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Empowerment partner delivers NEC


Johannesburg, 06 Aug 2004

NEC`s new black economic empowerment (BEE) partner in SA, Matsema, says it is ready for business after negotiating distribution rights that will enable it to compete with other players in the first tier market.

Earlier in the year, NEC Computers International (NEC CI) closed its South African subsidiary along with those in other regions. This move was in line with a global policy to change the channel model and deal directly with distributors, explains Nicolas Pichon, NEC`s international services and solutions senior manager.

"The appointment of Matsema as a direct distributor of NEC products and solutions is part of NEC`s new global channel strategy," says Pichon. "NEC has not pulled out of SA, merely changed its channel policy."

This is consistent with statements made by NEC when the closure of the South African subsidiary was announced in February. The company said it was following international distribution models by appointing few direct distributors, thereby removing a layer in the channel to enable NEC to add more margin to the reseller while reducing the cost to the end-user.

Jorge da Silva, Matsema NEC product manager, says NEC products are chiefly aimed at the professional and government sectors. "As a BEE partner, Matsema has the advantage of knowing the market and being able to deal directly with government."

Pierre Bester, Matsema CEO, says now that negotiations with NEC CI have been concluded and a support partner appointed, the company is ready for business. "We are up and running and excited about going forward."

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