FOLLOWING the acquisitions of Herl, Kenmore (Virginia KMP), Sporlan Valve and, most recently the acr division of Acal, US manufacturer Parker Hannifin is to 're-introduce' itself to the European market under an integrated sales team.
Since the acquisition of Sporlan two years ago, Parker has been expanding its component range in the air conditioning and refrigeration industry. While each acquisition has strengthened Parker's position in the market, managing the sales force became more of a problem. According to John Tominc, vice-president of operations for Parker's Climate and Industrial Controls Group, 'With the sales force segmented along brand lines, we had increased the complexity of our sales structure and created potential confusion for our customers.'

David Hoffman, recently appointed as head of Parker's European sales team, commented on the changes 'Because of the various acquisitions and Parker's existing brands many of our customers were being called on by two or more representatives. To simplify the relationship with our customers and provide more personalised service, we have integrated the various sales groups into the Parker European sales team.
'This approach allows customers one sales representative for the various products Parker offers, regardless of the brand or manufacture location.'
The sales organisation is structured to include five regional offices and four district offices throughout Europe.
Angus Mackintosh, formerly general manager of Acal Contols, becomes regional sales manager for northern Europe (UK, Ireland, Scandinavia and the Baltic States).
Kenny Adamson, md of Virginia KMP moves to become European operations director.