PCR October 2016 by Biz Media Ltd

FOR THE UK’S PC & TECH COMMUNITY • No. 157 • OCTOBER 2016

08 Boot Camp North Sponsors and speakers for this November’s event are revealed.

10 IFA review PCR takes a look at the trends that emerged at IFA 2016.

13 Black Fiveday? Is one day of flash sales set to become five? The channel has its say.

No. 157 • OCTOBER 2016 COMPUTER & IT RESELLERS z RETAILERS z SYSTEM BUILDERS z DISTRIBUTORS z VENDORS

WWW.PCR-ONLINE.BIZ

THE VALUE OF DISTRIBUTION “Get big, get niche, or get out.”

MAKING SURE that you stand out is one of the most important jobs of a distributor. VIP managing director Rich Marsden speaks to PCR about just how vital it is for the company to set itself apart. “We’re a big distributor in terms of our revenue, but in terms of our competitors we’re not actually that big. We’re too young to get out, so we’ve got to get niche.” Read our full interview with Rich Marsden on page 29.

DISTRIBUTOR PROFILES – P23 APPROVED PC RETAIL NETWORK - P32 THE FUTURE OF VR – P36

WWW.PCR-ONLINE.BIZ z WWW.TWITTER.COM/PCR_ONLINE z WWW.FACEBOOK.COM/PCRMAG

CONTENTS & COMMENT

MEET THE TEAM

CONTENTS

COMMENT

REGULARS Jonathan Easton Deputy Editor

06 Analysis: Samsung controversy

jeaston@nbmedia.com @jonman247

Fresh eyes

10 Analysis: IFA 2016 review 13 Analysis: Black Friday preview 14 Number Crunching

Sophia Murray Staff Writer

17 Appointments

smurray@nbmedia.com

17 Events 18 Opinion 38 Mystery Shopper 40 Retailer of the month:

Gurpreet Purewal Group Sales Manager gpurewal@nbmedia.com

Computer Repair UK 43 Reseller Profile: Trust Systems 43 PlayStation’s 4k mistake

FEATURES

Sarah Goldhawk Account Manager

YOU MIGHT be thinking that this page looks a little bit different to what you’re used to. Just to clear things up, no, Dom’s hairline hasn’t made a miraculous comeback, he hasn’t grown a beard or put on a bit extra around the sides. This is, in fact, my first Dom-less issue of PCR, and while the experience of putting the magazine together without his expertise has been exciting, daunting and terrifying in equal measures, I will forever be thankful to Dom for being an excellent and patient teacher as an editor. If you’re reading this Dom, thanks. Don’t worry, my desk is just as messy as when you left. With those platitudes out of the way, I’d like to welcome you to PCR’s distribution special. In it, you will find our annual distributor profiles section (page 23) along with an interview with VIP’s managing director Rich Marsden (page 29). We also look at the biggest products to come out of this year’s IFA (page 10) along with trying to make sense of Samsung’s ongoing Galaxy Note 7 drama (page 06) and examining what’s next for virtual reality (page 36).

08 Boot Camp North

sgoldhawk@nbmedia.com @sarzgoldhawk

speakers and sponsors 20 Internet of Things 23 Distributor profiles 29 The big interview: VIP

“A lot has changed over the past few months in the world of PCR but I am conﬁdent that, with fresh eyes, the magazine can be better than ever before. “

30 Women of the Year

Dan Bennett Designer

32 Approved PC Retail

dbennett@nbmedia.com

Network 36 The future of VR

Jason Dowie Production Executive jdowie@nbmedia.com

PRODUCTS 44 Distributors’ favourite products 46 Apple Accessories 48 Stocking fillers 51 IFA product roundup

Andrew Wooden Interactive Entertainment Content Director awooden@nbmedia.com @pcr_online

Elsewhere we examine the growing internet of things (page 20), look ahead to PCR’s Women of the Year awards by catching up with last year’s winners (page 30) and preview November’s PCR Boot Camp North (page 08). We are living in a constantly evolving and rapidly changing environment. First Brexit, then Bake Off moving to Channel 4 and now some speccy hipster being left in charge of a IT trade magazine. A lot has changed over the past few months in the world of PCR with the departures of both Dom and Laura but I am confident that, with fresh eyes, the magazine can be better than ever before. Here’s to the future of the channel and to the future of PCR!

OUT OF OFFICE 60 In The Hot Seat: Synology UK’s Jeremy Francois and Steve Winchester

Editorial: 0207 354 6002 Advertising: 0207 354 6000 NewBay Media is a member of the Periodical Publishers Associations

Incorporating

61 Industry Tweets 62 Team of the month: Centerprise

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

Jonathan Easton, Deputy Editor jeaston@nbmedia.com

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PCR-ONLINE.BIZ ANALYSIS

What will be the fallout from Samsung’s Galaxy Note 7 recall? The recall of Samsung’s Galaxy Note 7 sent shockwaves throughout the channel when the vendor was forced to announce that faulty batteries made the handsets explode. Sophia Murray looks at the repercussions for Samsung…

WHEN NEWS began to surface that Samsung’s latest Galaxy Note 7s were exploding, details circulating around Reddit, Twitter and 4chan were sketchy at best. Consumers had initially taken to social media to post pictures of their new Note 7 handsets in a disastrous state, claiming that when they charged their phone, it had suddenly exploded. When PCR reached out to Samsung, the company responded with a muted statement of “Samsung is investigating the matter.” The ‘matter’ that Samsung was investigating at that point had already drastically sent the company’s shares spiralling, losing it an estimated $7 billion. IDC analyst Bryan Ma said: “This is a major buzz-kill for Samsung, especially given all of the hard-earned excitement that products like the Note 7 have been garnering lately.” As if the news wasn’t already bad enough, it came 6 | PCR October 2016

on the eve of Apple’s iPhone 7 announcement. As things escalated, what started life as a PR nightmare had become a disaster for Samsung. There was little the phone giant could do as more and more outlets began to pick up on the story. While the phone was not yet available in the UK, it had been on sale in South Korea and some had already made their way into the country. As a result of mounting pressure, Samsung was forced to announce a total recall. Customers who had already received the device were urged not to use it and on 15 September, Samsung America president and COO, Tim Baxter appeared in a video to assure “loyal customers in the Samsung family” that their phones would be exchanged by 21 September. Even though this went some way to appease users and shareholders, controversy still surrounded the device. Some major airlines asked passengers to ensure that

Xxxxx xxxx xxxx xxxx xxxxxxx xxxxx xxxx xxxxxxx xxx xxxxx

“One user is preparing to take legal action against Samsung after one of the phones exploded and caused burn injuries.”

their phones were turned off. Elsewhere, one user is, at the time of writing, preparing to take legal action against Samsung after claiming that one of the phones exploded and caused burn injuries. The recall currently appears to be ineffectual. According to The Verge, as of September 20th, 85 per cent of Galaxy Note 7s that were sold appear to still be in circulation. This leaves 130,000 units returned out of the 1 million that have been sold. Could this huge recall across multiple continents have been avoided? It is obvious that something was overlooked when it came to the testing of the phones during their development, though that is not anything resembling an excuse. As a result, the Samsung brand has become something of a joke among certain communities. It is possible that Samsung attempted to rush the device’s release in order to gazump the iPhone 7, but if so, that is a risk which

has undoubtedly backfired on the phone maker. But this isn’t a story about the good guy Apple winning against the evil Samsung. It is not so clear cut. Don’t forget, Apple had its own 35mm-sized controversy to deal with this month where the company came under scrutiny for axing the headphone jack from its latest iPhone. This is a controversy that has – from a mainstream perspective – overshadowed Samsung’s Note debacle. Both companies have had issues to deal with this month. Apple might be seen as anticonsumer, but Samsung’s mistake has had, by far, the larger financial impact. Luckily for Samsung however, it will likely have a forgiving consumer base. But profesionals within the industry may have a slightly longer memory. A story of exploding phones was not something we expected to emerge this month, but it certainly won’t be the last we hear of it. www.pcr-online.biz

BOOT CAMP NORTH 2016

PCR Boot Camp North 2016 sponsors and speakers This November, Boot Camp takes a trip up to Manchester. PCR breaks down what’s going to be happening on the day, who’s involved and just why you should be there…

Carl West, Gfk supply chain director

PCR Boot Camp NORTH partners…

@pcr_online #PCRBOOTCAMPNORTH

OOT CAMP has a great track record when it comes to speakers and sponsors. Next month’s Boot Camp North event at the Renaissance Hotel in Manchester on November 16th will be no different. The event will have a great array of speakers including Ovum’s digital media principle analyst Paul Jackson and Gfk supply chain director Carl West. Jackson, an expert in media ecosystem strategy, connected technology, consumer behaviour and social media said: “Both 8 | PCR October 2016

media and consumer technology firms need to recognize that their offerings are much more compelling when offered as part of an easy to use ecosystem. Separately, best content, best distribution or best devices rarely win the day” West, with over 16 years of experience in software and hardware sales as a vendor and distribution will bring a great understanding of the channel to proceedings. Also speaking are Social Media Makes Sense head social media trainer and strategist Joanna Booth,

“It’s the perfect chance for us to meet up with current resellers and new resellers alike.” Joanne Plummer, Synology Marketing Manager (UK, Ireland & Nordics)

Fiverivers Solutions’ digital leader Matthew Fowell, Konnectiv’s managing director Kris Hogg and Sales Coaching Solutions managing director Alison Edgar. There are still spaces available for speakers, so if you’re interested in getting involved, please contact Andrew Wooden (awooden@ nbmedia.com). As far as sponsors go, all corners of the channel will be covered by Synology, ESET and M2M direct. Joanne Plummer, Synology Marketing Manager (UK, Ireland & Nordics), said:

“Synology UK is participating in PCR Boot Camp North this year due to a successful PCR Boot Camp South in 2015. It’s the perfect chance for us to meet up with current resellers and new resellers alike in the North of England.” There are still a number of sponsorship and exhibition opportunities available at PCR Boot Camp North. If you are interested in finding out more about the bespoke packages on offer, please contact Sarah Goldhawk (sgoldhawk@ nbmedia.com) or Gurpreet Purewal (gpurewal@nbmedia. com), or call 0207 354 6024. www.pcr-online.biz

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PCR-ONLINE.BIZ ANALYSIS

IFA 2016 review IFA is Europe’s largest consumer electronics trade show and it’s always a way of gauging the state of the tech industry. Jonathan Easton takes a look at the highlights from and picks out some of the trends that emerged…

BETWEEN 2-7 of September, the eyes of the tech world turned to Berlin’s ExpoCenter for Europe’s largest consumer electronics trade show, IFA. There were a whole host of new gadgets shown off (many of which are presented in a bit more detail in our new products section on page 51) but also a few trends which were unavoidable throughout the show. Firstly, as unavoidable in 2016 as a bicycle in Berlin, was all of the ‘smart’ technology. From a £1,000-plus Laurastar connected iron (literally, the thing you use for uncrumpling your shirts), to a raging war between LG and Samsung to see who can make the smartest fridge, nothing is safe from being absorbed into the internet of things (IoT). There was even a smart thermostat in case you don’t want to physically touch your radiator. The amount of IoT devices on display at this year’s IFA shows that this is a trend that isn’t going away anytime 10 | PCR October 2016

soon. With connected devices becoming more and more vital to the tech industry (read PCR’s full breakdown of what’s going on in IoT on page 20), it seems inevitable that coming trade shows – such as January’s CES in Las Vegas – will see more household objects endowed with smart technology. While the internet of things was shown off to the fullest at the show, that was nothing compared with the slew of wearables presented at this year’s IFA. Almost as if they knew what Apple had up its sleeve, the likes of Samsung, Asus and Withings all showed off their latest, distinctly analogue-looking, smartwatches. With a lot of devices taking a particularly bold look at this year’s IFA, it was refreshing to see more subtle and moderate design. Turns out space-age tech doesn’t have to look like something from The Jetsons. Speaking of loud design, Acer revealed the outrageous

“This year’s IFA saw evolution rather than revolution.”

and audacious Predator 21X gaming notebook. This laptop has a 21 inch curved screen (a first for a notebook), dual Nvidia GeForce GTX 1080 graphics cards, two power supplies, five fans and a mechanical keyboard all wrapped up into an 8kg package that’ll cost around £3,800. Acer’s unwaveringly daring notebook seems to have stolen the show with outlets including PC Advisor and Trusted Reviews, echoing those sentiments. The resounding take away is that, to quote TrustedReviews, “it’s mad, but that doesn’t mean we don’t want one”. Amongst the optimism surrounding all the new gear on display, there was a bit of pessimistic shade hovering over ASUS who mostly – asides for their stellar looking ZenWatch 3 – rehashed everything from June’s Computex. To round things off, the show also saw lots of different vendors make their first

entries into the VR space at varying price points. VR (the topic of a more indepth feature on page 36) has thus far been dominated by high-cost devices (HTC Vive, Oculus Rift) and low-end, mobile options (Samsung Gear VR, Google Cardboard). At IFA, however, we saw a few companies trying to approach something of a middle ground between the two. Qualcomm’s phone, computer and wireless VR headset platform will be licenced to manufacturing partners so they can create their own affordable devices. Similarly, Alcatel revealed the Vision which is a similar headset without wires and a significantly cheaper price point than the Rift and Vive. IFA is always a good way of gauging the current state of tech. This year saw evolution rather than revolution with concepts being tweaked instead of game-changing technologies being introduced. Attention now turns to Las Vegas for CES in January. www.pcr-online.biz

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PCR-ONLINE.BIZ ANALYSIS

‘Black Fiveday’ approaches This year’s Black Friday sales period looks set to become a week-long activity that will smash the £5 billion sales barrier, according to analysts. PCR looks at what the industry can expect from the November promotion… IN 2015, UK shoppers spent more than £3 billion during the Black Friday to Cyber Monday sales weekend. This year, analyst Salmon predicts that the £5 billion barrier will be broken across five days, from Thursday November 24th to Monday 28th. It’s billing this sales bonanza as a ‘Black Fiveday’ shopping event. Black Friday has increased in prominence in the UK over the past few years, with major retailers in the tech channel getting involved, from etailers such as Overclockers and Ebuyer to High Street chains like John Lewis and Argos. It’s been a challenge for many, both in terms of arranging the specific promotions, keeping customers in line and keeping websites live under the strain of enormous web traffic. Gekko Group MD Daniel Todaro told PCR: “The transition to a five-day event defeats the point of a one day blow out sale – once a way of shifting excess stock. Black Friday is now replacing Boxing Day/Christmas as the main sales period of the year. www.pcr-online.biz

As such, spend will likely remain flat across the year, rather than increase as all brands would want. “A longer sales period takes away that element of impulse buying that made Black Friday so successful over the past few years. Deals were hard to come by, rewarding those who were quick to the mark. Now, with a possibly extended five-day sales period, ‘Black Fiveday’ becomes just another rather average sale without the excitement of the one-day event. “I suspect many brands would like to return to a single day event, keeping the traditional Christmas sales period as ‘peak’, kicked off by a single day in November. “Online sales are set to once again overtake retail sales, with retailers once more looking at the stability of their online offerings. However, retailers shouldn’t forget that many consumers will want to experience the product first hand before making a choice, especially in the case of devices, wearables and smart TVs.

“Extending the promotional period to a week helps to spread the load in terms of logistics, processing and shipping orders.” Nick Price, Optoma

“Keeping your omnichannel offering a seamless experience for customers will encourage more shoppers to head to your store, whether through retail sales or via click-and-collect.” Nick Price, Optoma territory manager however believes that an extension of the period will help to spread the strain of the day: “Black Friday has become incredibly important for UK businesses, including Optoma. It has intensified sales in November with those who would have bought gifts in December buying earlier and the early birds delaying purchasing as they wait for the deals. “Extending the promotional period to a week rather than just Black Friday and Cyber Monday not only extends the period for greater visibility, but also helps to spread the load in terms of logistics, processing and shipping orders. “Within the channel it allows us to strengthen our relationships with our partners to develop deals that they can go to market with over Black Friday week.”

Salmon’s head of managed services, John Beechen, advises retailers to think about peak trading as a ‘crisis’ that they know will happen well in advance. “Preparation is vital, and retailers need to consider their business and operational plans for the period,” he said. “Retailers must also ensure that they have laid out clear contingency plans for their teams to respond to issues during the week. “The Black Friday week is an excellent opportunity for retailers to win new customers, grow their customer following and ultimately increase sales. The retailers who are as prepared as possible – from front-end to back-end – have been the ones to see success.” Salmon advises retailers to undertake performance tests of their systems, to stagger their marketing activities, prepare the business for any changes around Black Friday, ensure staffing plans are set, and to have a contingency plan, just in case anything should go awry. It is vital to make sure everything is set up. PCR October 2016 | 13

STATS

Number

crunching £30bn

A round-up of the most important stats and facts in the tech channel…

3% The average selling price of firewalls is expected to rise by three per cent year-on-year until late 2018. (Gartner)

The global AR software market is set to reach $30 billion by 2020 due to the success of Pokémon GO. (TrendForce)

1.4bn Smartphone shipments will reach over 1.4 billion units in 2016. (Canalys)

The market for games on PCs will exceed $40 billion by 2020. (DFC Intelligence)

61%

61% of people in Britain would rather use a traditional password than biometric log-ins. (YouGov)

14 | PCR October 2016

$40bn

1.5GB The average internet user will generate 1.5GB of traffic each day by 2020. (Intel)

10m Ten million wearable devices will be in use by the end of 2016. (CCS Insight)

www.pcr-online.biz

Friday October 14th | Sway Bar, London 2016 Sponsors Include:

Shining the spotlight on the most inspirational female execs across the PC & Tech industry THE FINALISTS ARE NOW OUT! Donâ&#x20AC;&#x2122;t miss out on the chance to support fellow female PC and UK Techs! Perhaps a colleague, friend or even your boss has been nominated for an award...! Visit www.pcrwomenoftheyear.com/finalists-shortlist/ to view the shortlist.

Book your tickets today! To attend the event on Friday October 14th at Sway Bar, London, or for more information contact Emine Partalci on epartalci@nbmedia.com or call +44 (0)207 354 6005 If you are interested in sponsoring PCR Women of the Year 2016, please contact Sarah Goldhawk on sgoldhawk@nbmedia.com or call +44 (0)207 354 6024.

PEOPLE & EVENTS

AZLAN STRENGTHENS MANAGEMENT TEAM WITH KEY APPOINTMENTS AZLAN: Azlan, the enterprise value-added distribution business of Tech Data, has named Huw Jones as Business Unit Manager, HP Enterprise. He joins the team of Simon Bennett (Business Unit Director, Enterprise) and Peter Spreadbury, (Director, Software on the Azlan management team). Huw will ACRONIS: Cloud-protection provider Acronis has appointed former GoDaddy.com MD Mike Chadwick as vice president of engineering and cloud operations. Chadwick will manage the expansion of Acronis global cloud infrastructure and the integration of new technology into Acronis core DIGITALCITY: Young entrepreneur Rob Earnshaw has been appointed as Director at Teesside University run DigitalCity. Rob will be tasked with implementing and carrying out some of DigitalCity’s key priorities, including the digitisation of the manufacturing sector, getting ZYXEL: Peter Hannah has been announced as Zyxel Communications’ new head of UK channel as a part of the company’s major global rebrand. In line with the new brand identity, Peter Hannah has been appointed to drive growth in Zyxel’s business solutions and strengthen QUALTRICS: Caroline Mogford has taken on the role of EMEA marketing director at Qualtrics. Caroline joins from Google, where she headed up international marketing for Google Education. Prior to that, Caroline was head of marketing for Google Maps for Business, EMEA and head

www.pcr-online.biz

EVENTS The UK’s channel calendar is full of important events. Here are some highlights for upcoming dates…

Huw Jones, Azlan

be a part of the team that works under Azlan UK Managing Director, Rob Tomlin. Huw Jones has been with Tech Data for almost seven years in senior account management positions, and before joining Tech Data worked at Computacenter for five-and-a-half years.

Mike Chadwick, Acronis

product lines, ensuring that partners and service providers can always access the latest data protection technology on the market. With over two decades of experience, Mike was responsible for developing GoDaddy.com’s core internet presence products and the product engineering team.

Rob Earnshaw, DigitalCity

more women in tech and driving economic growth through disruptive technology. Teesside University ViceChancellor Jane Turner, said: “We are delighted to welcome Rob to DigitalCity. I am sure he’ll be a great success in keeping the Tees Valley at the forefront of the digital agenda.“

WOMEN OF SILICON ROUNDABOUT - DEVELOPING THE FUTURE FOR WOMEN IN TECH

Peter Hannah, Zyxel

relationships with key channel partners. Peter Hannah said: “I’ve seen Zyxel grow into a leading brand in the networking space. With a new brand identify, a focus on customer-centric solutions and exciting plans for partners, the decision to join Zyxel was a no-brainer.”

TECHDAY

Caroline Mogford, Qualtrics

of strategy for South East Asia. Based in London, Caroline is now responsible for developing Qualtrics’ market across EMEA. Mogford said: “Qualtrics is one of the world’s most exciting technology success stories. I am looking forward to building a world-class European marketing team”.

PCR WOMEN OF THE YEAR Sway Bar, Holborn OCTOBER 14TH PCR Women of the Year’s goal is to make sure the trail-blazing female leaders of industry are recognised for their achievements. This year we have a stronger focus on the inspiration people can have on those starting out in the industry, with the introduction of the ‘Mentor of the Year’ award.

BROADBAND WORLD FORUM Excel Convention Centre, London OCTOBER 18TH Broadband World Forum is recognised as the meeting place for executives from all around the world, to discuss the future of the broadband. BBWF boasts a 300-strong global speaker faculty and a programme full of interactive content, inspiring interviews, analyst insights and live product demos.

NEWCASTLE SME CLOUD CLINIC Newcastle College, Newcastle OCTOBER 20TH Moving to the cloud can often be a daunting process. That’s why techUK will be presenting its Cloud Business Guide for Business Leaders in partnership with the Federation of Small Businesses. If you’re interested in having any of your cloud queries answered make sure you come along.

90 York Way, London OCTOBER 20TH Following January’s sell out launch conference, Women of Silicon Roundabout is returning bigger and better this October.

Old Billingsgate, London OCTOBER 27TH TechDay will host over 175 of the hottest tech startups, 15 top accelerators and influential community activists as exhibitors. If you’re a startup or SME, this could be a great event for you to participate in to connect with all the resources you need to grow.

PCR October 2016 | 17

OPINION

Distribution: The Good, Black Friday the Bad and the Brexit preparation is essential Brexit has presented another challenge that needs to be tackled. However, Hama senior product manager Ben Jones believes that it doesn’t just present doom and gloom for distributors… undoubtedly reaped some benefit IN THE evolving distribution market, from this increase, with the rise in companies are being faced with an consumer demand encouraging a rise growing number of economic and in demand from the retailer on the logistical challenge, the largest distributor’s own goods. currently being Brexit. There has been considerable Brexit has generated a great deal of coverage in the press regarding the uncertainty in the market due to declining high-street and store many businesses who simply had not closures. Even though there has been expected or planned for it. With 44 an increased trend towards online per cent of total UK exports going to sales (14.2 per cent of retail sales EU countries in 2015 (according to online 2016 compared to 12.6 per data from ONS), who can blame them cent in 2015) there is still significant for their concerns? It is not, however, demand for the traditional retailer. It all doom and gloom for us is extremely important for distributors distributors. to clearly identify their customers’ Though the decision has been individual needs. Hama UK does this made, it is important to remember through our team of that there will be a on-the-road regional transition period of up sales managers who to 2 years before “Changes in visit potential and changes come fully into effect. This will legislation could existing customers within their area on a allow distributors time open up new regular basis to keep to adapt and build opportunities for them up to date with new trade relations. product development An increase in distributors.” and learn about the complexity of the Ben Jones, changing needs of the European supply Hama business. chain resulting from Many businesses future imposed taxes, appear to be making greater duties and regulations is inevitable. demands on distributors with regards However, there has also been a to the supply of these value added positive effect. For example, changes services, which often allow retailers to in legislation surrounding subjects compete with online sellers with such as health and safety, as well as lower overheads. energy efficiency could open up new At Hama UK we have always opportunities for distributors, while provided services such as technical the decreased value of the pound has training and POS support, content reduced the cost of UK products to creation, improved ordering system consumers overseas, creating a surge and stock availability, and an in retail sales. extended product range for a oneAn upward trend in retail sales is stop solution. This has proved vital in exactly what has been seen in recent maintaining and expanding our own years, with a 3.6 per cent increase in thriving customer base as an spending from 2015-2016 (ONS). accessory distributor. Many distributors would have Ben Jones is Hama’s senior product manager www.hama.com

18 | PCR October 2016

A successful strategy around Black Friday can be the difference between boosting sales, or losing margin argues Context’s retail managing director Adam Simon… sales into retail began accelerating RETAILERS SHOULD be under no sharply in week 41 (the 2nd week of illusion that Black Friday reached October) from 20,000 units to new levels in 2015. Consumers now 50,000 by week 43. These figures realise that Black Friday is worth waiting for when it comes to making were higher than 2013’s peak of just over 40,000 units. In 2015, 70,000 big ticket purchases – many of units were shipped by week 42 which usually fall in the tech sector. alone before peaking at nearly Conlumino’s report on Black 85,000 by week 48. Friday buying behaviour showed Product mix will be important that 42.1 per cent of people brought too as stores only stocking low-end forward plans to purchase, while notebooks perform worse in 27.8 per cent of people delayed a comparison with those who stock purchase to later than usual. We’ve other products, such as 2-in-1 also seen Amazon introduce ‘Prime Day’, to provide more control in terms devices, desktops and other accessories. We anticipate a big of stock and marketing, as well as a increase in 2-in-1 sales. means of recruiting customers to its Virtual reality (VR) is Prime subscription. hotly tipped to be in Retailers looking every Christmas gift to deal days need “Virtual reality guide, this year but to push an probably won’t be a omnichannel (VR) won’t be a standout success for strategy by success for retailers without a increasing the number of SKU’s retailers without bricks and mortar presence. Context has they sell online and a bricks and found that 79 per curating physical products in store mortar presence” cent of UK consumers more effectively. By Adam Simon, want to experience VR for themselves doing this, they will Context before buying, which be maximising can only happen in a physical store. physical exposure of their deals in It will be interesting to see retailer store and will be prepared for the strategies. In the UK last year Asda steady increase of online sales said it was backing off from the which accompanies the season. event. Other low cost etailers argue According to Retail Economics, in they have low, flat pricing December 2015 alone, online sales rose by 12.1 per cent year-on-year as throughout the year, and so do not engage in deep discounting. consumers opted for the Knowing what, when and where convenience of online. you plan to discount, pursuing an This year Context will be watching the build-up to the end-of-year sales omnichannel strategy and viewing the period from October to January season and publishing our ‘Black as a whole can be the difference Friday watch’. Context data showed between capitalising on boosting that in 2014 – the first true Black sales, or losing margin. Friday event in the UK – notebook Adam Simon is the retail managing director at Context www.contextworld.com

www.pcr-online.biz

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ANALYSIS

THE CHALLENGE OF CONNECTED

ARE DISTRIBUTORS READY Cloud-based IoT and connected devices are rapidly emerging technologies, Sophia Murray examines the challenges this will

he Internet of Things (IoT), an abstract concept which describes the application of network functionality to everyday objects, has evolved well beyond a theoretical trend. The topic of IoT and connected devices has gained such rapid momentum that it’s becoming very difficult indeed for distributors to ignore. The technology is likely to see a surge in demand, both within business and consumer markets – this is relevant not only for retailers, but also resellers and even consumers to consider. Analysis by the IDC anticipates that by the year 2020, there will be 30 billion connected devices, which will gross $1.7 trillion, and 90 per cent of all IoT data is forecast to be hosted on cloud service platforms. Businesses will be required to lead the charge for this type of technology. Within the next ﬁve years it is predicted that a majority of the industry will embrace some kind of IoT initiative.

20 | PCR October 2016

IDC defines IoT as, “a network of uniquely identifiable ‘things’ that communicate without human interaction using IP connectivity”. Many distributors are, however, unclear as to how the technology could be implemented within their product and business plans. The needs of consumers are likely to pave the way for this fascinating technology, especially in the early days. Samsung’s SmartThings Hub is a direct response to this demand, and other big-name vendors are scrambling to bring their IoT solutions to market. One of the most important considerations that distributors should take on, with regard to IoT, is that many of their larger retail partners will be keen to roll out their own integrated cloud-based platforms, whether they’re consumer facing or B2B. However, not all distributors are prepared for such a radical shift at this

“From what we’ve seen being sold through the channels across Europe, the units sold of IoT devices such as Smart Home products are not eyewatering but they are growing fast.” Jonathan Wagstaff, Context

point in time. Cory Lees, product marketing executive at Target Components, explains that “like many ‘next big things’ IoT can seem a bit ‘pie in the sky’ for most shopkeepers. While we’re not seeing any great excitement about connected kettles or smart fridges from indies just yet, there are certain elements that are relevant and have genuine demand now. “Home security, CCTV and DVRs are all currently in high demand, along with a surge in sales on home network attached storage (NAS) allowing consumers to create their own personal clouds and mass storage devices. Indies can, of course, benefit from selling these products, but these also offer great opportunities around installation, advice and support – all things indies are great at. Due to the increased demand of these sorts of IoT items, Target had a dedicated area at this year’s Open Day on Friday 16th September, showcasing the smart home and connectivity.”

The IT supply chain could see major disruption due to the emergence of IoT technology. Should distributors treat this disruption as nothing more than a challenge to rise to, or disregard it completely and worry about it tomorrow? It’s hard to say. The threat of large-scale disruption has not been observed yet, because it quite simply has not taken place on any significant scale. That does not mean that distributors should be ignoring this possibility. It wouldn’t be the first time a new technology has replaced an old one overnight. Distributors should be considering ways of ensuring that their retail partners are starting to deliver the right type of IoT solutions to the domestic and business markets. To emphasise this point, Jonathan Wagstaff, UK and Ireland country manager at Context said: ”From what we’ve seen being sold through the channels across

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ANALYSIS

CLOUD-BASED DEVICES:

TO RESPOND?

present for distributors, and how many of them can expect to benefit from embracing this new and exciting technology... Europe, the units sold of IoT devices such as Smart Home products are not eye-watering, but they are growing fast. As we all know, new technologies like these require special treatment in terms of educating consumers and helping them to navigate potential pitfalls, such as why a lightbulb is worth £50, or how to install and integrate such products in an existing network. Some distributors are doing an excellent job of sourcing the best products for their retail partners, and then providing very close marketing support and consulting – it’s in the interest of both parties. “What’s been very interesting to observe has been the impact of installation from a trusted partner on sales, particularly in the Smart Energy category. In the recent Context Smart Home Consumer Survey it was clear that consumers want house names – particularly utility and telecoms companies – to help them set up IoT products in the home. www.pcr-online.biz

Most homes have had at least one engineer visit, and many already service networks in those domiciles. The surveys also showed that the biggest blockers to purchase are a lack of understanding of these products, so good in-store demonstrations are key. John Lewis’ concept stores for Smart Home have set the benchmark in the UK for showing consumers how IoT can respond to real personal needs, and are not just curiosities,” Wagstaff added. Indeed, it is in the best interest of the distributors to ensure that they are sourcing in-demand IoT products. They should consider themselves to be on the frontline when it comes to supply and demand of IoT platforms and devices. Taking this subject position will play a major role in how distributors can evolve to reflect this new technology and prepare for the increasing interest in IoT to which they will have to cater. Without any level of awareness, distributors run the risk of not being able to

“Home security, CCTV and DVRs are all currently in high demand, along with a surge in sales on Home NAS allowing consumers to create their own personal clouds and mass storage devices.” Corey Lees, Target Components

keep up with the demand for connected devices. It can no longer be regarded as a fad, and should be conidered more as an innovative profitbooster. A lack of awareness could certainly let distributors down in the long run, because there is a profit to be made from IoT and connected devices. This is not a problem specifically for distributors, it will also give vendors something to think about. As the popularity of secure IoT devices and solutions increases, distributors may need to keep abreast of developments and reassure their customers about any security concerns they may have. BullGuard CEO Paul Lipman told PCR that “more than four billion consumer devices are connected to the internet and this number is growing exponentially. Until now, the security and privacy of these devices has – essentially – been non-existent. Device manufacturers are focused mainly on time-to-market with little motivation to think about security.

“This is leaving our most precious data and possessions exposed. As the number and types of IoT devices goes up, this problem will only get worse and worse.” Distributors should be careful of succumbing to the urge to take on every IoT product presented to them simply because they tie in with this alluring trend. There is undoubtedly revenue to be made, but turning a profit from the Internet of Things will provide distributors with an opportunity to offer additional support to their retailers, which will be highly valued as the IoT raises issues surrounding security. Distributors who are able to respond to cloud-related queries about connected devices will be seen as far more aware of what is going on around them in the marketplace. It is this level of awareness that will see distributors growing alongside IoT rather than being left behind and struggling to keep up with the rapidly expanding and developing movement. PCR October 2016 | 21

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Our promise to you. VIP will always deal with you professionally and courteously | VIP will never leave you with a problem of our own making VIP will always be informative in our communications | VIP will look to support you and grow your business VIP will help educate you about our channel | VIP will always be fair to you VIP will always be competitive on price Not kept our promise? Please tell us because your feedback will help us to deliver a better service. You can speak directly to our Managing Director, Rich Marsden on 07554 455 439 or rich.marsden@vip-computers.co.uk

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DISTRIBUTOR PROFILES

GREAT BRITISH

DISTIES

The market is full of many tech distributors who cater to all sorts of different needs. As a result, it can be difficult for resellers to pinpoint the best supplier for their needs. PCR rounds up some of the different disties and the services they offer…

VIP Contact: 0192 528 6900 vip-computers.com/uk

TECH DATA Contact: 01256 788 000 techdata.co.uk TECH DATA says it offers its customers specialist support in key areas of the market, underpinned by exceptional product choice with more than 30,000 stock items from over 150 manufacturers available for next-day delivery. Its vendor portfolio covers a wide range of technology across AV, components, consumer electronics,

enterprise, mobile, networking, PC systems, print, software and supplies. The ﬁrm says businesses rely on Tech Data and its collection of specialists to provide sales and technical advice – and to deliver the products they need to meet their customers’ requirements.

BASED IN Warrington, VIP is one of the UK’s largest independent distributors of PC components, gaming peripherals and IT products. The company says is has been at the heart of the IT distribution channel for 25 years, and its company motto of ‘Delivering Value in Distribution’ emphasises its focus on adding value across each and every stage of the order process. VIP’s portfolio is packed with a wide range vendors including AMD, AOC, ASUS, BenQ, Corsair, EVGA, Gigabyte, Intel, MSI, Nvidia, Palit,

Razer and Sapphire, amongst others. The ﬁrm also says that it is one of the UK’s leading PC gaming hardware distributors with some of the best known gaming hardware brands amongst its line-up.

WESTCOAST M2M DIRECT

Contact: 0118 912 6000 westcoast.co.uk WESTCOAST IS the innovative & fast growing £1.5bn specialist UK independent distributor that has over 30 years’ experience of developing and operating a class leading range of specialist services that provide service excellence, exceptional value and commercial advantage for Vendors, Resellers and Retailers. The company is an expert in innovative, low cost distribution and successful go-to market strategies. Distributing a wide

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Contact: 0208 676 6067 m2m-direct.co.uk portfolio of vendor products, Westcoast offers high quality and 100% genuine print, scan and supplies products. Notably, two key acquisitions this year have opened up new opportunities for Westcoast’s partners and strengthened the company’s skills across 3D printing with ArtSystem. Westcoast France now provides an excellent base to continue to grow our European supplies business.

M2M WAS founded in 1998 as a specialist memory and storage distributor working directly with world-class manufacturers and suppliers such as Samsung SemiConductor and Samsung Electronics, Micron Electronics (Crucial Technology and Lexar) and SK Hynix. The distributor also boasts a compressive product line, including memory modules, portable media,

solid state drives, hard drives, optical drives, processors, graphics cards, ﬂash memory drives and enterprise server products. The company recently announced the launch of a new enterprise division, focusing on factors including analytics, big data, InMemory databases, application performance monitoring and acceleration and seismic analysis.

PCR October 2016 | 23

DISTRIBUTOR PROFILES

HAMA Contact: 0333 123 4262 uk.hama.com

CENTERPRISE Contact: 01256 378000 centerprise.co.uk CENTERPRISE DISTRIBUTION was originally created 20 years ago, as a division of Centerprise International, the Basingstokebased IT solutions provider. The division specialises in the distribution of ruggedised hardware and has grown since its conception. A strong partnership with

Panasonic has contributed to this success, making Centerprise Distribution one of the largest UK distributors of Panasonic Toughbooks and Toughpads. Centerprise Distribution also supplies a range of rugged hardware to IT resellers across the UK.

PEAK DEVELOPMENT

24 | PCR October 2016

recruited 3 new Regional Sales Managers to our on-the-road sales team during the year in a drive to further improve its services to independent retailers nationwide. This was followed by the relocation of the UK Headquarters in June 2016 to new, modern ofﬁces with expansive showroom.

ENTATECH Contact: 0333 101 1000 entaonline.com

Contact: 0148 979 6979 peak-uk.com PEAK DEVELOPMENT (Peak) has been established for over 20 years with a trusted reputation in the distribution of high quality accessories. It deals with a focused range of vendors from global brands such as SanDisk, Sony and Sennheiser to niche brands like wearables specialist Lifetrak and a value range from Bitmore. Peak believes that its willingness to work hard for retailers to make the most of all the products it sells sets it apart. The company doesn’t deal with hundreds and hundreds of vendors, so each brand gets real focus and each customer gets to deal with a genuine brand specialist. The last 12 months have been a busy time for Peak Development which has seen some new faces join the team, such as new business development manager Mark Haddleton and product manager Lauren Curtis. The company has

FOUNDED IN 1990 as a distributor of photo accessories, Hama UK has been providing high-quality products to the UK market for over 25 years, successfully branching out into new areas such as AV, optics, computer accessories, home decor and white goods. Part of Europe’s largest accessory group and with newly reﬁned logistical operations based out of Belgium, Hama UK are currently able to offer an extensive range of over 9,500 lines to retailers and trade customers across the country for the complete one-stop smart solution. The past 12 months saw Hama move from its UK warehouse to the state-of-the-art Hama Belgium facility in the latter half of 2015. This allowed the streamlining of the order and dispatch process in addition to drastically improving stock availability and range. The company has also successfully

also brought on some new Vendors such as Defunc, Acme and Lifetrak. Peak has invested heavily in the Bitmore VR Eye Virtual Reality headset which it says has been a really exciting product to develop. VR Eye sees Peak expanding into new technologies and new categories, giving the company great optimism as to what it can achieve in 2017.

CELEBRATING OVER 25 years in business, Entatech is a 100% trade only UK distributor focusing on four key areas: PC Components & gaming, networking and connected home, systems and peripherals, and software and solutions. Although not a broad line distributor, the company is a specialist within the areas in which we operate and are dedicated to supporting our customer base. Entatech currently partners with 75 manufacturers, including Microsoft, Intel and Corsair and boasts a portfolio of over 12,000 products. Entatech supplies innovative products at competitive prices, accompanied by a friendly approach and an award winning sales team The last 12 months have been exciting for Entatech with new service introductions and the launch of the new version of the company’s e-commerce website, Entaonline.com, which has been 2 years in the making. The new

platform has been designed with simplicity, ease of use and a seamless purchasing experience in mind for customers, whilst also offering the same great price you receive from your dedicated Account Manager. In addition to its new e-commerce platform Entatech has also launched PC Retour, the company’s Microsoft certiﬁed refurbished hardware and devices offering. This brand provides customers with a new revenue stream with fantastic margin opportunities.

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DISTRIBUTOR PROFILES

EXERTIS

SMITHIE DISTRIBUTION

Contact: 0125 670 7070 exertis.co.uk EXERTIS IS one of Europe’s largest and fastest growing technology distribution and specialist service providers. We partner with 360 global technology brands and over 28,850 resellers and retailers across Europe. In our most recent ﬁnancial year to 31st March 2016, Exertis had a turnover of £2.44 billion (EUR 3.17 billion). The Exertis group’s scale, knowledge and experience in the technology sector and complete end-to-end product portfolio, enables us to deliver innovative solutions and market leading services for our partners, across Supply Chain Services, Sales & Distribution, Marketing, PR and Digital services. During the past year Exertis has strengthened its Gaming proposition across PC Gaming, consoles and VR, providing new opportunity for all retailers. Smart

Contact: 0125 684 4028 smithieuk.com

Tech is now mainstream and Exertis’ investment in education and category management has enabled many retailers to be at the forefront of this growth area. New brands added to the company’s gaming portfolio means that Exertis is the pre-eminent distributor for console and PC gaming, supplying hardware, titles, software, accessories and component upgrades for every conceivable need. VR has taken centre stage and Exertis is well positioned to service and help grow this nascent market, and ﬁnally, many retailers (independents and multiples) wishing to transition from physical to digital sales instore have engaged with Exertis and its digital download technology, POS and support services.

SMITHIE UK was established in 2003 and has since grown to become a highly successful, brand dedicated IT distributor, with a sales force boasting over 40 years combined experience. Diversification has seen them also become a dominant force in the LED lighting market, offering complete solutions, from initial design layouts through to specification and supply of high quality, energy efficient LED lights. The company has also recently announced that it has been appointed as the distributor for ASUS optical disc drive (ODD) products to the UK channel. Commenting on the appointment, ASUS UK Country Manager OPBG, Jonathan Parmar, said, “ASUS is committed to the ODD market and see opportunities for continued growth thanks to our

SPIRE TECHNOLOGY

DIREKTEK

Contact: 01202 828444 spire.co.uk

Contact: 01494 471 100 direktek.co.uk

ESTABLISHED IN 1990, Spire Technology Ltd has seen steady growth in the ﬁeld of trade-only computer distribution. The ﬁrm says its unrivalled commitment to the UK IT channel and focus on its customers’ needs has made it one of the UK’s leading distributors of computer components, peripherals and

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consumer electronic products. Spire’s portfolio currently stands at more than 1,500 products from over 30 vendors including Asus, TPLink, BullGuard, BeQuiet! and Cougar to name a few. Spire says in a statement: “With this mix of quality, reliability and price, Spire Technology should be your one-stop shop for all your IT needs.”

SINCE ITS formation in 1991, DirekTek Ltd. says it has become Britain’s leading distributor of consumer electronics and digital imaging products, working with brands such as Canon, Sennheiser, Samsung and Sony. It says that it’s the essential business partner for any company

comprehensive range of awardwinning products. We are excited to work with Smithie UK, who have unmatched expertise in this sector. Together we look forward to even greater success in the future. “Having the ASUS brand added to their already extensive portfolio will undoubtedly provide further opportunity for growth and enhance the offering that Smithie UK provide. With Samsung pulling out of the ODD business, this is a very well timed development.”

planning to enter or grow their market share in this dynamic sector. DirekTek stocks a comprehensive product portfolio, and offers an extensive product range with bespoke bundles including a wide spread of accessories. There’s also a home delivery service available.

PCR October 2016 | 25

DISTRIBUTOR PROFILES

CMS DISTRIBUTION Contact: 0143 884 2350 cmsdistribution.com ESTABLISHED IN 1988, CMS Distribution is Europe’s leading specialist distributor of consumer technologies. CMS sells to resellers, high street retailers and etailers. The company employs over 250 people across seven locations in the UK, Ireland, the Netherlands and Sweden. UK ofﬁce locations are London, Stevenage and Harrogate. The 44,000 sq. ft logistics and integration centre, located in Castleford, West Yorkshire, has advanced systems to ensure optimised availability and fast delivery for customers. The company helps IT vendors and channel partners grow their business by taking emerging technologies to market while helping to develop already established brands using a wide range of value added services.

INGRAM MICRO

In May 2016, the company acquired Widget Group, an award winning distributor of emerging technology, further strengthening CMS Distribution’s position in the European market. In August 2016, CMS completed the integration of Widget UK Ltd into CMS Distribution Ltd, now with an expanded product range represents leading manufacturers within the retail space, including Fitbit, SanDisk, TomTom, Tile and HTC.

Contact: 0871 973 3000 uk.ingrammicro.com THE COMPANY’S UK operations have been established for over 20 years since opening in 1991, with its head ofﬁce in Milton Keynes. There are also ofﬁces in Maidenhead and at the purpose built 244,000sq ft distribution centre in Crick, Northamptonshire. Ingram Micro employs over 400 associates providing over 10,000

resellers, working with the leading IT vendors, including Cisco, HP, Microsoft, Motorola and Nokia to name a few, with more than 40,000 product lines complemented by comprehensive value added services.

MENTOR DISTRIBUTION Contact: 0146 281 4000 mentor-distribution.com SINCE 1991, Mentor Distribution has been a trade-only distributor of IT and AV equipment. The company is Iiyama’s longest serving UK distributor and stocks other brands including NEC, Iiyama, Toshiba, ASUS, Chief, ASRock Rack, Humanscale and AG Neovo. In recent years, the ﬁrm has expanded into manufacturing its own touchscreens, privacy monitors and server solutions. Mentor Distribution also offers additional

26 | PCR October 2016

services such as logo printing and spraying bezels. During the last 12 months, the company has focused its efforts into increasing its stock holding of displays, the iiyama brand in particular. Mentor consistently shows more Iiyama product lines in stock than any other UK distributor, on stock in the channel. The company has also increased its server offering to include brands such as ASRock Rack and Gigabyte.

NORTHAMBER Contact: 020 8296 7066 northamber.com NORTHAMBER IS is the longest established independent trade only IT distributor in the UK, with over 36 years of experience. Northamber’s Distribution division prides itself in providing its 5,000+ resellers with personal account managers, a “no voicemail” policy, industry leading product knowledge and a wealth of services to drive reseller profitability. The solutions division focuses on driving profitable growth for resellers with deep industry and product expertise, demand generation, enhanced marketing and a UK exclusive set of products and services. Northamber’s enriched set of logistics, configuration, storage, installation and conference services and facilities further enhance their resellers’ profit opportunities. In the last year, Northamber has grown its distribution and solutions teams. Product specialists have brought exclusive offers, new

vendors and products along with a high level of industry and product expertise to their reseller base. The heavy value-add and vertical driven approach continues to attract new vendors to Northamber (including Genee World, iboss, Allied Telesis, Altaro, Asustor, Armor, Bomgar, Kodak, Kramer and Samsung, with more in the pipeline) as they value the focus, expertise, demand generation and key events. The company recently hosted the wildly popular Northamber EXPO’16 which brought vendors and resellers together to grow business and to hear from industry experts GfK & CompTIA on new markets and opportunities.

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THE BIG INTERVIEW

The value of distribution VIP managing director Rich Marsden talks to PCR about the necessity of working in a niche, the importance of a positive company culture and what the next 12 months have in store...

ow has the year been so far for VIP? VIP had the best year on record in terms of profitability. That’s down to walking away from a lot of business over the last two or three years that has typically been unprofitable for us, and focusing on our key strengths and where we can add value. We’ve looked at our whole operation and ensured that we’re fit for purpose. From a staff perspective our graduation and apprenticeship programs are going from strength to strength and our customer retention is getting better. It’s been a really strong year for us. It’s a good place to be at the moment. Tell us a bit about those graduation and apprenticeship programs Coming to VIP four years ago I wanted to implement a process where we promoted from within, but to do that we had to have the talent within our organisation which, at the time, we didn’t have. We intake apprentices and graduates every year with the aim of promoting from within. If we go back 17 years, someone took a chance on me, so I think it’s important that we take a chance on the sales managers and sales directors of tomorrow. What is the area of VIP’s business that is most prominent? Gaming is important to VIP. You only have to pick up a copy of PCR to see that to every distributor, every reseller and every customer, gaming is really important. Gaming has been important to us since the mid-90s when we were selling Voodoo 3300 graphics cards. We were a distributor that always focused on the higher-end, the more niche product set. Over that period of time we built some fantastic relationships with some of the world’s leading gaming brands, so gaming for us is probably the most prominent

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area of our business. That’s not gaming as in a keyboard and a mouse all the time though. It’s the components of our business. We try to focus on the higher-end. Be it a graphics card, a CPU, a heatsinking cooler. Everything we do is aimed at that enthusiast market. What is it about gaming that has made it the driving focus of VIP’s business? There’s a saying in distribution: get big, get niche, or get out. We’re a big distributor in terms of our revenue, but in terms of our competitors we’re not actually that big. We’re too young to get out, so we’ve got to get niche. The decision that we made back in 2002 was to look at the market and ask where we could win. This wasn’t a decision where we said “we want to get into gaming”. It’s as difficult for me to get into entry level notebooks as it is for someone to get into gaming because a lot of the relationships are mature. We understand that a customer who’s really interested in gaming will spend £150 on a keyboard and isn’t worried about the premium cost. What we can do is talk our customers through the process of what they should stock, why they should stock it, and then help them access that wallet spend within what is, in effect, their customer. What are your expectations for VIP over the next 12 months or so? For us, it’s easy to say we’re in a great place but we genuinely are from staff, customer and supplier perspectives. We’ve done a lot of work to build on all three areas and improve all those relationships. The result of that is our best 12 months on record. We want to carry on doing what we’re doing. We have some strong growth plans for the next 2-3 years. I’m excited to implement them and see how they come off in the long run.

PCR October 2016 | 29

PCR WOMEN OF THE YEAR 2016

Women of the Year – catching up with last year’s winners The PCR Women of the Year awards 2016 are just around the corner, so we thought now would be a great opportunity to catch up with last year’s winners to see what being winner has meant to them…

Rising Star, Abbey Bowen – formerly of Overclockers UK

AST YEAR saw people from all across the IT sector gather to celebrate the achievements of women in the IT industry. With the 2015 event in the rear window, what have the winners been up to? For Abbey Bowen – winner of the Rising Star award – it’s been a huge year. “When I won the award I was working at Overclockers. A couple of months later I actually got a new job working for Keele university in the IT department. “Now it has all changed again and I’ve actually applied to be a student, so I’m going to be studying a computer science degree for the next three years.” For those winners who are industry veterans things have been a bit calmer. Sales award winner Michelle McGeoch is still at Lenovo: “I’m still here and I still manage quite a large team. Not a whole lot has changed.” Likewise, Marketing and PR award winner Rachel Gordon is “still doing the same role but things are changing slightly – as is the nature of the business”. 2015 Woman of the Year Nova Smith, however, has

30 | PCR October 2016

Sales, Michelle McGeoch – senior sales manager, Lenovo

taken her award – and story – with her to inspire new people: “I’ve been going around doing a lot of speeches and telling my story of how the business got started. I spoke at the CompTia awards in Leeds for women in technology so I’ve been really busy.”

“It’s extremely important that women are valued in the IT environment.” Nova Smith, 2015 Woman of the Year

Encouraging more women to get into the IT world is one of the key aims of the Women of the Year awards and that sentiment is echoed by last year’s winners. “It’s extremely important that women are valued in the IT environment because it’s predominantly maledominated,” says Smith. “The more that we are seen as valued, the more it will

Marketing and PR, Rachel Gordon – Marketing Manager, MadCatz

encourage other women, especially school and university leavers, to get into the IT industry.” The awards themselves can play a big role in influencing, motivating and encouraging more women to get into IT, but it can do just as much for those already in the industry. “The award has given me some kudos within the industry and given me more ambition and courage to go forward,” says Gordon. But the awards aren’t just about sending a positive message, they’re also about having a great night out. McGeoch says the event is a great opportunity for networking: “Seeing all these people who were in software development or who had set up their own businesses made me leave the event with a big buzz – and it wasn’t just because I had won the award. Meeting people and hearing their stories was a great experience.” With more categories, the 2016 awards have the opportunity to be even bigger and better than last year so make sure you get your tickets from pcrwomenoftheyear.com before it’s too late.

Woman of the Year, Nova Smith – Founder, IT Tablet UK

PCR WOMEN OF THE YEAR SPONSOR REVEALED COMPTIA HAS been revealed as an event sponsor for the 2016 PCR Women of the Year awards. Founded in 1982, CompTIA brought together the IT channel in order to create an open dialogue between IT vendors and partners. When the company was officially established it was known as the Association of Better Computer Dealers (ABCD). In 1990, ABCD changed its name to the Computing Technology Industry Association (CompTIA) to reflect the expanded scope of its activities. Two years later, it introduced vendor-neutral IT

certifications, which are now a core component of CompTIA’s offering. In 2014, the company expanded its legislative advocacy efforts by acquiring TechAmerica, a leader in international, federal, state and local public policy advocacy. A limited number of sponsorship opportunities are available for brands to support and engage with the PCR Women of the Year audience. To find out more or to register your interest, contact Gurpreet Purewal (gpurewal@ nbmedia.com), Sarah Goldhawk (sgoldhawk@nbmedia.com) or call 0207 354 6000.

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ANALYSIS

The new network A fresh dealer collective has emerged specifically for independent PC retailers, allowing them to trade ideas, get better deals from suppliers and join a ‘find your local store’ site. Dominic Sacco talks to Approved PC Retail Network founder, Dan Dollin of Bude Computers, as well as other members of the group, to find out what sets them apart…

ell us about the history of the Approved PC Retail Network We started as the Facebook group ‘UK Retail Computer Shops’ which is still going strong today, in fact we’ve picked up many new members since going live with the website and PCR’s online article. We have over 163 members with a couple pending (as of August 24th). What are you doing differently to other dealer groups? I guess the main thing is that we’re not taking a wage or profit from this. It’s entirely run by members for the benefit of members. We have to be really careful to ensure workload is spread out. Naturally we have people who can take on more work than others – and we have people who help as and when they can. We’re all very easy going, we have a great laugh on the Facebook page but more

32 | PCR October 2016

so we can all benefit. When someone changes card terminals there will be a discussion about rates. The same goes for insurance etc. Basically, any element of running an indie computer shop is covered, and if it isn’t, you just need to ask the question. So I would say the most valuable asset we have is our collective knowledge.

importantly we look after each other. If one of us is having problems, then there are 160 other members who will understand your issue and dispense wisdom. Tell us about the benefits of joining. What do retailers get for signing up? This is a hard one to quantify, and certainly a difficult one to explain to a newcomer. Essentially, you get a listing on the PCRN.co.uk website and you get access to our supplier deals – we currently work with Spire, BullGuard, J&J Associates and Hama. We’ve been contacted by a few other disties who are keen to work with us too. It’s really nice for them to support an emerging group, so our member benefits/discounts hopefully should grow. On top of that, there is the social element of the group as I mentioned before. There are also the savings that we make daily – when someone sees a flash sale with a supplier, they post it on our Facebook group

“It’s entirely run by members for the benefit of members.” Dan Dollin, Approved PC Retailers Network Founder

What is the cost structure for members? £15pcm or £150pa. Has the growth of the collective surprised you? The take-up has been great, and we’re still getting several membership enquires daily. It takes a while to vet new members – usually one to two working days – as we’re still fine-tuning our processes. Do you see yourselves as a rival to Synaxon, Brigantia and Network Group, or something separate entirely? I think in reality we’re

something completely new. We hadn’t even considered ‘competition’ when the idea of the PCRN website was banded around the group last year. It started as a “wouldn’t it be good if...” then “perhaps we could” and finally “lets crack on guys and get it done!”. What plans do you have for the future? We’re still finding our feet at the moment, but we have our eyes on version two of the website, probably with a members area. This could host our shared directory of files and explain benefits etc. We would also try to automate the sign-up process if possible to take the pressure off our admin team. Lots of people are asking me questions about PCRN but I really must say that the group is the absolute powerhouse behind this idea; it is a ‘collective consciousness’. Without our amazing members, the PCRN website and the Facebook group might never have happened. www.pcr-online.biz

ANALYSIS

WHAT DO THE OTHER GROUPS THINK? DEREK JONES, UK MD, SYNAXON: “I think it’s brilliant what they’re doing. I love it. I’d be happy to help them out as a community, arrange a meeting or if they want to set up as a separate thing, we could potentially add them to the Synaxon website. “But whilst I absolutely admire any group of independent retailers that encourages community spirit and cooperation, I personally believe that this new organisation would be wise to focus on channel community and sharing of information, tricks and tips on repairs, new cloud opportunities etc, but steer clear of trying to build commercial benefits for the group members. To try and take it into a serious commercial organisation, there’s no chance without serious funding. They’ve got to focus on their business and being a professional indie dealer.”

CRAIG HUME, B2C DIRECTOR, NETWORK GROUP: “I THINK THEY’VE done really well to get a good group of retailers together that are like-minded, want good service and the best deals – if the numbers I’ve seen are accurate. “With any community, the difficulty is not vetting the members, so if for example I want to join the Association tomorrow, what checks are put in place to make sure I’m a good quality retailer? It’s not just about quality, it’s also about quantity. But at the same time, giving an independent retailer an open forum for communication and discussion, I think that’s quite interesting. Good on them.”

MEMBERS HAVE THEIR SAY PHIL HARRIS, PCR XPRESS: “We joined the PCRN as we felt our trade – especially for the independent traders – needed a group where we could offer help, advice and support for each other. Also, we felt that we needed to try to create a group that could set standards for us, so that people could feel confident in the fact that we were part of a profession that has standards and quality of service not provided by the big retailers. Frankly, they just don’t care about their customers and the service they provide. “In the long term, we hope we can push for better pricing from suppliers, and that it will help promote the fact that independents are the best route for repairs service and support. It has stirred up a lot of interest and support already – and ruffled a few feathers – and that’s a good thing. It will make other parts of our trade realise that the independent retailer and service provider is a force to be reckoned with over the coming years.

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DARREN BAKER, COMPUWAVE COMPUTERS: “When I first joined the group I was surprised how many of us have the same issues. Running an independent shop these days isn’t easy and it’s nice to share the ups and downs with others who are having the same day-today strains of running a small business in a very digital world. “When the idea about setting up PCRN was first mentioned, I couldn’t wait to join. I had already seen the benefits of the hard work being put in by the administrators and this was the next step forward. Although there is a lot of work to do in getting this group of independents up and running as a national force, we have a chance if we all work together. “One of the hardest things we are experiencing is getting good deals from the distributors. Some are already offering free delivery to members, and we would hope in the long term to be able to get a better pricing structure, to enable us to be more competitive in the sales market.”

IAN HAWKES, BLUE SKY COMPUTING: “We’ve been enjoying the information exchange and the banter on the Facebook page since it started. It’s an active forum and helps keep us sane when we see that we’re not the only ones who have troublesome customers! We only have a very small retail section at the moment but hope to expand into bigger premises soon, and we will call on the advice and experiences of our friends in the group when it comes to setting it all up. “We signed up for PCRN as soon as the admins made it available. We were hoping to gain business through the search facility made available to the public but the group has proved to be much more. The network is in its infancy but the hard work that the admins are putting in is really appreciated by the other members. I think it will go from strength to strength as we grow in numbers and establish the group’s goals and network membership requirements.”

PHIL BARNFIELD, PC CLINIC: “We have a jovial approach to discussions, tips, tricks and the odd grumble – there’s always something new happening with the group daily. We have joined to be a part of this ethos and we hope that collectively, we can rise above the larger chains and become one combined group of likeminded businesses with the same goal: to make money and provide superior levels of customer service.”

“We are managing to do things that no other supplier or organisation has before.” Phillip Griffiths, Chips Computers

PHILIP GRIFFITHS, CHIPS COMPUTERS: “The Approved PC Retail Network is an amazing group of likeminded people from lots of different backgrounds that can talk to each other in one place. Many real life friendships are forming. If anyone ever needs help, whether it’s a problem with a new virus they have never seen, a business matter – like insurance, tax or finding a part that is hard to come by – I think everyone in the group has something to offer and has learned something new. “The group is here to help and support all its members. No one gets paid for doing this, but with a combined will and effort, we are managing to do things that no other supplier or organisation has before. In a little over two weeks we have shaken up the industry. People left right and centre are contacting us so they can take part; PCRN has only just started and we have so much more to offer in the coming months. We’re only just getting started with this.

PCR October 2016 | 33

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FUTURE PROOF: PROVING VR’S FUTURE High-end virtual reality is about to hit retailers with the Oculus Rift and PlayStation VR. Jonathan Easton asks the channel how the technology will fare commercially and what’s next for this cutting-edge user experience …

t the time of going to print, the Oculus Rift is on the verge of a wide retail release. Similarly, we are just a few weeks away from the launch of the PlayStation VR. These two devices are the first experience that many shoppers will have of virtual reality (VR) outside of the confines of a smartphone and will be the first true test of the technology’s commercial viability. We are on the verge of a barrage of devices being released over the next few years. With Asus, Intel, Alcatel and Razer all preparing their own headsets. The floodgates are about to open. But will too much choice confuse – and ultimately put off – consumers? “Yes I do think that if we get lots of different vendors in what is only an emerging market that it will confuse consumers,” says Black Bear

36 | PCR October 2016

Computing managing director (MD) Richard Alford. “Already people are struggling with the difference of Vive and Oculus, they offer quite different experiences and the games developers are in some case writing for one or the other not both. “Adding more headsets can only increase the level of complexity in development.” While that is one dissenting voice, the channel is generally more positive about the multiple vendors who are active in the VR space. Gekko MD Dan Todaro believes that an abundance of products won’t prove to be a problem for consumers: “The market remains in its infancy and too early in its lifecycle to run the risk of becoming saturated.” Likewise, Entatech’s PC components and gaming business manager Adam Whitworth argues that

consumers having more options is a healthy state for the market to be in: “Ultimately more competition in the market can only be a good thing to improve the technology and make it more

“Competition in the market will improve the technology and make it more accessible to the masses.” Dan Todaro, Gekko accessible to the masses.” Accessibility is currently a point of contention across the channel for multiple reasons. Firstly, high-end VR devices are incredibly expensive to get up and running for

average consumers. Whitworth says: “It is unlikely we will see a huge surge of households making purchases into high-end VR in the short term. Although AMD and NVIDIA have released graphics cards to make VR more affordable, while the HMDs remain high, it will ultimately hold sales back.” He also states, however, that consumers won’t entirely be turned away by the cost of entry: “This doesn’t necessarily mean it won’t be accessible to the mainstream though. GAME have recently opened a VR area at their Trafford Centre store, and businesses are finding different ways of using it to sell products.” But Westcoast MD Alex Tatham believes that the early proponents of VR won’t be put off by the barrier of entry. “The devices are expensive no matter what. Early adopters will finance the

devices – but unless there are plenty of games or programs it is not worth investing early.” Retail is another area in which accessibility is perceived as an issue. With Oculus adopting a retail model that will see the Rift in a limited number of stores, independent retailers feel that the company is missing a big opportunity to access an enthusiast market. Alford certainly believes this to be the case: “As an independent retailer, it seems to me that unless vendors embrace selling in the channel and keeping good margins, you will not see enough companies able to demo units. VR needs knowledgeable companies demoing it, not just e-tailers throwing them out at cost plus 1 per cent.” In addition to the current cost of devices, the technology isn’t currently quite at the www.pcr-online.biz

point where it is ready for everyday use by average consumers according to some. Whitworth says: “VR is very much in its infancy and consumers will wait for the technology to mature. “The headsets themselves are quite bulky and require a cable which can be tripped over; ideally we’ll see headsets become smaller, lighter and integrate wireless tech.” Todaro shares a similar view of the future: “I suspect that the next phase of VR will focus on mobile compatibility and streamlining the headsets, reducing cables and removing tracking cameras by introducing things such as biometric technology that recognises facial movements which the UK based start-up Emteq is developing.” These will be contributing factors towards the design decisions of the likes of Intel, Alctael, Razer and Asus along www.pcr-online.biz

with any others who decide to enter the market. This is, however, assuming that interest VR is maintained. Gimmicks aside There is still an inherent fear – like with any emerging technology – that VR will potentially just be seen as a flash in the pan. Context’s Jonathan Wagstaff says that even though there is a lot of investment being poured into VR, “there’s a risk that the HMD will be put in the cupboard next to the rarely used Nintendo Wii Sports kit”. Whitworth likewise compares VR to Nintendo’s often criticised console, but also states that its nongaming potential is already being realised by businesses: “VR has already changed this perception with corporations starting to invest large amounts to give customers a

VR experience when making everyday purchases. For example, you’ll be able to walk into a car showroom and sit in the car customised to your very own specification before it’s even built.” In a similar vein, Boonana

“VR needs to move beyond gaming to succeed.” Richard Alford, Black Bear Computing

J’s James Leslie can see the commercial potential. “I think at first we will see the likes of VR taking hold in retail outlets, being used for things such as purchasing a

new car, where you can visualise on site what the optional colour schemes and wheel packages look like.” There is the general belief among people in the channel that, as Alford succinctly surmises, “VR needs to move beyond gaming to succeed. “I think VR has massive potential in education, from primary school children experiencing other countries, space, under the sea etc. to university students practicing skills, like doctors and engineers, in a safe environment where they can push boundaries.” B2C and education aren’t the only areas that could see VR applications however. Leslie believes that cinema will play a big role in the future of the technology: “Another aspect of VR that should not be overlooked is the movie industry.” Certainly, the film industry

has invested a lot of resources into VR. Bob Snyder, Channel Media Europe editor-in-chief, argues that all signs point to VR being utilised by filmmakers: “At IFA, we learned IMAX will introduce their VR experience centers based on StarVR, the new joint venture with Starbreeze AB for building and selling the StarVR Head-Mounted Display. One of those new centres will be in London.” There is so much scope for VR to be the defining technology of a generation, but, according to Alford: “This generation of VR is like the first tablet or smartphone. We don’t know why we need it yet and it needs vendors and retailer to tell us why.” VR has the potential to be a truly revolutionary and essential technology for mainstream consumers and businesses, but it first needs to prove itself. PCR October 2016 | 37

MYSTERY SHOPPER

London’s West End Our Mystery Shopper visits London’s iconic West End, home to numerous flagship stores and attracting shoppers from all over the world, in search of a MacBook Air with a budget of £800-1,000…

5/10 SELFRIDGES AFTER SEEKING some guidance from a member of staff at customer services, I am directed down into the basement where all the tech items – from laptops to TVs to spy pens – are located. This iconic retailer is not renowned for its technology or electronics, but with a large section on the lower level and an adventurous feeling, I decide to take my chances. Entering the department, I ask for further assistance from a security guard as to where the MacBook Airs and other Apple devices are located. 38 | PCR October 2016

I am directed over to a Stormfront store-in-store which looks like a slightly mishapen Apple store. After that point, there is no more assistance and I am left to my own devices. Only the top of the range MacBooks Airs are on display here. The cheapest costs £849 and is a 13-inch. I look to see if anyone is around to provide me with any assistance or advice but to no avail. With no-one around I’m left feeling underwhelmed, unimpressed and disappointed with the entire experience.

“I am concerned when the first thing they talk about is purchasing a beefed up iCloud storage package.”

6/10 CURRYS PC WORLD IT DOES NOT take me very long to attract the attention of a very friendly shop assistant who is more than happy to offer me any help and advice. I tell the sales associate that I am looking for a MacBook Air and I have a price range of £800-1000. I am concerned then when the first thing they talk about is purchasing a beefed up iCloud storage package. “You’ll need this package if you want to save any documents or images,’’ then the prices directly follow. Trying to get back on track, I

quickly divert the conversation to the different MacBook options. The 11-inch looks good and is at the bottom end of my budget. I am keen to find out more and I’m told that it comes with 256 GB of storage at £764. That’s the most about the device as I’ll get out of the assistant who is quick thereafter to offer me a Microsoft Office 365 package. Enthusastic staff, but far too much time was spent selling subscriptions instead of the product I want. www.pcr-online.biz

MYSTERY SHOPPER

STAR STORE

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ELECTRONICS OUTLET

ARGOS

Within seconds of entering the store and striking up a conversation with the shop assistant – who is determined to tell me why I shouldn’t be purchasing a MacBook – I know that this will not be the best place to buy the particular MacBook Air that I am looking for. An 11-inch MacBook for £650 is the best the store could do. I am instead told I would be better off getting a 15.6-inch Lenovo which comes with 1TB of storage at a much cheaper price than even a refurbished MacBook.

Argos has drastically changed its practices and image in the past few years. I was mistaken in expecting paper catalogues, pens and smiling sales assistants. Instead, I am met by a touchscreen catalogue that shows me an array of MacBooks Airs from which I can. At the very top of my budget is a 13-inch, 256 GB MacBook Air. At the lower end is the 11.6 inch model with 128 GB of flash storage. The range to choose from is impressive, but some of the MacBooks are ‘delivery only’.

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This level of honesty is something that I would not expect to find elsewhere in the area and it is exemplary of why people have such strong faith in indies. In contrast to a lot of major retailers, the shop assistant here is not trying to push one product in particular. I feel reassured as a customer that I will be able to walk away with the best product at a reasonable price. Even though I did not find a MacBook Air here, I am impressed by the refreshing honesty from the staff.

SUMMARY

If I was planning to purchase on the spot, I would have to choose from one of the few models that are actually available in-store. This store has done well to shake itself up in order appeal to the e-commerce shopper, employing a model closer to click-and-collect. It is no longer a standard bricks and mortar store, instead it is something that has moved with the times for customers to experience something of a hybrid between online shopping, and doing it the ‘old fashioned’ way.

The West End is a vibrant consumer destination where roads like Regent Street, Oxford Street, Tottenham Court Road and Bond Street draw hundreds of thousands of shoppers every year. Perhaps it is the more tourist-centric nature of the area that made tracking down a reasonably priced MacBook Air difficult. The lack of staff interaction in Selfridges’ technology department was lacklustre, considering how bustling the store itself is. Argos had the best selection of MacBook Airs, but depended too much on touchscreen catalogues and not enough on quality customer service. Currys PC World also had a good selection, but the staff member’s ‘sell, sell, sell’ attitude was more than enough to put me off. It was only when I arrived at the independently run Electronics Outlet that I was shown a good level of customer service – despite not even having the item I wanted in stock. Apple is a name synonymous with the high street, so I was more than a little disappointed by the lack of options in the West End when it came to MacBook Airs.

PCR October 2016 | 39

RETAILER OF THE MONTH

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COMPUTER REPAIR UK

Email: info@computerrepair-uk.com Website: www.computerrrepair-uk.com

Sophia Murray speaks to Computer Repair UK founder and managing director James Henville about the types of products the company sells, what kind of solutions consumers demand and how these influence business… TELL US about Computer Repair UK’s background. Computer Repair UK (CRUK) is in its fifth year of trading and has offices in Weybridge, Guildford and Surbiton with clients including domestic users and small businesses that have little or no IT internal support staff. It’s a service that people clearly want – someone at the end of a phone line that understands their problems and can offer to fix it quickly on-site whenever possible. I started the company when I spotted a gap in the market for a local company that offers reliable and inexpensive support for domestic users. This developed to include small local businesses. I was joined by Silviu Prodan as Technical Manager who oversees all the repair work. As well as the in house team, there is a small team of technicians on the road who offer on-site support at home or at a business location. Our customers like the fact we are local; we treat them personally, understand their www.pcr-online.biz

needs and go the extra mile to make sure that they are happy with the service they have received from us. Some older customers, who are not computer literate, particularly like our approach. We are not exploiting their lack of skills by trying to sell them upgrades or new equipment, but are happy to take time to explain what we are doing and offer training to make sure they understand, as part of our routine visit. What type of products and cloud solutions do you offer to customers? We aim to arrive on site usually the same day of the enquiry to fix the problem, health check the system, arrange cloud back up and de-virus or sync the entire IT provision. CRUK deals with Windows PCs and laptops as well as Apple MacBooks and iMacs. Clients appreciate the personal touch and get to know the technicians and trust them. We aim to be on the doorstep within a couple of hours of the initial enquiry.

“Life is run at such a fast pace that most of our clients want their problems fixed as soon as possible.” James Henville, Computer Repair UK

People don’t often trust leaving their PC with someone. We are with our customers on-site and literally sitting next to them explaining what we are doing. We sometimes act remotely, accessing computers, with customer permission, from our workshops. This allows us to troubleshoot quicker if there is an emergency, without having to leave the home/office. We don’t only repair computers. We also discuss particular requirements for computers and laptops – Windows or Mac – and will purchase, setup and install them for clients. We have even custom-built systems for clients. There is no point in buying expensive equipment that is far above the specification needed. Our cloud backup solution gives customers peace of mind knowing that their data is being backed up. Should a disaster happen they can be rest assured that their information can be easily retrieved by them or us.

In what ways do you think computer repair services in the UK will change over the next five years? Most of our clients want their problems fixed as soon as possible and in their own homes or in their office. The traditional method of leaving their PC in a shop to get issues fixed can cause frustration and unnecessary stress. We will probably be more able to offer remote services for routine work and repair. We can’t see any alternatives in the short term to the established methods of repairing faults in our workshops where there is more sophisticated diagnostic equipment. Our main challenge is keeping up with the developing technologies. The installation of Windows 10, for example, caused many of our clients problems. We were able to solve most of them. CRUK has a no-fix-no fee policy and I believe our friendly, open approach and patience with clients – who are often unsure of the technology – pays dividends. PCR October 2016 | 41

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RESELLER PROFILE / OPINION

RESELLER PROFILE: TRUST SYSTEMS

Founded eight years ago, Cirencesterbased Trust Systems has grown to include clients such as HMV, Waterstone’s and Co Op. Sophia Murray asks Commercial Director Mike Dowson about the company’s hardware services as well as new technologies that are keeping the company ahead of the curve…

Tell us how Trust Systems got started and a little bit about how the company grew its client list. It all started eight years ago by Nick Potts who is now my business partner. At the time the company started, it was about four people. Over the years, Nick has grown the business, moved the office to where we are currently and in 2013 he got to the stage where he got some really great solutions and got some good customers – but he needed to grow the board and the capabilities of the business. Nick approached me, I took some shares in the company and we set up a new holdings company together that now owns Trust Systems and Agility Data Solutions.

Where is the company now? In 2015 we expanded our clients to include the likes of the Cooperative. As a result, we provide managed Wi-Fi solutions to 250 Co-op stores on a five-year contract. What types of products and services do you provide and how do they work? We have some RFID smart tag solutions. We have a digital platform that we can either do as a public cloud or private cloud solution and a digitized platform for customer engagement. We also have a smart voucher solution that we can effectively deploy very quickly at a much lower cost than our competition. I feel that puts us at a step ahead of the pack.

Who is the typical Trust Systems customer? We’re very big in retail, so we do a lot of smart technology solutions in retail and provide managed services to them. Everything from the mundane application hosting and backup as a service (BaaS) technologies all the way through to now some of the more exciting internet of things (IoT) devices. Do you have any niche products? If so, what? Our Wi-Fi and digital platform is probably our most niche product. Now that’s not to say that other companies don’t do similar things, but it is the way we have packaged it, designed it, secured it and commercialised it all together that makes us stand out.

Trust Systems is a Circenster-based IT solutions reseller. www.trustsystems.co.uk/

Sony is making a mistake by pushing 4k instead of performance Resolution is the big selling point of the PlayStation Pro but Jonathan Easton believes that it is performance – not visuals – that continues to give PC gaming the edge… TUESDAY 7TH SEPTEMBER saw two big reveals capture the attention of the twitterverse (three, if you include the bread challenge facing the contestants of The Great British Bake Off). First up was the announcement of the iPhone 7, but after that we finally got official acknowledgement of gaming’s worst kept secret: the PlayStation Pro. And the big draw of this one? gaming at 4k resolution. While being a nice addition for the few people who have an expensive 4k TV, spending time chasing an upped resolution won’t actually help

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the console to catch up with PC’s technical superiority. What PC has over console that excites gamers isn’t just higher resolutions but much better performance. There is a reason why the vast majority of professional gamers opt for PC when the game is available on console as well; it’s because the games are capable of running much better. The biggest feature that gamers bemoan of the current console generation is the tendency for intensive games to dip in framerate, sometimes even struggling to manage a steady 30fps. While

“Leaning on higher resolution as a system selling point shows that the console is still in no position to drive gamers away from their PCs.”

games like Overwatch use some clever dynamic resolution tricks to maintain 60fps on console, an upgraded PC is capable of maintaining 1080p at a 90plus framerate. While Sony has boosted the insides of the PlayStation Pro, that the company is leaning on the higher resolution instead of improved performance as a system selling point shows that the console is still in no position to drive gamers away from their PCs. Increased performance aside, there is still a big question mark as to how

much the experience of using PlayStation VR will be improved with the Pro. Ultimately, the PlayStation Pro feels like something of a half way house between this generation of console gaming and the next. It is, for sure, better than what’s currently plugged into 40 million-plus TVs, but it’s not quite the revolutionary “highest quality pixels that anybody has ever seen” promised by Microsoft with Project Scorpio. I’m sure that the PlayStation Pro will sell lots, but in chasing higher resolutions consoles could fall further behind.

PCR October 2016 | 43

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Distributor: Peak Development

The Sennheiser HD 201s are lightweight, noise cancelling headphones that deliver excellent audio quality. They are tight fitting with an adjustable strap and leatherette ear cushions for additional comfort.

Keep things cool with the Corsair Carbide SPEC-01 that features a seethrough panel and an LED-lit front facing intake fan that will ensure the best conditions for graphics cards.

With Kaspersky’s latest security package, users are able to take comfort in knowing that the best in the business are looking after their devices.

With +TALK, +MUSIC, +HYBRID, and +SPORT options, users are given optimised sound quality in a simple yet sleek collection that promises to deliver on quality as well as style.

Specs: Lightweight, silver design, leatherette ear pads

Specs: 120 mm, gaming, Micro-ATX

Specs: Windows 10 Enterprise x64, Android 4.2, iOS 8.0

Specs: Available in four different colors, flat cable, in-ear design

SRP: £24.99

SRP: £36.24

SRP: £27.31

SRP: £19.99

44 | PCR October 2016

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SECTOR GUIDE

COOLER MASTER MASTERCASE 5 MIDI-

HANNSPREE HE225DPB 21.5 INCH

PHILIPS PICOPIX POCKET PROJECTOR

PANDA INTERNET SECURITY 3 DEVICES

Distributor: Entatech, Micro P

Distributor: Entetech, Exertis, Ingram, Northamber, Midwich

Distributor: Entatech, Beta, Spicers

Distributor: Entatech, Exertis Gem

With its FreeForm modular system, the MasterCase 5 makes upgrading your PC easier than ever. Choose from a mesh top cover or standard door.

This high-res LED monitor delivers on both power and design. With its energy efficient performance and contrast technology, this is a monitor that will make a difference in whatever you’re using it for.

PicoPix is one of the most compact projectors available. The projector weighs under 100g and it can to connect to a wide range of devices via HDMI.

Panda Intenet Security offers its package across Android, Mac, iPad, PC, iPhone and iPod for complete online peace of mind.

Specs: USB 3.0 x 2, SECC/Plastic, 10.6 kg

Specs: 16.7M Colors, 1920 x 1080

Specs: 854x480px, 83g, RGB LED

Specs: PC, Android, iOS

SRP: £78.58

SRP: £60.00

SRP: £166.48

SRP: £17.33

LOGITECH B100 WIRED OPTICAL MOUSE

INTENSO 1TB MEMORY SPACE SSD

HP 250 G4 15.6” I5 LAPTOP

ENERPLEX JUMPR STACK 3

Distributor: Spire

Distributor: Peak Development

Logitech’s B100 Wired optimal mouse is a good quality and economical device that is perfect for kitting out offices.

With a unique design, the Ientenso Memory Space SSD comes with 1TB of storage. Once connected to a PC via USB 3.0, users can enjoy up to to three times faster transfer rates.

HP’s cost-effective laptop features an Intel Core i5 and has a 15.6-inch HD display. Also included in the package is a 128GB SSD as well as a DVDRW drive.

The EnerplexJumpr Stack 3 has a 3,200 mAh portable battery which makes it the ideal portable power solution. The device also has 3 LEDs to show how much charge it has.

Specs: USB, 800 dpi, 180 cm cable

Specs: 1TB storage, USB 3.0, 127x78x13 mm

Specs: Intel Core i5, USB 3.0, HDMI, 15.6” HD display, 128GB SSD

Specs: Compatible with smartphones an USB enabled devices

SRP: £6.50

SRP: £57.99

SRP: £350

SRP: £59.99

BETA:............................ 020 7531 2828

Ingram Micro:.............. 0871 973 3000

Peak Development: .... 0148 979 6979

Entatech: ..................... 0333 101 1000

Midwich: ...................... 0137 964 9200

Spicers: ........................ 0844 238 0000

Exertis: ......................... 0125 670 7070

Northamber: ............... 0208 296 7000

Spire Technology: ........01202 828444

www.pcr-online.biz

TechData: .................... 0871 880 3000

PCR October 2016 | 45

SECTOR GUIDE

An apple a day… Apple creates some of the most sought after and iconic devices on the market today. PCR takes a look at some of the best third party accessories that can get the most out of a user’s product …

ACTIVE LENS BY OLLOCLIP

ADATA MFI SYNC & CHARGE LIGHTNING CABLE

LIGHTNING CABLE, DATA/ CHARGE

DUO-LINK 3.0 FOR IPHONE AND IPAD 32GB

Distributor: Widget, Softline

Distributor: Entatech

Distributor: Spire Technology

Distributor: Tech Data, Exertis, Entatech

The Active Lens can be attached to the front or back facing cameras, clipping on and off an iPhone quickly and easily. Photos can be taken in short or long range and the telephoto lens will enable more detailed, high-resolution shots.

This MFi-certified Sync & Charge cable Lightning Cable is compatible with iPod, iPhone and iPad charging and syncing data across these devices quickly and easily.

Durable with a 2-year warranty, this 1m long lightning cable will make connecting and charging Apple devices fast and simple.

This is a flash drive that easily connects to iOS devices and PCs with both Lightning and USB-A connectors. Video or music can be played directly from the DUO-LINK drive and its portable design makes on the go use possible.

Specs: Ultra wide lens captures 155 degrees, 2x optical zoom and selective focus.

Specs: 1m, USB 2.0

Specs: 1m, USB 2.0,

Specs: USB 3.0, LED status indicator, iOS Version iOS 8 and iOS 9.

SRP: £89.99

SRP: £44.50

SRP: £3.40

SRP: £46.49

INITIAL USB KEYBOARD FOR MAC

METALLIC LIGHTNING CHARGE AND SYNC CABLE

VERBATIM 32 GB ISTORE N GO DUAK

PH-TRIPD

Distributor: Exertis, Northamber, Entatech

Distributor: CleverBoxes

Distributor: Entatech, CMS, Beta, Exertis, Ingram Micro, Anand

Distributor: CPC Farnell

This white USB cable keyboard is designed especially for Mac users and features 109 keys tested to 10 million key operations.

Thanks to the Metallic Lightning Charge and Sync Cable’s flexible design, knots and tangles are a thing of the past. This durable cable is available in space gray, rose gold and metallic gold.

The dual-connector Verbatim 32 GB iStore n Go Duak flash drive swaps files quickly between any Apple device and USB equipped PC. It also adds 32GB of storage to iOS devices.

The PH-TRIPD comes in two parts, a universal smartphone holder with a standard 1/4” tripod bush (so you can attach the holder to almost any 3rd party tripod), together with a pocket sized, but highly stable, tripod.

Specs: High-resistance to liquid, Plug & Play, 109 keys

Specs: Charge or data sync via USB, 4ft/1.20m length USB 2.0

Specs: 32 GB, 3.1 Gen 1, iOS 8.0, iOS 8.2, iOS 9.0

Specs: Standard 1/4” tripod bush, Universal smartphone holder

SRP: £19.00

SRP: £14.99

SRP: £21

SRP: £3.33 + VAT

CONTACT

46 | PCR October 2016

Anand .......................... 0116 282 3900

CPC Farnell .................. 0344 788 0088

Northamber ................ 0208 296 7000

Beta .............................. 0207 531 2828

Entatech ...................... 0333 101 1000

Softline ....................... .0129 382 7900

CMS .............................. 0208 805 1000

Exertis .......................... 0125 670 7070

Spire Technology ........ 0120 282 8444

Cleverboxes ................ 0125 431 5089

Ingram Micro............... 0871 973 3000

Tech Data .................... 0871 880 3000

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SECTOR GUIDE

Stuffed stockings The days are getting shorter and the air is cooling which can mean only one thing: Winter (and Christmas) is coming. PCR takes a look at some of the best gadgets and gizmos for this holiday season to stick in a stocking for under £100…

4-IN-1 LENS KIT

POWERPACK ALU 2500

PETTORWAY PET ROVER

HANNSPREE HANNSPAD 101 HELIOS

Distributor: TechnoSpares

Distributor: CleverBoxes

Distributor: Entatech

The 4-in-1 Lens Kit has been developed to enable smartphone owners to extend the capacities of their integrated camera. It includeswith the four lenses: Super Wide Angle, Fisheye, Wide Angle and Macro.

This is a credit-card sized universal rechargeable battery bank that’s so ultra-thin it will perfectly slip into a shirt or trouser pocket. It works with most devices to give up to one whole charge.

Vets recommend dogs get 30-60 minutes of activity every day. The Pettorway Pet Rover helps users keep their dog active, fit and healthy by measuring their dog’s activity.

The HannsPad 101 Helios is powered with a Quad Core processor ARM Cortex A7 1.3Ghz, Mediatek MT8127 chipset. This new processor brings new advanced multimedia features and delivers high performance.

Specs: 4 lenses, 3 mounting fixations, case included, 2 year warranty

Specs: 2500mAh Lithium-Polymer battery, 93 x 60 x 7mm

Specs: GPS, 10g, 10 day battery, 23mm x 14mm

Specs: 1080p, HD, wire-free. 1GB DRAM, 1.3Ghz

SRP: £39.99

SRP: £11.99

SRP: £17.50

SRP: £59.50

AVERMEDIA LGP LIVE

AVERMEDIA AVERTV HYBRID VOLAR T2

WRAPS IN-EAR HEADPHONES WITH MIC

MU CLASSIC UNIVERSAL CHARGING PLUG

Distributor: Entatech

Distributor: Frequency Telecom

Distributor: Mu

LGP Live records gameplay from all mainstream consoles effortlessly with an on-board H.264 encoder that reduces loading on a user’s PC, and a hot button that activates 1080p recording and streaming with one click.

AVerTV 3D includes an intuitively designed user interface featuring the most frequently used function buttons on the toolbar. Easily switch between channels, adjust volume, or watch immersive live 3DTV with a single click.

Instead of finding headphones in a knotted mess at the bottom of a bag, Wraps Headphones can be worn just like a bracelet, keeping the cables tangle-free and ready to use. Available in orange, blue silver and black.

The folding plug is the world’s thinnest international charger is a really useful accessory, especially for travelling, as it works with a variety of different devices and can be folded down to save space in a bag.

Specs: USB 2.0, Maximum Capture Resolution: 1080p30, 131 x 70 x 22 mm

Specs: 23g, Input Signal:- 751 TV & FM antenna, s-video and composite

Specs: 3.5mm headphone socket. Controls: On/Off, Volume. Cable length: 1.2 meters

Specs: 1 x 1Amp USB port, 55x60x14mm

SRP: £59.99

SRP: £17.26

SRP: £19.99

48 | PCR October 2016

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SECTOR GUIDE

MOPHIE JUICE PACK PLUS FOR IPHONE 6S/6

KNOMO IPHONE 6S MAGNETIC CASE

KURIO WATCH

RUBIK’S SPARK

Distributor: Bullboat

Distributor: Softline

Distributor: KD UK

Distributor: John Adams Toys

For users who aregoing to be on the move all day, the Mophie juice pack plus is the perfect partner for their iPhone 6 or 6s. With 120% of backup power available at the flick of a switch, they’ll never be left with a blank screen.

This case looks great, protects a user’s iPhone brilliantly and even comes with an innovative magnetic mount, so users can attach it to metal surfaces such as their car’s dashboard. Available in blue, black, purple and grey.

The Kurio Watch is the ultimate adult technology for children that delivers gaming, education and social communication through a multifunctional touch screen.

The Petcube Camera is a Wi-Fi home camera for pet owners. It lets them watch, talk to and play with their pets using a built-in laser pointer toy from a smartphone.

Specs: 3300 mAh battery, two-year warranty

Specs: Magnetic case, fits iPhone 6/6s

Specs: Bluetooth, 128mb of internal memory, camera and video recorder, expandable storage up to 32gb

Specs: 138-degree wide angle camera, HD 720p video, built-in certified 5mW 3R safe laser, two-way audio stream

SRP: £89.99

SRP: £28.99

SRP: £89.99

SRP: £159.99

HANNSPREE PRIME SMART WATCH

HANNSPREE LEGEND SMART WATCH

ROCCAT JUKE USB STEREO SOUNDCARD

MASTERKEYS L COMBO

Distributor: Entatech, Exertis

Distributor: Meroncourt

Distributor: Entatech, Exertis, Bosse Computers

The Prime from Hannspree is a standalone smartwatch that boasts integrated SIM support. It has features such as music player and on board camera and can also pair with a smartphone to relay alerts.

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 Roccat Juke allows users to transform the audio from their PC to their headphones in fantastic 7.1 sound, allowing users to immerse themselves fully into the virtual surround sound experience.

The MasterKeys Lite L Combo with RGB gives users two gaming devices with great features. Equipped with zoned RGB lighting for users to customize with any color they desire, the keyboard also provides a precise feel.

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

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

Specs: 7.1 virtual surround sound, USB stereo sound card and headset adapter

Specs: Keyboard: RGB LEDs, 1.8m rubber cable; Mouse: USB 2.0, 1.8m rubber cable

SRP: £59.99

SRP: £69.99

SRP: £14.99

SRP: £49.99

CONTACT

www.pcr-online.biz

Bosse Computers: ....... 0161 877 0833

Exertis: ............01279 822 822 (Home)

KD UK: ...........................01727 827194

CleverBoxes: ............... 01254 238 749

Exertis: ................... 01256 707070 (IT)

Meroncourt: .................01462 680060

Entatech: ..................... 0333 101 1000

John Adams Toys: ....... 01480 414 361

TechnoSpares: ............ 0844 272 3165

PCR October 2016 | 49

RECOGNISING

ACHIEVEMENTS IN THE UK PC & TECH INDUSTRY

Save the date: Wednesday March 8th 2017 The Brewery, Central London

Contact Andrew Wooden for more information about entries: awooden@nbmedia.com Contact Gurpreet Purewal for sponsorship enquiries: gpurewal@nbmedia.com

Recommended Dedicated monthly product coverage

The latest tech Editorial planner

The Iconia Talk S’s dual-sim function and LTE module ensure a good connection on the go.

The R13 is the world’s first convertible Chromebook and has a full HD display

Acer’s bumper IFA lineup covers all bases THE TECH world descended on Berlin last month for IFA 2016 – Europe’s largest annual consumer electronics festival full of everything to do with computing, home entertainment, gadgets, wearables and pretty much anything else you can think of. Of the big computer vendors, Acer was among the most active, with a slew of announcements across multiple product categories.

First up was the first convertible Chromebook in the form of the R13, which features a 13.3-inch touchscreen display with 1920x1080 resolution and IPS technology to provide vivid colors and sharp images and text. Then we have Acer’s new Android devices in the form of the Iconia Talk S phablet and the Liquid Z6 series. The Iconia Talk S doubles as a 4G LTE tablet and phone, providing

flexibility with communication needs. The Liquid Z6 series is designed for entertainment, with high-definition IPS panels and 2.5D curved glass displays. Like curves? Then you’ll definitely be interested in the Predator 21 X gaming notebook, which Acer claims is the world’s first notebook with a curved display. It comes with the latest 7th Generation Intel Core processors, five cooling fans

and dual NVIDIA GeForce GTX 1080 GPUs. Suffice to say that the Predator 21 X is no slouch when it comes to raw performance, though weighing around 8kg it might be a bit impractical for most. Sticking with notebooks, Acer’s new Spin 7 convertible is aimed at both students and professionals, with a 14-inch display in a 13-inch chassis, while the Spin 5, Spin 3 and Spin 1 offer a wide variety

of hardware and software combinations for users. Meanwhile, the firm’s new Swift Series notebooks (7, 5, 3, 1) offer a mix of high-end performance and solid valuepriced options. Back in the world of desktops, the new Acer Revo Base Mini is the latest entry to the company’s Revo mini PC lineup, featuring up to Intel Core i7 processors and up to 8GB of DDR3L memory.

Contact: Acer UK | www.acer.co.uk | Price: €399 (Chromebook R13), £159 (Iconia Talk S), €119 (Liquid Z6), £379 (Revo Base), €299-€1,299 (Spin Series), €349-€1,299 (Swift Series), £TBC (Predator 21 X) | Out: Available Now (Iconia Talk S), October (Chromebook R13), November (Liquid Z6), 1Q17 (Predator 21 X), 1Q17 (Revo Base), Available Now – November (Spin & Swift Series)

www.pcr-online.biz

PCR October 2016 | 51

RECOMMENDED

Asus is the master of Zen and more ASUS USED IFA 2016 as a platform to launch the ZenWatch 3 along with announcing European pricing and availability for its latest laptops, 2-in-1 PCs, tablets and displays. The ZenWatch 3 is a customisable Android Wear device that serves as a smart assistant for Android and iOS devices. It’s 9.95mm thin and its case is fashioned from jewelry-grade 316L stainless steel, available in three finishes: Gunmetal, Silver and Rose Gold. The smartwatch is powered by the latest Qualcomm Snapdragon Wear 2100 (APQ 8009w) processor and has a 1.39-inch AMOLED display with 400 by 400 resolution and 287ppi pixel density. It also has a full-featured and activity tracker, something ASUS is pushing heavily. Asus also showed off the premium ZenBook 3. The

notebook features an11.9mm profile, 7th-generation Intel Core i7 processors, 16GB of high speed 2133MHz RAM, up to a 1TB PCIe 3.0 x4 ultra-fast SSD, a next-gen USB Type-C (USB-C) port, and quadspeaker audio system by Harman Kardon.

Asus says the Transformer 3 Pro 2-in-1 delivers extreme performance in a slim and light design.” Elsewhere, Asus says the Transformer 3 Pro 2-in-1 delivers extreme performance in a slim and light design, while the Transformer 3 combines 2-in-1 PC computing

with mobility. Both devices work with a range of accessories that include the ASUS Universal Dock, ASUS Audio Pod, the VR/4K UHDready ROG XG Station 2 and ASUS Pen. The ZenPad 3S 10 is a 9.7inch Android tablet featuring a QXGA (2048 by 1536) highresolution touchscreen. It offers a set of entertainmentfocused features, including ASUS Tru2Life videoenhancement and a stereo audio system with five-magnet speakers and NXP ‘smart amplifier’ technology. Finally, the ASUS ZenScreen MB16AC is claimed by the company to be the world’s lightest and slimmest Full HD portable monitor. The screen features a hybrid USB Type-C (USB-C) port that supports both power and video transmission for compatibility with any laptop with a USB-C or USB Type-A port.

Contact: ASUS UK | www.asus.co.uk | Price: Various £TBC | Out: Various

MMD puts on a display at IFA MMD, the brand license partner for Philips Monitors, revealed a whole host of new products at IFA 2016, including what it claims to be the largest 4K curved display on the market, ‘the world’s thinnest monitor’, displays with UltraColor technology and a pop-up webcam for extra in-office security. The 40-inch Brilliance 4K curved display will be available to purchase in Q4. MMD says viewing distances from the edges and centre of the screen are equal, while the edge-to-edge glass and ultra-narrow border enhance a seamless appearance that offers clarity and space for multitasking. The 40-inch, 4K model wasn’t the only curved display on show. IFA visitors could also preview the forthcoming 34-inch X7 Frameless 21:9 Curved display. The height-

adjustable ultra-slim display, with Quad HD resolution and integrated sound, is due for release later this year.

MMD’s UltraColor displays, meanwhile, support a wider gamut – 85-95% of the NTSC gamut, depending on the

specific model, as opposed to the typical 72% – expanding the range of perceptible colours on the screen, with

richer and more natural greens, reds and blues. UltraColor was featured in a number of the MMD displays on show at IFA, including the E-Line Displays (released this summer), as well as ultra slim C7 series, due out in Q4 2016. The 24-inch model of the Ultra Slim FHD monitors was also on show. Despite being only 5.2 mm deep, this model displays 90% of the NTSC gamut, features Flicker-free technology, a wide viewing angle along with a frameless bezel design. Finally, for the securityconscious MMD offered a new monitor with a pop-up webcam, which reveals itself only when needed, blocking off a potential spyhole for hackers. We think that’s a far more elegant solution that the traditional ‘gaffer tape over the lens’ solution to unwanted prying eyes.

Contact: MMD UK | www.mmd-p.com

52 | PCR October 2016

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RECOMMENDED

Huawei’s selfie-optimised phones and audiophile tablet HUAWEI USED IFA 2016 as the launch pad for three new mobile products – two new smartphones dubbed the nova series and the MediaPad M3 tablet.

“The nova plus includes a 16MP camera and is aimed squarely at budding mobile photographers.” The nova offers an optimised photography experience with speed, depth, clarity and the 12MP rear camera the focus of the marketing USPs. The nova plus, meanwhile, includes a 16MP rear camera with image

stabilisation and is aimed squarely at budding mobile photographers. Both devices boast an 8MP front camera to capture all those selfies in the highest possible quality, the results of which can been shown off on full HD screens. Huawei is very confident of

the battery life in both devices, claiming that both have a standby time of two days. The nova and nova plus 3D fingerprint sensors can be personalised to control multiple handset functions, including the camera. Elsewhere, the Huawei MediaPad M3 has – in the

words of its maker – been elegantly designed with entertainment in mind. Audio was clearly a heavy focus, with Harman Kardon and AKG collaboration, resulting in dual stereo speakers that dynamically switch channels with screen rotation. Huawei’s own Super Wide Sound 3.0

technology automatically differentiates between music and video to deliver the right multimedia experience to whoever is using the device. The MediaPad M3’s display offers 2560x1600 resolution, putting it up there with other leading 8.4” tablets. Battery performance provides up to 11 hours of HD video playback, up to six hours of continuous 3D gaming playing and as many as 45 hours of music playback. A rear 8MP camera offers photographers an outlet for their creativity, while fingerprint recognition supports faster unlocking for improved security. Huawei claims the MediaPad M3’s 82% screento-body ratio makes its screen the biggest in its category, while the entire device weighs in at 310g – not too shabby if you ask us.

Contact: Huawei UK | www.consumer.huawei.com | Price: From £349 (MediaPad M3) £399 (nova), £429 (nova plus) | Out: Available Now (nova plus, MediaPad M3), October (nova)

ASUS joins the wireless earbud Clique WE’VE ALREADY covered the various bits of hardware unveiled by ASUS at IFA, but we thought that special recognition was deserved for the company’s Clique H10 wireless earbuds – not least because of Apple’s recent move in that segment. The Clique H10 features a 5.8mm driver in each earbud and aptX technology that enables high-definition, lowlatency wireless audio over Bluetooth for powerful dynamics and clarity. ASUS audio engineering specialists –designers of the ASUS sound cards – further improved the sound quality of Clique H10 with tuning to provide deeper and richer bass along with clear, natural-sounding treble. The earbuds also have a passive, noise-cancelling design with soft earpieces that fit firmly and comfortably in the ear canal, reducing

exterior sounds to provide a better listening experience. The earbuds’ housing is made from precisely shaped aluminum. The aluminium is made with a diamond-cutting process and then anodized to prevent corrosion and

“Clique H10 is perfect for exercise.”

enhance protection of the cable. Each earbud is then finished with a wood accent. In addition to general use, Clique H10 is perfect for exercise. It comes with removable, lock-in ear fins that hold each earbud in

place during physical activity. A water-resistant ‘nanocoating’ ensures resistance to sweat and inclement weather. The Clique H10 comes with built-in near-field communication (NFC) technology that lets users easily pair their smartphone or mobile device just by holding it close. Multipoint pairing enables users to connect Clique H10 to two devices simultaneously and switch between them without the need to reconnect each time. An in-line controller provides access to audio, volume, and phone controls, so users can leave their smartphone in their pocket. But how long will they last on a charge? ASUS says the Clique H10 provides more than five hours of continuous listening and up to an astonishing 260 hours of standby time.

Contact: ASUS UK | www.asus.co.uk | Price: £TBC | Out: End-September

www.pcr-online.biz

PCR October 2016 | 53

RECOMMENDED

Toshiba makes sure Android backups aren’t missed TOSHIBA’S STORAGE Peripherals Division announced at IFA that it is developing a peripheral for backing up and charging Android phones in a single user operation. Smartphones are becoming the ‘device of choice’ for storing valuable personal content such as contacts, documents, music, photos and videos. Toshiba says that despite the significant risks of data loss that occurs when these devices are lost, stolen or damaged, it is estimated that just 8% of people backup their smartphone data daily (based on a survey conducted by AVAST). Scary stuff. Toshiba’s new solution to this is designed to address that gap in the market by making data backup at home as simple as charging a phone – something most people have to do daily.

As well as backing up critical data, the Toshiba solution will also offer a special function for simplifying data transfer between devices. This, the company says, will be particularly useful for users who want to migrate

“ It is estimated that just 8% of people backup their smartphone data daily”

contacts, photos and videos to a new phone. Working with an accompanying Android app, Toshiba’s new product can also facilitate the

management of data without the need for a host PC. PC users will also be able to use the technology to back up data via USB Type-A and USB Type-C ports.

While the integrated backup and charging station will not be officially launched until 2017, visitors to Toshiba’s booth at IFA 2016 had the first chance to take a

look at the new product. Being such a unique device, this could be a product to watch going forward. Stay tuned for more info over the coming months.

Contact: Toshiba Europe | www.toshiba.eu | Price: £TBC | Out: 2017 TBC

ADAM continues its Snakebyte charms gamers iKlips success story with controllers and chairs

AFTER TWO successful Indiegogo campaigns for earlier products – iKlips and iKlips DUO – which raised just over $560,000, ADAM elements has launched its third generation Apple Lightning flash drive iKlips DUO+ with an improved design for thick and waterproof cases. The DUO+ provides the same storage expansion and file transfer functionality for iOS devices, but is just one-third the physical size of the DUO. ADAM spent over a year researching, devloping and designing a Lightning connector body for a flash storage device and file transfer

solution rolled into one. As a result, users can expand an iPhone or iPad’s available storage by up to 128GB. The device enables users to take an entire HD movie collection with them on flights, record hours of 4K video without running out of memory space, This means that having to worry about moving, copying data between an iOS device and a desktop will soon be a thing of the past. iKlips DUO+ is also fully MFicertified by Apple as a product made for iPhone and iPad, adhering to the strict performance and manufacturing standards set by the company.

Contact: ADAM | www.adamelements.com

54 | PCR October 2016

SNAKEBYTE GROUP unveiled a full range of products at IFA 2016, all of which will be available in time for the Chistmas period. In gaming, the company revealed its Snakebyte branded VR:Controller for Android & PC and the Game:Pad 4 Wired Controller for PlayStation 4. Ideal for the new wave of Virtual Reality systems, the VR:Controller has been designed to provide a quality gaming experience and comes complete with dedicated ‘Back, Home and Recent’ buttons for use with Android devices. The Game:Pad 4 provides a fully featured controller for use with PlayStation 4, complete with full touchpad controls and complement of action buttons. Also on show was the Zoopa branded range of drones and power boats, all exclusively distributed by the Snakebyte. Providing an experience for all budgets, the range includes entry level products such as

the Q55 drone which allows users to enter the exciting world of flight for under £40, while thrill-seekers will be drawn to the Thunder 800, an 80cm long, twin-battery power boat, capable of achieving speeds of up to 80km/h. Finally, the Snakebyte Game:Chair range provides a comfortable and fully adjustable experience for even the most demanding and intense gaming sessions.

Contact: Snakebyte | www.snakebyte-group.com

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RECOMMENDED

Ground control to Major TomTom IFA SAW something of a resurgence for proud European brand TomTom, which launch no fewer than seven new products, including two in entirely new categories for the company: TomTom VIO (the world’s first navigation device designed specifically for scooters) and the TomTom TOUCH fitness tracker. The TomTom VIO, with its circular, glove-friendly touchscreen, acts as an extension to a connected smartphone. The weatherproof display unit offers turn-byturn navigation both visually and audibly via a Bluetooth helmet audio system. When a call comes in, the display will show a photo of who it is so the rider can answer via the headset while directions remain on the screen. Elsewhere, TomTom claims that its new Touch device is

the first fitness tracker on the market that combines body composition analysis with steps, sleep and all day heartrate tracking, right from the

“With the push of a button, it measures the percentage of body fat and muscle mass in your body.” wrist. With the push of a button, it measures the percentage of body fat and muscle mass in your body. TomTom Touch is designed to be worn 24-7 and includes everything you’d expect from the best fitness trackers. Tracking steps, sleep, all day heart-rate, calories burned, it

also comes equipped with a sports mode for running, cycling or hitting the gym. You can also stay connected with notifications sent through from your smartphone. It’s not only easy to use, but also easy to dive into your stats, view progress and share achievements with friends via

the TomTom MySports companion app. Finally, the next-generation TomTom GO satnav range is its most advanced to date. Thanks to wi-fi, all updates are automatic and real-time traffic information and Lifetime Services are featured as standard. There’s even voice

recognition using developed AI platforms like Siri for accurate responses. The new TomTom GO satnavs read out text messages, allow hands-free calling, and are compatible with personal assistants like Apple’s Siri, Google Now, or Microsoft’s Cortana.

Contact: TomTom UK | www.tomtom.com/en-gb | Price: £Various | Out: Available Now

Alcatel pops out new tablet at IFA ALCATEL ANNOUNCED its POP 4 series earlier this year, billing the line as the most customisable smartphones on the market. At IFA the company rolled out the Alcatel POP 4 LTE tablet - a lightweight, sturdy and stylish device, with a powerful processor offering ultra-fast 4G LTE connectivity and advanced audio enhancements to create an immersive audio-visual entertainment experience for music and movie lovers. Powered by the new generation of LTE processors, the tablet is great for streaming movies in hi-definition, playing the hottest games and enjoying super-fast download speeds. The POP 4 tablet integrates an IPS full lamination display in HD. In addition to the wafer-thin display, the company also teamed up with Waves to add MaxxAudio in order to optimise the tablet’s audio quality. The dual

front speakers deliver strong performance for the user’s multimedia experience in music, movies, gaming and more. In addition, innovative ‘Auto select’ technology automatically detects content type or music genres and reacts with the right optimisation setup with pro studio-level processors designed by mastering audio engineers.

Contact: Alcatel | www.alcatelonetouch.com | Price: £TBC | Out: October www.pcr-online.biz

Audio-Technica causes a buzz with headphone range A POPULAR BRAND amongst those in the professional audio world along with the high-end consumer audio space, when Audio-Technica launches a new lines of headphones, people listen. At IFA, the audio specialist launched a new range of hi-res headphones which have already been well received. Leading the line-up is the ATHMSR7NC active noise-cancelling headphones designed for audiophiles who don’t want to compromise on sonic performance but still demand effective noisecancellation for when they travel. A wired version – the ATH-MSR7 – delivers studio sound born from prograde audio technology. For those looking for a wireless option, the on-ear ATH-SR5BT boasts

Bluetooth for wireless streaming of music from a smartphone or tablet, while a more affordable sub £100 wired model – the ATH-SR5 – was also unveiled. Meanwhile, following on from the critical success of the ATH MSR7 headphones, Audio-Technica has introduced its new active noisecancelling counterpart, the ATH-MSR7NC.

Contact: Audio-Technica | www.eu.audio-technica.com | Price: £100 (ATH-SR5) | Out: Available Now (ATH-SR5)

PCR October 2016 | 55

RECOMMENDED

Livall sets heart racing with New security system sings like a Canary new smart cycle helmet

TECHNOLOGY IS an amazing thing, and Livall has pushed the boundaries with its new Heart Rate Cycle Helmet. First off it looks sleek, the design is great and super sexy. There are three varieties of the helmet, and they’re all packed with features: the KS2 for chidren, the MT1 for mountain bikers and the BH81H is the full road helmet. All of them are jam-packed full of interesteing tech. The helmets are all EPS foam bonded with polycarbonate and

plenty of vents to keep the air flowing through. They also allow you to listen to music safely with two 5w speakers included. You can even answer your phone on the go thanks to the in-built -39db microphone. The helmet also features a walkie talkie to speak with other Heart Rate Cycle Helmet users and LED lights on the back that act as indicators for turning. In adition, SOS function can send a SOS alert to a preset contact in the event of a bad fall.

HOME SECURITY has come on leaps and bounds since the days of the forever wailing wall-mounted red box. The new Canary all in one system offers complete peace of mind. Being filled with super hightech features, it sends notifications with HD video direct to your smartphone without the cost of monthly fees or contracts. Packed with built-in sensors, set-up for the Canary all in one system takes minutes. After set up,

download the app onto your iPhone or Android device and you’re ready to go - there’s no installation required. The unit contains a 1080p HD camera, 147 wide-angled lens, automatic night vision and highquality audio. There’s also a 90+db motion activated siren on board and automatic connection to the police. Smart notices also allow the user to receive instant video alerts to any iOS or Android device, allowing you to respond to any potential incident.

Contact: Canary | www.canary.is

Contact: Livall | www.livall.com

Editorial Planner

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

November 2016

December 2016

January 2017

SECURITY SPECIAL

FUTURE FOCUS

THE CLOUD

We turn our attention to the ever evolving world of tech security and look at industry trends and challenges.

PCR takes a look at the emerging tech trends due to feature in 2017, plus we preview CES and review this year’s PCR Boot Camp North.

This month we look into the possibilites of the cloud and the way it is affecting how business is done in the UK IT channel.

Also featured is a review of the 2016 PCR Women of the Year event and a preview of this year’s PCR Boot Camp North.

We will feature smartphone accessories and last minute stocking fillers in our sector guides.

Elsewhere in this issue, PCR makes its predictions for the coming year and discusses storage solutiuons.

Advertising Deadline

October 12th

November 15th

December 8th

56 | PCR October 2016

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OUT OF OFFICE

IN THE

HOT SEAT

HOW DO YOU LIKE THAT APPLE? Synology UK’s two sales administrators – Jeremy Francois and Steve Winchester – about fancy dress, phobias and the future of tech. What was your first job? JF: My first job ever was a waiter in France but I joined Synology as a Product Specialist at the company’s HQ in Taiwan. SW: Cleaner at a school (not mine).

IT MIGHT not look like much, but what you’re looking at is, in fact, an incredibly rare Apple 1 prototype – with a strong chance that the device was built by Steve Jobs himself. This prototype was recently sold in an auction on Charitybuzz for a completely astonishing $815,000.

As if that wasn’t already ridiculous enough, the computer’s new owners – Glenn and Shannon Dellimore, co-founders of cosmetics company, Glamglow – had bought a working Apple 1 last year for an undisclosed fee. Glenn Dellimore, speaking to Recode, justified his purchase

with a particularly poetic description: “We definitely think this particular unicorn Apple computer will be the next generation of Monet and Picasso. “It’s so important, so valuable and so rare. Fine art is fantastic and it looks great, but it didn’t necessarily change the world.”

What’s your favourite TV show? JF: The Big Bang Theory. SW: As a kid it was Transformers but nowadays I’m obsessed with House of Cards on Netflix. Do you have any phobias? JF: Snakes. SW: Spiders, dying and anything Arsenal. What are your hobbies? JF: Running/Hiking. SW: Playing many sports, reading and collecting books and comics, along with anything Warhammer 40k. If you could go back in time what would you do? JF: Go back to enjoy the easy life at university. SW: Save money better. Tell us something about yourself that not many people know. JF: I have three passports. SW: I refused to read Of Mice and Men for my GCSEs What’s the funniest, or most memorable experience you’ve had in your career? JF: Being Captain America for a Taiwanese year end party performance.. no footage available luckily! SW: I did have a story to tell but Joanne, the marketing manager here said it wasn’t appropriate for print. She says my sense of humour is pretty shocking and unforgettable. What’s going to be the next big thing in tech? JF: Affordable home automation. SW: Warp drive engines for starships and other similar transportation devices.

60 | PCR October 2016

PCR’S PREMIER PLAYERS THE PREMIER League season is well under way and the table is starting to take shape as expected with the big clubs at the top of the pile after four games. PCR’s own fantasy league however is throwing a load of surprises at us with Steve Young’s *ahem* 2 girls 1 schlupp leading

the pack, and the Charlie Stringer managed Bing Bong Utd hot on their tail. Elsewhere, PCR deputy editor Jonathan Easton (who has such an ego that he wanted his team name highlighted) and his team Lukaku’s Talking, are positioned in 13th place – neatly between Chris

Mellowship’s Real Madras on 12th and Luke Fenton’s Moves Like Xhaka in 14th. Dragging up the rear by some margin is Terra’s imaginatively named Team Terra Computer. Things are already heating up in PCR’s fantasy league so make sure you keep your eyes peeled.

www.pcr-online.biz

OUT OF OFFICE

STATISTICALLY SPEAKING, YOU NEED A HOLIDAY RESEARCH FROM the Robert Walters Career Lifestyle Survey has revealed that IT specialists are the least likely to use all of their annual leave among all professionals, no matter the sector. According to the survey, 44 per cent of IT professionals said that they had not taken all of their allocated annual leave in the past

year, compared to an average of 36 per cent among all professions. With companies looking to overhaul their e-commerce systems, as well as an increased reliance on their tech support to be cyber security superheroes, IT professionals from a range of specialisms have come under pressure to deliver large scale

140 CHARACTERS projects to tight deadlines. This means that instead of enjoying a cold beverage this Summer, many techies would have had to put up with a cold server room. If this proves anything, it’s that those working in IT certainly have a valued skill set, even if it means they can’t catch a break.

OF NEWS AND VIEWS What the industry’s been tweeting about this month… Sytec @Sytec Awesome! @StorageCraft’s Janet O’Sullivan shortlisted in @pcr_online’s #PCRWomenOfTheYear award pcrwomenoftheyear.com/finalists-shor… pic. twitter.com/8dJwHoV91c TechCompatible @TechCompatible Sad to hear girls are outperforming boys in #ICT GSCE but fewer choose the subject via @ pcr_online ow.ly/quiE304eAYK Business Wire UK @BusinessWireUK Congrats to all who have made the @pcr_ online list of top tech PRs in the UK pcronline.biz/news/read/the-… pic.twitter.com/ mU48UJ7SBv The PR Room @theprroom Delighted that two members of The PR Room have been picked as the #Tech Channel’s #PR Gurus by @pcr_online readers bit.ly/2cwwEHz Sam Mohr @Sam_Mohr Delighted to be named as a #tech #channel #PR guru by @pcr_online pcr-online.biz/news/ read/the-… Quail Digital @quaildigital Interesting read on @pcr_online explaining why a strong digital platform is essential for retailers to survive bit.ly/2b7Z7Dg

ROBOTIC EDUCATION THE COMPUTING and ICT Department at Ealing, Hammersmith and West London’s College (EHWLC) will soon be home to a fully programmable, 1-metre tall UXA-90 Light hominoid robot – possibly the only one of its type in the UK according to distributor Robosavvy. Developed by Robobuilder in Korea, the UXA-90 Light will provide an extra level of fun and interest for EHWLC’s Programming Club, while being instrumental in HND programming projects. The robot – to be named by college students later this year – will also feature in BTEC Level 1 & 2 courses, along with the exciting new Level 3 course in Virtual and Augmented Reality. The robot comes preprogrammed to dance, give presentations and even play football. However, it is the wide ranging programming and behavioural software which will

www.pcr-online.biz

NickBlade @Nick_Haywood Someone at @pcr_online has obviously made a mistake. Don’t say anything and I might get away with it... pic.twitter.com/u51JEZYDzx Steven Levitt @fiveub I’ve been selected as one of the top PR guys in the UK tech industry! http://www.pcr-online. biz/news/read/the-tech-channel-s-prgurus/038707 … Julia Lavin @JuliaLavin Thanks to @Dom_Sacco and the team at @ pcr_online for my inclusion in the tech channel’s PR gurus! pic.twitter.com/ cA1I91RfUa be of benefit to students. This robot pupil has left many wishing that it was around when they were at school, mainly so

they wouldn’t have been the last one picked in P.E. As far as the name goes, my money’s on Roboty McRobotface

Dominic Sacco @Dom_Sacco Just woke up after falling asleep four hours ago... LAN and @pcr_online have really hit me for six. Time for a rest week (kind of)! PCR October 2016 | 61

OUT OF OFFICE

In our Team of the Month section, we highlight some of the important faces from across the industry who perhaps aren’t always in the public eye. This month, it’s Centerprise…

B A E

The Team A: Harriett Walters (Marketing Executive) B: Karlee Gould (Creative Lead) C: Jon Atherton (Group Commercial Director) D: Nour Bahgat (Marketing Researcher and Copywriter)

Centerprise

E: Julie Miah (Marketing Executive)

Who is in your team? Jon Atherton, Group Commercial Director, Karlee Gould, Creative Lead, Julie Miah, Marketing Executive, Harriett Walters, Marketing Executive and Nour Bahgat, Researcher and Copywriter make up the team. As a new team, what do you aim to achieve in the months to come? We are currently initiating new campaigns for the Group’s vendors, developing existing online strategies, as well as pro-actively informing the broader marketplace of the products and services on offer to clients. In other words, we’re ready for action. What’s the best part of working in your team? Having the opportunity, as a team, to participate in different marketing activities, as well as to collaborate with great vendors, such as Panasonic, Dell, Fujitsu and many more to achieve a broad marketing presence. What’s the hardest part of working the tech industry? From a marketing perspective, because the IT industry is always evolving – with new ideas and innovative

products constantly reaching the market – we have to ensure we keep ourselves up-to-date, even looking ahead to predict potential market changes and fluctuations. What are you working on right now? As we are a new team, we are currently focusing on broadening our presence in all aspects of marketing, by reaching out to all our external vendors. However, we are also working on our MoD/Defence exhibition, which is followed by our Public Sector show – so watch our space for some exciting things to come. What’s the funniest or most memorable memory of working in your team? Attempting to take on some chili chocolate. It did not end well for any of us, except for Julie who is our queen of spice. (She recommends a spoon of sugar to stop the burning – it really works. Who makes the best cuppa? Harri, the awesome tea-maker (Jon is the best at asking for one, though). Anything else you’d like to add? We look forward to all the excitement the next year has to offer, both in terms of new campaigns as well as fantastic events.

Editorial: 0207 354 6002 Advertising: 0207 354 6000 Website: www.pcr-online.biz Twitter: @pcr_online PCR is published 12 times a year by NewBay Media - The Emerson Building, 4th Floor, 4-8 Emerson Street, London. SE1 9DU © NewBay Media 2016 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.

62 | PCR October 2016

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