Auwa Computers, a hardware and point-of-sale vendor, is to restructure its African distribution model following the appointment of a Kenyan sub-distributor, Compusys Kenya, which will also be responsible for distribution to Uganda and Tanzania.
"Compusys will effectively look after a significant chunk of East Africa as a sub-distributor," says Brian Bingham, in charge of Auwa`s African drive.
He says the re-focusing aims to appoint a handful of regional sub-distributors, which will be empowered to focus on various African regions, instead of simply having a large number of agents.
"Compusys signals our first step in this direction. It possesses the regional expertise, the corporate and government contacts, and the market and product knowledge that will enable it to ably represent Auwa Computers," remarks Bingham.
"Moreover, because of its strong regional position and corporate breeding, it also means we will have to be involved less on a hands-on manner, which is ideal for us due to the logistical problems. Compusys will, to a large extent, be able to function independently."
However, Bingham states that Auwa will still use its existing network of agents, but they will report directly to the sub-distributor of that particular region.
Auwa is active in more than 15 African countries, including Mozambique, Swaziland, Botswana, Chad and Zimbabwe.
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