I dont doubt the claims made, but....
Our experience with Crown has been very positive. I'd argue probably easiest of
all, after all things considered, reviewing our last 10 years as a WISP and
working with tower companies.
Going into these type agreements, meaning with any national tower company, its
important to recognize that tower reps are just like any other large dollar
large volume leasor/landlord, where there are managers and lawyers on staff,
that look at the letter of the law and every minute detail in their contracts,
and make decissions from a far as a NON-Emotionally-attached apponent. They
represent their interests, not yours. Most of the initial template contracts
are written to be one sided in favor of the tower leasor, and are clear about
the tower company's remedies in cases of a Leasee's default, and not so clear
on what if any remedies are availale to the leasee in cases of Leasor's breach.
That is unless you've been fortunate enough to get the terms changed to be more
favorable to you, before you signed them. "terms" (meaning length of time
commitment) specifically is a common issue of challenge, after a falling out
occurs. Anytime something evolves to a legal battle, its likely going to
evolve to a situation that would be considered "unfortunate" or "ugly" for all
parties involved. Its the equivellent of a "divorce" for business..
I'd also argue that Tower companies are probably still taking a beating
financially right now. I'm sure the Clearwire failures have led to large scale
revenue loss nationwide. And I'm sure BTOP/BIP programs of the past 2 years
weren't helping much, encouraging wireless companies to build their own towers,
instead of entering into rental type "lease" agreement for colo space. The
tower consolidators probably paid well to aquire the other tower companies.
There are big dollars at stake, and they need to target big revenue to get
their ROI..
At the end of the day, a leasor has to say.... "why do I want to help this guy,
what's in it for me?". "If this isn't going to be one of my customers, why
shouldn't I rake every last penny out of them that I can?" "Even if it seems
unethical or unsympathetic, doesn't loyalty have to be given to the stock
holders, and my wallet, first?".
I can tell you, I've worked with some ruthless landlords over the years, and
comparatively Crown was a Saint, no where near that level of Bad. I delt with
one leasor (NOT related to Crown) guy, that if I ever tried to negotiate, or
include into a sentance spoken to him the word "price" or phrase "it would be
more fair if" or "but you breached the contract by, and I should be compensated
for that" ( fpr things like, no longer allowing me to have 24/7 access anymore,
or letting other carriers move my gear and put stuff in front of mine, without
tell me first), the immediate response was, "OK, lets cancel the lease, we
dont want to lease to you anyway and we'd rathr you gone. Be gone in 30 days,
or we'll remove your stuff". I reply, "But I have a 5 year contract!. Replied,
"so what, take me to court and I'll barry you in legal fees". I'm telling you,
its better at Crown, and let me tell you why....
1) Crown knows the market. 2) Crown's only business is a business designed
around leasing space to wireless providers. 3) The more simultaenous prospects
they find to colo, the better their ROI.
This dynamic is a great starting point. There is a basis for a transaction, and
both parties have the potential to be important to the other party. Its just a
matter of figuring out what the numbers and terms need to be, to make it worth
your and Crown's time.
And it takes some compromise and constraint, because the goliath companies have
controls in place for doing business due to the vast inventory to manage,
generally controls that can be encombersome for the small WISP, that is used to
doign things on the fly.
I often find that WISPs tend to look at their own business model, and what it
affords, instead of being a bit more insightful, and looking into the tower
comapny's business, and trying to identify what would be fair to them from
Crown's perspective. In other words, "the reality factor". Sometimes the
reality is, to do business with a powerhouse tower company, it may take a
higher price than what the WISP's business model originally budgeted to afford.
If a WISP is paying market rate, there is little motive for a tower company rep
to want to alienate the prospective WISP. IF the WISP isn't paying market
rate, and taking up valuable space, then the WISP needs to be a hassle free
customer.
I agree that sometimes tower companies can be difficult and expensive. The
advise that I can recommend is....
1) Identify the person that is capable of helping you. Meaning the one with the
most invested interest to want to help you.
2) Look for an alternate way to address the problem, that isn't banking heads
with the leasor.
(For example, if the lessor's goal is to get more money, try to get
something in return for that that would be worthwhile for you to spend that
additional money. Maybe more antenna or Freq bands for that higher price. That
would be more beneficial than paying more per antenna. In other word, if the
goal may be to get more money, they might not care how they accomplish it, and
may be open to suggestions)
3) You'll be more likely to get what you want if the end result is staying a
customer of theirs, as there is a cost to them for every decission, and they
have a better chance to cost justify a favor, it they can make back their money
over time from you.
4) Dont go over your primary contact's heads, unless you are truly convinced
that that party is a big part of the problem. If so, my guess is that higher up
supervisors probably would help and would want to know about it, if the primary
contact really was not doing their job appropriately.
5) If the terms of a transaction are not acceptable to you, DONT DO THE
TRANSACTION. Under stand that for that property, there may just not be a
match. There is a lot of competition out there, and there are likely other
tower leasors around to consider instead. Moving towers, isn't always as
expensive and disruptive as one might think.
6) The most important part in establishing a good vendor, is being able to have
meaningful dialogue between you and your rep, to negotiate, where both parties
can hear each other, and look for accomplishing "mutually beneficial". If a
vendor does not provide that for you, then you need to change reps or look
elsewhere. (You also need to be able to provide that).
7) If you are moving in the direction where you likely wont be a colocation
customer at that site, try and make it that that decission was made by the
landlord. Meaning, Create the perception that you'd like to be there at X
specified terms. So you give the rep a chance to have your business. You are
then the good guy. Should they then turn that down, and not want to lease to
you, then it is on them, that they lost your business. (They surely cant hold
you responsible for them turning away your business). In other words, always
propose a resolution, or the solution that would work for you, for their
consideration.
Tom DeReggi
RapidDSL & Wireless, Inc
IntAirNet- Fixed Wireless Broadband
----- Original Message -----
From: bret clark
To: [email protected]
Sent: Sunday, March 11, 2012 10:39 AM
Subject: Re: [WISPA] New Crown Castle Nightmare Developing
We have good relationships with the local Crown rep people who have been good
to work with, so no horror stories, but the start up fees to get on one of
their towers is just ridiculous..I'm not an AT&T or Verizon with a gazillion
$$$. I would probably do a lot more business with Crown, but only had 2 arms
and 2 legs and they are long gone!
On 3/11/2012 10:26 AM, Chuck Hogg wrote:
I was told there would be a change at WISPALOOZA...after 6 weeks of
negotiations, we walked away. A friend of mine decommissioned a Crown site he
was on. They removed everything. Some how a cable hanger was still there.
Crown is fighting with them to get them to pay back rent for that one cable
hanger. The claim was $14,000 in back rent and $4,000 to remove the cable
hanger. Each month that $14k increases.
Regards,
Chuck
On Sat, Mar 10, 2012 at 11:05 PM, CBB - Jay Fuller
<[email protected]> wrote:
Looked at a Crown tower today - and remembered the horror stories.
Not interested unless there is a real change.
----- Original Message -----
From: Ralph
To: 'WISPA General List'
Sent: Saturday, March 10, 2012 9:13 PM
Subject: [WISPA] New Crown Castle Nightmare Developing
I wish I could say nice things… I wish I could say nice things. But
Mama told me that if I can’t say something nice, don’t say anything at all.
I have a pretty good Crown Castle horror story developing. I will be
glad to share the details if things do not get ironed out, and quickly.
I will say that if you are considering it, do not get into a contract
with them. They still think we are all Cell Carriers or Clearwire!
If the representative from the “Kinder, Gentler, WISPA member Crown
Castle” happens to be listening, I think he needs to reply to me off list!
Ralph
Brightlan.net
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