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D&M Realigning Distribution Strategy


Mahwah, N.J. – D&M
Holdings is changing the distribution strategies for its Denon, Boston
Acoustics and Marantz brands under multiple initiatives.

Under one
initiative, D&M signed a distribution agreement with AVAD to distribute
Denon and Boston Acoustics residential and commercial products. AVAD already
distributes Marantz.

D&M also said
it is consolidating its independent-rep force to, in some cases, have a single
rep sell all three brands. At the same time, the company said it would “align
even more closely” with retailers and expand direct distribution to more retailers
“where it makes the most sense.”

By selling Denon
and Boston Acoustics through AVAD, D&M sales VP Kevin Zarow said the
company would be “able to efficiently consolidate sales initiatives and
outreach activities for our Denon, Marantz and Boston Acoustics brands.” The
agreement will also “help ensure that all our retailers fully appreciate how
well the differentiated Denon and Marantz brands complement each other in the
marketplace – and how they can provide different types of consumers with the
tailored lifestyle solutions that are perfect for them,” he said.

 The AVAD agreement will also “allow us to
significantly expand the reach of all three D&M brands, both within the
custom installation market and through traditional dealers.”

 For his part, D&M Americas sales and
marketing president Brian Poggi said the three brands will roll its “largest
and most exciting product lineup ever with over 75 new products, including new
categories that deliver both innovation and differentiation.”

 “To support these products at retail and
facilitate profitable growth for all our channel partners,” he continued,
“D&M is repositioning our sales organization to focus squarely on our key
D&M brand customers and aggressively drive growth in the new product

 As part of the reorganization, he said,
“D&M brands will 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.”

Previously, the
Denon and Boston Acoustics brands were sold by the same reps, and now some reps
will sell all three brands, a spokesperson said.

The spokesperson
also noted that the three brands have been sold direct to some dealers in the
past but that D&M will expand that capability to more dealers by expanding
its in-house sales force.

Poggi said D&M
will triple its brand and product marketing investment compared to 2011 ” with
the clear goal of transforming how our brands are perceived in the marketplace
as well as creating positive brand awareness that will drive customers to our
dealers and encourage sales.”