Network Peripherals (NPI) operation is due for a shake-up following the completion of its Nucom Systems acquisition, with senior management appointments and channel changes.
The purchase of Taiwan-based Nucom has given NPI a move from FDDI to fast Ethernet and a consequent need for volume distribution partners and a new business operation.
Arnold Pijpers, newly appointed VP of European and African operations, is in early approach stages of recruiting pan-European networking distributors.
Anixter, Persona and Azlan have all been contacted and it is understood that Frontline parent Computer 2000 will also be approached.
Pijpers said relationships with current distributors Unity, Dean Microsystems, Span and Cablelines will be maintained. He denied the move would provoke conflict in the channel. 'Our current partners are in vertical niche markets and won't really clash,' he said.
'Fast Ethernet is a distribution-orientated product and we need power players to sell it for us. There are big margins here, but we need the volumes to make it work.'
Pijpers revealed that a new channel marketing manager, Michelle Schofield, had been recruited in the US. 'She will be designing and setting up a global authorisation programme, which we hope will be in place at the end of the summer.'
The Pijpers and Schofield appointments and distributor recruitment are in addition to several other moves following the Nucom acquisition.
Tom Verner, NPI marcoms manager confirmed the changes all stemmed from the Nucom buy. 'The acquisition has changed things at all levels. We will be a lot bigger in Europe in particular,' he said.
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