HSM was formed through acquisition of two large companies in AIDC space? Are more companies on the radar?
Juvanon: In 2007, Honeywell foresaw ‘Scanning and Mobility’ to encompass a tremendous growth across enterprise customers. Hence, the decision to acquire Hand Held Products (HHP) in 2007 and Metrologic Instruments - a manufacturer of laser and mobile imaging and remote scanning in 2008. In year 2009, we integrated the two companies and formed HSM (Honeywell Scanning & Mobility). We are further using our R& D capability to develop market around the integrated product portfolio. We have dominant position in the market but the overall AIDC industry is poised for a much bigger growth.
To take advantage of latest trends of wireless and mobility, we do due diligence to move to the next level. Just like any big company to the size of Honeywell, acquisitions are part of the DNA.
HSM is very optimistic on handhelds and related offerings for mobility space across enterprises? What is the roadmap?
Juvanon: There is a trend of enterprises empowering employees with mobile computers. They are expanding their mobile employee force to offer their services which are much closer to customer. Beyond logistics and warehouse applications, handhelds are now used by sales / accounting people and other departments. Apart from large enterprises, SMEs are also using mobility solutions to increase productivity. In the pipeline, there are big names but also small organizations which will be big tomorrow. HSM also provides advanced software, service and professional solutions, enabling customers to effectively manage data and assets.
Apart from mobility, what trends will drive AIDC market in India?
Juvanon: We tend to relate the AIDC (Automatic Identification and Data Collection) trends with verticals. Retail market is developing fast in
What is a typical pitch for a solution provider for the needs of enterprise customers?
Juvanon : The piece we are attacking is from customer application point of view. A scanner is more of velocity offering which requires high service availability and flexibility is leveraged through resellers and VARs. Mobility (like handhelds etc) demand a bundled offer of hardware and solution. Dolphin 6100 and Dolphin 6500 are light and rugged handheld computers getting popular in Indian enterprise space. In the partner program, we have benefits like incentives, training.MDF, marketing activities. Services are critical for a partner to maintain loyalty with end customer on a long term basis.
How are you wrapping the channel strategy in India around your product offerings?
Juvanon: HSM operates through two tier distribution model to leverage the reach and strength of channel ecosystem. For mobility, there is clear goal to align with solutions selling companies like systems integrators and ISVs. They can bundle our hardware and offer a complete solution to an enterprise customer. We see tremendous scope for growth in mobility in
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