Page 40: of Maritime Reporter Magazine (June 1996)

COMPANY PROFILE: IDB Mobile changes to compete

Competition in the satellite com- munications service provider busi- ness has grown exponentially in the past year and a half — specifi- cally, Inmarsat satellite services have become much more price com- petitive, and users are becoming more sophisticated in how they choose and use satcom services. In the meantime, companies such as

IDB Mobile (IDBM) have been closely monitoring market demand and altering their broad range of products and services to meet cus- tomers' needs.

The near-term market for all satellite communications providers poses many challenges, but promises rich rewards for those companies positioned correctly. It is apparent that technology and price will drive the increasing use of satellite communications, as users find new reasons to transmit and receive data.

Positioned as a leading supplier of Inmarsat-based mobile services,

MOBIL

MANNESMANN

REXROTH

Lohmann + Stolterfoht

The Best Solution on Waterways

Worldwide

Gear units, clutches, couplings and bearingsfor every type of ship, for main and PTO drive systems, for luxury yachts as well as freighters.

More than 100 years of practical experience are available for system solutions. In conjunction with state-of-the-art monitoring and control technology we supply high-tech products for marine transmission applications. In this way we have made a name for ourselves on the

Seven SeaS. mannesmann technology

Lohmann + Stolterfoht GmbH

Postfach 1860 • 58408 Witten

Germany

Phone + 23 02/8 77-0

Fax +2302/88148

IDBM links satellites to remote land/sea bases, air- planes, mobile units and marine vessels, providing some of the most advanced telecommunications ser- vices available.

The company's primary target is the oceangoing vessel market, and its service additions and improve- ments have all been geared towards gaining a lead in this mar- ket, while expanding presence in the land mobile market.

A significant step in achieving this goal was the introduction of its "One World, One Price," simplified pricing program, which according to company officials was market driven and greeted with anticipa- tion and praise. "Customers have embraced the program, even more so than we expected," said Rich

Carlson, vice president, market- ing.

Another sign of IDBM's commit- ment to the market was the recent expansion of its operator and cus- tomer service center, which includ- ed adding operators and enhancing training. IDBM responded to the need for reliable, clear and concise service by creating an operator and customer service center that is staffed around the clock.

To provide additional value, IDB

Mobile has expanded its custom- designed, help-desk software to include a database of satellite ter- minal manufacturers providing manuals, customer equipment lists and billing history as well as other vital information designed to speed the delivery of help. This allows

IDBM customer service represen- tatives to attend to customers even when their problems may not be directly associated with IDBM's service.

Fitting the budget

To provide its customers with responsive Inmarsat services,

IDBM introduced what it terms a simplified pricing and billing pro- cedure. Entitled "One World, One

Price," IDBM now offers one price for voice, fax and data traffic that includes landline charges to any destination in the world for

Inmarsat A, B and M mobile satel- lite services. "The best surprise is no surprise, especially when it comes to making

Inmarsat calls and getting the bill," said Jerry Shipley, senior vice president, sales and market- ing. IDBM said the program is a result of listening to its customers. "Customers get sticker shock every month when the communica- tions bill comes in and there are excessive landline charges. This makes trying to plan for, and con- trol costs impossible," said Mr.

Carlson. "Eliminating hidden or extra costs allows for much better budgetary planning and control."

For more information on IDB Mobile

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