Indian computer terminal manufacturer VXL Instruments Ltd has set up base in Rugby, Warwickshire in the UK. The 26-year-old firm, which started out making customised process control systems, now claims to own 80% of the Indian terminals market, specialising in Unix-based terminals and terminal servers. The firm now believes it has virtually outgrown its market and is seeking to supplement its fortunes overseas. VXL has over 200 employees and turned over the equivalent of UKP3m last year. It sells its products primarily on an OEM basis, its customers in India including the local subsidiaries of Digital Equipment Corp, Hewlett-Packard Co, Groupe Bull SA, Ing C Olivetti & Co SpA, ICL Plc’s International Computers Indian Manufacture Pte Ltd affiliate, and Unisys Corp. VXL is also currently supplying terminals for use in a large CMC Ltd project to computerise the Indian Railways. In the UK, the company will offer its existing Unix terminals, such as the five-session VM 2745, and within the next six to 12 months will add a full range of ASCII Unix terminal servers and X-terminals at a price that they’re worth. These will be sold directly to OEM customers, and via distributors and value-added resellers to end-users. VXL is aware that breaking into the UK market will not be easy, but the firm says that its products are priced below that of the competition, since all its products are made very cheaply at VXL facilities in India. For this reason also, the company has no intention of setting up a local manufacturing outfit here in the UK – the emphasis here will be on sales, marketing, software and support. The UK operation will be headed by a three-man team made up of marketing director Jay Sav-oor; financial director Dipak Rao and sales director Chris Gamble. Until 1988, VXL’s ownership was split equally between its five directors. Now however, TDICI, a venture capital company owned by the Indian government, has invested in VXL’s future. It has taken a 33% stake in the company which, according to marketing director Mr Mundkur, has helped VXL grow faster. Currently the Indian firm is setting up a multi-million rupee automated, clean environment factory unit on the outskirts of Bangalore in preparation for serving the demands of the UK and continental Europe. Group turnover this year is projected to be around UKP5m. Mundkur says the Indian government is increa-singly easing up on both trading regulations and its policies on foreign companies setting up in the country. As a direct result, IBM Corp has returned to India. And Coca-Cola and Kellogg’s Cornflakes can now, for example, be sold under their own names.
