1.Tech Pacific(India) Ltd.:The Numero Uno Of Distribution

The year 1999-2000 marked a new turn for the erstwhile GPTL when Tech Pacific Group bought Godrej and Boyce’s 50 percent stake in the company and thus, Tech Pacific (India) Ltd was born. In order to provide better value-addition to its partners that the company created two divisions in April 2000: one for volume products and the other for value-added products. While the former concentrates on box products where price and place availability play a critical role, the latter deals with enterprise products.

Tech Pacific recorded a turnover of Rs 1,172 in 1999-2000, which was over 62 percent growth compared to the previous year. This year too, the company expects to maintain the same growth. Though the western region contributed Rs 481 crore in 1999-2000, this year sales are expected to be uniformly spread over the four regions.

If during last year, the company represented 25 global vendors, today the number has touched 35, including Acer and Citrix. Two other tie-ups are in the pipeline and should materialize soon.

Currently it has a 4,000 strong channel base. Every time Tech Pacific signs up a new vendor, it increases its channel network to include new members. There is also a channel group called "Inner Circle" of 100 resellers who are given special privileges.

Tech Pacific has pioneered the use of technology in IT distribution. It has managed to adapt and align its technology with business management processes, personnel and customer requirements. At the same time, the company does not want to jump onto the e-business bandwagon recklessly.

In 1999-2000, the company networked its 22 branch offices and 15 warehouses with a VSAT connection. As a contingency measure it also set up a back-up network of high-bandwidth leased lines to ensure an optimum uptime of the network.

Besides this the company also implemented an effective MIS system supported by a customized ERP solution. Currently the company is working on a fully functional web presence in the B2B arena wherein live data, like prices and product availability, is uploaded every 15 minutes. The USP of this site is the induction of a solution wherein channel partners can get prices calculated keeping in mind the local taxation environment.

Though the site was set up over two years ago, Tech Pacific delayed launching it, preferring to wait till it was fully scalable and efficient. Currently only 100 of their partners are involved in the beta testing. The site would be fully operational for all resellers in the next couple of months.

Tech Pacific has held onto the belief that technology is an enabler only when it helps in cutting costs and easing various procedures. This explains why the company decided to go for Voice over IP (VoIP) for their internal functioning.

Unlike most distributors, Tech Pacific avoids taking exclusive distribution rights within the country mainly because it leads to reverse commitments.

Though Tech Pacific carries brand promotions regularly, its focus is more on providing core and consistent value to their partners. One of these is the eight-hour delivery schedule, wherein partners are assured of delivery anywhere in the country within eight hours of placing the order at the call center. This is done through their existing network of 15 warehouses and 25 branches. Four more branch offices will be opened shortly.

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