Pacific Infotech continued its focus on bottom line and gradually expanded its reach to the north and east region, while envisaging plans for south too

Pacific Infotech grew by only eight percent, from Rs 125 crore in 2004-05 to Rs 135 crore in 2005-06. Considering the range of product portfolio Pacific carries, this growth is not very pleasing. However, it may be recalled that Pacific Infotech had consciously taken a decision to maintain its top line and focus more on higher bottom line. Well, that is what Pacific Infotech appears to have done in the financial year 2005-06.

Interestingly, the year 2005-06 was an eventful one for Pacific. For the first time the company thought about increasing its presence in the northern and eastern parts of the company. It opened branch offices in New Delhi and Kolkata. Earlier, Pacific was operating in the North through C&F agents. The move obviously is to tap the large customer base that Delhi offers. Pacific got a good amount of business from cities like Chandigarh, Jaipur and Haryana, besides fulfilling orders in smaller cities.

	15
MD: Kishore Jaswani
Highlights Increased its presence in the North and East regions Added products that require value-addition Focused on bottom line more than the topline Covered up for networking products that were missing in the list

Now that Pacific has established itself well in the North and East markets, its next target is the South, which essentially mean setting up of a local office in Bangalore. In the month of November 2005, Asus appointed Pacific Infotech for its networking products such as server barebones, server boards, switches, routers and wireless products.

Pacific also opted for the national distribution of IMSI's Cad-Cam software targeted at architects, engineers and the manufacturing industry. This was the first time IMSI was entering India with its product. The go-to-market strategy for this product was through the channel. The inclusion of such products to its kitty also helped Pacific achieve higher margins. The fact that Pacific appointed engineers of Aptech to train partners of this software, shows the level of interest Pacific has taken to add value to its business. When Epson dumped its national distributors for its printer business, Pacific Infotech was among the 12 dealers who were appointed as Epson Business Partners (EBPs) across the country.

Page(s)   1