Inmarsat Comes Out Ahead in Revamped Distributor Deal

摘要

Mobile satellite services operator Inmarsat concluded negotiations with all of its service distribution partners April 15, emerging with a five-year agreement that resets the balance of power toward wholesaler Inmarsat and away from its distributors, London-based Inmarsat said. rnIn an April 17 interview, Inmarsat Chief Executive Andrew Sukawaty said the months-long negotiations ended with Inmarsat winning concessions on all 12 areas in which the company had been restricted under the previous agreement. rnChief among these is the volume-discount formula under which London-based Inmarsat had been chafing for years. The old formula gave price reductions to a given distributor once that distributor reached a set annual sales level.