45. PEOPLE ORIENTATION: Helps

With branch offices in Delhi and Bhopal recently opened, Fiona Infosystems is aiming at a higher growth in 2002-03 compared to 40 percent it did in the financial year that has gone by. The new offices, which are in addition to existing branches in Ahmedabad, Pune and Bangalore, are meant to provide support to a well-established channel network of over 3,000 partners .

According to Arif Allana, MD, large number of corporate customers and partners have remained loyal to the company because of efficient after-sales service. Perhaps it is this dedication that has helped Fiona to get consistent business from corporates such as Bennett Coleman & Co Ltd, Cheminova, Goodlass Nerolac, and Tata Consultancy Services, among others. 

In a bad year, the 40 percent growth has come to Fiona from a right product mix. Says
Arif, "Besides maintaining a judicious 

mix of products, taking care of obsolescence is a key element that has contributed to the growth in this business."

Arif is fully aware of the potential that exists in services and is very keen to improve his earnings from this segment. Currently his revenue from services stands at nearly 10 percent, which he wants to increase to 15 percent in the current
year. 

For this purpose he is equipping his people with sound technical competencies. Importance is given to develop competencies at the team level, since Arif's philosophy is to build up Fiona as a people-oriented company.