Early en­gage­ment, seam­less li­ais­ing with ven­dors and part­ners and tightly con­trolled op­er­a­tional ef­fi­cien­cies helped this or­gan­i­sa­tion

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Red­ing­ton India had a good 2018-19, reg­is­ter­ing 11.6% growth. Its rev­enue in FY 2018-19 was USD 2,900 Mn, as against Rs. 17,879 crores in FY 2017-18 (Apr-Mar). This pro­jected growth of 11.6% for the year.

Strong en­gage­ment with PC ven­dors helped grow the PC rev­enue even dur­ing a pe­riod of over­all flat in­dus­try growth. RIL also grew the wal­let share in Print HW and Print Con­sum­ables with ma­jor printer ven­dors through ef­fec­tive align­ment with their GTM strate­gies.

In the En­ter­prise & In­fra­struc­ture space, early en­gage­ment, seam­less li­ais­ing with ven­dors and part­ners and tightly con­trolled op­er­a­tional ef­fi­cien­cies helped us cap­ture some of the largest ever project or­ders ex­e­cuted by a dis­trib­u­tor.

The cloud-busi­ness dou­bled, quar­ter-on-quar­ter, each quar­ter, dur­ing FY 18-19.Red­ing­ton’s Cloud Man­aged Ser­vices Busi­ness started show­ing mean­ing­ful trac­tion, with wins in a few pres­ti­gious cus­tomer ac­counts. RIL also fo­cused on im­prov­ing op­er­a­tional lever­age and Opex Op­ti­miza­tion across func­tions.

RIL de­liv­ered a dou­ble-digit rev­enue growth and com­men­su­rate earn­ing, while main­tain­ing strict em­pha­sis on busi­ness hy­giene. The cloud busi­ness ver­ti­cal main­tained very strong mo­men­tum, and de­liv­ered out­stand­ing busi­ness re­sults, while be­ing ac­knowl­edged by all lead­ing cloud ven­dors as the best model adopted by a dis­trib­u­tor, not only in India, but in the en­tire APAC re­gion.

Dif­fi­cult credit en­vi­ron­ment im­pacted busi­ness hy­giene and has put strain on work­ing cap­i­tal re­quire­ment. De­mands for longer credit pe­ri­ods bur­dened dis­trib­u­tors with in­creas­ing in­ter­est costs and has ad­versely im­pacted the dis­trib­u­tors’ abil­ity to in­vest in busi­ness.

The over­all demand has been steady dur­ing 2018 and pock­ets of growth are avail­able. In­vest­ments in Dig­i­tal India and Smart City projects have pro­vided mo­men­tum. RIL has also been able to en­gage with ven­dors and part­ners to cap­ture fair share of all growth op­por­tu­ni­ties.

The pri­mary chal­lenge has been lack of suf­fi­cient liq­uid­ity in the mar­ket, which has elon­gated the credit cy­cles, ad­versely im­pact­ing work­ing cap­i­tal de­ploy­ment lev­els.

Dur­ing 2019, Red­ing­ton will com­plete the first phase of trans­form­ing to a dig­i­tal or­gan­i­sa­tion, tar­geted not only to­wards dig­i­tal­iz­ing all our in­ter­nal pro­cesses, but also to­wards con­vert­ing a ma­jor part of our fu­ture busi­ness to seam­less, au­to­mated, digi­tised trans­ac­tion ex­pe­ri­ence for our cus­tomers.

Cloud will re­main a high fo­cus area with em­pha­sis on ac­cel­er­at­ing Red­ing­ton Man­aged Ser­vice Prac­tice busi­ness, in sup­port of the part­ners.


—J K SE­NA­P­ATI Jt. COO, Red­ing­ton

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