors life, having joined in November
trading as Walk N Talk, becoming observed Sweetlove. “We sold and the IT channel. This is likely to 1994 on the dealer sales desk.
Hugh Symons Communications in simple voice-only devices that intensify as the customer needs
October 2000 before a further re- customers would pay hundreds develop towards converged He added: “As the business grew
brand in March 2009 to simply HSC,” for while committing to 12 month solutions,” said Sweetlove. my role grew with it, and I have
commented Sweetlove. “We were contracts. These days we are been running HSC for over 10 years
purchased in December 2005 by provisioning smartphones with pc- He attributes much of the now. I spent the previous seven
The Carphone Warehouse Group level functionality to the channel company’s growth and success years in the insurance industry
when it entered the distribution for integration with complex IT to a policy of ‘simple things, done originally with a small local broker,
market through a best-of-breed and voice infrastructures. We well’. “Our customers tell us that and then five years with AA
acquisition model. We share the have become a technical sales our account management is Insurance Services. Whether it be
same values of independence, and support business, but have friendly and efficient. They also business or pleasure, my philosophy
choice, service and innovation.” retained the personal touch of our commend us on our logistics is straight forward – work hard and
family-owned small business roots. capabilities ensuring they get what it will happen for you. You get back
The typical HSC dealer is a small We’re also now selling laptops and they want when they want it,” said what you put in. I’ve tried to make
to medium independent specialist hosted IT solutions, and will soon Sweetlove. “They say our pricing HSC an enjoyable place to work
surviving on excellent customer be extending these further to give is clear and our commissions hard. The trick is picking the right
relationships, good service and mobile dealers some simple steps payment system is accurate and paths to take the business down in
product knowledge, noted towards converged solutions.” on time. In parallel, we have this ever-evolving industry.”
n
Sweetlove. “Some still run retail developed our online portal. Stock
outlets normally in smaller towns,” According to Sweetlove, HSC’s can be ordered online as can SWEETLOVE’S TOP TIP:
he commented. “Most operate portfolio of products offers marketing functionality. Accounts
RESELLERS need to come out of
from low-cost business premises. traditional telecoms resellers a and individual transactions can
their product comfort zones and
There will always be a place for gateway to adding mobile to be checked and queried if
embrace relational technology.
the local specialist supplying the their portfolio and becoming a necessary. This year we have put
Customers will be looking for
local business community. SME truly converged business. “Why an extra emphasis on technical
local specialists who can advise
customers are starting to expect do all the hard work installing support and training that is
in all areas of communications
more from their mobile provider a fixed infrastructure only to let paying off in our customer base.
and IT, including mobile. The
Dealers communicate, and
businesses that we see doing this
There will always be a place for
some of the best new accounts
feel confident and are planning to
we win have come through
capitalise on convergence. Those
the local specialist supplying
personal recommendation.
stuck in their ways are suffering
Every transaction or interaction
the local business community
from dwindling customer bases
we have with a reseller that we
and may be left behind.
perform to, or above expectation,
26 COMMS DEALER NOVEMBER 2009 www.comms-dealer.com
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