COVID-19 has impacted lives and livelihoods and continues to do so in many communities around the world. Although the full implications of the pandemic are far from certain, it is already clear that its economic consequences are dire and we will soon see major changes in consumer behaviour and an acceleration of digital trends that were in motion even before the pandemic was upon us. Thus, we believe that we are at a digital inflection point. Our B2B sales operations will look fundamentally different from what they were before the pandemic.
- The crisis has impacted us from different angles
- Disrupted logistics - Increased hurdles to transporting goods over long distances or internationally through border closures (long traffic jams) and the shutting down of logistics hubs (e.g. seaports, terminals, harbours and airports)
- Constrained or shutdown suppliers - Reduced supplier reliability because of short-time working, workers being absent through sickness, factories being closed, entire supply chain being affected due to countrywide lockdown, unavailability of raw materials, longer lead times, etc.
- Transformed demand - Increased customer demand for certain products (e.g. sanitizers, masks and long-lasting staple foods) and reduced demand for others (e.g. travel accessories and fashion items).
In the face of the COVID-19 crisis, Aryacom had to act quickly to optimise the company’s resilience by rebalancing for risk and liquidity, while assessing opportunities for growth, ironically due to the downturn.
Our current and future viability depended on swift management action and intervention, including near-term actions to ensure our stability and strategic moves that will create a new future with different companies and industries.
- We have taken several strategic initiatives in response to the prevailing situation
- Thinking laterally - Interacting with customers, System Integrators (SI) and partners through Zoom conferences to brief them on product features and explain various technical and operational aspects. Organizing training sessions from our existing OEMs and partners on the products and solutions that are marketed or sold by Aryacom’s team to enhance their existing knowledge.
- Investing time - The time saved on travel is being utilised to up-skill and to learn about new sectors and industries that we have previously not catered for.
- Educating customers - Circulating newsletters and emails to share success stories of how customers are being helped with new products or solutions.
- Responding appropriately
- Aryacom has responded by supporting the immediate needs of its customers, such as through changes to products and pricing (for example, with thermal cameras and other healthcare products and solutions).
- Aryacom has shifted to digital communications.
- We have monitored and reprioritized sales.
- We have armed our teams with remote selling tools.
- Reflecting internally and externally
- We have revisited our business plans to prepare for various scenarios.
- We have further analyzed our customer base and reprioritised the needs of different market segments.
- Reimagining
- We have digitised our ‘GO TO’ market strategies.
- We have updated our offerings and prices.
- We have recreated our foundation based on data and Customer Relationship Management (CRM).
- Rebound
- We are focussing on digital and inside sales.
- We have integrated our marketing and sales tactics.
- We have established a crossfunctional team to ensure we can respond rapidly.
- Analysis
In line with the above, there are three emergent themes that we will continue to track post COVID-19 :
- 1. Spending - Companies are generally reducing their spend.
- 2. Digitalization - B2B companies believe that digital interactions are two to three times more important to their customers than traditional sales interactions.
- 3. Remote working - Almost 90 percent of sales activities have moved to a video conferencing, phone or web sales model. Although there is still some scepticism, more than half of the sales team believes that this is equally or more effective than the sales models used before COVID-19.
Aryacom has introduced the following products to support organisations and satisfy our customers’ current needs during and post-COVID-19.
- Thermal Camera
We focused on using thermal imaging technology to identify a raised body temperature, which is an indicator of fever and therefore, infection. These are dual-sensor (thermal + visual) IP cameras for measuring someone’s temperature. They are calibrated by inputting an offset.
- Features
- Dual-sensor (thermal + visual) IP camera
- Three-mode display (visual,thermal and overlay)
- Compatible with all Network Video Recorder (NVR) and Virtual Machine Scale Sets (VMSS)
- Dedicated temperature monitoring
- Special aluminium body for outdoor use
- Fully waterproof (IP66)
- Range: The camera can detect people 1–4 m away and automatically measures their body temperature and gives real time alerts and notifications for deviations observed.
- Healthcare Solutions: Positive Patient Identification
From admission to discharge, Zebra’s patient identification solutions confirm a patient’s identity and enable access to essential patient information throughout the entire care journey. Zebra helps to minimise errors and protect patients with solutions that integrate hospital wristband printers, label printers, mobile computers and barcode scanners designed specifically for the healthcare environment.
- Plant Worker Tracking System
This system tracks the location of plant workers using radio frequency technology. It helps to keep them safe, by, for example, ensuring that social distancing rules are being followed by everyone. A supervisor is alerted if there are any deviations. The system records how much time a worker spends in each workplace location.
- Wearable Technology
We have identified that wearable technology can provide centralised, accurate and real-time tracking of workers as well as monitor the critical health parameters of COVID-19 warriors to proactively help them by preventing the spread of disease and saving lives.
This unique and specialised system is designed for health, safety and performance monitoring, not only for first responders (police, fire and health) but also for other industrial workers and those working with chemical, biological, radiological, nuclear or explosive materials.
The device measures the motion, posture, heart rate, breathing rate and temperature of mobile staff and staff in the field. This data is stored on the sensor and can be transmitted wirelessly to a mobile phone or computer. By assessing heat stress in real time, it ensures the safety and performance of employees on active duty.
- Conclusion
Aryacom, in its own small way, has contributed with solutions that specifically address the requirements arising out of COVID-19, such as its dual-sensor thermal cameras, which have been supplied to various customers in several industry segments through our registered system integrator network.