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HOME FEATURES › The EMEA Channel Wrap – 26/03/10

The EMEA Channel Wrap – 26/03/10

by Stuart Wilson, Friday 26 March 2010

What’s been happening across EMEA in the last few weeks? It’s time for our tour of the region’s top in-country channel publications to find out the news and views that have been making waves in the wacky world of vendors, distributors and resellers. We’re heading off to the Middle East market first this week so grab a drink, sit back and soak up some juicy channel gossip...

Middle East

Before we start, a quick reminder that this year’s Digital Consumer Channel (DCC) Middle East & Africa (MEA) takes place in the UAE from May 18-20th 2010. Full details on the ultimate regional retail channel event can be found at the event website. If you’re a vendor, distributor or retailer working in the IT and consumer electronics channel in the MEA region (or interested in entering the market), make sure you sign up for the event as soon as possible.

1. Channel Arabic breaks the news that Amer Khreino has resigned as CEO of UAE-based Acer and HP distributor Emitac. Khreino will hand over his responsibilities to general manager Vijay Saraf. Emitac is one of the largest distributors in the Middle East with annual sales of US$360m, according to the report.

2. Dubai-based reseller Storm Computers has settled a piracy case with Microsoft out of court, according to Channel Middle East. Storm has pledged to only sell genuine Microsoft licences after PCs loaded with pirated software and pirated CDs were found during a recent raid of the reseller’s premises.

3. Staying in the Middle East, security software vendor AVG is revamping its regional distribution strategy, according to Channel Middle East. AVG will let its relationship with current distributor Pluto ‘run its course’ and will turn instead work with Metra and one other as yet unnamed distribution partner.

4. Reseller World Middle East covers Toshiba’s ‘Perfection Promise’ Middle East initiative running until May 15th. The scheme offers buyers accidental damage cover, theft coverage and a 14-day refund or replacement satisfaction guarantee. Plus, Toshiba will give consumers their money back if they are made redundant within a year of purchasing.

Russia & CIS

It’s time for another quick reminder now. DISTREE IT Channel Week (DITCW) takes place from June 23-25th 2010 in Moscow, Russia. This is the ultimate event for all vendors, distributors, resellers and retailers involved in the Russia & CIS market, covering both the consumer and business channel. Check out the event website or read our in-depth interview with DITCW’s Frederic Simard.

5. Heading to Russia next where CRN Russia reports on a distribution deal between Lanit and TippingPoint covering the vendor’s intrusion prevention systems (IPS). TippingPoint is part of 3Com – a vendor that Lanit has been working with for some 15 years. Lanit and TippingPoint plan to focus on partner training and channel authorisation.

6. The Citylink retail chain continues to expand in Russia, according to the team at CRN Russia. Three more Citylink Mini outlets have opened in Moscow as the chain looks for full coverage in the Russian capital. Customers can use terminals to order goods in each of the Citylink Mini outlets. The product is then delivered to the retail outlet.

7. CRN Russia also reports that Merlion has picked up an accolade from BenQ for its distribution of the vendor’s monitors in Russia. The award recognises Merlion’s outstanding sales growth and its ability to push innovative models including 16:9 widescreen monitors and models equipped with LED backlights.

UK & Ireland

8. We’re heading west to the UK & Ireland next, where Microscope reports that Computer 2000Tech Data’s UK subsidiary – is opening a Dublin office to serve Irish resellers. Computer 2000 has also recruited Adrian Foley, formerly head of Westcoast’s Irish operation, to head up its new in-country venture.

9. Talking of Westcoast and CRN UK had a look at the distributor’s 2009 results. Westcoast’s sales were up 15% at US$969m for full year 2009 with pre-tax profits climbing 31% to US$8.8m. Westcoast boss Joe Hemani claimed that the company had taken a calculated risk in increasing the credit available to resellers despite a backdrop of economic uncertainty.


10. It’s into Africa next where South African distribution outfit Comztek has been recognised by storage vendor Iomega as partner of the year. Andre Smit, Comztek channel manager, said: “Iomega is an important brand for Comztek and we have invested a lot of time and resources to ensure that we get the job done. This award pays testament to our commitment to our customers and to building the Iomega brand in South Africa.”

11. Staying in South Africa and reseller and IT solutions provider PC-Ware claims that its in-country operation look set for a bumper year based on its performance during the first three months of the year. PC-Ware has also announced its intention to focus its business around solutions from five core vendors: Microsoft, Adobe, Citrix, VMware and Symantec.

Southern Europe

12. Back to Europe now and Italian website ChannelCity covers Christine Brochet’s appointment as senior communications manager at Ingram Micro Italy. Brochet moves into the new role after three years working for the distributor’s Latin America export division based out of Miami, USA. Brochet first joined Ingram Micro’s French operation in 1991.

13. German security solutions vendor G Data has opened an Italian office near Bologna, according to the team at ChannelCity. G Data first entered the Italian market in 2005, developing a distribution channel within the country. The opening of a new office further cements the vendor’s commitment to growth and business development within the country.

14. In Spain, Dealer World covers distributor Vinzeo’s financial performance in 2009. Despite the Spanish market contracting by some 8%, Vinzeo boosted sales 4% year-on-year to US$1.28 billion, giving the wholesaler 14% market share in the ICT segment. Vinzeo reckons that its commitment to supplying channel credit lines was a major reason for its success.


15. Finishing in Germany and ChannelInsider reports on a distribution tie-up between multimedia products vendor AverMedia and Ingram Micro. AverMedia reckons that its new channel buddy will offer the chance of greater market penetration for its digital video products and solutions.

That’s your lot for this week. We didn’t get to cover all the markets this time around, but we will do our best to catch up with the remaining publications next week. As always, we invite all vendors, distributors, resellers and retailers across EMEA to submit their news and press releases to for publication. If you want to get the regional exposure your company deserves, just send your content to

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