There are as many views as there are observers on the real reason that negotiations for Mannheim-based Comparex Informationssysteme GmbH’s to take over the European division of National Advanced Systems collapsed. In West Germany, the consensus expressed by Computerwoche is that the price was the issue, but US observers believe the issue was strategy rather and that price was not an issue, Computer Systems News reports. Whilst Hitachi Ltd wanted Comparex to combine the majority of NAS’ operations with its own in order to make a single, more resourceful company with a greater sales force, Comparex was more interested in taking a competitor out of the market, and planned to scale NAS operations right back, where Hitachi wanted more marketing for its machines. The view in France is different again, with 01 Informatique suggesting that the breakdown occurred because Hitachi wanted a 50% stake in the combined company and Comparex – or its controlling parent, BASF AG, did not want to give the Japanese firm that much influence over its affairs. But Comparex must now worry about its own position in the European IBMulator market, Computerwoche suggests. Competition is increasing and profits were lower in the first half of the year than forecast. Plans include improving service and expanding the integration side, as well as diversifying into new markets – after all, if Hitachi turns off the products tap or sets transfer prices at levels where Comparex can no longer make a profit, the company in its present form is out of business. The stand-off leaves three Hitachi resellers in Europe, Comparex, Ing C Olivetti & Co in Italy and Hitachi itself as the soon to be named Hitachi Data Systems, but there is also Memorex-Telex International NV, reselling some Hitachi peripherals and generally competing in the IBM-compatible market, while Amdahl Corp is still a growing competitor, and Fujitsu is preparing a direct onslaught from its fastness down in Spain.
