|
|
|
|
|
Canon to Focus More on SMB Market
By
Arun Pegu
New Delhi, Jun 25, 2008
Business Imaging Solution (BIS) division of Canon is deploying a two-pronged strategy for its channel expansion. The company is enrolling its strong copier channel to sell MFDs, A3 printers. It is also empowering its tier-2 channel partners to deliver more business growth.
Contextually, the BIS division contributes Rs. 300 crore to the overall turnover of Canon India, which is more than Rs. 800 crore, of which 70% is from direct sales.
While talking to the ChannelTimes, Puneet Datta, senior marketing manager (BIS) of Canon India said, "Until last year we didn't focus much on the secondary channel, but now we are looking at expanding our channel base, and making MFD business more strong in the country. We intend to recruit more new partners in BIS segment, and want to impart education to them as second tier partner, as to gain confidence and boost business growth of imaging business by FY 08."
"As the company witnessed enormous growth in SMB segment," Datta said, "Partners can play an important role in reaching out to them. Now, our main focus is on SMB market. For that the company is acquiring more partners to deliver more business growth in the entire imaging product segment."
Canon has also identified a group of products, which will serve the requirement of the SMB business. This includes, MFDs, small copiers, scanners and faxes.
When asked on product warranty and servicing problem, Datta said, "Canon considers product warranty and servicing - as very essential components for the growth of product sell. We have our own set of technical and support teams to deal with the problems like warranty and service at the customers' demands. We are also adding an online support team to hear customers' problems."
According to Datta, today channel partners want recognition and some good incentive schemes for them. Considering those, he recalled, recently Canon had launched the Wing of Glory scheme - that is foreign tour for its resellers, and the company got good responses from its partners. Now it is planning more such schemes for the benefit of the channel fraternity.
The company expects BIS to contribute nearly 50% to its turnover in the next couple of years. Also, through the channel expansion program, it wants the channel share to be doubled by the end of this financial year.
Related Link
Canon Focuses on Home Imaging
|
Disclaimer |
ITNation
(India) Pvt. Limited and its sites:
www.channeltimes.com, www.techtree.com
and www.cxotoday.com provide
Comments and discussion boards as a professional medium
for the various businesses of the IT industry to discuss
business problems. Gossip, personal attacks and unsubstantiated
charges are prohibited. Messages posted on this Web site
as discussion threads or Comments (Content) are solely the
opinions of their creators and do not necessarily reflect
the opinions of ITNation (India) Pvt. Limited or its sites
www.channeltimes.com, www.techtree.com
and www.cxotoday.com.
All individuals who post material to this web site are solely
responsible for all Content that they upload, post or otherwise
transmit via the Web Site. |
| ITNation
cannot vouch for the authenticity of the user or company
names or e-mail addresses associated with posted messages.
Under no circumstances will ITNation
India Pvt.Ltd. or ChannelTimes
be liable in any way for any Content, including, but not
limited to, for any errors or omissions in any Content,
or for any loss or damage of any kind incurred as a result
of the use of any Content posted or otherwise transmitted
via the Bulletin Boards. |
| ITNation
reserves the exclusive right to edit or remove messages
containing inappropriate language or other material that
could be construed as libelous, potentially libelous, or
otherwise offensive or inappropriate. Discussion forums,
bulletin boards and chat facilities are provided by ITNation
solely for the convenience of those who make use of the
service. ITNation does not endorse the products and services
or other offerings mentioned in messages. |
|
|
|
|
|
