Handbook of distributors
Supplement with Reseller Middle East brought to you by:
| Handbook of Distributors | 2011
Handbook of distributors Publisher Dominic De Sousa COO Nadeem Hood Managing Director Richard Judd email@example.com +971 4 440 9126 Sales Director Rajashree R Kumar firstname.lastname@example.org +971 4 440 9131 Editorial Senior Editor Arun Shankar email@example.com +971 4 440 9142 Advertising Advertising Executive Merle Carrasco firstname.lastname@example.org +971 4 440 9134 Circulation Database and Circulation Manager Rajeesh M email@example.com +971 4 440 9147
3M Gulf Ltd Acer Adobe Systems MENA
Infor Intel Iomega International
Advanced Micro Devices (AMD) APC by Schneider Electric
Juniper Networks Kaspersky Lenovo
Asus Brocade Communications Buffalo Technology
Lexmark Microsoft NEC Display Solutions Netgear
Production and Design Production Manager James P Tharian firstname.lastname@example.org +971 4 440 9146 Art Director Kamil Roxas email@example.com +971 4 440 91112 Published by
Cisco D-Link Dell Elitecore Technologies
15 1013 Centre Road, New Castle County, Wilmington, Delaware, USA Branch Office PO Box 13700 Dubai, UAE Tel: +971 4 440 9100 Fax: +971 4 447 2409 Printed by Printwell Printing Press LLC ÂŠ Copyright 2011 CPI All rights reserved While the publishers have made every effort to ensure the accuracy of all information in this magazine, they will not be held responsible for any errors therein.
There is a shift in regional channel dynamics. Global vendors are progressively moving towards in country distributor partnership. The hub and spoke arrangement with a central hub managing multiple country operations is becoming increasingly less reliable. Each country has been recognised to have its own dynamics and its own localised channel partner relationship. With an overall slowdown in corporate IT buying, global vendors are keen to aggressively penetrate and develop country markets previously kept at second run. With such a perspective, in country distributors are better placed to recognise the role played by local channel partners and their requirements. The Handbook of Distributors is an effort by Reseller Middle East to move towards profiling distributors in more detail and in multiple countries. RME sent out survey forms to more than 250 active vendors. The Handbook is a compilation of their responses. We hope you find this compilation useful and informative. We look forward to receiving your feedback at firstname.lastname@example.org.
Fujitsu Technology Solutions Hewlett-Packard (IPG) Middle East
17 HP Networking IBM Imation
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DESPEC MERA LTD. P. O. Box 61050 Jebel Ali Free Zone, UAE Tel: +971 4 8811191 Fax: +971 4 8811180 Email:
3M Gulf Lebanon Aptec Lebanon PO Box 901589, Jal El Dib, Lebanon Email: email@example.com Tel: 961 4 718817 Lebanon Tedevco Middle East Technical Development Co Sin El-Fil, Bacha Bldg, Email: firstname.lastname@example.org Tel: 961 1 494122 Qatar Al Mannai PO Box 76, Doha, Qatar Email: email@example.com Tel: 974 4 4558888 Qatar Bin Omran PO Box 288, Qatar Email: firstname.lastname@example.org Tel: 974 5859918 Kuwait Q80 United General Trading & Contg PO Box 896, Kuwait Email: email@example.com Tel: 965 22432467 UAE, Qatar, Oman, Kuwait Aptec Distribution PO Box 33550, UAE Tel: 971 4 3697111 UAE LojainNet Communication PO Box 26949, UAE Tel: 971 4 2821199 UAE Al-Hathboor PO Box 14783, UAE Tel: 971 4 2820200 UAE PACC Mideast Data Systems PO Box 5803, UAE Tel: 971 4 3370070 Jordan Intracom Jordan PO Box 2323 Email: info@Intracom.jo Tel: 962 6 460 3333
Acer UAE, Oman, Qatar Emitac Distribution Email: firstname.lastname@example.org Tel: 971 4 282 3777 UAE, Oman, Qatar FDC International Tel: 971 4 870 3333 UAE, Oman, Qatar Jumbo Electronics Email: email@example.com Tel: 971 4 336 2131 UAE, Oman, Qatar Redington Atrium Center, Office #607, Khaled Bin Waleed Street, Dubai, UAE Tel: 971 4 3590555 Fax: 971 4 3555675, 971 4 3556336 UAE, Oman, Qatar Metra Computer Tel: 971 4 317 0800 Saudi Arabia Metra Computer Email: firstname.lastname@example.org Tel: 966 140 99000 Saudi Arabia Redington Email: email@example.com Tel: 966 146 25323 Saudi Arabia ABM Olayan Email: firstname.lastname@example.org Tel: 966 1 47 84909
Email: email@example.com Tel: 20 2 3300 0700 Egypt Metra Email: firstname.lastname@example.org Tel: 20 2 330 34319 Egypt Redington Egypt Email: Mohamed.email@example.com Tel: 20 2 671 8050 Jordan STS Jordan Tel: 962 6 580 2626 Jordan PC International Tel: 971 4 883 1224 Jordan Hiperdist Tel: 962 6582 1226 Lebanon Aptec Lebanon Email: firstname.lastname@example.org Tel: 961 471 8891 Lebanon Logicom Lebanon Email: email@example.com Tel: 961 150 1301 Lebanon Technomania Email: firstname.lastname@example.org Tel: 961 148 5650
Adobe Systems MENA Saudi Arabia BDL Email: email@example.com Tel: 966 1 460 1717 Egypt Universal Distributors Email: Info.egy-hyperdist.com Tel: 20 2 6715 452 Egypt IBS Email: Sayed.firstname.lastname@example.org Tel: 20 2 75 5300 Egypt Mantrac
UAE Grapheast Computers 106 Bu Ameem Building 2, Umm Hurair Road PO Box 26936, Dubai Software Division: email@example.com Image Division: firstname.lastname@example.org Tel: 971 4 336 8482 Fax: 971 4 336 8483 Saudi Arabia Grapheast Computers Email: email@example.com Egypt Grapheast Computers 93 Kasr El Einy St, Cairo, Egypt 2011 | Handbook of Distributors |
Microworld “Microworld channel structure and partner programmes have given great results and therefore will add more value to the company. We will continue to increase our benefits to our channel partners in the next 12 months.” availability and visibility of the product therefore aggressively investing on the retail front.
Nazir Kazi, AVP, Microworld Technologies Inc.
Key product launches in the last year In the beginning of the year, eScan unveiled its latest product lines for SMEs and corporate/ enterprise market with powerful features focusing on deployment and management through a web-based management console. The company also unveiled its upgraded version of MailScan range of products which is the most advanced Real Time Antivirus and Antispam solution for mail servers such as SMTP, VPOP3 and Linux Mail servers. These launches helped increase sales dramatically for the company compared to previous years. Key product portfolios in the coming period SME and corporate products are the major source of revenue with a good support from the present set of business customers. eScan will soon launch its retail products with unique promotions across consumers in the region. Key market segments in the region SME and corporate sectors are key to the company performance in the region. In the last 6 months, business has also increased from these verticals. As a company we are trying to increase 6
| Handbook of Distributors | 2011
Product focus in the regional channels In the channels, the primary focus is on selling products targeting the SME and corporate set of customers. eScan has expanded its channel base in the Middle East by penetrating into new markets in the region. Many of these channel partners have helped customers migrate from competitive products to eScan. Channel focus in the region In UAE and GCC countries, the channel network focuses largely on SME and corporate segments while in Levant its the consumer. This year in Iran, the channel partners concentrate on both consumer and enterprise range of products. Microworld has taken a holistic approach in understanding the different requirements of the market. This is done by focusing on area of product development, customization, sales and technical training, and providing services to all sectors. For the forthcoming GITEX Technology Week 2011, we have received an overwhelming response with over 700 registrations from both corporate and channel partners across the region requesting for face to face meetings. Channel structure in the region The channel ecosystem comprises of a distributor, reseller and end-user. Microworld
offers different levels of partnership which are bronze, silver and gold. These levels are managed by distributors and exclusive partnerships in the region. The level of partnership is purely based on the performance of channel partners. There are also categories for distributors called ‘Red Belt’ and ‘Black Belt’. This comprises of UAE based Bulwark Technologies, TwinMOS, Gulf IT and Iran based Karnama. Key features of the active partner programme eScan partners part of this programme become eligible to receive an array of privileged services such as 24/7 technical support, training and marketing benefits. This program clearly defines the various categories and deliverables for our partners based on the level of commitment with Microworld. The key benefits are as below: • Work with a wide range of product portfolio. • Better margins and incentives. • Pre-sales support. • Strong Technical support. • Marketing support. • Customisation of products. • Providing new business opportunities to channel partners.
Product portfolio enhancements The channel ecosystem comprises of a distributor, reseller and end-user. Microworld offers different levels of partnership which are bronze, silver and gold. These levels are managed by distributors and exclusive partnerships in the region. The level of partnership is purely based on the performance of channel partners. There are also categories for distributors called ‘Red Belt’ and ‘Black Belt’. This comprises of UAE based Bulwark Technologies, TwinMOS, Gulf IT and Iran based Karnama.
Email: firstname.lastname@example.org Tel: 202 27945203, 201 22288279 Fax: 202 27945203 Jordan Grapheast Computers PO Box 19288, Amman 11196, Jordan Email: email@example.com Tel: 962 6 5852101 Fax: 962 6 5829405 Oman Grapheast Computers PO Box 1886, PC 112, Oman Email: Oman@grapheast.com Tel: 968 2 4794700 Fax: 968 2 4708795 UAE Logicom Public Office 307, Al Kifaf Commercial Office Building Trade Centre Road PO Box 54328, Dubai, UAE Email: Info@logicom.ae Tel: 971 4 5078888 Fax: 971 4 3961144 UAE Mindware Cayan Business Centre, 10th Floor Tecom Area Al Barsha, Dubai, UAE Email: firstname.lastname@example.org Tel: 971 4 4500600 Fax: 971 4 4500678 Saudi Arabia Mindware Olaya St, PO Box 10586 Postal Code 11443, Olaya, Riyadh, Saudi Arabia Email: radwan_Basheer@mindware.ae Tel: 966 1 2153126 Fax: 966 2153127 Egypt Mindware 33 Corniche El Nile, 15th Floor, Maadi, Cairo, Egypt Email: Sameh_Kandil@mindware.ae UAE Alfalak Electronic Equipment & Supplies Co. Dubai Internet City, Cannon Building No 9 Office 302, 303, 304, PO Box 500170, Dubai, UAE Tel: 971 4 3915470 Fax: 971 4 3916810
Saudi Arabia Alfalak Electronic Equipment & Supplies Alfalak Tower, Khobar-Dammam Highway, Al Khobar, 31952 PO Box 1963, Saudi Arabia Tel: 966 3 8829996 Fax: 966 3 8822156 Bahrain Alfalak Electronic Equipment & Supplies Villa 200, Road 3605, Area 326, Adliya PO Box 26792, Bahrain Tel: 973 17 723001 Fax: 973 17 729989
Advanced Micro Devices (AMD) UAE Asbis Middle East PO Box 17706, Jebel Ali South, Dubai Email: email@example.com Tel: 971 4 8863850, 971 4 8861181 UAE Avnet Technology Solution, Middle East and Africa PO Box 283755, Alfa Building 1st floor, Dubai Internet City, Dubai Email: firstname.lastname@example.org Tel: 971 4 4387300
APC by Schneider Electric UAE Agathon Systems Unit A3-31, PO Box 8051, Sharjah Airport Free Zone Sharjah, UAE Email: email@example.com Tel: 971 6 5570095 UAE Key Information Technology PO Box 6856, Dubai, UAE Email: Mustafa.Kutubji@kit.ae Tel: 971 4 3989999 UAE Westcon ME PO Box 17124, Dubai, UAE Email: firstname.lastname@example.org Tel: 971 4 8839888 UAE Anixter Middle East Plot No S20141 Jebel Ali Free Zone, UAE
Email: email@example.com Tel: 971 4 8067150 UAE Aptec Distribution PO Box 33550, Dubai, UAE Email: firstname.lastname@example.org Tel: 971 4 3697111 UAE Redington Gulf Office No 607, The Atrium Centre Khalid Bin Waleed Road, PO Box 17266, UAE Email: email@example.com Tel: 971 4 3594433 UAE Track Distribution Middle East 2nd floor, EIB Building 3 Dubai Internet City, Sheikh Zayed Road Dubai, UAE Email: firstname.lastname@example.org Tel: 971 4 4293476 Afghanistan ALEF Technology House #3 Street 12, Wazir Akbar Khan, Kabul, 24000 Email: Nestor.Singca@aleftechnology.com Tel: 971 50 8861875 Pakistan CNS Engineering 56 Aibak Block, New Garden Town, Lahore Email: email@example.com Tel: 92 42 5832571 Pakistan Computer Marketing Company 3 Abbot Road, Lahore, Punjab, 5400 Email: firstname.lastname@example.org Tel: 92 42 6311127 Pakistan Innovative 4-A, Old FCC Ferozepur Road, Lahore, 54660 Email: email@example.com Tel: 92 42 111000911 Bahrain Key Information Technology PO Box 60 Manama Email: firstname.lastname@example.org Tel: 973 17 21 33 02, 973 364 74 586 Egypt Al Tawakol Electrical 33, 26th July St, Down Town, Cairo, 343 2011 | Handbook of Distributors |
Email: email@example.com Tel: 20 02 2578 4004 Egypt Silicon 21 1 El-Nahda St, off El-Tayaran St, Nasr City, 1st district, Cairo Email: firstname.lastname@example.org Tel: 202 24050011 Egypt Raya Distribution Behind Dar El Fouad Hospital, 6th of October City, Cairo Email: email@example.com Tel: 20 02 3827 6000 Egypt United Traders 53 Amman Street, Dokki, Giza Email: firstname.lastname@example.org Tel: 20 02 3760 5265 Egypt Aptec Egypt 3 Mahmoud Nashed St, Heliopolis West 11351, Cairo 5514 Email: email@example.com Tel: 202 6444264 Iraq Advanced Technology Alwathiq square street, Baghdad, 32022, Iraq Email: firstname.lastname@example.org Tel: 964 7901828022 Jordan Alidama Electronics Aqaba Free Zone Amman, 11110, Jordan Email: email@example.com Tel: 962 6 5668 394 Jordan Smart Systems Amman, 11121, Jordan Email: firstname.lastname@example.org Tel: 962 6 5627 771 Lebanon Aptec Lebanon Sal PO Box 901589 Jal El Dib, Lebanon Email: email@example.com Tel: 961 4 718817 Ext: 216 Saudi Arabia Al-Jammaz MMAZ Distribution
Riyadh, 11491, Saudi Arabia Email: firstname.lastname@example.org Tel: 966 1 476 88 11 Saudi Arabia Aptec Saudi Arabia PO Box 94609 Riyadh, 11614, Saudi Arabia Email: email@example.com Tel: 966 1 460 1950 Saudi Arabia Dar AL Sulaimaniah PO Box 58098 Riyadh, PC 11594, Saudi Arabia Email: firstname.lastname@example.org Tel: 966 1 201 2293,4 Turkey Aptec Suleyman Seba Cad Tahsinbey Is Merkezi No 1/11, Istanbul, 34357, Turkey Email: email@example.com Tel: 212 259 00 64 Turkey Logicom Noramin Merkezi Kat:1, No:114 Maslak Istanbul, 34090, Turkey Email: firstname.lastname@example.org Tel: 212 276 27 20 Turkey Index Ayazaa Mah Cendere Yolu No: 9/1 34396 Istanbul, 34396, Turkey Email: email@example.com Tel: 90 212 331 27 72 Turkey Penta Bilgisayar Sistemleri A Y.Dudullu Mah Yeni Org San Bรถlg 1 Cad No8 รmran Istanbul, 34775 Email: firstname.lastname@example.org Tel: 216 528 00 00 Yemen Computer Engineering World Sanaa, 19243 Email: email@example.com Tel: 967 1 449 632 410 Yemen Yemen Economic Co Hadda St, Behind Libyian Embassy, Sanaa Email: firstname.lastname@example.org Tel: 967 77100110
Asus UAE Almasa IT Distribution PO Box 30166 Email: email@example.com Tel: 971 4 3063100 UAE BDL Gulf PO Box 126270 Email: firstname.lastname@example.org Tel: 971 4 3555365 UAE Redington Gulf PO Box 12816 Email: email@example.com Tel: 971 4 3734637
Brocade Communications UAE Westcon Middle East PO Box 17124, Dubai, UAE Email: firstname.lastname@example.org Tel: 971 4 8839888 UAE Mindware Cayan Business Center, 10th Floor, Tecom Al Barsha, Dubai, UAE Email: email@example.com Tel: 971 4 4500600
Buffalo Technology UAE King of Computers LLC PO Box 65622, Dubai, UAE Email: firstname.lastname@example.org Tel: 971 4 3522562 Kuwait Advanced Technologies Group (AdvanTec) PO Box 38045, Dahiat, Kuwait 72251 Email: email@example.com Tel: 965 2574 0044, 33 Saudi Arabia Moosa AlFouzan Trading Est PO Box 8075, Riyadh, 11482, Saudi Arabia Email: firstname.lastname@example.org Tel: 966 1 4666649 Saudi Arabia Computers Age 2011 | Handbook of Distributors |
BDL â€œMoving forward, BDL envisions becoming a complete ICT specialist due to the technological convergence in the product areas such as smartphones, tablet devices and GSM mobile devices. The new drivers from Microsoft and Google for touch based devices will bridge the gap between notebooks and mobile products.â€? Mr. Tamer Ismail, CEO, BDL Trading Co.
Countries of operation and channel partners BDL has a basket of products therefore developed our relationship with strategic partners over the years. This has been possible due to our commitment, professionalism and providing all facilities to develop our relationship with these vendors. Currently we have presence in Saudi Arabia with five offices in Riyadh, Jeddah, Khobar, Abha and Tabuk. Additionally BDL is also present in UAE, Qatar, Kuwait, Bahrain, Oman and Egypt. BDL has strong infrastructure across 12 offices, 18 customers service centres expected to touch 28 this year and 15 warehouses in the Middle East. Additionally, there is a transport fleet which consists of 50 vehicles supporting the distribution network while our sister company handles the logistics and services. 10
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There have been challenges in areas such as Egypt, Libya and Tunisia especially in the second quarter this year. The scenario is changing in Egypt while it is getting stable in Libya. Our distribution network supports Dell, Asus, Acer, Samsung, LG, Lenovo, MSI and AOC. Key features of partner programmes BDL has been involved in a diversity of activities and events targeting its key customers. The loyalty programmes were also extended for our customer base with a special ceremony held recently. They were awarded 12 Mercedes, Toyota and cash during this ceremony held at Faisaliah Hotel in Saudi Arabia. Remaining Ahead of competition BDL remains ahead of competitors by focusing completely on channel business. The company has always managed to maintain a balanced financial performance allowing them to enjoy extended financial facilities.
The company has maintained an internal credit unit enabling them to control and monitor credit facilities. Stock is also maintained at all times to avoid losing any sales opportunities due to unavailability of material. Customer is King Increasing profitability, customer focused and helping manage business effectively and professionally allows the company to increase business. BDL will increase its market share in the region by increasing business with our current set of partners providing new opportunities contributing to our long term goals. Company snapshot BDL, a Saudi based distributor has now spread its wings reinstating its position as one of the most powerful distributors in the MENA region. The company has increased its business in the last couple of years mainly due to its business and major presence in Saudi Arabia.
Product portfolio enhancements The new additions were LG Smartphone and Samsung products and currently we are analysing the market to expand our product portfolio in the field of communications.
PO Box 13007, Riyadh, 11493, Saudi Arabia Email: email@example.com Tel: 966 1 4654377 Bahrain Mars Computer Technology PO Box 26050, Exhibition Avenue, Bahrain Email: firstname.lastname@example.org Tel: 973 17296129
Cisco UAE Track Distribution Middle East PO Box 33550, Dubai, UAE Email: email@example.com Tel: 971 4 4293476 UAE Comstor MENA PO Box 293725 Email: firstname.lastname@example.org Tel: 971 4 2998860
Saudi Arabia Track Distribution PO Box 94609, Riyadh 11614, Saudi Arabia Email: email@example.com Tel: 966 1 4604544 Pakistan Track Distribution IT Park, Karachi Email: firstname.lastname@example.org Tel: 92 333 3144421
D-Link UAE Aptec PO Box 33550, Office 101, EIB 03, Dubai Internet City, Dubai, UAE Email: email@example.com Tel: 971 4 3697111 UAE Trigon PO Box 32610, Dubai, UAE Tel: 971 4 3936247 Egypt Aptec Egypt 3 Mahmoud Nashed Street, Heliopolis, Cairo, Egypt Email: Mohamed.Ibrahim@aptec.com.eg Tel: 202 26481169
Egypt Silicon 21 4 Nasr Ahmed Zaki Street, Nasr City, Cairo, Egypt Email: firstname.lastname@example.org Tel: 202 24050279 Saudi Arabia Al Falak Office 342,4th Floor, 3rd Tower, Al Mousa Centre, Riyadh, Saudi Arabia Email: email@example.com Tel: 966 1 4625766 Morocco IT & Communication Solutions Provider Diffazur Tel: 185 Rue Dâ€™Alsace, Casablanca, Morocco Morocco CBI 29/30 Attaoufik, Sid Maarouf-20, 270, Casablanca, Morocco Syria ITOS PO Box 6817, Damascus, Syria Email: firstname.lastname@example.org Tel: 963 11 6119782, 3 Syria A B Tech Marjeh SQ, Fihaa Building 5/1 PO Box 225, Damascus, Syria Email: email@example.com Tel: 963 11 2224695, 2228199
Unitrac IT Distribution Ismail M. Abdel Aziz Jebel Ali, Dubai, UAE Email: firstname.lastname@example.org Tel: 971 50 7081919 Saudi Arabia Arabian Applied Technology (Aptec SA) M Saleem Batcha Olaya, Aqaria, Bldg No 2 Office No 405 and 406 PO Box No 94609 Riyadh 11614, Saudi Arabia Email: email@example.com Tel: 966 1 460 1950 Fax: 966 1 460 1933 Saudi Arabia Mindware Shadi Maen Al-Zaeim Riyadh, Olya, Saudi Arabia Olya main road, BBS building I PO Box 10586, Riyadh 11334 Email: firstname.lastname@example.org Tel: 966 1 2153126 ext 102 Egypt Aptec Egypt Ibrahim A Mahmoud 3 Mahmoud Nashed St, Behind The English School Heliopolis, Cairo Email: email@example.com, firstname.lastname@example.org Tel: 202 264 81 711 Egypt Mantrac Ismail M. Abdel Aziz Email: email@example.com Tel: 202 330 00700
Bahrain, Iraq, Jordan, Kuwait, Oman, Qatar, UAE, Yemen Aptec Distribution Building No EIB 03, 1st Floor, Dubai Internet City PO Box 33550, Dubai, UAE Email: firstname.lastname@example.org Tel: 971 4 3697111, 971 4 3697110
Egypt Raya Distribution Hesham Hassan Email: email@example.com Tel: 201 02 335 3075
UAE Mindware Cayan Business Centre, 10th Floor, Tecom Area of Al Barsha, Dubai, UAE Email: Dell@mindware.ae Tel: 971 4 450 0600
UAE, Bahrain, Oman, Qatar, Kuwait Bulwark Technologies Office no 910, IT Plaza Building, Dubai Silicon Oasis, UAE Email: firstname.lastname@example.org Tel: 971 4 326 3305, 326 3326
UAE, Bahrain, Oman, Qatar, Kuwait Comguard 2011 | Handbook of Distributors |
Office 312, Building 12, Dubai Internet City, UAE Email: email@example.com, firstname.lastname@example.org Tel: 971 4 391 64 00
Lebanon PC Dealnet Email: email@example.com Tel: 961 1 682000 Fax: 961 1 682499
Saudi Arabia Sariya IT Co PO Box 1488, Al Khobar 31952, Saudi Arabia Email: firstname.lastname@example.org Tel: 966 3 843 5125
Bahrain Computer Land, Manama Email: email@example.com Tel: 973 174 0060 Fax: 973 174 0020
Egypt Gateworx 6 Zu-elfakar St Louran, Alexandria, Egypt Email: firstname.lastname@example.org Tel: 203 5770100, 7768 Jordan Seven Gate Integrated Office 13, Bulding 131, Wasfi Tal St, Amman, Jordan Email: email@example.com Tel: 962 6 5563596, 962 786230320
Epson Yemen Computer Engineering World Email: firstname.lastname@example.org Tel: 967 1414 180 Fax: 967 1414 179 Yemen ComputeMe PO Box 1207, Sanaa, Yemen Tel: 967 148 6555 Fax: 967 148 6500 Palestine PDS Technology Ltd Rokab St, Ramallah, Email: email@example.com Tel: 970 2 2970444 Fax: 970 2 2970666 Palestine Shadafny Computers Al Moustashfe Street, Ramallah Tel: 972 2 298 4270 Fax: 972 2 298 4271 Palestine Gaza strip Shadafny, Cinderella Omer El Moukthar Street, Gaza. Tel: 972 8 283 6399
Bahrain IPoint, Business International PO Box 585, Manama, Tel: 973 17 51 4488 Fax: 973 17 530 327 Qatar Computer Arabia Email: firstname.lastname@example.org Tel: 974 465 5677 Fax: 974 465 7259 Jordan Jordan Computer Trading Email: email@example.com Tel: 962 6 464 3896 Fax: 962 6 464 5581 Jordan AKTCO 212 Al Madinah, Al Munawara St, PO Box 212065, Amman 11121 Email: firstname.lastname@example.org Tel: 962 6 553 3719 Fax: 962 6 552 3719 Oman Loay Enterprises Tel: 968 24 794 700 Fax: 968 24 708 794 Saudi Arabia SaudiSoft #6 Salsabeel St Mushrefah District PO Box 1574, Jeddah 21441, Saudi Arabia Tel: 966 2 663 3999 Fax: 966 2 669 4975 Saudi Arabia SaudiSoft 295 Prince Mohd Bin Abdulaziz St Sulaimaniah District PO Box 87871, Riyadh 11652, Saudi Arabia Tel: 966 1 465 0359, 966 1 465 5270 966 1 462 3752, 966 1 465 6581 Fax: 966 1 462 5204
Saudi Arabia SaudiSoft Dossary Towers, Dhahran Street PO Box 4083, Khobar 31952, Saudi Arabia Tel: 966 3 893 5528, 966 3 893 7362 966 3 893 7361 Fax: 966 3 893 5529 Saudi Arabia Hoshan Company Tel: 966 1 217000 Fax: 966 1 4656248 Saudi Arabia Ahmed Abdulwahed Trading 5th Floor, Al Amal Plaza PO Box 3611, Jeddah, Saudi Arabia 21481 Tel: 966 2 6500282 Fax: 966 2 6500489 Saudi Arabia AvTelco Riyadh, Saudi Arabia Email: email@example.com Tel: 966 1 4613 200 Fax: 966-1-462-0921 Saudi Arabia Samir Photographic Supplies Tel: 966 2 6828219 Fax: 966 2 6830820 Egypt Asma Technology 5B Ahmed Kasem Gudah St From Abbas El Akkad, Nasr City, Cairo, Egypt E-mail: firstname.lastname@example.org Tel: 202 2611101 Fax: 202 2630583 Egypt Phoenix Computers Tel: 202 302 0772 Fax: 202 302 0771 Egypt Egyptian Micro Solutions Email: email@example.com Tel: 202 401 4583 Fax: 202 261 4131 Egypt Grapheast 93 Kasr El Einy St, Cairo, Egypt Email: firstname.lastname@example.org Tel: 202 279 45203, 202 228 8279 Fax: 202 279 452031 2011 | Handbook of Distributors |
Unatrac Future outlook “Unatrac focus will continue to focus on providing a solution targeting specific segments. The company succeeded in Egypt for many years and our focus for the future is to become one of the biggest distributors operating in the Middle East.”
Mr. Ismail Abd El-Aziz, Regional Territories Manager, Unatrac
Facts about Unatrac Unatrac is one of the biggest distributors in the region with a major market presence in Egypt. Dell and IBM are the major brands we deal with in the region. The distributor is part of Egypt based Mantrac who has been in the IT distribution business for more than a decade. Unatrac is the Middle East operation head of the company. Understanding the importance of information technology and the vital role it plays in the business world, Mantrac Group has become a leading solution provider in the field of IT and office equipment distribution. Through its wide distribution network, the IT Distribution business has become a multi-brand/ multi-product distributor. Today Mantrac is a major distributor of all leading IT products including Dell, ZTE, Daewoo, Fortinet, MacAfee, Fujitsu Siemens,IBM, Lenouvu, Acer, 3 COM, MGE, and Microsoft. Unatrac’s product range includes desktop and laptop computers, servers, work stations, and storage systems. We also offer networking and un-interrupted power supply (UPS) solutions. Our products extend to include handhelds as well as computer accessories and options. We also offer the full range of Microsoft software packages.
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Regions of importance Africa, Egypt, Uganda, Gulf (UAE, KSA, Kuwait) Key distribution and logistics structure The distribution structure is supported by a regional product management team supported with local product development and sales. Logistics are handled per territory and finance is managed accordingly. In terms of challenges faced in the region, Egypt, KSA and UAE are the countries which stand out. New vendor relationships developed in the last twelve months Unatrac has been successful in establishing successful relationship with IBM, Lenovo and Fujitsu Middle East Business Scenario Vendors are seeking stable and financiallypowerful distributors regardless of the brands and solutions currently in the product portfolio. The competition has become more aggressive, but it will come down to whoever remains stable, has the necessary financial power and keeps their market share. For Unatrac, it is about supporting our channel partners and working in along with them in achieving profits and increasing business margins.
Mantrac decided to go regional by opening a branch in Jebel Ali in 2005 and since then we have added Dell, Microsoft, 3Com among many others. Egypt is the biggest part of the business, but we are still building our branches in the Gulf. The Egyptian branch is our HQ and it carries a lot of brands so we hope to build a company like that here in the Middle East.
Iran Iran Office Machines Centre Maadiran e-mail: Epsonemail@example.com Tel: 98 21 88796200 Fax: 98 21 88793809 Iran Sima Informatic Complex e-mail:firstname.lastname@example.org Tel: 98 311 6662500 12 lines Fax: 98 311 6662400 Tel: 98 21 22884837 Fax: 98 21 22884895 Kuwait Al Jazira Int Group for Electronics PO Box 22717, Safat 13088 Email: email@example.com Tel: 22429700 Tel: 22434573,4,5,6 Fax: 22434571 UAE Al Yousuf Digital Tel: 971 4 881 7277 Fax: 971 4 881 2397 UAE Almoe Al Mahbara Office Equipment Email: firstname.lastname@example.org Tel: 971 4 337 8118 Fax: 971 4 337 3577 UAE MES Jebel Ali Free Zone, Dubai, UAE Tel: 971 4 887 0186 Fax: 971 4 887 0187 UAE Golden Systems Middle East Jebel Ali Free Zone, Dubai, UAE Tel: 971 4 886 3300 Fax: 971 4 886 3311 UAE HMH Establishment Suite 302, Al Redha Bldg PO Box 557, Dubai, UAE Tel: 971 4 393 88 11 Fax: 971 4 393 85 85 UAE Grand Stores, Dubai, UAE Email: email@example.com Tel: 971 4 2170700 Fax: 971 4 2828382
Fujitsu Technology Solutions UAE EMPA PO Box 17355, Jebel Ali, UAE Email: firstname.lastname@example.org Tel: 971 4 8039500 UAE Redington Gulf PO Box 17266, RA 8, Jebel Ali, UAE Email: email@example.com Tel: 971 4 3734775 Saudi Arabia Rassis Technical Co For Trading & Distribution (Unatrac KSA) Al Safwah Centre Office 1005, Sulaimnia, Riyadh PO 325202, 11371 Email: Mnnabil@mantrac.com.eg, Amoarawi@mantrac.com.eg M Nabil: 002 0116604245 A Moarawi: 966 540 508 704 Lebanon Aptec Lebanon sal Email: firstname.lastname@example.org Tel: 961 4718817 Jordan Hiperdist Jordan, Districom 144210 Amman 11814 Email: email@example.com Tel: 962 795040135, 962 65821226
Hewlett-Packard (IPG) Middle East UAE, Yemen, Oman, Bahrain, Kuwait, Qatar, Iraq Emitac Emitac Building, Al Garhoud, PO Box 8391, Dubai, UAE Email: firstname.lastname@example.org Tel: 971 4 6058200 UAE, Yemen, Oman, Bahrain, Kuwait, Qatar, Iraq Redington Gulf Atrium center, Khaled Bin Waleed Street, Office# 607, Dubai, UAE Email: email@example.com Tel: 971 4 3590555 UAE, Yemen, Oman, Bahrain, Kuwait, Qatar, Iraq Metra Computer Business Centre Building, 7th Floor,
Office No 708 Khaled Bin Waleed Street, Dubai, UAE Email: firstname.lastname@example.org Tel: 971 4 3170800 UAE, Yemen, Oman, Bahrain, Kuwait, Qatar, Iraq Despec International Despec Building, Jebel Ali Free Zone Area PO Box 61050, Dubai, UAE Email: email@example.com Tel: 971 4 8811191 UAE, Yemen, Oman, Bahrain, Kuwait, Qatar, Iraq Jumbo Al Mankhool street, Jumbo House Bur Dubai, Dubai, UAE Email: firstname.lastname@example.org Tel: 971 4 3841203 Egypt Metra Egypt 30, Wadi El-Nil Street, Mohadesseen, Giza, Egypt Email: email@example.com Tel: 202 33034319 Egypt MAS Egypt 26 Jaddah St, Off Mohy Eldin Abou Elezz, Dokki, Giza, Egypt Email: firstname.lastname@example.org Tel: 202 33381250 Egypt Redington Egypt Unit 505, 15 Ramos Gardens, Autostrad Road, El-Nasr City, Cairo, Egypt Email: email@example.com Tel: 202 22911419 Lebanon HIPERDIST Jal-el Dib Square, CIS Building Beirut, Lebanon Email: firstname.lastname@example.org Tel: 961 4410410 Lebanon PCDEALNET Diab Building, Mlkalles PO Box 175002, Beirut, Lebanon Email: email@example.com Tel: 961 1682000 Lebanon Despec Lebanon 2011 | Handbook of Distributors |
Why work hard when you can work smart? It’s time to ask a few questions.
Why have an IT network that hasn’t been updated in years, doesn’t maintain itself, needs more investment to work at its best, costs a lot more than you planned for and needs to be replaced often? The answer – Juniper Switches and WLAN solutions. Easy to install, configure and manage, they are the first step to building a smart IT network. To know more, please contact your Juniper Networks Account Manager. 16
| Handbook of Distributors | 2011
Jal El Dib Square, Plaza Center, 2nd floor, Beirut, Lebanon Email: firstname.lastname@example.org Tel: 961 4717762
Regional Distributors Almasa Email: email@example.com Tel: 971 4 306 3100
Jordan Logicom Jordan Tla Al-Ali Samer Quand St. Villa #6 PO Box 2971 Amman Email: firstname.lastname@example.org Tel: 962 65513400
Egypt Mantrac Email: mantracegypt.com Tel: 20 0 3454 1000
Jordan Emitac Jordan Jordan University Road, Abu Al Haji Building PO Box 212914, Amman Email: email@example.com Tel: 962 65151153 Jordan INTERDIST Hashem Kanok Street, Bldg 29 Al-Jandaweel Wadi Al-Seer, Amman Email: firstname.lastname@example.org Tel: 962 65821226 Jordan Despec Jordan #201 Building, Nr 82 Wasfi Al-Tal(Gardins) Street PO Box 1852, Amman Email: email@example.com Tel: 962 65626440
HP Networking Regional Distributor Redington Gulf Email: firstname.lastname@example.org Tel: 971 4 359 9224
Egypt Silicon21 Email: email@example.com Tel: 202 2405 0011
Lebanon Interdist Email: firstname.lastname@example.org Tel: 961 4 410 0410 Lebanon PC Dealnet Email: email@example.com Tel: 961 168 2956
IBM UAE Aptec Distribution PO Box 33550, Dubai, UAE Email: firstname.lastname@example.org Tel: 971 4 3697111 Fax: 971 4 3697110
Regional Distributor Aptec Email: Imran.email@example.com Tel: 971 4 435 5400
UAE GBM Personal Systems Division PO Box 203, Jebel Ali, Dubai, UAE Bin Hamoodah Golden Tower, 4th and 5th Floors Abu Dhabi, UAE Tel: 971 2 6275165 Fax: 971 2 6272498
Regional Distributors Oman Imtac Email: firstname.lastname@example.org Tel: 968 2470 7727
UAE SDG FZE PO Box 16775 LB 190806, Building # 19 Jafza View, Jebel Ali, Dubai, UAE
Regional Distributors UAE Emitac Email: email@example.com Tel: 971 4 655 8200
UAE Unatrac PO Box 18673, South Zone Phase 8 Blue Sheds, Warehouse # AG01 Jebel Ali, Dubai, UAE
E-mail: firstname.lastname@example.org Tel: 971 4 8862237,8 Fax: 971 4 886 2239 Lebanon Blue Tech Asseily Building, 2nd floor Riad el-Solh square PO Box 116-5004, Beirut, Lebanon Email: email@example.com Tel: 961 1999500 Fax: 961 1999550
Saudi Arabia Saudi Business Machines Juffali HQ Building, Madinah Road PO Box 5648, Jeddah-21432 Tel: +966 2 6104000 Fax: +966 2 6651163
Imation Saudi Arabia Al Falak Electronic Equipment and Supplies Al Falak Tower, Khobar Dammam Highway Al Khobar, 31952, PO Box 1963 Tel: 966 3 882 9996 Fax: 966 3 882 2156 Kuwait Al Falak Electronic Equipment & Supplies Bobyan Al-Falak Kuwait, New Khaleejia Building Safat, 13136, PO Box 27598 Tel: 965 2245 6109 Fax: 965 2245 6120 Lebanon Compuserve International 1st floor, Moukarzel building Hankache Street, Bauchrieh Metn Lebanon Tel: 961 1 894653, 961 1 873823, 961 3 308821, 961 1 900834 Egypt Contaga Trading 16 Hoda Shaarawy St, Bab El Louk, Cairo Tel: 20 2 23929704, 20 2 23953449 Jordan Intergrated Standard Solutions Al Faisali Club Building, 2nd floor, Offices 201, 203, Abdallah Al Azab Street, PO Box 7466 Amman 11118, Jordan Tel: 962 6 5513581,2; 962 6 5602511, 2011 | Handbook of Distributors |
Juniper Networks “Juniper Networks is a channel centric vendor with 99% of business being moved through our channel, comprising of system integrators, distributors and our strategic alliances.”
Taj El-Khayat, Director-Channel & Commercial Sector MEEP, Juniper Networks
Key product launches in the last year Juniper Networks introduced the industry’s highest edge routing capacity to accommodate the rapidly growing bandwidth requirements and increasing mobile subscriber base in the region. The new Juniper Networks MX 3D Universal Edge Routers also has increased capacity upto 3.8 terabits per second. IT service providers, content delivery and enterprise customers can easily and reliably scale their networks while accommodating future requirements on the network. Another cloud based service called ‘Junosphere Classroom’ launched recently enables educational institutions, partners and customers to efficiently and costeffectively educate networking students and professionals. This is a new cloud environment that involves the creation and modeling of virtual networks, with the industry leading Junos operating system. The other product launches mainly included the below, • Juniper Networks Universal WAN solution, enables new levels of business agility with a flexible and scalable enterprise and branch 18
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routing portfolio optimised to support rapidly growing mobile, video and cloud computing applications. • The industry’s first Converged Supercore for service and content providers which is an integrated end-to-end packet transport solution optimized to deliver the switching and transport technology necessary to accommodate the core networking requirements of the new connected economy. • QFabric, the world’s first true data center fabric which is an outcome of “Project Stratus,” Juniper’s multiyear data centre network research and development initiative, QFabric delivers quantum leap improvements in data center performance, operating cost and business agility, from the enterprise to the large scale cloud provider. Key product portfolios in the next 12-24 months Juniper Networks will soon announce its ‘Simply Connected’ vision to simplify and secure the use of mobile devices while reducing the size of legacy wired networks as wireless becomes the primary network access method. As part of the Simply Connected portfolio focused on reducing and re-architecting the network, Juniper also announced the immediate availability of three new switching products and new wireless LAN (WLAN) product innovations. Key countries for channel business Channel partners are spread across the
Middle East and Africa including UAE, Saudi Arabia, Qatar, Kuwait, Jordan, Egypt, Tunisia, Algeria, Morocco, Nigeria, Kenya, South Africa and Pakistan. Channel Structure and distributors Channel structure is inclusive of system integrators, distributors, strategic alliances and value added resellers. The major distributors in the Middle East comprise Computerlinks, Westcon ME and Mindware. Key features of active partner programmes Investments in channel programmes ensure maximum partner profitability through expanded product and services offerings, training, certification programmes and empowerment through sales enablement tools and programmes. This is essential to better position our partners in a highly competitive market enabling them to drive value added differentiation through solution designed templates and building a new network.
Key market segments in the next 12-24 months Juniper Networks is a specialist in the high-performance networking business remaining strategically focused on delivering Cloud and Datacenter solutions for Service Providers. These specialists aim to provide the new network experience, in addition to reducing the CAPEX and enhancing the OPEX of their enterprise customers especially government, financial and education sectors. In addition, Juniper Networks is focused on providing the campus/ branch technologies inclusive of networking and wireless LAN to the commercial segment in Enterprise.
962 6 5602512 E-Mail: firstname.lastname@example.org Fax: 962 6 5513583
Cairo, Egypt, 11471 Email: email@example.com Tel: 20 122103357
Bahrain IPoint 585 Diplomatic Area Tel: 973 17514488 Fax: 973 17530327
UAE Godrej Infotech PO Box No. 121806, SAIF Zone Sharjah, UAE Email: firstname.lastname@example.org Tel: 971 6 5570866
Bahrain National Trading House PO Box 372, Manama Email: email@example.com Tel: 973 17 736363 Fax: 973 17 736262 UAE International Traders Middle East PO Box: 6, Dubai Tel: +971 4 3521155 Middle East Redington Gulf Atrium Center, Office 607, 6th floor, PO Box 17266 Khalid Bin Waleed Street, Burdubai, Dubai, UAE Email: firstname.lastname@example.org Tel: 971 4 373 4700 Fax: 971 4 355 6336 Middle East Despec MERA Jebel Ali, Dubai, PO Box 61050 Email: email@example.com Tel: 971 4 8811191 Fax: 971 4 8811180
Infor Saudi Arabia United Computer Company Prince Mohammed Bin Abdulaziz Street Fahdah Center, Office 202, PO Box 90217, Riyadh 11613 Email: firstname.lastname@example.org Tel: 966 14613058 Jordan United Computer Company 1531 Swelieh 11910, Amman Email: email@example.com Tel: 962 65693503 Egypt, Jordan, Lebanon, Syria SkyTech 76 Hisham Labib St, Nasr City,
Saudi Arabia Godrej Infotech Obeikan Investment Group, PO Box 6672, Saudi Arabia Email: firstname.lastname@example.org Tel: 966 1 265 4351 Ext 6277, 6278 UAE, Saudi Arabia, Oman, Kuwait, Qatar, Jordan, Iraq Gulf Data International PO Box 13912, Dubai Email: email@example.com Tel: 971 4 266 6251 Egypt eHealth Management Email: firstname.lastname@example.org Tel: 20 22 760 5412 Lebanon Computel PO Box 90-776, New Jeddah Email: email@example.com Tel: 961 1 884888
Saudi Arabia Logicom (Rehab Technologies) Email: firstname.lastname@example.org Tel: 971 4 66 0758 Saudi Arabia Mindware (Al Aklaneyat) Email: email@example.com Tel: 966 1215 3126
Iomega International UAE Trigon PO Box 32610, Dubai, UAE Email: firstname.lastname@example.org Tel: 971 4 3936247 UAE EMPA PO Box 17355, Jebel Ali, Dubai, UAE Email: email@example.com Tel: 971 4 8039500 Qatar iSpot Qatar PO Box 75, Doha, Qatar Email: firstname.lastname@example.org Tel: 974 4 4469755 Kuwait Al-Babtain, Kuwait 599 Safat, 13006 Kuwait Email: email@example.com Tel: 965 1833333
Regional Distributor EMPA Email: firstname.lastname@example.org Tel: 971 4 803 9500
Saudi Arabia Al jammaz Distribution Email: email@example.com Tel: 966 1 477 6700
Regional Distributor Logicom Email: firstname.lastname@example.org Tel: 971 4 507 8888
Jordan Abu Dhabi For Computer Trading Email: email@example.com Tel: 962 6 556 2884
Regional Distributor Mindware Email: firstname.lastname@example.org Tel: 971 4 4500600
Kenya Sun Systems 39237 Email: email@example.com Tel: 254 20 374 7962
Saudi Arabia EMPA Email: firstname.lastname@example.org Tel: 971 2 651 6693
Egypt 11371, Cairo Email: Mtolba@deltacomms.com Tel: 202 26231111 2011 | Handbook of Distributors |
“On the technology front, the focus continues to be on supplies while for customers, there are issues with liquidity and availability. We were able to overcome these challenges due to the continued support from our team across the region.” Jaison Korath, CEO, DESPEC MERA LTD
Countries of operation and channel partners DESPEC has partnerships with major IT manufacturers and has developed a reliable distribution network with these vendors. They are mainly HP, Canon, Lexmark, Samsung, Imation, Wacom, and additionally we are also involved in the distribution of HP calculators and Double A. The main focus is on IT supplies and one of our major partners is HP. DESPEC MERA has a distribution network across GCC, Levant, East and Central Africa. DESPEC MERA’s distribution and logistics is centrally managed and locally established in their respective countries. Inventory is maintained in Dubai, KSA, Kuwait, Jordan, Lebanon, Kenya, Tanzania and Uganda. We also manage a multiple inward system which is direct in country and via Dubai, and regional outward system for receiving and supplying goods. Key features of partner programmes DESPEC’s main focus areas are on customer awareness and channel development by conducting in-country trainings. We are also increasing our presence in regional exhibitions enabling us to reach out to partners across the
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Key challenges faced DESPEC MERA’s key focus is in Africa and at the same time we are facing challenges in that region. However, due to the availability of local expertise, we have been able to overcome these challenges and develop business with major expansion plans for the near future. On the technology front, the focus continues to be on supplies while for customers, there are issues with liquidity and availability. We were able to overcome these challenges due to the continued support from our team across the region.
Product portfolio enhancements Currently we are in the process of re-organising our product mix and plan to increase the number of brands. In addition, to the existing product portfolio, DESPEC is looking at making new additions especially in the hardware segment.
Juniper Networks UAE Computerlinks PO Box 341027, Dubai, UAE Email: email@example.com Tel: 971 4 501 5814 UAE Mindware 55609, Dubai, UAE Email: firstname.lastname@example.org Tel: 971 4 4500600 South Africa SecureData PO Box 4673, Rivonia 2128, Johannesburg, South Africa Email: email@example.com Tel: 27 11 790 2500 UAE Westcon Middle East 17124, Dubai, UAE Email: firstname.lastname@example.org Tel: 971 4 883 9888 South Africa Westcon Africa Email: email@example.com Tel: 254 20 420 1000
Kaspersky UAE Comguard 312, 12 Oracle Building, Dubai Internet City Dubai, UAE Email: firstname.lastname@example.org Tel: 971 4 3916400 Saudi Arabia Sariya Company Al Khaltham Commercial Center, Ibn Khaldoon Street Dammam, Saudi Arabia Email: email@example.com Tel: 966 3 8435125 UAE Al Hosani Computer Programs 1703, Belresheed Tower, Buhaira Corniche, Al Majaz Sharjah, UAE Email: firstname.lastname@example.org Tel: 971 6 5754443
UAE Golden Systems Electronics M24, Al Ain Centre, Al Mankhool Road, Bur Dubai Dubai, UAE Email: email@example.com Tel: 971 4 3555520 UAE Computerlinks C609, Dubai Silicon Oasis, Dubai, UAE Email: firstname.lastname@example.org Tel: 971 4 5015823 Jordan iAXCESS 302, Al Anani Complex, Prince Mohammad St, Jebal Amman, 3rd Circle Amman, 11118, Jordan Email: email@example.com Tel: 962 6 461 2283 Egypt ValueSYS 2nd Floor, 9 Mostafa Refaat St, Sheraton Heliopolis Cairo, Egypt Email: firstname.lastname@example.org Tel: 20 2 2268-2552 Egypt FDC International 3, Building No 28, Second floor Attya El Sawalhy in front Of Seraj Mall3, Nasr City Cairo, Egypt Email: email@example.com Tel: 20 2 26703089 Syria Softec Distribution Krayem Establishment For Trade 1A, Shehada Building, Al-Razi Street, Al-Razi Aleppo, Syria Email: firstname.lastname@example.org Tel: 963 21 2249006 Iran Middle East Secure Business Technology Tejarate Amn Unit 4, No 3, Seyedo Shohada Alley, Vali-ye-Asr Ave Between Hemmat Bridge a nd Vanak Sq, Tehran, Iran Email: Kaspersky@tejarateamn.com Tel: 98 21 8820 1428, 9
Pakistan Trillium Information Security Systems 10th Floor, Army Welfare Trust, AWT Plaza, 5 The Mall, Saddar Rawalpindi, Pakistan Email: Kaspersky@infosecurity.com.pk Tel: 92 51 552 4181, 2
Lenovo Egypt Better business 5 Sahel Hameza St, El Kom El Akhdar, Haram Giza Email: email@example.com Tel: 202 37721300 Fax: 202 37721300 Egypt Mantrac Amr Mostafa Email: firstname.lastname@example.org Redington Gulf Atrium Centre, Office #607 Khaled Bin Waleed Street, Dubai, UAE Tel: 971 4 3590555 Fax: 971 4 3555675, 971 4 3556336 Lebanon Bluetech Asseily Building, 2nd floor Riad el-Solh square PO Box: 116-5004 Beirut, Lebanon Email: email@example.com Tel: 961 1999500 Fax: 961 1999550 Jordan Emitac 134, Queen Rania Street PO Box 8667, Amman 11121 Tel: 962 6 5151153 Fax: 962 6 5163176 Saudi Arabia Redington Gulf PO Box 62918, Riyadh 11595, Saudi Arabia Email: firstname.lastname@example.org Tel: 966 3 8010043,44,45,46, 966 3 8010049 Saudi Arabia Asbis PO Box 14386, Office Number 71 Riyadh 11424, Saudi Arabia 2011 | Handbook of Distributors |
Kamal Mansukhani, Business Unit Head HP-IPG & Supplies, METRA
Zeba Naqvi, Category Manager- Dell, METRA
â€œAs mobility is a key trend in the market, customers have changed their priorities by opting to move from netbookâ€™s to tablets. Due to factors such as increasing broadband speeds, free access to broadband wireless in key areas, faster home networking, these devices are getting more popular. â€? Key IT trends in the market As mobility is a key trend in the market, customers have changed their priorities by opting to move from netbooks to tablets. Due to factors such as increasing broadband speeds, free access to broadband wireless in key areas, faster home networking, these devices are getting more popular. Even gaming notebooks have gained popularity and continue to make major strides in the market. 22
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Bastian James, Retail Head, METRA
Key target segment For Dell consumer laptops resellers, retailers, hypermarkets and power retailers are key targets. Key focus area To build and strengthen the existing customers by running successful channel loyalty programs and promotions. This helps build a loyal customer base.
Outlook for the year Metra already has local offices with a stocking warehouse in Kuwait and Qatar. In addition, the company is also looking at opening new offices in key markets to provide customers with end-to-end solutions that meet their requirements. We want to provide channel partners with better margins, local stocking, credit facility, better logistics and after sales service.
2011 | Handbook of Distributors |
King Fahd Road Abu Baker H Al Minhali Trading E-mail: email@example.com Tel: 966 1 4163522, 4661520, 4621116, 4622031 Fax: 966 1 4160488 Saudi Arabia BDL Gulf 2nd Floor, Al Salam Tower, Olaya Street Riyadh, Saudi Arabia PO Box 68787, Riyadh 11537 Tel: 966 1 460 1717 Fax: 966 1 460 3434 UAE GBM Bin Hamoodah Golden Tower 4th and 5th Floors, Khalifa Street PO Box 203, Abu Dhabi, UAE Tel: 971 26275165 Fax: 971 26272498 UAE FDC 5th Floor, The Fujairah Building Khalid Bin Walid Road PO Box: 17543, Dubai, UAE Tel: 971 43978035 Fax: 971 43978034 UAE Emitac PO Box 8391, Dubai, UAE Tel: 971 4 6058100 Fax: 971 4 6058100
UAE Asbis Middle East PO Box 17706, Dubai UAE Email: Ammar.Towir@Asbisme.ae Tel: 971 4 8863850 Egypt Aptec 5514 Cairo, Egypt Email: firstname.lastname@example.org Tel: 20 2 26481166 UAE Despec MERA PO Box 61050 Email: email@example.com Tel: 971 4 8811191 Saudi Arabia Despec MERA Email: firstname.lastname@example.org Tel: 966 1464 0012
Microsoft UAE Al Futtaim Al Futtaim Tower, Dubai Festival City Email: Probir.Mukherjee@alfuttaim.ae Tel: 971 4 2085300 UAE Pluto Email: email@example.com UAE ITE Email: firstname.lastname@example.org
Lexmark UAE Middle East Distribution and Marketing PO Box 61065, Dubai UAE Email: email@example.com Tel: 971 4 8838448 Saudi Arabia Middle East Distribution and Marketing PO Box 30595, AL-Khobar 31952 Email: firstname.lastname@example.org Tel: 966 3 890 3753 Lebanon Middle East Distribution and Marketing 90-883, Jdeideh, Lebanon Email: email@example.com Tel: 961 1 895666, 961 3 234126 24
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UAE Logicom Email: firstname.lastname@example.org
Saudi Arabia Email: email@example.com Tel: 966 2 6828219 Bahrain Mofakro Group SPC PO Box 227, Office 22, Q House, Hoora, Manama, 1398, Bahrain Email: firstname.lastname@example.org Tel: 973 36999855 Oman Ohi Electronics PO Box 889 Muscat, PC 100, Oman Email: email@example.com Tel: 968 99375413 Kuwait Alalamiah Technology Group Al Safat Tower, 2nd floor, Beirut Street Hawally, 13151, Kuwait Email: firstname.lastname@example.org Tel: 965 99396837 Jordan Khalifeh Advanced Est 212 Al Madina Al Monawara Street PO Box 212065 Amman, 11121, Jordan Email: email@example.com Tel: 962 79 6653006 Lebanon TEVEGA sarl Ecochart Beirut, 773, Lebanon Email: firstname.lastname@example.org Tel: 961 3 410511 Egypt Egyptian Micro Solutions 8 Abu Zar El Ghafari St, 7th District Nasr City, Cairo, Egypt Email: email@example.com Tel: 202 2 404 2972
NEC Display Solutions UAE Abba Electronics PO Box 51540, Dubai, UAE Email: firstname.lastname@example.org Tel: 971 4 334146 Saudi Arabia Samir Group PO Box 599, Madina Road, Kilo 14 Jeddah, 21421,
Egypt El Araby 10 Mohamed Sabry Abo Allam St, Cairo, 11341, Egypt Email: email@example.com Tel: 202 22916989 Ext: 320
Netgear UAE, Kuwait Ashley
Dubai, U.A.E Email: firstname.lastname@example.org Tel: 971 4 3977611 GCC EMPA Email: email@example.com Tel: 971 4 8039500 UAE, GCC Techmart Email: firstname.lastname@example.org Tel: 971 55 6609823 Jordan, Levant Athar Trading Email: email@example.com Tel: 971 50 9659053 Egypt Virgitech Email: firstname.lastname@example.org Tel: 202 44 780356 UAE Redington Gulf Email: email@example.com Tel: 971 4 3594433 North Africa, Egypt Email: firstname.lastname@example.org Tel: 201 23 490744
Seagate Technology UAE FDC International MEA Plot No S60511, South Zone 6, Jebel Ali Free Zone, Dubai, UAE, PO Box 17543 Email: email@example.com Tel: 971 4 8703333 UAE Asbis Enterprises Jebel Ali South S10715, Dubai, UAE PO Box 17706 Email: firstname.lastname@example.org Tel: 971 4 8863850
UAE Techaccess PO Box 500177 DIC#01, Office GO1-GO3 Dubai Internet City, Dubai, UAE Tel: 971 4 3911820 UAE Avnet PO Box 283755 Floor#1, Office 101, Alfa Building Dubai Internet City, Dubai, UAE Tel: 971 4 438 7300 UAE Aptec PO Box 33550 DIC EIB03, Floor #1, Office #101 Dubai Internet City, Dubai, UAE Tel: 971 4 3697111
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Kenya Westcon Africa Plot 1870/X/VII Off Waiyaki Way, Westlands, Nairobi Email: email@example.com Tel: 254 20 420 1000
Toshiba Gulf UAE Almasa IT Distribution Dubai, UAE, PO Box 30166 Email: firstname.lastname@example.org Tel: 971 4 3063200 UAE Redington Gulf Office no 107, The Atrium Center, Khalid Bin Walid Road, PO Box 17266, Dubai, UAE Email: email@example.com Tel: 971 4 3734600
Saudi Arabia Westcon Al Mutlaq Compound Villa No 1, Farazadaq Road, Behind Shola Market PO Box 226687, Riyadh 11324, Saudi Arabia Email: firstname.lastname@example.org Tel: 966 1 2915740
UAE Redington Gulf Atrium Center, Office #407, Khaled Bin Waleed Street, Dubai, UAE, PO Box 18014 Email: Melwin.Dsouza@redingtongulf.com Tel: 971 4 3734792, 971 56 6815594 UAE Westcon Middle East PO Box 17124, Jafza Showroom SR A1 09, Jebel Ali Free Zone, Dubai, UAE Email: email@example.com Tel: 971 4 8839888, 971 55 9567874 Saudi Arabia Redington Gulf Lulu Olaya Building, Office #201, 202, 203 PO Box 66120, Near Faisalya Tower, Olaya Main Street Riyadh 11576, Saudi Arabia Email: Syed.Naveed@redingtongulf.com Tel: 966 500508036, 966 14625323
UAE Al Futtaim Electronics PO Box 5866, Dubai, UAE Tel: 971 4 2085300 Saudi Arabia Arabian Business Machines PO Box 2006, Al Dareen Centre, Al Hassa Road Riydah 11451, Saudi Arabia Tel: 966 1 474 9000 Saudi Arabia Jarir Bookstore PO Box 3196, Riydah 11471, Saudi Arabia Tel: 966 462 6000 Saudi Arabia Redington Gulf 106, Atrium Centre, PO Box 17266, Dubai, UAE Tel: 971 4 3590555 ext 230 Saudi Arabia United Electronics (eXtra) PO Box 76688, Al Khobar 31952, Saudi Arabia Tel: 966 3 8478888 Saudi Arabia Abdul Latif Jameel Technology Products PO Box 7997, Jeddah 21472, Saudi Arabia Tel: 966 5 00040978 Egypt Metra Computer 30, Wadi El-Nil St, Mohandesseen Giza, Egypt Tel: 202 3034319
Imation “Flash products contribute significantly to the business as well and hold a leading position in the market. They contribute significantly to the business as well and are expanding continuously with a growing portfolio.”
Prasad Ramchandran, Regional Manager - Middle East, East and West Africa, Imation Middle East
Key Product lines and revenue Imation enjoys a diverse revenue base by product category, region brand and channels. In 2009, 55% of Imation’s $1.6 billion revenue was from outside the United States. 44.7% Optical Products, including recordable CDs, DVDs, and Blu-ray media. Imation holds the number one global share in optical storage. 28.7% Magnetic Products, including data storage tape cartridges and audio and video tape cassettes. Imation holds the number one global share in magnetic storage. 21.1% Electronic Products, Accessories, Other, including audio/video consumer electronic products; accessories including CD/DVD labeling products, storage cases, and cleaning products; and removable/external hard disk products. 5.5% Flash Storage Products, including USB flash drives, flash cards, and solid state drives. History From its origins as 3M’s Data Storage Division, Imation has been a technology leader since this business introduced the first data storage tape for computers more than 50 years ago. Imation is a trusted development partner of leading storage OEMs, and holds leading technology positions in areas such as multi-terabyte advanced tape coating, precision servowriting, and tape cartridge design. Imation
also excels in the application design and engineering of differentiated products across a variety of storage technologies. Imation has more than 300 data storage patents in the United States. Product launches in the last 6 months In the first 6 months of 2011, Imation launched a new portfolio of Apollo hard drives with distinct features such as backup and antivirus software as well as customised pouches. The Grand Entertainer was another major launch which received wide acclaim in the multi-media segment with its top of the line features such as recording functions; HD video format support and Arabic on screen support, a USP for the product. Product outlook The optical category remains a vital component of Imation business in the Middle East. Flash products contribute significantly to the business as well and hold a leading position in the market. They are also expanding continuously with a growing portfolio. The accessory offerings are refreshed regularly with new launches expected in Q4 this year.
Brand facts Imation is a global technology company dedicated to helping people and organization store, protect, and connect their digital world. Our world-class portfolio of data storage and security products, electronics and accessories reaches customers in more than 100 countries through a powerful global distribution network. Our goal is to be a company with strong commercial and consumer businesses and continued long-term growth and profitability that creates shareholder value.
2011 | Handbook of Distributors |
Bahrain Al Futtaim Sons Company PO Box 2722, Manama, Bahrain Tel: 973 17564775 Kuwait Arabian Business Machines PO Box 29961, Salhiya Sulaiman Al Laheeb Bldg 3, Safat 13160, Kuwait Tel: 965 2445373 UAE EMPA Middle East PO Box 17355, Jebel Ali Free Zone, Dubai, UAE Tel: 971 4 8039 528 Jordan Zuhair Issa Murad & Sons PO Box 1568, Amman 11953, Jordan Tel: 962 6 5693202 Jordan Scientific and Medical Supplies PO Box 1387, Amman 11118, Jordan Tel: 962 6460 3666 Lebanon PC Deal Net sal PO Box 175-002, Mkalles Diab Bldg, Beirut, Lebanon Tel: 961 1582000 Egypt El Araby Company for Trading and Manufacturing PO Box 1224, Heliopolis, Cairo 11341, Egypt Tel: 202 22 916989 Yemen Union Trading Centre PO Box 24030, Magadesho Street, Sanaa, Yemen Tel: 967 1 219592 Qatar PC Deal Net SAL PO Box 22658, Doha, Qatar Tel: 974 4874966
PO Box 169, Muscat 113, Oman Tel: 968 24793741 Oman Bahwan IT PO Box 169, Muscat 113, Oman
Trend Micro Saudi Arabia Westcon Middle East 325151, Riyadh, Saudi Arabia Email: firstname.lastname@example.org Tel: 966 12915740 UAE, Qatar, Bahrain, Oman, Kuwait, Afghanistan, Iraq, Yemen, Egypt, Libya, Jordan, Lebanon Westcon Middle East PO Box 17124, Dubai, UAE Email: email@example.com Tel: 971 48839888
Western Digital UAE FDC International National Bank of Fujairah Building 5th Floor, Khalid Bin Waleed Street Bur Dubai, Dubai, UAE Tel: 971 4 8703333 Fax: 971 4 3978034 UAE Metra Computer PO Box: 62330, Dubai, UAE Tel: 971 431 70 800 Fax: 971 439 78 769
Qatar Mannai Trading Company PO Box 76, AL Emadi Complex, Salwa Road, Doha, Qatar Tel: 974 455 8811 Oman Bahwan Electronics
Saudi Arabia Nahil Computer
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Pakistan BCC Distribution, Pakistan Office Products 80-W Malik Complex, Blue Area Islamabad 44000, Pakistan Email: firstname.lastname@example.org Tel: 92 51 1117 67767 Turkey Asbis Turkey Barbaros Mah, Evren Caddesi, No 56 Kat:1, 34746, Yenisahra, Istanbul, Turkey Email: email@example.com Tel: 90 216 470 74 40 Fax: 90 216 470 74 58 Turkey Cendere Yolu No:23 Kagithane 34410, Turkey Tel: 90 212 312 0505 Fax: 90 212 312 4170 Turkey Logosoft AS Cakmak Mah Balkan Cad No:49 34770 Umraniye, Istanbul, Turkey Tel: 90 216 528 6161 Fax: 90 216 528 6103 Kazakhstan LogyCom 2, Dzhandosov str Almaty, Kazakhstan Tel: 7 727 227 58 27 Fax: 7 727 278 54 78
UAE Redington Gulf Atrium Center, Office 107 Khaled Bin Waleed Street, Dubai, UAE Tel: 971 4 3734664 Fax: 971 4 3594435 Egypt Egypt For Trading and Engineering Company 24 Gamal Dewedar Street, Nasr City, Cairo, Egypt Tel: 202 26705477 Fax: 202 26701374
PO Box 59205, Riyadh, 11525, Saudi Arabia Email: firstname.lastname@example.org Tel: 966 1 464 5373-352 Fax: 966 1 464 5365
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Infoblox Key product launches in the last 6-12 months • Infoblox announced IPv6 enhancements to its online DNS Advisor tool that is designed to help enterprises test the accessibility, configuration and security of their domains. • Among other product launches are the fully integrated plug-in for the VMware vCenter orchestrator community which was launched recently at the VMworld 2011. • Working with VMware vCloud Director, the integrated solution provides automated IP addressing and related management capabilities in real-time as virtual machines are created. As a result, the Infoblox plug-in accelerates private and public cloud deployment, simplifies management and bridges network and virtual IT team silos by enabling automated assignment of IP addresses to virtual machines. Additionally, VMware vCloud Director integrated with Infoblox delivers cloud infrastructure resources on-demand to provide maximum business agility using virtualized resources. • The Infoblox IPv6 Center of Excellence (CoE) which is designed to meet the growing demand by enterprise IT teams worldwide for expert IPv6 tutorials, resources, guidances, training and best practices. • The availability of new, network infrastructure and automation capabilities essential to helping enterprise organizations accelerate deployment of virtualization and cloud computing initiatives. Infoblox, launched the DDI solution designed to automate and manage the complete IPv4 to IPv6 transition lifecycle. • Infoblox’s virtual NIOS version 5.1r4, also known as Infoblox Branch Office Box software, has successfully completed interoperability testing with Cisco UCS Express Service Ready
Future changes in the channels “We believe in ‘Less is More’ as Infoblox wants to work smarter with key partners focusing on product revenue as well as substantial services contribution.” Engine Virtualization (SRE-V) platform on the SRE 700 and 900 blades within the Integrated Services Router technology category. • Another set of new products include the virtual DNS, DHCP and IPAM software module based on Infoblox NIOS version 5.1r4 (vNIOS), also referred to as Infoblox Branch Office Box software, which has been certified for the Cisco UCS Express Platform. • Infoblox has expanded its portfolio of solutions with Infoblox IPAM Insight, an advanced IP address management (IPAM) product that bridges the management gap between physical and virtual networks.
business and network uptime. • IT Compliance - Internal and External compliance in a box. • ITIL - Quick ITIL Implementation for Less • Network Automation - Stay in Control, Automatically • Network Availability - Manage Change, Eliminate Disruptions • Orchestration - Enterprise-Class Integration and Coordination • Staff Efficiency - Work Smarter, Not Harder • Virtualization - Management and Control Are Virtualization Keys Key market segments In the Middle East, we work with enterprises having presence across the region. Solutions have also recently adapted to address the mid-market. The SME segments are able to gain benefits of enterprise type solutions. The other we target are government, telco, financial and manufacturing. Key channel partners Infoblox’s channel partners are present in UAE, KSA, Kuwait and Qatar. The global channel programmes are updated regularly attracting partners through distribution partners.
Key product launches expected in the next year Infoblox keeps abreast of advances in technology that drive our customers’ businesses so that we can develop the next technologies that keep their networks available, manageable and efficient to operate. We also keep tabs on what mandates, regulations, risks, and marketplace changes affect the way our customers need to use their networks.
Our channel partners are focused on large enterprise accounts. These partners have good relationships with senior executives in IT companies like Global Head of Networks, Chief Architect, Application teams and Head of IT support. Our current distributors are Computerlinks and SecureWay.
Key business drivers that have direct effects on network management at the organisation • Branch Office Consolidation - Consolidate branch offices while ensuring their survivability. • Business Continuity - Ensure constant
We believe in ‘Less is More’ as Infoblox wants to work smarter with key partners focusing on product revenue as well as substantial services contribution. IT and Iran based Karnama.
Future changes in the channels
2011 | Handbook of Distributors |
Aptec Distribution “Aptec will keep focusing on VAD concept and solutions offering to the channel. A focal point this year is the expansion of our regional coverage in the Gulf strengthening local presence in countries like Kuwait, Oman, Qatar to better serve our customers. The same applies to Pakistan and few CIS countries.”
Dr. Ali A. Baghdadi, CEO, Aptec
Key vendors supporting your distribution network Aptec has distribution agreements with more than 30 vendors in the ICT industry. Aptec group distributes a wide range of Value Added solutions and products covering Computers, Data Centre, Virtualization, Storage, Security, Networking, Software, Hardware, Services and Telecommunication products from the world leading vendors. It defines strategic vendor partnership by combination of key elements among which is a variety of product portfolio and product credibility in the market, distribution vision of the vendor and clarity in terms of business objectives and expectations from partners, overall business culture in relationship and product profitability. Specific vendor or product expertise embedded in the distribution network Aptec is a Value-Added Distributor providing services to partners. Our focus is to leverage our vendor relationship and build IT solutions offerings providing the right expertise to the channel. We see ourselves as a right arm of a vendor in the market in order to enable and 30
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educate the channel on product’ offerings and solutions selling. ATS (Advanced Technology Services) is a professional services company of Aptec. ATS’ provides Pre-Sales Support, Post-Sales Services - such as Implementation, Deployment, Customization, Optimization and Support Contracts - Training and Consultancy. All of ATS’ Services are available exclusively to the Resellers - no direct engagement with End Customers. Regions and countries with distribution network Aptec group has offices and warehouses in 11 countries, including UAE, Saudi Arabia, Egypt, Lebanon, Turkey, Kuwait, Pakistan through which Aptec serves over 25 countries in the region. Distribution and Logistics structure Aptec operates from several offices across the region which mainly comprises of the head office of Aptec Distribution in Dubai, three offices in Aptec Saudi, and the rest are in Egypt, Lebanon, Turkey. Each subsidiary consists of several business units focusing on specific vendor segments: Software, Hardware, Networking etc with dedicated sales and support team for each vendor. Aptec is a Value Added Distributor, and we see Logistics as a key element of any Distribution business. Over the last three decades Aptec acquired significant knowledge is this field
and invested into infrastructure, we launched Advanced Logistics Services (ALS) in 2009 to offer Value Adding Logistics Services to our partners – Vendors and Resellers. A team of over 60 Logistics Specialists provide advanced warehousing & distribution services - break bulk, pick, pack and ship - through a network of approximately seven owned and leased facilities in United Arab Emirates (Dubai), Saudi Arabia, Kuwait, Egypt, Jordan, Lebanon and Turkey. We maintain over 35,000 sq, ft of high-tech warehousing and support facilities in the Middle East. Apart from that ALS offers domestic transportation, IT assembly, supply chain solutions, reverse logistics (RMA & Service), Supply Chain management and consultancy, eWaste handling and other services to customers.
Key specific partner loyalty programmes or partner activities in the last six to twelve months Aptec Group is known in the region for pioneering environmental sustainability in IT distribution. In 2011 Aptec has commenced its long-term environmental sustainability plan by sponsoring one of the participants in The Renewable Energy Expedition to Antarctica with an objective to raise awareness on the topic of environmental sustainability globally and leadership on the edge. Aptec recently revealed its plans of Corporate Social Responsibility programme to be launched later this year. Aptec’s approach to CSR will align responsible business practices and social investments to create long-term value for all stakeholders. Aptec undertakes partnerships with IT vendors, industry peers, and other stakeholders to help it implement this strategy to promote the Green IT in the channel and the role of Information and Communication Technology in sustainability.
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FDC International Plot No. S60511 - South Zone 6, Jebel Ali Free Zone, Dubai, UAE, P.O.Box: 17543 Tel: +971 4 8703333 | Fax: +971 4 8703330 | Email: email@example.com | Website: www.fdcinternational.com