COMPUTING

FUJITSU-SIEMENS COMPUTERS WANTS HIGHER NIGERIAN MARKET SHARE

Bombarded all around with major headline news about the opportunities that abound in the huge Nigerian IT market, Fujitsu-Siemens Computers finally took the decision to play a more active role in the market last week. Representatives of the company were in Nigeria to hold a seminar with resellers, dealers and high networth customers of the company at Eko Hotel & Suites weekend.

The Managing Director of High Performance Distribution Nigeria Limited (Pierdist), the company's distributor in Nigeria, Antonie Bridi, said this is the first time such a high delegation would be coming to Nigeria to show commitment to the Nigerian market.

The Sales and Distribution Channel Manager, English-speaking Africa, Dino Kondos, who addressed the press, said so far, Fujitsu Siemens Computers which operates in Europe, Middle East & Africa, remains the only vendor left who manufacture, internally its own motherboard. Others contract out to third parties. As a result of this, he said, "we can then guarantee high level of relibaility."

Kondos stated that as a multinational European manufacturer, Fujitsu Siemens employs mostly an in-country channel strategy. He said the company supports local dealers to generate revenue that would help them develop their business.

According to him, FSC is the number three in Africa excluding South Africa. Its market share moved 48.8 percent from 2003 to 2004. For mobiles, where it recorded a growth rate of 162.9 percent and occupies a market share of 7.8 percent, it is number four. In this category, it sold 6000 systems.

In the server market, it is number four with a market share of 2.3 percent and a growth rate of 24.2 percent.

All the figures combined, the company enjoys a market share of 44.4 percent in Africa even as it reported that its business grew by 23.8 percent during the same period.

The product and brand well accepted in Africa. The quality of the product reliable," Kondos could now boast.

"We see West Africa as a critical region for us especially the Nigeria market The Company has continued to invest in the skills of local resellers in certification training."

Although it has established some sort of presence in Nigeria for about three or four years now, serious activities concerning the product just really got started in Nigeria with the appointment of Hiperdist as the major distributor.

The strategy is that by end of 2005, the country should have acquired up to 15 percent of the market.

Part of this strategy is the appointment of Hiperdist. Also, local stockholding would be improved.

There are other appointments. Like the appointment of Siemens Nigeria limited as the corporate reseller, ICL Nigeria as reseller, and Geomesat & Co Limited also as reseller

Bridi whose Hiperdist is also a major distributor of HP, Dell and other products noted however that the alliance with FSC is not so much to compete with HP and other noted global brands but as to offer customers choice.

"When we talk about Business Critical Computing," the company says, "it is about more than just the security of IT. It is indeed the core of most customers' requirements. A reliable, stable and manageable IT environment allows them to think about the future instead of mending the past."

And for consolidating banks, the company would readily admit that consolidation has become a critical factor for IT managers. This is moreso since the cost management has acquired vastly greater importance in times of economic downturn and new investments are concentrated on purchases that will pay off quickly. "As part of our Business Critical Computing strategy,"Kondos would adopt company's statement, "we are enabling customers to reduce, simplify and optimize IT infrastructure - fewer servers, fewer storage elements and fewer applications means easier maintenance and administration - both core facets of IT consolidation. Enterprises can dramatically lower the total cost of ownership - on average by 15 - 30 percent, and at the same time increase efficiency and performance."

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