PCR December 2015 by Biz Media Ltd

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20 2016 tech trends How will the UK IT channel evolve going into next year?

26 Win a PCR Award All you need to know about next year’s Awards ceremony

39 Inside look at VIP PCR goes behind the scenes at distributor VIP and tours its warehouse

3 > DECEMBER 2015 COMPUTER & IT RESELLERS z RETAILERS z SYSTEM BUILDERS z DISTRIBUTORS z VENDORS

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DELL’S RETAIL RETURN PCR speaks to Michael Dell about the future of the vendor’s consumer business…

HAVING SET its sights on the datacentre, with servers, storage and virtualisation at the core of its strategy, what does this mean for Dell’s PC arm? Surprisingly, despite desktop sales being down across the market, Dell has enjoyed 11 consecutive quarters of growth in its client business, and hopes its partnerships with distributors Exertis, Tech Data, Hammer and Ingram Micro will help make it the number one PC vendor. PCR interviews the company’s founder and CEO Michael Dell at the Dell EMEA Solutions Conference in Vienna, to talk about being back at retail, winning resellers over and how it’s becoming a leader across all ‘four big pillars of IT’. Read our interview on page six and more from the event on page 18.

MICHAEL DELL INTERVIEW – P6 DELL EMEA SOLUTIONS CONFERENCE – P18 PCR BOOT CAMP NORTH REVIEW – P23 COMPTIA STATE OF THE CHANNEL REPORT – P36

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CONTENTS & COMMENT

MEET THE TEAM

CONTENTS

COMMENT

REGULARS Dominic Sacco Editor dsacco@nbmedia.com @Dom_Sacco

Analysis: Dell at retail

Analysis: Changes afoot

at Exertis 7

Analysis: PCR Woman of

the Year winner targets retail 12 Number crunching

Laura Barnes Online Editor

14 Appointments

lbarnes@nbmedia.com

14 Events

@RoraDrum

17 Opinion

FEATURES Jennie Lane Sales Manager

18 Dell partner conference 20 Predictions for 2016

jlane@nbmedia.com @jennielane1

23 PCR Boot Camp North 2015 review 26 How to win a PCR Award 31 Interview: Nova Smith

sgoldhawk@nbmedia.com @sarzgoldhawk

36 CompTIA’s State of the Channel report 39 Behind the scenes: VIP Computers 42 Retailer of the Month:

Dan Bennett Designer

Expert Tech IT

dbennett@nbmedia.com

44 Mystery Shopper: Online Christmas tech gifts 47 Top marketing tips 47 Gaming column Elizabeth Newton Production Executive

48 Tricks of the Trade

enewton@nbmedia.com

PRODUCTS 51 Stocking ﬁllers 55 Smartphone accessories Andrew Wooden Interactive Entertainment Content Director

59 Acer Predator range 61 Recommended products

awooden@nbmedia.com @pcr_online

OUT OF OFFICE 64 In The Hot Seat: Darren

NewBay Media is a member of the Periodical Publishers Associations

Incorporating

Roberts, Razer 64 Boot Camp North pics 65 Industry Tweets 66 Guess the exec

ISSN: 1742-8440 www.pcr-online.biz

THE UK PC market is transforming at such a pace that won’t be fully realised until we look back on this period a few years down the line. Black Friday has completely altered how retailers sell over the festive period, and we’re arguably still ﬁnding our feet in this area. Should physical stores get involved? What’s the best way to drive sales without crashing your website? Is Black Friday even worth it? These are all questions that we’ll be able to better answer in the coming years. Changes are afoot on the High Street too. Keep your eyes peeled for a big tech retail announcement on www.pcronline.biz in early December, plus you can read what Michael Dell has to say about the importance of retail in an interview with PCR (page six). On the cloud computing front, both Amazon and Microsoft are ﬁghting to launch UK-based datacentres (page eight).

28 CES 2016 preview

Sarah Goldhawk Account Manager

Editorial: 01992 535646 Advertising: 01992 535647

We’re going through changes

“Make sure you’re in the running for a PCR Award next year. Get your nominations in now – lobbying closes soon.” For a closer look at some of the other changes happening in the PC market, check out our 2016 predictions on page 20 and CompTIA’s State of the Channel report on page 36. We’re also making a few changes here at PCR. Following our reader survey, you spoke and we listened. We’re introducing a new regular ‘Tricks of the Trade’ feature (page 48) offering advice on a different topic each month to help you boost your business. We’ll also have marketing tips from a different expert each month, starting with Gemma Telford on page 47, as well as a new gaming column (also on page 47). Interviews with MDs and directors can provide a great insight into a business (see our interviews with the PCR Woman of the Year on page 31 and VIP’s Rich Marsden on page 39), but they don’t always tell the full story within a company. In light of this, we’re introducing a Team of the Month proﬁle to highlight some of the seemingly underrated but vital teams in the industry, from warehouse staff to sales teams, HR, store staff and more. If you’re interested in being featured, please drop me an email. Last but not least, make sure you’re in the running for a PCR Award next year (page 26). Get your nominations in now as lobbying closes in a few weeks. Dominic Sacco, Editor dsacco@nbmedia.com

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PCR-ONLINE.BIZ ANALYSIS

‘We’re still serious about PCs and want to grow our retail business’ Michael Dell may have servers, storage and virtualisation in mind following the EMC acquisition announcement, but what about retail and hardware sales through traditional distribution? Dominic Sacco asks Dell’s CEO at the vendor’s EMEA Solutions Conference in Vienna… OVER THE last 12 months Dell has made a dramatic shift in its strategy that could see it become the number one PC vendor in the world. For many years Dell sold computers direct to customers, but over the past few years it struck distribution deals with the likes of Ingram Micro to offer a larger range of products – software, hardware and services – to commercial customers in the channel. In 2015 alone Dell has made its portfolio available to Tech Data and also signed a deal with Exertis to bring its products back to retail. Another big change for the firm was, of course, going from a public to a private company back in late 2013. But having just announced its plans to acquire VMware owner EMC in a bumper deal worth around £44 billion, is it really serious about retail? Or does Dell’s future lie solely in the datacentre? The company’s founder and CEO Michael Dell told PCR: “We’ve had 11 quarters in a row gaining share in our client business, so that should indicate that we’re quite serious about the PC business. “The last time we strung together 11 quarters of growth was in the 1990s. So one of the things that we said we were going to do when we went private was to grow our share of the PC sector. We’re doing that. “If you look at our recent line-up of the new XPS13, XPS12 and XPS15, they are really fantastic products doing quite well. There are

6 | PCR December 2015

1.8 billion PCs in the world and 600 million of them are over four years old. Windows 10 is doing very well, we are absolutely committed to that space and the retail consumer is an important growth component of it.” He continued: “We’re certainly more in the commercial space today, but our brand is well regarded, we’ve got fantastic products and brand in consumer, and we are reasserting ourselves in the consumer space in key countries here in Europe. We also have a fantastic cult brand in Alienware, which has resonated very well with the gaming community. “To give you a sense for some of the things we’re doing in our consumer business, in China, where we’ve had really spectacular growth, we have almost 12,000 Dell exclusive stores that sell our products and a number of Alienware exclusive stores as well. “And so we’re working with retailers in the UK and other countries to grow the retail consumer business.” Michael Dell spoke about PCs being one of four ‘big pillars of IT today’ – the others being servers, storage and virtualisation, with enterprise making up around 70 per cent of its business. “Our new company will absolutely be a leader in all of those key parts of the IT of today,” he commented. “In addition, our company will be a leader in the IT of tomorrow, which we think of as the third platform.

“We are reasserting ourselves in the consumer space in key countries here in Europe.” Michael Dell, Dell

“This is what a lot of our customers are thinking about: ‘How do I transform my business?’ Digital transformation, the software-defined datacentre, converged infrastructure, hybrid cloud, mobile and security. “We do all of this with a company that has unmatched reach, with the largest customers in the world, all the way down to the smallest ones in almost every country in the world, a company with

over $80 billion in revenues, with unmatched scale, strength and innovation and supply chain. “We’ve had really fabulous growth in our partner program in the last few years as we’ve been focused on building more solutions, and partners have become increasingly important in delivering those to a wide set of customers.” Read more from Dell’s 2015 EMEA Solutions Conference on page 18.

www.pcr-online.biz

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PCR-ONLINE.BIZ ANALYSIS

Big changes afoot at Exertis TECH DISTRIBUTION giant Exertis has undergone huge developments over the past few years, and more change is on the horizon. Two years ago, Gem, Micro-P and MSE rebranded under the Exertis banner, acquired Basingstoke-based Cohort Technology and in 2014 announced it would be growing its European and international footprint. The distie acquired Swedish tech distribution business CapTech, before picking up consumer electronics distributor Computers Unlimited earlier this year in a £24 million deal. Now Exertis has made an offer to acquire CUC Groupe, a cabling and connectors distribution business headquartered near Paris. It means the big continue to get bigger, and the trend of market consolidation in the UK tech distribution sector continues. Aside from acquisitions, Exertis is planning to grow in

“Exertis plans to become the go-to distributor within the expanding smart home sector.”

other ways. It has begun construction of a new 450,000sq ft UK national distribution centre in the North of England, close to the majority of its existing facilities. In terms of staff changes, Exertis has announced the departure of Grahame Smee, MD of Exertis VAD Solutions. The firm has also realigned the structure of its networking team, which now falls under the company’s expanded enterprise proposition. This

sees Sarah Potter moving internally from computing B2B business development manager to networking general manager, looking after commercial relationships with vendors and pushing its white-label services to resellers. Warren Haines, who recently joined the networks division as enterprise networks business manager, will be responsible for brands including Dell, Huawei, Allied and Avocent, while Amanda

Henley has been appointed networks product specialist. Rod Slater, who worked on Exertis’ traditional networks business, will now spearhead its smart home business. Exertis says it wants to become “the go-to distributor” within this expanding sector, and is exclusively offering solutions from smart tech brands including Philips, Nest, Canary Connect, Energenie, iHealth Labs, Lifx, Motorola, Myfox and Yeelight. The distie has also announced the availability of Ricoh’s entry level Multi Function Device (MFD) range, as well as the Lumia 950 and Lumia 950 XL Windows 10 smartphones. Exertis saw operating profit fall from £15.2 million to £8.6 million year-on-year during the six months ending September 30th 2015. It partly blamed the fall on “reduced sales of products of one large supplier”.

Woman of the Year winner targets retail NOVA SMITH, winner of the 2015 PCR Woman of the Year award, has outlined her plans to conquer the High Street. She began importing from China into the UK in 2011, before branding budget tablets and accessories under her own IT Tablet PC label, turning an initial £3,000 investment into a business with annual sales of more than £3 million. Nova’s tablets are regularly listed in the top 100 best sellers on Amazon, and the ‘it tablet’ features in the top 10. The latest IPS tablet product even became the No.1 bestselling tablet on Amazon over the August bank holiday earlier this year, eclipsing both the Kindle and the iPad.

www.pcr-online.biz

Now that she has achieved online success, Nova has turned her attention to bricks and mortar tech retail. She’s looking to partner with a retailer to bring her products to a wider market. “I’ve just brought out some fantastic products that will be absolutely ideal for retail,” Nova Smith told PCR. “They’re still under the £99 bracket, featuring 10-inch IPS, gorilla glass, and will compete with the iPad.” “The £59 ‘Ittle’ kids tablet I had with me at the PCR Woman of the Year awards has been received brilliantly – the reviews for that are amazing on Amazon. Then I’m bringing out a seven-inch IPS one, which is £59 and doesn’t

have the case, but it has 16GB of storage. I want to put those into retail, or go into a partnership with a retailer to create a brand that’s specific for retail. “I also want to go into duty free in airports or on airplanes. “I’ve never ventured into retail, but I’m hoping the PCR Woman of the Year award will give me a bit more kudos and an extra edge over my competitors.” Nova added: “Another thing I want to do is have a disposable tablet – one you can buy in a train station or airport from a vending machine, for around £25. “It would be a fully functioning tablet, but if it gets damaged, for £25 it’s

“I’ve brought out some fantastic products that will be absolutely ideal for retail.” Nova Smith, IT Tablet PC

kind of throwaway technology. What we’ll do is recycle it.” Nova won PCR Woman of the Year 2015 at our awards bash in October, receiving the award from Maggie Zaboura of headline partner Zaboura Communications. For the full interview with Nova Smith, read page 31. PCR December 2015| 7

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News Bytes GPU SHIPMENTS FALL Global GPU shipments decreased 19 per cent yearon-year during Q3, with desktop graphics chips down 13 per cent and notebook chips down 22 per cent. However, analyst JPR reports that AMD’s overall unit shipments increased 15.87 per cent, Intel’s rose 5.08 per cent and Nvidia’s increased 21.39 per cent quarter-on-quarter.

JEFF GOLDBLUM GETS TECHY FOR CHRISTMAS Forget John Lewis’ Christmas tearjerker – Currys/PC World has signed Jeff Goldblum to star in its £10 million Christmas advertising campaign. The Jurassic Park icon is featuring in a number of humorous TV and internet adverts.

LENOVO TAKES RECORD PC SHARE Lenovo grabbed a record 21.2 per cent share of the PC market during its financial Q2 period, making it the number one PC vendor for two and a half years in a row. Overall revenues hit $12.2 billion in Q2, up 16 per cent year-on-year, but Lenovo posted an overall $714 million loss during the quarter.

INGRAM SIGNS COOL NEW DEAL Distributor Ingram Micro UK is now the new distributor of RaidSonic’s Icy Box brand in the UK. The partnership makes Ingram one of two distributors supplying Icy Box storage solutions and multimedia peripheral products in the UK, following distribution agreements already established in Belgium, France, Hungary, Italy, the Netherlands and Spain.

KOLINK CASES BOAST ‘GREATER MARGINS’ Distributor Caseking is now supplying Kolink gaming and business desktop computer cases – as well as PSUs – to UK resellers. “The Kolink products are rich in features, but also are competitively priced, giving resellers greater margins,” Caseking said in a statement. The line-up includes nine cases, three PSUs and eight barebones systems.

8 | PCR December 2015

Microsoft and Amazon fight over UK cloud space UK datacentres are set to open next year, courtesy of Microsoft and Amazon Web Services, but what does this mean for the IT channel? Dominic Sacco analyses the announcements… TWO TECH giants are going head-to-head in the race to open UK-based datacentres. These will be springing up in late 2016, providing customers with quicker and more reliable access to data. This, of course, will make cloud services more attractive to consumers and businesses, and give resellers and retailers more opportunities to capitalise on the growing demand for cloud services. In early November, Amazon Web Services announced it will be opening a UK region late next year, and Microsoft followed suit just a few days later, revealing it will also open UK-based datacentres in 2016. “The new region, coupled with the existing AWS regions in Dublin and Frankfurt, will provide customers with quick, low-latency access to websites, mobile applications, games, SaaS applications, big data analysis, Internet of Things (IoT) applications, and more,” says Amazon CTO Werner Vogels. “We’re shooting to have it ready by the end of 2016, or early 2017.” Werner adds that more startups, small and medium businesses, large enterprises, universities and government organisations all over the world are moving to the AWS Cloud “faster than ever before”. Similarly, at Microsoft’s Future Decoded event in London in November, CEO Satya Nadella announced plans for Microsoft to offer commercial cloud services from the UK. Microsoft Azure and Office 365 will be generally available from local UK-based datacentres in late 2016, shortly followed by Microsoft Dynamics CRM Online.

“By expanding our datacentre regions, we aim to give local businesses the transformative technology they need.” Satya Nadella, Microsoft Microsoft also announced the completion of the latest phase of expansion for its datacentre facilities in Ireland and the Netherlands. All of this is part of Microsoft’s $2 billion+ investment on cloud infrastructure across Europe. “At Microsoft, our mission is to empower every person and organisation on the planet to achieve more,” explains Satya Nadella. “By expanding our datacentre regions in the UK, Netherlands and Ireland, we aim to give local businesses and organisations of all sizes

the transformative technology they need to seize new global growth.” Microsoft says that services delivered from these UK datacentres will “create new opportunities for innovation” and local economic growth for the company’s 25,000+ partners in the UK. It also said its existing customers, from consumers to the likes of Pizza Hut and Glasgow City Council, will save more money, be more productive and be more secure. “With a cloud adoption rate of 84 per cent, the UK is a

global leader in embracing the benefits of cloud-based solutions. Our commitment to offer Microsoft Azure, Dynamics CRM Online and Office 365 from local data centres will help meet such demand, especially for those organisations looking for solutions delivered from datacentres based in the UK,” adds Michel Van der Bel, area VP and general manager of Microsoft UK. “This will open opportunity for customers and partners alike to innovate, compete and grow their business using the power of the cloud, while adhering to strict standards and regulations like those found in banking, financial services and the public sector.”

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STATS

Number

crunching

A round-up of the most important stats and facts in the tech channelâ&#x20AC;Ś

71% 71 per cent of industry experts say they wouldnâ&#x20AC;&#x2122;t feel comfortable with driverless vehicles transporting their children. (Institute of Electrical and Electronics Engineers)

115 The number of companies that were named and shamed by the UK Government for failing to pay the national minimum wage. (Gov.uk)

1/2 Half of UK children claim to be more internetsavvy than their parents by the age of 13. (Kaspersky)

20 This year is the 20th anniversary of online retailer Amazon, which started off selling physical books. (Amazon)

12 | PCR December 2015

5bn The number of biometric transactions (payment using fingerprint scanners) will reach nearly five billion by 2019. (Juniper Research)

x2 $21.55bn Over the past 12 months, porn has more than doubled to replace malvertising as the biggest threat vector on mobile devices, with links leading to malicious websites. (Blue Coat)

Microsoft reported revenues of $21.55 billion for its first quarter of 2016, beating analyst expectations. (Microsoft)

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RECRUITMENT & EVENTS

Exertis appoints new COO and three more product managers as distie grows EXERTIS: The distributor has announced KEVIN PATERSON as its new COO. He will head up the company’s logistics and warehousing operations. In addition, he will take a leading role in the integration of consumer electronics distributor Computers Unlimited within the business, AMD: DARREN GRASBY has been appointed to the newly created position of president of AMD EMEA. Darren is currently corporate VP of worldwide component channel and general manager for AMD in Europe. He is responsible for driving AMD’s global channel and regional OEM sales CASEKING: HAL GREENWOOD has left Cooler Master to join distributor Caseking UK in its channel marketing department. Hal told PCR: “The Caseking core brands are forever going from strength to strength with a great team behind them. I am proud to be a part of Caseking and look forward GENEE: Former Entatech UK marketing boss STEVE PARKER has joined UK touchscreen display manufacturer Genee World as marketing manager. He will oversee the continued promotion and development within the education, retail and commercial sectors. DELL: FAYE ANDREWS (NÉE LE DUC) has joined Dell as retail marketing manager. Andrews previously worked at distributor Exertis UK, which she joined in 2010 and worked her way up from national account manager to head of marketing. As well as this, she spent three years with chip giant

14 | PCR December 2015

Kevin Paterson

and will be responsible for the new 450,000 sq ft UK national distribution centre. Exertis has also appointed JORDAN HOBDAY as components business unit product manager, IAN AINSWORTH as business development manager, and ROB O’BEIRNE as product manager within its Samsung commercial TV arm.

Darren Grasby

organisation, while building relationships with key customers and driving the platform message into the component channel. Grasby has been in the high-tech industry for over 20 years, with more than 16 years of experience focused on worldwide PC/peripheral manufacturing.

Hal Greenwood

to getting out there to talk about our latest products.” STEVE LING, executive director at Overclockers UK, added: “Hal joins the team at a busy time as Overclockers launches a new website and Caseking unveils its new Kolink brand.” Caseking owns UK etailer Overclockers UK. Steve told PCR: “Genee manufactures a robust range of interactive technology products and integrated presentation tools to over 80 countries worldwide. “I am looking forward to expanding our reseller base and cultivating new relationships.”

EVENTS The UK’s channel calendar is full of important events. Here are some highlights and dates to know… UK DRONE SHOW DECEMBER 5TH – 6TH 2015 NEC BIRMINGHAM The UK Drone Show will be the largest drone event to ever happen in the UK. It will feature all the latest aerial and terrestrial drone technology products and will focus on the safe use of drones, CAA regulations and drone industry careers, as well as special guest speakers. It will also host UK’s ﬁrst major indoor FPV racing and drone agility circuit.

CES 2016 JANUARY 6TH – 9TH 2016 LAS VEGAS, USA CES is the largest consumer electronics show in the world, showcasing more than 3,600 exhibitors, including manufacturers, developers and suppliers of consumer technology hardware, content, technology delivery systems and more. It will have a conference program with 220 sessions, and more than 165,000 attendees from 150 countries.

BETT 2016 JANUARY 20TH – 23RD 2016 EXCEL LONDON Bett offers an annual opportunity to experiment with the latest educational technology, hear from inspirational ﬁgures and experts in the industry and meet peers from around the world. The show is made up of workshops and demonstrations as well as a exhibition and the Bett Arena, which has a seminar programme exploring the biggest educational issues.

DISTREE EMEA FEBRUARY 24TH - 27TH 2016 GRIMALDI FORUM, MONACO Distree EMEA brings together over 1,000 delegates representing the leading etailers, retailers and distributors from across 60 countries in Europe, together with manufacturers of ICT and consumer electronics products, to do business in one place at one time.

Steven Parker

Faye Andrews

AMD as channel marketing manager for Northern Europe, developing and implementing marketing campaigns for retail, distribution, etail, SIs and VARs with extensive forecasting and budget management. Andrews also spent two years in advertising and PR.

PCR AWARDS 2016 MARCH 10TH ROYAL GARDEN HOTEL, KENSINGTON, LONDON The PCR Awards returns once again, featuring a mix of networking, partying and recognition of achievements in the UK PC and tech industry. Attendees will receive an evening dinner, as well as refreshments on the night. Distributors, vendors, retailers and channel services ﬁrms are invited to lobby themselves for awards.

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OPINION

How to boost staff Demand for morale at Christmas storage rises CV-Library’s founder Lee Biggins offers his top tips for getting the most out of your workforce over the Christmas season…

IT’S A KNOWN dilemma that once the Christmas lights go up, productivity levels go down. Whether you have a workforce of five or 50, it can be difficult to keep on top of your staff, especially if you’ve brought temporary employees on board to help with the rush. Here are my tips for getting the most out of your workforce this holiday season:

a clear point of contact during their working hours is vital, and by delegating the responsibility of mentoring and supporting new recruits to your more experienced workers, you’re providing a great way to make them feel valued. Furthermore, by empowering staff to make decisions, and particularly temporary staff who may end up asking unnecessary questions, you’ll be demonstrating your confidence in your workers and giving them that allimportant motivation boost.

Plan ahead By putting in place a scheme that ensures employees who worked the previous year are allowed first refusal Incentivise this year, you’ll create a fair system that doesn’t cause a drop in morale. In If you’re a smaller company, it can be hard or even terms of keeping impossible to keep up workers motivated to with larger companies get work done, you when it comes to should plan ahead “It’s important rewards at Christmas. and make your team you create a fun If you are in the aware of what needs position to be able to to be done and when. and friendly hand out Christmas This way, no one is left atmosphere to bonuses, make sure with any last-minute that your staff are surprises. show you care.” Lee Biggins, aware; this tends to Weekly meetings CV-Library have a stellar impact on motivation. If you If you’ve hired new are unable to offer team members over monetary rewards, why not consider a the holiday period, it can be difficult smaller gesture such as chocolates or to get to know them. Hold weekly a bottle of something fizzy for the meetings with your employees to best performing team? give you a chance to keep up-to-date with your staff, as well as letting them Have fun know that you care and value their At a time when employees would contribution. It’s worth noting, probably rather be at parties, however, that if you choose to Christmas shopping, or with their implement this strategy, timing is key. families, it’s important you create a If staff are rushed off their feet, it fun and friendly atmosphere. Playing might be best sticking to first thing in festive music, running a Christmas the morning or the end of the day. jumper competition, or getting mince pies are all ways of showing you care Share the responsibility about your employees’ wellbeing. Ensuring that all team members have Lee Biggins is the founder and managing director of CV-Library. www.cv-library.co.uk

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Solid state drives and smartphones with higher storage capacities are both on the rise. GfK’s IT specialist Megan Wood explains why and takes a look at the state of the IT market… The number of handsets sold with THE OVERALL IT retail market has the capability of holding a memory seen a decrease of four per cent card is decreasing steadily. year-on-year in Q3. This was driven Two years ago, in September by media tablets and desk 2013, only 40 per cent of computing continuing to decline. smartphones sold came without a Monitors (25 per cent), memory card slot. In September components (11 per cent) and 2015 that number was 52.7 per cent. networking (15 per cent) were all in In direct response to this, the value growth, however, mobile preferred memory variant of computing saw a six per cent smartphones is on the increase. volume increase at the cost of a five Two years ago, more than 90 per per cent decrease in value, with cent of smartphones sold had a decreasing ASPs. capacity of 16GB or less. At the same The retail storage market grew by time this year, over a quarter of all 10 per cent in value, comparing Q3 smartphones sold were 32GB in 2015 with Q3 2014. This growth is capacity or more. indicative of a wider trend in IT In the last 12 months, mobile where many of the peripheral headset sales markets are contributed to around growing. Within per cent of the storage specifically, “Within storage, 40 value of the mobile the category the category accessories market. experiencing the a third of this strongest growth is experiencing the Around value is generated in solid state drives, a strongest growth Q4, showing the category which importance of the grew in value by 35 is solid state holiday period within per cent Q3-on-Q3. drives.” the accessories However, Megan Wood, GfK market. The volume traditional storage of purchases jumps categories are throughout November and growing as well, with the internal December, as does the average hard disc drive market growing by price of a headset purchase. 12 per cent – and the external hard Mobile headsets with Bluetooth disc drive market increased in value are performing well this year by four per cent. This demonstrates compared to previous. that the growth in storage is not This is driven by stereo headsets solely driven by demand for flash which overtook mono headsets in storage but reflects a general November last year. consumer demand for local With stereo headsets having a storage solutions. higher price point and increased Moving on to the smartphone sales throughout the year, we could market, in response to the growing expect the repeated success of need for space within handsets, the mobile headsets to be even greater market has moved away from in Q4 2015. extendable memory. Megan Wood is an IT specialist at GfK. www.gfk.com/uk

PCR December 2015 | 17

DELL CONFERENCE

What is Dell doing to help resellers sell more? It may not have been that close to partners in the past, but now that half of the vendor’s EMEA business is made through the IT channel, Dell is reaching out to resellers with open arms. Dominic Sacco reports from its EMEA PartnerDirect Solutions Conference in Vienna to see how its business is changing and how partners can get involved...

UR SUCCESS is built on our partners and our partnerships.” “Over 50 per cent of our business is through the channel, and over 70 per cent of our enterprise business is through the channel.” It was a bold start to Dell’s 2015 EMEA PartnerDirect Solutions Conference, with Aongus Hegarty, Dell’s EMEA president, throwing out some impressive numbers. It may not have always been the case, but it was clear from within the first few minutes that Dell highly values its reseller partners – and wants to work with more. 500 partners gathered for the conference, where Dell executives touched upon its core three areas of focus, ‘Explore, Engage and Grow’, throughout the day. While Dell’s recent announcement to acquire cloud computing and data storage giant EMC (which owns virtualisation platform

18 | PCR December 2015

VMware) wasn’t mentioned much at the show, Claire Vyvyan, VP of Dell’s EMEA enterprise solutions group, did hint at how it will make Dell stronger. She also said that the channel is “critical” to Dell’s business and that there is a massive growth opportunity for partners, emphasising the point that Dell wants to work even closely with partners to drive growth going forwards. “Server, storage, converged platforms, end-to-end systems management – you should not need to go anywhere else in the industry if you’re working with Dell,” she said. “Dell has the best portfolio in the industry. Look no further than us – we see the channel as our primary route to market.” Founder and CEO Michael Dell added: “Our industry has always been an ‘innovate or die’, ‘change or die’ business. And we’re obviously leaning very heavily into innovation in

“Server, storage, converged platforms, end-toend systems management – you should not need to go anywhere else in the industry if you’re working with Dell.” Claire Vyvyan, Dell

the combination of Dell, EMC and VMware. “Going private has been a great thing for our company. We’ve been able to focus 100 per cent on our customers, we continue to gain share in our server business and we’ve had record customer loyalty scores and record employee engagement. “Our channel revenues have been growing, and with the combination of EMC and VMware, I think it will only grow more, because of the type of solutions that we now have in the combination.” But servers, storage and cloud computing still isn’t for everyone, so what about Dell’s PC hardware and software business? Patrick Dwyer, Dell’s VP of EMEA client solutions, revealed that Dell has a 17.8 per cent share of the commercial PC market in EMEA – its highest ever share in that market.

He also said that Dell is number two in commercial Windows tablets, commercial desktops and monitors, and is number one in all-in-ones. Michael Dell also spoke highly of the vendor’s ambitions in that space (see our full interview with him on page six). “If you think about the four big pillars of IT of today – servers, storage, virtualisation and PCs – our new company will absolutely be a leader in all of those key parts of the IT of today,” he said. Claire Vyvyan added: “We intend to be number one [in the PC vendor space]. The industry split is into three vendors. We’re building primarily on the enterprise B2B tech sector, but clearly the B2C tech sector is much broader and there are more players there. “But the industry is consolidating, and that is driving quite big growth for us and we’re very focused on www.pcr-online.biz

DELL CONFERENCE

GATEWAY TO DELL: WHAT TO ORDER? DELL’S PRODUCT portfolio is vast – so here’s our pick of products and services to stock. The first products from the Dell Datacenter Scalable Solutions (DSS) line of business have launched. These additions include the industry’s densest storage server, the Dell DSS 7000. Dell also announced the next wave of Dell XC Series of Webscale Converged Appliances and Dell Storage Center 6.7 array software. A range of new Dell Data Protection offerings have also been launched, engineered with cloud recovery in mind. The new Dell SonicWALL 8.2 features an Hosted Email Security and Encryption service, which Dell says helps partners grow their revenues while minimising risk, overhead and ongoing costs. On the client side, multiple portfolios have been updated spanning the smaller/power efficient Dell OptiPlex range, as well as the Dell Precision and Dell Venue Pro product lines. Dell’s Chromebook 13 is also available now, supported by Dell’s manageability, security and desktop virtualisation solutions.

making sure we have the right products and services to make sure customers can create that environment in a really managed and secure way.” PARTNER POWER Dell isn’t just talking the talk – it’s putting its money where its mouth is, and is making partnerships with some of the largest distributors in the market to reach more resellers. The firm has signed deals with the likes of Ingram Micro, Tech Data and Hammer to bring its products and services to resellers, and an agreement with Exertis is allowing retailers to get back on board too. “The reach into the UK marketplace is provided by hundreds of thousands of small partners who absolutely understand the customer and can support the customer, and then we provide the technology and the service to help them do that,” Claire Vyvyan told PCR. “We can’t do that directly, and actually we can’t even support all of those partners in the UK if you think about it, because we don’t have www.pcr-online.biz

enough people or capacity. So five or six years ago we started working with the partner community as we built our enterprise portfolio, and now we absolutely need distribution, because the pool from the partner community gets bigger and bigger for us, and the distributors give us coverage.” What about retailers, then? In the UK there is still a divide between PC retailers and larger resellers, but many stores are now selling to local businesses and are offering managed services. Is there a place for independent retailers to sell server, storage, cloud, networking and other services now more before? “When I think about the retailers, I think that’s very much a transactional sale – a customer needs something, they go, they shop, they buy, it’s that kind of environment,” Vyvyan added. “But that environment – if the retailer is smart – is very close to an as-a-service environment, because it’s a high-end transactional ‘I’ve got it, you buy it’ relationship, so there probably is a

“We have the strongest and most stable channel programme in the entire IT world.” Michael Dell, Dell

Plus, Dell has expanded its Vostro portfolio with the Vostro 3000 Series desktop targeting SMEs, launched its PC gaming Alienware Steam Machine, and on the portable side, there’s the Dell XPS12, XPS13 and XPS15 laptops. Dell also showed off some of its Internet of Things gateway products at the event, which have been used for all manner of things including tracking worker bees.

wonderful opportunity for them somewhere. “They have to make their minds up on what their business model is and how they’re going to generate growth and margin going forwards, and if they really see an as-a-service model as something they want to move for their customers, then Dell can support them with that.” Dell has also invested more than $125 million into its programs and incentives, as well as over $26 million in channel-specific IT improvements. Its partner programme – PartnerDirect – helps new and current resellers sell more, as well as gain access to sales, marketing, rebates and other benefits. There’s also a points-based rewards system where partners can redeem points against training, holidays and gifts. Andreas Schuetze, channel marketing and programs director at Dell EMEA, told PCR: “It’s a single source for everything a partner would need. It offers free online training and links to the transactional sales side. We

have an analytics tool to monitor the infrastructure environment of their end customers and provide them with ROI. “Our partner programme is open at the entry level for every partner. If they want to grow at a deeper level, they can get on board with the preferred partnership, we expect a minimum revenue in a year’s time, but not up front. At the premier level, partners are eligible to receive market development funds (MDF).” Michael Dell concluded: “We’ve been at this for eight years now, and each year we’ve gained more growth and success with partners. We have the strongest and most stable channel programme in the entire IT world, and If you look at the combination of Dell, EMC and VMware, it may also be the largest. “When we started this eight years ago there were some reluctant partners, but in the last few years it’s been nothing but up. The excitement we share together in growing our businesses has brought us and our partners closer together.” PCR December 2015 | 19

2016 PREDICTIONS

How will the tech landscape change in 2016? This time last year we discussed how products like Apple Pay and Windows 10 would be the hot topics of 2015. This year, Laura Barnes delves deeper into how the retail experience will change over the next 12 months, and which product markets will continue to grow in 2016…

his year has certainly been an exciting one in the tech industry. Cloud services, IoT and the connected home are just a few areas that have made big waves in the market. But what tech can we expect to see emerging in the New Year, and how will the relationship between retailers and their customers evolve? First off, we look at what product categories are driving growth across the IT sector right now. “We are seeing strong growth in tablet keyboards and stylus pens with these categories showing year-onyear volume growth figures of 13 per cent and 51 per cent respectively,” Richard Peak, account director for IT at GfK, tells PCR. “Next are the areas such as USB storage drives (with yearon-year volume growth of 10 per cent), solid state drives (39 per cent), repeaters that extend Wi-Fi reach (43 per cent) and media gateways (49 per cent).” Peak says that only time will tell how long these areas will continue to shine, with

20 | PCR December 2015

wearable technology also set for bumper growth this Christmas and the New Year as well. Marta Fiorentini, senior European research analyst for Personal Computing at IDC EMEA, adds: “This Christmas, consumers will be offered a lot of products in the computing area with new designs and improved performance, thanks to the significant technology improvements made possible by advancements in processor technology, such as Intel’s 6th gen of processors, and operating systems (Windows 10). Businesses are expected to enjoy a similar enhanced product offering later in 2016. “In the tablet category, detachable devices will continue to enjoy rising popularity among consumers and prosumers, as they successfully combine mobility and productivity or content creation functionalities. “Detachable tablets have proved to be popular among businesses as well. 2016 will see the penetration of these devices fast increasing in

“In the tablet sector, detachable devices will continue to enjoy rising popularity with consumers.” Marta Fiorentini, IDC

enterprises, driven by the introduction of the iPad Pro and the launch of Microsoft Surface 4 and Surface Book (the first with Windows 10 and a Skylake processor) as well other devices by major PC manufacturers like HP, Lenovo and Dell.” IDC forecasts that in Western Europe, detachable tablets will account for over 35 per cent of total shipments of commercial tablets by the end of 2016, up from 23 per cent in 2015. Fiorentini says this will be due to detachable form factors gaining traction in the commercial space, as they are bought to replace notebook and tablet PCs. Additionally, Juniper Research has identified 2016 as a ‘watershed’ year for VR headsets both in terms of product launches and consumer rollouts. “Oculus, Sony, and HTC are amongst the leading players expected to launch key VR products over the next 12 months,” says the firm. “The recent attention to and investment into virtual reality is helping to revitalise the

industry and with major brand commercial launches imminent, there is huge potential for rapid market expansion.” On the retail front, D-Link’s UKI retail account manager Tim Shaw, reveals that one of the most notable trends taking place at retail is the split of ‘smart’ categories into further sub categories such as wearable/fitness and home automation. “With the increase in consumer understanding and the ease of app-based technology for consumers’ smartphones, retailers can now cross-sell a wider range of IP connected devices, which will continue to expand as the Internet of Things further commercialises,” Shaw says. “Alongside this we have seen the development of in-store point of sale and online content. This is part of the omni-channel solution to assist in explaining how new products work, and their benefits.” NEW YEAR, NEW TRENDS While we can see what products and approaches are www.pcr-online.biz

2016 PREDICTIONS

Detego’s Uwe Hennig says omni-channel will be key

set to increase in popularity over the next year, SanDisk’s chief technologist of enterprise solutions EMEA Steve Wharton has outlined some of the new tech that we can expect to see in 2016. “3D technology will be the next wave for flash technology development. In 2016, we’ll begin to see 3D flash starting to infuse flashenabled devices and systems with high levels of performance and storage capacity,” he reveals. “The end result? More storage inside laptops and smartphones, speed and precision in Big Data processing, near real-time online experiences – and increased momentum toward the Internet of Things (IoT).” Wharton also believes that flash will continue to penetrate the enterprise, with those all-flash environments leading to a massive boost in app response times and performance. He also expects Software Defined Storage (SDS) will go mainstream next year, and networking will continue to get faster. www.pcr-online.biz

Detachable devices will grow, predicts IDC’s Marta Fiorentini

Despite some believing 5G will be a major focus next year, TrendForce expects smartphone shipment growth to slow. The analyst also expects the sales of industrial robots worldwide is projected to grow 15 per cent in 2015 and 10 per cent in 2016, totalling 264,000 and 290,000 units respectively. Elsewhere, weak demand will continue to drag down DRAM prices, says TrendForce. It predicts Samsung will maintain its lead and put “considerable pressure” on its competitors by migrating to the 18nm process. Other growth areas to keep an eye on in 2016 include eSports, wearables and security. Expect further consolidation in the tech distribution space, new security models to emerge, and crowdfunding sites to help grow start-up firms. RETAIL REVOLUTION The CEO of software group Detego, Uwe Hennig, who has 20 years of experience in logistics, in-store, and mobile retail, believes the industry’s move towards digital will

GfK’s Richard Peak looks at the top tech categories

“There’s a shift toward retailers generating a greater share of their turnover through online.” Tim Shaw, D-Link

3D tech will drive storage, says SanDisk’s Steve Wharton

D-Link’s Tim Shaw expects more sub-categories to emerge

continue to increase in the retail space in 2016. Speaking about new retail strategies, he explains: “A positive consumer experience is at the forefront of retailers’ strategies, in particular the fashion and electronics sector are pushing for a seamless omni-channel experience. Consumers are expecting to be able to purchase goods online, or reserve in-store, and to do so, retailers must know the specific product availability in each store at that exact moment.” Shaw agrees that an omnichannel approach will continue to become the norm in 2016. “The online consumer channel is obviously an incredibly competitive marketplace. However, in a lot of cases, retail and etail overlap as more companies begin to drive their own online presence,” he adds. “We have seen many of our retail customers – that already have incredibly strong retail presence across the UK – increase the range of products available through their online presence, allowing them to grow through sales that

would not have taken place on the High Street. “There’s certainly a shift toward retailers generating a greater share of their turnover year-on-year through online, and to me this shift is representative of the modern successful company that is able to adapt to change.” Hennig also says that retailers will benefit from a ‘dramatic change in the process of payments’. “2016 will see a huge surge in the functionality of POS through payment via smartphone or smartwatch. Additionally, mobile POS with credit card readers can offer the retailer flexibility and the chance to change their store setup,” he tells PCR. “Retailers no longer need to devote so much floor space for tills when everything is becoming mobile based. Store set up and the positioning of shelves and displays will become more flexible as the POS becomes linked with the customer’s exact location. The customer will no longer have to queue, leading to a fully functional omnichannel experience.” PCR December 2015 | 21

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BOOT CAMP NORTH REVIEW

Fighting talk at Boot Camp From a number of informative talks about how to plan your Christmas crusade and tips on beating the big businesses at cloud services, to disties battling it out in our Question Time-style panel session, this year’s PCR Boot Camp North was all about getting inspired and realising there’s still plenty of land to claim as your own in the IT and tech industry. Laura Barnes rounds up the highlights from the morning conference and afternoon expo…

THE TALKS

FIRST UP in our conference session, Lisa Gamble-Smith, OEM sales manager at Boot Camp North’s headline partner Microsoft, took to the stage to provide an update on Microsoft’s strategy. She touched on recent product launches such as Windows 10 and Office 2016. After revealing that Office has 1.1 billion users worldwide, and 96 per cent of Windows PCs that have Office

installed all use the latest versions of the software, Gamble-Smith discusses the ‘huge market’ for upgrades and extra upsells. Speaking about gaming, she said: “With Windows 10 and Office 365, there is plenty of opportunities for gamers.” She revealed that one of 15 people are gamers, adding: “Good Lord did we take some feedback from Windows 8.”

NEXT UP, Carl West, supply chain director at GfK ran through the hottest product categories and the goods that retailers and resellers should consider stocking going into the New Year. West looked at how the UK tech market has changed this year, the state of the economy and what trends are expected to emerge in the future. “Consumer confidence is at an alltime high,” said West. “When you look at

selling to SMBs and enterprises, remember, we are all consumers.” Speaking about Black Friday, West revealed that TVs and tablets were amongst the most popular products on sale. He also revealed that SSDs will be a big selling opportunity over Christmas. With regards to the gaming market, he told retailers: “If you don’t have a gaming den or you’re not supporting gaming events, you need to.”

INTEL’S UK tech and enterprise PR manager, Anna Cheng, also spoke at the event. Cheng explored some of the biggest trends affecting the market and spoke about diversity in tech, as well as the direction the computing industry is set to take in the future. On the subject of IoT, Cheng explained: “There is set to be 200 billion connected objects by 2020. Globally, there will be $6.2 trillion worth of IoT by

2025 and 71 per cent believe smart home tech will be as common as smartphones by 2025.” Cheng also described Intel’s vision for its future tech, adding: “We have a ‘no wires’ vision. Wireless charging is coming soon with our latest sixth gen products.” Cheng also touched on the opportunities around the eSports boom and Intel’s new Peak smartwatch, as well as the firm’s diversity drive.

OUR FINAL talk of the day was from Cisco’s UKI cloud leader, Jo Laking, where she spoke about the opportunities from the ‘second wave of cloud adoption’. Looking at this ever-growing category, Laking revealed how cloud computing is evolving and the new raft of revenue opportunities for resellers. “70 per cent of organisations are thinking about increasing their cloud options in the future,” she said. “Lots of

people are adopting cloud but they don’t have a clear strategy around it. “That’s where there is a great opportunity for resellers to help businesses with their cloud strategy.” Laking suggested that smaller resellers can compete with the big firms by offering different types of cloud computing solutions. She concluded: “It’s not the big that beats the small, it’s the fast that beats the slow.”

www.pcr-online.biz

PCR December 2015 | 23

In association with

BOOT CAMP NORTH REVIEW

DISTIES ANSWER YOUR QUESTIONS

WHAT’S BIG IN THE PC GAMING SECTOR?

THIS YEAR we had two panel sessions. The first of which was new for PCR Boot Camp North 2015 – ‘Distributors answer YOUR questions’. The panel, chaired by director of Channelstar Media Simon Meredith, consisted of Westcoast’s MD Alex Tatham, VIP’s director Rich Marsden, Entatech’s head of sales Darren Perks and Exertis’ sales director Jon Sutherland. First up, Meredith asked the panel the first question from a retailer: “What’s the core role of a distie today?” “Our core business is changing. We’ll always have a logistics business but there’s no question it’s changing,” said Tatham. Perks added: “Cloud services are here, you can’t shift away from that.” Sutherland agreed: “Service is key and distribution as a service is key.” Marsden explained how he thinks the role of the distie is changing: “It’s a challenging market and margins are slim. If you’re not looking to move into different areas, you’re not going to be here in the near future. Everyone should be looking to diversify because this is a tough market.

THE SECOND panel session of the day revolved around the PC gaming sector. Chaired by PCR editor Dominic Sacco, the panel consisted of Yoyotech MD CK, AOC/MMD UK and Ireland regional sales director Paul Butler and Overclockers UK executive director Steve Ling. On the subject of the opportunities around VR, CK commented: “VR is the future. There’s huge growth and plenty of opportunities for gamers and retailers.”

Next up, Meredith asked: Why should retailers still buy from disties when they can sometimes get a better deal from the likes of Amazon and Ebuyer? “Distribution is your gateway to the vendors. It gives you access to programs, marketing funds, rebates and channel programmes,” said Perks. “Buying from Ebuyer or Amazon means you’ll miss out on support. The days of having a huge differential in price have gone,” added Marsden. During the panel session, the distie execs were also asked about price feeds, which stirred up the biggest debate between the industry experts. “A lot of it is down to your relationship with the account manager,” said Marsden, with regards to why price feeds are not always the same as the final cost. “I would never go out with the cheapest price first,” agreed Sutherland. But Tatham commented: “Log onto the Westcoast website. Feed from us then phone us, and you’ll get the same price,” he insisted. “I don’t want to take millions of phone calls from you all day. “I thoroughly disagree with my colleagues here today.”

Talking about other gaming peripherals, Butler explained: “The gaming monitor market is huge. We’ve got our best numbers ever.” Ling agreed: “Ultra-wide and curved gaming monitors are exploding.” When asked what system builders should be mindful of, CK suggested that 4K will be the next step and SSDs are a ‘no-brainier sale’. Butler added that high resolution screens will provide a great sales opportunity for indies.

THE EXPO BOOT CAMP North’s expo was a hit once again, with the likes of Headline Partner Microsoft, along with Synaxon, Northamber, Entatech, Agilitas, Caseking UK, TERRA, M2M Direct, LogicNow, VIP Computers, PXS Distribution, Network Group, Brigantia, Centerprise Distribution and GfK all showcasing their latest products and services. Check out more photos from the day, as well as all the sword fighting action at the after show party, in our Out Of Office section on page 64.

www.pcr-online.biz

PCR December 2015 | 25

HOW TO WIN A

With ﬁve new awards up for grabs, and a new circus theme for 2016, here’s how to make sure your company is

HE BIGGEST date in the UK IT trade calendar returns next year for another fantastic evening of celebration – this time with an exciting new circus theme. Several new awards will be up for grabs at the 2016 PCR Awards, which takes place on Thursday March 10th 2016 at the Royal Garden Hotel in Kensington. To recognise the most important companies outside the usual retail, distie and vendor mix, we’ve introduced a new Channel Services category, consisting of three new awards. These are Dealer Services Provider (recognising buying groups and thirdparty service providers), Analyst (honouring analyst/

research firms) and Marketing/PR Agency (covering agencies in the UK tech channel). To recognise the evolving PC market, we’ve removed our traditional Computing Vendor award, splitting it into two separate awards: Desktop PC vendor and Mobile Device vendor (including tablets, notebooks and wearable devices). The awards will feature a mix of networking, partying and recognition of achievements, including an evening dinner and aftershow party. Partners already on board include Entatech as headline partner, Exertis as after-show party host,

“We’re delighted to announced new awards aimed at recognising buying groups, dealer service groups, analysts and PR agencies.” Dominic Sacco, PCR

Centerprise as gold partner and BullGuard as Frontline category partner. Distributors, vendors, retailers and service providers will be recognised through a variety of awards and categories, as listed in full within this article. Lobbying is now open, so make sure you nominate your company. “We’re delighted to announce new awards, aimed at recognising buying groups, dealer service groups, analysts and PR agencies,” said PCR editor Dominic Sacco. “The PCR Awards is a great night out for the industry and next year’s show is shaping up to be another key event.”

WHICH AWARDS ARE UP FOR GRABS? There are 24 awards across four categories. Check them out along with criteria for each award here: FRONTLINE

DISTRIBUTION

VENDOR

Q System Builder – Any national system builder that makes custom PCs/laptops, whether channel-focused or shipping direct to consumer.

Q Software Distributor – Any distributor that specialises in or has a large non-games software offering.

Q Software Publisher – Any ﬁrm that publishes businessfocused computer software such as accounting tools and other professional software, or utility software such as security programs. This includes cloud-based software.

Q Independent Retailer – Any bricks and mortar computer retailer, or firm involved in the support and repair of PCs, with five stores or fewer. If the firm builds its own-brand systems and sells them nationally or internationally, it should enter the System Builder category.

Q PC Gaming & Hardware Distributor – Any distributor that specialises in or has a large PC hardware and/or software game offering. Q Components Distributor – Any distributor that specialises in or has a large components offering.

Q Peripherals Vendor – Any ﬁrm that produces peripherals, such as mice, keyboards and headsets. Q Components Vendor – Any vendor that makes components, for example hard drives, GPUs, CPUs etc.

Q National Retailer – Any bricks and mortar computer or technology retailer with more than ﬁve stores.

Q Peripherals Distributor – Any distributor that specialises in or has a large peripherals offering.

Q Reseller – Any reseller, VAR or system integrator.

Q Consumer Electronics Distributor – Any distributor that specialises in or has a large consumer electronics offering.

Q Mobile Device Vendor – Any ﬁrm that produces mobile computing devices, such as tablets, notebooks or wearables.

Q Marketing & PR – The communications arm of any IT distributor.

Q Networking Vendor – Any ﬁrm that produces networking hardware, including NAS drives and routers.

Q Service & Support – Any distribution ﬁrm that has an outstanding level of customer service.

Q Service & Support – Any vendor that has an outstanding level of customer service.

Q Distributor of the Year – Any distribution ﬁrm that has performed exceptionally well in the last 12 months.

GRAND PRIX

Q Online Retailer – Any computer or technology retailer focused predominantly on etail.

CHANNEL SERVICES Q Dealer Services Provider – Any buying group or other third-party service provider. Q Analyst – Any IT industry analyst ﬁrm that offers market intelligence and other services. Q Marketing/PR Agency – Any PR or marketing agency with clients in the B2C or B2B tech/IT channel.

20 | PCR December 2015

Q Desktop PC Vendor – Any ﬁrm that produces desktop computers, such as traditional towers or small form factor PCs.

The winner of the Grand Prix award is chosen entirely by the PCR team, and is given to a company which has had an exceptional year.

www.pcr-online.biz

PCR AWARD

in the running for an accolade. PCR previews the biggest night of the year in the UK channel calendar…

KEY INFO WHEN: Thursday March 10th 2016 WHERE: Royal Garden Hotel, Kensington, W8 4PT WEB: www.pcr-awards.com

LOBBY YOUR COMPANY FOR A CHANCE TO WIN To be in the running for the award (or awards) relevant to you, simply email Dominic Sacco at dsacco@nbmedia.com, telling us which awards you’d like to be considered for, and include a brief document on why you’re nominating your company. Within this, feel free to include a list of achievements your company has made over the past 12 months, any sales increases, marketing info and more. Our panel of judges will consider innovation, knowledge, product/company desirability, marketing,

sales performance and customer service/ satisfaction. The final deadline for entries is Monday December 14th.

DON’T FORGET YOUR TICKETS The PCR Awards is always a popular event, so we recommend you book your tables and tickets early. Entry is available through single seats or tables of ten. To book your tickets, please visit www.pcr-awards.com

www.pcr-online.biz

SPONSOR OPPORTUNITIES There are a host of partner packages available for PCR Awards 2016. To find out more and to discuss the partnership opportunities available, please contact Jennie Lane at jlane@nbmedia.com or Sarah Goldhawk at sgoldhawk@nbmedia.com, or call 01992 535647. Here are the confirmed partners so far:

Headline Partner

Gold Partner

After-show Party Host

Frontline Category Partner

Event Partner

Gold Partner

PCR December 2015 | 21

CES 2016 PREVIEW

What’s at CES 2016?

CES 2016 will see a brand new location added to the already gargantuan event, and has Netflix and YouTube on board for its keynote speeches. Laura Barnes takes a look at what’s in store for next year’s Las Vegas event…

he biggest consumer electronics show in the world returns once again to Las Vegas on January 6th to 9th 2016. The Consumer Technology Association (formerly the Consumer Electronics Association) had another record breaking show in 2015, drawing in more than 170,000 attendees, all exploring, investigating and Segway-ing their way across the 2.2 million net square feet of the show’s exhibition space – and with 3,631 companies exhibiting, there was certainly a lot to see. This year’s show is set to increase to more than 2.3 million net square feet and will span across Las Vegas in three locations: Tech East, Tech West and Tech South. Tech East will be where innovations in audio, automotive electronics, gaming, video, wireless devices, wireless services, digital imaging/photography or anything ‘i’ comes to market. There will be five marketplaces: Gaming & Virtual Reality, HDMI, iProducts, Personal & Cyber Security and Unmanned Systems. Tech West will encompass revolutions in fitness and health, the Internet of Things (IoT), smart home and other high-growth technologies. A few of the marketplaces featured in Tech West include 3D Printing, Education & Technology, Eureka Park, Fitness & technology, Health & Wellness, Robotics and Wearables. New for 2016, Tech South will host conference sessions, networking events, exhibits and meeting rooms – all geared towards the advertising and marketing community. INDUSTRY INSIGHT Throughout the show there will be a number of keynotes

28 | PCR December 2015

CES: IN NUMBERS

Drones on show at CES 2015

To get your head around just how big 2016’s show is set to be, check out these interesting numbers from this year’s event: 3,631 companies exhibited 375 startups pitched up in Eureka Park 1,809 government professionals attended 48,616 senior-level executives made an appearance 153 countries were represented 48,833 international attendees went along 83 per cent of the world’s top retailers were there 82 per cent of fortune 100 companies we at CES 2015

and talks from some of the biggest names in the industry, including Intel’s CEO Brian Krzanich, Samsung’s president and CMO Dr. WP Hong, and the CTA’s president and CEO Gary Shapiro. Netflix’s CEO Reed Hastings will deliver a keynote address on Wednesday January 6th on how Netflix is preparing to be ‘nearly global’ by the end of 2016. “Netflix continues to prove itself as a leading innovator by progressively changing the status quo of bringing entertainment to consumers,” comments Gary Shapiro. YouTube’s chief business officer Robert Kyncl will deliver a keynote on Thursday 7th focused on the future of entertainment as a traditional and digital media converge. “YouTube’s success in the realm of digital content has created a platform with the goal of allowing communities to share content in a whole new way,” says Shapiro. “We are thrilled to welcome such a unique, innovative and

powerful company to the keynote stage as CES continues to expand our Entertainment Matters Program and develop new hubs like C Space – the CES experience for creative communicators, brand marketers, advertising agencies, digital publishers and social networks.” There will also be a whole host of conferences at CES running across the three locations, including 2016 CES Trends to Watch, 3D Printing and its Industrial Potential, Consumer’s Journey to Purchase, YouTube: Unlocking the Power of Programming, CES Show Floor Trends, and Mind-Blowing Wearables. Conferences and keynotes aside, CES wouldn’t be CES without a vast selection of exhibitors showcasing their latest consumer electronic devices and innovations. For 2016, the TechZones have been renamed CES Marketplaces and will group new technology markets together and feature up-and-

EVENT INFO When: January 6th-9th, 2016 Where: Las Vegas, USA Opening times: Wednesday 6th – 10am-6pm Thursday 7th – 9am-6pm Friday 8th – 9am-6pm Saturday 9th – 9am-4pm Website: www.cesweb.org

“This year’s show is set to increase to more than 2.3 million net square feet and will span across three locations.”

coming products, services and companies. Themes for these areas will range from gaming and robotics to smart homes and 3D printing. Some of the featured exhibitors at CES 2016 include 3D Systems, which will be showcasing its range of 3D design and fabrication solutions, and Ayla Networks, demonstrating its IoT software which runs across devices, cloud and apps to create secure connectivity, analytics and ‘feature-rich customer experiences’. Case Scenario will be there with its range of mobile phone accessories, and Halo Smart Labs will be showing off its IoT smoke alarm that alerts users about hurricanes. Kiwi will be demonstrating its motion recognition wearables, while Fure3D will be educating attendees on 3D data capture and imaging hardware and software. These are just a small selection of all the companies that intend to impress the crowds on January 6th.

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THE BIG INTERVIEW Headline Partner

Event Partner

‘I couldn’t have done this without Amazon’ Nova Smith, the winner of PCR’s Woman of the Year award 2015, is an entrepreneur and founder of tech brand IT Tablet PC which sells a range of affordable tablets through Amazon. Dominic Sacco asks her what’s the secret to selling successfully on Amazon, her retail ambitions and how she’s secured coverage in national newspapers...

T’S BEEN over a month since you won the 2015 PCR Woman of the Year award. Now that it’s sunk in, how does it feel? I feel really fantastic, because it’s like the first time I’ve actually thought about what I’ve achieved. I think the recognition has really made a difference to my outlook on everything; in business I’m a lot more confident. I feel like I’m in a bigger league, it’s given me kudos. I really enjoyed the event, and all the people there were really friendly. It was very natural, the correct amount of time and informal – which made the networking easier – I think it was just right. What’s changed since winning? Has anyone approached you about any partnerships? Yes, I’ve spoken to CompTIA, they want me to speak at their big conference in February in Leeds and do some networking there. I also spoke to Adam Simon from Context – he wants to see if he can do anything for me. Local businesses have also heard about the awards – they’re asking me to go in and speak to women in their businesses. I’m also now one of the three finalists out of 3,000 entrants in the Natwest

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PCR December 2015 | 31

THE BIG INTERVIEW

Everywoman Awards, which is run by the Daily Mail and Natwest. That’s at the Dorchester Hotel in London on December 2nd, and Karen Brady is heavily involved in that.

sellers, or something a lot of people are selling, it’s pricedriven and you can’t compete with some of the sellers based in China, because they don’t always pay VAT or register their companies properly.

You’ve had real success with Amazon, getting your products featured in its top ten sellers list. What do you think of the company, and what would you say to some indie retailers in the industry who perhaps look unfavourably on the etailer for its low prices? All I say is that I could not achieve the exposure for retail that I do without using Amazon. The only overheads I have are a few apprentices and myself; I know exactly what my bottom line is, and how much Amazon will take from me per sale. I use their logistics – they store products for me and ship them to the customer. It’s a flat fee, I pay ten per cent for everything. That includes the exposure on the website, the logistics and shipping to the customer. All my website orders go through Amazon, and all my eBay orders go through Amazon using a plugin, so it’s seamless for me. If there are any returns in the 30-day period, they ship them back to me, and I ship them back to the supplier. The way to sell on Amazon sustainably is to have your own-branded products that you have full control of, so you can control your margins. That’s why we branded our tablets, because if you’re competing with generic

You mentioned you’d like to strike some partnerships with High Street retailers and distributors. What are your aims there? I’ve just brought out some fantastic products that will be absolutely ideal for retail. They’re still under the £99 bracket, featuring ten-inch IPS, gorilla glass, and will compete with an iPad. The ‘ittle’ kids tablet I had with me

32 | PCR December 2015

Another thing I want to do is to have a disposable tablet – one you can buy in a train station or airport from a vending machine, for around £25. It would be a fully functioning tablet, but if it gets damaged or falls in the swimming pool or anything, for £25 it’s kind of throwaway technology. What we’ll do is recycle it and keep it going. Tablet sales have declined over the past year. Do you think it’s sustainable to retain your core focus on tablets, or do you plan to expand into other product categories? What’s next for IT Tablet PC?

competitively priced technology items that work. So we’re looking at becoming a universal gadget supplier, but I haven’t found a new gadget that has taken my fancy yet. You’ve had some great PR coverage with national newspapers. How did you go about getting? As I became so established on Amazon, I approached them to give some promotion to the sellers, because without them, there would be no buyers. Amazon took me up on my suggestion – I was in the right place at the right time.

“Our ethos is we are an independent brand. We’re technology for the people, by the people.” Nova Smith, IT Tablet PC at the PCR Women of the Year awards has been received brilliantly – the reviews for it are amazing on Amazon. Then I’m bringing out a seven-inch IPS one, which is £59 and doesn’t have the case, but it has 16GB of storage. I want to put those into retail, or go into a partnership with a retailer to create a brand that’s specific for retail. I’ve never ventured into retail, but I’m hoping the PCR Woman of the Year award will give me a bit more kudos, so when I approach people, I can say I’m Nova Smith, I’ve won this award and these are my products. It gives me that bit extra over competitors. I also want to go into duty free in airports or on airplanes.

Our ethos is we’re an independent brand. We’re technology for the people, by the people. So we don’t have the big marketing budgets or advertising budgets. We’re always on the lookout for things, but nothing has taken my fancy. We could have gone into smartwatches but I’m not sure about them. I don’t think tablets are going anywhere soon, not by my sales (which have doubled this year). When you’re looking at iPads, you’re looking at hundreds of hundreds of pounds. Mine is technology that anybody can afford. We will be looking at other products, instead of ‘It Tablet’ we want to be ‘Gadg It’ - a one-stop shop for

In one of [Amazon UK boss] Chris North’s focus meetings, he was looking at sellers and doing some PR coverage, so I put myself forward. Now it’s just feeding on top of that. People are approaching me because I’ve been in The Telegraph, The Times and high-end broadsheets – people want more of a story on that. Amazon has asked me to do some Black Friday coverage. You started with a £3,000 loan and turned it into a £3 million business, after working with a Chinese supplier to bring your tablets to market. Tell us what you were doing before you started the business...

I trained at Microsoft in Reading and I used to train Microsoft Office. But day-in, day-out, running the same courses, after doing it for six or seven years I decided to have a complete career change. I had a group of investors and we were buying up incomplete building opportunities, finishing them off and then selling them off to investors. I did it for about four years, then in about 2009 with the financial crash, that’s when we went on holiday to Cyprus, and when Lukas was born – the rest is history. Today, I’ve got five apprentices who I’m training. There’s me and Jeremy [Smith, IT Tablet PC MD], and that’s it. Our products are in the UK, America, France, Germany, Italy and we’ve just gone into Spain. If you keep things simple, it tends to work. Our ittablet. co.uk website is really simple and reflective in our pricing. How challenging is it to balance your work with your family life? I’ve got an eight-year-old girl called Nellie, a six-year-old boy called Lukas, who was poorly, and I have a four-yearold called Celia. It’s tricky to balance it all. It’s a challenge. I do have a nanny and she comes in at 7.30am and takes them to school, then they’re back at 3.30pm I’m always home for 4.30pm if I can. When they’re in bed I’ll start my night shift. At the moment I’m working long, long hours. I’m not going to bed until 3am, but it’s got to be done.

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ANALYSIS

What’s next for the channel? CompTIA has published its State of the UK Channel Report 2015, looking at the key areas of IT growth for next year, from the cloud to consultancy services, as well as how positive organisations are feeling about the industry. PCR crunches the numbers and breaks down the data…

T TRADE association CompTIA has surveyed 202 UK-based channel organisations, and found that more than half are feeling positive, with just 12 per cent pessimistic about what’s around the corner. The report shows that cloud computing, demand for managed services and a broader use of technology within business are the main drivers behind this positivity. When asked where the specific growth areas may lie, 55 per cent said it’s the cloud, followed by security (49 per cent) and custom software development (45 per cent). However, to take full advantage of these opportunities, solution providers recognised that improving training (43 per cent) and availability of skilled workers (37 per cent) are the top two areas necessary to driving growth. This demonstrates that the skills

gap is still affecting IT resellers – something CompTIA is working hard on closing. In terms of what is necessary to reduce the skills gap in the market, 43 per cent of those surveyed said that training is vital, while over a third (37 per cent) cited the availability of skilled workers. Other key findings from CompTIA’s 2015 State of the UK Channel Report include the fact that more than half of the channel companies surveyed (52 per cent) are now making money from consultancy services. This is reflective of the more serviceled approach resellers are taking, as opposed to traditional one-off hardware sales or repair charges from previous years. Carolyn April, senior director, industry analysis, CompTIA, told PCR: “Consulting services play an increasingly centre-stage role in the channel business

model. While cloud’s emergence is one driver behind this, the evolving customer is also a factor. Why? “A big reason is the fact that technology procurement

“In today’s ‘as a service’ world, lack of attention to marketing is a competitive disadvantage.” Carolyn April, CompTIA is no longer the exclusive domain of the IT department. More non-IT business executives such as marketing directors or finance officers are making IT decisions on their own, purchasing the apps or devices of choice for their departments. Some do this in collaboration with the

IT staff, others do not. The danger in this practice is that technology laypersons are not always well versed in some of the potential issues that come with the use of specific products or services. That’s where channel professionals with consulting chops come in. They can help vet solutions ahead of purchase and then aid with security, compliance, interoperability and other important considerations.” Furthermore, nearly nine in ten UK channel companies are satisfied with their relationships with technology vendors. Almost half (46 per cent) of solution providers expect to see a gain in vendor programs for the coming year. Solution providers listed an increased marketing budget (35 per cent) and more creativity with marketing (32 per cent) as two ways to enhance their sales efforts. Finally, 46 per cent of cloud channel firms are developing

new materials to educate customers on emerging tech areas, while 43 per cent of channel firms with a primary telecom focus are rebranding their marketing messaging to mention their qualifications as a service provider. Carolyn explains the importance of getting the marketing message right: “Channel firms are good at the technology part of their business, but in today’s ‘as a service’ world, lack of attention to marketing is a competitive disadvantage. “Some basics include having a website that makes sense to a layperson – meaning anyone can go to it, read the copy and understand the services on offer. Customer testimonials also reinforce a channel firm’s reputation and skills. Marketing and brand reputation are crucial for channel companies that are largely selling services as opposed to products.”

45% 12% 52% 37% 46% The percentage of resellers who say that custom software development will be a key growth area

36 | PCR December 2015

12 per cent of dealers are pessimistic about the future of the IT channel

More than half of resellers are now making money from consultancy services

Over a third of resellers say that the availability of skilled workers is vital

Almost half of cloud channel firms are developing new materials to educate customers on emerging tech areas

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BEHIND THE SCENES

The VIP treatment As one of the largest independent distributors of PC components and IT products, at 25 years old VIP Computers is also one of the longest-serving. It has a VIP Club with incentives for indies, works closely with leading retailers like Amazon and Maplin and offers a wide range of stock, but what’s it like behind the scenes? Director Rich Marsden gives Dominic Sacco and Laura Barnes a tour of the distie’s Warrington warehouse and head office…

TEPPING into VIP’s boardroom, we immediately spot three sparkling silver plaques on the wall opposite us. On the left is a logo of managed IT product and service provider Ergo, the right is a logo of system builder CMS, and in the centre is a larger symbol of the VIP logo. VIP Computers’ director Rich Marsden enters the room and greets us, noticing our attention is drawn to the plaques. “There was a Realtime Distribution plaque up there too,” he says. “But after Jatti [Sahni, VIP chairman] put that plaque up, Realtime merged with VIP so it had to come down again!” It seems like an age since VIP bought Realtime back in 2006, which it continued to run as an independent business, until merging the two in 2012. Rich says the merger has allowed VIP Computers to expand substantially and at a fast www.pcr-online.biz

rate, helping it to grow the business and its partnerships, including the likes of Amazon and Maplin. We walk into the main office, an open plan room featuring VIP’s sales and marketing teams. Compared to other distributors PCR has visited, it’s incredibly lively and there’s a real buzz about the place – the staff seem to have that winning combination of being both happy and hard-working. A few MSI reps are in the corner in the vendor relations area. We take a peek into Rich’s office and spot a Razer Deathadder PC gaming keyboard and mouse on his desk – it’s good to see the boss leading by example and getting familiar with his vendor partner products himself. After walking out of this office into a corridor with meeting rooms leading off it, we head downstairs towards the warehouse area, stepping into the service and returns room where VIP is

“We’ll do some exclusive bundles for Amazon over Christmas. It gives us a string to our bow that we didn’t have before.” Rich Marsden, VIP Computers

putting some special systems together. As we pass various members of staff, they all stop to say hi to Rich and he takes the time to greet them. It’s clear he is a real people person, and one that knows this business inside out, having worked at Realtime since 1999 and continuing on at VIP after it merged in 2012. After turning a corner, we find ourselves in the returns and service area. Anything faulty that is sent back from a customer is tested here, while the service centre is where VIP puts together bundles, such as Maplin PC bundles. “We’ve invested a lot in RMA and the service centre,” Rich says. “One of the reasons we’ve invested is there are repairs we can do here, so rather than send items all the way back to the manufacturer, we can do a local repair here. Then we can do bundling work, so we produce the artwork, put together a motherboard, CPU, RAM and so on, put it together and

send it through to a retailer like Maplin.” “Generally speaking, what we want to do over the next ten to 12 months is more of that Maplin type work, more with the bundling, so we’ll do some Christmas bundles, we’ll do some exclusive bundles for Amazon. It gives us a string to our bow that we didn’t have before – it gives us an extra value-add.” These aren’t the only bundles or value-added service that VIP offers. It’s one of the only PC distributors with its own programme just for independent retailers: VIP Club. The distie began offering indies sale or return gaming packs back in October, containing £2,500 worth of PC gaming accessories and goods, in a bid to let retailers offer premium products without the worry of being stuck with unsold stock. “By sending the customer a gaming pack on SOR which they have for peak, this enables them to have the PCR December 2015 | 39

BEHIND THE SCENES

The distributor’s sales ﬂoor

VIP puts together bundles for the likes of Amazon and Maplin

VIP’s 40,000sq ft warehouse

latest high end peripherals in stock with no commitment from them,” Rich explains. “We want to take the hassle away from indie customers. In gaming, people are interested in the best products, not the cheapest. Having the opportunity to take a £99 keyboard into stock, risk-free, gives them the confidence to replenish stock in the future.” DELIVERING THE GOODS Next up, we head to the goods out area. Two years ago, VIP invested £1.6 million into its warehouse facility, helping to expand it to 40,000sq ft. Rich points to an area: “This space here, and that row of shelves there, is an Amazon warehouse within VIP’s facility. “Rather than put products on a pallet and ship them to Amazon’s fulfilment centre, they ship it here, and then they send it out to their customers. So the benefit for us is it cuts our lead time by about ten days, and the benefit for Amazon is we hold 40 | PCR December 2015

it, we can drop it into their stock as and when they need it, rather than having them hold it in stock for two weeks prior to needing it. “We’re one of only two UK disties that have got this, but we’re the only Amazon Flex distributor which has it onsite. Our business with Amazon is rocketing, not just because of this, but a big part of this is the relationship. “You do have to put up with this guy from Amazon though, that’s the only problem!” Rich jokes, patting an Amazon employee on the back, who laughs. “In seriousness, it’s something a lot of other people don’t have, and it shows the strength of the relationship between VIP and Amazon.” The warehouse is very spacious and tall, giving VIP room to grow further. “When we built the facility, we built three or four offices in,” Rich comments. “We’ve spent about £150,000 that we didn’t have to spend, but by

“In gaming, people are interested in the best product, not the cheapest.” Rich Marsden, VIP Computers

doing so we have the option to put more offices in. “It’s extra floor space, it’s good because we can give it to Amazon Flex, we can use it for other things and we don’t need the office space just yet.” Would VIP eventually move to another site? “We can stay here for as long as we need to, really,” Rich answers. “To grow 20 per cent, you don’t need 20 per cent more people. A lot of it is systems-driven, so we’re finding that to get to a stage where we need that [extra space], we’d have to grow fairly significantly.” We walk further into the warehouse and follow a corridor to the goods-in section. There are rows and rows of new PC products, from MSI graphics cards to Asus components, BenQ monitors and more. Upstairs resides CMS’ production area, where the system builder puts its machines together, before

being palletised and sent out. The company can produce up to 20,000 systems per month. Before we depart, we ask Rich about VIP’s owner Jatti Sahni, who doesn’t seem to be as close as Rich is to the trade press. “Jatti doesn’t speak to the press much,” Rich explains. “But he’s a great figurehead for us. He’s a very nice guy, he’s well respected in the industry and gets along with everyone – rivals included.” VIP is celebrating its 25th anniversary this year. The firm has gained a number of achievements since 1990, including appearing in the Sunday Times Top Track 250 numerous times and winning several industry awards. As we head back through the reception area before leaving, we notice several PCR awards and other industry honours in VIP’s trophy cabinet. At the rate this company is going, we’re sure there will be many more lining the display in years to come. www.pcr-online.biz

Company

RETAILER OF THE MONTH

FACT FILE Year established: 2014 Number of staff: 1 Address: Cardiff House, Cardiff Road, Barry, CF63 2AW Telephone: 01446 327 329 Email: info@experttech.uk

Expert Tech

Website: www.experttech.uk

Founder James Fouracre tells Laura Barnes how Expert IT is planning to work with more businesses, how it will grow its IT management services and why the new Apple iPad Pro could be a game changer in the industry… How and when did the business start? The business was established in 2014, after I had been working in the technology industry for over 10 years. I began working in a local computer repair shop when I was 18, and from there made a lot of business contacts. Even after leaving and moving to another tech company, I maintained a good relationship with these clients. The decision to open the business came from a combination of my love of technology and wanting to diversify into other areas, as well as already having a strong client base. What products and services do you offer? We offer a complete IT management service for businesses, which includes our managed web hosting, online back-up, remote support and computer repair and supply. 42 | PCR December 2015

We also offer our cloud services (web hosting and online back-up) on a national scale – and remote support for software issues. We also offer computer and gadget repair to consumer customers from our office in Barry. What’s been your most popular products and services over the last year? Definitely web hosting. We work closely with a marketing company and offer our web hosting on a white label basis for them as well. Businesses are becoming a lot more internet savvy these days and realising that they need to be online to maintain and attract customers, so web and email hosting has definitely become the most popular product for us. What’s the split between your business and your consumer customers? Most of our customers are business clients.

However, we do have a great deal of home users who we regularly deal with too. Do you plan to grow either of these groups of customers? If so, how? We plan to grow and focus on our business customers over

“I began working in a computer repair shop at 18 and made a lot of business contacts.” James Fouracre, Expert Tech the next few years as the IT management services grow and develop. For example, we are looking at plans for business cloud telecoms and growing our web hosting services across the UK. Another focus for us over the next few years

is going to be selling custom made PCs, laptops and components. We do this already, but we have plans in place to start growing this side of the business too. What products and services do you think will be the top sellers in 2016? Web hosting and cloud back-up. It is a huge market already, but as people start to move their businesses online, web hosting will become more and more in demand. Plus, with all the latest data security scandals, cloud back-up is another service businesses will be looking for. What new tech are you looking forward to finally seeing at retail? The iPad Pro was released recently, so we’re looking forward to seeing people’s reactions to that. After reading a few reviews of the new iPad Pro, there is a chance that this could be a

game changer for laptops – particularly for those who use MacBooks. So it will be interesting to see how this one pans out for Apple. I’m looking forward to getting my hands on one myself to have a play around with. I’m also looking forward to seeing OLED displays becoming more widely available in retail stores. We recently carried out some tests on one – and the display is amazing. What plans do you have as we approach Christmas and the New Year? We are planning on developing our IT management services for businesses in the New Year. With our focus on growing our business clients, a lot of our efforts will be on cloud services such as web hosting, online back-up, cyber security and telecoms. We have some exciting plans for all of these areas, as well as selling tech online to our customers. www.pcr-online.biz

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MYSTERY SHOPPER

Stocking filler challenge Dads are notoriously difficult to buy for over the Christmas period, so we couldn’t resist tasking our Mystery Shopper with a special online stocking filler challenge for finding a dad-friendly tech gift for under £20. Here’s how they got on…

7/10 AMAZON SURPRISINGLY, Amazon’s homepage didn’t appear to have an obvious gifts section or banner for me to click on. Instead it was mainly full of recommendations for me based on previous things I’ve purchased. After selecting the ‘electronics and photos’ section and typing in ‘gifts for dads’ I had to scroll through a few mugs, coaster sets and bottles of wine before I got to anything that I would call particularly electronic. Eventually, something caught my eye. It was the 44 | PCR December 2015

Caseflex 2.4GHz Handheld Mini Wireless Keyboard/ Mouse/Remote Control for £11.95 – reduced from £19.99. Other products that fitted what I was looking for were the Audience A2 Headphones for £10.95 (reduced from £29.99), and the Caseflex GoPro Accessories Carry Case for £12.88. All three products were in stock, well within my budget and were available for next day delivery. While I found something worthwhile, I was surprised Amazon didn’t make it easy.

9/10 “Of all the sites I visited during this mystery shop, Maplin made the biggest deal of Christmas gifts.“

ARGOS IT WAS much easier to find my way to the gift section on the Argos website. The ‘gift’ button on the navigation bar took me to a section that not only had dedicated areas for different members of the family, but also different types of products. One category – ‘gadgets and novelty gifts’ – was exactly what I was after. This section was jampacked with techy gifts. It started off a little pricey with its £80+ drones, but I soon found a host of products within my budget.

There were quite a few products by the brand RED5 that were of interest, including a Desktop LED Clock Fan for £19.99, Water Dancing Droplet speakers also priced at £19.99, and a Clip To Go Bluetooth speaker for £14.99. There was also a Star Wars R2D2 Desk Vacuum for just £9.99. I went for the LED clock fan and I was given the option to buy or reserve for collection, or get it delivered. I could also select the same day delivery option for an extra £3.95. www.pcr-online.biz

MYSTERY SHOPPER

STAR SITE

8/10

10/10 MAPLIN

EBUYER AFTER WORKING my way along the navigation bar at the top of the Ebuyer homepage, I found the ‘gadgets and gifts’ section under the ‘TV and Entertainment’ heading. There was a lot of appropriate gifts for me to sift through, and this site was the first where I found a Quadcopter for under £20. The Hubsan X4 Micro Quadcopter was originally priced at £29.98, but luckily it had £10 off. There was an abundance of specs, product description and images to

check out. The product looked great, but as I added it to my basket, I realised that the cheapest delivery option for orders under £49.99 was £4.18, putting me over my budget. I decided to go back and have another look for other gifts, and to my surprise, I found a Nano version of the same Quadcopter for £14.99, meaning I could buy this one for just under my budget. I could also choose to pay via card or PayPal, and get the free ‘Super Saver’ delivery within five working days.

OF ALL the sites I visited during this mystery shop, Maplin was the one that made the biggest deal of Christmas gifts. The colourful top banner flicked between ‘toys and gadgets’ and ‘retro gifts’. I decided to check out the gadgets first. All the drones were way over my budget, but there were a few robots that came in at under £20. The Connex Space Cleaning Robot Kit for £9.99 was available for home delivery and Click & Collect. There were lots of delivery

options ranging from £2.99 for three to five working days and £16.99 for an early Saturday delivery. Realising that I hadn’t even checked out the retro gifts yet, I went back to the homepage to check out some more products. There were a few more cool gifts including a Rubik’s Cube Light, an ION USB Vinyl/Tape Forever Audio Converter and a Belkin In Car Mobile Cassette Adapter – all in stock and all within my budget. I was impressed by the range of goods on offer.

SUMMARY

8/10 JOHN LEWIS MY NEXT destination was John Lewis’ online store, which had a large ‘Christmas Shop’ banner on the homepage. Clicking on this banner led me to a page containing a long list of gift types for every kind of recipient you could imagine. The site highlighted its ‘novelty and gadget gifts’ which looked quite inviting, so I decided to check that page out. It was easy to choose my price bracket, and once I entered ‘£0 to £20’, I found a few ideas. www.pcr-online.biz

6/10 CURRYS

One was the Yamazaki RIN Tablet Stand for £15, but the Luckies Smartphone Projector for £19.95 really stood out, as it was quite an unusual gadget with a decent price. Both products were in stock and had lots of pictures. There were many options for getting my gift, including UK delivery, Click & Collect, and Collect+ (picking it up from a local shop). However, it was a shame that all of these options cost extra, so I was unable to purchase the projector with my £20 budget.

I COULDN’T find any ‘gift’ or ‘gadget’ section on the homepage of the Currys website, which was mainly advertising sales on TVs, washing machines and notebook computers. I typed ‘gadgets’ into the search box and was presented with a lot of products way over my budget. After setting the max price to £20 I was presented mostly with kids toys and small kitchen appliances. I was about to give up my search at this point, until I noticed something in a

column at the bottom of the whole page, titled ‘People Who Searched “gadgets” Also Browsed’. It was a Misfit Flash Fitness Activity Tracker for only £19.99. “What a bargain!” I thought. I hastily clicked through to the product’s main page only to find the actual price was £39.99 – much more in line with what I thought those devices cost, but way over my budget. It had a ‘sale’ sign next to it, so I added it to my basket anyway and hoped the final price might come down. Unfortunately, it didn’t.

THIS WAS a surprisingly challenging mystery shop. Despite the fact that we are well into the Christmas shopping season, it wasn’t as easy as I thought it would be to find techy stocking fillers. And for half of the ones I did find, I was unable to actually buy them due to the delivery prices. However, I did manage to find some gems, including a Quadcopter, a mini Bluetooth speaker and a cleaning robot kit – all great ‘dad’ gifts in my eyes. I was stunned to see that the likes of Amazon and Currys were not making that big of a deal of Christmas stocking fillers during early November, instead focusing on more expensive items. Maplin and Argos were both standout sites for me on this shop. They made a point of having banners and easy-to-find sections for gifts and gadgets, but I awarded Maplin the ‘star site’ this month as it had the biggest selection of appropriate gifts within my budget, and the most options for delivery times.

PCR December 2015 | 45

OPINION

TOP MARKETING TIPS FOR RETAILERS

1 The IT Marketing Agency’s Gemma Telford offers advice on making sure you’re reaching as many customers as possible…

Is your signage and shop front clean, tidy and clear? Does the front of your store look welcoming? If there’s litter outside, clear it up. If the windows are dirty, clean them. And don’t block out all the light in your shop with a stack of boxes in the window. Choose a clean and simple display that lets people see inside the store. If you offer mobile phone repairs, it can be a good way to get someone in the shop and the chance to sell them other goods and services, too. I’d recommend some simple signage in the window that states you do repairs and perhaps even some of the things you can repair. A colourful sign, board or sticker will draw the eye, but make sure it stays colourful and crisp, or replace it if it starts looking tatty!

Is the shop tidy? Make sure you’re not putting people off as soon as they are over the threshold. Keep the aisles clear, the shelves tidy and boxes out of the way as soon as you’ve re-stocked. Try to make spaces where people can easily browse – and try not to overpack the shelves.

Say hello! Greet people as soon as they’re through the door. Don’t leave the shop unattended, or have someone who looks uninterested or bored. Always just give a friendly hello. Perhaps wait a few moments before asking a follow up question – if you don’t recognise them, ask if they’ve been in before. It’s a non-threatening way to start a conversation. Ask if there’s something specific you can help with. It’s important to be friendly and open, but don’t jump down their throats either, as pushy salespeople will push people straight back out!

Gather data. If you’re looking to build up extra services such as repairs or accessories, see if you can collect people’s details when they buy from you. You can create a friendly monthly newsletter that will let them know about new stock and latest offers – don’t just push to put them on your mailing list, explain why, and the benefits they will get from giving you their details – access to extra services, a reminder about when their contract is due for renewal, or the best offers before anyone else.

Gemma Telford is managing director at the IT Marketing Agency www.theitmarketingagency.com

Indies have 99 problems but Twitch ain’t one With more than 300 million eSports fans expected to be online by 2020, computer retailers are well-placed to win over this massive market, says Dominic Sacco… INDEPENDENT retailers – you’re an incredibly hard working bunch that offer invaluable expertise and customer service. You have to compete with etailers, big multiples and low online pricing, while staying afloat, keeping your customers happy and surviving. And while your list of challenges is seemingly endless, there is a huge opportunity which is falling into your lap right now. New data from Juniper Research has found that online eSports services, such as Twitch, will grow to over 310 million users by

www.pcr-online.biz

2020, increasing from 133 million this year and bringing in almost $1 billion in revenues from subscriptions alone. By comparison, 2020 will see eSports audiences surpass the levels of the NFL tournament (which had 220 million unique viewers) and approach that of Formula 1 (400 million global viewers). It may sound weird, but when I get home from work, I don’t switch on the TV – I turn to my smartphone and have a quick scan to see which eSports pros are playing PC games via the Twitch app. These guys are

“When something can become almost as popular as F1 in little over a decade, to ignore it would be a missed opportunity.” Dominic Sacco, PCR

already sponsored by big PC brands from the likes of SanDisk to Roccat, Intel, Scan Computers and many more, with companies also splashing the cash to advertise with Twitch (which was bought by Amazon last year for around $1 billion). Revenues are set to rise by 250 per cent from 2015 to 2020, with more paying eSports service subscribers set to emerge. Some of these Twitch viewers will look up to their favourite players and want the PC gear they have. This is a fantastic opportunity for local PC stores to become

experts in this area and advise customers on the best gaming components and products (as well as offer other services to them while they’re in store, of course, from repairs to other hardware and so on). This secondary audience means PC stores could take a leaf out of sports shops’ book. eSports is becoming a bigger beast than PC gaming could have ever been by itself. When something can become almost as popular as Formula 1 in the space of just over a decade, to ignore it would be a massive missed opportunity in my opinion.

PCR December 2015 | 47

TRICKS OF THE TRADE

Tricks of the trade: How to get more business customers In the ﬁrst of a new regular series of articles offering advice, PCR asks retailers and members of Network Group how they went from targeting consumers to B2B customers, and what you can do to reach the latter… “We’ve just started to offer managed services. We do treat customers differently and the business customers we acquire normally come through two channels: Networking is one. We’re down in Bournemouth and it seems to be the networking hub of the UK – there are at least a couple of events every day. Most of them are networking sessions but that’s usually when the best conversations happen. The other way is when domestic customers come in and either own or work for a business, you’re sorting out their home laptop and do a good job for them, then you might get a call from the business owner asking for a coffee or a chat. But we do

treat them differently because businesses spend more! “I also write some editorial for a local business magazine – which is just hints and tips – and it goes out to around 1,800 registered businesses. We’ve had business through that. You want to give them some knowledge for free without giving them too much, so you can still charge them.” CLIFFORD JOHNSON, Founder, PCs Made Simple “Something we’re concentrating on very much in the next year is educating our retail customers about what we do for businesses, and our business customers about some of the retail services we

PCR ADVISORY BOARD ////////// PCR takes soundings from its Advisory Board on the biggest issues in the industry. The current members are: 48 | PCR December 2015

Craig Hume, Utopia Computers Jason Eccles, SimplyFixIT Mike Barron, Synaxon Iain Shaw, Brigantia Duncan Rutherford, Dabs.com Steve Ling, Overclockers UK

offer. We look after quite a few big businesses that have hundreds of employees, who are potentially retail customers but don’t know about the things we offer. So as a staff member they could get a 20 per cent discount on repairs, like a loyalty card scheme, which we feel could potentially grab us 300 or 400 new retail customers quite easily. “We’re also getting business customers coming to us that previously used us as retail customers, but didn’t know about what we offer to businesses. So we’re going to focus a lot on crosspollination of the two groups. We’ve actually started selling TVs too – we put a few 55inch TVs on the wall to make the place look good as the showroom is quite big. And Jonpaul Warren, Ebuyer.com David Chorlton, Maplin CK, YoYoTech Jat Mann, PC Pal Ben Miles, Chillblast Estelle Johannes, CompTIA

we sold 20 in the first ten weeks of doing it. These are £500 or £600 TVs, and they’re just flying out. Our customers know they could go to John Lewis and get them a bit cheaper, but they come to us as a one-stop shop.” “Over half of the ones we’ve sold, we’ve charged £80 for delivery and service set up. So it’s unexpectedly been quite a good money-spinner. Then we’ve had off the back of that, people coming in and saying: ‘I hear you’re selling TVs’. So we’re getting new customers that way.” CHRIS INNES, MD, Micro Plus Computers “Some IT retailers generate more business through cold calls, but it’s not Phil Browes, HMV Phylip Morgan, Network Group Juliet Ward, Argos Gavin Holder, GHI Computers Chris Innes, Micro Plus James Gorbold, Scan Computers

always easy. Selling yourself over the phone and getting appointments is a skill. “We looked at our top customers – the four guys that spend the most with us. And we asked, how much time do we give to them directly to get more sales from them? “So we decided to make appointments with each of them, and off the back of it within a week we got a massive sale off one of the guys for a server, which I don’t think we would’ve got if we hadn’t have arranged this. “You might find that 80 per cent of your revenue comes from 20 per cent of your customers. Are they really being looked after in a way that they should?” CRAIG HUME, Director, Utopia Computers John Church, Shop Direct Jason Hockman, Tesco William Jones, John Lewis Vladimir Kuznetsov, DinoPC Steven Lightfoot, Pudsey Computers Mike Fethers, The Hut Group

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SECTOR GUIDE

Stocking

Fillers Selling over the Christmas period isn’t just about the big, expensive gifts; shoppers are also on the hunt for gadgets to pack into those Christmas stockings. Laura Barnes rounds up the latest miniature tech on offer…

TP-LINK BLUETOOTH & NFC MUSIC RECEIVER

SANDISK MICROSDHC 32GB ULTRA CARD

APPROX USB 2.0 SMART CARD READER

FORTISSIMO BLUETOOTH SPEAKER

Distributor: Spire Technology

Distributor: Peak Development

Distributor: Meroncourt

Distributor: Hannspree

With the TP-Link Bluetooth & NFC Music Receiver, users can stream music wirelessly from a smartphone or tablet to any stereo or standalone speaker. It transmits up to 20 metres away and can also connect to most stereos.

Capture, store and share high-quality photos and Full HD video on your Android smartphone or tablet with this 32GB SanDisk Ultra microSDHC UHS-I card. The SanDisk Ultra card is rated Class 10 and comes with an SD adaptor.

This Approx card reader allows you to read electronic documents and smart cards. It is compatible with X Memory, Micro SD, SD/MMC, MS/MS PRO, MS DUO/MS PRO DUO, CF and SIM.

The Fortissimo has a 10-metre Bluetooth pairing range, 3W audio output with ‘Super Bass’, long battery life and supports Micro SD music playback. It also has a compact and lightweight design.

Specs: Bluetooth 4.0, 3.5mm jack, micro USB, 20 metre range.

Specs: Supports Full HD (1080p) video and high quality photos, up to 80MB/s transfer speed, Memory Zone app.

Specs: Seven slots, foldable design, USB 2.0.

Specs: Four hours of playback, 420mV signal sensitivity, Bluetooth connectivity.

SRP: £15.16

SRP: £11.99

SRP: £12.99

SRP: £14.99

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PCR December 2015 | 51

SECTOR GUIDE

KINGSTON DATATRAVELER MICRODUO 3C

ANTEC LIFECARD POWER BANK

TRANSCEND DRIVEPRO 520 CAR VIDEO RECORDER

SANDISK SDHC 32GB EXTREME CARD

Distributor: Simms International

Distributor: Spire Technology

Distributor: Entatech

Distributor: Peak Development

The DataTraveler microDuo 3C has a dual interface that works with both standard USB and USB Type-C ports. It can provide up to 64GB of extra storage for smartphones, tablets, PCs and Macs. It has a read speed of up to 100MB/s and a write speed of up to 15MB/s. It also comes with a rotating cap to protect the reversible USB Type-C connector.

The LifeCard Power Bank from Antec is a compact battery charger that works with smartphones, cameras, and other gadgets with a USB port. It comes with two interchangeable silicone elastic bands for holding credit cards or cash.

This car video recorder comes with a 2.4-inch colour LCD screen and has a Motion G-Sensor to detect impacts. It also comes with a 130-degree viewing angle for a clear and smooth 1080p recording, as well as a snapshot function to take photos while recording.

The SanDisk Extreme SDHC UHS-I Card lets you shoot longer uninterrupted photo or video sessions with your DSLR or camcorder. It delivers fast, reliable performance when taking professionalquality photos or recording in Full HD or 4K Ultra HD. With read speeds of up to 60 MB/s, this memory card lets you transfer high-resolution images or Full HD videos without a long wait.

Specs: Dual interface, compatible with Windows, Mac and Linux.

Specs: Micro USB port, USB 2.0 port, 2000mAh battery, slim form factor.

Specs: 32GB microSDHC card included, infrared LEDs, GPS receiver, 470mAh lipolymer battery.

Specs: Eight times faster than ordinary memory cards, up to 40MB/s write speeds, up to 60MB/s transfer speeds.

SRP: £9

SRP: £6.38

SRP: £159.99

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ELGATO AVEA

APPROX MULTI CARD READER

MY ISTICK LIGHTNING USB STICK

EDIFIER R12U SPEAKERS

Distributor: Tech Data

Distributor: Spire Technology

Distributor: Entatech

Distributor: Midwich

Elgato Avea is a smart light bulb that is controlled by an iPhone, iPad or Apple Watch. It has a built-in wake up timer and you can connect to more than one Avea bulb to coordinate lighting throughout your home.

This external multi card reader from Approx has four slots for use with micro SD, SD, MiniSD, MMC, RSMMC, MS, MSPro, MS Duo and M2 cards. It is USB powered and measures just 2.3x1.2x7.5cm.

My iStick is the world’s first USB flash drive with an Apple Lightning connector. Users can transfer files between Apple devices, PC and Mac without the need for synchronising with iTunes or iCloud. You can also playback music and video directly from the iStick.

These compact speakers feature a master volume with built-in power switch and a headphone jack. The 3.5mmm auxiliary input gives greater flexibility for connection to other digital devices such as portable music players and phones.

Specs: Bluetooth, 7W LED, works with iOS 7.1 or later.

Specs: USB 2.0, four memory card slots, compatible with Windows and Mac.

Specs: 16GB of space, lightweight, works with any iPhone, iPod or iPad with a Lightning connector.

Specs: Weighs 499g, 4W speakers, available in black, silver and red.

SRP: £39.99

SRP: £3.28

SRP: £59.99

SRP: £14.99

52 | PCR December 2015

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SECTOR GUIDE

APPROX 2.0 MINI STEREO SPEAKERS

SONY EX15AP IN-EAR HEADPHONES

TRANDSCEND DRIVEPRO 220 CAR VIDEO RECORDER

ANTEC SPOT SHOWER SPEAKER

Distributor: Spire Technology

Distributor: Peak Development

Distributor: Entatech

Distributor: Spire Technology

Designed for use with PCs and laptops, the Approx 2.0 Mini Stereo Speakers have a frequency range of 40Hz-2KHz. They have a 3.5mm audio jack and a USB charging port.

These in-ear headphones from Sony are easy to slip into a pocket or backpack. The feature punchy audio and a handy built-in microphone, meaning the user can take and make calls easily. The EX15AP headphones are available in black, blue, pink and white.

The DrivePro 220 from Transcend is designed to protect drivers with its Lane Departure and Forward Collision warning systems. It also has a parking mode to safeguard the vehicle while parked up.

Made for use in the shower, the Spot Shower Bluetooth Speaker is splash resistant and boasts a 10ft wireless range, meaning you can keep your device well clear of water. It has strong suction cups to attach it to bathroom tiles, and built-in controls and microphone so you can pick up calls, adjust the volume and skip through your playlist.

Specs: Two 2.5-watt speakers, available in red and black, 40Hz-2KHz frequency response.

Specs: Silicone earbuds, built-in mic and remote, 9mm neodymium drivers.

Specs: 2.4-inch colour LCD screen, GPS receiver, built-in battery, Wi-Fi, 470mAh battery, 16GB microSDHC card.

Specs: 160-20kHz frequency response, Bluetooth 3.0, four hours playback time, eight hours talk time.

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ANTEC SP1 PORTABLE BLUETOOTH SPEAKER

Distributor: Peak Development

Distributor: Dynamode

Distributor: Tech Data

Distributor: Spire Technology

The Bitmore Capsule is a powerful wireless Bluetooth speaker for smartphones, tablets, laptops and other Bluetooth-enabled devices. It boasts six watts of sound performance for music, videos, games and apps.

This Bluetooth speaker has a range of up to 15 metres and uses ClearSound acoustic technology to create deep bass and crisp treble tones. It also comes with a Chameleon LED display and an FM radio function.

With the Targus TravelDock, users can instantly extend their tablet and laptop connectivity. The device easily connects projectors, screens and desktop accessories, and has two USB 3.0 ports and dual video HDMI and VGA ports.

As well as being used to listen to music and as a speaker when watching movies, the Antec SP1’s built-in microphone and controls enable you to answer phone calls. You can also pair the SP1 with your laptop.

Specs: Wireless connection with up to 10m range, 3.5mm audio option, speakerphone option.

Specs: Up to six hours of playback, built-in 3.5mm phono cable, USB connection, handsfree connectivity.

Specs: Integrated USB 3.0 cable, 237g in weight, gigabit Ethernet, microUSB port.

Specs: Up to 10 hours of battery life, 3.5mm jack, Bluetooth, 10 metre range.

SRP: £29.99

SRP: £24.99

SRP: £79.99

SRP: £21.96

CONTACT www.pcr-online.biz

Dynamode: 0845 375 2023

Meroncourt: 01462 680060

Simms International: 01622 852 800

Entatech: 0333 101 1000

Midwich: 01379 649200

Spire Technology: 01202 828 444

Hannspree UK: 0871 666 0850

Peak Development: 01489 796979

Tech Data: 01256 788 000

PCR December 2015 | 53

SECTOR GUIDE

Smartphone accessories Smartphone shipments are expected to reach over 1.7 billion by 2018, a tenfold increase from 2009. As smartphones continue to sell by the truckload, Laura Barnes looks at some accessories you can stock to get in on the action…

IWALK POWER CASE

BELKIN QI WIRELESS CHARGING PAD

VEHO Z-8 ALUMINIUM HEADPHONES

OVERBOARD WATERPROOF SMARTPHONE CASE

Distributor: Entatech

Distributor: Tech Data

Distributors: Exertis, Westcoast

Distributor: Peak Development

At 0.5 inches thick, the iWalk rechargeable power case works with virtually any headphone jack – even L-shaped plugs. Users can sync data using the supplied MicroUSB cable without removing the power case.

With the QI Wireless Charging Pad, you can charge Samsung, Nokia and other Qi-enabled smartphones without bothering with plugs or cables. It uses Qi-certified transmitting coils to deliver charge to your phone wirelessly.

Compatible with any smartphone or device using a 3.5mm output jack, Veho’s Z-8 aluminium headphones have 40mm noise isolating technology, complete with leather ear pads and an adjustable headband.

The OverBoard Waterproof Smartphone Case is compatible with all iPhones except the 6 Plus. The case is submersible to 19ft/6m. The 100 per cent waterproof Slide Seal System keeps an iPhone safely sealed up.

Specs: Anti-slip, rubberised grips, 2400mAh capacity battery, full access to all ports and controls.

Specs: 1-amp output, soft charging pad, wall adapter, microUSB-to-USB cable.

Specs: Foldable design, 130cm ‘antitangle’ cord, carry case.

Specs: Dust, sand, dirt and water proof, made of biodegradable thermoplastic polyurethane.

SRP: £44.99

SRP: £29.99

SRP: £99.95

SRP: £18.75

BULLGUARD MOBILE INTERNET SECURITY

HANNSPREE PULSE SMARTWATCH

TP-LINK 5200MAH POWER BANK

SCOSCHE MAGICMOUNT XL DASH

Distributor: Spire Technology

Distributors: Entatech, Exertis

Distributor: Spire Technology

Distributor: Entatech

BullGuard Mobile Security protect users against a wide range of threats. It safeguards against the damage that can arise from loss or theft. The app includes BullGuard Mobile Security Manager, providing remote access to devices.

The Hannspree Pulse features a high definition capacitive touch screen including IPS display technology for super wide viewing angles, and a 360-degree cambered surface, with an optical heart rate sensor.

Housed in an ergonomically designed case, this power bank from TP-Link has a high capacity 5200mAh battery and is compatible with most smartphones and digital devices. It holds enough juice to fully charge most devices twice over.

Users can safely secure a smart device to their vehicles dash or window. Its flex-neck design gives the user freedom to position at multiple viewing angles, and its stickGRIP material provides a strong hold on any dash or window.

Specs: Works with Android devices, one-tap data backup, parental controls, call manager can block unwanted calls.

Specs: High definition capacitive touch screen, IPS display technology, optical heart rate sensor.

Specs: 5200mAh battery, weighs 135g, microUSB, USB 2.0, LED power indicator.

Specs: Large and small plate with 3M adhesive, works with Apple and Android devices, magnetic mounting.

SRP: £9.80

SRP: £89.99

SRP: £12.30

SRP: £24.99

www.pcr-online.biz

PCR December 2015 | 55

SECTOR GUIDE

KINGSTON DATATRAVELER

LMS DATA TEMPERED SCREEN PROTECTOR

VEHO APPLE LIGHTNING CABLE

PIXI SMART STAND

Distributor: Simms International

Distributors: Dynamode UK, Meroncourt

Distributors: Exertis, Westcoast

Distributor: Manfrotto Distribution

Kingston’s DataTraveler microDuo Flash drive provides additional storage in a convenient form factor for smartphones that support the USB OTG (On-The-Go) functionality. The USB OTG standard allows mobile devices to directly connect to supported USB devices.

Featuring nanotechnology manufacturing, LMS Data’s tempered screen protector allows almost all transmission of light from the mobile device’s screen. The firm’s molecular bonding tech means integral fingerpint rejection across the surface. The screen is tailored to fit a variety of smartphone models.

Veho’s Lightning Cable is compatible with all Apple Lightning configured iPhones and iPads, enabling you to charge and synchronise your devices. It is made from black Tacton soft rubber.

The PIXI boasts a universal smartphone clamp with multiple quarter-inch thread attachments, which enables it to be used with most of the smartphones currently on the market. The stand works as a stable holder and can also be used as a comfortable ergonomic grip to capture videos and photos.

Specs: USB 3.0, microUSB, compatible with Windows OS, Linux and Chrome.

Specs: Scratch resistant, ballistic protection, made for Apple, Samsung, LG and Google devices.

Specs: 1m/20cm options, Apple approved cable.

Specs: Made of stainless steel.

SRP: £7

SRP: £1.99

SRP: £12.95

SRP: £34.95

SENNHEISER CX 2.00 HEADPHONES

TP-LINK LTE-ADVANCED MOBILE WI-FI

NGS SPRINTTER UNIVERSAL SPORT

LMS DATA USB POWERBANK

Distributor: Peak Development

Distributor: Tech Data

Distributor: Meroncourt

Distributor: Dynamode UK

The Sennheiser CX 2.00 headphones deliver a rich, bass-driven sound and are optimised either for use with Windows Phone and Android devices (g version), or for use with iOS devices (I version). They feature an in-line remote with an integrated microphone so you can easily stop your music to take a call, and then immediately switch back at the push of a button.

The TP-Link LTE-Advanced Mobile Wi-Fi has up to 150Mbps download and 50Mbps upload speeds. It supports up to ten devices simultaneously and displays useful information on its screen display. The users also have the option to select either 2.4GHz or 5GHz dual-band Wi-Fi.

The NGS Sprintter is a universal sports armband for smartphones of up to five inches in size. It is made of highly durable and flexible materials, and has a reflective surface to give you enhanced visibility while out running at night. It’s made of neoprene material and the armband is washable.

With a higher-power 11500mAh advanced chemistry battery, free from the memory effects of lesser models, the PBK-11500-W includes dual USB ports so up to two devices can be charged at the same time .

Specs: XS, small, medium and large ear adapters, optimised shape and size.

Specs: 2550mAh battery, up to 10 hours battery life, micro SD card slot for up to 32GB of additional storage.

Specs: Velcro adjustment, reflective surface, touch sensitive screen cover.

Specs: Over-charge and short circuit protection, LED torch, MicroUSB, dual USB.

SRP: £49.99

SRP: £74.99

SRP: £6.99

SRP: £25.99

56 | PCR December 2015

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SECTOR GUIDE

BITMORE CHARGE & SYNC CABLE

HANNSPREE PRIME SMART WATCH

STM DUX IPHONE CASE

KINGSTON MOBILELITE WIRELESS G2

Distributor: Peak Development

Distributors: Entatech, Exertis

Distributor: Computers Unlimited

Distributor: Simms International

The Bitmore Charge & Sync cable has four flip-out connectors stowed in its side: USB, Micro USB, Apple Lightning and Apple 32 pin. To use, plug the USB connector into a USB socket and one of the other connectors into a device.

The Prime from Hannspree is a smartwatch boasting integrated SIM support. It can pair with a smartphone to relay alerts of incoming calls and messages.

STM’s most rugged iPhone case, the Dux comes with reinforced corners. A see-through polycarbonate back panel protects the iPhone 6 or 6 Plus from inadvertent gravity induced issues.

The average smartphone has only 70 per cent of its capacity available for storage. Kingston’s MobileLite Wireless G2 adds storage while freeing up your mobile device by letting you offload content to a Flash card or USB drive.

Specs: Compatible with iOS and Android devices, four different connectors, multi-tool design.

Specs: 0.3MP camera, pedometer, sleep monitor, supports TF card up to 32GB, 240x240 IPS screen, 1.54-inch display.

Specs: Rubberised bracket, clear back, access to all ports, buttons, controls and camera lens.

Specs: Weighs 171g, up to 13 hours of battery life, USB to microUSB cable.

SRP: £9.99

SRP: £59.99

SRP: £29.95

SRP: £37

SCOSCHE MAGICMOUNT XL HEADREST

NGS ARTICA RUNNER HEADPHONES

HANNSPREE LEGEND SMART WATCH

TP-LINK 2600MAH POWER BANK

Distributor: Entatech

Distributor: Meroncourt

Distributors: Entatech, Exertis

Distributor: Tech Data

Safely secure a mobile device to your vehicle’s rear seat headrest with the Scosche magicMOUNT XL. The pivoting head design gives you freedom to position your smartphone or tablet at multiple viewing angles, including portrait and landscape. It comes with an open design for access to all ports.

Thanks to its Bluetooth 3.0 technology, you can pair these headphones up to other Bluetooth devices with a range of up to 10 metres. They are also resistant to sweat and water.

The Hannspree Legend is a traditionally designed wristwatch with added smart functionality. It features a large high definition touch screen that is scratch proof and is housed by brushed metal alloy. The Legend monitors and tracks a variety of health related statistics.

This standalone power solution is designed to fit anywhere and protect against damage caused by things like short circuiting, over-heating and overcharging. The device also reduces unnecessary energy loss while charging, giving users up to 90 per cent energy efficiency.

Specs: Large and small MagicPlate, 3M adhesive.

Specs: Rechargeable, flexible, 10 metre range, Bluetooth 3.0.

Specs: 1.54-inch OLED TFT touch display, 240x240 IPS screen, Bluetooth, pedometer, calorie consumption.

Specs: 2600mAh capacity, microUSB, USB 2.0, LED indicator.

SRP: £34.99

SRP: £39.99

SRP: £69.99

SRP: £12.99

CONTACT Dynamode: 0845 375 2023

Exertis IT: 01256 707070

Peak Development: 01489 796 979

Entatech: 0333 101 1000

Manfrotto Distribution: 01530 566090

Simms International: 01622 852 800

Tech Data: 01256 788 000

Exertis Home: 01279 822 822

Meroncourt: 01462 680 060

Spire Technology: 01202 828 444

Westcoast: 0118 912 6000

www.pcr-online.biz

PCR December 2015 | 57

Recommended The latest tech Editorial planner

Dedicated monthly product coverage

Featuring a host of ports and a 35-inch 21:9 UltraWide Full HD 2560x1080 panel, the Z35 is built for gamers

Acer’s new desktops are powered by Intel’s 6th gen Core i7-6700K and are designed for 4K gaming

The Z35 curved gaming monitor boasts NVIDIA G-SYNC technology

Predatory powerhouses ACER HAS unveiled a new Predator range of products, including a monitor, desktops, notebooks and a tablet – designed for gaming. First up, Acer’s ‘Unbreakable Fortress’, the Predator G3, is designed for universal gamers and is powered by the latest 6th gen Intel Core i7-6700K or i56600K processors. The IceTunnel cooling system capability keeps the system chilled at excess

speeds and network connectivity comes in the way of Wi-Fi 802.11ac. The desktop runs NVIDIA GeForce GTX or AMD Radeon R9 graphics with UHD 4K2K 3840x2160 display capabilities. The second desktop in the range is the Predator G6 ‘Unstoppable War Machine’, powered by Intel’s 6th gen Core i7-6700K as well as NVIDIA’s GeForce GTX 980 with UHD 4K2K 3849x2160 display capabilities.

The casing allows for a bidirectional inflow of air to enable the IceTunnel cooling, and also houses a number of expansion slots allowing it to support up to 12TB of storage. The expansion of the Predator family continues with the Z35 curved gaming monitor featuring NVIDIA G-SYNC anti-tear technology. It boasts a 35-inch 21:9 UltraWide Full HD 2560x1080 panel with a curvature of 2000R for immersive gaming.

There’s also a new Predator gaming notebook, which comes in 15.6-inch and 17.3inch variants. The Predator 15 notebook features 15.6-inch Full HD or 4K 3840x2160 Ultra HD panels, while the Predator 17 notebook features 17.3-inch Full HD displays. Both lines support up to three displays including one NVIDIA G-SYNC monitor. Finally, the Predator G8 gaming tablet completes the

new line-up. Powered by the Intel Atom x7 Processor with Intel HD Graphics on the Android 5.1 OS, the tablet has an 8-inch FHD 1920x1200 display using Zero Air Gap and IPS technology. It connects with 802.11a/b/g/n wireless with 2x2 MIMO supports for fast wireless access, and offers gamers up to 64GB on-board storage. This can be expanded by a further 128GB using a microSD card.

Contact: Acer | www.acer.co.uk | Price: Z35 monitor starting at £799.99, G6 desktop starting at £1,499, G3 desktop starting at £699.99, 15-inch notebook starting at £1,229, 17-inch notebook starting at £1,499, G8 tablet starting at £249.99

www.pcr-online.biz

PCR December 2015 | 59

24-27 FEBRUARY 2016 GRIMALDI FORUM | MONACO

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DISTREE-EMEA.COM #DISTREE

RECOMMENDED

BullGuard’s on guard BULLGUARD HAS unveiled a new version of its Internet Security software, compatible with Windows 10. One new feature is Dropbox-compatible backup and encryption. “As one of few security suites to offer secure backup to safeguard files, BullGuard provides 5GB of storage. It also includes convenient, encrypted backup to Dropbox accounts via the software, offering peace of mind that important documents are securely stored,” says the firm. Internet Security aims to make PC tune up and optimisation even easier. It comes with new tools to identify and delete unnecessary files to free up disk space. A Cleanup Helper actively recommends safe file removal with single-click fast

Users can view mandatory and optional processes and applications to fine-tune startup, improving boot speed and freeing up memory and CPU usage for a faster PC.

An improved safe browsing module reduces impact on performance, a streamlined quarantine provides protection without user intervention, and exploits such as malicious URLs and executable image files can be detected. There’s also improved detection of malware at Windows start-up to combat rootkit attacks – and protect against the rise of ransomware affecting PCs. BullGuard’s parental controls have been improved with enhanced reports and notifications to help parents stay one step ahead. The child monitor now offers more detail on activity, meaning parents can automatically view newly created Windows profiles – and are notified when time and application restrictions are applied.

The firm says the YOGA 900 is the world’s thinnest Intel Core i convertible laptop, with up to Intel’s latest 6th gen Core i7 processor. The 13.3-inch QHD+ 3200x1800 IPS display has a wide viewing angle to take full advantage of Windows 10. Other specs include JBL stereo speakers, Dolby Audio Premium, a Samsung Solid

State Drive offering up to 16GB of storage, as well as a ‘razor-thin’ design, and a cooling system improved by 30 per cent. There is also a ‘home’ version of the YOGA 700, which comes with an Intel 6th gen Core i7 processor, optional NVIDIA GeForce 940A graphics, Windows 10 and up to three hours of battery life.

delete and provides category views for a clear picture of the file system. The new Boot Manager function gives an overview of applications that start automatically with the PC.

“BullGuard’s parental controls have been improved with enhanced reports and notifications.”

Contact: BullGuard | www.bullguard.com | Price: £49.95

New YOGA offerings TWO NEW devices have been added to Lenovo’s YOGA range of products. The new Lenovo YOGA 700 is a Windows 10 convertible laptop with four usage models: laptop, stand, tent and table. Designed for portability, the YOGA 700 comes in 11inch and 14-inch models. Avid travellers who need a thin and light option will find the 11inch YOGA 700 ideal, while the 14-inch option offers additional speed. Both models come with a responsive 10-point multitouch Full HD 1920x1080 IPS display and Dolby DS1.0

Home Theater-certified stereo speakers. The 11-inch YOGA 700 weighs just 1.1 kg and measures 15.8 mm thin, and boasts up to seven hours of battery life. With up to Intel’s latest 6th Gen Core i7 processor, an optional NVIDIA GeForce 940M graphics card and up to 8GB of DDR3L memory, the 14-inch YOGA 700 also comes with up to 256GB SSD storage so that users can launch apps, transfer files and focus on work with reduced noise. As well as the YOGA 700, Lenovo has also released a Windows 10 PC.

“The firm says the YOGA 900 is the world’s thinnest Intel Core i convertible laptop.”

Contact: Lenovo | www.lenovo.com | Price: Lenovo YOGA 700 11-inch starting at $649, Lenovo YOGA 700 14-inch starting at $799, Lenovo YOGA 900 starting at $1,199.99, Lenovo YOGA Home 900 starting at $1,549. www.pcr-online.biz

PCR December 2015 | 61

RECOMMENDED

Tough tech from Panasonic PANASONIC HAS added two new rugged devices to its portolio. First up, the Toughpad 4K FZ-Y1 Performance model is a large screen rugged business tablet designed for professional users. With its increased computing power and dedicated graphics, this is the first Panasonic Toughpad to offer Windows 10 Pro. A ready-made solution for CAD designers, engineers and architects, the Panasonic Toughpad FZ-Y1 is already certified by Dassault Systèmes for use with its marketleading 3D CAD application SOLIDWORKS. The Panasonic Toughpad FZ-Y1 Performance is a more powerful version of the Panasonic Toughpad FZ-Y1 Standard model announced in July this year. The

Performance model has the powerful 5th Generation Intel Core i7-5600U vPro Processor (4MB cache, 2.6 GHz up to 3.2 GHz with Intel Turbo Boost Technology) and dedicated AMD FirePro M5100 graphics with 16GB RAM and 256 GB SSD (optional 512GB SSD) to handle high-end applications.

“The FZ-Y1 features a 4K screen and is the first Panasonic Toughpad to offer Windows 10 Pro.” With its 20-inch IPS multitouch display with up to 10-finger recognition, backed by a 4K 3840X2560 Ultra HD resolution, 230 ppi and 15:10

aspect ratio, the Toughpad tablet is ideal for viewing and working with A3 size plans and designs. The optional Electronic Touch Pen also offers the ability to draw and make free-hand notes on the device and is designed to feel like pen on paper. Panasonic has also introduced the world’s first fully rugged detachable notebook, the Toughbook CF-20. With its six different operating modes, the Panasonic Toughbook CF-20 has a wide range of business uses. The tablet can be

detached. It can operate as a regular notebook and in presentation mode. Using the in-built handle, the device can operate hanging on a wall, on the arm or whilst

being carried. Finally, vehicle mode allows full functionality use of the device when on the move.

Contact: Panasonic | www.panasonic.com/uk | Price: Toughpad FZ-Y1 starting at £3,180, Touchbook CF-20 starting at £2,218

On the Pulse THE PULSE is Hannspree’s latest smartwatch device, which comes with a touchscreen IPS display, Bluetooth connectivity and a heart rate monitor. The wearable gadget also comes with a pedometer, calorie counter, stopwatch and sleep monitor. The wearer can use the Pulse to check email, SMS and as a voice recorder. There are also two themed interface styles and seven clock UIs to pick from. The all-metal frame is made of stainless steel, whilst the black strap is made from hypoallergenic calfskin leather. The round design of the capacitive touch screen includes IPS display technology for super

wide viewing angles and a 360-degree cambered surface maximises the display area. The optical heart rate sensor can accurately monitor heart rate to provide precise data and helpful insights into exercise and sleep quality

“When paired with a smartphone the Pulse can work as a music player.” including calories burned each day, distance travelled and time spent in deep sleep. This is set up via the simple interface, with personal data such as height and weight

ensuring accurate readings specific to the user. After a heart rate test, the Pulse’s mobile app allows users to share results with family and friends. For dedicated active users, a stopwatch enables accurate timing of fitness activities. For light every day exercise, an on-board pedometer keeps count of steps taken and can be set with goals for encouragement. Via Bluetooth, the Pulse can display a paired smartphone’s contact database, and includes a speaker and microphone enabling users to answer, dial and make calls (directly and hands-free.) It also supports email and SMS notifications, allowing users to read messages quickly

and to stay connected anytime, anywhere. When paired with a smartphone, the Pulse can also work as a music player, providing access to

saved playlists in the user’s music library. The Pulse will keep going from a full charge for two days of standard use, or a week in standby mode.

Contact: Hannspree, Entatech, Exertis | www.hannspree.eu, www.entatech.com, www.exertis.co.uk | Price: £89.99

62 | PCR December 2015

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RECOMMENDED

HyperX gets Savage

HYPERX HAS launched highercapacity additions to its Savage and Predator DDR4 high-performance memory ranges. HyperX Savage DDR4 is now available as a 2666MHz 128GB kit of eight, with each DIMM containing 16GB of RAM. It joins a family of other previously announced Savage DDR4 memory from 2133MHz to 3000MHz in various single modules and kits, from 4GB to 64GB capacities. HyperX Savage DDR4 is designed for gaming, video editing and 3D

rendering. The built-in XMP-ready profiles are optimised for Intel Core i5 and i7 processors, as well as Intel 100 Series and X99 chipsets. HyperX Predator DDR4 memory is also now available in 16GB DIMMs as 32GB kits of two and 64GB kits of four at 3000MHz. Specifically designed for the latest generation Intel 100 Series and X99 chipsets, HyperX Predator DDR4 combines high frequency and aggressive CAS latencies to provide users with one of the fastest solutions in the market.

Contact: HyperX | www.hyperxgaming.com | Price: From £214.04

Tower power KOLINK IS the latest brand from Caseking, which will offer affordable solutions to gaming and business cases, as well as 80 Plus Bronze-certified power supplies. The Kolink line-up of products includes nine cases, three power supply units and eight barebones systems. The full range of cases are the Victory MicroATX Gaming Case, Aviator Midi Tower Gaming Case, Satellite Micro-ATX Cube Case, Octagon Midi Tower Gaming Case, KLM-001 Micro-ATX

Case, Deathclaw ATX Gaming Case and the KLA-001 Midi Tower Case. PSUs include the KL-400 400W ‘80 Plus Bronze’ Power Supply, KL-500 500W ‘80 Plus Bronze’ Power Supply and the KL-600 600W ‘80 Plus Bronze’ Power Supply. These power supply units all meet the EU regulation for efficiency of all power supplies sold in the European Union. Caseking UK is also offering Kolink barebones systems, also known as Klick, with eight barebones systems available to choose from, ranging from X99 Z170, H110 and A68 platforms.

Contact: Caseking UK | www.caseking.co.uk | Price: Cases starting at £22.99, Power Supplies starting at £25.99

Editorial Planner

A look at the biggest features coming up in PCR over the next few months...

JANUARY 2016

FEBRUARY 2016

March 2016

CLOUD FOCUS

NETWORKING SPECIAL

PC GAMING SPECIAL

Cloud computing is still on the increase – to celebrate, we inspect the market including the current service offerings.

We delve in to the networking sector and see how the landscape is changing.

As virtual reality continues to increase in popularity, we take a look at how VR is affecting the PC gaming market.

Also this month, PCR reviews education technology show BETT and takes a look at the managed services sector.

In our March issue we also preview the PCR Awards and round up the latest gaming hardware, components and peripherals.

Advertising Deadline

December 10th

January 8th

February 5th

www.pcr-online.biz

PCR December 2015 | 63

OUT OF OFFICE

IN THE

HOT SEAT Darren Roberts, Razer Razer’s regional sales manager for UK and Ireland reveals his most embarrassing moment at work and why he loves Taylor Swift What’s your most embarrassing moment in the trade? It was recently, actually. On a conference call I decided to tell a colleague about what I thought of another colleague’s attitude during a call. I didn’t realise I was sharing my screen at the time and the colleague in question could see my thoughts in all their glory on the huge projector screen. To be fair though, I stood by my thoughts and later told him in person. Any pet hates? Slow internet and phone coverage – especially in this day and age. Plus it affects my gaming, ahem, I mean work. What’s going to be the next big thing in tech? Virtual reality is making some huge strides forward. Razer’s lead on OSVR (Open Source Virtual Reality) is standardising platforms and pooling knowledge and resources for the benefit of everyone. Consumer-level VR (that doesn’t need a powerhouse PC to run it) is just around the corner. Favourite TV show? I’m a sucker for reality shows like Deadliest Catch, Fast and Loud etc but I am loving Ray Donovan and Arrow right now.

WHAT A KNIGHT THIS YEAR’S PCR Boot Camp North had a mix of talks, panel sessions and opportunities to do business – as well as fighting knights and giveaways, of course. Headline partner Microsoft gave away free Office 365 subscriptions to all delegates who visited its stand. Terra Computers director Neil Jensen gave away a TERRA MOBILE 1513 Notebook to the fastest driver on its F1 Gaming Experience (Leigh Hempsall of Xgates Computers, pictured bottom-right), while Agilitas give away an iPad Mini to Adrian James from ComputerBits (top-right). Centerprise Distribution handed out a CAT S30 rugged mobile handset; James Pilling from Midland Computers won a Rosewill Viper-Z gaming case from VIP Computers; and Gavin Holder from GHI Computers clocked Network Group’s fastest lap time (right), winning a gaming bundle. The event took place at The Royal Armouries in Leeds, so PCR couldn’t resist finishing the day off with a good ol’ medieval battle. In the after show party, attendees were treated to a fancy sword fight, and played around with the armour.

What are your guilty pleasures? Taylor Swift, although I blame my two children for that. Cheesy music is always on in my car – my kids and I are always listening to Kiss FM. I also find myself watching Twitch a lot nowadays, watching people stream games or “geeking out”, as my wife puts it. How competitive are you? Working for a gaming company, you have to be competitive. And as a gamer myself, I am very competitive inside and outside of work. Where do you see yourself in the next five years? A lot can happen in five years. I have been with Razer now for seven and it has flown by. I still see myself being involved in gaming peripherals and hardware. Would you like to nominate anyone for our next ‘In the hot seat’? Carly Cheshire from BenQ.

64 | PCR December 2015

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OUT OF OFFICE

140 CHARACTERS OF NEWS AND VIEWS What the industry’s been tweeting about this month… Rich Marsden, VIP Computers @Rich_VIPCom Great day engaging with customers, thanks to @pcr_online for putting on a great event and having me as a speaker! #PCRBootcampNorth AML Midlands Ltd @AMLMidlandsLtd Well Done @pcr_online Lots to think about today and Awesome Speakers (Folk who talk ;) ) #ITisEasyistntIT Craig Hume, Utopia Computers @CraigHume_ Big thanks to the whole team @pcr_online for putting on a cracking event! Sorry I could not stay for the after party :( You guys rock! Carl West, GfK @Carl_GB LIVE on #Periscope: @pcr_online Bootcamp North @GfK M2M Direct @M2M_Direct At #PCRBootCampNorth this afternoon? Come and pop by our stand and say hello to Charlie and Leon! @pcr_online Centerprise @CenterpriseInt #PCRBootCampNorth - Visit Ci on STAND 6 to discover new devices from the best #rugged manufacturers in the world... @pcr_online Richard Eglon, Agilitas @richardeglon @MicrosoftUK leading the way at @pcr_online boot camp north. Come and visit @AgilitasIT at stand 19. Dixons Carphone plc @DixonsCarphone Jeff Goldblum stars in first Currys PC World Christmas campaign

Aongus Hegarty, Dell @AongusatDell Full house at Dell EMEA Partner Solutions Conference in Vienna - We are investing and growing together #solconf

Cartridge People @CartridgePeople Read the story of how we raised £6,715 for @ BCCare through our #PrintPink campaign. @ BoldBeanies @RickMartinBacon bit.ly/1LqxMT2

www.pcr-online.biz

PCR December 2015 | 65

OUT OF OFFICE

GUESS THE EXEC

DELEGATES AND exhibitors were treated to an impressive sword fighting display at the PCR Boot Camp North after show party in November. And after the demonstration, everyone was given a chance to find out more about the weapons and armour on show. While we couldn’t convince everyone to actually put the armour on, one exec posed with a helmet. Can you guess who it is? Email us with the correct name of the poser and you will be put in a prize draw to win a Veho Sound Bar. Send your answers to dsacco@nbmedia.com by December 11th

PARTY WITH SPIRE TECHNOLOGY THIS YEAR marks 25 years in the industry for distributor Spire Technology. To celebrate, the firm set up a birthday prize giveaway throughout November. Customers were encouraged to

order from the distie to receive their ‘party box’, which contained some fun party paraphernalia. Customers were encouraged to Tweet or Facebook a party pic using the hashtag #SPIRE25 to be in with a chance of winning.

But there could only be one winner. And it was Colin Baglow and the team from Complete Computing who won the Spire giveaway for their party pose, which awarded them with an ASRock BeeBox PC!

Editorial: 01992 535646 Advertising: 01992 535647 Website: www.pcr-online.biz Twitter: @pcr_online PCR is published 12 times a year by NewBay Media - Saxon House, 6a St. Andrew Street, Hertford, Hertfordshire SG14 1JA. Fax: +44 (0)1992 535648. © NewBay Media 2015 All rights reserved. No part of this publication may be reproduced or transmitted in any form or by any means electronic or mechanical, including photocopying, recording or any information storage or retrieval system without the express prior written consent of the publisher. The contents of PCR are subject to reproduction in information storage and retrieval systems. Printed by Pensord.

66 | PCR December 2015

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EVERYWHERE

FOR THE UKâ&#x20AC;&#x2122;S PC & TECH COMMUNITY SEPTEMBER 2015

Over 14,000 retailers, resellers and IT trade read PCR via print, iPad, iPhone, Android devices and online every month Over 51,700 unique visitors to PCR-Online.biz every month*

To book a trade marketing campaign with PCR contact jlane@nbmedia.com or sgoldhawk@nbmedia.com *Source: Google Analytics

The circus is here The PCR Awards return once again on Thursday March 10th 2016, where the Royal Garden Hotel will be transformed into a circus themed extravaganza. Kick back and relax during the dinner, go wild at the achievements of the UK PC and tech industry and celebrate at the after-show drinks reception. Distributors, vendors and retailers will be recognised through a variety of awards and categories. PLUS for 2016 we’ve added a ‘channel services’ category with new awards recognising PR agencies, analysts and IT buying groups. So remember to open your diaries and save the date – don’t miss out on the opportunity to get your business recognised.

We look forward to seeing you there. Be part of the celebrations and join us…

SAVE THE DATE