Fujitsu sets out to boost direct VRF air-conditioning business

Fujitsu, VRF, air conditioning
Looking to boost Fujitsu’s direct VRF business — Stuart Eagleton (left) and Tony Nielsen.

Fujitsu is re-organising itself to develop its VRF air-conditioning business with major end users, targeting a slice of the £159 million-worth of equipment that is currently sold directly by manufacturers to end users or major contractors. The re-organisation includes closing distributor Wave Air Conditioning, which was directly owned by Fujitsu General.

A new post of national accounts manager is filled by former Wave employee Stuart Eagleton. His role is to bring in new business to Fujitsu through working with higher end customers.

The other post of consultant sales manager is filled by long-time Fujitsu employee Tony Nielsen. He will use his strong engineering background to develop stronger relationships between Fujitsu and consultants.

Speaking about equipment that is sold directly by manufacturers to end users or major contractors, sales and marketing director Ian Carroll, said, ‘It is that sector of the market that we are aiming at with these new appointments, with the intention of channelling as much of the new business as possible through our distributors.

‘Of course, there will always be some contracts that are so big that they have to come direct to us, and there will always be some customers who want to deal with the manufacturer, and we will continue to provide that service. However, where possible, we will work with distributors and encourage customers to go through that channel.

‘The main thrust of all these actions is to increase to total market share of Fujitsu. We have a very strong message of reliability, customer support and product range.’

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