Top 25 Distis: Lalani Infotech

SILVER CLUB RANK (2010-11): 18

Necessarily an eastern player focused
on business only in the Orissa-West Bengal-Northeast Region, the
company has registered 15% growth performed exceedingly well
especially in the office automation vertical together with the
printing portfolio. However, the largest chunk of success came in
from its own brand Kanry which went ahead to carry on its legacy of
IT products besides bringing in accessories range and the office
automation product line. Repeating its strategy to that of FY 09-10,
this year too, the company maintained its concentration on few
vendors adding just one (Fullmark) in its tie-ups. The consolidation
process seems to be over by October 2011 after which Lalani Infotech
is set to focus over new appointments and branch expansions in new
geographies.

However, the company is keen to
maintain its eastern focus instead of opting to go for other regions.
With major focus on HP, Dell and AOC besides its regular interest in
Canon, the company has considerably concentrated on its own
peripheral brand, Kanry expanding the product base to include
specialty office products like document laminators, paper shredders
and other automation products. While HP continues to contribute to
25% of its revenue with AOC sharing the next chunk at an estimated
10%, Canon, Tata Teleservices and Panasonic continues to feature as
the primary productlines. However, last FY, the ties with Kyocera
weakened as a natural phenomenon of the vendor's losing focus over
India
paving the road for Fullmark to feature as the new addition.