Distribution channel management for wireless devices and services

• US 7,835,951 B1
• Filed: 01/08/2003
• Issued: 11/16/2010
• Est. Priority Date: 01/08/2002
• Status: Active Grant

• Current Assignee: Brightpoint Incorporated (HNA Technology Co. Ltd.)
• Original Assignee: Brightpoint Incorporated (HNA Technology Co. Ltd.)
• Inventors: Burger, Philip G., Morrison, C. Breck, Koch, Jonathan Edward, Smith, G. Christopher
• Primary Examiner(s): Gart; Matthew S
• Assistant Examiner(s): Zare; Scott A
• Application Number:
  US10/338,345
• Time in Patent Office: 2,869 Days
• Field of Search: 705/14.72, 705/26, 705/28, 705/38
• US Class Current: 705/28
• CPC Class Codes: G06Q 10/087 Inventory or stock management, e.g. order filling, procurement or balancing against orders
• CPC Class Codes: G06Q 30/02 Marketing; Price estimation or determination; Fundraising
• CPC Class Codes: G06Q 30/0601 Electronic shopping [e-shopping]
• CPC Class Codes: G06Q 30/0641 Shopping interfaces

Abstract

A system and method for distribution channel management for devices and services in the wireless telecommunications industry are disclosed. A product ordering software module is integrated with an activation and credit scoring software module, a commissions management software module, and a coop management software module, wherein the software modules are optionally integrated with additional software modules for product and service management, and report generation. A plurality of geographically distributed dealer agents who operate retail interfaces with customers use a web-based interface with the software modules and a data link with one or more distribution centers for delivery of wireless devices from a plurality of wireless device manufacturers, and with one or more carriers providing the subscription services activated for the customers via the activation and credit scoring software module.

Claims

1. A method for distributing wireless telecommunication devices via an indirect dealer agent channel, comprising the steps of:

(a) establishing data interfaces between distribution channel manager software and a plurality of wireless dealer agents for at least one carrier, the distribution channel manager software comprising a presentation layer for the exchange of data with the dealer agents, wherein the presentation layer is operatively coupled with business function software modules comprising a product ordering module, activation and credit scoring module, commissions management module, and coop management module, and optionally software modules for product and service management, and report generation;

(b) operating the product ordering module to process orders placed by the dealer agents via the presentation layer for inventory replenishment and arrange for delivery of wireless products from at least one distribution center to the respective dealer agents;

(c) operating the activation and credit scoring module to perform credit scoring on customers based on data entered via the presentation layer, to receive confirmation or conditions from the at least one carrier for the establishment of wireless service for the customers, and to activate wireless devices to establish the customers as subscribers of the at least one carrier;

(d) operating the commissions management module to calculate commission payments to each dealer agent by the at least one carrier based on the activations from step (c) that are validated and any charge backs applicable to the respective dealer agent;

(e) operating the coop management module to develop marketing concepts for each dealer agent, develop advertising copy and design based on the concepts, arrange for approval of the copy and design by the at least one carrier, and receive a coop payment from the carrier on behalf of the dealer agent;

(f) operatively establishing an interface between the at least one carrier and a content management and delivery module of the distribution channel manager software for receiving wireless marketing program information from the at least one carrier for use in the data interfaces in step (a), the product ordering operation of step (b), the activation and credit scoring operation of step (c), the commissions management operation of step (d), the coop management of step (e), or two or more of steps (a)-(e).

2. The method of claim 1 wherein the channel management software includes a communication layer for exchanging data between the presentation layer and a channel management database.

3. The method of claim 2 wherein the interface with the at least one carrier is via the presentation layer, and the interface of the content management and delivery module is via the communication layer.

4. The method of claim 1 wherein step (a) includes profiling the user at log on using a username and password to determine the type of interface to be established and to establish an access level to the software modules, content and database.

5. The method of claim 1 wherein the product ordering operation includes forecasting sales to create a sales forecast for a respective dealer agent based on data entered via the data interface, ordering wireless handsets and accessories for the respective dealer agent based on the sales forecast, tracking and receiving the orders, reporting on sold product, updating the sales forecast based on sold product, and reconciling activations with electronic serial numbers (ESN'"'"'s).

6. The method of claim 1 wherein the wireless marketing program information includes carrier service rate plan information, commission information, rebate information, market directed funding information, sales-performance-incentives-for-free (SPFF) information, collateral material information, training information on wireless products and services, and sales tools.

7. The method of claim 1, comprising interfacing with multiple carriers, wherein one or more of the dealer agents are authorized for activations with more than one of the carriers.

8. The method of claim 1, comprising placing wireless product orders with more than one distribution center.

9. The method of claim 1, comprising capturing point of sale information during the activation and credit scoring operation of step (c) and storing the point of sale information in the channel management database.

10. The method of claim 9 comprising using the point of sale information in sales forecasting.

11. The method of claim 9 comprising mining the point of sale information for metrics reporting to the carrier, one or more of the manufacturers or another third party.

12. The method of claim 1 wherein the channel management software includes a business report generation module.

13. A wireless indirect dealer agent management method using an integrated channel management system, comprising:

(a) establishing a data link with the channel management system;

(b) a dealer agent ordering and payment module comprising the steps of;

(1) forecasting sales to create a sales forecast based on recent sales and data received via the channel management system;

(2) ordering products comprising wireless handsets and accessories via the channel management system based on the sales forecast from (b)(1) and carrier marketing information;

(3) tracking and receiving orders via the channel management system;

(4) obtaining reports on products sold;

(5) reconciling activations with electronic serial numbers via the channel management system;

(c) a product marketing module comprising the steps of;

(1) accessing rate plan information posted by a carrier to the channel management system;

(2) accessing marketing information posted by the carrier to the channel management system for use in step (b)(2);

(3) developing point of sale materials for products ordered via the channel management system;

(4) training sales personnel for the products ordered and services of the carrier via the channel management system;

(5) using online sales tools available via the channel management system;

(d) a coop management module comprising the steps of;

(1) developing marketing concepts based on the marketing information from step (b)(2);

(2) developing ad copy and design corresponding to the concepts of (c)(1);

(3) submitting the ad copy and design for carrier approval via the channel management system;

(4) obtaining carrier approval for the ad copy and design;

(5) receiving coop payment for the ad copy and design via the channel management system;

(e) a product activation module comprising the steps of;

(1) performing a credit scoring for a service subscription via the channel management system;

(2) receiving confirmation of credit approval or conditions for service activation via the channel management system;

(3) activating the subscription in accordance with the approval or conditions via the channel management system for use of activation data in step (b)(5);

(f) a commission payment module comprising the steps of;

(1) calculating expected commissions based on the activations reconciliation from step (b)(5);

(2) receiving an activation report via the channel management system;

(3) validating the activation report via the channel management system;

(4) receiving commission payments via the channel management system.

14. The method of claim 13 wherein the data link is an Internet connection.

15. The method of claim 13 wherein the marketing information comprises commission rates, rebates offered by the carrier or product manufacturer, available market-directed funding, and sales-performance-incentives-for-free.