Tariffs & Trade Barriers: How have recent geopolitical tensions and shifting trade policies impacted  your members? For example, are tariffs or regulatory changes affecting pricing or competitiveness? What steps have your members taken to mitigate the effects of these changes?  

Globally, PSNI Global Alliance companies report continued cost pressures from tariffs, shifting regulations, and geopolitical volatility. 

In North America, our Certified Solution Providers (CSPs) have experienced increased product pricing from fluctuating tariffs on materials and electronics for goods sourced from Asia. Our US integrators, for the most part, have mitigated these pressures through transparent communication between vendors and end-users with an emphasis on multi‑sourcing, and absorbing select increases for the client. Canadian perspectives report an economic slowdown which has impacted the overall business. 

PSNI-UK firms cite project delays driven more by uncertainty than by actual tariff imposition, prompting earlier purchasing and continued revised terms and pricing. In India, high customs duties combined with Goods and Services Tax have created price instability and slowed projects. 

Across our global regions, CSPs have been forced to diversify suppliers and adopt more flexible commercial terms to manage risk and maintain competitiveness, despite ongoing volatility created by trade policies and tariffs. 

Supply Chain Resilience: What lessons have you learned about supply chain resilience over the past few years, and how are you adapting to ongoing disruptions or delays? Did the pandemic lead to any permanent changes in your supply chain operations? Have you discovered new or different ways to adapt to the changing marketplace? 

It would be an understatement to say that experiences during the pandemic fundamentally reshaped global supply strategies. Our US and Canadian firms have been forced, in some cases, to minimise dependence on single manufacturers or regions by approving multiple manufacturers per category, increasing transparency with suppliers, and leveraging multi‑region sourcing. It is not an ideal scenario for PSNI and our CSPs, who seek to standardise on select Preferred Vendor Partner manufacturers in our programme that meet or exceed the specifications or requirements of end-users worldwide. 

UK companies emphasise early stock reservation and preference for manufacturers with EU or US logistics footprints. India reports extended lead times due to reduced stocking by OEMs, which requires clearer client expectation setting.

Across the PSNI network, integrators have increased forecasting sophistication, invested in scenario planning, and expanded inventory. These shifts – along with better communication and forecasting, multi‑vendor flexibility, and closer manufacturer relationships through our select vendor partners – have permanently strengthened supply‑chain resilience worldwide. 

New Markets: Have your members explored new markets for your services because of changed trading conditions?  

Our larger CSPs are expanding their geographic footprint globally to support enterprise customers locally, regionally and globally in addition to adapting overall market focus.

US firms are prioritising verticals such as corporate, education and government, while UK integrators are diversifying due to declining university spending and partnering more with enterprise IT providers. India is expanding into tier‑two and tier‑three cities, though core AV offerings and vertical markets remain the same.

Others are reevaluating their portfolio mix to avoid over‑specialisation in UC spaces and to maintain broader AV capabilities. Overall, market exploration is driven more by economic shifts and client demand than by tariff exposure. 

Workforce Changes: Have your members made changes to your workforce to adapt to recent changes in trading conditions? Have you made other people-related changes – such as greater reliance on freelance workers, or increased hybrid working? Have skills shortages made any of these plans harder to implement?  

Workforce responses vary globally, but most regions emphasise restructuring rather than downsizing. Across The Alliance, integrators increasingly seek specialised skills in networking, UC platforms, programming, and remote management, reflecting the industry’s shift toward AI-powered software‑centric solutions. Both US and UK firms seek the balance of in‑house expertise with qualified subcontractor programmes, while India faces unique challenges related to talent loss to multinational entrants.

Overall, skills shortages persist worldwide, driving investment in upskilling, training partnerships, and flexible staffing models to support fluctuating demand and more complex technology environments. PSNI provides training and specialised certifications for standardised processes and engagement across integration and services. 

Is there anything else you’d like to share about how your business is navigating today’s global environment, or what you see coming next for the AV industry?

Globally, we anticipate continued volatility in trade, logistics, and economic conditions. Canada is watching the upcoming USMCA renegotiation closely, expecting potential disruptions. US integrators highlight the need for flexibility in enterprise standards and see resilience, mergers and acquisitions and solution diversification as a long‑term competitive advantage.

Across PSNI, firms are shifting toward managed services, AI‑enabled systems, remote monitoring, and IT‑aligned workflows, positioning themselves as strategic technology partners rather than hardware‑centric installers. Consolidation is expected to rise globally, and organisations who are aligned with global alliances are well prepared for the future by blending strong supplier relationships with agility and strategic business planning will be best positioned for future growth. 

We’d like to thank the following representatives of Alliance partners for contributing their perspectives: Glenn Burgess, Matrix (Canada); Jeremy Elsesser, Level 3 Audio Visual (USA); Jeff Davis, Avidex (USA); Toby Wise, Snelling (UK); Robert Lingley, CTI (UK);  Sanjeev, Resurgent (India); Chris Miller, Executive Director, PSNI (global perspective). 

Stay informed!

ISE 2026 takes place in Barcelona on 3-6 February 2026. In our new Megatrends stream we will present sessions on TradeScape – the trading environment for the pro AV supply chain. For more updates on TradeScape and other industry megatrends, and to discover more about ISE 2026 as details are released, sign up for updates.

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