Telephone Call Centers Industry Overview

Excerpt from Telephone Call Centers Report

Companies in this industry operate telephone call centers that provide telemarketing, customer care, and other outsourced business services on a contract basis. Major companies include Convergys, Sitel, and West (all based in the US), as well as Infosys (India) and Teleperformance (France).

Competitive Landscape

Demand is largely driven by consumer spending and business activity. The profitability of individual companies depends on efficiency of operations. Big companies have the scale to provide services to large corporate customers. Small companies can compete successfully for small and midsized customers because there are few economies of scale. The industry is concentrated: the top 50 companies account for about 55 percent of revenue.

Products, Operations & Technology

Major services are telemarketing sales, customer care, technical support, and call answering. Smaller companies generally specialize in one of these services. Telemarketing sales - also called "customer acquisition" - consists mainly of making outbound phone calls to sell products or services to new customers. Customer care and technical support consist primarily of taking inbound phone calls from existing customers or from new customers placing orders. Technical support helps customers figure out how to use a product, such as a computer or computer program. Customer care can involve passive activities such as taking orders and answering billing or technical support questions, or active initiatives such as follow-up calls to customers and cross- or up-selling. Answering services include automated voicemail systems and live operators, and are often used to provide information to callers outside of regular business hours, especially for critical businesses like doctor offices.