Philips Business Systems was in Edinburgh at the end of last month to exhibit its range of digital telecommunication equipment. On show was Sopho-S PABX equipment as the centre of a network that provides voice, data and text communications. Philips launched its Sopho-S digital PABX in 1986 and is presently vying with Mitel for third place in the UK market. Last year the company held 8%, currently it reckons it has shot up to 15%, and Philips is aiming at a 20% market share within the next two years. There are around 250 users in the UK including the National Girobank, county councils, Concurrent Computer Corp and Guy’s Hospital which has over 3,000 lines. The average market price per extension line is about UKP330. On the continent, Philips’ home ground is its main market but it won French approval earlier this year which was no mean feat since France Telecom is the approvals body. West Germany and the Scandinavian countries are of increasing strategic importance to Philips as the company is focusing largely on the emerging integrated services digital network and ETSI approvals. According to Mike Hart, group marketing manager of communications, it is always difficult to get approvals for PABX, often taking six months or more to reach interim approval stage. This obviously has implications for enhancements. Companies may have the technology to improve their products but until it’s approved the user cannot benefit and it adds to the costs. However, Mr Hart went on to say that the situation should improve enormously in the 1990s when companies will have a list of European approvals.
