Growth Via Networking

Pankaj Sureka started off

to make a career in net-

working way back in 1991, when the domain was not as hot as it is today and

neither was networking a part of any businessman’s jargon. With an MSc in

Physics, Sureka started to work for a Delhi-based distributor, in the networking

department.

In the following four years, the company’s networking

business grew substantially. But a feeling of inadequacy nagged Sureka all the

while. "I always wanted to learn and ensure that the learning is passed on

to customers," says he. Something that Sureka could not do, owing to the

constraints of his job. And then in October 1995, he set up his own business and

called it Sureka CompuNet.

Well begun is half done



Sureka feels nothing short of an immense pride when he says,

"In a short time, we established ourselves as specialists in networking and

dealt with an entire spectrum of products."

Profile

Company: Sureka CompuNet Address: B 24, Hemkunt Chambers, 89 Nehru Place, New Delhi - 110 019. Tel: 011 - 623 1400, 640 4400, 642 2111, 642 3932 Fax: 011 - 648 0000 Start-up year: 1995 Products and services: Networking products

Structured cabling is an area that Sureka feels is often

ignored when companies are spending on building their new offices. While

awareness of this aspect is increasing, a lot still needs to be done he laments.

The woes are further compounded by the fact that resellers are also a part of

the uninformed lot and no value-addition is possible from the reseller. They are

unable to meet service requirements and some have even changed their line of

business in the recent past.

Sureka says that the biggest source of strength has been his

customers. He feels indebted to them for having retained faith in him at all

times. And Sureka made all the efforts to ensure that the faith was

strengthened. "I started to study aspects of networking as deeply as

possible, kept paper cuttings from magazines, books and did a lot of comparative

products analysis. All this in an effort to ensure that the customers could make

the best decision possible," says Sureka.

And the best testimonial to his hard work is the fact that

Sureka CompuNet still works with customers that it acquired way back in 1995. He

however goes on to add a word of caution, "Too much reliance on any one

account can be risky." A lesson that Sureka learnt from experience.

Consolidation is

happening



Sureka has been focusing on service revenues and cementing

relationships with ‘like-minded’ customers. While the topline growth has not

been as robust for the company, for it expects to close the year in March 2002

at Rs 5 crore up from Rs 4.75 crore in March 2001. The company had closed March

2000 at Rs 4 crore.

"The bottomline has grown and so has the strength of our

relationships," adds Sureka. In the same breath, he calls this as the

period of consolidation. Sureka is upbeat about the future as he feels the

slowdown in the market will eradicate the fly-by-night operators.

Expansion is on the cards



"We are planning to expand by appointing

franchisees," says Sureka. This he feels is a viable option because of the

company’s strengths in the technical and supply areas.

Apart from this he plans to start a separate division that

will focus on structured copper and fibre cabling solutions. Says Sureka,

"We are looking at a time frame of one year to kick start this

division."

Honesty and fulfilling commitments on time, feels Sureka, are

the most important traits for success in his trade. Also important is the

dedication to learn and adapt to newer technologies.

MOHIT CHHABRA in New Delhi