Manish Pant
Managing Director, Luminous Power Technologies (P) Ltd.
It has been a concern always for the vendors to manage support what is your strategy around it?
Luminous has over 1000 vendor partners .Our vendors have grown together with us and the relationships that we have with them have been a key success for us. We are providing support to our vendors in terms of quality processes like six sigma and lean manufacturing, inventory management and training on the latest technologies related to manufacturing.
How do you differentiate your solutions from those of your competitors?
Luminous is well known for bringing in new products which meets the needs of different customer segments. We launched the short tall tubular batteries which were a first in the market catering to the customers that required the volume of a flat plate and the backup power of a tubular battery. Another first was the Shakti charge inverter which is specifically designed for the rural Indian markets where the power is available only for few hours in a day. Luminous was the first to launch the home service of the Inverters and Batteries. With this service the customer need not take the devices to the dealers shop for replacement but is serviced in his home in 24 hours by our service team. This network is expanded all over the country with over 58 operational service centres. These differentiated solutions have made us the market leader in the categories that we operate in.
How are you empowering the channel partners?
We have over 1800 direct channel partners and approximately 40,000 second tier partners who are selling our various offers. The partner is representing Luminous in his local community and we empower him to take decisions that are necessary for customer satisfaction. At several locations the partners are the first point of contact for the warranty services for the customer. The partners give us valued feedback on the product development and improvement. We are regularly training our partners in several aspects of business and financial management that is going to help them develop and with this we can delegate more to them.
What makes you successful amongst the channel community?
Luminous is proud that in its 25 year history it has partners who have been with the company since its inception. The channel partners have grown together with the company. We have built a strong relationship with the channel partners which is based on trust, continuity, transparency and a win-win approach. We have a strong sales and service team of over a 1000 people working closely in the local geographies. For any new business that we launch we first go to our loyal and trusted partners for introducing them in their markets.
