|
WE BEFORE THE PRESS: “PROFILE CHANGES, TRADITIONS REMAIN”.
NEW HORIZONS “[NTTS] ENERGY”
Russian company “[NTTS] energy” has long ago conquered authority on the Russian telecommunication market and formed durable bonds for the sake of many customers. Until recently it achieved deliveries of exceptionally domestic communication equipment, but against the beginning of 2003 the solution to open the direction of the distribution of the telecommunication equipment for foreign production was accepted. In connection with this the activity of company was divided beside two directions: newly created “the optimum Of [komyunikeyshenz]” will continue the deliveries of Russian technology, and preserved familiar by many stamp “[NTTS] energy” - delivery of imported equipment. About how company it will build its work due to the new conditions, to our reviewer described commercial director “[NTTS] energy” Aleksey [Gladchenko].
- - Describe, if you please, it is in more detail that it led down the separation of company and when it occurred.
- The reason for separation is simple: the development of company required output down the new segments of market, for the effective work before which is required narrower specialization. Was first created the department of the equipment Of lucent Of technologies and Tyco/Electronics/Raychem, then the decision to divide activity beside two directions is made, each of which will have their consumer niche, which will make it possible to ensure the more complete satisfaction of the needs of clients.
It is necessary to note that the clients are today interested before the acquisition both of domestic and imported telecommunication equipment. We work with the foreign producers, who supply equipment and accessories for the major highly technological projects, and also the production, calculated at the point of the small user, who uses new contemporary technologies. First of all this concerns [optovolokna]: are today already laid thousands of kilometers of the [optovolokonnykh] mains, there are many [optovolokonnykh] lines in Moscow and Saint Petersburg, other large cities. The explosion of the fiber-optic lines of communications forces operators to use equipment of the corresponding level. Specifically, down the deliveries of this equipment we are now oriented.
- - Your company leaves at the point of the already occupied market for the deliveries of foreign communication equipment. What competitive advantages do make possible at the point of you to hope at the point of the success?
- A question is very vital. Based on one side, we propose to customer active equipment - transmission system Of sDH/mini-SDH of the production Of lucent Of technologies, with another - we satisfy the need at the point of the line-cable equipment. As far as Lucent Of technologies are concerned, we are far from only the mill of [shchiki] of its production on the Russian market. Our advantage consists, first of all, besides the fact that we small company and therefore can work flexibly, it is effective, with the minimum overhead expenses, and the main thing - is operational. Such properties make it possible effectively to compete with other suppliers.
Second advantage - composition of the association. Is the highly skilled specialists with the great knowledge and the practical experience, for example, of participation before the creation of large transmission networks “[Rostelekoma]” and “the trans-tele-coma” of the level STM-16. Our colleagues pass special instruction and they can be dismantled against the problems of customer, select for it optimal solution, [konfigurirovat] and fix equipment. We always consider the plans of the development of client network, warning customers against the blind versions, not calculated at the point of the prospect.
- - Large [distribyutory] do have usually high reductions from the supplier and a good technical support - as you do intend to compete with them?
- All [distribyutory] have equal conditions from the suppliers - both on the prices besides the equipment and on the technical support. Moreover, always does not have value price - now and then the rapidity of decision making is much more important. Frequently customer prefers to purchase equipment as fast as possible, without expecting delivery to one-and-a-half even more than a month. We this understand and accentuate attention before the effectiveness of deliveries. We hold on the storage “strategic” it stored up equipment in order to ensure the operational fulfillment of orders.
One additional plus of our company lies in the fact that in the years of work we acquired by financial connections, they knew how to form the specific diagrams of work - they continue effectively to work. We can allow equipment on credit, with the installment of payment, in the field testing and so forth - to each buyer we find individual approach.
- - As you do build work with the clients?
- Down us turn themselves “old” clients “OF [NTTS] “energy”, in which the circle of tasks is enlarged and the need at the point of the imported equipment appears. Come the new clients, who learn about our possibilities from the associates, from the advertizing publications before the press. Many of them are oriented to contemporary highly technological telecommunication equipment.
We work also with the assembly organizations and directly with the operators of connection as the system integrator, participate before the projects diverse before the method of realization, tenders - versions there are very many. The equipment, which we supply, is characterized by high quality and with the correct installation, the installation and the adjustment many years serve without the failures. It passes required [predprodazhnuyu] checking, and what is more - we try to maximally adapt equipment to the needs of customer even before the stage of the [predprodazhnoy] preparation: we obtain based on it the necessary information and respectively [konfiguriruem] and we tune equipment so that the client could operationally put him into use. If customer does not allow the unqualified maintenance, no problems usually he appears, although we are ready to perform guarantee repair and have available the possibility “hot replacement”, which makes it possible to perform repair, without disrupting the work of network.
Cable equipment is developed taking into account the rapid installation, which does not require high qualification, and it is, naturally, supplied for the sake of the detailed procedures. If necessary we can consult personnel of customer and demonstrate the methods of installation. For example, the instruction before the installation of the heat-shrinkable clutches, which are used for the connection, the repair and branching off the copper cables, occupies approximately 2 hours, and very installation of clutch - minutes 10-15.
- - The company Of lucent Of technologies on the Russian market they know well. Describe, if you please, about your second supplier.
- Tyco/Electronics/Raychem - American corporation, which unites about 500 company- producers of equipment, from whom approximately 70 are occupied by the telecommunication equipment (among them such well-known companies as AMP, Raychem, Mondragon so forth). Before the company the large staff of scientific workers, its of NII (Scientific Research Institute), are obtained numerous patents - everything is directed down to that in order to create equipment simple and convenient before the use and at the same time exceptionally reliable. For example, “the period of life” of the same heat-shrinkable clutch with the correct installation is 50-70 years.
It is possible with the confidence to assert that Tyco/Electronics/Raychem - leader in its region. The basis of leadership composes the fact that the company packs enormous means beside the study of the needs of market and development of its technologies (for example, hydrophobic gels, the heat-shrinkable articles so forth).
- - Is certified in Russia the production, which you do propose?
- The equipment Of lucent Of technologies complex and expensive, it is subject to required certification. The situation is somewhat different based on Tyco/Electronics/Raychem: before the rule of the telecommunication equipment of firm of approximately 15 thousand designations, and for many of them the certification is not required. Is certified only the equipment, which is used before the projects, which are subject down registration before [Gossvyaznadzore] or other public organs. Naturally, in our suppliers the new developments, which pass certification (now, for example, the new models of cross-connecting equipment), constantly appear.
- - That you do undertake in order to acquaint potential customers for the sake of the new sphere of activity “[NTTS] “energy”?
- Method is known - contact. We try to report information to our future customers, especially in the regions remote from the capital. It is necessary to make large efforts so that the potential clients would learn about our new possibilities. We participated before the Siberian fair “Of [sibSvyaz]” (g. Novosibirsk), before the exhibition “[KabelEkspo]” before Sokolniks, before the exhibition “[SekyurEkspo]” (g. Krasnodar); we plan to participate before a whole series of regional exhibitions. We invest beside this activity big enough means. We even against the beginning of way act taking into account the prolonged prospect.
- - I the traditional question: are such your nearest plans?
- Now our primary task - adjusting of commercial activity, the development of new direction. The association of small - we try “not to fan” states, but to maximally effectively use the existing potential of the colleagues: we conduct their instruction, is expansible horizon, we help to study entire rule of the supplied equipment so that they could competently and fully answer the demands of potential clients. The association of young and friendly, situation is almost family. Before the solidarity of command the great advantage of our company also consists. By the way, and office is new, is spacious, is equipped equip for the sake of the last word of technology. To crowd is not necessary, to eat reserve of area for completing the staff of company, there is by small a showroom, before which it is possible to be introduced down the production moved by us. In the future we look with the confidence and will try to preserve and to continue entire the good before our company, it was possible to reach what in these years.
Conversation conducted Yuri [Kurochkin],
The journal “Mir of connection, CONNECT”
At present the advertisement of our firm and products can be found beyond the pages
very many central publications, such as:
 “The herald of connection”
“Electrical communication”
“Technology and the means of connection”
“Mir of connection, CONNECT”
“Networks and the communication system”
“[InformKurer] connection”
|
 |
