D&M Holdings’ strategy to use its “house of brands” to maneuver distribution into complementary but heretofore only lightly-explored sales channels ranging from pure custom installers to big boxes like Circuit City was outlined at the company’s conjoined line show for Boston Acoustics and Denon, held in Cleveland last week.
Bob Weissburg, D&M president, sales and marketing, North America, said distribution diversity is “critical for our brands to operate without any disadvantage” in the marketplace. D&M’s key objectives, he said, encompass an expansion of distribution reach and breadth, while at the same time “staying in the premium home A/V market. Our goal is increased brand awareness and maintaining brand reputation, while responding to customer buying trends. We want to get in front of more people who are looking at flat-panel TV,” he said.
Long-term plans, he added, include bolstering R&D investment in products aimed at the custom channel and making significant improvements in training relating to selling skills, products and technologies, installation and the development of a world-class service organization. “We believe premium-priced products deserve premium customer service,” he said.
Weissburg acknowledged that D&M was still in an acquisition mode, and that future company buyouts would be made with an eye toward “expanding our portfolio and integrating those brands into our infrastructure.” He cited the video category as an area of strong interest for D&M, beyond the market presence it has via its Marantz-branded front projectors.
Boston Acoustics line debuts included new reference standard E-Series home speakers, designed for application interchangeability and cosmetic and sonic consistency among SKUs. Eli Harary, Boston Acoustics’ senior vice president and general manager, announced the institution of a new product development cycle for the brand, brought to bear on production at the time of its acquisition by D&M. Harary said Boston’s time to market has accelerated by 50 percent since the D&M takeover.