ADVERTORIAL TM A winning formula
Daisy Distribution may be the new kid on the block in terms of its name, but after only one year in business, the mobile distributor has already established itself as a key player within the telecoms channel.
distribution agreement, the business holds a firm position with all of the key network partners and majors in the provision of mobile airtime.
Dave McGinn
eing named as ‘Mobile Distributor of the Year’ at the Comms National Awards in October last year demonstrated the great strides the company has made since the united businesses of Anglia Telecom and Fone Logistics started life as Daisy Distribution on 4th January 2011.
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This industry-leading award not only recognised Daisy Distribution’s commitment to its strapline of ‘encouraging partner success’, but its dedication towards working with partners in different channels to educate them in the importance of integrating mobile into their existing product set.
Anglia Telecom was initially acquired by Daisy Group plc in the summer of 2009, followed in June of 2010 by the acquisition of Fone Logistics. In the subsequent six months, work was undertaken to realise the operational assets of both successful businesses and fuse these together to deliver the best distribution partner experience.
Standing independently of other Daisy businesses, but with the shared resources and benefits of the wider Group, Daisy Distribution operates with its own portfolio of products from twin sites in Northumberland and Ipswich.
As an O2 Centre of Excellence distributor, an Orange Federated Partner and the only distributor in the channel to hold a Vodafone
www.comms-dealer.com
In addition, it focuses on the supply of handsets and devices, data solutions and complementary business services, as well as offering training, sales and marketing support, order tracking, project management, and business development.
Another key area of the Daisy Distribution business is finding new partners who are operating within the telecommunications arena, but have not yet ventured into mobile.
With this in mind, the company has taken several steps towards making adopting mobile even easier for the channel at a time when technologies, communications and line of business applications are converging across the wireless and wired environments.
This has involved re-launching its online job management system (inTouch r3) in order to provide a first class customer experience and further developing its partner extranet which puts the partner in complete control of their own dealings with the company.
Ultimately, breaking down barriers is the key to partners adopting mobile and this includes overcoming any confusion surrounding billing.
Whilst the current trend within the channel is with owning billing, Daisy Distribution’s billing is handled by its network partners direct to the customer. This works by each network offering online tools to perform bill analysis, allowing the partner to offer the same added value as they would when billing under their own name.
To assist resellers with the transition into mobile, Daisy Distribution has also introduced a new product called
‘Proposition’, sourced from the bill analysis company, Tariffcom.
Proposition is an electronic tool that intelligently presents valid tariffs, VAS, handsets and service combinations across all networks, allowing partners to build an entire end customer proposition.
These personalised bespoke customer propositions come complete with the partner’s own unique branding and information. In addition, the product interfaces into Daisy Distribution’s own commissions engine to present a real time profit and loss of the deal that has been built.
In order to maintain its integrity, the tool also provides administrator rights, allowing partners to set minimum profit margins and limit the tariffs or devices that sales people can have access to, thereby helping to overcome barriers that comms resellers have typically encountered when trying to understand a complex mobile price book.
Managing Director Dave McGinn concludes: “Ultimately, Daisy Distribution sees huge importance in being able to demystify mobile as a category as the boundaries between fixed and mobile environments become increasingly blurred and the market shift continues towards integrated communications.
“We are here to help educate and nurture this new audience into establishing a mobile revenue stream and have put all the right tools and processes in place, including experienced business managers, to make it even easier for non- traditional mobile resellers and dealers to adopt it.
“For any reseller or dealer yet to make that move into mobile and converge their own portfolio, Daisy Distribution, as the Comms National Awards’ ‘Mobile Distributor of Year’, should be the natural starting point.” n
COMMS DEALER JANUARY 2012 37 Making mobile easy
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