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D&M Offers More Insight Into Distribution Changes

Mahwah, N.J. – D&M Holdings’
Denon and Boston Acoustics brands will continue to be served by rep-distributor
accounts (RDAs) and by a handful of regional distributors that serve secondary
and tertiary markets.

Kevin Zarow, D&M sales VP
provided TWICE additional details about the


announced last week for Denon and Boston Acoustics.

The company also said that in
appointing AVAD as the national distributor for Denon and Boston Acoustics,
AVAD will replace ADI in that role.

“Denon and Boston Acoustics will
stop selling ADI as their national distributor effective March 31, 2012, and
AVAD will become the new national distributor for Denon and Boston Acoustics
effective April 1,” said Zarow.

 “While we have consolidated some reps and RDAs
[rep distributor accounts] in specific territories across the country, we are not
dropping RDAs.  Denon and Boston Acoustics will still be available via
RDAs,” and so will Marantz, he added.

Last week, D&M announced the
signing of a distribution agreement with AVAD to distribute Denon and Boston
Acoustics residential and commercial products. AVAD already distributes Marantz.

 D&M switched national distributors because
AVAD is more focused on residential installers and will help the two brands
penetrate the custom market, Zarow said. Sales of Denon and Marantz though AVAD
will also help “efficiently
consolidate sales initiatives and outreach activities” as well as help retailers
understand that the Denon and Marantz brands are complementary better-best
brands, he said. “There’s no need to pit one against the other.”

In another distribution change
announced last week, D&M said it would consolidate its independent-rep
force to, in some cases, have a single rep sell all three brands. Previously,
the Denon and Boston Acoustics brands were sold by the same reps.

At the same time, the company
said it would expand direct distribution to more retailers “where it makes the
most sense.”

During last week’s announcement,
Brian Poggi, sales and marketing president for the Americas, said the changes would
enable D&M’s brands to “align even more closely with our valued retail
partners. This new alignment will include direct distribution to those
retailers where it makes the most sense, as well as a targeted and more
streamlined distribution of products and brands to those dealers where such a
business model will be advantageous for both parties.”