Town & Country on the march

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With a solid base and an ambitious managing director, Town & Country Unified Comms is rolling up its sleeves for significant growth. As MD Geraint George tells Paul Withers, any option is open for consideration

Sandhurst-based B2B mobile dealer Town & Country Unified Comms is an example of a company embracing the modern telecom market by embracing IT and fixed-line services.

Having started life in 1984 selling mobile voice on Vodafone, and known then as just Town & Country, the company has evolved into a one-stop shop for all things telecom- and communications-related.

And according to its ambitious managing director Geraint George (pictured), who bought the business in 2009 after 10 years as MD with B2B dealer TMD-UK, 2011 is set to be a milestone in its history, as it looks to expand on all fronts.

Its strategy includes significantly increasing its customer base from 200, both organically and through acquisition, be it fixed-line, IT or mobile.

Measures have already been taken to occupy the third floor at its head office and it will shortly be increasing its staff count from its current eight.

“I’m not ruling anything out and if the opportunity comes along that’s right for us and right for the people that want to be sold, then we’ll have a look,” says George. “It has to be right for everybody, otherwise it’s not going to work.

“We’ll build staff numbers as we go. We’re not a hiring and firing business. Half of the people here have been with us for over a decade, which shows that we’re a good business to work for.”

Vodafone
Like many dealers, George is now focused on converged sales, hence the addition of ‘Unified Comms’ to its title last year.

Town & Country is, in effect, betting its future on the success of Vodafone and its One Net and One Net Express products.

It become a Vodafone middle-tier gold partner last September, when Vodafone re-branded Yes Telecom as ‘Vodafone Partner Services’ (VPS). About 500 dealers were placed into a new set of tiers (platinum, gold and silver) based on the level of business they put through the operator on a quarterly basis.

Its status allows it a dedicated account manager and the allocation of a quarterly marketing fund to boost sales, spent in conjunction with Vodafone.

It is also able to sell Vodafone’s unified communication products One Net Express, and has recently been accredited to sell the full One Net solution.

George praised the benefits brought by Vodafone’s restructure, and is encouraged by Vodafone’s announcement that it is spending £1.5 million on advertising for the One Net product suite.

He also claims to have a head-start in understanding the basic fundamentals and its routes to market, having previously been a reseller for FMC provider GoHello, before O2 took it on as Mobile Landline. It is something George claims has made it easier for his company to sell One Net.

Full article in Mobile News issue 489 (May 23, 2011).

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