Dallas-based Excel Communications, Inc. is one of the largest providers of telecommunications services in the United States, having gained market share through a combination of several distribution channels including commercial sales offices, direct mail and network marketing. Excel offers subscribers residential and commercial long distance service, as well as Internet access, dial-around services, calling cards and paging services. Excel markets these products nationwide to residential and commercial customers under the Excel and Telco branded names.
In November 1998, Excel merged with Montreal-based Teleglobe Inc. creating a major integrated international communications company with global reach. The combined operations offer:
The second-largest long distance operator worldwide in geographic reach
The fourth-largest long distance company in the United States based on revenue and capacity
The second-largest Internet backbone worldwide in terms of bandwidth, customers and countries served.
Excel Highlights
Founded in 1988 as a regional reseller by President and CEO Kenny A. Troutt, national operations began in 1989.
Offers long distance phone service throughout the United States with limited service in Alaska.
Licensed with state public utility commissions in all states that require such licensing. Maintains an FCC license for its international long distance services.
Ranks fourth as a provider of long distance phone service after AT&T, MCI/Worldcom, and Sprint.
Employs more than 3,800 personnel who support the corporate, network management, billing, teleservices and marketing functions of the company.
Billing and Collection
Excel has billing and collection agreements in place with local exchange carriers (LECs) allowing billing with more than 95 percent of the available access carriers in the United States, representing 90 percent of all customers billed. These agreements ensure Excel’s long distance charges appear on the customer’s local phone bill.
Marketing Network
Excel markets its products and services through a nationwide network of Independent Representatives (IRs). Relationship selling is the basis of the Excel business opportunity. IRs seek subscribers among their family, friends, business associates and acquaintances. There is no inventory to purchase, minimal paper work, no sales quotas and no collection duties. The Excel business opportunity allows IRs to set their own personal, professional and financial goals.
Telco markets its residential products and services through Dial & Save(SM) and Long Distance Wholesale Club(SM) programs and markets its commercial products and services through 450 sales representatives located in 31 regional offices in 16 states.
Training & Support Services
Excel provides training opportunities for IRs through regularly scheduled schools. Information is provided to IRs through the Communicator, a monthly news magazine; through Excelevision, a monthly video magazine; Internet updates, voice-mail systems and regional sales rallies. Business support includes customer and representative service call centers, 24-hour automated voice response "hotline", accounting reports and a comprehensive catalog of sales aids and business development materials.
Compensation
All IR compensation is paid directly by Excel and is based on the acquisition of subscribers and their long distance, paging and Internet usage. The company does not pay a commission to IRs solely for introducing new reps to the company. Instead, representatives are paid commissions for the subscriber acquisition and the long distance usage of customers signed up by IRs they have recruited directly or indirectly.
