7 March 2003 -- Technology company Pandatel, Hamburg, will present its 'optimised' business position and new look at CeBIT 2003.
Specialising in access and transmission systems for fibre-optic and copper networks, Pandatel says it has held its ground "comparatively well" throughout the telecommunications sector crisis. The business has structurally prepared itself for the future.
Sales and Marketing
Within the value-added chain, Pandatel is a provider of subsystems. The modems, converters, and multiplexers are utilized by system integrators and manufacturers in their solutions and then installed for the client (carriers, telephone companies, and businesses).
The company sells its products through distributors, who in turn sell to resellers, system integrators, or directly to the customer. This strategy represents a conscious choice for an indirect sales route and focuses more on generating a market pull with end-users.
In the future, the company says it will be "putting the spotlight" on applications that can be implemented using its own products. Likely customers such as utilities, broadcasting stations, public authorities, universities, insurance companies, banks, the military, police and transport will be contacted directly with the help of various solution areas.
Pandatel's chairman Heinrich-J. Kraus said, "Dividing our product portfolio into product groups and our orientation towards solution areas enable us to address customer groups more directly and establish ourselves with end users as a competent contributor to a total solution."
The company plans to selectively purchase development capacity to cut development times where there may be bottlenecks. Contacts have already been made with providers from India and China.
Based on the "make-or-buy" concept, Pandatel will add individual products developed completely externally to its product portfolio. The company says it is increasingly benefitting from the trend among large manufacturers of sub-contracting out to smaller companies the production of niche technologies they cannot profitably manufacture themselves.