Top Tips to Maximise Ongoing Revenue

July sees significant changes to the way Orange remunerates its dealers and distributors with a greater emphasis now being placed on ongoing revenue.

There are several things you can do to ensure that the transition is as smooth as possible, and maximise your ongoing revenue.

• Seek advice from your Accountants about the correct accounting treatment of advances and ongoing revenue. The advance does not form part of your profit or margin, it is repayable. It is the ongoing revenue itself which should filter through to your profit and loss account.
   
• Ensure you match your customer's needs to the right tariff - lock in as much of the customer's spend to ensure your ongoing revenue advance is optimised. The higher the line rental, the higher the advance payment.
   
• Spread any cashbacks or deal incentives as far as possible across the life of the contract. If your customer continues to stay connected and pay their bills, you continue to earn ongoing revenue and in turn they receive their special terms.
   
• Review and update your customer terms and conditions. If the deal you agree with your customer assumes that they will continue to pay their Orange bills for the full contract length, you should reserve the right to recover any discounts or deal incentives from them in the event that they should default or leave Orange earlier than anticipated.
   
• Ensure every customer elects to pay their Orange bill by direct debit - this will reduce bad debt and the clawback that results.
   
• Promote all suitable Value Added Services such as Orange Care and travel bundles - you will earn 25% of everything they spend!

If you want any advice on the new commission structure, speak to your Dealer Sales Executive.