In 1992 two childhood buddies from Shepperton merged their individual companies to form Telecom Design Communications. Founders Jerry Sandys and William Tee each put up an additional £25k and went without pay for the first nine months. Years later the company has a turnover of £3.5m. Sandys credits the fast growth to the company’s engineering-driven sales approach. Engineers at the electronic component distributor and design house are hired, in part, for their selling aptitude and receive additional sales training. Part of the sales strategy involves engineers selling to engineers and running seminars every three months to teach customers new skills. Sandys says it’s a great way to increase the business it does with each customer. One of its customers, Modular Technology, is also on the league table.
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