3Com SA has broadened its distribution channel for 3Com US Robotics modems with the appointment of an additional four distributors. Its existing partners LAN Design and QData Distribution (QDD) have been appointed as well as Siltek Zimbabwe and component manufacturer Rectron.
"Following 3Com`s world-wide implementation of its multiple distributor philosophy, the decision was made to have multiple distributors for the 3Com modem products in South Africa," says 3Com SA`s channel director, Dirk Bosmans. "A multiple channel is a necessity from a productivity point of view, and with modems becoming a commodity product, maximum coverage within the local market is needed to ensure the increasing demand can be met. While we recognise that Datatec has done a fantastic job as the sole distributor, we believe that by appointing additional distributors we will be able to address a broader market."
"LAN Design and QDD have proved themselves as distributors of 3Com network systems distributing all products except for modems - now they can offer the full suite of 3Com products," says Bosmans. "Rectron was chosen as a distributor because it can now sell the modem as part of its PC solution. Siltek Zimbabwe was chosen because it can distribute the modems in Zimbabwe, which is a market we are targeting and using as a springboard to move into the rest of Southern Africa."
"We are ecstatic with 3Com`s decision since we have been waiting a long time for the opportunity to be able to offer all of 3Com`s products," says Gary Room, LAN Design`s MD. "The US Robotics modems are the world`s best known modem range. Working with such a well branded product is a pleasure and we look forward to growing the existing market share."
Paul Conradie of QDD says: "I believe we are dealing with a dominant product in the modem arena and we are delighted to be able to distribute 3Com`s US Robotics modems along with the other 3Com products."
Rectron`s MD, Mark Lu comments: "We are excited to have been appointed as distributors for the 3Com range of modems. US Robotics is the leading brand and we are pleased that we can now supply our dealers with the full range of modems available from 3Com and look forward to a long and fruitful relationship."
Simba Makoni, managing director of Siltek says that his company is very excited with the decision and hopes to strengthen the existing relationship with 3Com and the market. "We are humbled by 3Com`s decision to choose us and are sure that we can justify that confidence. We are looking forward to giving 3Com`s US Robotics modems a very strong presence in our market."
Commenting on the announcement, Datatec`s John Ramsey says: "Given the product sets that we now represent, the move to multiple distribution of the US Robotics modems was predictable. The extended reach of this enlarged distribution channel should result in greater market share for the world`s #1 modem."
According BMI`s latest SA Modem Market Report, the US Robotics brand is the leader in the South African market with 32% of the external modem market and 39% of the internal modem category and 34% of total modems sold.
Latest retail statistics released by The Connection Group show that 3Com`s US Robotics 56k modem is the top selling hardware product. The statistics are based on data accumulated from all three retail chain stores that the Connection Group now owns, namely Software Connection, Incredible Connection and its recently acquired Computer Superstore.
"From the time the 3Com/US Robotics X2 modem was launched last year, sales have rocketed in all the retail stores, making it the top selling hardware product," says the Connection Group`s group buyer, Laurence Friedman. "With the incorporation of 56k technology and the new V.90 standard, mobile users can get access to the Internet over standard analogue phone lines, with download speeds nearly twice as fast as 28.8 modems. This means users are achieving increased productivity with faster downloads, faster data flow of critical business information, and reduced time and cost of access."
Bosmans concludes by saying that customers are becoming more familiar with the 3Com brand as the company increases its presence in the retail arena and says 3Com is confident that these sales will further increase with the help of additional distributors.
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