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Frontier overhauls sales,
service operation nationwide

Frontier Corp. today announced a major restructuring, decentralizing its field sales and service organization into four regions nationwide.
The restructuring is intended to enhance Frontier’s ability to reach its small and midsize business customers.

Frontier overhauls sales,
service operation nationwide

Frontier Corp. today announced a major restructuring, decentralizing its field sales and service organization into four regions nationwide.
The restructuring is intended to enhance Frontier’s ability to reach its small and midsize business customers. The new organization “puts Frontier in a position to more aggressively market its products and services to one of the fastest-growing customer segments in the business,” said Kevin Bennis, president of Frontier Communications, the firm’s long-distance unit.
The change will not result in a restructuring charge, spokeswoman Michele Sadwick said. Frontier is scheduled to release its second-quarter earnings on July 23.
Previously, business accounts were organized based on the size of the account, Sadwick said. By breaking the division into geographic regions, each region will have more flexibility to respond to competitors in their markets, she said.
Each region will sell long-distance, enhanced services like 800 numbers and calling cards, and, in some markets, cellular and local phone service, too.
New presidents were named to head each regional organization. The company also said it intends to boost employment in the 1,400-member unit by more than 100 workers, although most of those will be outside the Rochester market, Sadwick said.
James Whelehan, Frontier executive vice president of sales, will lead the unit, which is called the Commercial Markets organization.
Louis Ercolano, a 10-year veteran with MCI Telecommunications Corp., is president of the south region, which serves markets in the Bell South Corp. and SBC Communications Inc. territories. Ercolano will be based in Atlanta.
Edward Dunn was named president of the northeast region, encompassing Nynex Corp. and Bell Atlantic Corp. markets. Dunn, previously Frontier senior vice president of general business sales, will work out of an office in New York City.
Gary Graham was tapped as president of the west region, which includes markets also served by Pacific Telesis Group and U.S. West Inc.. Graham was vice president of national and key accounts for Allnet Communication Services, an ALC Communications Corp. subsidiary. He is based in San Francisco.
Michael Zufall is president of the midwest region, where U.S. West and Ameritech Corp. operate. Zufall was senior vice president of client services at Allnet. He is based in Detroit.
Frontier’s Web site is http://www.frontier.com.

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