The workshops have been held in response to Orange’s new ongoing revenue structure, which was overhauled at the start of this month. The two sessions took place at Mainline’s head office in Burton upon Trent and the Malmaison hotel in Glasgow.
Mainline had an overwhelming response to the workshops and it had to limit places to one attendee per dealership, with 30 attending the Burton session and 12 taking part in Glasgow.
At the presentations, Neil Packman, interim head of sales, and Alan Doherty, key account manager at Mainline, briefed dealers on the new commission structure and how it affects them.
Each event covered: how the changes affect dealer cashflow; how to manage the change to minimise disruption to cashflow; and how to maximise revenue share through adding value to customer's plans, such as extra bundles. Also highlighted was good, proactive customer service, with regular contact to ensure the customer has the right elements of their plan.
“The workshop was extremely useful,” commented Martin Comiskey from JHL Communications in Glasgow. “Any questions I had about Orange’s new commission structure were answered. It was also useful to meet with the other dealers and discuss the changes with them.”
Added Mainline’s Gail Hollinshead, director of dealer sales: “The sessions were designed to ensure our dealers fully understand Orange’s changes. We also demonstrated how dealers can benefit from higher revenue share and maximise their commissions, enabling them to grow their business.”