Panasonic shifting focus to B2B Biz

Toru Hasegawa,
Divisional MD of System Solution Division,
Panasonic India

In India is one of the most important markets for Panasonic in the region, offering massive growth potential for Panasonic globally. In the past few years, Panasonic has changed the way of doing business in India. The company’s success mantra in India that has provided impetus to the growth of the brand is based on three core pillars – empowerment, localization or innovation, and rich communication.

In an exclusive interaction with VARINDIA, Toru Hasegawa, Divisional Managing Director of System Solution Division, Panasonic India, elaborates on Panasonic’s businesses in India, growth opportunities, initiatives for channel partners and roadmap ahead.

Where does B2B business stand in Panasonic India’s scheme of things?

The B2B business of Panasonic India falls under System Solution Division (SSD) which is an important part of Panasonic Group and covers Display Panel, Projectors, Telephones, PBX/KTS, Fax machines, Security Cameras, Printers, Panaboards, Scanners, Toughbooks, POS and Broadcast products. The System Solution Division of Panasonic plays a vital role in contributing to the overall growth of Panasonic India and has seen tremendous demand over the last two years.

While consumer business continues to grow in India, we are trying to put more emphasis on enterprise solutions. Panasonic is trying to further grow its B2B segment since we see a tremendous opportunity. We will leverage our highly diverse product portfolio within the B2B segment to gain an edge. 

What role does the System Solution Division of Panasonic play in the overall growth of Panasonic India? 

The System Solution Division of Panasonic plays a vital role in contributing to the overall growth of Panasonic India and has seen tremendous demand over the last two years, across product categories like Display Panel, Projectors, Telephones, PBX/KTS, Fax machines, Security Cameras, Printers, Panaboards, Scanners, Toughbooks, POS and Broadcast equipments.The year-on-year average growth rate for Panasonic SSD has been 40%. We are targeting overall sales revenue of US$1.65 billion in 2013 and US$3.66 billion by 2015 and expecting B2B to contribute 15% to the overall revenue this year and 50% by 2015.

Panasonic has recently launched its range of low-end display solutions and portable projectors including Professional LED LCD display solutions, Plasma Interactive displays and Portable projectors. Tell us about those launches? 

We have recently launched an array of innovative display solutions. The new range of products launched includes Professional LED LCD display solutions, interactive displays for classroom and Portable Range Interactive Ultra-Short-Throw, Short throw and Portable Projectors.

Which verticals are you targeting for your interactive displays?

Our new product solutions will be a major boon for professional system/audio-video integrators for professional applications like Video conferencing, Boardroom solutions, Digital Signage, Video wall  etc from corporate lobbies and conference rooms to trade show exhibits internationally.

Panasonic Interactive Displays are ideal for universities looking to encourage collaboration in smaller classrooms or labs and for use by the athletic department for coaching and game analysis. Projectors are well suited for a host of applications where space is limited and high image quality is critical, including classroom lectures, corporate presentations, digital signage and more.

When it comes to B2B business, what is your go-to-market strategy? How do you visualize the role of channel business for Panasonic B2B?  

With a large and diversified set of products that Panasonic has on offer in a homogenous market as India, our go-to-market is customized basis the needs and requirements of customers and support our sales strategy, providing us with greater agility. With an extensive network of highly committed and qualified channels, equipped with the right framework, tools, and resources to capture the enormous opportunities, we make all possible efforts to provide our customers with seamless experience right from the time of the first walk-in, till sales, until the after-sales service points.

Our go-to-market strategy primarily depends on the type of product that is on offer in addition to the target consumer that we aim to reach out. For example, for product range in the security and surveillance segment, our strategy is more enterprise-driven, instead of reaching out to the target market directly. For products belonging to the projector and imaging and printing segments, a consumer-oriented approach is adopted targeted at understanding the requirement of the end-consumer and then presenting our product portfolio. For product segments under the enterprise telephones, display panel, PBX/KTS, Fax machines, Panaboards, scanners, Toughbooks, POS and broadcast segments, a channel partner strategy is put into place.

For more information contact:
satinder@varindia.com