ZRAN » Topics » Sales and Marketing

This excerpt taken from the ZRAN 10-K filed Feb 26, 2009.

Sales and Marketing

Our sales and marketing strategy is to focus on providing solutions to manufacturers seeking to design audio, video and imaging products for existing and emerging high volume consumer applications. In cooperation with leading manufacturers of audio, video and imaging equipment in the commercial and consumer markets, we attempt to identify market segments which have the potential for substantial growth. To implement our strategy, we have established a worldwide direct sales force in offices located near our key customers and strategic partners, and a worldwide network of independent sales representatives and resellers. In some cases, our strategic partners also provide sales and marketing support.

Our sales are generally made pursuant to purchase orders received between one and six months prior to the scheduled delivery date. We sell our products primarily through our direct sales staff, field application engineers, and customer service staff located in the United States and internationally. Our United States sales staff is primarily responsible for sales in North America, Europe and South America. Sales management and sales operations staff also reside in the United States. Our sales and field application engineers in China, Japan, Korea and Taiwan are responsible for marketing and technical support in their respective regions. In addition, we sell our products indirectly through selected resellers and commissioned sales representatives. To date, we have not experienced material product returns or warranty expense.

We have offices in Shenzhen, China as part of our effort to capture a leadership position in the Chinese digital audio and video markets and offices in Taipei and Hsinchu, Taiwan in an effort to better address the video, imaging and digital camera market. In addition, we operate sales support offices in Hong Kong, India, Korea and Taiwan that provide sales, applications and customer support.

We distribute our products in Japan primarily through resellers. We operate an office in Tokyo to help promote our products in Japan, to assist with the marketing of products not sold through resellers, such as integrated circuit cores and certain digital camera, digital video, digital television, and imaging products, and to provide applications support to some of our customers.

This excerpt taken from the ZRAN 10-K filed Feb 29, 2008.

Sales and Marketing

        Our sales and marketing strategy is to focus on providing solutions to manufacturers seeking to design audio, video and imaging products for existing and emerging high volume consumer applications. In cooperation with leading manufacturers of audio, video and imaging equipment in the commercial and consumer markets, we attempt to identify market segments which have the potential for substantial growth. To implement our strategy, we have established a worldwide direct sales force in offices located near our key customers and strategic partners, and a worldwide network of independent sales representatives and resellers. In some cases, our strategic partners also provide sales and marketing support.

        Our sales are generally made pursuant to purchase orders received between one and six months prior to the scheduled delivery date. We sell our products primarily through our 114-person direct sales staff, of whom 12 are located in the United States and 102 are located internationally. Our United States sales staff is primarily responsible for sales in North America, Europe and South America. Sales management and sales operations staff also reside in the United States. Our sales staff in China, Japan, Korea and Taiwan is responsible for marketing in their respective regions. In addition, we sell our products indirectly primarily through selected resellers and commissioned sales representatives. To date, we have not experienced material product returns or warranty expense.

        We have opened offices in other parts of the world in order to address specific markets. We opened an office in Shenzhen, China as part of our effort to capture a leadership position in the Chinese digital audio and video markets and offices in Taipei and Hsinchu Taiwan in an effort to better address the video, imaging and digital camera market. As of December 31, 2007, we had a staff of 312 full-time employees and 16 part-time or contract employees in our Shenzhen office. In addition, we

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operate sales support offices in Hong Kong, India, Korea and Taiwan which provide sales, applications and customer support.

        We distribute our products in Japan primarily through resellers. We also operate an office in Tokyo to help promote our products in Japan, assist with the marketing of products not sold through resellers, such as integrated circuit cores and certain digital camera, digital video, digital television, imaging and JPEG products, and provide applications support for some of our customers.

This excerpt taken from the ZRAN 10-K filed Apr 20, 2007.

Sales and Marketing

Our sales and marketing strategy is to focus on providing solutions to manufacturers seeking to design audio, video and imaging products for existing and emerging high volume consumer applications. In

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cooperation with leading manufacturers of audio, video and imaging equipment in the commercial and consumer markets, we attempt to identify market segments which have the potential for substantial growth. To implement our strategy, we have established a worldwide direct sales force in offices located near our key customers and strategic partners, and a worldwide network of independent sales representatives and resellers. In some cases, our strategic partners also provide sales and marketing support.

Our sales are generally made pursuant to purchase orders received between one and six months prior to the scheduled delivery date. We sell our products primarily through our 138-person direct sales staff, of whom 11 are located in the United States and 127 are located internationally. Our United States sales staff is primarily responsible for sales in North America, Europe and South America. Sales management and sales operations staff also reside in the United States. Our marketing staff in China, Japan, Korea and Taiwan are responsible for marketing in their respective regions. In addition, we sell our products indirectly primarily through selected resellers. We typically warrant our products for a 12-month period. To date, we have not experienced material product returns or warranty expense.

We have opened offices in other parts of the world in order to better address specific markets. We opened an office in Shenzhen, China as part of our effort to capture a leadership position in the Chinese digital audio and video markets and an office in Taipei, Taiwan in an effort to better address the digital camera market. As of December 31, 2006, we had a staff of 305 employees and 19 contractors in our China office and 66 employees in our Taiwan office, including sales support, applications and customer support employees. In addition, we opened offices in Hong Kong and Korea, which had staff of 4 employees and 25 employees, respectively, as of December 31, 2006. These offices also provide sales, applications and customer support.

We distribute our products in Japan primarily through resellers. We also operate an office in Tokyo to help promote our products in Japan, assist with the marketing of products not sold through resellers, such as integrated circuit cores and certain digital camera, digital video, digital television, imaging and JPEG products, and provide applications support for some of our customers. At December 31, 2006, we had 38 employees and 19 contractors in our Tokyo office.

We sell our Dolby technology enabled products under a perpetual, non-exclusive license from Dolby to sell products that incorporate the Dolby Digital algorithm. We are not required to pay license fees or royalties to Dolby under this agreement. Our customers enter into license agreements directly with Dolby, pursuant to which they pay royalties to Dolby. Under our agreement with Dolby, we may sell our Dolby Digital-based products only to customers who are licensees of Dolby. To date, most potential customers for our Dolby Digital-based products are licensees of Dolby. However, the failure or refusal of potential customers to enter into license agreements with Dolby in the future could harm our sales.

We sell our DivX and DTS Technology-based products under a non-exclusive license from DivX Inc. and DTS Technology LLC to sell products that incorporate their algorithm. We are not required to pay royalties under this agreement. Our customers enter into license agreements directly with DivX and DTS, pursuant to which they pay royalties. Under our agreement, we may sell our DivX or DTS-based products only to customers who are licensees of DivX or DTS. The failure or refusal of potential customers to enter into license agreements with DivX or DTS in the future could harm our sales.

This excerpt taken from the ZRAN 10-K filed Mar 14, 2006.

Sales and Marketing

 

Our sales and marketing strategy is to focus on providing solutions to manufacturers seeking to design audio, video and imaging products for existing and emerging high volume consumer applications. In cooperation with leading manufacturers of audio, video and imaging equipment in the commercial and consumer markets, we attempt to identify market segments which have the potential for substantial growth. To implement our strategy, we have established a worldwide direct sales force in several sales and marketing offices located near our key customers and strategic partners, and a worldwide network of independent sales representatives and resellers. In some cases, our strategic partners also provide sales and marketing support.

 

We work closely in the product development process with strategic partners to incorporate our integrated circuits and software into their products. Potential products are designed to meet customer-specific product requirements defined jointly by us and our strategic partners with our partners providing technological input, and in some cases, a portion of the development funding. This strategy has permitted us to develop products with substantial financial and other assistance, while retaining ownership of the technology and ensuring an established customer for the product once development is completed. In addition, our application engineers assist customers in designing their products to incorporate our integrated circuits.

 

Our sales are generally made pursuant to purchase orders received between one and six months prior to the scheduled delivery date. We sell our products primarily through our 113-person direct sales staff, of whom 11 are located in the United States and 102 are located internationally. Our United States sales staff is primarily responsible for sales in North America, Europe and South America. Sales management and sales operations staff also reside in the United States. Our marketing staffs in China, Japan, Korea and Taiwan are responsible for marketing in their respective regions. In addition, we sell our products indirectly through five commissioned sales representatives as well as selected resellers. We typically warrant our products for a 12-month period. To date, we have not experienced material product returns or warranty expense.

 

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We have opened offices in other parts of the world in order to better address specific markets. During 1998, we opened an office in Shenzhen, China as part of our effort to capture a leadership position in the Chinese digital audio and video markets. During 2000, we opened an office in Taipei, Taiwan in an effort to better address the digital camera market. As of December 31, 2005, we had a staff of 275 employees and 16 contractors in our China office and 49 employees in our Taiwan office, including sales, applications and customer support employees. In addition, in 2001 we opened offices in Hong Kong and Korea, which had staffs of 3 employees and 20 employees, respectively, as of December 31, 2005. These offices also provide sales, applications and customer support.

 

We distribute our products in Japan primarily through resellers. We also operate an office in Tokyo to help promote our products in Japan, assist with the marketing of products not sold through resellers, such as integrated circuit cores and certain digital camera, digital video, digital television, imaging and JPEG products, and provide applications support for some of our customers. At December 31, 2005, we had 32 employees and 21 contractors in our Tokyo office.

 

We sell our Dolby technology enabled products under a perpetual, non-exclusive license from Dolby to sell products that incorporate the Dolby Digital algorithm. We are not required to pay license fees or royalties to Dolby under this agreement. Our customers enter into license agreements directly with Dolby, pursuant to which they pay royalties to Dolby. Under our agreement with Dolby, we may sell our Dolby Digital-based products only to customers who are licensees of Dolby. To date, most potential customers for our Dolby Digital-based products are licensees of Dolby. However, the failure or refusal of potential customers to enter into license agreements with Dolby in the future could harm our sales.

 

We sell our DTS Technology-based products under a non-exclusive license from DTS Technology LLC to sell products that incorporate the DTS algorithm. We are not required to pay royalties to DTS Technology under this agreement. Our customers enter into license agreements directly with DTS, pursuant to which they pay royalties to DTS. Under our agreement with DTS, we may sell our DTS-based products only to customers who are licensees of DTS. The failure or refusal of potential customers to enter into license agreements with DTS in the future could harm our sales.

 

This excerpt taken from the ZRAN 10-K filed Mar 31, 2005.

Sales and Marketing

 

Our sales and marketing strategy is to focus on providing solutions to manufacturers seeking to design audio, video and imaging products for existing and emerging high volume consumer applications.  In cooperation with leading manufacturers of audio, video and imaging equipment in the commercial and consumer markets, we attempt to identify market segments which have the potential for substantial growth.  To implement our strategy, we have established a worldwide direct sales force in several sales and marketing offices located near our key customers and strategic partners, and a worldwide network of independent sales representatives and resellers.  In some cases, our strategic partners also provide sales and marketing support.

 

We work closely in the product development process with strategic partners to incorporate our integrated circuits and software into their products.  Potential products are designed to meet customer-specific product requirements defined jointly by us and our strategic partners with our partners providing technological input, and in some cases, a portion of the development funding.  This strategy has permitted us to develop products with substantial financial and other assistance, while retaining ownership of the technology and ensuring an established customer for the product once development is completed.  In addition, our application engineers assist customers in designing their products to incorporate our integrated circuits.

 

Our sales are generally made pursuant to purchase orders received between one and six months prior to the scheduled delivery date.  We sell our products primarily through our 95-person direct sales staff, of whom 10 are located in the United States and 85 are located internationally.  Our United States sales staff is primarily responsible for sales in North America, Europe and South America.  Sales management and sales operations staff also reside in the United States.  Our marketing staffs in China, Japan, Korea and Taiwan are responsible for marketing in their respective regions.  In addition, we sell our products indirectly through five commissioned sales representatives as well as selected distributors.  We typically warrant our products for a 12-month period.  To date, we have not experienced material product returns or warranty expense.

 

We have opened offices in other parts of the world in order to better address specific markets.  During 1998, we opened an office in Shenzhen, China as part of our effort to capture a leadership position in the Chinese digital audio and video markets.  During 2000, we opened an office in Taipei, Taiwan in an effort to better address the digital camera market.  As of December 31, 2004, we had a staff of 211 employees in our China office and 38 employees in our Taiwan office, including sales, applications and customer support employees.  In addition, in 2001 we opened offices in Hong Kong and Korea, which had staffs of 3 employees and 17 employees, respectively, as of December 31, 2004.  These offices also provide sales, applications and customer support.

 

We distribute our products in Japan primarily through resellers.  We also operate an office in Tokyo to help promote our products in Japan, assist with the marketing of products not sold through resellers, such as integrated circuit cores and certain digital camera, digital video, digital television, imaging and JPEG products, and provide applications support for some of our customers.  At December 31, 2004, we had 25 employees in our Tokyo office.

 

We sell our Dolby technology enabled products under a perpetual, non-exclusive license from Dolby to sell products that incorporate the Dolby Digital algorithm.  We are not required to pay license fees or royalties to Dolby under this agreement.  Our customers enter into license agreements directly with Dolby, pursuant to which they pay royalties to Dolby.  Under our agreement with Dolby, we may sell our Dolby Digital-based products only to customers who are licensees of Dolby.  To date, most potential customers for our Dolby Digital-based products are licensees of Dolby.  However, the failure or refusal of potential customers to enter into license agreements with Dolby in the future could harm our sales.

 

We sell our DTS Technology-based products under a non-exclusive license from DTS Technology LLC to sell products that incorporate

 

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the DTS algorithm.  We are not required to pay royalties to DTS Technology under this agreement.  Our customers enter into license agreements directly with DTS, pursuant to which they pay royalties to DTS.  Under our agreement with DTS, we may sell our DTS-based products only to customers who are licensees of DTS.  The failure or refusal of potential customers to enter into license agreements with DTS in the future could harm our sales.

 

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