German ISDN vendor eyes UK channel

AVM, the ISDN adapter and application software maker, is looking to recruit a network of resellers and a distributor to take on the UK market. The German-based manufacturer is looking for one broadline distributor and 30 to 40 dealers to sell AVM kit and hopes to have its revamped UK channel in place by the end of 1999. AVM is in talks with a handful of distributors, but refused to reveal names. It currently sells its high-end products solely through niche distributor SAS, based in Hounslow. AVM said ISDN line prices were no longer significantly higher in the UK than in the rest of Europe, so planned to set up the dealer programme in the second half of 1999. Kai Allais, AVM international sales director, said the introduction of BT Highway, which converts existing lines into ISDN, has made the service more affordable in the UK. He said AVM’s decision to set up the channel programme was a direct result of BT reducing prices in this area. In the first half of 1998, AVM had 15 per cent of the UK ISDN market. ®