Sony’s video and security division has doubled its Australian distributor ranks in an effort to boost channel sales and gain market share. Q Video Systems and ADI Global Distribution join Pacom and Anixter as the vendor’s Australian disties. Sony video security national business manager, Tony Lagan, says it is looking to achieve 70 to 80 percent of revenue from indirect sales. “We think four is a good number. You’ll find that some are stronger in different states. We will be protecting companies that work with our products on price and support,” he says. “It’s crucial that we get our day-to-day run rate business going. The distribution business is very important to us because no one is ever going to reach their targets and budgets by just winning project business." Q Video Systems sales and marketing director, Paul Thompson, says his company was chosen because of its sales volume and aggressive marketing. “We’ve gone from zero revenue in the Australia CCTV market to being number two and we’re the fastest growing business," says Thompson. “I’ve got an existing client base and we’re now able to offer them a high-quality product to meet their needs, but we’re also looking for new customers and this gives us a stronger portfolio.” ADI Global Distribution general manager, John Gellel, says the two companies started working together on sales and technical training sessions in early April with 1-on-1 sessions set to commence in July. He said the appeal of the Sony cameras would be limited to resellers that were looking for higher price points. “These are people that prefer what I’d call a best product rather than a good or better product - something with the latest technology, reliability and brand recognition,” says Gellel. Sony will monitor the situation for 12 months before considering any additions to the current distie line-up.
