Xircom Rounds Out Global Presence with LatAm Push

Xircom Inc., which launched a Latin

America operation in mid-1998, expects its revenue in the region to grow at a 25 percent to 30 percent annual clip, according to company officials.

Xircom, a maker of products for connecting mobile computing devices to networks, opened a Latin America sales office in St. Petersburg, Florida in August 1998, said Nancy Mayeux, Xircom's senior channel executive for Latin America, in a recent interview. The vendor also assigned full-time technical support and marketing personnel for the region at the company's headquarters in California, she added.

Currently, between 3 and 5 percent of Xircom's sales in the Americas come from Latin America, said Kevin Paolino, Xircom's director of sales for the Americas, a region that also includes Canada and the U.S.

"We were selling to Latin America before August 1998, but more by accident that on purpose," Paolino said, adding that this unfocused approach "probably did damage to the brand."

In addition to putting together a team of staffers devoted to sales, marketing and support for the region, Xircom has also set up a distribution strategy for Latin America, Mayeux said.

The company currently has in-country distributors in several Latin American markets, including the region's three largest: Brazil, México and Argentina, Mayeux said. Xircom also has three distributors in Miami to serve countries where the vendor doesn't yet have local distributors. In México and Brazil alone, Xircom has about 600 resellers, she added.

Xircom's products include the RealPort family of PC cards and the PortStation port expansion system.

Xircom, in Thousand Oaks, California, can be reached at 1-805-376-9300 or at http://www.xircom.com/. The company's Latin America office in St. Petersburg, Florida is at +1-727-343-7040.

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