[caption id="attachment_2504" align="alignright" width="132" caption="Dinesh Agarwal, CEO, IndiaMart"][/caption] In Part 2 of a three part interview, Dinesh Agarwal, CEO of IndiaMart, talks about the companys plans for expansion, how he expects his client base to evolve and how he started out. Interestingly, he also mentioned that prior to raising funds, the B2C part of their business - Indian Gifts Portal - was hived off. Agarwal is not looking at the B2C space... Q. What are your expansion plans? Ans. There are 2-3 things: We have started to utilize our database of SMEs (Small and Medium Enterprises) to expand our offerings. We participate in almost 150 trade fairs across the world - half of them in India, half outside - and end up spending almost a million dollars per year on that. To strengthen our buyer relationships we came out with a sourcing guide or a buyers guide, which lists our clients, and has additional advertising for revenues. That also brings buyers back to IndiaMart.com as a platform for updated information. Most of the big companies in our space have been print Yellow Pages initiatives that have gone to the Internet. For us, going to Print is a buyer acquisition strategy, and there can be other media like mobile and Interactive TV going forward. The other is a geographical expansion - we cover about 60-100 cities from 25 offices across india, and we want to penetrate deeper and broader into Indian territories, going into Tier 2 and Tier 3 cities as…
