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Volume 3, Number 10, December 2005
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The Channel: Digital Media Technology, Hong Kong
by Terry Hardin

In last month's The Channel, I wrote a short piece about the BIRTV exhibition that takes place annually in Beijing, China. In this article I talked a little about DMT Pro, Universal Audio's distributor for Hong Kong, Macau, China, and Taiwan. DMT Pro has established themselves in a very good position in a marketplace that business leaders around the world are watching carefully. It is an exciting time with tremendous opportunities in China today, and Universal Audio is very pleased to have forged our relatively new yet productive relationship with Clement and Wilson Choi and the rest of the DMT Pro team. We firmly believe they are the right distribution partner to establish the Universal Audio brand of quality and reliability in the greater China market. Please read on to enjoy a cybernetic interview I recently conducted with Wilson Choi and learn more about DMT Pro and the pro audio market in China. I am very thankful that Wilson tends to be a bit of a night owl and doesn't mind returning many of my e-mails well after midnight his time!

“Although the market is getting smaller, our business is much better than before becauseour competitors are growing fewer and weaker.”

Where is DMT Pro's world headquarters located? Why?
DMT Pro's world headquarters are located in Hong Kong. The main reasons are:

  1. Hong Kong is next to mainland China, a market that is growing rapidly.
  2. Hong Kong is tax-free, and many people from Asia would like to come and buy goods from DMT Pro.
  3. Hong Kong has a very good and efficient telecommunication and commercial infrastructure.
DMT Pro’s new world headquarters in the Kowloon side of Hong Kong.
Uh, what's up with the webstore picture?
DMT Pro's new world headquarters in the Kowloon side of Hong Kong.

Does DMT Pro have satellite offices? Where?
Yes. We have satellite offices in Taipei and Taiwan, as well as Beijing, Guangzhou and Nanjing, China

How and when DMT Pro get its start?
Our founder, Mr. Clement Choi, started the company at home in 1990 after he had been
working in this industry for over four years. In 1991, he partnered with one of his old colleagues to form DMT.

How many people does DMT Pro currently employ?
Over 40 employees.

Who is DMT Pro? Please list the principals and their role within DMT Pro.
DMT Pro stands for Digital Media Technology Co. Ltd. Here is a list of principal staff members:
Tell us about DMT Pro's history in the pro audio industry.
One day in 1990, two energetic young men filled with enthusiasm for audio started Digital Media Technology. Their mission: to provide the local music industry unbiased professional consulting services when it was most needed. From that time on, DMT served the need of different clients, including recording studios, musicians, post-production houses, broadcasters, government venues and others, providing them with the most up-to-date audio technology and information. In 1992, DMT provided turnkey solutions to our clients. Namely, studio packages and CD premastering rooms while the concept of CD premastering was still largely unheard of locally.
Wilson Choi is in stripes on extreme left, and Clement Choi is in light blue on extreme right.

In 1994, as digital and computer technologies [began to mature], DMT introduced networked workstations to state broadcasters in Beijing and Shanghai. As the world entered a new era of personal [entertainment] and digital technology-the DVD era-DMT was the first to provide integrated DVD premastering facilities, which have been set up across Hong Kong, Macau, Taiwan and Mainland China. As DVD technology matured, DMT grew with it.

The same year [1996], DMT realized the need for a good system integrator in Taiwan was bigger than ever. This led to the grand opening of our Taipei office. As business in mainland China grew, DMT saw the need for an office in Northern China. Hence, the birth of our Beijing office in 1997. 1998 was the year DMT entered into our alliance with the world's biggest nonlinear video-editing system manufacturer: Avid. The film industry in China was booming in late twentieth century as well. In 1999 DMT provided a complete film studio package to Changchum Film in Northern China. The package included a film projector, dubber, audio console and other production equipment.

At the end of the twentieth century, the Internet was considered the future of everything. DMT, as professional AV consultant, was quick to jump on the Internet bandwagon.
Internet broadcast facilities were established one after another with the involvement of DMT. In 2003, we were awarded the SI [systems integrator] contract for the new audio post-production setup and the on-air news system of TVB in its new building in TKO. Recently, we've just been awarded a big contract for Beijing Film in China, which will last for one year. Put simply, DMT grows with our clients, and with our team of more than 40 staff members, we are committed to provide the most professional service to our clients. We listen, we respond, we are precise, and we are committed.

An aerial view of a section of DMT Pro’s trade show booth at a recent BIRTV exhibition in Beijing
What were some of the product lines that DMT Pro distributes?
Digidesign , Focusrite, Fostex, Genelec, GML, HHB, Manley, Solid State
Logic, TC Electronic, Telos, Universal Audio, Waves, Telos/Omnia/Axia, and
many more.

What makes DMT Pro unique in the Asian MI and pro audio distribution world?
While many of our competitors are trying to dump their prices to make fast money, and many clients are trying to shop on the Internet, we try not to dump our prices but are offering more value-added service instead. We don't think dumping prices is a way to survive for our industry. Since the Asian crisis in 1997, many pro audio dealers/distributors have either closed or seriously trimmed down. Many clients suffered from lack of support, and it was really a nightmare for them. During the past few years, we've kept on reinforcing our service team and even employed some more experienced people in the market to strengthen our team. Although the market is getting smaller, our business is much better than before because our competitors are growing fewer and weaker. Frankly speaking, we dominate in our market.

How many dealers are in DMT Pro's distribution network?
More than 15.

Why is Universal Audio important to DMT Pro?
Because most people nowadays are using DAWs for recording, most of them comment that the recording doesn't have any life. Among all brands available in the market, we've found that UA products, which are high-quality but affordable, can add the soul to the recordings, and this really helps our clients a lot. We are happy to say, we are one of the partners of UA now!

What is the best thing about selling UA products?
UA is a very well-known brand in the market, famous for its authentic reproductions of classic analog audio equipment as well as accurate digital replicas of vintage gear. We don't really need to spend much time introducing the UA brand to our clients. Also, it is one of the few brands that really focus on market needs and continuing to release some interesting and affordable products to the market.

What makes selling UA products difficult?
Gray import and market cultivation.

Unit 1102, 11/F, Yee Kuk Industrial Centre, 555 Yee Kuk Street,
Cheung Sha Wan, Kowloon, Hong Kong
+ 852-2721-0343

Questions or comments on this article?