NEWS
Twickenham Stadium April 1st & 2nd, 2009
www.comms-dealer.com
INTERVIEW Adept wins
Trojan ahead
We are
top deal at
going to
racecourse
with new idea
concentrate
ADEPT Telecom has scooped
on cross selling
a three-year contract to provide INSPIRED analogue telephone
our products
voice and data solutions to the first specialist Trojan Telecom has
National Hunt course to be com- unwrapped the EVO 500EH
pleted in Britain for over 80 years. which incorporates another novel
Dave Corgat, MD, Rainbow Telecom
The new £20m Ffos Las race- innovation – a display phone
Rainbow Telecom continues to bring in good business course in Wales is due to open in with DECT Headset Interface, a
driven especially by LCR and fixed line sales. Last June 2009 and the enclosure will development that eliminates the
year the company saw growth of 35 per cent with hold up to 15,000 people while a need for a handset lifter.
turnover surpassing the £3 million mark. This year looks covered grandstand will accommo- This latest addition to Trojan’s
even brighter, according to Managing Director, Dave date 1,000 more race-goers. product kit bag boasts a built-
Robin Horsham
Corgat. He said that the company grew in all major The racecourse will create over in electronic hookswitch that set lifter is proving to be a hin-
areas of the business. In telephone systems – mainly 100 jobs and bring up to £600m enables DECT headset products drance to the end user.
in hybrid IP/PBX systems – and notably, LCR and into the local economy, becoming from Plantronics, GN Netcom and He explained that lifters take
mobiles. The company had a strong second half of an important part of the social and Sennheiser to be connected to the time to operate and the user might
the year after an ordinary first five months. The only sporting life of west Wales. phone. This allows the headset to assume that it hasn’t worked,
decline in the business was in hosted sales where the Adept’s Channel boss, Joe have control over a call without the prompting them to click the head-
last three months saw little if any sales, said Corgat. Murphy, commented: “This is the need for a handset lifter. set button twice, losing the call.
biggest sporting development out- Sales Director Robin Horsham “The headset lifters are not as
“We continue to sell and grow our IP/PBX sales year side of the 2012 Olympics and also sees an opportunity for resell- quick or as accurate as the elec-
on year, however the main area of growth for the is evidence of the strength of our ers where cordless headsets have tronic version in the 500EH, which
company was in LCR and fixed line sales. And by indirect channel.” already been sold, where the head- stops calls being lost,” he said.
having our own billing platform we have been able
to provide mobile services and load our own CDRs
which has added to our growth, for which we see as
FCS appoints
Griffi n sells legacy direct
a major growth area for 2009,” commented Corgat.
Procom boss customer base to Eurotel
Rainbow Telecom is on target to hit £4 million this ROY Pierce, MD of Procom GRIFFIN Internet has sold its leg- represented, at the time of sale,
year spurred by major growth in LCR and mobiles. Communication Services, has been acy direct broadband base to inde- less than 5% of Griffin’s base of
According to Corgat an ‘aggressive’ recruitment plan appointed to the board of the FCS. pendent communications provider end users.
is already underway. Central to Rainbow’s growth Chairman Adrian Grilli said: “Roy Eurotel, a key Griffin Partner. John Dawson, MD of Griffin,
strategy is its new office in Burton on Trent and the brings a wealth of experience from In 2005 Griffin underwent a said: “With the entire company
expansion of the Brighton and South London offices. the Business Radio industry, which is management buy-in and since then focused on delivering quality ser-
stimulated by a new range of digital the company has implemented a vice and support to the channel it
Corgat believes that Rainbow is in a ‘great position’ technologies and new entrants. We channel-only white label strategy made sense to pass our direct cus-
to make the most of 2009. The company is loan- value Roy’s contribution to the stra- signing over 400 channel partners. tomers to one of our partners better
free with no exposure to the banks. He stated: “We tegic direction of the Federation.” The legacy direct broadband base geared up to manage SMEs.”
operate with a small overdraft and we have over
2,300 maintained customers for phone systems,
gained from organic and acquisition growth over Call clarity spurs sales
Disti’ to offer
the years. We are going to concentrate on cross-
selling all our products into our base. We have
of headsets at Nimans
contracts for
recently employed five new sales staff to do this and
data airtime
based on that success we are to repeat the same NIMANS has reported a ‘sales
recruitment and training programme starting in April boom’ in the headset market SCANSOURCE Europe now pro-
of this year. Finding new business will become much spurred by improved call clarity vides data airtime contracts from
harder, but the ability to show your own customers and raised efficiency for end users. two major providers to UK resell-
greater savings and more flexibility in payment According to Headset Business ers, enabling them to offer mobil-
schemes wins us both more business and greater Manager, James Burns, maximis- ity solutions for GPRS-equipped
customer value for both Rainbow and its clients.” ing productivity is becoming more mobile computers.
important for businesses that need According to the company there
Corgat highlighted a key concern for resellers. to boost worker output in diffi- are plans to offer contracts from
“Obviously the credit crunch will effect our market. cult trading times, fuelling revenue other providers in the near future.
Acceptance by leasing companies is becoming much streams for dealers. Phil Boyd, the Director of
harder and clients are finding it more difficult to raise Burns commented: “Wireless
James Burns
Partner Services at ScanSource
finance from their banks,” he said. “I believe the credit headsets and digital headsets used time, gives a more professional Europe, said: “Resellers of mobility
crunch has had a big impact on the hosted market. with digital audio processors experience and delivers a greater solutions can provide additional
But as long as key suppliers continue to be imaginative increase agent productivity consid- level of customer satisfaction. value to their offering, in the form
and sales people keep doing the basics, we can beat erably by generating clearer calls. “Wireless headsets also promote of substantial revenue share agree-
the current climate and continue to grow.”
�
“Users don’t have to repeat multi-tasking, and sales are growing ments for the entire life of the
themselves. This reduces talk at about 25% per year at Nimans.” hardware.” See page 22
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12 COMMS DEALER MARCH 2009
www.comms-dealer.com
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