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Interview with Sudhir S, Managing Director, Inspan Infotech

“Inspan is concentrating on B and C class cities, which has seen success in product diversification.” –Sudhir S Managing Director, Inspan Infotech

Inspan Infotech is one of the leading IT distribution companies in India with distribution rights of established brands like Mercury, IXA, Genius, Corsair, Cyberclean, Numeric etc under its belt. One of the fastest growing companies in the space, Inspan has registered growth that is double the rate of growth of the IT industry in India for the last two years. Under the able leadership of its Managing Direct Sudhir S, Inspan has been able to expand its market footprint by growing a strong channel partner network and close association with major vendors. Sudhir believes in providing full value to partners and constantly works towards adding more value per job done.

Currently, Inspan is looking to constantly add new product lines to complement and leverage on its existing strength to provide more value to partners. With 17 branches across all regions of the country and 3,000 channel partners, under Mr Sudhir Inspan is well poised for the next big leap. In an exclusive interview to Mouseworld Now, Mr Sudhir reveals his plans and strategies for future and the mantras that has crafted Inspan’s journey so far. Edited Excerpts…

Q. Do you see yourself as a true Value-added Distributor (VAD)? How is Inspan different from other Value-added distributors in India?

Inspan works closely with its vendors and retailers and it is not a just transaction basis box pusher. As a true Value- added distributor, we undertake timely partner education, introduce our own schemes, provide customer service & support and make sure that every request & order is satisfied in a timely and professional manner. We have well supported warehouses and provide streamlined logistics help. We help in market foresight and also help vendors to get the market feedback. Our value chain of bridging the gap between product and customer results in a win–win situation for the vendor/channel and customers at large.

Q. As a leading IT distribution company, what are the major challenges and opportunities faced by you in the field of IT Distribution?

Profits are on pressure always in this industry and cost of operation is increasing day by day. This year US dollar is more or less getting stabilized and there is more positive mind set in market. Too many brands are entering the market which becomes a challenge for new players or weak players to position themselves. As we are here for a long time we are in better level to maintain the growth and stability.

Q. What’s your key marketing strategy in India? Where do you see Inspan by 2020?

Channel contact program and road shows will be continued as in previous years and we see a product diversification in coming years. Inspan is concentrating on B and C class cities, which has seen success in product diversification. By 2020, Inspan will be the leading distribution company in India.

Q. Which brand and which product category is the largest grosser for you in India?

Ans: We are one of the major players for Mercury and our market share for motherboards and cabinets continue to be main product lines. Our long and loyal association with Mercury has yielded greater dividends.

Q. Would you please detail us Inspan’s channel footprints in India? Is there any expansion plans in near future? What kind of channel engagement happens at Inspan?

Ans: We have different strategies for different products working along with our vendors so that our valued partners (channels) will have better bottom-line on all our range of products. We are spread very well in all Southern States of India and we will further increase the footprint in both horizontal and vertical reach. From last couple of years, we are reaching upcountry market where not many distribution is happening.

Q. Inspan has a wide galaxy of top brands under its belt. How has this robust product portfolio helped Inspan?

Ans: We are always consistent in our product supply and thus we have good reputation among channel community. The brands that we carry are also long term players and not ‘Fly by Night’ kind of players. Together, Inspan and its brands have been a source of reliability and stability for channel community.

Q. Which one would you credit for Inspan’s success in Indian market: robust product portfolio or Support service?

Ans: We are a product distribution company and not into product service. Today, the strategy of the brands is that ‘YOU SELL’ and ‘WE SUPPORT’. However, Inspan largely facilitates the process even through we are not into product service directly.

Q. The domestic motherboards and hardware components market is highly competitive? How are you tackling competition?

Ans:There is no short cut for success. It takes right time, right brands and right relations to ensure consistent and continued market leadership. Our association with brands and channel community is time tested for a decade and half.

Q. Recently, Inspan was appointed as a distributor by Silicon Power – a leading manufacturer of storage devices. Would you please shed some light on the nature of this partnership? How would this benefit both parties?