DISTREE Latin America to drive channel development

by Stuart Wilson, Monday 13 August 2012

Tawfik Djafari, Event Director at DISTREE Events

DISTREE Latin America 2012 is just under a month away as final preparations get underway for the region’s leading channel development event. DISTREE Latin America 2012 will take place from 11th to 13th September at the Sofitel La Reserva Cardales Hotel in Buenos Aires, Argentina, uniting the channel community for three days of pre-scheduled one-on-one meetings, conference sessions, awards programmes and business networking opportunities.

DISTREE Latin America is now firmly established as the premier event for ICT and consumer electronics (CE) vendors looking to launch, build or manage channel partnerships with distributors and retailers in the Latin American region. Tawfik Djafari, Event Director at DISTREE Events, took part in a recent question and answer session.

Q: This is the second annual DISTREE Latin America. What changes can we expect for 2012?

Tawfik Djafari (TD): DISTREE Latin America 2012 event will be bigger, better and busier than the launch event that took place in 2011. The reaction to last year’s event was phenomenal with distributors and retailers really pleased that there was finally a regional event taking place inside Latin America where they could meet new and existing suppliers and network with their channel peers. We have taken on board all the feedback from delegates and the fact that the event is now established in the region has really helped the recruitment process. The number of distributors, retailers and resellers already confirmed to attend is ahead of our forecasts. We have switched the venue from Brazil to Argentina in 2012 because we know that many of the vendors that attend regularly like to experience different markets firsthand each year.

Q: What makes DISTREE Latin America an attractive proposition for vendors to participate in?

TD: More than 50 vendors are set to participate at DISTREE Latin America 2012. There is growing demand in Latin America, meaning more attention from vendors looking to capitalise on the growth opportunities that exist. DISTREE Latin America gives vendors a unique cost-effective platform to optimise their regional go-to-market strategy and meet diverse partners from across this huge geography in one place at one time. There are challenges to doing business in Latin America in terms of import policies and business structures. Our event allows vendors to meet the partners – be they distributors or retailers - on the ground that can really help them build viable and long-term channels in the region.

Q: Can you explain more about who is invited and what the benefits are for vendors?

TD: Our research team identifies the region’s leading retailers and distributors and invites their senior executives and buying teams to attend DISTREE Latin America. All the vendors that participate in the event use our powerful web tools to request one-on-one meetings with the channel partners they wish to meet. This is done before the event begins so that everyone attending has a clear and purposeful personal agenda to follow during the three days of DISTREE Latin America 2012. We bring the right people together in one place at one time and give them the tools and resources to create or expand partnerships.

Q: How satisfied are delegates with this approach and will it work in the Latin American market?

TD: Hundreds of new and expanded distribution deals have been struck across the globe as a result of meetings and business relationships initiated at various DISTREE events. Vendors appreciate the cost-effectiveness and efficiency offered by the event platform. This is the second annual DISTREE Latin America after a successful launch in 2011. Vendors can achieve as much in three days as they could in three months if they were traveling around the region trying to set up meetings on their own. The channel partners like the event because they get to meet multiple vendors in quick succession. In addition to meeting with existing product suppliers, they can also meet and evaluate potential new vendors.

Q: Is DISTREE Latin America aimed at vendors that already have operations in Latin America?

TD: DISTREE Latin America provides a powerful window of opportunity for manufacturers recently launched in the region or those carrying out market assessments ahead of possible entry into the market. At the same time, it is also an incredibly cost-effective event for vendors that already have operations established in the region. DISTREE Latin America is the most influential gathering of channel executives in the region. With representatives from more than 130 leading channel organisations – including the region’s major distributors and retailers – this event, more than any other, helps drive the agenda of channel development and gives vendors unique market insight. Although this year’s event takes place in Argentina, it is important to stress that is a continent-wide business development platform with delegates from 15 countries across South and Central America.

Q: What other benefits are there for delegates attending DISTREE Latin America 2012?

TD: During DISTREE Latin America 2012, delegates will also have the opportunity to attend a keynote speech from Dr Rudi Aunkofer, Global Director for IT at GfK Retail & Technology. Press partners will also attend, giving vendors the perfect opportunity to showcase their latest products and solutions and build channel awareness. The DISTREE Latin America Strategy Forum will also return for the 2012 event with input from channel research house CONTEXT. The DISTREE Latin America agenda also includes the popular ‘60 Seconds to Convince’ new product awards as well as the ‘LatAm Channel Academy: 2012 Awards’. By partnering with national channel associations such as ABRADISTI from Brazil and CADMI PyA from Argentina, we can also deliver real insight into national channel structures.

Q: What would you say to vendors that still might be unsure of whether to attend or not?

TD: Latin America represents a huge and fast-growing market opportunity. However, to be successful in this market you need to understand the channel landscape, the business culture and the importance of face-to-face meetings as a means of establishing lasting relationships. We do some of the hard work for vendors by researching, selecting and inviting the region’s leading partners. By giving the vendors the opportunity to schedule one-on-one meetings with these partners we aim to simplify their channel development process. Attend a three-day event and learn more about the realities of business in Latin America than you would in three years of working with an export-focused partner in the USA or elsewhere.

Q: Final thoughts on DISTREE Latin America 2012?

TD: If you’re looking to develop in Latin America and build new channels to increase your sales, attending DISTREE Latin America is the smart option – maximum benefits, minimal risk and a compelling return on investment. The region’s top distributors and retailers in one place at one time – just think about that. If you’re involved in the Latin American IT channel, you need to attend DISTREE Latin America.

DISTREE Latin America

The 2nd annual DISTREE Latin America takes place on September 11-13th 2012 in Buenos Aires, Argentina. DISTREE Events expanded into the Latin American market in 2011, driven by demand from ICT and consumer electronics (CE) vendors for a regional channel development platform. DISTREE Latin America offers easy access to major buyers from across this vast region in one place at one time. www.distree-latam.com

DISTREE Latin America offers vendors a powerful and cost-effective platform to meet senior executives from major distributors and retailers from across this vast continent, accelerating channel development for all attendees. Follow DISTREE Latin America updates on Twitter www.twitter.com/DISTREE_LatAm

Vendors, distributors and retailers interested in attending DISTREE Latin America should contact tawfik@distreevents.com quoting code DLA12.

DISTREE_Events