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ZICOM COMMAND CENTER SERVICES |
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Zicom aligns businesses, sharpens focus on growth
Financial Chronicle 15-07-2011 |
Zicom electronic security systems has vertically aligned its business and is sharpening its focus accordingly. The company has identified verticals such as telecom, construction, warehousing, education and hospitality.
The move follows the company?s restructuring plan post the sale of its government security integration business to Schneider Electric India in April 2010.
Integration was our core business since inception in 1995 to 2006. Though we had substantial experience in the segment, we didn't have the breadth and width in the security space and research and development capabilities to take on the multinational giants entering the Indian market,said Bala Rajan, vice-president ? product and solutions group of Zicom.
We sold the business when we got a good price. However, new initiatives in the group would help us to easily catch up on lost revenue over the next two years. Moreover, the market for electronic security goods and services is growing at about 40 per cent annually and merely keeping pace will do us good.
As a result of the sale, the company?s consolidated turnover was reduced to Rs 373.36 crore for the year ended March 31, 2010, from Rs 527.97 crore the previous year.
Zicom markets security systems including CCTV surveillance, access control, fire alarms and vide door phones. The company has 16 offices across India with over 400 employees. It has 2,400 partners at present and plans to expand the network by about 40 per cent this year.
Vertical alignment will help us to educate our partners accordingly. Ours is a fully channel-driven business. Moreover, our initiatives to expand to tier II and III cities would require partners to be fully aware of the needs of specific customers, Rajan said.
Zicom is also planning to improve its business in the home users segment. But, channel partners don?t get much value in selling goods to consumers due to thin margins and low-volume. The company is growing its direct sales team and is running a pilot programme in Mumbai starting this month. |
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