HCL Peripherals reworks channel strategy

HCL Peripherals, a leading manufacturer of IT products and solutions, has reworked its channel strategy, putting in place a new structure for distribution of its products. Under the new game plan, the company will be appointing eight to 10 regional distributors in the first round covering all the major regions across India.

"We will be identifying two channel partners in each city who will be appointed as authorized dealers under the regional distributors. The new strategy will help us to better reach and provide extensive support to our channel partners for offering best service to the customers," elaborated R Srinivasan, GM (Marketing & Support), HCL Peripherals.

The company has already appointed two regional distributors in Delhi and Coimbatore, and is in the process of finalizing the name in Chennai. "We will announce the list shortly," he said. Meanwhile, it has strengthened its direct presence in major cities and towns in order to work more closely with the local channel partners.

HCL Peripherals is also introducing a line of products in the LCD monitor segment. Recently, the company had launched its 15-inch sleek LCD monitor, while 17-inch model is expected to hit the market by this month-end along with the 18-inch black model. "We are targeting both the corporate and the SOHO market for LCD monitors," said

Srinivasan.

Initially, the newly appointed channel partners will be handling volume products and will be slowly upgraded to solution providers, working as a team with HCL. "We want them to handle our complete product range and certain solution needs expertise and technical know-how," he explained.

The company has information kiosks, touch-screen monitors, thin clients and networking solutions in the hi-end segment.

"Thin clients offer investment protection for the consumers giving a better RoI and TCO. Thin clients are cost-effective solutions capable of working on a heterogeneous platform and it will save up to 50 percent on the cost of operation for customers," claimed

Srinivasan.

HCL Peripherals is also upbeat about its information kiosks and recently the company designed and developed a customized solution for BSNL, which is claimed to be the first-of-its-kind solution implemented successfully for

BSNL.

The company has registered a turnover of Rs 110 crore for the last fiscal and targets 15 to 20 percent growth in the current year.

S Gopikrishna