Iris Computers : Growth Plans Afoot

Last FY saw Iris Computers take some strategic decisions in line with its
growth plans. To bring delegation into the system, the company created three new
verticals and added three business managers to man these verticals. These
managers are responsible for the total revenue of the brands under them.

The new verticals created were for HP, Lenovo/Microsoft and IBM/APC product
portfolios, each a Rs 300 crore business for Iris. This decision stood the
company in good stead as it helped in managing its portfolio and giving equal
focus to each business group.

On the channel front, the distributor added 500 new partners to its network,
bringing the total to 2,500 partners. While there was not much action on the
geographical expansion front, Iris entered the markets of Bihar and Jharkhand.
Upcountry was a major focus area for the distributor and much emphasis was given
to expanding to regions in North, Andhra Pradesh and Karnataka in South.

Despite the challenges, the distribution major faced during the last FY, it
still managed to post a turnover of Rs 924 crore, with a growth of 21 percent
over the previous fiscal. During the economic downturn collections were the
biggest challenge for the company. With focus on education, government and
defense sectors Iris overcame this hurdle. About 30 percent of its business came
from these sectors. Another lesson learned from the slowdown was exercising
caution while giving credit to partners.

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SILVER CLUB RANK (2007-08): 6
PROFILE
CEO: Sanjiv Krishen Start-up year: 1996 Employees: 247 Collaborations: IBM, Lenovo, HP, Microsoft, Raritan, HCL, Dell, APC, TVS-E, etc Address: A-155, Road #4, Mahipalpur, New Delhi - 110037 Tel: 26782505 Website: www.iriscomputers
HIGHLIGHTS Created three new verticals for HP, Lenovo/Microsoft and IBM/APC product portfolios Tied up with A-Data and MSI

The Northern region contributed 51 percent of business for Iris followed by
South at 25 percent and West with 18 percent with East bringing in the rest.

The distributor will also be expanding its product line and geographical
reach into the upcountry regions of India. This year it has already tied up with
A-Data and MSI. Among its achievements, was being recognized by Lenovo as Best
Distributor for the commercial business. IBM also awarded Iris Computers as Best
Distributor for the server business.