Amit Sheth, Fo­cus Light­ing & Fix­tures

With over a decade of ex­pe­ri­ence as a light fix­ture man­u­fac­turer and sup­plier, Fo­cus Light­ing & Fix­tures reached a sig­nif­i­cant mile­stone by list­ing its share re­cently on Na­tional Stock Ex­change (NSE). The com­pany that started low-key to bridge the gap bet

VM&RD - - Contents - Satarupa Chakraborty

What prompted you to start a busi­ness deal­ing with light fix­tures with pre­cise fo­cus on re­tail?

Be­fore start­ing in 2005, we got the pulse of the re­tail in­dus­try. At that time, amongst the prod­ucts avail­able in the mar­ket, Ger­man prod­ucts were way too ex­pen­sive and prod­ucts from China were not up to stan­dard.

We in­vested in prod­uct de­sign­ing and tool­ing. It was all pro­pri­etary busi­ness where man­u­fac­tur­ers came in as­sem­bling while qual­ity con­trol was of ours. In my knowl­edge, we were the first com­pany to in­tro­duce LED in re­tail and the sec­ond com­pany to im­port LED to Europe’s re­tail in­dus­try.

We out­sourced un­til our com­pany took over con­trol­ling the qual­ity of man­u­fac­tur­ing through a unit at Kan­di­vali, Mum­bai. The growth has been ex­po­nen­tial since then and has never been less than 25%-30%.

What is your ob­ser­va­tion of the light fix­tures busi­ness for re­tail in In­dia?

Even a few years back, it was a highly un­or­ga­nized sec­tor. The mar­ket was and is still abun­dant with prod­ucts from China to some ex­tent. It was more of a la­bel in­dus­try. What we re­al­ized is that ev­ery lamp be­haves in dif­fer­ent way and in­tri­cate spe­cial­iza­tion is re­quired for higher ef­fi­ciency. None of the com­po­nents are stan­dard in re­tail light­ing fix­tures and lot of times, cus­tomi­sa­tion leads to ef­fec­tive en­ergy sav­ing. We fo­cused highly on per­for­mance test­ing and safety pa­ram­e­ters.

How re­cep­tive have your end users been to­wards adopt­ing ef­fec­tive tech­nolo­gies and un­der­stand­ing the in­tri­cate nu­ances in­volved in light­ing?

I think over the years, ma­jor re­tail­ers and brands have come to be­lieve that OPEX is as im­por­tant as CAPEX is. To­day we are not only work­ing ex­clu­sively with com­pa­nies like Re­liance Brands but also sup­ply to 15-20 brands in the Mid­dle East. This gives us enor­mous con­fi­dence in our ef­fi­ciency not only as man­u­fac­tur­ers but also as con­sul­tants. We are happy that we are bring­ing lot of aware­ness through our site www.elec­tricguru.com. For ex­am­ple, contrary to pop­u­lar myth, lot of Euro­pean brands are much cheaper than Chi­nese ones. And we are prop­a­gat­ing qual­ity over any­thing else.

What is your vi­sion for IPO?

We are ex­pect­ing lot of growth in the re­tail ver­ti­cal. Along side, we are in­vest­ing heav­ily in IOT and a num­ber of state-of-the-art tech­nolo­gies. Hav­ing said these, we have to look for­ward to friendly Gov­ern­ment poli­cies in order to achieve de­sired qual­ity con­trol. To­day, lot of prod­ucts are sold with­out even BIS cer­ti­fi­ca­tion and im­ports are hav­ing nat­u­ral death. How­ever, from 2019 on­wards, we hope to be­gin a par­a­digm shift in re­tail light­ing fix­tures.

Amit Sheth, Man­ag­ing Di­rec­tor, Fo­cus Light­ing & Fix­tures Lim­ited

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