L3Harris, Tait alter sales relationship

L3Harris Technologies and Tait Communications have altered their sales arrangement in North America, resulting in co-branded radio products being sold only through L3Harris direct channels as of the beginning of this month, according to sources for both companies.

For the past four years, Tait Communications and L3Harris have allowed their respective dealer channels to sell products from the other manufacturer under a strategic partnership announced in 2016. At the time, officials for Tait and Harris—the name of L3Harris prior to last year’s merger with L3—noted the complementary aspects of the arrangement, in terms of both technology offerings and sales coverage provided by the respective dealer channels.

In addition, the two companies announced plans to sell co-branded LMR radio products, that dealers could sell to the market. Under the new arrangement, these co-branded products will be sold only by the L3Harris direct sales team, not individual dealers.

“Tait and L3Harris have successfully completed our fourth year of partnership and have agreed to another extension,” according to an L3Harris statement provided to IWCE’s Urgent Communications. “As our partnership evolves, we continue to modify how we go to market to best serve our respective customers. Effective July 1, 2020, L3Harris will no longer distribute Tait products to our Indirect Channel Partners.”

Nick Pennance, Tait Communications’ president of the Americas, echoed these sentiments during an interview with IWCE’s Urgent Communications, noting the desire of both companies to “evolve” the relationship.

Tait Communications plans to expand its dealer channel, in part through a new One Tait initiative that could be unveiled as early as this week, Pennance said.