Top 25 Distis: Iris Computers

SILVER CLUB RANK (2010-11): 9

Continuing the year FY10 was a flat
year for Iris. Its desire to cross Rs1,000 crore mark turnover was
further delayed due to lack of cash flow. The distributor also lost
money to the tune of Rs2 crore in one of the defaulter cases. With
focus on the education, government, and defense sectors, Iris
overcame this hurdle. About 30% of its business came from these
sectors. Another lesson learned from the slowdown was exercising
caution while giving credit to partners. It bagged and executed large
notebook and other IT products orders in the education sector, from
KIIT Bhubneswar, Amity University in Noida and consultancy firms like
KPMG, Ernst&Young, PwC, One97, to the state government projects
like Chennai airport, Cyberage Goa, and BEL etc. Looking at the
region-wise breakup, the northern region contributed 55% of the
business for Iris, followed by South at 25% and West with 17%, while
East brought the rest. Iris also expanded its distribution platter
and diversified into new areas such as power conditioning, solar,
telecom, and security and surveillance.

The new brands joined its products
portfolio were Dell, Belkin, Canon and Zicom. For the next fiscal, it
has added more vendors like Lexmark, ViewSonic, Numeric, etc Iris has
4 key distribution businesses which include-PC division, telecom
division, power and Iris Care. The distributor plans to grow its
power business to Rs50- 100 crore, and IT division to Rs700-800 crore
in the FY11. It has intend to grow its mobile division to have a
Rs100 crore business wherein, Iris Care will contribute Rs30 crore.
Moreover, it is also looking for partnering with more telecom
companies.