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New Payphone Economics – A Thoeretical Model

Posted: 04/1999 New Payphone Economics A Theoretical Model By John S. Bain As with so many industries, the twin forces of technology and political mandate are hard at work in the payphone service provider (PSP) industry, enabling a slow but sure return to profitability. In particular, the competitive entrants, the independent payphone providers (IPPs), will […]

A Road Map for Internet Billing

Posted: 03/1999 A Road Map for Internet Billing Part Two of Three By Richard K. Crone While Internet bill present and payment (IBPP) promises to streamline and simplify the bill payment process, there is nothing inherently simple about launching an IBPP program. Part of the challenge is that there already are at least six electronic […]

All-You-Can-Eat Long Distance

Posted: 01/1999 All-You-Can-Eat Long Distance By Jennifer Knapp William Ervine, President of San Diego-based USA Talks.com, said it best after his company was nominated in November 1998 as a finalist for the "Most Innovative New Product" Award from Connect, the University of California, San Diego Program in Technology and Entrepreneurship: "We are confident our long […]

All-You-Can-Eat Long Distance

Posted: 12/1998 All-You-Can-Eat Long Distance By Jennifer Knapp William Ervine, President of San Diego-based USA Talks.com, said it best after his company was nominated in November 1998 as a finalist for the "Most Innovative New Product" Award from Connect, the University of California, San Diego Program in Technology and Entrepreneurship: "We are confident our long […]

Dedicated Service: An Easier Sell Than You Think

Posted: 11/1998 Dedicated Service: An Easier Sell Than You Think By Kieren McCobb Stepping over a dollar to make a dime, most long distance agents are overlooking a profitable opportunity in dedicated voice services. Their reasons for doing so largely are ignorance and fear. Behind the veil of mystery surrounding dedicated voice service, however, agents […]

Follow the Yellow Brick Road

Posted: 07/1998 Follow the Yellow Brick Road Looking for a High-End Revenue Multiple? Put on Your Ruby Slippers By Casey Freymuth Illustration by Mike Ritter Roll-up strategies among interexchange carriers are generally the same and sound like this: Carrier A wants to achieve a high-end revenue multiple by becoming a Tier Two carrier ($100 million […]

Resellers Left in PIC-C Dust

Posted: 04/1998 By Khali Henderson Tom Coughlin is sure he’s got a story worthy of "60 Minutes." It’s not about his Cleveland-based long distance resale company, VISTA Communications, although the entrepreneurial CEO probably wishes it was. It’s not even about the phenomenal growth of the long distance resale industry in general, although the Telecommunications Resellers […]

The Canned-Ham Approach to Long Distance Sales

Posted: 01/1998 By Dan Baldwin As unbelievable as it may seem, not everyone out there is just sitting around waiting for us to call and sell them long distance (sad but true!). So what’s a hard-core cold-calling long distance salesperson to do on a day when he just can’t make another long distance cold call? […]

What to Do When The Big Three Beats Your Price

Posted: 11/1997 What to Do When The Big Three Beats Your Price A Working Example By Dan Baldwin Every month in this column we talk about the best ways for agents to sell long distance. We suggest that the best way to do this is to go after "Big Three" (AT&T, MCI and Sprint) customers […]

Payphone Route

Posted: 09/1997 Payphone Route Court Rules Against Payphone Order: Says FCC Erred in Setting Rate By Mark Haney In the July issue, we discussed the implications of the Federal Communications Commission’s (FCC’s) Payphone Order. In the order, the FCC ruled that payphone service providers (PSPs) are entitled to fair and reasonable compensation for the use […]

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