Madrid-based Cabletron Systems Espana SA is abandoning sales to end users and will concentrate on its distribution channels. The company said that while in the US our most important business comes from sales to end users, the majority of sales in Spain are made through our distributors, and this restructuring will enable us to concentrate on this particular sales channel. A closer and more direct relationship will be established with distributors and integrators, who will benefit as a result. Current end users will still receive technical support. Meanwhile, Cabletron’s staff of 18 will be cut to 12, with jobs going in sales and end user support. The company says savings will be ploughed back into more vigorous marketing in support of the distributors. Cabletron had been about to open a subsidiary in Portugal, but this idea has now been abandoned – sales to Portugal will be made from Spain and also via distributors.
