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Sony Looks to Re-energize ES Group With Protected Product Lines
ES Dealer Conference reveals new products, strategic partnerships.
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The new Sony CAV-CVSES12 component switcher allows eight zone video distribution.


07.17.2007 — Sony is taking steps to elevate its Elevated Standard (ES) group of authorized dealers with new protected product lines. The company took the first step in that reinvigoration strategy when it held its Sony ES Dealer Conference in Hilton Head, S.C. in late June, attended exclusively by CE Pro.

The event marked the introduction of Hiroyuki Ito as the new head of the ES group under his official title of general manager, Audio Business Group. Ito told the gathered group of about 100 specialty retailers that the ES product lines “must grow and change,” adding that “ES is not just or enthusiasts anymore” and that “audio for video is important.”

To that end, the company debuted several new products, including receivers, DVD players and multiroom switchers that will be exclusive to ES dealers. (The specific products are under non-disclosure.)

Jeff Goldstein, Sony’s senior vice president, Audio Marketing Group, said that the company hopes to “define new trends” within the ES product lines.

“Dramatic competition has commoditized several categories,” he said. “Every business is under siege. The future of specialty retailers is dependent on how you portray digital technologies [to customers]. You must pick your brands carefully.”

To that end, Goldstein cited a recent Harris poll that showed Sony as the No. 1 brand of electronics in the world for the seventh consecutive year. He joked that one goal of Sony ES is to get products out more quickly to dealers, shedding the unwanted label that Sony is actually an acronym for “Soon… Only Not Yet.”

He said the massive size of the company has slowed its ability to release products quickly, but no more. Goldstein said the company’s new approach will be to value strategic partnerships with other Sony divisions.

In that vein, Ito spoke specifically of the new Sony United project in which the audio and video divisions will be working closely with Sony’s computer division. That working relationship has already resulted in a series of products that will hit the market starting in August.

Some attendees told CE Pro that they were excited to hear about Sony’s new dedicated to the ES lines, noting that the ES lines have been watered because the company was not maintaining exclusivity to it key dealers.

The Hilton Head event included breakout sessions on audio, multiroom distribution, and “audio for video” during the day, along with golf and a special performance by Sony artist Emily King.


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Comments

Posted by controlcode  on  07/17  at  10:49 AM

Hey Sony.....The hell with you and your dreamlike attitude. Sure maybe your the number 1 recognized name but your history of being clueless about commitments leaves me to never support your lines again. I was one of the few who bought your BS about the Qualia line and went out and sold several units to premium clients. The you DUMP THE LINE and blow out the product. All while making direct contact with my client. You have great technology, great performance but your actions scream volumes. Go ahead and sell to the box houses and when you lose do to price keep trying to come back to the custom market that helped support you for all those years. But please don’t think we’re as dumb as you think.

Posted by Lee Distad  on  07/30  at  11:40 AM

There was a time when Sony ES was synonomous with fabulous HiFi gear. In terms of build-quality and performance, it was at par with other high-grade audio names like Denon, Marantz, NAD, etc. Back when I was a happy little Sony drone, the inside joke was that ES stood for “Employee Standard” because that’s all that we, discerning audiophiles that we were, would spend our money on in-house. Vintage ES gear from the 70’s and 80’s still fetches a fair second-hand price on the used market.

Sadly, those days are long gone. The ES marque has been dumbed down and diluted over the last decade and a half; in part, through chasing features, and adding bells ‘n whistles, as well as hopscotching the traditional exclusive upscale dealers, to be sold through the mass-market. In recent years, I’ve comparison tested ES AV receivers against comparably priced units from Denon, Marantz and Yamaha, and they just haven’t had the guts when it came to sound quality.

In fact, the ES label has become so maligned that it makes sense for Sony to try to bring it back from it’s convalescence, but this may be an uphill battle. For starters, Sony itself seems to be confused about it’s overall direction, and that bodes ill right there. Second, Sony’s cosiness with the mass-market channel has alienated many upscale dealers. The vitriolic comment from the pseudonymous “controlcode” at the bottom of the CE Pro piece is actually quite common, and comes up in private conversation with AV dealers when Sony is discussed.

I want Sony to win, I really do. I think the reason I’m so hard on them is because I was part of the Sony machine when they really stood for something, and as a result, I still hold them to a higher standard.

Maybe this time, they’ll do it.

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