PCR_January, issue 76 by Intent Media (now Newbay Media Europe)

PCR AWARDS 2010 FINALISTS We reveal the companies competing for recognition at this year’s PCR Awards P18

COMPUTER & IT RESELLERS • RETAILERS • SYSTEM BUILDERS • DISTRIBUTORS • VENDORS

JANUARY 2010 ISSUE 76

COMMENT

Issue 76 January 2010 Incorporating

“Change isn’t inherently bad, but there has certainly been plenty to get used to” PCR CONTACTS Editor

Andrew Wooden andrew.wooden@intentmedia.co.uk Staff Writer

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

Nicky Trup nicky.trup@intentmedia.co.uk Editorial Production Manager

Helen French helen.french@intentmedia.co.uk Sub-Editor

Gemma Messina gemma.messina@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

Rosie McKeown rosie.mckeown@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. 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 2010 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

BRAVE NEW WORLD FOR MANY, 2009 will have been one of the toughest business years ever experienced. Apart from the relentless pain in the arse that was the economic recession, we saw significant changes in the very structure and nature of our industry. Change isn’t inherently bad, but there has certainly been plenty to get used to – from the gamechanging technological advances, which are altering the way the world works, right down to the way in which PCs are sold on the UK High Streets. Perhaps the overriding theme will have been the closer relationship between the IT and telecommunications industries, which is certainly showing no signs of slowing down (see page 58). At the retail level, the arrival of mobile phone network operators in the PC space has been met with irritation. Unsurprisingly, computer shops don't greet a new rival who is giving away computers for free with open arms. But the closer relationship is also reflected in the higher echelons of the tech industry, with computer giants like Acer seriously eying up smartphone hardware, Nokia launching laptops, and Dell reorganising itself to better reflect a world where ‘mobile communications’ is playing an increasingly prevalent role (see page 9). Ours is a particularly dynamic industry, and these changes are not necessarily to the detriment of retailers and resellers, as long as they adapt in step with the new world. Meanwhile, we're delighted to announce the finalists for the upcoming PCR Awards 2010 (see page 18). Congratulations to all the companies, and we look forward to seeing you all on the night. It's just left for me to wish you all a happy new year. Let's hope it’s a good one. Andrew Wooden, Editor andrew.wooden@intentmedia.co.uk RETAIL SURVEY: AN APOLOGY PCR would like to apologise for any distress or embarrassment caused by errors of judgement within a part of the retail survey published in our December print edition. The survey was a straw poll of 100 PCR readers, nothing more scientific than that, and we hoped it would offer an insight into confidence within the channel about business prospects for 2010 and certain product areas. We largely achieved this. But due to the poll's unscientific nature, PCR should not have included a question looking for opinions on best service amongst distributors and anyone reading the results should not set too much store by its findings. There are many different kinds of distributors in the PCR world, offering a variety of services, so judging them all at the same time, without clearly set criteria, and publishing a 'league table' was unwise. The results as published were also beset with sub-editing errors which further undermined their value and accuracy. So we are saying sorry, it won't happen again. We pride ourselves on the information, analysis and insight we provide for the entire channel on a daily basis through print and online.

January PCR 3

Connecting EMEA Channels 08-11 FEBRUARY 2010 // MONTE CARLO

EMEA’s PREMIER DISTRIBUTION CONFERENCE > 350 distribution

executives

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• 10th FEBRUARY 2010 • SALLE DES ETOILES • MONTE CARLO

Research Partner

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In Partnership With

incorporating

www.pcr-online.biz

PCR Contents News 9

ISSUE 76 JANUARY 2010

30 Under 30

Frontline Retail Focus 28 Mystery Shopper 30

The upper management in any company always receive praise for their achievements, while younger execs are sometimes overlooked. PCR presents 30 of the brightest young unsung heroes in the IT industry, providing a guide to the movers and shakers of tomorrow

GfK analysis 38 Brigantia 71 TCA 72-73 ITACS/NASCR 74

23 PCR Awards Finalists

After months of lobbying, weâ&#x20AC;&#x2122;re proud to present the finalists for the PCR Awards 2010, due to take place at the Royal Garden Hotel, Kensington on March 25th

Hardware

Pages 37-46

GFK Analysis GfKâ&#x20AC;&#x2122;s account manager Sian Rodgers discusses the effect of netbooks sales on the wider market

Inkjets and MFDs We present an overview of the inkjet and all-in-one printer market, talk to some of the leading figures in the segment and give a round-up of some of the latest devices available

www.pcr-online.biz

January PCR 5

Software

Pages 47-55 Internet Service Providers Internet service provision has exploded in recent years, with broadband internet access regarded as an essential aspect of modern life. Coupled with Government initiated developments to the physical infrastructure, and the opening up of the market to third party providers, the ISP market is looking healthier than ever before

Games Our regular round-up of top selling PC video games and a peek at some of the most anticipated new releases

Consumer Electronics

Pages 57-63

MARKETPLACE

Company Profile: Computer Gear

We talk to managing director Simon Tea and sales director Paul Rudge about Computer Gearâ&#x20AC;&#x2122;s history and future

Smartphones The convergence between the IT space and mobile phones has characterised the last year. We take a look at this developing segment

www.pcr-online.biz

E-Readers

MP News

The e-reader segment has emerged very recently and is already turning heads in the industry. PCR investigates the possibilities

A round-up of some of the latest product news

PCR Recommended

The Palm Pre and the Sony Vaio VPC-L11S1E/S

January PCR 7

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NEWS

‘The world’s the limit’ for restructured PC giant Dell Vendor says unified small business and consumer super-division will better serve the converged market New communications solutions unit signals growing interest in the smartphone sector By Andrew Wooden

PC GIANT Dell is launching a combined assault on the mobile, consumer and small business markets with its new organisational structure, which it says will have a positive impact on the UK channel and allow it to better serve these increasingly converged technology sectors. Last month the firm announced a merger between its consumer and small business computer divisions to reflect what it sees as growing synergy between these two markets. Such a union has been attempted before, but the firm told PCR its ‘skyrocketing’ indirect business and larger than ever product range will ensure the success of the new super-division – headed by current small business computer unit president Steve Felice. And Dell has said ‘the world’s the limit’ for its new ‘communications solutions unit’, focusing on the mobile and networking segment, which will bring it into closer competition with companies like Apple, Nokia and RIM. The division will be headed by Ron Garriques, former head of Dell’s consumer business and one-time president of the mobile devices business at Motorola. On the subject of the unification between the consumer division and the small business computer unit, Sarah Shields, EU general manager for Dell consumer, told PCR: “It’s a little bit more exciting than just a merger between the units. When we think

Sarah Shields, EU general manager for Dell consumer, believes Dell has come a long way in two years

www.pcr-online.biz

about the convergence between the home and small business market, it’s happening more and more. That convergence is actually a reality. It makes sense that as an organisation, we’re able to work together. It has been tried in the past, but it hasn’t worked. However, there’s never been such a comprehensive solution before. “If you look at our business, it’s very different compared to how it’s ever been. Our indirect business from a consumer perspective has

“Our consumer business has skyrocketed. We’ve got excellent market share, a great relationship with big retailers and we’re bringing industryleading technology out” Sarah Shields, Dell skyrocketed. We’ve got excellent market share in the UK, we’ve got a great relationship with the big retailers, we’re bringing industryleading technology out, and we’re a completely different company to the one I joined two years ago.” Regarding the new communications solutions unit, Shields added: “It’s not just a mobile phone division, it’s about enabling customers to connect anytime, anywhere. It includes telecommunications, cables, satellites – it’s a lot more than Dell just offering an iPhone-type product. Ron comes from Motorola, so he’s got a wealth of experience in that area. If you look at the products and what we’ll be doing in terms of solutions, it’s exciting. I’m really confident about it. The world’s the limit. This gives us a competitive advantage, and I’m looking forward to seeing what the future holds.”

January PCR 9

NEWS

Finalists are announced for PCR Awards 2010 The final list of firms in with a chance of winning at this year’s prestigious ceremony is revealed Symantec and Integra become latest event sponsors By Andrew Wooden Platinum Sponsor

Gold Sponsors

Frontline Category Sponsor

Vendor Category Sponsor

Distribution Category Sponsor

THE FINALISTS for the PCR Awards 2010 have been named, beginning the countdown to the big night on Thursday March 25th. A wide range of retailers, resellers, distributors and vendors are now in the running to pick up an accolade at the event, which is held at the Royal Garden Hotel in London. There are 16 awards up for grabs across the Frontline, Distribution and Vendor categories, representing all aspects of the trade. “We’re delighted with the sheer number of nominations we received for the PCR Awards 2010,” said PCR publisher Stuart Dinsey. “Over the past few weeks we have been inundated with companies

nominating themselves, as well as their customers and suppliers. Our finalists list reflects an exciting mix of firms across all the key sectors of the industry, be they big or small, established powerhouses or ambitious newcomers. We’re very much looking forward to a great night of networking and celebration for the trade.” For a full list of the finalists, turn to page 18. For ticket information and sponsorship opportunities email Hannah.Short@intentmedia.co.uk. Meanwhile, Symantec and Integra have signed up as Platinum Sponsor and Event Partner respectively. They join Kingston, Gem, AMD, EntaTech, Sapphire, Interactive Ideas and Ingram Micro as sponsors. “Symantec is delighted to sponsor the PCR Awards, and the consumer

“Our finalists list reflects an exciting mix of firms across all the key sectors of the industry” Stuart Dinsey, PCR publisher

Event Partner

MSI looks to woo independent retail channel HARDWARE VENDOR MSI is planning to expand its retail presence by reaching out to independent stores across the UK, in a concerted effort to drive its PC brands in the channel. The firm will be looking to ramp up its all-in-one PC and notebook brands at bricks and mortar retailers throughout 2010, having achieved 199.2 per cent growth in Q3 2009 for consumer portable PCs, compared to the same period in 2008. “In 2010 our first step is to engage closely with the independent retailers, in order to extend this channel,” Richard Stewart, marketing manager at MSI, told PCR. “We will be offering the chance to experience MSI notebook and all-in-one products to independents who may well be more familiar with our motherboard and VGA brands.

10 PCR January

“We will be offering the chance to experience MSI notebook and all-in-one products to independents who may be more familiar with our motherboard and VGA brands. We are dedicating resources towards opening a contact window for those potential retail partners” Richard Stewart, MSI “We are dedicating resources towards this channel in order to help us open a contact window within MSI for those potential retail partners who didn’t have the opportunity to engage with the MSI branded products before.”

The second stage of MSI’s retail strategy will be to target the national chains, specifically with its all-in-one range. “We certainly aim to get into the chains within 2010, but it may be the MSI all-inone PC range that helps us do that,” continued Stewart. “AIO with touchscreen technology is set to grow a great deal in 2010, thanks much to the launch of Windows 7, and MSI already has a full line-up from 19 to 24inch display models. Our main goal and focus in 2010 is simply to continue to grow and expand our UK business.”

Richard Stewart

www.pcr-online.biz

NEWS

NewsBytes EQUANET SURBITON OFFICE CLOSED IN DSGI B2B SHAKE-UP DSGi has confirmed that it will be shutting the Surbiton branch of its Equanet business-part of the retailer’s specialist B2B arm, resulting in a loss of 18 jobs. Staff at the Surrey-based operation have been offered a 30-day consultation period, during which time they can apply for other vacancies within the group. Customer accounts currently handled by the defunct site will be dealt with the Borehamwood and Bury offices. The firm claims the move is part of an ongoing transformation of its B2B operations.

team is really looking forward to celebrating the successes of the retailers, distributors and manufacturers in our industry on the night,” said Farhana Rafi, UK marketing manager at Symantec. Integra’s managing director, Aidan McDonough, added: “Integra Office

Solutions, the leading dealer group in the office and IT supplies industry, is pleased to announce its involvement and sponsorship of the PCR Awards. This looks set to be a fantastic evening and the perfect networking opportunity for our members and key partners.”

TCA vows to set industry standards RECENTLY appointed CEO of the Technology Channels Association Adam Harris has outlined plans to make the organisation the become the “true voice of the channel”, which include an industry-wide accredition and a closer partnership with fellow trade body CompTIA. According to Harris, the accreditation scheme will incorporate a number of existing but disparate certifications such as CompTIA’s A+. “One of the issues that we have in the industry at the moment is that there’s no official qualification, there’s lots of vendor qualifications – Microsoft, Cisco or Symantec – but there’s no recognition for being a professional within the IT channel,” he told PCR.

www.pcr-online.biz

“One of the projects we have is to create a scheme that doesn’t conflict within anything that exists already, but it reinforces what’s already there and brings it all together. We’re already going to be working with the likes of CompTIA, but as for other accreditation systems that are out there, we would look to bring them all on board.” While the two organisations are technically rivals, Harris is keen to emphasise the benefits of co-operation. “It’s important for us to work together because fundamentally we share the same goals,” he said. Although the two bodies have moved closer together, Harris dismissed rumours of a possible merger on the horizon.

LAPTOP BATTERIES RECALLED Packard Bell has issued a voluntary recall of potentially defective batteries in EasyNote MX36, MX37, MX51 and MX52 laptops. The recall was ordered following internal short circuits that can potentially cause the batteries to overheat or catch fire. Packard Bell said there is no risk of electrocution and no injuries have been reported.

SAMSUNG HIRES NEW EXECS Electronics giant Samsung has made a number of appointments to its upper management team. Geesung Choi has become new CEO, Jay Y. Lee was hired to the new position of chief operating officer and JuHwa Yoon has been appointed as chief financial officer. Yoon-woo Lee, current vice chairman and CEO, continues only as chairman of the board of directors. BETT ADDS NEW AREA FOR 2010 Education IT show BETT has added a new ‘Playful Learning’ zone to its event this year. Hosted at London Olympia, the interactive area will allow visitors to immerse themselves in educational gaming. With onstage demonstrations showing how these games can work in a learning context, BETT says it is hoping to re energise classrooms and re-engage children’s brains. BETT runs from January 13th to 16th. IT IS KEY FOR BUSINESS POST-RECESSION 62 per cent of CEOs see IT as important in their postrecession strategy, research has shown. Tech analysts Gartner conducted a survey of 190 companies in the US and UK with annual revenues of more than $1 billion. 43 per cent plan to increase their level of IT investment this year, 45 per cent will keep it the same, while just 13 per cent plan to decrease their IT spend.

MOBILE WEB DEVICES TO RISE The number of mobile devices used to access the internet is set to rise to over one billion by 2013, IDC analysts claim. While there are currently only 450 million internet accessing mobile devices being used worldwide, researchers predict that by 2013 many people will own more than one. This trend indicates a change in the way we use the internet, which the IDC suggests will further blur the lines between personal and professional lives. BRITISH CITIZENS GET SAVVY A ‘Savvy Citizens’ web campaign has been launched following research that revealed only 20 per cent of Britons are benefiting from information technology. The Chartered Institute for IT’s new campaign includes a website, Savvycitizens.bcs.org, which visitors can contribute to with tips and advice on simple computer skills such as password protection. NOMINATIONS OPEN FOR LONDON EXPORT AWARDS Trade Minister Lord Davies has opened nominations for an awards programme honouring Londonbased technology firms. The London Export Awards 2010 are aimed at celebrating the entrepreneurial achievements of London’s export businesses. Nominations close on January 29th 2010 at 12pm, with the winners announced at the awards ceremony on February 10th 2010.

January PCR 11

NEWS

Varlink plans RFID expansion after seeing 80 per cent profit growth Distributor reaps the rewards of specialisation and aims to grow its portfolio to cover RFID chips continues to grow very well; we usually add 20 new accounts a month and with us entering our fourth year of operation that creates a real

By Matt Grainger

HAVING seen profits increase by 81 per cent for the 12 months ending on August 31st, specialist distributor Varlink will open a new division and website. The data capture specialist has seen increased demand for its EPoS division, and has also enjoyed strong growth in sales and partners. The firm will create new division and website that specialises in radio frequency ID, after becoming the UK distributor for RFID vendor Wavetrend. “Our customer base

standing partners are doing very well with some of the brands that we introduced in to the UK market over the last four years.”

“We’re very happy that we’ve managed to continue our strong top-line growth and our bottomline as well” Mike Pullon, Varlink

Mike Pullon is looking to expand his portfolio

momentum,” Varlink CEO Mike Pullon told PCR. “I’d attribute the success to new customer gains and the fact that some of our long-

While the firm is looking to expand its portfolio, Pullon says that the strategy of focussing on specific market segments has been another

key driver of its recent successes: “We’re very happy that we’ve managed to continue our strong top-line growth and that we’ve managed to grow our bottomline as well, in conditions that most people would agree are quite challenging. “Reading the financial results of broadline distributors, I think there’s definitely sense in our strategy of being specialists. That’s definitely been part of our success. We’ll continue to stay specialist next year, although the areas of specialisation will have grown.”

Expect’s Meredith in new role GEM-OWNED Exspect’s founder and commercial director, Neil Meredith, is moving on to a part-time strategic role. Meredith will assume his new position from April, when he becomes responsible for new territory and developing opportunities for the brand and its partners. Meredith said that he was ‘delighted’ with the agreement. “I love the Exspect brand and I am really proud of what the team have

achieved in the past five years. This new, more flexible partnership allows me to help the management team take the business forward while developing my other interests,” he said in a statement. Meanwhile, software vendor PC Tools has signed up Expect parent Gem to stock its 2010 range, as the distributor looks to expand its security software offering. Ireland-based PC Tools is keen to expand its retail presence in the UK market,

“I love the Exspect brand and I am really proud of what the team have achieved in the past five years” Neil Meredith, Exspect

which the vendor has described as a ‘key focus’. Neil Handa, head of marketing at Gem Creative, told PCR: “PC Tools will complement our software portfolio and allow Gem to offer an increasingly comprehensive range of security products to suit the needs of our customers.” PC Tools’ new range includes Spyware Doctor 2010, Spyware Doctor with AntiVirus 2010 and Internet Security 2010.

Neil Meredith moves to a strategic role

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NEWS

PCR Editorial Planner

APPOINTMENTS

FEBRUARY 2010 Advertising deadline: January 15th Graphics Cards Peripherals Displays Games software and hardware EVENT: DISTREE XXL To advertise call Carly Bailey on +44 (0) 1992 535647 or email Carly.Bailey@intentmedia.co.uk For editorial contact Andrew Wooden on +44 (0) 1992 535646 or email him at Andrew.Wooden@intentmedia.co.uk

MARCH 2010 Advertising deadline: February 17th Security special Security software Home security Networking PCR Awards preview EVENTS: PCR AWARDS, CEBIT, EDUCATION SHOW

APRIL 2010 Advertising deadline: March 24th PCR Award winners/Channel Expo preview Photography Self improvement and creative software Motherboards, mainboards and processors

Intent Media boosts department with new events manager Humphrey joins Intent Media Microsoft signs new CFO Zigor appoints UK sales manager INTENT MEDIA KATHRYN HUMPHREY has joined PCR publisher Intent Media as event manager. Humphrey is responsible for managing a wide range of events, including the PCR Awards 2010, which will take place on Thursday March 25th. “Kathryn has a fantastic reputation for working as part of the Barrington

Harvey team,” said Intent Media boss Stuart Dinsey. “Working alongside Hannah Short, she will help Intent further grow brands such as the London Games Conference, Games Media Awards, MCV Awards, Develop Awards, Mobile Entertainment Awards and the Xbox Games Industry Quiz.”

MICROSOFT Microsoft has appointed PETER KLEIN as its new chief financial officer, replacing Chris Liddell, who stood down and left Microsoft at the end of last year. Klein previously held the role of corporate vice president and CFO of Microsoft’s Business Division and CFO of the Servers and Tools Business Group, as well as postings as CFO at International Paper and CEO at Carter Holt Harvey. “I’m honored to take on the role of Microsoft CFO,” Klein said. “I’m excited about the opportunities ahead for Microsoft.”

MAY 2010 Advertising deadline: April 19th Channel Expo issue Margin makers Printers EVENT: CHANNEL EXPO, RETAIL VISION ZIGOR

JUNE 2010

Energy specialist Zigor has signed GAVIN BANKS as its UK sales manager. Banks brings a wealth of IT channel experience and expertise in UPS systems in particular, having previously worked with Micro-P, Acal Electronics and Liebert (Emerson). He also set up his own business selling, installing and maintaining UPS systems. Banks’ focus at Zigor is to drive sales through the reseller and distribution channels. He described his new role as “an excellent fit”.

Advertising deadline: May 19th Channel Expo review Cooling and cases Distribution focus Memory GPS devices EVENT: COMPUTEX

JULY 2010 Advertising deadline: June 16th Mac special Mac peripherals Business software EVENTS: TCA GOLF DAY

www.pcr-online.biz

IMAGO Video communications distributor Imago has appointed LOUISE BAILEY as its new marketing coordinator. She joins the company having spent two years as a recruitment coordinator at Vodafone’s global enterprise division, which she joined as a marketing graduate from Southampton Solent University.

She will aid the administration of Imago’s marketing team, coordinating a video conference leasing project and working with designers. “I am extremely thrilled to have been given the opportunity to join Imago’s highly skilled and expanding marketing team,” Bailey told PCR.

January PCR 15

CONSUMER PRESS

The Press Office Your guide to what products the consumer press is telling the general public to buy... CUSTOM PC

PC PRO

“Although the QPAD 5K is slightly more comfortable than the G9x, the latter is far more configurable and simply exudes sheer excellence”

“The relatively compact chassis precludes a powerful graphics chipset, but the ATI Mobility Radeon HD 4570 worked well with the Core i7” Dell Studio 15

Logitech G9x Laser Mouse

Product Reviews and Features

Windows 7 Laptops Labs Winner: Dell Studio 15 Recommended: Acer Aspire 5739G Recommended: HP Pavilion dv72215SA

Mice Approved: Logitech G9x Laser Mouse Approved: QPAD 5K Premium Grade: Razer DeathAdder

Recommended: Alienware M15x Software Recommended: ACT by Sage 2010 Recommended: Native Instruments Komplete 6

Colour Laser Printers Labs Winner: Lexmark C540n Recommended: Dell 1320cn Best Value: Samsung CLP-315

All-in-one Inkjet Printers Recommended: Epson Stylus Photo PX710W

PCs and Laptops Recommended: Acer Aspire Z5600 Recommended: Lenovo ThinkCentre

Internet Radios Recommended: Logitech Squeezebox Radio

Speakers Approved: Creative Inspire T3130 Premium Grade: SW-N2.11100

Gaming Laptops Approved: Kobalt G860 Mid-Range Graphics Cards Premium Grade: Asus P6TD Deluxe Headsets Approved: Razer Carcharias Premium Grade: Creative Sound Blaster Arena

Wheels Approved: Saitek R660GT

Joysticks Premium Grade: Thrustmaster T.FlightStickX

Camcorders Premium Grade: Flip UltraHD Price: £4.50 Pages: 130

Price: £4.99 Pages: 178

COMPUTER SHOPPER

PC ADVISOR “Chillblast’s Fusion Blade is a solid performer, with its 2.66GHz Core i5 750 achieving a creditable 134 points in our WorldBench 6 performance test”

“Toshiba has sacrificed an optical drive and multitasking performance in the T130, but delivers a light and slender laptop with a long battery life” Toshiba Satellite T130-11H

Chillblast Fusion Blade

Product Reviews and Features

£501 - £750 PCs Best Buy: Chillblast Fusion Blade Recommended: Arbico HD7590 Pro

PC Systems and Laptops Best Buy: Toshiba Satellite T130-11H Best Buy: Asus Eee Box EB1012 Best Buy: Mesh Matrix II 925 HD Best Buy: Asus K50IJ Five Stars: Acer Aspire 5940G

£1,001+ PCs Best Buy: Chillblast Fusion Condor Recommended: Eclipse Titan i795R585 MP3 Players Best Buy: Apple iPod Nano 5th Generation Digital Cameras Best Buy: Canon PowerShot G11

Price: £4.99 Pages: 145

16 PCR January

Recommended: Fujifilm FinePix F70EXR Netbooks Best Buy: Samsung N110 Recommended: Hannspree HannsNote SN10E1 Portable Hard Drives Best Buy: Toshiba 1TB USB 2.0 LaCie d2 Safe

Printers and Scanners Budget Buy: Samsung CLP-315 Best Buy: Canon Pixma MP640 Business Buy: HP Officejet 6000

Wireless-N Routers Recommended: AVM FritzBox Fon 7270

Anti-Virus Suites Best Buy: Kaspersky Lab Internet Security 2010

Budget Buy: Microsoft Security Essentials 1.0 Budget PCs Best Buy: CyberPower Ultra Athena Digital SLR Cameras Best Buy: Canon EOS 1000D With 1855mm Lens Ultimate: Nikon D90 18-105 VR Kit Blu-ray Players Best Buy: Sony PlayStation 3 Slim Budget Buy: LG BD370

Price: £4.99 Pages: 162

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Cases t CPUs t Displays t Flash Memory t Hard Drives t Networking t Notebooks t Peripherals t Software t Video Cards

Technically, itâ&#x20AC;&#x2122;s called â&#x20AC;&#x153;DirectX ÂŽ 11.â&#x20AC;? But you may refer to it as â&#x20AC;&#x153;Whoa.â&#x20AC;?

Expand. Accelerate. Dominate. The revolutionary new ATI Radeon HD 5800 Series GPUs have been unleashed. Behold, our most technologically advanced, feature-rich, graphics processors ever.1 Plug in for a ridiculously immersive HD gaming experience unlike anything youâ&#x20AC;&#x2122;ve ever seen.2 Or heard. Or felt in the pit of your stomach. Suddenly, youâ&#x20AC;&#x2122;re not just playing Colin McRaeâ&#x201E;˘: DiRTÂŽ 2â&#x201E;˘. Youâ&#x20AC;&#x2122;re getting dragged through the gravel by it. Expand your game up to three monitors wide with ATI Eyefinity technology, with startling panoramic capabilities that give you a staggering sense of height and speed.2,3 Accelerate the most demanding applications, unlock your PCâ&#x20AC;&#x2122;s full potential, and bury the needle on Colin McRaeâ&#x201E;˘: DiRTÂŽ 2â&#x201E;˘ with ATI Stream technology.4 Dominate your competitors with ultimate HD gaming performance at ultra-fast frame rates.1 Only GPUs that support MicrosoftÂŽ DirectXÂŽ 11 give you the complete WindowsÂŽ 7 experience.5

ASUS ATI Radeonâ&#x201E;˘ HD 5870 Graphics Card

AMD Phenomâ&#x201E;˘ II X4 965 Black Edition Processor

t (# (%%3 NFN .)[

t .JDSPTPGUÂŽ DirectXÂŽ TVQQPSU t *ODMVEFT %9 HBNF DPVQPO %JSU t &ZFmOJUZ UFDIOPMPHZ NPOJUPS PVUQVU

t ()[ RVBE DPSF QSPDFTTPS t 4PDLFU ". t ON QSPDFTT UFDIOPMPHZ t ".% XJUI %JSFDU $POOFDU Architecture t 5IFSNBM EFTJHO QPXFS 8

VIP Order Code: 102008

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1 )% DBQBCMF NPOJUPS SFRVJSFE %SJWFS WFSTJPO $BUBMZTU PS BCPWF JT SFRVJSFE UP TVQQPSU "5* &ZFmOJUZ UFDIOPMPHZ BOE UP FOBCMF B UIJSE EJTQMBZ ZPV SFRVJSF POF QBOFM XJUI B %JTQMBZ 1PSU DPOOFDUPS "5* &ZFmOJUZ UFDIOPMPHZ XPSLT XJUI HBNFT UIBU TVQQPSU OPO TUBOEBSE BTQFDU SBUJPT XIJDI JT SFRVJSFE GPS QBOOJOH BDSPTT UISFF EJTQMBZT 3FRVJSFT BQQMJDBUJPO TVQQPSU GPS "5* 4USFBN UFDIOPMPHZ 5 8JOEPXT DBQBCMF TZTUFN SFRVJSFE ÂŞ "EWBODFE .JDSP %FWJDFT *OD "MM SJHIUT SFTFSWFE ".% UIF ".% BSSPX MPHP "5* UIF "5* MPHP 3BEFPO BOE DPNCJOBUJPOT UIFSFPG BSF USBEFNBSLT PG "EWBODFE .JDSP %FWJDFT *OD .JDSPTPGU 8JOEPXT BOE %JSFDU9 BSF SFHJTUFSFE USBEFNBSLT PG .JDSPTPGU $PSQPSBUJPO JO UIF 6OJUFE 4UBUFT BOE PS PUIFS KVSJTEJDUJPOT 0UIFS OBNFT BSF GPS JOGPSNBUJPOBM QVSQPTFT POMZ BOE NBZ CF USBEFNBSLT PG UIFJS SFTQFDUJWF PXOFST

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

PCR AWARDS FINALISTS

The Finalists After months of lobbying and rising anticipation, we have finally whittled the multitude of submissions down to 71 leading firms that you think have had the most influence over the channel during the course of the last year. With not long to go until March 25th, we reveal the finalists for the PCR Awards 2010...

FRONTLINE Platinum Sponsor

Gold Sponsors

Frontline Category Sponsor

Vendor Category Sponsor

Distribution Category Sponsor

Event Sponsor

18 PCR January

INDEPENDENT RETAILER

ONLINE RETAILER

Anglian Internet Utopia Computers Imagitec So Connected Jennings Computer Services YoYoTech

Amazon Overclockers UK Dabs.com Novatech Play.com Firebox

RETAIL CHAIN

VALUE ADDED RESELLER

Tesco John Lewis Comet Staples PC World

Bear IT Aindale London Computer Centre Keen Computers Form IT Solutions Stone Computers

STORE MANAGER

Graeme Clarke, Kustom PCs Malcolm Davidson, Jennings Computer Services Neil Stewart, CCL Computers George Nicola, Tiptree Computers Darren Falkner, Falcon Computers

SERVICE AND SUPPORT

Utopia Computers PC Pal Bear IT Geeks on Wheels Just PC Repairs

www.pcr-online.biz

PCR AWARDS FINALISTS

SPECIALIST DISTRIBUTOR

Interactive Ideas Meroncourt CCI Distribution M2M Direct Varlink Target Components

DISTRIBUTOR OF THE YEAR

Computer 2000 Midwich Ingram Micro VIP Computers EntaTech Westcoast

VENDOR SOFTWARE PUBLISHER

Symantec Accountz BullGuard Microsoft ESET Kaspersky

HARDWARE MANUFACTURER

Panasonic SanDisk Acer Samsung Asus Dell AMD

GADGET OF THE YEAR

DISTRIBUTION SALES TEAM

EntaTech Realtime VIP Computers Gem Avnet Ingram Micro

MARKETING AND PR

Gem Creative Computer 2000 EntaTech Koch Media Ingram Micro VIP Computers Interactive Ideas

www.pcr-online.biz

Livescribe Pulse Pen Elonex iGame Nvidia Geforce 3D vision Apple iPhone 3G S Samsung MP3 YP–P3 iRiver Story

CAMPAIGN OF THE YEAR

Symantec – Every Click Matters Microsoft – Windows 7 Launch Campaign PC World – Whatever Your World Dell – Treat Yourself Apple – Get A Mac

SPECIALIST VENDOR

Entanet Billion Kingston Technology StarTech Hannspree SoThin

January PCR 19

ANALYSIS TRADE CREDIT

Credit where credit’s due Trade credit reduction might not seem like the most exciting issue facing the trade, but it’s a behind the scenes problem that has caused havoc across the retail landscape since late 2008, and as we begin 2010 it is one of the largest threats currently facing PC retailers big and small. Andrew Wooden finds out what the problem means and what the repercussions are going to be as we face the tail end of one of the biggest financial crises since the Wall Street Crash… “Other European countries had stepped in to help out, and the UK Government wanted to be seen to be doing something. When you look at the detail, as in the practice, of course it wasn’t really helping anything” Andrew Child, Aon

20 PCR January

IN THE LAST weeks of 2009, the Government announced that its trade credit insurance top-up scheme would expire at the end of December. You’d be forgiven for having missed it – outside of the financial news wires it wasn’t widely reported. But what might seem to some like a small, trivial piece of Government legislation actually goes to the very heart of one of the biggest problems facing PC retailers and resellers in the UK today. The reduction of trade credit insurance for the retail sector is the silent killer, and is arguably much more dangerous than the more overt threats presented by supermarket incursions into the PC space, and e-tailer price

slashing on hardware. It may not be physically tangible, but credit affects the ability to purchase, and the ability to trade, and is very much the lifeblood of retailers. When insurers reduce or pull credit, it’s not just the financial equivalent of pulling the rug out from under your feet, it’s like blowing up your foundations with Semtex. The problem affects all businesses, but the large scale cash fluctuations inherent in a retail operation make that sector particularly exposed – and with smaller IT retailers, where margins have been notoriously tight for years, the pressure weighs particularly heavily. Retailers in the IT trade have become increasingly reliant on trade

credit over the years in order to stock up and trade with fluidity. This reliance means that any significant reduction can have devastating effects on trading ability – as it most notably did for Woolworths and Zavvi in 2008, both of which subsequently went bust. Early in 2009, the issue of credit reduction hit the biggest PC retailer of them all – PC World. The firm insisted it was normal practice in such economic times, but the move sparked wide-reaching fears at the time. The problem wasn’t peculiar to the UK. As other European countries, such as France and Sweden, began setting up government-funded support initiatives to compensate for the

www.pcr-online.biz

ANALYSIS TRADE CREDIT

reduced or pulled credit, the British Government followed suit with its own ‘top-up scheme’. Essentially, it was designed to provide supplementary credit to small businesses that had their exposure reduced. In theory, this should have been a great thing for PC shops – however, in practice many saw it as unworkable. “One major problem with the UK top-up scheme was that most of the credit limit insurers were pulling credit to zero,” says Andrew Child, head of global trade credit for the UK at insurance broker Aon. “The top-up scheme didn’t work because they didn’t have any cover in the first place, so you’re not topping anything up. Now, what the French did, as well as various other countries, was to provide an element of cover even if the cover was zero. That was a fundamental difference of the UK scheme versus France. But not only that, the UK was also charging a premium rate of two

www.pcr-online.biz

per cent to start with. This was expensive – very expensive compared to other schemes. You’ve got to bear in mind people’s margins; some businesses were able to make quite a thick margin on it, but most people didn’t participate because they just couldn’t afford it. Very simply put, it was a political sham. Other European countries had stepped in to help out, and the UK Government wanted to be seen to be doing something. When you look at the detail, as in the practice, of course it wasn’t really helping anything.” John Waltham, finance director of Radcliffe Interactive, owners of buying group Brigantia adds: “The major credit insurers all participated with reluctance, and at least one CIFS who do considerable business in our sector decided not to get involved, I am told.” In response to the sustained criticism, a spokesperson from the Department for Business, Innovation and Skills told us: “This is a temporary scheme the Department put in place to provide targeted, transitional support to firms whose cover had been reduced and who needed support while they adjusted to new conditions. To date, 104 policies have been accepted for 72 suppliers and cover to the value of £18m has been issued. Many businesses have found other ways to adapt and thus have not needed to take up the Government offer.” The Government has also claimed that businesses were already reducing their dependence on trade credit insurance, but this is largely refuted by insurance firms. Opposition politicians weren’t supportive of the scheme either. Mark Prisk MP, shadow

Andrew Child of Aon

business minister, says: “Businesses have repeatedly criticised this scheme, and others, for being overly complex and bureaucratic. During the deepest recession in peacetime history, it would have been much better to have provided a single national loan guarantee scheme: simple, easy to access and open to all viable businesses in all sectors.”

“During the deepest recession in peacetime history, it would have been much better to have provided a single national loan guarantee scheme; simple, easy to access and open to all” Mark Prisk MP Now that there is no state support system of that kind, the issue of reduced or pulled credit can be seen as more pressing. Some economists say we are seeing green shoots, but most agree that the residual effects of this recession will be felt for years. The question of whether we are going to see more retailers close down as a result remains, and it threatens businesses of all sizes. John Hutchinson, credit analyst at distributor EntaTech, says: “If suppliers follow insurance cover slavishly, then yes, we will lose a number of retailers, small and possibly large. PC World in particular has gone through a painful time this year. However, having shed unwanted parts of the group and restructured the

Mark Prisk MP, shadow business minister

remainder along with a revamp of its retail sites, the company appears to have weathered the storm – at least for the time being. Nevertheless, the future for retail businesses remains difficult as they compete with online competitors free from the burden of stocking and property overheads.” Of course retail is still suffering from reduced consumer footfall, but it’s logical to assume that will be alleviated as the economy picks up. However, far from solving the problem, this rise in demand can actually cause a whole new set of problems. “Reduced credit is still a major inhibitor of business. The problem will come when sales pick up, because smaller retailers with reduced credit lines will be unable to service the upturn,” Keith Warburton, president of trade body the TCA, told us. It should be noted there are other options for topping up credit offered by companies in the financial sector, such as Aon. There are also avenues inside the PC trade being put in place – buying group Brigantia and its parent company is set to launch its own support operation this year, which it is calling a central purchasing hub scheme. The issue of reduced or removed credit is still a major, if not widely reported, problem to those in the business of selling PCs and technology. And it looks as though it will remain, even if significant economic recovery kicks in. It still has the potential to wipe out retailers across the board, big or small, and while things may be in a better economic state generally to what they were this time last year, it could be a defining problem throughout 2010.

EntaTech’s John Hutchinson

January PCR 21

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30 UNDER 30 RISING STARS

Itâ&#x20AC;&#x2122;s been a tough year, but there has still been plenty to celebrate in the tech trade over the past 12 months. Managing directors and other top brass are regularly praised for their achievements when things go well, but the younger execs sometimes get overlooked. To give them their dues, PCR presents a rundown of some of the hottest young talent working in the industry today, across retail, vendors, distribution and communications, listed in alphabetical order...

>>>

www.pcr-online.biz

January PCR 23

Shaped by them, right for you We asked 1000 anti-virus users what they really did (and didn’t) wantt from Internet protection. We listened, we innovated and now, we’ve delivered.

New AVG 9.0 – even tougher on threats, even easier and faster for users. rs.

Discover how AVG 9.0 will delight your customers at www.avg.co.uk g.co.uk And for information on ourr reseller programme call 01636 658016 or visit www.avg.co.uk/reseller

30 UNDER 30 RISING STARS

>>> Charlotte Best National Account Sales Manager Westcoast Best joined Westcoast two years ago and quickly rose up the ranks to become a reseller account manager. She was promoted to her current position earlier this year, and the firm attributes much of its recent growth to Best's hard work and enthusiasm. She was also described as “a legend” by one nominator.

Hannah Buckey Sales and Marketing Assistant Hannspree Buckey has supported the sales and marketing team for the past three years. Her efforts have helped take Hannspree from an emerging brand to one that boasts a top five spot for UK monitor sales. The 25-year-old’s employers described her as an “absolute pleasure for customers, partners and agencies alike to deal with.”

James Dean Managing Director Imacula

Dean founded PR firm Imacula back in the summer of 2006, and has expanded the client list since then to include Realtime Distribution, Novatech, Zotac, Belkin, Ergo and Hyundai. He was described in his numerous nominations as dedicated, innovative and “a pleasure to work for.”

Sam Goult Marketing Manager Elonex

Goult is responsible for all the marketing at IT solutions and consumer electronics firm Elonex, which has seen strong growth over the last two years. He has managed high profile projects including X Factor sponsorship, the launch of the world’s first sub-£100 laptop, the iGame launch, and other ongoing projects.

Joanna Kemp Head of Sales, Software Koch Media

Kemp has been a key part of the Koch Media management team for five years, and now manages the reseller and retail sectors for the business software category. The 29-year-old runs a large sales team, overlooks supplier acquisitions and is also tasked with promoting the Koch Media brand.

Stuart Brown Warehouse Manager Widget

29-year-old Brown has been at Widget for over ten years, starting at the bottom and working his way up. Widget claims his solid and dependable performance is essential to the smooth running of stock and shipping at the company’s base in Stevenage, Hertfordshire.

Caroline Bunclark Marketing Executive, Northern Europe Nvidia Better known as Bunny, 28-year-old Bunclark handles Nvidia’s marketing for Northern Europe. Her achievements at the graphics vendor include doubling the number of customers actively implementing co-branding strategies and boosting sales figures with targeted campaigns.

Chris Elt Sales Director Ntec Europe

Elt recently joined Ntec following a successful career at Realtime Distribution. He jumped straight in at the deep end and has managed to create new markets for CoolIT and SteelSeries. 27-year-old Elt is celebrated for his product knowledge, customer relationships and drive.

Adam Harris CEO Technology Channels Association (TCA) Having worked hard over the past years building a profile for himself and Bear IT, Harris became CEO of trade association the TCA late last year. According to his nominator, he is so dedicated to the new role, he was even responding to work emails on his honeymoon last year.

Faye Le Duc PR and Marketing Manager Imacula

24-year-old Le Duc began in the industry six years ago, working as part of chip giant AMD’s marketing team, before moving onto tech website Hexus.net. She recently joined PR and marketing firm Imacula, and, according to her nominator, “is doing an absolutely sterling job”.

Iain Bristow Technical PR and Component Marketing Asus Since 2007 Bristow has played a key role in driving the popularity of Asus products in the UK. The 23year-old has run a number of campaigns, helping the vendor in the recent Custom PC and Bit-Tech Awards. A key part of his position has been to forge and maintain relationships with the media.

Robert Craven National Account Manager Veho

22-year-old Craven started at Veho as a trainee when he was 19, and has now become one of the firm’s top account managers on the trade team. He has quickly moved up to his current position of national accounts manager, and is well respected within the electronics vendor’s UK team.

Lindsey Fish Marketing Supervisor EntaTech

Since joining EntaTech two years ago as a marketing executive, 26-year-old Fish has fast become a strong member of the team and now heads up the marketing department. Since taking up her new post, she has been tasked with looking for new ways to promote EntaTech and its vendors to the IT channel.

Lianne Johnson Major Retail Account Manager Kaspersky 25-year-old Johnson joined Kaspersky six years ago as a part-time sales administrator, and swiftly rose to her current position. She is responsible for the day-to-day management and development of the Kaspersky revenue of major retail accounts such as Amazon. Her nominator praised her commitment and work ethic.

Mark Lowe Product Manager for Consumer Electronics Midwich After seven years in a management position, Lowe was instrumental in Midwich’s decision to make the transition from computing to consumer electronics. Under his stewardship the firm’s sales have enjoyed growth and he has negotiated exclusive contracts with some of the biggest brands in consumer electronics.

>>> www.pcr-online.biz

January PCR 25

30 UNDER 30 RISING STARS

>>> Oliver Mason Senior Trade Account Manager Meroncourt Responsible for sales development, customer base expansion and managing Meroncourt Europe’s sales team, Mason has been with the company for almost five years. In that time he has become the most senior sales manager and, according to his nominator, has led incentives that helped the firm through the recession.

Gemma Nichols Marketing and Communications Executive CCI Distribution Having joined CCI in a customer service role six years ago, Nichols spent two years as a trade sales account manager before taking on her current role in late 2006. Colleagues describe Nichols as competent and reliable, and praised her for organising her wedding and honeymoon without missing a single deadline.

Louise Powell Marketing Executive Gem Creative

Powell has recently been promoted to the role of marketing executive, managing marketing relationships with Gem’s supply partners. Her duties include overseeing trade marketing activities in The Future magazine, managing advertising campaigns and co-organising e-shot and web communications.

Leanne Smith Primary Buyer, Storage and Consumables Target Components 19-year-old Smith has made an impact at Target in a short amount of time, after joining the company two years ago as a buying assistant. She has boosted profitability by over 20 per cent in every product area she has managed, and colleagues say her “attitude, energy and vibrancy make her a pleasure to work with.”

Adam Westley EMEA Trade Marketing Manager Acer Having joined Acer in 2005, Westley was a key part of the team that took Acer to the number one position in the UK last year. He has been promoted three times since joining the vendor, and his work in developing the brand has helped Acer win numerous awards, including last year’s PCR Awards Grand Prix.

26 PCR January

Charlie Mews Vendor Relations Manager Ebuyer.com

Described as “incredibly hard working” and “always going the extra mile”, Mews’ main role is to liaise with manufacturers and ensure they are promoted through Ebuyer.com. She joined the firm’s customer services department in 2006 when she was 18, before moving to sales and finally marketing in 2008.

Graham O’Reilly Business Development Director AVG 29-year-old O’Reilly joined the security firm in January 2008, and since then has secured major partnerships with PC World, Currys, Maplin, Tec 7 (House of Fraser), Insight, Misco, Bechle, Easily and Kingston Communications. He previously worked at software firms Intuit and Formjet.

Gary Read Distribution Account Manager Logitech 27-year-old Read joined hardware vendor Logitech last year after three years working in business development at Microsoft’s OEM unit. His employers praise him for injecting a positive spark into the team. Read received a large number of nominations, which described him as honest, helpful, funny and polite.

Neil Spicer Managing Director Ntec Europe

Spicer set up PR firm Ntec five years ago, which is now a respected player in the IT channel, representing firms including Cyberlink, CoolIT and Satzuma, and most notably graphics card vendor Sapphire. Three words that came up regularly in his many nominations were ‘committed’, ‘passionate’ and ‘respected’.

Kathryn Whyte Software Product Manager Ingram Micro

Whyte joined Ingram Micro two years ago from reseller SHI. She was promoted to her current position last year, supporting three business managers and a team of 30 associates. The firm says her determination and drive helped shape Ingram Micro’s recent ‘Wonder of Windows 7’ campaign.

Andy Miles Senior Marketing Executive Interactive Ideas

Miles has played a major role in Interactive Ideas’ recent success, with the company achieving record revenues and expanding in size over the last two years. Described as an excellent communicator and a creative thinker, he has built strong relationships with the company’s customers and suppliers.

Ravi Popat Purchasing Guru YoyYoTech

29-year-old Popat joined YoYoTech right at the start of the business. His nominator says his market knowledge, personable manner and ability to deal with intense pressure have made him something of a legend in the industry. Popat continues to play an integral part in YoYoTech’s growth plans.

Glen Rhodes Product Manager Target Components

After joining distributor Target over three years ago as a marketing assistant, Rhodes’ technical knowledge gained him promotion first to the purchasing team and later to his current position. Target says his market knowledge and technical acumen have had a significant impact on the firm’s strong performance.

Ayshen Turk PR and Marketing Specialist PR Zone

Having achieved a first class honours degree in marketing and business law from Birmingham University, Turk spent her gap year working for Intel, before joining PR Zone. She has made a significant impact, developing online and print campaigns for major clients such as MESH and Thermaltake.

David Woods HP Business Manager Ingram Micro

Woods joined Ingram Micro in July this year from reseller/distributor operation Computacenter UK. He works closely with HP in his current position and has gained market share for the business in his area. David is described as an asset to Ingram Micro, with a good future career ahead of him.

www.pcr-online.biz

$BTFT t $16T t %JTQMBZT t 'MBTI .FNPSZ t )BSE %SJWFT t /FUXPSLJOH t /PUFCPPLT t 1FSJQIFSBMT t 4PGUXBSF t 7JEFP $BSET

8JOEPXT® .JDSPTPGU 0GmDF BOE 8JOEPXT 4FSWFS JO TUPDL OPX BU 7*1

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

RETAIL FOCUS

From the Frontline CHRISTMAS GIFTS RULE IN THE CHARTS THIS month’s sales results are really a reflection of the Christmas period and the growing trend for buying consumer electronics as presents. While many of the featured products are the entry level or lower cost items that we’ve come to expect, they are joined by some surprising new entries, like Apple’s iMac and Acer’s Aspire Revo set-top box. The top selling desktop is the Acer X1301, an entry level PC that carries four gigabytes of RAM and a terabyte of storage memory. However, the lower end processor and GPU mean that the system will probably be best suited for internet use, and media streaming and storage. The seasonal entry of Acer’s Aspire Revo represents a new direction for PC’s like the X1301, as it is a dedicated media device. Based on Nvidia’s Ion platform and coupled with Intel’s Atom mini-processor, this device was developed to aid media streaming and was designed to be hooked up to an HD TV. Although it suffers from a lack of optical drive, the price point of around £250 makes it an attractive proposition for Christmas. The iMac also makes an entry in to our Christmas sales charts after Apple has apparently resolved most of the screen issues that were reported from late 2009. The iMac is a new entry for the Christmas period, probably because although the system retails at around £1,500, the device is likely to have been on a lot of people’s Christmas lists due to its good processing power, RAM capacity, graphics capabilities, storage and, naturally, its brand. matt.grainger@intentmedia.co.uk

28 PCR January

This month, Infinite Field Marketing Solutions has surveyed 180 stores across the UK to gain real ‘grass roots’ feedback and opinion on the best selling products in-store and issues affecting the industry...

DESKTOPS 1

ACER X1301

ACER X3812

ACER REVO

APPLE IMAC

COMPAQ 5226

LAPTOPS 1

ACER AS5738

HP DV6

DELL 1545

ACER 5532

ACER 5536

GRAPHICS CARDS 1

PNY Geforce 9600GT

PNY XLR8 GEFORCE GTS 250

PNY NVIDIA GEFORCE 9800 GT

ATI SAPPHIRE HD4650

NVIDIA GEFORCE 9500GT

www.pcr-online.biz

RETAIL FOCUS Infinite FMS is a specialist field marketing provider delivering bespoke solutions purely for the technology sector. With over ten years experience, we understand how to support manufacturers with the execution of their below-the-line campaigns, ensuring brands are reinforced, product messages are effectively delivered and sales objectives are achieved. Our services include product training, compliance & data capture, promotion & demonstration activity, Mystery Shopping & Roadshows. To learn more about how we can support you, please contact us on 01793 686504 or visit our website at www.infinitefms.com

IS SUPERMARKET PRICING AFFECTING YOUR SALES? Although the majority of respondents did not feel that their sales had been affected by the incursion of supermarkets in to the IT space, a worrying 44 per cent of retailers surveyed felt that the aggressive pricing strategies employed by retail multiples had had an effect on their sales and profit margins. Yes 44% No 52% Don’t know 4%

KEY COMMENTS During the canvassing of retail store staff, we looked to obtain real honest feedback about key themes running through the IT industry which may give us an insight into the midset of retailers and their experiences at the coal face of the Industry. Below are the most frequent (and pertinent) comments that were made: “Windows 7 has been successful”

“Windows 7 is going very well, we have had no complaints from clients unlike the previous windows software.”

“Dongle deals are lowering sales”

MICE 1

LOGITECH V150

MICROSOFT COMPACT OPTICAL MOUSE 500

IT WORKS MW01

MICROSOFT INTELLIMOUSE

LOGITECH V450 NANO

KEYBOARDS 1

LOGITECH LX710

LOGITECH EX110

MICROSOFT WIRELESS DESKTOP 1000

MICROSOFT 2000 COMFORT CURVE

MICROSOFT WIRED 500

“Its moving towards the right direction, a lot of competition, hence lower prices.”

“Touch screens need more presence in stores.”

“A lot of price competition going on in the market place.”

ANTI VIRUS SOFTWARE 1

NORTON 360

NORTON INTERNET SECURITY

KASPERSKY 3 USER INTERNET SECURITY 2010

AVG INTERNET SECURITY 8.5

MCAFEE TOTAL PROTECTION

www.pcr-online.biz

“The amount of new things that we are seeing is unbelievable, sometimes its hard to keep up with the new technology.” January PCR 29

RETAIL FOCUS MYSTERY SHOPPER

Birmingham PCR’s Mystery Shopper went to Birmingham in search of the best touchscreen PCs on the market. With the recent release of Windows 7, our undercover agent was expecting to find a slew of devices compatible with its multi-touch functionality...

PC WORLD PRICE PROMOTIONS galore greeted me as I found the PC and laptop section in the quiet Birmingham store. Windows 7 was displayed in numerous locations with additional point of sale designed to catch the eye. After loitering around the appropriate section of the store for over ten minutes, I finally caught the attention of a staff member. He enquired how he could help me and, after I explained my search for touchscreen compatible PCs, he informed me there was only one suitable model available in store – the HP Touchsmart 300 1025uk (an all-in-one PC with a 20-inch touchscreen monitor).

30 PCR January

“Could you tell me more about it, how it works and what’s so good about Windows 7 being on it?” I asked. The assistant looked a bit stressed by this. “I’m afraid I do not know too much about this PC, it has a lot of features that are built specifically for the touchscreen,” he said. “Has it been in store long?” I asked. “A few weeks,” he replied. It didn’t seem like the conversation was going to progress much further without a prompt, so I asked for a spec sheet to help. The unit specification sheet stated the following: Windows 7 Home Premium, AMD Processor, 4GB RAM Memory, Bluetooth, wireless keyboard and mouse, 500GB hard drive, DVD Rewriter, built-in

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RETAIL FOCUS MYSTERY SHOPPER

Turn the page for more Mystery Shopper results

>>>

wireless and an integrated 20-inch monitor. The machine was very stylish, priced at £899.99, or £929.34 with Norton Anti-Virus included. It would have looked good in a living room, study or bedroom. I was expecting a little more from the store. The assistant’s honesty regarding his limited product knowledge was not inexcusable, but appreciated – better that than fabricated product features. The product itself was very interesting, but with SCORE no other models to compare it to, a wider search was necessary.

5/10

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TEC 7 – HOUSE OF FRASER

TEK ZONE – SELFRIDGES

TEC 7 IS BASED in House of Fraser on the 6th floor. It was easy to find the concession store from the lift doors, as a large Bose wall display and numerous technology products were clearly visible. Cameras, laptops, iPod docks, radios and so on were neatly displayed, but for some reason there were no price tickets next to the items, so customers could not immediately see any prices or features. The staff seemed pre-occupied and did not approach me – possibly due to a refit being carried out in the store. Over five minutes passed without any attention, so I went to seek advice. “Do you have any touchscreen PCs?” I asked the man behind the sales counter. “No, I’m afraid we don’t stock them,” came the response. I waited to

LOCATED in the Selfridges Bull Ring, I had high hopes for this store and its staff. My first impressions of the store were good, although a bit more light to see would have been

“Although the refurbishment work meant that the store was not as it would normally be, this does not account for the low level of customer service I experienced” see if any further recommendations were coming, but that was it. Although the refurbishment work meant that the store was not as it would normally be, the staff seemed stressed and disengaged from conversation, while product ticketing was completely missing. This does not, however, account for the low level of SCORE customer service I experienced while visiting this store.

3/10

“He recommended HP’s Touchsmart range, because they are easy to use” helpful. The products were well laid out, with obvious sections to make navigation easier. Everything was neatly displayed with tickets on all products, highlighting any available saving in red. Music was playing louder than in the other stores visited but it suited the store’s atmosphere. A member of staff situated in the PC section asked if he could help, “Could you show me your touchscreen PCs please?” I asked. “We don’t have them” he replied. He went on to recommend Currys for further assistance and advised me that the best ones on the market were those in HP’s Touchsmart range, because they are easy to use and come with the Windows 7 operating system. I thanked him for his time and advice and said goodbye. I was surprised that the store did not stock any touchscreen PCs, as the products fit perfectly into the Selfridges customer demographic. They are fashionable and would appeal to both women and men. Top marks for recommending another SCORE store to visit and knowing of a manufacturer that produces them.

7/10

January PCR 31

RETAIL FOCUS MYSTERY SHOPPER

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.

COMET

CURRYS

STAPLES

AS I ENTERED the large store, I found the PC section quickly and, to my relief, included touchscreen computers. I browsed the displays trying to catch the eye of the sales people, but to no avail. After five minutes of wandering I took the bull by the horns. One member of staff asked if he could help. After considering the products available the sales assistant recommended the HP Touchsmart 3001025, priced at £849.99. “This PC has a 500GB hard drive and 4GB of RAM memory, so it will run multiple programs at once and store all your photos and music. It also has an Athon II x 3400e processor (the higher the number, the better the processor), a 256MB dedicated graphics card, bluetooth, wireless, TV tuner, a host of media card slots, speakers and many more features,” he said, adding that it came with Windows 7 pre-installed. I was impressed with his knowledge as he didn’t seem to be reading from any literature. I asked if I could be shown how to use it. The member of staff didn’t fully understand the system, but called a colleague who began by showing me how fast it booted up compared to a Vista machine. Next the touchscreen capability. He selected programs, moved windows around and encouraged me to try for myself. The demonstration went on to include media recording, photo viewing and email. I also asked for, and received, a spec sheet about the unit. The visit was very satisfactory. The product I was looking for was available, staff knowledge was good and I felt, had I really been in the market for a touchscreen PC, I may have actually purchased one. The SCORE waiting time was a bit of a let down but aside from that it was very good.

THE STORE was well laid out, with white goods available on the left hand side and technology on the right. Around the technology area anti-virus software seemed to have a lot of emphasis, supported with plenty of point of sale products.

THE PROMOTIONAL Christmas posters in the store window described an offer of a free iPod with a selected printer and the seasonal stationary push. Inside, a Christmas tree drew the customers’ eyes towards ideas for gifts, calendars and cards, etc.

8/10

32 PCR January

“The sales assistant returned with news frequently heard during the visits: ‘We don’t sell them anymore, PC World may have them’” A sales assistant greeted me with a smile. I explained l was looking for a touchscreen PC. “If you wait here a second I’ll go and see if we have any,” she said, and returned a couple of minutes later with news frequently heard during the visits. “We don’t sell them anymore. Would you be interested in anything else?” I politely declined and made my exit. The customer service was very good – the assistant was very helpful and needed no encouragement to find out if the store had stock. Unfortunately, the touchscreen PC is rare in these parts and while I was pleased by the staff I SCORE encountered, the lack of product prevents a more indepth mystery shop.

5/10

“The staff member was polite but it didn’t make up for the lack of touchscreen PCs” I located the PC section of the store and tried to find touchscreen products but all l could see was monitors and laptops. No luck. I was approached by a member of staff, who smiled and asked how he could help. l explained that l was looking for a touchscreen machine and he told me that the store doesn’t stock them. “Why not?”, I asked. He replied: “We had some in the past but they were not big sellers and therefore we have not taken any more.” This was a very brief visit in the end. The staff member was polite and took the time to approach me to offer customer service, which I appreciated. Unfortunately, it didn’t make up for the lack of SCORE touchscreen PCs and not offering any further advice about where I might look.

4/10

[SUMMARY] THE VISITS were surprising – with the launch of Windows 7 and the growing popularity of handheld touchscreen devices I expected there to be many more touchscreen PCs available in stores. The staff awareness regarding the devices is also below what I would have expected for an exciting new technology. Only the Comet store had a member of staff who was confident in showing me the features of the HP PC in a manner that I have experienced with other products in the past.

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Hardware PCRâ&#x20AC;&#x2122;s monthly look at recent developments in the hardware market

P 38

GFK Account manager Sian Rogers examines netbook sales and how they affect the wider market P 41

PRINTERS We take a look at the latest trends in the multi-function inkjet printers market

HARDWARE GFK ANALYSIS

Netbooks boost PC market GfK’s account manager for IT, Sian Rogers, reports that strong sales for the netbook segment have provided an overall boost to the market, despite a sustained decline in desktop and laptop sales... “October saw netbooks continue to grow by 120 per cent, and they’re in a strong position as we gear up to Christmas. Lightweight in size and price, netbooks are positioned nicely for the gifting season” Sian Rogers, GfK

GfK’s figures show that the PC market has been sustained by netbook sales

38 PCR January

THE TOTAL PC market has been in a year-on-year decline for the past three months now, with the latest month studied – October – down two per cent in volume. However, if you look at the GfK weekly data, not every week of October suffered a decline. Alongside the launch of a widely talked about and much anticipated new operating system (Windows 7), PC sales began to rise and we saw a nine per cent and ten per cent increase respectively, in the last two weeks of October. The three main form factors that make up the PC market are desktops, notebooks and netbooks. Each have performed differently and affected the total market in their own way. October saw netbooks continue to grow by 120

per cent, and they’re in a strong position as we gear up to Christmas. Lightweight in size and price, netbooks are positioned nicely for the gifting season. With 20 per cent share of the total PC market, the sector’s highest to date, can notebooks and/or desktops do anything to spoil the netbook party this festive season? In contrast, notebooks alone had a rather dismal October – down 12 per cent in volume and five per cent in value. If you looked at notebooks and netbooks as a whole under the umbrella of ‘mobile PCs’, then you can find three per cent year-on-year growth. However, a trend that we’ve seen throughout the year is netbooks keeping the mobile PC market afloat,

but doing it through the cannibalisation of notebooks. The underachievement of notebooks in October pale into comparison to the 18 per cent decline suffered by the desktop market – its biggest monthly fall this year. So which form factors caused the positive turnaround in the last two weeks of October? It was actually only the netbook. Notebooks saw a definite uplift in sales, but couldn’t outperform last year, leaving them two per cent behind October 2008. It wasn’t until the first week of November that any effects from a new operating system managed to nudge the notebook market into a 1.3 per cent growth. And this was a one week wonder; the second week of November sales fell behind again, but not as dramatically as before the launch of Windows 7. It really is a very interesting time for the PC market. November will give us a clearer picture of any effect a new operating system might have had. December will have seen Christmas sales, and the looming potential effect of the New Year VAT price rise, and a consumer spending focus on ‘gifts’, will have an impact on the sector too. Whether these events will be enough to provide a happy New Year for the PC market remains to be seen. Sian Rogers can be contacted on 0870 603 8280

www.pcr-online.biz

CONTACTS

HARDWARE PRINTERS

Computer 2000: 08700 603 344 Greenpod: 01753 853 500 Ingram Micro: 0871 973 3000 Meroncourt: 01462 680 060 Micro-P: 01256 707 070

[

KODAK ESP 5250 SRP: £129.99

]

The ESP 5250 is a wireless all-in-one for consumers looking to create high quality photos at home. The 6.1cm LCD and memory card slot enable users to print without connecting a PC and the copier function can also be used without a computer Distributor: Midwich

Midwich: 01379 649 200 Northamber: 020 8296 7066 Spicers: 0844 238 0000 VOW: 0800 988 8844

Jet-setting Printers have long been a staple peripheral for the IT market, but that doesn’t mean there’s no innovation. Here, Nicky Trup examines a growing trend in the sector – the rise of the all-in-one inkjet printer – and checks out some of the hottest products currently on the market... “The majority of home users are now using multi-function printers; they have dropped rapidly in price over the last few years, making them affordable as well as practical” Leanne Smith, Target Components

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THERE IS NO escaping the fact that we live in the digital age. We store everything on our computers and smartphones – from our diaries to our photos. But there will always be times when we need to use a printer. Whether it’s for treasured family holiday snaps or a work document, sometimes there’s no substitute for holding a physical copy in your hand. A growing trend in the inkjet sector – inkjet being the favoured printer type among home users – is the multifunction printer. Many new consumer devices are not just for printing Word documents – they are practically miniphotocopiers. Multi-function printers integrate a scanner, often with a ‘copy’

function, which means the user does not even have to connect it to a PC to duplicate a document. According to research by IDC, the colour inkjet multi-function peripherals segment in the EMEA region will increase to 29.2 million unit shipments in five years’ time – representing yearon-year growth of 4.45 per cent. “The majority of home users are now using multi-function printers. They have dropped rapidly in price over the last few years, making them affordable as well as practical,” says Leanne Smith, Target Components’ primary buyer for storage and consumables. But, according to Micro-P’s printer product specialist Phil Miller, the UK

has been behind the continent in moving on from traditional printers. “The UK has been slow to adopt the transition from single function to multifunction printers in the home and small business, compared to our European counterparts,” he says, adding that he expects to see “a further significant increase as the price of multi-function printers continues to fall.” Canon’s recent sales data shows that multi-function devices are now more popular with customers than standalone printers. Some vendors, such as Kodak, are so confident that the future lies in integrated printerscanners that they no longer produce single-

>>>

January PCR 41

HARDWARE PRINTERS

[

BROTHER DCP-6690CW SRP: £286.35

[

]

BROTHER MFC-9320CW SRP: £518.65

]

[

BROTHER MFC-6490CW SRP: £297.85

]

The DCP-6690CW allows the user to manipulate images without a PC connection by using the 4.2-inch LCD touchscreen with a ‘built-in Photo Enhance’ feature. The A3 device, like Brother’s MFC-6490CW, is wireless and Ethernet-compatible, with a scan-to-PDF option

This wireless device can copy, scan and fax, as well as print. The USB Direct Interface allows users to print from or scan directly to a USB memory drive, while the manual feed slot and straight-through paper path are ideal for printing letterheads and envelope addresses

This A3 multi-function printer features 400sheet paper capacity and a 50-sheet automatic document feeder. With high-speed super G3 faxing, the device also includes wireless and ethernet connections, along with a direct scan-to-PDF feature

Distributor: Midwich, Micro-P, Ingram Micro, Northamber, Spicers, VOW

CANON PIXMA MP640 SRP: £179

]

[

CANON PIXMA PRO9500 MARK II SRP: £729.00

]

[

EPSON STYLUS PHOTO PX810FW SRP: £299.99

]

This ethernet and wi-fi-enabled all-in-one has a 7.5cm display for previewing images. Works with memory cards/sticks and digital cameras. Canon’s Auto Scan mode recognises what is being scanned and selects the appropriate settings. It can print directly onto CD and DVD

This device can print photos up to A3 size, or 14-inches wide, onto a surface up to 1.2mm thick. The eight ink tanks create a wide range of colours on the page, while the Ambient Light Correction feature corrects colour tones to represent them more accurately

The PX810FW has a large 19.8cm touch panel and wireless capability. According to the vendor, users can print photos that exceed lab quality using Epson’s own photographic ink. The device can also print directly onto CD and DVD

Distributor: Ingram Micro, Computer 2000, Micro-P

Distributor: Ingram Micro, Computer 2000, Micro-P, Midwich

Distributor: Micro-P

>>>

function machines. But not all consumers have turned their backs on traditional devices, according to Miller. “There are obvious benefits to consumers having a single device on the desk rather than four. However, there is still a market for single function printers that can produce high quality graphics and photo printing, as this can’t yet be matched in capability versus price against the multi-function,” he says. With the growing popularity of wi-fi has come an increased demand for wireless gadgets. A recent study by Epson found that demand for inkjets with wireless connectivity is growing by around 150 per cent year-on-year. To

42 PCR January

cater to this demand, the vendor has released a new range of wireless devices, while 50 per cent of Brother’s printers are now wireless.

Terry Caulfield, general manager of printing solutions at Brother UK. A Canon spokesperson adds: “A growing number of offices and homes

“There are obvious benefits to consumers having a single device on the desk rather than four. However, there is still a market for single function printers that can produce high quality graphics and photo printing” Phil Miller, Micro-P “Wireless is a function that more and more home users are demanding – the ability to print from anywhere in the home, and from a range of devices is driving a huge growth in sales,” says

are looking for high quality printers that can be accessed by multiple people in the simplest way.” But printing comes at a cost, and printers are under increasing pressure

to be greener. Many of the major vendors have taken steps towards this goal – Epson’s Stylus Photo printers, for example, have been engineered over the last four years to use over 70 per cent less energy. Accreditation schemes are the easiest way to assess a device’s eco credentials. Energy Star, the most well-known labelling system, promotes energyefficient products that are designed to produce a smaller carbon footprint. According to Energy Star, over an average lifetime of five to six years and at an electricity rate of €0.10/kWh (about nine pence), the most efficient printer can save up to €200 (£178) in energy.

>>>

www.pcr-online.biz

HARDWARE PRINTERS

[

EPSON STYLUS SX215 SRP: £59.99

[

]

This compact all-in-one includes memory card slots and a 3.8cm LCD viewer for printing photos without connecting to a PC. Individual ink cartridges allow the user to replace only the empty colour, thereby saving money

EPSON STYLUS SX415 SRP: £69.99

]

[

This multi-function printer has a 6.3 cm LCD viewer and memory card slots to allow PC-free printing. Users can also print from memory cards or compatible digital cameras, while the individual ink cartridges mean only the empty colour needs replacing

LEXMARK PROSPECT PRO205 SRP: £205

]

The Pro205 offers printing, scanning, copying and fax options. Users can scan up to 35 pages at a time, while the wi-fi connection allows multiple users to print from various locations. Business Card Scanning software lets users scan up to eight cards at once, and synchronises the information with contact management programs.

Distributor: Meroncourt Distributor: Micro-P

Distributor: Midwich

[

] [

EPSON DURABRITE ULTRA INK CARTRIDGES SRP: Ranging from £36.28 to £51.82 DURABrite Ultra Ink is a durable pigmentbased ink. Compatible with printers including the Epson B-500DN, its quick-drying formula allows documents and photos to be handled immediately after printing. Prints resist fading on plain paper, while prints on photo paper resist moisture and spills

]

GREENPOD REMANUFACTURED HP21 BLACK & HP22 COLOUR INK CARTRIDGES SRP: £14.49

[

GREENPOD COMPATIBLE EPSON T0711/T0891 INK CARTRIDGE PACK SRP: £10.49

]

Greenpod’s remanufactured ink cartridges are designed with the eco-friendly consumer in mind. They use less packaging, and the company offsets its carbon emissions. This cartridge double pack is compatible with a number of Hewlett-Packard printers

This multi-pack is compatible with a range of Epson Stylus printers. Like all of Greenpod’s products, this is designed to be as kind to the environment as possible, with minimal packaging and waste. The pack contains black, cyan, magenta and yellow inks

Distributor: Direct

Distributor: Ingram Micro

>>>

The Blue Angel scheme promotes products and services that meet green standards, such as the economical use of materials, a long life and a sustainable disposal – which can be invaluable for consumers. Many printer vendors demonstrate eco-awareness with their consumables. Epson, Konica Minolta, HP and Dell all offer freepost cartridge return programs in the UK. Refilling services and companies such as Greenpod, which specialise in manufacturing compatible carbon-neutral cartridges, are popular with green and thrifty consumers. “I think more people are using refilling services, but our experiences have been very hit and miss. For the

44 PCR January

higher cost cartridges it can be a good option, but when your replacement only costs a few pounds, why bother?” says Steve Walsh, Meroncourt’s sales director. Jonathan Francis, print and imaging sales manager at Midwich, says: “The recession means users are looking at the cost of ink. Traditionally, printers have been sold as a loss leader and profit has been made from the ink. We’re now seeing a reversal of this: hardware is getting more expensive and the cost of ink is decreasing. You can only sell the initial hardware once, but you can sell consumables for the life of the printer. It’s important to build a relationship with customers so they return for their next hardware purchase, too.”

ON THE OTHER HAND DESPITE consumers tending to favour inkjets, some home office users are joining their corporate counterparts in turning to laser or LED printers. Alan McLeish, a senior product marketing manager for OKI Printing Solutions, which exclusively manufactures LED and laser printers, tells PCR that the benefits fall into three categories: speed, reliability and longevity. “Most laser and LED devices drive business productivity by being faster than comparable inkjet printers,” he says. “They are also generally more dependable, particularly in terms of paper pickup, paper feed and print head reliability. In this latter regard, inkjet printers can present problems if they are not used regularly, as their print heads will need to be cleaned before use – a process that consumes large quantities of ink in relation to the quantity of printed output achieved. Laser and LED solutions are typically more robust than inkjet printers, with higher duty cycles, delivering longer periods of uninterrupted service.”

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

p 49

INTERNET SERVICE PROVIDERS We look at the latest developments in broadband and talk to some of the industry’s key figures

p 55

GAMES PCR rounds up the month’s best-selling PC games and takes a look at the biggest releases on the radar

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SOFTWARE ISPS

Net profit Demand for broadband internet has continued at a steady pace, despite the decline in consumer spending, with the number of internet service providers exploding in recent years. Matt Grainger examines some of the latest developments in this field and talks to some of the sector’s key players… “ISPs have generally proven to remain resilient despite the state of the economy” Darren Farnden, Entanet

www.pcr-online.biz

DESPITE THIS year’s recession, the progressive development and expansion of broadband networks has continued at a sustained pace. Adoption of the service has been steadily growing throughout the year as consumers and businesses now consider broadband internet speeds to be the industry standard, with many users feeling that high speed internet is an indispensible addition to their life or business model. The importance of internet access has been firmly at the forefront of the public imagination in recent months, chiefly due to the ongoing debate over peer-to-peer sharing and the attempts of various governments around the world to regulate what has been a fairly open market, with a number of countries declaring internet access to be an essential human right.

However, while the market has remained stable, the proliferation of internet service providers, coupled with a relatively saturated market, has meant that many new customers are actually making a switch from another ISP. BT, which provides the physical infrastructure for the vast majority of these services, resells DSL internet services to over 750 providers, according to a recent Ofcom report. “ISPs have generally proven to remain resilient despite the state of the economy. In certain markets, for example residential, competition has inevitably intensified as the larger consumer players such as Sky, O2, Virgin, TalkTalk et al have vied for market share,” observes Entanet’s head of marketing, Darren Farnden. “The market’s essentially at a point where the majority of new signups are based

Turn the page to read more about the ISP market, including some of the key wholesale service providers

>>> January PCR 49

SOFTWARE ISPS

>>>

on customers moving from one provider to another on the basis of price, features and service. Businesses, meanwhile, continue to adopt broadband and higher speed connectivity solutions as the basis for improving the efficiency of their operations, empowering remote workers and regional offices and better managing costs.” Andrew Ferguson, editor of broadband comparison website Thinkbroadband.com, agrees on the enthusiasm that business has shown towards broadband uptake: “Generally, as with 2008, the recession has not affected broadband take-up. Most consumers and businesses appear to

Andrew Ferguson, Thinkbroadband.com: “The recession has not affected broadband take-up”

One of the key aspects of BT’s wholesale program, and other forms of private enterprise, is that the money generated is often reinvested into upgrading the physical network and the deployment of fibre optic cabling, allowing it to handle the kind of data transmission rate required by modern technology such as cloud computing. The 21st Century Network plan – commonly referred to as 21CN – is a Government-proposed scheme that, like many modern Government initiatives, relies on private investment to raise funds and create the network, while the Government creates and modifies the legal infrastructure as the market develops.

“Generally, as with 2008, the recession has not affected broadband take-up. Most consumers and businesses appear to realise the savings in terms of purchases and online billing, plus for small businesses it makes you much more accessible to your customers”

Chris Marling, Broadband Genie: “Virgin Media should be applauded for pushing the fibre agenda”

Andrew Ferguson, Think Broadband realise the savings in terms of purchases and online billing, plus for small business it makes you much more accessible to your customers.” However, he notes that the services that can be offered by ISPs are highly dependent on the infrastructure provided by BT Wholesale: “The network roll-out by the BT Group, which is how the group is offering ADSL2+ in some areas, has lead to some issues with people experiencing variable speeds, or less reliable lines.” Despite the possibility of variable service due to infrastructure, BT has observed a high level of growth in the ISP sector, with its wholesale division recently moving into profit. “We recently announced profitable growth for the first time in two years,” comments BT spokesman Simon Dux. “The key driver behind BT Wholesale’s return to profitable growth is the runaway success of BT Wholesale’s Managed Services business. In 2008, BT Wholesale signed Managed Network Solutions (MNS) deals worth £1.2 billion – and the momentum is continuing into 2010. Of BT Wholesale’s top 15 customers, ten have now signed longterm managed deals.”

50 PCR January

BT’s commitment to the 21CN is the roll-out of fibre optic cable to UK households, in the form of Fibre to the Cabinet (FTTC) or Fibre to the Home (FTTH) networks. The fibre optic cabling provides a much higher rate of data transfer than traditional copper wiring, and while FTTC is currently deployed to a much higher ratio of the country, FTTH is also being trialled in specific locales. “BT Wholesale is already providing fibre to the premise (FTTH) services – with burstable speeds of up to 100Mbps – at Ebbsfleet Valley, Kent,” confirms Dux. “Following customer pilots of fibre to the premise services – with speeds of up to 40Mbps and potentially 60Mbps – BT Wholesale will make fibre broadband services available to our customers in line with BT’s rollout plan. It aims to bring ten million UK homes and businesses in reach of fibre to the premise services by 2012.” Another company to push the use of fibre has been Virgin Media, which has been working on its 50MB broadband proposition for the last year or so. Although this scheme does not solely utilise fibre optic cables, it has

Darren Farnden, Entanet: “Businesses continue to adopt broadband and higher speed connectivity solutions as the basis for improving the efficiency of their operations”

>>>

www.pcr-online.biz

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49,50,53 PCR76_final

13/1/10

16:28

Page 3

SOFTWARE S ISPS

“Improved internet speeds will bring advances such as 3D TV and multi-angle television nearer to commercial realisation, which is going to be huge for both entertainment and business in the coming years” Chris Marling, Broadband Genie been praised for bringing higher broadband speeds to a large proportion of internet users. “Virgin Media should certainly be applauded for pushing the fibre agenda – its swift roll out of a fibrehybrid service with genuine ‘up to’ 50Mb speeds certainly set the cat amongst the pigeons, and the response from the ADSL market has been pretty positive. ‘Up to’ 40Mb should be a reality for some ADSL customers in the new year,” comments Chris Marling, editor of the ISP comparison website Broadband Genie. “This has an obvious knock-on effect on related technology too. Improved internet speeds will bring advances such as 3D TV and multiangle television nearer to commercial realisation, which is going to be huge for both entertainment and business in the coming years.” Entanet has also made significant investments into the development of physical infrastructures, having installed gigabit ethernet multi-service interconnect links (MSIL) at each of

>>>

the nodes that form the backbone of BT’s 21CN. The company is also now involved in the FTTC trials, utilising the ‘up to’ 40Mbps service. “Over time these can be scaled up to 10Gbps,” confirms Farnden. “For commercial and operational reasons Entanet chose to do so at all of the nodes rather than a select few. Doing so also meant, therefore, that we had to extend the existing Entanet network by working with disparate carriers to create multiple links between each of the 20 locations. This resulted in us creating a resilient network infrastructure for our customers. “In January 2009, Entanet became the first and only non-BT company to utilise IPStream Connect to deliver 20C ADSL connections over 21CN backhaul. This move required us to install further MSILs and allowed us to finally stop using traditional BT IPStream Centrals. The net effect of this was that we were able to launch, in April 2009, a new portfolio of unified ADSL and ADSL2+ products.”

ISP PROVIDERS The following is a list of just some of the broadband providers that provide white label virtual ISP services for resale:

dŚĞ ĞŶĞĮƚƐ ŽĨ W /ŶĚŝĞ ͗ ĐĐĞƐƐ ƚŽ ŽƵƌ ĨƵůů ƉŽƌƞŽůŝŽ ǀĂŝůĂďůĞ Ϯϰ ŚŽƵƌƐ Ă ĚĂǇ ǁŚĞŶ ǇŽƵ ŶĞĞĚ ŝƚ &ƌĞĞ ŽĨ ĐŚĂƌŐĞ ĚĞůŝǀĞƌǇ ĚŝƌĞĐƚ ƚŽ ǇŽƵ ŝƌĞĐƚ ƚŽ ǇŽƵƌ ĐƵƐƚŽŵĞƌ ƐŚŝƉŵĞŶƚƐ * WŽŝŶƚ ŽĨ ^ĂůĞ ŽǁŶůŽĂĚĂďůĞ ĂƐƐĞƚƐ ĂƐǇ ƚŽ ŶĂǀŝŐĂƚĞ WĂǇŵĞŶƚ ďǇ ĐĂƌĚ Žƌ ŽŶ ĂĐĐŽƵŶƚ DƵůƟ ƵƐĞƌ >ŝĐĞŶƐŝŶŐ ĂŶĚ Žǆ ƐŽůƵƟŽŶƐ

Entanet www.enta.net 0333 101 0000

IDNet www.idnet.net 0800 701 2000

DSL Plus www.dslplus.co.uk 0844 412 0566

Virgin Media www.virginmedia.com 0845 840 777

Log onto PC Indie.com or call Veronica on

BT www.btwholesale.com

123vISP www.123visp.co.uk

0870 027 6519

Griffin Internet www.griffin.com 0870 804 0804

VISPA www.vispa.com 0844 979 8888

Eclipse Internet www.eclipse.net.uk 0845 1224 333

Broadband First www.broadbandfirst.co.uk 0844 412 0820

www.pcr-online.biz

Ƶŝůƚ ĨŽƌ ǇŽƵ͘͘͘ ƚŚĞ ^ŽŌǁĂƌĞ /ŶĚĞƉĞŶĚĞŶƚ * a nominal charge of £4 is charged for direct to customer shipments

SOFTWARE PC GAMES

Game On PCR looks at the best-selling PC games and those due for release over the coming months...

GAME OF THE MONTH THE SABOTEUR Publisher: EA Contact: 01483 463 000 Released: December 4th 2009 Price: £34.99 OFFERING an open world style of gameplay, The Saboteur is set in occupied Paris during the Second World War and lets users play as Sean Devlin, a streetwise Irish racing mechanic who must assist resistance fighters and British intelligence in guerrilla style warfare against the Nazi’s.

The game sees the player blowing up zeppelins, derailing trains, demolishing bridges, destroying tanks and razing enemy facilities, utilising stealth and underhand tactics to evade capture. The stylised gameworld, which depicts a 1940’s underworld Paris from the Eiffel Tower to the Champs-Elysees, is designed to aid the stealthy gameplay with numerous rooftop escape routes and winding alleyways. Less subtle players, however, can choose to make their way with all guns blazing.

NEW RELEASES TITLE

GENRE

ON THE RADAR PUBLISHER

TELEPHONE

DISTRIBUTOR

DATE

Alcatraz

FPS

City Interactive

0845 362 7769

Trilogy

January 15 2010

Army Of Two: The 40th Day

Action

0121 625 3388

Centresoft

January 15 2010

Dark Void

Action

Capcom

0121 625 3388

Centresoft

January 15 2010

BC Kings

Strategy

Zushi

01279 822 800

Gem

January 29 2010

Exodus From The Earth

FPS

Zushi

01279 822 800

Gem

January 29 2010

Star Trek Online

MMORPG

Namco Bandai

0121 506 9585

Advantage

February 5 2010

BioShock 2

FPS

2K Games

01279 822 800

Gem

February 9 2010

Indianapolis 500 Evolution

Racing

Zushi

01279 822 800

Gem

February 12 2010

History Great Battles: Medieval

RTS

Slitherine

0870 027 0985

Koch

February 19 2010

Sacred 2: Gold

RPG

Deep Silver

0870 027 0985

Koch

February 26 2010

Tom Clancy's Splinter Cell Conviction

FPS

Ubisoft

0845 362 7769

Trilogy

February 26 2010

Battlefield: Bad Company 2

FPS

0121 625 3388

Centresoft

March 5 2010

Command & Conquer 4

Strategy

0121 625 3388

Centresoft

March 19 2010

Just Cause 2

Action

Eidos

020 7324 5200

Square Enix

March 26 2010

767-200/300

Simulation

Just Flight

0845 234 4242

Mastertronic

Q1 2010

Alabama Smith

Casual

S.A.D

01582 436043

PlayV

Q1 2010

Alex Gordon

Platformer

S.A.D

01582 436043

PlayV

Q1 2010

Army of Two: The 40th Day Publisher: EA Contact: 0121 625 3388

Star Trek Online Publisher: Namco Bandai Contact: 020 8222 9700

FULL PRICE TOP 5

BUDGET TOP 5

Football Manager 2010

Bejewelled Twist

Call of Duty: Modern Warfare 2

World of Warcraft: Battle Chest

Dragon Age Origins

Rollercoaster Tycoon 3

The Sims 3

Mystery in London

Borderlands

Assassin’s Creed

The top five charts are based on monthly sales figures supplied by Chart Track, figures are for November 2009

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

Consumer

Electronics PCRâ&#x20AC;&#x2122;s monthly look at recent developments in the consumer electronic market

P 58

SMART PHONES We take a look at the trend towards convergence between the mobile phone and IT segments, and talk to some industry figures about what effect it will have on the future of both markets

p 60

E-READERS We examine this emerging market and talk to some firms that are already investing in it

www.pcr-online.biz

January PCR 57

CONSUMER ELECTRONICS SMART PHONES

Are smartphones changing the PC industry? The PC and smartphone markets have never been so closely linked, both from a retail and a technological perspective. As more PC firms move into manufacturing handsets, and network operators become increasingly entrenched in selling laptops and netbooks, Andrew Wooden asks if there are any benefits for the PC retailer, or whether it is simply being left behind... “People are prepared to change, but one thing they're always going to want to do is have constant access to the internet” Sarah Shields, Dell

58 PCR January

THERE'S NO DOUBT that the PC and smartphone markets are becoming increasingly intertwined. A few years ago, it would have seemed odd to see PCs being sold in Carphone Warehouse, but now the netbooks given away with broadband contracts by these types of retailers are making up an increasingly significant part of the computer user base. In terms of the technology, there isn’t a great deal between smartphones and lower-end PCs anymore. Not so long ago, sending emails, browsing the web, watching video, listening to music and gaming were purely the preserve of PCs. These days you don’t even have to go very far up the mobile phone food chain

to get a device which does all these things. On top of this, you have manufacturers from either side of the fence parking their tanks on each other’s lawns. Acer, one of the biggest PC vendors, started building smartphones last year, around the same time mobile phone giant Nokia announced its own laptop. The distinctions between these once very separate industries has never been blurrier. For many PC retailers, the presence of network operators on their patch has become a source of strife, but on a wider level it has been argued that the overall crossover between the two industries could bring indirect benefits for all. There is no denying the extent

to which the PC industry is being affected by high-end mobile phones and vice versa – a trend which doesn’t look set to change – however the process may not be plain sailing. “The real issue around convergence of the two industries is the diversity of the business models for smart phones and technology products,” says Alastair Edwards, a senior analyst at technology research firm Canalys. “PC margins are far lower both for manufacturers and the channel, so that’s pushing a lot of technology vendors into the smartphone market. So we’re going to see a lot of traditional PC vendors trying to get into this space, probably trying to emulate a company

www.pcr-online.biz

CONSUMER ELECTRONICS SMART PHONES

Alastair Edwards of Canalys

Acer’s Massimo D’Angelo

like Apple. But really, Apple’s position is unique and it’s going to be difficult for the relatively commoditised PC vendors to actually go into that market. The tech industry is going to become more skewed towards the sector, but with some big caveats. There’s going to be some successes and some big failures as well.” The PC manufacturing giants that are moving into the smartphone market clearly see the convergence as a big business opportunity. There is an argument that since the two segments are getting so much closer together anyway, the issue of what would otherwise be seen as dramatic diversification is more akin to just keeping up with progress. Acer is one of the PC vendors most aggressively targeting the smartphone market. Massimo D’Angelo, SHBG vice president of global telcos and channel sales tells us: “For Acer, the smartphone segment is a very strategic one because it’s linked with our internetcentric strategy. It’s all about consuming content,

www.pcr-online.biz

Sarah Shields from Dell

whether you do it on a two-hand product like a netbook, or on a one-hand product like a smartphone. The rise of the smartphone has had a big impact on the PC industry, and it’s a great opportunity for everybody involved, and it’s good for the channel.” Meanwhile, fellow PC giant Dell has recently created a new division called the ‘communications solutions unit’. The firm is keen to stress that this operation is about more than just handsets, and officially handles mobile

talked about, absolutely it will. I spend most of my time travelling, so I have a mobile I can browse the internet on, and I have a netbook I can do things a little more complex on. People are prepared to change, but one thing they’re always going to want to do is have constant access to the internet. Absolutely it will open up new opportunities. It’s new technology and its going to be huge.” The interest from the top tier companies in each other’s industries is

“Apple’s position is unique and it’s going to be difficult for the relatively commoditised PC vendors to actually go into that market. The tech industry is going to become more skewed towards the sector, but with some big caveats. There’s going to be some successes and some big failures as well" Alastair Edwards, Canalys communications of all types (see page 9). However, the move certainly brings Dell into closer competition with entrenched smartphone vendors such as Apple, Nokia and RIM. Furthermore, Dell's new division will be headed up Ron Garriques, Motorola’s former president of the mobile devices business. “I think [the convergence] is going to be a huge boost, I really do. Dell’s had great success with embedded sims in netbooks, so there’s no need for dongles and other easily breakable peripherals,” says EU general manager for Dell consumer Sarah Shields. “If you look at some of the future aspirational products that are being

clear – and mobile phone retailers and network operators have certainly made some aggressive moves into the sales side of the technology. While there has been a lot of talk in the past of PC retailers moving into smartphone sales, the nature of the contract sales model could make that a tough market to crack. It is easy to see other industries selling PCs as a negative, but there are plenty of positive messages from the top tier vendors in our industry regarding the peripheral advantages that will benefit everyone, namely new technology and products born out of a closer partnership between the PC and telecoms sectors.

January PCR 59

CONSUMER ELECTRONICS E-READERS

The good e-book The introduction of e-ink screens has suddenly made ‘e-readers’ a viable consumer product, and a burgeoning market segment is already beginning to be defined and developed. Matt Grainger talks to those producing and selling the products to find out how big the sector could become... “I think it’s been the first time anyone’s taken the technology and introduced it to the wider market, which is obviously massive business” Anthony Brown, Sony

60 PCR January

ONE OF THE most exciting new product segments to emerge in recent years has been the e-reader. Although the idea of a tablet-style reader device has been around since before Star Trek first aired, the technology to realistically bring the devices to the mass market has only recently developed to a point where the end-consumer would consider it over the simpler, more readily available, old-fashioned book. The sudden convergence between technology and pricing has enabled e-readers to slowly but surely work their way in to the public consciousness and this has excited a number of vendors, who now seek to gain a foothold in this emerging market. “I think it’s the last thing in our lives that hasn’t been digitised,” muses

Sony’s head of Networked Communications, Anthony Brown. “To one degree or another, everybody has books in their home and there now aren’t many media formats that remains in their traditional form.” Andy Gordon, managing director of e-tailer Advanced MP3, also feels that the interest in e-readers is as a result of bringing traditional media into the 21st Century. “I think it’s been the first time anyone’s taken the technology and introduced it to the wider market, which is obviously massive business,” observes Gordon. “I think people like the fact that it’s using the latest technology and applying it to something that literally millions of people use around the world – everyone can see a use for it.”

Turn to page 63 for more

>>>

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CONSUMER ELECTRONICS E-READERS

>>>

Widget sales director Bart Hoorntje sees a more practical explanation for the interest in e-readers: “In a nutshell, the devices have become more affordable, the technology has progressed to the point where people don’t mind reading an e-reader instead of a book, and the battery offers a better charge life than any other device on the market. “Additionally, there’s a lot more development in the pipeline – such as wireless downloads and integrated web browsers – so over time it’ll become a multi-function device.” The key breakthrough has been the development of e-ink screens. It is this device that has enabled ‘glare-less’ screens, low battery drain, and ironically, it represents one of the biggest barriers to wider success at this time. “From my understanding, there’s only one manufacturer of the e-ink screens and the simple problem that brings is that you’re looking at capacity issues,” Hoorntje comments. “A new reader in any shape or form doesn’t matter; most of the technology is relatively cheap, the only costly component is the e-ink screen. Having shortages because there’s only one licensed manufacturer means that the price remains high and, as with any other consumer product, that creates an entry barrier – you’ll get the early adopters, but it wont go to the mass market just yet.” Andy Gordon is more optimistic about the prospects for widespread use: “I think that as the cost involved in producing these products reduces, it’ll become something that people more commonly use as they become more comfortable with the technology. In some ways, a bit like with the Blu-ray, the initial product releases can be quite expensive for the content, but that’s already coming down in price quite markedly. As you get to the point where the digital content is cheaper than the tangible product – the book – I think you’re going to see mass adoption of this technology.” Another key issue for the burgeoning e-reader industry is the debate between open and closed formats. Many people are already speculating that e-readers will go the way of some MP3 players – a number of closed system products, utilising

www.pcr-online.biz

The revolutionary e-ink screen, found in devices like Amazon’s Kindle and the Sony Reader, has helped ensure the e-book market can attract a growing audience

Andy Gordon, Advanced MP3

Anthony Brown, Sony UK

Bart Hoorntje, Widget

media that is tied to a single shop or portal and unable to play anything from alternative sources. However, given the wealth of content that is already available for these readers, it seems that any attempts to partition literature in to DRM-protected formats could prove to be controversial. “There’ll be two schools of thought – the open and the closed formats,” predicts Brown. “If you look at the Kindle in the US, that’s very closed, so it’ll be down to the consumers to make the choice about which they prefer. Sony will be firmly in the ‘open’ camp. I think that’s absolutely central to our strategy. Having an open format is the key, because consumers like choice, and if you’re locked to a format or a store or portal, if you’re not giving the consumer that choice, then there’s going to be a problem.” Gordon agrees: “If – like MP3 players – they become constrained by file types, they just become a pain in the arse, for want of a better term. It really needs to be as simple and as easy as it can be made.” Provided that the content market does not become overly tied down by intellectual property negotiations and digital rights management – which, given the history of digitised music, is easier said than done – the potential for the e-reader market is huge. It brings one of our oldest mediums, the

“It’s going to grow as it becomes more mass market – it has the potential to be huge. All the major retail chains are seeing a place for this in their line-ups.” Andy Gordon, Advanced MP3 written word, into the digital age and provides an avenue for sales in an area where traditional media is suffering. “I think it’s going to grow as it becomes more mass market – it has the potential to be huge,” states Gordon. “I think that assertion is backed up by the fact that all the major retail chains are seeing a place for this in their electronics line-up.” Although Sony’s stance is that it’s still too early to call, Brown also sees the potential for big growth: “We’re in the early stages and we’re still at that time when its quite hard to predict just how big it will be. It’s exceeded our expectation to date and it’s currently in that place where it’s growing more than 100 per cent per year. It hasn’t reached a plateau in terms of sales yet. “All I can say is that the market so far has seen shipments in the hundreds of thousands. Obviously, it’s our intention to be a major part of that market, whatever size it grows to.”

January PCR 63

64 PCR January

www.pcr-online.biz

>>> THE PLACE FOR BUSINESS

MARKETPLACE

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

ADVERTISER CONTACTS Agency Sales 01623 473 040

www.aslweb.co.uk

Bluepoint 0870 121 8001

www.bluepoint.net

Brigantia 01765 603 300

www.brigantia.com

Broadband first 0800 027 0346

www.broadbandfirst.co.uk

Cartridge Expert 01489 795 668 www.cartridgeexpert.co.uk CD Writer 0208 293 0777

www.cd-writer.com

Computer gear 0121 503 0666

www.computergear.co.uk

DSL 01604 924 516

www.dslplus.co.uk

Electronic Island 0208 767 1955

www.e-island.co.uk

Enet 07801 818 815

www.enetcomputers.net

Expodata 0870 077 0077

www.pctestpro.com

Gem 01279 822 822

www.gem.co.uk

Ideal Software 01767 689 720

www.idealsoftware.net

Interactive Ideas 0208 805 1000 www.interactiveideas.com Keyboard Co 0845 205 5555

www.keyboardco.com

SDA 0161 819 1515

www.sdatrading.com

SJ Software 01282 865 500

www.sjsoftware.co.uk

TADL 0845 370 8668

www.tadlassist.com

VIP 0871 622 7500 www.vip-computers.com/uk Xpo IT Services 01952 608 908

www.xpoitservices.co.uka

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To advertise on these pages please call Carly Bailey: 01992 535647 carly.bailey@intentmedia.co.uk January PCR 65

MARKETPLACE NEWS

Realtime lands exclusive UK deal with Sennheiser Huntingdon-based distributor spearheads audio equipment firm’s drive into consumer gaming sector REALTIME DISTRIBUTION has signed an exclusive UK deal to distribute Sennheiser’s gaming headsets – part of the audio vendor’s push into the consumer gaming market. Sennheiser, which is well known in the professional audio industry, is now a leading brand in the world of pro-gaming. Its headsets have also been used in the broadcast and aviation industries. “Brands that are highprofile in professional circles aren’t always as well-known in all areas at consumer level, despite being at the cutting edge of their respective

technologies,” said Mark Andrews, product manager for Sennheiser Communications. “By appointing Realtime Distribution as the sole UK distributor of our gaming headsets and headphones, we believe that Sennheiser will soon be as familiar a name to gamers as it is to musicians and audio professionals. “We very much look forward to working with Realtime, in what we are sure will be a long and highly beneficial relationship for both companies.” Hannah Horne, Realtime’s product manager, added:

“Sennheiser is the ideal audio choice for hardcore gamers” Hannah Horne, Realtime

“Sennheiser gaming headsets complement Realtime’s existing product portfolio. The quality of their gaming range makes them the ideal audio choice for hardcore gamers. This exclusive partnership enforces Realtime’s position as the leading distributor for enthusiast gaming PC components and peripherals. “What Realtime aims to do is bring Sennheiser

much more into the British consumer gaming market, taking its excellent brand values and existing use at the professional level of e-sports to mass-market online gamers who want to use the technology, but may not necessarily be aware of Sennheiser as a brand.” The vendor’s gaming headsets aim to give users more accurate sound positioning and are designed specifically for lengthy gaming sessions – made from lighter materials but with more padding than Sennheiser’s other devices.

CCI becomes authorised Toshiba distie StorE Art and StorE Steel hard drive ranges expand Harrogate-based distributor’s storage portfolio CCI DISTRIBUTION has inked a deal with Toshiba’s storage division to become an authorised UK distributor. Toshiba Information Systems chose the Yorkshire firm to stock 48 lines of its external hard drives, including the StorE Art and StorE Steel flagship lines, which have already proven a success with CCI’s customers.

66 PCR January

“Since CCI launched Toshiba’s new range of external hard drives, the uptake from our customer base has been excellent. It’s a highly competitive marketplace and Toshiba has managed to successfully differentiate itself. Its Steel range looks and feels like true lifestyle products, whilst the Art range is bundled with simple-to-use and secure back-up software,” CCI category manager Chris Lupton said. StorE Art is a range of 2.5inch personal hard drives with scratch-resistant plastic casing, while StorE Steel devices come in 1.8 and 2.5-inch sizes with both anti-scratch and antifingermark coverings. Both

“It’s a highly competitive marketplace and Toshiba has managed to successfully differentiate itself” Chris Lupton, CCI

CCI will now be stocking products like the Toshiba StorE Steel

devices feature shock and password protection for added data protection. Mark Reynolds, Toshiba’s distribution sales manager, said: “Toshiba is delighted to partner with a customerfocused specialist distributor such as CCI to further its growth aspirations in the external hard disk drive market. We are confident of a long and mutually beneficial partnership supplying world class storage products to our mutual channel partners.” Lupton added that Toshiba’s acquisition of Fujitsu earlier this year demonstrates that it is set to become a major player in the storage sector in 2010.

www.pcr-online.biz

NEWS MARKETPLACE

Hannah Horne: “What Realtime aims to do is bring Sennheiser much more into the British consumer gaming market”

NewsBytes GEM ACQUIRES TRILOGY Essex-based distributor Gem has bought Trilogy’s IP and assets following the Northampton firm’s fall into administration. As part of the deal, Gem picked up the firm’s brands, including Trilogy Logistics and indie label Trilogy, along with its main office and distribution facility. Trilogy predominantly deals in video games, but also distributes some utility software. The deal has saved around 40 jobs.

GIGABYTE UNVEILS NEW ‘333’ TECHNOLOGY Motherboard and graphics card vendor Gigabyte has revealed its new 333 Onboard Acceleration technology, which features support for USB 3.0, Serial-ATA Revision 3.0 and a three-times USB Power Boost. Henry Kao, vice president of Gigabyte’s motherboard unit said: “By extending our 333 Onboard Acceleration technologies to the AMD platform, Gigabyte is enabling more of our customers to take advantage of the many benefits high speed data transfer and storage has to offer.”

Cisco and Ubisoft team up for promo CISCO HAS formed an alliance with Ubisoft that will see a number of titles in the game publishers portfolio offered with wireless routers. In a promotion that will run until January 16th, customers who buy a Cisco Wireless-N router will be offered a choice of downloadable titles from Ubisoft’s range, including Call of Juarez 2: Bound in Blood and Far Cry 2. The routers are designed to support home media networks and carry Cisco’s media optimised networking technology, which enables the device

to handle modern media streaming and gaming. “Online gaming is on the rise, as is the need for secure, wireless network connectivity. Many of our customers already enjoy a fantastic online gaming experience with our range of Linksys by Cisco routers, and by working with Ubisoft we can extend this to new customers who will receive a choice of full, downloadable games for free with selected products,” said Mike Duin, Cisco’s EMEA PR manager for consumer products.

TRANSCEND OFFERS DUO OF LIGHTWEIGHT PRODUCTS Storage and multimedia product vendor Transcend Information has launched a new version of its 8X CD and DVD writer, which comes in a gloss black casing. The device is lightweight and compact, designed specifically for use with laptops and netbooks. Transcend has also unveiled its new USB flash drive, the JetFlash 600, which combines a lightweight design with high-speed dual-channel technology. COMPUTERS UNLIMITED OFFERS ADOBE AND PANTONE BUNDLES European IT distributor Computers Unlimited is offering four new software bundles from Adobe and Pantone, including packages such as Photoshop, Creative Suite 4, Color Bridge and ColorMunki Create. Customers can save between nine and 12 per cent on the individual package prices by buying the bundles, which offer various different combinations of the software.

on Microsoft’s Silverlight application, Virtual DVD plays downloaded content and initially will feature Warner Brothers films such as The Hangover and Harry Potter and the Half Blood Prince. Tesco is also currently offering a bonus Virtual movie to customers when they purchase a physical DVD in store. CYBERLINK RELEASES NEW DIGITAL MEDIA PACKAGE CyberLink has released CyberLink Media Suite 8, a new software package for creating, capturing, organising, burning and sharing various digital media. The software offers expanded options for organising images, editing audio and converting video for mobile devices. The interface has been simplified from the previous version and includes 39 different options for the user to organise their music, video and photos. PLUSTEK LAUNCHES NEW FILM SCANNER RANGE Imaging device vendor Plustek Technology has launched its OptikFilm range of devices for scanning 35mm slides and negatives. The scanners are designed for consumers who want to digitise their photographs in order to archive, print or enlarge them. Plustek’s light source is designed to give images a more vivid colour, while the included software removes dust from negatives and slides.

DIGITUS MICRO SD CARD READER ARRIVES Digitus has extended its range of products with one of the world’s smallest Micro SD USB 2.0 card readers. The Micro SD or SDHC card is simply inserted into the reader, which is then connected to a PC or Mac via the USB port. The reader’s small size (21.6mm x 14.8mm x 7.7mm) allows it to almost disappear into the USB port, meaning that it can remain in a computer as an additional memory drive.

TESCO LAUNCHES VIRTUAL DVD PLAYER Tesco has launched a softwarebased virtual DVD player that can play downloaded movies through a PC or Mac. Based

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January PCR 67

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MARKETPLACE INDIE PROFILE/EVENTS

INDIE PROFILE This month sees Roger Humm talking to Anthony Bonner of the PC Clinic Limited from Sapcote in Leicestershire…

FACT BOX Year established: 2000 Number of outlets: 1 Number of staff: 3

ANTHONY Bonner describes the PC Clinic as a “one stop IT solution provider”, and the business benefits from its wealth of accreditations and partnerships with some the biggest names in the industry, such as Cisco, IBM, HP and Microsoft. By investing time and resources to develop such alliances, Bonner says that his business is in a strong position to offer an unsurpassed level of support for any organisation, from simple PC repairs and upgrades to server and network installation and commissioning. PC Clinic specialises in both small business and consumer requirements, and prides itself in talking to its customers in plain English and, as Bonner says: “not using techno-speak.”

Regular vendor lines: AVG, Bunker Backup, Cisco, HP, IBM, Microsoft, Sage

“We won't try and sell a customer anything they don’t really need. We believe in identifying the need and then helping the customer choose a solution that is right for them,” he tells PCR. The PC Clinic provides SOHO and consumer services direct to the door and it covers all areas of work, from supplying new computers and associated peripherals, setting up hardware and software to installing wireless networks. Whether a customer

has a PC, laptop, or even both, PC Clinic will have a solution that fits their individual needs, such as virus and spyware cleansing, hardware repairs, upgrades, complete PC systems and internet products for SMBs, SOHOs or consumers. Bonner believes that the future for indies is in repairs, upgrades and selling additional services from supportive vendors and service providers that produce ongoing recurrent revenue incomes.

Contact name and address: Anthony Bonner, The PC Clinic (UK) Limited, 1 Hinckley Road, Sapcote, Leicestershire LE9 4FS Telephone: 01455 271177 Email: tony@thepcclinicuk.com Website: thepcclinicuk.com Roger Humm is Head of Membership Relations at Brigantia Computer Experts – roger.humm@brigantia.com

DIARY DATES 2010 The UK’s channel calendar is full of important events. Here are some upcoming highlights…

FEBRUARY DISTREE XXL FEBRUARY 8TH - 11TH MONTE CARLO

PCR AWARDS

Distree gathers together the top IT and consumer electronics distributors and e-tailers from over 80 countries in the EMEA region to bring high level buyers into productive contact with vendors. The focus for the show is on one-to-one briefings rather than large exhibitions. The organiser, Distree, anticipates over 1000 attendees.

MARCH CEBIT MARCH 2ND - 6TH DEUTSCHE MESSE CONVENTION CENTER, GERMANY

CeBit, one of the world’s largest IT trade fairs, will be showcasing leading technology from around the globe. With products ranging from telecommunications equipment to IT infrastructure and mobile consumer devices, this year’s event should prove to be as wide-reaching and exciting as ever.

PCR AWARDS 2010 MARCH 25TH ROYAL GARDEN HOTEL, LONDON The third annual PCR Awards is set to be the social event of the year for anyone involved in the PC retail sector, and a well deserved celebration for the nominees. For information or booking details and sponsorship opportunities, please

contact Katie Rawlings on +44 (0) 1992 535 647 or email Katie.Rawlings@intentmedia.co.uk.

MAY CHANNEL EXPO MAY 12TH - 13TH KENSINGTON OLYMPIA, LONDON Building on the success of the last year’s show, Channel Expo 2010 will feature in-depth education and discussion areas, as well as exhibition stands from all the leading distributors and vendors operating in the UK channel. It is the largest and most influential trade show of its type in the UK. Reduced room rates are also available in the hotel if you are too ‘tired’ to go home at the end of the night.

If you would like to promote your event, please contact: andrew.wooden@intentmedia.co.uk CEBIT 70 PCR January

This information is believed to be correct, but potential visitors should confirm details with show organisers before making arrangements to attend

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BRIGANTIA OPINION

A happy new year? Brigantia’s Iain Shaw looks at how retailers can lighten their financial burden and draw in some new business as the recession starts to ease up...

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

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WELL, 2009 has come to an end and I can hear many saying it’s about time! The recession has really hit hard, with many channel businesses failing. 2010 does not look like it is going to be a great year either, even if the Chancellor’s ‘green shoots’ of recovery start to show. It is my experience from the economic crisis of the nineties that often a business is as likely to fail on the way out of a recession as on the way in. So, what is my advice for 2010 and where do I see opportunities for indies? Without appearing as if I’m trying to teach my grandmother to suck eggs, costs have to be kept firmly under control. Take any quiet time in January to review your business plan and make sure that any cost that is not needed is removed or reduced so as to help with profitability and cashflow in the months ahead. Renegotiate your terms with your bank, insurance providers, credit card and debit card processor, telecoms and internet service provider. Talk to your landlord about your rent and any service charge to see if they would agree to a reduction now to help you through the tough times. Often private landlords would prefer to have a tenant paying them something than to have an empty unit. Be completely

honest with your landlord about your trading position. Take a look at your stock – mark down and sell on anything you have had for over a year so as to convert it back into cash. Get any outstanding returns back to your distributors and vendors making sure to sell anything you cannot return, rather than leaving it lying around the workshop.

“Show your accreditations and memberships in your adverts. Ask yourself this question: would you contact a gas engineer from a local advert if they did not show that they were CORGI registered?” If you have been putting off making staff cuts then now is the time to act, making sure that you have checked the relevant employment legislation with regard to redundancy or salary cuts. Now I’m going to cover the thorny subject of what to do if things get too bad to carry on as you are. Firstly, I would say do not panic, as help is out there. Secondly, if you have a good

business but your cost base cannot be reduced sufficiently to stem losses (perhaps due to fixed overheads such as rent and rate commitments) then a pre-pack deal linked to a CVA, IVA, LVA or PVA might be a sensible option, thereby avoiding liquidation or bankruptcy. Brigantia members in need of someone to talk to informally about the options have the benefit of our legal and business helpline, but an alternative would be to contact a local insolvency practitioner, most of whom offer a free initial discussion about the options available. OPPORTUNITIES FOR 2010 Make sure that whatever marketing you are doing locally is targeted at repairs, upgrades and maintenance. Show your accreditations and memberships in your adverts. The Brigantia Computer Experts accreditation mark helps to show that you are part of something bigger and makes you stand out. Similarly, if you are an FSB member or have vendor or CompTIA accreditation, then say so. Ask yourself this question: Would you contact a gas engineer from a local advert if they did not show that they were CORGI registered? Help review your customers’ broadband and telecoms providers and consider switching them to an indiefriendly channel provider such as Entanet, which pays an ongoing recurrent commission on all business introduced through their partner scheme. Entanet provides an excellent VoIP solution through the Entacall side. VoIP applications are going to become ever more popular in 2010 and indies should not allow these opportunities to slip past them. Finally, I would like to wish all the readers of this column a very happy New Year and I will be back next month looking more closely at opportunities to develop ongoing, recurrent revenue schemes.

January PCR 71

OPINION TCA

The end of the

clone wars? TCA president Robert Peckham evaluates the latest Apple clone case and looks at the ramifications for the rest of the technology industry... BY THE TIME you read this, Christmas will be over, 2010 will just be beginning, and who knows what the New Year will bring. So I thought for this first column of 2010 I’d evaluate the latest instalment of Apple versus the clone manufacturers, after the recent court decisions for Apple in the USA against Psystar. For those of you outside the Apple channel, the whole issue of Mac clones must appear somewhat trivial, but the

finished machines before shipping, and this was what contravened the EULA. If the firm had simply made computers that were capable of installing and running Mac OSX, but not actually installed the software (or used the actual copy of OSX on each machine it was shipped with), then it’s possible this ruling would not have stood up and the case might have failed. At the time of writing, Psystar’s website is still up; there’s no comment

“The latest court ruling in the USA against Psystar is unquestionably the victory Apple was seeking. But what’s most interesting is that if the firm hadn’t installed Mac OSX onto its machines, it’s possible the ruling would not have stood up” implications are huge. Plus the cloners often offer designs, form factors, specifications, configurations and prices that Apple simply can’t match. The latest court ruling in the USA against Psystar is unquestionably the victory Apple was seeking, and the judge has been asked to award multi-million dollar damages and shut down the Florida-based manufacturer. But the most interesting part of the judgement is the evaluation of exactly how the company had infringed Apple’s copyright. Even though the company purchased legal copies of Mac OSX for inclusion with every machine it sold (which Apple never tried to stop it doing), it had created a disc image master of Mac OSX which was electronically installed onto the

from the company there about the decision, so one must assume it is still selling machines despite the ruling. However, in all the coverage of the Psystar case, there’s been no mention of another clone maker still operating. HyperMegaNet UG, based in Germany, has been shipping its Pear C range of computers since February. But unlike Psystar, it doesn’t pre-install any OS before shipping its units – it leaves this job to its customers, who receive their computers with their choice of Mac OSX, Windows XP, Vista or Linux in the box, ready to install after delivery. HyperMegaNet has made no secret that it believes Apple’s EULA is unenforceable in Europe, so we’ll have to wait and see what Apple will do.

Psystar’s website is still up at the time of going to press, but the courts have ruled it can’t sell OSXinstalled machines any more

Robert Peckham is a director of The Technology Channels Association. email: robert.peckham@tcauk.org.

72 PCR January

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TCA OPINION

Radio free

Europe Keith Warburton, director of the Technology Channels Association, ponders PLT, the challenge of getting another ten million online, and EU regulations...

“Getting the last ten million of our population online will require a lot of effort from people who are close to the problem – namely the local, independent resellers”

MY MENTION of the EMC regulations a couple of months ago elicited a response claiming that interference from what is variously known as Power Line Technology/Power Line/Communications /Power Line Telecommunications equipment (let’s call it PLT) was a widespread problem that was only going to get bigger, and was a major breach of the EMC regulations. The interference complained of is primarily across the short-wave radio spectrum, but it actually creates interference across a swathe of SW frequencies, and can radiate 500 metres and beyond from its source, being someone’s PLTequipped home. A couple of other respondents expressed their opinion that the TCA shouldn’t be looking to issues that were in the past and that since the regulations weren’t policed, why bother to conform? A HUGE DIGITAL TASK Last month I mentioned Martha LaneFox championing the Digital Inclusion Task Force. Incidentally, she seems a lot more sympathetic to the plight of those she’s championing than does Sir Alan Sugar, the ‘enterprise tsar’ (yuk!), whose comments that 85 per cent of small businesses weren’t worthy of bank loans, and that their owners were moaners did nothing to define either his wisdom or that of Gordon Brown’s in appointing him.

Keith Warburton is the president of The Technology Channels Association. email: keith.warburton@tcauk.org.

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I received a response from someone who is close to ML-F’s campaign, agreeing that hers is a really tough but very important job. And of course getting the last ten million of our population online will require a lot of effort from people who are close to the problem, namely the local, independent resellers. And any solution to this challenge would, I believe, call upon lowest cost technology, and one of those enabling technologies might well be PLT. BT’s Vision product might be an ideal candidate for delivering broadband into the living room, but at what cost to the nation’s radio spectrum? According to www.complianceclub.com, the European Commission has discovered that 30 per cent to 50 per cent of products supplied in the EU do not comply with the relevant EU directives. The Commission was worried enough to pass EU Regulation 765, which means that from January 2010 member states are required to perform a specified minimum effort in enforcing EU Directives. Hopefully, this will address the oft-repeated claim that while the broadly Euro-sceptic UK implements EU laws, many other states frequently flout them. And this also addresses the concern that any trade association should have: If our members bear the cost of conforming to the law, while other businesses gain a competitive advantage by flouting it, shouldn’t a proper trade organisation highlight this iniquitous situation? That’s not to say that we shouldn’t at the same time tell Government that the law is impracticable.

The TCA is the recently renamed, not–for–profit trade body with membership made up of businesses from all parts of the channel. Visit www.tcauk.org for more information

January PCR 73

OPINION

ITACS

NASCR

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

Expensive freebies

WEEE needs you NASCR committee member Geoff Carr starts the new year by revisiting the UK’s environmental laws...

ITACS chairman Matthew Woolley looks at the real cost of laptops and netbooks that come ‘free’ with mobile internet subscriptions... GIFTS AT Christmas used to be the preserve of Santa and his elves, but now everybody is giving things away for free. A popular ‘free’ item this Christmas will be laptop computers – provided, for example, consumers sign up for a mobile internet contract. What is actually

of credit involved, which would in theory give the consumer some kind of protection in a similar way to how credit cards offer the buyer who uses them some extra protection. Perhaps it is time for the Government and consumer organisations such as Which? to

“What is actually happening with these deals is a form of rental or leasing but, for some reason known only to the companies that make the offers, the word ‘free’ is used. Why is this? Is this a lie? Is the wool being pulled over the eyes of the consumer, the Government or trading standards?” happening with these deals is a form of rental or leasing but, for some reason known only to the companies that make the offers, the word ‘free’ is used. Why is this? Is this a lie? Is the wool being pulled over the eyes of the consumer, the Government or trading standards? When looked at properly, alternative contracts are available without the laptops and they cost less – so how can the laptop be free? If you read some of the contracts carefully, you will notice that the laptop might actually belong to the company that gave it to you for ‘free’. There is obviously some kind

74 PCR January

look more carefully at some of these deals and how they are advertised. So, how can you compete with free? The first step is to remind the customer to add up the total cost of the contract. Remind them that there is no point in getting a free laptop if it comes with expensive services they don’t need. For businesses that are wary of large upfront costs, you could offer a leasing facility. Finally, remind the customer about choice. There is often little or no choice when a free laptop is given to them, but by purchasing their own, they can broaden their options.

“If you are VAT registered and your annual turnover is under £1 million, WEEE laws will cost you over £300 to make just one PC”

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

AS THIS is the January edition, I’d like to start by wishing you the very best for the year ahead. I hope Santa has kept you busy. And now, let’s revisit WEEE. Before I start, I should say I’m not an authority on WEEE and you should do your own research to keep yourself legal – I would suggest contacting WeeeCare, who helped me with this, on 0844 800 2004. If you sell electronic or electrical goods that have been manufactured by someone else, you are classified as a distributor and must offer to take back the same type of item as you supply. You can collect these to be taken away by a WEEE processing firm. If you offer repairs as a service, the components you change can be included in this collection, the cost of which depends on the company you deal with and the weight and mix of the goods you want to dispose of. It could actually be free of charge. Alternatively, you can pay to join the Distributor Take Back scheme and direct customers to local facilities. However, if you manufacture any goods yourself, you must pay the Environmental Agency a yearly registration fee, along with fees to your processing firm. Here is where the problem lies. If you are VAT registered and your annual turnover is under £1 million, WEEE laws will cost you over £300 to make just one PC. In fact, if you are in this turnover bracket at all, keeping within the law makes your PCs very expensive and very uncompetitive. This is an issue that we need your support with – we need to get the point across to the Government that our members are being unfairly dealt with and many have even ceased trading due to these costs. Join us and we can shout louder.

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Entertainment Industry’s Annual

Charity Golf and Spa Day in association with Gem for Games Aid

The Grove Golf Club, Chandlers Cross, Herts 27th

May 2010

To book acommodtation at a special discounted rate, contact the hotel at 01923 296010 Discount Prices: Standard Room - £220.00 Superior Room Single Occupancy £240.00 Quote ‘Charity Golf And Spa Day’ when booking.

The 2010 Annual Charity Golf and Spa Event will be held at the prestigious Grove course which is widely regarded as one of the finest golf courses in Europe and recently hosted the World Golf Championships and American Express Championship 2006. It's time to test your skills here for charity and see how you compare to Tiger. The event will consist of 18 holes of golf with buggies provided, followed by a 3 course awards dinner in the impressive Grove Hotel. We have also arranged for exclusive use of the Grove’s Sequoia Spa’s indoor pool and fitness facilities, including at least one hour of treatments, for non-golf playing partners, friends or colleagues we negotiated reduced rates in the hotel if you are too “tired” to go home at the end of the night please quote ‘Charity Golf and Spa Day’ when booking accomodation.

TICKET PRICES: If you are interested in sponsoring or participating, contact Richard Stickler on 01279 822832 or at richards@gem.co.uk

Golf Day (4-Ball)* £1200

www.golfandspaday.com

www.gamesaid.org

Spa Day (per person)* £250

*Includes evening meal at the Award Dinner

Awards Dinner: £150

MARKETPLACE COMPUTER GEAR COMPANY PROFILE

Changing gears After starting out as a branch of another company, Computer Gear is now a wellestablished distributor of PC accessories and has launched two brands for its own products. Nicky Trup spoke to managing director Simon Tea and sales director Paul Rudge about how the company got to where it is today and its plans for the next few years...

CONTACT Phone: 0121 503 0666 Web: www.computergear.co.uk

76 PCR January

COMPUTER GEAR had humble beginnings as a division of the beleaguered British PC manufacturer Apricot Computers, supplying the company’s dealer channel with computer accessories before branching out on its own following the break-up of Apricot in 1986. Originally known as Cornbow, Computer Gear underwent a management buy-out in 1991, when the new management team set about enhancing its reputation in the industry and expanding the business beyond its traditional customer base. After realising it needed to completely overhaul its product range, the company now specialises in distributing computer network cabling and accessories. “With the ever-increasing pressures of the computer industry we recognised the need to offer more than just the supply of products, therefore a complete re-think in strategy was required,” says Computer Gear’s managing director Simon Tea. The firm found that by developing its website and a real-time RSS feed of all the products it has to offer, it could simplify the ordering and update process for its retail partners. “Our customers can create their very own virtual warehouse with access to thousands of products with no stock levels to worry about, or cash to tie up – we take care of it all,” says Tea. “The future development of Computer Gear lies in its technical expertise to design and develop platforms that can be easily integrated into our customers’ systems. The easier it is for our customers to do business with us, the easier it is for us.” It was customer demand that led Computer Gear to launch its own brand of accessories in 2004. Although the branded range has proved popular, trading on a reputation for robustness and a low price point, Tea is under no illusions when it comes to competing with the market leaders. “We have to be realistic and know that our brand will never command the prices that some of the big brands can achieve. We do not have the

resources of these companies and spending thousands of pounds on huge marketing and advertising campaigns is a no-no,” he says. “We are a very level-headed company when it comes to such policies and have a finance director who is quick to bring us down to earth whenever we suggest any pie in the sky or hair-brained schemes.” Two years ago the company launched its second brand – Case Gear – to expand its line of carry bags and cases. With a new range of bags in the pipeline, 2010 has been set for the launch. “Although the brand is not key to the development of the business it has certainly enabled the company to expand its product range and create an awareness that we did not have before,” says sales director Paul Rudge. “Being smaller in comparison to many of our major competitors gives us the flexibility to adapt to change but

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COMPUTER GEAR COMPANY PROFILE MARKETPLACE

Paul Rudge (left) and Simon Tea (right) show off some of the Case Gear products

“Being smaller in comparison to many of our major competitors gives us the flexibility to adapt to change” Simon Tea, Computer Gear

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more importantly respond rapidly to any forthcoming challenges that may present themselves,” Tea adds. “Our goals may take a bit longer to achieve but we are now slowly benefiting from our efforts with increased brand recognition. I think you truly know you have achieved something when people start to request your brand by name – it is always highly complementary, and a great lift for the old ego.” According to Rudge, it has been this flexibility, and ability to diversify that has pushed Computer Gear through the economic downturn. “An area which has helped the company through much of the recession has been our ability to offer more specialist custom design products both inside and outside the computer industry,” he says. “The company identified that is was just as easy to produce plastic injection mouldings for computer products as it was for other products. Therefore this has helped us

Computer Gear attributes much of its success to the development of in-house branded peripherals, which have enjoyed growing popularity

to branch out into new areas without being wanton on the computer industry. “We are continually looking for new business opportunities, however, I think it is important that whatever we do complements our existing business. It is all too easy to get your fingers burnt by diversifying away from what you know best.” Despite Computer Gear making it through the recession relatively unscathed, Tea believes that there is no straightforward recipe for success at times like these. “I think this year has been a tough year for everyone, and I do not see a quick fix. Under the circumstances we are more than pleased with what we achieved this year. We have basically got our heads down, maintained a tight budget, and worked our socks off. I do not believe there is a easy solution when the climate dictates circumstances,” he says.

When asked where the company hopes to be in a few years’ time, Tea is quick to answer emphatically: “Still here! I am very excited about our future prospects – we have a solid platform for success. I think the computer industry is still one of the most exciting and one that is continually evolving,” he adds. “I have no doubt that our product range will continue to progress. I foresee a definite decline in our cable business as the growth of wireless starts to impact the marketplace. “As the confidence grows within the user base and the technology improves, this will undoubtedly be the way forward. Once again, we will have to adapt and find those products that customers need.”

January PCR 77

MARKETPLACE

Trust launches slew of new products New suite of peripherals and accessories designed to make the most of bundle opportunities PERIPHERALS AND accessories vendor Trust has had a busy few weeks for new products, with numerous launches including a HD webcam and a mouse for the hygiene-conscious. The CleanSkin Colour Mouse is an optical device with four interchangeable rubber covers. The skins, which come in white, pink, blue and green, are washable and reusable. Trust’s second new mouse, called the CoZa, is aimed at notebook users and can be installed without the need for software. Available in white or blue, the mouse has colour accents on the scroll wheel and a rubber coating on the sides for comfort. Trust’s two new novelty optical mice are perfectly aimed at the gift market. The Liquid Love Mouse features two hearts floating in it, while the Floating Flower Mouse has two flowers shapes inside it.

78 PCR January

Trust’s Multicover Widescreen HD Webcam boasts a high definition video resolution of one megapixel and a still resolution of up to 4.1 megapixels. The USB device also has an built-in microphone and is compatible with most instant messengers. Making the most of the rise of the netbook is the new Netbook Bag and Mouse Bundle. This lightweight black case is suitable for screens up to ten inches and made from a highstrength material with a padded inner lining. The case’s extra pockets are designed for carrying additional devices, such as the bundled black and white micro-mouse.

www.pcr-online.biz

MARKETPLACE

Sony gives readers a thrill New limited edition e-reader comes pre-loaded with content from bestselling novelist James Patterson SONY UK HAS launched a limited It also boasts a five-inch electronic edition e-reader for thriller fans, paper display, designed to mimic the featuring exclusive content from appearance of ink on paper. It can store bestselling writer James Patterson. approximately 350 standard e-books The James Patterson Reader Pocket and provides up to two weeks of Edition comes prereading on a single “The device comes pre- battery charge. loaded with the novel Cross loaded with one novel Omar Gurnah, Country, along and users will be able to Sony UK’s category with a letter from download a new book manager for the the author and Reader Pocket Edition, almost a month before commented: “Thriller excerpts from two it’s on general sale” novels have a huge other Patterson books. Users will fanbase here in the also be able to download the author’s UK, so we are delighted to be teaming new novel, Worst Case, on Christmas up with James Patterson and Day – almost a month before it goes on Cornerstone to offer this limited general sale. edition reader. “We’ve done our best The device comes in a blue finish to offer true fans an amazing with a case featuring the logo for Alex opportunity for exclusive books and Cross – Patterson’s most famous content, and we hope this is the recurring character. beginning of many collaborations.”

www.pcr-online.biz

There could be more authorbranded Sony Readers in the future

January PCR 79

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sourcebook WWW.INTENTMEDIA.CO.UK/SOURCEBOOK

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Indigo Pearl Tel: +44 (0)20 8964 4545 www.indigopearl.com

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AN.X Ltd. Tel: 020 7785 7156 www.anxagency.com

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More Creative Tel: 020 7561 6010 www.morecreative.co.uk

uk distribution and logistics

Bastion Tel: +44 (0)20 7421 7600 www.bastion.co.uk

Multiplay Tel: +44 (0)20 7100 1337 www.multiplay.co.uk

Gfk Chart-Track Ltd Tel: +44 (0) 20 8741 7585 www.chart-track.com

Parker Consulting Ltd Tel: 07771571639 www.parkerconsulting.biz

Dilute Recordings Tel: 01483 306834 www.diluterecordings.com

PMA Marketing Tel: 020 7483 0568 www.pmamarketing.com

Eye-D Creative Ltd Tel: +44 (0)20 7407 1440 www.eye-dcreative.co.uk

RAINBOW PRODUCTIONS Tel: +44 (0)20 8254 5300 www.rainbowproductions.co.uk

FEREF Tel: +44 (0)207 292 6330 www.feref.com

RealtimeUK Tel: 01772 682 363 www.realtimeuk.com

FINK Creative Ltd Tel: 01480 302350 www.finkcreative.com

Richard Jacques Studios Tel: 07831 756977 www.richardjacques.com

Fluid Tel: +44 (0)121 212 0121 www.fluidesign.co.uk

Shorewood.Blueprint Tel: 020 7183 9666 www.shorewood-blueprint.com

Freeform.London Tel: 020 7183 6664 www.freeformlondon.co.uk

Side Tel: +44 (0) 207 631 4800 www.side.com

Frontroom Tel: 020 7384 5400 www.frontroom.com

SKYSKRAPER® Tel: +44 (0)20 7252 3288 www.skyskraper.net

Game Frontier Ltd Tel: 0870 420 2424 www.gamefrontier.com

Studio CO2 Tel: +44 (0) 1483 414 415 www.studioco2.com

Discstribution Tel: + 44 (0) 845 4308735 www.discstribution.com EntaTech Tel: 0333 101 1000 www.entaonline.com Gem Tel: 01279 822822 www.gem.co.uk Meroncourt Europe Ltd Tel: +44 (0) 1462 680060 www.trade.meroncourt.co.uk Trilogy Logistics Ltd Tel: 0845 456 6400 www.trilogy-uk.com

international distribution ComputerLand doo Tel: +381 11 309 95 95 www.computerland.rs CURVEBALL LEISURE Tel: 01792 652521 www.thegamecollection.net Funtastic Tel: +61 3 9419 5444 www.funtastic.com.au GameStreamer, Inc. Tel: 001-813-527-0383 www.gamestreamer.net

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4-Real Intermedia GmbH Tel: +49 (0) 69809088 - 0 www.4-real.com

Orange Studio Tel: +39 051 588 04 50 www.orangestudio.it

Harbottle & Lewis Tel: +44 (0)207 667 5000 www.harbottle.com

Absolute Quality Tel: +44 (0)141 220 5600 www.absolutequality.com

Partnertrans Tel: +44 1753 247731 www.partnertrans.com

Marriott Harrison Tel: +44 (0)20 7209 2000 www.marriottharrison.co.uk

ANAKAN GmbH Tel: +49 (0) 30531420450 www.anakan.de

PlayableGames Tel: 020 7421 6487 www.playablegames.net

software development

Babel Tel: 01273 764100 www.babelmedia.com

Testronic Laboratories Ltd Tel: +44 (0)1753 653722 www.testroniclabs.com

Cenega Poland Sp.Zo.o Tel: +48 22 574 2578 www.cenega.com

Universaly Speaking Tel: +44 1 480 210621 www.usspeaking.com

Enzyme Labs Tel: +1 (450) 229-9999 ext.312 www.enzyme.org

U-TRAX Tel: +31 30 293 2098 www.utrax.com

ChaYoWo Games Tel: +1 917.650.0010 www.chayowogames.com Crytek UK Tel: +44 115 949 0808 www.crytek.com Data Design Interactive Tel: +44 0 1384 44 79 00 www.datadesign.uk.com xaitment GmbH Tel: +49 (0) 6897-600 80-0 www.xaitment.com

manufacturing services Arvato digital services Tel: 0121 502 7800 www.arvatodigitalservices.com

OK Media Tel: +44 (0) 20 7688 6789 www.okmedia.com

DISCHROMATICS LTD Tel: 01495 243222 www.dischromatics.co.uk

Technicolor Tel: 0208 987 7829 www.technicolor.com

MPO UK Tel: +44 (0) 20 8956 2727 www.mpo-international.com

The Producers Limited Tel: 0845 234 2444 www.theproducers.co.uk

Multi Media Replication Ltd Tel: +44(0) 1264 336330 www.replication.com

Total Console Repair Ltd Tel: 08719 181 721 www.totalconsolerepair.co.uk

gaming accessorieS AntiGrav Media Ltd Tel: 01932 454929 www.antigrav-media.co.uk Hubb Accessories Tel: 01642 204343 www.playwithhubb.com I-Globe Accessories Ltd Tel: 01332 756610 www.i-ga.co.uk Logic3 plc Tel: 01923 471000 www.logic3.com

recruitment Aardvark Swift Tel: 01709 876877 www.aswift.com

Game Options Ltd Tel: +44 (0)1382 731909 www.gameops.co.uk

Pebble Entertainment GmbH Tel: +49 (231) â&#x20AC;&#x201C; 477 927 0 www.pebble-entertainment.com/en

Amiqus Tel: 01925 252588 www.amiqus.com/games

Specialmove Consultancy Ltd Tel: +44 (0) 141 585 6491 www.specialmove.com

Pinpoint Consumer Elec. Tel: +44 (0) 1606 558 428 www.pinpointce.co.uk

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MARKETPLACE

Veho unveils

Muvi Pro New improved version of mini camcorder accompanied by launch of waterproof case “The Muvi Pro, along with its predecessor, is the world’s smallest digital video recorder, measuring just 55mm long – roughly the size of a pen cap”

THIS MONTH, Veho has launched a ‘professional’ edition of its wellreceived Muvi micro DV camcorder, along with a waterproof case. The Muvi Pro, along with its predecessor, is the world’s smallest digital video recorder, measuring just 55mm long – roughly the size of a pen cap. Its micro design allows users to film in situations where it may not be possible to use a standard camcorder, such as while taking part in extreme sports or other activities. The device records high-quality two mega pixel videos and includes additional features such as voiceactivated start and stop functions. The integrated universal clip can attach the

camera to clothing, equipment, helmets or handlebars, enabling the device to capture a wide range of action footage without the user having to manually operate and handle it. The Pro version, unlike the standard Muvi, has a date and time stamp and comes with FRE technology (frame rate enhancement) that can capture film at a rate of over 30 frames per second, enabling super slow motion footage.

The included memory card has also been doubled to 4GB. Scuba divers, free divers and snorkellers can also film their underwater exploits with Veho’s new VCC-A004 waterproof case, which protects Muvi, Muvi Turin and Muvi Pro camcorders to a depth of 30 metres. Like the camera itself, the case includes a clip, so it can be attached to swimwear or diving gear.

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January PCR 83

MARKETPLACE

OKI reveals new LED printer range Network-ready black-and-white MB400 Series builds on and replaces previous range OKI Printing Solutions has unveiled a customers for relevant products with new series of multi-function printers for unrivalled reliability,” says Peter small- to medium- sized businesses. Dresser, product marketing manager for The black-and-white MB400 Series is OKI Printing Solutions. based on OKI’s previous B400 Series The MB460 is the most compact of mono printer and replaces the current the range and is available at a relatively B4500 Series. low price point. It “The MB400 Series features high quality All three devices are network ready and brings to the desktop mono printing, MFP all of OKI’s feature OKI’s LED copying and colour technology for a print scanning. It has a traditional values” throughput of up to 2,400 x 600dpi Peter Dresser, 28 pages per minute. resolution and 250 OKI “The MB400 sheet paper tray. Series brings to the desktop MFP all of The MB470 has the same features, as OKI’s traditional values of robust well as high-speed faxing and true 1,200 technology, cost-effectiveness, strong x 1,200dpi printing, while the MB480 functionality and ease of use, reflecting adds a larger paper capacity and higher OKI’s understanding of the needs of its yield toners.

84 PCR January

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January PCR 85

MARKETPLACE

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LG unveils new NAS device

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N2B1D includes world’s first inbuilt Blu-ray rewriter to store an additional 50GB of data LG HAS launched a new network storage device aimed at users who handle large amounts of graphical media and data. The Super-Multi NAS N2B1D, available from CCI Distribution, features an LCD display for information alerts and the world’s first built-in Blu-ray rewriter, which can store up to 50GB on a dual layer disc. The device can be used as a multimedia content server across a home network, and users also have the option of creating slides from their own multimedia content in the MVP (music, video and photo) Album. The N2B1D has RAID zero and one management support and folderbased HDD mirroring, users who

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don’t want to partition can opt for the ‘just a bunch of disks’ (JBOD) option. With ‘hot swappable’, lockable trays and three USB 2.0 ports, users also have the option of adding and adjusting storage. The N2B1D’s integrated four-inone memory card reader accepts SD, MMC, MS and XD cards, and it can also be set to automatically synchronise with mobile devices. According to LG, the device is easy to setup and install, and data can be remotely accessed via the internet. It is compatible with Windows, Mac OS and Linux-based machines, and also supports remote and multiple user access. The device is stocked by CCI as an enclosure with no hard drive, or with a hard drive of one or two TB.

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MARKETPLACE

Akasa unveils new Nero S cooler Vendor launches successor to its popular Nero fan, with award-winning S-Flow blades for improved airflow AKASA has rolled out its Nero S cooling fan, a component that the vendor claims is the ultimate evolution of its predecessor, the Nero. The new device features an increased number of heat pipes – four highcapacity 8mm copper and nickel-plated

other models and provide ultra-quiet cooling. The included rubber fan mounts are also designed to keep noise to a minimum. The Nero S comes with a highperformance AK-455 thermal paste and can utilise backplate or cam-lever

“Putting the ‘s’ in the component’s name is the 12cm fan with award-winning S-Flow blades, which Akasa says provide 30 per cent more airflow than other models” heat relays sit directly on the CPU for increased heat transfer. Meanwhile, the cooling array has been upgraded to include 52 aluminium profile fins for optimum heat dissipation. Putting the ‘S’ in the component’s name is the 12cm fan with awardwinning S-Flow blades, which Akasa says provide 30 per cent more airflow than

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mounting for compatibility with both Intel and AMD processor chips. The device was designed specifically for Intel’s Core 2Quad, Core i5 and Core i7 and AMD’s Athlon, Athlon II, Phenom and Phenom II. The Akasa Nero S will be available through Spire Technology from the end of this month.

January PCR 87

MARKETPLACE

Roccat gaming keyboard lands in the UK German vendor adds the fourth product to its Smart Desktop Management System range ROCCAT has introduced its Arvo gaming keyboard to the UK – adding the fourth and final piece to its SDMS range of peripherals. The Arvo is compact in design, giving gamers extra space on their desktop by combining the numeric keypad (numpad) with the cursor arrow keypad. The device, which has an inbuilt metal plate, is the world’s first keyboard to feature a gaming mode function integrated into the number pad. It also features three ‘thumbster’ keys, which can be individually programmed with

88 PCR January

macro and practical timer functions. Their positioning below the spacebar means they can easily be operated with the user’s thumbs. The SDMS (smart desktop management system) range also includes the Kova gaming mouse, the Sota granular mousepad and the Apuri USB hub. According to Roccat, the design and function of the individual peripherals encourage a healthy posture at the PC. The full range is available through Meroncourt as individual pieces or as a discounted bundle.

“The device, which has an inbuilt metal plate, is the world’s first keyboard to feature a gaming mode function integrated into the number pad”

www.pcr-online.biz

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SONY VAIO VGN-Z51WG/B THE SONY VAIO VGN-Z51WG/B is the latest update to a notebook range that is currently under threat in the catwalk stakes from Dell’s gorgeous Adamo. However, anyone familiar with the VAIO Z Series will be pleased to hear that, physically, Sony hasn’t changed a thing. It might not boast the wow-factor it once had, what with all the other streamlined laptops around these days, but it’s still impressive to behold. Measuring 33mm thick, this notebook is far from chunky, and while tipping the scales at 1.49kg isn’t the party trick it used to be, it is still barely noticeable on your shoulder. The VAIO walks the line between portability and toughness with impressive swagger. The Scrabbletile keyboard design, for example, means the top of the base has been created from a single, rigid piece of aluminium – a clever design touch in itself – but it also makes for a keyboard that’s a pleasure to type on,

[

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with responsive, long travel keys and a spacious layout. Try as we might, there is little to criticise the Z Series for. The addition of a fingerprint reader adds a welcome element of security, and the presence of Windows 7 helps amplify the VAIO’s charms. Swapping between the two graphics chipset, for example, is almost instantaneous and the overall experience is just that bit slicker. The VGN-Z51WG/B outstrips the best of the netbook and ultra-portable worlds for longevity, but can also switch gears and assume desktop duties with its reserves of power. With Intel’s mobile Core i7 looming large, it might not be long before an even more flexible successor arrives. But right now, if your budget can stretch to it, the Z Series remains as good a laptop as we’ve had the pleasure of using.

URL: www.sony.co.uk SRP: Approx. £1,999

NOKIA E55

GIVEN THE hype surrounding the iPhone 3GS, Android smartphones and the Palm Pre over recent months, you could be forgiven for wondering what had happened to Nokia. But the mobile giant hasn’t been resting on its laurels – the business-focused E55 is the first of a whole new wave of Nokia phones expected to hit retailers in the coming months. The design approach will be familiar to fans of Nokia’s E-series. At 10.9mm, it is one of the slimmest phones we've ever seen – thinner than the E75, whose sliding keyboard unsurprisingly makes it slightly bulkier, and much narrower at 49.5mm than the already svelte E71. The device comes clad in a business-like suit of gloss black with matte aluminium trim and a swanky patterned black metal battery cover. It is as well attired as any business phone on the

90 PCR January

market, and could slip almost unnoticed into even the most tightlytailored Savile Row suit pocket. The first weapon in its armoury is the keypad which, to accommodate the slender profile, is a compact qwerty affair with two letters per key – just like that sported by the Blackberry Pearl all those years ago. The E55’s second big gun is its feature set – despite the tiny screen, it comes with an impressive array of advanced hardware. The device’s third and final weapon – one of the most important – is battery life. In our real-world tests the E55 lasted comfortably past five days and well into the sixth. If physical size is more important to you than screen breadth, and you don’t mind the lack of applications, Nokia’s latest business handset should near the top of your shortlist.

“The device’s most important weapon is battery life. In our tests the E55 lasted comfortably past five days and well into the sixth”

[

URL: www.nokia.co.uk SRP: £299

]

www.pcr-online.biz

MARKETPLACE

www.pcr-online.biz

January PCR 91

OUT OF OFFICE

THE IT CROWD

THIS MONTH: Naked tech workers, Christmas parties and Simon Cowell...

TCA XMAS BASH The Technology Channels Association held it’s inaugural Christmas Dinner, featuring wine tasting and a number of important announcements by the trade body. Representatives from companies including EntaTech, Medea, Bear IT and AVG enjoyed a lesson in wine tasting at the Nottingham Novotel, followed by a threecourse meal and a speech from CEO Adam Harris. In what was Harris’ first TCA event after being appointed in September, he told attendees about the trade body’s intention to become the true “voice of the channel”. Among the TCA’s initiatives for the New Year are a Premium Reseller Group, a partnership with insurer Hiscox and the newly formed TCA Academy.

TCA CEO Adam Harris

Above (left to right): Mar k Lambert of Bear IT, Ad am Harris, Med ea’s Mike Scott

(Left to right) TCA president Keith Warburton, Wayne Cockerill of Aindale Business and Technology, the TCA’s Robert French, EntaTech’s Jon Atherton

LIVEDRIVE’S GOT THE X FACTOR

rive (Left to right) Simon Cowell, Lived nonCEO Andrew Michael, Livedrive ell executive director Nicholas Cow

92 PCR January

Celebrities including X Factor judge Simon Cowell and actress Joan Collins hit London’s Lanesborough hotel for the launch of a new online backup solution. The Livedrive launch event featured a presentation by non-executive director Nicholas Cowell – brother of Simon – followed by drinks and canapés for a guestlist that also included celebrity publicist Max Clifford. Livedrive’s new backup product monitors and protects files as they are used, keeping a copy online. It is sold in DSGi stores under the name Data Vault. Left: Joan Collins with Nicholas Cowell

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OUT OF OFFICE

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

NAKED AMBITION A technology writer has compiled a calendar of naked IT workers as a way of raising money for charity. “There is a perception that the people who run these internet start ups are unattractive geeks, and I wanted to show that's not the case,” said creator Milo Yiannopoulos. The London Nude Tech Calendar 2010, sponsored by Iomart Hosting, is available from Firebox.com. Profits go towards Take Heart India – a charity that provides IT training to disabled people in India.

Aidan McDono ugh

PEOPLE POWER

www.pcr-online.biz

Direct Chris Elt, Sales NTEC , Northern Europe

Sophie Cox of Worldeka appears as Ms August, along with Joe Stepniewski of Skimlinks as Mr May and the Huddle team as July

Above (Left to right): Brother UK’s Phil Jones, Aidan McDonough of Integra, celebrity chef Levi Roots, Carl Dovey of Dovey’s Office, Martin Wilde from Martin Wilde Associates

A day in theor, life

IT and office supplies dealer group Integra Office Solutions held its ‘People, Profit, Performance’ national conference last month. Guests heard speeches from Reggae Reggae Sauce creator Levi Roots, Brother UK’s sales and marketing director Phil Jones and Integra’s managing director Aidan McDonough. Spicers won an award for Wholesaler/ Distributor of the Year, while ACCO scooped up Manufacturer of the Year.

“We have a really good atmosphere in the office as we all really enjoy what we do, so it’s good banter all day long” I JOINED NTEC Europe back in March 2009 as the sales director for Northern Europe. My role is very diverse and I have to balance many things at once. I manage the sales channels for CoolIT Systems, the market leaders in liquid cooling for PCs, and also SteelSeries, the number one manufacturer of professional gaming peripherals. I start the day off about 6am trying not to wake my wife with an alarm that is really more suited a fire alarm. I try and get to the office in Milton Keynes at around 7.30pm so that I can make a dent in the barrage of emails that are sent overnight. CoolIT are based in Canada, which means our afternoons are very busy because they come online about 3pm, so we never stop! I spend the majority of the week out visiting customers, so actually really enjoy a day in the office catching up with the PR and marketing team. We have a really good atmosphere in the office as we all really enjoy what we do, so it’s good banter all day long. By about 10am I have normally had a conference call with the guys at SteelSeries in Denmark, talking through products and customers. I then spend time organising my next batch of meetings for the week after and making sure I have followed up on all the meetings over the previous week. I try and get home for about 7pm so I can cook and enjoy a meal with my wife, before sitting down and catching up on all the random stuff we have on Sky+. If I can get away with it I will try and get a bit of Counter Strike gaming done before bed. (I tell my wife its purely for work research – honestly!)

January PCR 93

OUT OF OFFICE

In the

HOT SEAT This month Nikki Willcock, regional marketing manager at SanDisk reveals a little about herself

“

Quote

UNQUOTE “The words were reasonably clear. But I tried tipping the phone sideways so that the writing becomes bigger and then I lost the whole sentence. You need to read ahead all the time when you are reading out news. I had to tip it back to the right position and just scroll through very quickly with my finger, hoping to God I didn’t do something accidentally.” BBC Radio 3 newsreader Alison Rooper tells the Daily Mail how she got through a computer system crash by reading the headlines from her iPhone.

“A few minutes into the game, something moves Ballmer to shout ‘boom’ (his favourite exclamation), and I suddenly feel a drop of wetness on my hand” Describe yourself in three words Happy, northern, vertically-challenged. How do you relax away from work? Watching rubbish television programmes with my kids (like Hole in the Wall), photography and seeing my friends. What is your favourite: • Book: I love anything by Mike Gayle • Film: Pillow Talk (Rock Hudson and Doris Day) • Album: Stereophonics Decade in the Sun What was your first computer? It was an Amstrad word processor that my dad bought for me for my 21st birthday from Loot What’s your best memory from working in the industry? The ‘spiff’ days I used to do at Gem, which are infamous. They were good fun and a fantastic incentive for the sales teams. I remember we did a few of them over a quarter with lots of different prizes – but one of them was a cup of tea so I spent many days making tea on the sales floor! Who’s the funniest person you've ever met? My seven year old twins, they’re hilarious! What did you want to do when you were younger? I constantly changed my mind, my ‘dream’ jobs varied from hotel management to physiotherapy. When were the 'good old days'? The 'old days' for me were pre-PC, pre-mobile phone and pre-DSLR. Not that great in my opinion, I have no idea how I functioned without them.

“The people who follow Sarah, my wife, on Twitter received a message of gobbledegook which my younger son had bashed out on the keys and then pressed ‘send’ while she was out of the room. Within an hour, the Downing Street press office was called to ask if she had been the victim of a hacker, the BBC was reporting a mysterious ‘tweet’, and the online world was asking about various conspiracy theories." Prime Minister Gordon Brown tells the UK Council for Child Internet Safety Summit what happened when his son was left alone with his wife’s computer.

“If you sit next to Steve Ballmer at a Lakeside basketball [game], you are going to get a little wet. And possibly go a little deaf. The man is not shy with the yelling. A few minutes into the game, something moves Ballmer to shout ‘boom’ (his favourite exclamation), and I suddenly feel a drop of wetness on my hand. Oh. That’s Ballmer spit.” Blogger Seth Kolloen describes sitting next to Steve Ballmer at a high school basketball match in which the Microsoft CEO’s son was playing.

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