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Are you offering your entire range of products in India?
Currently, we are offering our Indian customers Senao 802.11b, 802.11b/g
long-range CB3 models of access points/bridge/repeater, wireless IP phone and
wireless IPBX. In essence, we are targeting Internet service providers and
systems integration customers on one hand and the retail segment on the other.
The latter will take our products to a larger customer base.
We will add low cost long-range WLAN dongle, ADSL, and other products to our
portfolio in near future. This will permit wireless users to utilize five times
the bandwidth compared to the traditional 802.11b available for multiple users.
What kind of distribution model has Senao put in place in India?
Our business model for India would be a bifurcated one constituting of
master or regional distributors and reseller partners. The distributor partners
would cover larger territories falling under their area of command, while
resellers will cater to the demands emanating from end customer or retail
segment.
How are you pursuing business developments in this part of the Apac
market?
As far as business development or building brand equity is concerned we will
first systematize various summits or channel programs thereby moving on to
end-customer awareness campaigns. We
are contemplating organizing a national level summit for channel groups in
association with one of the CyberMedia publications.
Senao made a delayed entry into the Indian market. Why?
Till recently Senao was operating through its liaison office and
distribution partnerships in India. Earlier, owing to the double duty structure
on imported goods, circumstances were not favorable for us to establish direct
presence here. But now when the excise duty on imported goods has been phased
out and the country is undergoing impressive economic growth, we are instigating
full-fledged operations here.
Which customers are you targeting with your product suite?
Typically, there are three distinct customer segments that our products
target. These are home or small office home office, SME and enterprise or
ISP's. We can further split the SME segment into urban, sub-urban and rural
markets. 80% to 90% of our business will come from these three divisions.
Anjali Choudhary
mail@dqindia.com Page(s) 1
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