Fujitsu is currently implementing a raft of new initiatives aimed at developing the VRF sector with major end users, growing its market share and directing more business through its nationwide network of independent distributors.

Initiatives include the creation of two specialist development posts and the closure of distributor Wave Air Conditioning, which was directly owned by Fujitsu General.

The first post, national accounts manager, has been filled by former Wave employee Stuart Eagleton. His role will be to bring in new business to Fujitsu through working with higher end customers.

Consultant sales manager, the second post, is being filled by long-time Fujitsu employee Tony Nielsen, who will use his engineering background to develop stronger relationships between Fujitsu and consultants.

Fujitsu’s sales and marketing director Ian Carroll said: “Around £159m worth of equipment is currently sold directly by manufacturers to end users or major contractors. It is that sector of the market that we are aiming at with these new appointments, with the intention of channelling as much of the new business as possible through our distributors.

“Of course, there will always be some contracts that are so big they have to come direct to us and there will always be some customers who want to deal with the manufacturer, and we will continue to provide that service. However, where possible we will work with distributors and encourage customers to go through that channel.

He continued: “Where we have to go direct, we will be completely transparent with our distributors. If we are totally honest, there have been misunderstandings in the past and I am determined to win back the complete trust of our distributors.”

Following the closure of Wave, its customers will be encouraged to move their business to other Fujitsu distributors.