Jumbo IT Distribution
Rajesh Aiyar, Senior Manager IT
Tel: +971 4 337 6999
Active accounts: 700
Regional offices: UAE, Oman, Bahrain, Qatar, Kuwait.
Key brands: HP, Acer, Iomega, Belkin, Samsung, Sony, RIM, Ricoh, Brother, Nokia,
Ownership: Privately held as part of Jumbo Electronics Company.
2011 sales: $443m
2010 sales: $352m
What were the company’s milestones in 2011?
Last year, we held our place in the power retail sector and consolidated our brands. We managed to increase our market share after adding new power retailers and traditional IT dealers.
What are your strategic plans for the rest of 2012?
Our objectives for this year and beyond are to continue to add depth to the brands that we currently represent. We will be adding more product lines from the existing brands and enhance our focus and initiatives on resellers that target the corporate segment.
What is the most pressing distribution issue?
Price discipline remains a thorny issue in the distribution space. We would like to see more vendors get involved in regulating product price to ensure that there are no price wars. Another is credit for partners is tight.
Has the Middle East distribution sector recovered from the downturn?
Certainly, the sector is recovering as we have seen stability in purchasing and consistent repeat buying from channel partners.
Verdict: Jumbo’s $1 billion plus business comes from a varied mix of businesses that include its retail, systems integration, IT services and broadline distribution. Jumbo IT Distribution’s assessment to add new vendor partners (Iomega, Belkin and Samsung) has yielded dividends as the distributor increased its sales revenues by 26% to post a solid figure in 2011.