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COUNTRY MANAGER: Rishipal Sethi ‡ PRODUCTS AND SERVICES: UPS ‡
PERFORMANCE HIGHLIGHTS
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hspace="2" vspace="2" align="left">APC India Pvt. Ltd is one of the new entrants in the DQ Next 30 Club this year.
This Chennai-based company clocked in a turnover of Rs 90 crore last fiscal year. The
company has a total installed base of 60,000 units in the country. Constantly adding newer
features and technology upgradations to UPSs, last year APC launched two new product
categories especially designed for the Indian market-BackUPS-MI and SmartUPS-UXI. These
products are targeted at the EDP and MIS managers, as an end-to-end solution with more
run-time. The company also made significant inroads into the low-end market, where it did
not have much of a presence earlier.
Last year, the company added three more offices-in Delhi, Mumbai, and Bangalore-to
increase its visibility in the country and have a direct presence in the metros. Alongside
the traditional channel-dealer network, the company also proactively started exploiting
the Web for offering its services. Its web site enables customers to book their product on
the Net itself.
Also, APC tied up with four national distributors, Godrej, Datapro, L&T, and
Compuage Electronics last year. And the number of bundled products with IBM servers and
Microsoft NT servers, more than doubled than the previous year. To take care of larger
corporates, the company has tied up with 50 value-added partners.
The company also ran 'Field Apart'-a series of seminars in the metros to educate its
channels and resellers. And the second seminar series, called 'Reliability by Design', is
currently in progress in all the metros. APC tied up with Accel Automation for third party
maintenance, for out of warranty products in 20 locations.
One of the best benefits that the company has passed on to its dealers and customers,
after the FIPB clearance for a subsidiary, is the rupee billing. Among its expansion
plans, the most significant step would be the setting up of a manufacturing base in India
by the end of 1998, to offer more competitive prices in the Indian market, and
subsequently cater to the requirements of the world market. Chennai and Pune are two of
the main contenders for the project and it is likely to finalize the site for setting up
the plant soon. The factors favoring the setting up of a manufacturing plant are bringing
down the cost of manufacturing, reduction in duty structure, and offering the systems at
more competitive prices. The company will launch the Back UPS Pro range and the high-end
range of products in the coming year. One of the focus areas for the company is to develop
reseller channels and educate the market in the 'B' and 'C' class cities.