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Mitsubishi recruits BCN
- — 31 August, 2005 07:13
Mitsubishi Electric has given BCN Technology access to its complete range of IT products as part of a reshuffle of its wholesale channel.
The appointment comes just one month after the vendor parted ways with national partner, Westan, and signed BMS for a focus on South Australia.
BCN managing director, Ken Lowe, said it had been in talks with Mitsubishi for two months. The deal comes into effect on September 1.
The vendor's extensive product range, quality design and branding were the biggest attractions, he said.
"Some of the products are traditional IT - displays, modems, keyboards - which will strengthen our range," he said. "We see some areas - such as the projectors, AV and home theatre products - as fitting the new markets we are focusing on. These will help grow our business and give us a good future."
Earlier this year, BCN said it would recruit vendors that fitted its plans to enter the convergence space.
Lowe said it had increased its sales staff by 30 per cent in the past six months to take on new partnerships.
The company had also dedicated more resources, such as product management, marketing and training to meeting the requirements of its deal with Mitsubishi.
BCN will join Mitsubishi's existing suppliers: TodayTech, Multimedia Technology and Also Technology.
While admitting there would be some overlap in the markets addressed by the vendor's distributors, Lowe said he was confident the market was big enough for all.
Mitsubishi general manager, Richard Freggi, said the appointment of BCN tied in with plans to use regional distributors rather than concentrating on a few national suppliers.
"Our strategy is to concentrate on the services and relationship side of business," he said. "This leads into regional and state-based distributors. These are the kinds of people who add valuable local services."
He said Westan's move away from Mitsubishi's product roadmap into other categories had caused the distribution change.
"Our strategy is to actively develop our AV presence," Freggi said. "All of these current partners are involved in projectors and display technology."