Using the pricing shown in Table 1, a business with 10 pagers pays
10 pagers * $10 per month * 12 months = $1,200 per year
If the company converts to annual billing, it will only pay $800 per year. The hassle of receiving a bill and cutting a check each month is also eliminated. A customer can almost always cut its paging costs by shifting to annualized billing. But, if a pager is taken out of service during the year, make sure the pager company issues a prorated refund for the months that the pager will not be in use.
Save with term agreements
Like other telecom services, pager providers offer 12-, 24and 36-month term agreements. The carrier benefits by locking in the customer’s revenue for the entire term, and the customer benefits by receiving a lower monthly rate for each pager. Signing a 12-month term agreement with a paging supplier usually knocks $1 off the monthly cost per unit. A 24-month term agreement gives a $2 discount, and a 36-month agreement gives a $3 discount.
If the negotiated pager cost is already low, such as $5 per unit, a term agreement will probably not create any additional discounts. Paging is a low-margin business, and carriers make sure each transaction remains profitable for them.
A loophole with pager term agreements is that carriers sometimes fail to specify a minimum number of pagers. A business with 100 pagers that becomes dissatisfied with its paging company could theoretically move 99 pagers to another paging company and face no penalty with the original carrier.
Consolidate to one carrier
One of the most basic rules of telecommunications management is consolidation of services to one vendor. The majority of companies I have worked with use multiple paging vendors because they have no centralized control over their telecom services. Newly merged companies still use different vendors, and employees are often allowed to choose their own vendor. One single company site might have up to three or four separate paging providers. It is difficult for accounts payable and the telecom department to keep up.
For example, a leading managed-care corporation has more than 50 nursing homes. The company was aggressively buying and building new nursing homes at the rate of one per month. The new corporate telecom manager noticed the following trends:
- The staff at each nursing home used an average of five pagers.
- The corporation processed more than 100 separate invoices each month.
- Some invoices were for a single pager; others were for as many as 24 pagers.
- Ten different paging vendors were used.
- It took two full days each month just to process the pager bills.
- Although about a third of the pagers were with PageNet, the pagers were billed on a number of different invoices.
- The average cost for digital pagers was $11 per unit.
- Many of the accounts had pager protection, which cost between $1 and $2 per month.
The telecom manager decided to only keep the PageNet pagers and replace the others with PageNet pagers. PageNet assigned an account executive to the account, who immediately consolidated all billing into one bill that would be sent directly to the telecom department at the corporate office. Pager protection was canceled, and the large volume allowed the manager to negotiate a low price of $4 per unit.
In most cases, a national account is not cost effective, because pager companies cannot offer one price and one bill. Each region is run as a separate company and the pager companies can only offer price breaks based on the number of pagers in their own region.
