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Hitachi embraces the channel model

Hitachi embraces the channel model

Hitachi Australia has secured its ground in the mainstream IT channel and Digiland has snared an exclusive tier-one monitor distribution arrangement following an agreement inked last week.

And according to Daniel Gard, Digiland's general manager, sales and marketing, the new distribution deal is the result of a combination of factors coming together at just the right time. "Hitachi is keen to increase its reach in the reseller space and we were looking to distribute competitively priced, leading-brand monitor products," Gard said.

Bernhard Kotarski, general manager, sales and marketing for Hitachi Australia, acknowledged that while the distribution agreement includes all Hitachi products sold in Australia, the monitor range represents the major portion of the business. "There is a synergy between our organisations, and we wanted a one-stop-shop Hitachi distributor in Australia," he added.

As well as monitors, Digiland will distribute Hitachi's projectors and DVD drives.

Gard said that for Digiland, which has been distributing the Hitachi notebooks and the new LCD desktop PCs for the last year, it will be incremental business - particularly with the 19- and 21-inch monitors, where he expects to be picking up a share of the add-on and upgrade market.

He said that Digiland considered other (monitor) brands but for a number of strategic reasons, Hitachi is the right fit. "It's Hitachi's day in the sun," Gard exclaimed.

Kotarski said that Hitachi will maintain its direct relationships with selected resellers, and in a classical two-tier distribution model it is looking to win market share via its new distributor. "One of our objectives for the next 12 months is to become number one in the 21-inch monitor market," Kotarski uncharacteristically enthused.


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