News Swaziland

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Colour Confidence protects screens with PChOOD
2010-03-10
British-based Colour Confidence has started the distribution in EMEA region of PChOOD monitor hoods.

Netmotion goes two-tier
2010-03-08
American mobile VPN vendor Netmotion Wireless has started a two-tier strategy in order to conquer more rapidly European market. « We entered Europe through an exclusive partnership with a British representative in 2007. Since then, we opened subsidiaries in France to cover Southern Europe and in Germany for Central, Eastern and South-Eastern Europe. Our British representative covers now UK and Northern Europe through system integrators», explains Mikael Taillepied, Southern Europe director of the company. In these two regions, Netmotion Wireless has started to build a distribution network on local integrators, just like it does in the US. It is now seeking distributors to expand more rapidly.

« Our German office has signed a partnership with Hako Computing, and we just stroke a deal with French Yatoo, which is specialized in mobility in healthcare environment : this market is a tremendous opportunity for us, as a French law has recently been passed, which requires healthcare professionals to encrypt their exchanges when they access patient data», Mikael says. The company is now seeking other distributors in Europe : « we are opened to any profile, but I guess either security VADs or mobility specialists would be the best profiles», Mikael plans.

Dell abandoning broadline distie strategy
2010-03-02
Dell appears to have abandoned the idea of luring broadline distributors with a pan-European contract in favour of appointing country specific nationals and specialists. In spring last year Dell ushered Tech Data and Ingram Micro into its North American channel as PC and latterly server distributors, but its plans to transfer the agreement across the Atlantic were halted by the more fragmented nature of the European market. Indeed, the company has signed partnerships with local, smaller and more focused distributors in each European country, and has yet to sign any pan-european broadliner. Which should therefore ultimately not happen… (source : Microscope United Kingdom).

Some innovation in Monaco
2010-02-23
Distree XXL 2010 : Distree XXL is not only a place where vendors and distributors from whole EMEA region meet, but also and more and more a place to find some exclusive and innovative products. Two of the most interesting products found there were, among others, Wiretape from French vendor HTI Group and YoGen from American vendor EasyEnergy. Wiretape is the first and only really flat cabling system. It covers most IT and AV needs. YoGen is a power charger system for mobile products and notebooks using human energy. Mobile version uses cord pulling to generate power, while notebook version relies on a foot pedal. All these products are underdistributed in whole EMEA region and are looking for distributors wishing to push new, innovative designs.

Western Digital meets its distributors on Distree
2010-02-22
Distree XXL 2010 : hard drive specialist Western Digital is one of the most prominent vendor to be on Distree XXL. With its extensive team, the company has managed to meet more than 100 of its distributors from Eastern Europe and Middle East : « if you divide the cost of the event by the number of met contacts, Distree XXL is the most cost-efficient way to meet rapidly our distributors from these countries, as we have few local teams there», explains Didier Trassaert, Senior Director Branded Products EMEA.

Western Digital although does not use Distree XXL to sign new distributors : « we already have a good network in the region, with at least two distributors for each country. Most adaptations to our networks were done in the last three years, for example by adding retail dedicated distributors like Comtrade in France, MCR in Spain, American Dataline in Italy or Computers Unlimited in the United Kingdom or France. Of course, since a distribution network is alive, we do small adaptations along time, depending on geographic coverage or available and necessary credit lines in each country», he says.

Didier has for example noted that many distributors in Middle East try to work directly with vendors, instead of importing products from a Dubai logistic platform : « their turnover are now significant. Dubai could therefore very well lose its prominent place in local IT market in the coming months and years», Didier notes…