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BRANDS:
3com, Acer, AMD, Adobe, AMP NetConnect, Apple, APC, Autodesk, BenQ, Borland, Canon, Checkpoint, Cisco, Citrix, CA, Emerson, Epso, Fortinet, Gigabyte, HCL, HP, Hitachi, IBM, Intel, Internet Security Systems, Intransa, Iomega
BRANCHES: 37
DEALERS: 9,000
ADDRESS: MF7, Cipet Hostel Road, Thiruvika Industrial Estate, Ekkatuthangal, Chennai 600097
TEL: 044-22333071
SILVER CLUB RANK (2003-04): 4 |
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| STRENGTHS |
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Global acquisition of Tech Pacific pushed Ingram to top slot in distribution nationally |
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Leveraged and managed huge reseller network to its benefit |
| CHALLLENGES |
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Post-merger, process-related issues and conflicting product lines can create problems |
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Sudden exit of market-savvy head like SP Rajguru can reduce its aggression
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Taking a cue from the growth of the enterprise sector in the Indian region,
it was 2002-03 when the company decided to form strategic groups such as
enterprise & systems and software. This has paid rich dividends for the
company's growth, which contributed 12%-13% to its overall turnover.
The systems division grew by nearly 56% from Rs 385 crore in 2003-04 to Rs
599 crore last year, much because of the rising buying power at the hands of
consumer PC business where MNC brands gained a lot of momentum over the
assembled sector, as prices narrowed between the two. Consequently, revenues in
software grew by a whopping 64%.
Under the networking segment, the company garnered Rs 214 crore, while it
made Rs 200 crore in FY 2002-03. The peripherals business also registered a
modest growth from Rs 550 crore to Rs 641 crore in 2004-05. Services was a new
opportunity area for the company where it made Rs 406 crore. Moving forward,
this is one area where the company is likely to put more focus.
While HP and Samsung brands emerged as clear winners for the company
contributing 30%, its own brand, the company gave up its notebook business
mainly because of frequent fall in prices and cut-throat competition triggered
by multi-national brands.
It registered a decent growth with other product and component ranges
including servers, UPS and business card readers. Other strategic initiatives,
such as TOPS-a buy-back scheme-also helped the company to grow.
The year 2004-05 can be termed as a period when Ingram Micro grew not only in
revenues, but also in size over the last year as it acquired another leading
distribution company-Tech Pacific. The combined entity will stand at Rs 4,880
crore.
Together, the distribution giant now can easily boast of having products and
services from a range of 55 leading IT vendors, and more than 12,000 resellers
in its national umbrella of network. Krishnan Jaishankar, the CEO of Tech
Pacific India, takes over the reigns as managing director of the merged entity.
SP Rajguru, who was handling the operations at Ingram Micro India as COO, was
appointed senior director (Sales) in the new entity. It is interesting to note
that Rajguru has recently announced his resignation from Ingram Micro and taking
a huge experience behind himself, he is likely to start a venture on his own.
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