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The Kelsey Report® Advisory

SBCI Moves Under the Yellow Pages Umbrella
Charles Laughlin , 12/27/2000

Issue: Will New Integration Improve Sales Performance?

News:  SBC Interactive (SBCI), producer of the online Yellow Pages directory and shopping guide, has been placed under the administrative umbrella of SBC Directory Operations (SBCDO). The move is designed to integrate the telecommunications company's print and online directory publishing activities more tightly. Melvin McArthur, president of SBCI, will lead the new SBC Interactive Media, reporting to SBCDO President and Chief Executive Officer Pat Engels. The Interactive group will stay in Pasadena, CA, for the time being at least, and SBCI's 44 sales people will be integrated into the print directory organization. Some jobs will be eliminated in administrative areas such as finance and human resources.

An issue raised by these changes is how the SBCI sales force will be deployed - as sales trainers, sales management or as Internet sales specialists?

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