Samsung adds final piece to AV jigsaw
Videoconferencing specialist Imago joins Samsung distribution line-up
Samsung has completed its audiovisual (AV) distribution line-up and has set up a dedicated division to generate end-user leads for the channel.
The vendor, which deals 100 per cent indirect, recently revealed it is segmenting its channel into four divisions under its Elect IT programme, has signed AV distributor Imago, which specialises in videoconferencing. Imago joins Computer 2000, Micro-P, Westcoast, Midwich and Steljes in Samsung's distribution stable.
"Imago complements our business very much in the videoconferencing space. Many businesses that were once plasma-based are now moving to TFT-based kit for their videoconferencing needs," said Neil Berville, general manager display products division at Samsung.
Berville told CRN that the vendor has new display products in the pipeline, including a 46in TFT screen and a forthcoming 80in plasma screen.
He said general channel opportunities in the display market are increasing because more firms are investing in TFT technology as prices begin to drop. Lucrative areas include airports and railway stations, as well as retail, he added.
Nick Culley, managing director of Midwich, said Imago's appointment will not have a direct effect on his business.
"My perception of Imago is that it is a specialist videoconferencing distributor. I don't think its appointment will dilute our efforts in the market," he said.
"I can see Samsung's logic because Imago will cover areas that perhaps the other distributors don't reach. We work with Samsung on a much broader basis than just AV. We also sell printers, notebooks and multi-function devices, so we have a wide engagement with it focusing on both AV and IT.
"However, six does sound like a lot of distributors for any vendor to manage, and I would say it is too many," Culley said.
In addition, Samsung has set up a Corporate Solutions Team, which works at end-user level to secure business that can then be fulfilled through the channel.
"The team focuses on our products across the board, but we are confident it will benefit our AV channel. Once the reseller has been paired up with the customer there will hopefully be an opportunity for value-added sales on top," Berville said.