Trade Channel

Few have been fortunate enough like Premier Farnell, which, despite the economic slowdown, have not felt its negative impact. In fact, the company established operations in India 10 months ago, defying the usual norms of recession and in a short span, has seen a growth of 20 per cent every quarter. “Recession has had a positive influence on us,” says Nader Tadros, director, commercial marketing and e-commerce, Asia Pacific, Premier Farnell, in a conversation with Jesus Milton Rousseau S of Electronics Bazaar

With increasing cost of manufacturing and intense competition, profit margins are shrinking fast. Manufacturers have no choice left but to come up with ways and means to ensure that profitability sustains

Advanced Industrial Computer Systems (AICSYS) has been manufacturing industrial chassis for more than 17 years and specialises in single board computers. It has been a prominent supplier of original equipment manufacturer (OEM)/original design manufacturer (ODM) IPC products to many leading IPC companies in Europe, Asia and North America. Private labeling and behind the scenes support to have been AICSYS’ primary functions. However, recent changes in the global IPC market have caused AICSYS to re-evaluate its position. As a direct result, AICSYS has released a line of products, which bear the AICSYS name and focus primarily on ruggedized industrial chassis and a highly focused line of single board computers. Steven Liu, vice-president, AICSYS, talks to Atanu Kumar Das of Electronics Bazaar about the company’s India growth plans and the distinguishing factors that make AICSYS a success.

Training programmes for channel partners are mutually beneficial to both manufacturers and their channel partners—a fact discerning Indian principals are becoming increasingly cognizant of

The fluctuating economy, leading to decline in product sales, the high market pressure and the increased competition in the power electronics industry, have compelled brands to search for new business opportunities and focus on strengthening sales in their service sector

The EFY Group, which was conceived in 1969, publishes a gamut of magazines germane to the fields of information technology and electronics. Ramesh Chopra, managing director, EFY Enterprises Pvt Ltd, talked to Saurabh Sharma of Electronics Bazaar about the company’s latest offering to the Indian electronics industry—eleB2B.com and how it will benefit the electronics fraternity

Nokia’s Chennai manufacturing unit model can be replicated to ensure that India gets many success stories like this Finnish gaint’s in the arena of telecommunica­tions, but only with succour from the government

Different modes of distribution play pivotal role as establishing a product in the market depends on it. One can sell directly to the end-consumer through the Internet, via telephone or by shipping, without any involvement from distributors. In the current scenario, the ratio of both marketing strategies—direct marketing and channel marketing—is 50:50

Channel partners spur sales and, hence, demand, leading to their raging popularity in the industry. However, choosing the right channel partner is quite challenging for the manufacturers as they can make or mar their businesses

Lattice Semiconductor Corporation, which designs, develops and markets a range of semiconductor components called programmable logic products, launched its third generation high value field programmable gate array (FPGA), the mid­range 65nm Lattice ECP3 family and the ispClock 5400D family in Bangalore recently. On the occasion, Rakesh Agarwal, country manager, India, Lattice Semiconductor, spoke to Jesus Milton Rousseau S of Electronics Bazaar about Lattice’s new products and the company’s growth plans

Schemes and offers for channel partners have not only rained during the off-season, they will rule the roost during the coming peak season as well. Manufacturers are gearing up for the heavy-sale period, which will continue till August, with a little dip in sales during the monsoon months. After a grey period of 3-4 months, when sales of inverters and UPS take a nosedive, manufacturers are looking forward to the summer months when they hope to revive all the losses they may have incurred during the lean period. Companies are cracking their heads and coming up with new and innovative ideas to please the dealers and motivate them to keep them ahead of their competitors. According to N K Mishra, CMD, Ekta Telecommunications, says, “To increase share of business it is necessary to encourage the dealer with some attractive schemes.” “It is very important to offer various schemes to dealers from time to time to push channel sales,“ states Arun Ghosh, CEO, Hita Technology.“Schemes help to stir the saturated market,”says Prashant Vinayak Amare, MD, Swastik Power Electronics (India) Pvt Ltd.

Discounts to promote bulk sales and credit facilities are some of the most popular offers given by manufacturers