Ingram Micro announces India team

Six months after the blockbuster Ingram Micro-Tech Pacific merger went

rolling, the top management at Ingram Micro has announced the closure of the

merger and the team for India operations. Integrating two major distribution

houses was no mean task. Working out their synergies, identifying the business

divisions through product groups, integrating the team and leveraging the

presence-it involved intense brain storming and close coordination.

K Jaishankar, the CEO of Tech Pacific India, took over the reigns as Managing

Director of the merged entity, Ingram Micro India Pvt Ltd.

S P Rajguru, who was handling the operations at Ingram Micro India as COO,

has been appointed as the Senior Director (Sales) in the new organization,

headquartered in Mumbai with regional offices across India. "We have formed

eight divisions within the organization. These would be the growth engines for

the company," said Jaishankar. He also informed that each regional office,

at least in the major cities such as Delhi, Bangalore and Chennai would be

assigned specific business function with key people driving it from that region.

K Jaishankar Managing Director

According to Jaishankar, M Mohapatra (Tech Pacific) would head the

Peripherals & Supplies Division, while Systems Business is to be handled by

Bimal Das (Tech Pacific). The Components Business is being divided into two-Component

1, focuses on Intel, Seagate and other hard disc drives and will be driven by

Hariharan Easwer (Ingram Micro). He will also be responsible for promoting the

in-house brand Vesta in the market. Component 2 is being headed by Ketan Doshi

(Tech Pacific). He will take care of accounts such Samsung, Microsoft and AMD.

The company has also divided its Value Business into two-Value 1 and Value

2.

K Venkat (Tech Pacific) would head Value 1 focusing on the enterprise

servers, software and security products. He would also be responsible for the

tech support for the vendors, which is a promising segment. The Value 2 business

is to be managed by Sanjiv Mehrotra (Ingram Micro) who would be responsible for

networking portfolio, storage and Sun business.

The Consumer Business (mobile handsets) will be handled by Ravi Katial

(Ingram Micro), who will report to Rajguru. The Exclusive Division is under the

in-charge of Sanjay Achwal (Tech Pacific) who will manage the exclusive accounts

such as HCL, APC, Xerox and Targus, among others.

The Operations function is with S Ravindran (Ingram Micro) who is responsible

for warehouse, logistics and support (after-sales). Dipak Ashar (Tech Pacific)

will be the head of finance as CFO, while Atul Gaur (Tech Pacific) will manage

the credit. Alex Augu-stine (Ingram Micro) is the head of human resources, while

Aloysius Fernandes (Tech Pacific) is the integration manager.

S P Rajguru Senior Director (Sales)

"All business heads will report to me and I will be the final authority

in India. I will, in turn, report to Shailendra Gupta, the COO of Ingram Micro

Asia Pacific (minus China and Hong Kong), who will report to Alain Monie. Monie

is the head of Asia Pacific region for Ingram Micro," detailed Jaishankar.

He stated that care has been taken to ensure that the inte-gration leads to a

strong team at Ingram Micro India. "Now, we have a much larger team with

clearly defined roles, up to the branch level, focusing on specific product

lines and business functions. India is a high opportunity, high growth market

and we can capitalize on it with our wide product offerings and team

strength," he said. According to Jaishankar, during the course of merger

the management had cut-down staff only wherever it was redundant. By and large,

most were retained by the company with meaningful jobs assigned to them."

Talking about the business strategies and expansion programs, Jaishankar

said, the company would look at growth-both organic and inorganic-by the way

of growing business with the existing partners (vendors) and also bringing in

new brands and products.

Consumer electronics is one major focus area for the company, which started

off with the mobile business. Samsung is a big account the company wants to

explore to the fullest before expanding further. It also expects big growth

coming from MP3 players and digicams. "We are looking at creating a new

channel for this and once it is in place, we will add more brands and products.

Similarly, we see a significant opportunity and growth in value business, where

we have created a space for ourselves by deploying a team of highly skilled

people. We will complement vendors' direct sales efforts through channel part-ners,

with much of action happening in the SMB segment and mid markets," he said.

Ingram Micro believes that credit is a key enabler for business and it has

clarified that there is no revision of credit offered to its channel partners.

The company would give the same amount of credit it was earlier offering under

two different accounts-Ingram Micro and Tech Pacific. "As long as the

channel partners meet volumes (they were doing with Tech Pacific and Ingram

Micro), there is no limitation on credit offered to them," Jaishankar

pointed out.

The company will continue its focus on Vesta, the in-house brand, with

systems and components as two divisions. Jaishankar said that -with this

merger, the top three players have been reduced to two.

S Gopikrishna

Divisional Heads

Vertical Sales Heads

• Sanjay Mittal: Value (based in Delhi)
• RM Kaushal: Govt (based in Delhi)
• FA Farouqui: OEM and Strategic Accounts (based in Mumbai)
• NS Bindra: Dollar and Up-country Business (based in Delhi)
• Chandan Bhattacharya: Exclusives (based in Mumbai)

Regional Heads

• Sanjay Zadoo: North I (only Delhi) based in Delhi
• Mukesh Choudhary: North II (except Delhi) based in Delhi
• Abhinav Paracer: South I (Andhra Pradesh, Tamil Nadu, Sri Lanka)
  
  based in Chennai
• Mohanesh Khandpur: South II (Karnataka, Kerala) based in Bangalore
• Cyrus Patel: West I (Mumbai, Pune, Goa) based in Mumbai
• Devender Rawat: West II (Chattisgarh, Gujarat, MP, rest of
  
  Maharashtra) based in Ahmedabad
• K Rajan: East, based in Kolkata

Operations

• S Ravindran: Warehouse, logistics and support
• Dipak Ashar: Finance
• Atul Gaur: Credit
• Alex Augustine: Human Resources
• Aloysius Fernandes: Integration Manager