Harman appoints new partners for China’s KTV market
CHINA: Harman China has appointed three new partners for the country’s KTV and entertainment markets. The professional sector continues to be handled by Harman’s long-term partner, ACE.
Harman has signed three new partners to date, for the south, east and west of China. ‘All the new partners have experience of the box and club KTV markets and the club sector in general,’ stated TJ Smith, general manager, professional division, Harman China. ‘The first partner we signed was Chuangda for the eastern region. Then we found Kaimeng from Chengdu to handle the west, and Huiyi from Guangzhou for the south. We only started the process in December 2012, but we’ve had amazing results already. It’s been really positive but has forced us to pull back from finding someone in the north so we can catch up with ourselves.’
Mr Smith claims an 85 per cent rise in sales figures already since December for the KTV and entertainment markets, as well as a significant boost in sales for the JBL KP600 range of KTV club speakers.
‘Our key strategic partner ACE has major experience and success with prestige projects such as the Olympics, Expo China, and the People’s Hall,’ continued Mr Smith. ‘In addition they perform very well in the broadcast and cinema markets in China. Now the strengths of these new partners are added to this, we are able to expand our market coverage and strength throughout the country.’
In order to support the expansion, Harman China has opened four regional sales offices in Beijing, Shanghai, Shenzhen and Chengdu, with dedicated staff for the vertical markets. ‘We’ve hired 15 new sales people and five people in business development,’ said Mr Smith. ‘The sales people are focused on winning the contract, while the business development people concentrate on identifying projects and developing relationships with the systems integrators and contractors. Our new sales director, David Lu, came on board last July and we’re finding sales people from the industry, whereas for business development we’re recruiting from the vertical markets.’
To this end, Harman has recruited a business development person from the Civil Aviation Administration of China, as well as a new staff member from the hotel market.
Added Mr Smith, ‘Going forward, we will continue to focus on how our customers buy our products. Our goal is to expand by focusing along vertical market lines and not brands. In this way we can address more of the market, maximising the benefit to our partners while supporting strong growth requirements.’