Tech Pac snares execs to bolster exposure

Tech Pac snares execs to bolster exposure

Two high-profile vendor casualties crossed the line into distribution last week when ex-Sirius Technologies strategy manager Cam Wayland joined Tech Pacific in the surprising role of Cisco Business Manager, while former AST and Toshiba boss David Henderson reinvented himself as Tech Pac's director, PCs, Systems and OEM.

The arrival of Wayland and Henderson comes at a time when Tech Pac is embarking on a sales and marketing restructure aimed at strengthening the markets it predicts will offer the most attractive growth opportunities.

The country's largest distributor has a chequered past when it comes to providing specialised support for new markets such as networking - a factor which has caused some customers to doubt whether the distributor had bitten off more than it can chew.

However, Tech Pac expects the decision to dedicate high-profile sales and marketing staff to individual business units will strengthen the distributor's presence in some of the more hotly competitive markets.

Speaking to ARN last week, Henderson said his side of the business will throw up some unique challenges over the next 12 months, the most obvious being how Tech Pac will address the current margin squeeze on PCs.

"The PC business is certainly thin at the moment," Henderson said, "while the OEM market is certainly offering very low margins."

But despite these two hurdles, Henderson predicted that "there is still plenty of PC and notebook market share which we can take.

"With the vendors looking to cut costs out of their business and opportunities arising from configuration and assembly we may be able to work around the margin squeeze."

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