AGILENT - 'Tough Times Good Performance'

 

 
After breaking off from HP, this T&M company seems to be getting more aggressive in establishing its position in the market. Many thought Agilent Technologies would be just another identity, specially in a country like India, after it separated from HP. They have been proved wrong, thanks to the industry veteran Kewal Khanna, who ensured that Agilent Technologies, remained the T&M leader. Netting a turnover of Rs 105 crore from the total T&M market of Rs 370 crore—is undoubtedly a big achievement. During a period when new networks really did not come up, and the US sanctions on purchase of T&M by large organisations further hit the market, Agilent did a great job by posting a a growth and increasing market share. With its strong R&D, product development and after sales support, Agilent rightly claims to have a lion's share of 60-65 percent in the T&M market catering to the private sector communications companies.

Even though Agilent maintained its leadership position in the Indian communications T&M market during 2000-01, it did not have much to cheer about. While the DoT market did not offer much in terms of orders, neither did the private sector, Agilent’s strength area. This was largely because there was no implementation of new technologies like GPRS or VoIP. Besides, as policy confusion loomed large over cellular operators, they put all network upgradation plans on hold. As such, Agilent had to contend with selling just pieces of boxes, for there were no big orders.

As for the size of business and its turnover during 2000-01, of an estimated communications test and measurement market of Rs 370 crore, Agilent’s share would be around Rs 105 crore or around 30 percent. While the company claims to have a lion’s share i.e. 60-65 percent in the T&M market catering to the private sector communications companies, the tender driven BSNL market remains its Achilles’ heels. Agilent’s share in the DoT’s T&M market wasn’t more than 20 percent. This is largely because of the fact that DoT tenders are won on the basis of the lowest quoted price, something Agilent always finds to be an unfeasible business proposition. However, as there was not much business from DoT last year, the company’s overall communications T&M market share went up.