TELE-audiovision - Weltweit größte Digital TV Fachzeitschrift

TELE-satellite-1201

/bsd.pdf

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Jundiaí

(São Paulo)

248

TELE-satellite International— TheWorld‘s LargestDigital TV TradeMagazine

— 12-01/2012

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Marcus Bernardini, aka

Benni, in his garden. In the

background is his 5.0-

meter antenna as well as

his 1.5-meter dish. Benni

is the operator of the www.

portalbsd.com.br website

that focuses on satellite

interests in Brazil.

Owner

Marcus

Bernardini

246

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TELE-satellite International— TheWorld‘s LargestDigital TV TradeMagazine

•OperatesBrazil’slargestdigitalTVwebsite

•EngagedinthefurthereducationofdigitalTV

antennainstallers

•PlanninghisownIPTVchannelallaboutdigital

technology

•Livinghisdreamwithhisownworldwideradio

station

Benni‘s

BSD

COMPANYREPORT

Satellite InformationWebsiteBSD,Brasil

• Operates Brazil’s largest digital TV website

• Engaged in the further education of digital TV antenna installers

• Planning his own IPTV channel all about digital technology

• Living his dream with his own worldwide radio station

P-Sat, Hungary - Distributor

TELE-satellite-1201

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Budapest

186

TELE-satellite International— TheWorld‘s LargestDigital TV TradeMagazine

— 12-01/2012

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Active and full

of ideas:

A successful climb

TiborPosta is founderandmajorityownerofP-SAT.Anythingand

everything anantenna installerwouldneed, includingfiberopticLNBs

fromGlobalInvacom, canbe found inhis shop.

Anyone,whether it’s amanufacturer

or a dealer, who has something to sell

has the same problem: how do you

win new customers? What good is the

best p oduct if no one knows about it?

What use are all those sensational of-

fers if no one is aware of them? How

do youmake your potential customers

notice your products? Every success-

ful manufacturer and every success-

ful dealer managed to find their own

solution. A wholesaler that came up

with an especially interesting solution

to this problem is P-SAT in Hun-

gary.The founder and operator of

this company, Tibor Posta, gave us

some insight into how he solved the

problem ofwinning new customers.

But first we wanted to learn more

about Posta’s Company P-SAT. Obvi-

ously, the “P” in P-SAT stands for his

name Posta. “The company P-SAT Kft

was founded in 2002”, explains Tibor

Posta. Before that time he was an an-

tenna installer. “In 1991 I started out

erecting TV antennas”, he remembers,

“Thiswas at the same timewhenHun-

gary started their second TV chan-

nel via UHF.” His first customer was

his parents. And then it happened as

it usually does: friends and relatives

would call and Tibor Posta ended up

with more and more work to do. Back

then he lived in eastern Hungary and

COMPANY REPORT

Wholesaler and Shop P-SAT, Hungary

Owner

Tibor

Posta

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TELE-satellite International— TheWorld‘s LargestDigital TV TradeMagazine

HowP-SAT

WinsNew

Customers

•Hasitsowncustomer

magazine

•Createdsupermarketstyle

store

•Planningstartofown

brandedTVservices

•Operatesoneofthe

mostwell-knownweb

communitiesinHungary

SinceNovember 2010wholesalerand retailerP-SATKfthasbeen leasing

this 330 squaremeterbuilding innorthernBudapest; the150 squaremeter

warehouse in thebackground alsobelongs toP-SAT.The company also

operates a verypopular InternetdigitalTV community aswell as aweb shop

under thenameSAT.HU.The companyhas six employees.

COMPANYREPORT Wholesaler andShopP-SAT,Hungary

• Has its own customer magazine

• Created supermarket style store

• Planning start of own branded TV services

• Operates one of the most well-known web communities in Hungary

AB-COM, Slovakia - Receivers

TELE-satellite-1111

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Topolcany

114

TELE-satellite—GlobalDigital TVMagazine

— 10-1/201

—

Conquering

the market

with new

receivers

ReceiverManufacturerAB-COM,Slovakia

JurajMasaryk is founder and

ManagingDirectorofAB-COM.

Herehe is seen explaining all the

featuresof the 3D converter that

isbuilt into theAB 3Dboxes.

Slovakian receiver manufacturer AB-

COM has found its firm place in the

Central Europ

ean market within an

impressively short time. Based in the

little-known town of Topolcany, some

100 km east of the Slovakian capital

Bratislava, the company was founded

by Juraj Masaryk in the year 2002. In

the beginning the business acted as a

olesaler for satellite components and

it was only in the year 2010 that AB-

COMEuropewasestablishedasan inde-

pendent receivermanufacturer.AB-COM

as a wholesaler continues to prosper

alongsideand is theofficialdistributorof

allAB-COM Europe products in the com-

pany’s home markets of Slovakia and

theCzechRepublic.

Company founder Juraj Masaryk tells

ushowAB-COMproductsare supplied to

Founder

Juraj

Masaryk

■

120

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TELE-satellite—GlobalDigital TVMagazine

first DVB-T2 receiver,” he hints at some

interestingplans for the future. The only

question that still begs an answer is in

which countries DVB-T2 will actually be

launched. As a matter of fact, nobody

knowsat this stagebecauseevery coun-

try will decide independently whether

andhow to introduceDVB-T2, and these

decisions are not always easy to under-

stand.

The LinkBox series features another

range of receivers: “Here we are talk-

ing about boxes we produce for Czech

pay TV provider Skylink,which uses the

Irdetoencryption system.”These receiv-

ers are particularly inexpensive, Juraj

says and adds “we’d be ready to offer

thisbox toother contentprovidersusing

Irdeto aswell.” If you need further proof

for AB-COM’s orientatio

n towards future

consumerapplicationsyouneednot look

further than to the brand newAB 3DBox

receiver line which features HD receiv-

erswith integrated3D TV converter. The

newly developed 3D boxes are sched-

uled tohit themarket in thefirstquarter

of 2012. In the previous issue of TELE-

satellite we presented the stand-alone

3D converter, whose software will also

be used in theAB 3DBox receivers.

The recently introduced AB-COM

CryptoBox receiver line from AB-COM

has a very special treat in store: As ex-

tremely good-value receivers targeted

towards the pay TVmarket, all receivers

from this line include CA and a CImod-

ule. The truly special feature, however,

is a USB interfacewhich can be used to

connectaWiFidongle, JurajMasarykex-

plains.He k

nows that fully cabled Ether-

net networks are gradually disappearing

and that almost every household these

days has set up aWiFi network. Sowhy

not add WiFi capability to satellite re-

ceivers? “These boxes are based on the

Ali 3606 chipset which is particularly

fast,” Juraj adds.

Thanks to all these achievements AB-

COMEuropehas taken only two years to

become a significant player that is ac-

tively tapping into various product seg-

ments. For Juraj Masaryk, innovation is

the key to success and a cornerstone

for a successful expansion path. Even

the company name has turned out to be

wisely chosen: The acronymAB appears

onallnewbrandnameswheneveranew

products series is launched. This way

AB-COM is able to grow and prosper for

a long time to come!

MichalKrajcik’spassion

is all aboutphotography. It

shouldbe, ashe is thehead

ofdesign and looks after the

websiteofAB-COM.

1.MeetMarketingManagerMichalGrezo.What’s thatonhis

screen? It’s the advertisementof theAB 3DBox as itappeared in

TELE-satellite.

2.PavolBlaho isSalesManager

Marketing

Manager

Michal

Grezo

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TELE-satellite—GlobalDigital TVMagazine

first DVB-T2 receiver,” he hints at some

interestingplans for the future. The only

question that still begs an answer is in

which countries DVB-T2 will actually be

launched. As a matter of fact, nobody

knowsat his stagebecauseever coun-

try will decide independently whether

andhow to introduceDVB-T2, and these

decisions are not always easy to under-

stand.

The LinkBox series features another

range of receivers: “Here we are talk-

ing about boxes we produce for Czech

pay TV provider Skylink,which uses the

Irdetoencryption system.”These receiv-

ers are particularly inexpensive, Juraj

says and adds “we’d be ready to offer

thisbox toother contentprovidersusing

Irdeto aswell.” If you need further proof

for AB-COM’s orientation towards future

consumerapplicationsyouneednot look

further than to the brand newAB 3DBox

receiver line which features HD receiv-

erswith integrated3D TV converter. The

newly developed 3D boxes are sched-

uled tohit themarket in thefirstquarter

of 2012. In the previous issue of TELE-

satellite we presented the stand-alone

3D converter, whose software will also

be used in theAB 3DBox receivers.

The recently introduced AB-COM

CryptoBox receiver line from AB-COM

has a very special treat in store: As ex-

tremely good-value receivers targeted

towards the pay TVmarket, all receivers

from this line include CA and a CImod-

ule. The truly special feature, however,

is a USB interfacewhich can be used to

connectaWiFidongle, JurajMasarykex-

plains.He knows that fully cabled Ether-

net networks are gradually disappearing

and that almost every household these

days has set up aWiFi network. Sowhy

not add WiFi capability to satellite re-

ceivers? “These boxes are based on the

Ali 3606 chipset which is particularly

fast,” Juraj adds.

Thanks to all these achievements AB-

COMEuropehas taken onlytwo years to

become a significant player that is ac-

tively tapping into various product seg-

ments. For Juraj Masaryk, innovation is

the key to success and a cornerstone

for a successful expansion path. Even

the company name has turned out to be

wisely chosen: The acronymAB appears

onallnewbrandnameswhenever new

products series is launched. This way

AB-COM is able to grow and prosper for

a long time to come!

MichalKrajcik’spassion

isall aboutphotography. It

shouldbe,ashe is thehead

ofdesign and looks after the

websiteofAB-COM.

1.MeetMarketingManagerMichalGrezo.What’s thatonhis

screen? It’s the advertisementof theAB3DBoxas it appeared in

TELE-satellite.

2.PavolBlaho isSalesManager

Sales

Pavol

Blaho

COMPANYREPORT

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TELE-satellite—GlobalDigital TVMagazine

ReceiverManufacturerAB-COM,Slovakia

•ParticularlysuccessfulinCentralEurope

•Productsfordifferentapplicationssuchas3Dand

payTV

•Focusoncost-efficientproductrange

•Productsoptimisedforindividualapplications

Companypremisesof receivermanufacturer

AB-COM inTopolcany,Slovakia.The companyhas

cooperation agreementswithTVmanufacturerLG

andpayTVproviderSkylink,which iswhy their

logos also appearprominentlyon the roofof the

building.AB-COMgenerates 30%of its turnover

in the localmarketsofSlovakia and theCzech

Republic,with the remaining 70% share coming

fromotherEuropeanmarkets.

AB-COM:

Innovation

Guaranteed

• Particularly successful in Central Europe

• Products for different applications such as 3D and pay TV

• Focus on cost-efficient product range

• Products optimised for individual applications

Applied Instruments, USA - Signal Analyzers

TELE-satellite-1111

/appliedinstruments.pdf

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COMPANYREPORT

Indianapolis

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128

TELE-satellite—GlobalDigital TVMagazine

— 10-1/201

—

Robust

Signal Analyzers

Ma e in USA

SignalAnalyz rManufactur rApplied Instruments,USA

GeneralManagerTomHaywood in the showroomwith

a selectionofproducts fromApplied Instruments.He

owns 50%of the companywhilehispartner JeffHaas,

DirectorofEngineering,owns theother 50%.

Tom

Haywood

■

APPLIED INSTRUMENTS

SignalAnalyzerManufacturer,USA

www.appliedin.com www.TELE-satellite.com/

TELE-satellite-1109/eng/applied.pdf

CompanyDetails

Engineers inResearch&Development |

TotalNumberofEmployees

▼

0................................25..................................50

AverageTurnover (Previous,This,NextYearEstimates)

▼

0................................10...................20MioU$D

ProductionCertificates

DVB

ProductionCategories

ownbrand

MainProducts

CableTVSignalAnalyzers,SatelliteTVAnalyzers,NoiseSignal

Generators,NoisePowerRatioTest Instrument

130

131

TELE-satellite—GlobalDigital TVMagazine

— 10-1/201

—

analyzerswas not a long one. “In 1998 we introduced the first satellite signal analyzer from the ‘Buddy’ series”, com-

—

10-1/201 —

TELE-satellite—GlobalDigital TVMagazine

A small family business hasmanaged

to become one of themostwell-known

names in theNorthAmerican cable and

satellite TV signal analyzermarket. It’s

the perfect reason for us to go and pay

Applied Instruments in Indianapolis, In-

diana, USA, a visit only to find out that

the company is expanding into the in-

ternational market with its products

that areMade inUSA.

Who’s behind Applied Instruments?

It really is a family-owned business.

It was founded exactly 25 years ago

in 1986 by Doyle Haywood, the father

of the current General Manager Tom

Haywood. His son Scott Haywood also

works for the company as a salesman-

ager.

Whenwe lookbackatwhen itallstart-

ed, we find out that there’s even more

history behind the company’s founder

Doyle Haywood: he founded a compa-

ny back in 1973 that produced signal

analyzers for cable TV. In 1979 he sold

that company to a large corporation.

But when he came up with the idea to

develop clean reliable test signal gen-

erators for CATV, he quickly founded a

new

company:Applied

Instruments.His

son TomHaywood explains to uswhere

the name came from: “We apply a solu-

tion to every problem and provide the

instruments just for that purpose – Ap-

plied Instruments.”

The new company originally began

with threeemployees,oneofwhomwas

David Poelstra, a research engineer

that worked together with Doyle Hay-

wood in the first company. In1990 they

released their first successful prod-

uct to the market – a cable TV signal

analyzer that not only was easy to use

butwas also affordable.Over the years

other analyzers appeared. “In order to

test long cable lengths, we produced a

Return PathTestSet”, remembersGen-

eralManagerTomHaywood, “It consist-

ed of a CW Test Signal Generator that

was attached to one end of the long

cable and a receiver at the other end.

In this way we could check the quality

of the cable.”

In 1994 MMDS (Multichannel Multi-

point Distribution Service), also known

as wireless cable, gained widespread

use primarily in rural areas and Ap-

plied Instruments was there provid-

ing the appropriate signal analyzers.

From here the path to satellite signal

ments TomHaywood.

TheSatBuddyquicklybecame known

and loved by North American satellite

installers and over the years was con-

sistently improved and fitted with new

features. Scott Haywood, Tom Hay-

wood’s son and third generation in the

company, is a sales manager at Ap-

plied Instrumentsand tellsusabout the

newest Buddy version: “It’s the Super

Buddy 29 and in addition to letting you

measure satellite TV signals, it can also

be used to install theWildblue Internet-

via–satellite service. These LNBs re-

quire 29 volts that the Super Buddy 29

can supply, hence the ‘29’ in themodel

name.”

Tom Haywood, the current General

Manager, is actually a construction en-

gineer but always enjoyed lending a

hand at the company. In 1996 he de-

cided toworkexclusively forhis father’s

company: “The creation of solutions

and the ergonomic prod

ucts have al-

ways fascinated me”, he

reveals, “It’s

JeffHaas isDirectorofEngineering

andprefers towork at this shack.He is

co-ownerofApplied Instruments.

not all that much different from being

a building designer w

ho must also be

creative and a problem

solver.”

When hismother, thewife of founder

Doyle Haywood, began to have health

issues, his father decided to leave the

company and sell50% ownership of the

company to Tom Haywood. The other

50%was sold to JeffHaas.Bothare en-

thusiastic with the opportunity to fur-

ther expand Applied Instruments.

But the company doesn’t onlymanu-

facture signal analyzers that are used

at the receiving end. An especially in-

teresting highlight is the Noise Power

Ratio testing product that manufactur-

ers of amplifiers, optical transmitters

and receivers, and other active devices

can use to test the operating range of

their products. It consists of a noise

generator that sends its signal to the

receiver to be tested and a correspond-

ing signal analyzer that measures the

output signal from the tested receiver.

“Our NS-3 Broadband Noise Genera-

tor is often used by receiver manufac-

turers and satellite service providers to simulate rain fade and conduct carrier

to noise testing”, comments Tom Hay-

wood.

General Manager Tom Haywood ex-

plains to us their product palette: “80%

of our sales are made up of reception

signal analyzers, 10% are test genera-

torswith the remaining10%madeupof

complete systems consisting of signal

generators and signal analyzers.” And

as far as sales figures go, he tells us,

“For the past several years sales have

been stable at about US$ 5.5 million

but for2012we are expecting roughly a

10% increase.”

Where will this increase come from?

Sales Manager Scott Haywood has a

few answers for us: “We are currently

developinga signalanalyzer forDVB-S2

thatwill become available in the fourth

quarter of 2011. We are also working

on terrestrial signal analyzers for ATSC

and QAM that will appear in the first

quarter of 2012.”

Applied Instruments is looking at sat-

ellite signal analyzers as their way of

expanding into the export market. “Up

until n

ow, 95% of our products have

been

shipped to North America, that is

USA and Canada,with only the remain-

ing 5% being shipped abroad to coun-

tries like Switzerland, Sweden, Great

Britain, Belgium as well as Australia”,

comments ScottHaywood.

But this is what will change in the

company’s 25th year of operation: “We

are actively looking for competent dis-

tributors in Europe, The Middle East

and Asia.” It is critical for Applied In-

struments tofind technically competent

partners: “Our products are not throw-

away products; they are solidly built

and can be repaired if the needwere to

ever arise.” Technical customer service

is actually quite important when deal-

ingwith products like signal analyzers;

professional installers use signal ana-

lyzers on a daily basis and can thereby

document a proper installation. Reli-

ability and helpwith technical problems

are excellent reasons why an installer

wouldwant to choose a quality product

from amanufacturer that he knowswill

support him later on.

“We produce everything ourselves”,

comments General Manager Tom Hay-

wood referring to his nine production

employees, “Our R&D team consists of

AmotorizedC-banddishon thewall

aswell asnumerousotherdishes

on the roof are allusedbyApplied

Instruments todevelopand test their

signal analyzers.

Engineering

Jeff Haas

132

TELE-satellite—GlobalDigital TVMagazine

— 10-11/201

—

seven engineers, the repair team is made up of five en-

gineers and our technical customer service has four en-

gineers.” On top of that are three employees in admin-

istration as well as two sales managers so that a total of

30 employees make up Applied Instruments all of which

work in an 11,000 Sq-foot office/production facility lo-

cated in an industrial zone southeast of Indianapolis.

After 25 successful years, Applied Instruments is

ready to plow into the i

nternational market. The en-

thusiasm of the engineer

s and the requirements that

customers have for their signal analyzers provides this

company with an excellent chance to grow in the world

market over the next 25 years with their robust signal

analyzers.

1.SalesManagerScottHaywoodenjoys readingTELE-satellite.

“I’m especially interested in thesatelliteDXer r

eports”, reveals

Scott, “It shows theenthusiasm theyhave for theirhobby.” It’s

an enthusiasm thatScott shares and that canbe readily seen in

thecompany’s signal analyzers.

2.Dianagreets visitors at the receptiondesk.

3.CamilleEdmonds keeps trackoffinancesandorganizes the

books.

Sales

Scott

Haywood

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COMPANYREPORT

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126

127

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TELE-satellite—GlobalDigital TVMagazine

SignalAnalyzerManufacturerApplied Instruments,USA

25Years

Applied

Instruments

•Thepowerofthiscompanyisitsrobust

signalanalyzers

•Companyplansworldwideexpansionwith

itsinternationallycompatibleanalyzers

•Specialtestsignalgeneratorsforreceiver

manufacturers

•Specialattentiontoergonomicoperation

•Technicalcustomerserviceanimportant

highlightofthecompany

Applied Instruments leases two suites in this

industrial complex fromwhichdigitalTV signal

analyzersareproduced.

• The power of this company is its robust signal analyzers

• Company plans worldwide expansion with its internationally compati-

ble analyzers

• Special test signal generators for receiver manufacturers

• Special attention to ergonomic operation

• Technical customer service an important highlight of the company

Huber+Suhner, Switzerland - Fibre Optics

TELE-satellite-1111

/huber+suhner.pdf

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HUBER+SUHNER

FibreOpticCablesandDistribution,Switzerland

www.hubersuhner.com www.TELE-satellite.com/ T

ELE-satellite-1111/eng/huber+suhner.pdf

DownloadReport

CompanyDetails

Engineers inResearch&Development |

TotalNumberofEmployees

▼

0............................2500 .............................5000

AverageTurnover (Previous,This,NextYearEstimates)

▼

0..............................500................1000MioSFr

ProductionCertificates

ISO9001, ISO 14001, IRIS,RoHS,REACH

ProductionCategories

ownbrand

CLIK!

MainProducts

Connectivity solutions forRadioFrequency,LowFrequency and

FiberOptic applications.Fibreopticdistribution systems for

professional andhomeuse.

Address

HUBER+SUHNERAG

Degersheimerstrasse 14

9100Herisau

SWITZERLAND

Tel+41-71-353-4111

www.TELE-satellite.com/TELE-satellite-1111/eng/huber+suhner.pdf

144

TELE-satellite—GlobalDigital TVMagazine

—10-11/2011

—www.TELE-satellite.com

MarketingManagerOthmar

Fuchspresentsuswith a

“CLIK!’ systembrochurehere in

themain lobby.

Marketing

Manager

Othmar

Fuchs

COMPANYREPORT

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—www.TELE-satellite.com www.TELE-satellite.com

—

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TELE-satellite—GlobalDigital TVMagazine

FiberOpticDistributionSystemsManufacturerHUBER+SUHNER,Switzerland

•Oneoftheleadingfiberopticcompaniesintheworld

•NewCLIK!Systemforeasyinstallation

•Newmarketsegmentthatwillmakecoaxialcable

distributionsystemsobsolete

•No

wavailable:economicalalternativewith

distributionsystemsstartingwitheightusers

Smack in themiddleof the

SwissAlps: that’swhere

HUBER+SUHNER canbe found

inHerisau innortheastern

Switzerland

FiberOpticsat

HUBER+SUHNER

• One of the leading fiber optic companies in the world

• New CLIK! System for easy installation

• New market segment that will make coaxial cable distribution systems

obsolete

• Now available: economical alternative with distribution systems start-

ing with eight users

iPONT, Hungary - 3DTV

TELE-satellite-1109

/ipont.pdf

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TELE-satellite— GlobalDigital TVMagazine

— 06-07/201

—

1.The two friends andbusine

sspartners:CTOAndorPasztor

and

CEOZoltanKorcsok in theirheadquarters inBudapest in frontof

oneof iPONT’s “3Dwithoutglasses”auto-stereoscopicmonitors.

Thecompany thatcurrentlyhas 40 employeesoperates twoother

offices inHungary: thesoftware engineersare inSzegedwhile the

creative teamcanbe found inBekescsaba.

2.ErvinFarkas takes careof customer service for iPONT’s

professional customers.

CEO

Zoltan

Korcsok

TELE-satellite— GlobalDigital TVMagazine

— 06-07/201

—

1.The two friendsandbusine

sspartners:CTOAndorPasztorand

CEOZoltanKorcsok in theirheadquarters inBudapest in frontof

oneof iPONT’s “3Dwithoutglasses” auto-stereoscopicmonitors.

Thecompany that currentlyhas40 employeesoperates twoother

offices inHungary: the softwareengineers are inSzegedwhile the

creative team canbe found inBekescsaba.

2.ErvinFarkas takes careofcustomer service for iPONT’s

professional customers.

CTO

Andor

Pasztor

COMPANYREPORT

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TELE-satellite— GlobalDigital TVMagazine

— 06-07/201

— www.TELE-satellite.com www.T ELE-satellite.com — 0

6-07/2011 —

TELE-satellite— GlobalDigital TVMagazine

lobal igital T Magazine

—06-7/201

—

www. TELE-satellite.com www.TELE-satellite.com

—

6-07/2011—

TL-satelite

3DTV

iPONT and

•iPONT’ssoftware

solutionconverts3D

forusewithauto-

stereoscopicmonitors

•3Denjoymentwithout

annoyingglasses

•Potentialforreceiver

manufacturersto

expandtheirSTB’sto

include3D

•Compatiblewiththe

varietyofmanufacturer

auto-stereoscopic

monitorsolutions

To the left is the

“Allee” shoppingmall

inBudapest,Hungary

inwhich iPONThas

already installed their

3D system.To the right

is the “AlleeCorner

Office”building in

which thestartup

company iPONT canbe

found .

• iPONT’s softwarevsolution converts 3D for use with auto-stereoscopic

monitors

• 3D enjoyment without annoying glasses

• Potential for receiver manufacturers to expand their STB’s to include

• Comp tibl with the variety of manufacturer auto-stereoscopic moni-

tor solutions

Megasat, Germany - Receiver and Wholesaler

TELE-satellite-1109

/megasat.pdf

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104

TELE-satellite—GlobalDigital TVMagazine

— 08-09/201

—

MEGASAT wholesaler and

distributor rises from

the heart of Germany

Wholesaler and Manufacturer MEGASAT, Germany

MEGASAT founder

andGeneralManager

SvenMelzer likes to

stayup todatewith

TELE-satellite.

Where is it, themuch-proclaimedheartofGermany?Howdoyoude-

fine its actual location? Sven Melzer, founder and General Manager

of satellite wholesaler and distributor MEGASAT has a rather prag-

matic approach to those questions. “We are right in the heart of

Germany,”andby thathe simplymeans the regionhe’sathome.

The name of the place is Niederlauer, which is a small town

north of Schweinfurt in northern Bavaria. As a matter of fact,

if you look up Niederlauer in Google Maps the marker pops up

right in the centre of Germany.

Sven

Melzer

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TELE-satellite—GlobalDigital TVMagazine

WholesalerandManufacturerMEGASAT,Germany

“In the Heart of

Germany”

•80%ofdistributedproductscomefrom

in-houseMEGASATbrand

•fullrangeofsatellitecomponents

•specialfocusonself-aligningcamping

antennas

•distributiontothewholeofEurope

In frontof the entrance to the

850squaremetercompany

premises thatMEGASAThas

beenoccupying since 2010 in an

industrial areaofNiederlauer.

Theofficial companyname is

b2cElectronic, even though

MEGASAT isused asbrand

name vis-à-vis theoutside

world.

TELE-satelliteMagazine

BusinessVoucher

www.TELE-satellite.info/11/09/megasat

DirectContact toSalesManager

• 80% of distributed products come from in-house MEGASAT brand

• full range of satellite components

• special focus on self-aligning camping antennas

• distribution to the whole of Europe

Sapro, Czech - Receiver and Wholesaler

TELE-satellite-1109

/sapro.pdf

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Třinec

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Receiver

Fabrication in the

Industrial City

Manufacturer and Wholesaler SAPRO, Czech Republic

SAPRO’sFounder

andChiefLubomír

Proboszcz standing

in frontofacabinet

fullofSAPRO

receivers. Inhis

hand is theflagship

product, abox from

theHD-Box series.

There’s a large industrial zone in the

northeastern portion of the Czech Re-

public. There you’ll find large amounts

of ore that can be turned into iron;

there are also quite a few rivers that

supply water power as well s a large

expanse of forest for its enormous

supply of building m ria s. Because

of all this, an enormous steel works

factory, the „Třinecké Železárny

(Třinec Steelworks)“ came into exis-

tence 1

70 years ago in th

e city

of Třinec. This city currently has

40,000 inhabitants and everywhere

you look you can see fabrication sys-

tems with their superstructures and

interconnecting pipes.

One of these pipes, an exterior

heating pipe, passes just a few cen-

timeters away from manufacturer and

wholesaler SAPRO’s building.

But SAPRO doesn’t interfere with it

at all, rather, this heating pipe goes

perfectly with this company: compo-

nents for satellite receivers have been

designed and developed here since

1992. It’s a perfect match for the in-

dustrial atmospher here. SAPRO’s

Owner

Lubomír

Proboszcz

SAPRO

ManufacturerandWholesaler,CzechRepublic

www.sapro.cz www.TELE-satellite.com/

TELE-satellite-1109/eng/sapro.pdf

DownloadReport

CompanyDetails

Engineers inResearch&Development |

TotalNumberofEmployees

▼

0................................12..................................25

AverageTurnover (Previous,This,NextYearEstimates)

▼

0...............................2.5.....................5Mio €uro

ProductionCertificates

DVB

ProductionCategories

ownbrands

Di-Way,Di-Box,SatElita,Dreamsky,HD-Box

MainProducts

SatelliteReceivers

foreconomic range,mid range andhigh

range,

Wholesaler

forLNBs,dishes, accessories

Address inCzechRepublic

Address inSlovakia

SAPRO s.r.o.

SAPROSKs.r.o.

Konská -Podlesí455

SUPERSAT

73961Třinec

ul.Slovanská cesta6

CZECHREPUBLIC

PSČ 02 201Čad

Tel+420-591008312

SLOVAKIA

Tel+421-220-648942

www.TELE-satellite.com/TELE-satellite-1109/eng/sapro.pdf

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ter of 2011 we’ll be coming out with an Android based receiver under the Dreamsky brand name; this will be followed by a DVB-T2 receiver in

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TELE-satellite—GlobalDigital TVMagazine

2012.” For the HD-Box and Dreamsky

line of receivers, 2012 will bring with

it a number of enhancements related

to the Internet: “The Dreamsky se-

rieswill see a boxwith IPTV enhance-

ment”, he reveals to us, “For cable

operators we are planning a DVB-C

receiver.”

Lubomír’s schedule is full. With a

variety of new products, he’s expand-

ing in the market as well as moving

into the surrounding countries. Be-

cause of his engineering background

and his personal love of his satellite

1.AlinaProboszcz is responsible forSAPRO’sbookkeeping and is

also the founder’swife.

2.PetrZwrtek isSalesManager forTheCzechRepublic.He is

showinguson themapwhereTřinec is located: right at thepoint

whereTheCzechRepublic,SlovakiaandPolandmeet.

3.MarekRoszka isMarketingManager.You can seeSAPRO’s

websiteonhismonitor

(www.sapro.cz

) thathealsomaintains.

“I also translate theusermanuals”,saysMarekwho isfluent in

EnglishandGerman.

4.JanaProboszczová isSalesManager forSlovakia and allof the

remaining countries.

5.ServiceTechnicianMilanMartynek tests asatellite signal

analyzer thatSAPROdistributesunder itsownbrandname.

6.Should there everbeanyproblemswithaSAPRO receiver, the

returns landwithCustomerServiceManagerEsterVrábelová,who

scans thebarcodeofall incomingproblem items.

7.ServiceTechnicianPetrSchlesinger is atwork repairing a

receiver circuitboard.

reception hobby,

he tests all the products himself and is

thereby able to im

mediately recognize anyweak spots.

In this way he

can be confident that the production line

only puts out products thatmeet his requirements.SAPRO

is on theway up.

Sales

Petr

Zwrtek

ter of 2011 we’ll be coming out with

an Android based receiver under

1.AlinaProboszcz is responsible forSAPRO’sbookkeeping and is

also the founder’swife.

reception hobby, he tests all the products himself and is

thereby able to immediately recognize any weak spots.

Sales

Jana

Proboszczová

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Manufacturer andWholesalerSAPRO,CzechRepublic

SAPRO

Expanding

•Coverseverypricesegmentwithits

fourbrandnames

•Startingexpansiontosurrounding

countries

•In-housedesignandproduction

(assemblyline)

•Produces100,000receiversperyear

An externalheatingpipe runs rightpastSAPRO’s

administration,warehouse andproduction

buildings.The company is located in the industrial

cityofTřinec in thenortheastern endofTheCzech

Republic,not too far fromOstrava.

TELE-satelliteMagazine

BusinessVoucher

www.TELE-satellite.info/11/09/sapro

DirectContact toSalesManager

• Covers every price segment with its four brand names

• Starting expansion to surrounding countries

• In-house design and production (assembly line)

• Produces 100,000 receivers per year

WSInternational, USA - Receiver and Wholesaler

TELE-satellite-1109

/wsinternational.pdf

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Pacoima,

California

First the USA,

then the world

Wholesaler and Manufacturer, USA

RobbyDosetarehis the very young founder andPresident

of satellitewholesaler andmanufacturerWS International.

Herewe seehim inhisPacoima,Californiaoffice located

northofLosAngeles thatheopened justone year ago

Robby Dosetareh patiently built up

his company WS International one

small step at a time. He’s still young

and since he has already brought his

company quite a long way in the USA,

his expansion to the rest of the world

shouldn’t have any obstacles. In July

2010 he opened a 2nd distribution

branch & offices in the small town of

Pacoima, California in order to make

it cost efficient for customers in the

Western part of the USA and Canada.

That’s where we met up with Robby

Dosetareh. He explains to us how it all

began.

Robby D setareh was born and

raised in Shiraz, Iran. But his father

was watched and mistreated by the re-

gime at that time.WhenRobbywas ten

years old, the family had

an opportunity to flee the

country, first to Pakistan

and then for a few months

to Austria. The UN acquired

all the necessary paperwork as

well as the required visas and fi-

nally in April 1992 the family arrived

in their land of their dreams – USA.

They ended up in A

tlanta, Georg

ia on

the US east coast.

Young Robby came to a new world,

a place where it’s normal to get a free

glass of water in a restaurant. The

teenager quickly acclimated himself to

his new surroundings. After graduat-

ing from High School, he immediately

joined the work force. Since he was al-

ways interested in electronics and tele-

communications, he accepted an offer

from a DishNetwork dealer and began

working there as a Sales Manager.

After a fewmonthshis father became

illandRobbyDosetarehhad tohelphim

communicate with the doctors; his fa-

ther’s English wasn’t good enough. Un-

fortunately, his time off from the Dish-

Network dealer was getting too much

and towards the end of 2000 the dealer

had to let him go. Robby Dosetareh

Owner

Robby

Dosetareh

■

came to the conclusion that this would

never happen to him again: to be in

charge of his own time he had to start

his own comp ny. He then started as

a dealer for DishNetwork and installed

customer satellite systems. After a few

months though he realized how d n-

gerous this business was: DishNetwork

only paid the dealers when the custom-

ers paid DishNetwork. All of the risk

was in the hands of the dealers, a risk

that was difficult to calculate.

Robby Dosetareh decided t at there

was no future in this! Since he had al-

ready sold systems and components to

installers in the past, he decided to be-

come a satellite wholesaler. “On April

1, 2001, I founded WS International”,

remembers Robby Dosetareh. Robby,

who actually had no business experi-

ence or background, was very coura-

geous in this decision and had at the

same time a little foresight: the WS in

the company name stands for “World

Satellites”.

But the “World” in his company name

also stands for the business field that

he selected for his co pany. Since the

satellite reception of English-language

programming in the USA is generally

monopolized by DishNetwork and Di-

recTV, Robby looked around at other

TV programming. As a native from

Iran, the obvi us choice was foreign

language programming for the ethnic

minorities living in the USA. There are

several of these groups that want TV

programming in their own language.

Robby Dosetareh provides an overview

on thesegroups: “Inmy case of course,

the first group would be TV channels in

Farsi, after that it’s programming in Ar-

abic, Vietnamese, Thai, Chinese, Rus-

sian, Armenian as well as the English-

language Christian channels.” Most of

these TV channels, many of which are

produced locally in the USA, can be re-

ceived for freeand thusmakea very in-

teresting product to offer these ethnic

groups here in the USA.

Robby got right to work. From Mari-

etta, Georgia, a small city near Atlanta

with 100,000 inhabitants that he now

calls home, he managed to become the

number one satellite dealer in just a

short time thanks to his extensive mar-

keting. “In 2002”, remembers Robby,

“WS International sold roughly200 sys-

tems a month.”

Over the years sales

numbers in-

creased steadily and one day, not sur-

prisingly,hedecidedheno longerwant-

ed to be dependent on other importers

and started up his own production line

with the help of an office in Guangzhou

in southern China. “Today we produce

LNBsaswellas75cmand90cm satellite

dishes ourselves”, comments Robby. In

2009 his own receiver line that Robby

named Lexium was also added to the

palette. There’s even a website under

this name:

www.lexium-dvb.com.

“In

2010 we sold roughly 30,000 DVB-S re-

ceivers”, says Robby and then explains

that a DVB-S2 variant of this receiver

will be available by the time this issue

of TELE-satellite hits the newsstands.

Since 2010 Robby has built up his

product palette to the point that any

component that an installer could pos-

sibly need can be obtained from him

under his own label. “This includes

dishes as small as 75cm to as large as

4.5 meters”, lists Robby, “and in ad-

dition to cables and receivers, all the

necessary accessories such as DiSEqC

switches.” He even has satellite signal

analyzers. “Ourmodel5100 Pro can au-

tomatically recognize the satellite that

a dish is pointing to”, highlights Robby

and then continues,” The model 7100

Pro was designed especially with the

professionals in mind.” And there’s still

more: “Soonwe’llbe introducing an d-

justablemonoblock LNBwithwhich you

can set theoffsetanywherebetween4°

and 10°. For installers we’re preparing

toolbox that will contain all the tools

needed to install our products.”

How is Robby doing all of this? He

started WS International in Atlanta

(more preciselyMarietta). There are six

employees in the 4600 square foot of-

fice/warehouse: “Two sales managers,

a technical support manager, an assis-

tant as well as two employees in the

warehouse”, explains Robby. To better

serve his customers on the west coast,

Robby opened a branch office in Paco-

ima, California, near Los Angeles. Not

long after that he decided to move out

to LosAngeles himself. “Since then I go

back tovisit theAtlantaofficeevery two

months for one week”, says Robby. He

is proud to say that he has employees

inAtlanta that canoperate thebusiness

without him having to constantly look

over their shoulders.

The branch office in Los Angeles is

5000 square feet in size but only has

three employees: Sales Manager Jo-

seph Bassala, who Robby can speak to

in Farsi, Shipping Manager Jeff Bynum

and a warehouse employee. “We also

have one more employee in our Guang-

zhou, China office who takes care of

production and overseas transport”,

adds Robby.

How successful

is WS International?

JosephBassala isWS

International’sSalesManager

inLosAngeles.He receives the

customerordersprimarily from

thoseon thewest coastof the

USA

Sales

Joseph

Bassala

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