As part of an ambitious and targeted strategy to become one of the leading POS & Auto-ID distributors in Europe by 2019, Danish broadliner and sparepart specialist EET Europarts has hired Richard Grégoire as its EMEA Director to accelerate the execution.
A string of acquisitions over the past year has consolidated EET Europarts' position as one-stop-shop distributor in the POS & Auto-ID business. The company distributes a wide range of the most important and largest brands in the POS industry, and EET Europarts' total POS & Auto-ID assortment today includes products, equipment and systems for POS, AIDC, RFID and mobile solutions. The product range is targeted at retail shops and chain stores, medical and healthcare, warehousing, transport, logistics and industry in general.
"I am exceedingly pleased with the development of our POS & Auto ID business over the past few years", says Group CEO John Thomas, EET Group. "We have accumulated rich experience in the business, and we have achieved significant organic growth as well as acquisitive growth with four acquisitions in 2016 alone." To continue growing the POS & Auto-ID business and scaling the success, EET Europarts has chosen to engage Richard Grégoire, an experienced EMEA Director to be heading the development of the POS & Auto ID business going forward.
"The appointment of Richard as EMEA Director for our POS & Auto ID business brings us a wealth of experience in the POS & Auto ID industry. Richard joins our company from ScanSource Europe where he most recently held the position of VP Sales Europe POS and Barcoding Division. I am delighted to welcome him into this key role at EET Europarts, as we continue to grow", adds John Thomas. Richard Grégoire joins EET Europarts as an expert in distribution and selling solutions through channel partners to customers across EMEA. He has 17 years of experience in B-to-B. He is highly experienced in developing and implementing business strategies, as well as building strong and performing sales teams.
"I am really impressed with the results achieved by EET Europarts, within the POS & Auto ID business over the past 3 years. An impressive organic growth and several acquisitions underlines the company's commitment to become one of the leading POS & Auto-ID distributors in Europe", says Richard Grégoire, newly appointed EMEA Director, POS & Auto-ID at EET Group, and he continues: "I look very much forward to be heading the ambitious POS & Auto-ID sales team European wide. At EET Europarts we are able to offer installers and integrators a wide range of comprehensive value-added services in the form of support and counselling for the design, procurement and management of their POS & Auto-ID projects, and that is exactly what the professional customers demand." As a French national, Richard will be based in France. Also as part of the development of its POS and Auto-ID business, EET Europarts has added the YouJie low-end scanners from Honeywell to its portfolio. YouJie scanners are available through EET Europarts POS and Auto-ID businesses in Austria, Belgium, Czechia, Denmark, Egypt/a>, Finland, France, Germany/a>, Hungary, Ireland, Italy, the Netherlands, Norway, Poland, Romania, Russia, South Africa, Spain, Sweden, Switzerland, Ukraine and the United Kingdom.
Middle East: Mario M. Veljovic, who was lately vice-president for broadliner Global Distribution, has left the company with a few former colleagues and distribution experts to join dormant VAD Technologies, in a bid to make it a new major VAD in the region. VAD Technologies was created last year as a company of an undisclosed shareholder, but not really visible until the arrival of Mario and his team. "As ICT Solutions are becoming increasingly complex for the Channel Ecosystem, we felt it was the right time for a solutions based VAD in the Market. VAD's vision is to deliver world-class technology products and solutions to its resellers that will support transforming the IT landscape", explained Mario to ITdistri. According to him, VAD Technologies will act as a incubator for new, innovative vendors and technologies, with a light albeit experienced team (10 people today, up to 15 by the end of the year). All the vendors it will carry will be organized around the datacenter and hyperconvergence market, with emerging companies such as Pure Storage, Cryptzone, etc. A bit like the Big Technology division of network and security VAD Exclusive Networks. "We wish to remain a focused distributor, because the technologies we distribute are complex. When you become a larger VAD, you take more time to administer, rather than to develop the Business, to the cost of the true values we are committed to", he says. VAD Technologies will also work with major vendors such as Fujitsu and its Primeflex-based hyperconverged solutions, as well as their "K5" cloud offerings, to help them better address emerging technologies in the market. The GCC market will be the main focus with Offices in the major markets, such as the UAE, Saudi Arabia and Qatar. "In the mid-term, we plan to be present in all major MENA markets, including North Africa and Levant", concludes Veljovic.
MEA: authentication vendor Authlogics has appointed network and security VAD EliteVAD and broadliner AxizWorkgroup to grow the customer base for its multi-factor authentication platform across Middle East and Africa (thanks to EliteVAD offices in Dubai, Egypt and Kuwait and AxizWorkgroup teams in Botswana, Mozambique, Namibia, South Africa and Zambia), focusing on the enterprise market and specifically the financial services sector. Authlogics recently launched its Authlogics for Retail Banking. The platform enables banks to replace hard-tokens and passwords with highly secure, convenient and consistent 1.5 Factor Authentication or 1.5FA, 2FA and 3FA logon methods. Authlogics for Retail Banking can be deployed for customers accessing online, mobile and telephone banking services, as well as providing additional layers of security for ATM and Point of Sale devices.
Network and security VAD SCOPE Middle East has become a member of the HID Advantage Partner Programme. According to SCOPE, the HID Advantage Partner Programme is a loyalty-based initiative which provides partners with the ability to evolve their relationship with the vendor for scalability and overall growth. Under the programme, SCOPE will distribute the full range of IAM Solutions, including HID Global's ActivID Authentication solutions and ActivID Credential Management System. In addition, SCOPE will work closely with HID Global to enhance end user value in the Middle East and North Africa (MENA).
Sparepart specialist Service Parts Logistics (SPL) has long been the authorised channel for Hewlett Packard Enterprise, enabling it to supply genuine original HPE parts and upgrades to its customers. This year SPL has added genuine HPE networking and storage equipment to their customer offering via the HPE authorised spares channel. In terms of the range of networking and storage equipment made available by HPE, SPL stocks the full current portfolio, as well as versions of previous generations of hardware at much reduced pricing – from HPE Flexfabric and modular switching, to fixed port switching, routing, security and wireless access points and controllers. Similarly, with regards storage, SPL is ideally positioned to offer a "shopping cart" solution where every item from hard drives to chassis is available as an equivalent spare through its HPE channel.
Finally, security VAD StarLink has signed a distribution agreement with Nexthink, a leader in end-user experience management. StarLink will sell, install and support Nexthink end-user IT analytics solutions through its extensive network of channel partners to enterprise and government customers in the region, through its offices in Bahrain, Egypt, Kuwait, Oman, Qatar, Saudi Arabia, South Africa, Turkey and the United Arab Emirates. By combining real-time endpoint analytics and end-user feedback Nexthink helps IT improve business impact. Nexthink’s unique analytics and visualizations provide new insight and enable IT to adopt proactive operations, reduce costs and ultimately enhance end-user business productivity. Nidal Othman, Managing Director of StarLink, said: "we are happy to be appointed a Nexthink distributor for the META region especially since Nexthink complements our Solutions Lifecycle Portfolio. Offering unique end-user experience management solutions to enable companies to improve their IT services, enhance their security and ensure compliance, Nexthink shows great potential in the market." Ghassan Al Kahlout, Regional Director Saudi Arabia and Turkey at Nexthink, said: "Nexthink aims to establish a strong foothold in META regions and StarLink can make this possible with its expertise and rich experience in enabling technology companies reach full market potential. Teaming with StarLink moves us even closer to delivering on the promise of end-user experience management for organizations of all sizes." (source: Intelligent Tech Channels Africa and ITP Middle East)
Danish sparepart specialist Comway Distribution has reached an agreement to acquire its Swedish-based competitor Convena International for an undisclosed amount. The acquisition is the first step in the realisation of a new growth strategy. Comway Distribution is pleased with the successful acquisition of Convena International, which has a good name in the market. Convena International will complement the Danish IT distributor's current business model and strengthen its business platform with a range of agreements with global manufacturers.
"We are very pleased to have successfully reached an agreement with the owners of Convena International on an acquisition. We will continue to participate in the growing consolidation in the industry. We believe that a collection of more brands under a single roof, combined with a deeper understanding of the products, will create additional value for our customers. Convena International is very similar to Comway Distribution, making us a bigger and stronger company from day one, while further reinforcing our local presence in the EMEA region", says Peter Klaris, CEO of Comway Distribution – a view that is seconded by Tomas Ingvason from Convena International. "Many potential buyers have expressed interest in us in recent years. We are certain that Comway Distribution is the right buyer. They match us well in terms of their products and their people. Comway Distribution is known and respected in the market, and I see a lot of opportunities for further developing the two businesses and creating a strong, unified company", says Tomas Ingvason, former majority shareholder of Convena International.
Convena International, which had turnover of approximately €32m in 2016, has offices in Latvia, the Netherlands, Norway, Sweden and the United Kingdom, while Comway Distribution has offices in Czechia, Denmark and France (its Swedish office having been closed just before the acquisition, while the American office has been closed in September following the departure of its sales manager). The new offices bring the new company even closer to its customers and increases its local presence. "This acquisition strengthens our product portfolio for the benefit of our customers. The combination of the two companies will also further strengthen our digital setup. We have invested in a state of the art e-commerce platform that is fully equipped to fulfil our digital ambitions. And we have also made major investments in our capacity to support customers', suppliers' and other business partners' demands for complex solutions via EDI", says Peter Klaris.
MEA: infrastructure VAD Ingram Micro North Africa, based in Morocco, has inked a distribution partnership with Lenovo, focusses on its storage systems and servers.
In Dubai, network and security VAD Nuvias MEA has started to distribute solutions from Mimecast, an email and data security company, in the Middle East to support its growth plans across the region. This partnership is in response to the growing business, robust customer base and strong demand for its cloud security solutions in the region. Nuvias MEA will drive business in the area through its strong channel network and innovative channel programs. Channel partners will benefit from enablement programs, technical support and consulting services, backed by highly qualified experts from both Mimecast and Nuvias. Alasdair Kilgour, Vice President Middle East and Africa at Nuvias, commented: "Mimecast is a very significant addition to the Nuvias MEA Cybersecurity Practice solution stack because of its ability to protect the enterprise from email-based attacks including impersonation attacks, social engineering and ransomware. We are delighted to be working closely with the local Mimecast team to bring their cloud email continuity services to our reseller partners and their end-users across the region."
Meanwhile and still in Dubai, Nuvias' competitor Redington Value and Chinese vendor Huawei, have started a collaboration in the information technology space with the objective of developing smart, futuristic solutions together. "Huawei is not only one of the leading providers of information and communication technology but is also steadily changing the landscape in emerging technologies such as cloud computing and internet of things", said Ramkumar Balakrishnan, President, Redington Value. "Huawei and Redington Value have a common ideology in terms of how digitalization is transforming the IT industry and how different industry verticals can use disruptive IoT technology to their advantage and increase productivity. The partnership is focused on collaboration with Huawei's cloud offerings and internet of things. We will also leverage the Red Vault to host leading Huawei technologies for the benefit of industry specialists while engaging jointly on smart city projects. Additionally, we look towards our other key initiatives such as the Red Cloud and our consultancy arm - Citrus Consulting to provide impetus to our strategy this year."
Finally, Taïwan-based vendor TP-Link has appointed telephony specialist SALE International as its distributor for the Neffos smartphone portfolio in Oman, after the distributor has started to diversify its business into mobile phone distribution some months ago. According to the vendor, the appointment of SALE International as its distribution partner paves the way for the company to develop its business in the channel space in Oman. Lucas Jiang, General Manager TP-Link Middle East and Africa (MEA), said the company is delighted to have signed SALE International as its distributor in Oman: "SALE is one of the largest telecoms focused distributors in Oman and the wider Middle East. By appointing SALE International to distribute the Neffos range of smartphones and accessories, we are demonstrating the commitment that TP-Link is serious about growing its mobile devices business in the region." Jiang said TP-Link selected SALE International because it is a reputable distributor with solid presence in the telecoms distribution space in Oman and the region. Naser Khalid, Country General Manager SALE International, said: "adding Neffos to SALE's basket will bring further value to us as a distributor that wants to grow its business in the mobile devices trade. TP-Link is a well know brand in the computer industry and with Neffos as the company's mobile brand, we will have their commitment to innovate and provide an aggressive line up of mobile handsets. The plans presented and the interest shown by TP-Link in building the mobile brand was impressive and is what led us to sign as their distribution partner. The partnership between TP-Link and SALE International is a strategic one, which will bring value to consumers with quality products being delivered to the market through a well-established distribution set up. SALE International's strength is distribution and we currently have business relations with more than 2,000 mobile phone independent retailers in the Sultanate. The response for the Neffos range from channel partners has been positive and we are looking forward to maximise the positive feedback."