Ingram breaks integration silence

Ingram breaks integration silence

Ingram Micro has come out swinging after a period of self-imposed silence that has seen it wrestling integration difficulties.

The new managing director of its Australian operations, Guy Freeland, estimated warehousing and supply chain problems associated with incorporating the former Tech Pacific business into the new-look Ingram would be completely sorted out within three months.

Cultural differences had also needed to be addressed, he said. This was because Tech Pacific had always encouraged local culture, whereas Ingram preferred to see a consistent approach to business across all of its subsidiaries.

"Our challenge in managing that integration was to make sure we retained [something of] both cultures," he said.

The company would now turn its attentions to growth opportunities, with the intention of winning licensing business - particularly from Express Data - quite clearly at the front of Freeland's mind.

"We think we have a great opportunity in licensing," he said. "Our team is larger, and we think stronger, than that of our largest competitor - Express Data - and we will give them a good run for their money."

In May, ED software manager, Shannon Muller, told ARN it had managed to double its annuity business to $100 million during the past 18 months. She said 83 per cent of those licensing revenues were software-based.

Freeland also highlighted enterprise solutions as a potential growth area for Ingram during the next 12 months and predicted improving service levels would win back some resellers that had abandoned it due to integration teething troubles.

When Freeland was announced as the new Ingram boss, Express Data managing director, Ross Cochrane, said the appointment suggested the company would be adopting a conservative approach. But this claim has been dismissed by Ingram Asia-Pacific COO, Shailendra Gupta.

"Guy is the right man for the job and whether his background is in finance or marketing doesn't matter," he said. "Having somebody with a finance background run a company is not new in this or any other industry. Some people try to take unfair advantage of a situation and I am amused by the claims people make about our organisation."

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