PCR Issue69, June 2009 by Intent Media (now Newbay Media Europe)

This Month CHANNEL EXPO PAGE 21

MICROSOFT INTERVIEW 17 MYSTERY SHOPPER 38 AMD INTERVIEW 33 COMPUTER & IT RESELLERS • RETAILERS • SYSTEM BUILDERS • DISTRIBUTORS • VENDORS

JUNE 2009 ISSUE 69

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COMMENT Issue 69 June 2009 Incorporating

“It would be tempting to paint a picture of pistols at dawn between the shows, but it doesn’t look like they will clash too much” PCR 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 abigail.fanger@intentmedia.co.uk Designer

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

Stuart Dinsey stuart.dinsey@intentmedia.co.uk Editorial: 01992 535646 Advertising: 01992 535647 www.pcr-online.biz

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

THIS TOWN IS BIG ENOUGH FOR THE BOTH OF US WHEN we first discovered RetailVision was coming to London the very week after Channel Expo makes its debut in its new Kensington Olympia home, some form of conflict seemed likely. While they are both conference/trade shows that deal with the IT industry, there are key differences between them. RetailVision concerns itself with the European as well as the UK market, and has a focus on one-to-one meetings. Channel Expo, on the other hand, is solely focused on Britain, is larger, and has a greater emphasis on product exhibitions. While it would be tempting as a journalist to paint a picture of pistols at dawn between the two organisations, it honestly doesn't look like they will clash too much. That said, to those who aren’t familiar with RetailVision’s modus operandi, the perception could easily be that the two shows are poised to go head-to-head in 2010. The fact of the matter is that there are two shows, with exhibitors and stands showing products in the tech sector within a week of each other, in the same city. While those of us who happen to have been to both may be able to list the differences and safely conclude there’s no conflict of interest, if Incisive Media is hoping to attract new visitors and exhibitors to Channel Expo (as indeed was the point of moving it to London), and RetailVision wants to make a splash in a territory it hasn’t operated in for years, they will both have to embark on a process of public differentiation, or risk being perceived as direct rivals. Those people familiar with both shows that we approached after the news broke believe they won’t get in each other’s way, and could even complement each other. And many of those we questioned managed to do both shows this year, when they were in the same week but also separated by 600-odd miles. We’ve always believed that anything that encourages communication and collaboration in the industry can only be a good thing – so in that sense, the more the merrier.

Intent Media is a member of the Periodical Publishers Associations PCR 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 2007 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.pcr-online.biz Subscriptions Manager: Hannah Short, Hannah.Short@intentmedia.co.uk

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PCR Contents

ISSUE 69 JUNE 2009

Microsoft With the release candidate of Windows 7 out now, PCR talks to OEM marketing manager Laurence Painell and partner group manager Simon Aldous...

News 7-12

17 33

Facts and Figures

Appointments 12 Brigantia 80 48

Head of the Brigantia trade organisation, Iain Shaw, continues the theme he took up last month and talks about the isolation ad depression that many independent retailers can feel – although he does lighten the tone with a few of your customer pet hates

AMD INTERVIEW

45 48 60

Hardware Charts GfK Analysis Software Charts

AMD’s EMEA channel director Andrew Buxton talks to PCR...

PCA 82 Keith Warburton, CEO of the Professional Computer Association talks about the PCA Financial Summit and some of the point raised, such as the assistance needed for SMEs and the challenges posed by credit lines for resellers. He also touches on the model for Financial Accord, the end goal of the summit

“Two companies make high end GPUs, but there’s only one company that does both – and chipsets as well”

Mac Association 83 Robert Peckham, executive director of the Mac Technology Association discusses Apple’s new ReMix reseller programme and wonders about a new, more open business model from the traditionally exclusive company

Games 64

ITACS/NASCR 84

Andrew Buxton AMD

A roundup of the best selling games of the month, along with the latest releases. This month, The Sims 3 promises to take the market by storm...

The two trade bodies highlight the business practices that can be found with in the channel. Some are good and will boost profits, others aren’t and won’t

Norton Internet Security 2009 Oct 2008 ™

Norton Internet Security 2009 Dec 2008 ™

ity

NORTON WINS MORE AWARDS Softw

a re Janu

ar y

Norton Internet Security 2009 Jan 2009 ™

Norton 360™ Version 3.0 Apr 2009

Norton 360™ Version 3.0 Review, April 2009

Norton 360™ Version 3.0 May 2009

Copyright © 2008 Symantec Corporation. All rights reserved. Symantec, the Symantec Logo, Norton, Norton Internet Security and Norton 360 are trademarks or registered trademarks of Symantec Corporation or its afﬁliates in the U.S and other

4 PCR June

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Channel Expo The biggest reseller event of the year has come and gone, PCR was there to cover all the action

Mystery Shopper

Realtime

Koch

Our Mystery Shopper takes to the streets of Liverpool to find out what the alternatives to Apple’s iMac All-in-One are

MARKETPLACE

Having just celebrated its 20th birthday, Realtime’s managing director Mark Reed talks to PCR about the developments that the company has seen

Joanna Kemp, head of software sales at Koch, talks about the initial reaction to the PC Indie portal and the challenges facing indie retail

Budget Software

GPS Devices

Low cost software is an ever-green sector that can provide an additional margin with minimum expense. PCR investigates...

The personal navigation device has become a vital piece of equipment for many people. With only 25 per cent market penetration, there’s still room for growth

Company Profile

Kaspersky’s consumer sales director Simon Geach talks to PCR about the history of the company, target markets and touches on some of the biggest threats facing PC users today

countries. Other names may be trademarks of their respective owners.

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June PCR 5

NEWS

London to play host to two tech trade shows in 2010 International trade show RetailVision will land in the capital a week after newly relocated Channel Expo Industry welcomes both shows and says they are a good opportunity to network

THE INDUSTRY RESPONDS “There are differences between the two events and visitors should still see value in attending their chosen show, so I don’t feel this will have a negative impact on the channel.” Neil Handa, Marketing Manager, Gem “I attend RetailVision each year – it is a totally different event to Channel Expo. The distributors pick up the tab for the customer to stay, but the meetings are focused, with genuine big guns within our sector.” Richard Marsden, Sales Director, Realtime Distribution

By Andrew Wooden

IT TRADE SHOW and conference event RetailVision will arrive in London next year, a week after Channel Expo relocates to Kensington’s Olympia venue on May 12th and 13th. PCR discovered the venue and date of RetailVision 2010 (May 17th – 19th at the London Radisson Edwardian Hotel), just days after Incisive Media revealed it would no longer be hosting its event at the Birmingham NEC. However despite the close proximity of the shows, Channel Expo organiser Incisive Media welcomed RetailVision’s presence as a sign of the trade show format’s strength, and said London will provide its own event with new opportunities for growth. “It is great news that a longstanding and established event like RetailVision is coming to London,”

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“It is great news that a long-standing and established event like RetailVision is coming to London. It proves that there is a high demand for these types of events and that, like Channel Expo, they provide a worthwhile networking opportunity” Mark Burton, Incisive Media said channel publisher Mark Burton. “It proves that there is a high demand for these type of events and that, like Channel Expo, they provide a worthwhile networking and educational opportunity for all levels of people working in the IT channel. Kensington Olympia will provide Channel Expo with better facilities, easier access, and opportunity for future growth. Above all, it gives us the ability to offer our exhibitors and visitors a more productive, easy and enjoyable Channel Expo experience.” Key figures from the industry echoed Burton’s sentiments, claiming

the two shows are sufficiently distinct so as not to clash, and will both be of benefit to the industry (see box out). Bob Snyder, distribution channel editor-in-chief at RetailVision organiser UBM, told PCR: “The unique nature of RetailVision Europe is its ability to create the only panEuropean format for retailers in our industry, and this won’t change when we bring it to London. Our emphasis, as usual, will be on bringing in the best speakers about the European retail scene and the best retail products from around the world that reflect current trends.”

“There’s no real conflict – I flew back this year from RetailVision Berlin and then went to Channel Expo for the last day of the show at the NEC.” Derek Jones, MD, Synaxon UK “You might think that there would be a clash to get funds from the vendors, but this year the two events took place at the same time, one in Birmingham and one in Berlin, and Channel Expo didn’t suffer notably from that. My view? There’s plenty of room for the two events to take place in London.” Keith Warburton, CEO, PCA “They’re two different shows, so they’re just not going to affect each other, as RetailVision is by invite only. It’s not going to harm what Channel Expo is trying to achieve. There’s room for both.” Jon Atherton, Commercial Group Vice President, Enta

June PCR 7

NEWS

John Lewis ramps up IT operation Retailer readies new format store rollout, with increased emphasis on technology and IT products Says it is ‘not scared’ of any potential rivals in the sector JOHN LEWIS is preparing to boost its presence in the PC and technology sector with the launch of up to 30 new stores in the UK, and says its commitment to service will give it an edge over more established market rivals. The sites will be smaller than its large-scale department stores, and have an increased focus on IT products. The first will open in Poole this October, with up to 30 scheduled to follow. “Best Buy – as well as the likes of DSGi and Comet – are healthy competition and we’re not scared of that. Because of our proposition, we’re confident that we’re giving customers what they’re asking for, and if other people come and go in the marketplace, then that’s fine,” said the project manager for the new stores Karen

Matthew. “We feel that customers do, and will continue to, understand the proposition that we’re offering, and that’s why they keep coming to us. IT and

“I feel that people like Currys and Comet should see us as healthy competition, as we do them” Karen Matthew, John Lewis

consumer electronics are very important to us. We’re very competitive – just as everybody else is – and we know that our proposition holds up very well compared to our competitors. So yes, I do feel that people like

Currys and Comet should see us as healthy competition, as we do them.” The firm has always positioned itself as a jargon free zone, and claims to have attracted a less tech savvy customer which can be intimidated by other computer stores. “I think it’s fair to say that our service proposition and reputation does lend itself to those customers who perhaps aren’t as technologically minded as others,” continued Matthew. “From sales in our full line department stores, we know that we really do give customers the confidence to come to us, because they know that they will get objective advice. They know that they won’t be sold something that is not actually going to perform the tasks that they want.”

Above: A concept design for the new stores. Below: Karen Matthew

Trade bodies’ fury at EU software proposals INDUSTRY organisations and buying groups have come together to protest against a proposed change to EU legislation which would bring software protection laws in line with those around physical products. The new laws would force retailers to provide a two-year guarantee on software as well as hardware, which organisations such as ITACS, NASCR and Brigantia claim could cripple the cash flow of smaller stores. Brigantia’s Iain Shaw claims that the plans pose more of a danger to independents than any previous piece of European legislation.

8 PCR June

“The problem is that the big retailers and resellers will be okay – they will be able to charge the publisher directly and take the hit on the refund while it processes. “Smaller retailers and resellers on the other hand will have to go through distributors. RMA schemes are already under pressure, and any further strain could see independent retailers going out of business while they wait for the distributors to verify their claim and reimburse them for the refund.” Any extension to the EU Sales and Guarantee Directive would mean that consumers could, in theory, demand a

“If the EU brought this law in, it will have one result development will stagnate” Geoff Carr, NASCR

refund on software that does not run on their machine due to it not matching the required specification, being bugged or clashing with other programs in ways not anticipated by the developer. “This legislation would be enforced under the ‘Sale of Goods and Services Act’ in the UK, making the retailer responsible for something they have no control over,” said ITACS’ Matthew Woolley. “Let’s hope that the Government listens to the retailers before they write the law – not afterwards when they’re surveying the mess they’ve made.” NASCR committee

member Geoff Carr added: “Where does this stop? Can a customer demand a refund on their OS, and if they do, what do we do to solve their problem? Also, who do you seek for a refund with Open Source, which is built around a service culture? “If the EU brought this law in, it will have one result – development will stagnate. It could plunge the EU into a computer dark age as developers become afraid to launch their products here for fear of mass class action lawsuits. “It’s another well intentioned directive that hasn’t been thought through.”

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YO U R PR E MI E R P C C O M P ONENTS TR A D E D IS TR IB UTOR IN THE UK

NEWS

CCI looks to expand UK presence Distributor looks to grow with expanded portfolio CCI DISTRIBUTION has opened up a sales office in Hampshire as part of an ambitious plan to grow its presence over the next few years. The company has operated in the consumer peripherals sphere for around ten years now but CCI’s sales director Nick Preston told PCR that it plans to expand in to the B2B sector as part of a growth plan for the next two years, and is signing up the vendors and providing the sales support to do so. “We’re looking for a broader customer base, which is why we’re looking at the business sector,” said Preston. “In support of this, we’re greatly expanding our product portfolio. We’ve signed up three vendors in the last few months and we hope to add another hard drive vendor in the near future. “This is going to be a whole new

product offering for us, as we’re looking to provide end-to-end storage solutions and we’ll be opening up a storage division in July.” CCI is hoping to do much of its business in the south of the country, as this is where it sees much of its potential customer base – hence the opening of the Hampshire offices. “We’ll be providing a pro-active sales team for our resellers, as well as having a much better southern presence,” adds Preston. “This is where we see a gap in the market,” concludes Preston. “We have a high presence with our existing customers – although I must stress that the new activities will be complementary to our existing business. To grow, we need to occupy additional channel space and the recession is, in fact, the perfect time for us to do so.”

Nick Preston

Microsoft remains cautious on date for Windows 7

Laurence Painell (left) and Simon Aldous (right)

“We’re still working incredibly hard to hit the market as soon as possible, but we will not compromise on products quality” Simon Aldous, Microsoft

10 PCR June

MICROSOFT has said that it will not hesitate to hold back Windows 7 from manufacturers, regardless of any vendor’s product roadmap, if it is not fully confident that the OS is ready. The comments come just weeks after Acer’s UK managing director Bobby Watkins inadvertently revealed that the vendor is planning to launch its first Windows 7 PC on October 23rd. This prompted widespread reporting in the national media, claiming the OS would be released on that date. Speaking to PCR, Microsoft’s Partner Group manager Simon Aldous said that it’s possible the release

candidate could see some major changes that would push the launch back. “We’ve always been very clear all the way through the development on Windows 7 that we’re committing to release it within a time frame of three years of Windows Vista’s general availability, and that hasn’t changed. We’re still working incredibly hard to hit the market as soon as possible, but we will not compromise on product quality. We need to be able to have the flexibility to change the dates if required.” A full interview with Aldous and fellow Microsoft exec Laurence Painell begins on page 17.

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NEWS

NewsBytes CCI Distribution’s headquarters in Harrogate

MAGAZINE CALLS TIME ON WINDOWS VISTA Time Magazine has listed Windows Vista in its top ten biggest tech failures of the last decade, along with HD DVD, Microsoft’s Zune and the Segway. The US weekly said that the operating system has been “created to improve the security of the most widely used PC operating system in the world,” but had failed to improve on XP. ASUS PRUNES EEE RANGE Asus has confirmed that by July, it will have thinned the number of SKUs in its Eee PC range to just three. Netbook marketing manager John Swatton confirmed that the vendor was planning to cut down the number of SKUs in the UK channel. The cuts will leave its Seashell (1008HA), 1005 and a yet-to-be launched 1000 series netbook. INGRAM LAUNCHES WEB TOOL Ingram Micro has launched its new online tool designed to help its resellers provide their customers with comprehensive quotes. The tool, which is now live on Ingram Micro’s website, allows resellers to

Return of the Mac APPLE climbed to become the fifth largest vendor in the UK during Q1 2009, up from seventh in the fourth quarter 2008, according to figures from research firm IDC. And the director of the Mac Technology Association Robert Peckham claims he isn’t surprised that Apple has re-entered the top five. “It has been in the top ten in the UK for some time,” he told PCR. “I think it’s a sign that its retail policy is working. It allows consumers to experience Apple products a lot better than they

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can do with its competitors. “Part of that is down to its APR programme,” he continued. “I think it has been done better in the UK than it has anywhere else in Europe.” However, there may finally be competition for Apple, IDC research manager Eszter Morvay warned: “All eyes will be on HP’s entry into the allin-one market with its high end products, while the value vendors such as Asus and MSI are also bringing in ranges that will give consumers a choice at the lower end.”

activities that saw the largest jump in usage were music and video services, such as YouTube and iTunes, which were up 38 per cent during the year. EA TO ABANDON DISCS Peter Moore, president of EA Sports, has said the firm needs to find new business models for its PC games, claiming physical discs are no longer viable. In an interview with Edge, he said: “We’ve got to find the right business model for us going forward. We really want to keep sports … available to PC gamers, but the business model that we have right now … simply isn’t working for us.” CHANNEL RICH BATTERED Over 25 figures from the channel have been named as some of the UK’s richest people in this year’s Sunday Times Rich List. Topping the list is John Caudwell, with over £1.4bn to his name whose firm, Caudwell Group – which owns Phones4U and distributors 20:20 and Dextra – puts him at number 25 in the list of the UK’s top 2,000 richest people.

BRITAIN'S NOT RECYCLING A combination of fear of fraud and lack of awareness have been blamed for Britain coming last in a study of electrical recycling in European countries. The study, which was conducted by Dell, found that fewer than half of Britons recycled their old electricals, compared with 80 per cent of Germans. build a quote based on products not just from the distributor itself, but also from its rivals. ORANGE SEES MOBILE INTERNET USE SOAR Mobile broadband subscriptions accounted for 25 per cent of Orange’s revenues last year, after it saw a 504 per cent rise in data usage during the period. According to the network operator, the

WIDGET SIGNS FLIP Widget has secured sole distribution rights for Flip Video in the UK, in a move that expands the Stevenagebased firm’s grasp on the consumer electronics market. Flip said that the move to Widget would help it fulfil its plans for the next stage of the brand’s development, past the launch period. The Flip Mino HD is the latest of a series of exclusive distribution deals for Widget.

June PCR 11

Hannspree moves into

netbook market Hannsnote to launch with exclusive Misco distribution deal, more SKUs may follow By Matt Grainger HANNSPREE is looking to break in to the netbook space with the Hannsnote, set to launch later this year. The firm is aiming to further broaden its consumer electronics portfolio and has utilised its relationship with MSI – the developers of the Wind – to create a device with an aggressive price point. “We’ve been one of the top six monitor manufacturers for the last 18 months,” said Hannspree’s UK territory manager, Martin Kent. “We’ve got a good channel base and we’re looking to increase our portfolio and the breadth of the company. The Hannsnote will initially only be available from one of Hannspree’s long term partners, Misco. “We’ve chosen to go with Misco for a number of reasons,” continues Kent. “We have a close existing relationship with them across the globe, and they are able to provide strong marketing to the consumer sector, which is where we want to take this device.” If the Hannsnote performs well, it is likely that it will be followed by further new models next year. “For the time being, the Hannspree is essentially on a soft launch,” confirms Kent. “If things go well, you can expect to see further SKUs in the near future, including the possibility of laptops.”

12 PCR June

“We’ve got a good channel base and we’re looking to increase our portfolio and the breadth of the company” Martin Kent, Hannspree

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NEWS APPOINTMENTS

Bergman steps up to push AMD chipset solutions Bergman to align AMD’s graphics and CPU development groups Xerox CEO to retire, will be replaced by Ursula Burns Target continues expansion with new sales personnel RICK BERGMAN has been appointed as a senior vice president with AMD and has been given the monumental task of aligning the company’s platforms, CPU’s and GPU’s in to a single unified organisation. Bergman was previously general manager of AMD’s graphics products group and oversaw a number of

achievements such as the first DirectX 10.1 GPU, the first TeraFLOPS-class GPU and the first GPUs on 65nm, 55nm, and 40nm process nodes. His new role will be no less challenging as AMD looks to offer complete chipset solutions, as opposed to its traditional business model of supplying the components separately.

XEROX’S current chief executive, ANNE MULCAHY has announced that she will stand down on July 1st to be replaced by the firm’s current president URSULA BURNS. “It has been a privilege leading Xerox,” commented Mulcahy in a statement. “The decision to move on is made easy only in the fact that Ursula Burns is so well positioned to take Xerox to the next level. “We are poised for a period of steady profitable growth in the future.”

TARGET TARGET COMPONENTS is continuing its growth plans with the appointments of EMMA MITCHELL as business development executive and KEVIN BALDWIN as key account manager. “We have been substantially growing our business and have just had our most profitable quarter ever,” said Target’s sales director Adrian Macklin. “We are keen to build on our success and see the sales and marketing team as key to this – our customers continually tell us that it is our personal touch that makes us stand out.”

ZEN ZEN Internet has appointed ANDREW SAUNDERS as its new head of product management and marketing. He joins the company with a wealth of experience from companies like Avaya, Mitel, Samsung and SDX Business Systems. “I am delighted to be joining Zen at such an exciting time,” said Saunders. “It is my intention that we will continue to bring to market a complete range of ISP services.”

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CONSUMER PRESS

The Press Office Your guide to what the consumer press is telling the general public to buy... PERSONAL COMPUTER WORLD

PC PRO “Image quality is solid and well balanced, with good colour reproduction, sharp – but not over-sharp – output and, unlike a fair few other cameras this month, the lens keeps its corner focus at full wide-angle”

“The Eee PC 1000HE impressed us greatly. It comes at quite a high price but the Eee PC 1000HE’s battery life, audio quality and keyboard are better than those found in some fullsized notebooks”

Canon Digital Ixus 95 IS

Asus Eee PC 1000HE

Product Reviews and Features

Digital Compact Cameras Labs Winner: Canon Digital Ixus 95 IS Recommended: Nikon Coolpix S220 Best Value: Canon PowerShot A480

Big Screen Netbooks Editor's Choice: Asus Eee PC 1000HE Recommended: HP 2140 Mini-Note PC

All-in-one PCs Labs Winner: Dell XPS One 24 Best Value: Advent A10-100 Business Laser Printers Labs Winner: Kyocera FS-202OD

Oki B440dn – 5/6 Lexmark E360dn – 5/6 Desktop PCs Recommended: PC Specialist Fusion 945 X2 Smart Phones Recommended: Nokia E75 Recommended: HTC Touch Diamond2

Great Value: FSP Bluestorm II 500 Gaming PCs Recommended: Cryo Velox

PC Power Supplies Editor's Choice: Cooler Master Silent Pro M700 Recommended: Enermax Revolution 85+ 850W

Graphics Tablets Recommended: Wacom Intuos4 S Security Suites Recommended: Symantec Norton 360

Price: £3.99 Pages: 154

Price: £4.99 Pages: 186

COMPUTER SHOPPER

PC PLUS “The mini’s graphics hardware has gone from the dated Intel GMA 950 to the competent Nvidia GeForce 9400M; with Doom 3 reporting over 40fps on Ultra settings at 1024 x 768”

“Unlike the other ultraportables here, the Vaio excelled in all our Windows benchmarks thanks to its fast 2.66GHz Core 2 Duo P9600 processor and 4GB of RAM” Sony Vaio VGN-Z31VN/X

Apple Mac Mini 2.0GHz

Product Reviews and Features

Apple Desktops Apple Mac Mini 2.0GHz – 3/5 Apple iMac 24in 2.93 GHz

Laptops Ultimate: Sony Vaio VGN-Z31VN/X Best Buy: Acer 6920G Best Buy: Dell Studio XPS 13 Best Buy: Acer Aspire 8930G Best Buy: Toshiba Portege R600-11B Budget Buy: Acer 6530G

Online Storage Livedrive – 4/5

CPUs Performance Award: Intel Xeon X5570

Home Surveillance Systems Logitech WiLife Indoor Video Security Master System – 4/5

Gaming Kit Nvidia GeForce 3D Vision – 3/5

Anti-virus Software Vipre AntiVirus and AntiSpyware – 4/5

Price: £5.99 Pages: 130

14 PCR June

Photo Printers Ultimate: HP Photosmart Pro B8550

Best Buy: HP Photosmart A636 Camcorders Best Buy: Sony HDR-CX11E Budget Buy: Samsung VP-MX20 Desktops Best Buy: Mesh Nero 9850HD Budget Buy: Cyberpower gamer Infinity Yin

Price: £4.99 Pages: 156

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INTERVIEW MICROSOFT

A window on the future “Windows 7 has won wide praise for being faster and more efficient than its predecessor. The memory management has been optimised for better performance”

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ON MAY 5th, the release candidate of Microsoft’s forthcoming operating system was made available for public testing. After the negative publicity that hounded the launch of its predecessor, Windows Vista, Microsoft is taking no chances and is keen to communicate that the release candidate is the culmination of a process of listening and learning. Although built on the architecture of Vista, Windows 7 has won wide praise for being faster and more efficient than it predecessor. The new software has a smaller footprint, the code base has been tweaked and the memory management system has been optimised to offer considerably better

The release candidate of Windows 7 has been made available to the general public and has generated an unprecedented amount of feedback. Microsoft’s Partner Group manager Simon Aldous and OEM marketing manager Laurence Painell talk to Matt Grainger and Ben Furfie about it... performance, using the same specifications as Vista. The consumer version offers an improved home media experience; like Vista, Windows 7 includes support for what Microsoft calls ‘the digital home,’ whereby the PC acts as a media centre – streaming data and content to a variety of home devices. The new version is now DLNA 1.5 standard certified, which means that it should be compatible with a far broader range of devices. In addition to this, home networking has been vastly simplified and can form a LAN in a matter of a few clicks. A big change for Windows 7 is the inclusion of touch interface support;

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INTERVIEW MICROSOFT

the reasoning for this is that it is a far more intuitive system which opens up home computing to the elderly and the very young. Microsoft is also working with a number of hardware manufacturers to bring touch devices to the mass market. Gamers should be satisfied with the operating system’s inclusion of Direct X 11, offering superior graphics support and interfacing. On the business side, Microsoft is proud of Windows 7’s instant and federated search functions, which allow a business user to search all shared folders as well as personal files to find documents or data far more quickly.

launch and support of the product have the tools necessary to be able to convincingly sell it. We learnt that we have to ensure that our partners across all parts of the channel have the sales skills, the licensing skills and also the capability to drive service revenue around deployment. But the biggest lesson was that we can’t adopt a ‘one size fits all’ approach. What is the purpose of the release candidate? PAINELL: The idea is that we want to try and make sure that everybody has a chance to try out the product. We want to ensure that everybody has the

“It’s important to hear from everyone. Everybody has different needs and different uses for their PC, which is why we made the release candidate available to the general public – it gives us an opportunity to hear from every user” Laurence Painell, OEM Marketing Manager, Microsoft

Simon Aldous

Laurence Painell

18 PCR June

Direct Access allows seamless access from any outside device, not only allowing remote access for personnel, but also enabling IT administrators to manage devices without them having to have the machine in front of them, or even in the office. For those businesses that still use legacy systems, XP mode has been included. This emulator system means that a company can upgrade to Windows 7 without having to update software and backup data beforehand, vastly reducing the cost and man-hours that are usually associated with such a move. Despite a variety of improvements, Microsoft is keen to avoid the challenges that arose after the release of Vista, which was criticised for being released too early and carrying too much additional software. Microsoft Partner Group manager Simon Aldous and OEM marketing manager Laurence Painell explain what’s happening and why… What lessons were learnt from the launch of Windows Vista? ALDOUS: The lessons we learnt from the Vista launch were that while it is important to have a great product – and we truly believe that Vista was a great product – we need to make sure that all the partners involved in the

chance to play with it, to ensure they are happy with it and that it works, before they decide to part with their hard-earned cash. It’s really a reflection of us stepping back and listening, especially in the current economic climate, and ensuring that people are happy with the experiences that we are providing. So who is it important to listen to? PAINELL: Everyone. Everybody has different needs and different uses for their PC, which is why we made the RC available to the general public – it gives us an opportunity to hear from every user. The Windows 7 website states that quality is the number one priority. How has this been achieved? PAINELL: Well, the system has been undergoing a significant amount of automated testing prior to the release candidate. The RC itself has been issued earlier than usual. It’s traditionally sent out to a select group of businesses and professionals, but now it’s been made available to the end consumer too. We’ve got the feedback mechanisms in place and we’ve had an unprecedented response. We have been able to capture far more data than ever before.

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INTERVIEW MICROSOFT

What’s the overall feedback? PAINELL: Overall, people are saying that Windows 7 is a great quality product. Stability is vastly improved, along with compatibility. Although we intended XP mode for the business sector, it has been well received across the channel. What changes have been made to the architecture and why? PAINELL: XP had been around since 2002 and the world it was launched into was a very different place from an IT perspective. We needed to take into account all the modern threats and new ways that people try to expose PCs to attack, in order to provide the most secure platform that we could. And that’s really what Windows Vista did. The data has borne this out; we’re seeing that 60 per cent of PCs are less likely to be infected with malware and there are less than half the critical vulnerabilities in Windows Vista that we saw in XP. However, those changes did result in a number of compatibility problems. Most of those compatibility issues have been sorted out now, and on top of those, we’ve improved memory protocols, made a number of changes to the code base and the overall footprint of the software has been reduced. However, we were conscious not to make too many changes. Building on the Vista platform gives a greater degree of compatibility for the future, too. How will Microsoft be supporting its partners with the official launch? ALDOUS: We’ve been driving closer engagement with our regional partners over the past few months, where we’ve taken a far more practical approach going out. As Microsoft, and in partnership with our distributors, we’ve gone to the various regions and undertaken traditional road shows and roundtable type activities. That’s a big part of how we’re taking Windows 7 out to our partner communities. We’re ensuring that partners get marketing sales support materials. So

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we need to make sure that we’ve got the right collateral for them around these value propositions, that we’re providing the right web banners, the right micro-sites, the right content that they can use on their own website and that they can drive out to their own customers, whether that is directly through us, or through our distribution partners. How will Microsoft communicate the changes to the end consumer – those who didn’t download the release client? ALDOUS: The message of how Windows 7 is of value to a consumer will be different to the message that goes to a small business. What we need to do is very clearly pull out those value propositions and messages and articulate them to our channel partners, as well as driving the appropriate levels of training and readiness around those messages so that they can then have more effective conversations with their end customers. PAINELL: There has been a significant investment in the consumer side of our business. Traditionally, we’ve nearly always focused on the business side of things. Of course we understood that we needed to get closer to our consumers, and so we started – through a number of channels and campaigns – to engage the consumer on a much more personal level.

Windows 7 brings a host of new search features as well as an upgraded user interface

“We need to articulate the value propositions to our channel partners, and drive the appropriate levels of training and readiness around those messages, so that they can have more effective conversations with their end customers” Simon Aldous, Partner Group Manager, Microsoft

Is it true that Windows 7 will be available as a free upgrade to Vista users, as has been rumoured? PAINELL: This is something that we will be making future announcements about, so I’m afraid I can’t comment. What I can say is that those Vista users who have software assurance will receive upgrades for free. When is Windows 7 likely to be released? PAINELL: When it’s ready. ALDOUS: In the meantime though, we’re really excited about Windows 7 and what it means.

June PCR 19

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CHANNEL EXPO REVIEW

Bye bye, Birmingham Channel Expo has been a key element of the UK IT industry since its inception, as has the Birmingham NEC which has always hosted it. PCR reports on the highlights from last month's show before it heads to its new home in Kensington, London next year… THE BIRMINGHAM NEC closed its doors on Channel Expo for the last time last month, with the show set to move to the London Olympia for 2010. One of the key changes to this year’s format was the increase in the ‘educational’ aspect of the show, which took the form of an increased number of keynote speeches and presentations about the economy and how best to stay afloat. Elsewhere, the core purpose of the show remained the varied range of exhibitor stands. Incisive Media’s channel publisher Mark Burton said: “The feedback we received this year has been extremely encouraging, both from our visitors and exhibitors. We were particularly pleased with how both our theatres were received. The CRN theatre was well attended on both days and delivered a good mix of speakers

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offering strategic, topical and businessfocused advice that resellers can now take back and implement in their businesses. The Technology theatre proved once again that our audience is hungry to see the latest products from the top vendors. Overall, the show is moving in the right direction and we’re confident of delivering an even better Channel Expo in 2010.” Here’s a run down of some of the show’s highlights… MICROSOFT – The computing giant was showing a range of wireless peripherals such as keyboards and mice, and a variety of high definition webcams. “It’s been a good show and we had a constant flow of visitors,” said Microsoft’s John Horton. “The Channel Expo is a great opportunity to mingle with the people who really

make a difference. Talking to the resellers and retailers here is a good way of indirectly engaging with the end consumer.” ACER – The vendor used Channel Expo to showcase its business and consumer product lines, as it continues its multi-brand approach to the market. It was showing a range of small form devices for the consumer and business segments including its compact Veriton professional desktop range and the new Timeline series. DELL – With one of the largest stands at this year’s show, Dell was out in force to promote the benefits of its PartnerDirect programme to the assembled resellers. With five portals covering everything from printing to servers, the vendor was out to show

“Overall, the show is moving in the right direction and we’re confident of delivering an even better Channel Expo in 2010” Mark Burton, Incisive Media

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CHANNEL EXPO REVIEW

that it could provide solutions for almost any sector. INTEL – On the firm’s stand, the high end Novatech X1 gaming laptop was being exhibited for the first time. Elsewhere on show was the £10,000 Great White Shark desktop gaming rig, which comes loaded with no less than three graphics cards, and the touch screen Asus Eee Top PC was showing off the capabilities of the low cost Atom processor. LOGITECH – The firm used the show to push its consumer electronics business, an area it is looking to significantly increase in future. A number of its leading products were on display, including the wireless streaming Squeeze Box, the G35 7.1 surround sound Dolby headset, and new Wii accessories. Distribution account manager Gary Read told us: “Consumer electronics is a big growth market for us. We’re more focussed on it than we have ever been.” ENTA – The distributor hosted vendor displays from Swann, Shuttle, Kingston, Gameward, Freecom, Kaspersky and Microsoft. The firm enjoyed a great deal of activity around its stand, particularly for its online order service. BULLGUARD – On the stand, designed to reflect the company’s new Reseller Lounge, visitors got a chance to relax in comfy chairs. BullGuard’s UK sales director Alan Case said: “All things considered, we had a good Channel Expo. Our offers went down well with the channel, who thanked us by placing a lot of orders. We also signed up a satisfying number of new accounts, and had a great deal of enlightening talks with the show visitors.” The firm was pushing its BullGuard Internet Security 8.5 and BullGuard Gamer’s Edition. INGRAM MICRO – The distributor had over ten of the largest names in the channel exhibiting on its stand, including Microsoft, Blackberry, Acer, Symantec, D-Link, Logitech, Fujitsu and Toshiba. The distributor praised the event, claiming it has retained its importance, despite some retailers and resellers questioning the cost of attending during the recession.

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MERONCOURT – Meroncourt has bolstered its gaming peripherals range, with the launch of the Roccat Kave headset and the Vire earphone line – both of which got their UK debut at Channel Expo. The items boost the firm’s existing range, which it says has been going from strength to strength. This is thanks to recent additions such as the Mionix mouse range, which had a packaging design overhaul in time for the show. OKI – Printer vendor Oki was showing a number of new products including the Anoto pen, which received a great reception at the BETT show, as well as more traditional offerings such as MFDs and sharepoint-integrated devices. The end result is a broad end-to-end solution for data management and print solutions. TOMTOM – GPS vendor TomTom was showing off its integrated Live Services, which feature in some of its newer devices, including the XL and Go series. Live Services is a subscription-based model, which can be tested with a three month free trial, and offers fuel price checks, ‘Road Angel’ mobile camera notifications, links to Google Maps data, weather forecasts and the HD traffic service with IQ routing. WIDGET – The distributor was showcasing a number of products that it holds exclusive UK distribution rights for, including the Flip Mino HD video camera, Monster Beats headphones by Dr. Dre, the BE electronic book reader, which offers broader compatibility than its rivals and the executive CardScan business card reader and database.

“All things considered, we had a good Channel Expo. Our offers went down well with the channel, who thanked us by placing a lot of orders” Alan Case, Bullguard

RICOH – Ricoh was displaying its range of eco friendly and pay-as-you-go print devices. While traditional printers offer a low price on the unit, with extra margin from consumables, the growth of third party manufacturers have squeezed those margins even tighter. Ricoh’s business model sees end-users supplied with a unit and when the consumables are exhausted, the unit is replaced. It claims that its eco-printer offers cleaner technology and greater energy efficiency.

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CHANNEL EXPO REVIEW

KYOCERA – Kyocera showcased its range of printers aimed at the small business segment, including its FS2020D, which is capable of printing up to 35 pages per minute with a 1200 dpi resolution. KRAUN – The Italian distributor CDC is looking to establish a foothold in the UK market with its Kraun brand of colourful PC accessories. It comes with an extensive portfolio of over 650 products, covering a wide range of hardware including peripherals, routers, components and digital photo frames. XEROX – Xerox was showcasing some of its newer products including solid ink technology and its extendable interface platform for scanning and file management. “We’ve had a fair response,” said Xerox’s Raag Hazarike. “We’re here to highlight our reseller programme. We’ve had leads from around 50 resellers, which is around the number we were looking to get.” DATAFORT – Datafort was using Channel Expo to raise its profile and recruit partners for its tiered reseller program. “It’s been a very good show,” said Datafort’s business development manager Marcie Terman. “Contacts are up 30 per cent on last year’s show and although the turnout has been lower, the level of professionalism and the seriousness of our leads is considerably higher.” REDSTONE – T-Mobile and Blackberry distributor Redstone used this year’s Channel Expo to boost awareness within the reseller community of its services and how they can take advantage of the convergence between the telecoms and IT channels. In particular, it was focusing on those resellers interested in how to approach the telecoms sector. WASP – Inventory solutions provider Wasp had another successful Channel Expo, with managing director Hugh Furness telling PCR that it had drummed up a lot of interest from resellers who might not have considered IM as a viable product line to carry. Most of the attention was focused on its mid-to-high end range of products.

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Y3K – Security camera vendor Y3K was showing off its range of IP security products, as well as a few other novel devices. Its staple product range, which includes entry level and mid range security cameras that utilise IP to communicate with recording devices was performing particularly well, while its spy-pen was also a major attraction amongst resellers. CABLES TO GO – The US vendor used this year’s show to launch into the UK channel, with president Bill Diederich saying that the company had had a “fantastic response from resellers.” The company, which is one of the leading cable vendors in the US, said that its aim for the show had been to develop contact with resellers that would help it “become the go-to dealer for any sort of [cabling] solution.” RET UK – The POWERSQUARED brand was at the centre of RET UK’s stand, with its new slimline power packs proving particularly popular amongst resellers looking for affordable third party laptop chargers. OPAL TELECOM – With a live contract signing with IT telecoms distributor DMSL stealing the limelight on the first day, Carphone Warehouse’s B2B arm was out to sign up as many resellers to its high-speed next gen broadband network. Speaking to PCR, director of wholesale Andrew Hollingworth said: “We’ve spent a lot of money creating our next generation broadband network, offering true value to our business customers. We see the IT channel as the ideal route to expand the offering to an even greater volume of customers.” DMSL – Based on the PCA stand, IT and telecoms distributor DMSL was out to help resellers looking to break into the broadband resale market not just find the ideal products for them, but to also get a better understand of the dynamics between the two markets. PSA PARTS – was showing its full range of laptop batteries, camera battery packs, full range of Duracell products, one hour camera chargers and its new ‘smallest ever’ USB cigarette lighter.

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DISTRIBUTOR FOCUS

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AVNET 01344 355 800 www.ts.avnet.com/uk/

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PLACING ITS relationship with the channel above all else, Avnet is a value added distributor with a worldwide presence. It has a very clear idea of what its aim for the channel is, as the vice president of computer components Rajesh Suman, explains: “Our aim is to lead the industry in growth, innovation, value and effectiveness in such a way that it ensures we are an indispensible element of our suppliers’, customers’ and employees’ success.” While the distributor is one of the biggest broadliners in the UK channel, Suman says that it aims to still provide the same focus and innovation that specialists provide. “Our sales divisions are focused on specific market segments, allowing us to deliver an exceptional level of service that fits the needs of our business partners. “We have always been more than a transactional distributor,” he adds. “We are known for the relationships we have nurtured over many years.”

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With so many different distributors – not to mention products, services and solutions – in the channel, it can be hard to keep track of which is which, and what they stock. Ben Furfie takes a look at the companies that make up the UK distribution channel… BLUEPOINT 0870 121 8001 www.bluepoint.net

BASED IN Milton Keynes and London, Bluepoint is now in its 17th year and distributes many thousands of products across Europe and the United Kingdom. The distributor stocks some of the biggest names in the channel, and is particularly proud of its heritage: “We’ve been around for over 15 years, and served many thousands of customers throughout the UK,” says Bluepoint’s senior sales team member, Janine Zalweski. She adds that the company has a philosophy that it does the hard part by sourcing the products for you, while the retailer and reseller does what’s really the most important thing – sell. “With over 20,000 items on our website, we do the running around to get you the product you need, becoming your one-stop fulfilment centre for UK distribution and more. “Our 30,000 sq ft purpose-built UK facility is ideal for delivering what our customers demand: quality, price and accuracy.”

June PCR 25

CCI DISTRIBUTION 01423 704 700 www.ccidistribution.co.uk

BASED NEAR Leeds, CCI is a specialist in storage, peripherals and multimedia products. It carries over 1,000 lines from major vendors, including Hitachi, Toshiba, HP, Sony, Pioneer, Quantum, Edimax, Freecom and LG, with more in the pipeline. Its storage product lines include hard drives, optical drives and high-end tape storage. Elsewhere, its computer peripheral lines include products such as monitors and headphones, while its multimedia range includes media players, speakers and webcams. Despite being established for more than ten years, the company is still agile and able to change to reflect the current realities of the channel. “CCI recognises that distribution is no longer just about shifting boxes,” explains sales director Nick Preston.

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COMPUTER 2000 0870 060 3344 www.computer2000.co.uk

AS THE UK’s largest IT distributor and part of the global technology company Tech Data, Computer 2000 offers one of the largest selections of computers, laptops, software, peripherals, consumables and supplies in the channel. Thanks to its size, the company benefits from a well-developed delivery service and one of the largest credit facilities in the industry. The company has a focus on supplying its customers with the knowledge and choice they’d expect from a specialist. Marketing director Alice Smitherman explains: “By delivering specialist knowledge in key growth areas of the market, combined with excellent distribution, financial and online services, Computer 2000 aims to make it easy for our customers to do business.”

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ENTATECH 0870 770 9588 www.entaonline.com

26 PCR June

ONE OF the UK’s fastest growing distributors, Entatech covers a huge variety of product areas including software, components, peripherals and systems. Its close ties to the major UK buying groups has resulted in vendors looking to partner with the company to reach those valuable retailers and resellers. The distributor’s success isn’t limited to its prowess at signing up relevant vendors and reaching the buying groups. “We are a company that keeps evolving, providing customers with new and innovative margin opportunities,” says group vice president Jon Atherton. “We do this with our acquisition of new partners. This, on top of the additional reseller benefits, is why we are one of the UK’s top IT distributors.”

DISTRIBUTOR FOCUS

CENTERPRISE 01256 378 000 www.centerprise.co.uk

WITH OVER 25 years’ experience in the IT channel, Centerprise has become one of the largest distributors in the UK today. With specialisations in delivering assistance to resellers of large scale IT projects within corporate, education and Government sectors, the company has become a tier one distribution partner for many of the biggest names within the channel, including Microsoft, Toshiba and Panasonic. Its distribution business covers components, systems, peripherals, value added services and security software from names like Asus, AMD, Dell, Intel, Fujitsu, Kaspersky, Lenovo and Sapphire. Its component business is focused around high quality and performance products, such as graphics cards and motherboards.

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DGM 0871 250 8000 www.digimate.co.uk

ESTABLISHED IN 1996, Digimate was originally set up to design and manufacture motherboards, but soon experienced major growth that changed the direction of the company forever. Now a major source of PC hardware and peripherals, Digimate not only distributes topof-the-line branded products, it also has its own selection of products that it offers through its distribution channel at factory direct prices. “Not only do we deal in quality, reliable products, we are one of Europe’s most reliable brokers in computer components. By trading with us, resellers can benefit from instant decisions, immediate access to quality products, and full confidentiality as well as instant payments upon inspection.”

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GEM 01279 822 822 http://www.gem.co.uk

2009 HAS been an important year for Gem. In March it celebrated its 25th anniversary, and then it won the Marketing and Creative Award at this year’s PCR Awards. With contracts from vendors as varied as Microsoft’s Xbox division, to Linksys, and Creative, the distributor is one of the most innovative and successful in the channel today. Coupled with its Exspect brand, Gem Distribution has one of the strongest product line-ups in the available to retailers, and a growing portfolio. “Gem has a strong relationship with its customer base, supporting them with a broad portfolio of products from key suppliers,” says marketing manager Neil Handa. “We also provide a wide range of logistical and creative added-value services via our Gem Logistics and Gem Creative divisions.”

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INGRAM MICRO 0870 166 0160 www.ingrammicro.co.uk

WITH A HUGE vendor portfolio, including Acer, Adobe, AMD, Blackberry, Brother, Canon, Cisco, CA, Epson, HP, JVC, Lenovo, Microsoft, Netgear, Samsung, Sony, Toshiba and Western Digital, covering almost all areas of the IT channel, Ingram Micro is one of the largest broadliners in the industry. Positioned to maximise the strengths of flourishing markets whilst offering its customers the proven benefits of its broadline status, Ingram Micro is ideally positioned to help resellers make the most of emerging trends such as convergence and virtualisation. Resellers face a number of challenges in this competitive climate and Ingram Micro has demonstrated its ability to support partners on credit, stock and technical assistance with a number of initiatives such as Credit Builder.

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KMS COMPONENTS 02920 713 713 www.kmscomponents. com

FORMED IN 1994, KMS Components is a distributor primed for expansion. Building the company up from one that focused on supplying processors and memory to system builders, managing director Gary Munz was instrumental in helping the firm to sign up major online retailers. “We originally focused on selling primarily to system builders, but our product range has grown and so has our customer base,” says sales manager Steve Bland. “This is mainly due to the obvious increase in the need for technological solutions within the industry. “We are a specialist in sourcing the most innovative and exciting products within the industry, meaning we can cater for the needs of a larger customer base, and help our smaller customers grow their product ranges as well.”

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M2M 0208 676 3030 www.m2m-direct.co.uk

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SPECIALIST DISTRIBUTOR M2M is well known for memory products, but has now taken its first steps into graphics after signing a distribution deal with HIS. Its wide range of memory products is one of the reasons it has become one of the first stops for any retailer or resellers looking for storage products – hard drives, SSD drives and flash media from a variety of vendors including Samsung, Nanya, Elixir, OCZ and Rendition. Part of the company ethos is to be as simple to work with as possible. “We are very easy to do business with,” explains marketing manager Hitesh Kothary. “People can talk to us on the phone, via email, MSN or on the website. Customers can use all these methods to check stock, get pricing, request lead-times, check their financial position and much more.”

DISTRIBUTOR FOCUS

INTERACTIVE IDEAS Consumer Retail Team:

0208 805 1000 Corporate Reseller Team:

0208 805 2999 www.interactiveideas. co.uk

INTERACTIVE IDEAS is a value added distributor with a clear two-part strategy. The company is split into two separate divisions, one that deals with retail customers, and another that deals with corporate resellers. On the consumer side, the distributor stocks a wide range of software and peripherals from names including Focus Multimedia, Saitek, Avanquest, Trust and Guillemot. On the reseller side the distributor supplies software solutions, licensing and enterprise Linux for companies of all sizes from a variety of partners. “At Interactive Ideas, our goal is to be the best at what we do by adding value to the service given to our customers and suppliers,” comments marketing director Michael Breeze.

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KOCH MEDIA 0870 027 0985 www.pcindie.com

WITH OVER 15 years’ experience in the software business, dealing with companies as diverse as Kaspersky Labs through to Nintendo, Koch sees itself as more of an extension of its vendor-partners, rather than a traditional distributor. Its partners include names such as AVG, Nero, PC Tools, Cyberlink, Ability Office Solutions, Net Nanny and others. Focusing on sales and marketing, as well as warehousing and logistics, Koch and its channel programme PC Indie are geared towards helping its retail and reseller customers. The company also has a comprehensive support network in place for vendor partners. “Publishers can rest easy knowing that Koch understands their product and has a manageable portfolio to ensure that they receive the focus they deserve,” says Joanna Kemp, head of sales.

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June PCR 27

MERONCOURT 01462 680 060 trade.meroncourt.co.uk

HERTFORDSHIRE-BASED specialist distributor Meroncourt focuses on high-end computer and gaming hardware from a variety of vendors from around the globe. The firm has looked to boost the service it offers to its customers through schemes that include drop-shipping and its sale or return initiative. “We were the first distributor in the UK to focus on the needs of the independent retailer, and the first to specialise on high end PC gaming products for the UK,” explains sales director Steve Walsh. Walsh adds that its drop shipping service is a key example of how the company operates. He says: “We’re constantly looking for way to make our customers’ lives easier,” referring to the innovative use of its recently acquired warehouse, which gave the distributor hundreds of square foot of extra unused space.

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REALTIME 01480 435 881 www.realtimeonline.co.uk

SPECIALISING in enthusiast products, Realtime Distribution has built up an enviable reputation within the channel for its sales and marketing prowess. Now in its 20th year, Realtime has relationships with key vendors in the channel that include AMD, Nvidia and Sapphire. “Distribution of gaming and high end components requires much more than good logistics and an efficient order process,” says sales director Richard Marsden. Many of the vendor’s product lines lock in with each other, which gives the distributor the ability to cross knowledge and suggest potential margin makers to its customer base. “Realtime has tailored a unique and desirable product portfolio and distinguished customer service levels to suit this fast moving market segment,” Marsden adds.

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SJ SOFTWARE 01282 865 500 www.sjsoftware.co.uk

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SJ SOFTWARE is a rarity in today’s market, but what makes it unique is most definitely its strength: it has just one range of products it distributes and knows inside out. The first seeds of the company where sown as far back as 1985 and namesake Sean Jennings hasn’t looked back since. “We concentrate on Sage and provide consultancy and training all over the country,” says Jennings, the managing director. Last year the company launched SJ Startup, a home learning college designed to help with the training aspect of Sage’s software. “We’re a small company – with a large network of customers – and it has a close father and son at the heart of it, which we’re very proud of. Sage is, to our competitors, a product in their catalogue. We are the specialists.”

DISTRIBUTOR FOCUS

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MICRO P North:

01282 776 7768 South:

01256 707 070 www.micro-p.com

MICRO P WILL celebrate its 30th year in 2010. Yet, despite its age, it is one of the most agile and adaptive companies in the channel today, most recently demonstrated by its move into the mobile broadband and netbooks signing deals with MSI and 3. The distributor is capable of same-day delivery of products to retailers and resellers across the country, its sales and customer service staff are fully trained in all areas that the company operates, and they boast that they can resolve “the rare issues that arise”. Micro P has partnerships with worldwide vendors including Sony, Xerox, Western Digital and Netgear, across a huge product range of consumer electronics, components and software. Part of the DCC Sercom group, it is the sister company of Gem.

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RET UK 01722 341 234 http://www.retuk.com

SPLIT INTO two divisions, RET is a diverse company with market leading offerings in both markets. Its asset management division is responsible for the processing and re-marketing of its stock of refurbished IT products, such as laptops. Meanwhile, its power products division looks after the UK distribution of Powersquared – a range of laptop AC adaptors and batteries. “RET provides the UK channel with a one-stop shop for all its power product requirements,” comments managing director Nik Hillard. “The Powersquared range provides reliable, high quality batteries and AC adaptors at a fraction of the price the original manufacturers charge. Also, our massive UK stock holdings ensure most products are available for same day shipment.”

www.pcr-online.biz

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TARGET COMPONENTS 01977 739 300 www.targetcomponents. co.uk

AFTER A whirlwind year for Target in 2008, it could have let the success go to its head. Yet, despite the major upheavals of the previous year, the company has stuck to its root. “The company’s ethos always has been, and still is to strive to be the number one choice in IT distribution,” explains managing director Paul Cubbage. Earlier this year, the company became one of the first distributors to offer the channel access to mobile broadband after it signed a deal with network 3, adding to its growing list of vendors. Other major deals over the past 12 months include Gigabyte, OCZ and TP-Link. “We have also signed exclusive distribution agreements with Biostar and Team,” adds Cubbage, “and we’re leading the way with WattsClever, the energy-saving brand.”

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WESTCOAST 0118 912 6000 www.westcoast.co.uk

www.pcr-online.biz

CURRENTLY CELEBRATING its 25th year, Westcoast is one of the largest privately owned distributors in the channel today. With the return of Andy Dow as director, following his time at Dell, the firm has a strong year ahead of it. The company has a long and successful history, having been instrumental in HP’s dominance of the UK. It has maintained that ethos, carrying some of the strongest and most visible brands in the IT channel today, including Apple, Microsoft and, of course, HP. “We are involved in many activities, ranging from wholesale distribution and asset disposal to corporate IT solutions and marketing services,” says group marketing director Jasmine Gledhill. “We believe in a focused sales approach and creating excellent vendor relationships.”

DISTRIBUTOR FOCUS

SPIRE TECHNOLOGY 0870 750 5100 www.spire.co.uk

BASED ON the English south coast, Spire Technology aims for a personal service. It assigns a single sales person – backed up by experienced product specialists – to each customer, something it feels gives retailers and resellers a better deal than having to build relationship with several people in the same distributor. “Spire works hard to provide the levels of service it would want to receive itself,” comments sales manager Paul Turner. “We apply common sense to what we do and always try to operate with the utmost professionalism and a sense of fair play. “We are easy to work with and our sales people are fully trained in all the products we carry. We believe the service we provide and the ease of dealing with Spire is what makes us different.”

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VIP COMPUTERS 0871 622 7500 www.vipcomputers.com

WARRINGTON-BASED VIP is the UK’s largest independent distributor of PC components, peripherals and associated products. Aiming to provide system integrators with everything they need to build PCs, VIP has one of the largest and most diverse product portfolios in the channel. The company has distribution deals with 30 key vendors, representing diverse areas as mobile broadband, components and accessories and names such as 3, Acer, AMD, Intel, Logitech, Microsoft, Nvidia, Seagate, Sony, Symantec and Western Digital. “VIP has 18 years of experience in providing a trusted, flexible and reliable distribution service,” explains the purchasing director at VIP, Duncan McAuley. “We look to develop long-term business relationships for mutual success.

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WIDGET 01438 842 362 www.widget.com

widget

WIDGET BOASTS long-standing relationships with some of the biggest names on the High Street, as well as a track record in helping vendors get emerging technology into stores and resellers “Being a specialist distributor, we can focus more on the tight range of products which we sell, allowing us to give better service to our customers,” comments executive chairman Mark Needham. “This allows us to give better service to our customers and to be quicker to react to price changes in our market.” Focusing on mobile computing equipment, including ubiquitous brands such as TomTom, the distributor has built up a reputation as the key specialist in this area. It also carries a variety of brands, including Flip Video, CardScan and Navman.

June PCR 29

THIS MONTH P 33

AMD INTERVIEW We sit down with AMD’s EMEA channel director, Andrew Buxton

Hardware PCR’s monthly look at recent developments in the hardware market

P 38

MYSTERY SHOPPER Our undercover agent heads to Liverpool to see what Allin-One PCs are on offer

>>>

p 36

p 42

p 45

Centerprise

Realtime Interview

Charts

An interview with Centerprise’s chairman Raffi Razzak

We talk to Realtime’s managing director, Mark Reed

Your invaluable guide to the latest sales statistics from the past month

www.pcr-online.biz

June PCR 31

Be part of the next big opportunity in education technology Find out how to become an Approved Supplier Home Access is the government programme which will help to ensure that more children aged 5–19, in state-maintained education in England, have access to technology at home to support learning. The programme was born out of the recognition that there are still a signiﬁcant number of learners who lack access to a computer and the internet at home. The Home Access programme will provide both encouragement and funding to over 400,000 of these learners by March 2011. For the national roll out of the Home Access programme, Becta is seeking to accredit a number of suppliers for the provision of packages for this initiative. A package will consist of a core offering including a user device, internet connectivity and support that can meet pre-deﬁned standards for technical compliance and performance. The register for potential suppliers is now open. So if you’d like to be involved now is the time to act. The closing date for the submission of applications is 15 June 2009. This is an important new programme and a great opportunity. For more information and to register visit www.becta.org.uk/homeaccess

INTERVIEW AMD

The best of both

worlds AMD's EMEA Channel Director Andrew Buxton talks to Andrew Wooden about the firm's recent product launches, the future of Fusion and the repercussions of rival Intel's law suits with the EU… You’ve launched the Shanghai and Dragon platforms recently. How have they performed so far and what have been the main lessons to take away from that launch? Servers have always been a strong point for AMD, and I think the Shanghai platform is really important. We have close partnerships on that side, so all that’s going very well. Dragon is a fairly generic name for a wide range, starting from the top with 955 processors, the 3.2 GB, highly over-clockable Black Edition, right the way through to a more mainstream, X2 based platforms. What your finding in the mid range is a lot more powerful processors than six months ago. It’s not necessarily a product, its more a concept that we put out there. And our partners, system builders and e-tailers, make it into a product. So there’s a lot of flexibility for differentiation where all the different partners can go down a slightly different route and emphasise a slightly different part of that platform. What we’re trying to do is emphasise the point that there’s two companies that make X86 products, and two companies make high end GPUs, but there’s only one company Turn the page for more

>>>

www.pcr-online.biz

June PCR 33

INTERVIEW AMD

that does both – and chipsets as well. If your linking together an AMD CPU with an AMD based motherboard, and an AMD graphics card, there’s an opportunity for a really nice balanced system. Of the messages going to the market, you’ve got some saying CPUs don’t really matter, and what you need is a really big GPU, whereas others are saying that processors are everything. We’re kind of in the middle, saying there’s an argument for both sides. What you want is a nice balanced PC. I think the platform has encouraged the channel to do something a bit different and stimulate business, and anything along those lines in the current climate is welcome, right? We’ve heard your planning to showcase the new Tigris notebook platform at Computex. What will be the importance of that launch for AMD and the notebook market? Traditionally there have not been a lot of opportunities for notebooks in the channel – as in building locally. However we are looking for ways to change that. The current recession has made the ODMs in the Far East a lot more willing to look at opportunities in the channel that are a lot smaller than they would have done. Some of the big guys aren’t taking the volume so they have to be more flexible. This is early days but I think there’ll be some benefits from that. What we’re looking at with the notebook side is, instead of just a pure netbook – in which the experience doesn’t always match what people are looking for – is to offer a thin and light solution with a long battery life that will actually offer some performance as well. It will pretty much allow you to run everything that Microsoft makes. The netbook sector has actually kind of helped the channel. The channel tends to be stronger on desktops where, some of the multinationals aren’t as excited about building them as they used to be, mainly due to transport costs and that sort of thing. At retail you need to react very quickly – let’s say you sell someone 100 units, and they say ‘that’s great, can I have 500 next week?’ Your multinationals are doing

34 PCR June

really make this stuff useful we need to be at 35nm. So the next generation of silicon will be needed to really get the benefits of the integration. I don’t see it affecting the high-end enthusiast. It’s more likely to affect the commercial client, where the most demanding thing you’re going to run is Vista or Windows 7.

“We should now see at least a fair chance to compete, which is all we’ve ever really wanted” Andrew Buxton, AMD six month SKUs, planning and shipping them in form the Far East, which doesn’t really work. So the local guys have a good chance to win there. The desktop sector to me has been strengthened by the whole idea of netbooks. People want portability, but they want all their iTunes, photos, videos, nice and safe. When can we expect to see Fusion rolled out full scale in the UK, and what will be the impact of that on the market? You’re looking towards the end of next

year before you see the first products come out. At the moment you have a graphics element on an integrated chipset. This is likely to merge onto the processor. Different people do it different ways. There’s not much been written about Larrabee yet, but Intel is trying to take more of a compute intensive approach, while we’ve already got the GPUs that we use there. You’re probably going to see a different type of integration in notebooks and handheld devices. We feel we’re well positioned for that. We’re at 45nm at the moment, to

And how are you doing with the high-end enthusiasts and gamers? In northern Europe – Nordics, Germany, UK, and France – a lot of the enthusiasts are buying our products at e-tail. Some of those firms really focus on that high end. That market is still doing pretty well and that’s where we’re back in the game in a big way. If you go back to 2005/2006 we were pretty strong in that area, and then with the cyclical nature of the business we weren’t as competitive in ‘07/’08. The competition came back strong with some good products, and we slotted back into our previous positions. During ‘08 we were there for the Phenom, but it didn’t really meet everyone’s expectations, though it got us back in the game. What we’ve been trying to do since then is really demonstrate a lot more value. When you’ve got one firm at the top end on its own, its difficult not to get complacent, and not bring down the prices as fast as people would like. Now that we’re back in the game I think we’ve seen a lot more aggressive positioning. Will there be more avenues of growth available to AMD following Intel’s recent anti-trust fines across the globe? This was the result of a nine-year highly exhaustive investigation by the European Union, their view was clear – that consumers had been disadvantaged. We would say this is a real win for consumers in the future, to have choice and ongoing innovation. What we’ve seen is some companies that have been fairly Intel focussed in the past are coming to us and asking for AMD processors and ATI graphics cards. We are seeing some more opportunities coming our way from people we haven’t talked to for a period of time. We should now see at least a fair chance to compete, which is all we’ve ever really wanted.

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INTERVIEW CENTERPRISE

Eyes on the

‘Prise “We realised that customer service and attention to customer needs were the keys to a successful business.” Rafi Razzak, Centerprise

Left: the Welsh factory Right: CI headquarters

36 PCR June

FOUNDED IN 1983, Centerprise International was created at a time when the PC industry was just emerging here in the UK. It started out making custom-built PCs and in 1985 began supplying retailers with complete units for the consumer market. The big break for the company came in 1989, when it won a contract to supply the Ministry of Defence with desktop systems. Three years later, it won another contract to supply the Ministry with laptops as well. “The MoD contracts were instrumental in building CI,” says Centerprise’s chairman, Rafi Razzak. “In the early 1990s, we didn’t have a marketing strategy. We were just a team of engineers who had the good fortune to land a very large contract. “CI is built on the experience we gained from working with the MoD. It’s a very demanding contractor – when it says ‘jump’ it expects people to say ‘how high?’ Working with the MoD built up the company’s discipline and we realised that customer service and attention to their needs were the keys to running a successful business. Within two years, we went from making £2 million per annum to making £18 million every year.”

26 years after it was established, Centerprise International has become one of the UK’s leading IT solutions providers. Matt Grainger talks to its chairman, Rafi Razzak, about the company, its success and its future… After forging a viable business model from its experience with the Ministry of Defence, Centerprise returned to the retail market stronger than ever before and with an eye on project management services and end-to-end solutions. “We had a number of key retail contracts during the 1990s,” continues Razzak. “For example, Dixons was looking a for a vendor that could build PCs and we helped build up the Advent brand for it. We were the first to use Pentium in the UK; we brought in the first one gigahertz AMD processor, and the first graphics card. “In fact, at one point almost every major IT retailer – such as John Lewis, Kingfisher, PC World and Dixons – was stocking Centerprise PCs under different brand names.” Despite economic pressures, Centerprise has been able to maintain its manufacturing capacity here in the UK. “Despite what people say, labour costs are not a real issue for us,” asserts Razzak. “UK-based manufacturing and configuration is important because most smaller or specialist orders are still best filled from within this country.

www.pcr-online.biz

INTERVIEW CENTERPRISE

“There’s no future in simply making PCs and selling them – this needs to be part of a larger operation. We think end-to-end solutions is the most viable business model today.” Rafi Razzak, Centerprise “Maintenance issues are covered better from this country too. If you simply supply PCs with no additional services, you won’t do well. End-to-end solution provision requires a local manufacturing base.” Centerprise’s 26 years of experience has positioned it to make some key observations on the development of the British IT market and Razzak believes that the future lies in value added services. “The key issue today is overseas competition,” he observes. “In many ways our market resembles the car industry in that we’re seeing a drop in average selling prices and a reduction on margins. “There’s no future in simply making PCs and selling them – this needs to be part of a larger operation. We consider end-to-end solutions to be the most viable business model today.” End-to-end solutions are also likely to be Centerprise’s business model of the future too, as the company still enjoys a number of solutions provision contracts. “The future is hopefully very bright,” concludes Razzak. “The public sector is still extremely important to us and we now hold contracts that cover the military, health, education and local government. We’re also moving very much in to services – we now offer disaster recovery and information assurance, such as data encryption. “Business IT will soon be a utility service, and the end-to-end solutions will be the services themselves. Hardware and equipment will be hired and provided depending on the function it needs to perform. “I firmly believe that the future of business IT will be all about the service level agreement, which gives the management of a company the power to state what they need, and get it.”

www.pcr-online.biz

June PCR 37

HARDWARE MYSTERY SHOPPER

Mystery Shopper: STAPLES THIS WAREHOUSE-STYLED store was stacked from ﬂoor to ceiling with all things stationery related, so where was the technology? After a quick look around and a walk down a long narrow aisle, I found myself in front of the PCs. I passed the counter area, which had two staff members standing behind it. One shop assistant smiled in my direction and asked if I was okay. I told him I wanted a PC with everything in the monitor, similar to what Apple already produces. I asked if there were Windows-based alternatives as well, trying to probe for a response. “I’m sorry but we don’t sell them,” he said. “I’m sure PC World can help or the Apple Store in town. You could also try John Lewis – you will probably get a better deal online.” That pretty much killed the conversation, but I thought I would try to get a little more information out of him. I asked him if he knew anything about these products. He added that he thought both Sony and HP had some models and that they cost around £700. I looked on the retailer’s website later and found a single all-in-one: the HP Touchsmart IQ510uk Desktop PC with Core 2 Duo processor T7250, 4GB RAM, 320GB hard drive, Vista Home Premium 64-bit, priced £849.99.

38 PC June

SCORE

5/10 www.pcr-online.biz

HARDWARE MYSTERY SHOPPER

Turn the page for more Mystery Shopper results

>>>

JOHN LEWIS THIS WAS A clean and well organised store. I headed towards the consumer electronics section, where I spotted the Apple iMac machines. I approached an extremely smart salesman who was directing other members of staff. He smiled and asked how he could help. He was very professional in his approach, informative and explained the features and beneﬁts of the Apple iMac, HP Pavilion TouchSmart and Sony models without using too much jargon. He focused on one model from each of the three manufacturers, which were: • HP Pavilion TouchSmart IQ522 Desktop PC with a 22-inch monitor, Nvidia GeForce 9300MGS HD graphics, 500GB hard drive, priced £1,099. • New Apple iMac 2.66GHz SuperDrive Desktop PC with 20-inch monitor, NVIDIA GeForce 9400M, 320GB hard drive, £949.

Liverpool We sent our Mystery Shopper out to buy an all-in-one PC. We knew that Apple already had a range of hardware, however, we also wanted to compare this against options from other manufacturers. She visited a range of stores included departmental, national and an independent, to get a feeling of what was available in the market.

• Sony VGC-JSE/S Desktop PC with a 20-inch monitor, Nvidia GeForce 9600M GT, 500GB hard drive, £899. His personal preference was the iMac. “The operating system is unique,” he enthused. He also claimed that I wouldn’t need internet security software, as I would with Windows-driven PCs, because in his view Apple products weren’t targeted by virus hackers. This made the system quicker. In an eco-friendly comment, he added that the iMacs used the same amount of power as a light bulb. I told him that I was worried about using ﬁles from my Windows machine on the iMac – was there an easy solution? I didn’t have to worry, he said, there is an Office suite available for the Mac, priced £98.75. He went on to add that Apple had been in the market for about six years, whereas other all-in-one manufacturers had only been doing this type of product for about two to three. We then walked over to the HP TouchSmart. “There are a few subtle differences – the best is the touch screen,” he said. “I also like the scrolling. HP machines come with a wireless keyboard and mouse as standard and there is a small light underneath which illuminates the keyboard, a decorative feature which looks good.” He brieﬂy explained the SCORE other products on display and then returned to the iMac, which was cleary his preferred product when it came to all-in-ones.

9/10

www.pcr-online.biz

June PCR 39

HARDWARE MYSTERY SHOPPER

APPLE STORE

COMPUTER PLUS

PC WORLD

I WAS met by an assistant as I entered the large glass doors of this Apple store. He asked how he could help and showed me to the iMac range. Meesh explained the product in detail and recommended the Apple iMac 2.66GHz SuperDrive Desktop PC with a 20-inch monitor at £949. Obviously I wasn’t able to compare other manufacturers’ products in this store; however, it was good to get a comparison between retailers. He gave me a card with contact details so that I could book an appointment online for a personal shopping experience where I SCORE could visit the store for an hour and get a more detailed account of the iMac product.

THIS STORE was on the Brunswick Industrial Estate, a warehouse-style store similar to Staples. There was a variety of PCs and laptops on display. A casually dressed man came from the rear of the store asking how he could help. Unfortunately, he said he didn’t currently stock all-in-one computers. But he pulled out a copy of Asus World magazine and ﬂipped to the Eee Top ET16 series machine, which he said he could order. These all-in-one touchscreen computers boast similar functionality of regular desktop machines. He didn’t give any further details of this SCORE machine, but it was good to know that the hardware was available to order if I wished to.

I GRABBED the attention of a manager, who offered to get someone to help. I took the time whilst waiting to look over the product range. A sales assistant approached and asked how she could help. First she recommended the HP TouchSmart IQ510 UK with a 22-inch screen for £979.97. The store had a pay-monthly option which meant I could trade in my new purchase for the latest model after two years, negating the need to upgrade. Then, moving onto Apple, she told me the Mac had a different operating system and that I’d have to shell out more money to transfer SCORE documents. We looked at two iMacs, priced £781.98 and £938.78. Office for Mac software was £116.

7/10

6/10

8/10

THE TOP SCORES:

CURRYS

COMET

I WAS greeted by an assistant, who asked what I was looking for as I approached. I said I wanted an all-in-one Windows or Apple machine. The store didn’t stock Apple products, I was told, but there was a HP PC available. However, a quick look at it highlighted that this was not an all-in-one product. I reminded him that I was looking for a product with everything in the screen and he responded by saying they didn’t stock anything like that there. He suggested it might be better to look on the website. We both stood in silence for a while, and I SCORE left to search elsewhere when I realised that I wasn’t going to get any further information.

A LARGE sign pointed me in the direction of the all-in-one PCs and I found a salesman called Chris to help me with them. Without hesitation he went straight over to the Apple iMac 2.4GHz 20-inch product, priced £749. For a little faster speed, he said, I could get the 2.66GHz 20-inch version for £949. The latter also had 2GB memory, 320GB hard drive and an Nvidia graphics card. He also pointed out the Sony VGC-LN2M, priced £1,199.99, adding: “We only put this out today; it’s basically the same spec and has a Blu-ray player and touch screen.” I asked Him for SCORE some literature, but he could only print off speciﬁcations from the website.

4/10

40 PC June

7/10

JOHN LEWIS

PC WORLD

COMET

APPLE STORE

COMPUTER PLUS

STAPLES

CURRYS (SPEKE)

This Mystery Shop was conducted by infinite Field Marketing Solutions, a leading provider of field marketing services to the technology sector. The solutions provided include Training, Market Research, Mystery Shopping, Demonstration Days, Roadshows, Merchandising and Compliance & Data Capture. Visit our website for details and to request a Case Study.

www.pcr-online.biz

HARDWARE REALTIME Q&A

Keeping it real Over the past 20 years, Realtime Distribution has established itself as one of the UK’s leading distributors of specialist IT products. Andrew Wooden talks to its managing director, Mark Reed about the past, present and future...

REALTIME DISTRIBUTION has been in business for 20 years and in that time has developed a reputation for offering innovative, personalised solutions to its customers by specialising in the enthusiast, gaming and high end market. It has developed key alliances with many high end hardware vendors, including Sapphire, BFG, Corsair, MSI and CoolIT among others, and with an annual turnover that exceeds £20 million, Realtime looks set to endure for another 20 years to come. How was Realtime set up and by whom? Component Resources was set up by Chris and Steve Reed in in the late ‘80s selling Maths co-processors, Zip memory and upgrade boards that went into Amiga systems. The business quickly developed into built systems. Wanting to do something on my own, I decided to pick up the component business they left behind and set up Realtime. All the way to 2003, Component Resources and Realtime ran side by side utilising the same resources such as warehousing and support staff until I bought out Component Resources, allowing my parents to retire, and bringing everything under the Realtime brand. What have been the biggest changes in the company since it launched 20 years ago? The biggest change has to be the acquisition [by VIP] in 2006, for many reasons. It means that the logistics side of Realtime’s business is now handled through our national logistics centre in Warrington. Moreover, it has allowed Realtime the financial support and backing to move our business onto the next level. Realtime is completely focused on driving profitable sales through our head offices in Huntingdon. As a team we can get on and do the job we are very good at – which is selling product.

42 PCR June

How would you say the wider market compares to that of 1989? The industry has matured. Back in 1989 almost anyone could make money if you had the right relationships to buy right. Today all of those avenues have dried up as they were often from the local system integrator companies which have all but disappeared. That means companies such as Realtime beyond the late ‘90s had to look for official relationships with manufacturers, and today it is the only way. But distributors often get caught in the trap of wanting brands that may have prestige or volume but are difficult to provide bottom line profit.

HARDWARE REALTIME Q&A

There are not many companies better positioned than Realtime to take advantage of this. What moment or event have you found the hardest since you launched? Without doubt, the years when the business had to change to survive was the hardest. We had to make two sets of redundancies within 12 months to ensure the business remained profitable, which changed the structure and re-focused the business.

What have you been most proud of in your history? It would have been easy to be sucked into trading processors or give up when the going got tough, when we couldn’t find a direction to make money – but we didn’t. So the answer is I am most proud today because not only are we still here, we are still strong and still able to run circles around companies much bigger than ourselves. Today we still offer value to our customers and still grow our business profitably What would you say your most important product area is? 75 per cent of our product range is PC gaming related. This is deliberate and has now earnt us a reputation for supplying products into that area of the market. Gaming is still growing and in our opinion PC gaming will outgrow console over the years until consoles essentially become almost like PCs.

“75 per cent of our product range is PC gaming related. This is deliberate and has now earnt us a reputation for supplying products into that area of the market” Mark Reed

Do small independent IT retailers have a better time or a harder time of it now compared when you started out? It is as hard for them as it probably has ever been, for those that are still around. The independent now has to survive on services, having a niche focus like gaming or having ‘need it urgently’ products such as cables or a keyboard. The best option is to do all three. There is always a need for local IT retailers but they will find it tougher in the future. Currently the independent has the benefit of Woolworths disappearing for game sales, Dixons has had better times and now there is no Time or Tiny computers enabling them to offer local built systems. The problem may be that, with Best Buy coming into the UK over the next two years and PC World getting back to its previous strength, the independent needs to look at doing everything these guys are not, otherwise it will keep getting harder. Where do you see yourself in another 20 years? I will be 53 so it’s a very hard question for anyone to answer. But I will be very much involved in and around what I am doing today. I intend to retire about 5-10 years after I die...

June PCR 43

HARDWARE CHARTS *From March 2009 data 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

SAMSUNG

NC10

ACER

X193W

KEYBOARDS

1 MICROSOFT

MICE

LOGITECH

WIRED KEYBOARD 500 BLACK

V150 LASER MOUSE

ACER ASPIRE 5735-644G50

HP W1907V

LOGITECH ULTRA FLAT KEYBOARD

LOGITECH VX NANO CORDLESS LASER MOUSE

HP 6735S GW694AV

SAMSUNG SYNCMASTER T220

MICROSOFT COMFORT CURVE KEYBOARD 2000

LOGITECH MX 620 LASER CORDLESS

EMACHINES D620

BENQ G700AD

LOGITECH CORDLESS DESKTOP EX 110

LOGITECH V220 CORDLESS OPTICAL MOUSE

HP MINI-NOTE 2133 KX872AA

LG W1942S-SF

TRUST DS-3400D WIRELESS OPTICAL DESKSET

LOGITECH V220 CORDLESS OPTICAL MOUSE

TOSHIBA L300-217

SAMSUNG SYNCMASTER 923NW

KENSINGTON 1500109 VALUE KEYBOARD BLACK

LOGITECH V450 LASER CORDLESS NOTEBOOK

ACER ASPIRE 5535-723G25

SAMSUNG SYNCMASTER 723N

MICROSOFT WIRELESS OPTICAL DESKTOP 1000

LOGITECH U96 OPTICAL WHEEL MOUSE BLACK

EMACHINES E520

ACER V173AB

LOGITECH DELUXE 250 KEYBOARD OEM

MICROSOFT P58-00019 BASIC BLACK

SONY VGN-NS20E/S

ACER V173B

MICROSOFT MESSENGER KIT

MICROSOFT BX3-00020 WIRELESS NOTEBOOK

ACER TRAVELMATE 6930G-583G25BN

LG W2242S-SF

LOGITECH CORDLESS DESKTOP EX 100

MICROSOFT U81-00008 COMPACT 500 USB

GAME CONTROLLERS

DVD WRITERS

SAITEK

P380 DUAL ANALOG PAD

GP08NU

INKJET PRINTERS

LASER PRINTERS

1 HP

DESKJET D1560

LASERJET P1005

LOGITECH 963291-0914 WINGMAN ATTACK 3

LG GH-22NP

EPSON STYLUS S20

HP LASERJET P1009

LOGITECH WINGMAN EXTREME 3D

LG GP08LU

CANON PIXMA IP1900

HP LASERJET P2055DN

LOGITECH 963290-0914 EXTREME 3D PRO USB

LG GE-20NU

CANON PIXMA IP2600

BROTHER HL 2035

LOGITECH 963292-0914 DUAL ACTION USB

LG GH-22LP

CANON PIXMA IP4600

HP COLOR LASERJET CP1515N

LOGITECH 963339-0914 FORMULA VF USB

PIONEER DVR-116D

EPSON STYLUS PHOTO R285

SAMSUNG ML 2240

LOGITECH 963326-0914 CORDLESS RUMBLEPAD 2

SAMSUNG SH-S223F

HP PHOTOSMART A526

HP LASERJET P1006

TRUST 15077 JOYSTICK GM-2550

LITEON ESAU208

HP PHOTOSMART D5460

SAMSUNG CLP 315

LOGITECH WINGMAN PRECISION GAMEPAD

PIONEER DVR-216

HP DESKJET 6940

SAMSUNG CLP-315W

SAITEK 107007 P3200 RUMBLE PAD

LG GE-20LU

EPSON STYLUS D120

HP LASERJET P2055D

www.pcr-online.biz

June PCR 45

MFDS

GRAPHICS CARDS

EPSON

STYLUS OFFICE BX300F

PNY

TECHNOLOG, GEFORCE 6 6200

TV CARDS

1 HAUPPAUGE

VIDEO CARDS

DAZZLE

WINTV HVR-900

VIDEO CREATOR PLATINUM

HP DESKJET F4280

PNY TECHNOLOG GEFORCE 9800 GT

DAZZLE DIGITAL USB TV STICK

V-STREAM XPER DVD MAKER USB2.0

HP DESKJET F2280

XFX GEFORCE 9400 GT

HAUPPAUGE WINTV NOVA-T-STICK

DAZZLE DVD RECORDER

EPSON STYLUS SX600FW

PNY TECHNOLOG GEFORCE 7200GS 128MO DDR2

HAUPPAUGE WINTV NOVA-T 500

KWORLD XPERT DVD MAKER USB 2.0

EPSON STYLUS SX405

PNY TECHNOLOG GF 6200

HAUPPAUGE WINTV NOVA-S-USB

DAZZLE DVD RECORDER DVC 101

EPSON STYLUS SX400

POWERCOLOR RADEON X1650 PRO

HAUPPAUGE WINTV NOVA-T-USB2

PINNACLE SYST VIDEO TRANSFER

EPSON STYLUS SX200

XFX GEFORCE 9500GT

HAUPPAUGE WINTV HVR-1100

HAUPPAUGE IMPACT VCB

HP PHOTOSMART C4280

PNY TECHNOLOG GEFORCE 9400GT

PINNACLE SYST PCTV NANO STICK

CANOPUS ADVC 55 VIDEO INPUT ADAPTER FW

HP PHOTOSMART C7280

XFX GEFORCE 9500GT

HAUPPAUGE WINTV NOVA-TD

PINNACLE SYSTEM STUDIO MOVIEBOX PLUS S12

HP PHOTOSMART C4580

PNY TECHNOLOG GEFORCE 8400GS

HAUPPAUGE MYTV

DAZZLE DV EDITOR 2006

MODEMS/ROUTERS

WEBCAMS

NETGEAR

DG834G ADSL MODEM ROUTER ROUTER SWITCH

MICROSOFT

LIFECAM VX-1000

PC SPEAKERS

SCANNERS

1 SAMSUNG

1 CANON

ASP-600S

CANOSCAN LIDE 100

BELKIN F5D8231 N1 WIRELESS ROUTER

LOGITECH QUICKCAM E 3500

LOGITECH X-240 2.1 SYSTEM

CANON CANOSCAN LIDE 200

BELKIN F5D7632_4 WIRELESS G MODEM ROUTER

LOGITECH QUICKCAM E2500

LOGITECH X-140

EPSON PERFECTION V 300 PHOTO

BELKIN F5D7231_4 WIRELESS CABLE/DSL ROUTER

MICROSOFT LIFECAM VX-3000

EXSPECT EX695 SHUFFLE SPEAKER PINK

HP SCANJET G2410

BELKIN F5D8633UK4 N WIRELESS ROUTER

CREATIVE LIVE! CAM VIDEO IM PRO

GEAR4 STREETPARTY III BLACK

CANON CANOSCAN 4400F

NETGEAR WGR614 WIRELESS ROUTER

LOGITECH QUICKCAM PRO 9000

BOSE SOUNDDOCK BLACK

CANON CANOSCAN 8800F

BELKIN F5D7234_4 WIRELESS G ROUTER

TRUST CHAT AND VOIP PACK CP2100

JBL ON STAGE III BLACK

FSC SCANSNAP S510

BELKIN F5D7230_4 WIRELESS G ROUTER

LOGITECH QUICKCAM FOR NOTEBOOKS DX

JBL ON STAGE MICRO BLACK

CANON CANOSCAN LIDE 600F

LINKSYS WRT54G2 4PORT

LOGITECH QUICKCAM S5500

LOGITECH Z-4 2.1 SPEAKER SYSTEM

HP SCANJET G3110

NETGEAR RANGEMAX WIRELESS ROUTER

MICROSOFT LIFECAM VX-6000

BOSE SOUNDDOCK II BLACK

HP SCANJET G2710

46 PCR June

www.pcr-online.biz

HARDWARE ANALYSIS

Written by ILIANA TOLIA

Q1 2009 VS 2009 PRODUCT GROUP GROWTH RATES

SALES UNITS JAN 09 – MAR 09

Mobile PC

SALES VALUE GBP JAN 09 – MAR 09

18,1

1060

LCD Monitors

-25,6

-34,9

Mice

-17,9

-17,5

Keyboards

-11,7

-16,2

State of the market GfK’s Iliana Tolia takes a look at how today’s economy is affecting the retail market...

48 PCR June

THE CURRENT economic climate, and tight credit availability have certainly taken a toll on the IT industry. Within this challenging environment, where consumer spending has curtailed, pricing has never been as important for manufacturers and retailers. The IT sector in Q1 2009 experienced one of its worst quarterly growth periods to date, with total unit sales declining by 15 per cent versus Q1 2008. With the exception of a few segments still showing some growth, consumer demand for IT goods has significantly slowed down in 2009. Unfortunately, the decline has been significant in value terms, down seven per cent for the same compared period, driven by deep discounting and promotion of key product lines. The biggest news come from the PC market where, after a long period of healthy growth, notebook PCs are having to compete for consumers’ pounds with lower value netbooks. Netbooks have been the unit growth driver in the mobile PC market during

the first quarter of 2009, putting a lot of pressure on low-priced notebooks. Notebook PCs remain the key volume generator in the industry, but falling prices are of high concern. Despite the increase in unit sales, value has now worryingly gone into red. It is obvious that price is a key decision factor for the consumer these days and retailers are now targeting low price points in an effort to stimulate sales. And with price points around the £200 mark, the netbook is now becoming the most affordable portable computer, covering most of the average PC user’s day-to-day needs. Due to the strong entrance of netbooks into the mobile PC market, along with the rise in subsidised laptop sales and mobile broadband, the total mobile PC average selling price has fallen by 20 per cent in Q1 2009 versus Q1 2008, resulting for the first time in flat value growth for the category – which has hit harder in the consumer channel. An interesting trend emerging in the market has been the growth of

proportionately low-cost, all-in-one PCs, taking important share from the monitor market, which already suffers from the growing popularity of mobile PCs. All-in-ones saw an increase of 28 per cent in volume and value Q1 2009 versus Q1 2008, whilst monitors are in heavy decline, down 48 per cent and 54 per cent in volume and value respectively for the same compared quarters. Products surrounding the PC are also suffering declines, due to aggressive offers followed by lower demand. Out of all the peripheral products, notebook mice are still a hopeful segment, showing growth due to increased popularity of those models offering wireless connectivity. Wireless mice that support the mobile PC have grown by 44 per cent in volume and 11 per cent in value quarter-on-quarter on a yearly basis. As PC usage is increasing notably in busy wireless environments, productivity of wireless devices is a trend that is likely to develop further in 2009.

www.pcr-online.biz

HARDWARE COOL IT INTERVIEW

Cool Runnings Having enjoyed critical acclaim in North America, the groundbreaking Domino advanced liquid cooling system is now available in the UK. Matt Grainger talks to CoolIT’s applications specialist Barry Reicker about water-cooling and the future of computing…

The Water Dragon is the latest PC to come installed with CoolITs cooling system

50 PCR June

IN 1965, Gordon Moore predicted that the number of transistors on CPU would double every two years. Now, with Intel’s Core i7, for example, containing 731 million of them, the potential for overheating becomes a problem that will increase exponentially alongside the growth of CPU capability. “Temperature dictates performance,” says CoolIT’s application specialist Barry Reicker. “The entire overclocking – and to some extent the PC – industry is cooling dependent. People who overclock are able to do so because they have a cooler that is capable of handling the extra heat. Poor cooling leads to high temperatures, which can lead to instability and component damage.” For CoolIT, the future of personal computing is liquid cooling and it has created a number of products to bring it to the mass market, most notably the Domino ALC. “Five years ago, the concept of watercooling a PC was unthinkable except

“Our mission is simple, to develop products that make liquid cooling more affordable, reliable and easier to use than ever before.” Barry Reicker, CoolIT to a few niche enthusiasts,” continues Reicker. “But we believe it will go completely mainstream within a couple of years. “The benefits of liquid are undeniable, so as time goes on, more and more people are looking to get involved. Our mission is simple: to develop products that make liquid cooling more affordable, reliable and easier to use than ever before.” Domino has been specifically created to jump the gap between specialist enthusiasts and ordinary PC users. It can be installed in less than five minutes, and comes with user friendly features like pre-installed

thermal paste and rubber mounting grommets. In addition, the system is sealed and does not require any maintenance or refilling. “There are three elements to the success of Domino,” says Reicker. “Performance, price point and ease of use. This product doesn’t just appeal to people who are interested in water cooling. It’s maintenance free and since it doesn’t cost much more to upgrade from a traditional heatsink, we are seeing air enthusiasts using it too. “CoolIT is happy with the direction it’s taking as we’re essentially creating a new market segment. Traditional heatsinks are a mature industry where the products have only got bigger. Advanced liquid cooling is the natural next step and to me, it is the future of PC cooling. On top of our regular business with OEMs like Dell, Apple and BFG, we are now looking at applications for liquid in classrooms, HTPCs, digital home equipment, laptops and more. Liquid cooling is definitely here to stay.”

www.pcr-online.biz

8VhZh Â&#x2122; 8EJh Â&#x2122; 9^heaVnh Â&#x2122; ;aVh] BZbdgn Â&#x2122; =VgY 9g^kZh Â&#x2122; CZildg`^c\ Â&#x2122; CdiZWdd`h Â&#x2122; EZg^e]ZgVah Â&#x2122; Hd[ilVgZ Â&#x2122; K^YZd 8VgYh

CaviarÂŽ for your PCs from WD! WD CaviarÂŽ GreenTM WD20EADS 2TB Serial HDD t *EFBM GPS FOWJSPONFOUBMMZ GSJFOEMZ 1$T t .BTTJWF DBQBDJUZ VQ UP 5# t *OUFMMJ1PXFSÂ&#x2122; B m OF UVOFE CBMBODF PG TQJO TQFFE t *OUFMMJ4FFLÂ&#x2122; DBMDVMBUFT PQUJNVN TFFL TQFFET UP MPXFS QPXFS DPOTVNQUJPO t 4UBCMF5SBDÂ&#x2122; SFEVDFT TZTUFN JOEVDFE WJCSBUJPO TUBCJMJTFT QMBUUFST t 4 "5" JOUFSGBDF

VIP Order Code: 100886 Call for Pricing

WD VelociRaptorâ&#x201E;˘ WD1500HLFS 150GB Serial HDD

WD CaviarÂŽ GreenTM WD10EADS 1TB Serial HDD

t *EFBM GPS QFSGPSNBODF FOUIVTJBTU TZTUFNT XPSLTUBUJPOT TFSWFST t )VHF SQN TQJO TQFFET t GBTUFS UIBO QSFWJPVT 3BQUPS TFSJFT o OPX XJUI .# DBDIF t 4 "5" JOUFSGBDF t ZFBS XBSSBOUZ

t *EFBM GPS FOWJSPONFOUBMMZ GSJFOEMZ 1$T t "WFSBHF QPXFS TBWJOHT PG 8 PWFS TUBOEBSE 1$ ESJWFT t (SFFO1PXFSÂ&#x2122; UFDIOPMPHZ GPS MPXFS PQFSBUJOH UFNQFSBUVSFT t *OUFMMJ4FFLÂ&#x2122; DBMDVMBUFT PQUJNVN TFFL TQFFET UP MPXFS QPXFS DPOTVNQUJPO t 4 "5" JOUFSGBDF

VIP Order Code: 100108 Call for Pricing

VIP Order Code: 100725 Call for Pricing

Sales: 0871 622 7500 www.vip-computers.com/uk ÂŠ Copyright VIP Computer Centre Limited. 2009. Information correct at time of publication E&OE

THIS MONTH Sector Guide

p 57

Budget Software The value segment can provide a useful added margin all year round. PCR investigates...

Software

PCR’s monthly look at recent developments in the software market

SOFTWARE CHARTS

P 54

KOCH COMPANY PROFILE

Our monthly roundup of the best selling software available

PC Indie’s head of software sales, Joanna Kemp talks about indie retail

>>>

p 64

GAMES The Sims 3 is due to hit shelves this month, while we highlight the other best sellers of the moment

Software Distribution Account Managers Credit Limit

Next Day Delivery Software Licensing Team E-Commerce

blue solutions 0118 9898 222

www.bluesolutions.co.uk

HARDWARE KOCH

Champion of the

indies

With a history of success in the software distribution sector, Koch recently launched its PC Indie.com portal which aims to provide more support for small businesses selling its products. Joanna Kemp, head of software sales at the firm, speaks to Andrew Wooden about the way the market has changed over the years and the future direction of the company… When was Koch set up and where? The UK arm of Koch Media was established in 1994 by our MD Craig McNicol and CEO Klemens Kundratitz, with our first move into the software arena being Europress Educational titles. How much does the company now resemble the initial set-up? Koch Media UK started out selling software into retail. Although the company has now grown into several different sectors along the way, we are still true to our roots and software is still a key focus for the company. Over the years, our software business has grown into different customer sectors such as volume licensing and OEMs, and our strategy will continue to see our software portfolio grow. How has the software market changed since you began trading? Margins are under constraint, vendors are battling in the market for the number one position, and marketing has become more expensive and even more key. We have seen a massive increase in market share going towards the online sector, and in recent years mass market retailers are taking some of the action and growing new markets for software. With the explosion of

54 PCR June

“PC Indie is dedicated to software and dedicated to the independent sector, who crave an easy to use, free delivery, no minimum order, no fuss solution” Joanna Kemp, PC Indie

hardware pricing and PCs becoming more and more affordable in conjunction with the new retailers, we are seeing a new lease of life for software. You’ve just launched PC Indie.com, how has the initial reaction to that been? Absolutely fantastic. I’ve been receiving great feedback from independents and publishers on how great the site looks and feels. It’s opening up a lot of conversations and ideas for us to continue to expand, and all feedback points to how a site like this was needed – a dedicated online portal to reach and work with the independent sector that is focused on software, and not trying to cover every base and be something for everyone.

business and also shows commitment to the often excluded independent sector. Every distributor has some type of online solution that carries their portfolio and is available to all – but this is very different. It’s dedicated to software and dedicated to the independent sector who crave an easy to use, free delivery, no minimum order, no fuss solution. How will the site develop over the next year or so? The site will continue to evolve – more publishers will be signing up and new products will be available. We are working with key publishers at the moment, creating exclusive POS packs, exclusive bundles and promotions. Watch this space but

What’s the importance of schemes such as that? They are very important to us, which is why we have developed the portal. It shows commitment to growing our

www.pcr-online.biz

HARDWARE KOCH

we are also working on some very exciting incentives for this year to offer to our independent customers. What other plans do you have for the year going forward? Any plans for expansion? For me it’s clear, I want this year to be a success for PC Indie and thus a success for Koch. I’m always on the look out to bring new publishers into the Koch portfolio and of course always thinking about how we can grow our business. What do you think the biggest problems facing independents are at the moment? It’s challenging times for all out there at the moment. In terms of key problems it’s about managing cash flow, getting good margins, offering great service for customer retention and giving the customer great deals that are competitive elsewhere in the market. Independents need to focus on their expertise and great customer service levels offering the customer a reason to go back time after time. Enter PC Indie!

WHAT IS PC INDIE? PC Indie is an online portal designed specifically to support independent retailers. Koch says it has seen a positive reaction from the trade since the site went live in April, and is encouraging more UK

www.pcr-online.biz

independents to sign up. As an introductory offer, stores which spend over £50 on their first order through the new scheme will receive a Koch media starter pack free of charge, which is worth over £360 retail value.

June PCR 55

MORE CHOICE, MORE VALUE nteractive Ideas stocks a great range of affordable budget software and peripherals. For gamers, we offer classic casual titles for everyone including story-based brainteasers and Tetris-like puzzlers. Our hobby and self-improvement software range takes in best-selling driving test and language learning aids, computer training and even guitar lessons. We also have fantastic iPod utility products, charming coloured micro mice, great little keyboards and much more. All these products retail for under a tenner. The best ideas are interactive...

AVANQUEST SOFTWARE

FOCUS MULTIMEDIA TRUST COLOURED MICRO MICE

RAINBOW SENSOR KEYBOARD

IDIGICON

DOWNLOAD our latest magazine FREE Find out more about our award-winning range of products www.interactiveideas.com/corporate/CONSUMER_RETAIL

SOFTWARE AND PERIPHERALS FOR EDUCATION, ENTERTAINMENT AND BUSINESS

Authorised distributor for:

Tel: 0208 805 1000 email: sales@interactiveideas.com web: www.interactiveideas.com For a full list of publishers and manufacturers that Interactive Ideas represent, visit www.interactiveideas.com

SOFTWARE BUDGET SOFTWARE

CONTACT INTERACTIVE IDEAS TEL: 020 8805 1000

[

BEJEWELLED TWIST Distributor: Interactive Ideas SRP: £9.78

]

In this low cost game, players spin and match explosive gems to create shockwaves of fun. Offering multiple paths to victory and four game modes, this game can be played on a 1.2 GHz processor with only 32MB of video memory.

Software on a

Shoestring At a time when customer spending is at an all time low, budget software is a sector that should never be overlooked. It’s cheap to acquire, offers a solid extra margin and retails at a price that can tempt even the most cash-strapped customer. Matt Grainger investigates… “Budget software, if done well, is always going to be a good seller, now more than ever” Andrew Miles, Interactive Ideas

www.pcr-online.biz

IN THE IT sector, there are very few product segments that can provide strong, reliable sales all year round. Many items of both software and hardware have their biggest sales following their launch, and can be expected to steadily depreciate in value from then on. Budget software, meanwhile, is one of those rare ‘evergreen’ sellers, which can be bought and sold at prices that can tempt retailers and customers alike. “Budget software, if done well, is always going to be a good seller, now

more than ever,” says Interactive Ideas’ marketing executive, Andrew Miles. “It is a cheaper alternative than most free-time activities and can cover a wide range of areas such as fun children’s educational offerings, language learning, fitness training, skills improvement for the workplace and internet security. Some titles even prepare first time drivers for their driving test.” “PC budget software will provide evergreen titles and all-year-round sales,” adds Avanquest’s marketing

manager Debbie Hives. “It’s a steady, regular seller, as opposed to full price software, which is very ‘day one’ driven. Having both budget and full price software gives retailers the best of both worlds.” Budget software enjoys continued popularity, not only because of its low price–cost threshold, but because it is often backwards compatible, capable of being run on older or lower spec systems. Budget titles are also perceived as being good value and can make a great add-on or impulse sale.

June PCR 57

SOFTWARE BUDGET SOFTWARE

[

MYSTERY CASE FILES: PRIME SUSPECTS Distributor: Interactive Ideas SRP: £9.78 This game, which has topped the PC budget games charts, sees the player search for clues throughout 22 levels, find the offending culprit, and recover the Queen’s Hope diamond. Investigations take place through the game's 29 unique locations by finding items that will unlock subsequent levels. Requires a 600 MHz processor and 128 MB of RAM.

]

[

3D HOME DESIGNER Distributor: Interactive Ideas SRP: £9.78

]

This home design solution helps users transform their home with thousands of combinations of furnishings, sizes, colours, materials and styles, including furniture, fixtures, lighting and flooring. Rooms can be redecorated, remodelled or expanded from scratch in minutes. Users can then view their creations in 3D to see how it will really look.

[

CHATSHIELD Distributor: Interactive Ideas SRP: £9.99

]

Instant Messaging is hugely popular, allowing people to send and receive written messages over the internet as if talking face to face, but the risks of anonymous communication are obvious. Using ChatShield ensures that children can chat to friends safely without parents having to monitor their conversation.

“Savvy retailers are investing time and effort in getting their budget offering right” Debbie Hives, Avanquest

58 PCR June

[

FILE SHREDDER Distributor: Interactive Ideas SRP: £9.78

]

When you delete a file from your PC, its contents are not immediately removed. Instead it’s marked as ‘free space’ until it’s overwritten with fresh data, and only then does permanent removal occur. This data-eraser software ensures complete destruction by randomly overwriting the files with binary digits and erasing previously deleted files.

“Retailers love budget software as it encourages impulse purchases,” says Hives. “Shoppers may not go into stores specifically looking for the titles, but when they see them, will decide on impulse to buy and therefore spend more than they planned. This is something, of course, that all retailers love.” These same retailers also love the low price point that budget software offers. It can be stocked for a fraction of the cost of brand new software and

[

PDF TO WORD Distributor: Interactive Ideas SRP: £9.78

]

PDF-to-Word is an easy-to-use conversion utility that instantly converts files to formatted Word documents. This software can be used to preserve document layouts and graphics maintaining formatting information. Once converted users can add or delete text, insert images and diagrams, correct spelling mistakes and change the layout.

gives a good sales margin, even when sold at low prices. “Avanquest’s budget label – GSP – has been around since 1994 and has sold millions of units,” confirms Hives. “Many of the titles are regularly in the top ten of each category within ChartTrack and we have numerous titles that have sold in excess of 100,000 units. Margins are generally much greater on budget than on full price titles and this, coupled with the volume, ensures a healthy return for retailers.”

It is small wonder then that budget software often enjoys a prominent position on any IT shop floor. With a minimum expense, retailers can ensure continued sales and additional margin with a product that will always be perceived as a good deal. “Savvy retailers are investing time and effort in getting their budget offering right,” adds Hives. “In credit crunching times, it pays to have stock that appeals to buyers on the basis of great value for money.”

www.pcr-online.biz

SOFTWARE BUDGET SOFTWARE

[

MORTIMER BECKETT AND THE SECRET OF SPOOKY MANOR Distributor: Interactive Ideas SRP: £9.78

]

After receiving a letter from his long-lost uncle with ramblings about strange devices, Mortimer sets off on a seek-andfind adventure in Uncle Jerome’s strange home. Players will hunt the halls for mysterious hidden objects, return them to their rightful places, and solve a series of brain-bending puzzles to uncover the Spooky Manor mystery.

[

]

ALL IN ONE DRIVING TEST Distributor: Interactive Ideas SRP: £9.78

This item comes complete with everything a learner needs to know to pass their driving test. Its creator, Avanquest, is so confident that users will pass that it’s offering £50 worth of software to anyone who fails their test, having thoroughly used this product.

[

WHO DO YOU THINK YOU ARE? Distributor: Interactive Ideas SRP: £9.99

]

The software automatically searches Ancestry.co.uk, the UK’s largest collection of family history records online, helping users track down information on distant relatives. The user can then bring their family history to life by creating a whole host of trees, charts, reports and even albums to share with family and friends.

“Budget software is a fantastic opportunity for anyone looking to get into the industry, where these can be seen as better value alternatives or addons to traditional types of software,” concurs Miles.

[

LEARN2PLAY SERIES Distributor: Interactive Ideas SRP: £9.78

]

[

The Learn2Play series is an interactive tutor that can teach a variety of guitar techniques, even at advanced levels. All chords and riffs are represented by intuitive graphics and sound, each displaying the exact fingering. Each chord can also be heard so that the learner can check their progress. There is also an inbuilt tuner to make sure the guitar is in tune at all times.

“Budget software is still big business and sells in mass overall. It’s still making margins for retailers and resellers and should definitely be seen as a worthwhile investment for the foreseeable future.”

BUMPS Distributor: Interactive Ideas SRP: £9.78

]

Bumps is a new puzzle/casual game with 99 engaging levels to explore. The game’s deviously designed levels will test the logic skills of even the most ardent puzzle fans. The game features addictive, easy-to-learn gameplay and stylish contemporary graphics, designed to keep casual gamers playing well into the night.

ALL IN ONE PROTECTION Copyright © 2008 Symantec Corporation. All rights reserved. Symantec, the Symantec Logo, Norton, Norton Internet Security and Norton 360 are trademarks or registered trademarks of Symantec Corporation or its afﬁliates in the U.S and other countries. Other names may be trademarks of their respective owners.

SOFTWARE CHARTS *From April 2009 data The charts credited to ELSPA and GfK/ChartTrack are the strict copyright of ELSPA. For more information, subscribe to the ELSPA weekly report. Contact ELSPA at: 167 Wardour Street, London W1F 8WL. Tel: 020 7534 0580.

PC GAMES

BUDGET GAMES

FOOTBALL MANAGER 2009

SEGA

TOP 10 MOBILE THEMES

MYSTERY IN LONDON: JACK THE RIPPER

BIG FISH GAMES

IBERRY 2.0 TODAY PLUS

MAGMIC

EMPIRE: TOTAL WAR SEGA

MYSTERY CASE FILES: RAVENHEARST BIG FISH GAMES

SALTWATER MAGMIC

WARHAMMER 40,000: DAWN OF WAR II THQ

WORLD OF WARCRAFT ACTIVISION BLIZZARD

SOLAR SLIDESHOW MAGMIC

COMPANY OF HEROES: TALES OF VALOR THQ

AMAZING ADVENTURES OF THE LOST TOMB POPCAP GAMES

BEACHES OF THE WORLD MAGMIC

WORLD OF WARCRAFT: WRATH OF LICH ACTIVISION BLIZZARD

MYSTERYVILLE 2 GSP/AVANQUEST

CITIES OF THE WORLD MAGMIC

THE SIMS 2: DOUBLE DELUXE ELECTRONIC ARTS

THEME HOSPITAL ELECTRONIC ARTS

IBERRY PINK TODAY PLUS MAGMIC

CALL OF DUTY 4: MODERN WARFARE ACTIVISION BLIZZARD

ROLLERCOASTER TYCOON 3 ATARI

TINKER BELL PINK DISNEY

THE SIMS 2: APARTMENT LIFE ELECTRONIC ARTS

WORLD OF WARCRAFT ACTIVISION BLIZZARD

IBERRY NEO TODAY PLUS MAGMIC

SPORE ELECTRONIC ARTS

MEDAL OF HONOR: ALLIED ASSAULT ELECTRONIC ARTS

TICKLED PINK TODAY MAGMIC

COMMAND AND CONQUER: RED ALERT 3 ELECTRONIC ARTS

THE SIMS 2: MANSION & GARDEN STUFF ELECTRONIC ARTS

REFLEX COLOR MAGMIC

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.

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SOFTWARE GAMES

GamesChart This month sees the launch of the latest version in perhaps the biggest PC-only gaming franchise, The Sims 3, as well as Batman: Arkham Asylum, which has been receiving rave reviews...

GAME OF THE MONTH THE SIMS 3 Centresoft: 0121 625 3388 Contact: 0121 625 3388 Available: June 5th 2009 Price: ÂŁ39.99 THERE WILL be few people in the UK who haven't at least heard of The Sims. Its success has been hailed as one of the true examples of games being able to break through the traditional stereotype of computer games being for boys or just toys.

TITLE

GENRE

Azada Cake Mania 3

Expanding The Sims universe beyond the house, this is the first sequel in the multi-million selling series since The Sims 2 back in September 2004. Players will be able to live their Sim-lives at the same time as other characters in the games, and will see the world around them change as time passes. Other features, such as the Create-a-Sim mode, the Sims' personalities and needs, and the build and buy modes have all undergone drastic changes or overhaul.

PUBLISHER

TELEPHONE

DISTRIBUTOR

DATE

Puzzle

Focus Multimedia

01889 570156

Open

Casual

Focus Multimedia

0845 234 4242

Mastertronic

June 5 2009

Devil May Cry 3 (Sold Out)

Action

Mastertronic

0845 234 4242

Open

June 5 2009

Poker Academy 2.0 (Sold Out)

Cards

June 5 2009

Mastertronic

0845 234 4242

Open

Rainbow Six III: Ravenshield Gold (Sold Out)FPS

Mastertronic

0845 234 4242

Open

June 5 2009

Red Faction Guerilla

FPS

THQ

0121 506 9585

Advantage

June 5 2009

The Sims 3

Simulation

0121 625 3388

Centresoft

June 5 2009

Worms 4 Mayhem (Sold Out)

Strategy

Mastertronic

0845 234 4242

Open

June 5 2009

Be Rich!

Casual

Focus Multimedia

0845 234 4242

Mastertronic

June 12 2009

Horrible Histories: Rotten Romans

RTS

Slitherine

0870 027 0985

Koch

June 12 2009

Mystery Case Files: Madame Fate

Casual

Focus Multimedia

0845 234 4242

Mastertronic

June 12 2009

Mystery Case Files: Prime Suspects

Mystery

Focus Multimedia

0845 234 4242

Mastertronic

June 12 2009

Mystery Chronicles: Murder Among Friends Mystery

Focus Multimedia

0845 234 4242

Mastertronic

June 12 2009

Prototype

Activision Blizzard

0121 625 3388

Centresoft

June 12 2009

Action

Batman: Arkham Asylum

Action

Eidos

0121 625 3388

Centresoft

June 19 2009

Anno 1404

RTS

Ubisoft

0845 362 7769

Trilogy

June 26 2009 June 26 2009

ARMA 2

Action

505 Games

0121 506 9585

Advantage

Ice Age: Dawn Of The Dinosaurs

Action

Activision Blizzard

0121 625 3388

Centresoft

June 26 2009

Transformers: Revenge Of The Fallen

Action

Activision Blizzard

0121 625 3388

Centresoft

June 26 2009

Harry Potter And The Half-Blood Prince

Action

0121 625 3388

Centresoft

June 30 2009

Hysteria Hospital: Emergency Ward

Simulation

Oxygen

020 8309 3600

Pinnacle

June

Spore Galactic Adventures

Adventure

0121 625 3388

Centresoft

June

7Million

MMORPG

Deep Silver

0870 027 0985

Koch

Q2 2009

Damnation

Action

Codemasters

01279 822 800

Gem

Q2 2009

Overlord 2

Action

Codemasters

01279 822 800

Gem

Q2 2009

Pool Hall Pro

Sports

Playlogic

0121 625 3388

Centresoft

Q2 2009

Sam & Max: Season 2

Adventure

Atari

0121 506 9585

Advantage

Q2 2009

Sudoku Ball - Detective

Puzzle

Playlogic

0121 625 3388

Centresoft

Q2 2009

Vertigo

Action

Playlogic

0121 625 3388

Centresoft

Q2 2009

Wolfenstein

FPS

Activision Blizzard

0121 625 3388

Centresoft

Q2 2009

Women's Murder Club (Valusoft)

Mystery

THQ

0121 506 9585

Advantage

Q2 2009

Call Of Juarez: Bound In Blood

FPS

Ubisoft

0845 362 7769

Trilogy

July 3 2009

Calvin Tucker's Redneck Jamboree

Mini-games

Zushi

01279 822 800

Gem

July 24 2009

Puzzle Kingdoms

Puzzle

Zushi

01279 822 800

Gem

July 31 2009

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

ON THE RADAR

Batman: Arkham Asylum Eidos Centresoft: 0121 625 3388

Transformers: Revenge of the Fallen Activision Blizzard Centresoft: 0121 625 3388

Harry Potter and the Half Blood Prince EA Centresoft: 0121 625 3388

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SOUND OF SCIENCE. JAYS has been recognised as one of the fastest growing brands within the market place and has become the official number 3 in Japan, one of the most discerning markets in the world. The real differenciating factor of JAYS is the added value included. Each JAYS product has an extensive set of accessories packed into the box. To ensure a comfortable fit and good sound isolation, JAYS include no less than six different sets of earpieces as well as a carrying case, airline adapter and a â&#x20AC;&#x2122;splitterâ&#x20AC;&#x2122; that lets users connect two sets of earphones to one music player. There are even four sets of filters to prevent any clogging from ear wax!

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THIS MONTH

Consumer

Electronics PCR’s monthly look at recent developments in the consumer electronic market

GPS DEVICES PCR takes a look at a vibrant market that is still in relative infancy

>>>

p 75

PRODUCT FOCUS This month, we take a look at LG’s new iPhone rival, the KM900 Arena

www.pcr-online.biz

June PCR 67

CONTACTS

CONSUMER ELECTRONIC GPS DEVICES

Garmin 023 8052 4000 Widget 0845 055 0005 Computer 2000 0870 060 7998

[

Westcoast 0118 912 6000 Pama 0870 758 7585

GARMIN-ASUS NUVIFONE M20 GARMIN SRP: £499.99

]

The first product to come from the Garmin-Asus alliance, the Nüvifone is powered by Windows Mobile 6.1 Professional with enterprise email, and is designed for professionals who want a fashionable and functional smartphone. This device combines a dualband 3.5G/tri-band GSM phone with wi-fi connectivity, desktop-like internet browser, push email, document viewing, multi-media capability, Bluetooth and Garmin sat nav.

En route to profits When Personal Navigation Devices first brought satellite navigation to the domestic space, the newly born segment exploded in to the consumer market and the public consciousness. For many people, these items represent a vital piece of equipment. Matt Grainger maps out some of the options… IT USED TO be a TV comedy staple. A husband and wife are out driving with a paper map spread out between them. One of them reads the map incorrectly and the ensuing hilarity would be stretched out over the course of the next half hour. It’s a scenario that has all but vanished from the modern lexicon of culturally relevant humour – a change that can be attributed to the introduction of one device: sat nav. The dawn of the personal navigation

www.pcr-online.biz

device saw a rapid rise in popularity as consumers rushed to buy and vendors jostled to sell. “The sector immediately saw massive growth because they are devices that genuinely meet a human need,” says Widget’s executive chairman Mark Needham. “With a personal navigation device, you can never get lost. Before they hit the market, there was a survey on the causes of failed marriages and a high percentage of marriage difficulties were exacerbated

by arguments over navigation. “In that respect, I would go so far as to say that they have actually added to the sum of human happiness.” TomTom’s sales and marketing manager Damian Woodward confirms these statistics: “The reduction of stress while driving is one of the key benefits of using GPS – a study found that 74 per cent of drivers felt less stress when using sat nav. They have also been found to increase efficiency and improve safety. In fact the RAC has

Turn to next page for more products

>>>

June PCR 69

CONSUMER ELECTRONIC GPS DEVICES

[

GARMIN-ASUS NUVIFONE G60 GARMIN SRP £599.99

[INDUSTRY RESPONSE]

]

David Guiver Navevo

Created with location based services in mind, the quad-band GSM Nüvifone G60 with 3.5G was designed for high speed downlink packet access networks and supports wi-fi for fast data connections. When used on a HSDPA network, the Nüvifone G60 has the ability to download files at a fast transfer speed that makes internet searches and downloading large files a breeze.

[

“NAVEVO owns and develops all its software in-house and is not dependent on any other third party SDKs or plug-ins. This allows us to develop unique product solutions and deploy them rapidly into the market. We launched two new navigation brands in 2008 – both of which were ‘first to market’ niche solutions – BBNav for disabled drivers and ProNav for the HGV market, which was awarded the ‘2008 Frost & Sullivan Award for Product Innovation in UK Telematics’ and has since rolled out throughout Europe and the US. We have also created extremely successful white label software for leading global navigation brands including Binatone and more recently, Goodyear. Our unique products allow our partners and retailers alike to differentiate in the competitive market, they also offer retailers a much higher profit margin than other satnav devices, making them a wise business choice for any retailer.”

]

GARMIN NUVI GARMIN SRP: From £59.99

The Nuvi 1200, Nuvi 1300 and Nuvi 1400 series are part of a new innovative family of sat navs that come packed with new features such as Pedestrian Navigation with CityXplorerTM maps compatibility, ‘Plan.Do.Share’ a new point of interest user rating system, ecoRoute with the drivers challenge and journey costing, Pan-European traffic compatibility, lane guidance and junction view, Text to Speech, Bluetooth connectivity and new style user interface.

offered cheaper car insurance to those drivers who use GPS while driving.” “Sat navs first appealed to young gadget lovers and have since become easier to use and much more reliable, plus hardware and mapping has improved,” says Navevo’s sales and marketing manager, David Guiver. “Companies have also been a major driving force behind the popularity and consequently sales of GPS devices, seeing the benefits in time and cost saving of equipping a mobile workforce

70 PC June

with Sat nav. I can imagine all professional drivers now consider GPS on par with a mobile phone as an essential everyday work tool.” The sector has seen steady growth for the last decade but there have been casualties along the way, most notably Sony, which decided to bow out of the vehicular GPS market. However, recent economic trends have seen growth slow and even fall in some cases, which begs the question: has the market peaked? “The market is likely to steady out in

[

NAVMAN S70 3D WIDGET SRP: £149.99

]

The S70 3D is capable of displaying 3D graphics on its 4.3 inch widescreen display. In addition, the intelligent new Local Search service connects the S70 3D to the Local Search network via Bluetooth, giving local information on interesting places to visit, such as shops and services, hotels and restaurants and so on.

the near future, but on the other hand Widget has listed been on The Sunday Times growth charts for the last two years and I don’t think the market is even close to peaking,” says Needham. “Absolutely,” adds Widget’s managing director Jo Foreman. “At this time, market penetration stands at less than 25 per cent. The big players in the sector would like to see that figure raised to 50 or 60 per cent, which is a realistic objective for future growth.” “Despite perception, this is still a

Turn to page 72 for more products

>>>

www.pcr-online.biz

EXCLUSIVELY AVAILABLE FROM VIP! NVIDIA® GeForce® 3D VisionTM Glasses: Experience a New Dimension in Gaming The NVIDIA® GeForce® 3D Vision kit transforms hundreds of PC games, 3D movies, and digital photographs into an eye popping, interactive experience.

Sales: 0871 622 7500 www.vip-computers.com/uk © Copyright VIP Computer Centre Limited. 2009. Information correct at time of publication E&OE © 2008 NVIDIA Corporation. All rights reserved. NVIDIA, the NVIDIA logo, GeForce, the GeForce logo, SLI, and 3D Vision are registered trademarks and/or trademarks of NVIDIA Corporation in the United States and other coutries. All other company and product names are trademarks or registered trademarks of the respective owners with which they are associated. Game images courtesy of: Need for Speed™ ProStreet © 2007 Electronic Arts, Assassin’s Creed © 2008 Ubisoft Entertainment, Supreme Commander © 2008 THQ Inc, GRID™ © 2007 The Codemasters Software Company Limited, Call of Duty®: World at War™ © 2008 Activision Publishing, Inc., Mirror’s Edge™ © 2008 Electronic Arts

CONSUMER ELECTRONIC GPS DEVICES

[INDUSTRY RESPONSE] Damian Woodward TomTom

[

TOMTOM ONE V4 WIDGET SRP: : £129.99

“WHAT MARKS us out from the crowd is the user community that we have built up. We are the only company to have such strong links to consumers and it’s something that has become integral to the way we operate. The latest features that we offer, such as HD Traffic, IQ Routes and MapShare are dependent on user interaction. IQ Routes represents the biggest technological leap that the sector has seen. This anonymously tracks user data, to calculate variable factors like speed limits or rush hour effects. The result is that, even if you know a route very well, IQ Routes can offer the best route to take depending on the time, the day, the weather or any other factor that could affect your journey. MapShare allows users to amend maps as they go and share them with other users. Roads change all the time and we have seen 1.3 million changes made by the community since the programme was introduced. TomTom has spent a lot of time and money building up a massive infrastructure around its community. No one else can say the same.”

]

The TomTom One V4 comes with a 3.5-inch touchscreen for easier navigation, and includes an EasyPort mount, community driven MapShare software and the user friendly Help Me! menu.

[

TOMTOM ONE XL EUROPE WIDGET SRP: £199.99

[

]

As well as having a larger 4.3-inch touchscreen, this edition also carries TomTom’s IQ Routes. This software provides the best route to take, along with a realistic time of arrival, and includes Advanced Lane Guidance to show which lane to take at junctions.

very young market,” confirms Woodward. “We consider 60 per cent to be the natural level of penetration in a mature market.” The biggest market for navigation devices so far has been those people who simply need to get from A to B, generally for business reasons. The future of the sat nav sector will be in tempting domestic users to make a purchase, a crucial point that is not lost on the vendors. “We feel you will see more dedicated

72 PC June

devices that will focus on lifestyle choices emerging, such as city guides or off-road driving, or constraints such as disability,” says Guiver. “We launched BBNav which caters for the Blue Badge driver and carers of people with mobility restraints or a disability.” “There is a need to make the current technology more appealing,” adds Woodward. “This means the addition of dynamic content and live content. Our HD Traffic system tracks mobile phone SIM cards to deliver real time

BBNAV PAMA SRP: £199

]

BBNav includes all of the features found on a standard sat-nav but has been enhanced to provide detailed information to support Blue Badge holders including on-street disabled parking bays, disabled accessible car parks and local council Blue Badge concessions, as well as a wide range of points of interest to support people with disabilities.

information on road movement. Existing systems cover 40 per cent of roads and update every half an hour, while HD Traffic covers every Vodafone user and updates every three minutes. The improvement is obvious.” It’s clear that the personal navigation device is still a work in progress. With integral features continually being added by vendors and comparatively low market penetration, it’s an evolving segment with plenty of room to grow.

“I would go so far as to say that GPS devices have actually added to the sum of human happiness” Mark Needham, Widget

www.pcr-online.biz

CONSUMER ELECTRONIC GPS DEVICES

[

NAVMAN SPIRIT 500 WESTCOAST, C2000 SRP: TBC

]

The Navman Spirit 500 series gives a wider 4.7inch screen size, yet still retains an ultra-slim body. Beneath the frame lies the new Spirit software with Slide Touch operation. Bluetooth is built-in, so users can access Google Local Search on the go, and the Explore Mode feature, helps discover points of interest in any location. Includes real-time traffic updates.

[

NAVMAN SPIRIT 300 WESTCOAST, C2000 SRP: £TBC

]

Framed within the Spirit 300’s slender form, the new TruMap views look sharp and bright on the 3.5-inch screen. Powered by Mio’s new Spirit software, the Spirit 300’s Slide Touch operation gives you easy access to features including Explore Mode, Wcities Travel Books and Walking Mode maps. 3D Junction Views and Lane Guidance make navigating busy roads easier.

[

PRONAV PNN-200 PAMA SRP: £199

]

For the award winning ProNav, Navevo worked closely with many independent HGV drivers to further enhance its ProNav software. As a result, the new ProNav PNN-200 now has many new improvements and features, making it the ideal navigation tool for the professional driver who needs to navigate safely through areas with road height, weight or width limitations.

STORE

BACKUP

YuuWaa is the all in one solution to store, backup and share all your data, any time, anywhere

• YuuWaa includes a storage device (flash drive) bundles with online storage space which increases the available amount of memory capacity • A solution that integrates hardware, software and services and allows users to quickly upload, share and backup files For more information contact your Gem account manager on 01279 822822, or visit www.gem.co.uk

• A unique place to access personal data anytime, anywhere via a high-speed Internet connection

© 2009 Gemalto N.V. All rights reserved. Gemalto, Gemalto logos and products and/or service names and YuuWaa, YuuWaa logos and product and/or service names are trademarks of Gemalto N.V. or its affiliates.

PRODUCT FOCUS

LG KM900

Arena Although there’s no keypad for those that prefer the more traditional controls, the soaring popularity of touch screens means that the KM900 could prove to be a popular alternative to the iPhone...

THE HUGE success of the iPhone has forced every major mobile phone manufacturer to look at implementing the features which made the device so popular in their own products – most notably touch screen functionality. LG’s latest offering – the KM900 – is firmly in this category, making the technology one of its main selling features. Elsewhere, the phone has a three-inch WVGA screen with 480x800 resolution, which the firm claims displays four times the clarity of ‘most’ mobile phones.

It also has 8GB of storage (upgradeable to 32GB with a micro SD card) and a five mega pixel camera. A number of nifty features are included in the model, including an FM transmitter, which means users can stream their music directly when driving, if they so wish. GPS functionality, along with photo geotagging and multi-music format compatibility is also included, and the device uses Dolby Mobile technology. Courtesy of its integrated D1 camcorder, the KM900 offers WVGA

quality video capture at 30 frames per second. Slow motion footage can also be shot at 120 frames per second. Design wise, it comes in either silver or black and has a slim profile. The interface resembles a rotating cube displaying all the function buttons, all of which is operated by the touch screen. While there’s no keypad alternative for those that prefer the more traditional controls, the soaring popularity of touch screens means that the KM900 could prove a popular alternative to the iPhone.

The absolute dBs!

hear what’s next

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eurotech DISTRIBUTION

June PCR 75

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>>> THE PLACE FOR BUSINESS

MARKETPLACE

RETAIL COMMENT RESELLER ASSISTANCE HP'S MOVE to launch a range of small business focused laptops during the current lull might have surprised some in the market, but it would appear there is a genuine desire for the vendor to help the plight of its resellers. By designing a laptop that presents true value, fused with just what businesses need, HP may have just given beleaguered resellers a device that they can use to stimulate sales in the flagging sector. You can find out more about its new ProBook series by turning to page 91. However, HP isnâ&#x20AC;&#x2122;t the only vendor that has been busy launching new hardware into the channel this month, with Toshiba (page 90), Asus (page 92) and HANNspree (page 96) all detailing new products that will be available in the channel from this month. Of particular note is the inclusion of HANNspree. Better known for its display products, its decision to enter the netbook arena could be the start of a new chapter in that particular company's history. Another vendor looking to increase its channel presence this month is Samsung. Its latest printer has been designed around low maintenance and training and might just be what specialist resellers have been looking for (turn to page 94). Kingston Technology has continued its push onto the High Street this month, but its latest range of memory products marks a new phase. Much focus is being put on the product's package, but donâ&#x20AC;&#x2122;t let that fool you. The product inside the box is just as strong as its other SKUs. You can find out more on page 95. Meanwhile, Sony has also been busy over the past month, launching its new Bravia range into the channel. You can find out more about it on page 99. Ben Furfie, Deputy Editor Ben.Furfie@intentmedia.co.uk

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To advertise on these pages please call Carly Bailey: 01992 535647 carly.bailey@intentmedia.co.uk June PCR 77

MARKETPLACE NEWS

VIP signs up Acer and secures an exclusive deal with Nvidia Distributor to handle the UK’s third largest vendor Gains rights to new and acclaimed 3D glasses VIP HAS significantly boosted its position in the UK channel this month, after it signed distribution deals with Acer and Nvidia. The Warrington-based distributor has made it clear that signing the deal with Acer isn’t the final act of partnering with the

vendor, but just the beginning. “We are pleased to make this announcement and look forward to building upon our relationship with Acer,” said VIP’s purchasing director, Duncan McAuley. Acer recently cemented its position as the UK’s third largest vendor after seeing growth of 40 per cent

“It’s a really positive step forward for VIP and highlights our dedication to delivering great products at great prices, from a world-renowned IT brand. We are proud to work with Acer” Duncan McAuley, VIP

during the first quarter of the year, according to IDC. It’s a signing that VIP is clearly happy with: “It’s a really positive step forward for VIP and highlights our dedication to delivering great products at great prices, from a worldrenowned IT brand. We are

proud to work with the firm and are confident that Acer will add a valuable extra dimension to VIP’s vendor portfolio.” Elsewhere, it further boosted its relationship with Nvidia after the vendor granted it exclusive

distribution rights for its new 3D Vision Kit for Northern Europe. The glasses have already received rapturous applause from the press and are being described as the biggest gaming launch of 2009. “As anyone who has tried them out will tell you, Nvidia’s GeForce 3D Vision glasses are the biggest thing to happen to gaming in 2009,” commented VIP product manager Matt Parrish. “We’re delighted that VIP has been named as the exclusive distribution partner for Northern Europe.”

Buying groups crucial in Enta deal Freecom says access to groups was key to it signing a distribution partnership ENTATECH has sealed two major distribution deals that significantly boost the portfolio of the rapidly growing channel firm, impressing vendors. “With access to the top buying groups, as well as niche industrial players throughout the UK, EntaTech is an ideal choice of partner for us as we step into new markets,” explained Freecom’s UK channel manager, David Pye. “By combining our diverse product range with EntaTech’s expertise in this sector, this

78 PCR June

should prove to be a very successful partnership.” EntaTech group vice president Jon Atherton said: “The company has a great product line and strong reputation within the industry, which makes it the perfect addition to our existing product range. The distributor also signed a deal with Asrock, as exclusively revealed on PCRonline.biz. Atherton said: “Asrock complements our portfolio perfectly.”

“Freecom has a great product line and strong reputation, making it the perfect addition to our product range” Jon Atherton

Jon Atherton is excited about the new deals EntaTech has made

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MARKETPLACE NEWS

NewsBytes SYNAXON SIGNS EPSON Epson has become the latest vendor to sign a deal with Synaxon, in a move that will see its entire range of inkjet, laser and MFD products become available through the buying group. The signing of the vendor marks a highly significant step in the progress of the German buying group, which entered the UK market last year, claimed its managing director Derek Jones. GTDC SAYS WORST IS OVER The Global Technology Distribution Council believes the worst of the recession may be behind the IT channel. The representative body cited NPD Group’s Distributor Track, which reports GTDC members’ US sales, saying that there were signs that growth was returning to the industry. The UK has a large representation in the US, with Tech Data, Ingram Micro, Avnet, Bell Micro, Arrow and Westcon all present in both markets. SIEMENS PRAISES CHANNEL Siemens Enterprise Communications has said that its move to a two-tier channel programme has had significant benefits for its resellers and garnered praise in the process. Previously, the vendor dealt directly

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Duncan McAuley looks forward to working closely with Acer

Realtime sweeps up with Sweex REALTIME HAS signed a deal to distribute Sweex in the UK, in a move that marks the first time the Huntingdon-based company has stocked a non-gaming or component range. Realtime Distribution product manager Hannah Horne said that the firm would initially stock the vendor’s range of networking products and peripherals – starting immediately – before expanding to its entire portfolio later this year. She commented: “Sweex offers a solid line-up of quality and great value products.”

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It was a sentiment echoed by Realtime’s sales director Richard Marsden: “Sweex is a perfect complement to Realtime’s catalogue.” Marsden also said that it was a key diversification of the distributor’s business. “It represents a fantastic opportunity to build on existing business, while simultaneously opening doors to a new customer base.”

ENTA TO PUSH MODUS EntaTech has signed a deal with desktop manager firm Modus Interactive, which makes it the vendor’s sole UK distributor. This will see EntaTech push the Modus Interactive and Powerwise brands in the UK. The vendor said the distributor’s large customer base fitted in well with its goals. HAMMER SECURES MS DEAL Specialist distributor Hammer has seen Microsoft hand it a remit to drive sales of its server-embedded products to its huge reseller and OEM base. The move means that the storage specialist will be offer Microsoft products including Windows Storage Server, Windows Embedded Server and System Centre Data Protection Manager to the European channel. NORTHAMBER WARNS ITS SUPPLIERS Northamber has told suppliers that it is set to launch a review of its product portfolio and will be making pains to increase its focus on what it termed ‘supportive’ partners. The strategy, which was laid out in its interim trading report, said that vendors had failed to support their distribution partners through the economic trouble and that it would be moving its focus to those that had.

CLEARSWIFT CUTS DISTIES Business communications vendor Clearswift has axed both of its distributors – Bell Micro and Magirus – following a review of its partnerships. As part of the move, the vendor signed specialist distributor Sphinx to promote its new channel programme. The vendor denied that any of its reseller partners would resent having to work with one distributor. with the channel, but the company moved to a channel operation in the summer, signing deals with DataSharp, Nimans, Rocom and Scansource Communications Europe. AEP GOES SOLO WITH WESTCON AEP has cut ties with distribution partners Magirus and e92plus, leaving Westcon as its sole partner. The vendor said that it wanted to consolidate its distributor partnerships as it shifts its focus to promoting its secure socket layer VPN and virtualisation suite of products. AEP said the move will result in greater consistency for its reseller partners.

INGRAM POSITIVE ON ECONOMY Ingram Micro’s chief executive has said that he believes the worse of the downturn has passed and that the IT market will flatten out for the rest of 2009. In a statement to investors, Greg Spierkel said: “We do not expect a pick-up in sales for several more months, perhaps for the remainder of the year.” ARROW UNSURE OF UPTURN Distributor Arrow has said it’s unsure whether the IT market has bottomed out, despite other companies in the same space motioning that they believe the worst is over. The comments came as the firm saw its revenues during the first quarter of the year plunge by 15 per cent.

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MARKETPLACE BRIGANTIA

You are not alone This month Brigantia’s Iain Shaw emphasises the importance of community and takes a look at retailers’ pet hates...

CONTACT IAIN SHAW info@brigantia.com 0870 160 3215 www.brigantia.com Iain invites opinions from PCR readers and will respond though this column

REGULAR READERS will remember that last month I covered the subject of trading conditions and the feeling of isolation that many independent retailers experience. I’ve had more feedback on that column than I’ve had on any other I have written here and I would like to invite more of you to

converting into enough business any more. Those who have broadened their offerings are still getting work and then concentrating hard on maximising any up-sell opportunities off the back of this work. Those sitting behind the counter in empty shops all day are

“Industry bodies like ours are great places to become part of a meaningful and relevant community. If you are active in your community, you are less likely to feel isolated“ Iain Shaw, Brigantia write to me so I can broaden my horizons further. The feedback on trading conditions mirrors what Brigantia members have been saying within the Brigantia Forum. Things have been very tough lately and we are going through the worst trading conditions that many have come across in some very long commercial histories. At the moment, indie retail is dead in the water and those that have stuck to their guns and refused to broaden their offerings to include repairs, upgrades, networking and services are in severe trouble, as the footfall simply isn’t

feeling very depressed and extremely isolated, while those getting out to onsite repairs and other opportunities are feeling less isolated. My advice about joining trade bodies and forums seems to have been well received from our own experience at Brigantia, which I suspect will be mirrored elsewhere such as at NASCR, ITACS, MTA, NBG and Integra. Industry bodies like ours are great places to become part of a meaningful and relevant community and, as we all know, if you are active in your community, you are less likely to feel isolated. Depression caused by the anxiety of these troubled times for all businesses can, to be a degree, be alleviated by discussing fears and concerns with one’s peers. Although this may not solve the problem, it is always good to know that you are not alone. The purpose of this is to put the situation into perspective, thus making it easier to come to terms with it, seek a resolution and to move forward. I would add though, that if things get too bad it is always advisable to seek professional medical assistance. YOUR PET HATES After that, I thought some humour would be a good idea and I have taken a look at recent posts in the Brigantia Forum entitled ‘Pet Hates’. I would thank those Brigantia

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members that contributed and would like to share some of the gems here: “Err, I need a printer cartridge. I think it’s a Canon...” “You serviced my computer only three months ago and now it’s got a virus again.” Customer marches up to the counter and says ‘question.’ “Can I pick your brains please?” “Don’t look at my images folder, it’s full of naked snaps of the wife.” “Can you match eBay/Ebuyer/ OcUK?” “Can eBay/Ebuyer/OcUK offer the same level of support?” People that want phone support for products purchased elsewhere. “Why did it go wrong? I need to know. Why won’t you tell me?” “I’m not very good with computers!” “My friend/son (who is very good with computers) says the problem is x but they cannot fix it.” “Do I have to renew antivirus software? Why?” “My son/uncle/nephew works for a big IT company and he says...” People who ask you: “What’s the best free internet provider?” People who say: “I don’t want to pay VAT.” When the complete description of a problem is ‘internet not working’. People who think that endless support should be provided free for human stupidity. Parents who refuse to listen to the fact that parental controls are unreliable and no substitute for being a parent. I hope these classics, which are small sample from the General Area of the Brigantia Forum, have put a few smiles back on readers’ faces and have demonstrated how being part of an active community – in this case participating in our members forum – can remove isolation through shared experiences. Next month I will review Channel Expo 2009.

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INDIE PROFILE/EVENTS MARKETPLACE

INDIE PROFILE LEFT: BITs and PCs’ new premises in Biggar, Scottish Borders

This month, Roger Humm talks to David Bertram of Brigantia Computer Expert’s member BITs and PCs...

FACT BOX

DAVID BERTRAM opened BITs and PCs in December 2004 from small shop premises in Biggar, Scottish Borders. BITs and PCs is the culmination of his dream of owning and running a family business built on good products, advice and personal customer service. The day the business opened Bertram had a grand total of two systems and 17 accessories, and the business has grown steadily ever since. BITs has built up a good client base of both businesses and consumers by offering them the advice and service suited to their individual requirements. In May 2008, BITs moved into new location in Biggar, which has provided the opportunity to greatly expand the services and product range even further. BITs can now carry an extensive range of PCs, laptops,

Year Established: 2004 Number of Outlets: 1 Number of staff: 4 Regular Vendor Lines: AMD, Hewlett Packard, Intel, Netgear, Seagate, Western Digital

accessories and consumables. Bertram recognised that many newcomers to computing required greater assistance and the BITs training suite was born, covering a wide range of individually tailored training sessions in small groups of four to six people. These workshops enable BITs to offer a wide range of training from beginners’ tuition to digital photography courses. BITs classes run all year in blocks of three weeks in the

afternoon and evening. Bertram has added television, digital set top boxes and DVD recorders to the range of products which are all now available from stock. “We are constantly on the look out for new product ranges and I see T3 as being the next big step forward in home IT technology,” says Bertram. “In terms of future developments, I intend to develop our website design and online services during 2009 and 2010.”

Contact name and address: David Bertram, BITs and PCs, 58, High Street, Biggar, South Lanarkshire ML12 6BJ Telephone: 01899 229400 Email: info@bitspcs.co.uk Website: www.bitspcs.co.uk

Roger Humm is Head of Membership Relations at Brigantia Computer Experts – roger.humm@brigantia.com

COMPUTEX TAIPEI

E3 MEDIA www.pcr-online.biz

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DIARY DATES 2009 The UK’s channel calendar is full of important events. Here are some upcoming highlights…

JUNE 2009 2009 Computex Taipei June 3rd – 7th TWTC Nangang Exhibition Hall, Taipei Second only to CeBIT in terms of size and importance to the IT channel, and traditionally the event at which many new products are first revealed. This year’s show promises to be one of the biggest ever as the event organisers prepare to compete with increasingly flamboyant and resurgent shows.

E3 MEDIA & BUSINESS SUMMIT June 2nd – 4th Los Angeles Convention Center This year's E3 Media and Business Summit returns to its spiritual

home at the Los Angeles Convention Center, but remains invite-only. It promises to retain its importance to the video games industry as it is still the place where most new games are unveiled to the media, buyers and publishers. A must attend event for anyone involved in the gaming side of the industry. APPLE WWDC June 8th – 12th Moscone West, San Francisco The Apple Worldwide Developers Conference (WWDC) is the premier technical event for developers and IT professionals innovating with Apple platforms. Over 1,000 Apple engineers will be at Moscone West to present the latest Apple technologies and provide you with code-level guidance.

JULY 2009 MOBILE MUSIC NOW July 9th BAFTA, London This unique conference hosted by PCR sister magazine Mobile Entertainment will be the highlight of the summer for everyone involved in digital music. Representatives from every link in the value chain will speak at the July 9th conference, presented in association with 24-7 Entertainment. There will be a keynote presentation by Barney Wragg, formerly head of digital at EMI and a senior VP at Universal. Having been a label insider and now a consultant on the ‘outside’, he should have some fascinating insights into label culture and its approach to mobile.

If you would like to promote your event, please contact: andrew.wooden@intentmedia.co.uk This information is believed to be correct, but potential visitors should confirm details with show organisers before making arrangements to attend

June PCR 81

MARKETPLACE PCA NEWS

Financial accord

is the key Keith Warburton, chief executive of the PCA, talks about the trade body’s recent successful Finance Summit... LAST MONTH’S Finance Summit, organised by the PCA, saw some 20 representatives from distributors, reseller groups and financial organisations meet with the aim of discovering what actions the IT supply channel might take to help itself in the current financial crisis. Delegates were sufficiently encouraged by their discussions and planned actions that they have agreed to hold a followup meeting in July and aim to include more channel representatives. We’re going to be putting in a lot of work over the coming weeks on the outcomes which will include a model for a Financial Accord. The objective of this is to encourage the highest standards of professionalism and transparency, in financial management within the channel, and applies to both resellers and their suppliers. There will also be a ‘Guide to the Calculation of Credit Limits’, a (financial) ‘Guide to Survival’ and a ‘Guide to Obtaining Funding’. We seem to have become a market that relies on credit insurance. This has been made worse by the lack of personto-person relationships in the financial chain. Banks used to have managers who knew their clients’ business inside out. But over the years a lot of business relationships have become mere statistics on a balance sheet, and decisions are taken according to a computer programme. The computer really does say “no” or indeed “yes”. A community, whether of individuals or of businesspeople, should not necessarily expect to have its problems solved by outsiders. Rather it should look close to home wherever possible, and call upon its own resources, whether intellectual or

82 PCR June

financial to provide the foundation of its ongoing health. Here are a few of the points raised during the summit: Well-run resellers that are heavily into services are often doing quite well, whereas any that are still heavily into shifting tin are being hit hard. Things will be worse next year. The biggest challenge facing most resellers is credit lines, allied with the distributors’ approach to credit. Disties mustn’t change the rules without informing resellers in advance; give them time to present their financials in the required manner, rather than saying that the arbitrarily changed rules don’t support the required line of credit. Truism: businesses that fail to produce timely or accurate accounts are those most likely to fail. The SME community generally requires education regarding finance, especially with the need to produce accurate accounts. If they are more transparent they’ll get better limits Don’t be critical of the distributors – the larger ones are bankrolling thousands of businesses. The key question is: will it (can they) continue?

“Don’t be critical of the distributors – the larger ones are bankrolling thousands of businesses. The key question is: will it (can they) continue?”

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 orcall 0845 634 9245.

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MAC TECHNOLOGY ASSOCIATION MARKETPLACE

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

The way

forward This month, Robert Peckham looks at the changing face of Apple and what it means for resellers...

Apple is now communicating with the channel about its major accounts

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FOR THE SECOND month running, I managed to almost finish my column, all apart from the usual niceties of checking spelling and grammar – and then something happened to make me scrap the whole thing and start again from scratch. This month I got invited to one of Apple’s ‘ReMix’ programme briefings at its impressive training centre in Hanover Street, around the corner from the Regent Street flagship Apple Store. The ReMix programme is a typical Apple-ism for a new policy that basically says: “Calling Apple resellers, we need your help with our major accounts.” Reseller Mix – geddit? No, neither did I. At this point, I’m sure a lot of my column readers who have been in the Apple channel for many years are simply not believing what I’ve just written. I’m sitting on a train travelling back home from the event, and I’m not certain I believe it either. But it’s true – Apple UK appears to be changing; instead of jealously guarding all dealings with its list of 30or-so major corporate accounts, it is actively broadcasting this register of companies along with the names of the Apple Account Managers who look after them, and is saying to the channel: “If you know or deal with anyone in these organisations that we don’t – or in any of their many dozens of subsidiary

companies – then we’ll actually help you to do business with them.” This list comprises the recognised array of the largest publishing, print, broadcast, TV, film and video, internet, new media, advertising and marketing companies, all traditionally large Mac users. But Apple then went one further – it actually made a request for resellers to recognise, identify and contact other potential major accounts who were not on this list, with the objective of presenting the ‘Switch To Mac’ case and turning them into candidates for inclusion under this programme. Now I’ll admit that this event was attended by key account managers from all the major Apple resellers, all of whom were already aware that Apple was rolling out this programme. But I couldn’t detect any reason whatsoever why a smaller, non-Authorised Apple Reseller who had the right contacts in any of these large companies couldn’t take advantage of this programme. So the Mac Technology Association would like to put this new Apple attitude to the test; if you’re a non-authorised Apple reseller who is dealing with one of Apple UK’s known major accounts, or a subsidiary thereof, and would like to increase your presence in (and business with) that client, then please drop me a line and I’ll make contact with the relevant Apple Account Manager for that company to see how it responds.

June PCR 83

ITACS NEWS

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

Retail is

Detail ITACS’ Anthony Knee thinks it should be love at first sight for customers. Don’t turn them off with poor service and grubby shops... FIRST IMPRESSIONS count and are hard to correct, so in retail, you must get it right the moment a customer walks in. A welcoming environment with enthusiastic and approachable staff, combined with attractive and interesting displays, will inspire and encourage customers to spend and return again, even if they can’t afford to buy on the first visit. Don’t send them away, never to return, because of dusty stock, faded packages or rude comments.

storage. It’s also more profitable because you are selling a service. Offer something new once in a while as an experiment and get yourself in the local paper with it. For example, use your disk cloners to do a high speed full system backup and have a customer visit you monthly. Manage stock to make more sales. Rotate items on display in the window and in key areas of the shop. Monitor what sells and look at profit, not just turnover – this

“A welcoming and attractive environment will encourage customers to spend and return again. Don’t send them away, never to return, because of dusty stock, faded packages or rude comments” Staff need to be helpful and apply their knowledge before closing the sale. They need to relate to the customer, listen to them and guide them through the sale in a patient way, explaining why a particular solution is good for them. Offer the customer a choice so they are in control by suggesting upgrades, additional features and higher performance. Upgrading a small drive in a portable is more convenient than selling external

84 PCR June

means mice, cables, memory sticks, ink, etc. Don’t buy lots of one item to gain a small discount and fill the shelves with stock that doesn’t move. Buying less, more often, creates a wider variety of new items from many vendors and a faster turnover of stock. If you know better and want to share, or need more ideas to boost your profits, then check out the ITACS website and forum at www.itacs.org.uk

MARKETPLACE

NASCR NEWS

Dodgy or not? NASCR committee member Geoff Carr uses this month’s column to talk about some of the shadier practices within the channel…

“Once genuine customers have been stung with bad terms, they won’t come back and, worse still, they’ll tell their friends”

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

DURING the current economic climate, we can expect to find more customers than usual trying it on and attempting to get more than their money’s worth. Retailers may be seen as fair game for various reasons, often because people just don’t understand how business works. And because of the few dodgy types who try to rip off retail, shops try to cover themselves with restrictive terms and conditions. Unfortunately, on the other side of the fence, there are a number of shopkeepers who go even further and take advantage of the unwary punter. I recently acquired a sales receipt, that an ordinary customer was given by a computer shop, which had masses of conditions in tiny print. Some of these were almost certainly illegal, such as terms to restrict warranties to 30 days. Once genuine customers have been stung with terms like these, they won’t come back and, worse still, they’ll tell their friends. So the decision must be made whether to make a quick buck by any means or to stick around long term and build up a good reputation. Those who are in the business for the quick buck are often the type who will pirate software, thus giving the perception of offering a little extra. They can be hard to compete with if they advertise incredible prices which attract bargain hunters. The punters only find out once it’s too late that they didn’t really get a bargain. To combat this dodgy dealer element, decent businesses must stand up and make it clear that they can be trusted to give a fair service. They should take a look at their own terms and conditions and see if they can be easier to deal with. Then they should join an ethical trade association and display their membership, code of ethics and code of practice with pride.

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MARKETPLACE COMPANY PROFILE

The sky’s the limit

CONTACT Phone: +44 (0)871 789 1631 Web: www.kaspersky.co.uk Email: info@kasperskylab.co.uk

86 PCR June

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With over 100,000 new customers daily and a total user base of 250 million people, Kaspersky Labs is on the way to becoming a key force in security software. Ben Furfie speaks to Simon Geach, consumer sales director at Kaspersky about the company’s history, its future and it’s little known OEM agreements…

While most people will have heard of Kaspersky Lab, some may not be that familiar with its origins. Could you give us a little history behind the company? Eugene Kaspersky founded Kaspersky Lab in 1997 and as CEO, he continues to lead Kaspersky Lab’s technology strategy and focus. From our headquarters in Moscow, Kaspersky Lab grew out of developing unique anti-malware detection technologies, responding to new threats and by partnering with some of the leading names in IT security to include the Kaspersky Lab antimalware engine in their products. This helped Kaspersky Lab to become a trusted brand in IT security.

From there, the company developed award-winning consumer products, followed by corporate solutions for businesses. Then it began to expand into Europe and then the rest of the world. It has become the fastest growing internet security company globally, with nearly 100,000 new customers every day. Today, 250 million people are protected by Kaspersky Lab. What are the major issues affecting the security sector at the moment, and how is Kaspersky addressing them? More and more, people understand the need to take steps to secure their online life and the importance of staying safe online.

“More and more, people understand the need to take steps to secure their online life and the importantance of staying safe online” Simon Geach, Kaspersky Lab Eugene Kaspersky founded Kaspersky Lab in 1997. Since then it’s gone from strength to strength

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COMPANY PROFILE MARKETPLACE

We’re taking positive action and not only through our products. We continue to educate and provide information to consumers, helping them to better understand the risks and how to stay safe. One such example is our free Your Guide To Stopping Cybercrime guide. Are there any demographics you would say you particularly focus on with your advertising and promotions? We detect more than 17,000 threats each day, so if you are online and have a PC, laptop, or netbook, you need up-todate protection. We have a very wide target audience, including parents, young people and the more mature internet user. They are the key target audiences that we support, and we aim to provide them with a better understanding of what the risks are and how they and others can better protect themselves. The technical user community also remains a very important market for us to continue to work with.

Internet security for smartphones is not yet the next big area, but certainly, based on the rapid development of smart phones (in 2007 the number of smart phones shipped worldwide was approximately equal to that of laptops. However it is anticipated that it will be almost double in 2010), and the accessibility to the internet through these devices, we believe this will represent a significant growth area in the not to distant future. Where are you planning on being in a few years time? Kaspersky has one main aim – to be the world’s leading internet security company and provide the best quality internet security to everyone we possibly can.

You’ve had a great deal of success licensing out your engine to other security vendors, including Check Point and F-Secure. What do you feel makes it such an attractive proposition for other security vendors to work with you? Kaspersky Lab’s technology is licensed to over 100 OEM partners and the reason for our success with these partners is a combination of our technical capabilities, vision in terms of developing and continuing to develop new technologies to stay one step ahead of the cybercriminals and the performance of our solution when integrated within other products. Kaspersky started off developing security software for PCs, before expanding into other areas like smart phones. Where do you think the next big area is? We are about to release a product specifically dedicated to netbooks which addresses a growing market and it will be an interesting addition to our product range.

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Geach: “We aim to be the world’s leading security company”

June PCR 87

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All Sage Products In Stock

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MARKETPLACE

HP aims to stimulate business sales with new laptop launch ProBook range looks to help boost sales for corporate resellers with cost effective, but compelling features HP HAS launched a new brand of laptops to sit alongside its EliteBook series as it looks to stimulate lagging business sales. Designed to be both stylish and feature-laden, while keeping costs down, the ProBook series has been designed from the ground up for business use. It features a new, raised keyboard that aims to help prevent the build up of dust and other dirt from impairing the usability of the machine. Its minimalist look – while making the laptop stylish – also serves to cut down on general maintenance. The laptop has also been designed to be used on the move. Featuring built-in 3G functionality, resellers can incorporate SIM cards from their network partners into the device as part

of an overall solution, or as part of a bundled package. HP is confident that the new range will give SME resellers a product that customers will be eager to pay for. “The stunning HP ProBook S-series delivers exceptional style and aggressive pricing,” extols Ted Clark, the senior vice president and general manager of the Notebook Global Business Unit, Personal Systems Group. However, he is aware that style over substance isn’t the strongest selling point right now. “It’s not just about good looks or low cost – the HP ProBooks deliver the right blend of features and professional innovations to provide a great user experience.”

The new ProBooks have plenty of features as well as lashings of style

MARKETPLACE

Toshiba bolsters its netbook range Successor to the NB100 is to hit the channel within weeks FOLLOWING the success of its first netbook, Toshiba has announced a new addition to its range. Featuring a 10.1-inch widescreen display, near full-sized keyboard and an extra large keypad, the device has been designed to be easy to use. However, the form factor has not had an impact on the device’s usability, with the NB200 boasting a battery life of nine hours – much longer than some regular laptops on the market. The device is designed around Windows XP and is powered by a 1.6GHz Intel Atom N270 processor or, in the higher SKU, Intel’s new N280 Atom processors, which offer a clock speed of 1.66GHz. Both models feature Intel’s 945GSE graphics chipset, giving more than enough power for the most

Toshiba gets on the netbook train again with the NB200

popular functions of web browsing, emailing and using media. In terms of storage, the NB200 comes with a 160GB hard drive. Toshiba has also introduced a 3D accelerometer – a feature normally found in full laptops – to prevent damage to the hard drive’s ceramic plates if dropped. The NB200 has integrated mobile broadband and embedded wireless LAN, giving resellers the option to bundle the device with their network operator partner’s service without the need for a separate dongle. The device will be available in a choice of four colours.

MARKETPLACE

Asus details U series Range was announced earlier this year Designed to appeal to those who want style and functionality ASUS HAS announced further details about its upcoming U series of ultraportable and thin laptops, originally detailed by PCR earlier this year. Pitched as a device to appeal to those professionals who want an ultrathin and portable laptop – without sacrificing features – the U series comes with a choice of Intel ULV and Core2Duo processors, depending on the need of the user. It is also strong on the multimedia side, with all U series laptops boasting energy efficient 16:9 LED-backlit screens and Nvidia GeForce G105M graphics. All models also come with Altec Lansing speakers featuring its SRS Premium Sound technology. The device’s design has clearly been given some considerable thought by the R&D department, with Asus

claiming that it looks like a butterfly in profile. Asus also ships all devices with its ExpressGate technology. This allows users to boot into a Linux-based browser designed to enable browsing of the internet, instant messaging and other multimedia applications within eight seconds. The vendor has also included its AI Light sensor technology, which automatically adjusts the brightness of the screen and the backlighting of the keyboard, partly to reduce power consumption, but also to help protect damage to the user’s eyesight.

Feature-packed and stylish, Asus claims that the U series laptops look like a butterfly in profile

92 PCR June

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Samsung zooms in with new printer Colour laser jet offers speed of up to 32 pages per minute Designed for corporate environment SAMSUNG is looking to further stamp the printing marketplace,” explains its mark on the printer market this B2B IT product manager for Printers month, with the launch of its fastest and MFDs at Samsung, Kiran colour laser printer, which can reach Sanghera. speeds of up to 32 pages per minute. Much of the focus on development Aimed at the corporate has been on the interface, and the environment, the CLP-770ND has inclusion of a 720MHz processor. At been designed to be the same time, it “We have introduced as user friendly as is possible to also possible – thereby configure the new features to meet cutting down on printer with an customer training time – 80GB hard drive requirements for high- to increase the while being end printing” powerful and speed at which it Kirin Sanghera versatile enough to can process and cope with the store information demand of the modern office. while printing; ideal for when a lot of The usability and power of the new users are attempting to use the device printer is key to Samsung’s strategy of at the same time. increasing its market share in the HP “With this versatile new device, we and Xerox dominated sector. have introduced features to meet “Enhancing our product portfolio to customer requirements for high-end meet the needs of business customers colour printing in the corporate office is key to extending our leadership in environment,” adds Sanghera.

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NEW LOOK, SAME SOLID VALUE. 94 PCR June

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Kingston targets Apple retail New memory range designed specifically for selling with other Mac products

“Kingston has until now mainly focused on the PC sector, but it has seen an opportunity to capitalise on the growing share Apple is seeing in the UK market”

KINGSTON TECHNOLOGY has launched a new line of memory products, designed specifically for the Apple channel. The new range is packaged in boxes that match the general style of other Apple-focused products. The move by the vendor is the latest in its retail channel programme. “Since moving into the High Street market last year, we have worked hard to provide our retail partners with a range of high quality and customer friendly memory products, targeted to reach retail consumers,” commented Kingston’s European retail director, Paul Leaman. Though the vendor has up until now mainly focused on the PC sector, Kingston Technology saw an opportunity to capitalise on the growing share Apple is seeing in the UK market. “The addition of Apple specific retail products to the Kingston retail memory line supports a growing market segment of Apple users wishing to improve the performance of their current Apple system at a lower cost, without compromising quality,” added Leaman. The new memory range joins the vendor’s other products, such as USB, photo and video storage, mobile cards and generic PC memory.

June PCR 95

HANNspree targets netbooks Leading display vendor plans to utilise strengths in display market...

“Our move into the mini notebook market was the next logical step to expand our consumer electronics portfolio” Martin Kent

96 PCR June

HANNSPREE is to launch a range of netbooks in the coming months. The company said that the device, which will launch with an SRP of £289, was a natural move for a company that had already secured its place amongst the top vendors in the display, TV and photo display markets. “Our parent company, HANNstar, is one of the largest global display manufacturers which to date has aided HANNspree to become a leader in the TV, monitor and digital photo frame markets,” commented UK and Northern Europe territory manager, Martin Kent. “Our move into the mini notebook market was the next logical step to expand our consumer electronics portfolio.” The first mini-notebook to be released will be called the HANNSnote. It is a major move for the vendor, but Kent is confident the company has what it takes to muscle its way into the highly competitive market.

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Transcend goes for pastel colour makeover P8 card reader now available in pearly pink or baby blue TRANSCEND’S best selling P8 USB popular memory cards currently card reader is now available in either available, including CF, SD, SDHC, blue or pink pastel colours. MMC, MMCplus, RS-MMC, The device is extremely compact, MMCmobile, microSD, and with rounded edges and a streamlined microSDHC cards. At the same design that Transcend says makes it time, it also easier to carry, and “The device is extremely features four clearly labelled USB 2.0 slots. compact, with rounded In addition to this it edges and a streamlined also comes bundled design that Transcend with photo recovery says makes it easier software that features to carry” quick and easy previews of recoverable data and allows users to easily recover supports miniSD, lost or damaged files. miniSDHC, and The P8 also features a wide range of MMCmicro cards compatibility, accepting the most with an adapter.

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June PCR 97

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D-Link plugs in

Vendor launches its DHP-303 PowerLine adapter...

D-LINK has launched its latest offering online gaming. It prioritises internet for the home networking sector, the connections, ensuring an DHP-303 PowerLine adapter, which uninterrupted connection while creates LAN connection via domestic downloading or surfing the net. electrical wiring. It is also equipped with a power The device plugs in to a standard saving feature, which sees the device electrical plug socket and can form a automatically go into sleep mode if no local network port for a router, which data transmission or reception occurs then turns every over a certain period power socket in of time, and reduces “The D-Link PowerLine power consumption the home into a HD range is a natural by a third. potential network complement to our connection. D“There could not Link says that the be an easier way to popular wired and device will extend the home or wireless products” configure itself office network than Chris Davies with a single push with PowerLine,” said of a button, and it utilises 3DES data D-Link’s general manager for the UK encryption to ensure a secure and Ireland, Chris Davies. connection. “The D-Link PowerLine HD range is The DHP-303 can deliver data a natural complement to our popular transfer rates of up to 200 Mbps, which wired and wireless networking means it’s capable of handling products, delivering high performance, bandwidth intensive applications such robust networking that is simple to as HD video streaming, VoIP calls and install and use.”

98 PCR June

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Sony adds to the Bravia range Bravia Z5500 brings motionflow imaging and eco-aware technology to the living room SONY HAS unveiled the latest addition to its high-end Bravia range of HD televisions, the Z5500. In terms of appearance, the Z5500 builds on Sony’s ‘Draw the Line’ design concept to make the frame as small as possible, which Sony says will provide the perfect gateway for the viewer to be drawn in to the full HD picture. The new model boasts a broad array of features including Sony’s Motionflow technology, which expands the frame rate from 50 to 200 per second, and Image Blur Reduction, which combines with Motionflow to offer the clearest motion reproduction offered by a Bravia TV. The Z5500 is also the first TV to offer AppliCast, which offers a range of online services, without the need to activate a PC. The TV can be connected to the internet via Ethernet

and will then display the user selected RSS feeds, as well as a number of widgets that can be viewed alongside regular television shows. “The unique blend of advanced technology and leading design showcased in the Bravia Z5500 means that you can enjoy crystal-clear, amazingly smooth fast-moving images with Motionflow 200Hz,” said Sony’s vice president for TV marketing in Europe, Hiroshi Sakamoto. “We design our TVs to ensure that they contain the latest features and advanced technology, bringing the real world to your living room for a truly realistic and immersive viewing experience, without any compromise to look and feel.”

Sony’s new Bravia Z5500 HD television is the first to offer Applicast, which offers a range of online services, without the need of a PC

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June PCR 99

Gear4

docks with the iPod iPod compatible CD microsystem is the first of the accessory companyâ&#x20AC;&#x2122;s new diversified product line-up

100 PCR June

GEAR4 recently announced that it would be diversifying its product portfolio as part of its â&#x20AC;&#x2DC;roadmapâ&#x20AC;&#x2122; for 2009, and the first item to be released is the CDM-100. This is a CD and radio microsystem that also features an iPod dock as well as an audio linein port, allowing the device to support a broad range of media formats. The device was released last month and is available across Europe at gear4store.com. A version with DAB radio will be available later this year.

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General Imaging

frames up new range New 2009 range offers up to 12-megapixel resolution and fivefold zoom GENERAL IMAGING has launched its new range of digital cameras for 2009. Now entering the third model year, these latest offerings offer higher resolution and a greater zoom capacity than ever before. As well as touch-screen capability, the cameras carry a number of features, both new to the range and popular legacies from previous models. Auto Scene Detection will automatically optimise exposure and Optical Image Stabilisation will counter camera shake, to give a clearer sharper

image. Pan-Capture Panorama mode creates a composite of three photographs to give a seamless panoramic image. “We are launching a fantastic new line-up of cameras, ranging from budget AA-powered models right through to a stunning three-inch touch screen camera with 5x zoom and great features to match,” said president of GI Europe, Katsuhiko Watanabe. “All the latest cameras feature Auto Scene Detection and Pan-Capture Panorama – two more great reasons to choose a GE camera.”

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June PCR 101

JVC launches

Everio X Pocket sized Full HD hybrid offers the consumer 600 fps ultra-slow motion and direct upload to YouTube and iTunes JVC HAS recently unveiled its new Everio GZ-X900, known as the Everio X, a hybrid camera that can capture both digital stills and high definition video. Weighing just 298 grammes, the Everio X is small enough to fit in to a shirt pocket but offers 1920x1080 full HD video capability and ninemegapixel digital still photography. While most conventional video camcorders shoot digital stills and most digital still cameras shoot video, the secondary capabilities of these cameras normally don’t offer sufficient quality for many users. Everio X solves that problem by providing high quality stills and top quality HD video. Slow motion video recording is a key Everio X feature. The camera’s high-speed recording function shoots ultra-slow motion video. With this function, approximately 2.8-second bursts of video are recorded that are then played back over a period of up to 28 seconds, a maximum of 10 times longer than normal speed.

102 PCR June

“Weighing just 298 grammes, the Everio X is small enough to fit in to a shirt pocket, but offers 1920x1080 full HD video capability and nine megapixel digital still photography”

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[

APPLE MAC PRO MOST APPLE products are met with unfairly high expectations. We expect top-level industrial design, world-class performance and, of course, a giddying price. The core specification of the newest Mac Pro did nothing to dampen our hopes. At its heart lies a quad-core Intel Xeon W3520 running at 2.67GHz, helped by three GB of 1,066MHz DDR3 RAM. The 45nm processor boasts all the features of the new Core i7 CPUs, such as Turbo Boost, and it has an integrated memory controller, which cuts the time it takes for the CPU to access system RAM. As impressive as the core spec is, Apple’s most impressive work is in the design. The Mac Pro is made from beautifully machined recyclable aluminium and is modular. The processors and RAM are on a daughterboard, which connects to the motherboard via a sliding tray. It’s wirefree, tool-free, and virtually impossible to put back incorrectly.

Up to four hard disks live horizontally near the top of the chassis, each in its own metal housing, and the SATA connectors are attached to the motherboard. Apple claims to have eliminated six feet of cabling compared to the previous Mac Pro. The real let-down, inevitably, is the price. The Mac Pro costs £1,651 before VAT, and for that it’s fair to expect a PC to do anything. This Mac Pro, though, doesn’t even include a screen, and it has limited capacity for gaming and HD. However, price isn’t always the top-line consideration when it comes to workstations. Ease of maintenance, after-sales support and computational capacity all trump initial price. If your IT department can find the budget to put a new Mac Pro on your desktop, you’re very lucky indeed.

Distributor: Ingram Micro Contact Number: 0870 166 0160 SRP: £1899

]

The new Mac Pro looks gorgeous on the outside and is matched on the inside with top-notch components. The only downside? The price

YOYOTECH WATER DRAGON 3.6 WE HAVEN’T reviewed a Yoyotech system before, but its first foray into our testing arena has made a big splash. The Water Dragon is a watercooled base unit that comes with a processor and graphics card that also make their debuts. The parts in question are the AMD Phenom II X4 925 processor, which ordinarily runs at 2.8GHz but has been overclocked to 3.6GHz here, and the ATI Radeon HD 4890, a card that comes with 1GB of GDDR5 memory and a core clock speed of 850MHz.

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Performance in our 3D benchmarks was equally impressive. The new ATI Radeon HD 4890 breezed through our high-quality Crysis test at 47fps, and 29fps in the very high quality test. It’s clear that this card is able to withstand the rigours of any modern game. These components, as well as four GB of RAM, a Blu-ray reader and a 750GB hard disk, reside in a Cooler Master 690 chassis, which is popular among system builders for its stylish looks and upgrade potential. The chassis has eight expansion bays up front – four 5.25-inch, four 3.25-inch – and on the motherboard there’s a pair of DIMM sockets for future additions. A spare PCI Express x16 socket could be used for a CrossFireX setup, and standard PCI and PCI Express x1 slots are also ripe for exploitation. The final feather in its cap is the price. At £756, the Water Dragon is in

competition with the Chillblast Fusion Stinger. While that machine was quicker in our 2D benchmarks, its Radeon HD 4850 is no match for the HD 4890, and we prefer the Yoyotech’s chassis. It’s also £80 less than the excellent Chillblast Fusion Sidewinder, and although that’s a full package, the Water Dragon’s modern components and quicker performance make up for the lack of peripherals. In short, it’s great value and its A List place is well-deserved. As an additional point, Yoyotech is currently looking for resellers to take this to the wider market. Anyone interested should contact partner@yoyotech.co.uk.

[

Distributor: Yoyotech Contact Number: 0871 855 3380 Price: £869

]

June PCR 103

OFF THE RECORD

Off the Record THIS MONTH: Realtime Distribution celebrates its 20th birthday, GamesAid hits the gold course and Dell jumps in a cab...

REALTIME 20TH BIRTHDAY BASH ry last month, TO CELEBRATE its 20th anniversa exclusive bar Realtime Distribution hired out an crowd of in central Birmingham, inviting a away. The industry types to party the night tyle rapping set evening’s highlights included a frees – by one – tailored towards the tech industry you are. particular attendee. You know who

Realtime Distribution’s Mark Reed poses with YoYoTech’s CK (left), while Novatech’s Kriss Pomroy takes over DJ duties for the evening (above)

104 PC June

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OFF THE RECORD

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

GAMESAID GOLF DAY

Gem’s Chris Peacock (far left) and Saphire’s Neil Spicer (left) do their best Tiger Woods impressions, while ELSPA’s Andy Payne (below) announces the winners, and Gem’s Neil Handa poses with Logitech’s Gary Read (bottom)

VIDEO GAMES funded charity GamesAid hosted a gol f day and evening dinner for the trade last month, raising over £30 ,000 for disadvantaged and dis abled people.

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ATTEMPTING TO cash in on the recent hype around the new Star Trek film, Thumbs Up has produced a Skype compatible VoIP phone, resembling the communicator used by the original USS Enterprise crew, complete with the appropriate sound effects. According to Thumbs up, “retro sci-fi chic is definitely cool again.” So there you have it. Though if there was a time when getting trussed up like a Star Fleet captain and barking into replica toys wasn’t cool, then we’re certainly not aware of it.

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/////////////////////////////////////////////////////////////////////////////////////////////////////

STAR TREK SKYPE GIZMO

DELL MOVES INTO TAXIS

DELL TEAMED up with PC World to create the Dell Taxi Tour in May. Essentially it was a branded taxi decked out with wi-fi enabled laptops. Gail Porter and The Gadget Show’s Ortis Deley invited members of the public to join them in the cabs and compete in a series of ‘geek chic’ quizzes, while being shuttled to and from the Tottenham Court Road PC World.

June PCR 105

A day in the life Neil Meredith Exspect/Gem

“Oh I wish I had a typical day! My role is very varied which is a big attraction to what I do”

OH I WISH I had a typical day! My role is very varied which is a big attraction to what I do. In and out The stuff I do is divided into two very clear parts. There are the ‘in days’ and the ‘out days’. The 'in days' are all about getting into the office and helping the great management team we have in place to run the business. We have a series of diarised meetings that cover all of the necessary evils of running a growing business and we also work hard to ensure we have creative development time scheduled into the plans. My ‘in days’ are so much more pleasant now since we have moved into our new offices in Stoke on Trent. Gem invested wisely in a fantastic new working environment for us and it’s a real pleasure to go into work these days. The ‘out days’ encompass visiting

customers, suppliers and potential partners all around the world. Our manufacturing base is in China and we have customers all over the world so a normal day out of the office will be a mixture of an early start, travel somewhere, meet people, travel somewhere else, meet more people, couple of beers and dinner and then start again the next day. Talking and listening Whether I am having an ‘in day’ or an ‘out day’, a great day for me is talking to and listening to smarter people than me absorbing information that allows our business to stay ahead of our competitors and then either heading home for a relaxing night or to some hotel somewhere in the world for a rest. Either way good wine, good conversation and good food will be involved.

WORKAHOLICS

ACCORDING TO a survey by Credant Technologies, over a quarter of UK employees use a laptop or other mobile device to catch up on some work in bed before they go to sleep. Of those, 57 per cent do so for between two and six hours every week. Just to finish off the spurious stat-fest, eight per cent of those claimed they spend more time on mobile devices in the evening that talking to their partners. The crux of the survey was to warn people of using confidential work documents on unsecure home networks, sagely demonstrated in the below cartoon.

106 PCR June

OFF THE RECORD

“

Quote

UNQUOTE "They did it when we came to market in 1999 with the Athlon, and they did it big time when we came to market in 2003 with the Opteron processor for the server and the Athlon 64 processor. When we released our integrated memory control that’s when they really got out of control." AMD’s senior vice president of legal affairs Tom McCoy explains that it feels Intel only ever ‘gets nasty’ when his company poses a threat to Intel.

“The internet has given rise to an omni-directional flow of transversal and personal communications. The internet is truly blessed” Father Fredrico, The Vatican "Our campaign to encourage honest workers to come forward and shock their bosses is designed to let workers know that honest voices can be heard." CEO of the Federation Against Software Theft asks employees to ‘rat out’ their bosses if they are using illegal versions of software in its latest campaign against digital piracy. Somehow, we can't see them being too eager to get on the wrong side of their bosses in this current climate though. “The impressive development of social networks, of content and information exchange, of the desire to comment on and intervene in every discussion of every topic, tells us that the internet has given rise to an omni-directional flow of transversal and personal communications, the scope of which was unimaginable until very recently. The internet is truly blessed!" The Vatican's head of communications Father Fredrico Lombardi enthuses about the Church’s view of the internet.

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