FIVE years ago, Thorn Lighting, then part of Thorn EMI, stopped using agents to sell its fixtures and set up shop in Hong Kong. Steve Grao, managing director for Thorn Lighting Ltd Hong Kong, was here to open that office but, recently, he has been looking forwards, not backwards. In the autumn of 1993, Investcorp, a group of Saudi investors, and Jardine Pacific purchased Thorn Lighting from its parent, making it Europe's largest independent light fittings company, according to management.
His man upstairs, CEO and chairman of British-based Thorn Lighting Group Hamish Bryce, was in Hong Kong and China last week, ''firming up Chinese contacts'' and headlining a press conference announcing an imminent public listing on the London exchange, and the company's new product line for Luminex 94. Luminex, the 3rd Asian International Lighting Equipment, Fixtures, Fittings and Technology Show, runs from tomorrow to Thursday at the Hong Kong Convention and Exhibition Centre.
Mr Grao said the importance of the Chinese market to Thorn was best illustrated by the fact that Mr Bryce had already completed three trips to China in 1994. ''In the past year, among other things, we've secured 12 contracts for airfield lighting on the mainland,'' said Mr Grao. ''The issue for us has been getting the human resources to handle the enquiries from China.'' Mr Grao said the Luminex show, part of the biennial Elenex group of trade shows for the electrical and building sectors, was equally important for the contacts to be made with the Hong Kong Government and local utilities.
''We supply about 50 per cent of the road lamps in Hong Kong and we are a leading supplier of lighting for public housing projects.'' It is Thorn's floodlights that brighten the facade of the Hong Kong Stock Exchange at night. And show organisers have invited everyone from China Light and Power to the MTR Corporation to Luminex. Thorn will also be using the show as a platform for its new-look corporate identity and a new line of architectural and interior lighting products.
On the hi-tech side, Thorn's new Sensa line of fluorescent fixtures reacts to changing light conditions with sensors in each fixture. When everyone clears a room, the lights go out automatically. Its Snaptrack system features a flexible tubular track for mounting low-voltage lamps anywhere along its variable length.
Mr Grao said Thorn had tripled its business here since opening its Hong Kong office and hoped to better that performance with massive Chek Lap Kok contracts coming up for bidding later this year.