Australian-based audio visual wholesale distributor Image Design Technology (IDT) has set up shop in Auckland in a bid to work more closely with local resellers.
The local office will be led by country manager Graeme Durham, who was previously account manager for consumer electronics wholesaler International Dynamics.
IDT offers some unique products such as Canadian video-over-IP vendor HaiVision, says Durham.
While Durham is the only local appointment at this stage, he receives good support from the Australian head office. “A lot of the back office stuff is also done in Australia, and we’ll be using a warehouse owned by a third-party logistics company,” he says.
IDT Australia managing director Gerry Wilkins says establishing a local office will provide consistency with having someone on the ground to develop relationships. “We need to have local representation as we’ve done business [here] in the past. We have a lot of manufacturers who’ve been pushing us for some time to get into New Zealand because they didn’t see the value in adding another distributor for a relatively small market.”
Wilkins adds IDT plans to set up a tightly controlled distribution network.
“We want to have a small number of resellers and once we have established that network, Graeme’s role will change from recruiting resellers to developing relationships with business end-users, government, consultants and system architects.”
The company will look at reseller numbers based on vertical market segments, says Wilkins.
“For example, Calypso Control is a small control-room application, so we’ll look at some guys who are focusing on education and small conference rooms. So for something like that, six to eight resellers nationwide would be plenty.”
The products IDT represents are going into big, blue-chip customers in Australia.
“We're in control rooms for the Australian federal police, defence force and coast guard.”
Product ranges represented by IDT will be progressively introduced with initial offerings including InFocus home theatre video projectors, OS screens and Premier mounts.
IDT is also negotiating with NEC to become a sub-distributor.
“We’ve reached an agreement in principal. In that capacity we’re going to be a sub-distributor for NEC as we already have a relationship with the company in Australia.”