Relm pursues Chinese connection for Uniden private radio line
(MRT) Relm Wireless has taken a step toward selling its Uniden private radio communications products in the country where they are manufactured—China.
Relm has named SAL Communications its exclusive distributor in China, where SAL will establish an office in ShenZen primarily to market Uniden products including ESAS (enhanced sub-audible signaling) systems. The step reintroduces Uniden to China because prior to Relm’s acquisition of the Uniden product line in March 2000, SAL marketed and distributed Uniden products in China
Thom Morrow, Relm’s senior vice president of sales and marketing, said: “Expanding our penetration of international markets is a key component of our strategy. We believe that the Chinese market offers significant opportunities for our products. We are excited about teaming with SAL Communications, an outstanding company that has exceptional experience and proven success in the land mobile radio industry and the China market. Our relationship with SAL Communications marks an important first step in implementing RELM’s international strategic initiatives.”
In May, Relm inked a $295,000 order for GMH dash-mount radios from the Bureau of Land Management. The U.S. Department of Agriculture’s Forest Service Logistic Support also ordered $400,000 worth of EPH series portable radios and GMH dash-mount mobile radios
Although Relm is making progress in domestic sales, its international sales sometimes have mixed results. The company has sued its Brazilian dealer, Chatral, for failure to pay for product shipments totaling $1.4 million. It has made repeated attempts to resolve the debt through mediation. Collection is uncertain, and Relm established a $1.4 million allowance for doubtful accounts. Chatral has countersued for $8 million, citing damages as a result of the Relm’s discontinuation of shipments, and the case is pending.
Two years ago, the company sued TAD Radio in Canada for failure to pay for product shipments totaling $108,000. TAD countersued for $400,000, claiming unfair and malicious conduct in product sales and warranty claims and alleged loss of profits, goodwill and market share. In September 2000, the parties settled the dispute through mediation for a cash payment of $50,000 to TAD by Relm.