Xircom has established a distribution strategy in Latin America after launching its regional sales office at Florida in August 1998.
The company currently has in-country distributors in several Latin American markets, including the region's three largest: Brazil, Mexico and Argentina.
Xircom also has three distributors in Miami to serve countries where the vendor doesn't yet have local distributors. In Mexico and Brazil alone, Xircom currently has about 600 resellers.
Between 3 and 5 per cent of Xircom's sales in the Americas come from Latin America, said Kevin Paolino, Xircom's director of sales for the Americas, a region that also includes Canada and the U.S.
`We were selling to Latin America before August 1998, but more by accident that on purpose,' Paolino said, adding that this unfocused approach `probably did damage to the brand'.
The channel strategy follows the growth of Xircom's sales, marketing and support staff for the region.
Xircom expects its regional revenue to grow at a 25 to 30 per cent annual clip. Xircom's products include the RealPort family of PC cards and the PortStation port expansion system.