Indian Network anticipates sales of Rittal racks

Indian Network recently organized a demonstration for its channel partners at
Nehru place. They organized it in association with Rittal India. It was attended
by around 150 people but it had to run short due to the continuous and heavy
rainfall. During this demonstration a scheme was also announced on server and
wall mount racks. The scheme is open for its customers till Oct 2.

Indian Network is the North distributor for Rittal. Recently, the vendor
decided to take the channel route. They had tried the same market strategy an
year ago. Even though it was not successful the first time, this time the same
strategy seems to have worked out well for Indian Network.

Enlightening their channel plans, Ravi Arya, Team Leader North-IT Solutions
and Projects, Rittal India said, “Till about a few months back we were into
direct marketing, but foreseeing the opportunities in India we appointed
distributors. Now we plan to increase our interaction, sales and demonstrations
for the channel. We have racks, power, cooling, security and remote management
solutions. Shortly we will launch wall mounts that are much sturdier than those
offered by our competitors.”

After the taste of success with its channel plans in the North, Rittal now
looks forward to appoint distri­butors in other states. “The plan is to appoint
three dealers in each region and to grow the market gradually,” informed Arya.

Speaking about the need to organize demonstra­tions, Murari Bhatt, Director,
Indian Network said, “We organize demon­strations when our customers/system
integrators want to see the latest racks. Rittal racks are more expensive than
what the competitors offer, so we really have to push the products in the
market. Through demonstrations we show the benefits and quality of Rittal racks.
It is not easy to sell Rittal otherwise as the price is higher than other racks
available in the market. But our experience has been that once we tell people
about it and do a demon­stration we are easily able to convince them to buy the
racks.” Indian Network also distributes a number of other brands in the
networking space such as AMP, Systimax, Aten and HP.

Five months back, Rittal had appointed Indian Network for the North region
and so far this association has worked well as the distributor got a good
response in the market. Initially, weekly demonstrations and trainings sessions
were organized by Rittal at the Faridabad factory for the Indian Network
employees to aquaint them with the technologically advanced products. “Products
are stocked in this factory and then customized as per the customers,” said
Bhatt.

Arya further announced that in the first week of Nov, Rittal and Indian
Network will hold a technical seminar for their system integrators.