D&M Offers More Insight Into Distribution Changes

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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

distribution overhaul

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."


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