47 PULSE SYSTEM: Retail-The Next Stop

Pulse Systems witnessed vertical and horizontal growth in the first half of

last year. But the second half saw a dip in terms of revenue, growth and

profits. "They year invokes mixed reactions from me," says Ankur

Bansal, Director.

Hewlett-Packard and Intel products were the new additions to Pulse offerings.

Intel products, he says, added the maximum to the company's top line.

It also doubled it customer base to stand at an awesome 1000. Most of them

are from the northern part of the country. But the big number brought some

defaulting partners too. "We saw a greater amount of bad debts coming our

way from the reseller channel," says Bansal.

Like the say, prevention is better than cure, Pulse has become cautious in

extending credit to its channel partners. Greater customer interaction is what

the company plans for the year ahead. An exercise to minimize bad debts is of

prime importance to Bansal.

He is looking at beating the slowdown by addressing the retail market.

"Shifting from reseller market to the retail model is the best business

deal in the current market scenario," says Bansal.

Being that extra competititve is the formuling a better price to the

customer, which is augmented by value-added services and a complete range of

products to fulfill the customer's entire need.