MARWARIS: The Czars of IT

"Jahan Naa Pahunche Rail Gadi,
Wahan Pahunche Bail Gadi, Aur Jahan Naa Pahunche Bail Gadi Wahan
Pahunche Marwari”-a very well-versed saying in Hindi, which
clearly signifies about the Marwari's talent for business. The
saying implies that nothing much comes in the way of Marwaris and
their businesses, least of all the diffidence of a place. But, what
is the one factor that enables Marwari families to take business as a
lifeline system or as a career very seriously?

BUSINESS IS IN THE DNA OF MR.
MARWARI

In any Marwari family, people get to
learn business acumen at a very early age. Pankaj Jain, Director,
Mumbai-based ESS Distribution, emphasized, “We are trained right
from our childhood in business and trading. It is part and parcel of
our day-today life. Also, Marwaris traditionally come purely from a
business background; they are well-versed with its various aspects.
The way of thinking, our business ethics and above all, financial
support to do business, gives us an upper hand as a business
community.” However, trust within the community over payment terms
and matters with an inherited passion to be committed to customers
and a belief in long-term relationships have always been a typical
characteristic of a Marwari; not to mention their inherent nature of
being 'customer-centric and an enhanced focus over profitability'.
Speaking on the similar note, Ramesh Jalan of Delhi-based Jalan
Industries affirmed that “doing” business is in the DNA of every
Marwari individual. He asserted, "We don't go to any business
school or university, we are most likely to excel in business in
general.” Further, he pointed out the fact that if in any Marwari
family, a son expresses a desire to follow a non-business career, he
is put up straight ahead with a blunt question-'How much will you
make out of it?' “That usually becomes the end of the matter or
the discussion,” he added.

Undoubtedly, this is not only the case
in the northern and western regions of the country. Spreading their
wings in the eastern and the southern regions of the nation, Marwaris
control 60% of Kolkata's commerce and industry and 90% of the capital
of companies trading on the Kolkata stock exchange. The term
'Marwari' caught on as a way to refer to a businessman from Marwar.

TRACING THE ROOTS

The term 'Marwari' is linked to the
Sanskrit word 'Maruwat' in which 'Maru' means desert, and it defines a
region that includes the
central and western parts of Rajasthan. Marwaris are thus, referred
to as the people from Rajasthan, especially from and around Jodhpur,
Pali and Nagaur. Having a geographical connotation, 'Marwari' was
a term coined by people of Kolkata to describe the group of people who
migrated from
Rajasthan to the 'city of joy' in search of trade and other
business opportunities. Many people from various Marwari castes
migrated to distant states for business, agriculture and later became
successful. One such example is Amritsar, where Maharaja Ranjit Singh
invited 32 eminent businessmen, who responded and came to the city.
The Maharaja wanted the city to benefit from their diligence and
entrepreneurship, so he gave them 32 shops, known till today as
'Batti attan' (signifying the number 32) in Guru Bazaar. Starting
from there, slowly and steadily, the Marwari family spread across the
country crossing the boundaries of Kolkata and Amritsar, and today
almost every city's business moves around them.

FROM 'COTTON' TRADE TO IT

Having been able to mark a remarkable
rise in the early 19th century, today Marwaris have expanded their
footprint so deep in the business domain to acquire a very prominent
position in the contemporary Indian market scenario. Although, the
wave of time is taking a change with respect to the business sectors
the Marwaris are dealing with, the general characteristic of the
Marwari families remain astute, i.e. cleverness and an urge of making
money. However, most of the Marwari businessmen in the 19th century,
started from the cotton industries only, but, today, they rule in
almost all the businesses. Following the IT boom in 2001, the IT
industry seems to have become one of the new sectors, where most of
the Marwari families see a bright future. “IT industry was and is a
booming sector, where we have settled our deep imprint as Marwari
businessmen. It provides ample opportunities for the new comers,”
said Pankaj Jain.

Another success story of a Marwari
business coming from a tier-II city is of Ranchi-based Sanjay Jain of
Computer Network. Although, brought up in a traditional Marwari
business family, Sanjay Jain including his two brothers has always
thought of doing something innovative by catering to today's market
demands. And, very interestingly, all the three brothers had one
motto-they have always believed in 'Let others follow us, instead
of we following others.' Started in 1988, Computer

Network is a known name among IT
fraternities in the eastern region of the country. Jain recalled,
“During the days, when IT became a buzzword in doing business, we
decided to get in to such space, and thus, we started Computer
Network and we have managed to grow up to be one of the best IT
business communities in Ranchi. It is ironical that I left my
father's business to start my own. Also I have learnt that no
matter how great your service or product is, if you can't brand it
and communicate it, it will not create long-term value.”

Speaking about Marwari families'
venture into the IT arena, Guwahati-based Ajay Jalan of Trade and
Technology, said, “Today, not only in the textile, automobile, and
other traditional industries, but Marwaris are also ruling the
hi-tech industries in the Indian market. We always look out into
newer areas of business and leave our footprint of success.”

FAMILY VALUES: A SUCCESS MANTRA

Besides their nose for business,
Marwaris inherit a unique cultural identity which they have held on
even in the new, evolving society.
It is the general belief that, Marwaris are traditional, they usually
follow the joint family system and right from childhood, they are
taught the value of sacrifice in maintaining harmony in
relationships. So, family values come to them de-facto.

Most of the Marwaris have grown up
seeing the business environment among their family members. They are
brought up in such an environment that they always hanker to flourish
in all areas. NK Agarwal of Visakhapatnam-based Agarwal Computers,
said, “We have been gifted with the nature of maintaining human
relation with proper hospitalization. Family values have taught us to
do business and take it in the right direction ethically.”
Supporting the same views, Ajay Jalan of Guwahati opined, “After
completing
my Engineering Degree, I had always decided that I should pursue my
career in doing
business and establish myself as a successful entrepreneur. At every
step my family members have
supported me and guided me to create values in terms of treating
customers through ethical and generous business dealing. Customer
satisfaction must be kept at the highest priority, and it does not
matter whether the business is a big or a smaller one.”

Kapil Jain of Bhopal's Micro World also
gave credit for his success to his father. He said, “My father put me
on the right path when I
was wondering which business to get into.” Even Manish Agarwal of
Jaipur-based
Kanchan Computech agreed to the importance of family values. He said,
“Family values matter in making any business successful. Experience
from elders and peers, guidance, consultation definitely helps you in
certain situations.” Also, Nitesh Bhandari of Chennai's Texonic
Instruments chose to join his father's business because he would have
the freedom to implement his ideas in his own fashion. "In a
job, I would have to work for a fixedsalary and under somebody
else's instructions. Now, I am my own boss and also in a field as
vibrant as IT," he added. Not only one, but all the Marwaris
have same views on this. Rakesh Jain of Chennai-based Supreme
Computers, said, “Like most Marwaris, I have also inherited the
passion to be committed to my customers. A lot of other trading
tricks and business management skills are handed over by the family.”

COMMUNITY: A GREAT SUPPORT

Although it is believed as per the oft
quoted saying-'Don't do those things, what your society wants you
to do', but in Marwari community, it works opposite to that. Sunil
Jain of Mumbai-based SK Impex said, “Being blessed by the cultural
and social carry out of Marwari community, we are always loyal to our
customers and we also cater to the clients' security and social
needs. Since ages, we have been practising the art of treating
customers or clients and dealing with them for business activities,
which Management Gurus teach in several colleges.”

Holding onto similar conviction, Yaspal
S Jain of Chennai-based DevRaj Computers explained that in the
Marwari community, they are related to a lot of their peers and
therefore the chances of being gypped are minimal. He also added, “In
the Marwari community, financal matters are often done through word of
mouth, since there is
an underlying belief that these promises can be kept.” Some of the
Marwari entrepreneurs are of the view that their community plays a
vital role in helping one another to grow in the business. “In
our community, we have always learnt the business doing traits like
taking risks, being decisive and having clarity in our thoughts; from
our family members. My father is a Chartered Accountant and though my
father is not into commercial or any traditional family business, but
I have always got adequate support and help from my community members
while starting a business,” said Ajay Jalan.

Also sharing his personal experience
about successful venture of business in India, Jalan said, “When I
was working in the US, I was unable to take help in discussing newer
ideas to handle business dealings. But in India, it was very easy to
get help and ideas from the Marwari businessmen of dealing with
channel partners.” Manish Pasari of Shillong-based Nice Infotech, also
shared the same views. He said,
“Since I am from a community which believes in doing business, I
was taught the tricks from day one.” Not only support from
community, Marwaris also enjoy great amount of respect among its
customers. Also, Jatan Kumar Baid of Eastern Comnet, Kolkata
explained, “The community enjoys tremendous trust and respect as
businessmen. They are very reputed in the market and this makes it
easier for them to do business.”

DICTUM: CUSTOMERS ARE GOD

Having been able to gain the trust of
customers, Marwaris believe in providing the best of social and
cultural treatment to customers in business dealings, since they
don't let go of any prospective opportunity that comes their way,
redundant Sanjay Jain said, “Marwaris believe in long-term
relationships and are very customer-centric in their dealings. So
people trust the community as business people, especially as payments
are made on time.”

THE ROAD TO SUCCESS

It is now clearly evident that a
Marwari businessman is always a hardworking individual, who believes
in honesty and perseverance as the keys to have a successful business
establishment. No work for a Marwari businessman is menial and he
would never refuse to accept any work on the ground that is beneath
his dignity. A Marwari, if needed, can go in person to deliver goods
to a customer or to get payment. Mostly, it is due to perseverance
that Marwaris made it big in life.

Interestingly, there is another saying
about Marwaris-'Lotaa Dori le kar aate hain, aur seth ban kar
jate hain' (they come with nothing more than a tumbler and
become millionaires). This is the principle on which most Marwaris do
business and succeed. According to Samit Jain of SK Trading,

Kolkata, not only are the Marwaris
hardworking businessmen but in his opinion, Marwaris are also very
aggressive when it comes to business, and would make sure to have a
well-mapped strategy to let a business deal a successful one with
good amount of profits. However according to Jain, they are
nonviolent in nature, and are also very emotional. They are also very
cautious by nature and avoid getting into business, which involves
cheating or will result in loss.

Talking about his success mantra,
Rupesh Kedia of Computer Supermart, Jaipur said, “Marwaris give
bhaat (dowry) when their womenfolk are married. And there is a saying
in my 'bania' community, which becomes the guiding
philosophy-Marwari baat aur bhaat ke liye jaan bhi dega (A
Marwari will give his life to honour his word and dowry). This is the
principle on which most Marwaris do business and succeed.”

CHANNEL PARTNERS: THE NEW MARWARI
ENTERPRISE

Almost 90% of the channel business in
Kolkata comprises of Marwari business people, envisioning it to be a
great success. This community is strong in the western region and
even down south in places like Chennai. In India, Marwaris contribute
a measure sole in the IT sector. In 2000 and 2001, only few Marwari
families got into the business of electronic and computer equipment;
however, now in 2011, Marwaris should be hold the major number of
shares in IT channel business as well. Sanjay Agarwal of
Kolkata-based Berlia Computer System explained, “Marwaris have the
first mover advantage in this as well
as dominate the IT channel community. The younger generation is
always in the search of new emerging field. IT industry was and is
the booming sector. It provides ample opportunities for the new
comers to get a kick start and setup their business which can earn
consistent and repeat business.”

Undeniably, it is so vivid from the
channel partners of all four regions of the nation that Marwaris
never fail to stand by the expectations of their customers and adding
to it their sharp business acumen gives a strong ground to the say:
'Marwari learns his business acumen in his mother's womb.' Well,
perhaps, it is all about their hardwork, flexibity and management
abilities which have enabled them to confidently bid high in the
Indian market without any fear of failures.