Channel Middle East - October 2009 by ITP Business Publishing

www.itp.net OCTOBER 2009

Building and delivering IT solutions for the Middle East An ITP Business Publication

In association with

AUTHORISED DISTRIBUTION IN THE MIDDLE EAST The deﬁnitive guide to who’s distributing what in the region

NOW EXPANDED TO INCLUDE EGYPT AND THE LEVANT

// CONTENTS

AT THE CLICK OF A BUTTON

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

PARTNER PERFECT

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

RACING AHEAD IN RETAIL

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

11-39 A-Z LISTING Your exhaustive guide to the authorised distribution partners of almost 100 IT brands serving the Gulf, Egypt and Levant markets.

ENTERPRISE ENABLEMENT

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

IN SAFE HANDS

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

CHANNEL INTUITION

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

SURVIVAL SKILLS

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

www.itp.net

AUTHORISED DISTRIBUTION 2009

// EDITOR’S VIEW

Registered at Dubai Media City PO Box 500024, Dubai, UAE Tel: +971 4 210 8000; Fax: +971 4 210 8080; Web: www.itp.com Offices in Dubai and London ITP Technology Publishing CEO Walid Akawi Managing Director Neil Davies Deputy Managing Director Karam Awad General Manager Peter Conmy Publisher Natasha Pendleton EDITORIAL Group Editor Mark Sutton Tel: +971 210 8225 e-mail: mark.sutton@itp.com Editor Andrew Seymour Tel: +971 210 8320 e-mail: andrew.seymour@itp.com ADVERTISING Commercial Director Richard Judd Tel: +971 210 8482 e-mail: richard.judd@itp.com Group Sales Manager Sandip Virk Tel: +971 210 8276 e-mail: sandip.virk@itp.com Sales Manager Rajasree Rammohan Tel: +971 210 8361 e-mail: raj@itp.com STUDIO Designer Emily Noorallahi PRODUCTION & DISTRIBUTION Group Production Manager Kyle Smith Deputy Production Manager Ali Fahmi Production Co-ordinator Basel Al Kassem Distribution Manager Karima Ashwell CIRCULATION Circulation Manager Shadia Basravi MARKETING Head of Marketing Kate Chapman Event Manager Preeta Panicker PHOTOGRAPHY Director of Photography Sevag Davidian Chief Photographer Nemanja Seslija ITP GROUP Chairman Andrew Neil Managing Director Robert Serafin Finance Director Toby Jay Spencer-Davies Board of Directors K.M. Jamieson, Mike Bayman, Walid Akawi, Neil Davies, Rob Corder, Mary Serafin Circulation Customer Service Tel: +971 4 286 8559 Printed by Atlas Printing Press LLC. Controlled Distribution by Blue Truck. Subscribe online at www.itp.com/subscriptions Certain images in this issue are available for purchase. Please Contact itpimages@itp.com for further details: www.itpimages.com 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.

www.itp.net

eeping 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 Seymour Editor, Channel Middle East

AUTHORISED DISTRIBUTION 2009

// DISTRIBUTION DYNAMICS

AT THE CLICK OF A BUTTON T

he 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

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

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

AUTHORISED DISTRIBUTION 2009

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

www.itp.net

// DISTRIBUTION DYNAMICS

> Afsheen Beig, Emitac

> Mario Veljovic, Aptec

> Dharmendra Parmar, FVC

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-toweb 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.

www.itp.net

AUTHORISED DISTRIBUTION 2009

Attractive promotional Discount up to 25%*

// VENDOR VIEWPOINT

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

www.itp.net

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.

AUTHORISED DISTRIBUTION 2009

// VENDOR VIEWPOINT

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.

Govinda Siddartha, director of Almasaâ&#x20AC;&#x2122;s retail business unit, explains the attributes needed to ensure the retail channel is properly serviced.

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.

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 Deltaâ&#x20AC;&#x2122;s business operations was formed. It made a good fit for Almasa - and for Delta

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

RACING AHEAD IN RETAIL SALES

- 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

AUTHORISED DISTRIBUTION 2009

www.itp.net

// 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.

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

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

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

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

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

www.itp.net

AUTHORISED DISTRIBUTION 2009

Become a MEEZA Value Added Reseller and share the rewards of success 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.

Call MEEZA today and take advantage of a unique opportunity to become one of our Value Added Resellers. T +974 454 7100 E sales@meeza.com.qa www.meeza.net/VAR

3COM

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

Mantrac +202 3300 0700 smandour@mantrac.com.eg www.mantracegypt.com

Aptec Distribution +971 4 369 7111 ftromboo@aptecme.com www.apteconline.com

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

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

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

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

JORDAN

SAUDI ARABIA

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

+ 971 4390 8990 www.3com.com

REGIONAL DISTRIBUTORS

Aptec Saudi Arabia +966 1460 1950 hosman@aptecsa.com www.apteconline.com

EGYPT Raya Distribution +202 3827 6000 sherif_khorshed@rayacorp.com www.rayacorp.com Mantrac IT Distribution +202 3300 0700 sfakharany@mantrac.com.eg www.mantracegypt.com

LEBANON Aptec Lebanon + 961 471 8891 marwan@apteclebanon.com www.apteconline.com

ACER +971 4 805 6000 www.acer.ae

OMAN Loay International +968 794 700 loayoman@omantel.net.om www.loayoman.com

QATAR Emitac Distribution Qatar +974 435 5442 assad_nofal@emitac.ae www.emitac.ae

SAUDI ARABIA Almasa IT Distribution +966 1 273 3370 fouad.helaby@almasa.com www.almasa.com

www.itp.net

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

UAE Derinton LS2 +971 4364 2770 rajiv@ls2corp.com www.lscorp.com

Emitac Distribution Jordan +962 6515 1153 nael_barakat@emitac.ae www.emitac.ae SCS Scientific +962 6550 4058 sales@scsjo.com www.scsjo.com

LEBANON Aptec Lebanon +961 471 8891 georgio@apteclebanon.com www.apteconline.com Logicom Lebanon +961 150 1301 saleslb@lgcom.net www.logicom-cisco.com

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

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

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

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

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

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

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

EGYPT Asma Group +202 2261 1101 asma@asmagroup.com www.asmagroup.com Districom (Unidist) +202 3761 8263 info@distri-com.com www.unidist.com

ADOBE

REGIONAL DISTRIBUTORS Grapheast Computers +971 4 336 8482 adobe@grapheast.com www.grapheast.com Aptec Distribution +971 4 369 7111 jdarshan@aptecme.com www.apteconline.com

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

AUTHORISED DISTRIBUTION 2009

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

JORDAN

SAUDI ARABIA

Manaseer Group +962 6581 3700 info@manaseergroup.com www.manaseergoup.com

Hoshan Co. +966 1 217 0000 www.hoshangroup.com

EGYPT Grapheast Egypt +201 2228 8279 egypt@grapheast.com

JORDAN Grapheast Jordan +962 6585 2101 jordan@grapheast.com

LEBANON Grapheast Lebanon +961 1 54 3063 lebanon@grapheast.com Aptec Lebanon + 961 471 8817 rami@apteclebanon.com www.apteconline.com

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

BAHRAIN Syscom International +971 4359 4670 madhu@syscominternational.ae

KUWAIT 3GGhead Electronics +965 2249 2121 sales@3gghead.com www.3gghead.com

OMAN Graphic International (GIC) +9714 393 3382 info@graphicint.com www.graphicint.com

SAUDI ARABIA ICC +966 2664 4446 www.iccl.net

UAE Graphic International (GIC) +971 4393 3382 info@graphicint.com www.graphicint.com

EGYPT Elmetra +202 2262 1864 info@elmetra-eg.com www.elmetra-eg.com

LEBANON Manaseer Group +962 6581 3700 info@manaseergroup.com www.manaseergroup.com

AEVOE +886 2 8786 0516 www.moshimonde.com

REGIONAL DISTRIBUTORS

Naizak +966 3 889 2085 www.naizak.com Al Falak +966 3 882 9996 www.alfalak.com BTC +966 2 691 8787 www.btc-networks.com

Pro Technology +971 4 343 5501 emad@protech.ae www.protech-me.com

UAE

ALCATEL-LUCENT

Mindware + 971 4 391 3333 www.mindware.ae

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

REGIONAL DISTRIBUTORS Mindware + 971 4 391 3333 www.mindware.ae

BAHRAIN Intercol +973 1722 8855 www.intercol.com Almoyaed Group +973 1782 8828 www.almoayedgroup.com

KUWAIT Qualitynet +965 391 5155 www.qualitynet.net

OMAN

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

EGYPT Intraconsult +02 335 8425 www.intraconsult-telecom.com Salec +20 22522 9222 www.salec.com

JORDAN Ascotel +962 6566 8108 www.ascotel.com.jo Lebanon ENS +961 158 2000 www.ens.com.lb

AMD

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

+971 4 427 2626 www.amd.com

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

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

QATAR

REGIONAL DISTRIBUTORS

Intertech + 974 4 416 556 www.intertekqatar.com

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

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

Almasa (Master distributor) +971 4 306 3117

AUTHORISED DISTRIBUTION 2009

www.itp.net

john@almasa.com www.almasa.com

SAUDI ARABIA

Compunics Technologies +971 4359 5701 compunic@eim.ae

Al-Jammaz Distribution +966 1 476 8811 mmarwan@al-jammaz.com www.al-jammaz.com

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

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

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

QATAR

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

EGYPT

Golden Systems P CP +971 50 600 4955 iman.mozaffari@gse.ae Matrix +971 7 266 8185 hossein@matrixfzcuae.com Prince Computer Trading +971 50 650 5316 punit@princeworldwide.com

EGYPT (PLATINUM DISTRIBUTORS) GAMMA Industries +201 0162 1289 kamal@gammaegypt.com EMAK +20 1 2175 2725 afayad@emak-co.com Quest smounir@questeg.com +201 2113 6340 El Taweel +201 2213 8779 eltawil@eltawilit.com Compunil +201 0604 0749 hany.eid@compunil.com.eg Beta +201 0162 1237 khaled@bettaegypt.com

Asbis Qatar +974 442 0457

+971 50 600 4017 www.aoc.com

www.itp.net

EGYPT Raya Distribution +202 3827 6000 ayman_moneam@rayacorp.com www.rayadistribution.com

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

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

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

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

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

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

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

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

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

JORDAN Smart Systems +962 6562 7771 sisan@smartsystems.jo www.smartsystems.jo

Key Information Technology +971 4 398 9999 mustafa.kutubji@kit.ae www.kitgulf.com Logicom (Kuwait, Oman, Qatar & UAE) +971 4 396 1144 s.nair@logicom.ae www.logicom-group.com Key Information Technology +973 1721 3302 jayc@keyinfotech.org www.kitgulf.com

REGIONAL DISTRIBUTORS Asbis Middle East +971 4 883 5929 asbisme@emirates.net.ae www.asbis.com

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

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

BAHRAIN

AOC

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

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

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

LEBANON Aptec Lebanon + 961 471 8891 marwan@apteclebanon.com www.apteconline.com PC Deal Net +961 168 2000 e.abiaad@pcdealnet.com.lb www.pcdealnet.com

AUTHORISED DISTRIBUTION 2009

// VENDOR VIEWPOINT

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.

ENTERPRISE ENABLEMENT Hemayun Bazaz, regional channel manager at 3Com, says that success in the enterprise market hinges on effective cross-channel collaboration. 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 â&#x20AC;&#x2DC;value additionâ&#x20AC;&#x2122; 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

AUTHORISED DISTRIBUTION 2009

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

www.itp.net

// 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.

www.itp.net

VALUE CHAIN CREATION 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.”

AUTHORISED DISTRIBUTION 2009

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

REGIONAL DISTRIBUTORS

AVAYA

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

+971 4 404 8100 www.avaya.com

FDC International (PC components) +971 4 397 8035 rohit@fdchq.com www.fdcinternational.com BDL Gulf (Notebooks & netbooks) +9714 352 8377 althaf@bdlgulf.com www.bdlgulf.com Sky Electronics (Etop, Ebox, AMD motherboards & LCDs) +971 4 886 1441 manojkisani@skyelectronics.com www.skyelectronics.com Microtop Computers (ODDs) +971 4 351 0666 nazar@microtop.ae www.microtop.ae

SAUDI ARABIA BDL (notebooks & netbooks) +966 460 1717 nazeer@bdlsa.com www.bdlsa.com ICC Group (PC components, notebooks, netbooks) +966 2 664 4446 hutheaifah@iccl.net www.iccl.net

REGIONAL DISTRIBUTORS Almasa Network Solutions +971 4 0306 3100 pradeep.angeveetil@almasa.com www.almasa.com Aptec Gulf +971 4 369 7111 skhan@aptecme.com www.apteconline.com Westcon Middle East +971 4 883 9888 venu@online-dubai.com www.westcongroup.com Optimus Computer Trading +971 4 202 3760 ceo@i-optimus.com www.i-optimus.com RedingtonGulf +971 4 359 0555 raj.shankar@redingtongulf.com

REGIONAL DISTRIBUTORS FVC +971 4 429 4900 info@fvc.com www.fvc.com International Gateway Distribution +961 198 3266 cnammour@igtec.com www.igdist.com

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

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

LEBANON FVC Levant +961 453 9090 infolb@fvc.com International Gateway Distribution +961 198 3266 cnammour@igtec.com www.igdist.com

BELKIN AVG +44 844 894 1000 www.avg.com

REGIONAL DISTRIBUTORS Pluto Games +9714 261 8111 rami.elhussein@pluto.ae www.pluto.ae

+ 971 4 369 2709 www.belkin.com

REGIONAL DISTRIBUTORS ITE Distribution +971 4 355 3366 www.iteme.com Ashley +971 4 397 7611 www.ashleyllc.com

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

+971 4 609 1873 www.axis.com

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

Network Information Technology +971 4 282 2522 nvs@nit.uae.net www.nit.uae.net

KUWAIT

EGYPT

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

QATAR

BARRACUDA NETWORKS

SAUDI ARABIA

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

LEBANON Digital Technology (All products)

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

AXIS COMMUNICATIONS

REGIONAL DISTRIBUTORS

+44 1256 300100 www.barracudanetworks.com

AUTHORISED DISTRIBUTION 2009

Cad Gulf +971 4331 4445 www.cadgulf.com Ashley LLC +965 2263 6129 www.ashleyllc.com Modern Home +974 425 7810 www.modernhome.com.qa Samir Photographic Supplies

www.itp.net

saeed.patel@samirgroup.com www.samirgroup.com Jarir Marketing Company +966 1462 6000 www.jarirbookstore.com

EGYPT Overseas Computers +20 2402 7258 www.overseas-computers.com Partner Electronics +20 1 0555 1679 www.partnersce.com

LEBANON Aptec Lebanon +961 471 8817 www.apteconline.com

+20 1 1233 7788 brocade_egypt@mindware.ae www.mindware.ae Lebanon Mindware +961 149 9399 brocade_lebanon@mindware.ae www.mindware.ae

BROTHER

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

UAE Jumbo Electronics +971 4 336 7999 ramesh.sethuraman@jumbo.ae www.jumbocorp.com

BAHRAIN

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

Ashraf Brothers +973 1753 4441 svrajan@ashrafs.com.bh www.ashrafonline.com

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

+917 4 883 5878 www.brother.ae

EGYPT

+971 4391 1621 www.bluecoat.com

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

REGIONAL DISTRIBUTORS

KUWAIT

Scope Information Systems (Gulf, Egypt & Levant) +971 4 282 8093 info@scopeme.com www.scopeme.com

AM Al Khorafi Est +965 2000 1100 essam@amkhorafi.com www.amkhorafi.com

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

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

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

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

JORDAN

BLUE COAT SYSTEMS

Almasa (UAE, KSA, Oman) +971 4 3063100 osama.abdelhai@almasa.com www.almasa.net Computerlinks (Gulf & Levant except Bahrain) +971 4 501 5822 info-ae@computerlinks.com www.computerlinks.net

BROCADE +971 4 365 4945 www.brocade.com

REGIONAL DISTRIBUTORS Mindware +971 4 391 3333 brocade@mindware.ae www.mindware.ae

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

EGYPT Mindware

www.itp.net

OMAN

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

Modern Arabian Business Corporation +962 6464 7666 Majid.alaeddin@mabcogroup.com www.mabco.com.jo

Bishara Establishment +968 2470 0224 viju.philips@bishara.com www.bishara.com

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

QATAR

LEBANON

Video Home & Electronic Centre +974 436 9916 satishp@jumboqatar.com www.jumboqatar.com

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

SAUDI ARABIA

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

BUFFALO TECHNOLOGY Al Maktaba Stores +966 2662 0890 alauddin@almaktaba.com www.almaktaba.com Canar Office Systems +966 3898 4928 jackdib@canar.com.sa www.canar.com.sa

REGIONAL DISTRIBUTORS AdvanTec (Bahrain, Kuwait & Qatar) +965 2574 0044 sales@advantec-kw.com www.advantec-kw.com

AUTHORISED DISTRIBUTION 2009

IN SAFE HANDS 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. 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 resellersâ&#x20AC;&#x2122; 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. Â&#x201E;

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

SAUDI ARABIA Shabaktec Telecommunications +966 1211 8017 info@buffalotech.ae www.buffalo-technology.com

UAE King of Computers +971 4393 7161 sales@king-computers.com www.king-computers.com

JORDAN PC Zone +962 6556 1766 info@pc-zone-jo.com www.pczonejo.com

LEBANON Mira B. 961 180 0799 th@mirasal.com www.mirasal.com

CA +971 4 361 6710 www.ca.com

REGIONAL DISTRIBUTORS Mindware + 971 4 3913333 sales@mindware.ae www.mindware.ae

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

EGYPT Mindware Egypt +20 10 970 4330 egypt_sales@mindware.ae

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

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

BAHRAIN Electronic Equipment Est

www.itp.net

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

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

KUWAIT

LEBANON

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

Image Systems +961 1 58 2000 imagesys@imagesys-canon.com www.itgholding.com

OMAN

CISCO

Genetco +968 247 92275 srikanth@genetco.net www.genetco.net

+971 4 390 7777 www.cisco.com

QATAR

Comstor Middle East +971 4 299 8860 sales@me.comstor.com www.me.comstor.com

REGIONAL DISTRIBUTORS (GCC EXCLUDING SAUDI ARABIA)

Salam Studios (Photo video products) +974 483 2050 ph@salams.com www.salams.com

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

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

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

SAUDI ARABIA El Ajou Group Trading Co (Office personal products) +966 1404 1717 info@elajougroup.com www.elajougroup.com

SAUDI ARABIA Al-Jammaz Telecom +966 1 477 6700 sam@al-jammaz.com www.al-jammaz.com

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

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

UAE Canon Emirates (Office personal products) +971 4343 0164 info@canon-emirates.ae www.canon-emirates.ae

EGYPT Metra Computer +20 2 3303 4319 www.metracomputer.com

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

JORDAN

EGYPT ETCO Engineering & Trading Company +202 2290 9141 contact@etco.com.eg www.etco.com.eg

JORDAN United Electronic Company

Silicon 21 +20 2405 0011 wsalah@silicon21.com.eg hsharabasy@silicon21.com.eg www.silicon21.com.eg PC Dealnet +962 6520 0945 eshoushany@pcdealnet.com www.pcdealnet.com

LEBANON Logicom +961 1 501 301

AUTHORISED DISTRIBUTION 2009

sales@logicom-me.net www.logicom-group.com

viquar_khan@mindware.ae www.mindware.ae

+973 7702 1370 www.ncs-me.com

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

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

KUWAIT

SAUDI ARABIA

QATAR

Mindware Saudi Arabia +966 1293 3639 k_jandali@mindware.ae www.mindware.ae

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

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

REGIONAL DISTRIBUTORS Logicom +971 4 507 8888 info@logicom.ae www.logicom-group.com Track Distribution Middle East +971 4 429 3476 umaidk@tdme.ae www.tdme.ae

SAUDI ARABIA Al Jammaz Telecom +966 1 476 8811 inam@al-jammaz.com www.al-jammaz.com

UAE Eros Electricals +971 266 6216 satish.shenoy@erosgroup.ae www.erosgroup.ae

EGYPT Silicon 21 +202 2405 0011 agad@linksys.silicon21.com.eg www.silicon21.com.eg

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

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

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

REGIONAL DISTRIBUTORS Mindware +971 4 360 2219

Ashley +965 2263 6129 www.ashleyllc.com

SAUDI ARABIA FVC Saudi Arabia +966 1217 5530infosa@fvc.com www.fvc.com info@fvc.com

BDL Trading Company +966 1 460 1717 sales@bdlsa.com www.bdlsa.com

EGYPT

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

Mindware Egypt +2 01 1 233 7788 amr_selim@mindware.ae www.mindware.ae

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

LEBANON Mindware Lebanon + 961 367 3776 patrick_antoun@mindware.ae www.mindware.ae FVC Levant +961 453 9090 infolb@fvc.com www.fvc.com

Trigon +971 4 393 6247 www.trigononline.com Ashley +971 4 397 7611 www.ashleyllc.com

EGYPT Metra Computer +202 3303 4234 www.metracomputer.com

JORDAN

COMMVAULT

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

+971 4375 3491 www.commvault.ae

LEBANON

REGIONAL DISTRIBUTORS Tech Access +971 4 391 1825 dimuth.wijeratne@techaccess.com www.techaccess.com Magirus Middle East +971 4 391 4470 bhaskar.peruri@magirus.com www.magirus.com/me

CREATIVE LABS www.creative.com

BAHRAIN National Computer Services

AUTHORISED DISTRIBUTION 2009

MicroTech Store +961 180 0142 www.microtechstore.com

CYBEROAM +917 9 6606 5606 www.cyberoam.com

REGIONAL DISTRIBUTORS Bulwark Technologies (Oman, UAE) +971 4 334 1002 info@bulwark.biz www.bulwark.biz Adaox (All GCC countries & Jordan) +971 4375 4052 info@adaox.com www.adaox.com

www.itp.net

// CHANNEL INSIGHT

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

www.itp.net

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 endcustomer. We make sure that the endusers are satisfied with the product quality and solutions that we have provided though our partners.

AUTHORISED DISTRIBUTION 2009

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

SAUDI ARABIA Sariya Co. Ltd. (IT Division) +966 3 843 5125 sariya-it@sariya-it.com www.sariya-it.com

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

LEBANON Jarir Bookstore (Home & home office) +966 462 6000 desk@jarirbookstore.com www.jarirbookstore.com BDL (commercial) +966 1 460 1717 www.bldsa.com

EGYPT Gateworx +20 3577 0100 info@gateworx.net www.gateworx.net

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

DELL

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

+971 4 391 1860 www.dell.com

REGIONAL DISTRIBUTORS Aptec Distribution (Commercial - GCC) +971 4 369 7111 dell-sales@aptec-me.com Asbis (Commercial - Bahrain, Oman, Qatar, UAE; Home & home office - KSA) +9714 883 5929 dell@asbisme.ae BDL (Commercial - GCC) +971 4355 5365 althaf@bdlgulf.com Unatrac (Commercial – GCC except Kuwait) +971 4 886 2237 itdsales@unatrac.com Metra Computer (Home & home office – GCC) +971 4438 5300 sales@metradubai.ae www.metracomputer.com Technoworld (Home & home office Bahrain, Oman, Qatar, UAE) +971 4403 3847 samer.amkieh@eccdxb.ae

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

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

sales@novo-tek.com www.novo-tek.com

EGYPT Aptec Egypt (Commercial) +202 2648 1711 ibrahim.mahmoud@aptec.com.eg www.apteconline.com BDL (Commercial) +202 2648 1711 salah@bdleg.com www.bdleeg.com Mantrac (Commercial) +202 3300 0700 iaziz@mantrac.com.eg www.mantrac-itd.com Raya Distribution (Commercial) +201 2 335 3075 Hesham_hassan@rayacorp.com www.rayacorp.com

JORDAN Aptec Distribution (Commercial) +971 4 369 7111 dell-sales@aptec-me.com www.aptecme.com BDL (Commercial) +202 2648 1711 salah@bdleg.com www.bdleeg.com Unatrac (Commercial) +971 4886 2237 itdsales@unatrac.com www.mantracegypt.com Novo-Tec Solutions +962 6565 6072

AUTHORISED DISTRIBUTION 2009

S.E.T.S. (Commercial & home office) +961 197 5555 sales@sets.com.lb Digium 445 Jan Davis Drive NW, Huntsville, AL 35806, USA +1 256 428 6000 www.digium.com

REGIONAL DISTRIBUTORS FVC +971 4429 4900 info@fvc.com www.fvc.com

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

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

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

EMC +971 4 424 0400 www.emc.com

UAE StorIT Distribution +971 4 881 9690 info@storit.ae www.storit.ae

SAUDI ARABIA Al Jammaz Distribution +966 1 477 6700 aahmed@al-jammaz.com www.al-jammaz.com

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

EPSON +971 4881 8934 www.epson.ae

www.itp.net

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

BAHRAIN Computerland +973 740 060 compland@batelco.com.bh iPoint +973 17 51 44 88 www.bionline.biz

KUWAIT Al Sarraf Computer Services +965 481 4653 www.sarafco.com Yusuf Alghanim & Sons +965 4842 988 electronicsales@alghanim.com www.alghanim.com/electronics Victory Arch Group +965 571 2316 www.victoryarch.com

www.alyousufdigital.com

www.pcdealnet.com.lb

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

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

ESET +971 4 375 4052 www.esetme.com

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

REGIONAL DISTRIBUTORS ADAOX Middle East +971 4 375 4052 salesme@adaox.com www.adaox.com

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

KUWAIT

HMH Establishment +971 4393 8811 www.alredha.com

FutureTEC +965 2 243 8883 distribution@futuretec.com.kw www.futuretec.com.kw

EGYPT

SAUDI ARABIA

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

OMAN Loay Enterprises +968 2 479 4700 www.loayoman.com

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

QATAR

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

Computer Arabia +974 466 7555 carabia@qatar.net

SAUDI ARABIA SaudiSoft +966 2 663 3999 sales@saudisoft.com www.saudisoft.com Hoshan Company +966 1 217 000 info@hoshangroup.com www.hoshangroup.com

Jordan Computer Trading +962 6464 3896 sales@jocom.jo www.jocom.jo

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

AKTCO +962 6553 3719 info@aktco.net

LEBANON UAE Al Yousuf Digital +971 4 881 7277

www.itp.net

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

EXTREME NETWORKS +971 4 3915660 www.extremenetworks.com Westcon Middle East +971 4 883 9888 murtuza.v@westconme.com www.westconme.com

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

JORDAN

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

REGIONAL DISTRIBUTORS

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

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

Zedan Solutions +966 2 663 2944 brianhawley@zedansolutions.com www.zedansolutions.com

Almasa IT Distribution +971 4 306 3100 pradeep.angeveetil@almasa.com www.almasa.com Mayflex Middle East +971 4 701 7987 phila@mayflex.com www.mayflex.com Optimus Technology &Telecom +971 4 886 5377 nehul.goradia@i-optimus.com www.i-optimus.com

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

AUTHORISED DISTRIBUTION 2009

REGIONAL DISTRIBUTORS

FREECOM TECHNOLOGIES

Secureway Network Distributors +971 4 375 7612 ala.khalil@secureway.ae www.secureway.ae

+31 7 0336 7600 www.freecom.com

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

REGIONAL DISTRIBUTORS

SAUDI ARABIA

Pro Technology +971 4 343 5501 deanne@protech.ae www.protech-me.com

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

GENX

FORTINET

+971 4803 9610 www.genxmea.com

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

+ 971 4 433 0504 www.fortinet.com

REGIONAL DISTRIBUTOR

LEBANON

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

REGIONAL DISTRIBUTORS Secureway Network Distributors +971 4 361 6654 alireza.bozorgmir@secureway.ae www.secureway.ae

Memory Technology Middle East +971 4 8039 666 sales@mtcdubai.com www.mtcdubai.com

FVC Levant +961 453 9090 infolb@fvc.com

SAUDI ARABIA

+971 50 551 5480 www.guidancesoftware.com

Mantrac +202 303 9640 www.mantracegypt.com

MTC-KSA +966 2653 1766 noor@mtc-ksa.com www.mtc-ksa.com

FOXCONN

EGYPT

+971 4 2045 266 www.foxconnchannel.com

North Africa Computer Co. +202 287 8466

REGIONAL DISTRIBUTOR

HGST

Gulf Shadows +971 4 393 3772 shoman@gulfshadows.ae www.gulfshadows.ae

+44 2392 497 000 www.hitachigst.com

SAUDI ARABIA Al-Jassim Electronics +966 3 827 7100 sultan@al-jassim.com www.aljassim.com

EGYPT Egypt for Trading & Engineering Co. +202 670 5477 wreda@ete-it.com www.ete-it.com

JORDAN Gulf Shadows +971 4 393 3772 shoman@gulfshadows.ae www.gulfshadows.ae

REGIONAL DISTRIBUTORS

REGIONAL DISTRIBUTORS Comguard +971 4 391 6400 guidancesoftware@comguard.net www.comguard.net

SAUDI ARABIA ITS(2) +966 1207 7008 yasser.alswailem@i-ts2.com www.i-ts2.com Versos +966 50 3441514 ahmed.daoud@versos.com.sa www.versos.com.sa

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

UAE

Avnet Technology Solutions +971 4 438 7300 Ats.ae@avnet.com www.ts.avnet.com Trinity Middle East +971 4 886 5165 marketing@trinityme.com www.trinity-el.ru

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

REGIONAL DISTRIBUTORS FVC

GUIDANCE SOFTWARE

Almasa IT Distribution +971 4 3063 100 sales@almasa.com www.almasa.com

LEBANON Aptec Lebanon +961 471 8891 antoine@apteclebanon.com www.apteconline.com

EGYPT

AUTHORISED DISTRIBUTION 2009

Forward Discovery +971 50 287 1062 sanson@forwarddiscovery.com www.forwarddiscovery.com Paramount Computer Systems +9714 391 8600 abideen@pcsuae.com www.pcsgulf.com Global Security Network +971 2667 4782 zayed.alji@gsn.ae www.gsn.ae

EGYPT GNSE +20 23 3451 6568 mohamed.moniem@gnsegroup.com www.gnsegroup.com

www.itp.net

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

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

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

REGIONAL DISTRIBUTORS (Product exhibits vary between disties) Emitac Distribution (Bahrain, Kuwait, Oman, Qatar, UAE) +971 4605 8200 afsheen_beig@emitac.ae www.emitac.ae Redington Distribution (Bahrain, Kuwait, Oman, Qatar, UAE) +971 4359 0555 karthikeyan.b@redingtongulf.com www.redingtongulf.com Jumbo Distribution (Bahrain, Kuwait, Oman, UAE) +971 4336 6620/ 3362131 sanjiv.bhandula@jumbo.ae www.jumbocorp.com Logicom (Bahrain, Oman, UAE) +971 4507 8888 h.tabatabai@logicom.ae www.logicom-group.com Metra (Bahrain, Oman, UAE) +971 4427 0325 k_kazmi@metracomputer.com www.metracomputer.com Aptec Distribution (Bahrain, Kuwait, Oman, Qatar, UAE) +971 4369 7111 ctannous@aptecme.com www.apteconline.com Avnet (GCC except KSA) +971 4438 7302 venkat.raman@avnet.com www.avnet.com

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

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

AIM +966 5 0430 7907 rhussieny@aim.com.sa www.aim.com

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

Imtac +968 2470 7727 info@imtac.com www.imtac.com

UAE Emitac +971 4655 8200 distribution@emitac.ae www.emitac.ae

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

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

Metra Computer â&#x20AC;&#x201C; Egypt +202 3303 4319 h_galal@metracomputer.com www.metra.com

EGYPT Mantrac +20 0 3454 1000 mantracegypt.com

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

JORDAN (Product exhibits vary between disties) Logicom Jordan +962 6551 3400 n.hamami@logicom.jo www.logicom-group.com International Distributor +962 6582 1226 imad_khorma@hiperdist.com www.unidist.com (Product exhibits vary between disties) PC Deal Net +961 329 7297 a.amhaz@pcdealnet.com.lb www.pcdealnet.com

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

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

+971 4 391 5719 www.hp.com

JORDAN Aptec +971 4435 5400 imran.batoaq@aptecme.com www.aptecme.com

LEBANON

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

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

Interdist +961 4410410 cm@interdistalliances.com www.interdistalliances.com PC Dealnet +961 168 2956 info@pcdealnet.com.lb www.pcdealnet.com

HTC +971 4 299 1771 www.htc.com

HP PROCURVE

REGIONAL DISTRIBUTORS Redington Gulf

www.itp.net

REGIONAL DISTRIBUTORS SIT Distribution +971 4 293 6280 adnan.a@sitdistribution.ae www.sitdistribution.ae

AUTHORISED DISTRIBUTION 2009

STRATEGIC STORAGE 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. 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 postsale 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.

AUTHORISED DISTRIBUTION 2009

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.

www.itp.net

EGYPT Jovitronix +20 1 2266 6626 vicky.lalwani@jovitronix.com www.jovitronix.com

INTEL +971 4 369 2666 www.intel.com

REGIONAL DISTRIBUTORS

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

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

LEBANON

SAUDI ARABIA

Logicom Lebanon +961 150 1301 a.hobeika@lgcom.net www.lgcom.net

Almasa IT Distribution +966 1201 3508 sales@almasa.com

EGYPT

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

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

KMG Egypt +20 2 2268 3538 sales@kmgegypt.com www.kmgegypt.com

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

IOMEGA

JORDAN

+971 4 424 0400 www.iomega.com

REGIONAL DISTRIBUTORS

Hiperdist Jordan +962 6582 1226 admin_jordan@hiperdist.com www.hiperdist.com

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

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

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

SAUDI ARABIA

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

Empa +971 2 651 6693 sales@empa-me.com www.empa-me.com

JUNIPER

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

SAUDI ARABIA Logicom (Rehab Technologies) +971 466 0758 t.azzi@logicom.com.sa www.logicom-group.com

Al Jammaz Distribution +966 1477 6700 moghrabi@al-jammaz.com www.al-jammaz.com

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

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

IRIS +32 1045 1364 www.iriscorporate.com

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

EGYPT

REGIONAL DISTRIBUTORS

Metra Computer info@metracomputer.com www.metracomputer.com

Almasa IT Distribution +971 4306 3100 sales@almasa.com www.almasa.com

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

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

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

SAUDI ARABIA

JORDAN

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

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

www.itp.net

KUWAIT Almasa IT Distribution +965 2261 5060 sales@almasa.com

ComputerLinks +966 5 5990 0554 ma@computerlinks.ae www.computerlinks.ae Westcon Middle East +971 4812 0456 sandeep.gehi@westconme.com www.westcongroup.com Mindware +966 1 215 3126 ehab_al-bakri@mindware.ae www.mindware.ae

AUTHORISED DISTRIBUTION 2009

EGYPT Mideast Communication Systems +202 2290 9326 amr@mcsholding.com www.mcsholding.com Mindware +202 2290 9326 amr_selim@mindware.ae www.mindware.ae

LEBANON Mindware + 961 149 9399 antoine_hakim@mindware.ae www.mindware.ae

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

KENSINGTON

KUWAIT

+44 12 9639 7444 www.kensington.com

REGIONAL DISTRIBUTORS Jurassic Technologies +971 4359 5905 eustacem@jurassic.ae www.jurassic.ae

KUWAIT

+971 4 434 7530 www.kaspersky.com

Zak Solutions for Computers Systems +965 2224 1008 wabihaydar@zakq8.com www.zakq8.com

REGIONAL DISTRIBUTORS (GCC)

EGYPT

Golden Systems Electronics (Retail Products) +971 4355 5520 kaspersky@gse.ae www.gse.ae

Unlimited Trading +202 3761 2244 o_zein@utegypt.com

KASPERSKY

Al Hosani (Retail Products) +971 6 575 4443 sales@alhosanime.ae www.alhosanime.ae Comguard +971 4 391 6400 kaspersky@comguard.net www.comguard.net Computerlinks (Corporate Products) +971 4501 5823 jsp@computerlinks.ae www.computerlinks.ae Sariya Company +966 3843 5125 kaspersky@sariya-it.com www.sariya-it.com

EGYPT ValueSYS +20 2 2268 2552 sales@valuesys.net www.valuesys.net

JORDAN iAXCESS +962 6461 2283 sales@iaxcess.net www.iaxcess.net

LEBANON

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

LEBANON

Logicom +965 241 3154 info@logicom.ae www.logicom.ae

SAUDI ARABIA Logicom +966 1 466 0758 sales@logicom.com.sa www.logicom.com.sa Mindware +966 2650 3263 sales@mindware.ae www.mindware.ae FDC International +966 50 384 1525 meqdam@fdchq.com www.fdchq.com

T.pro Middle East +961 1 21 7304 ziad@tprome.com www.tprome.com

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

KINGSTON TECHNOLOGY

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

+44 19327 38888 www.kingston.com

REGIONAL DISTRIBUTORS Logicom +971 4507 8888 info@logicom.ae www.logicom.ae Empa +971 4 803 9500 sales@empa-me.com www.empa-me.net Mindware +971 4391 3333 sales@mindware.ae www.mindware.ae FDC International +971 4397 8035 info@fdcinternational.com www.fdcinternational.com ITE Distribution +971 4813 2400 murtuza@iteme.com www.iteme.com

AUTHORISED DISTRIBUTION 2009

EGYPT ECS Distribution +201 0171 5803 a_heshmat@ecs-distribution.com www.ecs-distribution.com Easy Technology Solution +202 2263 4455 saad.zaky@ets.com.eg www.ets-eg.com United Computer Systems +20 2404 9610 mmaarouf@ucs-egypt.com www.ucs-egypt.com

JORDAN Logicom +962 6551 3400 m.hersh@logicom.jo www.logicom.jo

LEBANON Logicom +961 150 1301

www.itp.net

m.dib@logicom-me.net www.logicom-group.com Mindware +961 149 9399 charles_nacouzi@mindware.ae www.mindware.ae

LACIE +971 4 299 1700 www.lacie.com

REGIONAL DISTRIBUTORS Empa +971 4 803 9500 nasreen@empa-me.com www.empa-me.com

KUWAIT Yousef Al Roumi +965 181 0810 hassan@yousefalroumi.com

QATAR iSpot +974 446 9897 jy.chbat@alibinali.com

UAE Trigon +971 4393 6247 anthony@trigon-gulf.ae www.trigononline.com

JORDAN Modern Systems +962 6582 9404 sales@modernsystemsco.com www.modernsystemsco.com

LEBANON T.pro +961 472 0088 karine@tprome.com

LENOVO +971 4 429 4300 www.lenovo.com

REGIONAL DISTRIBUTORS Distributech +971 4 355 6701 liju@dbtech.ae www.alabbas.com GBM Distribution +971 4 883 5652 st@gbmd.co.ae www.gbmd4me.com Jumbo Electronics

www.itp.net

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

SAUDI ARABIA FDC International +971 4 397 8035 saeidfarazmand@hotmail.com www.fdcinternational.com Asbis International +966 1 416 3522 hesham_tantawi@hotmail.com www.asbis-saudi.com

EGYPT Mantrac IT Distribution +202 3300 4195 amostafa@mantrac.com.eg www.mantracegypt.com Better Business +202 3772 1300 msalah@betterbusinessco.com www.BetterBusinessCo.com

JORDAN BlueTech +961 197 0283 imad_adem@bluetech.com.lb www.bluetech.com.lb

LEBANON BlueTech +961 197 0283 imad_adem@bluetech.com.lb www.bluetech.com.lb

SAUDI ARABIA Aptec Saudi Arabia +966 1460 1950 bsalah@aptecme.com www.aptecsa.com Almasa IT Distribution +966 1273 3370 sajan.pillai@almasa.com www.almasa.com

UAE Almasa IT Distribution +971 4 306 3100 bejoy.eb@almasa.com www.almasa.com

EGYPT Aptec Egypt +202 2644 4264 amorsi@aptec.com.eg www.aptec.net

LEBANON Medmark Lebanon +961 189 5666 khaddaj@medmark-me.com www.medmark-me.com

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

BAHRAIN

LEXMARK

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

+971 4427 6300 www.lexmark-me.com

KUWAIT

REGIONAL DISTRIBUTORS Aptec Gulf +971 4 369 7111 ctannous@aptec.ae Despec MERA +971 4 881 1191 g.amit@despecme.ae www.despec.ae Medmark IT Distribution +971 4 883 8448 saliba@medmark-me.com www.medmark-me.com

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

OMAN Oman Gulf Enterprises (notebooks, monitors, projectors, ODDs) +968 2 479 3072 anuragg@otegroup.com www.otegroup.com

QATAR Video Home Electronics Centre

KUWAIT

(notebooks, monitors, projectors, ODDs)

Almasa IT Distribution +965 261 5060 mohammed.javeed@almasa.com www.almsasa.com

+974 42 8620 cvrappai@jumboqatar.com www.jumboqatar.com

AUTHORISED DISTRIBUTION 2009

UAE PC International (notebooks, monitors, optical drives) +971 4 883 3722 hani@pc-int.com; katout@pc-int.com www.pc-int.com Jumbo Electronics (monitors & ODDs) +971 4 334 4329 bikas.biswas@jumbo.ae www.jumbo.ae Trigon (monitors, optical drives, HDDs) +971 4 393 6247 arun@trigon-gulf.ae www.trigon-gulf.ae Projection House Audio & Video Trading (projectors) +971 4 335 9740 maqsood@projectionhouse.ae www.projectionhouse.ae

LOGITECH +971 4 363 6886 www.logitech.com

KUWAIT WB Technologies +965 265 4433; +956 746 9686 sales@bestbuykwt.com www.wb-technologies.com

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

SAUDI ARABIA Al Falak +966 5 0516 4832; +966 1 462 5766 agnello@mso.com.sav Jarir Bookstore +966 1462 6000 cesar@jarirbookstore.com; mahboob@ jarirbookstore.com

UAE Ashley +971 4 397 7611 subash@ashleyllc.com; farahani@ ashleyllc.com www.ashleyllc.com ITE Distribution +97143553366; +971506449647 jafer@iteme.com www.iteme.com

Channel Distribution Co. (CDC) JBL +971 4 883 0860 lilian@cdc-me.com kaushal@cdcme.com Golden System Electronics +971 4 397 3345 mohd.bahrololoum@gse.ae; vishal. gandhi@gse.ae www.gse.ae

EGYPT Aptec Egypt +20 2648 1161 salma.alfeky@aptec.com.eg www.apteconline.com

LEBANON Aptec Lebanon + 961 471 8817 elie.b@apteclebanon.com www.apteconline.com

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

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

EGYPT

REGIONAL DISTRIBUTORS

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

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

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

MCAFEE +971 4 391 5460 www.mcafee.com

MICROSOFT GULF

Logicom (Volume licences, Full packaged products, OEM) +971 4 396 1188 t.afzal@logicom.ae www.logicom.ae Mindware (Regional for Volume licences & Full packaged products; OEM UAE only) +971 4 391 3333 jeff_jacob@mindware.co.ae www.mindware.co.ae Aptec Gulf (Regional for Volume licences & Full packaged products; OEM UAE only) +971 4 369 7111 pnarwani@aptecme.com www.aptecme.com

REGIONAL DISTRIBUTOR Aptec Distribution +9714 369 7111 santoshk@aptecme.com www.aptecme.com Computerlinks +971 4501 5814 zs@compuerlinks.ae www.computerlinks.com Mindware +971 4391 3333 sales@mindware.ae www.mindware.ae

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

SAUDI ARABIA

Almasa IT Distribution/Delta (Full packaged products) +971 4 306 3100 govinda.siddartha@almasa.com www.almasa.com ITE Distribution (Full packaged products) +971 4355 3366 sheetal@iteme.com www.iteme.com Pluto Derinton (Xbox & Games) +971 4 261 8111 gibson.varghees@plutogt.com www.plutogt.info

BAHRAIN Kanoo IT (OEM) +973 1 774 6474 k.sreekanth@kit.com.bh www.kanooit.com

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

AUTHORISED DISTRIBUTION 2009

www.itp.net

KUWAIT

LEBANON

Unatrac International (OEM & Full packaged products) +965 2 418 431 welmanzalawy@mantrac.com.eg www.mantracegypt.com

T.pro +961 4 720 088 sales@tprome.com www.tprome.com

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

+49 6 3029 8160 www.mobotix.com

QATAR Emitac (OEM) +974 435 5440 delair_khan@emitac.ae www.emitac.ae

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

MOTOROLA (ENTERPRISE MOBILITY BUSINESS)

MOBOTIX

+971 4 3315111 www.motorola.com

REGIONAL DISTRIBUTORS

Westcon Middle East +971 4883 9888 embu@westconme.com www.westconme.com

AFI Technologies +966 3 847 0033 mobotix@afi.com.sa afitechnologies.com.sa

NCIRCLE

BAHRAIN

MSI +886 2 3234 5599 www.msi.com

+1 415 625 5900 www.ncircle.com

Tektronics Technologies +973 1771 6804 vishal@tektronics.bh www.tektronics.bh

REGIONAL DISTRIBUTORS FVC +971 4429 4900 info@fvc.com www.fvc.com

BAHRAIN BDL +966 1 460 1717 osama@bdlsa.com www.bdlco.net

KUWAIT Alalamiah Technology Group +965 2224 5555 nsn@alalamiah.com www.alalamiah.com

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

KUWAIT Yousef AlRoumi Trading +965 261 0204 fahad@yousefalroumi.com www.yousefalroumi.com

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

SAUDI ARABIA

QATAR

BDL +966 1 460 1717 osama@bdlsa.com www.bdlco.net

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

SAUDI ARABIA UAE Grand Stores +971 4217 0745 akarim@grandstores.ae www.grandstoresuae.com

AFI Technologies +966 3 847 0033 mobotix@afi.com.sa afitechnologies.com.sa

UAE EGYPT BDL Co +202 644 1133 www.bdleg.com

Atlas Telecom +971 2699 7500 eduardo.clemente@atlastelecom.ae www.atlastelecom.ae

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

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

JORDAN Time Technology for Computers +962 6553 7647 husam.habib@ttc-jo.com www.ttc-jo.com

MONSTER CABLE +971 4883 0405 www.monstercable.com

REGIONAL DISTRIBUTORS Monster Middle East

www.itp.net

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

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

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

REGIONAL DISTRIBUTORS InterFRONTIERS InterconNECt Ltd +357 2262 5222 info@inter-frontiers.com www.inter-frontiers.com

BAHRAIN Continental Business Solutions + 973 1781 4668 cbsbh@batelco.com.bh www.cbs.bh

SAUDI ARABIA Najia Abdullatif Jameel Group +966 2661 1372 yaser@najtech.com www.najtech.com

AUTHORISED DISTRIBUTION 2009

UAE

QATAR

BAHRAIN

Al Yousuf Computer + 971 2622 2368 vjacob@alyousuf.com www.alyousuf.com

Computer Arabia +974 466 7555 pierre.ibrahim@carabia.com www.teyseergroup.com

I Point +973 3 961 2819 nithin.jacob@bionline.com www.bionline.com

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

SAUDI ARABIA

QATAR

Samir Photographic Supplies Co. +966 2682 8219 webmaster@samirgroup.com www.samirgroup.com

Matrix Computer System +974 4 32 8968 iqraam@mcs.com.qa www.mcs.com.qa

UAE

SAUDI ARABIA

Abba Electronics +971 4334 4146 syed.ameen@abba.ae www.alabbas.com

Al Mijdaf ibrahim@mijdaf.com www.mijdaf.com

EGYPT Advanced Technology & Computer Sys. +20 3 484 1125 amr.elguindy@atandc.com.eg www.atandc.com.eg El Araby +20 2 2291 6989 amr-karim@elarabygroup.com www.elarabygroup.com

JORDAN Radiant Computers & Electronics +962 6583 3336 s.qadi@radiant.jo www.radiant.jo

LEBANON Tevega +961 149 5496 tevega@fattal.com.lb www.tevega.com Impact Electronics. +961 1 6859 8567 aah@impact-electronics.com www.impact-electronics.com

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

UAE EGYPT El-Tawil International Trade +203 424 0883; +202 3760 4388 eltawil@eltawilit.com www.eltawilit.com

JORDAN Sukkarieh Group +962 6464 6885 sales@sukkarieh-group.com www.sukkarieh-group.com

LEBANON AudioPro (Pro AV & projects) +961 142 9029 audiopro@audioprolb.com Tevega (Distribution) +961 149 5496 tvgmroom@fattal.com.lb www.tevega.com

NETGEAR +971 4 609 1860 www.netgear.com

Ashley +971 4397 7611 farahani@ashleyllc.com www.ashleyllc.com

NORTEL +971 4 362 6444 www.nortel.com

REGIONAL DISTRIBUTORS Westcon +971 4 883 9888 venu@westconme.com www.online-dubai.com Redington Gulf +971 4 883 8656 Ramkumar.b@redingtongulf.com www.redingtongulf.com

SAUDI ARABIA Bright Star Trading Co +966 1 217 8011 k.sayes@stl.com.sa www.stl.com.sa

BAHRAIN Mofakro Trading +973 1 754 0303 jassim@mofakro.com www.mofakro.com

REGIONAL DISTRIBUTORS Al Yousuf Digital +971 4881 7277 tsadieh@alyousuf.com www.alyousuf.com

KUWAIT ADawliah Electronics +965 2472 0631 info@adawliah.com.kw www.adawliah.com

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

OMAN

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

Oman International Electronics & Trading +968 2 483 0404 sales@ohielec.com www.ohielec.com

AUTHORISED DISTRIBUTION 2009

OKI +971 4 204 5810 www.okime.ae

BAHRAIN Fakhro Electronics +973 1729 9999 fakhroel@batelco.com.bn www.fakhro.com

KUWAIT Bader Al Mulla & Bros +965 2242 3252 ot@almullagroup.com www.almullagroup.com

www.itp.net

OMAN Jawad Sultan Telecommunications +968 2 481 6663 jstoman@omantel.net.om www.jstoman.com

QATAR Qatar Computer Services +974 444 1212 ahmed.abaza@qcs-qatar.com www.qcs-qatar.com

SAUDI ARABIA Al Eqtessad MD +966 1462 0000 malbalkhi@aleqtessad.com www.aleqtessad.net

UAE Utmost Electronics Trading +971 4 351 6035 utmost@emirates.net.ae www.utmostgrp.com

EGYPT Smartec +202 3302 7731 info@smartec.com.eg www.smartec.com.eg

JORDAN MABCO +962 6464 7666 info@mabcogroup.com www.mabco.com.jo

LEBANON PSI +961 148 4848 psileb@psi.com.lb www.psi.com.lb

OPTOMA +44 1923 691 800 www.optoma.eu

BAHRAIN Business International +973 1 781 5444 guraz.wankadia@bionline.biz www.bionline.biz

KUWAIT Universal Media +965 247 4411 jdahbour@umedia.com.kw www.umedia.com.kw

OMAN Graphic International Centre +968 2 470 9582

www.itp.net

vinil.prakash@graphicllc.com www.graphicllc.com

Al Eqtessd Est. +966 2652 0134

SAUDI ARABIA

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

Samir Photographic +966 2 682 8219 waddah.elrayyes@samirgroup.com www.samirgroup.com

UAE UAE Projection House +971 4 335 9740 maqsood@projectionhouse.ae www.projectionhouse.ae

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

REGIONAL DISTRIBUTORS FVC +971 4 429 4900 guru@fvc.com www.fvc.com

PANASONIC +971 4886 2142 www.panasonic.ae

BAHHRAIN Al-Futtaim Sons +973 1756 4776 www.panasonicbahrain.com Telematics +973 1729 0033 world@batelco.com.bh

KUWAIT Easa Husain Al-Yousifi & Sons Co. +965 243 2808 svcsupport@yousifi.com.kw www.yousifi.com.kw

OMAN Oman Marketing & Services CO. +968 2456 7692 www.omasco.com/consumer_ electronics.htm

QATAR Imalco +974 41 8030 Nasir Bin Abdullah & Sons Co. +974 441 7575

SAUDI ARABIA Abubaker Hussein S. Bamaruf Est. +966 2648 1830

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

EGYPT Baghdad Trading Co. +20 2260 7516 Egypt & Middle East +20 2574 9205 Misr Helwan for Import & Export Co. +20 2524 4444 m_helwan@hotmail.com Swiss Trading +20 2574 8287 Tahrir Centre for Trade & Service +20 2393 8151 tatas@tataspro.com The Egyptian Company for Electrical Equipments +20 2431 6353 ecee@tedata.net.eg

JORDAN Ahmad Badaro & Co. +962 6464 1907 abcgroup@nol.com.jo Computer & Engineering Bureau +962 6551 8115 Modern Arabian Business Corp. +962 6464 7666 Trans Jordan for Electronics +962 6582 6042

LEBANON Aces Electronics +961 189 8989 www.aces.com.lb Sacotel +961 139 8866 sacotel@sacotel.com.lb www.sacotel.com

AUTHORISED DISTRIBUTION 2009

POLYCOM

LEBANON

KUWAIT

+44 1753 723 000 www.polycom.com

FVC Levant +961 453 9090 infolb@fvc.com

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

RSA SECURITY

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

REGIONAL DISTRIBUTORS FVC +971 4429 4900 info@fvc.com www.fvc.com

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

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

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

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

REGIONAL DISTRIBUTORS Opennet MEA +971 4 391 0686 sales@opennet.ae www.opennet.ae

RIVERBED TECHNOLOGY +44 1344 401900 www.riverbed.com

+971 4 424 0400 www.rsa.com

REGIONAL DISTRIBUTORS Computerlinks +971 5 0452 5887 ae@compuerlinks.ae www.computerlinks.com

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

SAGE

OMAN

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

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

SAUDI ARABIA Al Falak Distribution +966 1462 5766 agnello@mso.com.sa www.mso.com.sa

UAE Al Hosani +971 6575 4443 slava@alhosanime.ae www.alhosanime.ae

EGYPT REGIONAL DISTRIBUTORS FVC +971 4 429 4900 info@fvc.com www.fvc.com Naizak +971 4 391 1165 info@naizak.com www.naizak.com

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

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

Raya Distribution +202 3827 6000 gamal@rayacorp.com www.rayacorp.com

SAMSUNG +971 4364 8600 www.samsung.com

BAHRAIN Techno Blue (large format display) www.technoblue.com.bh Bin Hindi (Monitor, HDD, ODD) +973 1740 8000 www.binhendi.com Bin Hindi Informatics (laser beam printer) +973 1740 8050 www.binhendi.com

AUTHORISED DISTRIBUTION 2009

Sarco (Monitor, HDD, ODD, notebook) +968 2470 9171 sarcogen@omantel.net.om www.sarcooman.com Mustafa Sultan Office Technology (laser beam printer) +968 2470 9361 msot@mustafasultan.com www.mustafasultan.com

QATAR Intertec Group (Monitor, HDD, ODD, laser beam printer) +974 432 2010 bandula@intertecqatar.com www.intertecqatar.com Techno Blue Qatar (Monitor, notebook) +974 446 6175 info@techno-blue.com www.techno-blue.com

SAUDI ARABIA Jarir (notebook) +966 1462 6000 jarir@jarirbookstore.com www.jarirbookstore.com

UAE Redington (Monitor, HDD, ODD, notebook) +971 4 359 0555 www.redingtongulf.com Metra (HDD, ODD) +971 4397 8765 info@metracomputer.com www.metracomputer.com ZIO Tech (large format display) +9714 3388270 www.ziogulf.com Eros (Monitor, notebook, large format display)

www.itp.net

+971 4266 6216 samsungsales@erosgroup.ae www.erosgroup.com

JORDAN

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

LEBANON Digital Technologies +961 123 6110 g.antaki@digitaltechnologies.com.lb www.digitaltechnologies.com.lb

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

SAPPHIRE TECHNOLOGY

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

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

+852 2687 8888 www.sapphiretech.com

SANDISK

REGIONAL DISTRIBUTORS

+971 4701 7810 www.sandisk.ae

Alajras Computer +971 4295 9130 sales@alajras.net www.alajras.net

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

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

KUWAIT Future Communications Company +965 249 0149 prashanth@fcc-kuwait.com www.fcc-kuwait.com

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

QATAR

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

Redington Gulf +974 455 1608 saju.as@redingtongulf.com www.redington.com

SAUDI ARABIA Ahmed Abdul Wahed Trading Co. +966 2650 0282 zaher@abdulwahed-photo.com www.abdulwahed-photo.com Al Haddad Telecom yasserbarkoki@al-haddad.com www.al-haddad.com

UAE Grand Stores +971 4282 3700 binoi@grandstores.ae www.grandstoresuae.com Redington Gulf + 971 4359 0555 saju.as@redingtongulf.com www.redingtongulf.com

EGYPT Overseas Computers +202 262 4582 h.amer@overseas-computers.com www.overseas-computers.com

www.itp.net

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

Grand Stores Jordan www.grandstoresjo.com

KUWAIT Almasa IT Distribution +965 2615 060/70/90 info@almasa.com www.almasa.com

SAUDI ARABIA Metra Computer (Maxtor HDDs only) +966 5 5833 3960 tamer@metracomputer.com Almasa Solutions Trading +966 1 273 3370 info@almasa.com www.almasa.com

EGYPT

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

QDS Egypt +202 3304 6927 sazim@qdsfzco.ae www.qdsegypt.com

Asbis morad.akhan@asbisme.ae www.asbisme.ae

Lebanon Aptec Lebanon +961 4718 891 www.apteconline.com

+971 4 609 1753 www.sonicwall.com

SONICWALL

REGIONAL DISTRIBUTORS

SEAGATE +44 0 16288 90366 www.seagate.com

REGIONAL DISTRIBUTORS

Westcon Middle East +971 50 457 6077 ashima.singh@westconme.com www.wetsconme.com

Asbis Middle East +917 4 883 5873 marketing@asbisme.ae www.asbisme.ae

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

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

KUWAIT Redington Kuwait +965 4343357 www.redingtongulf.com

OMAN Redington Gulf Oman

AUTHORISED DISTRIBUTION 2009

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

QATAR Redington Qatar +974 455 1608 info@redingtongulf.com www.redingtongulf.com

B.Tech +202 2348 0701/15 info@btech.com.eg www.btech.com.eg

SAUDI ARABIA Westcon Middle East +966 5 5218 1104

LEBANON

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

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

BAHRAIN Ashrafs +973 1753 4441 ashrafs@ashrafs.com.bh www.ashrafsbahrain.com

KUWAIT Supplying Store Co. +965 183 3332 info@supplyingstore.com www.supplyingstore.com

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

QATAR Modern Home +974425 7777 info@darwishholding.com www.darwishholding.com

SAUDI ARABIA Modern Electronics Co. +966 800 244 4200 www.mecl.com.sa/feedback_ksa.php www.mecl.com.sa

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

info@techaccess.com www.techaccess.com Aptec Distribution +971 4 369 7111 www.aptecme.com

JORDAN Zaki A. Ghul +962 6516 5632 service@ghul-group.com www.ghul-group.com

mohammed.merajuddin@westconme.com

EGYPT

Alliance Electronics +961 149 3493 allelectronics@fattal.com.lb www.ae.com.lb

SAUDI ARABIA Al Jammaz Telecom +966 1 476 8811 info@al-jammaz.com www.al-jammaz.com

SYMANTEC +971 4 390 1799 www.symantec.com

REGIONAL DISTRIBUTORS

SOPHOS +971 4375 4332 www.sophos.com

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

REGIONAL DISTRIBUTORS Secureway +971 4375 7612 info@secureway.ae www.secureway.ae

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

SOURCEFIRE

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

+44 118 989 8400 www.sourcefire.com

REGIONAL DISTRIBUTORS Secureway +971 4 3757612 info@secureway.ae www.secureway.ae

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

STORAGEFLEX

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

+1 905 475 1380 www.storageflex.com

REGIONAL DISTRIBUTORS Pro Technology +971 4 343 5501 sales@protech.ae www.protech-me.com

SAUDI ARABIA Pro Technology +966 3 897 8666 a.almutrif@protech-ksa.com www.protech-ksa.com

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

REGIONAL DISTRIBUTORS Tech Access +971 4 391 1820

AUTHORISED DISTRIBUTION 2009

SAUDI ARABIA Aptec Saudi Arabia +966 1 460 1950 hali@aptecsa.com Mindware Saudi Arabia +966 1215 3126 anas_rasheed@mindware.ae Al Falak Distribution +966 1462 5766 meraj@mso.com.sa www.mso.com.sa Tech Access Saudi Arabia +966 1460 3317 wael.waheed@techaccess.com Rehab Technologies (Consumer)

www.itp.net

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

TOSHIBA

sales@cadgulf.com www.cadgulf.com

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

EGYPT EGYPT Aptec Egypt +20 2 2648 1107 salma.elfeky@aptec.com.eg Mindware Egypt +20 1 1874 4222 Sameh_kandil@mindware.ae Tech Access Egypt +20 2 3338 0164 yasser.elwady@techaccess.com

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

REGIONAL DISTRIBUTORS Pro Technology +970 4 343 5501 sales@protech.ae www.protech.ae

TRANSCEND +886 22 2792 8000 www.transcendusa.com

REGIONAL DISTRIBUTORS Empa +971 4803 9530 ali@empa-me.com www.empa-me.com

KUWAIT Anwarco Center +965 2261 0002 sales@anwarco.net www.anwarco.net

SAUDI ARABIA Jarir Bookstore +966 1462 6000 manish@jarirbookstore.com www.jarirbookstore.com

Delta RS +202 748 0790

BAHRAIN

www.radioshackegypt.com

Al Futtaim Sons Co +973 1 756 4775 athiq.ahmed@alfuttaim.ae www.alfuttaim.ae

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

KUWAIT

mohamed_shafey@radioshackegypt.com

Massria Trade +202 2257 7957 yasser@massriasoft.com North Africa Co. for System and Engineering SAE +202 2 2287 8466 h_elfayed@nac4pc.com www.nac4pc.com

JORDAN Salbashian Trading Company diana.s@salbashiangroup.com

LEBANON

Arabian Business Machines +965 2 429 154 rabih@abm-kuwait.com www.abm-kuwait.com

OMAN Bahwan Electronics +968 2 479 3758 piyer@suhailbahwangroup.com www.bahwanelectronics.com Bahwan IT. +968 2 4660 066 anil@bahwantit.com www.bahwanit.com

QATAR

Fototek +961 124 3000 fototek@antakiholding.com

Mannai Trading +974 4 558 599 logie@mannai.com.qa www.mannai.com

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

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

TIPPINGPOINT

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

+31 20 521 0450 www.tippingpoint.com

REGIONAL DISTRIBUTORS FVC +971 4429 4900 info@fvc.com www.fvc.com

SAUDI ARABIA Arabian Business Machines +966 1 478 4909 d.shahin@abmsate.com.sa www.olayan.com/abm

SAUDI ARABIA

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

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

UAE

EGYPT

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

Jurassic Technologies +971 4359 5905 enquiry@jurassic.ae www.jurassic.ae

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

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

LEBANON

CAD Gulf +971 4331 1140

FVC Levant +961 453 9090 infolb@fvc.com

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

www.itp.net

AUTHORISED DISTRIBUTION 2009

UAE Al Futtaim Electronics +971 4 208 5313 anil.sharma@alfittaim.ae www.toshibauae.com

EGYPT El Araby Company for Trading & Manufacturing +202 2416 2230 yasser.ghoniem@elarabygroup.com www.elarabygroup.com

JORDAN Scientific & Medical Supplies +962 6460 3666 khalil_moughrabi@sms.com.jo www.sms.com.jo

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

KUWAIT Advanced Systems Group +965 2474 0191 riyaz@tsunami-it.com www.tsunami-it.com

SAUDI ARABIA Al-Jassim Electronics +966 1 462 6417 basheer@jaljassim.com www.jaljassim.com

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

LEBANON

KUWAIT Aallamiah Technology Group +965 804 111 fr@alalamiah.com www.alalamiah.com

QATAR Business Communications Qatar (BCQ) +974 4 466 812 nemer.yousef@jaidah.com.qa www.jaidah.com.qa

SAUDI ARABIA Metra Computer Saudi Arabia +966 1 464 5401 msaid@metra.com.sa www.metracomputer.com

UAE Trigon Computers +971 4 393 6247 info@trigon-gulf.ae www.trigononline.com

PC Deal Net +961 68 2000 r.teen@pcdealnet.lb www.pcdealnet.com.lb

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

TRAPEZE

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

Metra Computer Egypt +20 2303 4319 H_galal@metracomputer.com www.metracomputer.com

EGYPT

JORDAN

ECS Distribution +202 3760 4014 h_hafeez@ecs-distribution.com www.ecs-distribution.com

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

JORDAN

LEBANON

Logicom, Jordan +962 6551 3400 z.daoud@lgcom.net www.lgcom.net

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

VEGASTREAM

+971 4 501 5920 www.websense.com

EGYPT +971 50 645 9749 www.trpz.com Regional distributors Redington Gulf +971 4359 9224 tushar.chawla@redingtongulf.com www.redingtongulf.com

UAE EMW +971 4 368 6700 info@emw-me.com www.emw-me.com

TRIPP LITE +971 4887 1633 www.tripplite.com

REGIONAL DISTRIBUTORS

BAHRAIN

VIEWSONIC

iPoint +973 1751 4647 nitin@bionline.biz www.bionline.biz

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

BCQ (Jaidah) +974 446 6800

WEBSENSE

REGIONAL DISTRIBUTORS

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

QATAR

+44 1344 784 900 www.vegastream.com FVC +971 4 429 4900 info@fvc.com www.fvc.com

Computerlinks +971 4 501 5814 info-ae@computerlinks.ae www.computerlinks.ae

SAUDI ARABIA FVC Saudi Arabia +966 1217 5530 infosa@fvc.com www.fvc.com

REGIONAL DISTRIBUTORS Al Yousuf Digital +971 4 881 7277 hsalman@alyousuf.com www.alyousufdigital.com

AUTHORISED DISTRIBUTION 2009

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

www.itp.net

REGIONAL DISTRIBUTORS FDC International +971 4 397 8035 girishg@fdchq.com www.fdchq.com Metra Computer +971 4 397 8765 info@metracomputer.com www.metracomputer.com Redington Gulf +971 4 359 4433 sujit.menon@redingtongulf.com www.redingtongulf.com eSys Technologies +971 4 883 9292 smishra@ezyinfotech.com www.ezyinfotech.com

OMAN

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

EGYPT North Africa Company +20 22876203 mkhedr@nac4pc.com www.nac4pc.com

QATAR Darwish Trading Company +974 436 3667 mgtxerox@qatar.net.qa www.darwish-trading.com

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

SAUDI ARABIA Saudi Xerox +966 1473 9840 saudi.xerox@saudixerox.com www.olayangroup.com

Metra Computer +20 2303 4319 m_maher@metracomputer.com

UAE

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

Xerox Emirates +971 4 352 5885 neelam.chadha@xerox.ae www.xeroxuae.com

BAHRAIN Metra Computer +973 3690 4841 a_saigh@metradubai.ae

Bishara Establishment +968 2 470 0224 bestmkt1@omantel.net.om www.bishara.com

JORDAN FDC Jordan +962 7 9609 4960 ahmad@fdchq.com

EGYPT Xerox Egypt +202 3536 4000 xerox.egypt@xerox.com www.xerox.com

KUWAIT Metra Computer +965 6550 7150 s_saad@metracomputer.com

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

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

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

OMAN

Lebanon Metra Computer +961 374 4679 o_albanna@metradubai.ae

JORDAN

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

QATAR Metra Computer +9745894227 k_elhammady@metracomputer.com Redington Qatar +974 455 1608 sujit.menon@redingtongulf.com

SAUDI ARABIA Nahil Computer +966 1 464 5373 mohan@nahil.com.sa www.nahil.com.sa FDC International +966 5 0384 1525 meqdam@fdchq.com Metra Computer +966 5 5408 9889 msaid@metra.com.sa

www.itp.net

Arabian Office Automation +96 2 6552 2298 info@xerox.com.jo www.aoa.com.jo

LEBANON Te Vega +961 151 2002 tevega@fattal.com.lb www.tevega.com

XEROX +971 4 368 1880 www.xerox.com

XTREME

REGIONAL DISTRIBUTORS

+971 4 803 9610 www.xtrememea.com

Computer & Communication Systems +971 4 883 8838 xeroxopb@ccs.ae www.ccs.ae

BAHRAIN Business International +973 1 781 5444 xerox@bionline.biz www.bionline.biz

KUWAIT Al Amana Industries +965 881 111 xeroxsales@alghanim www.alghanim.com

REGIONAL DISTRIBUTORS Memory Technology Middle East +971 4 803 9666 Esales@mtcdubai.com www.mtcdubai.com

SAUDI ARABIA MTC-KSA +966 2 6531766 noor@mtc-ksa.com www.mtc-ksa.com

EGYPT North Africa Computer Company +202 287 8466

AUTHORISED DISTRIBUTION 2009

// FINAL COMMENT

SURVIVAL SKILLS 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. o 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.

AUTHORISED DISTRIBUTION 2009

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.

www.itp.net

Problem selecting the right hard drive?

WD has the solution. WD Caviar® Blue™

WD Caviar® Green™

WD Caviar® Black™

Performance and reliability for everyday computing.

Cool, quiet, eco-friendly.

Maximum performance for power computing.

The power of choice. The quality of WD. We think it should be easier to get the exact hard drive that best fits your needs. That’s why we created a colorful way to help you find it. As in, true blue for reliable quality in everyday use. Black when you demand the highest performance. And green lets you do more while using less energy. These drives are ideal for business, home use, or high performance desktops, in capacities up to 2 TB. With our renowned leading-edge engineering, you’ll find the WD hard drive that fits perfectly. Simply look for your color first.

Western Digital MEA Office 203 & 204 C Wing, Dubai Silicon Oasis, Dubai, UAE Phone: +971.4.372.4593 Fax: +971.4.372.4595 Email: marketing.mea@wdc.com Website: www.wdc.com

Western Digital, WD, the WD logo, WD Caviar and Put Your Life On It are registered trademarks in the U.S. and other countries; Blue, Green, and Black are trademarks of Western Digital Technologies, Inc. Other marks may be mentioned herein that belong to other companies. Product speciﬁcations subject to change without notice. © 2009 Western Digital Technologies, Inc. All rights reserved.