24. Slow But: Steady Growth

In a difficult year, Wellwin Industry Ltd (WIL) not only managed to grow by eight percent but also held on to its #24 position in the DQCI Silver Club. It closed its books in 2001-02 at Rs 83 crore, while revenues in 2000-01 were at Rs 77

crore.

The slowdown did affect growth projections, but did not have great impact on WIL. The company made use of the slowdown to expand its reach and increase customer base substantially.

Based on the fact that assemblers manufacture more than 50 percent of PCs sold in India, WIL's PC division positioned itself as a one-stop shop for all the major items required by this segment. It also hived off its networking peripherals products division into an independent business group.

WIL established branch offices in most of the main cities in South India and started providing local billing in all these cities. It plans to open offices next in Chandigarh and Jaipur. Last fiscal also saw WIL open its liaison office in Singapore.

WIL signed a distribution agreement with LG Electronics last year, which brought in products like monitors, CD ROMs, DVDs and

CD-RWs under its PC division.

MEASURES THAT BROUGHT MOOLAH: Positioned itself as one-stop-shop for all PC components Opened a service center and hardware training school

LG wants to use the reach of WIL through its nine branch offices in the south and the news ones coming in the north. WIL has set a revenue target of Rs 75 crore out of LG products in the next twelve months.

As part of its business plans and recognizing the importance service in its business, WIL set up a service center in Chennai for offering chip-level servicing. It also made its foray into the training arena by opening up a hardware training school.