PC Retail issue66, March 2009 by Intent Media (now Newbay Media Europe)

Issue 66 March 2009

www.pcretailmag.com incorporating

THE TRADE MONTHLY FOR ALL COMPUTER RETAILERS AND IT SUPPLIERS

LEADER

The phoney war is over... PCRETAIL CONTACTS Editor Andrew Wooden andrew.wooden@intentmedia.co.uk

Deputy Editor Ben Furfie ben.furfie@intentmedia.co.uk

Staff Writer Matt Grainger matt.grainger@intentmedia.co.uk

Editorial Production Manager Helen French helen.french@intentmedia.co.uk

Managing Editor Lisa Foster lisa.foster@intentmedia.co.uk

Executive Advertising Manager Katie Rawlings katie.rawlings@intentmedia.co.uk

Advertising Executive Carly Bailey carly.bailey@intentmedia.co.uk

Production Executive Abigail Fanger

INSURANCE is like your health – most people one, and the insurance company will have to never really think about it until there’s a pay out more to repair it. In poker, it’s called problem. Over the past few years (it’s difficult to pot-odds – the risk of the bet compared to the be too specific with these mechanisms) multiple potential rewards. At retail, it’s simply called areas of the IT trade have become increasingly risk assessment. reliant on credit insurance in order to maintain That will of course come as little solace if the a fluid form of trading. This is by no means practice is currently damaging your trade. unique to our industry, However, the finance “It would be easy to paint a and can even be industry seems far from picture of malevolent, multiadvantageous to a oblivious or indifferent business – until that national insurance firms causing to the growing plight. cover is reduced or havoc for hard working retailers According to credit taken away. insurer Aon, it and other – but the general principle of Insurance for similar firms are retailers and the firms insurance is mathematical” currently lobbying that supply them across Government to set up a all industries is in a state of review, and in many safety net for firms affected by the retraction of cases is resulting in large-scale reductions. It credit, such as that already in place in France. would be easy to paint a picture of malevolent, There’s been so much media attention and multi-national insurance firms causing havoc for speculation as to the real extent and length of honest, hard working retailers – but the general this global financial crisis, much of which has principle of insurance is essentially a been contradictory and confusing. Essentially, mathematical one. We take it as a given that if the wide-scale reduction of credit is one of the we have a car accident, our insurance main tangible effects all the rhetoric and premiums will go up. If multiple prangs and speculation has danced around for over a year accidents occur, the driver will have to pay now. But now the phoney war is over, and the significantly more to insure his car – because real fight has begun. Adaptability, as ever, will statistically, he is more likely to have another be your most potent weapon.

abigail.fanger@intentmedia.co.uk

Designer Kelly Styles kelly.styles@intentmedia.co.uk

Publisher Stuart Dinsey 01992 535646 stuart.dinsey@intentmedia.co.uk

Andrew Wooden, Editor andrew.wooden@intentmedia.co.uk EDITORIAL: 01992 535646 ADVERTISING: 01992 535647

PC Retail - Total average monthly net circulation for January 1st to December 31st 2008: 12,766.

Intent Media is a member of the Periodical Publishers Associations PC Retail is published 12 times a year by Intent Media - Saxon House, 6a St.Andrew Street, Hertford, Hertfordshire SG14 1JA Fax: +44 (0)1992 535648. © Intent Media 2009 No part of this publication may be reproduced in any form or by any means without prior permission of the copyright owners. Printed by Pensord. SUBSCRIPTIONS UK: £50 Europe: £60 Rest of World: £90. The international cost applies per subscription and covers airmail dispatch of 12 issues. To order your subscription via Visa, MasterCard, Amex Switch or Delta contact pcr.subscriptions@c-cms.com or call 01580 883848. Alternatively visit our website www.pcretailmag.com Subscriptions Manager: Hannah Short, Hannah.Short@intentmedia.co.uk

ISSN:1742-8440

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PCRetail March 3

PCRetail

Contents ISSUE 66 MARCH 2009

ACER INTERVIEW We chat to Acer about a hugely successful 2008 for the vendor, its netbook range and what lies ahead for the firm in 2009

18 FACTS AND FIGURES

REGULARS News Consumer Press

7 15

We round up the latest reviews from the biggest PC magazines on shop shelves

Appointments

PCA

Keith Warburton, CEO of the PCA, gives his views on all the issues facing the channel

Mac Association

Games Releases 59 Plug and Play

GfK Analysis

MARKETPLACE

Games

Robert Peckham, Executive Director of the Mac Technology Association talks about all things Apple and Mac

ITACS/NASCR 75

The two trade bodies discuss issues facing independent retailers and resellers

Brigantia

Founder of the UK’s largest IT buying group, Iain Shaw discusses issues affecting retailers

Off the Record

100

Who’s been doing what this month?

4 PCRetail March

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C E L E B R AT I N G 25 Y E A R S

Gem’s 25th Anniversary

To celebrate Gem’s 25th anniversary, PC Retail takes a look behind the scenes at the Harlow-based firm

Mystery Shopper

This month, we visit the northern metropolis of Manchester, challenging the city’s retailers to recommend the best gaming perpherials available...

Security Software

Want to know what the latest trends are in the security industry? This month, we sit down with experts and discuss the pressing issues, and look at the latest software available

Accountz Company Profile

Office Peripherals Smart Phones

Have you ever thought about getting in to the telecoms market, but not known where to start? Then this is a must read

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Sales might be down, but there are still plenty of opportunities to not only make a sale, but also a healthy profit. We take a look at just what you can stock to get – and stay – ahead of your competition

PCRetail March 5

LATEST NEWS

NEWS

STRAIGHT TO YOUR MOBILE BOOKMARK US IN YOUR PHONE:

mobile.pcretailmag.com

IT retail faces meltdown as insurance firms pull cover Entire retail sector under threat as credit insurers reduce cover Industry claims that PC World, Currys and Dixons could be particularly badly hit Insurers defend their position and blame banks

By Andrew Wooden

LONG TERM fears over reduced consumer spending have become overshadowed in recent weeks by the erosion of credit insurance across many parts of the IT sector, effectively pulling the financial rug from under the feet of thousands of businesses in the UK. Such insurance, whether provided to distributors or retailers/resellers themselves, has become intrinsic to the industry’s ability to buy stock, and trade, with any degree of fluidity. This reliance means that any significant reduction can have devastating effects on trading ability – as it did recently in the cases of High Street casualties Woolworths and Zavvi.

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“Credit insurers can destroy a business overnight. There are a few big retailers who are being badly affected. PC World and Dixons are being very badly hit” Prominent industry figure

“It could be said that the problem of vanishing credit insurance is probably the biggest one that the channel currently faces, far bigger than any reported lack of consumer credit,” said Keith Warburton, CEO of trade body the PCA. “Quite simply, the reluctance to being financially exposed has left the channel exposed to the whim and will of the credit insurers, most of who are now

running for the hills – some would say quite sensibly so.” The power which credit insurance firms, such as Aon and Euler Hermes, now wield on the channel is becoming a growing concern for many. “In the grand scheme of things, insurance companies control the market,” a prominent industry figure told us. “They can destroy a company overnight. If we had

all of our insurance pulled, we’d be finished. There are quite a few big retailers who are being badly affected. PC World and Dixons are being very badly hit.” When contacted, a DSGi spokesperson acknowledged the widespread shift in insurance levels, but insisted that terms and conditions from its suppliers had not been affected by situation. Meanwhile, credit insurers themselves claim that the reductions are unavoidable – and that in effect the banks are the real root of the problem. “Because of the change of the economic conditions, underwriters are becoming much more cautious,” said

Susan Ross, client service director at Aon Trade Credit. “And quite right too. We’ve all read in the newspapers what’s happened to sales of technology goods, and that’s why you’re seeing a reluctance by credit insurers. You’ve also got to ask why companies are so desperate for this credit – it is because their overdrafts aren’t working in the same way and because the banks are reluctant to lend. “They need to have trade credit in order to have cash flow, If you put it in that perspective, credit insurers are sitting behind the suppliers, and they’re looking at fortuitous loss, if you look at it as a whole, the banks hold all the cards.”

PCRetail March 7

NEWS

Acer readies dual consumer and B2B push for Gateway Vendor puts the relaunched, strictly B2B Gateway brand in reseller’s hands Predicts consumer netbook market will double in the next year to 30 per cent of mobile business By Andrew Wooden

ACER IS looking to give more control to resellers over the direction of the recently relaunched business-only Gateway brand of PCs, claiming the focused nature and limited number of partners will reduce interchannel competition and boost profitability in the sector. The firm claims keeping the amount of resellers it signs up as partners for the brand relatively small will have major benefits. “It’s the only B2B brand 100 per cent focused on the mid-market,” said Kevin O’Donoghue, EMEA Gateway Division Product Business

manager. “We will not sell products in any other type of channel, there’s no channel pollution, and we will be able to work with dealers and

“It’s the only B2B brand focused on the mid-market.” Kevin O’Donoghue

VARs, who will have a heavy influence on the direction of the brand. “It’s not a numbers game; it’s more to do with quality. For the first year we’re looking

at developing the positioning of the Gateway brand, so we’ll only look to sign the number we can serve properly. We’re not seeking to have thousands of partners just for the sake of the long list – it’s a more focused approach.” Meanwhile, Acer is looking to capitalise on the massive boom in consumer netbooks it is predicting, after a strong year of growth in 2008. While the recession will play a strong part in the proliferation of this cheaper category of PCs, Acer also claimed the devices are ‘maturing’ and will become increasingly better tailored to

the way consumers wish to use technology. “We do think an ever bigger proportion of the mobile business will be taken up by netbooks. We’ll move from 10-15 per cent of the market to the region of 30 per cent of the market within a 1224 month period,” said UK country manager Bobby Watkins. “As more people want to be online all the time, that’s going to drive the proliferation of the netbook O’DONOGHUE: “It’s a focused approach” category.

Future looks to specialise tech mag portfolio

Microsoft hits retail

DOMINANT UK publisher Future is looking to shake up its PC and technology magazines after many titles, such as PC Format and PC Plus, posted significant readership drops for the July to December 2008 period. Titles that are somewhat more general in subject matter will be focused into more

MICROSOFT has told PC Retail that its recently announced retail outlets will come to ‘a few major cities around the world’ – which would presumably include at least London in the UK. A spokesperson said: “Certainly they will include Microsoft’s own software and hardware products. Our main

specific interest areas, in line with consumer buying trends. “Generally, within the computing sector the key is to be specialist, to talk to a specific group and give them something which they can’t get online,” said Stuart Anderton, publishing director of Future’s computing and technology group. “The

more specific you are the better you do.” While Future’s technology mags showed mixed results in the recent circulation report, the firm says stocking a range of magazines can bring in additional revenue streams for PC retailers. “It’s something the customer can leave with,” said Anderton.

objective is to change the buying experience for consumers around the world – to show and demonstrate Microsoft’s key consumer products in a deeper and more meaningful way, making it more simple and easy for consumers to purchase PCs and devices that truly meet their specific needs.”

News Bytes A Richer Empire

Telco netbooks

Targeting broadband

Remote TechGuys

Richer Sounds has bought the website and rights to Empire Direct, the failed retailer which went into administration in January. The AV specialist has said that it will continue to honour any warranties of products purchased through the website before Empire Direct PLC collapsed.

Research from IDC found that telecoms retailers accounted for 20 per cent of all netbook sales during the fourth quarter of 2008. The grouping of operator direct stores and chains like Carphone Warehouse and Phones4U also accounted for around 35 per cent of all Asus Eee sales.

Target Components has signed a deal with Hutchinson that will see the distributor carrying the telecoms firm’s 3 network mobile broadband starter kits. The 12GB bundles are available now, along with a new range of routers which can connect to the mobile broadband dongles.

PC World is to become the first retailer in the UK to offer customers remote support using Intel’s Remote PC Assist Technology through its TechGuys support division. The retailer hopes that the new remote service can speed up the time it takes to diagnose and fix minor errors and virus infections.

8 PCRetail March

Mobile data usage to increase Research by Nielsen has shown that over half of the 200 million mobile data users expect to increase their usage of services over the next two years. It also found that 55 per cent of Europeans already access data services through their mobiles.

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NEWS

Dell goes head to head with software retailers

Firm looks to sell even more via its Dell Download Store Returns to direct business model for software Prices are flexible to compete with the rest of the sector By Andrew Wooden

COMPUTING giant Dell is eager to boost the number of software lines sold through its Dell Download Store – the online service which launched last month and put the firm in direct competition with retailers. The move represents a reversion to the direct business model, which for years made the firm an enemy of hardware stores before it began working with retail in 2007. The site offers a wide variety of software and music, and will be expanded with more product soon.

“We are constantly updating the catalogue, and other software providers will be on board soon,” said Martin Brandenburg, partner marketing manager, Dell EMEA. “Prices are competitive with other offerings in region. The advantage of selling online is the flexibility to respond quickly to fluctuating market dynamics.” “By offering content for download from a Dell location, we offer our customers the peace-of-mind of a safe, recognised location for software

downloads, at a time that’s convenient to the customer. Also, buying from the Dell Download Store means that there is no packaging and shipping, which has a positive impact on the environment.”

“The advantage of selling online is the flexibility to respond quickly to fluctuating market dynamics.” Martin Brandenburg, Dell EMEA

New UK channel boss for Dell ELSEWHERE, Dell has promoted Paul Harrison to head up the UK channel business, following the recent departure of Andy Dow. Harrison has been with

Paul Harrison

Dell since 2001, and has now taken over all of Dow’s previous responsibilities. We will feature a full interview with Harrison in next month’s PC Retail.

Orange to target IT channel in 2009 Network operator in negotiations with two major disties, with a sign up of dealers planned

Mark Simms, Orange

ORANGE is set to launch its biggest push yet into the IT sector this year, as it looks to partner with retailers and resellers on its mobile internet and mobile phone businesses. “2009 is going to be the year that we really go into the IT channel,” Orange’s business manager for Indirect Channels, Mark Simms, told PC Retail. “Netbooks have really changed

the dynamics of both channels and speeded up the convergence of the two. Telecoms retailers and resellers have already started making inroads into the IT channel, but very few IT dealers have made the move the other way.” Simms said Orange was keen to help IT dealers move into the telecoms sector, and was lining up deals with two of

the biggest names in the channel to help them do just that. “We are currently in negotiations with two major IT distributors that have already dipped their toes into the telecoms channel,” Simms said. “It’s important for IT resellers to realise that they are more trusted and suffer less from churn when it comes to their customers looking at

new products and solutions. It’s a different story when it comes to the mobile markets though,” Simms said. “People are much more priceorientated and will often choose one dealer over another based on price. However, businesses tend to be more willing to consider other elements when there is genuine value added to a sale.”

Endwar technology

Not so FAST

Some new Ideas

VIP Peaks

Several vendors in the mobile industry have come together to agree a single standard connection for mobile phone chargers. It’s part of a push by mobile phone body GSMA to reduce energy consumption and eliminate around 51,000 tonnes of waste caused by incompatible chargers.

AmBX has further strengthened its partnership with Ubisoft after it signed a deal for the publisher’s upcoming PC title Endwar, which is set on the future battlefields of World War III. The amBX technology will add light, colour, rumble and airflow to the gaming experience.

Software body FAST has cautiously welcomed the recommendations in the Government’s recent Interim Digital Britain Report, but warned that the software industry must be involved if the aim of stopping what it claims is widespread theft over the internet is to succeed.

Interactive Ideas believes its latest vendor deal is the ideal opportunity for its retail and reseller partners to help out-of-work creatives to get back into employment through Mediaroots’ training DVDs. Software covered includes: Adobe’s CS3/CS4, Autodesk 3DS Max, QuarkXPress, Final Cut Pro.

VIP has expanded its range of product sectors, with the introduction of TV tuners from Peak. They’re designed to turn any desktop or laptop into a digital TV. VIP described the device as the ideal gadget for retailers to stock, adding the upcoming changeover to digital would help sales.

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PCRetail March 9

NEWS

IT market to bounce back in 2010 Analysts predict that mobile and cloud computing will drive recovery next year for the sector By Matt Grainger

IT MARKET analysts have predicted further decline during 2009, but anticipate a resurgence in the sector during the latter half of 2010. TechMarketView attributes 2008’s downturn to a decline in commercial IT spending as businesses pull back on discretionary costs. This has been coupled with a parallel growth in the outsourcing sector, popular due to the short term savings that it can bring, which grew by eight per cent in 2008. However, it anticipates a return to growth during the latter half of 2010 as the market develops, and remains broadly optimistic about the long term prospects of the UK software and IT services market. In his report, Richard

Holway of TechMarketView stated: “We expect the next phase of SITS growth to be mainly built around the mobile user – where the distinction between the consumer and

“The first few weeks of 2009 have shown the seasonal promotional activity one expects from Christmas and the sales have continued on further into the year than

“We expect the next phase of SITS growth to be built around the mobile user – where the distinction between the consumer and the corporate user will be ever more blurred.” Richard Holway, TechMarketView

corporate user will be ever more blurred.” GfK, which focuses on the consumer and packaged software sector, also foresees a return to growth at around this time.

expected,” said GfK’s retail and technology account manager, Sean Fellows. “As a result, volume is still in growth but value growth is nowhere near the same level as it had reached previously.

“Come 2010, however, there is hope on the back of likely high profile launches of new operating systems, which may potentially reinvigorate the market somewhat,” continued

Fellows. “Given their high price points this will inject some much needed value back into the market and we are likely to see the market rebound to near 2008 levels.”

PCA looks to expand reseller event THE PCA, trade body for the UK IT channel, is looking to increase the amount of exhibitors for its ‘southern conference’ in October, after the success of last month’s event in Manchester, which attracted the likes of Intel, Samsung and Sony. The event, at the Manchester Holiday Inn, hosted exhibits from vendors, distributors and service providers, some of which also gave presentations.

Keith Warburton, CEO of the PCA, said the organisation is preparing for the next event to be larger than previous conferences, reflecting resellers’ needs for support in the current climate. “All indications are that we'll have even more exhibitors, probably up to 30. It’s at times like these that everyone in the channel realises the great benefit they can get from their trade associations.”

The PCA said one of the chief goals of the event in Manchester was to make members aware of areas into which they can diversify. “The main point, for me at least, is that there are many superb opportunities for resellers to develop their businesses. The problem is that they are under such pressure that it is very difficult for them to take up the new opportunities. Our events

condense things into one very productive day,” continued Warburton. “The day was a great success. Indeed we had so

many exhibitors take space that we had to have an extra room for them. Everyone said they enjoyed it and made good contacts and uncovered lots of potential for new business. The content of the presentations was really good, and the audience participation and engagement was excellent. The day rounded off with a networking dinner, and as usual that’s where some of the best business took place.”

“There are many opportunities for resellers to develop their businesses. Keith Warburton, PCA

News Bytes Voda gets G2

Netbook boom

Sony shortages

Evesham dissolved

London tech thefts

Vodafone has revealed its first Android-based smartphone: the HTC Magic. It’s the first fruit of Vodafone's membership of the Google-led Open Handset Alliance and will launch in the spring. It has a 3.2-inch QVGA touchscreen display and Google Apps.

Demand for netbooks failed to dampen during the fourth quarter, figures from IDC have revealed. Netbooks accounted for 20 per cent of portable sales, and one third of consumer laptop purchases. These strong sales resulted in a boom for the second half of 2008.

Sony has warned of supply shortages for its VAIO P ultra-mobile PC until at least the end of this month due to huge demand, despite its large price tag. It is £850 for the consumer version and £1,000 for the business model, but Sony is currently only able to supply around 50 per cent of orders.

Defunct British vendor Evesham has been officially dissolved, after Companies House and administrators DTE Leonard issued statements confirming the closure of proceedings. Documents released by Companies House revealed the firm entered dissolution status on January 30th 2009.

Thefts of display unit laptops and iPhones are at the centre of a London crime spree, according to O2 and Carphone Warehouse employees in the capital. Several staff said December and January saw a spike in this activity, which O2 and Carphone Warehouse have played down.

10 PCRetail March

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NEWS

Realtime Distribution turns 20 Hardware distributor looks to future growth after passing landmark MD says staff are the key to success Celebration event planned for March 20th in Birmingham during Channel Expo 2009 REALTIME Distribution is celebrating its 20th anniversary this year, and is looking positively towards the next two decades – expecting team expansion and industry growth in the near future.

The firm will be holding a 20th anniversary party at an exclusive Birmingham venue after Channel Expo on May 20th. Managing director Mark Reed said the staff were the heart of the firm’s success. “I'm extremely proud of the staff that have grown into senior management, they are key to the success of Realtime. We have found a niche, specialising in enthusiast, gaming and highend hardware. Our market-share has grown year on year thanks to a proactive

“I'm extremely proud of the staff that have grown into senior management, they are key to the success of Realtime.” Mark Reed, Realtime Distribution

attitude and our close relationships with our partners.” In terms of the future, Reed added: “Considering the dynamic nature of Realtime, that's difficult to say. However, I expect we will continue to grow as our enthusiastic team continues to expand and we gain more experience and expertise in many areas of the industry.”

Canon promotes key execs in Europe and UK CANON Consumer Imaging has undergone a major executive reshuffle, with several key figures in the division receiving promotions in the UK and European headquarters. In the UK, Lee Bonniface has been promoted to Canon Consumer Imaging country director. He spent the last three years as its special retail channel director, heading up key retail accounts such as Jessops, DSGi and Comet.

As country director, Bonniface will be responsible for maintaining and developing Canon’s share of the digital compact and DSLR markets. Speaking to PC Retail, Bonniface said: “I am delighted to be taking this role within Canon UK and Ireland. I’m excited by the opportunities presented by working closely with our partners to continue our on going sales success.” Canon Europe has also seen a major reshuffle of executives,

Lee Bonniface

with Rainer Fuehres promoted to head of Canon Consumer Imaging for Canon Europe. Previously head of the Emerging Markets business unit, Fuehres will now be responsible for the Consumer Imaging unit, whose success he has impacted heavily. “This is an excellent opportunity to lead Canon’s much admired Consumer Imaging business to even greater heights,” commented Fuehres.

“I am looking forward to working with the team to maintain Canon’s position in the digital stills and DSLR markets and to drive growth in other key consumer imaging sectors including home printing and video,” added Bonniface. Succeeding Fuerhes as the head of Emerging Markets business unit will be Shuichi Shionoya. He was previously European product management director for the office personal products group.

News Bytes Das Mac

Linux or HP

Square Education

Morrisons PCs

Orange laptops

German vendor HyperMegaNet has begun shipping Mac clones, with Apple’s OS X 10.5 preinstalled, to the European market. The firm claims to have found a legal loophole in German law that allows the production and sale of what some call Hackintoshes.

HP has pulled all of its upcoming Linux-based netbooks in the UK, saying that an XP-only approach “better addresses the market and consumer needs”. Its Mini 1000 netbook, which was originally intended to be available in Linux, started shipping late last month.

London-based Apple Premium Reseller Square Group has been appointed Solution Experts for Education by the vendor’s UK channel team. The accreditation comes after the APR appointed Robbie Dunn as its new education development manager.

Morrisons has begun selling PCs at some larger stores after signing a deal with UK vendor Zoostorm. The first system on sale will be a desktop, with an Intel Celeron 1400, 2GB of DDR2 RAM, and a 250GB HDD. PC Retail looked at Morrisons’ participation in the IT sector in January.

Orange has boosted its consumer laptop range with the addition of two new models from HP and Toshiba. Both the HP Mini 700 and the Toshiba L300 come with Orange’s Internet Everywhere mobile broadband service, as well as a 3GB monthly data allowance.

12 PCRetail March

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NEWS

NASCR celebrates 21 years Trade body looks back on two decades in the UK computer channel Members will need to adapt to get through recession, but can get stronger

Vic Purnell

Geoff Carr

NASCR has its sights set on becoming the UK’s ‘biggest and most effective’ trade body, as it celebrates its 21st year in the UK computer industry. The firm was set up in 1988, chiefly in response to growing hardware problems – most famously with the Commodore 64’s cassette player. Now, looking towards the next 21 years, the firm understands that it will have to go through some changes in order to fulfil its bold ambitions.

John Gaines

“We will need to adapt to the changes in the industry and to champion the indies,” said Jenny Stimpson, chairperson of NASCR. “We want our members to come through the recession stronger and better. It is an opportunity to concentrate on repairs, upgrades and service. We fully expect to see NASCR as the industry’s largest and most effective trade body, and for NASCR to be to the IT industry as ABTA and Corgi are to their respective industries.”

Jenny Stimpson

“We want our members to come through the recession stronger and better.” Jenny Stimpson, NASCR

The firm claimed its principal mission statement has remained the same since its inception. “One thing in common then and now, 21 years later, is that all of the members are independent and they all have a vote. The original members were from software and hardware-only businesses or a combination with stock held related to this. Now members are hardware, repair, web-related or a combination, wherever they feel the niche is.”

First ‘AV Innovations’ welcomed by the exhibitors Distie planning to repeat event in 2010 l Coup over ISE after it secures Sony’s only 2009 AV showing “We’re not a box-shifting distributor, so events such as trade shows are a vital part of our sales and marketing strategy,” added Barker. Exhibitors also hailed the event as a successful debut. “The quality of the attendees has been superb,” commented Optoma’s Steve Nicholson. It was echoed by Sanyo’s Ian Aitken: “It has been without a doubt the most professional

“We’re not a box-shifting distributor, so trade shows are a vital part of our sales and marketing strategy” Andrew Barker, Midwich

“The event has been a resounding success,” said Midwich’s product marketing co-ordinator Andrew Barker. “In times like these, it’s important that we get out there, meet our customers and show them the latest AV innovations and opportunities first hand.

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event I have seen during my time with Sanyo.” The firm is planning to host the event again next year. Midwich also managed a coup over similar, but more established shows like Integrated Systems Europe, by being the only place Sony exhibited its consumer and

Ascot provided the backdrop to Midwich’s first AV Innovations event

commercial AV products so far this year. Much of the focus for the event was digital displays and

This month PC Retail looks at Custom PC and PC Zone...

Richard Stimpson

Midwich hails debut trade event MIDWICH is celebrating its first AV Innovation event, describing it as a ‘resounding success’ and stating its intentions to host the event again next year. According to Midwich, over 600 people attended the twoday event, held at Ascot Racecourse. It aimed to display the range of audiovisual equipment the distributor stocks to its customers.

CONSUMER PRESS

signage, high-end audio visual equipment, educational products, audio solutions and its auto-ID solutions.

Processors Premium Grade: Intel Core 2 Duo E7300 Approved: AMD Athlon X2 Approved: Intel Pentium E2000-series and E5000-series LGA775 Motherboards Premium Grade: Biostar TP45HP AM2+ Motherboards Approved: Biostar TA790GXA2+ Graphics Cards Approved: Nvidia GeForce 9600GSO and 9600 GT Universal CPU Coolers Premium Grade: Scythe Kama Angle

Games Saints Row 2: 67 per cent Lord of the Rings: Conquest: 43 per cent Warhammer 40,000 Dawn of War 2: 78 per cent Football Manager Live: 85 per cent Fallout 3: Operation Anchorage: 43 per cent Men of War: 76 per cent Necrovision: 64 per cent Crayon Physics Deluxe: 71 per cent Shaun White Snowboarding: 50 per cent

PCRetail March 15

APPOINTMENTS

CONSUMER PRESS This month, PC Retail looks at Computer Shopper and Personal Computer World...

Laptop Price Test Best Buy: Samsung Q310 Best Buy: Asus X71SL Budget Buy: Dell Inspiron 1525 Processors Ultimate: : AMD Phenom II X4 920 Best Buy: Intel Core 2 Duo E8500 Best Buy: Intel Core 2 Duo E8500 Best Buy: AMD Phenom X4 9950 Black Edition Budget Buy: Intel Pentium Dual Core E2200 Budget Buy: Intel Core 2 Duo E7200

Online Office Suites Editor’s Choice: Thinkfree Recommended: Peepel Recommended: Zoho Personal

Microsoft takes on retail head Windows vendor snaps up ex-Walmart exec Porter Intel’s chairman Barrett to retire from vendor in May Exspect’s Meredith becomes commerical director MICROSOFT: The Redmond-based software publisher has appointed former Walmart and Dreamwork SKG executive DAVID PORTER to head up its fledgling retail division, announced towards the end of last month. In a statement, Microsoft said that Porter’s role would be to oversee the vendor’s retailer operation, with his first priority being to define where to locate stores and when to open them. INTEL: The current chairman of Intel is set to retire at the end of May, after spending 35 years with the company. CRAIG BARRETT joined the firm in 1974 and worked in many roles at the vendor, including chief executive officer between the crucial years of 1998 and 2005. “Intel became the world’s largest and most successful semi-conductor company in 1992 and has maintained that position ever since,” commented Barrett. “I’m extremely proud to have helped achieve that accomplishment and to have had the honour of working with the tens of thousands of Intel employees who every day put their talents to use to make Intel one of the premier technology companies in the world. I have every confidence that Intel will continue this leadership under the direction of Paul Otellini and his management team.” EXSPECT: NEIL MEREDITH has been promoted by the accessories specialist to become the firm’s commercial director, while MARTIN GREEN has rejoined the vendor as general manager. In his new position, Meredith will be responsible for focusing on product development, as well as fostering and maintaining relationships with key retailers throughout the UK.

WESTCOAST: ALEX TATHAM has been promoted to sales and marketing director at Westcoast, less than a month after he joined the company. Tatham had joined the company in January as the firm’s business development director, after leaving specialist distributor Simms International in October 2008. The move means that Westcoast’s previous sales director ALAN HUNT has also been promoted. Hunt will head up the firm’s increasingly important online strategy. AMD: UK, Nordics, Baltics and Spanish public relations manager JULIA CLARK has left AMD. Clark, who joined the vendor at the beginning of 2007, had been crucial in strengthening the firm’s visibility in the media, both consumer and trade. It is currently unclear if she will be taking up another job within the channel, though Clark did tell PC Retail that she was “off to explore new ventures and new opportunities.” David Porter

Speaking about his appointment, Meredith said: “Our existing partnerships with hardware brands and winning retailers are something we feel is fundamental to the ongoing success of Exspect and my primary focus will be to develop this strategy further and help the team implement that effectively. “This will be achieved through a combination of investment in the brand, product development and some strategic collaborations or acquisitions.” Green, who rejoins the firm after a period away from the vendor, will take up Meredith’s former position as general manager.

COMPUTER WAREHOUSE: The firm has restructured its management team as part of its ‘back to basics’ solution strategy. The move sees MARK MCCORMACK move to the education and sports technology unit, SONNY SAHOTA heading up up the business-tobusiness division, and Neil Boia heading the audio team. The retailer has also hired two new sales staff. SIMON HELYER has joined the firm as the head of its publishing and creative division, while JAMES DANCER, who has worked on Baftanominated shows, has been appointed to head up its video solutions division.

PC Cases Editor’s Choice: Zalman GS1000 Editor’s Choice: Hiper Osiris Recommended: Akasa Omega Recommended: Antec Twelve Hundred VoIP Phones Recommended: Siemens Gigaset S685IP Craig Barrett

16 PCRetail March

Neil Meredith

Alex Tatham

www.pcretailmag.com

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INTERVIEW: ACER

Acer in the hole “Whenever I’ve seen really bad marketing of a netbook it’s been when people are trying to position it as a notebook.” Bobby Watkins, Acer

18 PCRetail March

After a storming Q3 and Q4, in which it held the number one vendor spot for notebooks in the UK, Acer is looking forward to another growth year in 2009, despite the economic malaise much of the industry is feeling. Andrew Wooden talks to the firm’s UK country manager Bobby Watkins…

Netbooks are often sneered at for being technically inferior to regular PCs. While there will always be a performance gap, do you think this will become less pronounced once the performance bar for netbooks raises, leading to many more people adopting them? No, actually. I think the adoption will go up significantly, but I don’t think it will be by blurring a netbook to become a notebook. I think it will be through identifying what it is that drives the consumer to actually buy an ultra-mobile device and addressing those needs. Whenever I’ve seen really bad marketing of a net book it’s been when people are trying to position it as a notebook. You stick it on an advert or on a shelf and you say its got this much RAM or this much processor power. So the user takes that home and they think ‘well, actually this looks a little bit like a notebook but its nothing like one.’ It’s not for crunching its for communicating.

Do you think there’ll be a boost in popularity of comparatively cheaper netbooks as the financial downturn continues? We’re looking at growth in both the notebook and the netbook categories. We’ve seen the market sustain itself really well in notebooks – showing significant growth in units. However we do think an ever bigger proportion of the mobile business will be taken up by netbooks. They will move from 10–15 per cent of the market to the region of 30 per cent of the market within a 12–24 month period. The economic climate is one factor to take into account, but so is the maturity of the devices, and the motivation of the consumer. If they want something to communicate and do emails, all the vendors, including ourselves, are bringing out more mature devices that are ready for people to hit one button and be online. As more people want to be online all the time, I think that’s going to drive the proliferation of the netbook category.

www.pcretailmag.com

INTERVIEW: ACER

Would you say that you’re shifting your business more and more towards netbook sales, with models such as the recent 10-inch Aspire One being released? For sure netbooks are a focus, as is notebooks and desktops. We’re not saying that we’re shifting our focus, more that we’re adding a new one. We’ve got people focussing on netbooks, notebooks and desktops. We hold over 20 per cent of the desktop market, over 20 per cent of the notebook market, and an even higher percentage of the netbook market. Our interest is driving all the categories, not just one of them. We are a leader in the netbook category, the same as we are in the other categories.

How is the UK faring compared to the rest of Europe in the PC market? In units we’re doing really well. Especially in the mobile sector, which is still one of the few parts of the electronics business that is maintaining good year on year results. The biggest issue in the UK market is the players in the market themselves. The value of the market will be decayed by how aggressive we are to each other. There is loads of value to be had and as one of the leaders in the market, we’ve got a responsibility to maintain that value, and that’s our direction through 2009.

Do you think increasingly powerful smart phones such as the Palm Pre and the iPhone represent a threat to the netbook market? We view the world through the eyes of the consumer who wants to get online and communicate. There are two scenarios. One is a device held in two hands, which is your archetypal netbook, probably with an eight or nine-inch screen size, and the other is a single hand device. Now the latter is definately an interesting part of the market. I carry around a single hand device in my pocket, a netbook to use on my lap, and a notebook that stays on my desk. I don’t think it’s necessarily a case of one or the other, they can be complimentary. We definately see a very big market with single hand devices, but we see it more as a PC with phone capability rather than the other way around. How successful was 2008 for Acer as a whole and would you say it was your most successful trading year to date? In the UK, it was really fabulous. According to IDC data, we were number one for notebooks in Q3 and Q4. We’ve done a really strong job on the market I’d say. If you look at the total Acer group, turnover grew dramatically. We believe we’ll hit our Q4 margin expectations – which are, lets say, against the market trend of data. We feel really optimistic about the opportunity in the market. I think it’s by focussing by division, and also by category. We only sell through the channel, we don’t compete with our big retailers by making direct sales. We think by sticking to a very simple formula we’re able to withstand some of the economic ups and downs compared to some of our competitors. We are 100 per cent indirect. We are 100 per cent through retail, e-tail and dealers and that is one of the reasons why we’re growing.

Despite being relatively late arrivals to the netbook market, the Aspire One series has pulled in a significant market share for Acer, partly due to competitive pricing

“I carry around a single hand device in my pocket, a netbook to use on my lap, and a notebook that stays on my desk. I don’t think it’s necessarily a case of one or the other, they can be complementary.” Bobby Watkins, Acer

As a worldwide trend, desktop sales are slowing – how have they been performing for Acer? You’re right, desktops as a part of the market are reducing proportionately. If we take the consumer sector, the market declined 31 per cent in Q4, according to IDC. Our business didn’t decline anywhere near that rate. I think the total available market is reducing in desktops, but I think a key thing when we think about desktops to focus on at least from our perspective is new form factors and new applications. We plan to grow in desktops this year and this will come from games desktops, very small devices, and the all in one category. They’re the areas I see the market growing in.

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PCRetail March 19

THE FINALISTS 2009 FRONTLINE HIGH STREET INDEPENDENT Novatech Computer Store Utopia Computers YoYoTech 121 Computer Services Shasonic

DISTRIBUTION SALES TEAM: HOME Interactive Ideas VIP CCI Centerprise Gem

VENDOR SALES TEAM: HOME Hannspree Sapphire Bullguard AVG Acer

HIGH STREET MULTIPLE Argos Comet John Lewis PC World Tesco

SALES TEAM: BUSINESS Entatech VIP Realtime Ingram Micro C2000

SALES TEAM: BUSINESS Acer Lenovo HP Canon Mitsubishi

ONLINE RETAILER QVCUK.com Novatech Amazon Play.com Overclockers.co.uk

SALES INNOVATION TotalPDA Entatech Interactive Ideas Gem M2M

MARKETING/PR TEAM: HOME Symantec Kapersky Lab TomTom Intel nVidia

VALUE ADDED RESELLER Bear IT Softcat Form IT Stone Computers Keen Computers

MARKETING & PR TEAM VIP Interactive Ideas Ingram Micro Gem Creative Midwich

MARKETING/PR TEAM: BUSINESS Cooler Master Acer Dell AMD Microsoft

BEST TECHNICAL SUPPORT Positive Computing Bear IT YoYoTech GeeksOnWheels Forum Computers

SPECIALIST DISTRIBUTOR TotalPDA Midwich Meroncourt Widget Target

SPECIALIST VENDOR Billion (20 nominations) Medea Antec Kingston Big Red

Contact: Katie Rawlings or Carly Bailey on 01992 535647 katie.rawlings@intentmedia.co.uk | carly.bailey@intentmedia.co.uk

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GEM’S 25TH ANNIVERSARY

C E L E B R AT I N G 25 Y E A R S

25 sparkling years As distributor Gem celebrates its 25th anniversary this year, PC Retail talks to its managing director and other executive staff, and takes a look back at the firm’s milestones over the years… “We started off on a market stall selling video games from the back of a lorry. Now we’re a £400-plus million group” Chris Peacock, Gem

www.pcretailmag.com

5 years is a long time in anyone’s book – but in the hyper-evolving world of technology, it’s an especially long time. The technological landscape of 1984 was very different to our current age of wireless internet, photo-realistic computer game graphics, and DDOS viral attacks. It was the year Apple smashed onto the computer scene with the first Macintosh, accompanied with the famous and very eighties advert, fittingly based on George Orwell’s 1984. Elsewhere, market leader IBM launched its second generation machine called the PC AT based on a 6MHz Intel processor, and separately introduced a magnetic tape memory system, which for the first time introduced affordable mass storage solutions to the general public,

revolutionising the development of the desktop PC. In that same year, Gem was established. These days, the firm is a huge player in the PC and video games distribution market in the UK, with plans for European expansion in the pipeline. In the PC sector, lucrative retail contracts with the likes of Microsoft, Symantec and Logitech make Gem one of the most important and high profile players around. As the firm celebrates its 25th birthday, PC Retail talk to managing director Chris Peacock, technology and product development director Dean Van-Velson, and commercial and marketing director Simon Lee about the firm’s history, the changing face of the market place, the direction the industry is headed and how Gem will rise to the challenges of the future.

PCRetail March 23

30 PCRetail February

www.pcretailmag.com

GEM’S 25TH ANNIVERSARY

L-R: Simon Lee, Chris Peacock and Dean Van-Velson

“Nothing was awarded to us, or given because we were already an incumbent. That’s something to be very proud of, I think” Simon Lee, Gem

C E L E B R AT I N G 25 Y E A R S

How does the Gem of 25 years ago differ from the Gem of today? CP: We started off on a market stall selling video games from the back of a lorry. Now we’re a £400plus million group, so from that point of view, there’s no real comparison between the two businesses. We’re now part of a significant group called DCC, which has something in excess of £6 billion annual turnover. So it’s a big business in its own right and a very big part of a significant group. DVV: When Gem started, we knew we were in an exciting industry that was going to grow and become something, but no-one here could have imagined that the video games industry itself would turn into anything of the size that it has and that we would play such a significant role in that progression. One of the things we capitalised on very quickly was the PC market – that really was the start of the accelerated growth for Gem. What was it about the environment you began in that meant the business could grow so quickly? CP: Paul Donnelly very much saw the opportunity and went for it. There was absolutely a degree of luck, but he exploited a chance that was booming at the time. It just goes to show that if you have a solid business model to begin with and the desire, ambition and skills to exploit it, you can make a multi-million pound business. Could anyone do it today? I think it would be an awful lot more difficult. Look at the indie businesses that have come and gone in the last decade: the ePlays, Software Stores and dozens of others. There are very few that have gone from indie to chain to something bigger and

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stronger. If someone were to try and set up a Gem today, you’d need tens of millions of pounds just to find the working characteristics of the business. It’s a hell of a lot more difficult than it was 25 years ago. DVV: If you look back at those times, it was a pioneering era. You were often the first company to do something – today you don’t have that luxury. In those days, you didn’t know what the limitations were. Today, you would have difficulty because it’s not a new market – there’s established competition everywhere. That was a real moment in time. Would you say there has been a shift in the High Street sector when it comes to selling PC Software? CP: Lots of the products that were big business ten years ago – route finder or money management programmes that would be big sellers are now available as a download or as a service. DVV: Money management used to be a massive category for us, with both Intuit and Microsoft playing heavily in that market. Most of those facilities are now available from your bank, either free of charge or via online banking. All the innovative utility products to increase the size of your hard-drive have also been affected. The price of a hard drive itself has come down quite dramatically, size is no longer a problem and there’s also no need to have that as a standalone product in store. If the user suddenly needs a utility to repair their hard drive, it’s only a Google search away. SL: It’s changed, but business software is still the biggest product we handle, and anti-virus software is bigger than it’s ever been and is set to grow further.

DVV: You’d think that would be a product that people buy as a download, but it breaks the mould. Most people buy the product in-store at the point of purchase with their new PC or on promotion. They renew it online, but don’t buy it that way. Which single achievement are you most proud of after 25 years? CP: Still being here. In view of the people that aren’t, I think that’s a massive achievement considering where we’ve come from. The number one is really maintaining the relationship we’ve had with Microsoft for 21 years now. To be Microsoft’s sole UK Xbox distributor and their longest-standing PC software and peripherals distributor in the UK is testament to the job we do for them. SL: Each of those bits of business has had to be won by a tender process. Nothing was awarded to us, or given because we were already an incumbent. That’s something to be very proud of, I think. What has kept those relationships so tight-knit? DVV: It’s never been about what Gem wants to achieve. It’s what our customers and suppliers want to achieve and our flexibility in meeting those needs. CP: We’ve opened up new areas of opportunities for our partners, into areas like catalogues, convenient credit stores, mobile phone retailers. There are significant accounts we trade with today that we didn’t this time last year, let alone ten years ago – and they’re starting to take bigger and bigger shares of the retail market. That’s one thing we’ve really delivered. We’re always aggressively looking for new customers and new opportunities. We do it so they don’t have to.

PCRetail March 25

GEM’S 25TH ANNIVERSARY

Right now, the software market could be said to be in a state of flux – with products like Google Apps threatening Microsoft’s dominant office software business, for example. How is the market going to change in the future?

“We identify with the distribution of physical products, as opposed to digital. You can never digitally download a keyboard or a mouse, and that’s something we’re putting alot more effort into” Chris Peacock, Gem

CP: The one thing that’s been consistent over the last 20 years is that there’s always been new competition. The format the competition has taken is what’s varied. I remember sitting in a Microsoft meeting years ago and being told that digital downloads would be the way forward. Then the fear was that free software like Linux would take over Windows. There have always been threats and as a business we’ve always been good at spotting which of those

are realistic and adapting accordingly. We either align ourselves with them if it makes sense, or work with our partners to overcome them. I don’t doubt that in the future there will be digital downloads – more Google Apps – but the reality is that the consumer will always want to go and pick up the product. Whether it’s 95 per cent of the market today and 80 tomorrow. The market is still growing and we intend to grow with it. We identify with the distribution of physical products, as opposed to digital. You can never digitally download a keyboard or a mouse, and that’s something we’re putting a lot more effort into. It’s one of the reasons we acquired Exspect, because it plays very much into that market. And it’s one of the reasons we are continuing to look for acquisition opportunities in physical products, in consumer electronics and accessories and more. It’s something we’re actively looking at. The

GET YOUR MESSAGE OUT THERE

GEM’S 25TH ANNIVERSARY

economics in this country aren’t in the greatest of states, but we are lucky enough to be owned by a company that has significant financial resources behind it. We will be announcing a number of acquisitions over the course of the next 12 months as it’s a good way for us to continue growing. With Exspect, we’re growing – we’ve got a team of 16 in Stoke, some in Hong Kong. The plan is to buy other brands and bolt those onto the Exspect operation and to diversify the product range into other areas. How significant are Windows launches for Gem? DVV: Microsoft as a company has significant milestones which it puts in place. What we always try and do is align ourselves completely with those options

“Our move into French distribution is the first step of Gem’s European expansion strategy and we’re looking at a couple of other acquisition opportunities in other territories.” Chris Peacock, Gem

where it fits in to our market; those are the things we put effort into. We make sure we know what those milestones are and that we do our part. What’s your biggest product line overall in the PC sector? DVV: In physical units, Symantec anti-virus software would now be the largest single unit ship-out every year. In terms of sheer volume, that’s now the Grand Theft Auto of the PC world. CP: Right now there’s speculation about Windows 7, as to when that will be out, and we will be involved in that process.

Where do you see the Gem business in another 25 years? CP: In the last three years, we became not just a UKbased distribution business. We’re a UK-based distribution business with a UK logistics facility and a UK creative studio. We have a UK brand, a UK and European brand with Exspect and our first European venture with Banque Magetique, a French business that boasts revenues of €200 million in its own right. In five years time, I see us having built the Exspect brand so that’s it’s got half a dozen subbrands within it; we already have Exspect distribution in Europe and the Middle East and we’re looking into distribution into Australia, North America and Asia. Our move into French distribution is the first step of Gem’s European expansion strategy and we’re looking at a couple of other acquisition opportunities in other territories. When you look at the current economic climate, opportunities will arise for us to acquire businesses that we could get for a very good price – our kind of businesses in half a dozen European territories expanding out when we can’t. I wasn’t envisaging us moving to Australia and North America just yet, but beyond that, who knows?

Gem’s marketing manager Neil Handa has been one of the key figures in Gem’s success in recent years

C E L E B R AT I N G 25 Y E A R S

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Contact: Carly Bailey Telephone: 01992 535 647 Email: carly.bailey@intentmedia.co.uk

GEM’S 25TH ANNIVERSARY

Who’s Who?

Over the years, a vast number of people have helped to make Gem the success that it is now. PC Retail outlines the figures guiding it presently.

Chris Peacock Managing Director

Simon Lee Commercial and Marketing Director

Chris spent 12 years at sister company Micro-P before joining Gem in 1996 as sales director. In 2007 Gem founder Paul Donnelly became company chairman and Chris was promoted to managing director for the company. Chris’s lead has been instrumental in the company reaching its goals, including the acquisition of new business such as French-based Banque Magetique, realising its growing turnover, currently in excess of £200m.

Douglas Yarker Finance and Operations Director Doug worked at Gem’s sister company Micro-P for a number of years before joining Gem as finance director over ten years ago. His responsibilities include control of Gem’s finances, operational growth, acquisition goals, corporate strategy and risk management.

Zoe Morgan Leisure Software Divisional Manager Zoe’s role includes sales management responsibilities for Xbox, Leisure and Business accounts. Heading up a team of 14 account managers and looking after 550 independent retailers, Zoe works with key publishers in obtaining exclusive independent promotions including Microsoft, Take Two, Codemasters and Symantec.

Gareth Philips Business Software Divisional Manager Gareth Phillips celebrates his tenth year in the business this year, after joining the company from Xerox. He started as the assistant to Chris Peacock and progressed into the role of business analyst before becoming business software divisional manager. His main responsibilities include managing the key retail, etail and business analysis teams which include Amazon, Play, eBuyer, Makro, Costco, Insight, Office Depot and Micro Anvika.

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Alan Lynch Logistics Director Alan has responsibility for running Gem’s Distribution Centre and the Gem Logistics facility. Boasting a dispatch accuracy level of 99.99 per cent, Gem’s Distribution Centre provides many services including primary and secondary warehousing, end user fulfilment, reverse logistics and a vast range of added value services such as security tagging, repackaging, bundling and POS distribution. Alan’s expertise and passion translates to his experienced and dedicated team.

Tracey Tennison General Sales Manager Tracey Tennison joined Gem in 2005 with ten years of experience managing a sales team. She has since been promoted to the role of general sales manager, reporting to sales director Darren Houghton, and is responsible for managing all sales activity in the National Accounts, Catalogue, Leisure and Business sales departments. Tracey also builds relationships with new customers and vendors.

Richard Stickler Senior Product Manager Richard joined Gem in 2004 in the newly formed Product Management department. Richard was recently promoted to the role of senior product manager, where he holds relationships with key vendors and development of new firms within Gem. At present, he is involved in all aspects of product management from the launch of new products to increasing sales and brand awareness.

Simon Lee joined Gem after many years of experience in the video and games industries, more recently with EUK. Simon’s position of commercial and marketing director oversees the purchasing and Gem Creative departments and has responsibility for the product management team, which works closely with key vendors in the business. Simon also builds relationships with potential new vendors, sourcing and launching new products and distribution deals.

Darren Houghton Sales Director Darren joined Gem in 2001 from Sega, where he worked closely with it on the Dreamcast business. Darren was later promoted to sales director and now oversees the entire sales floor and business development. Gem’s turnover was £90m when Darren joined and it’s grown to well over £200m, which demonstrates his contribution to the business. He is extremely passionate about his colleagues, who he describes as genuinely enthusiastic, passionate and grounded individuals.

Neil Handa Marketing Manager Gem Creative Neil joined Gem’s marketing department in 2002 with five years of experience from IT distributor Avnet, where he held the position of European product manager. He grew the capabilities of the marketing team and oversaw the channel marketing plans and PR for all vendors. He was later promoted to marketing manager and now also manages the Gem Creative division.

Donna Richardson Product Manager Donna re-joined Gem in 2007 bringing with her over ten years of experience in the industry. Donna has a sound understanding of buying, distribution, publishing and retail. Performing the role of product manager, Donna is responsible for relationships with key vendors – driving sales with key accounts, creating business plans, promotional activity and launching new vendors within the business.

Dean Van-Velsen Technology and Product Development Director Dean started working for Gem in 1987, making him one of the longest serving and experienced members of staff. Dean started in an account management role, but has since held a number of senior positions in the firm including Microsoft product manager. Dean now performs the role of technology and product development director, responsible identifying trends.

Neil Meredith Commercial Director, Exspect Neil Meredith founded popular accessories brand, Exspect in 2004. The brand was later acquired by Gem and has grown significantly over the past few years. Recently, Neil was promoted to the role of commercial director where he oversees the development of the Exspect brand. Developing future partnerships with licensees and acquisitions also plays a key part of Neil’s goals.

Lesley Garland Business Development Divisional Manager Lesley works in a key area of growth for Gem’s future – business development. Lesley is responsible for identifying new business opportunities within traditional and non traditional markets nationwide. Lesley has forged relationships with customers including TK Maxx, Stressless Journeys, ISA, The Daily Telegraph and Swains.

PCRetail March 29

GEM’S 25TH ANNIVERSARY

C E L E B R AT I N G 25 Y E A R S

25 years in the technology channel generates a lot of media cuttings. Here’s a selection of of Gem’s finest moments...

30 PCRetail March

www.pcretailmag.com

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MYSTERY SHOPPER: MANCHESTER

SIX STORES WERE VISITED: Comet, Currys, PC World, Computer Warehouse, John Lewis and Currys.digital

Mystery Shopper:

Manchester Our Mystery Shopper visited Manchester to check out the latest trends in computer gaming peripherals, devices such as game pads, joysticks, special gaming keyboards and anything else which might enhance the gaming experience…

PC WORLD Score: 6/10

32 PCRetail March

I ENTERED the store and told a member of staff that I wanted to buy a device for a relative who was mad on PC gaming. I wanted to get him something special and a bit different, adding that he liked first person shooters and also, on occasion, flight simulators. She pointed to a two metre bay. “This is a special keyboard for PC gaming,” she said, holding up a Logitech G15, priced £68.49. “What is different about this keyboard to normal keyboards?” I asked. Pointing to the front of the box to a LCD panel on the keyboard, she said: “This screen allows players to see options from the game – a must if you’re into gaming.” Thinking about flight games, I asked if there were any replica jet fighter joysticks. There were three joysticks available – a Logitech Force 3D Pro Joy Stick priced £49.99, a Logitech Attack 3 Joystick priced £39.99 and a Logitech Extreme 3D Pro Twist Joystick priced £29.99.

COMPUTER WAREHOUSE Score: 8/10 A COUNTER ran along the width of the store and a glass cabinet was to the left with various computer products locked inside. A salesman smiled and asked how he could help as I approached. I told him I was shopping for PC gaming peripherals such as FPS keyboards, joysticks and the like. “I have just the thing,” he said, bringing out a Logitech G15 priced £59 – the lowest price I found all day. “I also have this,” he added bringing out another keyboard, this time, the Razer Tarantula, priced at £69.99. I asked him about other products that he felt would be beneficial to PC gaming. He pointed to a cabinet where there was a Logitech Attack 3 Joystick priced £21 – again the cheapest I found all day. There was also a Razer Mouse Copperhead priced £37.99. This was a high precision laser gaming mouse with programmable buttons, which aided game-play – this was good, some great advice from this store.

www.pcretailmag.com

MYSTERY SHOPPER: MANCHESTER

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CURRYS Score: 4/10

COMET Score: 4/10

AS WITH most Currys, this was a busy store. Pretty much all staff were busy with other customers when I first walked through the store’s doors. I perused a few aisles before finding two bays with a broad range of keyboards, mice and webcams. Trying to get the attention of one of the store’s staff was proving to be a game in itself, so I walked back to the front of the store where I saw a shop assistant. At the time he was with another colleague, who was helping a customer with a TomTom device. I approached and asked for help. Telling him what I was looking for elicited a response I wasn’t looking for: “We only have standard keyboards, you should try PC World,” he said. He did look disappointed that there wasn’t going to be sale today, though. With nothing available, I didn’t see any point in sticking around, so I left to continue my quest to find gaming devices.

A STORE assistant took me over to the PC peripherals section. His first recommendation was a Logitech G11 which was priced £48.93, although didn’t offer an explanation as to why it was so special, other than to pick up the box and read it out to me. “Three modes for each key giving you 54 custom programmed keys per game. This is the one for specialised PC gaming. Will that be any good for you?” he asked. Okay – what about other devices, joysticks and the like, I asked, what is the difference between the Logitech Extreme 3D Pro Twist Joystick at £29.99 and Logitech 3D Pro Joystick at £39.14? He wasn’t sure so turned the two boxes over and read them to himself this time. “I think it’s just because the more expensive one is newer and it has more buttons on it.” I was rather hoping for a greater explanation of features and a better range of products to be stocked.

SUMMARY OVERALL, the best store with regard to product range and knowledge had to be Computer Warehouse in Manchester. It had the best range in stock with good service and knowledge given, with the added benefit of having good prices. PC World offered a decent range of PC peripherals; however, John Lewis could not offer the products I was looking for. That said, the service was great with some

CURRYS.DIGITAL Score: 4/10

JOHN LEWIS Score: 6/10

THIS WAS a busy store in the Trafford Centre and was, perhaps unsurprisingly, swamped with customers. I happened across the store manager, who I told that I was looking for some PC gaming peripherals. However, it didn’t look like it was going to be my day. “I’m sorry, but we don’t have anything to suit your purposes in stock,” he told me. “You could try Game or Gamestation in the centre, or you could try PC World.” Helping where he could, he showed me to the area filled with a good range of keyboards, webcams and a variety of mice. The cheapest was a PC Line wired optical mouse: a bargain for £5.91 while the Logitech VX Nano Cordless Laser Mouse was the most expensive at £48.92. “This is all we have unfortunately, we are low on stock and don’t even have any joysticks in”, he added. I thanked him for his time, and left a little disappointed.

THE CONSUMER electronics section was busy with three members of staff dealing with customers. I noticed another member of staff out of the corner of my eye about to walk into the back office. I approached, telling him that I was looking for PC gaming peripherals, asking what was available. He told me that he would find a specialist to help me. He came back a minute later saying that the specialist on the products I was shopping for and that he was just finishing up with a customer. When he arrived, I told him what I was looking for, but he said that while he had seen gaming keyboards before, they weren’t stocking them at that time. As he said this, a Logitech rep introduced himself and told me that I needed a Logitech G15 keyboard, pointing me towards PC World. The specialist was on the ball with his insight and information into peripheral. It was just a pity that it didn’t have any.

www.pcretailmag.com

Logitech seemed to be the only company that catered for specialised gaming peripherals to enhance the experience of playing on a computer. really positive recommendations as to where to look. The staff in Comet were helpful, however, the product choice was limited, as in Currys and Currys.digital. Logitech seem to be the only company that catered for specialised peripherals to enhance the PC gaming experience. The Logitech G15 keyboard seemed to be the best value for money, giving gamers added extras. A few stores had a selection of joysticks, but again most were Logitech. There was also only one specialised PC gaming mouse which was available.

PCRetail March 33

SECTOR GUIDE: SECURITY SOFTWARE

Stay secure The past six months have seen a whole host of new technologies emerge within the security sector, as well as a shift towards lighter resource use and added benefits. But with the economic situation deteriorating, some customers might shun even these developments in an attempt to save a few pounds. Ben Furfie investigates what retailers can do to ensure the sale... “Online backup is set to be the big trend for security software in 2009. Today’s generation are never without their devices that are full of valuable data that they’d be lost without.” Pekka Mettala, F-Secure

www.pcretailmag.com

ew parts of the IT industry move as fast as the security sector. In the past six months, the channel has had to become accustomed to a variety of new buzzwords, technologies and concepts such as whitelisting, dynamic and behavioural analysis and cloud computing. However, despite the exponential growth of new technologies, some would argue that there is a consolidation of features amongst the main names in the security sector, with a variety of features being rolled in to a single package. “Mainstream vendors are consolidating a diversity of approaches into a single product,” says ESET’s director of malware intelligence David Harley. This is a point that BullGuard’s sales director Alan Case agrees with: “Many vendors are taking a broader view on their main product.”

He believes security software goes far beyond just the various technologies, suggesting that the solution is to take in other things such as data back-up. “So far, the focus has been on protecting hardware. By doing so, the data stored on it has been protected but it has been done as an afterthought. Now though, we’re seeing the focus shifting, resulting in a growing attention to convenience. Consequently, security products now include designated features to specifically protect the data itself, such as backup functionality.” F-Secure’s UK country manager Pekka Mettala echoes that view: “Online backup is set to be the big trend for security software in 2009. Today’s electronic generation are never without their laptops, cameras and iPods – devices that are full of valuable data that they’d be lost without.”

PCRetail March 35

SECTOR GUIDE: SECURITY SOFTWARE

NORTON RANGE Publisher: Symantec Distributors: Bell Micro, Blue Solutions, Computer 2000, Gem, Ingram Micro, Micro Warehouse

BULLGUARD RANGE Publisher: BullGuard Distributors: Blue Solutions, Entatech, Gem, Spire Technology, Target

Symantec has totally rebuilt its market-leading security range, with a focus on protection and an emphasis on keeping the load on the system as low as is possible. Symantec claims that its latest product, Internet Security 2009 is ‘fast, comprehensive and provides up-to-the-minute

BullGuard’s security product line is solely focused on the consumer market, with a variety of SKUs for the average person on the street. These include internet security, antivirus, gamer editions (designed to minimise the impact on systems playing the latest games) and smartphone security. Internet Security 8.5 includes a brand new firewall, designed to provide improved protection without impacting the system’s speed, a new spam filter that is optimised for performance, and comprehensive protection against phishing. It also has increased protection against rootkits, proactive website scanning and updates every two hours to prevent prolonged downloads.

protection against online threats.’ Its popular antivirus suite also received an overhaul designed to provide continuous protection against viruses, spyware, worms, bots and other threats without impacting the usability of the system. Both benefit from Norton’s protection system, which updates every five to fifteen minutes to minimise time spent updating, employs white listing to cut down on unnecessary scanning, browser and botnet protection, as well as Norton's own pre-emptive protection against undefined threats.

ESET RANGE Publisher: ESET Distributor: Aspect Systems Designed to be one of the most comprehensive security suites on the market today, ESET's NOD32 and Smart Security is based upon its ThreatSense heuristics technology. It offers proactive protection, precise detection, lightweight design and fast scanning speeds. The latest version offers full support for Windows 2000, XP and Vista, as well as full integration with Windows’ Security Centre. The system also boasts improved cleaning and automatically removes detected threats.

Soft but strong However, it isn’t just backup that Mettala feels is a major feature of the current security landscape: “There is a real demand for internet security products that work in the background, updating regularly so the customer doesn’t have to worry about anything.” It’s a point Symantec’s vice president for consumer sales, Lee Sharrocks picks up on too: “There has been an increasing requirement from the consumer for faster, lighter and less obtrusive security solutions that don’t take up precious PC resources or require users to make difficult security decisions about what to allow or deny online.” It isn’t just changes in technologies or approaches that have characterised the upheaval of the past six months. “Whilst PC owners are increasingly aware of the threat posted by cybercrime and the need for up-

36 PCRetail March

“There is a real demand for internet security products that work in the background, updating regularly so the customer doesnt have to worry about anything.” Pekka Mettala, F-Secure

to-date security software, their mobiles haven’t traditionally been a target,” argues David Emm, a member of the Global Research and Analysis Team at Kaspersky Labs. “There have recently been several malicious programs developed for mobile devices – in particular on smartphones – and this has alerted people to the need to protect all of their devices.”

Economic security Almost all of the vendors that PC Retail spoke to were united in the message that education is crucial to successfully retailing security. “The key to selling is being able to educate users why they need security,” says Bit Defender’s UK country manager Nick Billington. “Now that we’re in a recession, it is even more important to educate customers why security isn’t an option; it’s a necessity.” AVG’s vice president for the UK and Ireland Michael Foreman says: “Retailers should be aware of the fact that many consumers are risk takers with no protection, especially given the economic impact we are experiencing. People want to save money when it comes to internet security software; something that its exacerbated by the current financial crisis.”

www.pcretailmag.com

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SECTOR GUIDE: SECURITY SOFTWARE

AVG Publisher: AVG Technologies Distributor: Open AVG’s internet security suite pulls together the vendor’s anti-virus, antispyware, anti-spam, web protection and firewall software into one package. Used on over 80 million computers worldwide, AVG’s software features high-speed automatic updates and unique internet security technology. It also comes with a suite of real time security tools making it ideal for installation on PCs destined for use by less-technically minded users. Its Web Shield and LinkScanner technologies checks websites before any compromised code manages to make it on to the users PC, preventing most accidental infections.

KASPERSKY RANGE Publisher: Kaspersky Labs Distributor: CMI Labs, Entatech, Ingram Micro, Koch Media, Spire Technology Internet Security 2009 from Kaspersky not only provides what the vendor describes as ‘essential protection’ from viruses, Trojans and worms, as well as spyware and adware, it also scans files, email and BIT DEFENDER RANGE Publisher: Bit Defender Distributor: Focus Multimedia, Interactive Ideas

F-SECURE RANGE Publisher: F-Secure Distributor: Blue Solutions, Computer 2000, Interactive Ideas, Realtime Distribution, Westcon Group Pitched as a maintenance-free and easy to use security solution, FSecure's latest package protects against online threats such as

viruses, spam and other dangers from the internet. The vendor also claims it has the fastest update service and the most powerful personal firewall, designed for use across both desktop and laptop computers. Its user interface has also been designed so that it is as easy to use as is possible, but still allows a rich set of features for advanced users.

Panda UK country manager Dominic Hoskins agrees, adding that using examples of the risks posed by unsecured systems – especially those present in a recession – is another way of educating customers. “Retailers should educate all customers on the need for protection, in particular highlighting the heightened importance of protecting identity and finances against the high levels of fraudulent activity that occur during periods of economic uncertainty.” Knowledge = Sales It is crucial to understand the software yourself if you are to convince customers that it is a necessity rather than a luxury. Gone are the days when the salesman could convince the customer with the casual line of ‘Yeah, I’ve got it installed on my PC. It’s pretty good.’

38 PCRetail March

internet traffic, protects instant messaging programs and provides proactive protection from unknown threats. It also comes with two-way personal firewalls, Wi-Fi and VPN protection and intrusion protection. On top of that, it counters the rising tide of viruses and malware that can disable or stop security software by employing technology to prevent protection being affected. ability to restrict children's access to inappropriate websites and emails, as well as limiting the amount of time they can spend on the internet and applications.

‘Comprehensive proactive protection, without slowing down your PC’ – that is the claim BitDefender makes about the latest edition of its security software package. With improved scanning functionality for the web, email, instant messaging and proactive heuristics, BitDefender Total Security 2009 can protect against phishing, the theft of personal information via leakage, as well as the usual raft of viruses, trojans and spyware. It also comes with strong parental controls including the

“The greater the knowledge, the happier floor staff will be to talk about the product you are trying to sell and the more confidence the customer will have in buying it from you,” argues Weboot’s EMEA managing director Nick Banks. However, a lack of knowledge about security software isn’t just the difference between a sale and a missed opportunity, as BullGuard’s UK sales director Alan Case explains. “Understanding the product and grasping how that product meets the end user’s needs is crucial. Recommend the wrong product – or worse, an unnecessary one – and you might lose the confidence of the customer with other purchases.” Convincing the customer of the need for a security suite is a feat in itself, however in these days of less disposable income, it is becoming more and more crucial to ensure maximum value – or at least the

“The greater the knowledge, the happier floor staff will be to talk about the product and the more confidence the customer will have in buying it from you.” Nick Banks, Weboot

perception of it. “Retailers should be prepared to offer packages or bundle software with hardware and other items,” says Case. “Offering these sorts of deals – especially in the current economic climate – will enable customers to continue spending.” The other side of this, as Brook argues is making sure that these promotions are well supported.

www.pcretailmag.com

SECTOR GUIDE: SECURITY SOFTWARE

PANDA RANGE Publisher: Formjet Distributor: Blue Solutions, Micro-P, Northamber Available in three packages – Antivirus Pro, Internet Security and Global Protection – Panda’s solutions protect against malware and identity theft thanks to its anti-malware, antiphishing and anti-banking Trojan engines. Its Internet Security and WEBROOT Publisher: Webroot Software Distributor: Gem Designed as a streamlined software solution, Webroot’s Internet Security Essentials – or WISE for short – provides comprehensive protection in a slimline program. The upshot of this approach is that while it is fully featured, it minimises the impact it has upon the PC and therefore reduces the risk of the software being turned off or uninstalled. WISE also comes with dedicated online back up space, with the added benefit of being able to access those files from any computer in the world.

Global Protection editions also bring the benefit of antispam filters, parental controls and web filters, as well as information filters, which are designed to protect against active keyloggers. The Global Protection edition also offers 2GB of online backup space that can be configured to automatically protect all types of file, as well as a tool to speed up the performance of the PC.

Aspect Systems: 01202 548 888

Micro-P

AVG Technology: 01636 670 720

North: 01282 776 776

Bell Micro: 0208 410 7995

South: 01256 707 505

Blue Solutions: 01189 898 222

Micro Warehouse:

CMI Labs: 0870 780 1030

+353 1 616 0400

Computer 2000: 0870 060 3344

Northamber: 0208 296 7066

Entatech: 0870 770 9588

Realtime Distribution:

Focus Multimedia:

01480 435 881

01889 570 156

Spire Technology:

Gem: 01279 822 822

0870 750 5100

Ingram Micro: 0870 405 3000

Target Components:

Interactive Ideas:

01977 739 300

0208 805 1000

Westcon Group:

Koch Media: 0870 027 0985

0845 644 2564

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Linksys, Cisco and the Cisco Logo are registered trademarks or trademarks of Cisco Systems, Inc. and/or its affiliates in the U.S. and certain other countries. Other brands are the trademarks or registered trademarks of their respective holders. Maximum performance derived from IEEE Standard 802.11 specifications. Actual performance can vary, including lower wireless network capacity, data throughput rate, range and coverage. Performance depends on many factors, conditions and variables, including distance from the access point, volume of network traffic, building materials and construction, operating system used, mix of wireless products used, interference and other adverse conditions. Copyright ÂŠ 2009 Cisco Systems, Inc. All rights reserved.

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NETGEAR ®, the NETGEAR ® Logo and Connect with Innovation are trademarks and/or registered trademarks of NETGEAR®, Inc., in the United States and/or other countries. © 2008 NETGEAR ®, Inc. All rights reserved.

Photo courtesy of Nokia

SECTOR GUIDE: SMART PHONES

A Smart Choice? Recent research shows that telecoms dealers accounted for 20 per cent of all netbook sales during Q4 2008, with no signs of their involvement in the sector slowing. Ben Furfie investigates just what is involved for IT dealers interested in entering the telecoms market and taking the battle back to them, as well as a look at today’s top smartphones... “It’s far easier for an IT dealer to diversify into the mobile market than it is for telco dealers to move into at least three or four new markets, such as networking, servers and service integration” Mark Simms, Orange

www.pcretailmag.com

he past few of months have seen the world of IT and telecoms collide like never before. New weapons such as mobile broadband and netbooks have brought mass merchants and indies from both sectors into direct conflict with each other. With a backdrop of convergence, it can seem like IT retailers are on the losing side, what with complicated concepts such as airtime, operator relationships and the handling of contracts. However, both Orange and Vodafone-owned Yes Telecom believe that the shoe is firmly on the other foot. “IT resellers definitely have the upper hand,” Yes Telecom’s sales manager for the IT reseller channel Ian Davis tells PC Retail. “It is easier for an IT dealer that is used to providing numerous solutions to add another product to the mix than it is for a mobile phone reseller.” Orange’s business development manager for the Indirect Channel Mark Simms agrees. “We’ve seen a number of voice dealers move onto the IT side of things thanks to the simplification of data sales. IT dealers definitively have the upper hand, but they need to begin moving now if they are to avoid losing the market to telecoms dealers.”

But what about the complexity of the mobile market? “The telecoms industry can be a bit of a stiff learning curve,” admits Davis. “But it is important not to let that put off IT resellers. The opportunities are massive. Those that embrace the synergies between the industries can make a profit not just on the solution, but on the devices that make it possible too.” Simms echoes Davis’ comments, adding: “It is important to remember that despite the apparent complexity of the market, it is just one market, where as IT dealers work in a huge variety of markets. It’s far easier for an IT dealer to diversify one more market than it is for telco dealers to diversify into at three or four new ones.” And as for those resellers looking at grasping this new opportunity with both hands? “Support and resources are key to success in the telecoms market,” states Davis. “But don’t be afraid to enter the market because it is unfamiliar; there are a multitude of ways to get off to a good start, whether that is partnering with us and letting Yes deal with some of the more complex issues, or even hiring specialists from the mobile industry. It’s an opportunity that shouldn’t be missed.”

PCRetail March 43

SECTOR GUIDE: SMART PHONES

Product: Samsung F700 Networks: Vodafone Distributor: HSC Samsung was one of the first vendors to bring the idea of phones that can do more than just make calls to the masses; albeit in a more traditional shape in the guise of its D500, released back in 2005. These days, its top smartphone is the recently released F700 – a touchscreen handset with slide-down QWERTY keyboard powered by the proprietary Croix operating system. It also comes with a variety of features and a powerful chipset.

Product: Blackberry Storm Networks: Vodafone Distributor: Yes Telecom There is a reason why RIM’s smartphones have earned the slightly dubious nickname of ‘Crackberrys’. Its communications platform, based on push email, and the ability to make phone calls in one device, means many people find it impossible to put it down. Its latest phone, the Storm, has been hailed as the first true rival for Apple’s iPhone, with its touch screen interface and sleek styling.

Product: Apple iPhone Networks: O2 Distributor: O2 Business Apple’s iPhone needs little introduction. Sleek, sexy and with an incredibly intuitive interface, it is no surprise that Apple has set the standard for other vendors to live up to. The only catch? It isn’t currently available to retailers other than Carphone Warehouse and O2. Plus. When Apple does eventually open up its iPhone channel, it will probably only be through its APRs.

Product: Google G1 Networks: T-Mobile Distributor: T-Mobile Business Designed by HTC and powered by Google’s Android operating system, the G1 is aimed well and truly at the smartphone market, with its feature packed range of applications, slide-out keyboard and 3.2 megapixel camera. It is also strong on the application side too, thanks to the Android marketplace, with software from business and productivity apps right the way down to YouTube and price comparison programs.

Product: Palm Pre Networks: TBC Distributor: TBC Unveiled at this year’s CES, the Palm Pre has already got tongues wagging with its 3.1inch touchscreen, gesture-based interface, full slide-out QWERTY keyboard and an inphone accelerometer, giving it a similar portrait-to-widescreen transition as Apple’s device. And it is this similarity to the iPhone that has drawn the most attention. Carefully styled, the Pre is not just attractive; it’s also highly functional with Wi-Fi, GPS, Bluetooth and eight GB of internal storage. It also has a three-megapixel camera with LED flash.

Product: LG Prada II Networks: Orange Distributor: HSC Even before Apple kicked off the craze for full frontal touchscreen sleakness, LG was busy at work creating fashionable smartphones that appeal not just to those who want a fully functional phone, but also one that looks good too. Its latest smartphone, the Prada II builds upon the original model, but adds a slide out QWERTY keyboard, 3G video calling, 7.2MBPS HSDPA, full HTML browser and a five megapixel camera.

Other notable mentions THERE simply isn’t enough room to list every single smartphone out there, but devices like the INQ1 and Sony Ericsson Xperia X1 are also well worth considering as devices to stock.

44 PCRetail March

Product: HTC Touch HD Networks: Orange Distributor: HSC While the name HTC might not be that familiar, its devices certainly will be. The Touch is the latest in a long line of devices that have usually appeared under the operator’s own branding such as the T-Mobile MDA, O2 XDA, or the Orange SPV. The Touch HD packs a serious punch thanks to its TI OMAP processor, and its heavily customised and feature packed Windows Mobile 6based OS. This phone is the ideal solution for a business looking for Windows compatibility, but with a hint of style.

Product: Nokia N97 Network: TBA Distributor: HSC Nokia’s flagship model has the iPhone set in its sights, and has a feature set that might just be enough to knock its rival from the throne. Featuring a 16:9 ratio screen with a touchscreen and a sliding QWERTY keyboard, its backed up by HSPDA, Wi-Fi, Bluetooth, A-GPS, as well as five megapixel camera and video capture at 30fps, making it a contender for the title of most feature packed smartphone.

O2 Business: 0800 089 0202

Avenir Telecoms: Contact: 020 8731 4454

T-Mobile Business: Contact: 0800 956 3025

Hugh Symons Comms: Contact: 0870 849 0200

Yes Telecom: Contact: 0161 446 4312

www.pcretailmag.com

SECTOR GUIDE: OFFICE PERIPHERALS

Canon DR-2010C Document Scanner Midwich SRP: £289.00 The Canon DR-2010C document scanner is easy to use – a key factor in ensuring that staff readily embrace new technology. A powerful suite of software is included to provide more sophisticated functionality. These software packages include Adobe Acrobat 8 Standard; Capture Perfect; Nuance Omnipage SE; Scansoft Paperport SE and Presto Biscard Reader 5 SE.

Peripheral

Vision “The bottom of the market is extremely competitive and margins are poor, so we encourage our dealers to focus on unique products with niche features” Jonathan Francis, Midwich

www.pcretailmag.com

Although business software sales have declined, the office environment can still provide some lucrative extra margins for resellers. Matt Grainger takes a look at what’s available…

he first couple of months in 2009 saw a massive decline in consumer spending, with around 50 per cent of retailers reporting a fall in profits. These woes are nothing new to the business-to-business sector, which was reporting a sharp drop off in revenue during the latter half of last year. Research group GfK has reported a steady decline in business software spending and the layoffs made by the hardware giants suggest that market is going the same way. In such a climate, it is essential for resellers to find margins where they can. “In the current market climate, profit can often seem hard to come by,” says VIP product manager, Mark Lynch. “However with PC peripherals there is the perfect opportunity for that add-on sale, generating extra revenue, but more importantly

extra margin. VIP strives to help its customers find extra opportunities that will help them grow their own business.” In a situation like this, where business spending is reduced for whatever reason, resellers cannot afford to simply stock high volumes of generic products. This situation creates an opening for smaller volumes of niche products that can be tailored to the needs of a customer. “Specifications are improving, but prices are falling,” comments Midwich’s print and imaging manager Jonathon Francis. “For example, in the desktop display market, price is the lowest common denominator. The bottom of the market is extremely competitive and margins are poor, so we encourage our customers to focus on larger widescreen displays with unique selling points or niche features.”

PCRetail March 47

SECTOR GUIDE: OFFICE PERIPHERALS

Cardscan Executive v8 Widget SRP: £195.73 Cardscan remains one of the most versatile and accurate business card readers available, with more than a decade of software development under its belt. It’s a handy peripheral for anyone that struggles to find the time to put all their new business cards into an address book. And with a Mac compatible version on the way, Apple users will soon be able to experience the benefits too.

Speedlink Wireless Presenter Mouse Meroncourt SRP: £39.99 Speedlink’s latest business mouse has been designed for those who do a lot of presentations through their computer. In addition to being a conventional mouse, Speedlink’s Wireless Presenter incorporates a professional presenter tool that enables the user to control presentations with extra flexibility. Furthermore, the integrated laser removes the need for a seperate pointer device.

Orbita Freestyle Mouse Interactive Ideas SRP: £92.99 The Orbita is a different take on the mouse concept. It works on any mouse pad just like a normal pointer, except that users can spin it and use it at any angle. A small white arrow button controls orientation – pressing this button while the arrow points forwards on your desktop sets that as the ‘up’ direction for pointer movement on screen no matter how the mouse is rotated.

Western Digital Scorpio Blue Ingram Micro SRP: £299 WD Scorpio Blue 5400 RPM 2.5-inch SATA and EIDE hard drives from Western Digital are designed to offer strong performance with power consumption. Available in capacities from 160GB to 500GB, these drives feature a 3Gb/s SATA interface and 8MB cache.

Trust 10 Port USB 2.0 Desktop Hub Interactive Ideas SRP: £28.99 This high speed USB 2.0 hub for desktop PCs creates ten USB ports within handsreach for fast connection of an iPod, memory stick, camera or other USB compatible device. The three ports on the back help to reduce cable clutter across the desk, while the device includes a wall power adapter to ensure stable operation of connected devices. It is compatible with both high speed USB 2.0 and USB 1.1 devices.

Sweex Notebook Cooling Station Spire SRP: £22.31 Powered independently of the laptop, the Sweex Notebook Cooling Station features an adjustable platform with five preset positions and a series of three 60mm fans, all of which can be adjusted. This item also carries a four-port USB hub.

Fellowes PS-68CT Westcoast SRP: £251.97 This deskside shredder is intended for use by up to three people. Its blades are strong enough to cut through paper clips, staples and credit cards, and the turbo jam release function tears through paper overloads. The unit is covered by a two year full warranty with a five year warranty for the cutting mechanism.

Microsoft ARC Mouse GEM SRP: £49.99 The new ARC mouse introduces new levels of portability with its foldable design, allowing it to fold up to 40 per cent of its normal size. The ARC has a wireless range of up to 30 feet, has four buttons, laser tracking, as well as a micro-transceiver that snaps into the bottom of the mouse.

Logitech Alto Business Notebook Stand with Keyboard VIP SRP: £70.73 This notebook stand works with virtually any model. Its full-sized keyboard enables faster, more comfortable typing, and one-touch hot keys provide instant access to nominated favourite applications. A soft palm rest for wrist support and a display raiser for optimum positioning of the screen are also included.

48 PCRetail March

Gem: 01279 822 822

Meroncourt: 01462 680 060

VIP: 0871 622 7500

Ingram Micro: 0870 405 3000

Midwich: 01379 649 200 Spire: 0870 750 5100

Westcoast: 0118 912 6000

Interactive Ideas: 0208 805 1000

Widget: 0870 755 3300

www.pcretailmag.com

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INTERVIEW: ACCOUNTZ

Eyewitness

accountz

Accountz has been operating in the business software market since 1985, and has grown to become one of the foremost developers of accounting software. Matt Grainger talks to its founder, Quentin Pain… “Accountz’ slogan to resellers is ‘you sell, we support’. That way, they strenghten their position by providing their customers with the best tools available.” Quentin Pain, Accountz

Accountz is available in both consumer and business versions

50 PCRetail March

ccountz started its life in 1985 as a Cambridge-based company called Apricote Studios, a specialist in creating music and business software for the – at the time dominant – Acorn computer market. Throughout the course of the following decade, Apricote developed and expanded its portfolio of business accounting software until 1999, when the company split and was rebranded Accountz, becoming the first UK company to develop software packages that would be supported on all the available platforms – Windows, Mac and Linux. After the rebrand, it set up the Accounting for Everyone website, which received a substantial amount of media interest along with successive software releases, and in 2006 Accountz exhibited at the UK Mac Expo for the first time. Accountz has continued its commitment to develop and produce accounting software for the business and consumer segments. Personal Accountz, aimed at those who need to track their income and expediture, has performed particularly well, becoming the UK’s fastest selling accounting software, and is a number one seller on Amazon. The withdrawal of both Intuit Quicken and Microsoft Money from the UK channel last year created an extremely interesting market for Accountz

and its resellers: something that can be seen in the recent addition which allows the conversion of QIF files used by its recently departed rivals. Coupled with this, its compatibility with Mac OS greatly increases its selling power and the growing popularity of Apple hardware saw Accountz grow exponentially during 2008. Accountz’ founder Quentin Pain attributes the success of the company to the simplicity of its software: “Accountz benchmarks its software on the simple criteria of how many clicks it takes to carry out basic functions. All our products have the smallest click count in this respect, for example, it only takes a single click to produce a VAT return, and only a single click to add a new customer. This makes it easier for users to use the system, which in turn makes it quicker, thus saving time and money.” Another factor in the growth of the company has been the strong user community that Accountz has supported through its forums: “Our slogan to resellers is ‘you sell, we support’. That way, the reseller strengthens their position in the marketplace by providing their customers with the best tools to run their business. 2009 is already exceeding expectations, not least due to peoples realisation that they need to control and track their expenditure,” Pain concludes.

www.pcretailmag.com

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GET READY...

UNLEASHED UNLE ED MARCH 2009 9

INDIE PROFILE

Cosmic PCs This month sees Brigantia’s Roger Humm talking with Geoff Ruzgar of Cosmic PCs from Dunfermline, Scotland… GEOFF RUZGAR, owner of Cosmic PCs, founded the retailer in 2005 in order to create a shop front for his well established Ruzgaronline business, which he had been running from home. “I was a bit apprehensive about taking on commercial premises, but after listening to good advice from my wife I took the plunge,” explains Ruzgar. “It was very hard at first and I sometimes thought it was the wrong decision, however I have been proved wrong by subsequent events and through perseverance, and hard work I have grown the business steadily ever since.” Cosmic is a local repair and upgrade specialist and has a very busy laptop repair side to the business. “I used to focus on sales very heavily, but two years ago acting on what I was reading within the Brigantia Forum and hearing at Roadshows, I decided to make the business less dependant on sales and to move much more towards servicing, repairs and upgrades. This change proved a very wise move for us, and today we have a great local reputation with most of our new business coming from personal recommendation. I now do much more B2B work and have a number of good SMB contracts but I am

very choosy about whom I take on as a regular contract customer. It is better to have a small amount of B2B work and do it well than have more than you can cope with in my opinion.” Ruzgar says he is always ready to try something new, and has recently started selling astronomical equipment such as telescopes. “I see this as a natural progression to my lifelong interest in both astronomy and computers,” he says. “Both products compliment each other very well.” Ruzgar’s outlook for the future of Cosmic Computers is optimistic: “If you believe you have a winning formula, you can only succeed and prosper. We need the price of components to rise so that the public are paying a fair price for what our industry provides. I am sick of these box shifting cowboys underselling our market place, but suspect most will go down in these difficult economic times as they cannot offer local service. I have not lowered my prices and in some cases even increased them! The public will decide and shop where they get good service and reliable repairs. We have invested thousands in diagnostic equipment and software which puts us at the forefront of the repair market.”

“I am very choosy when it comes to who I take on as a regular contract customer. It is better that way.”

FACT BOX Year established:

Number of staff:

Contact name and address: Geoff Ruzgar, Cosmic PCs, 19 St Andrews Street, Dunfermline, Fife, Scotland, KY11 4QG

Three

Telephone number:

Regular vendor lines:

01383 432296

AMD, Western Digital, ATI, Nvidia, Bullguard, Kaspersky

www.cosmicpcs.com

2005 Number of outlets: One

www.pcretailmag.com PCRetail March 55

Website:

Ideal companion to NetBook DRX-S70U/R Slim Drive MultiFormat External DVD Burner It records standard 4.7GB DVD+R/+RW, 8.5GB DVD+R Double/Dual Layer, DVD-RAM, and CD-R/RW discs. Whether you have a desktop PC or a laptop, the DRX-S70U’s sleek black design looks great. DRX-S70U/R Slim drive Ingram Micro P/N W520097

Price Reduction now under £80! Mini P180 Advanced Super Mini Tower The reliability, performance, and versatility of the Antec Performance One series is now available in a stylishly small enclosure, perfect for gamers on the move.

Further £5 OFF*(when purchased with any EarthWatts PSU) Mini P180 - Black Ingram Micro P/N L740592

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P5Q PRO Motherboard The best computing platform for any purpose! Intel® P45 chipset that combines powerful performance with great energy efﬁciency; and supports DDR2 1200MHz dual-channel memory P5Q Pro Ingram Micro P/N B994268 architecture and two PCI Express 2.0 x16 lane P5Q for extreme graphics performance. Ingram Micro P/N B994269

Barracuda 7200.11 1.5TB Hard Drive Designed with up to four platters and the only second-generation perpendicular recording technology in the industry. 1.5TB capacity, 7200 rpm, 32MB Cache, Barracuda 7200.11 1.5TB Serial ATA-300 Ingram Micro P/N 2752313

FreeAgent Theatre - HD Media Player Stylish Media Docking Solution Makes it Easy to View Movies, Videos and Photos on Your TV Screen. FreeAgent Go 500GB HDD Ingram Micro P/N 2752311

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Home Media Network Hard Drive Enjoy your digital life! Easily share and access photos, videos and music throughout your home with the Iomega速 Home Media Network Hard Drive. 1TB Home Media Network Hard Drive Ingram Micro P/N 6181184

slimmed down, made over, and ready for a night out

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The elegant and easy to use Mino from Flip Video is the perfect companion on any night out. With its built-in USB connection and software the Mino can get your clips on YouTubeâ&#x201E;˘ before you've ďŹ nished your last drink. For more info or trade pricing call Widget on 01438 842362

GAMES

Game of the Month EMPIRE: TOTAL WAR Distributor: Centresoft Contact: 0121 625 3388 Price: £39.99 The latest in the hugely popular Total War series, Empire takes players to the time of colonisation and the height of European imperial power. Taking control of the nation of their choice, they’ll play through a campaign that runs from 1700 to the 1800s.

SEGA It is also the first time that players will be able to take to the water and launch large scale naval battles, alongside the more familiar land-based engagements. However, things won’t be standing still. Players will be able to take advantage of the huge improvements in military technology that occurred during the 18th century and possibly even change history.

COMING SOON

This month, Empires go to war in the latest edition of Total War, while in the coming months, Ubisoft unleash Endwar on the PC and the Ghostbusters come-a-calling...

MARCH TITLE

GENRE

PUBLISHER

TELEPHONE

DISTRIBUTOR

DATE

AoP: City Of Abandoned Ships

RPG

Playlogic

0121 625 3388

Centresoft

Empire: Total War

RTS

Sega

0121 625 3388

Centresoft

March 9 2009

Company Of Heroes: Tales Of Valor

RTS

THQ

0121 506 9585

Advantage

March 13 2009 March 13 2009

March 6 2009

Military Commander: Europe At War

RTS

Slitherine

0870 027 0985

Koch

Real Madrid: The Game

Sports

V.2 Play

0121 625 3388

Centresoft

March 13 2009

Calvin Tucker’s Redneck Jamboree

Mini-games

Zoo Digital

01279 822 800

Gem

March 20 2009

Pool Hall Pro

Sports

Playlogic

0121 625 3388

Centresoft

March 20 2009

The Wheelman

Action

Midway

0845 456 6400

Trilogy

March 20 2009

Vertigo

Action

Playlogic

0121 625 3388

Centresoft

March 20 2009

Constellation Professional

Simulation

Just Flight

0845 234 4242

Mastertronic

March 27 2009

WSC Real 09: World Snooker

Sports

Blade Interactive

0870 027 0985

Koch

March 27 2009

Chronicles of Riddick

Action/Adventure

Atari

0121 506 9590

Advantage

March

CID The Dummy

Action

Oxygen

020 8309 3600

Pinnacle

March

EVE Online

MMORPG

Atari

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Advantage

March

Puzzle Quest: Galactrix

Puzzle/RPG

D3Publisher

0121 625 3388

Centresoft

March

Tom Clancy’s EndWar

RTS

Ubisoft

0845 456 6400

Trilogy

March

Tom Clancy’s HAWX

Action

Ubisoft

0845 456 6400

Trilogy

March

Aliens: Colonial Marines

Action

Sega

0121 625 3388

Centresoft

Q1 2009

Alpha Protocol

Action

Sega

020 8995 3399

Centresoft

Q1 2009

Grand Ages: Rome

RTS

Kalypso Media

0121 506 9585

Advantage

Q1 2009 Q1 2009

Heroes Over Europe

Action/Adventure

Atari

0121 506 9590

Advantage

Monsters Vs Aliens

Adventure

Activision Blizzard

0121 625 3388

Centresoft

Q1 2009

Things On Wheels

racing

South Peak

020 8309 3600

Pinnacle

Q1 2009

Velvet Assassin

Stealth/Action

South Peak

020 8309 3600

Pinnacle

April 3 2009

Pirates vs Ninjas Dodgeball

Sports/Action

South Peak

020 8309 3600

Pinnacle

April 10 2009

Roogoo

Action

South Peak

020 8309 3600

Pinnacle

April 10 2009

Ghostbusters

Action/Adventure

Atari

0121 506 9590

Advantage

June 19 2009

Call Of Juarez: Bound In Blood

FPS

Ubisoft

0845 456 6400

Trilogy

Q2 2009

Hysteria Hospital: Emergency Ward

Simulation

Oxygen

020 8309 3600

Pinnacle

Q2 2009

Puzzle Kingdoms

Puzzle

Zoo Digital

01279 822 800

Gem

Q2 2009

*ABC-certified distribution 102,010 Jan-Dec 05

ON THE RADAR

Tom Clancy’s Endwar Publisher: Ubisoft Trilogy: 0845 456 6400 Available: March Price: £29.99

Ghostbusters Publisher: Atari Advantage: 0121 506 9590 Available: June 19th Price: £39.99

Harry Potter Publisher: EA Centresoft: 0121 625 3388 Available: 2009 Price: £34.99

PLUG AND PLAY

This month, PC Retail takes a look at the Samsung’s solid NC10 netbook and TomTom’s latest sat nav device, the Go 740, with Live, HD Traffic and IQ Routes...

SAMSUNG NC10

TOM TOM GO 740

Netbook Westcoast: 0118 912 6000 Price: £299.99

Satellite Navigation Device Widget: 0870 755 3300 Price: £342.54

SAMSUNG’S entrant into the over six hours after each charge. netbook market, the NC10, As any owners of other offers the usual batch of Samsung products will tell you, goodness. Packing Windows XP, build quality is absolutely top and the same Atom N270 notch. Everything slots together 1.6GHz processor as most perfectly, and feels solid as the netbooks in the range, it’s the proverbial rock. The ten-inch 160GB hard drive that helps it screen is of a high standard, as is stand out in the crowd. 1GB of the 93 per cent of full size RAM – expandable to 2GB – keyboard that manages to be helps round off a cracking small and slinky, yet feel delightful technical package. even during extensive use. While the tech There’s more specs are up too. A built in Even fairly recent there with the 1.3MP webcam gaming titles have is certainly a best already on the market, been proved to run handy feature, pockets of users as are the three on the NC10 at a are proclaiming USB slots, the impressive ethernet port, fair old lick. performance and headphone offered by the NC10 to be the jack set on the sides. best yet. Even fairly recent As fantastic as the Samsung gaming titles have been NC10 sounds it’s not all plus proved to run at a fare old lick. points. The touchpad is a touch While it certainly can’t handle on the short side, making the kind of simultaneous internet browsing a little trickier processes that your desktop has than it could have been. little problem with, As far as netbooks currently performance-wise the NC10 is on the market go, there’s no up with the very best. It’s more doubt that the Samsung NC10 is than capable at running the among the best currently on kind of basic tasks you’d offer. At its competitive price expect, even at the same time. point, and with all it has to offer, You don’t have to worry about anyone after a portable the battery dropping out at internet and word processing inopportune moments, with the device should give this one a six-cell offering here giving well really good look.

WE KNEW it was only a matter of buttons, save for the power time before the connected on/off on the top. TomTom landed on these shores, There is a speaker on the having seen the HD Traffic back, which gives you plenty of earlier in the year. Finally the volume, as well as a mic on the latest generation of TomTom front, so you can connect via devices has arrived, only about Bluetooth and use this as your six months after the last iteration. handsfree device, linked to your But can the new 740 Live offer mobile phone, with advanced anything new to drivers? options like reading out That Live tag makes all the messages and so on. difference. The idea here is to But besides normal navigation give you near real time options you also get IQ Routes, information on which is TomTom’s the traffic way of selecting situation as you the best route drive on your harvested from The device itself route. Okay, real world data. It takes the normal doesn’t just give TMC has been in satnav form you’d expect you the shortest devices for geographical from a TomTom. some time, route, or the often as an fastest road types; upgrade to a it takes into TomTom or account other through competitor devices, by factors, as would a local driver. adding the TMC antennae and A great way to test IQ Routes is paying a one-off price, usually to drive around areas you know around £40. very well, and you’ll find that But there is a slight catch TomTom takes you on back here, which is that after you pay streets to miss often congested out the not unsubstantial initial areas or traffic lights - just as you fee for the device itself, you’ll normally would. then have to pay £7.99 a month But although the TomTom GO for the traffic service. 740 LIVE is expensive, there is no The device itself takes the doubt you are paying for a normal form you’d expect from premium product. The TomTom, a solidly built and performance is exceptional, the quality looking 4.3-inch best navigation and seamless widescreen device, free from integration of traffic around.

GFK WRITTEN BY: TRACY GOODFELLOW

All-in-One desktops boost the market Despite seeing a continued decline for the past couple of years, desktops have begun to see their ASPs rising. GfK’s Tracy Goodfellow investigates the reasons behind the increase... ales of desktop PCs continue to decline in favour of notebooks – especially netbooks – and December was no exception. Retail channel desktop sales were down 27 per cent compared to December 2007. In fact, the sales of desktops have declined so much that in 2008 the retail PC market was split 15 per cent desktop and 85 per cent mobile, in comparison to a 25 per cent share for desktop PCs in 2007. There is, however, some positive news on the desktop markets. Despite the falling sales, desktop PCs are seeing an increase in average price over the past year, and in December 2008 they rose to £414: a £35 increase compared to December 2007. In fact, deskbound prices have risen steadily since the seasonal back-to-school lows of August, to reach a high in November of £439. This increase in prices can be linked to an rise in sales of all-in-one entertainment products, which in December accounted for around 11 per cent of all deskbound sales. These all-in-one products have a built-in screen and a much higher specification compared to the average desktop. The average price of an all-in-one PC with a 22-inch or 24-inch screen is currently around £1,050 versus the non all-in-one deskbound average of £351. Consequently it is easy to see how the overall average price can increase as the share of all-in-ones increases. Pre-installed memory has also shown some interesting developments, for the whole of 2007 allin-one desktops contained only two GB of RAM or less. By the end of 2008, desktops with four GB memory reached a peak of 28 per cent. Looking at the whole of 2008, 11 per cent of all-in-ones had four GB of memory. When this compares with standard desktops, which were quicker to adopt the three GB and four GB memory options (though their share remains much lower), just seven per cent of non allin-ones had four GB memory.

62 PCRetail March

Finally it is the screen size which is the key to the success of the all-in-one, as the product strives to be a complete entertainment centre. The larger 24-inches are more popular than 22-inches, but despite the trend for going larger, 20-inches remains the most popular size. This is a significant change since 2007 when 19inches was the key size. Prices of 24-inch models retail at over £1000, prices of 20-inches tended to fall between the £750-£800 price point.

“Despite falling sales, desktops have seen an increase in average price over the past year. In December they rose to £414: a £35 increase over the same time last year.”

www.pcretailmag.com

*From December 2008 data

HARDWARE CHARTS

GfK provides market research consultancy to manufacturers on the technologies markets and also operates a reseller partnership that provides market research information to dealers in the channel. For further information on GfK please contact Ami Brooks on tel: 0870 603 8247 or email: ami.brooks@gfk.com Models listed are non-exclusive: Neither sold as a tradebrand nor sold exclusively within one retailer or retail group

LAPTOPS

DISPLAYS

SONY

ACER

LOGITECH

VAIO VGN-NS10L/S

X193W

CORDLESS DESKTOP EX 110

V450 LASER CORDLESS MOUSE

2 SAMSUNG NC10

2 SAMSUNG SYNCMASTER T220

2 MICROSOFT MESSENGER KIT

2 TARGUS BEU0485C NOTEBOOK OPTICAL

3 TOSHIBA SATELLITE L300-1BW

3 HP W1907V

3 MICROSOFT WIRED KEYBOARD 500 BLACK

3 LOGITECH VX NANO CORDLESS LASER MOUSE

4 TOSHIBA SATELLITE L300-13R

4 HP L1950G

4 LOGITECH ULTRA FLAT KEYBOARD

4 LOGITECH V220 CORDLESS OPTICAL MOUSE

5 SAMSUNG NC10

5 LG W2242S-SF

5 MICROSOFT COMFORT CURVE KEYBOARD

5 LOGITECH V220 CORDLESS OPTICAL MOUSE

6 HP 6735S

6 HANNS.G HW-191D

6 LOGITECH LX710 CORDLESS DESKTOP LASER

6 MICROSOFT BX3-00020 WIRELESS NOTEBOOK

7 TOSHIBA SATELLITE L350-170

7 SAMSUNG SYNCMASTER 720N

7 KENSINGTON 1500109 VALUE KEYBOARD

7 LOGITECH V220 CORDLESS OPTICAL MOUSE

8 ACER ASPIRE ONE A150L

8 SAMSUNG SYNCMASTER 2032BW

8 MICROSOFT WIRELESS OPTICAL DESKTOP

8 MICROSOFT B2J-00013 NOTEBOOK OPTICAL

9 ACER ASPIRE ONE A110 AB

9 SAMSUNG SYNCMASTER 2243LNX

9 MICROSOFT NATURAL ERGONOMIC

9 TECHAIR OPTICAL MOUSE USB

10 SONY VAIO VGN-NR38E/S

10 ACER V173B

10 TRUST DS-3400D WIRELESS OPTICAL DESKSET

10 MICROSOFT U81-00008 COMPACT 500 USB

INKJET PRINTERS

LASER PRINTERS

GAME CONTROLLERS DVD WRITERS

KEYBOARDS

MICE

SAITEK

P380 DUAL ANALOG PAD

GP08NU

DESKJET D1560

LASERJET P1005

2 LOGITECH 963291-0914 WINGMAN ATTACK 3

2 LG GE-20NU

2 HP PHOTOSMART A526

2 HP COLOR LASERJET CP1515N

3 LOGITECH WINGMAN EXTREME 3D

3 LG GH-22NP

3 CANON PIXMA IP2600

3 HP LASERJET P2055DN

4 LOGITECH 963290-0914 EXTREME 3D PRO

4 LG GP08LU

4 CANON PIXMA IP4600

4 SAMSUNG ML 2240

5 LOGITECH 963292-0914 DUAL ACTION USB

5 LITEON IHAP122

5 EPSON STYLUS PHOTO R285

5 SAMSUNG CLP 315

6 TRUST GM 1200

6 LG LIGHTSCRIBE GH22LP20

6 EPSON STYLUS S20

6 HP LASERJET P1006

7 LOGITECH 963326-0914 CORDLESS

7 SAMSUNG SH-S202

7 HP DESKJET D1460

7 BROTHER HL 2035

8 LOGITECH 963339-0914 FORMULA VF USB

8 LG GE-20LU

8 EPSON STYLUS D92

8 HP LASERJET P1505

9 TRUST 14274 JOYSTICK GM-2500

9 SAMSUNG SE-S204S

9 HP PHOTOSMART D5460

9 HP COLOR LASERJET CP1215

10 SAITEK ST290 USB

10 FREECOM DVD-RW

10 HP DESKJET 6940

10 HP LASERJET P1505N

www.pcretailmag.com

PCRetail March 65

*From December 2008 data

HARDWARE CHARTS

MFDS

GRAPHICS CARDS

TV CARDS

VIDEO CARDS

EPSON

PNY

HAUPPAUGE

DAZZLE

STYLUS SX200

GEFORCE 9500 GT

WINTV HVR-900

VIDEO CREATOR PLATINUM

2 HP DESKJET F2280

2 PNY GEFORCE 9800 GT

2 DAZZLE DIGITAL USB TV STICK

2 KWORLD XPERT DVD MAKER USB 2.0

3 LEXMARK X4650

3 XFX GEFORCE 8400GS

3 HAUPPAUGE WINTV NOVA-S-USB

3 DAZZLE DVD RECORDER

4 HP PHOTOSMART C4580

4 PNY GEFORCE 6200

4 HAUPPAUGE WINTV NOVA-T-STICK

4 V-STREAM XPER DVD MAKER USB2.0

5 EPSON STYLUS SX600FW

5 PNY GEFORCE 6 6200

5 HAUPPAUGE MYTV

5 PINNACLE SYST VIDEO TRANSFER

6 CANON PIXMA MP220

6 SWEEX SWXGC001 GC150 NVIDIA GEFORCE

6 DAZZLE DAZZLE TV DIGITAL - USB TV

6 DAZZLE DVD RECORDER DVC 101

7 EPSON STYLUS SX100

7 XFX GEFORCE 8400GS

7 HAUPPAUGE WINTV NOVA-T 500

7 DAZZLE DIGITAL VIDEO CREATOR 150

8 LEXMARK X2650

8 XFX GEFORCE 9400 GT

8 PINNACLE SYST PCTV NANO STICK

8 HAUPPAUGE IMPACT VCB

9 HP PHOTOSMART C5280

9 PNY GEFORCE 7200GS 128MO

9 HAUPPAUGE WINTV NOVA-TD

9 TRUST FIREWIRE DV 410

10 HP DESKJET F2180

10 SAPPHIRE RADEON HD 4850

10 HAUPPAUGE WINTV NOVA-T-USB2

10 DAZZLE DV EDITOR 2006

SCANNERS

MODEMS/ROUTERS

WEBCAMS

PC SPEAKERS

NETGEAR

LOGITECH

EXSPECT

CANON

DG834G ADSL MODEM ROUTER

QUICKCAM E 3500

EX695 SHUFFLE SPEAKER SILVER

CANOSCAN 4400F

2 BELKIN F5D8231 N1 WIRELESS ROUTER

2 MICROSOFT LIFECAM VX-1000

2 GEAR4 STREETPARTY III BLACK

2 CANON CANOSCAN LIDE 100

3 NETGEAR WGR614 WIRELESS ROUTER

3 LOGITECH QUICKCAM E2500

3 BOSE SOUNDDOCK BLACK

3 CANON CANOSCAN LIDE 25

4 BELKIN F5D7632_4 WIRELESS G MODEM

4 MICROSOFT LIFECAM VX-3000

4 GEAR4 STREETPARTY SIZE 0 SLIM PG149

4 SUMMIT SP2

5 BELKIN F5D7230_4 WIRELESS G ROUTER

5 LOGITECH QUICKCAM PRO 9000

5 EXSPECT EX694 SHUFFLE SPEAKER SILVER

5 CANON CANOSCAN LIDE 200

6 BELKIN F5D8633UK4 N WIRELESS ROUTER

6 MICROSOFT LIFECAM VX-6000

6 JBL ON STAGE III BLACK

6 EPSON PERFECTION V 300 PHOTO

7 LINKSYS WAG200-G

7 LOGITECH QUICKCAM FOR NOTEBOOKS

7 LOGITECH X-140

7 PLUSTEK OPTICFILM 7300

8 LINKSYS WRT54G2 4PORT

8 MICROSOFT LIFECAM NX-3000

8 LOGIC 3 MIP103K I-STATION 3 BLACK

8 HP SCANJET G2410

9 BELKIN F5D7234_4 WIRELESS G ROUTER

9 TRUST CHAT AND VOIP PACK CP2100

9 SONY ERICSSON MPS-70

9 CANON CANOSCAN 8800F

10 NETGEAR DG834PN RANGEMAX WIRELESS

10 CREATIVE LIVE! CAM VIDEO IM PRO

10 LOGITECH PURE-FI ANYWHERE BLACK

10 EPSON PERFECTION V 500 PHOTO

66 PCRetail March

www.pcretailmag.com

Spire Technology is proud to be an official distributor for ASUS Motherboards, VGA, Audio, Barebones and Cooler products. AUDIO CARD Xonar D1

Xonar Essence

Xonar HDAV

• 35 times clearer then on board audio • Compatible with eax5/ eax2 in vista Dolby hom theater technologies • Low-profile bracket bundled • S/PDIF header connect to VGA cards for HDMI output

• Industry-leading 124dB SNR with 0,0003 distortion • Built-in headphone amp provide exceptional quality even with 600 ohms of impedence •Nichicon “Fine Gold“ capacitors • EMI-free analogue output path

• Full-HD ready HDMI v1.3 Audio/Video digital output • Built-in Splendid HD processor • Supports up to 192K/24bit 8-channel PCM audio output • 120dB SNR and 0,0004% low distortion • Swappable OPAs

GRAPHIC CARD EAH4350

EAH4550

• ATI Radeon HD4350 • 512 MB DDR2 • Engine clock 600MHZ • Memory Clock 800MHz (400MHz DDR2) • Bus standard PCI express 2.0 • Memory interface 64 bit • D-Sub output • DVI-I Output (HDCP) • HDMI Output

• ATI Radeon HD4550 • 512MB memory DDR3 • Full HD technology • Engine clock 600MHZ • Memory Clock 1600MHz DDR3 • Bus standard PCI express 2.0 • Memory interface 64 bit • D-Sub output • DVI-I Output (HDCP) • HDMI Output

EAH4850 MATRIX • ATI Radeon HD4850 • 512MB memory DDR3 • Engine clock 625MHZ • Memory Clock 1986MHz (993MHz DDR3) • Bus standard PCI express 2.0 • Memory interface 256-bit • D-Sub output • DVI-I Output • TV Output (HDTV) • HDMI Output

COOLER

Spire Technology Ltd 5 Black Moor Road Ebblake Industrial Est. Verwood Dorset BH31 6AX Tel: 01202 828444 Fax: 01202 813966

Triton 81

Triton 88

Axe Square

• Designed for the Intel 1366Skt supporting the latest i7 CPU’s • Multi Socket support for Intel and Amd • Fan Speed from 800rpm to 2500rpm • Average Noise rating of just 18Dba • 4 Aluminum Heat pipes and cooling fins • Only 695g Net weight

• Designed for the Intel 1366Skt supporting the latest i7 CPU’s • Multi Socket support for Intel and Amd • Fan Speed from 800rpm to 2100rpm • Average Noise rating of just 20Dba • 6 Copper Heat pipes and cooling fins • Only 875g Net weight

• Multi Socket support for Intel and Amd • Fan Speed to 1400rpm • Average Noise rating of just 16Dba • 5 Cu. Heat pipes with nickel-plated • Only 875g Net weight

THE PLACE FOR BUSINESS

MARKETPLACE RETAIL COMMENT

Vendors show no signs of slowing e might be in the post-CES lull, but plenty of vendors have got new kit to show off and launch into the channel this month. Acer was one of the first companies to take the wraps off a new product this month, with the firm showing off its teninch Aspire One (page 78). Designed to be the ultimate mobile web browser, the Aspire One has not only been overhauled to keep it fresh and comfortable to use – Acer has also managed to make the device squeeze more juice out of its battery for longer. Meanwhile, Toshiba and Asus have both launched new laptops into the channel, setting their sights firmly on the lucrative entertainment market. You can find out more about Toshiba’s A350 on page 80, while Asus’ new F50 and F70s are featured on page 82. On the software side, Microsoft detailed Windows 7’s various SKUs, and promised that it will limit confusion over which is the right one by only releasing Home Premium and Professional into the channel (page 84). Sapphire also had a busy month, adding 512MB of GDDR4 RAM to its Radeon HD 4670 to create what it claims is the fastest card in its class. Meroncourt and Interactive Ideas had key months too, with the former adding two new ranges and a new vendor to its line-up (page 90), while the latter brings Cyber-ESport’s Orbita mouse to the UK (page 91). The imaging industry had a hectic month as well, with Nikon launching new cameras and a brand new AF-S prime lens ahead of this year’s PMA Imaging Show. JVC and Toshiba updating their Everio and Camelio lines respectively (pages 92, 96-97).

Ben Furfie, Deputy Editor ben.furfie@intentmedia.co.uk

www.pcretailmag.com

To advertise on these pages please call Carly Bailey TELEPHONE 01992 535647 OR EMAIL CARLY.BAILEY@INTENTMEDIA.CO.UK PCRetail March 69

MARKETPLACE NEWS

Itâ&#x20AC;&#x2122;s a RAP for distributor EntaTech Telford-based firm gains ATI Radeon Authorised Partner status Will increase stock levels ntatech has become an ATi Radeon Authorised Partner (RAP). The deal will give the distributorâ&#x20AC;&#x2122;s customers increased stock availability, direct support and early access to products. AMD said that the Telford-based distributor had performed well since it joined its partner programme back in 2007. â&#x20AC;&#x153;Over the last few quarters, EntaTech has been growing its ATI numbers steadily and consistently,â&#x20AC;? commented AMDâ&#x20AC;&#x2122;s UK channel sales manager, Carly Cheshire. â&#x20AC;&#x153;Due to this we have now added Entatech onto the ATI Radeon Authorised Partner Program.â&#x20AC;?

â&#x20AC;&#x153;Over the past few quarters, EntaTech has been growing its ATI numbers steadily and consistentlyâ&#x20AC;? Carly Cheshire, AMD

EntaTechâ&#x20AC;&#x2122;s group commercial vice president Jon Atherton was clearly happy with the news. â&#x20AC;&#x153;Working with AMD/ATI closely over the last 12 months has seen our figures grow to a healthy level, with the added bonus of becoming a Radeon Authorised Partner. I am confident our market

share and sales will continue to grow,â&#x20AC;? commented Atherton. â&#x20AC;&#x153;We look forward to working more closely with Entatech in the future,â&#x20AC;? added Cheshire. â&#x20AC;&#x153;Weâ&#x20AC;&#x2122;ll be supporting it with its relationships with the likes of XFX, Gigabyte and Gainward.â&#x20AC;?

VIP becomes AMD Master Distributor IP has said that its recent McAuley. â&#x20AC;&#x153;VIP welcomes the chance promotion to AMD master to further facilitate communications distributor will reap â&#x20AC;&#x2DC;valuableâ&#x20AC;&#x2122; between AMD and our resellers, benefits for its retail and reseller base. helping them understand how it can The accreditation means that the help grow their business.â&#x20AC;? distributor and AMDâ&#x20AC;&#x2122;s channel vendor will work marketing manager closer together on Faye Le Duc echoed several fronts. The VIPâ&#x20AC;&#x2122;s comments, deal will apparently adding: â&#x20AC;&#x153;VIP has bring benefits such implemented strategic as access to sales and marketing competitive prices Duncan McAuley, VIP campaigns that have and a larger range fuelled the success it of AMDâ&#x20AC;&#x2122;s latest products, as well as has seen in the CPU and VGA market enhanced stock availability to the for AMD. Its expertise in the distributorâ&#x20AC;&#x2122;s customer base. components market has already â&#x20AC;&#x153;This accreditation will provide proved to be a valuable asset to many valuable sales opportunities for AMD, so this progression to Master our resellers, who will also benefit Distributor will allow us to feed from improved pricing, range of through even more aggressive pricing product and services,â&#x20AC;? commented on a wider stock of AMD products VIPâ&#x20AC;&#x2122;s purchasing director Duncan via VIP.â&#x20AC;?

â&#x20AC;&#x153;It will provide many valuable sales benefits to VIPâ&#x20AC;&#x2122;s resellersâ&#x20AC;?

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The deal will give access to new stock sooner

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70 PCRetail March

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MARKETPLACE NEWS

Distie shoots for laptop market Target launches microsite for its laptop dealers, as it looks to capture share of growing market arget Components has launched a microsite for its laptop dealers, after it experienced a leap in demand for product and marketing materials over the Christmas period. “We saw a huge increase in the sales of laptops over Christmas and that has not gone away,” commented Target’s marketing manager Caroline Spillane. “The feedback from our customers was that they required a simple resource with all the features they expect, including products, advice and marketing support.” The distributor has also designed the site with repairers in mind after it

Caroline Spilliane

“We saw a huge increase in the sales of laptops over Christmas and that has not gone away. We also saw growth in spares for repairs” Caroline Spillane, Target

also saw a large increase in demand for components and accessories: “We have seen a growth in the number of enquiries regarding laptops and related spares for repairs.”

Belkin launches new channel programme

Interactive launches Education drive

elkin has launched its first formal channel programme, as it looks to make it easier for retail and reseller partners to sell its networking products. Comprised of three tiers, the new programme’s lowest tier – Select – is open to all Belkin retailers and resellers, while its Preferred and Premium tiers are eligible to those who Belkin assess on their loyalty and service.

nteractive Ideas has kicked off a new programme called Test Drive, which is designed to educate customers on new trends in the technology sector. The first article will focus on virtualisation, and will be available through its newsletter or on the distributor’s website. “Interactive Ideas is leading the way in bringing products and services from its suppliers to address developing markets and this new initiative will focus on the products supplied by Red Hat,

Benefits of the vendor’s Select tier include personalised portal, sales and product training materials, product bulletins and sales presentations, as well as dedicated account management. The Preferred and Premium tiers will include the additional benefits of sales tracking, access to the Belkin Message Centre, bid desk support, corporate events, rebates and on-site training.

Acronis and Solarwinds that assist in creating a fast, reliable and secure virtual environment,” said Interactive Ideas’ marketing director, Michael Breeze.

Michael Breeze

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lll#k^e"XdbejiZgh#Xdb$j` www.pcretailmag.com

PCRetail March 71

PCA NEWS

How to take advantage of today’s mobile market This month, PCA CEO Keith Warburton talks about the success of Horlick’s rebranding, what you can learn from the mobile market, how the body can help you, and his Yahoo problem... IN MY last column, I wrote about Horlicks’ efforts to revive its brand and present it to a younger audience than the OAPs, who are seen to be the main hot beverage addicts. Evidence would seem to indicate that it is succeeding. A friend, a good few years younger than me, volunteered that she’d just bought three jars of the product, because this enabled her to have a free magazine subscription to a title she previously only sometimes bought. What a great winwin for both Horlicks and the publishers, and what a great marketing lesson: even the most mature brands are capable of rebundling in order to attract a different audience or to increase sales. The question being, of course, what can our market do with our brands and offerings that will make them more attractive to our existing audience, or help to address a new one? You’ll be hearing more about what the PCA is doing about this a bit later in the year. A couple of months ago, I wrote of my adventures with Barclaycard and Yahoo Voice, whereby it had proven impossible to contact the latter to get them to stop charging my card. My issue was that Barclaycard’s customer service hadn’t worked for me – in situations like this we don’t really care about the 99.99 per cent of customers who might have a positive experience – I was having a 100 per cent negative one. As I write, the company has refunded the Yahoo Voice billing for the last year, complete with a letter of apology for not sorting things out promptly, and I’ve just received a credit card statement where Yahoo Voice doesn’t appear. It’s nice to think that it’s only taken four months. Elsewhere, GfK’s International Telecomms Conference was very interesting. The state of that marketplace – even facing a recession – was aptly summed up by keynote speaker T-Mobile UK’s managing director Jim Hyde: “You ain’t seen nothing yet,” I don’t have the space to brief you on much of what was said, but how’s this for a trio of interesting bullets: the total UK marketing spend in the sector is £4 billion, approximately £80 for each of the 50 million mobile customers (however, taking into account the churn rate it works out at an even more impressive £320 each); 86 per cent of mobile users take their phones to bed with them; and the majority

SLEEP WITH ME: A recent survey showed that 86 per cent of people sleep with their mobile and that the majority would rather turn down the thermostat than turn off their phone...

of customers would rather turn the thermostat down than turn their phone off. Hearing of all the developments and potential in these devices, an essential truism is just how much the mobile phone is becoming the remote control for the digital life. How can you get in on the opportunities? Looking forward, we are anticipating seeing lots of you on our stand at Channel Expo in May and at our Golf Day in July. Golfers, give us a call to find out more. In these times we all need as much healthy exercise and networking as we can get. And we’ll even let you keep your phones switched on.

“The total UK marketing spend for the mobile industry is £4bn: around £80 for each of the 50m mobile customers.”

KEITH WARBURTON IS THE CEO OF THE PROFESSIONAL COMPUTING ASSOCIATION, THE 15-YEAR-OLD, NOT-FOR-PROFIT TRADE BODY WITH MEMBERSHIP MADE UP OF BUSINESSES FROM ALL PARTS OF THE CHANNEL. VISIT WWW.PCASSOCIATION.ORG FOR MORE INFORMATION OR CALL 0845 634 9245. 72 PCRetail March

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MAC TECHNOLOGY ASSOCIATION

Elvis has left the building This month, Robert Peckham talks about Steve Jobs’ absence from Apple and checks to see whether or not the sky will fall... ’ve been truly amazed by the coverage and public awareness that Steve Jobs’ enforced six-month health related vacation from Apple has generated. Despite the record breaking sales performance and the excellent financial figures released soon afterwards, Apple’s share price got a serious case of the jitters at the news. The hot Apple topic is no longer ‘what will the next iPhone look like?’ Or ‘when is Snow Leopard going to ship?’ Instead the question on everyones lips has been ‘How will Apple survive without Steve Jobs at the helm?’ The answer to this question is, naturally, extremely well. Aside from being the charismatic figurehead who has been credited with rebuilding Apple’s fortunes since his return ten years ago, Steve Jobs has been quietly but efficiently creating a senior management team that can certainly run Apple very capably in his absence. Nonetheless, there is still a lot missing from the Apple that we know and love without Steve. Phil Schiller has been Apple’s senior vice president for Worldwide Product Marketing since 1997, and has been a prominent co-presenter at many of Steve’s product launches and presentations, but as Steve’s stand-in for the keynote presentation at Mac Expo in San Francisco in January, the show was less than engrossing. Enthusiastic certainly, but not enthralling.

“Aside from being the charismatic figurehead, Steve Jobs has been quietly but efficiently creating a senior management team that can run Apple very capably in his absence” Tim Cook, Apple’s chief operating officer is really Steve Jobs’ number two, but his presence in the company has been pretty low key until now, despite having illustrious previous appointments with Compaq and IBM. It fell to Tim to present Apple’s latest fiscal results, and he certainly did the job with professionalism, but he’s not Steve. Everyone knows that Steve Jobs won’t be completely out of communication with the company he runs, but there is a recent new development occurring, a scheme so cunning that it makes you wonder if Steve was involved with the decision making process.

Apple is proposing to licence the Mac OS again. Yes, you read that right. In its current legal battle with Macclone maker Psystar, which incidentally is still selling its machines in the USA, Apple has introduced an entirely unexpected tactic. Instead of facing down and battling with Psystar over the licencing legalities of Mac OS X running on its machines, Apple has proposed an agreement to actually licence Mac OS X to Psystar and any other interested computer makers, but there’s a catch. It’ll cost the manufacturer a rumoured $199 per machine, and in Psystar’s case this fee must be backdated to cover each and every machine they have already sold with OS X in the box or pre-installed. This means Psystar will probably go bust paying for the licencing rights of the machines they’ve already sold, and it will dissuade any other manufacturer from considering a licencing deal. Apple, however, will come out looking great because they have effectively opened up their OS to other computer makers. So the Apple channel now needs to watch what else will happen in Steve’s absence. Will there be a MacBook Tablet? Will they enter the sub-notebook market? Are the rumours of a dual-screen, clamshell iPhone true? We will, as they say, have to wait and see. In the meantime, we certainly wish Steve Jobs a complete and speedy recovery.

ROBERT PECKHAM is the EXECUTIVE DIRECTOR of the MAC TECHNOLOGY ASSOCIATION, which began life as The UK Mac–Dealer Association five years ago, and re–branded in 2007 to reflect the changing, consultancy and services–driven business model that many Apple resellers have now adopted. WWW.MACTECHNOLOGY.ORG.UK | INFO@MACTECHNOLOGY.ORG | TELEPHONE: 08717 177264

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PCRetail March 73

NASCR NEWS NATIONAL ASSOCIATION OF SPECIALIST COMPUTER RETAILERS YOU CAN CONTACT NASCR ON 08456 440715 OR VISIT WWW.NASCR.ORG

Don’t be a WEEE martyr By Geoff Carr NASCR Committee Member his month I had planned to discuss a potential problem for retailers due to failures reported with Seagate and Maxtor hard drives. It seems that some of the larger capacity drives – namely its 500GB to one TB models – sold since October have been becoming inaccessible. Looking at Seagate’s website, the firm is playing it down, saying that all that needs doing is to download the new firmware (which the user can do) and no data will be lost. But to reassure everyone, it said that although it won’t be needed, it offers a data-recovery service. So it seems to be a minor issue really but the reason for mentioning it at all is that I would like to hear from

anyone who gets any problems with it, as the law does state that the customer’s first recourse has to be from the seller. On a different note, I am very pleased to bring some good news. Our friends at ITACS have kindly arranged with WeeeCare to extend its deal to NASCR members. This is fantastic because it is the best deal available to the indie. Nobody else offers the required legal compliance at such a low price

with the very real possibility of actually making money out of electronic scrap. I am acutely aware and concerned that the number of legally compliant dealers and producers compared to those who are not registered is very small. Many are keeping their heads down hoping that they are too small to be noticed but soon, enforcement teams will start inspecting, looking for scapegoats. It is recommended that all NASCR members that produce or deal in electrical or electronic equipment should now take up the WeeeCare deal. Don’t be the WEEE martyr – there is no longer any excuse; compliance can be offset by selling the company your waste! More information is going out to all members; non members are encouraged to get in touch by emailing info@nascr.net.

“I am acutely aware, and concerned, that the number of legally compliant dealers and producers compared to those who are not registered is very small.”

ITACS NEWS INDEPENDENT TRADE ASSOCIATION OF COMPUTING SPECIALISTS – YOU CAN CONTACT ITACS ON 08445 763 760 OR VISIT WWW.ITACS.ORG.UK

We live in interesting times By By Simon Aronowitz ITACS Committee Member “Recently we have seen some of the biggest names collapse thanks to the credit crunch, the recession and e-tailers. Many others are under threat and will no doubt follow over the coming year.”

74 PCRetail March

n recent years, doing well in retail was all about following ‘the rules.’ The first rule of retail was to be big. Large companies can purchase huge amounts of stock at a discount big enough to be competitive in today’s marketplace. The second rule of retail was continuous expansion. Higher revenues increase profits, share prices go up, shareholders are happy and it’s easy to borrow more money to fund further expansion. These rules resulted in companies being valued almost entirely by their recent quarterly or annual results. So when expansion turns to contraction, the share price drops, credit dries up, loans can’t be serviced and share prices plummet. Recently we have seen some big names collapse thanks to the combined effects of the credit crunch, the recession and etailers. Many others

are under threat and will no doubt follow over the coming year. Most indies though follow a traditional business model – which is far more resilient and adaptable. This in theory makes them capable of absorbing any surplus created by local store closures. Some careful thought and preparation is therefore required to make the most of the upcoming opportunities.

Part of Woolies’ failure was its prioritisation of revenue over profit

Offering alternative services is preferable to cutting prices. Different prices for high and low priority repairs can even out the repair cycle. Live-boot Linux CDs for customers who can’t afford repairs, and second-hand refurbished units to replace older computers needing expensive repairs can also help. Marketing must not be neglected, so stickers on PCs are essential. Collecting customers’ email addresses will soon create a valuable list. Making the most of facilities and organisations like Facebook, Linked In, Twitter, Ecademy, BRE, IOD, NRG, BNI, CBI, Chambers of Commerce, and Business Link can add yet more contacts and if you are feeling adventurous, their networking events can be used to establish a well known and respected business profile. There are new customers and more work out there if you know how reach it.

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MARKETPLACE BRIGANTIA NEWS

Contact Iain Shaw

Each month, Iain Shaw chooses a topic taken initially from the Brigantia members forum and provides a considered response for PC Retail readers…

info@brigantia.com 0870 160 3215 www.brigantia.com

Brigantia Forum reaches milestone ANDY Garrett, a Computer Troubleshooter franchisee from South Dorset and Brigantia Computer Expert member, became the 1,000th Brigantia Forum member when he registered through the Brigantia portal in December. In January, the numbers rose to 1,027 registered and posting members. To read the forum posts members and associates do not have to be registered, but to post they must be. In January, Brigantia sent Garrett

“He is one of the youngest members of our team, but what he lacks in experience, he makes up for in enthusiasm, both in carrying out his duties as a franchisee and his desire to increase his IT knowledge

Member of Brigantia, which gives all of its UK and Irish franchisees Computer Expert member status as standard. Computer Troubleshooters’ UK franchise director Donald Marshall had nothing but the highest praise for Garrett. When asked what his involvement in the UK arm of the global franchise meant, Marshall enthused: “He is one of the youngest members of our team, but what he lacks in experience, he

makes up for in his enthusiasm, both in carrying out his duties as a franchisee and his desire to increase his overall computer knowledge. His involvement in our technical forums and his contribution to the various working groups he is a member of make him a valuable asset to the worldwide team of Computer Troubleshooters. “Oh and by the way he is a really nice guy and a pleasure to work with,” added Marshall.

To celebrate becoming the 1,000th member of the Brigantia forums, the buying group gave Andy Garrett a bottle of the finest bubbly

Donald Marshall, CT UK

a bottle of champagne to celebrate this milestone and we thought we would also tell everyone a little bit about his business. Computer Troubleshooters is establishing itself as a network of professional IT consultants which provides a wide range of computer support services to small business owners, and to home based computer users, throughout the world. Garrett has a life-long interest in IT. After achieving a HND in computing and internet technology, Garrett joined a local firm specialising in computer maintenance and networks, where he gained much useful experience. He has recently studied for several Microsoft certificates and is also midway through his CCNA course. He has a great interest in Unix and Linux, as well as computer security and is a eulogist for Ubuntu. He has also had experience of DAWS, VSTs and MIDI devices. Garrett has had a long term desire to own and run a business, so when the chance arose to become a Computer Troubleshooters franchisee, he was delighted with the new opportunities that this presented to him. The first Computer Troubleshooters franchise opened in Sydney, Australia in June 1997 and by January 2005, Computer Troubleshooters was operating in 21 countries with over 430 franchise locations, the UK master franchise starting in June 2000. Computer Troubleshooters UK is a Platinum

Iain invites opinions from PC Retail readers and will respond though this column www.pcretailmag.com

PCRetail March 75

COMPANY PROFILE: PC TEST PRO

Tested and

Approved Once the product sales division of Expodata Technology Services, PCTestPro has grown to become one of the UK’s front-running test hardware and software vendors. Matt Grainger talks to its managing director Steve Boote… “The company was split up and I took on the test equipment division. This subsequently became PCTestPro – a trading division of my holding company Expodata Systems.” Steve Boote, PCTestPro

76 PCRetail March

ornwall based PCTestPro specialises in the production of PC diagnostic solutions, and is probably best known for its well-established Simcheck memory tester and its Doctor Bear all-inone diagnostic card. This small company takes pride in its customer service and support, which has won clients from across the globe, including IBM, Siemens, Digital and HP.

How did PCTestPro come to be founded and what were the circumstances? PCTestPro dates back to 1990 when I started a test equipment division as part of my original company, Expodata. I have been involved with electronics testing all my working life. In 1990 I decided to leave Schlumberger Technologies, where I had been the marketing manager for their automatic test

equipment (ATE) systems, and set up a new company called Expodata with two colleagues. Based near Bournemouth in Dorset, the company originally provided software programming services and designed and built custom ATE systems for blue chip electronics companies. It rapidly expanded to offer contract automatic test equipment for programming engineers test and repair services for electronic equipment, ATE and diagnostic system sales. In 1995, for family reasons, I needed to relocate to wet and windy west Wales. The company was split up and I took on the test equipment division as a seperate company. This subsequently became PCTestPro – a trading division of my holding company Expodata Systems. We are now based between Dartmoor and Bodmin moor in even wetter Cornwall.

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COMPANY PROFILE: PC TEST PRO

What have been the main factors and business strategies that have helped to turn PCTestPro in to a successful company? Right from the outset I realised that it was very important to sell products that didn’t come back. Operating very much in a niche market a bad reputation would spread extremely quickly. In addition, handling customer problems is a major sap on a small organisations resources. It’s a cliché, but it’s true – it is many times easier to get repeat orders than to find new customers. To this end, I try to ensure that all our products are among the best in their field and are – very importantly – backed by an enthusiastic and committed manufacturer. This means that my customers have an effective second level of technical product support to back up the first level provided by ourselves. As an example of this working in practise, I have several current customers who purchased an Innoventions SimmCheck memory tester from us back in the nineties to test one MB 30-pin SIMMs. Today they are using the latest Innoventions RamCheck to test 4GB and bigger modules. We have maintained those customers by caring and nurturing them – with a little gentle persuasion at times – through five generations and upgrades of their original system. The last twelve months have seen some major changes to the industry. How has the changing economic climate affected your company? Over the last twelve months we have seen an increasing interest in hard disk technology equipment. In particular, secure erasure combined with test and repair of the disk. This is possibly in response to the growing popularity of recycling coupled with a heightened awareness of the security issues involved with the process. In this respect we are fortunate to have developed strong relationships with YEC of Japan. Their product range encompasses not just hard disk duplication, commonly offered by many manufacturers, but also provides unique facilities that allow disks to be fully tested and repaired and data to be extracted from faulty disks. Despite the throw-away culture prevalent in today’s society there is still a need to test even if it is impossible or uneconomic to repair – especially at a component level. Take a small independent retailer that is building, repairing and upgrading PCs. With the right diagnostic hardware and software tools all these tasks become faster, easier and more comprehensive. They can take the guesswork out of the job and – I think many companies miss out on this – give the customer confidence and a nice ‘warm and fuzzy’ feeling. For example simply by using a professional diagnostic package they can provide the customer with a complete personalised test report. Printed out on headed paper and signed by the engineer it is tangible proof that

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their PC is working correctly and has been fully checked. Ask yourself which garage you would go back to: one that has a full set of tools and computerised diagnostics or the one that relies on a mole wrench and a big hammer? What is your current market position and what are your unique selling points? Our tag line is ‘the UK’s premier supplier of PC diagnostic hardware and software’ and I think we deserve that claim. We aim to provide a one-stop shop for all of the test and diagnostic needs for PC retailers, distributors, manufacturers and IT managers. Our client base covers the complete spectrum from the IBM’s of the world down to the self employed IT support engineer and we have products to suit, ranging from the humble pocket PSU tester at £25, through advanced memory and disk testers costing in the hundreds and thousands of pounds right up to customised racks of disk duplicators and testers at an eye-watering £30,000. Our unique selling point is that we are a small specialist company – for a small specialist market. In an ideal situation, where would you like to be in twelve months time? PCTestPro is a small business operating in a small vertical niche market and will never grow into a big business. We aim to continue the way we are now. That’s not complacency but contentment. Obviously we will try to provide new innovative products and better service to our customers but our ambitions for tomorrow will not get in the way of enjoying life today. So the answer to this question is: sailing!

“It’s a cliche, but it’s true - it is many times easier to get repeat orders than to find new customers. To this end, I try to ensure that all our products are among the best in their field and backed by an enthusiastic and committed manufacturer.” Steve Boote, PCTestPro

BELOW: Test Pro’s headquarters. A converted cowshed, once owned by The Prince of Wales.

PCRetail March 77

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MARKETPLACE

Acer looks to stay number One Latest netbook SKU is aimed at helping the vendor maintain its market-leading position New model sports a ten-inch screen and better power management with Energy Star accreditation

cer is looking to cement its strong position in the netbook market with the latest update to the Aspire One range. The vendor has said that one of the reasons behind upgrading the model to accommodate a ten-inch screen was to enable ‘optimal web browsing’. Despite this, the vendor has

actually been able to make the device even lighter; down from the 1.26kg of the previous incarnation to 1.18kg. Another area where Acer has made improvements is the device’s power management. The new Aspire is one of the first netbooks that meets Energy Star 4.0 requirements, with the vendor claiming that users can expect up to seven hours battery life when equipped with a six-cell pack (extra). Aside from the physical upgrade and the tweaking

of the device’s power management system, the vendor has also included an Acer Crystal Eye webcam, 802.11b/g and Bluetooth in the device. It can also be set up to come with an embedded SIM or WiMax module. The firm has also paid particular

“The new Aspire is one of the first netbooks that meets Energy Star 4.0 requirements.”

attention to the design of the device, retaining the styling of its previous incarnations. It has expanded the range of colour options from the previously available blue and white to include red and black aswell. In terms of specifications, it will ship with an Intel Atom processor – though Acer has not confirmed exactly which model – as well as either a Mobile Intel 945GSE Express chipset or 82801GBM chipset. It is also the first model in the series to be able to use two GB of RAM. The device ships with a 160GB hard drive and a multi-card reader for expandable memory and extra storage options. The Windows XP model shipped midway through February, while the Linux powered SKU is expected to ship sometime during March.

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To advertise on these pages, please call Carly Bailey on 01992 535647 or email carly.bailey@intentmedia.co.uk

MARKETPLACE

Toshiba launches key new leisure SKU A350 designed to increase vendor’s foothold in the under represented entertainment market

oshiba is gunning for the entertainment market with the launch of the latest model in its Satellite range. The A350 has been designed for watching movies to the best quality. The laptop comes with a 16:9 16-inch widescreen LCD monitor at 1366 x 768, making it the correct aspect and resolution to display the latest movies without the letterboxing that most of its rivals suffer from. However, it isn’t just the monitor that Toshiba has upgraded. It has also incorporated its TruBrite technology, which ensures that all of the images being displayed remain bright and vivid, regardless of the type of content being displayed. Its inclusion of Harmon Kardon speakers boosts the sound side of the laptop’s entertainment focus. Supported by Dolby’s

80 PCRetail March

Sound Room technology, the A350 has the ability to simulate sound surround, while retaining the portability that has made laptops the most popular format of recent times.

“The A350 has been styled to fit in with the rest of Toshiba’s Satellite family, with its high-gloss black finish and silver-striped accenting.”

When it comes to specifications, the A350 is more than powerful enough for most people’s multimedia requirements, with a choice of Intel Core 2 Duo

processors and AMD’s Turion Ultra Dual Core ZM-80. It also comes with Vista Home Premium, 4GB DDR2 RAM and a hard disk drive of up to 320GB.

Not only is Toshiba’s A350 powerful, it is also stylish, fitting in easily with most modern homes

Design-wise, the A350 has been styled to fit in with the rest of Toshiba’s Satellite family, with its high-gloss black finish and silver-striped accenting. It also comes with a row of illuminated LED buttons to provide stylish, but functional access to the A350’s multimedia features.

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MARKETPLACE

Asus guns for entertainment rivals Vendor launches two new ranges aimed at capturing market share in the crucial leisure market

sus has launched two new laptop ranges, both aimed at the entertainment market. The F50 comes with the option of a 15.6 or 16-inch screen, while the F70 comes with a 17.3-inch screen. Both the F50 and F70 feature full 1080p high definition screens with a ratio of 16:9, and high quality speakers â&#x20AC;&#x201C; making them ideal for those users who want to be able to watch the latest movies on their laptop. In addition, both models have the option being shipped with Blu-ray built in. Both models retain the vendorâ&#x20AC;&#x2122;s recently introduced â&#x20AC;&#x2DC;chocolateâ&#x20AC;&#x2122; keyboard. The main difference between the F50 and F70 and a regular laptop

keyboard is that the keys are concave, meaning that they fit the contours of the userâ&#x20AC;&#x2122;s fingers. Both models also come with a numerical keyboard, making them ideal for customers who do not want to lose the functionality a separate number pad brings.

â&#x20AC;&#x153;Both models come with a numerical keyboard, making them ideal for customers who do not want to lose the functionality a separate number pad.â&#x20AC;?

The F50GX range comes with a selection of 18 processors, from the Intel Core 2 Duo P8600, down to the Intel Celeron 575. It is based on Nvidiaâ&#x20AC;&#x2122;s GeForce 9400M G chipset, giving the laptop access to discrete levels of graphical processing power from an integrated chip. Its sister range, the F50Z, is based around AMDâ&#x20AC;&#x2122;s M780G chipset and has a choice of six processors, as well as a discrete graphics solution from ATI. Both of the F50 ranges feature capacity for 4GB of DDR2 RAM and come with an option of Vista Home Premium, Vista Business or Vista Ultimate. Meanwhile, the F70 is based around the SIS671 and 968 chipsets and comes with a choice of one of 17 Intel-based processors. It can be equipped with up to 4GB DDR2 RAM and uniquely for the new ranges, up to one TB of hard disk storage.

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MARKETPLACE

Microsoft details Windows 7 SKUs Six versions to hit global channel, but only two will be available for general sale in UK retailers

icrosoft has released details of the various SKUs for its next generation operating system Windows 7. The software publisher will release six versions aimed at a variety of customers â&#x20AC;&#x201C; however, only two editions will be available through the UK channel, namely Home Premium and Professional. Home Premium will be the SKU for consumers and the main Windows 7 brand available at launch through retail. According to Microsoft, it will be a â&#x20AC;&#x153;fully functional PC experience and a visually rich environment in everything from the way they experience entertainment to the way they connect their devicesâ&#x20AC;?. Professional â&#x20AC;&#x201C; which is the successor to Vista Business â&#x20AC;&#x201C; is the SKU Microsoft is aiming at small and medium sized business, as well as anyone who works from home. The firm will retain the Home

â&#x20AC;&#x153;Home Premium will be the SKU that consumers will see and is the main Windows 7 brand available at launch through retailers.â&#x20AC;? Basic edition, however, its availability along with the new Starter Edition will be heavily restricted. Home Basic will only be available in markets which Microsoft deem to be emerging, while Starter will only be available to OEMs to install onto netbooks and other low power devices. Elsewhere, the firm will also be offering Enterprise editions, which will be available exclusively for enterprise customers. However, it will not be available through retail or as a pre-install on OEM PCs â&#x20AC;&#x201C; only as part of a solution package from its reseller partners. Ultimate will also not be available through retail â&#x20AC;&#x201C; only direct from Microsoft.

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84 PCRetail March

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MARKETPLACE

Sapphire goes GDDR4 with its Radeon GPUs Radeon HD 4670 first model to benefit from faster graphics memory

apphire has updated its Radeon HD 4670 graphics range with GDDR4 memory. Previously the memory grade had only been available on its higher end cards. Proclaimed as the best card in its class by the vendor, Sapphire’s new HD 4670’s 320 stream processors are boosted by the 512MB GDDR4 memory. It also comes with a clock speed of 750MHz and 1100MHz for the new, faster memory. However, despite this rise in power and brute force, Sapphire has worked hard to ensure that the cooling does not impact upon the noise the card produces. Its new large diameter fan helps to keep the noise produced down to below 20dBA.

In terms of connections, the card is based on the PCI-Express Gen2 interface and features dual connectors for CrossFireX bridge cables, allowing two or more cards with the technology to be used on an enabled motherboard. It also incorporates the latest version of ATI Avivo HD for enhanced video playback. In addition, it features the new generation of unified video decoders built into the hardware. The latest revision helps to significantly reduce the load playback of high definition content puts on the CPU. The HD 4670 GDDR4 also comes with three video outputs – DVI, VGA and HDMI – to ensure maximum compatibility with a wide array of display systems.

As with the rest of Sapphire’s HD 4000 series, the HD4670 is fully Microsoft Windows Vista Home Premium certified and is supported by ATI’s Catalyst suite of software.

“Despite the rise in power, Sapphire has worked hard to ensure that the cooling does not impact upon the noise the card produces.”

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WD introduces world’s first 2TB drives Vendor’s external MyBook range expected to see first utilisation of new technology at retail

estern Digital has application of the new platter launched the world’s technology has reduced the first two terabyte hard power consumption, according drive – the largest commercially to Western Digital. available HDD The drive “The new drive is – called the features a Caviar Green number of based around the two TB. technologies to vendor’s 500GB/platter increase The new drive is based technology, allowing performance around the and reduce production of 2TB vendor’s damage caused 500GB/platter drives on a single disk.” to the platters, technology, including allowing production of two TB StableTrac, IntelliPower, drives on a single disk, rather IntelliSeek and NoTouch. than the dual drives currently The range will be available in available. a number of SKUs, with the One of the first applications for external MyBook range the new drive will be Western designed to be used with a Digital’s MyBook range, with the variety of connections including first SKUs expected to hit the USB, Firewire and eSATA. channel this month. The Western Digital Caviar The major focus of the new Green two TB started shipping drive – aside from it’s capacity – late last month, and has an SRP is its green credentials. The of €299 (£259).

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CHANNEL EXPO2009 Platinum sponsors:

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Proﬁt. Partnerships. Education. Brought to you by the publishing team behind CRN, Channel Expo provides resellers with the opportunity to explore and compare a vast array of products and partners, while offering vendors and distributors the opportunity to meet the whole industry in one place, at one time. If you are looking for opportunities to build your business and boost your bottom line, Channel Expo 2009 is a must-attend event.

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“We have taken some vital feedback from the 2008 event and used it to build a more detailed education and training programme featuring key speakers from all areas of the industry. We have picked out topical business areas that we think will affect our visitors the most over the next year and assembled a high-proﬁle line up of expert speakers, business leaders and entrepreneurs to provide valuable advice and help for delegates looking to build a stronger business through difﬁcult times.” Mark Burton, Channel Publisher, Incisive Media

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Channel Expo is a trade show for the UK IT channel and is ideal if you are a VAR, system builder, consultant, computer retailer, service provider, system integrator, IT supplier or converged reseller.

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MARKETPLACE

Meroncourt boosts peripheral ranges A raft of new products arrive from Sitecom and Nova, as well as mice and mats vendor Mionix

eroncourt has a raft of new products this month, with Sitecom, Nova and Mionix all shipping new SKUs into the UK channel. Sitecom X-Series Sitecom has unveiled three new routers designed to be as easy to set up as possible. The new N routers are small enough to fit in the palm and have no external antenna. However, despite their size, Sitecom has stressed that its

Nova’s SliderX600 gaming mouse has been designed to provide smooth and precise control

new router range remains as powerful as its rivals’ products, thanks to the use of new wireless technology. The devices also benefit from the vendor’s one touch secure networking technology and simple approach to set up. A simple press of the button on the wireless dongle and the router automatically syncs the two. Three models are available, with varying ranges, and are colour coded to help customers identify which model is more powerful than the other. Nova SliderX600 Nova’s SliderX600 gaming mouse has been designed to provide smooth and precise control over players’ gaming experience. The mouse has ceramic feet, which the firm claims helps the device to glide over any surface with minimal friction. It also comes with what is described as an innovative

90 PCRetail March

cable management system and a powerful 3200dpi laser that can be brought right the way down to 100dpi sensitivity if needs be. The SliderX600 also has three modes, backed up by eight programmable buttons. Mionix Range Designed by Swedish gaming professionals, the new range of Mionix gaming peripherals– which is available from this month – includes the Saiph 3200 and 1800 laser mice and the Alioth 400 and 320 mouse mats. Both mice have adjustable sensitivity, and the 3200 also comes with an adjustable weight system that allows gamers to adapt the mouse to their own individual play style. Meanwhile, the mouse mats are designed to be responsive even at low sensitivities. They are also enormous, with the top of the range mat coming in at an astonishing 40cm.

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MARKETPLACE

It doesn’t look like a mouse, but it acts like one with added benefits

New Orbita mouse looks to revolutionise the pointer market

f you have a lot of customers coming in looking for an interesting new gadget or a novel method to navigate media, then Interactive Ideas might just have the perfect product for you to stock.

General activities such as web browsing and Google Earth benefit from the device, as do more specialist applications such as audio and video editing. It can also be used for browsing

“The device is compatible with both PCs and Macs, and can be programmed to work with almost any program.” The Obita Freestyle Mouse from Cyber E Sport is – the vendor claims – the first allpurpose multimedia wireless mouse, built around a design that allows continuous scroll action. The device is compatible with both PCs and Macs, and can be programmed to work with almost any application. The vendor describes the device as a normal pointer, albeit one that you can spin and angle in any direction to aid navigation.

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spreadsheets and controlling media players. In response to concerns over Apple’s similar product, the USB ‘Puck” mouse, vendor Cyber E Sport stressed that the technology built into the device would avoid issues such as lack of orientation and difficult user interface. According to the firm, simply pressing the jog button sets orientation. It only needs to be done the once for it to lock on to the right direction and stick to it.

PCRetail March 91

To advertise on these pages please call Carly Bailey on 01992 535647 or email carly.bailey@intentmedia.co.uk

MARKETPLACE

New cameras and lenses from Nikon Consumer Coolpix range recieves update Vendor unveils AF-S DX 30mm f1.8 prime lens

ikon has unveiled a raft of new cameras and a new AF-S lens ahead of this year’s PMA Imaging Show, taking place later this month. Amongst the new cameras announced were seven models from the vendor’s consumer Coolpix range. Its S Series has been upgraded, with four new cameras designed for customers looking for stylish and fast, but simple point-and-shoots. The 12 megapixel S630 has been designed to be comfortable to

zoom Nikkor, and comes with a macro mode allowing it to focus as close in as 1cm. The L19 and L20 (eight and ten megapixels respective) have been designed as absolute point-and-shoot devices that come with automatic scene selection. The seventh camera is Nikon’s P90, a 24x superzoom, with a 12.1-megapixel sensor. It straddles the divide between its compact and DSLR ranges, coming with the ease of a point and shoot, but the

“The P90 straddles the divide between Nikon’s compact and DSLR ranges, coming with the ease of a point and shoot, but the manual modes of its more expensive DSLR line.” hold, while the 12.2 megapixel S620 features a start-up time of just 0.7 seconds and has the best ISO rating of any camera in its class. The S230 and S220 have both been designed to provide the easiest experience possible, with touchscreen interfaces and seventeen scene modes to ensure high quality images. Meanwhile, the vendor has added three new models to its L Series. The flagship L100 has a ten-megapixel superzoom with a 15x

92 PCRetail March

manual modes of its more expensive DSLR line. Nikon also unveiled its latest lens, the AF-S DX Nikkor 35mm f1.8. It joins the AF-S DX Nikkor 50mm f1.4 as offering users of non-motorised Nikon bodies access to wide aperture lenses with autofocus.

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The above are a sample of the products we carry. For a quote, or to order any Sage Product, please call our Sage Trade Sales Team on 01282 865 500 or Simply Order Online! Also available - Sage Upgrades, Sage Cover, Sage Stationery, and much more. Please check the website for special offers. Prices are exclusive of VAT.

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Introducing Sage 50 Accounts 2009 Exciting new features to help ‘Beat The Credit Crunch’ Includes new ‘Chase’ facility and improvements to customer information. New diary functionality with link to Outlook. More drillable reports and additional security options In stock and available for immediate despatch

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The Benefits of Dealing with Expert Sales and Technical Advice on all Sage Products, including: Sage 50 Accounts Range (Including CIS) - Sage Instant Range - Sage Payroll - Sage Upgrades Sage Cover and Sage Cover Extra - Sage Training - On-Site and Classroom - Sage ACT! 2009 Extensive stocks of all Sage products are held, a 1-2 working day delivery service is provided. Competitive Trade Pricing across the Sage Product Range. SJ will help you keep your product knowledge up to date on Sage Software, by providing you with the latest Sage Product Information, utilising PDF Documents and Evaluation CD’s, making it easier for you to sell Sage Accounting Software. We are totally dedicated to assisting you in selling Sage Software.

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MARKETPLACE

JVC updates Everio range New, smaller models dominate line up Feature unique dual card slot design

VC has overhauled its Everio line of consumer-focused camcorders, introducing palm-sized models and various colour options. The emphasis has shifted towards devices that are small, functional and portable. In

this is the inclusion of a onetouch transfer that automatically imports the footage from the camcorder and exports it to iTunes. The introduction of the new mode is in addition to the one-touch export to YouTube that JVC brought in last year.

“The range has been geared around sharing, with the firm stressing the ease of moving the footage from the camcorder to devices such as iPods.” addition, for the first time in the Everio range, high definition models are the same size as the standard definition models, provided they use the same recording media. The range has been geared around media sharing, with the firm stressing the ease of moving footage from the camcorder to devices such as iPods. Part of

It has also introduced what it is describing as the first dual memory models, allowing users to insert two SD cards into the device for extra space and flexibility while recording. The new storage option – which is available for both its standard and high definition models – joins the vendor’s more traditional hard disk-based and flash-based lines.

The 2009 line is split into three ranges. The GZ-HD range – the GZ-HM200, GZHD300 and the GZ-HD320 – is the vendor’s high definition range, with the HD300 and 320 based on HDD/Flash recording, while the HM200 benefits from the new dual-flash technology. The Everio G Series is the vendor’s hard disk drive based range and has seen the introduction of the GZMG630, GZ-MG645 and GZ-MG680. Both the MG630 and MG645 are 60GB models, while the MG680 is the larger 120GB model. Meanwhile, the S Series is comprised of the GZMS120, which is JVC’s other dual-card camcorder.

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NEW LOOK, SAME SOLID VALUE. 96 PCRetail March

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MARKETPLACE

Toshiba updates camcorder range Camileo SKUs see major update with new night vision and built in editing software introduced

oshiba has revamped its Camileo range of camcorders, launching replacements for two of its most popular models. The H20 and P30 are high definition camcorders designed to be small but powerful. Both models are the first to receive Toshiba’s new standard branding across its barrel and pocket camcorder lines, both sporting a midnight blue gloss finish and red Camileo tag. The H20 replaces the barrelstyle camcorder of the H10, and brings with it a new night mode designed to enhance shooting in both video and still, and allow high definition filming in low light situations without excessive noise.

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Replacing its pocket SKU, the Camileo Pro HD, the P30 can record 1080p on to SDHC flash cards and has been designed to be as easy to use as possible. It also comes with the new night mode for low light filming. Both models come with video stabilisation, a five megapixel CMOS sensor and expandable NAND flash memory. The H20 and P30 also both come with Arcsoft software installed which allows basic editing and effects to be applied to footage stored on the device. The two devices entered the channel at the end of last month. The H20 has an SRP of £179.99, while the P30 has an SRP £149.99.

“Both models come with video stabilisation, a five megapixel CMOS sensor, night mode, still mode and expandable NAND flash memory.”

PCRetail March 97

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MARKETPLACE

ACER S1200

DELL LATITUDE E4200

Projector Distributor: Maverick Contact Number: 0844 391 3312 Price: £499.99 ex VAT

Business Laptop Distributor: Open Contact Number: 0844 444 4699 Price: £1,179 ex VAT

he trouble with most midmeeting rooms and home sized projectors is that to projection, but there are get a big image you have consequences for image to be a good distance from the quality. That extreme fisheyesurface you’re projecting onto. style lens, for example, doesn’t While that might not be much make for the crispest all-round of a problem for your average focus. In our technical tests school or large meeting room, there were patches of distinct for most businesses and homes blurriness in each of the four the space to run a regular corners. In general use, projector is infeasible. Projectors however, your audience is such as this ‘ultra short-throw’ more likely to notice the DLP model from Acer aim to engine’s intense brightness of change all that. 2,500 ANSI Like BenQ’s lumens, which “The S1200’s MP522 ST, the means the optical gymnastics projector’s 1024 S1200 claims to project large x 768 resolution have major images from very are benefits for use in pictures short distances – very bright, small meeting up to 82-inches in especially from this case, from a such short rooms and in distance of a distances, ideal home projection if it is difficult to mere metre. That’s an black out the set-ups” impressive claim, room entirely. especially considering the And the colours are as natural BenQ could manage only a 57 and balanced as we’ve come inch display from the same to expect from DLP projectors. distance, but in our tests the Elsewhere, the S1200 is S1200 lived up to it, projecting a perfectly respectable. You get huge image of 81-inches. It was HDMI and VGA inputs to go so big, in fact, we had to put with the composite and Sthe S1200 on the floor to stop Video, and although its noise the image from spreading output is audible, it isn’t that across the ceiling. Another area loud it is intrusive or above where this Acer has the BenQ anything you’d expect with a beat is that the image is projector as bright as the S1200. projected further up the wall, You might sniff at the price – with the display appearing £499 excluding VAT is a little some ten-inches above the costly for a 1024 x 768 projector projector. So you could put it – but it’s around the same as on a low coffee table and still the BenQ MP522 ST and a get a very big, watchable better all-round machine. If you picture at eye level. want big images in cramped These optical gymnastics surroundings we’ve seen have major benefits for small nothing to match it.

98 PCRetail March

hey just don’t make magnesium-alloy chassis and business laptops like they no obvious areas of weakness. used to. Gone are the dull, Typists should derive pleasure grey boxes that used to typify from the keyboard, with its Dell’s Latitude range, replaced large, touch-typist friendly keys; by stunning machines such as the only obvious sacrifice to fit this E4200. Its the keyboard on rich finish – a the small chassis “The E4200 looks deep burgundy being half-height fantastic, it’s red in our function keys, but review’s sample incredibly light, the owing to their case – will limited use, it’s three year on site something that is make an warranty is immediate and bearable. positive Overall, we excellent, and has impression. have slightly Dell piles in the flexibility offered by mixed feelings features too. The about the the tiny power integrated Latitude E4200, supply and five HSDPA modem is despite its good hours battery life” points. It looks complemented not only by fantastic, it’s Bluetooth and draft N wireless, incredibly light for a laptop of but also a GPS radio and a its size, the three year on site huge number of security tools. warranty is excellent, and the A fingerprint reader and a TPM flexibility offered by the tiny 1.2 chip are standard in power supply and five hour plus business machines, but Dell has battery life will give it real gone the extra mile by offering appeal to mobile professionals. features like full disk encryption But the screen is a and a smart card reader. disappointment for one too And there’s more. With a many reasons and that, solid-state disk inside, the E4200 coupled with the high price – should prove more resilient to even for a laptop of its features life on the move than a laptop and specifications, means we with a mechanical hard disk. have to hold off from a perfect The overall build quality is score. But nonetheless, impressive and this is reflected provided you have the budget, on the outside, with a tough it is a solid buy.

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MARKETPLACE

DISTRIBUTOR DIRECTORY Abacom

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Ingram Micro

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Keyboard Company

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Westcoast

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Widget

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PCRetail March 99

OFF THE RECORD

A day in the life

This month: The PCA conference hits Manchester, Ingram Micro is feeling generous, and Cherry bows to pressure from the Klingon Empire...

PCA NORTHERN CONFERENCE

Derek Jones Managing Director Synaxon UK I CAN’T imagine having a ‘typical’ day – certainly not right now when we are still getting Synaxon UK up and running. All I can say is thankfully I have a first class management team in place. We have multiple channel service offerings all launching over a period of a few weeks, people coming in for job

When we are fully in the groove I’d expect to be out on the road two or three days a week, visiting Synaxon members and distributor or vendor partners. We want to deliver exceptional service in the UK’s IT channel across all sectors and I know we can make a real difference, especially for independent

“The great thing about heading a dealer group is the people. I get to travel all over the UK and meet all kinds of people – old friends and colleages and new contacts.” interviews, builders erecting new internal office space to house new staff and our creative design team (housed with Synaxon UK) working flat out on various artwork, including our first UK publication. Even when things settle down I can see most days being pretty unstructured and hectic, but enjoyable all the same. The great thing about heading a dealer group is the people. I get to travel all over the UK and meet all kinds of people – old friends and colleagues and new contacts you are doing business with for the first time. There is always something new.

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dealers. You need to build good relationships, and I think that meeting face to face is an essential factor in that process. Days in the office won’t be that much different in that I’ll spend most of my time talking to our partners – either on the phone or in person, as we’ll always be happy to welcome them to our offices here in Warrington. So, if you are ever passing this way, give us a call and drop in for a chat – or feel free to use our new facilities to catch up with your office. You are welcome to use a workspace along with Internet and phone access. And the coffee’s not bad either!

INGRAM AWARDS

Ingram Micro gave out prizes to two lucky competition winners in February. The firm’s senior account executive Brian Oats (above) was awarded a Logitech branded Mini Cooper, while Clare Le Croix took home prizes on behalf of reseller Sol-Tek.

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OFF THE RECORD

Send your pictures to andrew wooden@intentmedia.co.uk

The PCA’s ‘northern’ conference hit the Manchester Holiday Inn last month, with record numbers of attendees. After a day of networking and presentations, the crowd let their hair down at the bar, indulging in some ‘neck-working’, as PCA CEO Keith Warburton put it. From the left: Medea’s Mike Scott, PC Retail’s Carly Bailey, the PCA’s John Harris, and Bear IT’s Mark Lambert. In the middle is Integra’s David Wellington toasting the evening with Bear IT’s Adam Harris.

CHEERS

DR OF LETTERS

Enta’s Jon Atherton sent us this pic of him enjoying a drink with Jon Hunt, MD of J and J Associates, at the recent Distree event in Monte Carlo. It should be mentioned that the picture was titled ‘crap shirt’, but we’re not going to speculate as to which one that is.

KLINGONS OFF THE STARBOARD BOW Chery UK has gone where no vendor felt the need to go before, producing a keyboard configured to the Klingon language. Apparently it was produced after ‘a number of serious enquiries.’ We despair.

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Hitachi’s chief executive of Europe, Sir Stephen Gomersall received an honorary degree from the University of Sheffield. It’s apparently a ‘Doctor of Letters’ degree. We’re not sure what that means, but well done all the same.

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BACK PAGE

CELEBRITY STALKER?

“

QUOTES

OF THE MONTH

"Emails with pictures of Osama Bin Laden hanged are being sent and the moment that you open them your computer will crash and you will not be able to fix it." A circulated internet warning about the Osama Bin Laden virus – which is currently doing the rounds on the internet, and is particularly virulent.

After apparently fixing a computer belonging to the mate of out-of-vogue singer and soap actress Natalie Imbruglia, Bear IT’s Mark Lambert landed himself an invite to a star-studded party. Apart from the Aussie star, Lambert also rubbed shoulders with ex-Arsenal and West Ham football legend Freddie Ljungberg, Little Britain’s David Walliams, and Prince Harry – who you may know as being third in line to the British crown, and for dressing up as a Nazi that one time.

SAMSUNG Buyers Laboratory Inc (BLI) gave Samsung two prizes in its recent ‘Pick Awards,’ for a couple of printer models it deemed particlarly good. Carl Schell, BLI associate editor said: “Users can beat the tar out of the ML-2851ND and ML3471ND and they’ll continue to perform without a hiccup.” Personally, we don’t advise ‘beating the tar’ out of anything. But well done, anyway.

“Whether you're out of town or around the corner Google Latitude allows your friends and relatives to track your destination. This new feature on Google Maps uses GPS and mobile phone towers and wireless network to locate a person’s destination and then allows your close contacts to view where you are by using their mobile phone or computer through iGoogle. For example, a girlfriend can use this to see if her boyfriend has arrived at a restaurant and if not, how far away he is.” The examiner.com explains the benefits of Google Latitude. When it’s put like that, it does sound more like a tool for stalkers and psychotically jealous boyfriends/girlfriends to better disrupt other people’s lives, rather than a nifty little bit of navigation software. “Called iChange, it features a no-key ignition that starts via an iPhone. The device clips onto the dash, once the phone is inserted, a green ‘start’ button appears on the iPhone’s display. With a touch of a button, the iChange purrs to life.” The Cult of Mac explains how someone has developed a way of driving a car with an iPhone. Presumably it won’t be long before some mad fan figures out how to legitimately marry a piece of Apple kit.

NEXT MONTH Motherboards and Processors: The motherboard and processor are two of the most important components in any PC. With new developments constantly making their way into the market, we take a look at the latest and greatest of these products. Wireless Devices: Wires are so last century! PC Retail gives an overview of

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the technology that has taken the IT industry by storm in recent years and showcases some of the latest devices to hit the shelves. Children’s Software: Computers feature in the daily lives of children in an unprecedented way. PC Retail highlights some of todays offerings from all the key publishers.

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