IN Australia’s manufacturing and electronics industry, announcements of new distributorships are often euphemistic for the withdrawal of local sales and support operations. This is positively not the case with the new distribution deal between TRIO Smartcal and Agilent Technologies, where Agilent is targeting a new market through a dedicated sales channel.
Last month TRIO Smartcal, one of Australia’s premier test equipment distributors, became the distributor for Agilent Technologies’ “Basic Instrument” range of test and measurement products throughout Queensland, NSW, Victoria and Tasmania. This is a new target market for Agilent internationally, with the company’s previous work mainly focused on higher end test and measurement products.
The distribution deal is part of Agilent’s strategy to get closer to its increasing customer base. Agilent’s existing Australian sales and marketing operations remain unchanged. TRIO Smartcal will provide extended regional face-to-face customer contact, increased marketing and local stocking of faster turn-over items such as oscilloscopes and multimeters.
With Agilent’s own direct sales force and TRIO Smartcal’s sales force operation as a team, customers will have better access to Agilent’s products in the allocated areas. TRIO Smartcal’s involvement in the Agilent sales channel will give Agilent three times the number of customer-facing sales and support staff available to support its customer base.
Agilent Technologies has its service, calibration and support operations in Melbourne. TRIO Smartcal will also offer Agilent’s extended warranties to its customers.
Alan Brown, general manager of Agilent Test and Measurement sales in Australia and Charles Holtom, managing director of TRIO Smartcal jointly stated that this is a positive forward step for both companies, and more importantly for Australian test and measurement customers.
Corresponding with the Agilent distribution partnership TRIO Smartcal has ceased to be the Australian distributor for Fluke products.
eTRIO Smartcal 1300 134 091
eAgilent Technologies 1800 629 485
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