channel middle east - october 2009

Building and delivering IT solutions for the Middle East

An ITP Business Publication

AUTHORISED AUTHORISED DISTRIBUTION

The defi nitive guide to who’s distributing what in the regionThe defi nitive guide to who’s distributing what in the regionIN THE MIDDLE EAST

In association with

NOW EXPANDED TO INCLUDE EGYPT AND THE LEVANT

1www.itp.net AUTHORISED DISTRIBUTION 2009

//CONTENTS

AT THE CLICK OF A BUTTON

ENTERPRISE ENABLEMENT

RACING AHEAD IN RETAIL

A-Z LISTING

IN SAFE HANDS

IT distributors in the Middle East are rapidly embracing e-commerce as they endeavour to differentiate themselves in the market.

Hemayun Bazaz, regional channel manager at 3Com, says that success in the enterprise market hinges on cross-channel collaboration.

Govinda Siddartha, director of Almasa’s retail business unit, explains the attributes needed to properly service the retail channel.

Your exhaustive guide to the authorised distribution partners of almost 100 IT brands serving the Gulf, Egypt and Levant markets.

Aman Manzoor, channel manager at Kaspersky, highlights the important but often unseen role of Middle East distributors.

SURVIVAL SKILLS40

Why distributors with cash to hand - and the capacity to make good use of working capital - could actually profit from the downturn.

PARTNER PERFECT7

Amin Mortazavi, boss of HP Middle East’s IPG unit, explains the significance of the company’s authorised distribution network.

CHANNEL INTUITION21

Giri Rajan, managing director of Intuit Technology, explains how he sees the Middle East distribution sector shaping up.

www.itp.net

Keeping track of who’s working with who can be a difficult task in the Middle East, where the volume of

partnerships being formed is arguably higher than any other region of the world.

Whether it is new brands taking their first steps in the Middle East or relatively young players enlarging their supply chains, each week seems to bring a new distribution partnership that potentially changes the dynamics of the market place.

On top of all that, established vendors continue to reassess their strategies in a bid to find the model that will deliver the strongest results, while the appetite of distributors to add new and profitable brands to their portfolios also means the vendor-distribution landscape is markedly different from this time a year ago.

With so much change taking place, The A to Z of Authorised Distribution in the Middle East will make it easy for you to identify the distributors that are authorised to sell, service and support a whole range of IT vendors in the Middle East.

This year, the A to Z has also been expanded to include distributors from Egypt and the Levant in addition to the Gulf countries, providing you with a one-stop guide to all the contacts you need to know.

Andrew SeymourEditor, Channel Middle East

Registered at Dubai Media CityPO Box 500024, Dubai, UAETel: +971 4 210 8000; Fax: +971 4 210 8080; Web: www.itp.comOffices in Dubai and London

ITP Technology PublishingCEO Walid AkawiManaging Director Neil DaviesDeputy Managing Director Karam AwadGeneral Manager Peter ConmyPublisher Natasha Pendleton

EDITORIAL

Group Editor Mark SuttonTel: +971 210 8225 e-mail: mark.sutton@itp.comEditor Andrew SeymourTel: +971 210 8320 e-mail: andrew.seymour@itp.com

ADVERTISING

Commercial Director Richard JuddTel: +971 210 8482 e-mail: richard.judd@itp.comGroup Sales Manager Sandip VirkTel: +971 210 8276 e-mail: sandip.virk@itp.comSales Manager Rajasree RammohanTel: +971 210 8361 e-mail: raj@itp.com

STUDIO

Designer Emily Noorallahi

PRODUCTION & DISTRIBUTION

Group Production Manager Kyle SmithDeputy Production Manager Ali FahmiProduction Co-ordinator Basel Al KassemDistribution Manager Karima Ashwell

CIRCULATION

Circulation Manager Shadia Basravi

MARKETING

Head of Marketing Kate ChapmanEvent Manager Preeta Panicker

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Director of Photography Sevag Davidian Chief Photographer Nemanja Seslija

ITP GROUP

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The publishers regret that they cannot accept liability for error or omissions contained in this publication, however caused. The opinions and views contained in this publication are not necessarily those of the publishers. Readers are advised to seek specialist advice before acting on information contained in this publication, which is provided for general use and may not be appropriate for the readers particular circumstances. The ownership of trademarks is acknowledged. No part of this publication or any part of the contents thereof may be reproduced, stored in a retrieval system or transmitted in any form without the permission of the publishers in writing. An exemption is hereby granted for extracts used for the purpose of fair review.

//EDITOR’S VIEW

AUTHORISED DISTRIBUTION 2009 3

4 www.itp.netAUTHORISED DISTRIBUTION 2009

The online purchasing model at a channel level is still to properly

take off in the Middle East for a whole host of reasons, but that doesn’t mean distributors have neglected the advantages that e-commerce promises.

IT distributor Aptec, which continues to lean more towards software and enterprise-led sales, regards a solid web-based offering as fundamental to its future. Its website allows resellers to access RMA applications, credit application forms and account opening documents among other things.

“A variety of forms of the distribution business can take place online — these include order processing and tracking, payment, RMA, supply chain management and much more,” explained Mario Veljovic, operations and commercial manager at Aptec. “We have a full

e-supply chain system, wherein our customers and channel partners can order products and these products can then be delivered to them online. We use this system for licensed products such as software applications that we distribute in the region.”

HP distributor Emitac is another company that has spent a considerable sum of money developing a comprehensive online system to keep resellers in touch with the status of their transactions.

The original portal it rolled out six years ago was discontinued due to certain inadequacies, but the company launched a new version in the market with enhanced functionalities towards the end of last year.

That is now being made available to all its customers following an earlier soft launch involving a handful of resellers. “The

portal is called Connect ED and it is an online sales order management system offering unbounded advantages for resellers,” explained Afsheen Beig, marcom manager at Emitac Distribution. “Connect ED facilitates effortless order placing, processing and tracking. It speeds up order placement and delivery, simplifies order tracking and ensures real-time communication,” she said.

Online mechanisms are already a common sight in the value added distribution sector, where VARs look to distributors for access to the latest technical and product collateral. Specialist networking and communications distribution house FVC uses its online portal to list marketing materials, sales presentations, whitepapers and case studies.

“Our partner portal also includes an online

IT distributors in the Middle East are rapidly embracing e-commerce as they endeavour to differentiate themselves in a highly competitive market.

AT THE CLICK OF A BUTTON

//DISTRIBUTION DYNAMICS

5www.itp.net AUTHORISED DISTRIBUTION 2009

ticketing service for support needed by both partners and customers,” explained Dharmendra Parmar, general manager of marketing at FVC. “Once a support ticket is issued, it is tracked regularly until it gets resolved. Moreover, we also use online tools for web-to-web calls, video conference calls to update our partners on product launches, new technologies in the pipeline and the announcement of special offers.”

Networking distributor Westcon Group offers its partners a wide range of e-tools, many of them adapted for the region after proving successful in other territories. One of the most popular aspects of its programmes has been a facility for resellers to monitor stock availability and order status.

“We have been offering access to view inventory and order status for some time now,” said Steve Lockie, managing director at Westcon Middle East Group. “We actually have a ‘full blown’ e-commerce

capability, but have yet to see the demand to launch this in the region, not forgetting true EDI connectivity,” he said.

Although many resellers prefer the conventional way of doing business, distributors are working hard to convince them of the gains that can be made from exploiting e-commerce.

“Ready availability of information is the most important benefit of using online tools, while cost saving is another aspect,” declared Veljovic at Aptec. “Rather than calling up people for information on certain products or promotions, our channel partners can now go to our portal and get the information themselves. For instance, if our channel partners need information on their statement of accounts, they can go online, download the invoices and process the payments. Today, the website is not the main tool to communicate with our channel, but very soon it will be,” insisted Veljovic.

It is difficult to talk about e-commerce at a distribution level without returning to the question of whether the channel will ever regard it as a serious avenue for purchasing products. Most dealers still prefer picking up a phone and speaking to their account manager, especially as online buying allows little room for negotiation.

IT distributor Asbis, which sells a range of hardware, has developed an online ‘b-to-b market place’ where resellers can view real-time stock availability, configuration options and an extensive product catalogue.

“Selling online allows customers to order products on a 24-7 basis, and once the required quantities are ordered, the order gets processed and a copy of that is sent to our warehouse,” said Hesham Tantawi, VP for the Middle East and Africa at Asbis. “The customer can even enter the required price and once the account manager accepts it, the order is processed,” he revealed.

//DISTRIBUTION DYNAMICS

> Dharmendra Parmar, FVC> Mario Veljovic, Aptec> Afsheen Beig, Emitac

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7AUTHORISED DISTRIBUTION 2009www.itp.net

//VENDOR VIEWPOINT

What is your distribution strategy? We take very specific care in identifying and designing a distribution strategy for the Middle East. In today’s competitive environment, and especially during these harsh financial times, our regional distribution strategy needs to be both effective and efficient. Our strategy is to always be available on the ground in alignment with HP’s strategy to achieve four main objectives, which are: revenue, the right product mix, logistical availability and the right credit facilities.

Why should resellers buy through your authorised distribution partners? HP’s authorised distribution partners are very carefully selected for their experience, expertise and reliability. Resellers should buy through them for three main reasons: to ensure that they are receiving genuine HP products, to receive the right technical facilities and capabilities on the ground, and to receive post-sales support.

What can resellers expect in the way of service from your authorised distributors? Resellers can expect a reliable partner with local expertise and the capability to provide efficient and informed advice, as well as a financially strong partner with a complete product portfolio on ground.

What are the three main characteristics that every good distributor should have? The first characteristic is a strong financial background and capabilities. The second is to always have their feet on the ground, ensuring local expertise and relevant knowledge. Third is that they ensure a wide channel and are an excellent resource.

How important is it for distributors to have an in-country presence in the Middle East? In-country presence is crucial because the entire Middle East cannot be served out of one logistical hub. It is important to have face-to-face contact with the channel and essential to have a team on the ground to respond quickly to the requirements of the channel and market. They should be available to offer our solutions to every one of our customers, wherever they choose to purchase.

How has the financial crisis impacted the role that distributors play in the market?Since the total available credit was reduced, the role of distribution has gained immense importance. HP, with its strong portfolio of distributors across the region, has been able to successfully overcome these challenges through its focus on excellence and minimising costs to remain competitive.

Amin Mortazavi, general manager of HP Middle East’s Imaging and Printing Group, explains the significance of the company’s authorised distribution network.

PARTNER PERFECT

AUTHORISED DISTRIBUTION 20098 www.itp.net

//VENDOR VIEWPOINT

AUTHORISED DISTRIBUTION 2009

Govinda Siddartha, director of Almasa’s retail business unit, explains the attributes needed to ensure the retail channel is properly serviced.

RACING AHEAD IN RETAIL SALES

Almasa took over Delta Business Products earlier this year. What does the combined entity bring to the market?Almasa is an established distributor in the channel business across many countries and it did have some very limited engagement with retailers, and that is the basis on which the acquisition of Delta’s business operations was formed. It made a good fit for Almasa - and for Delta

- because we are bringing an additional business and value to the Almasa portfolio. Now that we have done most of the merging of operations, we have the Delta brands and expertise plus the Almasa brands and expertise in various product categories. We are now fine-tuning those brands and product categories that we will offer to the retail segment. This category rationalisation will

happen as we go along. What this basically means for our retailers is that they now have a supplier with a large infrastructure and very strong retail expertise, which can offer a strong and dedicated commitment. We have a large brand portfolio and will be catering to all of the GCC with in-country operations, logistics, finance, RMA and merchandising support.

What is likely to be the outcome of the category rationalisation you referred to?Today, there are many vendors and products available for us to distribute. In Delta we did certain brands and categories, but now that we have come into Almasa we are looking at scalability because we are a large organisation with a large infrastructure, so we primarily need to focus on scalable brands. I am not saying we will drop or reduce focus on smaller brands though. As long as they fit into that scalability factor, or in a niche or more profitable or strategic area, it will be fine.

There is a lot of competition in the retail distribution market. How is Almasa differentiating?There are many distributors servicing retail and only a few can say they have the same pedigree as Almasa has through the acquisition of Delta, which brings in close to 14 years of retail distribution experience. There is also the fact that this is a dedicated division in Almasa doing the same business - so you could

//CHANNEL INSIGHT

say it is business as usual for the Delta team, but with the addition of extra products, infrastructure and available finance. The differentiating point is that this is not a distributor that is also selling to retail; it is more of a company within a company. We have a total independence and focus on retail irrespective of what Almasa’s other divisions may or may not do with any vendor.

What services do you offer above and beyond getting the product into the stores?We ensure the right product mix. For example, if you take Sharaf DG, they have six or seven outlets, but it doesn’t mean every SKU or product will sell in every outlet. So we recommend the right SKU, product and category mix for each location. We go into a lot of detail with things like stock rotation and ensuring the right quantities are on the shelf. Some items have to be displayed in greater quantities on the shelf than is actually required because you need to make them look strong.

What is Almasa’s retail unit working on at the moment?We are almost at the end of our integration and rationalisation. Post-GITEX you will see a number of initiatives from Almasa’s retail division in terms of partnerships and service initiatives. We want to implement the programmes and activities that we are planning in order to make

a statement in the market, rather than making the statement and then waiting for the implementation.

How has the global financial downturn impacted the expectations that Middle East retailers have of distributors?The downturn, or the financial crisis, has changed the dynamics of the market. First of all, the focus is no longer on hitting the top-line at any cost. It is about doing a top-line that makes sense for both the distributor and the retailer. Obviously some retailers still don’t mind you offering them any product and they will put it on the shelf, but more and more of them are realising that achieving the right category management and product mix is the way forward. I think the days of just dumping stock onto the shelf and hoping to sell is being questioned now. In that sense, the dynamics have changed – both the

retailers and distributors are looking at which brands, categories and product lines make sense for which outlet and which location.

What sort of products seem to be driving the retail market?If you are talking about categories then you still have those leading the pack, like your laptops, digital cameras, mobile phones and LCDs. These will always be leaders, the question will be whether the numbers will be as crazy as last year or less. Obviously it is less to some extent, but what we have seen in the last few months is that the numbers - or the drop in the business - has not been as drastic as people had feared. And also we have to keep in perspective that we are comparing the current runrate with the previous year’s runrate, where we really saw over-hyped consumption. If you factor that in, the current runrate is not so bad.

Our retail division has a total independence and focus on retail irrespective of what the company’s

other divisions may or may not do with any vendor

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3COM+ 971 4390 8990www.3com.com

REGIONAL DISTRIBUTORSAptec Distribution +971 4 369 7111ftromboo@aptecme.comwww.apteconline.com

Westcon Middle East+ 971 4 883 9888oneil.pinto@westconme.comwww.westconme.com

SAUDI ARABIAAptec Saudi Arabia+966 1460 1950hosman@aptecsa.comwww.apteconline.com

EGYPTRaya Distribution+202 3827 6000 sherif_khorshed@rayacorp.comwww.rayacorp.com

Mantrac IT Distribution+202 3300 0700 sfakharany@mantrac.com.egwww.mantracegypt.com

LEBANONAptec Lebanon + 961 471 8891marwan@apteclebanon.comwww.apteconline.com

ACER +971 4 805 6000www.acer.ae

OMANLoay International +968 794 700loayoman@omantel.net.omwww.loayoman.com

QATAREmitac Distribution Qatar+974 435 5442assad_nofal@emitac.aewww.emitac.ae

SAUDI ARABIAAlmasa IT Distribution+966 1 273 3370fouad.helaby@almasa.comwww.almasa.com

Al Jammaz Telecom+966 1 476 8811sales@al-jammaz.comwww.aljammaz.com

Metra Computers +966 1401 1009akamal@metra.com.sawww.metracomputer.com

Jarir Bookstore+966 1 462 6000jarir@jarirbookstore.comwww.jarirbookstore.com

Redington+966 1462 5323Bejoy.johnson@redingtongulf.comwww.redingtongulf.com

Samir 2+966 2616 0202saher@samir2.comwww.samir2.com

UAEDerinton LS2+971 4364 2770rajiv@ls2corp.comwww.lscorp.com

Emitac Distribution+971 4282 3777distribution@emitac.aewww.emitac.ae

FDC International+971 4397 8035info@fdchq.comwww.fdcinternational.com

Jumbo Electronics+971 4336 2131anil.sharma@jumbo.co.aewww.jumbocorp.com

Redington+971 4 359 0555ashish.bharti@redingtongulf.comwww.redingtongulf.com

EGYPTAsma Group+202 2261 1101asma@asmagroup.comwww.asmagroup.com

Districom (Unidist)+202 3761 8263info@distri-com.comwww.unidist.com

Mantrac+202 3300 0700smandour@mantrac.com.egwww.mantracegypt.com

Metra+202 3303 4319info@metracomputer.comwww.metracomputer.com

JORDANEmitac Distribution Jordan+962 6515 1153nael_barakat@emitac.aewww.emitac.ae

SCS Scientific+962 6550 4058sales@scsjo.comwww.scsjo.com

LEBANONAptec Lebanon+961 471 8891georgio@apteclebanon.comwww.apteconline.com

Logicom Lebanon+961 150 1301saleslb@lgcom.netwww.logicom-cisco.com

PC International +961 148 5650www.pc-int.com

Technomania+961 148 5650info@techno-mania.netwww.techno-mania.net

ADOBE+971 4 293 2613www.adobe.com/mea

REGIONAL DISTRIBUTORSGrapheast Computers+971 4 336 8482adobe@grapheast.comwww.grapheast.com

Aptec Distribution+971 4 369 7111jdarshan@aptecme.comwww.apteconline.com

SAUDI ARABIAGrapheast Saudi Arabia+966 2614 1462 saudi@grapheast.com

Aptec Saudi Arabia+ 966 1 460 1950msaleem@aptecsa.comwww.aptecsa.com

EGYPTGrapheast Egypt+201 2228 8279egypt@grapheast.com

JORDANGrapheast Jordan+962 6585 2101jordan@grapheast.com

LEBANONGrapheast Lebanon+961 1 54 3063lebanon@grapheast.com

Aptec Lebanon+ 961 471 8817rami@apteclebanon.comwww.apteconline.com

AEG PS+971 4 609 1298www.aegpartnernet.com

BAHRAINSyscom International+971 4359 4670madhu@syscominternational.ae

KUWAIT3GGhead Electronics+965 2249 2121sales@3gghead.comwww.3gghead.com

OMANGraphic International (GIC) +9714 393 3382info@graphicint.comwww.graphicint.com

SAUDI ARABIAICC+966 2664 4446www.iccl.net

UAEGraphic International (GIC)+971 4393 3382info@graphicint.comwww.graphicint.com

EGYPTElmetra+202 2262 1864info@elmetra-eg.comwww.elmetra-eg.com

JORDANManaseer Group+962 6581 3700info@manaseergroup.comwww.manaseergoup.com

LEBANONManaseer Group+962 6581 3700info@manaseergroup.comwww.manaseergroup.com

AEVOE +886 2 8786 0516www.moshimonde.com

REGIONAL DISTRIBUTORS Pro Technology+971 4 343 5501emad@protech.aewww.protech-me.com

ALCATEL-LUCENT+971 4 336 9571www.alcatel-lucent.com

REGIONAL DISTRIBUTORSMindware+ 971 4 391 3333 www.mindware.ae

BAHRAINIntercol+973 1722 8855www.intercol.com

Almoyaed Group+973 1782 8828www.almoayedgroup.com

KUWAITQualitynet+965 391 5155www.qualitynet.net

OMANOHI Telecom+968 2 460 3606www.ohigroup.com

NTS+968 2 471 3311www.omzest.com/nts

QATARIntertech+ 974 4 416 556www.intertekqatar.com

Intercol Qatar+973 1 722 8855www.intercol.com

SAUDI ARABIAHoshan Co.+966 1 217 0000www.hoshangroup.com

Naizak+966 3 889 2085www.naizak.com

Al Falak+966 3 882 9996www.alfalak.com

BTC+966 2 691 8787 www.btc-networks.com

UAEAl Futtaim Technologies+971 4 397 7800www.alfuttaimtechnologies.com

Mindware+ 971 4 391 3333 www.mindware.ae

EGYPTIntraconsult+02 335 8425www.intraconsult-telecom.com

Salec+20 22522 9222www.salec.com

JORDANAscotel+962 6566 8108www.ascotel.com.jo

LebanonENS+961 158 2000www.ens.com.lb

AMD+971 4 427 2626www.amd.com

REGIONAL DISTRIBUTORS Asbis Middle East (Master distributor)+971 4 883 5929h.tantawi@asbisme.aewww.asbisme.ae

Avnet (Master distributor)+971 4365 8531christopher.green@avnet.comwww.ats.avnet.com

Almasa (Master distributor)+971 4 306 3117

john@almasa.comwww.almasa.com

UAE (PLATINUM DISTRIBUTORS)DTK+971 50 657 0768nimer@dtkme.com

Axtrom+971 50 553 9766ehsan.hashemi@axtrom.com

Cherry Computers+971 50 505 6632mohammad@cherrycomputer.net

Golden Systems P CP+971 50 600 4955iman.mozaffari@gse.ae

Matrix+971 7 266 8185hossein@matrixfzcuae.com

Prince Computer Trading+971 50 650 5316punit@princeworldwide.com

EGYPT (PLATINUM DISTRIBUTORS)GAMMA Industries+201 0162 1289 kamal@gammaegypt.com

EMAK+20 1 2175 2725afayad@emak-co.com

Questsmounir@questeg.com+201 2113 6340

El Taweel+201 2213 8779eltawil@eltawilit.com

Compunil+201 0604 0749hany.eid@compunil.com.eg

Beta+201 0162 1237khaled@bettaegypt.com

AOC+971 50 600 4017www.aoc.com

REGIONAL DISTRIBUTORSAsbis Middle East+971 4 883 5929asbisme@emirates.net.aewww.asbis.com

Compunics Technologies +971 4359 5701compunic@eim.ae

SAUDI ARABIAAsbis Saudi Arabia+966 1416 3522ksa@asbisme.ae

QATARAsbis Qatar+974 442 0457

EGYPTAsbis Egypt+20 2 275 1459sales@asbis-eg.com

APC BY SCHNEIDER ELECTRIC+971 4709 9691www.apc.com

REGIONAL DISTRIBUTORS Aptec Distribution +971 4 369 7111mriyal@aptecme.com

Redington Gulf+971 4 3594433santosh.b@redingtongulf.comwww.redingtongulf.com

Track Distribution Middle East+971 4 429 3476niketr@tdme.aewww.tdme.ae

Westcon Middle East+971 4 883 9888James.saldanha@westconme.comwww.westconme.com

Key Information Technology+971 4 398 9999mustafa.kutubji@kit.aewww.kitgulf.com

Logicom (Kuwait, Oman, Qatar & UAE) +971 4 396 1144s.nair@logicom.aewww.logicom-group.com

BAHRAINKey Information Technology+973 1721 3302jayc@keyinfotech.orgwww.kitgulf.com

KUWAITHadeed Trading Est+965 2 441 647/8hisham@hadeedpower.com

SAUDI ARABIAAl-Jammaz Distribution+966 1 476 8811mmarwan@al-jammaz.comwww.al-jammaz.com

Dar Al Sulaimaniyah+966 1 201 2293dasdsl@nesma.net.ae

Aptec Saudi Arabia+966 1 460 1950hosman@aptecsa.comwww.aptecsa.com

EGYPTRaya Distribution +202 3827 6000 ayman_moneam@rayacorp.comwww.rayadistribution.com

Silicon 21+202 2405 0011mselim@silicon21.com.egwww.silicon21.com.eg

United Traders+202 3760 5265ahmed.nazmy@unitedtraders.com.eg

Aptec Egypt+20 2648 1161hazem.hassan@aptec.com.egwww.apteconline.com

Al Tawakol+20 02 2578 4004amr_tawakol@gila.com.egwww.gila-eg.com

JORDANSmart Systems+962 6562 7771sisan@smartsystems.jowww.smartsystems.jo

Alidama Electronics+962 6565 8018abed@alidama.comwww.alidama.com

LEBANONAptec Lebanon + 961 471 8891marwan@apteclebanon.comwww.apteconline.com

PC Deal Net +961 168 2000e.abiaad@pcdealnet.com.lbwww.pcdealnet.com

//VENDOR VIEWPOINT

Hemayun Bazaz, regional channel manager at 3Com, says that success in the enterprise market hinges on effective cross-channel collaboration.

ENTERPRISE ENABLEMENT

What is your distribution strategy in the Middle East?3Com has always worked on a two-tier distribution model and will continue to do that. We have in-country distributors in all major countries, which are successfully catering to the entire region. The key factor in our distribution strategy is also the ‘value addition’ that our distribution partners provide to the channel.

Why should resellers buy through your authorised distribution partners? Our Focus Partner Programme rewards partners on a quarterly basis for both achieved revenue and maintained specialisation. It therefore becomes imperative for all partners to buy through authorised distributors and have their revenue recognised with 3Com. This also helps them to move up the

programme from bronze to gold. One other very important factor is the warranty and services that only authorised sales will have.

What can resellers expect in the way of service from your authorised distributors? The key differentiator in the enterprise business is the value add that our distributors provide to the resellers. Distributors, in partnership with 3Com and its specialists, provide help to resellers during every stage of the selling cycle. Technical expertise, integration support and financial services in a variety of markets are important services that our distributors can provide.

What are the three main characteristics that every good distributor should have? Today, a distributor not only needs to provide efficient financial and logistics services to the partners, but also add value in the sales cycle. They need to provide sales and technical support to the resellers, create customer intimacy and involve themselves as early as possible in the sales cycle. They also need to conduct various sales, product and technical-related programmes.

How important is it for distributors to have an in-country presence in the Middle East?Distributors need to provide high quality services to their resellers in the current market

//VENDOR VIEWPOINT

conditions and therefore it becomes important for distributors to build in-country presence. This not only gets them closer to the market, but also provides them with the opportunity to provide the required value added services to the partners, which is very important. This customer intimacy will also help them to generate better margins.

How has the financial crisis impacted the role of distributors in the market?This has obviously had an impact on financial services provided by the distributors. The slowdown and longer credit cycles has also affected revenue and margin generation. All this calls for better and more efficient controls on cash and credit management. However, I don’t see a change in the role of distributors as such. Most distributors are looking to focus on products that provide better margin opportunities and enable them to continue to provide better financial and logistic services to resellers.

3Com’s regional channel manager, Hemayun Bazaz, insists the launch of H3C enterprise network solutions creates a new opportunity for both the vendor and its partners. The H3C Enterprise Partner authorisation process assures a level of expertise in selling and supporting networking solutions that span the network, from the edge to the data centre.

H3C Enterprise Partners will have trusted advisor relationships with large enterprises and a track record for delivering high-quality solutions. In return, these partners will participate in high-margin sales opportunities.

“We are finding that, more than ever, large enterprise customers need to deliver on-going network performance and uptime, but often find that most networking products are old or too costly to manage,” said Bazaz. “With the H3C enterprise product portfolio, partners now have a fresh set of tools to solve our customers’ problems today, while giving them flexible platforms to leverage future technology.”

The new authorisation programme will interest VARs whose enterprise customers expect them to recommend the best possible solutions for their business needs, delivering maximum value along with best-in-class performance and low TCO. These partners will collaborate with 3Com’s enterprise-focused sales teams to provide customers with a new level of responsiveness. Additionally, partners will have the opportunity to earn higher margins on the H3C product portfolio.

The introduction of the new H3C authorisation programme complements the 3Com Focus Partner Programme, confirmed Bazaz. “3Com is a real alternative to vendor-locked proprietary networks,” he added. “And we need the channel to meet that challenge and help create choice in the marketplace.”

VALUE CHAIN CREATION

ASUS+971 4 299 3873http://ae.asus.com

REGIONAL DISTRIBUTORS Almasa IT Distribution (notebooks, netbooks, PC components)+971 4 306 3142www.almasa.com

FDC International (PC components)+971 4 397 8035rohit@fdchq.comwww.fdcinternational.com

BDL Gulf (Notebooks & netbooks)+9714 352 8377althaf@bdlgulf.comwww.bdlgulf.com

Sky Electronics (Etop, Ebox, AMD motherboards & LCDs)+971 4 886 1441manojkisani@skyelectronics.comwww.skyelectronics.com

Microtop Computers (ODDs)+971 4 351 0666nazar@microtop.aewww.microtop.ae

SAUDI ARABIABDL (notebooks & netbooks)+966 460 1717nazeer@bdlsa.comwww.bdlsa.com

ICC Group (PC components, notebooks, netbooks)+966 2 664 4446hutheaifah@iccl.netwww.iccl.net

Extra Super Store (notebook & netbooks)+966 3847 8888mourad.w@extra1.comwww.extra1.com

Jarir Bookstore (notebook & netbooks)+966 1462 6000dipesh@jarirbookstore.comwww.jarirbookstore.com

EGYPTBDL Egypt (notebooks & netbooks)+202 644 1133ashrafs@bdlsa.comwww.bdlgulf.com

LEBANONDigital Technology (All products)

+961 124 3000g.antaki@digitaltechnologies.com.lbwww.digitaltechnologies.com.lb

AVAYA+971 4 404 8100www.avaya.com

REGIONAL DISTRIBUTORSAlmasa Network Solutions+971 4 0306 3100pradeep.angeveetil@almasa.comwww.almasa.com

Aptec Gulf+971 4 369 7111skhan@aptecme.comwww.apteconline.com

Westcon Middle East+971 4 883 9888venu@online-dubai.comwww.westcongroup.com

Optimus Computer Trading+971 4 202 3760ceo@i-optimus.comwww.i-optimus.com

RedingtonGulf+971 4 359 0555raj.shankar@redingtongulf.com

AVG +44 844 894 1000www.avg.com

REGIONAL DISTRIBUTORSPluto Games+9714 261 8111rami.elhussein@pluto.aewww.pluto.ae

AXIS COMMUNICATIONS+971 4 609 1873www.axis.com

REGIONAL DISTRIBUTORSNetwork Information Technology +971 4 282 2522nvs@nit.uae.netwww.nit.uae.net

Anixter Middle East+971 4 806 7100sales@anixter.comwww.anixter.ae

BARRACUDA NETWORKS+44 1256 300100www.barracudanetworks.com

REGIONAL DISTRIBUTORSFVC+971 4 429 4900info@fvc.comwww.fvc.com

International Gateway Distribution+961 198 3266cnammour@igtec.comwww.igdist.com

SAUDI ARABIAFVC Saudi Arabia+966-1-2175530infosa@fvc.com

EGYPTFVC Egypt+20 2 2643 5280infoeg@fvc.com

LEBANONFVC Levant+961 453 9090infolb@fvc.com

International Gateway Distribution+961 198 3266cnammour@igtec.comwww.igdist.com

BELKIN+ 971 4 369 2709www.belkin.com

REGIONAL DISTRIBUTORSITE Distribution +971 4 355 3366 www.iteme.com

Ashley+971 4 397 7611www.ashleyllc.com

Cad Gulf+971 4331 4445www.cadgulf.com

KUWAITAshley LLC +965 2263 6129www.ashleyllc.com

QATARModern Home+974 425 7810www.modernhome.com.qa

SAUDI ARABIASamir Photographic Supplies

saeed.patel@samirgroup.comwww.samirgroup.com

Jarir Marketing Company+966 1462 6000www.jarirbookstore.com

EGYPTOverseas Computers +20 2402 7258 www.overseas-computers.com

Partner Electronics+20 1 0555 1679www.partnersce.com

LEBANONAptec Lebanon +961 471 8817 www.apteconline.com

BLUE COAT SYSTEMS+971 4391 1621www.bluecoat.com

REGIONAL DISTRIBUTORSScope Information Systems (Gulf, Egypt & Levant)+971 4 282 8093info@scopeme.comwww.scopeme.com

Almasa (UAE, KSA, Oman)+971 4 3063100osama.abdelhai@almasa.comwww.almasa.net

Computerlinks (Gulf & Levant except Bahrain)+971 4 501 5822info-ae@computerlinks.comwww.computerlinks.net

BROCADE+971 4 365 4945www.brocade.com

REGIONAL DISTRIBUTORSMindware+971 4 391 3333brocade@mindware.aewww.mindware.ae

SAUDI ARABIA Mindware+966 1215 3126brocade_ksa@mindware.aewww.mindware.ae

EGYPT Mindware

+20 1 1233 7788brocade_egypt@mindware.aewww.mindware.ae

LebanonMindware+961 149 9399brocade_lebanon@mindware.aewww.mindware.ae

BROTHER +917 4 883 5878www.brother.ae

BAHRAINAshraf Brothers+973 1753 4441svrajan@ashrafs.com.bhwww.ashrafonline.com

Al Moayyad Commercial Services+973 1 770 5340alex@acs.bhwww.almoayyedintl.com

KUWAITAM Al Khorafi Est+965 2000 1100essam@amkhorafi.comwww.amkhorafi.com

Integrated Offices Co+965 2246 3296gm@iocku.com

Arabian Business Machine+965 2444 5373adnan@abm-kuwait.comwww.abm-kuwait.com

OMANBishara Establishment+968 2470 0224 viju.philips@bishara.comwww.bishara.com

QATARVideo Home & Electronic Centre+974 436 9916satishp@jumboqatar.comwww.jumboqatar.com

SAUDI ARABIAAl Maktaba Stores+966 2662 0890alauddin@almaktaba.comwww.almaktaba.com

Canar Office Systems+966 3898 4928jackdib@canar.com.sawww.canar.com.sa

ABM Olayan+966 1478 4909a.basit@abmsate.com.sawww.olayan.com

UAEJumbo Electronics+971 4 336 7999ramesh.sethuraman@jumbo.aewww.jumbocorp.com

Gulf Islands+971 2632 5250basharath@gulfislands.aewww.gulfislands.ae

Al Mahbara Office Equipment+971 4337 8118syed@almoe.com

EGYPTInternational Co. For Engineering Agencies+202 2574 8025myoussef@ghabbour.com

EGOS+202 2454 8800saoud@tedata.net.egwww.egos.com.eg

Al Sadek Trading+202 1221 17677moutaz.h.sadek@alsadektrading.net

JORDANModern Arabian Business Corporation+962 6464 7666Majid.alaeddin@mabcogroup.comwww.mabco.com.jo

General Computers & Electronics+962 6551 3879rmilbes@gce.com.jowww.gce.com.jo

LEBANONElectronic Business Equipments Co.+961 180 9055rsaadeh@ebe.com.lb

BUFFALO TECHNOLOGY+971 4 214 9667www.buffalo-technology.com

REGIONAL DISTRIBUTORSAdvanTec (Bahrain, Kuwait & Qatar)+965 2574 0044sales@advantec-kw.comwww.advantec-kw.com

What is your distribution strategy?In the region, which covers Middle East and North East Africa, we have six value added distribution partners, which are supporting over 200 authorised resellers in four territories. The value added distribution partners cater to the requirements of the resellers in a particular territory and all the terms and conditions for the different distributors operating in the same territory are identical. This strategy allows us to customise our operations according to the requirements of each territory.

Why should resellers buy through your authorised distribution partners?The key differentiators that we have to acknowledge in the security industry are the quality of support that end-customers receive, not only while evaluating our solutions but, more importantly, after they choose to work with our products. It is in these two critical areas that our distributors provide valuable service to our resellers.

What can resellers expect in the way of service from your distribution partners?Our distribution partners assist our reseller community primarily through pre-sales assistance, wherein our resellers can seek pre-sales assistance from the Kaspersky certified technical

specialists, who are available through the distribution partners. Secondly, and more importantly, they provide high-quality first line support to all their resellers’ customers. They also assist in ensuring that our reseller community has better access to marketing resources, product knowledge and training.

What are the three main characteristics that every good distributor should have? A good distribution partner in our region must have a long-term investment strategy and a robust pre-sales and after-sales support infrastructure to assist their resellers with providing adequate support to end-user customers. Another critical area where we have seen our distribution partners make a big difference is demand generation.

How has the financial crisis impacted the role of distributors in the market?The current market situation has redrawn the rules by which the channel operates. This has improved the situation for distribution partners who have been disciplined in their fiscal approach to the market. Such distributors will be rewarded with an opportunity to provide more resellers with better support and services, thus will be able to carve out a larger chunk of the market.

Aman Manzoor, channel manager for the Middle East at security vendor Kaspersky, highlights the important but often unseen role that distributors play in the market.

IN SAFE HANDS

OMAN IT Superstore+968 2478 4747vijay.dawda@promptit.comwww.itsuperstore.biz

SAUDI ARABIAShabaktec Telecommunications+966 1211 8017info@buffalotech.aewww.buffalo-technology.com

UAEKing of Computers+971 4393 7161sales@king-computers.comwww.king-computers.com

JORDANPC Zone +962 6556 1766info@pc-zone-jo.comwww.pczonejo.com

LEBANONMira B.961 180 0799th@mirasal.comwww.mirasal.com

CA+971 4 361 6710www.ca.com

REGIONAL DISTRIBUTORSMindware+ 971 4 3913333 sales@mindware.aewww.mindware.ae

SAUDI ARABIAMindware Saudi Arabia +966 1 293 3639 ksa_sales@mindware.ae

EGYPTMindware Egypt+20 10 970 4330egypt_sales@mindware.ae

LEBANONMindware Lebanon+961 149 9399leb_sales@mindware.ae

CANON +971 4 391 5050www.canon-me.com

BAHRAINElectronic Equipment Est

+973 1729 1295admin@electro.alshaikh.com.bhwww.electro.alshaikh.com.bh

KUWAITNaser Mohammed Al-Sayer Comms.+965 240 1871sales-comm@naseralsayergroup.comnaseralsayergroup.com

OMANGenetco+968 247 92275srikanth@genetco.netwww.genetco.net

QATARSalam Studios (Photo video products)+974 483 2050ph@salams.comwww.salams.com

Salam Technical Services (Office personal products)+974 468 4288sales-bs@salam-tech.comwww.salam-tech.com

SAUDI ARABIAEl Ajou Group Trading Co (Office personal products)+966 1404 1717info@elajougroup.comwww.elajougroup.com

Ali Zaid Al Quraishi & Bros. (Photo video products)+966 2697 0779aqls@alquraishi.comwww.alquraishi.com

UAECanon Emirates (Office personal products)+971 4343 0164info@canon-emirates.aewww.canon-emirates.ae

Khoory Electronics (National Stores-JK Sons) (Photo video products)+971 4353 5365ashok@nationalstores.aewww.nationalstores.ae

EGYPTETCO Engineering & Trading Company+202 2290 9141contact@etco.com.egwww.etco.com.eg

JORDANUnited Electronic Company

+962 6520 0920admin@uec.com.jowww.uec.com.jo

LEBANONImage Systems +961 1 58 2000 imagesys@imagesys-canon.comwww.itgholding.com

CISCO +971 4 390 7777www.cisco.com

REGIONAL DISTRIBUTORS (GCC EXCLUDING SAUDI ARABIA)Comstor Middle East+971 4 299 8860sales@me.comstor.com www.me.comstor.com

Logicom Dubai+971 4 507 8888cisco@logicom.aewww.logicom-group.com

Track Distribution Middle East +971 4 4293 476peterd@tdme.aewww.tdme.ae

SAUDI ARABIAAl-Jammaz Telecom+966 1 477 6700 sam@al-jammaz.comwww.al-jammaz.com

Logicom Saudi Arabia+966 1 466 0758sales@logicom.com.sawww.logicom-group.com

EGYPTMetra Computer+20 2 3303 4319www.metracomputer.com

Silicon 21+20 2405 0011wsalah@silicon21.com.eghsharabasy@silicon21.com.egwww.silicon21.com.eg

JORDANPC Dealnet+962 6520 0945eshoushany@pcdealnet.comwww.pcdealnet.com

LEBANONLogicom+961 1 501 301

sales@logicom-me.netwww.logicom-group.com

PC Dealnet +961 1 682000www.pcdealnet.com eshoushany@pcdealnet.comwww.pcdealnet.com

CISCO CONSUMER BUSINESSGROUP (FORMERLY LINKSYS)+971 4 390 7777www.linksysbycisco.com

REGIONAL DISTRIBUTORSLogicom+971 4 507 8888info@logicom.aewww.logicom-group.com

Track Distribution Middle East+971 4 429 3476umaidk@tdme.aewww.tdme.ae

SAUDI ARABIAAl Jammaz Telecom+966 1 476 8811inam@al-jammaz.comwww.al-jammaz.com

UAEEros Electricals+971 266 6216satish.shenoy@erosgroup.aewww.erosgroup.ae

EGYPTSilicon 21+202 2405 0011agad@linksys.silicon21.com.egwww.silicon21.com.eg

JORDANLogicom Jordan+962 6 551 3400m.alya@logicom.jo

LEBANONLogicom Lebanon+961 150 1301m.aaraj@logicom-me.net

CITRIX +971 4 391 3524citrix.admin@dubaiinternetcity.netwww.citrix.com

REGIONAL DISTRIBUTORSMindware+971 4 360 2219

viquar_khan@mindware.aewww.mindware.ae

FVC+971 4 429 4900info@fvc.comwww.fvc.com

SAUDI ARABIAMindware Saudi Arabia+966 1293 3639k_jandali@mindware.aewww.mindware.ae

FVC Saudi Arabia+966 1217 5530infosa@fvc.comwww.fvc.cominfo@fvc.com

EGYPTMindware Egypt+2 01 1 233 7788amr_selim@mindware.aewww.mindware.ae

FVC Egypt+20 2 2643 5280infoeg@fvc.comwww.fvc.com

LEBANONMindware Lebanon+ 961 367 3776patrick_antoun@mindware.aewww.mindware.ae

FVC Levant+961 453 9090infolb@fvc.comwww.fvc.com

COMMVAULT+971 4375 3491 www.commvault.ae

REGIONAL DISTRIBUTORSTech Access +971 4 391 1825dimuth.wijeratne@techaccess.comwww.techaccess.com

Magirus Middle East +971 4 391 4470bhaskar.peruri@magirus.comwww.magirus.com/me

CREATIVE LABSwww.creative.com

BAHRAINNational Computer Services

+973 7702 1370www.ncs-me.com

KUWAITAshley+965 2263 6129www.ashleyllc.com

QATARNational Computer Services+974 432 5291www.ncs-me.com

SAUDI ARABIABDL Trading Company+966 1 460 1717sales@bdlsa.comwww.bdlsa.com

Almasa IT Distribution+ 966 1 2733370info@almasa.comwww.almasa.com

UAETrigon+971 4 393 6247www.trigononline.com

Ashley+971 4 397 7611www.ashleyllc.com

EGYPTMetra Computer +202 3303 4234www.metracomputer.com

JORDANPC-Zone+962 6553 5306www.pc-zone-jo.com

LEBANONMicroTech Store+961 180 0142www.microtechstore.com

CYBEROAM +917 9 6606 5606www.cyberoam.com

REGIONAL DISTRIBUTORSBulwark Technologies (Oman, UAE)+971 4 334 1002info@bulwark.bizwww.bulwark.biz

Adaox (All GCC countries & Jordan)+971 4375 4052info@adaox.com www.adaox.com

//CHANNEL INSIGHT

How important is it for distributors to have an in-country presence in the Middle East?In-country presence is unavoidable, especially when it comes to value add products. Dealers and end-customers are very particular about where they buy the product from. They know it’s not a one-time deal, and with every product they also buy a certain amount of value and relationship. Company face value and people relationships play a major role when it comes to value add products. It is very difficult to do this from far away.

How has the financial crisis impacted the role that distributors play in the market?In a way, the financial crisis has cleaned up the market and the mindset of the people. The value of the customers has now gone up considerably. There is lot of care and follow-up from the distribution community, which was not the case with many distributors in the past. Once again it’s been proved that relationships rule.

What trends will shape the distribution channel in future?The market is becoming more transparent in the way that customers understand how much they pay and what they pay for. Even if they pay a high amount for certain products, they are not worried, and they are aware that

it’s not just the price that matters. Many manufactures insist on making products very personal and emotional. This has to reflect on the distribution model too.

What are the three main characteristics that every good distributor should have?A distributor should never let their customers down at any point in time. Support, service and stand-by are the qualities that we would say a good distributor needs to maintain.

What is your distribution strategy in the Middle East?We value partnerships in this region.Our strategy is to have one value add partner in every country. We have a very clear distribution model, which partners can make use of. We have designed it in such a way that there is an easy understanding of the price and logistics from us to the end-customers.

What can resellers in the Middle East expect in the way of service from you?When it comes to the products that we distribute, we take complete responsibility right up to the end-customer. We make sure that the end-users are satisfied with the product quality and solutions that we have provided though our partners.

Intuit Technology markets brands such as Corel, Apple, Wacom, and NIK. Managing director, Giri Rajan, explains how he sees the distribution sector shaping up.

CHANNEL INTUITION

Comguard (Bahrain, Kuwait, Qatar Oman)+971 4 391 6400info@comguard.netwww.conguard.net

SAUDI ARABIASariya Co. Ltd. (IT Division)+966 3 843 5125sariya-it@sariya-it.comwww.sariya-it.com

EGYPTGateworx+20 3577 0100info@gateworx.netwww.gateworx.net

DELL +971 4 391 1860www.dell.com

REGIONAL DISTRIBUTORSAptec Distribution (Commercial - GCC)+971 4 369 7111dell-sales@aptec-me.com

Asbis (Commercial - Bahrain, Oman, Qatar, UAE; Home & home office - KSA)+9714 883 5929dell@asbisme.ae

BDL (Commercial - GCC)+971 4355 5365althaf@bdlgulf.com

Unatrac (Commercial – GCC except Kuwait)+971 4 886 2237itdsales@unatrac.com

Metra Computer (Home & home office – GCC)+971 4438 5300sales@metradubai.aewww.metracomputer.com

Technoworld (Home & home office - Bahrain, Oman, Qatar, UAE)+971 4403 3847 samer.amkieh@eccdxb.ae

KUWAIT BDL (Commercial)+965 223 3105amrit@bdlgulf.com

SAUDI ARABIAAsbis (Home & home office)+966 1 416 3522morad.akhan@hotmail.comwww.asbis-saudi.com

Metra Computer (Home & home office) +966 1 465 4041www.metracomputer.com

Jarir Bookstore (Home & home office) +966 462 6000desk@jarirbookstore.comwww.jarirbookstore.com

BDL (commercial) +966 1 460 1717www.bldsa.com

Mindware (commercial)+966 1 215 3126shadi_zaeem@mindware.aewww.mindware.ae

Aptec KSA (commercial)+966 5 0319 6135info@aptecsa.comwww.aptecsa.com

EGYPTAptec Egypt (Commercial)+202 2648 1711ibrahim.mahmoud@aptec.com.egwww.apteconline.com

BDL (Commercial)+202 2648 1711salah@bdleg.comwww.bdleeg.com

Mantrac (Commercial)+202 3300 0700iaziz@mantrac.com.egwww.mantrac-itd.com

Raya Distribution (Commercial) +201 2 335 3075Hesham_hassan@rayacorp.comwww.rayacorp.com

JORDANAptec Distribution (Commercial)+971 4 369 7111dell-sales@aptec-me.comwww.aptecme.com

BDL (Commercial)+202 2648 1711salah@bdleg.comwww.bdleeg.com

Unatrac (Commercial)+971 4886 2237itdsales@unatrac.comwww.mantracegypt.com

Novo-Tec Solutions+962 6565 6072

sales@novo-tek.comwww.novo-tek.com

LEBANON S.E.T.S. (Commercial & home office)+961 197 5555sales@sets.com.lb

Digium445 Jan Davis Drive NW, Huntsville, AL 35806, USA+1 256 428 6000www.digium.com

REGIONAL DISTRIBUTORSFVC+971 4429 4900info@fvc.comwww.fvc.com

EMC+971 4 424 0400www.emc.com

UAEStorIT Distribution+971 4 881 9690info@storit.aewww.storit.ae

SAUDI ARABIAAl Jammaz Distribution+966 1 477 6700aahmed@al-jammaz.comwww.al-jammaz.com

EGYPT VAS+202 2267 7671hady.gabr@vas-eg.com www.vas-eg.com

EPSON +971 4881 8934 www.epson.ae

REGIONAL DISTRIBUTORSAl Yousuf Computers+971 4 881 7277www.alyousufdigital.com

BAHRAINComputerland+973 740 060 compland@batelco.com.bh

iPoint+973 17 51 44 88 www.bionline.biz

KUWAITAl Sarraf Computer Services +965 481 4653www.sarafco.com

Yusuf Alghanim & Sons+965 4842 988electronicsales@alghanim.comwww.alghanim.com/electronics

Victory Arch Group+965 571 2316www.victoryarch.com

OMANLoay Enterprises+968 2 479 4700 www.loayoman.com

QATARComputer Arabia+974 466 7555 carabia@qatar.net

SAUDI ARABIASaudiSoft+966 2 663 3999 sales@saudisoft.comwww.saudisoft.com

Hoshan Company+966 1 217 000info@hoshangroup.comwww.hoshangroup.com

Ahmed Abdulwahed Trading Co.+ 966 2 650 0282ahmad@abdulwahed-photo.comwww.abdulwahed-photo.com

Enicas Est. (Projectors only) +966 1 461 3200 ksa@avtelco.comwww.avtelco.com

UAEAl Yousuf Digital+971 4 881 7277

www.alyousufdigital.com

ALMOE (Projectors, large format & colour laser printers) +971 4 336 4566 info@almoe.comwww.almoe.com

Despec Supplies+971 4 881 1191v.ashwin@despecme.aewww.despecme.ae

Grand Stores +971 4 217 0700yhussainf@grandsores.aewww.grandstores.ae

HMH Establishment+971 4393 8811www.alredha.com

EGYPTAsma Technology (Printers, scanners, all-in-ones)+202 261 1101support@asmagroup.comwww.asmagroup.com

Phoenix Computers (Retail products)+202 302 0772www.saudisoft.com/phoenix

Egyptian Micro Solutions (Projectors) + 202 401 4583ems@emsegypt.netwww.emsegypt.net

Al Fayez Co (Large format printers)+202 671 6091info@alfayez-eg.comwww.alfayez-eg.com

Better Business (Printers, scanner, all-in-ones, supplies)+202 3772 1300 www.betterbusinessco.com

JORDANJordan Computer Trading+962 6464 3896sales@jocom.jowww.jocom.jo

AKTCO+962 6553 3719info@aktco.net

LEBANONPC Dealnet + 961 1682 000info@pcdealnet.com.lb

www.pcdealnet.com.lb

Gigatech+961 1512 332gigatech@cyberia.net.lb

ESET+971 4 375 4052 www.esetme.com

REGIONAL DISTRIBUTORSADAOX Middle East +971 4 375 4052salesme@adaox.comwww.adaox.com

KUWAITFutureTEC+965 2 243 8883distribution@futuretec.com.kwwww.futuretec.com.kw

SAUDI ARABIA Zedan Solutions +966 2 663 2944 brianhawley@zedansolutions.comwww.zedansolutions.com

Al Jassim Electronics + 966 1 462 6417basheer@jaljassim.comwww.jaljassim.com

EXTREME NETWORKS+971 4 3915660www.extremenetworks.com

REGIONAL DISTRIBUTORSWestcon Middle East+971 4 883 9888 murtuza.v@westconme.comwww.westconme.com

Almasa IT Distribution+971 4 306 3100 pradeep.angeveetil@almasa.comwww.almasa.com

Mayflex Middle East +971 4 701 7987 phila@mayflex.comwww.mayflex.com

Optimus Technology &Telecom +971 4 886 5377 nehul.goradia@i-optimus.comwww.i-optimus.com

F5 NETWORKS+971 50 451 3143www.f5.com

REGIONAL DISTRIBUTORSSecureway Network Distributors+971 4 375 7612ala.khalil@secureway.aewww.secureway.ae

SAUDI ARABIASecureway Network Distributors+966 1 473 6258ashok.c@secureway.ae www.secureway.ae

FORTINET + 971 4 433 0504www.fortinet.com

REGIONAL DISTRIBUTORSSecureway Network Distributors+971 4 361 6654alireza.bozorgmir@secureway.aewww.secureway.ae

Mantrac+202 303 9640www.mantracegypt.com

FOXCONN +971 4 2045 266www.foxconnchannel.com

REGIONAL DISTRIBUTOR Gulf Shadows +971 4 393 3772shoman@gulfshadows.aewww.gulfshadows.ae

SAUDI ARABIAAl-Jassim Electronics+966 3 827 7100sultan@al-jassim.comwww.aljassim.com

EGYPTEgypt for Trading & Engineering Co.+202 670 5477wreda@ete-it.comwww.ete-it.com

JORDANGulf Shadows +971 4 393 3772shoman@gulfshadows.aewww.gulfshadows.ae

LEBANONAptec Lebanon+961 471 8891antoine@apteclebanon.comwww.apteconline.com

FREECOM TECHNOLOGIES+31 7 0336 7600www.freecom.com

REGIONAL DISTRIBUTORSPro Technology+971 4 343 5501deanne@protech.aewww.protech-me.com

GENX+971 4803 9610www.genxmea.com

REGIONAL DISTRIBUTOR Memory Technology Middle East +971 4 8039 666sales@mtcdubai.comwww.mtcdubai.com

SAUDI ARABIAMTC-KSA+966 2653 1766noor@mtc-ksa.comwww.mtc-ksa.com

EGYPTNorth Africa Computer Co.+202 287 8466

HGST+44 2392 497 000www.hitachigst.com

REGIONAL DISTRIBUTORSAlmasa IT Distribution+971 4 3063 100sales@almasa.comwww.almasa.com

Asbis+971 4 883 5929asbis@eim.aewww.asbisme.ae

Avnet Technology Solutions+971 4 438 7300Ats.ae@avnet.comwww.ts.avnet.com

Trinity Middle East+971 4 886 5165marketing@trinityme.comwww.trinity-el.ru

GOOGLE+44 20-7031-3000www.google.com

REGIONAL DISTRIBUTORSFVC

+971 4429 4900info@fvc.comwww.fvc.com

GUIDANCE SOFTWARE+971 50 551 5480www.guidancesoftware.com

REGIONAL DISTRIBUTORSComguard+971 4 391 6400guidancesoftware@comguard.netwww.comguard.net

SAUDI ARABIAITS(2)+966 1207 7008yasser.alswailem@i-ts2.com www.i-ts2.com

Versos +966 50 3441514ahmed.daoud@versos.com.sawww.versos.com.sa

UAEForward Discovery +971 50 287 1062sanson@forwarddiscovery.com www.forwarddiscovery.com

Paramount Computer Systems +9714 391 8600abideen@pcsuae.comwww.pcsgulf.com

Global Security Network +971 2667 4782zayed.alji@gsn.aewww.gsn.ae

EGYPTGNSE+20 23 3451 6568mohamed.moniem@gnsegroup.comwww.gnsegroup.com

HEWLETT-PACKARD+971 4 391 6000www.hp.com

REGIONAL DISTRIBUTORS (Product exhibits vary between disties)Emitac Distribution (Bahrain, Kuwait, Oman, Qatar, UAE)+971 4605 8200afsheen_beig@emitac.aewww.emitac.ae

Redington Distribution (Bahrain, Kuwait, Oman, Qatar, UAE)+971 4359 0555karthikeyan.b@redingtongulf.comwww.redingtongulf.com

Jumbo Distribution (Bahrain, Kuwait, Oman, UAE)+971 4336 6620/ 3362131sanjiv.bhandula@jumbo.aewww.jumbocorp.com

Logicom (Bahrain, Oman, UAE)+971 4507 8888h.tabatabai@logicom.aewww.logicom-group.com

Metra (Bahrain, Oman, UAE)+971 4427 0325k_kazmi@metracomputer.comwww.metracomputer.com

Aptec Distribution (Bahrain, Kuwait, Oman, Qatar, UAE)+971 4369 7111ctannous@aptecme.comwww.apteconline.com

Avnet (GCC except KSA)+971 4438 7302venkat.raman@avnet.comwww.avnet.com

SAUDI ARABIA (Product exhibits vary between disties)Redington KSA+966 1 462 8093rawad.Ayash@redingtongulf.comwww.redingtongulf.com

Metra KSA+966 5 5352 6252aeissa@metracomputer.comwww.metra.com

Aptec KSA+966 5 0319 6135fahmad@aptecsa.comwww.aptecsa.com

Logicom KSA+966 5 0217 8923; +966 5 5054 7535 k.shahzad@logicom.comwww.logicom.com

AIM+966 5 0430 7907rhussieny@aim.com.sawww.aim.com

EGYPT (Product exhibits vary between disties)MAS Egypt+202 3338 1250yasser@masegy.comwww.masegy.com

Raya Distribution +202 3827 6000 yasser_mohamed@rayacorp.comwww.rayacorp.com

Metra Computer – Egypt +202 3303 4319h_galal@metracomputer.comwww.metra.com

Aptec Egypt +202 2648 1179hhassan@aptec.com.egwww.apteconline.com

JORDAN(Product exhibits vary between disties)Logicom Jordan +962 6551 3400n.hamami@logicom.jowww.logicom-group.com

International Distributor +962 6582 1226imad_khorma@hiperdist.comwww.unidist.com

LEBANON(Product exhibits vary between disties)PC Deal Net +961 329 7297a.amhaz@pcdealnet.com.lbwww.pcdealnet.com

HIPERDIST +961 3662334alain_kurdy@hiperdist.comwww.hiperdist.com

HP PROCURVE+971 4 391 5719www.hp.com

REGIONAL DISTRIBUTORS Redington Gulf

+971 4359 9224 rahul.nanda@redingtongulf.comwww.redingtonmea.com

Aptec+971 4435 5400 imran.batoaq@aptecme.comwww.aptecme.com

OMANImtac+968 2470 7727info@imtac.comwww.imtac.com

UAEEmitac+971 4655 8200 distribution@emitac.aewww.emitac.ae

Almasa+971 4306 3100sales@almasa.comwww.almasa.com

EGYPTMantrac+20 0 3454 1000 mantracegypt.com

Silicon21+202 2405 0011abarakat@silicon21.com.egwww.silicon21.com.eg

JORDANAptec +971 4435 5400 imran.batoaq@aptecme.comwww.aptecme.com

LEBANONInterdist+961 4410410cm@interdistalliances.comwww.interdistalliances.com

PC Dealnet+961 168 2956info@pcdealnet.com.lbwww.pcdealnet.com

HTC+971 4 299 1771www.htc.com

REGIONAL DISTRIBUTORSSIT Distribution+971 4 293 6280adnan.a@sitdistribution.aewww.sitdistribution.ae

Why should resellers buy through your authorised distribution partners?Resellers should buy through authorised distribution partners for the same reason we insure our cars. Authorised distributors have been appointed because they are qualified to represent and deliver the pre-sale, sale and post-sale co-ordination and therefore ensure the right product is delivered and the warranty agreements protect the buyers’ rights after purchases are made.

What can resellers expect in the way of service from your authorised distributors?Our main objective at Western Digital is to further strengthen our reach by expanding our in-country partner network in the MEA countries. Distributors will be able to educate resellers, and in turn, their customers on the importance of data protection, while offering them a range of hard drive solutions for their various storage and back-up needs.

What are the three main characteristics that every good distributor should have?The first is product — they must have a mix of different products to respond to the various needs of consumers. The second thing is presence, both a local and countrywide presence. And the third thing is a passion to sell.

How important is it for distributors to have an in-country presence in the Middle East?Very important, as all the countries have their different currencies and import legalities. An in-country presence ensures that your products will be available locally, and that they will be invoiced locally too.

How has the financial crisis impacted the role that distributors play in the market?The changes in the financial climate have made the role of the distributor more strategic. They are the joining link between the vendor and the channel, so their role is even more important now.

What trends will shape the distribution channel in future?The hard drive industry is currently experiencing a boom, with consumers relying on digital recording devices to record their data. The demand for storage drives will continue across various segments and we don’t see this abating. In light of this, vendors should experience an increase in sales in the quarters ahead, which will lead to an increase in the need for a wide range of channel partners in order to successfully meet a diverse set of consumer and business users’ digital data storage requirements and expand the industry.

The role of the distribution channel has become even more strategic this year, says Khwaja Saifuddin, director sales MEA at hard drive vendor Western Digital.

STRATEGIC STORAGE

EGYPTJovitronix+20 1 2266 6626vicky.lalwani@jovitronix.comwww.jovitronix.com

INTEL+971 4 369 2666www.intel.com

REGIONAL DISTRIBUTORSEmpa+971 4803 9500sales@empa-me.comwww.empa-me.com

Logicom Dubai +971 4507 8888info@logicom.aewww.logicom-group.com

Mindware+971 4391 3333sales@mindware.aewww.mindware.ae

SAUDI ARABIAEmpa+971 2 651 6693sales@empa-me.comwww.empa-me.com

Logicom (Rehab Technologies)+971 466 0758t.azzi@logicom.com.sawww.logicom-group.com

Mindware (Al Aklaneyat)+966 1215 3126radwan_basheer@mindware.aewww.mindware.ae

EGYPTMetra Computerinfo@metracomputer.comwww.metracomputer.com

Raya Distribution+202 3827 6000contact_us@rayadistribution.comwww.rayadistribution.com

JORDANLogicom Jordan +962 6551 3400n.alkhatib@lgcom.netwww.lgcom.net

Mindware Jordan+962 6551 3400n.alkhatib@lgcom.netwww.lgcom.net

Empa+971 4803 9500sales@empa-me.comwww.empa-me.com

LEBANONLogicom Lebanon+961 150 1301a.hobeika@lgcom.netwww.lgcom.net

Mindware Lebanon+961 149 9399leb_sales@mindware.aewww.mindware.ae

IOMEGA+971 4 424 0400www.iomega.com

REGIONAL DISTRIBUTORSITE Distribution (Except KSA) +971 4355 3366kiran@iteme.com www.iteme.com

Empa Middle East (except KSA) +971 4803 9500 nasreen@empa-me.comwww.empa-me.com

SAUDI ARABIAAl Jammaz Distribution+966 1477 6700moghrabi@al-jammaz.comwww.al-jammaz.com

IRIS+32 1045 1364www.iriscorporate.com

REGIONAL DISTRIBUTORSAlmasa IT Distribution +971 4306 3100sales@almasa.comwww.almasa.com

Pixel Digital+971 4282 7205pixel@emirates.net.ae www.pixel-digital.com

Arab Canadian Computer Co. +971 4282 8620info@accc.aewww.accc.ae

KUWAITAlmasa IT Distribution+965 2261 5060sales@almasa.com

Kuwait British Factory Co.+965 2471 8801support@ekbf.comwww.ekbf.com

SAUDI ARABIAAlmasa IT Distribution +966 1201 3508sales@almasa.com

EGYPTKMG Egypt+20 2 2268 3538sales@kmgegypt.comwww.kmgegypt.com

JORDANHiperdist Jordan+962 6582 1226admin_jordan@hiperdist.comwww.hiperdist.com

JUNIPER+971 4 361 1530 www.juniper.net/partners

REGIONAL DISTRIBUTORS Computerlinks+971 4 372 4120sal@computerlinks.aewww.computerlinks.ae

Westcon Middle East+971 4 812 0456sandeep.gehi@westconme.comwww.westcongroup.com

Mindware+971 4 391 3334antoine_hakim@mindware.aewww.mindware.ae

Almasa IT Distribution+971 4 3063 252kaleem@almasa.comwww.almasa.com

SAUDI ARABIAComputerLinks+966 5 5990 0554ma@computerlinks.aewww.computerlinks.ae

Westcon Middle East+971 4812 0456sandeep.gehi@westconme.comwww.westcongroup.com

Mindware+966 1 215 3126ehab_al-bakri@mindware.aewww.mindware.ae

EGYPTMideast Communication Systems+202 2290 9326amr@mcsholding.comwww.mcsholding.com

Mindware+202 2290 9326amr_selim@mindware.aewww.mindware.ae

LEBANONMindware+ 961 149 9399antoine_hakim@mindware.aewww.mindware.ae

KASPERSKY+971 4 434 7530www.kaspersky.com

REGIONAL DISTRIBUTORS (GCC)Golden Systems Electronics (Retail Products)+971 4355 5520kaspersky@gse.aewww.gse.ae

Al Hosani (Retail Products)+971 6 575 4443sales@alhosanime.aewww.alhosanime.ae

Comguard+971 4 391 6400kaspersky@comguard.netwww.comguard.net

Computerlinks (Corporate Products)+971 4501 5823jsp@computerlinks.aewww.computerlinks.ae

Sariya Company+966 3843 5125kaspersky@sariya-it.comwww.sariya-it.com

EGYPTValueSYS+20 2 2268 2552sales@valuesys.netwww.valuesys.net

JORDANiAXCESS+962 6461 2283sales@iaxcess.netwww.iaxcess.net

LEBANON

iAXCESS+962 6461 2283sales@iaxcess.netwww.iaxcess.net

KENSINGTON +44 12 9639 7444www.kensington.com

REGIONAL DISTRIBUTORSJurassic Technologies +971 4359 5905eustacem@jurassic.aewww.jurassic.ae

KUWAITZak Solutions for Computers Systems +965 2224 1008wabihaydar@zakq8.comwww.zakq8.com

EGYPTUnlimited Trading+202 3761 2244o_zein@utegypt.com

LEBANONT.pro Middle East+961 1 21 7304ziad@tprome.comwww.tprome.com

KINGSTON TECHNOLOGY+44 19327 38888www.kingston.com

REGIONAL DISTRIBUTORSLogicom+971 4507 8888info@logicom.aewww.logicom.ae

Empa+971 4 803 9500sales@empa-me.comwww.empa-me.net

FDC International+971 4397 8035info@fdcinternational.comwww.fdcinternational.com

ITE Distribution+971 4813 2400murtuza@iteme.comwww.iteme.com

Avnet+971 4438 7300ats.ae@avnet.comwww.ts.avnet.com/ae

KUWAIT Logicom+965 241 3154info@logicom.aewww.logicom.ae

SAUDI ARABIALogicom+966 1 466 0758sales@logicom.com.sawww.logicom.com.sa

FDC International+966 50 384 1525meqdam@fdchq.comwww.fdchq.com

Empa+966 1 293 2325sales@empa-sa.comwww.empa-sa.com

ITE Distribution+966 5 9859 9463zishan@iteme.comwww.iteme.com

EGYPTECS Distribution+201 0171 5803a_heshmat@ecs-distribution.comwww.ecs-distribution.com

Easy Technology Solution+202 2263 4455saad.zaky@ets.com.egwww.ets-eg.com

United Computer Systems +20 2404 9610 mmaarouf@ucs-egypt.comwww.ucs-egypt.com

JORDANLogicom+962 6551 3400m.hersh@logicom.jowww.logicom.jo

LEBANONLogicom+961 150 1301

m.dib@logicom-me.netwww.logicom-group.com

Mindware+961 149 9399 charles_nacouzi@mindware.aewww.mindware.ae

LACIE+971 4 299 1700 www.lacie.com

REGIONAL DISTRIBUTORSEmpa+971 4 803 9500nasreen@empa-me.comwww.empa-me.com

KUWAITYousef Al Roumi+965 181 0810 hassan@yousefalroumi.com

QATARiSpot+974 446 9897jy.chbat@alibinali.com

UAETrigon +971 4393 6247anthony@trigon-gulf.aewww.trigononline.com

JORDANModern Systems+962 6582 9404sales@modernsystemsco.comwww.modernsystemsco.com

LEBANONT.pro +961 472 0088karine@tprome.com

LENOVO +971 4 429 4300www.lenovo.com

REGIONAL DISTRIBUTORS Distributech+971 4 355 6701liju@dbtech.aewww.alabbas.com

GBM Distribution+971 4 883 5652st@gbmd.co.aewww.gbmd4me.com

Jumbo Electronics

+971 4 3366 620rasti.shroff@jumbo.aewww.jumbocorp.com

SAUDI ARABIAFDC International+971 4 397 8035saeidfarazmand@hotmail.comwww.fdcinternational.com

Asbis International+966 1 416 3522hesham_tantawi@hotmail.comwww.asbis-saudi.com

EGYPTMantrac IT Distribution +202 3300 4195amostafa@mantrac.com.egwww.mantracegypt.com

Better Business+202 3772 1300 msalah@betterbusinessco.comwww.BetterBusinessCo.com

JORDANBlueTech +961 197 0283 imad_adem@bluetech.com.lbwww.bluetech.com.lb

LEBANONBlueTech +961 197 0283 imad_adem@bluetech.com.lbwww.bluetech.com.lb

LEXMARK+971 4427 6300www.lexmark-me.com

REGIONAL DISTRIBUTORSAptec Gulf+971 4 369 7111ctannous@aptec.ae

Despec MERA+971 4 881 1191g.amit@despecme.aewww.despec.ae

Medmark IT Distribution+971 4 883 8448saliba@medmark-me.comwww.medmark-me.com

KUWAITAlmasa IT Distribution+965 261 5060mohammed.javeed@almasa.comwww.almsasa.com

SAUDI ARABIAAptec Saudi Arabia+966 1460 1950bsalah@aptecme.comwww.aptecsa.com

Almasa IT Distribution+966 1273 3370sajan.pillai@almasa.comwww.almasa.com

UAEAlmasa IT Distribution+971 4 306 3100bejoy.eb@almasa.comwww.almasa.com

EGYPTAptec Egypt+202 2644 4264amorsi@aptec.com.egwww.aptec.net

LEBANONMedmark Lebanon+961 189 5666khaddaj@medmark-me.comwww.medmark-me.com

LG ELECTRONICS+971 4 334 4349www.lge.com/ae

BAHRAINAJM Kooheji Group (notebooks, HDDs, monitors, projectors, ODDs)+973 1740 6040sanjeevawasthi@ajmkooheji.comwww.akmkooheji.com

KUWAITAl-Babtain Electronics Co (notebooks, projectors, monitors, ODDs)+965 83 3333sharadkumar@albabtaingroup.com.kwwww.albabtainlg.com

OMANOman Gulf Enterprises (notebooks, monitors, projectors, ODDs)+968 2 479 3072anuragg@otegroup.comwww.otegroup.com

QATARVideo Home Electronics Centre (notebooks, monitors, projectors, ODDs)+974 42 8620cvrappai@jumboqatar.comwww.jumboqatar.com

UAEPC International (notebooks, monitors, optical drives)+971 4 883 3722hani@pc-int.com; katout@pc-int.comwww.pc-int.com

Jumbo Electronics (monitors & ODDs)+971 4 334 4329bikas.biswas@jumbo.aewww.jumbo.ae

Trigon (monitors, optical drives, HDDs)+971 4 393 6247arun@trigon-gulf.aewww.trigon-gulf.ae

Projection House Audio & Video Trading (projectors)+971 4 335 9740maqsood@projectionhouse.aewww.projectionhouse.ae

LOGITECH +971 4 363 6886www.logitech.com

KUWAITWB Technologies+965 265 4433; +956 746 9686sales@bestbuykwt.comwww.wb-technologies.com

QATARModern Home+974 442 2815; +974 578 9863shawn.varghese@bdpgroup.com

SAUDI ARABIAAl Falak+966 5 0516 4832; +966 1 462 5766agnello@mso.com.sav

Jarir Bookstore+966 1462 6000cesar@jarirbookstore.com; mahboob@jarirbookstore.com

UAEAshley+971 4 397 7611subash@ashleyllc.com; farahani@ashleyllc.comwww.ashleyllc.com

ITE Distribution +97143553366; +971506449647jafer@iteme.comwww.iteme.com

Channel Distribution Co. (CDC) JBL+971 4 883 0860lilian@cdc-me.com kaushal@cdc-me.com

Golden System Electronics+971 4 397 3345mohd.bahrololoum@gse.ae; vishal.gandhi@gse.aewww.gse.ae

Pluto+971 4 261 8111Gibson.varghees@plutogt.comwww.pluto-games.com

EGYPTAptec Egypt+202 648 1100asmaa.fouad@aptec.com.eg

JORDANPC Zone+962 6553 5306zater@pc-zone-jo.com

LEBANONBusiness Products+961 197 5555antoine@bproducts.com; negib@dm.net.lb

MCAFEE+971 4 391 5460www.mcafee.com

REGIONAL DISTRIBUTORAptec Distribution+9714 369 7111 santoshk@aptecme.comwww.aptecme.com

Computerlinks+971 4501 5814zs@compuerlinks.aewww.computerlinks.com

KUWAITAptec Distribution azakir@aptecme.com+965 9753 7576www.apteconline.com

SAUDI ARABIA Aptec Saudi Arabia+966 1460 1950msaleem@aptecsa.com

EGYPTAptec Egypt+20 2648 1161salma.alfeky@aptec.com.egwww.apteconline.com

LEBANONAptec Lebanon + 961 471 8817elie.b@apteclebanon.comwww.apteconline.com

MICROSOFT GULF+971 4 391 7000www.microsoft.com/en/gulf

REGIONAL DISTRIBUTORSLogicom (Volume licences, Full packaged products, OEM)+971 4 396 1188t.afzal@logicom.aewww.logicom.ae

Mindware (Regional for Volume licences & Full packaged products; OEM UAE only)+971 4 391 3333jeff_jacob@mindware.co.aewww.mindware.co.ae

Aptec Gulf (Regional for Volume licences & Full packaged products; OEM UAE only)+971 4 369 7111pnarwani@aptecme.comwww.aptecme.com

Almasa IT Distribution/Delta (Full packaged products)+971 4 306 3100govinda.siddartha@almasa.comwww.almasa.com

ITE Distribution (Full packaged products)+971 4355 3366sheetal@iteme.comwww.iteme.com

Pluto Derinton (Xbox & Games)+971 4 261 8111gibson.varghees@plutogt.comwww.plutogt.info

BAHRAINKanoo IT (OEM)+973 1 774 6474 k.sreekanth@kit.com.bhwww.kanooit.com

KUWAITUnatrac International (OEM & Full packaged products)+965 2 418 431welmanzalawy@mantrac.com.egwww.mantracegypt.com

Q-BIT Distribution +965 2483 5234anajem@qualitybit.net

QATAREmitac (OEM)+974 435 5440delair_khan@emitac.aewww.emitac.ae

MSI+886 2 3234 5599www.msi.com

BAHRAINBDL+966 1 460 1717osama@bdlsa.comwww.bdlco.net

KUWAITYousef AlRoumi Trading+965 261 0204fahad@yousefalroumi.comwww.yousefalroumi.com

SAUDI ARABIABDL+966 1 460 1717osama@bdlsa.comwww.bdlco.net

UAEGrand Stores+971 4217 0745akarim@grandstores.aewww.grandstoresuae.com

EGYPTBDL Co+202 644 1133www.bdleg.com

El-Tawil+20 3 4250121eltawil@eltawilit.comwww.eltawilit.com

JORDANTime Technology for Computers +962 6553 7647husam.habib@ttc-jo.comwww.ttc-jo.com

LEBANONT.pro+961 4 720 088 sales@tprome.comwww.tprome.com

MOBOTIX+49 6 3029 8160www.mobotix.com

REGIONAL DISTRIBUTORSAFI Technologies+966 3 847 0033mobotix@afi.com.saafitechnologies.com.sa

BAHRAINTektronics Technologies +973 1771 6804vishal@tektronics.bhwww.tektronics.bh

KUWAITAlalamiah Technology Group +965 2224 5555nsn@alalamiah.comwww.alalamiah.com

Al Khalili United Enterprises +968 2481 6303 ramesh@alkhalili.comwww.security.alkhalili.com

QATARPS Electronics/Projects and Supplies+974 594 1273fadi_chaya@yahoo.com

SAUDI ARABIAAFI Technologies+966 3 847 0033mobotix@afi.com.saafitechnologies.com.sa

UAEAtlas Telecom+971 2699 7500 eduardo.clemente@atlastelecom.aewww.atlastelecom.ae

Pro Technology+971 4343 5501 lesley@protech.aewww.protech-me.com

MONSTER CABLE+971 4883 0405www.monstercable.com

REGIONAL DISTRIBUTORSMonster Middle East

jkhan@monsterme.com+971 4 883 0405www.monstercable.com

MOTOROLA (ENTERPRISEMOBILITY BUSINESS)+971 4 3315111www.motorola.com

REGIONAL DISTRIBUTORSWestcon Middle East+971 4883 9888embu@westconme.comwww.westconme.com

NCIRCLE+1 415 625 5900www.ncircle.com

NEC COMPUTERS+33 1 4291 8000www.nec-computers.com

REGIONAL DISTRIBUTORSInterFRONTIERS InterconNECt Ltd+357 2262 5222info@inter-frontiers.comwww.inter-frontiers.com

BAHRAINContinental Business Solutions + 973 1781 4668cbsbh@batelco.com.bhwww.cbs.bh

SAUDI ARABIANajia Abdullatif Jameel Group +966 2661 1372yaser@najtech.comwww.najtech.com

UAEAl Yousuf Computer + 971 2622 2368vjacob@alyousuf.comwww.alyousuf.com

Dubai Advanced Technology +971 5 0429 8805info@dat-me.comwww.dat-me.com

EGYPTAdvanced Technology & Computer Sys. +20 3 484 1125amr.elguindy@atandc.com.egwww.atandc.com.eg

El Araby+20 2 2291 6989amr-karim@elarabygroup.com www.elarabygroup.com

JORDANRadiant Computers & Electronics+962 6583 3336s.qadi@radiant.jowww.radiant.jo

LEBANONTevega+961 149 5496tevega@fattal.com.lbwww.tevega.com

Impact Electronics.+961 1 6859 8567aah@impact-electronics.comwww.impact-electronics.com

NEC DISPLAY SOLUTIONS +971 50 158 5371www.nec-display-solutions.com

BAHRAINMofakro Trading+973 1 754 0303jassim@mofakro.comwww.mofakro.com

KUWAITADawliah Electronics+965 2472 0631info@adawliah.com.kwwww.adawliah.com

OMANOman International Electronics & Trading+968 2 483 0404sales@ohielec.comwww.ohielec.com

QATARComputer Arabia+974 466 7555pierre.ibrahim@carabia.comwww.teyseergroup.com

SAUDI ARABIASamir Photographic Supplies Co.+966 2682 8219webmaster@samirgroup.comwww.samirgroup.com

UAEAbba Electronics+971 4334 4146syed.ameen@abba.aewww.alabbas.com

EGYPTEl-Tawil International Trade+203 424 0883; +202 3760 4388eltawil@eltawilit.comwww.eltawilit.com

JORDANSukkarieh Group+962 6464 6885sales@sukkarieh-group.comwww.sukkarieh-group.com

LEBANON AudioPro (Pro AV & projects)+961 142 9029audiopro@audioprolb.com

Tevega (Distribution)+961 149 5496tvgmroom@fattal.com.lbwww.tevega.com

NETGEAR +971 4 609 1860 www.netgear.com

REGIONAL DISTRIBUTORSAl Yousuf Digital +971 4881 7277tsadieh@alyousuf.comwww.alyousuf.com

Redington Gulf+971 4359 9224roy.jospeh@redingtongulf.comww.redingtonngulf.com

Empa+971 4 803 9500chandan@empa-me.comwww.empa-me.com

BAHRAINI Point +973 3 961 2819nithin.jacob@bionline.comwww.bionline.com

QATARMatrix Computer System +974 4 32 8968iqraam@mcs.com.qawww.mcs.com.qa

SAUDI ARABIAAl Mijdafibrahim@mijdaf.comwww.mijdaf.com

UAEAshley+971 4397 7611 farahani@ashleyllc.comwww.ashleyllc.com

NORTEL +971 4 362 6444www.nortel.com

REGIONAL DISTRIBUTORSWestcon+971 4 883 9888venu@westconme.comwww.online-dubai.com

Redington Gulf+971 4 883 8656Ramkumar.b@redingtongulf.comwww.redingtongulf.com

SAUDI ARABIABright Star Trading Co+966 1 217 8011k.sayes@stl.com.sawww.stl.com.sa

OKI +971 4 204 5810www.okime.ae

BAHRAINFakhro Electronics+973 1729 9999fakhroel@batelco.com.bnwww.fakhro.com

KUWAITBader Al Mulla & Bros+965 2242 3252ot@almullagroup.comwww.almullagroup.com

OMANJawad Sultan Telecommunications+968 2 481 6663jstoman@omantel.net.omwww.jstoman.com

QATARQatar Computer Services+974 444 1212ahmed.abaza@qcs-qatar.comwww.qcs-qatar.com

SAUDI ARABIAAl Eqtessad MD+966 1462 0000malbalkhi@aleqtessad.comwww.aleqtessad.net

UAEUtmost Electronics Trading+971 4 351 6035utmost@emirates.net.aewww.utmostgrp.com

EGYPTSmartec+202 3302 7731info@smartec.com.eg www.smartec.com.eg

JORDANMABCO+962 6464 7666info@mabcogroup.comwww.mabco.com.jo

LEBANONPSI+961 148 4848psileb@psi.com.lbwww.psi.com.lb

OPTOMA +44 1923 691 800www.optoma.eu

BAHRAINBusiness International+973 1 781 5444guraz.wankadia@bionline.bizwww.bionline.biz

KUWAITUniversal Media+965 247 4411jdahbour@umedia.com.kwwww.umedia.com.kw

OMANGraphic International Centre+968 2 470 9582

vinil.prakash@graphicllc.comwww.graphicllc.com

SAUDI ARABIASamir Photographic+966 2 682 8219waddah.elrayyes@samirgroup.comwww.samirgroup.com

UAEProjection House+971 4 335 9740maqsood@projectionhouse.aewww.projectionhouse.ae

PACKET DESIGN+1 408 490 1000www.packetdesign.com

REGIONAL DISTRIBUTORSFVC+971 4 429 4900guru@fvc.comwww.fvc.com

PANASONIC+971 4886 2142www.panasonic.ae

BAHHRAINAl-Futtaim Sons +973 1756 4776www.panasonicbahrain.com

Telematics+973 1729 0033world@batelco.com.bh

KUWAITEasa Husain Al-Yousifi & Sons Co.+965 243 2808svcsupport@yousifi.com.kwwww.yousifi.com.kw

OMANOman Marketing & Services CO.+968 2456 7692www.omasco.com/consumer_electronics.htm

QATARImalco+974 41 8030

Nasir Bin Abdullah & Sons Co.+974 441 7575

SAUDI ARABIAAbubaker Hussein S. Bamaruf Est.+966 2648 1830

Al Eqtessd Est.+966 2652 0134

M.O. Alesayi Electronics+966 2644 9026c.care@alesayi-electronics.comwww.aecksa.com

UAEAl-Futtaim Panatech+971 4282 5112www.panasonicuae.com

EGYPTBaghdad Trading Co.+20 2260 7516

Egypt & Middle East+20 2574 9205

Misr Helwan for Import & Export Co.+20 2524 4444m_helwan@hotmail.com

Swiss Trading+20 2574 8287

Tahrir Centre for Trade & Service+20 2393 8151tatas@tataspro.com

The Egyptian Company for Electrical Equipments+20 2431 6353ecee@tedata.net.eg

JORDANAhmad Badaro & Co.+962 6464 1907abcgroup@nol.com.jo

Computer & Engineering Bureau+962 6551 8115

Modern Arabian Business Corp.+962 6464 7666

Trans Jordan for Electronics +962 6582 6042

LEBANONAces Electronics +961 189 8989www.aces.com.lb

Sacotel+961 139 8866sacotel@sacotel.com.lbwww.sacotel.com

POLYCOM +44 1753 723 000www.polycom.com

RED HAT+971 4 375 1681www.europe.redhat.com

REGIONAL DISTRIBUTORSOpennet MEA+971 4 391 0686sales@opennet.aewww.opennet.ae

RIVERBED TECHNOLOGY+44 1344 401900www.riverbed.com

Naizak+971 4 391 1165info@naizak.comwww.naizak.com

RSA SECURITY+971 4 424 0400www.rsa.com

REGIONAL DISTRIBUTORSComputerlinks+971 5 0452 5887ae@compuerlinks.aewww.computerlinks.com

SAGE +971 4 390 0180www.me.sage.com

REGIONAL DISTRIBUTORS(Peachtree by Sage product line) ITE Distribution+971 4 813 2400rose@iteme.comwww.iteme.com

SAUDI ARABIAAl Falak Distribution+966 1462 5766agnello@mso.com.sawww.mso.com.sa

UAEAl Hosani +971 6575 4443slava@alhosanime.aewww.alhosanime.ae

EGYPTRaya Distribution +202 3827 6000gamal@rayacorp.comwww.rayacorp.com

SAMSUNG+971 4364 8600www.samsung.com

BAHRAINTechno Blue (large format display)www.technoblue.com.bh

Bin Hindi (Monitor, HDD, ODD)+973 1740 8000www.binhendi.com

Bin Hindi Informatics (laser beam printer)+973 1740 8050www.binhendi.com

KUWAITATC (Monitor, ODD, notebook)+965 88 5599www.atc.com.kw

Square Distribution (Monitor, HDD, ODD, notebook)+965 574 3081www.alkazemigroup.net

Andalus Trading (laser beam printer)+965 2244-1215andalus@andalus.com.kwwww.andalus.com.kw

OMANSarco (Monitor, HDD, ODD, notebook)+968 2470 9171sarcogen@omantel.net.omwww.sarcooman.com

Mustafa Sultan Office Technology (laser beam printer)+968 2470 9361msot@mustafasultan.comwww.mustafasultan.com

QATARIntertec Group (Monitor, HDD, ODD, laser beam printer)+974 432 2010bandula@intertecqatar.comwww.intertecqatar.com

Techno Blue Qatar (Monitor, notebook)+974 446 6175info@techno-blue.comwww.techno-blue.com

SAUDI ARABIAJarir (notebook)+966 1462 6000jarir@jarirbookstore.comwww.jarirbookstore.com

UAERedington (Monitor, HDD, ODD, notebook)+971 4 359 0555www.redingtongulf.com

Metra (HDD, ODD)+971 4397 8765info@metracomputer.comwww.metracomputer.com

ZIO Tech (large format display)+9714 3388270www.ziogulf.com

Eros (Monitor, notebook, large format display)

+971 4266 6216samsungsales@erosgroup.aewww.erosgroup.com

Trigon (laser beam printer)+971 4393 6247info@trigon-gulf.aewww.trigononline.com

Harman House (Monitor, large format display)+971 4321 1121www.harmanme.com

SANDISK+971 4701 7810www.sandisk.ae

BAHRAINRedington Gulf+ 971 4359 0555saju.as@redingtongulf.comwww.redingtongulf.com

KUWAITFuture Communications Company+965 249 0149prashanth@fcc-kuwait.comwww.fcc-kuwait.com

QATARRedington Gulf+974 455 1608saju.as@redingtongulf.comwww.redington.com

SAUDI ARABIAAhmed Abdul Wahed Trading Co.+966 2650 0282zaher@abdulwahed-photo.comwww.abdulwahed-photo.com

Al Haddad Telecomyasserbarkoki@al-haddad.comwww.al-haddad.com

UAEGrand Stores +971 4282 3700binoi@grandstores.aewww.grandstoresuae.com

Redington Gulf+ 971 4359 0555 saju.as@redingtongulf.comwww.redingtongulf.com

EGYPTOverseas Computers+202 262 4582h.amer@overseas-computers.comwww.overseas-computers.com

JORDANGrand Stores Jordanwww.grandstoresjo.com

LEBANONDigital Technologies+961 123 6110g.antaki@digitaltechnologies.com.lbwww.digitaltechnologies.com.lb

SAPPHIRE TECHNOLOGY+852 2687 8888www.sapphiretech.com

REGIONAL DISTRIBUTORSAlajras Computer+971 4295 9130 sales@alajras.netwww.alajras.net

Asbis +971 4 883 5929asbisme@emirates.net.aewww.asbisme.ae

Gulf Shadows (QDS)+971 4393 3772 shoman@gulfshadows.aewww.gulfshadows.ae

Unicom Computer Systems +971 4359 4471 unicomco@emirates.net.ae

EGYPTQDS Egypt+202 3304 6927sazim@qdsfzco.aewww.qdsegypt.com

LebanonAptec Lebanon+961 4718 891www.apteconline.com

SEAGATE+44 0 16288 90366www.seagate.com

REGIONAL DISTRIBUTORSAsbis Middle East +917 4 883 5873marketing@asbisme.aewww.asbisme.ae

Metra Computer +971 4 427 0325zeba@metracomputer.comwww.metracomputer.com

Almasa IT Distribution +971 4 306 3100info@almasa.comwww.almasa.com

FDC International+971 4 397 8035farbod@fdchq.comwww.fdchq.com

Logicom+971 4 396 1188a.dinesh@logicom.aewww.logicom-group.com

KUWAITAlmasa IT Distribution +965 2615 060/70/90info@almasa.comwww.almasa.com

SAUDI ARABIAMetra Computer (Maxtor HDDs only)+966 5 5833 3960tamer@metracomputer.com

Almasa Solutions Trading +966 1 273 3370info@almasa.comwww.almasa.com

Logicom+966 1 466 0758t.azzi@logicom.com.sawww.logicom-group.com

Asbismorad.akhan@asbisme.aewww.asbisme.ae

SONICWALL +971 4 609 1753www.sonicwall.com

REGIONAL DISTRIBUTORSWestcon Middle East+971 50 457 6077ashima.singh@westconme.comwww.wetsconme.com

Redington Gulf+971 5 0458 3934prasant.m@redingtongulf.comwww.redingtongulf.com

KUWAITRedington Kuwait+965 4343357www.redingtongulf.com

OMANRedington Gulf Oman

+968 24791405info@redingtongulf.comwww.redingtongulf.com

QATARRedington Qatar+974 455 1608 info@redingtongulf.comwww.redingtongulf.com

SAUDI ARABIAWestcon Middle East+966 5 5218 1104mohammed.merajuddin@westconme.comwww.westconme.com

Redington Arabia+966 5 0749 3842 Rashad.B@redingtongulf.comwww.redingtongulf.com

SONY +971 4 881 5488www.sony-mea.com

BAHRAINAshrafs+973 1753 4441 ashrafs@ashrafs.com.bhwww.ashrafsbahrain.com

KUWAITSupplying Store Co.+965 183 3332info@supplyingstore.comwww.supplyingstore.com

OMANJumbo Electronics +968 9903 0524shekhar.iyer@jumbo-oman.com www.jumbocorp.com

QATARModern Home +974425 7777info@darwishholding.comwww.darwishholding.com

SAUDI ARABIAModern Electronics Co.+966 800 244 4200www.mecl.com.sa/feedback_ksa.phpwww.mecl.com.sa

UAE (DIRECT DISTRIBUTION)Sony Gulf +971 4881 5488; +971 4 800 7669 (Helpdesk)vaiohelpdesk.sogul@ap.sony.comwww.sony-mea.com

EGYPTB.Tech +202 2348 0701/15info@btech.com.egwww.btech.com.eg

JORDANZaki A. Ghul+962 6516 5632 service@ghul-group.comwww.ghul-group.com

LEBANONAlliance Electronics +961 149 3493allelectronics@fattal.com.lbwww.ae.com.lb

SOPHOS +971 4375 4332www.sophos.com

REGIONAL DISTRIBUTORSSecureway+971 4375 7612info@secureway.aewww.secureway.ae

SOURCEFIRE +44 118 989 8400www.sourcefire.com

REGIONAL DISTRIBUTORSSecureway+971 4 3757612info@secureway.aewww.secureway.ae

STORAGEFLEX+1 905 475 1380www.storageflex.com

REGIONAL DISTRIBUTORSPro Technology+971 4 343 5501sales@protech.aewww.protech-me.com

SAUDI ARABIAPro Technology+966 3 897 8666a.almutrif@protech-ksa.comwww.protech-ksa.com

SUN MICROSYSTEMS+971 4 366 2600www.sun.com

REGIONAL DISTRIBUTORSTech Access+971 4 391 1820

info@techaccess.comwww.techaccess.com

Aptec Distribution +971 4 369 7111www.aptecme.com

SAUDI ARABIAAl Jammaz Telecom +966 1 476 8811info@al-jammaz.comwww.al-jammaz.com

SYMANTEC+971 4 390 1799www.symantec.com

REGIONAL DISTRIBUTORSAptec Distribution+971 4 369 7111alia@aptecme.comwww.aptecme.com

Mindware+971 4 391 3388shadi_tahan@mindware.aewww.mindware.ae

ITE Distribution+971 4 355 3366rose@iteme.comwww.iteme.com

Tech Access+971 4 391 1820asit.ahuja@techaccess.comwww.techaccess.com

WB Technologies (Consumer only)+965 2265 4433nawazish@wb-technologies.comwww.wb-technologies.com

SAUDI ARABIAAptec Saudi Arabia+966 1 460 1950hali@aptecsa.com

Mindware Saudi Arabia+966 1215 3126anas_rasheed@mindware.ae

Al Falak Distribution+966 1462 5766 meraj@mso.com.sawww.mso.com.sa

Tech Access Saudi Arabia+966 1460 3317wael.waheed@techaccess.com

Rehab Technologies (Consumer)

+966 1466 0758k.siddiqi@logicom.com.sawww.logicom.-group.com

EGYPTAptec Egypt+20 2 2648 1107salma.elfeky@aptec.com.eg

Mindware Egypt+20 1 1874 4222Sameh_kandil@mindware.ae

Tech Access Egypt+20 2 3338 0164yasser.elwady@techaccess.com

TEXAS MEMORY SYSTEMS+1 713 266 3200www.ramsan.com

REGIONAL DISTRIBUTORSPro Technology+970 4 343 5501sales@protech.aewww.protech.ae

TRANSCEND +886 22 2792 8000 www.transcendusa.com

REGIONAL DISTRIBUTORSEmpa+971 4803 9530ali@empa-me.comwww.empa-me.com

KUWAITAnwarco Center+965 2261 0002sales@anwarco.netwww.anwarco.net

SAUDI ARABIAJarir Bookstore+966 1462 6000manish@jarirbookstore.comwww.jarirbookstore.com

Al Olyan EST+966 5 4526 3333mohamed.moniem@gmail.com

UAEJurassic Technologies +971 4359 5905enquiry@jurassic.aewww.jurassic.ae

CAD Gulf +971 4331 1140

sales@cadgulf.comwww.cadgulf.com

EGYPTDelta RS+202 748 0790mohamed_shafey@radioshackegypt.comwww.radioshackegypt.com

Roots Technology+202 2291 3196khaldone@roots-me.comwww.roots-me.com

Massria Trade+202 2257 7957yasser@massriasoft.com

North Africa Co. for System and Engineering SAE+202 2 2287 8466h_elfayed@nac4pc.comwww.nac4pc.com

JORDANSalbashian Trading Company diana.s@salbashiangroup.com

LEBANONFototek+961 124 3000fototek@antakiholding.com

Comtek+961 88 2333c.nader@comteklb.comwww.comteklb.com

TIPPINGPOINT+31 20 521 0450www.tippingpoint.com

TOSHIBA+971 4 881 7789www.toshiba-gulf.com

BAHRAINAl Futtaim Sons Co+973 1 756 4775athiq.ahmed@alfuttaim.aewww.alfuttaim.ae

KUWAITArabian Business Machines +965 2 429 154rabih@abm-kuwait.comwww.abm-kuwait.com

OMANBahwan Electronics +968 2 479 3758piyer@suhailbahwangroup.comwww.bahwanelectronics.com

Bahwan IT.+968 2 4660 066anil@bahwantit.comwww.bahwanit.com

QATARMannai Trading+974 4 558 599logie@mannai.com.qawww.mannai.com

Jarir Bookstore.+974 4 440 212moageel@jarirbookstore.comwww.jarirbookstore.com

PC Dealnet+974 418 1901f.azar@itg.com.lbwww.itg.com.lb

SAUDI ARABIAArabian Business Machines+966 1 478 4909 d.shahin@abmsate.com.sawww.olayan.com/abm

Jarir Bookstore+966 462 6000 moageel@jarirbookstore.comwww.jarirbookstore.com

Redington Arabia+966 1 462 5323 hafeez.khan@redingtongulf.com

Abu Baker Hosin Elminhali (Asbis)+966 1 416 3522morad.khan@asbisme.aewww.asbis-saudi.com

UAEAl Futtaim Electronics +971 4 208 5313anil.sharma@alfittaim.aewww.toshibauae.com

EGYPTEl Araby Company for Trading & Manufacturing+202 2416 2230yasser.ghoniem@elarabygroup.comwww.elarabygroup.com

JORDANScientific & Medical Supplies+962 6460 3666khalil_moughrabi@sms.com.jowww.sms.com.jo

LEBANONPC Deal Net +961 68 2000r.teen@pcdealnet.lbwww.pcdealnet.com.lb

TRAPEZE +971 50 645 9749www.trpz.com

Regional distributorsRedington Gulf+971 4359 9224tushar.chawla@redingtongulf.comwww.redingtongulf.com

UAEEMW+971 4 368 6700info@emw-me.comwww.emw-me.com

TRIPP LITE+971 4887 1633www.tripplite.com

REGIONAL DISTRIBUTORS(IT products only)Empa (GCC except KSA)+971 4 883 9341sales@empa-me.comwww.empa-me.com

BAHRAINiPoint+973 1751 4647nitin@bionline.bizwww.bionline.biz

QATARBCQ (Jaidah) +974 446 6800

bahig.georgi@jaidah.com.qawww.jmtc.com.qa

KUWAITAdvanced Systems Group+965 2474 0191riyaz@tsunami-it.comwww.tsunami-it.com

SAUDI ARABIAAl-Jassim Electronics+966 1 462 6417basheer@jaljassim.comwww.jaljassim.com

UAE ATN Solutions +971 4343 8495sales@atnsolutions.ae

Asbis Middle East+971 4 883 5929asbisme@emirates.net.aewww.asbis.com

GE Solar (Renewable energy partner)+971 4 883 2024prabish@gesolar.comwww.gesolar.com

EGYPTECS Distribution+202 3760 4014h_hafeez@ecs-distribution.comwww.ecs-distribution.com

JORDANLogicom, Jordan+962 6551 3400z.daoud@lgcom.netwww.lgcom.net

VEGASTREAM+44 1344 784 900www.vegastream.com

VIEWSONIC+971 4 881 1871www.me.viewsonic.com

REGIONAL DISTRIBUTORSAl Yousuf Digital +971 4 881 7277hsalman@alyousuf.comwww.alyousufdigital.com

KUWAITAallamiah Technology Group +965 804 111fr@alalamiah.comwww.alalamiah.com

QATARBusiness Communications Qatar (BCQ) +974 4 466 812nemer.yousef@jaidah.com.qawww.jaidah.com.qa

SAUDI ARABIAMetra Computer Saudi Arabia+966 1 464 5401msaid@metra.com.sawww.metracomputer.com

UAETrigon Computers +971 4 393 6247info@trigon-gulf.aewww.trigononline.com

EGYPTMetra Computer Egypt+20 2303 4319H_galal@metracomputer.comwww.metracomputer.com

JORDANGeneral Computers & Electronics (Projectors only)+962 6551 3879yalhaj@gce.com.jo

LEBANONTechnorex+961 4 383509techcom@cyberia.net.lb

WEBSENSE+971 4 501 5920www.websense.com

REGIONAL DISTRIBUTORSComputerlinks+971 4 501 5814info-ae@computerlinks.aewww.computerlinks.ae

SAUDI ARABIAFVC Saudi Arabia+966 1217 5530infosa@fvc.comwww.fvc.com

WESTERN DIGITAL+971 4 372 4593www.westerndigital.com

REGIONAL DISTRIBUTORSFDC International+971 4 397 8035girishg@fdchq.comwww.fdchq.com

Metra Computer+971 4 397 8765info@metracomputer.comwww.metracomputer.com

Redington Gulf+971 4 359 4433sujit.menon@redingtongulf.comwww.redingtongulf.com

eSys Technologies+971 4 883 9292smishra@ezyinfotech.comwww.ezyinfotech.com

BAHRAINMetra Computer+973 3690 4841a_saigh@metradubai.ae

KUWAITMetra Computer+965 6550 7150s_saad@metracomputer.com

Redington Gulf+965 434 3357priyaranjan.b@redingtongulf.com

OMANRedington Gulf +968 24791405sujit.menon@redingtongulf.com

QATARMetra Computer+9745894227k_elhammady@metracomputer.com

Redington Qatar+974 455 1608sujit.menon@redingtongulf.com

SAUDI ARABIANahil Computer+966 1 464 5373 mohan@nahil.com.sawww.nahil.com.sa

FDC International+966 5 0384 1525meqdam@fdchq.com

Metra Computer+966 5 5408 9889msaid@metra.com.sa

Redington Gulf+966 1 462 5323mohammed.alsheny@redington-gulf.com

EGYPTNorth Africa Company+20 22876203 mkhedr@nac4pc.comwww.nac4pc.com

FDC International+20 1 0224 3377mostafa-eg@fdchq.com

Metra Computer+20 2303 4319m_maher@metracomputer.com

Redington Gulf+20 2 2291 1419 mkhedr@redington.com.eg

JORDANFDC Jordan+962 7 9609 4960ahmad@fdchq.com

Metra Computer+962 7 9589 8426m_qazaq@metradubai.ae

Redington Jordan+962 7 9543 5599motasem.otoum@redingtongulf.com

LebanonMetra Computer+961 374 4679o_albanna@metradubai.ae

XEROX +971 4 368 1880www.xerox.com

REGIONAL DISTRIBUTORSComputer & Communication Systems+971 4 883 8838xeroxopb@ccs.aewww.ccs.ae

BAHRAINBusiness International +973 1 781 5444xerox@bionline.bizwww.bionline.biz

KUWAITAl Amana Industries+965 881 111xeroxsales@alghanimwww.alghanim.com

OMANBishara Establishment+968 2 470 0224bestmkt1@omantel.net.omwww.bishara.com

QATARDarwish Trading Company+974 436 3667mgtxerox@qatar.net.qawww.darwish-trading.com

SAUDI ARABIASaudi Xerox +966 1473 9840saudi.xerox@saudixerox.comwww.olayangroup.com

UAEXerox Emirates+971 4 352 5885neelam.chadha@xerox.aewww.xeroxuae.com

EGYPTXerox Egypt+202 3536 4000xerox.egypt@xerox.comwww.xerox.com

JORDANArabian Office Automation+96 2 6552 2298 info@xerox.com.jowww.aoa.com.jo

LEBANONTe Vega+961 151 2002 tevega@fattal.com.lbwww.tevega.com

XTREME +971 4 803 9610www.xtrememea.com

REGIONAL DISTRIBUTORSMemory Technology Middle East+971 4 803 9666Esales@mtcdubai.comwww.mtcdubai.com

SAUDI ARABIAMTC-KSA+966 2 6531766noor@mtc-ksa.comwww.mtc-ksa.com

EGYPTNorth Africa Computer Company +202 287 8466

40 www.itp.netAUTHORISED DISTRIBUTION 2009

Distributors with cash to hand — and the capacity to make good use of working capital — could actually profit from the current stress that the sector is under, according to senior sources in the Middle East channel.

SURVIVAL SKILLS

To understand why cash is so important right now it is vital to

consider the bigger picture, which fundamentally starts with mainstream distributors encountering serious cash flow challenges.

At the same time, banks remain prudent in their lending, while manufacturers are following strict orders from HQs to scrutinise their credit exposure more closely than ever before.

As a result, they are getting tough on things like overdue payments and unrecovered debts, which didn’t necessarily warrant any urgency before.

Consequently, those disties with cash are getting deals passed their way because the vendors know they can

absorb the product, and more importantly pay for it. At this point in time, distributors with access to funds arguably possess more of an advantage in the market than ever, providing their reserves are managed carefully.

Cash-rich distributors will be better placed to purchase higher quantities of stock and therefore generate better margins — due to volume and cash discounts from vendors — while larger deals are also more inclined to be directed their way by vendors.

Again, that improves their chances of invoicing more business and maintaining cash flow, thereby affording them greater purchasing power to buy more stock — and so the whole cycle reworks itself once again.

Cash-strapped competitors, on the other hand, could find themselves increasingly handicapped in terms of deals, margins and stock allocation, leaving them in a position where just a couple of big debts may prove fatal.

Follow this argument through to its natural conclusion and the upshot is that financially-sound wholesalers could actually emerge from the current turmoil in a better position than when they started, while weaker contenders face the prospect of losing their footing completely.

It is still far too early to say how dramatically the regional channel landscape will evolve over the coming months. For now, distributors just have to make their cash count.

//FINAL COMMENT

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channel middle east - october 2009

channel middle eastpublished

z of authorised distribution

distribution network

middle eastan itp business

retail channel

new distribution partnership

appetite of distributors

vendordistribution landscape

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in this issue - middle east medievalists | middle east

remittances channel and fiscal impact in the middle east,...

channel middle east - july 2010

friends of the earth middle east - ecopeace middle east

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channel middle east - may 2010

us priorities in the middle east - middle east institute

channel middle east - march 2010

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channel middle east - april 2009

the modern middle east. middle east the middle east goes...

channel middle east - june 2010

higher education and the middle east - middle east institute

optimal channel design - middle east technical university ·...

channel partner for the middle east mechanical · pdf...

social media in the middle east: the story of 2014 … ·...

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channel middle east - march 2009

9. multi-channel mobile crisis response platforms: lessons...