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Pacific Adopts Innovative Methods For Growth

Biswajit.HD

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In FY2010-11, Pacific Infotech clocked a topline of `224 crore, a 32 percent rise over the FY2009-10 topline of `170 crore. Of this, sub-distribution contributed 60 percent and the rest came from corporate reselling.



The company attributed its growth in sub-distribution to its major focus on notebooks (that contributed 40 percent of overall revenue) and peripherals (that contributed 20 percent). “We also signed on several new vendors such as Panasonic, TVSE, Zebra, and Argox,” said Kishore Jeswani, CEO, Pacific Infotech.

Pacific signed up with Panasonic for digital cameras, broadcasting cameras and handy cams. With TVSE the deal was for its retail POS and DMPs. It aligned with Zebra and Argox for their barcode scanning and printing products. Pacific is the regional distributor for LG, Epson, Lenovo, Intex, Beetel, Microsoft, TVSE and Sony, and a sub-distributor for Acer.

Last fiscal saw the company sign up with 12 C&F agents to distribute consumables and imported goods in Indore, Bhubaneswar, Guwahati, Lucknow, AP, Kerala and Orissa. “Instead of spending money on opening more branches, we decided to sign up with the C&F agents. This helped us expand rapidly to new geographies,” informed Jeswani. Pacific has seven branches in Mumbai, Thane, Kalyan, Goa, Ahmedabad, Rajkot and Delhi.

Pacific diversified into online sales and started distributing products to sites like Naaptol and Indiatimes.com, and TV shopping channels like Star CJ. The company also strengthened its value-added distribution portfolio. “Last fiscal we helped many of our partners execute projects for LIC, NIC, railways and some large banks. We provide partners support from pre-sales to implementation to post-sales,” Jeswani said.

Pacific created a team of five people to evaluate the credit worthiness of partners and customers. “Apart from putting a strong credit policy and management system in place, we also strengthened our inventory management system,” said Jeswani.

In the current fiscal the regional distributor has ventured into providing reverse logistics and warranty repairs services. “In the past six months we have put in place infrastructure and resources to provide L1 and L2 services at all our seven branches,” Jeswani said. “Next fiscal we will add L3 and L4 support and also offer remote infrastructure management services. We are keen on becoming a strong regional reverse logistics player.”

Pacific Infotech aims to achieve a turnover of `1,000 crore in the next five years.

source : crn
 
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