Opportune setting

Regional distributor FDC International is looking to grow its footprint with a range of new channel initiatives that will bring more focus on emerging markets in the Middle East region

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Opportune setting Alan Pourmirza, Infrastructure Manager, FDC International
By  Manda Banda Published  November 21, 2012

Regional distributor FDC International is looking to grow its footprint with a range of new channel initiatives that will bring more focus on emerging markets in the Middle East region.

FDC has continued to report solid growth numbers this year and the Dubai-headquartered distributor has attributed its strong showing to improved efficiencies, increased productivity and increased vendor brands. In addition to its components, storage and notebook business, FDC has established an enterprise business unit.

Despite a tough business climate, FDC says it has managed to increase productivity, and expanded the brand offerings into other regions.

According to the distributor, it has also been able to ramp up its education activities in-country and improve overall infrastructure to channel partners.

Alan Pourmirza, infrastructure manager, FDC International, said it has been a challenging year but with the positive team spirit and effort inside FDC, the company will close on a successful note once more in 2012. “The distribution sector has recovered somewhat, although political problems are still affecting the overall distribution business in the region,” he said.

Pourmirza said the company is currently focusing on retail and the traditional channel with a solid product array that includes brands in: desktops/notebooks, storage solutions, components and enterprise sector.

The last two years have been challenging for most regional distributors with many going back to the drawing board to map out new strategies aimed at mitigating the difficulties they have faced in the market. This has prevented most distributors from meeting with channel partners. In addition, credit insurance has continued to be tight in the market marketing business conditions even more hard for reseller partners.

However, FDC managed to weather the storm by focusing on empowering and training, developing a comprehensive channel strategy, planning together with partners, optimising FDC’s infrastructure to control expenses, said Pourmirza.

This, added Pourmirza, helped the company to forge even closer ties with existing vendor partners and managed to bring in new ones. “We will be adding new areas for our existing vendors, new product lines, marketing campaigns and getting closer to our customers with multiple regional channel events going forward,” he said.

Pourmirza said as FDC International now has four business units namely storage, components, enterprise and systems, it still has some offerings that are missing and will be looking at opportunities that lead it to land new vendor alliances. “Currently, we are still missing some vendor technologies and brands and offerings in the mobility segment in particular smartphones are on the radar of the company,” he said.

He said in addition to bringing on board smartphones, FDC is also mapping out many deferent plans in different areas based on the market requirements. “The plan is to combine all the vendor plans and tailor make our business strategy and channel development plans around these initiatives,” he said.

Pourmirza said this year, FDC will utilise GITEX Technology Week to meet partners from all channels and to get their feedback, to have better understanding of the regional market requirement and most crucially, to design special programmes that aim to make them more profitable in the market. “There is no doubt that GITEX Technology Week gives us the platform to find-out new opportunities from our vendor partners and requirements of our various channels,”

Aside from the opportunities that GITEX offers, FDC says it will continue to extend its market footprint and the company is already present in most markets in the Middle East, North Africa and CIS. “We are already planning to expand in to new areas in growing markets across the region and we see GCC, Levant and North Africa as markets that will pioneer our growth in the coming year,” he concluded.

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