TCCDA eyes big opportunities in Networking, Storage and Cloud Computing

M. Veera Swamy
President, Twin Cities Computer Dealers’ Association

The Twin City Computer Dealers’ Association (TCCDA) is an organization which has been serving the interests of channel partners in Hyderabad and Secunderabad. M. Veera Swamy, President, Twin Cities Computer Dealers’ Association, sees big opportunities in Networking, Storage and Cloud Computing. Recently, M. Veera Swamy spoke to VARINDIA on the opportunities for Channel Partners and what plans he has for the channel community. Edited excerpts…

Q: How can TCCDA benefit the channel community? 

Right from the evolution of the channel ecosystem, keeping a watch on the conduct of the Channel partner for the betterment of the Indian IT industry, the contribution made by various associations formed pan India cannot be overlooked. Association as such is an important linchpin that drives the Channel to overcome any issues pertaining with the government agencies like Commercial Taxes, IT Depatment, etc.                           

National distributors vendors give importance to issues raised by the associations on behalf of their dealer fraternity rather than the Channel contacting them directly to resolve them.

Q: What are the recent activities your Association has taken for the channel community (business or entertainment or training or insurance or other?                                                                                     

After we took over during the month of May 2013, though we planned things like Computer Mela – big time, nothing could materialize as we had to cancel due to the prevalent situations in our State of AP. However, after things eased we have conducted the following:

1) Through FAPCCI-Awareness Programme on Electronics and Information Technology Goods (Requirement of Compulsory Registration Order, 2012 – BIS Standards

2) Dealers’ Meet on Online Trading - Threats

3) A Family get-together was organized wherein more than 110 Channel Partners/Dealers along with their families exceeding 300 members participated. 

Q: Where are the big opportunities for channel business today and how partners can derive benefits of these opportunities?  

Product-wise, we see big opportunities in Networking, Storage and Cloud Computing. We also see a lot of opportunities in Servicing and Value Added Products. We had a turbulent financial year 2013-14. Let us hope the change in the state scenario and with a lot of infrastructure being planned across the existing state and the proposed new state, we hope that all of us will have a wonderful opportunity to regain the past glory and  have a fruitful 2014-15 financial year.

Q. Online websites are somewhere eroding channel business, what is your stand on this issue?

We do not oppose the online retail format or any legal business format, but we strongly oppose unethical business practices of 2–3 big online retailers who are selling with predatory pricing.  We cannot stop people from selling online, but must find technology and low-cost solutions to be able to compete with them with our local presence as an advantage.                                                                                                 

Q: Many of the big vendors are quite easily available on the online sales. What are your demands from the vendor community on this issue?   

The main problem the Channels have with the Online Stores, product remaining the same is the pricing. As long as we are offered a level-playing platform at par with the Online Stores, we do not have a problem. As in the past, there were different skews for Channels and LFRs. Let the Vendors offer different skews to Channels and Online stores.

Vendors being the sole in charge of the manufactured product should tell Online stores not publish the MOP price but publish End-User Price list or offer higher pricing than the Channels Retail Prices.

Q: What is your message for the channel fraternity.

Online sales is a reality and we should accept the fact that we cannot stop people from selling/purchasing online. With 75% of India population being below the age of 34 years and time as a scarce commodity, we should have products that attract the exuberant youth. We should try purchasing materials from NDs/vendors with immediate payment terms to get the best pricing by negotiating and get additional cash discounts.