To: Brett Nelson who wrote (4636 ) 5/27/1998 5:13:00 AM From: pat mudge Read Replies (1) | Respond to of 18016
WEDNESDAY MAY 27 1998ÿÿTelecomsÿ HK Telecom surrenders accounts to C&W By Louise Lucas in Hong Kong Hongkong Telecom, the territory's dominant carrier, is to surrender some of its global accounts to its parent Cable and Wireless, of the UK, as part of a new arrangement aimed at enhancing competitiveness. Hongkong Telecom will service the Asian "leg" for these accounts and other companies on an exclusive basis, and C&W will in turn extract a "global services management fee" of 17.5 per cent of the revenues achieved from its subsidiary. Donald Hess, company secretary, said the deal would position the group to service multinationals looking for global services. "Companies that can act globally are expected to realise the benefits of excellent growth opportunities in this sector," he said in a statement to the Hong Kong stock exchange. Hongkong Telecom in effect becomes a supplier to C&W unit Cable & Wireless Global Markets. It will also provide technical and administrative services in connection with the global business, for which it will charge CWGM cost plus 5 per cent. It will initially hand over 31 customer accounts to CWGM, pending customer approval, with further transfers expected. CWGM becomes a "one-stop shop" for multinationals' telecoms needs. The move comes as Hong Kong itself prepares for a new era of competition: from January 1, Hongkong Telecom loses its international direct-dial calls monopoly. Analysts said the deal highlighted the increasing tendency for C&W to assume a greater role within Hongkong Telecom. China remains the big untapped telecoms market, which C&W hoped to pioneer after it sold part of its holding in Hongkong Telecom to China Telecom, the operational arm of the mainland's former Ministry of Posts and Telecommunications. However, no deals have so far emerged for either of the two companies, although Hongkong Telecom may be close to securing a cellular network agreement. C&W has pledged to sell further stakes to China Telecom. Mr Hess said the new arrangements would result in smaller payments being made to CWGM by Hongkong Telecom, which in the year to March 1997 paid about HK$110.5m (US$14.3m) in fees related to global account management. Had the new arrangements applied then, the cost would have saved a net HK$47m, he said. The revenues from the 31 global accounts being transferred were HK$421m in the year to March 1997, 1.3 per cent of total turnover or 1.4 per cent of the book value of tangible assets.