RACAL-DATACOM EXPANDS SALES TO MEDIUM AND SMALL COMPANIES

SUNRISE, FL. -- Racal-Datacom announced today that it has expanded its
sales activities by means of a two-tier sales program with Tech Data
Corporation.

In the past Racal sales have been focused toward Fortune 1000 companies,
either through Racal's traditional nationwide sales force or through its
VAR Program, enacted in 1993 to address the needs of a select number of
designated large-business value-added resellers (VARs) who sell to large
end-users, typically Fortune 1000 companies.

"Our new two-tier program is designed to reach a wider array of VARs," said
Lynn K. Bishop, area vice president, channel marketing. "The delivery
vehicle that we have chosen to get product to them is two-tier
distribution. There are up to 25,000 VARs who, until 1994, couldn't buy
our product. This new second-tier program is designed to give them a
channel to buy Racal products."

These VARs use national distributors, such as Tech Data, to provide
designated assistance, such as product availability, order size
flexibility, return policy and pre-sales support. Tech Data serves
thousands of VARs, including many medium to small resellers not previously
reached by Racal-Datacom.

Tech Data issued a February mailer designating seven Racal-Datacom products
available in the two-tier system: ALM 3223 V.32bis modem, ALM 3226 V.32bis
cellular/fax/data portable modem, DSU 6424 digital service unit, CMS 6424
digital service unit operating with the Racal Management System, Omnimux 8
PC/minicomputer statistical multiplexer, the CMS 400 component of the
Racal Management System for leased-line networks and the CMS 400 for dial
networks.

"These are lower-end products," Bishop said. "We want our direct VARs
selling systems solutions, configurable-type products. But the two-tier
VARs will be selling low-end, nonconfigurable items, such as dial modems,
multiplexers for personal and small corporate or office computers and the
entry-level CMS 400 Racal Management System."

For reader's inquiries about this, call (800) RACAL-55.

Tech Data Corp. is a leading distributor of personal computer products
throughout North America. The company offers comprehensive product lines
in software, networking and communications, mass storage, peripherals, and
computer systems. Tech Data provides extensive pre-sale and post-sale
training, service and support. Tech Data serves more than 40,000
value-added resellers and retail dealers from its 11 distribution centers
across North America.

Racal-Datacom offers network solutions for the delivery and management of
information between local and remote locations. The company offers the
widest range of local area and wide area networking products and services
in the industry, featuring Excalibur access devices, INTERNEXT intelligent
hubs, ALM high-speed modems, PremNet premise distribution systems, and the
Racal Management System. Racal's broad product line is managed by a
single, open and integrated network management platform, and backed by a
full range of services including network design and integration, worldwide
maintenance and support.

Racal-Datacom reported revenues of $560 million for fiscal year ending
March 31, 1993. Parent company Racal Electronics Plc reported revenues of
$1.43 billion for the year.

Racal-Datacomm, 1601 N. Harrison Parkway, Sunrise, FL 33323-2899
Mailing Address: PO Box 40744, Fort Lauderdale, FL 33340-7044
305-846-1601;  Fax: 305-846-3935

 ============================================================
 From the  'New Product Information'  Electronic News Service
 ============================================================
 This information was processed from data provided by the
 above mentioned company. For additional details, contact 
 the company at the address or telephone number indicated.
 OmniPage Pro is now used for converting all printed input! 
 ============================================================
 All submissions for this service should be addressed to:
 BAKER ENTERPRISES,  20 Ferro Dr,  Sewell, NJ  08080  U.S.A.
 Email: RBakerPC (AOL/Delphi), rbakerpc@delphi.com (Internet)
 ============================================================
