The coronavirus pandemic has focused the minds and tightened the purse strings of businesses interested in telephony & data solutions.
That is the assessment of Trust Distribution Managing Director, Vincent Leahy, who told UC Today that, during the last six months, solutions have had to be directly beneficial to businesses to make a sale.
“I think businesses are adapting to the times and people are uncertain about buying a telephone system where before it was a straightforward sale”
“Now businesses need the flexibility for their staff to work from home for example, but unless you’re selling solutions that are going to enable businesses to hit their KPIs, then business owners will not invest. They need to know they’re going to get a return on their investment, rather than just buying it because it’s a new shiny piece of technology.”
SOS acquisition
Leahy also went on to say that Trust Distribution has seen a dip in business as a result of the pandemic, however, expanding their range of data products and peripherals has put them on track to exceed 80% of sales it experienced in 2019.
Trust has also recently acquired fellow distributor SOS Communications from long-term friend, Colin Hepher, with Leahy adding that there are no immediate plans to “swallow up” the distributor under the Trust brand.
“SOS is an established brand name and has been around a long time” said Leahy, “So for us it’s about working with SOS as part of the Trust group of companies.
SOS Communications will be able to access our range of voice, data & cloud solutions. Even though we are two distributors, there are a lot of resellers that have preferred supply routes and due to the crossover in customers, we see an opportunity to grow both brands.
The idea is we want to take best practices from both Trust and SOS and implement what is best for each and move forward. We see a great opportunity to grow both Trust and SOS throughout 2021 and beyond.
