At
Eaton, I am with Mr. Sushil Virmani, Director Sales Asia Pacific - Mr. Virmani,
I am here to quiz of interest to our readers , particularly those decision
makers who form part of the team making a final decision on purchase of final
UPS system, as also some question of interest to the Industry to prosper. I
hope
you will not mind taking my questions.
Well Dr. Sai it is always pleasure
taking to you, I will be rather happy to answer your questions.Â
SAI :
Cant you guys sit together
and say
that no participation in reverse auction. People they give strange reasons that
our company would be disqualified but actually you people should understand
that
they do this because they do not get quality required to win on merit.
Â
Sushil Virmani
:
I also don’t support reverse auction because it
never
considers the good options of different competitors which are good value for
money. All those companies are left away. They always look at the price and
not
the quality. These people never look at the quality and other features.
They
actually compromise with the quality and features and go for price. For
example
PSU banks they would clearly give you a reason that we are running slow our
system are running slow. Also the private banks they give the same
reason.Â
SAI :
Tell us the biggest challenge that
your
company is facing in terms of depreciation of Indian Rupees
Â
Sushil Virmani
:
Well I expect the current account deficit to go
down
or to stabilise. Two important parameters which are important to stabilise the
rupees are
1. Current account
deficit and
2. Political
stability.
We expect the political stability to be post elections. We
actually require a strong central government and I am very much sure this
time
we would get a strong central government. It is for the interest of the public
at large we need a strong centre which is actually necessary for all the
individuals in India. If it does not happen our industry would go under a great
crises. I am positive that the coming month would actually be good for the
industry and this one year big problem would clearly come to an end. These
are
some of the problem which we are facing and one more important problem is
the
huge corruption in the country in the field of telecom and coal which is an
important reason why large projects had been halted. Foreign investment did
not
come in. this has left the industry in a very bad shape in the last 18 months
and now I am happy that it is actually stabilising. Â
SAI :
Tell us about Eaton`s
progressÂ
Sushil Virmani
:
Eaton is the 2nd or
3rd largest
brand in the world. Asia Pacific is one of the most important market for us. We
have built many new units in China and this has actually profited us a lot.
Earlier we were looking for support from Europe and North America but now
the
situation is not like that. Last three years have been really good for us and we
have launched many new products in India and also we are further increasing
our
product line in India and the next 8 months are going to be very important for
us.Â
SAI :
Elaborate us on the team support
which
you get Â
Sushil Virmani
:
I am the one who handles the business and the
success
which we are getting is actually not possible without the team support which I
actually get from my team. I am actually very much lucky to have a very
good
team base. There support is very good and we also have a very good sales
support. We have a very strong after sales team and we also have an system
to
check individual performance and we also have an system to reward them. I
can
say that we are the 2nd biggest company in India with an very
huge
and good service network in India and this would actually not have been
possible
without the team support which I am getting and I am very much happy for
them
and the system by which we encourage there performance is able to actually
get
them work with great dedication. In terms of services we provide it directly
and
also through service providers and we have an representation in more then
89
cities. In India in every 5 to 6 months we are actually increasing our reach
and
now we are approaching the T.4 cities. Â
SAI :
Do you allow your customer to have
service centre audits.Â
Sushil Virmani
:
I would say that if such kind of request comes
the
customer is most welcome to come and visit our place. Infact we actually
have an
call centre and we have 24*7 helpline number and if any problem is brought
by
the customer then an ticket is actually issued and we have a team which
would
monitor all the responses and we our team looks in to the problem and sees
that
the matter is sorted out and the customer is satisfied and you know what in
this
world of great competition services play an very important role and this would
help the company to make a better place in the competitive world so we
would
request our customer to actually visit the place if the want to. As of now we
have not got any such request from my customer and if such request comes
of we
would be very much happy to allow them to visit the place and look at the
infrastructure and also to judge the value of the product.Â
SAI :
MNC companies they actually part
away
with sharing data and we actually get an common answer that its our
company
policy to not share data so what is your take on this?
Â
Sushil Virmani
:Â
I think this is actually due to the way the MNC
company functions and if you see our own system then we have a well
defined
system and which to be followed for the betterment of the business. If you
want
data for the Asia Pacific level then that is actually available but if u want
data for the country level say for India then it is very much difficult and this
is because we can not have two different channels of communication to the
market
and we have our channel communication at the head quarter and every
region would
be governed by the regional head quarter and this is a system I believe which
is
very much common in every MNC company so that is why I think you are
experiencing such kind of no data sharing problem with MNC company. Still if
you
say that it would be better for customers if we provide the country level data
then I will tell you how we have to sort such an problem. We go to such
segment
based customer and we talk to them about the case studies and also the
success
stories with then and this is how we believe that we are able to do better
rather than to simply say that we are so and so and we have done this much
of
work in the field. We actually believe in doing rather than speaking. We are
today able to grow more than that of the market rate then this is just because
of our systematic way of doing work and the commitment towards the task in
hand.Â
SAI :
Talks us something about the solar
initiative.Â
Sushil Virmani
:Â
No we don’t have any plans to move in to solar
in
India. We do it in other part of Asia Pacific and mainly in North America.
Â
SAI :
How do you see Eaton progressing in
the
years to come Â
Sushil Virmani
:
In India we have not made much investment and you must be knowing that a
year
back we have actually undertaken a company named Cooper. Cooper has
some plants
in India and we are trying to make full use of it and would try to increase the
market products and also the market range and talking about our growth rate
there.
Â
|