FUJITSU New Zealand’s Auckland and Wellington sales staff are reapplying for their jobs as part of the company’s move to a consulting focus and new business plan.
Wellington-based general manager Christopher Brice confirms what sources call a “shake-up” of about 25 roles but says the “ongoing” process is not in response to a “mini exodus” as some sources suggest.
Northern sales manager Greg Owen left for Gen-i in March and Pieter de Villiers, formerly Fujitsu’s southern sales boss, has taken on the combined national sales manager job. De Villiers had replaced Lawrence Russell, who went to Computerland, around August last year.
“It’s simply because the shape of the organisation is quite different,” Brice says. “There are a number of new positions, and some positions are not in line with the business plan.”
The plan, which started on April 1, is focused on consulting services, following the merger of Fujitsu’s IT business with DMR, an Australia-based consulting subsidiary of the Japanese giant.
Brice says the sales reorganisation is also in response to falling sales revenue, which has been a symptom of the local computer industry.
“A significant portion of our business is in product selling (due to the purchase of Southmark). That part of the sector has been most challenging.”
Fujitsu has not posted its financial results for the year to March 31, 2004 but recorded after tax surpluses of $837,000 and $1.6 million for the two previous years. Revenue fell from $87.4 million in 2002 to $75.5 million in 2003, or 13.5%.
Asked when the sales reorganisation would be complete, Brice says “never”.
“People view changes as events that happen every few years. This is not the case. Businesses need to be always tuning.”
Fujitsu New Zealand, distinct from the Japanese company’s other New Zealand subsidiaries, employs around 250 staff.