SES Technologies : Moving Away From Components

Revamping its business model and streamlining the product portfolio without
affecting the overall bottomline of the company helped SES Technologies emerge
as one of the prominent national distributors in the industry. In the process,
the distributor went ahead and removed some of the non-profit making brands from
its product basket and stabilized 57 of its branches across the country.

The reason why the distributor was able to bounce and has returned to the
growth path is because SES brought about some major changes to its vision and
strategy, and is now concentrating on the distribution of the component and
enterprise range of products instead of pushing box items. SES went ahead and
resurrected branches as part of its strategy to penetrate into C, D and E-class
cities. Increasing its footprints ensured that 30 percent of the distributor's
revenues came from metro markets while the remaining 70 percent was contributed
by the upcountry regions.

It also concentrated on increasing performance and drove profitability.
Ensuring greater revenues for its channel partners was one of the prime focus
areas of the company, and hence the company concentrated on increasing breadth
business for HP, Molex and Compscope range of products. When it comes to brands,
Intel has been the highest contributor to the SES's overall revenue contributing
45 percent. In line with its strategy the company will now be expanding its
branches and increase its manpower by adding headcount in areas such as sales
and marketing, administration and technical support and customer care.

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SILVER CLUB RANK (2007-08): 5
PROFILE
COO: Jacques Roux Start-up year: 1992 Employees: 399 Collaborations: Intel, Western Digital, Samsung HDD, A Data, Commscope, HP, etc Address: SES House, Plot #70, C Cross Road, MIDC, Andheri (E), Mumbai Tel: 30862500 Website:www.sesindia.com
HIGHLIGHTS Started distribution of Western Digital, Samsung HDD, A Data, Commscope Declared Asia Pacific Distributor of the Year- Gold by HP Procurve

Having revamped its business processes and strategies, the distributor is now
planning to open as many as 100 branches by the next financial year (2009-10).
Some of the other highlights for the company came in the form of being awarded
the 'Asia Pacific Distributor of the Year- Gold' by HP Procurve in 2008.