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Starting off from a small shop in Nehru
Place about 15 years ago, Keshav Madhav's Vidur & Co has come a
long way to becoming one of the most powerful channel partners in
India. When his fellow dealers in Nehru Place were struggling with
their business, during the slowdown, this man was enjoying an upturn
in his business with a growth rate of more than 100 percent. “We
opened our first shop in Nehru Place in February 1995, but it got
registered as Vidur & Co on May 12, 1995,” said
Madhav,
CEO,
& Co.
Earlier the company handled only HP and
Lenovo before taking over Dell as the only brand. “We were one of
the biggest partners of HP in the printers segment. At that time very
few partners in Nehru Place used to sell desktops and laptops. But we
used to do it through our sister concern. Tracing
back, from the pages of history Madhav
pointed out that they got the first assignment from Dell on April 17,
2007. After that there was no looking back for Vidur & Co and it
became one of the largest partners of Dell.
“We brought Dell to Delhi for the
first time for 'Stock and Sale' apart from normal bill to order(BTO)
services. It was a change in the Dell philosophy because earlier
Dell's business philosophy was different,” mentioned Madhav.
“The company was appointing
'Master Sales Affiliate'(MSA) who were authorized to sell 'Stock and
Sale' and dealers also known as 'Sales Affiliates' (SA) to sell
products through BTO route. Vidur & Co was appointin
SAs
for Dell and Dell
was issuing SA certificates and SA code. This really help
us
a lot to expand our
business,” he added.
Elucidating on the fact, Madhav added,
“We found Dell as a well-established brand, and I always believed
that we have the potential to take Dell to new heights. One thing
very good about Dell was that they always ensure that its MSAs remain
in a profitable business. HP or other companies never think about the
welfare of their MSAs so much.”
According to Madhav, Dell's competitive
pricing, onsite service are some of the reasons why Dell has
established itself as a brand name. No other vendors were giving
onsite services, when Dell started doing so. “These days customers
want to have a touch and feel effect of the goods, and especially
after the company came up with the exclusive dell stores, they get
the feel there. With more customers opting for attractive models,
multicolor and custom-made designs, Dell is getting popular
day-by-day. Hence more people are coming to our shops because they
get to choose models and configuration of their choice from a variety
of options,” noted Madhav.
Other than this, Madhav feels that
their service to the customers and availability of goods in their
shops
makes them a prominent name in the
market. “Honesty and strength of our sales staff are the the key
factors for our profitable business. They know the x, y, z of all
the machines,” expressed Madhav. Earlier Vidur & Co's staff
were famous for giving technical assistance to their clients. Yes, it
has been a very profitable year for the company. “We never thought
that we would reach such heights before. Though, we used to double
our turnovers, but our business started stagnating in 2006-2007. But
this year theoretically, our
turnover will be 250 percent because BTO sale is not counted in the
balance sheet as we do not get bills but only get back-end benefits.
I never dreamt of filing income tax bill so high,” mentioned
Madhav.
Vidur & Co's roadmap for 2010 is to
increase the turnover by 40 percent and to open the third showroom in
Rajouri Garden in April. They have recently opened another showroom
in Laxmi Nagar last February. Other than this, the company intends to
add seven new counters of Tata Croma in North Delhi to add to its
kitty.