How do you cope up with the challenges faced in a competitive environment?
When we are confident of adding value to customers, the question of competition does not arise. In this context, we haven’t still got exposed to a competitive environment yet.
Would you like to share any anecdotes from your learning of business in the industry?
I would like to narrate an incident which occurred recently. When we approached a firm for selling our product, the IT manager politely declined stating that “I am unable to provide all reports that the management needs”. Although we were initially setback, we persisted and somehow managed to get an appointment with the MD. When we asked him, “What information do you get today? And what do you don’t get today?”. We were taken aback when he replied – “I don’t even know the company’s turnover! The Accounts department gives one figure while the sales and IT gives another’. That’s when we realized the true state of the top management. Overall, the company is making profit, but certain brands/regions/area are not profitable and they are not noticing it because of data. Even though it may be strategic, they need to have control over that which can be monitored using our product/solution.
What is it according to you that takes to make a great brand?
When customers see value in the solutions offered, the brand gets established automatically. However, a great brand should have an well-established ecosystem of partners who can provide quality and timely service.
From a business point of view, what is your ultimate objective?
My ultimate objective is to provide game-changing solutions that can enhance the turnover and profits of Indian SME businesses.
What do you think is the best way you could market your brand?
We approach the market through consultative selling. We believe that our customers are our best marketers.
How would you describe your and your company’s success story?
Success is a journey, not a destination. We are so far happy with the progress made. And we are confident of seeing more successes in our way.
How do you manage your personal and family priorities?
My first family is Cindrel. I am enjoying each and every moment I spend for Cindrel and I am sure it will take care of my other family.
When we are confident of adding value to customers, the question of competition does not arise. In this context, we haven’t still got exposed to a competitive environment yet.
Would you like to share any anecdotes from your learning of business in the industry?
I would like to narrate an incident which occurred recently. When we approached a firm for selling our product, the IT manager politely declined stating that “I am unable to provide all reports that the management needs”. Although we were initially setback, we persisted and somehow managed to get an appointment with the MD. When we asked him, “What information do you get today? And what do you don’t get today?”. We were taken aback when he replied – “I don’t even know the company’s turnover! The Accounts department gives one figure while the sales and IT gives another’. That’s when we realized the true state of the top management. Overall, the company is making profit, but certain brands/regions/area are not profitable and they are not noticing it because of data. Even though it may be strategic, they need to have control over that which can be monitored using our product/solution.
What is it according to you that takes to make a great brand?
When customers see value in the solutions offered, the brand gets established automatically. However, a great brand should have an well-established ecosystem of partners who can provide quality and timely service.
From a business point of view, what is your ultimate objective?
My ultimate objective is to provide game-changing solutions that can enhance the turnover and profits of Indian SME businesses.
What do you think is the best way you could market your brand?
We approach the market through consultative selling. We believe that our customers are our best marketers.
How would you describe your and your company’s success story?
Success is a journey, not a destination. We are so far happy with the progress made. And we are confident of seeing more successes in our way.
How do you manage your personal and family priorities?
My first family is Cindrel. I am enjoying each and every moment I spend for Cindrel and I am sure it will take care of my other family.
For more articles, Click on IIPM Article.
Source : IIPM Editorial, 2011.
An Initiative of IIPM, Malay Chaudhuri and Arindam chaudhuri (Renowned Management Guru and Economist).
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