Who's Who

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While resellers and distributors have different business models, their success hinges on the extent to which the products they sell can satisfy the needs of the end-users. For this reason, when choosing a manufacturer of two-way radio or wireless communications equipment you should heavily focus on the quality of their products (particularly in terms of reliability and compliance to all relevant regulations such as the Radio Equipment Directive (RED), and the company’s commitment to technical support. With cybersecurity becoming increasingly important and software expected to play a bigger role in this sector, regular updates are key. Similarly, a commitment to innovation is vital, as from a dealer’s perspective, it can create opportunities to engage with existing customers and provide them with additional products and services. From an end-user’s perspective this translates into greater operational efficiency, potentially lower costs and improved health and safety.

Part of software’s allure is the rise of data-based applications, such as job-ticketing – which can speed up operations where many routine tasks need to be completed (such as changing a room’s towels in the hotel sector) and add traceability. While voice is king when it comes to dealing with the unusual and the unexpected, leveraging two-way radio and rugged smartphones’ data capabilities can deliver a huge amount of value to end-users. Canny manufacturers and software developers need to be aware of this trend and be leading the way in this area. Tied to this is growing interest and familiarity with cloud-based solutions, which are a key enabler of mobile working and help reduce the need for dedicated on-premise infrastructure.

One of the issues that is working to drive innovation in the wireless comms sector is the scarcity of business radio spectrum. This, coupled with demand for affordable wide area systems, is driving interest in push-to-talk over cellular (PoC) systems. Many manufacturers are starting to offer handsets and services in this area and it will be an interesting new battle-ground in a market where the big players have traditionally struggled to differentiate themselves at the technical level.

One issue dear to the heart of many a savvy end-user is the problem of vendor lock-in, creating a preference for manufacturers that align themselves with open standards. In the case of DMR, do remember that there are a large number of proprietary manufacturer-created bolt-on features and that their benefits need to be weighed up against the risk of lock-in, although some independent companies have been working hard to create solutions that can knock down the barriers that have traditionally prevented interoperability between different systems.

APD Communications
develops innovative communications technologies for mission-critical control rooms around the world – for police, fire, ambulance and airports. The company is helping the emergency services to identify vulnerable and repeat callers with its revolutionary CRM – known as Aspire, as well as enabling their use of new multimedia channels – including social media and live chat – when interacting with the public. The latest innovation from APD, the hosted control room solution – which is known as the Cloud Control Room – is built on a subscription-based model. This means considerable cost-savings for customers through reducing large capital investment in infrastructure and support.

GlobalView Systems Ltd is a UK based software house which specialises in creating solutions that improve safety and efficiency through enhancing the capabilities of two-way radio systems. With an ever-increasing portfolio of trusted health and safety solutions, GlobalView Systems’ software is assisting in the management of incidents – improving safety and saving lives in a wide variety of environments: superyachts, universities, hospitals, hotels, petrochemical sites and agriculture to name but a few. Accredited by major manufacturers such as Motorola Solutions and Hytera, its industry leading software will reduce false alarms, improve response rates and protect lone workers; through the radio system and beyond – complete with comprehensive reporting to document all activity

Hytera Communications is a global provider of professional mobile radio communications solutions and equipment. The privately-held company was established in Shenzhen, China in 1993 and now has more than 8,000 personnel serving customers in 120 countries, including governmental organisations, public security institutions and customers in utilities, transportation, oil & gas, manufacturing, mining, hospitality and construction. In 2017, Hytera acquired Sepura, a UK-based PMR manufacturer, along with its subsidiaries, the Spanish PMR and LTE solutions provider Teltronic and the Finnish applications developer Portalify. Hytera now supplies a wide range of communications solutions for analogue radio and the digital radio standards of PDT, DMR, TETRA, P25 and LTE.

Motorola Solutions connects people through technology. Public safety and commercial customers around the world turn to Motorola Solutions innovations when they want highly connected teams that have the information they need throughout their workdays and in the moments that matter most to them. Ten years ago, Motorola Solutions launched MOTOTRBO - the world’s first DMR two way radios. Since then, it has continued to lead the critical communications industry, introducing new features, new form factors and new applications to help businesses improve their productivity, efficiency and safety.

Motorola Solutions: Innovating each

For resellers, choosing the right distributor(s) can make a huge amount of difference. One of the key phrases used in the channel is “added value” – the services that distinguish the much maligned (but rarely encountered) ‘box-shifter’ from their savvier counterparts. Good examples of this include training – as distributors are by definition the first to get their hands on new kit, they should be well positioned to explain its value to you and how it should be installed, and be able to provide you with marketing support. Finding the time and resources to get your message out to your target markets can be a struggle, but a good distributor should be able to support you and help you access marketing aid from manufacturers.

There’s also the essentials to consider: any distributor has to be competitive on price, speed of delivery and order accuracy. With many investing heavily in new e-commerce platforms the experience of ordering should also be hassle-free, convenient and straightforward.

There’s no getting around the fact that most distributors are tied to specific manufacturers.

This coupled with partner programmes, means that when it comes to the bulk of two-way radio handsets and systems, it is important to understand the merits and value-adds of the manufacturers as well as those of their downstream counterparts.

Syndico is a global-leading distributor for PMR products. Based on its contribution to Hytera’s significant UK brand and market growth, it has been recognised with their prestigious “Global Distributor” award. It is now a truly international organisation; the company was recently appointed Hytera’s authorised distributor in France, opening dedicated headquarters in Dijon. Its “SYMPOC” push-to-talk over cellular platform, in partnership with TeloSystems and Push-to-Talk International, has been extremely successful since its launch in June 2017. Combined with Syndico's range of hearing protection and communication solutions from 3M Peltor, as well as Savox Vigilite audio accessories, it offers the most complete product portfolio to two-way radio resellers.

Further reading:
Spreading far and wide: Syndico's story
Three years of synchronised distribution
France: Syndico becomes Hytera’s official distributor
Hytera recognises Syndico for diamond performance

RadioTrade Ltd celebrates winning the Motorola Solutions EMEA Empower award for sales performance and customer service for the second year in a row. The company is an award winning Technology Distributor supplying the Motorola Solutions two-way radio portfolio to Partners throughout the UK and Ireland. Complementary products include a comprehensive range of system components, PC applications and a strong technical team for training and support. The transition from Analogue to Digital technologies within the two-way radio market has dictated a need for new skill sets within the Channel. System integration and PC based applications have opened up new sales opportunities but also necessitated a better understanding of networks and IP. RadioTrade is there to support the Channel every step of the way with in-house expertise that can be accessed quickly and effectively.

As an end-user, when it comes to choosing a two-way radio dealer or reseller (the terms are essentially interchangeable), there’s a great deal to consider. For instance, if the system you’re looking to procure is for business-critical use and you lack the in-house expertise to maintain it, you may need them to be able to reach your premises quickly and at short notice. This in turn means that distance is a factor, though this can be lessened if you only need it for an event (many dealers are happy to provide staff to set-up and run the system on an event organiser’s behalf).

While two-way radios are commonplace, very simple to use and can significantly improve the efficiency of your operations and communications, it is important to remember that their use (with the exception of low-powered PMR446 devices and radio over WiFi), requires an Ofcom-issued Business Radio licence and that the absence of this or the use of a system that is creating harmful interference can result in summary convictions, prison sentences and/or fines. For this reason, it is essential that your dealer can take you through the process and can demonstrate a good track-record when it comes to site installations. It’s worth asking if they can provide case studies of similar systems for clients that operate in the same sector as you and if they abide by the FCS 1331 Code of Practice for Business Radio Site Engineering.

If you’re looking to buy or (long-term) hire a two-way radio system, expect them to perform a site survey to see if there are any dead-spots that require additional infrastructure. A good reseller will work with you to get a sense of your exact requirements and issues and then recommend a system and/or services that meet these. Similarly, be prepared to look beyond price when weighing up multiple quotes/proposals. The cost of downtime (in terms of slowed operations and lost reputation) can easily outweigh initial savings, so it’s important to consider the overall package in terms of maintenance and support.

2CL Communications Ltd
Brentwood Communications Ltd
DTS.Solutions (UK) Ltd
ESS Safeforce
North East Telecommunications Ltd
Premier Communication Electronics (PCE)
Radio Links Communications Ltd
Radio Systems Ltd
Radiocoms Systems Limited
Roadphone NRB
Servicom (High-Tech) Ltd
SFL Mobile Radio Ltd
Sigma Wireless Communications Ltd
Zycomm Electronics Ltd
DCS 2 Way Radio Ltd


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