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Mitsubishi visualises state partner growth

Mitsubishi Electric has added BMS to its distribution list after Westan decided to focus on other vendors.

Mitsubishi's national sales manager for diamond digital, Paul Calderara, said the company was looking to move away from a broad-based IT centric strategy and would focus on visual products like screens and projectors.

The changes mean TodayTech is now its only national distributor. Regional players include Also Technology, Multimedia Technology and new recruit BMS.

Another state-based distributor with an audio-visual focus would be announced soon, Calderara said. Westan managing director, Victor Aghtan, said the Mitsubishi relationship had faded because his company focused on Samsung and BenQ.

BMS general manager, Anthony Szarbo, said his company's new Mitsubishi partnership was a fantastic opportunity that fitted with its own audio-visual strategy.

"Mitsubishi's larger format screens were the main attraction and it will fit with our other LCD vendor, Philips," he said.

Mitsubishi's Calderara said the new state-based focus was a way to ensure channel partners understood local markets and could supply quickly. "Only distributors with warehouse space can represent us in each state," he said.

MMT's recent warehouse expansion in Queensland had greatly strengthened its Mitsubishi relationship, Calderara said.

The vendor is also on the hunt for new partners to join its recently launched Diamond Partner Program.

"We want carefully selected AV partners and will give them exclusive access to some high-end products that our distributors won't have," he said.

These would include projectors and its new range of video cubes, which are used to build screen walls.

Nominations for the 2012 ARN IT Industry Awards open on Tuesday, June 12.

More about: Also Technology, Benq, BenQ, HIS Limited, Mitsubishi, Mitsubishi Electric, Multimedia Technology, Philips, Samsung, TodayTech, TODAYTECH, Westan

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