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

4

14

8

11-39

18

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

Published by and Copyright © 2009 ITP Technology Publishing, a division of ITP Publishing Group Ltd. Registered in the B.V.I. under Company Registration number 1402846.

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: [email protected] Andrew SeymourTel: +971 210 8320 e-mail: [email protected]

ADVERTISING

Commercial Director Richard JuddTel: +971 210 8482 e-mail: [email protected] Sales Manager Sandip VirkTel: +971 210 8276 e-mail: [email protected] Manager Rajasree RammohanTel: +971 210 8361 e-mail: [email protected]

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

PHOTOGRAPHY

Director of Photography Sevag Davidian Chief Photographer Nemanja Seslija

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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

evitcarttAlanoitomorp

tnuocsiD*%52otpu

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

Call MEEZA today and take advantage

of a unique opportunity to become one of our

Value Added Resellers.

T +974 454 7100E [email protected]/VAR

Add Value. Share Rewards.

As one of the fastest growing IT companies in the region,

MEEZA is seeking to partner with companies that are as dedicated

and passionate about delivering the IT advantage as we are.

Based in Qatar, MEEZA is a Managed IT Services and Solutions

provider that is set to become an industry leader. We have made

significant investments in IT infrastructure that will make us

uniquely placed to offer Cloud Services across the region.

Become a MEEZA Value Added Reseller and sharethe rewards of success


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

REGIONAL DISTRIBUTORSAptec Distribution +971 4 369 [email protected]

Westcon Middle East+ 971 4 883 [email protected]

SAUDI ARABIAAptec Saudi Arabia+966 1460 [email protected]

EGYPTRaya Distribution+202 3827 6000 [email protected]

Mantrac IT Distribution+202 3300 0700 [email protected]

LEBANONAptec Lebanon + 961 471 [email protected]

ACER +971 4 805 6000www.acer.ae

OMANLoay International +968 794 [email protected]

QATAREmitac Distribution Qatar+974 435 [email protected]

SAUDI ARABIAAlmasa IT Distribution+966 1 273 [email protected]

Al Jammaz Telecom+966 1 476 [email protected]

Metra Computers +966 1401 [email protected]

Jarir Bookstore+966 1 462 [email protected]

Redington+966 1462 [email protected]

Samir 2+966 2616 [email protected]

UAEDerinton LS2+971 4364 [email protected]

Emitac Distribution+971 4282 [email protected]

FDC International+971 4397 [email protected]

Jumbo Electronics+971 4336 [email protected]

Redington+971 4 359 [email protected]

EGYPTAsma Group+202 2261 [email protected]

Districom (Unidist)+202 3761 [email protected]

Mantrac+202 3300 [email protected]

Metra+202 3303 [email protected]

JORDANEmitac Distribution Jordan+962 6515 [email protected]

SCS Scientific+962 6550 [email protected]

LEBANONAptec Lebanon+961 471 [email protected]

Logicom Lebanon+961 150 [email protected]

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

Technomania+961 148 [email protected]

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

REGIONAL DISTRIBUTORSGrapheast Computers+971 4 336 [email protected]

Aptec Distribution+971 4 369 [email protected]

SAUDI ARABIAGrapheast Saudi Arabia+966 2614 1462 [email protected]


Aptec Saudi Arabia+ 966 1 460 [email protected]

EGYPTGrapheast Egypt+201 2228 [email protected]

JORDANGrapheast Jordan+962 6585 [email protected]

LEBANONGrapheast Lebanon+961 1 54 [email protected]

Aptec Lebanon+ 961 471 [email protected]

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

BAHRAINSyscom International+971 4359 [email protected]

KUWAIT3GGhead Electronics+965 2249 [email protected]

OMANGraphic International (GIC) +9714 393 [email protected]

SAUDI ARABIAICC+966 2664 4446www.iccl.net

UAEGraphic International (GIC)+971 4393 [email protected]

EGYPTElmetra+202 2262 [email protected]

JORDANManaseer Group+962 6581 [email protected]

LEBANONManaseer Group+962 6581 [email protected]

AEVOE +886 2 8786 0516www.moshimonde.com

REGIONAL DISTRIBUTORS Pro Technology+971 4 343 [email protected]

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 [email protected]

Avnet (Master distributor)+971 4365 [email protected]

Almasa (Master distributor)+971 4 306 3117


[email protected]

UAE (PLATINUM DISTRIBUTORS)DTK+971 50 657 [email protected]

Axtrom+971 50 553 [email protected]

Cherry Computers+971 50 505 [email protected]

Golden Systems P CP+971 50 600 [email protected]

Matrix+971 7 266 [email protected]

Prince Computer Trading+971 50 650 [email protected]

EGYPT (PLATINUM DISTRIBUTORS)GAMMA Industries+201 0162 1289 [email protected]

EMAK+20 1 2175 [email protected]

[email protected]+201 2113 6340

El Taweel+201 2213 [email protected]

Compunil+201 0604 [email protected]

Beta+201 0162 [email protected]

AOC+971 50 600 4017www.aoc.com

REGIONAL DISTRIBUTORSAsbis Middle East+971 4 883 [email protected]

Compunics Technologies +971 4359 [email protected]

SAUDI ARABIAAsbis Saudi Arabia+966 1416 [email protected]

QATARAsbis Qatar+974 442 0457

EGYPTAsbis Egypt+20 2 275 [email protected]

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

REGIONAL DISTRIBUTORS Aptec Distribution +971 4 369 [email protected]

Redington Gulf+971 4 [email protected]

Track Distribution Middle East+971 4 429 [email protected]

Westcon Middle East+971 4 883 [email protected]

Key Information Technology+971 4 398 [email protected]

Logicom (Kuwait, Oman, Qatar & UAE) +971 4 396 [email protected]

BAHRAINKey Information Technology+973 1721 [email protected]

KUWAITHadeed Trading Est+965 2 441 647/[email protected]

SAUDI ARABIAAl-Jammaz Distribution+966 1 476 [email protected]

Dar Al Sulaimaniyah+966 1 201 [email protected]

Aptec Saudi Arabia+966 1 460 [email protected]

EGYPTRaya Distribution +202 3827 6000 [email protected]

Silicon 21+202 2405 [email protected]

United Traders+202 3760 [email protected]

Aptec Egypt+20 2648 [email protected]

Al Tawakol+20 02 2578 [email protected]

JORDANSmart Systems+962 6562 [email protected]

Alidama Electronics+962 6565 [email protected]


PC Deal Net +961 168 [email protected]

//VENDOR VIEWPOINT


//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


//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 [email protected]

BDL Gulf (Notebooks & netbooks)+9714 352 [email protected]

Sky Electronics (Etop, Ebox, AMD motherboards & LCDs)+971 4 886 [email protected]

Microtop Computers (ODDs)+971 4 351 [email protected]

SAUDI ARABIABDL (notebooks & netbooks)+966 460 [email protected]

ICC Group (PC components, notebooks, netbooks)+966 2 664 [email protected]

Extra Super Store (notebook & netbooks)+966 3847 [email protected]

Jarir Bookstore (notebook & netbooks)+966 1462 [email protected]

EGYPTBDL Egypt (notebooks & netbooks)+202 644 [email protected]

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 [email protected]

Aptec Gulf+971 4 369 [email protected]


Optimus Computer Trading+971 4 202 [email protected]

RedingtonGulf+971 4 359 [email protected]

AVG +44 844 894 1000www.avg.com

REGIONAL DISTRIBUTORSPluto Games+9714 261 [email protected]

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

REGIONAL DISTRIBUTORSNetwork Information Technology +971 4 282 [email protected]

Anixter Middle East+971 4 806 [email protected]

BARRACUDA NETWORKS+44 1256 300100www.barracudanetworks.com

REGIONAL DISTRIBUTORSFVC+971 4 429 [email protected]

International Gateway Distribution+961 198 [email protected]

SAUDI ARABIAFVC Saudi [email protected]

EGYPTFVC Egypt+20 2 2643 [email protected]

LEBANONFVC Levant+961 453 [email protected]

International Gateway Distribution+961 198 [email protected]

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


[email protected]

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 [email protected]

Almasa (UAE, KSA, Oman)+971 4 [email protected]

Computerlinks (Gulf & Levant except Bahrain)+971 4 501 [email protected]

BROCADE+971 4 365 4945www.brocade.com

REGIONAL DISTRIBUTORSMindware+971 4 391 [email protected]

SAUDI ARABIA Mindware+966 1215 [email protected]

EGYPT Mindware

+20 1 1233 [email protected]

LebanonMindware+961 149 [email protected]

BROTHER +917 4 883 5878www.brother.ae

BAHRAINAshraf Brothers+973 1753 [email protected]

Al Moayyad Commercial Services+973 1 770 [email protected]

KUWAITAM Al Khorafi Est+965 2000 [email protected]

Integrated Offices Co+965 2246 [email protected]

Arabian Business Machine+965 2444 [email protected]

OMANBishara Establishment+968 2470 0224 [email protected]

QATARVideo Home & Electronic Centre+974 436 [email protected]

SAUDI ARABIAAl Maktaba Stores+966 2662 [email protected]

Canar Office Systems+966 3898 [email protected]

ABM Olayan+966 1478 [email protected]

UAEJumbo Electronics+971 4 336 [email protected]

Gulf Islands+971 2632 [email protected]

Al Mahbara Office Equipment+971 4337 [email protected]

EGYPTInternational Co. For Engineering Agencies+202 2574 [email protected]

EGOS+202 2454 [email protected]

Al Sadek Trading+202 1221 [email protected]

JORDANModern Arabian Business Corporation+962 6464 [email protected]

General Computers & Electronics+962 6551 [email protected]

LEBANONElectronic Business Equipments Co.+961 180 [email protected]

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

REGIONAL DISTRIBUTORSAdvanTec (Bahrain, Kuwait & Qatar)+965 2574 [email protected]

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 [email protected]

SAUDI ARABIAShabaktec Telecommunications+966 1211 [email protected]

UAEKing of Computers+971 4393 [email protected]

JORDANPC Zone +962 6556 [email protected]

LEBANONMira B.961 180 [email protected]

CA+971 4 361 6710www.ca.com

REGIONAL DISTRIBUTORSMindware+ 971 4 3913333 [email protected]

SAUDI ARABIAMindware Saudi Arabia +966 1 293 3639 [email protected]

EGYPTMindware Egypt+20 10 970 [email protected]

LEBANONMindware Lebanon+961 149 [email protected]

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

BAHRAINElectronic Equipment Est

+973 1729 [email protected]

KUWAITNaser Mohammed Al-Sayer Comms.+965 240 [email protected]

OMANGenetco+968 247 [email protected]

QATARSalam Studios (Photo video products)+974 483 [email protected]

Salam Technical Services (Office personal products)+974 468 [email protected]

SAUDI ARABIAEl Ajou Group Trading Co (Office personal products)+966 1404 [email protected]

Ali Zaid Al Quraishi & Bros. (Photo video products)+966 2697 [email protected]

UAECanon Emirates (Office personal products)+971 4343 [email protected]

Khoory Electronics (National Stores-JK Sons) (Photo video products)+971 4353 [email protected]

EGYPTETCO Engineering & Trading Company+202 2290 [email protected]

JORDANUnited Electronic Company


LEBANONImage Systems +961 1 58 2000 [email protected]

CISCO +971 4 390 7777www.cisco.com

REGIONAL DISTRIBUTORS (GCC EXCLUDING SAUDI ARABIA)Comstor Middle East+971 4 299 [email protected] www.me.comstor.com

Logicom Dubai+971 4 507 [email protected]

Track Distribution Middle East +971 4 4293 [email protected]

SAUDI ARABIAAl-Jammaz Telecom+966 1 477 6700 [email protected]

Logicom Saudi Arabia+966 1 466 [email protected]

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

Silicon 21+20 2405 [email protected]@silicon21.com.egwww.silicon21.com.eg

JORDANPC Dealnet+962 6520 [email protected]

LEBANONLogicom+961 1 501 301


[email protected]

PC Dealnet +961 1 682000www.pcdealnet.com [email protected]

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

REGIONAL DISTRIBUTORSLogicom+971 4 507 [email protected]

Track Distribution Middle East+971 4 429 [email protected]

SAUDI ARABIAAl Jammaz Telecom+966 1 476 [email protected]

UAEEros Electricals+971 266 [email protected]

EGYPTSilicon 21+202 2405 [email protected]

JORDANLogicom Jordan+962 6 551 [email protected]

LEBANONLogicom Lebanon+961 150 [email protected]

CITRIX +971 4 391 [email protected]

REGIONAL DISTRIBUTORSMindware+971 4 360 2219

[email protected]

FVC+971 4 429 [email protected]

SAUDI ARABIAMindware Saudi Arabia+966 1293 [email protected]

FVC Saudi Arabia+966 1217 [email protected]@fvc.com

EGYPTMindware Egypt+2 01 1 233 [email protected]

FVC Egypt+20 2 2643 [email protected]

LEBANONMindware Lebanon+ 961 367 [email protected]

FVC Levant+961 453 [email protected]

COMMVAULT+971 4375 3491 www.commvault.ae

REGIONAL DISTRIBUTORSTech Access +971 4 391 [email protected]

Magirus Middle East +971 4 391 [email protected]/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 [email protected]

Almasa IT Distribution+ 966 1 [email protected]

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 [email protected]

Adaox (All GCC countries & Jordan)+971 4375 [email protected] 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 [email protected]

SAUDI ARABIASariya Co. Ltd. (IT Division)+966 3 843 [email protected]

EGYPTGateworx+20 3577 [email protected]

DELL +971 4 391 1860www.dell.com

REGIONAL DISTRIBUTORSAptec Distribution (Commercial - GCC)+971 4 369 [email protected]

Asbis (Commercial - Bahrain, Oman, Qatar, UAE; Home & home office - KSA)+9714 883 [email protected]

BDL (Commercial - GCC)+971 4355 [email protected]

Unatrac (Commercial – GCC except Kuwait)+971 4 886 [email protected]

Metra Computer (Home & home office – GCC)+971 4438 [email protected]

Technoworld (Home & home office - Bahrain, Oman, Qatar, UAE)+971 4403 3847 [email protected]

KUWAIT BDL (Commercial)+965 223 [email protected]

SAUDI ARABIAAsbis (Home & home office)+966 1 416 [email protected]

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

Jarir Bookstore (Home & home office) +966 462 [email protected]

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

Mindware (commercial)+966 1 215 [email protected]

Aptec KSA (commercial)+966 5 0319 [email protected]

EGYPTAptec Egypt (Commercial)+202 2648 [email protected]

BDL (Commercial)+202 2648 [email protected]

Mantrac (Commercial)+202 3300 [email protected]

Raya Distribution (Commercial) +201 2 335 [email protected]

JORDANAptec Distribution (Commercial)+971 4 369 [email protected]

BDL (Commercial)+202 2648 [email protected]

Unatrac (Commercial)+971 4886 [email protected]

Novo-Tec Solutions+962 6565 6072

[email protected]

LEBANON S.E.T.S. (Commercial & home office)+961 197 [email protected]

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

REGIONAL DISTRIBUTORSFVC+971 4429 [email protected]




EMC+971 4 424 0400www.emc.com

UAEStorIT Distribution+971 4 881 [email protected]

SAUDI ARABIAAl Jammaz Distribution+966 1 477 [email protected]

EGYPT VAS+202 2267 [email protected] 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 [email protected]

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

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

Yusuf Alghanim & Sons+965 4842 [email protected]/electronics

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

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

QATARComputer Arabia+974 466 7555 [email protected]

SAUDI ARABIASaudiSoft+966 2 663 3999 [email protected]

Hoshan Company+966 1 217 [email protected]

Ahmed Abdulwahed Trading Co.+ 966 2 650 [email protected]

Enicas Est. (Projectors only) +966 1 461 3200 [email protected]

UAEAl Yousuf Digital+971 4 881 7277

www.alyousufdigital.com

ALMOE (Projectors, large format & colour laser printers) +971 4 336 4566 [email protected]

Despec Supplies+971 4 881 [email protected]

Grand Stores +971 4 217 [email protected]

HMH Establishment+971 4393 8811www.alredha.com

EGYPTAsma Technology (Printers, scanners, all-in-ones)+202 261 [email protected]

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

Egyptian Micro Solutions (Projectors) + 202 401 [email protected]

Al Fayez Co (Large format printers)+202 671 [email protected]

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

JORDANJordan Computer Trading+962 6464 [email protected]

AKTCO+962 6553 [email protected]

LEBANONPC Dealnet + 961 1682 [email protected]

www.pcdealnet.com.lb

Gigatech+961 1512 [email protected]

ESET+971 4 375 4052 www.esetme.com

REGIONAL DISTRIBUTORSADAOX Middle East +971 4 375 [email protected]

KUWAITFutureTEC+965 2 243 [email protected]

SAUDI ARABIA Zedan Solutions +966 2 663 2944 [email protected]

Al Jassim Electronics + 966 1 462 [email protected]

EXTREME NETWORKS+971 4 3915660www.extremenetworks.com

REGIONAL DISTRIBUTORSWestcon Middle East+971 4 883 9888 [email protected]

Almasa IT Distribution+971 4 306 3100 [email protected]

Mayflex Middle East +971 4 701 7987 [email protected]

Optimus Technology &Telecom +971 4 886 5377 [email protected]

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


REGIONAL DISTRIBUTORSSecureway Network Distributors+971 4 375 [email protected]

SAUDI ARABIASecureway Network Distributors+966 1 473 [email protected] www.secureway.ae

FORTINET + 971 4 433 0504www.fortinet.com

REGIONAL DISTRIBUTORSSecureway Network Distributors+971 4 361 [email protected]

Mantrac+202 303 9640www.mantracegypt.com

FOXCONN +971 4 2045 266www.foxconnchannel.com

REGIONAL DISTRIBUTOR Gulf Shadows +971 4 393 [email protected]

SAUDI ARABIAAl-Jassim Electronics+966 3 827 [email protected]

EGYPTEgypt for Trading & Engineering Co.+202 670 [email protected]

JORDANGulf Shadows +971 4 393 [email protected]

LEBANONAptec Lebanon+961 471 [email protected]

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

REGIONAL DISTRIBUTORSPro Technology+971 4 343 [email protected]

GENX+971 4803 9610www.genxmea.com

REGIONAL DISTRIBUTOR Memory Technology Middle East +971 4 8039 [email protected]

SAUDI ARABIAMTC-KSA+966 2653 [email protected]

EGYPTNorth Africa Computer Co.+202 287 8466

HGST+44 2392 497 000www.hitachigst.com

REGIONAL DISTRIBUTORSAlmasa IT Distribution+971 4 3063 [email protected]

Asbis+971 4 883 [email protected]

Avnet Technology Solutions+971 4 438 [email protected]

Trinity Middle East+971 4 886 [email protected]

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

REGIONAL DISTRIBUTORSFVC





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

REGIONAL DISTRIBUTORSComguard+971 4 391 [email protected]

SAUDI ARABIAITS(2)+966 1207 [email protected] www.i-ts2.com

Versos +966 50 [email protected]

UAEForward Discovery +971 50 287 [email protected] www.forwarddiscovery.com

Paramount Computer Systems +9714 391 [email protected]

Global Security Network +971 2667 [email protected]

EGYPTGNSE+20 23 3451 [email protected]


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

REGIONAL DISTRIBUTORS (Product exhibits vary between disties)Emitac Distribution (Bahrain, Kuwait, Oman, Qatar, UAE)+971 4605 [email protected]

Redington Distribution (Bahrain, Kuwait, Oman, Qatar, UAE)+971 4359 [email protected]

Jumbo Distribution (Bahrain, Kuwait, Oman, UAE)+971 4336 6620/ [email protected]

Logicom (Bahrain, Oman, UAE)+971 4507 [email protected]

Metra (Bahrain, Oman, UAE)+971 4427 [email protected]

Aptec Distribution (Bahrain, Kuwait, Oman, Qatar, UAE)+971 4369 [email protected]

Avnet (GCC except KSA)+971 4438 [email protected]

SAUDI ARABIA (Product exhibits vary between disties)Redington KSA+966 1 462 [email protected]

Metra KSA+966 5 5352 [email protected]

Aptec KSA+966 5 0319 [email protected]

Logicom KSA+966 5 0217 8923; +966 5 5054 7535 [email protected]

AIM+966 5 0430 [email protected]

EGYPT (Product exhibits vary between disties)MAS Egypt+202 3338 [email protected]

Raya Distribution +202 3827 6000 [email protected]

Metra Computer – Egypt +202 3303 [email protected]

Aptec Egypt +202 2648 [email protected]

JORDAN(Product exhibits vary between disties)Logicom Jordan +962 6551 [email protected]

International Distributor +962 6582 [email protected]

LEBANON(Product exhibits vary between disties)PC Deal Net +961 329 [email protected]

HIPERDIST +961 [email protected]

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

REGIONAL DISTRIBUTORS Redington Gulf


Aptec+971 4435 5400 [email protected]

OMANImtac+968 2470 [email protected]

UAEEmitac+971 4655 8200 [email protected]

Almasa+971 4306 [email protected]

EGYPTMantrac+20 0 3454 1000 mantracegypt.com

Silicon21+202 2405 [email protected]

JORDANAptec +971 4435 5400 [email protected]

LEBANONInterdist+961 [email protected]

PC Dealnet+961 168 [email protected]

HTC+971 4 299 1771www.htc.com

REGIONAL DISTRIBUTORSSIT Distribution+971 4 293 [email protected]


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 [email protected]

INTEL+971 4 369 2666www.intel.com

REGIONAL DISTRIBUTORSEmpa+971 4803 [email protected]

Logicom Dubai +971 4507 [email protected]

Mindware+971 4391 [email protected]

SAUDI ARABIAEmpa+971 2 651 [email protected]

Logicom (Rehab Technologies)+971 466 [email protected]

Mindware (Al Aklaneyat)+966 1215 [email protected]

EGYPTMetra [email protected]

Raya Distribution+202 3827 [email protected]

JORDANLogicom Jordan +962 6551 [email protected]

Mindware Jordan+962 6551 [email protected]

Empa+971 4803 [email protected]

LEBANONLogicom Lebanon+961 150 [email protected]

Mindware Lebanon+961 149 [email protected]

IOMEGA+971 4 424 0400www.iomega.com

REGIONAL DISTRIBUTORSITE Distribution (Except KSA) +971 4355 [email protected] www.iteme.com

Empa Middle East (except KSA) +971 4803 9500 [email protected]

SAUDI ARABIAAl Jammaz Distribution+966 1477 [email protected]

IRIS+32 1045 1364www.iriscorporate.com

REGIONAL DISTRIBUTORSAlmasa IT Distribution +971 4306 [email protected]

Pixel Digital+971 4282 [email protected] www.pixel-digital.com

Arab Canadian Computer Co. +971 4282 [email protected]

KUWAITAlmasa IT Distribution+965 2261 [email protected]

Kuwait British Factory Co.+965 2471 [email protected]

SAUDI ARABIAAlmasa IT Distribution +966 1201 [email protected]

EGYPTKMG Egypt+20 2 2268 [email protected]

JORDANHiperdist Jordan+962 6582 [email protected]

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

REGIONAL DISTRIBUTORS Computerlinks+971 4 372 [email protected]


Mindware+971 4 391 [email protected]

Almasa IT Distribution+971 4 3063 [email protected]

SAUDI ARABIAComputerLinks+966 5 5990 [email protected]

Westcon Middle East+971 4812 [email protected]



EGYPTMideast Communication Systems+202 2290 [email protected]


LEBANONMindware+ 961 149 [email protected]

KASPERSKY+971 4 434 7530www.kaspersky.com

REGIONAL DISTRIBUTORS (GCC)Golden Systems Electronics (Retail Products)+971 4355 [email protected]

Al Hosani (Retail Products)+971 6 575 [email protected]

Comguard+971 4 391 [email protected]

Computerlinks (Corporate Products)+971 4501 [email protected]

Sariya Company+966 3843 [email protected]

EGYPTValueSYS+20 2 2268 [email protected]

JORDANiAXCESS+962 6461 [email protected]

LEBANON

iAXCESS+962 6461 [email protected]

KENSINGTON +44 12 9639 7444www.kensington.com

REGIONAL DISTRIBUTORSJurassic Technologies +971 4359 [email protected]

KUWAITZak Solutions for Computers Systems +965 2224 [email protected]

EGYPTUnlimited Trading+202 3761 [email protected]

LEBANONT.pro Middle East+961 1 21 [email protected]

KINGSTON TECHNOLOGY+44 19327 38888www.kingston.com

REGIONAL DISTRIBUTORSLogicom+971 4507 [email protected]

Empa+971 4 803 [email protected]


FDC International+971 4397 [email protected]

ITE Distribution+971 4813 [email protected]

Avnet+971 4438 [email protected]/ae

KUWAIT Logicom+965 241 [email protected]

SAUDI ARABIALogicom+966 1 466 [email protected]


FDC International+966 50 384 [email protected]


ITE Distribution+966 5 9859 [email protected]

EGYPTECS Distribution+201 0171 [email protected]

Easy Technology Solution+202 2263 [email protected]

United Computer Systems +20 2404 9610 [email protected]

JORDANLogicom+962 6551 [email protected]

LEBANONLogicom+961 150 1301


[email protected]


LACIE+971 4 299 1700 www.lacie.com

REGIONAL DISTRIBUTORSEmpa+971 4 803 [email protected]

KUWAITYousef Al Roumi+965 181 0810 [email protected]

QATARiSpot+974 446 [email protected]

UAETrigon +971 4393 [email protected]

JORDANModern Systems+962 6582 [email protected]

LEBANONT.pro +961 472 [email protected]

LENOVO +971 4 429 4300www.lenovo.com

REGIONAL DISTRIBUTORS Distributech+971 4 355 [email protected]

GBM Distribution+971 4 883 [email protected]

Jumbo Electronics


SAUDI ARABIAFDC International+971 4 397 [email protected]

Asbis International+966 1 416 [email protected]

EGYPTMantrac IT Distribution +202 3300 [email protected]

Better Business+202 3772 1300 [email protected]

JORDANBlueTech +961 197 0283 [email protected]

LEBANONBlueTech +961 197 0283 [email protected]

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

REGIONAL DISTRIBUTORSAptec Gulf+971 4 369 [email protected]

Despec MERA+971 4 881 [email protected]

Medmark IT Distribution+971 4 883 [email protected]

KUWAITAlmasa IT Distribution+965 261 [email protected]

SAUDI ARABIAAptec Saudi Arabia+966 1460 [email protected]

Almasa IT Distribution+966 1273 [email protected]

UAEAlmasa IT Distribution+971 4 306 [email protected]

EGYPTAptec Egypt+202 2644 [email protected]

LEBANONMedmark Lebanon+961 189 [email protected]

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

BAHRAINAJM Kooheji Group (notebooks, HDDs, monitors, projectors, ODDs)+973 1740 [email protected]

KUWAITAl-Babtain Electronics Co (notebooks, projectors, monitors, ODDs)+965 83 [email protected]

OMANOman Gulf Enterprises (notebooks, monitors, projectors, ODDs)+968 2 479 [email protected]

QATARVideo Home Electronics Centre (notebooks, monitors, projectors, ODDs)+974 42 [email protected]


UAEPC International (notebooks, monitors, optical drives)+971 4 883 [email protected]; [email protected]

Jumbo Electronics (monitors & ODDs)+971 4 334 [email protected]

Trigon (monitors, optical drives, HDDs)+971 4 393 [email protected]

Projection House Audio & Video Trading (projectors)+971 4 335 [email protected]

LOGITECH +971 4 363 6886www.logitech.com

KUWAITWB Technologies+965 265 4433; +956 746 [email protected]

QATARModern Home+974 442 2815; +974 578 [email protected]

SAUDI ARABIAAl Falak+966 5 0516 4832; +966 1 462 [email protected]

Jarir Bookstore+966 1462 [email protected]; [email protected]

UAEAshley+971 4 397 [email protected]; [email protected]

ITE Distribution +97143553366; [email protected]

Channel Distribution Co. (CDC) JBL+971 4 883 [email protected] [email protected]

Golden System Electronics+971 4 397 [email protected]; [email protected]

Pluto+971 4 261 [email protected]


JORDANPC Zone+962 6553 [email protected]

LEBANONBusiness Products+961 197 [email protected]; [email protected]

MCAFEE+971 4 391 5460www.mcafee.com

REGIONAL DISTRIBUTORAptec Distribution+9714 369 7111 [email protected]

Computerlinks+971 4501 [email protected]


KUWAITAptec Distribution [email protected]+965 9753 7576www.apteconline.com

SAUDI ARABIA Aptec Saudi Arabia+966 1460 [email protected]



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

REGIONAL DISTRIBUTORSLogicom (Volume licences, Full packaged products, OEM)+971 4 396 [email protected]

Mindware (Regional for Volume licences & Full packaged products; OEM UAE only)+971 4 391 [email protected]

Aptec Gulf (Regional for Volume licences & Full packaged products; OEM UAE only)+971 4 369 [email protected]

Almasa IT Distribution/Delta (Full packaged products)+971 4 306 [email protected]

ITE Distribution (Full packaged products)+971 4355 [email protected]

Pluto Derinton (Xbox & Games)+971 4 261 [email protected]

BAHRAINKanoo IT (OEM)+973 1 774 6474 [email protected]


KUWAITUnatrac International (OEM & Full packaged products)+965 2 418 [email protected]

Q-BIT Distribution +965 2483 [email protected]

QATAREmitac (OEM)+974 435 [email protected]

MSI+886 2 3234 5599www.msi.com

BAHRAINBDL+966 1 460 [email protected]

KUWAITYousef AlRoumi Trading+965 261 [email protected]

SAUDI ARABIABDL+966 1 460 [email protected]

UAEGrand Stores+971 4217 [email protected]

EGYPTBDL Co+202 644 1133www.bdleg.com

El-Tawil+20 3 [email protected]

JORDANTime Technology for Computers +962 6553 [email protected]

LEBANONT.pro+961 4 720 088 [email protected]

MOBOTIX+49 6 3029 8160www.mobotix.com

REGIONAL DISTRIBUTORSAFI Technologies+966 3 847 [email protected]

BAHRAINTektronics Technologies +973 1771 [email protected]

KUWAITAlalamiah Technology Group +965 2224 [email protected]

Al Khalili United Enterprises +968 2481 6303 [email protected]

QATARPS Electronics/Projects and Supplies+974 594 [email protected]

SAUDI ARABIAAFI Technologies+966 3 847 [email protected]

UAEAtlas Telecom+971 2699 7500 [email protected]

Pro Technology+971 4343 5501 [email protected]

MONSTER CABLE+971 4883 0405www.monstercable.com

REGIONAL DISTRIBUTORSMonster Middle East

[email protected]+971 4 883 0405www.monstercable.com

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

REGIONAL DISTRIBUTORSWestcon Middle East+971 4883 [email protected]

NCIRCLE+1 415 625 5900www.ncircle.com





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

REGIONAL DISTRIBUTORSInterFRONTIERS InterconNECt Ltd+357 2262 [email protected]

BAHRAINContinental Business Solutions + 973 1781 [email protected]

SAUDI ARABIANajia Abdullatif Jameel Group +966 2661 [email protected]


UAEAl Yousuf Computer + 971 2622 [email protected]

Dubai Advanced Technology +971 5 0429 [email protected]

EGYPTAdvanced Technology & Computer Sys. +20 3 484 [email protected]

El Araby+20 2 2291 [email protected] www.elarabygroup.com

JORDANRadiant Computers & Electronics+962 6583 [email protected]

LEBANONTevega+961 149 [email protected]

Impact Electronics.+961 1 6859 [email protected]

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

BAHRAINMofakro Trading+973 1 754 [email protected]

KUWAITADawliah Electronics+965 2472 [email protected]

OMANOman International Electronics & Trading+968 2 483 [email protected]

QATARComputer Arabia+974 466 [email protected]

SAUDI ARABIASamir Photographic Supplies Co.+966 2682 [email protected]

UAEAbba Electronics+971 4334 [email protected]

EGYPTEl-Tawil International Trade+203 424 0883; +202 3760 [email protected]

JORDANSukkarieh Group+962 6464 [email protected]

LEBANON AudioPro (Pro AV & projects)+961 142 [email protected]

Tevega (Distribution)+961 149 [email protected]

NETGEAR +971 4 609 1860 www.netgear.com

REGIONAL DISTRIBUTORSAl Yousuf Digital +971 4881 [email protected]



BAHRAINI Point +973 3 961 [email protected]

QATARMatrix Computer System +974 4 32 [email protected]

SAUDI ARABIAAl [email protected]

UAEAshley+971 4397 7611 [email protected]

NORTEL +971 4 362 6444www.nortel.com

REGIONAL DISTRIBUTORSWestcon+971 4 883 [email protected]

Redington Gulf+971 4 883 [email protected]

SAUDI ARABIABright Star Trading Co+966 1 217 [email protected]

OKI +971 4 204 5810www.okime.ae

BAHRAINFakhro Electronics+973 1729 [email protected]

KUWAITBader Al Mulla & Bros+965 2242 [email protected]


OMANJawad Sultan Telecommunications+968 2 481 [email protected]

QATARQatar Computer Services+974 444 [email protected]

SAUDI ARABIAAl Eqtessad MD+966 1462 [email protected]

UAEUtmost Electronics Trading+971 4 351 [email protected]

EGYPTSmartec+202 3302 [email protected] www.smartec.com.eg

JORDANMABCO+962 6464 [email protected]

LEBANONPSI+961 148 [email protected]

OPTOMA +44 1923 691 800www.optoma.eu

BAHRAINBusiness International+973 1 781 [email protected]

KUWAITUniversal Media+965 247 [email protected]

OMANGraphic International Centre+968 2 470 9582

[email protected]

SAUDI ARABIASamir Photographic+966 2 682 [email protected]

UAEProjection House+971 4 335 [email protected]

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


PANASONIC+971 4886 2142www.panasonic.ae

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

Telematics+973 1729 [email protected]

KUWAITEasa Husain Al-Yousifi & Sons Co.+965 243 [email protected]

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 [email protected]

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 [email protected]

Swiss Trading+20 2574 8287

Tahrir Centre for Trade & Service+20 2393 [email protected]

The Egyptian Company for Electrical Equipments+20 2431 [email protected]

JORDANAhmad Badaro & Co.+962 6464 [email protected]

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 [email protected]


POLYCOM +44 1753 723 000www.polycom.com





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

REGIONAL DISTRIBUTORSOpennet MEA+971 4 391 [email protected]

RIVERBED TECHNOLOGY+44 1344 401900www.riverbed.com


Naizak+971 4 391 [email protected]




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

REGIONAL DISTRIBUTORSComputerlinks+971 5 0452 [email protected]

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

REGIONAL DISTRIBUTORS(Peachtree by Sage product line) ITE Distribution+971 4 813 [email protected]

SAUDI ARABIAAl Falak Distribution+966 1462 [email protected]

UAEAl Hosani +971 6575 [email protected]

EGYPTRaya Distribution +202 3827 [email protected]

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 [email protected]

OMANSarco (Monitor, HDD, ODD, notebook)+968 2470 [email protected]

Mustafa Sultan Office Technology (laser beam printer)+968 2470 [email protected]

QATARIntertec Group (Monitor, HDD, ODD, laser beam printer)+974 432 [email protected]

Techno Blue Qatar (Monitor, notebook)+974 446 [email protected]

SAUDI ARABIAJarir (notebook)+966 1462 [email protected]

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

Metra (HDD, ODD)+971 4397 [email protected]

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

Eros (Monitor, notebook, large format display)



Trigon (laser beam printer)+971 4393 [email protected]

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

SANDISK+971 4701 7810www.sandisk.ae

BAHRAINRedington Gulf+ 971 4359 [email protected]

KUWAITFuture Communications Company+965 249 [email protected]

QATARRedington Gulf+974 455 [email protected]

SAUDI ARABIAAhmed Abdul Wahed Trading Co.+966 2650 [email protected]

Al Haddad [email protected]

UAEGrand Stores +971 4282 [email protected]

Redington Gulf+ 971 4359 0555 [email protected]

EGYPTOverseas Computers+202 262 [email protected]

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 [email protected]

Asbis +971 4 883 [email protected]

Gulf Shadows (QDS)+971 4393 3772 [email protected]

Unicom Computer Systems +971 4359 4471 [email protected]

EGYPTQDS Egypt+202 3304 [email protected]

LebanonAptec Lebanon+961 4718 891www.apteconline.com

SEAGATE+44 0 16288 90366www.seagate.com

REGIONAL DISTRIBUTORSAsbis Middle East +917 4 883 [email protected]

Metra Computer +971 4 427 [email protected]

Almasa IT Distribution +971 4 306 [email protected]


Logicom+971 4 396 [email protected]

KUWAITAlmasa IT Distribution +965 2615 060/70/[email protected]

SAUDI ARABIAMetra Computer (Maxtor HDDs only)+966 5 5833 [email protected]

Almasa Solutions Trading +966 1 273 [email protected]

Logicom+966 1 466 [email protected]

[email protected]

SONICWALL +971 4 609 1753www.sonicwall.com

REGIONAL DISTRIBUTORSWestcon Middle East+971 50 457 [email protected]


KUWAITRedington Kuwait+965 4343357www.redingtongulf.com

OMANRedington Gulf Oman


+968 [email protected]

QATARRedington Qatar+974 455 1608 [email protected]

SAUDI ARABIAWestcon Middle East+966 5 5218 [email protected]

Redington Arabia+966 5 0749 3842 [email protected]

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

BAHRAINAshrafs+973 1753 4441 [email protected]

KUWAITSupplying Store Co.+965 183 [email protected]

OMANJumbo Electronics +968 9903 [email protected] www.jumbocorp.com

QATARModern Home +974425 [email protected]

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)[email protected]

EGYPTB.Tech +202 2348 0701/[email protected]

JORDANZaki A. Ghul+962 6516 5632 [email protected]

LEBANONAlliance Electronics +961 149 [email protected]

SOPHOS +971 4375 4332www.sophos.com

REGIONAL DISTRIBUTORSSecureway+971 4375 [email protected]

SOURCEFIRE +44 118 989 8400www.sourcefire.com

REGIONAL DISTRIBUTORSSecureway+971 4 [email protected]

STORAGEFLEX+1 905 475 1380www.storageflex.com


SAUDI ARABIAPro Technology+966 3 897 [email protected]

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

REGIONAL DISTRIBUTORSTech Access+971 4 391 1820

[email protected]

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

SAUDI ARABIAAl Jammaz Telecom +966 1 476 [email protected]

SYMANTEC+971 4 390 1799www.symantec.com

REGIONAL DISTRIBUTORSAptec Distribution+971 4 369 [email protected]


ITE Distribution+971 4 355 [email protected]

Tech Access+971 4 391 [email protected]

WB Technologies (Consumer only)+965 2265 [email protected]

SAUDI ARABIAAptec Saudi Arabia+966 1 460 [email protected]

Mindware Saudi Arabia+966 1215 [email protected]

Al Falak Distribution+966 1462 5766 [email protected]

Tech Access Saudi Arabia+966 1460 [email protected]

Rehab Technologies (Consumer)



EGYPTAptec Egypt+20 2 2648 [email protected]

Mindware Egypt+20 1 1874 [email protected]

Tech Access Egypt+20 2 3338 [email protected]

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


TRANSCEND +886 22 2792 8000 www.transcendusa.com

REGIONAL DISTRIBUTORSEmpa+971 4803 [email protected]

KUWAITAnwarco Center+965 2261 [email protected]

SAUDI ARABIAJarir Bookstore+966 1462 [email protected]

Al Olyan EST+966 5 4526 [email protected]

UAEJurassic Technologies +971 4359 [email protected]

CAD Gulf +971 4331 1140

[email protected]

EGYPTDelta RS+202 748 [email protected]

Roots Technology+202 2291 [email protected]

Massria Trade+202 2257 [email protected]

North Africa Co. for System and Engineering SAE+202 2 2287 [email protected]

JORDANSalbashian Trading Company [email protected]

LEBANONFototek+961 124 [email protected]

Comtek+961 88 [email protected]

TIPPINGPOINT+31 20 521 0450www.tippingpoint.com





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

BAHRAINAl Futtaim Sons Co+973 1 756 [email protected]

KUWAITArabian Business Machines +965 2 429 [email protected]

OMANBahwan Electronics +968 2 479 [email protected]

Bahwan IT.+968 2 4660 [email protected]

QATARMannai Trading+974 4 558 [email protected]

Jarir Bookstore.+974 4 440 [email protected]

PC Dealnet+974 418 [email protected]

SAUDI ARABIAArabian Business Machines+966 1 478 4909 [email protected]/abm

Jarir Bookstore+966 462 6000 [email protected]

Redington Arabia+966 1 462 5323 [email protected]

Abu Baker Hosin Elminhali (Asbis)+966 1 416 [email protected]


UAEAl Futtaim Electronics +971 4 208 [email protected]

EGYPTEl Araby Company for Trading & Manufacturing+202 2416 [email protected]

JORDANScientific & Medical Supplies+962 6460 [email protected]

LEBANONPC Deal Net +961 68 [email protected]

TRAPEZE +971 50 645 9749www.trpz.com

Regional distributorsRedington Gulf+971 4359 [email protected]

UAEEMW+971 4 368 [email protected]

TRIPP LITE+971 4887 1633www.tripplite.com

REGIONAL DISTRIBUTORS(IT products only)Empa (GCC except KSA)+971 4 883 [email protected]

BAHRAINiPoint+973 1751 [email protected]

QATARBCQ (Jaidah) +974 446 6800

[email protected]

KUWAITAdvanced Systems Group+965 2474 [email protected]

SAUDI ARABIAAl-Jassim Electronics+966 1 462 [email protected]

UAE ATN Solutions +971 4343 [email protected]

Asbis Middle East+971 4 883 [email protected]

GE Solar (Renewable energy partner)+971 4 883 [email protected]

EGYPTECS Distribution+202 3760 [email protected]

JORDANLogicom, Jordan+962 6551 [email protected]

VEGASTREAM+44 1344 784 900www.vegastream.com


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

REGIONAL DISTRIBUTORSAl Yousuf Digital +971 4 881 [email protected]

KUWAITAallamiah Technology Group +965 804 [email protected]

QATARBusiness Communications Qatar (BCQ) +974 4 466 [email protected]

SAUDI ARABIAMetra Computer Saudi Arabia+966 1 464 [email protected]

UAETrigon Computers +971 4 393 [email protected]

EGYPTMetra Computer Egypt+20 2303 [email protected]

JORDANGeneral Computers & Electronics (Projectors only)+962 6551 [email protected]

LEBANONTechnorex+961 4 [email protected]

WEBSENSE+971 4 501 5920www.websense.com

REGIONAL DISTRIBUTORSComputerlinks+971 4 501 [email protected]

SAUDI ARABIAFVC Saudi Arabia+966 1217 [email protected]

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


REGIONAL DISTRIBUTORSFDC International+971 4 397 [email protected]

Metra Computer+971 4 397 [email protected]


eSys Technologies+971 4 883 [email protected]

BAHRAINMetra Computer+973 3690 [email protected]

KUWAITMetra Computer+965 6550 [email protected]


OMANRedington Gulf +968 [email protected]

QATARMetra [email protected]

Redington Qatar+974 455 [email protected]

SAUDI ARABIANahil Computer+966 1 464 5373 [email protected]




EGYPTNorth Africa Company+20 22876203 [email protected]


Metra Computer+20 2303 [email protected]

Redington Gulf+20 2 2291 1419 [email protected]

JORDANFDC Jordan+962 7 9609 [email protected]


Redington Jordan+962 7 9543 [email protected]

LebanonMetra Computer+961 374 [email protected]

XEROX +971 4 368 1880www.xerox.com

REGIONAL DISTRIBUTORSComputer & Communication Systems+971 4 883 [email protected]

BAHRAINBusiness International +973 1 781 [email protected]

KUWAITAl Amana Industries+965 881 [email protected]

OMANBishara Establishment+968 2 470 [email protected]

QATARDarwish Trading Company+974 436 [email protected]

SAUDI ARABIASaudi Xerox +966 1473 [email protected]

UAEXerox Emirates+971 4 352 [email protected]

EGYPTXerox Egypt+202 3536 [email protected]

JORDANArabian Office Automation+96 2 6552 2298 [email protected]

LEBANONTe Vega+961 151 2002 [email protected]

XTREME +971 4 803 9610www.xtrememea.com

REGIONAL DISTRIBUTORSMemory Technology Middle East+971 4 803 [email protected]

SAUDI ARABIAMTC-KSA+966 2 [email protected]

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

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Transcript of Channel Middle East - October 2009