CHANNEL SNAPSHOTS: Coimbatore

G Suresh    

Company: E Caps Computer India

Founded: 1993

Business Area: Largely into system integration and networking, it is a
leading partner for Dax and Simmtronics in this region. It is also a premier
partner for HP's product.

Strength: Networking is its forte. E Caps focuses on providing networking
solutions from the entry level to top-level corporates in South India.

Weakness: For E Caps, networking is its biggest drawback too as it loses
opportunities in other core business areas, which are growing in the market.

Motto: To further develop the competencies for E Caps in the networking
market and maintain a good relation with the existing customers. The company
plans to change this soon, to encompass other technogies as well.

Plans: To establish as a good player with their product 'Netfox' and
further build up new brands to grow in a pace manner.

Turnover (2003-04): Rs 10 crore

Expected (2004-05): Rs 13-14 crore

Offices: 4

Kannan   

Company: Alfa Consultancy Services

Founded: 1990

Business area: Enterprise Computing, Storage solutions

Strength: Understanding the business problem of the customer and
providing smooth solutions based in the business requirement is what keeps this
company ahead.

Weakness: Its inability to address a wider market as well as lack of
specialization across multiple technologies is holding Alfa back.

Motto: To help customers realize IT as major corporate resources.

Plans: Alfa plans to venture into electronics by setting up a research
and development center and establishing a support center to provide point
solutions.

Turnover (2003-04): Rs 4.2 crore

Expected (2004-05): There will not be any change in the company's
revenue this year as it is investing heavily in its upcoming R&D center.

Offices: 1

CCDA (Coimbatore Computer Dealers Association)

Staying Active Through Innovation

Coimbatore Computer Dealers Association (CCDA) is one of the very few
associations in the country that constantly keeps innovating new ideas and
programs to have the members involved. "Unless you give new concepts every
time and make the members actively involved in it, you would not have the team
together and all programs are aimed at bringing in unity and benefit the society
on the whole. Each and every member of the association should feel they are very
much part of the organization and they can bring value to it," says G
Suresh, Vice President, CCDA.

Recently,
CCDA has evolved a new concept of joint advertisement campaigns for its members.
Under this program, a set of resellers can get together and work out a common
price for the computer and issue a joint advertisement carrying their names.

"By and large, the misunderstanding between resellers starts only
because of the price wars issued through advertisements. Now, the channel
partners can avert it by working out an acceptable price for all. However, the
participants can fix their own price for value-added services to be delivered by
them," he pointed out. The advertisements come for a very low price for the
individuals as the cost is divided between them and the association is
optimistic on getting the vendor support for the program.

In another first-of-its-kind program, CCDA is planning to take its members
overseas this August. "Although, foreign trips are very common in IT
business today, but only a select channel community (Tier I partners) stands to
win these tickets from vendors for handling volumes in business. The remaining
big chunk of resellers would not get any chance and this program is targeted at
them," explained Suresh. The association is collecting money in
installments from resellers for this foreign trip and around 25 resellers are
expected to fly to Malaysia this August.

That apart, CCDA organizes annual IT show, which is the major revenue earner
for the organization. They have conducted four expos since its formation in
2000. Usually grossing revenues of over Rs 3 lakh, the event attracts a huge
crowd (more than 75,000 visitors) from in and around Coimbatore for the
three-day show.

CCDA is a 140-member strong association which meets regularly every month to
discuss the issues affecting the business and for the welfare of the traders.
"To improve the attendance in the monthly meetings, we have announced many
innovative programs which include early-bird offers for those who come early to
the meetings. There are many other gifts and prizes distributed under various
heads during the program," he said. The association conducts technical
sessions, quiz, distributor meet and other programs to benefit the channel
community.

Recently, CCDA showed its solidarity in a protest against HP for initiating
raids regularly against the channel community in Coimbatore. Called 'HP 1925 -
Black Days', the traders have boycotted completely HP products in business for
alleged harassment. The issues started when HP initiated a raid through its
private agency to curb free-flow of counterfeit cartridges in the Coimbatore
market and took one of the premier HP partners-Maruthi Computers, into police
custody.

"However, with the consistent approach of the association the case had
been put on cold and they did not take any further action against the
reseller," he claimed exuberantly. Also, the association claims to have
solved many internal issues and has a strong lobbying with the government
departments to represent the issues affecting the industry.

CCDA has a publicity organ called 'Wings of CCDA', a bi-monthly tabloid
focusing on the local IT developments. It also has online presence, www.ccda-cbe.com.

Office-Bearers

PRESIDENT: M Natarajan

VICE PRESIDENT: G Suresh

SECRETARY: Rangarajan

JOINT SECRETARY: Satish

TREASURER: Gopalakrishnan

OFFICE SECRETARY: Senthil

S GOPIKRISHNA