Tripp Lite back tp full strength after Tech Data deal reactivated

UPS vendor admits its Middle East distribution relationship with Tech Data remains as strong as ever now that the pair have overcome their brief separation in the summer

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By  Published  November 30, 2006

UPS and peripherals vendor Tripp Lite claims its relationship with Tech Data Middle East continues to go from strength to strength despite their brief split earlier this year. Tripp Lite was ditched from the distributor’s portfolio during the summer period when former boss Adnan Al Falah conducted an annual review of the company’s product offering.

However, Al Falah’s subsequent departure from Tech Data shortly after the decision was made led to the distributor’s new management team restoring the original agreement.

Vipin Sharma, VP EEMEA at Tripp Lite, explained: “The ex-CEO [at Tech Data] had a view, and it was not only us affected — he wanted to terminate the contracts with some other companies. His reasoning was that he wanted to cut down on the vendors in his portfolio and we were one of the ones selected.”

As Tripp Lite’s only regional distributor — covering 10 countries across the Middle East — Tech Data’s decision threatened to have significant implications for its go-to market strategy, but Sharma insists the company faced “just one week of turmoil” before the two firms worked out their differences.

“Functionally, the contract never got cancelled or anything of that sort because it was hardly a week — 10 days maximum,” he added.

“After Adnan left, the new management came over and we had an excellent meeting with Hanspeter Eiselt and Mike Vosper. We never had any down time in terms of stock change or stock returns. We are back again, really happy and all the team is motivated.”

Meanwhile, the vendor has ramped up its position in the UAE retail arena by inking a distribution deal with Jumbo Electronics, which will market its range of retail products, such as laptop bags and UPS.

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