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Follow UsCanon has launched an extensive training program called the Canon achievers Platform, CAP, for its partners in order to
boost its projector sales. The vendor is betting big on the consumer electronic and the home theatre channel to ramp up the sales.
Says VP Sajeevan, Manager - Projector & VC Products, Canon India, "This is like an online certification program for our CEPs (Canon Exclusive partners) or CPPs (Canon Premium Partners) As soon as they complete our online training program, they become eligible for various other schemes and discounts that we are offering them."
Under this program, Canon partners have to first orient the company about himself and his company and then undergo a product selling technique program. Only after completing these two stages can a partner qualify for CAP.
Currently, almost 80% of the projector sales of the company are from the IT and the OA channel. Canon however, plans to reverse this equation by the next year. "I am leveraging on the home theatre and consumer electronic segments for the sale of our new range of projectors. Besides, I see a lot of convergence happening in terms of channel segregation in times to come. The so called IT channel is going to merge with the consumer electronic channel and so on," explains Sajeevan. The company plans to launch five more projector models and plans to scale up its channel base from 22 to 30 partners. These projectors are priced in the range of Rs 85,000 to Rs 14 lakh targeted at high-end corporate and home theatre users.
| CAPPING IT UP |
| * Online certification program for exclusive and premium partners |
| * To launch five projector models priced from Rs 85,000 to Rs 14 lakh |
| * Opening Canon demo centers at seven locations |
"We are very confident of the growing market size for our product range and are leveraging on home theatre channel for this. We are in the process of opening up Canon demo centers wherein we create a congenial home theatre environment and demonstrate our products. We have already opened such centers in Kolkata, Lucknow and Srinagar. Other places where we will be opening such demo centers shortly are Cochin, Mumbai, Delhi, Chennai, Bangalore, Pune and
Ahmedabad," elaborates Sajeevan.
KUSUM MAKHIJA