Indian Network uses demos to push Rittal racks

NEW DELHI: Indian Network Co recently organized a demo in Nehru place, in association with Rittal India, for its channel partners. During the demo a scheme was also announced on server and wallmount racks. The scheme is on till Oct 2. About 150 people attended the demo, which was cut short due to the incessant rains.

Indian Network is the north distributor for Rittal. The vendor has recently decided to take the channel route. Though their first experience with this market strategy, more than a year back, did not go well, this time around the plans seems to be going off well.

Throwing light on their channel plans, Ravi Arya, Team Leader North—IT Solutions and Projects, Rittal India commented, “Till about a few months back we were into direct marketing, but seeing the opportunities in India we appointed distributors. Now we plan to increase our interaction, sales and demos for the channel. We have racks, power, cooling, security and remote management solutions. Shortly we will be launching wall mounts that are much studier than our competitors'.”

After tasting success with its channel plans in the North, Rittal is now in the process of appointing distributors in other states. “We are still going direct in the other states. The plan is to appoint three dealers in each region and to grow the market gradually,” informed Arya.

Speaking about the need to organize demos, Murari Bhat, Director, Indian Network Co said, “We organize demos when are customers/system integrators want to see the latest racks. Rittal racks are more expensive than its competitors so we really have to push the products in the market. Though demos we show the benefits and quality of Rittal racks. It is not easy to sell Rittal because of the price factor, but our experience has been that once we tell people about it and do a demo we are easily able to convert that into sales.” The disti distributes a number of other brands in the networking space such as AMP, Systimax, Aten and HP.

Rittal had appointed Indian Network for the North region about five months back and so far the disti has got a good response to the products.

Being high-tech products weekly demos and training are organized by Rittal on behalf of Indian Network in the vendors factory in Faridabad. “Products are stocked in this factory and then customized as per the customers requirement,” said Bhat.

Arya further announced that in the first week of November, Rittal and Indian Network will be holding a technical seminar for their system integrators.