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To: Frederick Smart who wrote (4134)1/13/1998 11:27:00 PM
From: Rob Prickett  Read Replies (1) | Respond to of 10227
 
Frederick,

The white-collar segment has exciting potential. I know a group of satellite engineers who were evaluating the i300 and really liked the featured, almost went for it, but wanted to wait for the new phone. (But, I think in the meantime they turned to a competitor). Like I mentioned before, adding white-collar seems likely to increase the ARPU.

Would you expand on your statement "Rep commission plan payouts will be geared toward digital cellular use - lucrative incentives for reps to weave business and personal use in ways that make Nextel the most money - not through one-time contract-based give-aways."? Sounds like you're saying Nextel sales reps to weave customers business / personal use?

Thanks,
Rob



To: Frederick Smart who wrote (4134)1/14/1998 11:28:00 AM
From: Arnie Doolittle  Respond to of 10227
 
" '96 and '97 were prime the pump blue-collar"

From what I've seen, they've still got a ton of room to grow in the blue collar arena. My guess is that no more than 25% of potential blue collar customers have heard of NXTL and perhaps 5% have the phones. The market is HUGE. Companies look for niche markets to target. That's some niche that NXTL owns - 65 million strong and growing.

Arnie


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