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Samsung gets plenty of love from wireless carriers

A recent survey conducted by Kantar Worldpanel ComTech has revealed some interesting trends when it comes to how Americans purchase new smartphones. First and foremost, while many of us tech geeks pride ourselves on purchasing as much of our gear online as possible, a full 64 percent of Americans actually purchase their smartphones in-store.
Only 24 percent purchase their smartphones online, with the rest we assume purchasing them over the phone through their carrier.
But what’s perhaps most interesting is what smartphones are being pushed by carriers. Kantar’s research found that 63 percent of customers that walked into a retail store to buy a new smartphone were recommended a Samsung device. What’s most interesting is that this was double the rate for Apple recommendations and nearly 10 times the rate for smartphones made by Nokia.

And it should come as no surprise that 59 percent of those who were nudged towards a Samsung device walked out with one. 35 percent left with an Android smartphone made by another manufacturer, and only 6 percent purchased an iPhone.
But Apple needs not worry about its customers straying too far from the herd. iPhone users remain incredibly loyal, with Kantar describing a “strong emotional connection with the Apple brand and its devices.”
Kantar adds that consumers purchasing Apple’s iPhone models are the ones doing the least amount of pre-purchase research in part due to the strength of the brand, the rabid fanbase, and high satisfaction rate with iPhone hardware.

Sources: Kantar World Panel [PDF], via BGR

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By someguy123 on 8/8/2014 10:01:41 PM , Rating: 2
But that's wrong. Physical phone sales volume is the smallest piece of the pie for cell carrier sales reps. Reps get next to nothing for the phone itself. Every large carrier has attachment and "bonus product" sales targets that are required to avoid termination. If sprint is downsizing and one employee sells 150 S5's and the other sells 10 blackberries with 10 insurance plans and 10 hotspots, they are 100% going to keep the attachment seller, because carriers sell phones at or below overall cost through subscription plans, which sales reps also take a bite out of (usually 25~40%).

Structure is similar to other sales jobs but attachment targets can get a little ridiculous (I've heard horror stories of requiring attachment sales on 80% or more of all phones sold). The main thing the sales associate wants is to lock you in on the most expensive plan possible connected as many people as possible because it will help them meet their sales quota, and also gives them tons of money compared to their base janitor wage. After that they will try to get you to buy accessories/insurance. They would rather give you an outdated, cheap phone with an above average plan than a brand new android/WP/ios phone with the base data plan.

The actual reason for the samsung push is most likely due to the massive variety of samsung devices on display at most carriers. It is much easier to walk over to a table covered in an assortment of random samsung phones than having to actually listen to a customer's description of what they want, which is often hypocritical and insane. It is also next to impossible to explain the benefit of ANY tech product to most customers (e.g. convincing someone that 4 cores is not 4 times the jiggahertz), which makes the "tour guide" method of sale the best option.

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