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| Wireless Carriers
and Their Distribution Channels: 2005 - Compensation Programs,
Costs and Commissions |
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This study was aimed to understand
the relationship of wireless carriers and their distribution
channels, including compensation programs, costs and commissions.
The report reviews wireless handset distribution in the
US, and the role of a distributor; the types of direct
and indirect channels that carriers use today, and will
use in the next year; the percentage of subscribers that
are activated through each type of channel; the percentage
of revenue that comes from subscribers activated through
direct and indirect channels; information about the number
of carrier-owned and indirect stores that are used and
planned; information about the types of compensation that
carriers pay to indirect distribution channels and how
that is expected to change over the next year, as well
as the amount of compensation and activation commissions
they pay indirect channels; the average amount of money
for which carriers and distribution channels buy and sell
each handset type for, including profits and losses; subscriber
acquisition costs; types of promotional activities that
are performed and their effectiveness, and much more.
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Executive Summary
- Introduction
- Study Objectives
- Carriers
- Distribution
Channels
- Methodology
- Carrier Screener/Qualifications
to Participate
- Distribution
Channels/Qualifications to Participate
- Demographics
- Carriers
- Distribution
Channels
- Data Services
- Prepaid Services
- Wireless Handset
Distribution in the US
- The Role of
a Distributor
- Handset Content
- Direct Versus
Indirect
- Disparate Carrier/Distribution
Channel Relationship Trends Emerging
- Wireless Carriers:
Types of Channels Used
- Direct Channels
- Indirect Channels
- Subscriber
Activations: Direct Channels Are the Focus
- Acquisition
Costs
- Compensation
- Compensation
Programs: Promotional Activity
- Profits and
Losses
- Carriers
- Indirect Channels
- Conclusions
- Appendix A
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Table 1. Number of Carrier-owned Stores for Major US Carriers
- Table 2. Compensation
Received, by Channel Type
- Table 3. Types
of Compensation Expected Next Year
- Table 4. Type of
Handset Rebate/Promotions Offered by Major Carriers
- Table 5. Overall
Handset Profit/Losses Reported by Carriers
- Table 6. Overall
Profit Per Subscriber Reported by Indirect Distribution Channels
- Table 7. Listing
of Handsets, Pricing and Promotions Offered by the Leading U.S. Wireless
Service Providers
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Figure 1. Number of Subscribers Reported by Wireless Carrier Respondents
- Figure 2. Digital
Services Sold by Carriers
- Figure 3. Distribution
Channel Respondents -- Types of Companies Interviewed
- Figure 4. Distribution
Channel Respondents: Number of Stores
- Figure 5. Distribution
Channels: Revenue Mix
- Figure 6. Distribution
Channels: Carriers' Services Sold
- Figure 7. Data
Services Sold by Carriers
- Figure 8. Data
Services and Products Sold by Distribution Channels
- Figure 9. Wireless
Handset Distribution in the U.S.
- Figure 10. Carrier
Handset Acquisition
- Figure 11. Distribution
Channel Handset Acquisition
- Figure 12. The
Role of a Distributor
- Figure 13. Types
of Companies Driving Handset Content
- Figure 14. Handset
Content Can be Provided By Many Types of Companies
- Figure 15. Direct
Channels Used by Carriers
- Figure 16. Indirect
Channels Used by Carriers
- Figure 17. Percentage
of Subscriber Activations Made Through Each Channel
- Figure 18. Subscriber
Acquisition Costs
- Figure 19. Forms
of Indirect Channel Compensation
- Figure 20. Non-cash
Benefits Resulting from Exclusivity
- Figure 21. Effective
Handset Promotional Activities
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