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1,000 Canon partners in tier-2 cities to come on board

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DQC Bureau
New Update

New Delhi



April 4, 2008

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In a bid to tap the emerging SMB and SOHO market, Canon India will be

undertaking a number of initiatives this fiscal. The company is planning to

appoint partners in tier-2 cities.

Puneet Datta, Senior Manager-Marketing, Business Imaging Solutions

Division, Canon India stated, “We would be focusing on SMB in a big way

because it is the only space that is growing faster than the industry's growth

rate. But in metros, the growth is not more than 20 to 30 percent.”

He further added that at the moment, SMBs are in the purchasing mode and are

looking for products that will cater to their growing needs. In order to

strengthen their presence in the SMB segment, the company will rely on its

channel partners. Canon secured first position in the A3 digital copier category

in 2007, according to IDC figures. The company is targeting a larger marketshare

in the A4 category this year.

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“We have 150 odd partners in the tier-1 cities. We have realized that we do

not have a strong base in the SOHO segment. We plan to appoint partners that

have set skills and focused approach. Also, we would be appointing 700 to 1,000

partners in tier-2 cities. We have also been conducting Canon empowered partners

(CEP) training programs to educate our partners,” shared Datta.

The company has CEP in tier-2 cities. It has CEP for divisions like inkjet

printers, laser printers, scanners and digital camcoders, among others. But the

company is planning to appoint separate set of partners to cater to the SOHO

customers.

The company has training centers in various parts of the country to educate

and empower partners. In addition, the company is planning to kick-start their

Gurukul academy program, which is an initiative to educate and empower the

channel. Canon will be holding seminars and camps in various regions across

India for the same. It will also be initiating a demo challenge in Gurukul

starting this year.

The demo challenges will recognize those partners who are good at giving

demonstrations and it will also educate partners on Canon products. “We will

have demo challenges in each region. These regional champions will then

participate in the national championship in June. We want to make this an annual

event so that we can keep partners motivated and thereby help them understand

what our product is all about,” said Datta.

Canon had institutionalized Gurukul academy for its tier-1 partners in

February 2007.

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