Mart Network Solutions has secured Middle East distribution rights for structured cabling vendor Siemon. The agreement, which starts in 2006, will see Mart use Jebel Ali as a central stocking point and recruit a network of distributors and partners across the region.
Aunally Maloo, managing director at Mart, explained: “The distribution agreement covers the entire Middle East with the exception of the UAE. This is because Siemon already has some systems integrator partners in the UAE. It will cover the rest of the GCC and other countries in the Levant.”
“We are now looking at opening a warehouse facility in Jebel Ali where we will hold a central stock of fibre and copper cabling. This can then be sent out by truck anywhere in the region within 48 hours. At the moment I envisage working with Danzas for the warehousing and DHL for the trucking,” he added.
Mart is planning to operate a two-tier distribution model in the region and hopes to appoint in-country distributors capable of holding stock for their local reseller customer base. Simultaneously, Mart will look to engage directly with large systems integrators carrying out enterprise cabling projects.
“The discounts will be structured in such a way so that it differs between the distributor and the system integrator,” continued Maloo. “This will ensure that there is no pricing conflict and will allow us to operate both a one-tier and two-tier channel-to-market.”
Maloo reckons that Siemon's advances in 10G over copper cabling technology sets its apart from rival vendors in the market.
“10G over copper for short distances, such as in the datacentre is now a reality,” he added. “If you look at the standards for 10G, they will be ratified in June 2006 and Siemon already has the end-to-end product set: cables, connectors and outlets.”
Maloo estimates that the market for structure cabling in the Middle East is already worth more than US$10m per annum and hopes to grab at least 5% of the market in 2006. As well as supplying the product, Mart also offers training programmes for installers wishing to become certified. |
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Aunally Maloo,
Managing Director at
Mart Network Solutions |
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