Indian Subcontinent is an area of ripening opportunity for Eaton

Sushil Virmani,
Director – Sales, South Asia,
Eaton Power Quality Pvt. Ltd 

India not only offers a huge market opportunity in itself, but it also serves as a strategic location to enhance global competitiveness to different organizations across the world. Eaton is one of those organizations which are looking at India as a favourable location for business growth far and wide. Eaton, which came to India in April 1999 with the global acquisition of Aeroquip Vickers, offers an exhaustive portfolio of Power Quality products, including UPS, power distribution units (PDU) and power monitoring and management software. With unparalleled knowledge of electrical power management across industries, experts at Eaton deliver customized, integrated solutions to solve customers’ most critical challenges related to power products.  

In an exclusive interaction with VARINDIA, Sushil Virmani, Director – Sales, South Asia, Eaton Power Quality Pvt. Ltd, elaborates on Eaton’s businesses in India, growth opportunities, initiatives for channel partners and roadmap ahead.

What all growth opportunities do you see for UPS in the Indian facilities?

The Indian UPS market was worth US$602 million in 2012 and is projected to reach US$834.1 million by 2016, according to the 2012 research analysis from IMS Research.

We see critical industrial and manufacturing applications embracing Power Quality solutions. Data centers are increasingly looking at efficient power management solutions.

The penetration of the IT/ITeS sector in the tier-II and tier-III cities and the computerization initiatives of the Government in various departments are also the key drivers. Various end- users of UPS have specific applications and, hence, they expect product customization to suit their requirements.

What are your growth plans for India?

We are approaching market through Direct as well as Partner routes. We plan to keep this approach intact and look forward to penetrating tier-II and tier-III cities with the help of partners.

Eaton perceives immense potential in this market and will continue to expand its base across regions. Stretching the limits and raising the bar of achievements, schemes are being rolled out for every segment in every city.

We, at Eaton, recognize partner’s dynamism and success in selling quality power solutions and invite the stakeholders to partner with us. We believe our advanced products and their solid market reach will be a winning combo, which will enhance our mutual growth and profitability.

Eaton Power Quality has recently launched a “Let’s go North” Campaign for partners. Shed some light on this programme?

Eaton Electrical has launched a trailblazing “Let’s Go North” Campaign for its Partners. With this latest initiative as a lucrative beginning for the new partners, Eaton announces sales Bonanza offer for New Partners, discounts on demo machines, first-order incentives and total Order Discount.

It also gives them an opportunity to participate in a lucky draw and win Apple phones, on achieving sales revenue of over Rs.5 lakh before 30th September, 2013. Also, partners can win free UPS as rewards on a minimum target slab at Rs.2 lakh worth of UPS sales. Partners, achieving revenue above their target slabs in the scheme duration, will be eligible for rewards proportionally. The sales targets for each partner category are not defined on previous performance but depend on the revenues that they achieve at the end of 30th September, 2013.

Throw some more light on the campaigns on which Eaton is currently aggressive in the Northern region?

North India is emerging as one of the key destinations for manufacturing and operational industries, thus opening myriad opportunities for Eaton. Tier-II and -III cities of North are witnessing frequent Eaton channel partner meets in the third quarter aggressively. With the release of multiple schemes in the same quarter, Eaton is on an aggressive mode to reach out to distributors, partners and resellers in every city of North India.

satinder@varindia.com