Genius recently concluded phase one of its multi-city channel meet. The
roadshows kick-started in Bengaluru, Hyderabad and Chennai. “In the second stage
we will hold it in Delhi, Mumbai and Kolkata. Upcountry is our priority so we
will also be including these regions, like in South we will be covering Kochi,
Coimbatore, Mysore, Hubli and Vizag. In West, we will be covering Ahmedabad,
Pune and Goa; Chandigarh and Lucknow in North and Rachi, Patna and Bhubanes-war
in East,” detailed Sandeep Ramani, Country Manager-OBM Sales Division, KYE
Systems.
Through the event Genius took the opportunity to meet all their partners
under one roof, introduced new products and briefed them about the future
strategy. “We wanted them to pull up their socks and get ready for the festive
season,” said Ramani.
Expanding its reach across the country, Genius has been regularly increasing
its channel base. “Just last month we increased our distribution network by
appointing Inspan. We have also increased our channel base. Our current network
comprises four national distributors, who bill to 135 Genius Volume Partners (GVPs)
who further bill to 1,200 resellers, dealers and SIs. By the end of this year we
are planning to extend our GVP base to150 and channel base to1,500,” shared
Ramani.
Schemes this quarter |
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Adding to its range of products Genius recently announced the availability of
its cameras--DV and DSC, that come with 5-12 megapixels. Currently the cameras
are being sold through Homeshop18. “We wanted to do test marketing hence we took
this medium, and the response was very good. Now we can feel we have a pulse of
the market and feel confident of its success. During the festive season we will
make three to four models available through the channel. Though these cameras we
will offer all the features that are available in the other brands, they will be
25-40 percent cheaper. Our digital still cameras come with a two-year
replacement warranty,” noted Ramani.
For servicing and warranty Genius has tied up RT Outsourcing for six
locations-Delhi, Mumbai, Bengaluru, Chennai, Hyderabad and Kolkata. “In the rest
of the locations the partner has a choice to take the service from our
distributors. They can send the product directly to the nearest service center,
and one-side freight will be paid by Genius. Even end-customers can go and avail
of the after sales service. 95 percent of products are on replacement warranty,”
informed Ramani.
Post-sales service is increasingly becoming an issue for channel partners to
deal with. But according to Ramani, service centers can provide good support if
they are backed by the vendor.
Speaking about the threat from the growing number of local exporters, Ramani
opined that they cannot continue after the second quarter as the peripherals
business is very dynamic and there has to be much focus on the consistent
availability of the product, maintaining quality and after-sales support.
“During the slowdown about 50-60 percent of factories in China had to shutdown
their operations so the regular importers faced major problems in sourcing their
products. So a lot actually got out of the market. We are seeing a change in the
customer mindsets. If you give them confidence of brand they will stick to you,”
asserted Ramani.