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In times when partners are struggling to profitably sustain their business,
Vinod Mulchandani, Proprietor of Mumbai-based Aarvee Computers has found a
simple yet unique way to achieve this goal. He records all important events,
like birthdays and anniversaries, of dealers and their families makes it a point
to wish the person.
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VINOD
MULCHANDANI |
| Adhering
to strong credit policies for business growth |
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This seemingly innocuous gesture has helped him retain 100% of his customer
base. Through this gesture, he has actually increased his partner base from 150
partners in 1999 to 500 today.
CLEAR VISION PAYS OFF
A BE from the Pune University, Vinod started his career in 1991 as a sales
assistant at Mumbai’s Sound Electronics. In a stint lasting over four years,
he single-handedly managed the distribution of TVS Electronics printers and APC
UPSs.
This is where he learned the tricks of the trade and struck relationships
with traders. After that, Vinod joined Hira Bhatia of Pixtel Enterprises in
1997, before branching out on his own with Aarvee Computers in 1999.
| PROFILE |
| START-UP
YEAR |
1999 |
| ADDRESS |
D-276, Oshiwara Industrial Estate, New Link Road, Oshiwara, Goregaon (W), Mumbai - 400 104. |
| TEL |
022-28738005 |
| PRODUCTS AND SERVICES |
Distribution of Epson, HP, Canon printers, scanners and digicams |
Vinod had a clear vision on the kind of products he would focus on for his
business. "We did not want to sell mass-moving items, because the entire
market was doing it and the margins were very dismal. Instead we set our sights
on niche items," he reminisces.
Aarvee started off by selling Umax scanners, Philips monitors and then Epson
and HP printers. But soon it streamlined its portfolio to include only printers
and scanners. Now he is a partner for HP and Epson printers and has recently
tied up with Canon for its digicams. This clear focus helped the company
increase its turnover from Rs 3.5 crore in 1999 to Rs 12 crore last fiscal.
EXCLUSIVITY MAKES THE DIFFERENCE
Focusing on select vendors has reaped Vinod good rewards, with Epson
choosing Aarvee Computers as its only authorized demo center in the western
region.
Vinod has great plans for Aarvee. He is now planning to open an HP service
center soon. He is also eyeing the corporate buyer segment and is setting up a
team of people who will approach these customers directly.
VINITA BHATIA in Mumbai Page(s) 1
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