Videocon takes 'bulk' route to fire up AC sales

Videocon Industries is looking to tap business segment to push up its air conditioner sales, targeting about 25 per cent of its total turnover to come from the category.
The company, which is aiming at a turnover of Rs 1,100 crore from air conditioners this fiscal, is putting special focus on bulk sales to real estate projects, government institutions and banks and has created a separate team in the AC vertical for the same.
"We expect that around 20-25 per cent of our sales this fiscal to come from the B2B segment," Videocon Industries COO (air conditioner) Sanjeev Bakshi said.

This fiscal, Videocon is aiming to sell around 4.5 lakh units of ACs with a total sales of around Rs 1,100 crore, against a sale of around 2.70 lakh units with a sales of around Rs 575 crore last year.
On the potential of the B2B segment, Bakshi said the realty segment offered the biggest opportunity, considering the number of housing units that are in the pipeline to be delivered across the country.
Besides, opportunities are also coming in from the government's side, he said.

In order to drive volume, Bakshi said the company would also enhance sales network to 9,000 from its present 3,800 by the end of this year.

"We have also extended our line-up to 65 models this year, from 36 last year," he added.
Videocon sells ACs ranging from Rs 28,000 to Rs 47,000 and some 90 per cent sales come from split models and the rest 10 per cent from window units.