Looking At The Big Picture

- Gauri Chauhan

INTERVIEW JAPANESE ELECTRONICS giant Sony has been in India for more than two decades. But it was only this year that Sony India appointed its first Indian managing director. Sunil Nayyar, 49, is betting on rising disposable incomes and improved macroeconomic climate in the country to drive Sony’s growth in India, which is one of the company’s top five markets in the world. Nayyar told Fortune India in an interview that Sony India is ramping up its premium range across categories and expects these products to account for around 30-35% of revenues in the next couple of years, up from 20-25% now. Edited excerpts:

You are the first Indian to head Sony India since it entered the country in 1994. What message does Sony want to send with you coming in?

Firstly, an Indian coming to India to head Sony obviously means better connect with the customers, better understanding of the Indian psyche, and better communication with trade partners. I believe people should relate because India is a country where not only professional business sense, but also things like emotional connect work. Two reasons are: I have already worked here so I understand the system and know most of the people whether it’s the channel partners or it’s my own people here in Sony India. Also, being an Indian, I understand the business climate and I should be able to relate well to my people.

How different do you expect your approach to be?

I don’t think it will be much different. Sony has been on course to develop in this market and to create business, and over a period of time we have evolved to develop a premium image in this market.