Interview: Dinesh Nair, Director – Client Enterprise, Lenovo India


Lenovo India, which just lately mixed its offline and on-line retail channels below Lenovo OnDemand service, now permits for customers to browse merchandise on-line and choose them up from the closest offline retailer. Dinesh Nair speaks to Venkata Susmita Biswas concerning the firm’s omnichannel foray, tendencies within the client PC section, and whether or not the surge in demand is right here to remain.

India’s PC market has had a dream run on account of each make money working from home and studying from house. Is that this sustainable past FY22?

Since earlier than the pandemic, for nearly three to 4 years, the business recorded very sluggish progress. Quite a lot of the PC enterprise within the client area was dominated by entry-level merchandise. Because of the pandemic, the market went from about 4 million shipments per yr to 6 million. The back-to-school section is including to the market. Working professionals are additionally upgrading gadgets extra usually, ensuing within the shortening of refresh cycles. Additional, demand for gaming gadgets, particularly merchandise with high-end specs, has greater than doubled over the previous one yr.

For a inhabitants of India’s measurement, the necessity for gadgets will keep. Essentially, the best way we work, examine and work together has shifted. The estimate for shipments this fiscal is 7.5 million items for the patron market. As per present forecasts, the market is projected to develop no less than for the following two to 3 years.

Has the common promoting value surged, too?

The common promoting value has grown by about 30-40% over 2019. Additional, the share of entry-level merchandise has dropped from 40% earlier than March 2020 to 10-15% now. A big a part of our gross sales is above the Rs 50,000 value level. The premium merchandise market has exploded. That is primarily as a result of the utilization patterns and folks’s expectations from their gadgets have utterly modified previously 18 months. Customers need higher cameras and excessive audio high quality on their PCs. Not solely has the amount of gross sales elevated, we see that the entire income alternative out there is at a really completely different stage proper now.

However in keeping with a latest IDC report, client choice is transferring in direction of entry-level PCs…

There may be an obvious want for inexpensive gadgets. As folks have sure expectations from their gadgets, the difficulty now’s what sort of specs may be supplied to customers at an inexpensive value. It’s because element prices have gone up considerably previously 18 months. There are various industries which might be competing for comparable elements and the supply-demand state of affairs will take just a few extra quarters to stabilise. Equally, will probably be a while earlier than we’re capable of cater to this demand.

How considerably has the uptake of tablets modified?

The tablets market was on a decline for a few years, and it largely grew to become very closely listed on business gross sales. However previously 18 months, this has flipped. Client gross sales account for 60% of the general pie, up from 30%. A big a part of the patron demand within the entry-level section is being fulfilled by gadgets like tablets. Earlier, if Rs 10,000 was the most well-liked value level for tablets, we at the moment are seeing a number of progress coming from the Rs 15,000 to Rs 25,000 section.

Lenovo just lately launched an omnichannel retail mannequin. What prompted this?

This service is aimed toward supporting each retail companions and customers. We’ve about 470 shops throughout 180 cities and cities, whose stock is out there on-line. A consumer who logs on to our web site can’t solely go choose up their system from a retailer close by after searching on-line, however may also get same-day supply.

When e-commerce resumed in FY21, there was an enormous spike in gross sales, and on-line gross sales doubled. Of the additional two million items bought final yr over FY20, a million have been bought on-line. At the moment, about 5-6% of the patron enterprise comes from the net channel.

Not like a number of different industries, a major a part of our gross sales takes place offline. Each time the offline market stabilises, we see on-line gross sales come down. That has given us confidence to utilise our power in offline retail and expertise to construct a platform that may match the expectation of the patron when it comes to what an e-commerce website can provide.

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