WORKING TOGETHER WILL MAKE US STRONGER
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Chess has announced plans to expand its BIG Deals Team. The successful mobile service for dealers will now also incorporate fixed lines, broadband and data networks. On larger or more complex deals Chess dealers will have access to a range of services to help them win the business.
The BIG deals team has two major functions. The first is to help dealers win larger deals. Larger customers need reassurance that dealers fully understand their needs and have the strength in depth to support them throughout the sales process and afterwards once we have won the business. In these deals Chess will not only provide personal support through the sales cycle – but we will also work with the dealer to show the customer how much Chess can do for them. Chess are happy to bring customers in to head office and give them access to all our internal teams. Presentations can be arranged with all relevant staff and access given to external suppliers. Corporate hospitality can also be arranged with sufficient notice.
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Secondly the BIG Deals Team can help you add more products to a dealers portfolio. Chess are finding that the recession has really encouraged customers to look at simplifying their supplier base. They are increasingly looking at going to a one stop shop for all of their communications needs. Clearly in this environment having access to a range of products is a good idea. We are also seeing that more and more suppliers are adding more products to their portfolios – so dealers who have a long relationship with a particular customer are increasingly finding themselves competing with another incumbent supplier the next time services come up for review.
However we understand that some dealers find it challenging to take on a new product. Dealers have to recruit new (expensive) staff, train people, invest in new internal systems and processes. The BIG Deals Team exists to make things as easy as possible. They will work with the dealer on all phases of a project from initial discussions, through to sales visits, creating proposals, negotiating with carriers – essentially helping them through the sales process step by step. All the dealer has to do is spot the opportunity and get Chess involved.
Our dealers are usually smaller dealers who would not have direct access to either our pricing model or the networks on their own. They do however have a number of good relationships with larger customers. By working with the Big Deals team we can help them bridge this gap so they can succeed against competition from the networks direct sales teams or larger dealers.
We have mobile dealers who simply sell mobile and fixed line dealers who simply sell fixed line. We would certainly like to remove any obstacles in the way of them expanding their portfolios into other areas.
Put simply, that it is Chess’ job over the next few years – to come up with products and packages that make it easy for dealers to make money out of their customers – whether that be selling mobile, fixed line, data or applications. We are actively looking at our products to simplify them, developing training programs to increase knowledge internally and within the dealer channel and developing support teams within the business to help make this happen. This is an ongoing process.
We also feel that “aggregators” like Chess will have a pivotal role for smaller dealers as networks reduce the size of their dealer base and continue to focus on direct sales and revenue based models. We acknowledge the benefits that customer focussed dealers bring to our industry and will continue to support them.
our commission models that allow you to choose to get paid upfront for your deals, or take a slice of the ongoing revenue have been built so that the dealer has the choice of which way they want to go.
What to do next
If you are a dealer and want to find out how we can help you contact a member of our BIG Deals Team directly on 0800 021 4429