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“We Take Care of Partner’s Profitability & Margins”

By: DT News Network
June, 02, 2017

Networking technology is evolving rapidly and as we see updates and advancement very often. In recent time, Indian market especially networking has gone through rough phase due to excellent offerings of data through smartphone players. Consumer product sale has seen sharp decline due to demonetization impact. Free data offering from Reliance has also affected router business in some way.  But yet the players are bullish to tap maximum market share.  In a vast country like India, it is very important to have a large channel network for any partners to tap huge business opportunities. TP-Link is a market leader and global provider of networking devices and accessories. Mr.Lynn Wang, Managing Director of TP-Link India shares some of important facts and reveals growth strategy of his company. Below are some excerpts:

DT: - How do you see the Indian Networking market especially for TP-Link? How the consumer market has changed in recent time? 

Mr. Lynn: - Indian Networking market is growing at fast pace, with an initiative from the government on Digital India and more people switching to Powerful devices, need for Networking units like Routers and Access point is increasing. People are getting more educated about why they need an upgrade to their current router, compared to a scenario decade back when people used to stick to one router for years and years. TP-Link being one of the leading company in networking segment, we have expertise in delivering customer what they want from their Wi-Fi devices, be it a compact Range Extender or High Power Router we have a versatile product range to cater to the need of versatile demand in Indian Market. From N standard to AC Standard, the consumer is adapting and changing according to technology trend.

DT: - What are the challenges you face currently in this market? What are your strategies to overcome those challenges? 

Mr. Lynn: - Even though Technology has been advanced and people are upgrading their smart gadgets, a foremost challenge we witness is the acceptance of people on investing money on the router. Whether it be to upgrade the old router or buying the first router altogether. To top that, recent Implementation of GST has dropped uneasiness within the Channel Partners, as Partners are not confident enough to stock on products prior to having a clear idea on how GST will impact their logistics. But as a Channel oriented brand, we will make sure all channel partners will get as many benefits as they deserve, and plus we are also planning on investing to support channel partners during this tensed moment.

DT: - Please brief us about your product range and the products which are getting more response in the market? What are your upcoming products for Indian market?  

Mr. Lynn: - SOHO Market is growing on apace compared to other segments. People are advancing their gadget which is making them rely on fast paced connectivity. Thus traditional 150N-300N standard is been taken over by all new 750AC-1750AC Standards. Dual-band routers are experiencing their zenith popularity which we are expecting to grow more in coming time.  Future plans will be focusing more on SMB Products Basket, Strengthening our Manpower Infrastructure to leverage various Channel Verticals to reach up to Consumers including Traditional IT Channels, LFRs, SFRs, Online & ISPs easier and faster, Part of Growth Roadmap of B, C & D Class Cities,

You will also be seeing many new products from TP-Link which will focus on speed and reliability, all new AC standard routers, as well as many new accessories and IOT Products, are in pipeline for India market. We will soon be introducing a range of Home Automation products along with the inclusion of Mesh Networking and Smart Bulb categories been a top priority.

DT: - One of the outcomes of setting affordable price in SMB space is lesser profitability for you, how do you manage these circumstances?What are your efforts to take care of the performance with affordability? 

Mr. Lynn: - While customers do consider price as an important factor while making purchase decisions, it is not the only deciding factor. Support offered by OEM in terms of technical feature set, pre & post sale support, product life cycle, manufactured or outsourced, etc are certain points that customers consider before making the final decision. Hence I would say it is still a brand-conscious market.

TP-Link is a company that is fully committed to developing its products, services, and consumer relations through extensive R&D, strict quality assurance practices, and effective outreach initiatives. Customer loyalty through interaction, focus, and feedback are policies that help form the TP-Link culture, as well as a commitment to achieve, and a dedication to innovate. We offer our customers certain advantages like Customer referrals, listing on our websites, beta testing program, marketing expertise and materials, input into product development, pre & post sale support, training, rebates and of course, profitability.

DT: - What are your commitments for Make in India initiative? Do you have plans to establish any manufacturing plant in India? 

Mr. Lynn: - We congratulate Indian Government and applause their Digital India Initiative, this initiative will help both company and government to grow hand in hand while benefiting the customers on a long-term path. TP-Link holds its HQ in China but yes we are exploring the opportunity to establish a manufacturing unit in India and once we see a ray of light in this process we will surely update you on it.

DT: - What are your special motivation plans for your channel partners? What are your policies for online channel partners? How many channel partners do you have across India? 

Mr. Lynn: - We at TP-Link believe in providing our channel partners with best we got, be it product or support they required. Whichever product TP-Link launches in India we make sure we promote it on a good scale so that its easier for our partners to sell the product further. Schemes and offers are introduced from time to time according to market requirement and status. TP-Link also arranges dealers meet every now and then for our partners to get knowledge on latest product from TP-Link and benefit from it. We as per our plan focused on to build-up robust channel Infrastructure. We are having very strong channel base in the areas where we have been focusing in since our inception. We don’t go in any manner only to increase these numbers. We believe that our channel partnership should be more profitable in business and they should have an overall good growth into that particular segment. We take care of partner’s profitability and margins. We provide all kind of support to them. To boost our penetration, now we are focusing on additional cities apart from metros and A class cities.  We are focused on adding more manpower and align our product, price and all the strategies in place for smooth execution of our set goal.  We will be also educating these partners and ensure that they are growing with us. As far as the number goes, we have 500+ Active partners in India.

DT: - How do you assure better service support for your customers?  

Mr. Lynn: - TP-Link has always believed in offering our customers with a Quality product at an Affordable rate, and this commitment of ours have proven to be one of the key points we think over when introducing a new product to our customers in India. We also note to provide sensible benefit for our partners and customers, and we believe it can be one major reason behind the rapid growth of TP-Link as a brand in India.

At TP-Link, we understand customer’s requirement and complaints, and thus TP-Link provides the customer with 3-year warranty over a range of products, also TP-Link’s convenient Replacement policy, provide customers ease to get the problem solved by visiting nearest TP-Link’s reseller. We are gradually expanding our technical team with more service centers been set-up in various regions.

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