LG tar­gets R 1,000 crore from B2B busi­ness


The B2B di­vi­sion of LG Elec­tron­ics has ag­gres­sive growth plans for its commercial dis­plays, pro­jec­tors and sur­veil­lance so­lu­tions businesses. The di­vi­sion, which con­trib­utes 5 per­cent of LG In­dia’s rev­enue, is tar­get­ing ` 1,000 crore in 2014.

Said He­mendu Sinha, Head, B2B Sales, LG In­dia, “We will grow 100 per­cent from ` 350 crore in 2012 to ` 700 crore in the cur­rent fis­cal.”

On the so­lu­tions front the com­pany is ex­pect­ing ma­jor con­tri­bu­tion of 60 per­cent from commercial dis­plays (dig­i­tal sig­nage, video walls, in­ter­ac­tive TVs) and the rest from pro­jec­tors, and sur­veil­lance and video con­fer­enc­ing (VC) so­lu­tions. Ac­cord­ing to Sinha, in sur­veil­lance the fo­cus will in­crease on IP-based prod­ucts and cam­eras with built-in an­a­lyt­ics. In pro­jec­tors the com­pany will fo­cus on LED and ul­tra-short-throw pro­jec­tors. In the next fis­cal he ex­pects pro­jec­tors and sur­veil­lance to each bring in 15 per­cent of the rev­enue, and VC 5 per­cent.

In­formed Sinha, “We are leading the LED pro­jec­tor mar­ket and will con­tinue to do so with plans to launch 1,000-lu­men LED pro­jec­tors. We will also launch ul­tra­short-throw pro­jec­tors early next year. We re­cently strength­ened our dis­play so­lu­tions with a 100-inch laser dis­play and an 84-inch panel with 4K res­o­lu­tion.”

The di­vi­sion is count­ing heav­ily on the govern­ment and ed­u­ca­tion ver­ti­cals, and ex­pects 40-45 per­cent of its rev­enue from them. Said Sinha, “The govern­ment is now fo­cus­ing on in­fra­struc­ture projects that were pend­ing; this will cre­ate huge de­mand for dis­plays, pro­jec­tors, and VC and sur­veil­lance so­lu­tions. BFSI will add 20-25 per­cent to our busi­ness with its in­creas­ing de­mand for dis­play and

“We will close 2013 with 100 per­cent growth with our rev­enues in­creas­ing from ` 350 crore to ` 700 crore. In 2014 we will cross ` 1,000 crore” HE­MENDU SINHA Head, B2B Sales LG In­dia


Fur­ther, the B2B di­vi­sion is look­ing for ag­gres­sive ex­pan­sion of its cur­rent chan­nel base of 250 part­ners. It in­tends to dou­ble this base and is look­ing for ma­jor tieups with IT part­ners. “IT part­ners will be the nat­u­ral choice be­cause they can value-add to the so­lu­tions around commercial dis­plays, pro­jec­tors, VC and sur­veil­lance,” Sinha said. “With their ex­ist­ing IT skills they can eas­ily gain skills in these so­lu­tions and en­large their wal­let-share. We will also lever­age the ro­bust IT net­work for dis­tri­bu­tion.”

The com­pany has Neo­teric as its ND for its pro­jec­tors, sur­veil­lance and commercial dis­plays businesses. It plans to add five RDs to its ex­ist­ing 10 RDs for pro­jec­tors and three RDs to its ex­ist­ing four for sur­veil­lance. “Be­sides, we will add 100 more SIs across all of our so­lu­tions businesses,” Sinha in­formed.

The com­pany will con­duct road­shows in 25 cities in­clud­ing Chandigarh, Bhopal and Kochi. Ac­cord­ing to Sinha, “These road­shows will serve as plat­forms to con­nect with cus­tomers and part­ners with demo and train­ing ses­sions.” LG will in­tro­duce a part­ner por­tal in Jan­uary 2014 to chan­nel­ize all its schemes and pro­grams.

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