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BRANDS:
IBM, Motorola, BenQ, HP, Acer, Motorola
EMPLOYEES: 176
ADDRESS: E-69, Vasant Marg, Vasant Vihar, New Delhi 110057
TEL: 011-26146808
SILVER CLUB RANK (2003-04): 6 |
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| STRENGTHS |
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Tied up with Netlink Ranve to set up call centers |
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Added IBM and BenQ products to its
portfolio |
| CHALLLENGES |
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Discontinued SonicWall due to lack of vendor support |
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Slow pace at penetrating smaller cities |
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New Delhi-based Iris Computer's growth rate of 11% in 2004-05 was way
lesser than the 38% revenue jump it had experienced the previous fiscal. But the
company went ahead and tied up with a few vendors in a bid to keep that growth
rate going up.
It added IBM printers, P-Series Unix-based PCs and storage products to its
kitty. BenQ monitors were also included to the product line. Initially, it
started selling 200 BenQ monitors monthly, which it escalated to 2,000 units.
This rakes in Rs 2 crore every month from just one product line.
The company discontinued distribution for SonicWall firewall due to feeble
sales and less support provided by the vendor. It had added this principal a
year back and had taken Rs 30 lakh inventory from SonicWall, and more than half
of it is still with Iris.
For Iris, HP and IBM-Lenovo both bring Rs 150 crore business, whereas Acer
and BenQ adds Rs 25 crore each. Motorola mobiles add another 2% to 3% share in
the overall business. Iris' own brand of PCs is also on the verge of being
pulled out as it has made very bleak profits from the product.
Iris did a Rs 2.8 crore project for NTPC and supplied several thousands
notebooks to educational institutes. It expects to earn Rs 50 crore each from
the Government, power sector and educational institutes segments. The company is
looking forward to add networking, power conditioning and security products in
to its portfolio.
It moved in B- and C-class cities like Jammu, Guwahati, Coimbatore,
Bhubaneswar and Ludhiana. The company is determined to open at least five new
offices every year. Currently, it has offices in 18 locations and they all are
branch cum stocking points.
It gets 90% business from distribution and the remaining 10% from direct
sales. Iris pulled off 70% of its distribution business from A-class cities
through more than 1,100 resellers. The disty adds 200-300 channel partners every
year.
This year the company opened its new warehouse in Delhi and will soon open
its new office in Rajasthan for PCs and Motorola mobile phones. This year, Iris
plans to achieve a turnover of Rs 400 crore. It has total manpower strength of
190 and new recruitments are done with 10% additions every year.
IBM adjudged it as the best distributor for its X-Series servers. The year
also saw the disty setting itself a target of achieving Rs 1,000 crore in three
years and working on expansions.
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