The independent agents and subagents are the heart and soul of the carrier channel. And, this year is testing them on both counts. PHONE+ Editor in Chief Khali Henderson assembled a group of six agency owners to discuss the challenges and opportunities they are experiencing in selling carrier services and diversifying their offers. The two-hour conversation took place March 27, 2009, via conference call with the results of an advance poll to facilitate the discussion. What follows is an edited transcript.
 |
| Independent agents Ben Stiegler, Dan Vidal, Jack Zoblin (front row, left to right), Debbie Clavadetscher, Bill Leutzinger and James Lockhart (back row, left to right) |
Meet the Agents
Debbie Clavadetscher, Founder, Spiritel
Years as an agent: 9
Average monthly customer spend: $50,000
Percentage of revenue from carrier services: 100
Number of carriers: 5
Number of master agents: 0
Referral Agents/Subagents: No/No
Employees: 0
William Leutzinger, President, TelecomMedic
Years as an agent: 6
Average monthly customer spend: $2,000 to $3,000
Percentage of revenue from carrier services: 80
Number of carriers: 7
Number of master agents: 3
Referral Agents/Subagents: Yes/Yes
Employees: 4
James Lockhart, President, Telecom Management Inc.
Years as an agent: 19
Average monthly customer spend: $3,000
Percentage of revenue from carrier services: 70
Number of carriers: 5
Number of master agents: 1
Referral Agents/Subagents: Yes/Yes
Employees: 3
Ben Stiegler, CEO, Synertel
Years as an agent: 16
Average monthly customer spend: $800
Percentage of revenue from carrier services: 19
Number of carriers: 10
Number of master agents: 4
Referral Agents/Subagents: Yes/Yes
Employees: 10
Dan Vidal, Managing Director, TELECOM ADVISORS
Years as an agent: 7
Average monthly customer spend: $10,000
Percentage of revenue from carrier services: 98
Number of carriers: 3
Number of master agents: 2
Referral Agents/Subagents: Yes/No
Employees: 0
