A Taiwanese major has become second biggest consumer notebook brand in a market that has been sliding over the last few quarters. Can ASUS topple HP to become biggest in India?
Asus dominate the entire premium segment from Rs80,000 to Rs2 lakh of gaming laptop.
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Arnold Su starts the conversation by baring his ambitions. “Our goal is to reach the number one position in India,” underlines the vice-president (consumer and gaming PC), system business group of ASUS India. The Taiwanese biggie entered India by rolling out motherboards and graphic cards in 2000. Six years later, in 2006, it launched ‘Republic of Gamers’ (ROG) brand for gaming, introduced first gaming laptop in 2007, and after twelve months started focusing on the notebook business in the country. “India has been a tough market,” says Su, who came to India in 2012. Back then, there were over a dozen laptop brands, and ASUS languished at the lower tier of the pecking order. Over a decade later, in the first quarter of this year, ASUS became the second biggest by grabbing a 17.90 percent market share in the consumer laptop segment, and zoomed ahead of rivals Lenovo, Dell and Acer. “Now, we want to become biggest,” Su reiterates.
The trek to the second slot has not been easy. Su explains the early challenges. For any foreign brand, if the size of the country comes as an eye-popping opportunity, the sheer diversity turns out to be intimidating. “When we entered such a big market, the most difficult part was to realise that it’s not just a single country,” says Su. “It's a kind of countries within a country,” he exclaims. Every state has different culture, requirements, consumers, and taste. “So, the strategy to cater to such a heterogeneous market was a big challenge,” he recalls.
One big learning was one size doesn’t fit all. “We realised that not every state will require same product,” says Su. Take, for instance, screen size. Users in the Northeast require 14 inch screen but the rest of India needs 15.6 inch. One can’t design a general marketing strategy for the country. Any plan must have layers and marketing and advertising nuances. “You need to have a customised plan for different states,” he says.
A sharp focus on technology helped them in establishing foothold. “What differentiates us from our competitors is that we are not here to sell me-too products,” Su adds. “We are here to sell technology,” He underlines by dishing out examples of how the brand stayed ahead of the curve. In 2007, ASUS launched the first mini laptop, a 10 inch screen, in India. In 2011, it was the first brand to launch ZenBook, a thin, lightweight and high-end laptop. “In 2013, we launched the detachable laptop, and in 2019 we rolled out dual-screen laptop,” says Su, adding that back in 2006, ASUS was the first brand to launch gaming laptops in the world.