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R&M is a new entrant in the structured cabling market in India. What are your plans on expanding and strengthening your presence here?
We entered the market one and a half years ago and since then we have seen a remarkable growth of our business here. As India has huge potential, we have decided to set up an office that will further strengthen R&M's position in the Indian market. The Indian office, to be headquartered in Bangalore, will act as a direct contact for R&M's Indian distributors and partners.

How would the new office set up in Bangalore cater to the demands of the customer?
The Indian office is proposed to have an infrastructure to provide sales, customer support and technical support, and will be fully supported by the Dubai office. We shall have a team of professionals with in-depth knowledge and expertise who have gone through an intensive induction and training program at the R&M's European head office in Switzerland. The office will offer a range of products from their latest cabling solutions including the leading 10 GB Ethernet, security system, and carrier cabling solutions which include fiber optic and copper solutions for carrier applications.

What is the kind of market R&M has captured in India so far?
R&M already has a strong track record of success in Indian Market, particularly in the IT/ITES and finance sector. R&M's users in India include companies such as Bosch, IBM, Freescale, Regus, Spacematrix, ABN AMRO Bank, Tech Mahindra, Hyderabad and Bangalore International Airports, etc. We are supported strongly by partners like TVSICS, and have long relationship with Wipro, IBM, Avaya Global and regional SIs like BNA, Kalyx, Computer Factory, etc.

What are the sales revenue earned in India since you began your operations in 2005?
We have clocked sales for $1 mn in 2005 and this year we have achieved $5 mn. Our projection for 2007 is to have sales revenue upto $ 7 mn in India. R&M worldwide turnover is currently $160 mn and MEA & Indian market is expected to contribute over 10% of R&M's Global sales in 2007.

How do you perceive the Indian market for structured cabling?
We feel it is maturing fast. Earlier the focus of the customers was on cost, but now quality has taken the center stage. R&M structured cabling solutions are all about quality, security, continuity, innovation and flexibility. We supply the same quality of product to the worldwide market whether the US, Europe or Asia Pacific. We are confident that customers see our advantage over competitors and we hope to be no. 1 soon in the market.

What new verticals will R&M be focusing on in 2007?
Next year we hope to go after carrier market and industrial cabling in a big way. This will require more channel partners and more system integrators. Thus, we are increasing our workforce and will double it by next year. Telecom and manufacturing are the emerging global markets in India and we are ready to target them with our niche product portfolio.

Malovika Rao
malovikar@cybermedia.co.in