Interviews
Sharp is considered as a “Crystal Clear Company”, always introducing”“never- before-seen” products for every market space. Starting operations after Xerox and Canon in India, the market share of the company is rather comparable. VARIndia caught up with Kishalay Ray, National Marketing Manager, Sharp Business Systems (India) Limited, to share some of company’s plans for 2008.
Q: Give a brief background of your company?
Sharp Business Systems (India) Limited, a fully-owned subsidiary of the US$24-billion Sharp Corporation, Japan, commenced with office automation and information technology business in India in 2000. In a short span, it has acquired the top position in the market. The company’s product portfolio in India includes digital copiers / printers, multimedia projectors,
facsimile machines, electronic cash registers and scientific calculators. The entire Sharp Group has a headcount of 57,600 people (31,000 in Japan and 26,600 overseas) (as of October 31, 2007).
Q: What are your future plans for the year 2008?
We plan to expand our Document Solutions portfolio and also plan to retain No. 1 position for projectors in India. Also globally, in 2008 we will be focussing on LCD TVs and large-size LCDs worldwide. LCD TVs account for nearly half of the TV demand in FY2008. We would be focussing on new LCD technologies like 65-inch TV (prototype) and 52-inch TV (prototype), which could be called “High-end Brand” of LCD TVs. We are aiming for the outstanding beauty. We seek the best in image, sound, design and environmental friendliness. Our second focus would be on Photovoltaic Power Systems globally. We will enhance production capacity of Solar Cells at the Katsuragi Plant. Currently, it manufactures 15 MW/year, but by October 2008 we plan to increase it to 160 MW/year. We would be opening a 21st Century Manufacturing Complex in Sakai City also.
Q: What new verticals you plan to target?
We are already addressing all verticals. Special focus will be given to the Education Sector and Architect & Interior Designer community. For our new product ranges of projectors, we will try to expand in these markets.
Q: What are the new challenges that you face?
At Sharp India, our challenge is to create a balance between work time and personal time, with products that can benefit people’s lives at work, at home, and everywhere in between. The major challenge we face is in terms of educating customers that work is not in direct proportion to speed of machines, but efficiency and effectiveness of machines.
Q: How do you reconcile with so many ranges of products, given the fact that there is a fierce competition in the market?
Sharp consumer electronics can enhance your enjoyment; add to your comfort and open new perspectives. Sharp business products can boost your productivity and reduce costs. Sharp products are designed to help individuals, families, and corporate teams connect effortlessly, communicate clearly, and unleash creativity like never before. Sharp is dedicated to improving people’s lives through the use of advanced technology and a commitment to innovation, quality, value and design. With clear and demarcated handling, we are able to make a place for ourselves in this competitive market.
Q: What are the products ranges you have right now?
We have product ranges catering to all the verticals – be it digital copiers / printers, multimedia projectors, facsimile machines, electronic cash registers and scientific calculators, MFDs, MMP, Solar, Calculators, ECR, Fax and Professional LCD Display.
Q: Tell us something about the new products that you have launched?
We have recently launched our new series of multimedia projectors, namely XR-40X/ Xr-30x/ XR-30S, and new colour MFP called MX-2300G. The MX-2300G MFP is incorporated with revolutionary new toner and longer life photoconductor. It offers one of the lowest colours and black photocopy / print rates available. The projectors facilitate long-lasting high quality performance with easy operations to deliver multiple use and entertainment for our diverse clientele. Its advanced opto-electronics technology maximizes light output, providing crystal clear images at amazingly high brightness. XR series provides outstanding brightness and contrast ratio with full digital capability, which maximizes the presentation effect. We are focussing aggressively on the IT and Business solutions sector with these new range of products.
Q: What initiatives are you taking to tap the market?
For this year, we will be focussing on new marketing initiatives, including ads, hoardings, billboards, FM ads, web-based ads, etc. We are a dominant player in all the product categories. We have also tied up with various retailers like Staples or Chroma to distribute our calculators, Fax, projectors and MFDs.
Q: What is your marketing and distribution structure?
We have more than 300 distributors and 21 branches all over India. We are already well entrenched in the B- & C-class cities. We are looking at expanding our channel base for our new product ranges like Solar.
Q: How a channel partner can benefit from Sharp?
Sharp always maintains good relations with channel partners. There is transparency in our working and all the financial queries are settled immediately. We provide them with all kinds of support like advertisement support, specific support, promotional support, and also organize various trainings, meetings and trips for them on a regular basis.
Q: What kind of growth you want to observe in the next financial year?
We are currently experiencing growth of Rs.150 crore in India. For our projectors, we are growing at 30 per cent (No.1 in 2006), for copiers 18 per cent (No. 3), and for facsimiles we are growing at 28 per cent (No. 2) quarter to quarter. For the next financial year, we plan to target at least 40-per cent growth in India. Q: Any message for the channel community? Sharp is vital and dynamic company, with tremendous growth opportunities. We work with transparency and help our dealers in doing profitable business.
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