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Rejection forces Westcon to eat its words

Rejection forces Westcon to eat its words

In what is a setback for Westcon, 3Com New Zealand last week diffused speculation that the distributor would extend its Australian agreement with 3Com, stating that Westcon "will not be a 3Com agent in New Zealand".

According to sources, Westcon claimed access to the New Zealand market on the back of its distribution ties with 3Com Australia.

But 3Com New Zealand recently denied the claim, saying that Westcon will distribute its Total Control remote access products as well as its Office Connect range for small to medium business, the SuperStack II3000 remote access family and courier V.90 modems in Australia only.

When contacted, 3Com New Zealand's managing director, John Hawkins, claimed he was unaware that Westcon was moving into New Zealand. He insisted the new agreement was only for Australia, and claimed the statement dated May 12 released by 3Com in Australia that claimed: "Westcon to take control in Australia and New Zealand" was incorrect. Westcon also released the same press release on May 14.

After previously confirming Westcon's appearance in New Zealand by the end of last month, Westcon's Australasian manager, Duncan Craven, was forced to eat his words.

"For the moment we won't be doing active distribution of Total Control products in New Zealand.

"We have no desire to cause grief in the New Zealand market- place," he added.

ARN sources claimed the misunderstanding created a lot of uncertainty among 3Com New Zealand's two local distributors of Total Control products. Insite Technology and InterConnect felt there was no room for another player in the marketplace.

However, Westcon is opening an office here shortly and it has already appointed a New Zealand business development manager. "We are coming to New Zealand to look after Westcon's clients," says Craven.


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