Videcom Ltd is stepping up its efforts in the IBM 3270 plug compatible terminals market with the launch of two models in a new 6000 Series of terminals. The company believes the move will enable it to double its 6% share in the UK plug-compatible market and boost turnover by UKP6m, within the next year. […]
Videcom Ltd is stepping up its efforts in the IBM 3270 plug compatible terminals market with the launch of two models in a new 6000 Series of terminals. The company believes the move will enable it to double its 6% share in the UK plug-compatible market and boost turnover by UKP6m, within the next year. It is also looking for similar market penetration and revenues from the continent, particularly in West Germany and France, where a Videcom base has recently been established. According to Videcom sales chief David Miller, the 6191 A/B and the 6192 C cost 15% less and provide greater functionality than IBM’s 3270 equivalents. The 6191 A/B comes with a 14 green or amber screen, supports a 1,920 character format, offers a 1,700 character record/playback/pause feature, and can be used to drive a printer. The chief advantage cited for the C model is that it supports three screen formats, in comparison with the two offered by IBM’s 3191 C. List prices are UKP1,215 for colour screens, and UKP714 for monochrome; volume deliveries in the UK should be underway by next month. The terminals will be manufactured at Videcom’s Reading plant, which currently produces some 20,000 units a year. Miller is confident that this figure could easily be doubled, and argues that a UK manufacturing base provides Videcom with a speed advantage over its competitors, who, it says, are currently suffering from a lack of supply. He also believes that previous software development within the communications field will enable Videcom to respond quickly to new IBM developments; predictions focus upon a new range of terminals offering advanced peer-to-peer communications using LU 6.2 protocols by next year. In addition, the company will assign three salesman to the product range, which will be expanded to six models in the future. Managing director and founder Keith Barker acknowledged that the company ought to have entered the market sooner, but rebuffed suggestions that IBM’s current drive to replace dumb terminals with PS/2s would have any immediate effect. Miller put the annual UK market at UKP80m, and said he expected it to stay there for the next two to three years. Seventeen-year-old Videcom is based in Henley-on-Thames and employs 300 staff. Its traditional marketplace is terminals and controllers for a range of customers, including public utilities, airlines, banks, and telecommunications companies.