TECH PACIFIC Steady Rise

For
the Mumbai-based Tech Pacific India, it was a memorable year. The company became
a fully-owned subsidiary with Tech Pacific Group buying the remaining 50% equity
from Godrej & Boyce. Tech Pacific registered a sales turnover of Rs 1,172
crore, up 62% over the previous year’s Rs 728 crore. The company maintained a
steady growth in the early three quarters, but leapfrogged in the fourth one.
Region-wise, west topped the contributors’ list at Rs 481 crore of the total.

The success of Tech Pacific can be
attributed to an undiluted focus on its customers.
Other distributors tried to emulate the policies and processes of Tech Pacific,
but lagged behind. Tech Pacific’s business model is aimed at understanding the
local market for technology products and on applying its distribution expertise
to the benefits of its channel partners. Based on a two-tier distribution model,
it comprises distribution of IT products and consists of channel profiles.
Channels addressed by the company include system assemblers, supplies
specialists, system

integrators, traditional dealers,
networking specialists, software resellers, retailers and OEMs. The company
possesses one of the best human resource talents in IT distribution.

Becoming the fully-owned subsidiary of
the Tech Pacific group has opened newer business avenues for the company. It
will have the advantages of global Tech Pacific initiatives and availability of
other resources to sustain growth. The new entrants in this field are already
facing the heat as Tech Pacific continues to garner a sizeable chunk of the
market share.

During the year, Tech Pacific undertook
initiatives to develop value-added distribution businesses through a
high-resource vertical organization. The company worked through a limited set of
system integrators, to provide them with sizing, and extensive technical and
configuration support. The idea was to enable them to penetrate diverse areas
like Unix, networking and software products in small and medium business
segments.

Tech Pacific successfully leveraged on
its core competencies, built mainly around quality delivery to its customers
along with a blend of customer base, product knowledge and product mix.

The company continued to have an upward
spiral in its traditionally strong areas like peripherals and components, and
heavily invested in IT. Decision-making, an essential ingredient in driving
business remained one of the focus areas. Tech Pacific made good use of an
effective MIS system supported by a fully-customized ERP solution.

Realizing
that online information on important parameters facilitates the management in
taking better decisions, Tech Pacific had an online information management
system in place. Using a VSAT link, the system interconnected its 22 branch
offices and 15 warehouses, thereby ensuring online connectivity at remote sites.
Superior warehousing and logistics infrastructure are prime catalysts for a
distributor’s effectiveness. Accordingly, it had tie-ups with local courier
companies and order tracking facilities which enabled it to offer timely
services.

For the future, Tech Pacific is looking
at introducing web processes to the traditional business model to improve
customer service and reduce costs. Innovating, adapting to market conditions and
building customer loyalty, thereby adding value to its offering, appears to be
its game plan in the next fiscal. DQ