REGIONAL CHANNELS is a key market segment driving demand for you have got to fight for every project , but solutions being sourced by channel partners you do not get handed projects . You need to from Mayflex . The real estate investments work hard and make sure you get them .” driven by tourism and the upcoming
Mayflex ’ s infrastructure division sells Expo 2020 in Dubai are examples of the passive structured cabling solutions demand drivers for solutions that Mayflex including CAT6 , CAT6a , CAT7 cabling , is providing . “ It is a major sector for us and copper and fibre optic cabling , voice we will have a great success . It is probable , backbone cabling , power distribution units , there is not a hotel chain that we have not and intelligent management systems . In dealt with .” this division , Excel is the primary vendor
Across the Middle East and Africa region , and has been gaining market share from UAE is the primary market for Mayflex and all its competitors . Mayflex does not sell accounts for close to 50 % of its revenue . structured cabling from any other vendor . Mayflex sees strong demand for its solutions “ We are taking big steps and have from channel partners in Qatar and Saudi been taking a lot of market share from Arabia , followed by Oman , Kuwait and competition . It is only Excel here because Bahrain . Across Africa , Mayflex sees higher we are the manufacturer . There was too demand from selective countries including much conflict to take our brand and others , Angola , Ethiopia , Ghana and Tanzania . plus we have big competition . We are a
“ It is a very congested market , but it is a major player in those markets ,” explains lot for our brands and vendors . It is not that McLetchie .
KEY TAKEAWAYS
• Across Africa Mayflex sees higher demand from selective countries including Angola , Ethiopia , Ghana and Tanzania
• Across networking and electronic security divisions Mayflex does not own any brands and business model is pure distribution
• Brand awareness , trust , relationship , product , people , they are major drivers
• Channel partners need to build confidence with Mayflex , vendor partners , credit controllers
• Engineers at Excel Cabling Partners and Excel Solutions Partners have to go through refresher training and certification programmes every two years
• If channel partners have a consistent trading pattern , meet their agreements and adhere to them , credit terms can be extended
• It is not that you have got to fight for every project but you do not get handed projects
• It is probable there is not a hotel chain that we have not dealt with
• Mayflex and Excel channel partners need to have financial strength to close any project once they have initiated it
• Mayflex extends credit terms to partners that have good trading history
• Qualified Excel Cabling Partners and Excel Solutions Partners can submit their testing reports after installation to obtain 25-year Excel warranty
• Recently on-boarded channel partners need to be able to walk before they can run a marathon
• There is strong demand for converged IP solutions and a key requirement is skills competency of channel partners
• UAE is the primary market for Mayflex and accounts for close to 50 % of revenue
• We are very sensible when we give the terms that we give
• We have been trading for a hundred years and we are a financially stable company
Across the networking and electronic security divisions , Mayflex does not own any brands , and the business model is pure distribution . However , Excel ’ s structured cabling solutions provides an entry for vendors in Mayflex ’ s networking and electronic security divisions . “ It opens up doors and avenues to sell the CCTV , access control , storage , network switches , wireless LAN . The great thing about us is that we are able to solution sell . We are probably very unique . There are not many other competitors that can provide these types of solutions .”
Another driver for Mayflex ’ s solutions , is the increasing number of devices in the converged IP space that are leveraging new generation networking infrastructure , that is CAT6 and above . “ More and more Extra Low Power or ELV devices are being set up on a network . I think that is why consultants like us as well , because they do not need to go to multiple different vendors . They can come to us and we help identify a solution for them ,” elaborates McLetchie .
While Mayflex acknowledges , there is a strong demand for its converged IP solutions built on Excel structured cabling , a key requirement in the delivery process is the skills competency of its channel partners . Excel structured cabling , after installation and testing by a certified partner , carries a 25-year warranty . Some of its vendor security products carry a three-year and fiveyear warranty . But this works from the assumption that channel partners are competent and certified in their end-toend installation and testing process .
A precondition for Excel partner status is the certification courses they go through . Engineers at both Excel Cabling Partners and Excel Solutions Partners have to go through refresher training and certification programmes every two years and attend annual briefing events . Only qualified Excel Cabling Partners and Excel Solutions Partners can submit their testing reports after installation to obtain a 25-year Excel warranty certificate for the end user site .
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