Racal and Fluke get it together in England

Racal and Fluke get it together in England
Richard Wilson Racal Instruments has formed a sales and marketing alliance with Fluke in a bid to strengthen its position in UK test calibration and data acquisition markets. “Racal wants to become a supplier of a broader base of manufacturers,” said Terry Boyle, Racal’s marketing manager for functional test systems. Other similar tie-ups are in the pipeline. The deal, which according to the companies only applies in England, gives Racal exclusive rights to sell Fluke’s calibration products, services and data acquisition systems through its UK sales team. One unusual aspect of the deal is that Fluke’s UK calibration systems sales force will transfer to Racal. “We needed to expand our sales force and this team hits the street running,” said Boyle. Fluke’s multimeters, oscilloscopes and signal generators are not included on an exclusive basis. For Fluke, one reason for the alliance with Racal is the pressure it is seeing from its customers’ plans to reduce vendors. The test firm has a strategy of forming similar sales alliances in different markets worldwide. “But we also expect to expand our market visibility,” added Josst Korthout, Fluke’s European marketing manager.


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