Zenith Annual Dealers’ Meet: Products Pave The Way

When the going gets tough ... Zenith takes its partners to Goa for its annual

dealer meet. While not understating the fact that the recession had hit the IT

industry, especially the PC business badly, the meet held from 19th to 22nd

August, aimed to instill a sense of optimism among partners for better days

ahead. This attempt clearly showed up in the form of the tagline -  ´March

Ahead´ that was prominent at the meet.

Attended by over 750 partners from all across the country, the Zenith meet

offered a confluence of serious business interests and masti in the

monsoon-ridden climes of Goa. It also marked by the launch of a range of

products including desktops, notebooks and servers by Zenith. Top executives

from leading vendors too participated in the meet.

SPEEDING UP ON RETAIL ROAD

“We need to invest in the 



e-business infrastructure to meet growth challenges”

Avtar Saini

Like most dealer meets, this one too was a mix of business and fun. Zenith

reaffirmed its status as the leading Indian PC company, whether it was on

account of price, quality or service. Raj Saraf, MD, Zenith Computers, gave a

comprehensive insight into the PC industry scenario and where Zenith stood.

Raj talked about the dip in PC sales in the second half of 2001-02, both

across home and business segments. While admitting that PC sales took a beating,

he highlighted the growth that Zenith had achieved in terms of brand awareness.

Quoting data aggregated from MAIT, IMRB, IDC and Frost and Sullivan´s

findings, he said, "We had a 19 percent growth in terms of brand awareness

in households, far more than any other leading PC vendor had in H2 over H1 of

2001-02."

To improve further on this growth and unit sales, Raj announced Zenith´s

plans to open another 130 retail outlets across the country in the current

financial year. This would take the total number of Zenith outlets to 230.

"This time, we would open the outlets at places where we don´t have a

presence already. This would not only increase our reach but also create a

better buying experience for customers," he added. He even talked about the

possibility of a tie-up with APC for bundling its UPSs with Zenith PCs.

“Our goal is to offer a PC for every purse and every purpose”

Raj Saraf

Reiterating Zenith´s commitment to offer quality PCs at affordable prices,

Raj stated "Our goal is to offer a PC for every purse and every

purpose."

This would be achieved by deriving continuous support from its strategic

partners -­ Intel, Samsung, Microsoft, APC and HP.

Incidentally, representatives of the first three companies too were present

to offer their view-points and share their visions for the future.

AND THE LEADERS SPOKE



While Raj made the keynote address, Avtar Saini, Director, South Asia,

Intel, JS Jong, Director and Vivek Jain, GM of Samsung and Ananth Lazarus, Group

Manager, Microsoft made presentations before the gathering of dealers and media

persons. In his presentation, "Investing for the knowledge economy"

Avtar spoke about how knowledge-driven economies are highly dependant on IT.

Underlining the fact that India is at a strategic inflection point with a

capability to become a global IT leader, Avtar opined, "We need to build

and continue to invest in the e-business infrastructure to meet growth

challenges."

He also discussed Intel´s strategy both in terms of technology and business,

and re-affirmed Intel´s focus on its channel. "By 2006, while 51 percent

of the growth will happen in mature markets, the remaining 49 percent of growth

will take place in emerging markets like India," informed he. Avtar also

informed the gathering about Intel´s intention to boost its R and D projects in

India by building an engineering team of 1,500 in the country.

JS Jong spoke briefly of Samsung´s alliance with Zenith, while Vivek Jain

enlightened the channel community about the need and advantages of upselling.

"Partners can no longer survive by simply selling a product. Today they

need to sell a solution," said Vivek. He emphasized on the fact that

consumers today are not just looking at buying a particular product; instead

they want a product, which can address their requirements in the most

comprehensive yet price-effective manner.

According to him, upselling was all about judiciously offering value-addition

to customers and convincing them to buy the right kind of product. Vivek opined

that this is perhaps the best way to strengthen the weakening margins.

Further ahead, Ananth Lazarus of Microsoft explained the importance of

intellectual property and the digital metamorphosis that is slowly taking place.

THE EYE-STOPPERS



The real eye-stoppers of the event were the range of new products that were

unveiled by Zenith. These comprised desktops PCs including the one powered by

P-4 2.26 GHz processor, making Zenith the first company in the country to offer

PCs at that speed. It rolled out two and three different models in the notebook

and server space respectively.

“We maintain healthy relationship with Zenith for our mutual success.”

JS Jong

Zenith also launched a ´portable desktop´, which resembles a notebook in

all respect except for the fact that it doesn´t operate on battery. Instead it

runs on the regular power supply or a car battery. Priced at Rs 65,000,

according to Raj, this product is bound to become a hit. "It offers the

entire functionality and mobility of a notebook at low price-points," he

exclaimed.

The next day Zenith Infotech announced its plans to offer comprehensive

software solutions to co-operative banks. According to its CEO, Akash Saraf,

co-operative banks today have a huge requirement in terms of automating their

processes. "And we plan to address this very demand by offering software

solutions that would make the entire process in the co-operative banking segment

as efficient as it is in the MNC banks," said Akash.

On the fun side, dealers were not just treated to the luxury of lazing on the

beach, but were taken on sight-seeing trips as well.

They were also offered a visit to the 30,000 sq feet manufacturing facility

that has a capacity of producing 300 units a day.

Since it was monsoon, there wasn´t much of sun to bask in, but surely warmth

of hospitality was abundant. And yes, as one partner was rightly overheard,

"There has been no dearth of fun, frolic and feni here. What we are now

looking forward to is some firm PC sales when we go back!"

GOLDIE in Goa