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SituationA prominent landline telecom provider was challenged with how to sustain their previously achieved sale price in a declining market and at the same time position their portfolio as the preferred choice in a crowded telecom sale market. CAPITAL proposed a segregation strategy, pulling the small balance accounts out of the primary sale pool to increase that pool's average balance. ResultsThe strategy increased the average account balance by 89% making it far more attractive to the market. The newly configured portfolio sold for a higher net return and at the same time attracted a new set of bidders not previously active in telecom sales. By purchasing this company's small balance accounts, CAPITAL provided a creative solution to what was not initially perceived to be a small balance problem. |
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