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December 7, 1993


By CBR Staff Writer

Approximately one month after his arrival as managing director of Neuron Data France, Jean-Marc Leclere is planning for a slight shift in the company’s direction. Our objective is to put the French subsidiary into more of a growth mode. It has been profitable since its inception, but has existed more as a technical support organisation than a sales organisation, he said. Thus, we want to put it onto a trajectory of perhaps flatter profitability but higher overall growth by getting into the markets where we should be. He said the goal will be pursued along two main axes: more active pursuit of large accounts and enlarging its value-added reseller programme, particularly in the domain of health and information system development tools. On the second axis, the company is getting ready to sign a Europe-wide development and sales agreement with a big American manufacturer for a clinical information system, Leclere said. The company will use Neuron’s C/S Elements product to develop the system, which it will then sell throughout the region, he said. Leclere says he would like to add 10 new value-added resellers by the end of next year. For the fiscal year in progress, which ends on March 31 1994, Neuron Data’s French subsidiary expects to report sales of about $2m an increase of nearly 30% over the previous year. Leclere is aiming for $3.5m the following year. The company also plans to hire three new sales and pre-sales engineers by next March.

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