Projector vendor, InFocus, has selected a niche AV distributor as its sole master distributor in the market and cut ties with its five previous partners.
Echoing a business model the vendor has adopted in the UK, InFocus has ceased direct relationships with Ingram Micro, Image Design & Technology, Bluechip Infotech, Westan and A Brighter Image.
InFocus regional sales manager, Vincent Wu, claimed the abrupt change was an attempt by the vendor to attack the market with renewed focus through a dedicated distribution partner.
“At the time, the five distributor model was a good one, but sometimes as businesses change, focuses can change. We felt Revolution Technologies would be a good fit for us going forward,” Wu said.
However, Image Design and Technology managing director, Gerry Wilkins, claimed it was the distributor that terminated the partnership.
"What happened was InFocus sent around a bidding offer for exclusive distributorship. I took a look at it and decided to withdraw from the process," Wilkins said.
Image Design and Technology was an exclusive partner for InFocus originally. Wilkins said the market had been 'killed' when the vendor opened up and took on additional distributors.
Image Design and Technology maintains a partnership with NEC for projectors.
Revolution Technologies has no other projector vendor partners. National sales manager, Alan Goding, said it was the exclusive arrangement that offered particular appeal.
“We were approached by InFocus as there would be no conflict of interest, and no crossover for us in the market,” he said.
Revolution represents a number of speaker and subwoofer, projector mount, projector screen and HDMI cable vendors, so a visual projection product filled a big gap in its portfolio, Goding said.
Together, the organisations will be endeavouring to push the InFocus range into the education and home theatre markets.
Goding said Bluechip Infotech will continue to source product from Revolution and act as a sub-distributor for the brand.