Telstra eyes 100th business centre

By Ry Crozier on Oct 13, 2011 7:21 AM
Filed under Sales & Marketing

Multi-million dollar investment to win over small business market.

Telstra has revealed it will open its 100th business centre over the next few months as part of a sustained push to capture more of the small business market.

The telco's business group managing director Will Irving said that the 87th centre had recently been opened in Blacktown in Sydney's west.

The centres were not Telstra-owned; rather they were typically set up by Telstra dealers who had run consumer retail stores and wanted to service small business customers more effectively.

Irving said that Telstra had allocated about $20 million to help establish the 100 centres.

Prospective owners are required to chip in about 80 percent of the start-up cost but Irving said they got their returns from "longer term remuneration arrangements" similar to that which all Telstra dealers received.

"We think the fact that they themselves are small business people is part of the value they offer, which is why we don't have any company-owned business centres," Irving said.

"We may at some point in the future but very much the model has been to serve the small business market with people who intimately understand small business."

Irving said most centres operated on an appointment-only basis - to minimise wait times experienced by small business owners - although some also catered to walk-ins.

Either way, the service would be faster and more targeted than that which small business owners could get from a consumer retail store, he said.

Irving denied suggestions that the business centres might cannibalise the markets serviced by consumer retail stores.

He suggested that some business centre owners also still ran a consumer retail dealer also in the area.

 
Follow us on Facebook and Twitter
 

Copyright © CRN Australia. All rights reserved.

Telstra eyes 100th business centre Parramatta business centre (courtesy Telstra).
 
 
 
 
 
Top Stories
Cash-strapped, poor strategy: why IT companies fail
ASIC reveals why firms collapse.
 
Brennan armed with $30m for acquisitions
Follows "record-breaking" September for managed services provider.
 
Channel to fill services void, as Lenovo-IBM x86 deal closes
Lenovo's smaller professional services unit is good news for resellers.
 
Sign up to receive CRN email bulletins
   FOLLOW US...
Polls
What's the best protection against bad debts?



Latest Comments
CRN Magazine

Issue: 331 | September 2014

CRN Magazine looks in-depth at the emerging issues and developments for the channel, and provides insight, analysis and strategic information to help resellers better run their businesses.