After snapping its ties with all its national distributors, Plustek, the Taiwan-based scanner manufacturer, is all set to revamp its business in India. Around two years ago, the company had discarded its alliance with TelExcell Information Systems, Fortune Marketing and India Digital Life Style Distributions (IDLDPL). Additionally, it had also stopped working with its previous channel partners. However, the company has revived its distribution business in FY09.

Commenting on this development, Karen Ku, Sales Director, Plustek, who is on her seven-day visit to India with Eiling Chu, Global Section Marketing and Sales Department, Plustek, said, "Learning from our past experience with our national distributors, we have decided to do away with national distribution model. Now, we have categorized our channel partners broadly into two categories: IT channel and verticals markets. Moreover, we will appoint each 'regional cum national distributor' in these two categories. We are looking for strong capable distributor who can sell and offer better services to end-customers. Already, we have appointed OMR Solution for IT channel in the north region, and will be scouting three more in other regions. For vertical markets, we will be announcing our four distributors shortly."

The company will sell business card scanner, mobile scanner and IP cameras products through IT channel. It will position book scanner, text to speech and edge scanner in different verticals including BFSI, Government, crime branch, hospitals and education, etc. It will be focusing more on document management system (DMS) and building up ecosystems of large SI and ISVs.

"The need of standalone scanner has started growing in India, and we have wide range of scanner starting from A-8 up to A-5. Our endeavor is to position our products to right channel partners and verticals. However, we will be providing technical training programmes, channel centric schemes, dealers' meet, and will ensure channel partners' profitably and margins largely," she said.

The company has more than 2000 dealers and VARs in India, and it has target to add 4,000 more channel partners by August 2010. Plustek does not have any direct office and branch in India .Vishal Sharma, Executive Sales, Plustek, heads India operations.