PCR133 October 2014 by Future PLC

FOR THE UK’S PC & TECH COMMUNITY • No. 133 • OCTOBER 2014

9 Apple’s smart move The Apple Watch, iPhone 6 and Apple Pay analysed and explained.

10 Best of IFA 2014 We look back on this year’s tech trade show in Berlin.

12 Conquer the North Why PCR’s upcoming Boot Camp North event is not to be missed.

No. 133 • OCTOBER 2014

In association with

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

WWW.PCR-ONLINE.BIZ

WHAT DO RESELLERS REALLY THINK OF DISTRIBUTORS? 35 p

Some frustrated by pricing but majority happy with ‘helpful’ suppliers WE ASKED over 100 resellers what they really think of their suppliers – and the response was varied. While 26.5 per cent of resellers are frustrated by pricing, 80 per cent say their supplier is either somewhat or very helpful.

Our 11-page distribution special kicks off on page 29 where suppliers face a grilling from the PCR Retail Advisory Board, our reseller survey findings are listed in full on page 35 while a selection of company profiles can be found on page 43.

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

CONTENTS & COMMENT

MEET THE TEAM

CONTENTS

COMMENT

REGULARS Dominic Sacco Editor

09 Apple Watch analysis

dominic.sacco@intentmedia.co.uk @Dom_Sacco

10 IFA 2014 analysis

BOX CLEVER?

19 Number crunching 20 Appointments 23 Events

Laura Barnes Staff Writer

25 Opinion

laura.barnes@intentmedia.co.uk

74 Forward features

@roradrum

FEATURES 12 PCR Boot Camp North Jade Burke Staff Writer

15 PCR Woman of the Year

jade.burke@intentmedia.co.uk

29 Ask A Distie

@JadeBurke77

35 Distribution survey 43 Supplier proﬁles Andrew Wooden Publisher

RETAIL

andrew.wooden@intentmedia.co.uk

51 Analysis

@pcr_online

THE ROLE of the tech distributor is changing. With the cloud and managed services providing an attractive source of revenue for resellers, suppliers are expected to provide more than just pick, pack and ship. Our survey on page 35 shows that resellers expect more from their suppliers than ever before. They want expert advice, great prices and they want goods delivered yesterday. More distributors are experimenting with new initiatives, partner programmes and special deals to remain competitive. Beyond that, the shift from box to service continues. As I write this, Symantec has trimmed its portfolio to phase out boxed product and move to an online subscription model. Expect more of this ahead – another challenge for box shifters. Additionally, with the Internet of Things, wearable tech and online services set to reshape the market, there is a fantastic opportunity for distributors to stay ahead of the market and establish themselves as serious specialists – not just suppliers. But for all the emerging categories and ‘value-add’ extras (which Westcoast MD Alex Tatham questions in our Last Word

53 Store of the Month: Speedy PCs 54 Mystery Shopper Jennie Lane Senior Account Manager

56 Counter Insurgent

jennie.lane@intentmedia.co.uk

56 Synaxon Member Proﬁle

@jennielane1

PRODUCTS 59 iPad and iPhone gear

Sarah Goldhawk Account Manager

62 Macs and accessories

sarah.goldhawk@intentmedia.co.uk @sarzgoldhawk

65 Security software 69 New iPhone 6 70 Recommended products:

Alice Sanz Production Executive

Best of IFA 2014

alice.sanz@intentmedia.co.uk

OUT OF OFFICE

Dan Bennett Designer

76 IFA: Behind the scenes

dan.bennett@intentmedia.co.uk

77 Industry Tweets 78 The Last Word

Editorial: 01992 535646 Advertising: 01992 535647 NewBay Media is a member of the Periodical Publishers Associations

Incorporating

ISSN: 1742-8440

“There is a fantastic opportunity for tech distributors to establish themselves as serious specialists – not just suppliers.” this month on page 78), they must not forget their core strength: supplying great computer gear on time. 50 per cent of resellers tell us they are frustrated by pricing and low stock levels, so there is still work to be done. However, there are plenty of things they are doing right: 80 per cent of resellers say their disties are helpful, praising them for product knowledge. You can also hear from suppliers themselves on page 29, who have been pitched questions from our own Retail Advisory Board. Speaking of distributors doing well, we’re on the hunt for the UK’s top account managers. We love recognising great talent here at PCR, so please nominate an account manager who has particularly impressed you by emailing me their name, company, job title and explain why they should be included. We’ll publish the best in our next issue. Dominic.Sacco@intentmedia.co.uk

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ANALYSIS

Apple takes bite out of new markets But as the firm announces its first ever smartwatch, along with a potentially retail-revolutionising payment service, some industry experts are warning of the security risks that these new offerings may pose to consumers…

Apple has finally entered the wearable tech market with the Apple Watch

by Laura Barnes APPLE FINALLY unveiled its hot-tipped smartwatch in September. And no, it’s not called the iWatch. Following the success of the iPad, there had been numerous rumours circulating for quite some time that the firm would make its next move into the wearable tech space. But it was unclear just what Apple would do to make sure its smartwatch would stand out against the many others already on the market, like the Samsung Gear S and Sony Smartwatch. Of course, the Apple Watch is made specifically for iOS, but how will it be any better than say, the Pebble, a smartwatch that’s compatible with iOS and has been around since 2013? You can send your heartbeat to another Apple Watch wearer. You can draw little doodles and ping them over to each other. You can use your watch as a walkietalkie. That’s all great fun, but www.pcr-online.biz

what’s really going to make this smartwatch a force to be reckoned with is Apple Pay. Apple Pay will work with the Apple Watch, as well as the new iPhone 6 and the iPhone 6 Plus smartphones that were unveiled at the firm’s event in September. Essentially, it is Apple’s own mobile payment and digital wallet service. iPhone 6, 6 Plus and Apple Watch users will be able to make payments in stores wirelessly using NFC. What with the recent iCloud security debacle, there is sure to be a lot of talk about security and privacy issues surrounding the servcice. However, the service keeps customer payment information private from the retailer by creating a ‘dynamic security code’ for each transaction. Apple has stated that it will not track usage, which will stay between the customers, the vendors, and the banks. Another feature of Apple Pay sure to catch consumers’

“Apple fans are still showing an insane amount of admiration for the firm’s smartphones. And it’s difficult to see how the Apple Watch will be any different.”

eyes is that you will be able to remotely halt the service on a lost device via Apple’s Find My iPhone app. While all this sounds like fantastic news for Apple fans, some security experts believe that there may be issues surrounding NFC payments that users should be aware of. “Near Field Communication isn’t as well tested from a security perspective as the more common wireless technologies,” explained Tim Erin, director of IT risk and security strategy at Tripwire. “If the Apple Watch takes off in the market, it will quickly become an interesting target for attackers. We may see the rise of the modern day pickpocket. After all, attackers follow the money, so if Apple puts your money ‘on’ a watch, it suddenly becomes a very interesting target.” Kaspersky’s Dmitry Bestuzhev, director of global research and analysis, added: “The day smartwatches become as popular as

smartphones, cybercriminals will launch attacks against them too. Meanwhile, at least for now, the number of smartwatch establishments accepting payment by these means is very low, therefore, there is a minimal number of attacks. When they become widely available cybercriminals will be prepared.” While the Apple Watch will not launch until 2015, the firm has already broken records with its latest iPhone range. The iPhone 6 and iPhone 6 Plus received over four million pre-orders in the first 24 hours of availability. Despite rival brands like Samsung still intent on mocking Apple at every turn with digs in adverts and its ‘we did that years ago’ attitude, there’s no doubt that Apple fans are still showing an insane amount of admiration for the firm’s latest smartphones. And it is difficult to see how the Apple Watch will be any different. PCR October 2014 | 9

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ANALYSIS

The tech of tomorrow Faster processors, smart ‘home of the future’ devices and virtual reality headsets were some of the sexier products showcased at this year’s IFA tech trade show, while – would you believe it – new desktop PCs even made an appearance. Dominic Sacco reviews this year’s event…

...But let’s not forget the PC devices of today ASIDE FROM all the talk of the smart home at IFA 2014, and the millions of new smartphones that are seemingly revealed each year, vendors also presented a host of computing devices. Lenovo announced an Erazer X315 budget gaming desktop PC (pictured), a Y70 Touch gaming laptop and an Android Tab S8 tablet, while Acer showed off Switch 10 and 11 hybrid computers, R13 and R14 convertible laptops, E-Series and V-Series notebooks and Iconia tablets.

Samsung president Boo-Keun Yoon at this year’s IFA show

“THE HOME of the future is no longer a vision.” That statement made by Samsung president BooKeun Yoon set the tone for the IFA 2014 trade show in Berlin in September. He predicted there will be a billion homes of the future ‘tailored to the unique passions and needs of each household’ powered by the Internet of Things (IoT). While that sounds great, senior execs and analysts have been banging the connected home and IoT drums for years now. When can businesses get involved – and will this connected home even be relevant to computer resellers? Well, Samsung is upping research in this area, and you can expect more embedded devices to enter the home in the near future. Samsung also showed off some more tangible examples of smart home computing devices, including a digital door lock that sends

10 | PCR October 2014

notifications to the home owner’s smartphone whenever it’s opened, as well as smart air con and robot vacuum cleaner devices that can be voice or proximity activated. Elgato also has some digital door and window lock devices planned.

together with surfaces in the home. For example, its 4K Ultra Short Throw Projector can ‘transform a wall into a 147-inch 4K screen’ and is due to launch in Europe by summer 2015. “We’re taking new ideas, concepts and technologies

“We’re taking new ideas, concepts and technologies and really transforming the way people enjoy content in their own homes.” Kazuo Hirai, Sony Similarly, vendor Hauppauge revealed new ‘mySmarthome’ home monitoring and control kits at IFA, which allow users to connect plugs and sensors around the home to control devices, temperature and motion. Sony also focused on its experimental Life Space UX concepts at IFA – the idea of technology coming closer

and really transforming the way people enjoy content in their homes,” said Sony’s president and CEO Kazuo Hirai. “The short throw projector transforms a wall into a 4K screen without the need for a TV set. That’s really exciting because it creates a window to the world in the living room. The other Life Space UX products also have that sort of transformative experience.

We’re still in an experimental phase but overall it’s very exciting to see that revolution happening in the home.” Not only will we have smart homes in the future, but entire cities. ‘Crowd sensing’ was a new term thrown around at the show by computer scientist Sajal K. Das from the University of Missouri – the idea that IoT sensors will allow cities to become self-taught organisms by automatically analysing data from cameras, traffic lights and induction strips in roads, for example. Elsewhere at the show, experts also looked at the future of technology within the healthcare sector, making the bold claim that half of all visits to the doctor could be online, providing opportunities to the online video and wearable tech categories. Overall, IFA 2014 generated orders totalling 4.25 billion over six days, with more than 1,500 exhibitors and 240,000 visitors in attendance.

Asus unveiled a slim Zenbook UX305 laptop, EeeBook X205 laptop and MeMO Pad 7 tablet. Toshiba announced an update to its Chromebook line as well as the launch of a mini version of its Encore tablet; Philips’ SoftBlue PC monitor made its debut and promises to reduce eye fatigue; Logitech’s Bluetooth Multi-Device Keyboard K480 features a smartphone and tablet dock, allowing users to type on the computer and flick a switch to respond to a message on a smartphone or type on the tablet. Check out PCR’s pick of the best new tech and computing products in greater detail from page 69. For more info on other announcements at IFA 2014, visit pcr-online.biz/ news/tag/ifa-2014.

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BOOT CAMP NORTH

KEY INFO When: Wednesday 12th November Where: The Royal Armouries, Leeds, LS10 1LT Cost: FREE for all retailers, resellers and system builders Registration: www.pcrbootcampnorth.com/dealer-registration How to exhibit: Contact Jennie Lane on jennie.lane@intentmedia.co.uk or call 01992 535647

Conquer the

North

As the industry gets ready for the debut PCR Boot Camp North conference and expo, Laura Barnes takes a look at why vendors and distributors should exhibit and how retailers, resellers and system builders will beneﬁt from the day’s activities…

ollowing on from our most successful conference and expo in London, PCR Boot Camp is expanding to speciﬁcally cater for resellers in the North. Held at the Royal Armouries in Leeds on Wednesday 12th November, attendees will be treated to a day of

12 | PCR October 2014

conferences, panel sessions, exhibitions and networking. Retailers, resellers and system builders can all attend PCR Boot Camp North for free. The morning talks will be centred on topics directly relevant to technology dealers, and the afternoon expo will showcase the latest

computing and tech products from a host of tech vendors and distributors. The event will be followed by an After-Show Drinks Reception and every retailer, reseller and system builder attending PCR Boot Camp North will leave the event with a free gift bag.

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BOOT CAMP NORTH

5 REASONS YOU SHOULD ATTEND 1. IT WILL BE PACKED WITH TALKS AND THE LATEST MARGIN MAKING PRODUCTS AND SERVICES The conference schedule will be ﬁlled with talks from industry leaders, which will inform, educate and inspire on topics directly relevant to technology dealers. Fortune Tech will be showcasing its range of custom-built notebooks, the latest Antec PC cases will be on show at the A One Distribution stand, and VIP Computers, Microsoft and Northamber, amongst others, will all be exhibiting. 2. WE’RE BRINGING THE SHOW TO YOU We’ve had a lot of great feedback from the London event, but one comment that came up repeatedly was that retailers from other parts of the country would beneﬁt from an event more local to them.

5 REASONS YOU SHOULD EXHIBIT 1. EXPAND YOUR CUSTOMER REACH The event is the perfect opportunity to exhibit to retailers in the Midlands, Scotland, Wales and the North. 150 retailers, resellers and system builders are set to attend. 2. MICROSOFT IS HEADLINE PARTNER With Microsoft as Headline Partner, the tech ﬁrm will be attracting lots of retailers and resellers to its break-out session. Nicola Young, OEM Channel sales lead, will be discussing ‘the critical role partners play in delivering Microsoft’s technology strategy in an ever evolving market, and how partners build a proﬁtable Microsoft business as Cloud demand grows’. 3. DRUMMING UP NEW BUSINESS The afternoon expo will give exhibitors the chance to engage with attendees, show off new product lines and drum up new business. 4. AFTER PARTY After a busy day of conferences, breakout sessions and exhibiting, the after party is the perfect place to network with other attendees and exhibitors. 5. BE PART OF A DEBUT EVENT After our most successful PCR Boot Camp to date in London earlier this year, our debut in the North is not to be missed.

EVENT SUCCESS IF YOU’RE still not totally convinced on whether you should be attending the ﬁrst ever PCR Boot Camp North, check out what some of our exhibitors and attendees had to say about this year’s PCR Boot Camp in London:

3. IT WILL COST YOU NOTHING As usual, it’s completely free for both retailers and resellers. You just have to put your name down at www.pcrbootcampnorth.com/ dealer-registration. 4. A GREAT LOCATION The Royal Armouries is a museum with over 8,500 objects on display in ﬁve galleries: War, Tournament, Oriental, Self-defence, and Hunting. It’s located at Clarence Dock, only a short distance from the centre of Leeds, West Yorkshire.

“Boot Camp South was well organised, full of information, and a great meeting place for like minded people. I Simply loved it. Well done team PCR.” CK Kohli, YoYoTech

5. TAKE IN SOME CULTURE The after party will be held in privately booked galleries at the Royal Armouries, giving delegates the chance to browse the historical weaponry exhibits, ancient armour and even a war elephant – as well as watch some traditional martial arts sparing – while they network with business partners and peers.

www.pcr-online.biz

“We found it to be a very positive day, great reseller feedback, good engagement and a brilliant opportunity to launch our new Android mobile security.” Pete Morley, UK & Ireland country manager, BullGuard

“VIP had a busy day and the quality of the leads is very encouraging.” Jason D’Cruz, marketing manager, VIP Computers

“It was a great event. I felt like there were more people than last year and the expo remained busy throughout much of the afternoon. The after party was good, especially the scary hypnotist! Always great to have networking opportunities – most of the exhibitors/visitors I spoke to said they would be back next year so keep it going.” Steve Ling, executive director, Overclockers UK “The location and room sizes were good and there was a reasonable attendance so it’s a worthwhile event.” James Pank, UK country manager, AMD “It was well organised, full of information, and a great meeting place for like minded people. I Simply loved it. Well done team PCR.” CK Kohli, managing director, YoYoTech

PCR October 2014 | 13

WOMEN IN TECH

Some of the leading ladies in UK tech tell us their thoughts on working within the world of IT, and how more women are beginning to make their mark and progress within the sector, ahead of PCR’s Woman of the Year event… ”Earlier this year, the UK Government reported that only 12 per cent of engineering and technology undergraduates were women. I know when I graduated it was even less. So the growth I do see on the education side, be it a slow one, is encouraging and is the first step to get more women to enter these areas in the tech workforce.” ANNA CHENG, UK Technical PR Manager, Intel ”Depending on where you work in our industry there is a variation of roles occupied by women. I have seen over the last few years the number of women in our team steadily increase, but interestingly the further up the hierarchy this number declines. Having said that, our

company does have four female directors on the board.” LIZ KING, Distribution Partner Manager, Fujitsu ”I feel times are changing and hardworking tenacious women are being recognised for their achievements by offering new ideas, keeping things fresh, relevant and exciting. Change is inevitable, so this male dominated workplace will soon be a thing of the past.” MARIE HUGHES, Account Manager, Hama ”Women make up 47 per cent of the working population, and yet according to Computer Weekly, only 14 per cent work in IT, so there is still clearly a need to attract more women into IT just to get to

the national average. When I first started in IT, I was often the only woman at events and while I didn’t mind, it did strike me as unusual. Today it’s great to see many more women taking part in events and also in a whole range of roles in IT, including sales and technical roles, in an industry that is already male dominated.” GEMMA TELFORD, Principal of the IT Marketing Agency

”Women now outnumber men at universities 55/45 and I don’t think anyone now doubts that in academia female diligence is proven, yet today only five per cent of Fortune 500s have a female at the helm. This, however, is still progress compared with 40 years ago.” MAGGIE ZABOURA, Founder of Zaboura Consultancy

”My advice to girls and women is to decide on a career in something you enjoy and not worry about what other people think. There is nothing wrong with standing out from everyone else and IT is a very varied and rewarding industry to be part of.” TRACY POUND, Managing Director, Maximity

”I truly believe that by having more women involved in all levels of technology, development would create products and services that have much broader appeal. We need to give girls a launch pad to realise their capabilities and it’s important that, as an industry, we start talking to young girls about

their future early on and actively show them the benefits of working in IT. If we can reach girls at a young age, then I believe we’ll be able to increase the number of women in the tech industry.” SARAH SHIELDS, Executive Director and General Manager, Dell UK ”Reports will tell you that IT has a bad image and that the industry is historically a man’s world, but you don’t need to read the research to see the problem. But there are benefits to be had from inspiring women, as well as men, to acquire the skills needed for technical roles; technology firms need to take responsibility and think about how they can prepare tomorrow’s workforce for the jobs they will need to fill.” IRENIE WHITE, Operations Manager, Credativ

ENTA BACKS WOMAN OF THE YEAR DISTRIBUTOR ENTATECH has signed up as headline partner for the PCR Woman of the Year awards, while computer vendor Acer and trade body CompTIA are also on board as sponsors. The event is a new award ceremony and networking event celebrating leading women in the tech industry, following on from the success of our Top 50 Women in Tech feature earlier this year. During the awards

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ceremony, one of those featured in the article will be presented with the debut PCR Woman of the Year award. The event takes place on October 17th from 11.30am to 2.30pm at Home House, a private members’ club located at 20 Portman Square, London, W1H 6LW, occupying a terrace of Georgian townhouses with 18th Century architecture. As well as honouring one particular

individual, the event will also provide a valuable forum for peer to peer networking. Jon Atherton, Entatech Director, told PCR: “There is a misconception that the IT industry is still very much male dominated. It’s fantastic to see an industry event that recognises the achievements of women in today’s industry – some of whom I have had the great pleasure of working with

over the past 20-plus years. I hope to see some of our own female members of staff in a future nominee line-up! Congratulations to all the women who made the shortlist.” Tickets are just £59 (plus VAT) per person and the event is open

to everyone – both men and women. A buffet lunch and free drinks are also included. Purchase your tickets at http://intent-events.com/ events/event_details/44 or email Andrew.Wooden@intent media.co.uk for more info.

PCR October 2014 | 15

WD My Passport Wireless My Passport Wireless is the one drive for all your devices. Life goes faster with no strings attached. Save images and ﬁles from all your devices to this single portable drive. Free up space on your tablet and smartphone. Back up or transfer your photos and videos from your SD card to keep on shooting. Portable. It’s one drive with no boundaries.

Kensington BlackBelt 1st Degree Rugged Case The iPad mini opens up a world of learning possibilities. But it just was not designed for heavy classroom use. The Kensington BlackBelt 1st Degree Rugged Case surrounds your tablet in a strong, cushioned layer of rubber that protects against drops and scratches, with great grip that makes it easy for kids to hold and prevents sliding off a table or desk.

Kanex KTU10 Easily connect your Thunderbolt-equipped Mac or PC to an eSATA device with the Kanex Thunderbolt to eSATA + USB 3.0 Adapter. Small and compact, it connects to the Thunderbolt port on your Mac or PC computer, giving you an eSATA port and an extra USB 3.0 port. Extend the use of your existing eSATA-equipped external storage unit by connecting it to your Mac. Since many users are still on eSATA equipment this adapter will add value by adding USB 3.0 support.

Kanex Multi-Sync Bluetooth Keyboard Take multi tasking to a new level. This full-sized, wireless Bluetooth keyboard can be shared between multiple devices. Reply to a text on your iPhone,take notes on your iPad,type away on your Mac. A clean design and low proﬁle keys make for a stylish yet comfortable typing experience.

For more information, please contact components@techdata.co.uk or All orders that you place will be subject to acceptance in accordance with Tech Data’s Standard Terms and Conditions of Suppliy available on its website (www.techdata.co.uk) or available on request. All 0871 calls cost 10p per minute plus network charges.

G-Tech G-DRIVE® USB 3.0 G-DRIVE® USB delivers high performance storage in a compact, stylish package. Encased in an all-aluminum enclosure and featuring a remarkably fast USB 3.0 interface, this 7200RPM drive is perfect for storage-intensive multimedia ﬁles. G-DRIVE USB is Mac OS®-compatible, Time Machine®-ready and available in several capacities, up to 5TB.

Kensington Charge & Sync Cabinet, Universal Tablet As more tablets are deployed into classrooms, businesses and retail spaces,providing a convenient and secure storage location is becoming a big need. Luckily, Kensington has the perfect answer with the charge and sync cabinet, universal tablet. With space for up to 10 tablets including iPads, Galaxy Tabs, Kindles and more, the cabinet is the perfect place to charge the tablets after everyone has gone home for the day so they’re powered up and ready in the morning. Plus, with adjustable drawers, each bay can accommodate tablets in a protective rugged case. Stack up to three cabinets and you’ve got storage for up to 30 tablets in one classroom. A tamper-resistant, retracting front door offers security with customised key access, and the included mounting plate or cable lock keeps the cabinet in place.

Elgato Thunderbolt Dock With three additional SuperSpeed USB 3.0 ports,your workspace remains organised even when you unplug your notebook. Rest assured that your backup drive is there to provide safety in the background, and don’t keep re-plugging your peripherals in and out due to your computer’s limitations. Even better,an easily accessible USB port on the front of Elgato Thunderbolt Dock makes plugging in that client’s thumb drive a breeze, without the need to ﬁddle on the sides of your perfectly positioned notebook.

Kanex Sydnee With Sydnee at your desk,you can recharge up to 4 iPads or iOS devices simultaneously. The individual USB port pumps out 2.1 Amps of power for quick charging. With no tangle and no mess – your cable clutter is simpliﬁed without compromise through Sydnee’s intelligent design. With the cable management provided all cables stay neatly concealed, comfortably holding up to three iPad’s and an iPhone.

Belkin Thunderbolt Express Dock The Belkin Thunderbolt Express Dock is an easy, powerful way to take advantage of Thunderbolt technology. The Thunderbolt Express Dock lets you use a single connection to create high-speed, reliable transfers between your laptop and up to eight other devices, including FireWire, Ethernet, USB, and daisy chaining multiple Thunderbolt devices. So taking your laptop when you go, and bringing it home when you return means connecting with only one cable.

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STATS

Number

crunching 175 million

There will be 7.3 billion mobile phones on the planet by the end of this year, meaning for the first time in history there will be more mobiles than humans. (The International Telecommunications Union)

Worldwide phablet shipments are expected to reach 175 million units in 2014, surpassing sales of portable PCs. (IDC)

7.3 7.2 billion billion 16

14%

The Report on Jobs indicates that August 2014 saw the steepest rise in demand for permanent IT workers in 16 years. (KPMG and the REC)

34.6% Tablet unit sales across UK distribution have decreased by 34.6 per cent yearon-year in Q3 2014. (Context) Despite women making up 47 per cent of the UK working population, only 14 per cent work in IT. (UK Resource Centre for Women)

www.pcr-online.biz

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

70%

Seven out of ten retail and finance applications are vulnerable to Heartbleed-style attacks. (CAST)

72% Three quarters of those running a small retail business describe it as a constant challenge. (YouGov)

PCR October 2014 | 19

RECRUITMENT

New biz development manager for Northamber Adam Continuity expands team with new members z Entatech appoints new marketing manager z Co-Op loses technology buyer NORTHAMBER: SIMON INSELL has taken on the role of retail business development manager at Northamber. “My new role is to build Northamber’s retail business. Within the time that I have been here I have increased our existing account base by 50 per cent,” said Insell, who previously

ADAM CONTINUITY: NIGEL HOGGART, formerly of Capital Continuity, and SIMON LLOYD, have joined Adam Continuity, both as business continuity specialists. JO GODRIDGE has been appointed as Adam’s lead generation manager, while KIERAN MOORE, previously a client account

ENTATECH: The distributor has appointed STEVEN PARKER as the company’s new marketing manager. Parker previously worked within the health supplements industry for three years at Nature’s Sunshine Products, where he worked as European marketing manager.

CO-OP: The Co-Operative’s electrical technology buyer NAEEM ADAM is leaving the business to start a non-buying role at Dabs.com. In an email to partners he said: “I have enjoyed working with you all and would like to thank each and every one of you for your support in setting the business up.”

Raste Khan

worked for Exertis Micro-P within the traditional retail team. RASTE KHAN (pictured), will also be leaving Northamber to start his own estate agency business. His last day at the company will be October 10th. Khan said: “I will miss the guys at Northamber and I thank them for the opportunity.”

Ronan McCurtin

manager, has been promoted to partner manager. The backup and recovery company has recently reshufﬂed its team, with the addition of a new managing director RONAN MCCURTIN, (pictured), who comes from a background in sales and client management within the tech sector.

Steve Parker

Parker said: “I am hugely excited to have moved into such a proactive mover within the IT distribution arena. Entatech’s service-led approach to distribution is a breath of fresh air for resellers, and I can’t wait to promote our improved offering. The ethos at Entatech is hugely positive.”

Naeem Adam

Adam previously worked as computing business manager at VIP Computers and as business manager at Dabs. com. The remaining tech buying team at the CoOperative will consist of technology buying assistant JOANNA WOOLLEY and head of buying CHARLIE MANSON.

A DAY IN THE LIFE OF… IAIN GILLOGALEY, CHANNEL MANAGER OF GAMING, PERIPHERALS AND COMPONENTS, ENTATECH UK WHILE THE rest of the world is dreaming away, I like to be up and at them. An early start allows me to attack the evergrowing email list, and address any queries that have dropped in overnight. I hit the first coffee pretty early, and there is a steady stream of caffeine thereafter. Working within a busy sales floor at Entatech is an interesting experience, and every day is different. I’ve been working here for over 17 years, but no two days have ever been the same. As a distribution business, we work closely with our vendors, and each day offers an opportunity for a specific ‘Focus Day’. You never quite know what to expect when you arrive, and we’ve had some fantastic days. Last week members of our staff were greeted by a Formula 1 car purring away within our entrance, and our office was decked in Formula 1 style. These days can happen four to five times each week and create a great atmosphere at Entatech. It’s great to work in a happy environment.

“Last week members of our staff were greeted by a Formula 1 car purring away within our entrance, and our office was decked in Formula 1 style.” Iain Gillogaley, Entatech Each week, we hold a channel manager meeting where our sales team, marketing department, and channel managers can discuss the upcoming projects and plans. These meetings can be lively affairs and a good chance to push people toward our goals. My wind up skills definitely come to the fore in these meetings. Once the plan is in place, everyone knows what they are doing, and I will focus on talking to vendors to explore new opportunities, as well as pushing our sales team. There’s lots of work involved, but the end results are rewarding. By 5.30pm, the office is beginning to disperse, and I am ready for coffee number 10.

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EVENT PLANNER

Diary Dates

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

OCTOBER 2014

NOVEMBER 2014

MICROSOFT CLOUD REGIONAL ROADSHOW

PCR BOOT CAMP NORTH

OCTOBER 2ND – DECEMBER 9TH, ACROSS THE UK Microsoft is helping resellers and service providers grow their SMB businesses with a new UK roadshow promoting Microsoft Cloud Solutions. Each roadshow session will cover Ofﬁce 365, Azure, CRM Online and Windows 8.1, with guest speakers covering topics such as selling in the public sector, how Microsoft is driving demand with its One SMB campaign, and how to make the most of your Microsoft partnership through MPN and the new Cloud competencies.

NOVEMBER 12TH, ROYAL ARMOURIES, LEEDS PCR Boot Camp is expanding to speciﬁcally cater for retailers in the Midlands, Scotland, Wales and the North. The set-up of the day will mirror the popular London event, including an informative morning conference (with panel sessions and expert brieﬁngs) and an afternoon expo (giving exhibitors the chance for retailers and vendors/distributors to engage and new product lines to be shown off). It’s also completely free for retailers, resellers and system builders to attend.

PCR WOMAN OF THE YEAR

JANUARY 2015

OCTOBER 17TH, HOME HOUSE, LONDON PCR Woman of the Year is a new award ceremony and networking event celebrating leading women in the tech industry. The event follows on from the success of PCR’s Top 50 Women in Tech feature earlier this year. The event takes place at Home House, a private members’ club in Portman Square in the heart of London on Friday, October 17th. As well as honouring one particular individual, it will provide a valuable forum for peer to peer networking.

CES 2015 JANUARY 6TH – 9TH, LAS VEGAS, NEVADA As the biggest tech and computing event of the year, CES showcases more than 3,200 exhibitors. More than 152,000 attendees from over 150 countries are expected to visit next year’s show to take a look at the latest innovations in technology. The 2015 event will see its 3D Printing Marketplace double in size compared to CES 2014, while other products such as wearables will also be showcased.

PCR Boot Camp North is the Northern version of our successful Boot Camp which was held earlier this year

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PCR October 2014 | 23

PCR BOOT CAMP IS HEADING NORTH

PCR Boot Camp – the conference, expo and networking party for tech retailers and resellers – has gone from strength to strength, and after a hugely successful event at The Brewery, London, it is expanding to speciﬁcally cater for retailers in the Midlands, Scotland, Wales and the North.

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OPINION

Are you a distie of the future? Vaughan Shayler, director of channel strategies for CompTIA, explains what distributors should be doing to help maintain a strong relationship with their resellers...

It may be unusual for CompTIA to THERE’S NO doubt that the role be highlighting the importance of of distribution is changing. These making a profit through relationships, days, the principles that distributors but we understand what solution built their businesses on – range, providers need to run their businesses. availability and logistics – are a given. CompTIA also provides significant The pendulum is swinging towards support to distributors in maximising the value that they can add through their partner relationships. While the power of their business model. distributors have to necessarily The relationships with their vendor focus on their vendor partnerships, partners and their solution providers CompTIA can provide education, can both be leveraged to maximum information about market trends, best effect and to the benefit of all. practice and peer-to-peer learning, End users are savvier and more effectively up-skilling solution technology focused. Buying decisions providers and preparing them to take are influenced by customers’ own advantage of the new technologies research online and the influence of being offered. Distributors can price is diminishing. More customers leverage CompTIA’s want to work extensive resource consultatively with library and industry their IT providers to “Solution insight reports, and grow and improve providers don’t share their own their business. They are looking for IT want to deal with materials through CompTIA’s open providers who work in numerous access website, the same way. departments webinars and events. To this end, So what does distributors need to within their distribution need to equip their reseller do to continue to partners with the tools distributor.” and technologies Vaughan Shayler, grow and develop to sell rounded, CompTIA their business? Have a strong focus on complete solutions to their solution providers. Understand their customers. Solution providers how to better support them in don’t want to deal with numerous growing their own businesses by different departments within their being easier to deal with, providing chosen distributor. They expect the more streamlined processes and distributor to act as an aggregator access to the latest technology. To of technology and to provide all help facilitate that, CompTIA can the relevant support, training and provide a partnership which can accessories that go along with this – support distribution in reaching out helping both the distributor and the to solution providers, provide a portal reseller to build in more margin to any technology solution. A strong and that they can use to leverage their own knowledge and understand robust partnership model enables more about what makes solution this relationship and helps to build providers tick. intelligence into the process. Vaughan Shayler is the director of channel strategies at CompTIA. www.comptia.org

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Small devices – big opportunity Mike Buley, retail director at Exertis, discusses the expansion of smart home devices and how they can help independents stand out...

support. This is where independent TO SURVIVE and thrive, UK retailers can differentiate from the independent tech channel resellers volume of online stores by need to develop recurring revenue becoming a trusted advisor and streams from connectivity and doing it all – supplying, installing applications that they can deliver and maintaining devices and support. throughout the connected home. Independents also have For any independents that need opportunities to supply, support help in any of these areas, Exertis is and maintain the devices that will more than happy to help them – use this connectivity and run the please contact your account applications. So which devices will manager today. provide the biggest opportunities In addition to this, independent for UK independent tech channel technology channel resellers are resellers over the next five years? presented with a significant The biggest device opportunities opportunity to develop recurring are centered on ecosystems – revenue streams by connecting TVs, tablets, mobile phones are hardware with leasing all at the centre contracts. of the home – It’s with this in they present a great opportunity “TVs, tablets and mind we created the Conect portal, for selling a mobile phones which helps resellers complete system are all at the regardless of having and the additional any previous attached centre of the experience to offer opportunities. home – they connection mobile Adding to this airtime, which is is the proliferation present a great hosted by VoIP and of smart home opportunity for BYOD. devices, further The Conect increasing the selling.” platform enables capability of Mike Buley, retailers to simply smartphones. Exertis manage their According to customers’ analyst Gartner, the connections, prepare quotes, average home will have over 500 manage billing and balance recurring smart devices by 2022, including revenues within their own brand. security systems and smart TVs It blends hardware, hosted which allow users to access apps applications and service offerings in and browse the web. an easy drag and drop interface Theses devices will be able to which, with very little training, can help us control things like our be utilised by general sales staff. heating, lighting, security and Management reporting allows even our dishwashers from partners real-time views of revenues wherever we are. This represents a and profitability. greater need for tech expert’s Mike Buley is the retail director at Exertis. www.exertis.com

PCR October 2014 | 25

OPINION

Tablet sales fall Smarter email as notebooks rise marketing Dominic Ashford, account manager at GfK, highlights the increase in notebook sales, its impact on the IT market, and why consumers prefer the mobility of such devices...

functional device, as opposed to IN AUGUST the retail IT market grew tablets that are more oriented around by one per cent in value compared to media consumption and browsing. August 2013. Two key factors Another area of growth is contributed to this growth; mobile computing tablets, which are computing grew by seven per cent in value over the same time period, while touchscreen devices with full operating systems. The market for many of the key peripheral markets these products grew by 39 per cent in also increased their value. The growth volume comparing August 2014 with for total IT occurred despite a decline August 2013. Although it is a for media tablets, which declined by relatively small market compared to 20 per cent in value year-on-year. A lack of major new product launches or notebooks or media tablets, it shows that the mobility offered by tablets is innovation has meant that continued a factor valued by consumers. price promotion is used by vendors The other factor influencing the and retailers to generate volume in overall growth for IT is the growth in the tablets market, with the average areas other than computing. selling price (ASP) of tablets declining Although many areas by nine per cent yearhave been boosted by on-year. price erosion, there The growth for “The average are products that are mobile computing is not so price particularly significant selling price for dependent. because it is a market The computer that has been in long- tablets has monitors market, for term decline. While an declined by nine example, grew in isolated month of volume by 17 per cent growth isn’t in itself an per cent.” Dominic Ashford, August-on-August, indication that this GfK despite the average product group is price of monitors being 12 per cent undergoing a resurgence, it is still higher in August 2014. This was worthwhile examining the reasons primarily caused by growth for why this market is in growth. Firstly, higher screen sizes as sales of the notebooks market, which is the 24-inch and 27-inch monitors grew most significant for mobile in share, at the expense of the computing, grew by 15 per cent in traditional 21.5-inch size. This trend is volume August-on-August. This was a reflection of the increase in gaming driven partly by price erosion, with as well as consumers setting up the average price of notebooks sold home offices. in August 2014 being eight per cent Ultimately, it is difficult to make cheaper than notebooks sold in predictions of the long term fate of IT August 2013. and computing based on isolated Notebooks with 8GB of RAM months of growth, but this shows accounted for 36 per cent of devices how there is value in IT for sold in August 2014 compared to 25 manufacturers and retailers if wider per cent in August 2013, suggesting technology trends are recognised. that consumers value notebooks as a Dominic Ashford is an account manager at GfK. www.gfk.com/uk

26 | PCR October 2014

Optimove’s CEO Pini Yakuel explains how marketers can use emails to their advantage and how they should measure their campaigns...

Before marketers can even get to TRUE DATA-driven marketing is the point of testing and measuring, about refusing to compromise on they have to acknowledge true pseudo-accurate metrics and customer data analysis. Although standard customer analytics. Here most companies today are using are two examples of measuring some form of customer analytics, it campaign success. is important to distinguish between The first example is email open standard analytic practice and true rates, which don’t even adequately customer analytics. Standard measure email open rates, let alone analytics fail to take a holistic campaign monetary success. approach to customer behaviour. If The second is email revenue registrations are up this year by over attribution metrics, which are, 50 per cent, that’s great, but what admittedly, a bit more accurate, in percentage of customers were terms of evaluating the monetary active after registration? That success of a particular campaign. increase isn’t so impressive if you’ve They still, however, fail to take into done deeper analysis to see the consideration customers who might bigger picture. Standard analytic have purchased the item without practice often ignores receiving that the dynamic particular email. of a The best indication “Email open rates behaviour customer, such as the of the success of a different customer particular retention don’t even lifecycle stages. The campaign is the adequately activity of a new amount of measure email customer should be monetary uplift understood generated as a open rates.” differently than the result of it. Pini Yakuel, activity of a long-term Unfortunately, Optimove active customer. many methods of We often see our measuring client’s disappointment when they retention campaign uplift are take their old marketing plan and inaccurate as well. Marketers copy it into our retention often compare the week a automation platform. It’s not just particular campaign ran to the that their marketing campaigns same timeframe for the previous aren’t generating the results they week, month, or year. They then thought – it’s that with deep measure the difference in revenue customer data analysis, they’re now between the two time periods forced to see it with their own eyes. and – voila! “Campaign success,” Only once you give up those they declare. quasi-metrics and start real These methods of measurement, customer data analysis can you start however, fail to take into account to learn from your past customer the myriad of different marketing campaigns and improve circumstances between the two them in the future. time periods. Pini Yakuel is CEO of Optimove. www.optimove.com

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DISTRIBUTION SPECIAL

Distributor question time How can a reseller gain access to market development funds? Why can’t they have one account manager? The PCR Retail Advisory Board pitch their burning issues and tough questions against tech suppliers this month – and the disties duly agreed to a grilling…

HOW CAN A RESELLER BEST ENGAGE WITH A DISTRIBUTOR TO MAXIMISE THEIR RELATIONSHIP AND ACCESS MARKET DEVELOPMENT FUNDS (MDF)?

SOME DISTRIBUTORS PUT VENDORS’ MDF FUNDS ON THEIR BOTTOM LINES – WHAT ARE YOUR THOUGHTS ON THIS PRACTICE AND DO YOU THINK IT SHOULD CHANGE?

Vaughan Shayler, Channel Strategy Director, CompTIA

Mike Barron, UK Channel Manager, Synaxon UK

”In many cases the access to MDF is significantly harder than it ever has been. There are, of course, exceptions to this, however in general most established manufacturers have tightened the purse strings. Access to MDF is still possible. The best way is to work with a distributor to liaise with the manufacturer. Put a marketing proposal together with the distributor, who may also be able to assist with funding, and then ask the distributor to arrange a meeting to finalise the access. Remember that in general the manufacturer will not recommend one of their distributors over another, so it is best for the reseller to nominate a distributor first. That distributor should be someone that the retailer feels will see working with the manufacturer as important to them, and not just another member of their stable.” Giles Linwood, Commercial Director, Smithie UK

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”To be honest, we offer marketing and merchandising as a service anyway, and this has been a major goal this year. In regards to funds, we will always analyze the ROI beforehand, and we will always see what we can do for our customers. Because we have such a wide range of products, and wide variety of retailers, everyone is treated the same in regards to service, but of course each customer is treated differently when looking at what is possible. Many factors will affect what can or cannot be done.” Simon Buckingham, Marketing Manager, Hama

”I believe this is a poor strategy, and ultimately leads to harming the vendors’ perception in the market. We get a sizeable MDF from our exclusive UK brand Aerocool, and we use this to fund online and print campaigns, along with customer support and promotions, which has helped us to increase Aerocool’s market presence.” Glen Rhodes, Overseas Purchasing Manager, A One Distribution ”Dependent on how the manufacturer works the MDF funding and targets, you will see this reflective in pricing. We see our marketing funds as an integral part of our growth, investing heavily into EntaLive, our exhibition roadshow, and trade events in order to get Entatech and our vendors in front of customers. There are distributors out there who are using MDF in their pricing structures – it’s not an ideal situation as marketing funds are there in order to develop relationships with customers, share new products and

ideas, and communicate throughout the channels.” Darren Perks, Sales Manager, Entatech ”Our manufacturers don’t allow us to use our MDF in that way. We have a set structure on how we work with manufacturers which includes using our funds for mutually agreed activity, including promotion of new products and technologies to customers, training events and instore services such as merchandising, demonstrations, promotional activity and actionable reporting.” Mike Buley, Retail Director, Exertis ”Using MDF to fund price erosion in distribution is not good for the channel. MDF should be used to promote products to the end customer and pull demand back through the supply chain. Vendors should make sure their MDF is being used in the right way.” Steve Ling, Executive Director, Caseking

PCR October 2014 | 29

DISTRIBUTION SPECIAL

WHAT DO YOU DO TO UNDERSTAND THE SMB SPACE BETTER? HOW OFTEN DO YOU CONDUCT REVIEWS WITH SERVICE PROVIDERS AND RETAILERS?

WHY MUST WE HAVE TWO OR THREE OR MORE ACCOUNT MANAGERS INSTEAD OF JUST ONE? Gavin Holder, Director, GHI Computers

Vaughan Shayler, Channel Strategy Director, CompTIA ”Entatech works closely with the channel to get in front of customers – whether through events, internal marketing or third-party advertising – to see what it is they want from us as a distributor. Wherever possible we try to employ staff with channel experience. In June 2013 we opened a new Southern office, with the majority of staff having 15plus years of industry experience. This has proved to be incredibly

successful for us.” Darren Perks, Sales Manager, Entatech ”We are constantly engaging with our customers with regular calls, meetings and QBRs. We’re aware we need to understand our customers’ challenges and requirements in order to do a better job to help them maximise their promotional periods and profitability.” Mike Buley, Retail Director, Exertis

SOMETIMES RETAILERS MIGHT CHOOSE DISTRIBUTION OVER THE OPTION OF DIRECT ACCOUNTS – WHY?

”Although I do understand why this structure is utilised within some distributors, here at Spire Technology we pride ourselves on having one dedicated account manager to oversee all aspects for the customer. Backed up by efficient and knowledgeable teams, we believe this gives best focus and a high level of service.” Paul Turner, Sales Manager, Spire Technology

”Specialist knowledge and technical excellence is at the heart of what we do. We therefore ensure our account managers are either focused on general sales, technical sales or mobile sales so they can do a better job for our customers and they get the specialist level of detail they need. However if a customer wants just one account manager, we can facilitate that also.” Mike Buley, Retail Director, Exertis

WHY CAN’T YOUR WEBSITES HAVE TAILORED PRICES? Gavin Holder, Director, GHI Computers

Will Fletcher, Technology Buyer, Toys ‘R’ Us

”It is simple – it’s the support that we can offer to our customers. Distribution’s biggest plus is that it also offers economies of scale in terms of the handling of the business relationship, warehousing and logistics.” Darren Perks, Sales Manager, Entatech

30 | PCR October 2014

”Our retail customers will often choose to work with us as a result of a particular value-add service that we are able to offer, or because of some particular expertise that we contribute. This is often related to a product, a category or a specific piece of promotional support – or sometimes all three.” Alex Croft, Commercial Director, Exertis

”There is always a possibility of upsetting other customers if we were to have different pricing structures for different customers. We have a fair approach with all our retailers, sometimes we do look to help with promotional opportunities to create a point of difference within each retailer, and again this is done in a fair and efficient way.” Simon Buckingham, Marketing Manager, Hama

”Our website can have bespoke pricing. If our customer wants to move this forward they can talk to their account manager today.” Mike Buley, Retail Director, Exertis ”They can. Here at Smithie UK we are working on delivering this for our customers, and I’m sure that other distributors are looking at the same.” Giles Linwood, Commercial Director, Smithie UK

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DISTRIBUTION SPECIAL

IS IT ALWAYS BETTER TO ADD MORE PRODUCTS TO YOUR PORTFOLIO? Will Fletcher, Technology Buyer, Toys ‘R’ Us ”No. New products should add something to your product range and this should be communicated to your customers. If you have too many products competing in the same space, you will confuse customers and lose your focus as a business.” Steve Ling, Executive Director, Caseking

”Only if they are needed. It’s about finding a good balance in each product category, as too many products can cause confusion both for the distributor and the reseller. Resellers need to be given clear choice and information before deciding on their purchases. We have added several vendors this year to bolster relevant product categories and will announce more by the end

WHAT WOULD YOU SAY ARE THE TOP QUALITIES THAT SEPARATE AN EVERYDAY RETAILER FROM A SUPER SUCCESSFUL ONE? Craig Hume, Director, Utopia Computers ”I’d say the main factor would be listening to your customers’ requirements and working closely with them on product solutions. Customer feedback has always been very important to us, and we’re happy to say that we have a large set of loyal customers whom we have worked closely with over the years. We have the advantage of having almost 25 years’ worth of experience importing products for our brands, which enables us to source solutions tailored to our customers specific needs. Of course, having a stable and reliable set of staff is also key – there’s nothing worse than your account manager changing once you’ve built up a rapport with them.” Glen Rhodes, Overseas Purchasing Manager, A One Distribution

32 | PCR October 2014

”Service is more important than ever these days. Online can provide its own services and ways to attract attention, but in-store you have a face-to-face interaction with a limited amount of time to engage with your customer, as well aiming to convert them to a sale before they leave the store. Communication within store has to be top notch, and that includes POS communication to encourage the customer to engage. Personally, I dislike going into a store where I cannot ﬁnd what I want without having to ask someone. I want to see the brand names and have products looking clean and apparent – this is where in-store communication is essential to ensure I do not walk out frustrated. If necessary I would ask someone for additional advice, and nine times out of ten you do get an assistant asking if you need help anyway, which of course is always a good thing.” Simon Buckingham, Marketing Manager, Hama

of the year.” Paul Turner, Sales Manager, Spire Technology ”We have always had the belief that all products have a lifespan, and that to keep things fresh new products should be introduced each year. Having said that, there are some products that have been around for a long time, which is usually an indication that the vendor has got the

product spot on. We regularly introduce new products into our CiT, Ace and Powercool brands in order to satisfy the demands of the market and effectively supply product to customers based on the current buying trends, but there are older products like our CiT Vantage case that are still popular with the retail and SI market, and continue to be very good sellers for us.” Glen Rhodes, Overseas Purchasing Manager, A One Distribution

WHAT IS THE SPLIT BETWEEN TRADITIONAL TELESALES AND ONLINE SALES TO RESELLERS? HOW DO YOU SEE THIS CHANGING IN THE FUTURE? Steve Ling, Executive Director, Overclockers UK ”70 per cent of our business is generated directly from our sales people, while online sales from www. entaonline.com and electronic integration account for the other 30 per cent. We utilise a number of electronic communication means in which to support our sales department, resellers and vendors collectively. “We have opted to implement a dual strategy of investment in both areas of sales, to ensure that our reseller base has the option and flexibility to use our electronic side.” Darren Perks, Sales Manager, Entatech ”From our experience, most resellers now see anything between 20 per cent and 100 per cent of their sales electronically. As this percentage of their business has increased, most

resellers have also taken steps to trade electronically with distribution. There is an almost daily increase in the number of direct drops to consumer addresses, meaning that more often the reseller doesn’t even touch the actual product. We’re certain that this approach will only continue to gather momentum.” Giles Linwood, Commercial Director, Smithie UK ”However the customer chooses to engage and interact with us will drive how we serve them. Increasingly savvy customers who want 24/7 access and a personalised offer will influence the ways that we develop how we sell. That said, the instant personal service, understanding and value that can be offered on a telephone call should not be underestimated.” Alex Croft, Commercial Director, Exertis

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DISTRIBUTION SPECIAL

29% 28 per cent of resellers say that sourcing a wide variety of stock was the main reason they have an account with a distributor.

27% Just over a quarter say that things such as high, ‘non-competitive’ or ﬂuctuating pricing frustrates them the most.

What do resellers really think of disties? Distributors remain arguably the most integral part of the supply chain, but now more than ever customers expect much more than just pick, pack and ship – they want affordable pricing, super quick delivery and other value-added services. PCR asks more than 100 resellers for their anonymous views on distributors…

ITH TABLETS, smartphones and smaller notebooks still incredibly popular, the need for physical computer hardware is as strong as ever. And as we enter the age of the Internet of Things and the ‘smart home’, there are even more connected and wearable tech devices on the way. As demand for these types of products and services increases, so too does the need for a decent distributor and an effective supply chain. This will put an increased strain on suppliers, who already face the difﬁculty of maintaining a successful product portfolio, marketing

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“Half of those surveyed applauded suppliers for having solid stock levels, effective customer support and product knowledge.”

effectively and, perhaps most importantly, keeping their customers happy. Pricing is still clearly an issue with resellers. Just months after PCR reported on the grey market for unofﬁcially sourced computing goods, where some resellers admitted they only use it to save money, many independents remain frustrated at larger etailers selling products below cost or distributors changing prices on the ﬂy. ‘Low’ stock levels and ‘poor’ customer service are also bugbears for tech resellers when dealing with suppliers, with one quarter again urging

distributors to strengthen ties with their customers and ask for more feedback to improve how they run their business. But it’s not all bad news. Almost 80 per cent of resellers describe their distribution partners as helpful, with half applauding suppliers for having solid stock levels, effective customer support and product knowledge. In summary, distributors are doing a pretty good job. But as many of our survey respondents show, there is still clearly room for improvement; this feature aims to show exactly what suppliers do well – and what they could do better.

14% When asked what they would do if they were in charge of a distributor for a day, 14 per cent of resellers said they would drop prices.

79% A large majority (79 per cent) of resellers describe their distributor as helpful.

22% 22 per cent of resellers would like to see fairer pricing from distributors.

PCR October 2014 | 35

DISTRIBUTION SPECIAL

WHAT IS THE MAIN BENEFIT OF HAVING DISTRIBUTION PARTNERS? UNSURPRISINGLY, almost a third of resellers questioned by PCR say that sourcing a wide variety of stock is the main reason they have an account with a distributor. 16 per cent of retailers say that support is the greatest beneﬁt, whether it is speaking face-to-face or

tracking is the main reason why they use distributors; eight per cent cite quick and reliable delivery; another eight per cent say pricing and offers are of utmost importance. Other answers include strong vendor relations, loyalty and trust, and having

9% 5%

29%

5% 6% 8%

16% 8%

Sourcing stock Stock Sourcing Support Support Product knowledge Knowledge Product Quick Deliverydelivery Quick/reliable Pricing & Deals Pricing Vendor relations Relations Vendor Loyalty Loyalty Singlepoint point of of contact Contact Single Don't know Don’t

14%

“14 per cent say that advice, analysis, expert knowledge and trend tracking is the main reason why they have a distributor account.” voicing concerns over the phone, while having a ‘good account manager’ is also incredibly important. A further 14 per cent say that advice, analysis, expert knowledge and trend

a single point of contact. Interestingly, almost one in ten resellers say there is no beneﬁt. One business owner tells PCR: “You have to work with them – you have no choice.”

WHAT FRUSTRATES YOU MOST ABOUT DISTRIBUTORS? 7% 5%

27%

5% 7% 7% 16% 7% 9%

10%

Pricing Pricing Low Lowstock stocklevels level Poor Poorcustomer customerservice service Nothing Nothing Lack Lackofofknowledge Knowledge No Noloyalty loyaltyto to small smallaccounts accounts Slow Slowdelivery Delivery Being Beingpushed pushednew newlines lines Poor Poorreturns Returnspolicy Policy Other Other

THE RESULTS are clear – resellers ﬁnd ‘unfair’ pricing and low stock levels the most frustrating thing about working with distributors. A quarter (27 per cent) say that things such as high, ‘non-competitive’ or

“Resellers find unfair pricing and low stock levels the most frustrating thing about working with distributors.” ﬂuctuating pricing, having to go elsewhere to ﬁnd cheaper deals and price disparity between etailers and indies are most annoying. One reseller tells PCR: “When distie prices are too high and other big retailers sell at a loss, this means we can’t compete with them. Sometimes we can buy goods cheaper on Ebay.” Others blame the

36 | PCR October 2014

manufacturers: “Vendors should wake up, smell the coffee and stop playing about with prices for God’s sake – let’s all start making margins.” Low stock levels and out-of-stock goods frustrate

16 per cent of resellers the most, while poor customer service is the central ire of one in ten of those surveyed. Account managers with a lack of knowledge, slow deliveries and being sold new product lines over the phone were also mentioned,. A couple of resellers also say that ‘distributors going bust’ is their main concern.

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DISTRIBUTION SPECIAL

IF YOU WERE IN CHARGE OF YOUR DISTRIBUTORS FOR A DAY, WHAT WOULD YOU DO? INTERESTINGLY, more resellers say they would rather improve customer relations than cut prices if they were in charge of their main distribution partner for a day. One quarter of respondents (26.67 per cent) say they would strengthen ties with their customers and ask for more feedback to improve the distribution business. Dropping prices is the second most popular suggestion (14.29 per cent), with ‘no idea’ as the third most common answer (13.3 per cent) and ‘reviewing the portfolio’ being the plan for 8.57 per cent of resellers. A small handful of respondents provided more lighthearted plans of attack, including “driving the boss’ Ferrari”, “giving myself a pay rise” and “picking a customer out of the hat and letting them have an order for free”. Here are PCR’s picks of the most interesting and more serious suggestions for distributor management to take on board.

“I would improve customer relationships, ring around, get in touch with retailers and improve communication. I would call up retailers and ask what we can do better. Speaking to and visiting more customers face-toface would let suppliers know what resellers really need.” “The first thing I’d do is send all of the sales team members on training to improve their customer understanding, technical knowhow and awareness of products.”

“I’d have a word with the sales staff and advise them to look at the long term rather than just hitting targets and getting commission in the short term.” “I would ask the manufacturers to look at their prices in order to help indies out. Perhaps charge more to bigger online retailers, provide free shipping or find other ways of making pricing more consistent and fair.”

“Create a loyalty scheme with a focus on increasing business.” “Tighten up distribution. Make deliveries and returns better, improve logistics and make sure customers get products on time.” “I’d make the company more open to trading with smaller businesses. Hire a better purchase manager and install better systems with quicker product information.” “I’d be honest.”

“Improve the website as ringing around is too time consuming. I would also set prices on the website as the actual price, and install a much clearer pricing structure.” “I’d make organisational changes – cut the sales team, reduce the management team and make staff more available to actually talk to their customers.” “I’d look at how the business works and maybe start one myself.”

HOW HELPFUL IS YOUR MAIN DISTRIBUTION PARTNER? 3% 4% 14% 48%

31%

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Somewhat Somewhat Very Very Not Not sure Sure Not Not very Very Not Not at all

GOOD NEWS for tech and computing distributors – according to our survey the large majority of resellers (79 per cent) say their distributor is helpful. A third state their distributor is very helpful, while a half describe their supplier as ‘somewhat helpful’. Just seven per cent say they aren’t very helpful, while 14 per cent aren’t sure if they are supportive or not.

“Resellers state that reliable advice, trend tracking and speed of supply are all reasons they find distributors helpful.”

Several resellers state that reliable advice, trend tracking and speed of supply are all reasons they ﬁnd their distributors helpful. Credit facilities, support and product knowledge were also all mentioned as reasons. Target Components’ business advisor online forum was namedropped by a few resellers in particular.

PCR October 2014 | 37

DISTRIBUTION SPECIAL

HOW WE DID IT PCR contacted more than 100 UK tech retailers and resellers to take part in the survey anonymously. All questions were open-ended, except for ‘How helpful is your main distribution partner?’ where respondents were asked to rate their distributor on a scale of one to five, representing the following: Not at all, not very, not sure, somewhat or very.

WHAT WOULD YOU LIKE TO SEE MORE OF FROM DISTRIBUTORS? THE ANSWERS to this question are largely in line with what resellers told us in the other sections. Fairer pricing is top of their demands (23 per cent), while better stock availability (17 per cent) and communication (eight per cent) are the second and third most wanted. More than ﬁve per cent of resellers want distributors to improve their product knowledge and levels of service and support, as well as boost their marketing initiatives and offer more deals to customers. A handful of resellers say they want the option to deal with just one account manager, as opposed to having several separate contacts. One passionate retailer tells PCR: “All of the big distributors operate this way. Until recently I had more than one

38 | PCR October 2014

account manager at a big distributor, which made it difﬁcult for me to place a single order as I had to make several calls. I’m sure many others will have the same problem. I know other disties do it too – again I had to speciﬁcally request one account manager with them.” Other suggestions from resellers include increasing the speed of products to market, better employee retention, improved websites, more responsibility with returned stock, better credit terms, and two resellers simply ask for one thing – “honesty”.

23%

13% 8% 5%

17% 6% 6% 8%

7% 7%

Fairer pricing pricing Fairer Stock More stock Communication Better communication More deals Deals Marketing Knowledge Serviceand & Support Service support Fewer account account managers managers Fewer Nothing Nothing Other

“A handful of resellers say they want the option to deal with just one account manager.”

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Northamber is the longest established UK trade-only I.T Distributor delivering big brands. FLEXIBLE TRADE CREDIT

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DISTRIBUTION SPECIAL

Delivering

the goods The computing and tech distribution sector remains as competitive as ever, with plenty of suppliers providing varied promotions, portfolios and services to retain their customers. PCR takes a closer look at some of the disties supplying retailers... A ONE DISTRIBUTION A One Distribution says it’s the UK’s largest computer case and power supply distributor, with distribution on brands such as Aerocool, Antec, Seasonic, Gigabyte and more. Founded in 1990, A One is based in Bury, Manchester, in a 200-yearold textile mill with over 75,000 sq ft of on-site warehousing. “A One’s core strength is its experience with importing from the Far East, and work closely with factories on a variety of cases,

CENTERPRISE INTERNATIONAL

power supplies and components,” said the ﬁrm in a statement. Deals include the Aerocool GT-R Gaming case now £34 down from £38 and the Antec 520W Bronze Power Supply at £46.50 down from £52. www.aone.co.uk | 0161 763 3633

AVNET TECHNOLOGY SOLUTIONS As a global IT solutions distributor, Avnet Technology Solutions collaborates with its customers and suppliers to create and deliver services, software and hardware solutions. The group serves customers and suppliers in the Americas, Asia Paciﬁc, and Europe, Middle East and Africa. Avnet’s customers include independent software vendors (ISVs), consultancy service

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Toughbooks, while its component range includes graphics cards from KFA2, memory from GeIL and more. It also distributes products from Pioneer, Blancco, Plustek and more. www.centerprise.co.uk | 01256 378071

CMS DISTRIBUTION

organisations, direct mail retailers and more. Avnet says its ﬁnancial strength enables investment in shared growth opportunities for customers and suppliers. www.ats.avnet.com/uk | 01344 662 000

CMS Distribution was founded in 1988 and is an award-winning value-added distributor of hard drives, ﬂash storage, networking and other consumer electronic product categories. The company is privately owned and employs 215 people in the UK and Ireland. CMS represents over 60 manufacturers including Acronis, Crucial, LG, Samsung, SanDisk, Seagate, and serves more than 2,500 reseller and retail customers.

Frinos Constantinou, retail sales director for CMS, commented: “In a time of great change within CMS, we are excited to be able to work with all of our retail vendors.” www.cmsdistribution.com | 020 8960 6000

COMPUTERS UNLIMITED

CASEKING Caseking is a distributor of products for PC enthusiasts across Europe. Following the acquisition of etailer Overclockers UK in 2012, Caseking invested in a new logistics facility in Staffordshire, providing a central base to support the UK market. Caseking’s distribution arm supplies resellers with components and systems such as cases from BitFenix, Lian Li, NZXT and Silverstone, power supplies from Super Flower, plus new coolers

As well as being one of the better known IT providers in the UK, Centerprise also distributes a wide range of computer systems, components and laptops all backed by value-added services from hard drive encryption or data erasure to bespoke build-to-order PCs. Centerprise International is focused on the mobility and security end of the laptop market, in particular with Panasonic

from companies like Raijintek and Prolimatech. The company promises tradeonly prices, a dedicated account manager, ﬂexible payment options and credit accounts, plain label shipping for direct to the end customer, as well as exclusive brands. www.caseking.co.uk | 01782 444488

Computers Unlimited is a wellknown tech distributor focusing on the digital home and creative professionals. It was established in London in 1985 by current chairman and CEO James Sanson, and has developed into a panEuropean business, staffed by over 200 professionals, with an annual turnover in excess of £130 million. The ﬁrm opened a new UK distribution centre in Radlett, Hertfordshire, in 2006, and a

European distribution centre in Venlo, Netherlands, in 2013. Today it represents more than 100 vendors trading with 2,000 resellers and retailers throughout Europe. www.unlimited.com | 020 8358 5858

PCR October 2014 | 43

DISTRIBUTION SPECIAL

DYNAMODE

ENTATECH

The Dynamode group is a long established global company, with over 20 years experience in manufacturing and promoting a range of PC component, networking, communication equipment as well as digital lifestyle accessories. The company started its activity in April 1989 and has a Northamptonshire-based distribution and assembly facility. Dynamode and its parent company LMS Data distribute across the UK and the EU and assemble EcoNetCab professional data enclosures. They also have quality assurance facilities which Dynamode says allows for a fast

EntaTech is one of the UK’s leading privately owned IT distributors, with over 20 years industry experience. It currently offers over 8,500 products from 65 manufacturers and deals with trade-only customers, with brands such as AMD, Arctic, Intel, Microsoft, Nvidia and StarTech. EntaTech’s main product categories include components, networking, peripherals, retail, security, software and systems with products and solutions for home users to enterprise, public sector customers, and casual gamers to enthusiasts (PCR can also conﬁrm director/VP Jon Atherton is a dab hand at Counter Strike).

turnaround of stock, as well as product support with pre and posttechnical support offered within the UK. Dynamode promises to offer ‘extremely competitive’ pricing, spot deals and bundles, to listen to what its customers need and tailor its products to speciﬁc market sectors such as tablet, smartphone and legacy PC areas. www.dynamode.com | 0845 375 2023

EXERTIS

GROUP GEAR

Tech distributors Exertis Micro-P, Exertis Gem and Exertis MSE now all fall under a single Exertis banner. Established in 1983, Exertis today employs over 1,600 people worldwide. In its ﬁnancial year to March 31st 2013, Exertis had a turnover of £1.8 billion and grew by 17.9 per cent. The distributor regularly runs deals and promotions including those featured in PCR’s Distie Deals of the Week listed on pcr-online.biz, including the September Sizzler which featured two weeks of discounts from brands like Microsoft, Targus and Logitech. Exertis is part of DCC plc, a FTSE 250 company, specialising in

Group Gear started life as Cornbow Ofﬁce Products back in 1986 before supplying computer products in the ‘90s. Several name changes later, Group Gear was launched in May 2012 to reﬂect the broader tech market and the fact it doesn’t just supply computing goods. Today the company has three brands: Computer Gear which focuses on mice, keyboards, headsets, speakers and microphones, Case Gear which includes laptop and tablet cases, rucksacks, laptop sleeves, and tablet sleeves, and Connekt Gear, which specialises in a wide range of cables, adapters, networking solutions and connectivity devices.

international sales, marketing, distribution, as well as business support services. Exertis partners with 350 global technology brands and over 14,000 resellers, e-commerce operators and retailers across Europe. The distributor also offers services to its vendors and customers to help them meet their individual business objectives. www.exertis.com | 01279 822 822 | 01256 70 70 70

HAMA

INGRAM MICRO UK

Hama Ltd has been a consumer electronics accessory distributor in the UK since 1990. Today photo and video accessories no longer make up its sole business, instead the company has moved into new product ranges including computer accessories, CD storage, gaming and MP3 accessories. It acts as a UK distributor for product ranges including SanDisk cards and connectivity products, Raptor gaming accessories, Koss stereophones, Golla and Tuff-Luv portable electronic cases, Muse headphones, Zound Industries stereophones and more. Hama UK’s modern distribution centre is located in Amesbury,

Ingram Micro UK is a subsidiary of tech distributor and logistics giant Ingram Micro. UK operations have been established for more than 20 years having launched in 1991. The head ofﬁce is based in Milton Keynes, with ofﬁces also in Maidenhead (Ingram Micro Advanced Solutions and Data Capture/POS businesses) and a whopping 244,000 sq ft distribution centre in Crick, Northamptonshire. Ingram Micro UK supplies more than 10,000 resellers and works with leading IT vendors including Cisco, HP, Microsoft, Motorola and Nokia to name a few, with over 40,000 product lines complemented by value added services.

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Wiltshire, while its sales, administration and service centre is located within the company’s Basingstoke head ofﬁce. Hama also has a team of partners and various manufacturing facilities to help meet the needs of each individual customer, plus downloadable manuals about quick installation and the operation of Hama products is also available via the company’s site. uk.hama.com | 01256 374700

Each customer will also have a dedicated account manager so Enta is able to build a relationship and serve customers individually. Entaonline.com is Enta’s B2B online e-commerce facility that offers its customers a raft of tools and resources. Plus, communications provider Entanet was launched in1996 and supplies voice and data services to businesses. www.entatech.com | 0333 101 1000

The company name has been changed many other times, from Cornbow Ofﬁce Products, to just Cornbow in 1991. The company then decided to change it again to Cornbow Computer Gear in January 2004, a move made to protect the company brand. In January 2007 the company started trading as Computer Gear Limited, a further move to protect the product brand. www.groupgear.co.uk | 0121 503 0666

The UK trade-only IT distributor also employs over 400 associates and has designed new service offerings for resellers migrating toward cloud computing environments. As well as its core business, Ingram Micro UK focuses on its specialisations of Ingram Micro Advanced Solutions and Data Capture/POS businesses. uk.ingrammicro.com | 0871 973 3000

PCR October 2014 | 45

DISTRIBUTION SPECIAL

MENTOR DISTRIBUTION

MIDWICH

Since 1991, Mentor Distribution has been a trade-only distributor of IT and AV equipment. Plans to move to larger ofﬁces and warehousing in Henlow, Bedfordshire were completed in June 1999 and the change from Ltd to Plc took place three months before the move in March that year. Mentor is also an authorised distributor for top brands including NEC, Iiyama, Toshiba, Mitsubishi, Asus, Chief, 3M, PresTop, Humanscale and Lumio. Its current portfolio of products includes display screens, medical DICOM display products, 4K displays, CCTV monitors, touch screen monitors, privacy monitors,

Midwich is a trade-only distributor of technology solutions with more than 30 years of experience in the AV and IT channels. Distributing solutions in audiovisual, consumer electronics, print and imaging, Midwich’s associated companies employ more than 320 staff and serve more than 7,000 customers in the UK, Ireland, France, Germany, Australia and New Zealand. Midwich’s group of companies includes security specialists Midwich Security, pro audio specialists RW Salt, technical AV solutions specialists True Colours, residential custom installations experts MidwichHome,

hard glass monitors, projectors, servers, motherboards, monitor arms, mounting solutions and other interactive products. In recent years it has expanded into manufacturing its own touch screens and integrated privacy monitors. The company’s database also consists of nearly 14,000 trade accounts split by market sector, including system builders. www.mentor-distribution.com 01462 814000

NORTHAMBER

PXS DISTRIBUTION

Northamber is the longest established trade-only distributor of IT equipment in the UK. The distributor was set up in 1980 and is based in Chessington with a 100,000 sq ft warehouse. The company also has another warehouse located in Weybridge, which is over 80,000 sq ft. The supplier offers next-day delivery as standard, with timed delivery options available, as well as drop shipping direct to resellers’ customers under plain label. It offers ﬂexible trade credit accounts and cash with order accounts, with no surcharge on credit cards for orders placed via its website. Northamber also has a

PXS is a value added distribution company which specialises in taking key brands to market. It encompasses hardware and CE product distribution, software publishing, marketing, distribution and strategic planning across multiple territories and languages. The business is segmented into two divisions - retail and channel (Corporate Licensing). Its business has grown by 60 per cent year-onyear. Its vendor partners include software security brands Bitdefender, GData and Avast plus iSaw, Incomedia and IN1 among many others. PXS is now ﬁrmly entrenched within the UK retail and SMB reseller

fitted configuration centre to install software, configure servers and install standard images onto systems before shipping. It can also asset tag, pre-configure and custom build PCs and servers. The distributor houses various products from Acer, BullGuard, Cherry, Intel, Panda, SanDisk Sony, Symantec and more. www.northamber.com | 020 8296 7066

SCAN COMPUTERS

SIMMS INTERNATIONAL

Scan Computers International Ltd was founded by Shelley Raja in 1987 and is now a family run business employing over 150 members of staff at its main ofﬁce in Bolton. Scan supplies both consumers as well as the retail and etail markets. It builds and supplies high-performance systems, PC hardware and software and consumer electronics. Its products include CPUs, motherboards, memory, graphics cards, SSDs and software as well as its own 3XS systems. Scan also has its own retail showroom in Bolton. One Scan director currently serves as president on the Intel

Simms is a specialist memory distributor focusing on memory upgrades, encrypted USB drives, SSDs and a range of Flash cards. Since its beginnings in 1990, Simms has established itself as a trusted member of the IT market, forging relationships with top vendors and investing in quality programmes such as ISO9001 and Investors In People Gold. Based in Kent, the distributor has close ties with vendors such as Kingston, Blockmaster, Imation, Nifty and Safexs. The company focuses on these few vendors to help maintain its service and deliver tailored sales advice among its customers.

46 | PCR October 2014

Advisory Board, while Scan has also been certiﬁed as a Microsoft Silver Partner. The company offers its customers the option to track and trace their order via a dedicated web portal and get status updates via SMS text message. The team at Scan is also specialised in audio recording and mixing, video production, computer graphics and modelling as well as servers. www.scan.co.uk | 0871 472 4747

leisure and hospitality experts Owl Visual and integrated AV solution providers for residential, commercial and marine applications Invision Express. Resellers are also provided with credit facilities to help maintain their business. Midwich also houses a range of products from Canon, Dell, Hitachi, Intel, Samsung and many more. www.midwich.com | 01379 649200

sectors, shipping through trusted distribution partners into mainstream retail outlets and direct engagement with B2B resellers. Based in Manchester, PXS Distribution recently celebrated its tenth year in business. Email rob@ pxsdistribution.co.uk (pictured) for more info or deals throughout October, or call the number below. www.pxsdistribution.co.uk | 0844 879 4212

As well as this, Simms offers partner marketing programs for vendors and customers, plus promotions, incentives, POS, catalogues, direct mail and merchandise for both resellers and end-users. Customers can also receive ‘e-updates’ that feature new products, technologies, offers and services from the company’s range of vendors. www.simms.co.uk | 01622 852800

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I SUPER-SMOOTH AND STUTTER-FREE I NEW WAYS TO GAME

Learn more about GeForce GTX 900’s incredible new features @ www.VIP-Computers.com/GTX900 © 2014 NVIDIA Corporation. NVIDIA, the NVIDIA logo, GeForce, GTX, Maxwell, GameWorks, NVIDIA G-SYNC, NVIDIA GameStream, and SHIELD are trademarks and/or registered trademarks of NVIDIA Corporation. © 2014 The Witcher® is a trademark of CD PROJEKT S. A. The Witcher game © CD PROJEKT S. A. All rights reserved. The Witcher game is based on a novel of Andrzej Sapkowski.© 2014 Ubisoft Entertainment. Assassin’s Creed, The Crew logo, Ubisoft, and the Ubisoft logo are trademarks of Ubisoft Entertainment in the US and/or other countries. All rights reserved. All other trademarks and copyrights are the property of their respective owners.

Sales Hotline 0871 622 7500 www.vip-computers.com/uk

/vipcomputersuk @vipcomputersuk

PC Gaming & Hardware Distributor Award Winner 2014

DISTRIBUTION SPECIAL

SMITHIE UK

SPIRE TECHNOLOGY

Smithie UK operates in Basingstoke and has a 20,000 sq ft on-site warehouse, logistics, sales and RMA facility with nearly 25 employees. Smithie UK distributes a wide range of products including storage, security, gaming and peripherals, tablets and phones, optical drives, power supplies, LED lighting, speakers and more. MD Shane Hilden set up the business back in April 2003 after breaking away from his role as director of one of the largest IT providers in the UK. Today there are around 25 members of staff in Smithie’s close-knit team. Smithie UK customers beneﬁt from extended payment terms, 48-

Established in 1990, Spire Technology Ltd has seen steady growth in the ﬁeld of trade-only computer distribution. The ﬁrm says its unrivalled commitment to the UK IT channel and focus on its customers’ needs has made it one of the UK’s leading distributors of computer components, peripherals and consumer electronic products. Operating from a 28,000 sq ft premises in Verwood, Dorset, Spire employs over 40 members of staff within its sales team, purchasing, accounts and warehouse. Spire’s growing portfolio currently stands at more than 1,500 products from over 30 vendors

hour RMA response time, an individual client account manager across all SKUs, FOC sample service as well as a same-day delivery service within a 60-mile radius. It was only in 2009 that the company decided to take on LED technology, and now offers a wide range of LED products. The company works alongside brands such as Panasonic and Verbatim. www.smithieuk.com | 01256 844028

TARGET COMPONENTS

TECH DATA

Target’s expertise and primary focus has always been with independent computer retailers, VARs and small to medium sized system builders, etailers and resellers. It says it has never been reliant on a small number of huge accounts, instead its strength coming from the breadth of its customer base, its knowledge and understanding of the issues that affect the business. The ﬁrm provides a range of tools to help its customers generate more business, including an own branded customisable catalogue, custom e-commerce websites, point of sale ﬂyers, a professional quote builder, forums, ShopTalk business advice blogs and more.

Tech Data is one of the biggest distributors of IT, communications and consumer electronics products and services in the UK and Ireland. It offers customers support and more than 30,000 stock items for nextday delivery from over 150 manufacturers including Apple, HP, Samsung, Sony, WD, Microsoft, Cisco, McAfee, Ricoh, Symantec, StarTech and more. The ﬁrm supplies value add resellers (VARs), independent computer retailers, etailers, mobile phone dealers, electrical retailers and other third party businesses, whether they’re focused on the SMB, corporate, consumer or public sector markets.

Since launching in 1998, Target has grown its vendor portfolio and now supplies more than 10,000 products lines. It says it has the fastest RMA service in the market, with an average turnaround of less than two days and 60 per cent of all returns processed and completed on the same day. It also has a fulﬁlment rate above 99 per cent. www.targetcomponents.co.uk | 01977 739 300

VIP COMPUTERS

WESTCOAST

VIP says it is the UK’s largest independent distributor of PC components, gaming peripherals and IT products, and has been at the heart of the IT distribution channel for nearly 25 years. It was established in 1990 and operates from a 100,000 sq ft warehouse and is based in Warrington. From CPUs to motherboards, hard drives to memory and graphics cards to SSDs, VIP says its components portfolio is one of the strongest in the channel. Vendors include AMD, AOC, ASUS, BenQ, Creative, G.Skill, Intel, MSI, Microsoft, Seagate, Synology and VTX3D.

Westcoast distributes leading IT brands to a broad range of resellers, retailers and office product dealers. Its four core values are passion, flexibility, entrepreneurial flair and the personal touches it says it brings to everything it does. The company has also seen a sharp increase over the decade with yearly revenues of over £1 billion. Westcoast was founded in 1984 by chairman Joe Hemani. Now in its 30th year, the company remains privately owned, employing 1,200 people across four locations in the UK and Ireland. Westcoast’s key vendors include Microsoft, HP, Apple, Samsung and Toshiba, and the supplier has both

48 | PCR October 2014

VIP’s award-winning PC gaming portfolio also includes well-known brands including ASUS Republic of Gamers, Corsair, EVGA, Gigabyte, Gunnar, NVIDIA, Palit and Razer. VIP’s company motto is ‘Delivering Value in Distribution’, while each customer is also proﬁled to help VIP’s sales team work alongside them to help grow and maintain their business. www.vip-computers.co.uk | 0871 622 7500

including Asus, TP-Link, Kingston, Antec and BullGuard to name a few. “With this mix of quality, reliability and price, Spire Technology should be your one stop shop for all your IT needs,” said the ﬁrm in a statement. “You can contact the sales team at Spire Technology either by telephone or by visiting the recently improved website for all current offers and services.” www.spire.co.uk | 01202 828 444

Tech Data and its Collection of Specialists – including enterprise networking specialist Azlan, AV distribution specialist Maverick, Autodesk distribution partner Datech and smartphone and mobile division Tech Data Mobile – also provide sales and technical advice. Tech Data provides a range of services, including ﬁnancing and marketing support for customers. www.techdata.co.uk | 01256 788 000

major and smaller independent retail accounts. Westcoast sells to all types of customers including large corporate commercial resellers, High Street retailers as well as value-add system integrators. Launching in October is its new Accessorise with Westcoast brochure, showcasing over 1,200 products across 30 brands. www.westcoast.co.uk | 0118 912 6000

www.pcr-online.biz

October 17th 2014 O Home House, London W1H 6LW Sponsorship package We will be assembling the leading women in the UK tech industry in one room, as well as a host of other key channel GHFLVLRQ PDNHUV *HW \RXU EUDQG DQG PHVVDJLQJ LQ IURQW RI ULVLQJ VWDUV DQG LPSRUWDQW LQGXVWU\ Ă&#x20AC; JXUHV DOLNH DQG VKRZ support for this exciting new event celebrating the female role models in our world. The event is held at the elegant Home House, a private membersâ&#x20AC;&#x2122; club in Portman Square in the heart of London, occupying a terrace of Georgian townhouses with 18th Century architecture.

WHAT DO WE GET? BEFORE

ON THE DAY

AFTER

O Exclusive announcement story of your support for the PCR Woman of the Year event online O Opportunity to write a blog piece on PCR online O We will be pushing this event heavily in print, online and social media, in which we will include mentions of sponsors from when they sign up O Logo included in all house advertising

O Two event tickets O â&#x20AC;&#x153;in association with ..â&#x20AC;? branding on the event ticket, event signage and other associated materials O The option to provide marketing materials at our dedicated information stand. O Mentioned in the opening speech

O PCR will post a picture gallery after the event showcasing the day, including sponsor signage O The full guest list will be sent over to the sponsor after the lunch O An in-depth write up of the event will follow the event both in print and online, mentioning all the sponsors

Contact: jennie.lane@intentmedia.co.uk

Retail Only Price Watch

Comment Store of the Month Mystery Shopper Counter Insurgent

No Phones 4U IT HAS been somewhat of a disastrous year for mobile phone retailer Phones 4U. What started off as quite a positive 2014, with plans to expand its retail partnership with Samsung and open 15 new stores in Europe, quickly turned sour once Phones 4U ran in trouble following the Dixons/Carphone Warehouse merger. In August rumours suggested 160 Phones 4U concession stands in Currys stores would be shutting before May 2015, following the launch of the first Dixons Carphone concessions in, you guessed it, seven Currys & PC World stores. While the firm was said to be looking to open new stores to find roles for the 350 staff members working in the Currys concessions, Phones 4U was hit with another blow just a few weeks later, when Vodafone decided not to

With a host of new smartwatches launching this year and more due in 2015, PCR breaks down the important specs, pricing details and release dates for the latest wearable tech products on the market… APPLE WATCH Release date: Early 2015 Price: Starting from $349 (£213) Main specs: Built-in speaker and microphone, heart rate monitor, sketch feature, Activity app, Apple Pay, remote camera, sapphire display, wireless charging.

PEBBLE STEEL Release date: Out now Price: From £250 Main specs: Lithium-ion polymer battery, 5-7 days on single charge, water resistant, tri-colour status LED, fitness tracking, daylight readable display, customisable watchfaces, music control, works with iOS and Android.

SONY SMARTWATCH 3 Release date: TBC Price: From £180 Main specs: 4GB internal storage, Android Wear, 1.6-inch Transflective 320x320 display, compatible with Android 4.3 or higher, waterproof, 1.2GHz quad ARM A7 processor, 512MB of RAM.

ASUS ZENWATCH Release date: Q4 Price: £199 Main specs: Heart rate monitor, compatible with Android 4.3 or higher, remote camera, 1.63-inch 320x320 AMLOED display, Android Wear, 512MB of RAM, 4GB of internal storage, Bluetooth, Qualcomm Snapdragon 400 processor.

MOTOROLA MOTO 360 Release date: Available for pre-order now Price: From £200 Main specs: Wireless charging, 1.56-inch 320x290 screen, TI OMAP 3 processor, Android Wear, heart rate monitor, voice control, activity apps, Bluetooth, 4GB of internal storage, 512MB of RAM.

SAMSUNG GEAR S Release date: TBC Price: TBC Main specs: Built-in 3G, 2-inch curved Super AMOLED 360x480 screen, heart rate monitor, Tizen OS, 300mAh Liion battery, dual core 1.0GHz chipset, 512BM of RAM, 4GB internal storage, Wi-Fi, Bluetooth, USB.

“If the mobile network operators decline to supply with us, we do not have a business,” David Kassler, Phones 4U renew its contract with the retailer and apparently up its distribution with Dixons Carphone. EE also decided not to renew its contract and Phones 4U said it was ‘forced’ into administration. CEO David Kassler commented: “If the mobile network operators decline to supply us, we do not have a business.” Way back in 2008, Planet Retail analyst Greg Hodge warned that Phones 4U had to move into the wider consumer electronics market or risk struggling. While the retailer lasted for a further six years, maybe there is a lesson to learn here. As a business, it’s always worth considering broadening your horizons. Laura Barnes laura.barnes@intentmedia.co.uk

PCR takes soundings from its Retail Advisory Board on the biggest issues in the industry. The current members are: RETAIL ADVISORY BOARD

Craig Hume, Utopia Computers

Jason Eccles, SimplyFixIT

Phil Browes, HMV

www.pcr-online.biz

Lorelei Gibb, Dolphin Upgrades

Phylip Morgan, Network Group

Mike Barron, Synaxon

Vaughan Shayler, CompTIA

Iain Shaw, Brigantia

Juliet Ward, Argos

Duncan Rutherford, Dabs.com

Gavin Holder, GHI Computers

Steve Ling, Overclockers UK

Chris Innes, Micro Plus

Jonpaul Warren, Ebuyer

James Gorbold, Scan Computers

Tim LeRoy, Novatech

John Church, Shop Direct

Dean Kramer, Dixons

Will Fletcher, Toys “R” Us

CK, YoYoTech

David Chorlton, Maplin

Jat Mann, PC Pal

William Jones, John Lewis

PCR October 2014 | 51

Cherry Professionals

www.cherry.co.uk

BIRTH OF A NEW

GENERATION

Products shown: MW-2100 (left) & MW-2300 (right)

MW-2100 & MW2300 - WIRELESS MICE FROM CHERRY

Go Green! The new MW-2100 and MW-2300 wireless mice from Cherry Time to go green. Offering increased performance, with switchable 1000/1500/2000dpi infra-red sensors, nano receiver, 10m interference free range and a soft-touch finish, these new additions to the range are also low on power consumption. The MW-2100’s single AA will last for up to 18mohtns between changes, whilst its sister product, the MW-2300’s twin AA power lasts for up to 3 years. So, go Green with Cherry’s new mice range today.

Available from:

Become a partner: www.cherry-partners.co.uk

STORE OF THE MONTH

FACT FILE Year established: 2005 Number of outlets: 3 Number of staff: 8 Address: 992 Argyle Street, Glasgow, G3 8LU Telephone: 01412 432253

Profile: Speedy PCs

Email: info@speedypcs.com Website: www.speedypcs.com

Laura Barnes sits down with Speedy PCs’ technical director, Azeem Anwar, to find out if wearable tech will have an impact on the business and how they help customers who are worried about data security… How and when did the company begin? After I graduated in Computing Science BSc I decided that I wanted to open my own business. After searching around for a location, I secured a store in Finnieston, Glasgow. Eight years later we are still here and have since opened two more branches in Glasgow. What products and services do you offer? The main products we offer are desktop parts, consumables and cabling. As well as this, we stock various laptop accessories such as chargers. Recently we have introduced mobile phone accessories too. Our main income, however, is from laptop and desktop servicing. We repair Windows

and Mac products as well as gaming consoles. How helpful do you find distributors? What would you change about them if you could? I feel distributors are doing a tremendous job in an everchanging technology environment. If I could change anything it would be that there would be some more mobile phone accessory parts on offer along with subsequent support. What do you think of educational products like the Raspberry Pi? Would you consider stocking it? We would love to stock the Raspberry Pi, but unfortunately we have not been able to source the product at a competitive price point.

How important is an online presence to your business? Primarily we use our website to advertise our services, although we are intending to set up an online shop soon. We plan to make our website so that customers can book in

“Repairing wearable tech devices is something we are keen to look into.”

Do you use third-party marketplaces? In our business we end up with a lot of laptop spares and repairs, so we are currently developing a customised system that will list these items as individual parts on eBay, which can be sychronised to our website. We think this will be a great step forward for us.

Azeem Anwar, Speedy PCs

Would you ever consider accepting virtual currency? At present we have no intention to do so. However, if there is enough demand for it we will need to re-evaluate our stance.

a service online and then drop off the machine in-store. They will then be able to track the progress of the repair online.

How about wearable tech? Is it worth selling/repairing? The problem with wearable tech is that I doubt we would be price competitive on sales.

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However, repairing these devices is an aspect we are keen to look in to. What new types of products are you looking forward to seeing in particular? Personally, wearable technology, like smart watches, is something I am keen to try out. I am also very much looking forward to the upcoming Oculus Rift virtual reality headset. What do you have planned over the next year? We are looking to expand our online service by implementing our new CRM system, and we are also looking to start selling spares and repairs online. Further to this, we may be looking at opening up another branch.

Delivering Value in Distribution Sales Hotline 0871 622 7500 www.vip-computers.com/uk © Copyright VIP Computer Centre Limited. 2014. Information correct at time of publication E&OE.

MYSTERY SHOPPER

Westfield Stratford City This month our Mystery Shopper visits London’s Westfield Stratford City shopping centre in search of a portable Apple device for use at work and home. Armed with a budget of £1,000, here’s how they got on…

9/10 GAME

APPLE WHAT BETTER way to start a mystery shop for an Apple device than in an Apple Store. The place was heaving. It was a bit of a free-for-all to actually get to the handful of products that were scattered over the large wooden tables, which give Apple stores their signature look. In some cases it looked like customers were queueing up to have a go on devices. I wandered over to the MacBook section and waited patiently for a go on the laptops. While I was there, a staff member approached 54 | PCR October 2014

3/10

me, asking if she could help with anything. She asked me a lot of questions about the kind of programs I will be using and how portable I needed the device to be. She then suggested either the MacBook Pro, starting at £899, or the MacBook Air, starting at £849. After pointing out the different advantages of each device, the assistant showed me some software that comes pre-installed which could help keep the machine running faster if I chose the Air.

AFTER spending some time wandering around the Game store I couldn’t see any Apple products or anyone to help me in my quest. The store was very neat and tidy, but also incredibly quiet, which was odd considering it was slap bang in the middle of a bustling shopping centre. After wandering around and wondering where all the shop assistants were hiding, one eventually approached me. After explaining that I was after a portable Apple device for work and home

use, she informed me that they only sold iPads and they were all pre-owned. She pointed to a glass cabinet housing five of them, ranging from £200 to £400. While the assistant was trying to help, she didn’t offer too much in the way of advice, giving me some very basic spec info and implying that she wasn’t really sure if an iPad would be right for what I wanted it for. I was then left alone to contemplate the decision myself while all the store staff seemed to disappear again. www.pcr-online.biz

MYSTERY SHOPPER

2/10 PHONES 4U I WAS approached almost before I managed to get my whole body through the door of Westfield Stratford City’s Phones 4U store. As soon as the words ‘Apple’, ‘iPad’ and ‘MacBook’ left my mouth the assistant swiftly told me that they did not stock any of “those kinds of products”. Althought I understand that they are a dedicated phone shop, I noticed some laptops on display and so decided to tell the assistant why I was after such a product anyway, in the hope

STAR STORE

7/10 JOHN LEWIS THE JOHN Lewis store at Westfield Stratford City is a very big one, which made it a little disappointing when I saw the relatively small array of Apple products on display. But what the store lacked in its display, it made up for in its knowledge. A very friendly guy taught me all about the differences between dual-core and quadcore processors, and what kind of applications would work best on each device. He asked plenty of questions and also informed www.pcr-online.biz

10/10 CURRYS & PC WORLD

me of a limited edition three-year guarantee that was ending in a couple of week’s time, but he was not pushy and left me to play around on the machines while I made my decision, telling me to let him know if I needed any more help. Whilst I spent some time testing out what was on offer, I noticed that I was being followed by a security guard, which made me feel a little self conscious and he gave me the impression that he wanted me to hurry up and leave the store.

MUCH LIKE the Apple store, Currys & PC World was packed full of customers, and more importantly, lots of staff members who appeared to be eager to catch my eye so they could offer to help. After discussing my needs with one assistant I was passed on to another. The second man was incredibly enthusiastic and really knew what he was talking about. He showed me some Windows laptops so I could have the chance to compare them with Apple ones. “Buying a decent laptop is a big decision so you

should really look at all the options first, even if I personally think that Macs are better,” he told me. After showing me an HP Pavilion laptop for £399, he went through all the specs and features of the MacBook Pro and Air, priced at £849. He told me that because it was such a big decision, I should go home and sleep on it and come back another day to buy. I realise this is a good sales tactic, but I was so impressed that I even considered the possibility of actually buying one.

that he might try to suggest some alternative brands. Instead, I was just told: “Currys & PC World will be your best bet.” And that was that. I pivoted on the spot, still halfway in the doorway, and swanned off to the next store. I will say that, from the small glimpse that I got, the store was incredibly shiny and attractive, with lots of products on display. It is just a shame that I was shooed off before I had the chance to properly look at what they had to offer.

SUMMARY OVERALL, this Mystery Shop has very mixed results. I assumed, because I was open to looking at different MacBooks and even iPads, that I would find stores trying to recommend lots of different products, and even try to convince me that I should consider other nonApple products. However, this was not the case. Obviously Apple couldn’t show me any other brands, but I was surprised to see that Currys & PC World were the only ones who felt the need to compare Windows and Mac with me. I was even more surprised at the way GAME and Phones 4U didn’t attempt to dig a little further into my request to see if there was any other products they could tempt me with. Although Apple and John Lewis both offered a lot of advice on different devices and both had friendly sales assistants, Currys & PC World’s enthusiasm and knowledge really stood out. The assistant spent a lot of time going through specs and features and really made me feel like he was trying to find the right device for my needs.

PCR October 2014 | 55

COUNTER INSURGENT

DISTIES DESERVE PRAISE FOR TOP CUSTOMER SERVICE This month our Counter Insurgent shares the love for suppliers, congratulates disties for their customer service and recalls a particular problem where a distributor stepped in to save the day… I HAVE known good and bad distributors over the past few years - from those who just want the custom to those who seem to genuinely care and want to help. Some distributors go out of their way, whatever the problem, and that is so important. We have all had times when things go wrong (usually all at once), but a distributor with top notch customer support makes life much easier. My first choice distributor has help forums and even access to a free business advisor who will help you grow your business.

I once had a problem where I was waiting on a large order which I needed for a customer the next working day, but the courier had lost the parcels. I called customer services and they replicated the exact same order – and made sure a duplicate set went out on time for me. The other order eventually turned up and my distributor was happy to pay me to send it back by return carriage. Now that is customer service to me: a distributor that wants your business to work because ultimately without the people they supply,

they would not exist in the first place. I know what a headache these situations can cause and ultimately the knock-on effect can just keep rippling, but some quick thinking and a little helpful service can put an end to all the pain. So credit where it’s due – thank you Target Components. Now, service like this can cause problems for the distributor of course, knowing they will have to deal with the returns and even double credit lines just to cover it. But it’s this type of clever service that makes you remember them.

We all know that one distributor doesn’t stock everything, so we may have to use other distributors that aren’t our first choice. That said, sometimes you make compromises and order slightly different stock, or compromise on price just to get the level of service that you have grown used to.

I want to say well done to all of the distributors out there with similar models and great customer service – it’s not always about the size of your company or the stock you hold which will help keep customers. If you get the customer service right, your customers will go out of their way to shop with you.

Got a gripe you’d like to share with the industry? Contact Laura.Barnes@intentmedia.co.uk

SYNAXON MEMBER PROFILE

Q&A: 46RMM Andy Marston, owner and MD of IT support and disaster recovery firm 46RMM, tells us how the rise in mobile platforms is changing business and how more firms are now reinvesting in IT… What does 46RMM actually stand for? 46RMM was established in 2012 to concentrate on the remote monitoring and management aspect of the IT industry. 46… because that’s how old I was when the company started… and RMM because our main target is Remote Monitoring and Management. What products and services do you offer? 46RMM is primarily an outsourced IT management company, concentrating in supporting small, micro and start-up businesses. Our main services include IT support, managed backup, disaster

56 | PCR October 2014

recovery, managed anti-virus and anti-spam. What do you have planned over the next few years? With the ever increasing move to mobile platforms, we aim to underpin the technology by providing more services based around the mobile arena, such as Mobile Device Management and Mobile Device Security. We currently work with both GFI and Absolute to provide this range of services. What are the benefits of working with an organisation like Synaxon? The annual conference and a chance to get Keith White to buy us a beer!

“As the economy recovers, we are seeing more businesses start to reinvest in their IT infrastructure and services.” Andy Marston, 46RMM

In addition to the Egis Procurement Platform, the main benefit that we receive is the ability to connect to both distributors and vendors alike. Having a personal relationship with vendors and distributors sets us apart from the rest of the field. We are currently looking at further products from Synaxon to support our business. The next big thing for us is a webbased store front. How has business been for 46RMM this year? 2014 has been a good year so far. As the economy recovers,

we are seeing more and more businesses start to reinvest in their IT infrastructure and services. As such, we have increased our customer base and taken on extra staff. What’s the best thing about what you do? Ensuring that our customers always have a first class service, and seeing their business become more structured and effective through the use of IT. Contact: andy@46rmm.com www.46rmm.com

www.pcr-online.biz

SECTOR GUIDE

iPad and iPhone accessories With Apple products constantly evolving, there are now even more additional peripherals retailers should be aware of stocking. Jade Burke and Laura Barnes look at the latest chargers, cables and more for iPads and iPhones…

VERSAVU IPAD AIR ROTATING STAND CASE

STM BAGS DUX

ZALMAN POWER BANK PORTABLE BATTERY

JADECO THE FILAN BATTERY SLEEVE

Distributor: Exertis

Distributor: Computers Unlimited

Distributor: VIP Computers

Distributor: Focus Multimedia

This case allows users to choose from a landscape or portrait view thanks to the 360-degree rotating axis. It features a hard shell back that securely clicks onto an iPad, providing the back and sides with a protective covering.

This iPad case comes with a clear back, which can allow users to customise their device. It features a patented magnetic closure, reinforced corners and a back panel which will help to protect an iPad.

This charger contains a Samsung lithium-ion battery with a range of capacity cells of up to 11200mAh. The battery also uses an LED lighting display; it can be recharged up to 500 times and can charge two devices at once.

This lightweight bag contains a hidden rechargeable 5200mAh battery, which has enough power to charge most smartphones and mini-tablets. It is also available in black, cherry and navy and features a range of additional pockets.

Specs: Durable case, 360-degree rotation, optional hands free stand, available in black.

Specs: Water resistant, rubberised bracket, available for iPad Mini, Mini Retina, auto on/off.

Specs: Max output 2A, LED lighting, compact, up to 11200mAh.

Specs: Hidden rechargeable 5200mAh battery, scratch-resistant leather material, available in a choice of colours.

SRP: £44.99

SRP: From £44.95

SRP: From £20.99

SRP: £100

DISGO PORTABLE POWER BANKS

VERSAVU SLIM ROTATING STAND CASE

POWERCOOL 12W DUAL USB CAR ADAPTER

STM BAGS LINK

Distributor: CMS

Distributor: Exertis

Distributor: A One Distribution

Distributor: Computers Unlimited

These compact portable mobile banks come in both 6600mAh, 1800mAh and 4400mAh battery powers and have a 5V/1A output, making them suitable for portable electronic devices. An LED battery-level indicator is also included.

The ultra slim rotation case with auto sleep/wake protects an iPad mini whilst also allowing users to rotate it 360 degrees. It also features a secure cover closure and interior lining for added screen protection.

The USB socket can be used to charge any accessory using a DC 5Volt, such as an iPad, iPhone or iPod. It has a max input of 1.5A and max output of 2.4A with a max power wattage of 12. The case is fire proof and comes in black.

The Link has been designed to carry any tablet 10 inches in size, with room for any additional items due to its various pockets. It also features a magnetic closure drop pocket for easy access to items inside.

Specs: 6600mAh, 1800mAh, 4400mAh, 5V/1A output, LED battery light indicator, USB charging cable included.

Specs: Hands free option, 360-degree rotation, protective covering, auto wake/sleep.

Specs: 12W, max input 1.5A, max output 2.14A, fire proof.

Specs: Holds 10-inch sized tablets, additional pockets, adjustable shoulder strap, magnetic closure.

SRP: Prices starting from £10

SRP: £34.99

SRP: £2.25 excluding VAT

SRP: £39.95

www.pcr-online.biz

PCR October 2014 | 59

SECTOR GUIDE

SPEEDLINK QUILL ULTRA TOUCHSCREEN PEN

PLATONICS BACKBEAT PRO 200355-05

YE!! ENERGY POCKET

TRUST ELIGA FOLIO STAND FOR IPAD

Distributor: Meroncourt

Distributor: Exertis

Distributor: Peak Development

Distributor: Entatech

This pen has been designed to limit fingerprints on tablets or smartphones, while the rubber grip allows users to hold on and tap the screen easily thanks to its accuracy. It weighs 5g.

This headset provides users with up to 24 hours of wireless streaming and 21 days of standby power. It also features the OpenMic, which enables users to hear their surroundings without the need to remove the headset.

This portable power bank has an integrated Apple Lightning Cable for charging, made specifically for the iPhone, iPod and iPad. It is available in either 3000mAh or 6000mAh and in a choice of seven colours.

This case features a built-in viewing stand that helps to prop up the iPad so users can view the screen from multiple angles. It includes a soft inner lining as well as a magnetic closure to help keep the tablet securely in place.

Specs: Non-slip design, weighs 5g, easy gliding rubberised grip, compatible with iPhones and iPads.

Specs: 21 days of standby power, OpenMic feature, audio battery alerts, noise-cancelling headphones.

Specs: 3000mAh or 6000mAh power versions, ‘shake to check’ battery status, compatible with iPhone, iPod and iPad.

Specs: Magnetic closure, auto on/off, holes for camera and buttons, multiple viewing angles, soft inner lining.

SRP: £6.99

SRP: £208.33

SRP: £54.99

SRP: £24.95

A-SOLAR XTORM POWER PACK FOR IPHONE 5/5S/5C

SENNHEISER SPEAKERPHONE SERIES SP

KINGSTON MOBILELITE WIRELESS GENERATION

SANDBERG USB IPHONE/ IPOD/IPAD SYNC/CHARGE

Distributor: Meroncourt

Distributors: Westcoast, Tech Data

Distributor: Simms International

Distributor: Entatech

This case for an iPhone 5/5S/5C securely fits around the model, providing it with enough power to make calls or compose emails. The 2300mAh battery hidden within the case charges devices within two and a half hours.

The Sennheiser series provides every user with ‘plug in and talk’, with the ability to connect to a PC with a 3.5mm jack plug. Each headset also incorporates Sennheiser’s high definition sound quality clarity.

The MobileLite allows users to add storage while freeing up your mobile device, by letting you offload content to a Flash card or USB drive. It also has its own Wi-Fi 802.11 network signal and works as a charger.

This USB cable allows iPads, iPhones and iPods to sync with a computer as well as having the ability to charge each device. It is available in white and the connector is a USB Type A with a USB A to 1x30 Pin IPOD.

Specs: Made for iPhone 5/5S/5C, protective case and backup power, 2300mAh storage, Li-on battery.

Specs: Compatible with PCs, provides echo cancellation, voice clarity, allows users to listen to audio between calls.

Specs: 171g, reads SD, SDHC, SDXC AMD micro SD/SDHC/SDXC, rechargeable 4640mAh battery.

Specs: Charge and sync cable, compatible with an iPad, iPod and iPhone, USB Type A.

SRP: £59.99

SRP: From £135

SRP: £42

SRP: £4.99

CONTACT

60 | PCR October 2014

A One Distribution...... 0161 763 3633

Exertis.01256 707 070/01279 822 822

Computers Unlimited.02083 58 58 58

Focus multimedia ....... 01889 571 207

CMS .............................. 020 8805 2999

Meroncourt ................. 01462 680 060

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

Simms International ....01622 852800

Tech Data......................01256 788 000 VIP Computers ........... 0871 622 7500 Westcoast.....................0118 912 6000

www.pcr-online.biz

SPEAKERPHONE SERIES

Sennheiser Speakerphone Series for business professionals The Sennheiser SP 20 ML is a compact, portable speakerphone optimised for Microsoft Lync, supporting both personal and small group conferencing needs. • Set up a conference call at a moment’s notice with plug and play simplicity • Connects directly to a PC, mobile phone or tablet • Sennheiser HD premium voice clarity for the best sound experience for both speaker and listener • Dedicated music setting – hear your music or play videos with Sennheiser HD Sound quality Experience Sennheiser Speakerphone Series www.sennheiser.com/speakerphone enquiries@sennheiser.co.uk 01628 402 272

SP 20 ML

SECTOR GUIDE

Macs and accessories With a variety of mice, keyboards and cables for Macs on the market, it can be hard to pinpoint which products are best. Jade Burke and Laura Barnes check out a selection of the latest Macs and their accessories...

INITIAL FOR MAC CORDED KEYBOARD

APPLE MAGIC MOUSE MB829Z/A

KBD-BT-S BLUETOOTH WIRELESS KEYBOARD

NIFTY MINIDRIVE

Distributor: Entatech

Distributor: Westcoast

Distributor: Dynamode UK

Distributor: Simms International

This white keyboard is water resistant, so the keys continue to work even if liquid is spilled. Plug and Play is also included and each individual key has a lifecycle of 10 million.

The top shell of the Magic Mouse allows users to scroll through images and documents easily. It also works wirelessly through a Bluetooth connection.

Using Bluetooth wireless technology, this keyboard is able to connect to a Mac or any other devices using a Bluetooth connection. It includes extra application keys for Apple devices and a reduced size for maximum portability.

The Nifty MiniDrive series features the Air Silver for MacBook Air, the Pro Silver for MacBook Pro and the Retina 13 for MacBook Retina 13. Each fits into the MacBook’s SD card slot and allows users to upgrade to 64GB of extra space.

Specs: 610g, 109 keys, 10 million keystrokes, compatible with Mac OS X Version 10.410 or newer.

Specs: Wireless Bluetooth connection, compatible with Mac and MacBook Pro, Multi-Touch technology.

Specs: 78 keys, powered by 2x AAA batteries, 10 metre wireless range, brightness and volume keys.

Specs: Waterproof, shockproof, 64GB of added storage, Plug and Play.

SRP: £30

SRP: £59

SRP: £TBC

SRP: £29.95

APPLE WIRELESS KEYBOARD MC184B/B

LMK – 363 OPTICAL WIRELESS MOUSE KIT

APPLE THUNDERBOLDT DISPLAY MC914B/B

MANHATTAN WIDESCREEN HD WEBCAM

Distributor: Westcoast

Distributor: Dynamode UK

Distributor: Westcoast

Distributor: Meroncourt

This wireless keyboard can be used within 30 feet of a Mac or iPad and the function keys will also allow one-touch access to a variety of Mac features, including screen brightness, volume, mission control and Launchpad.

Users can take advantage of this wireless mouse by connecting the supplied USB wireless module into any USB port on a Mac. The mouse works instantly when connected, without the need for any software installations.

With built-in Thunderbolt technology, users can move data between devices and their computer, thanks to the two channels of 10-Gbps throughput in both directions.

This webcam includes a 21MP lens that helps to capture clear images and videos in widescreen HD resolution up to 720p. It has been designed to provide instant messaging, VoIP, photos and videos.

Specs: Compact design, 30 feet wireless range, aluminium, function keys with one-touch access.

Specs: 2.4Ghz RF wireless signal, Plug and Play, 1000DPI setting.

Specs: 2560x1440 LED-backlit display, 16.7 million colours, integrated speakers.

Specs: Plug and Play installation, 4x digital zoom, 21MP image resolution, built-in microphone, widescreen HD.

SRP: £59

SRP: £TBC

SRP: £899

SRP: £24.99

62 | PCR October 2014

www.pcr-online.biz

SECTOR GUIDE

APPLE MACBOOK AIR

KENSIGNTON SAFEDOCK FOR MACBOOK AIR

ENERPLEX JUMPR SLATE 5K-L

MANHATTAN VIVA WIRELESS MOUSE

Distributors: Ingram Micro, Westcoast

Distributor: Westcoast

Distributor: Peak Development

Distributor: Meroncourt

With a battery lasting up to nine hours on a single charge, the 11-inch Macbook Air comes with fourthgeneration Intel Core processors and Intel HD Graphics 5000. It measures 1.7cm thin and weighs 1.08kg.

The security dock has been designed specifically for the 11.6-inch MacBook Air. The Safedock can attach a MacBook to any surface to help prevent theft, thanks to the included Kensington ClickSafe lock.

The Jumpr Slate is a slim battery that packs a 5100mAh power bank, making it suitable for those on the go. It has been designed to sit easily in a pocket or binder, while the rubberised design helps to keep it protected.

This wireless mouse uses Bluetooth technology for easy installation and operation. The top-mount button instantly shifts resolution from 1000/1500/2000 DPI to suit a range of applications.

Specs: 128GB or 256GB storage, 4GB of 1600MHz LPDDR3 onboard memory, 720p HD camera, Wi-Fi, Bluetooth.

Specs: Adjustable tilt stand, Kensington SafeDock Security Dock & Keyed Lock.

Specs: 5100 mAh portable power bank, tethered Apple Lightening cable, rubberised design.

Specs: Wireless range of up to 10-meters, Plug and Play installation, up to 2000DPI, optical sensor.

SRP: From £749

SRP: £99.99

SRP: £49.99

SRP: £17.49

USB 2.0 FAST ETHERNET ADAPTER

APPLE MACBOOK PRO RETINA DISPLAY

MANHATTAN STEALTH TOUCH WIRELESS MOUSE

AC450 WI-FI USB ADAPTER-11AC

Distributor: Exertis

Distributors: Ingram Micro, Westcoast

Distributor: Meroncourt

Distributor: Exertis

The Edimax is a compact USB Fast Ethernet adapter for a MacBook Air with no Ethernet ports. It works as a replacement network adapter and can add Ethernet connectivity to any computer.

The MacBook Pro features a Retina Display that has over four million pixels. With fourth generation dual-core and quad-core Intel processors plus Thunderbolt 2 technology, the Pro can perform at fast speeds.

With touch technology, this mouse has no buttons or a scroll wheel. The touch-sensitive surface recognises a range of pre-programmed fingertip movements so users can still scroll, click and access documents.

This adapter instantly upgrades MacBooks with faster speeds, while its nano size helps to conceal it. It features next generation 802.11ac wireless connectivity, delivering Wi-Fi speeds of up to 433Mbps at 5GHz.

Specs: USB 2.0 port, compatible with Windows 8, Mac OS X, no external power adapter required.

Specs: Retina display, over four million pixels, OS X operating System, quadcore and dual-core Intel processors.

Specs: Buttonless design, laser sensor, 1200DPI, wireless range of up to 10 metres.

Specs: Next generation 802.11ac wireless connectivity, 3g, 433Mbps Wi-Fi speed, compact design.

SRP: TBA

SRP: From £999

SRP: £22.99

SRP: TBA

CONTACT

www.pcr-online.biz

Dynamode: .................. 0845 375 2023

Exertis (Harlow):...........01279 822 822

Peak Development: .....01489 796979

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

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

Simms International: ...01622 852800

Exertis (Basingstoke):..01256 707 070

Meroncourt: ................ 01462 680 060

Westcoast: ................... 0118 912 6000

PCR October 2014 | 63

Not just for today’s revenue share. For life.

At BullGuard, we appreciate that to enjoy a long-term partnership and commitment from you, means commitment from us. That’s why we have worked hard to ensure you don’t just beneﬁt each time you sell our product, but enjoy a further revenue share every time your customers renew including any additional purchase from the BullGuard webshop. What’s more, our industry-leading, easy-to-use security products and free technical and sales support makes BullGuard easy to recommend and easy to sell for you. For ongoing revenue share and a long-term advantage. BullGuard Advantage.

SECTOR GUIDE

Security Software With contactless payments and social media becoming more popular online, the need to protect your computer and mobile devices from viruses and attacks is now more important than ever. Laura Barnes rounds up the latest software…

MCAFEE INTERNET SECURITY 2015

BULLGUARD INTERNET SECURITY

PANDA GLOBAL PROTECTION 2015

Distributor: Exertis

Distributors: Exertis, Spire Technology, Target Components

Distributor: Entatech

McAfee Internet Security from Intel Security provides essential protection for your PC. It is designed for families in need of virus protection and parental controls, and can monitor your home Wi-Fi network even when you’re not home. Users are able to securely destroy sensitive electronic files and can set time limits on internet usage, as well as restrict access to sites.

BullGuard Internet Security comes with 5GB of advanced backup to keep your photos, music and data safe. The software comes with an all-new user interface, with all key tools accessible with one click. Before installation begins, the software scans a system for potential threats and eliminates any detected malware to ensure a system is clean. When installed, BullGuard Internet Security regularly scans a system and performs automatic maintenance tasks such as vulnerability detection quietly in the background.

This software protects all your data regardless of the device or operating system that you use. Panda Global Protection 2015 protects your family from inappropriate content and can shield your documents and confidential data from hackers. Other features include a new web filter for safe browsing, a firewall to block intruders, and the ability to vaccinate your USB flash drives against infection.

SRP: £49.99

SRP: £49.95

SRP: £62.99

KASPESKY INTERNET SECURITY MULTI-DEVICE 2015

BULLGUARD IDENTITY PROTECTION

NORTON 360 MULTI-DEVICE

Distributor: Exertis

Distributors: Exertis, Spire Technology, Target Components

Distributors: Exertis, Tech Data, Ingram Micro

Kaspersky offers one security solution to protect your PC, Mac, Android smartphone and tablet with Internet Security Multi-Device 2015. Users can mix-and-match security to fit any combination of devices and get real-time protection against all new and emerging internet threats. The software includes anti-theft/loss protection for your Android devices and also helps you bank, shop and pay online safely.

Working with any existing internet security suite, BullGuard Identity Protection continually monitors the web and the ‘dark web’, where personal data is traded and private information is accessed by third parties. Malicious or inappropriate content is clearly flagged for users to act against if necessary. Users can select the personal details they want to protect, such as credit card numbers, bank account data, phone numbers, usernames and passwords.

The multi-protection from Norton covers all devices including PCs, iPhones, Macs, smartphones and tablets. It also scans users’ Facebook feeds for URLs containing security threats, and remembers and secures passwords so they can’t be lost or stolen. Anti-phishing technology is also included which blocks fraudulent phishing sites set up to steal your personal information.

SRP: £49.98

SRP: £34.95

SRP: £71.48

www.pcr-online.biz

PCR October 2014 | 65

SECTOR GUIDE

MCAFEE TOTAL PROTECTION 2015

MCAFEE LIVESAFE

SYMANTEC OEM BACKUP EXEC SMALL BUSINESS EDITION 2014

Distributor: Exertis

Distributor: Northamber

Users can get real-time web protection with McAfee Total Protection 2015. The software protects users from viruses and malware and includes spam filters, firewall, parental control and file encryption. It can filter out dangerous emails and block inappropriate sites with age-based rules and adjustable categories. Total Protection also comes with a URL shortener to let users share news safely on Twitter.

McAfee LiveSafe protects your data and identity on all your devices, enabling you to guard all PCs, Macs, smartphones, and tablets against viruses and online threats with one subscription. The software can be used to locate lost mobile devices and comes with a password manager, allowing you to create unique and complex passwords for all your accounts. It also comes with 1GB of secure cloud storage that uses your voice and face for authentication.

The Business Edition offers complete data protection that is set up in three steps in less than 10 minutes, helping to keep businesses secure. The package includes a total solution for data backup, system restoration and disaster recovery. It also features disk space of up to 1.75GB and 512MB of RAM. The software can be used on both Windows 7, Vista and XP Pro PCs.

SRP: £59.99

SRP: £84.95

SRP: £399

SWIVEL SECURE SWIVEL AUTHENTICATION PLATFORM

NORTON INTERNET SECURITY

BULLGUARD PREMIUM PROTECTION

Distributors: Axial Systems Limited, Sapphire

Distributors: Exertis, Tech Data, Ingram Micro

Distributors: Exertis, Spire Technology, Target Components

Swivel is a flexible authentication platform that allows companies to take control of their network access gateways by allowing users to control the authentication process. Designed as an alternative to usernames and passwords, this security software can be tailored to meet the needs of a company’s requirements and can be configured for use on a range of devices.

This software works to protect PCs from viruses, spam, identity theft and social media dangers. It also restores lost PC horsepower and boosts its performance, as the application Defrag fixes common problems that can rob a computer of speed. The software also provides automatic silent updates, keeping users ahead of any threats. Free 24/7 support is also included.

BullGuard Premium Protection features Identity Protection and Social Media Protection. It adds a layer of defence when browsing the internet and when entering personal information, to help users stay one step ahead of scams, financial fraud and identity theft. The software runs quietly in the background and notifies users via email and text alerts if personal information about them has been compromised, along with advice on what to do next.

SRP: £9,900 for a 500 user licence

SRP: £51.05

SRP: £69.95

CONTACT

66 | PCR October 2014

Axial Systems Limited..01628 418 000

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

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

Northamber................. 020 8296 7000

Target Components.....01977 739 300

Exertis (Basingstoke)..01256 70 70 70

Sapphire........................0845 5827001

Tech Data......................01256 788 000

Exertis (Harlow)............01279 822 822

Spire Technology.........01202 828 444

www.pcr-online.biz

Entatech recommends Microsoft速 software

The new Windows: Built for business. Built for life. Start button on the desktop Faster boot times Longer battery life Better performance More secure Enhanced search

Improved task manager Faster Wi-Fi reconnection SkyDrive integration Windows store and modern apps Mobile Device Management (MDM)

Some apps sold separately; vary by market. Some features require Windows 8.1. Update available through Windows Store. Internet access required; fees may apply.

0333 101 1000 | www.entaonline.com | sales@entatech.com

Recommended Dedicated monthly product coverage

The latest tech Editorial Planner

The iPhone 6 is 6.9 mm thick, while the 6 Plus is 7.1 mm

Customers can use Apple’s contactless payment, Apple Pay, via Touch ID

iPhone 6: bigger and better? APPLE HAS revealed the iPhone 6 and 6 Plus, with larger HD Retina displays. The iPhone 6 has a 4.7-inch display with a 1334x750 resolution, while the Plus has a 5.5-inch display size and a 1920x1080 resolution, providing users with up to 88 per cent more viewing area and nearly three times as many pixels as the iPhone 5S.

The device features brand new technologies including the Apple-designed A8 chip with second-generation 64bit desktop-class architecture, advanced iSight and Facetime HD cameras, ultrafast wireless technologies and Apple Pay, a new way for customers to make secure payments using NFC (Near Field Communication) technology.

Users can hold the phone near a contactless reader, while keeping a finger on Touch ID, to make secure payments. Users can also make one-touch purchases within apps, without needing to enter credit card details or a postal address. Both models also include iOS 8 and more interactive user applications, including

new message and photo features, OuickType keyboard, Family Sharing, a new Health app, and iCloud Drive. It also has 02.11ac Wi-Fi with speeds of up to 433 Mbps and Bluetooth 4.0. Tim Cook, CEO at Apple, said: “iPhone 6 and iPhone 6 Plus are the biggest advancements in iPhone history. The iPhone is the

most loved smartphone in the world with the highest customer satisfaction in the industry and we are making it much better in every way.” The iPhone 6 comes in a range of colours, including gold, silver or space grey. Battery life ranges from ten to 250 hours for the iPhone 6, and 12 to 384 hours on the iPhone 6 Plus.

Contact: Apple | www.apple.com/uk | Price: £539 to £789

www.pcr-online.biz

PCR October 2014 | 69

RECOMMENDED

Samsung’s new Gear VIRTUAL REALITY headsets are becoming a popular device, allowing users to immerse themselves in a 3D world, and now Samsung has unveiled the Galaxy Gear VR. Powered by the Galaxy Note 4, the device is designed to wrap around the phablet providing a clear 3D effect thanks to the dual-lenses. The firm has partnered up with Oculus, responsible for creating the Oculus Rift; the headset incorporates the company’s technology providing users with a virtual reality experience. J.K. Shin, president and CEO of IT and the mobile communications division at Samsung Electronics, said:

“The Samsung Gear VR goes far beyond expectations of how mobile technology can be used to consume content, and is a powerful representation of the progressive innovation of the Gear series.” The headset works alongside the Note 4, which features a 5.7-inch Quad HD super AMOLED display, so users can enjoy gaming and videos through the headset’s 360-degree 3D video display. It has less than 20MS motion to photon latency and is equipped with accelerator, gyrometer, magnetic, and proximity sensors. The headset uses a micro USB 1.1 connection to the

The Gear VR is available in Frost White and works with the Galaxy Note 4

“The Gear VR goes beyond expectations of mobile technology.” J.K Shin, Samsung

Galaxy Note 4 and features dimensions of 198(W)x116(L) x90(H)mm. A volume key, touch pad, and back button has also been built into the design, allowing users to alternate settings easily. As well as this, the headset has a focal adjustment to suit users either with near sighted or farsighted eyes, plus the

soft, flexible cushioning provides comfort. J.K. Shin added: “We are pleased to have partnered with Oculus VR to bring this incredibly immersive mobile content experience to consumers.” The Gear VR will be available in Frost White and is completely wireless.

Contact: Samsung | Price: TBC

Asus reveals ZenWatch ASUS HAS expanded its product portfolio with the addition of the company’s first wearable device. The ZenWatch is powered by Android Wear and features a version of the Asus ZenUI user interface, which has been developed specifically for the new device. The watch can also be paired with a smartphone running Android 4.3 or higher to provide relevant and useful information when needed, as well as serving as a ‘personal wellness manager’ thanks to the Asus ZenUI Wellness app. Due to its nine-axis sensor, the app allows users to monitor and track a range of fitness statistics including steps taken, calories burned, heart rate, activity duration, exercise intensity and relaxation level.

The watch features 2.5D-curved glass, which helps to increase usability thanks to the responsive touch, while the stitched leather strap and quickrelease clasp aims to provide added comfort for users. Mitch Yang, vice president at Asus, said: “Our design philosophy is ‘Start with People’. We want to deliver a seamless digital experience for everyone to enjoy. With our ZenWatch, you will always be connected to everything that matters in your life.” A range of smart features are also included, such as Watch Unlock, Tap Tap, Remote Camera, Cover to Mute, Find my Phone and Presentation Control. The ZenWatch also comes with a selection of changeable software watch

The ZenWatch features a leather strap and 2.5D-curved glass

“With our ZenWatch, you will always be connected to everything that matters.” Mitch Yang, Asus

faces, allowing users to customise the smartwatch to their own preference. Asus has also launched the MeMo Pad 7, a thin and light seven-inch Android tablet powered by an Intel Atom 64bit quad-core processor, while the EeeBook X205, a compact 11.6-inch laptop that weighs less than 1kg, has been designed for students.

Contact: Asus | Price: Less than £199

70 | PCR October 2014

www.pcr-online.biz

It’s not silenced to the max until it’s silenced to the max » That’s German attitude!

be quiet! Straight Power 10 provides a new level of silent performance for systems that demand whisper-quiet operation without facing the slightest compromise in power quality. Improved cooling with use of the new 135mm SilentWings® 3 fan with an advanced fan frame ensures extraordinarily quiet operation. Big funnelshaped fan opening of the PSU case induces high airflow intake. Improved power circuit technology delivers 80PLUS® Gold power efficiency of over 93% and stability unmatched in its class. User-friendly cable management, powerful GPU support make this PSU a ‘Best Choice’ whether you are building a new system or seeking a better, quieter replacement for an existing system. The PSU is available in 800, 700, 600, 500W as modular and 700, 600, 500 and 400W as non modular version.

Award winning series:

For more information visit bequiet.com. Entire be quiet! range available at entaonline.com

www.pcr-online.biz

PCR October 2014 | 71

Pro Wallplanner 2013_v1_Music Week Wallplanner

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2015 YEAR PLANNER TUES 1

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The PCR 2015 Wall Planner Put your brand in front of the whole IT/Tech industry, for a whole year The PCR wall planner has always been an essential part of the IT/Tech industry, providing an accurate diary of the most important events and shows throughout 2015. The benefits of being on the wall planner include: z Unrivalled low cost, all year round exposure z Proven to raise brand awareness to the whole IT industry z Constant reminder of your company and services

This large pull-out calendar will be distributed in our end of year issue, with 7,500 copies being distributed to our print subscribers

Only a limited number of positions are now available. Costs start from just £750, contact Jennie now for more details

For more information on the available options please contact

jennie.lane@intentmedia.co.uk or call 01992 535647

RECOMMENDED

Lenovo’s gaming duo LENOVO HAS expanded its range of desktops with the latest Erazer X315 gaming desktop for enthusiasts. The company showcased the latest device at IFA 2014, which features AMD Radeon R9 series graphics, a quadcore processor and up to a 2TB SSHD (solid state hybrid drive). This combined speed and power allows users to play games seamlessly without any lag. As well as this, the desktop features 7.1 channel sound support and Dolby enhancements for a more immersive gaming experience.

The chassis also features front LED lighting and a futuristic medieval profile that mimics a knight’s armour, while the front panel also has a one-touch port cover for easy access and a hidden air vent that helps to keep the device cool. 12KB of memory, four USB 3.0 ports and an always-on USB charging port for added connectivity is also included. Lenovo also unveiled the Y70 Touch laptop, which incorporates a 4th generation Intel Core i7 processor and Nvidia GTX graphics. It also features a 12-inch display,

making it the largest touchscreen laptop currently from the company. Plus it features up to five hours of battery life, an external optical disc drive that supports both DVD and Bluray, customisable memory, storage options and up to 16GB DDR3L. It will be available for £999.

“Features AMD Radeon R9 series graphics, a quadcore processor and up to 2TB of SSHD.”

Jeff Meredith, vice president of marketing at Lenovo, said: “Our latest products give consumers even more choice so they can select the right device that fits best into their mobile lifestyle. “From the Y70 and Erazer X315, we’ve optimised each one to meet the diverse needs of customers.”

Contact: Lenovo | www.lenovo.com/uk/en/ | Price: £899 for desktop, £315 for laptop

Acer switches up notebook line ACER HAS expanded its twoin-one notebook line with the addition of the Aspire Switch 11 series. Unveiled at IFA 2014, the new series combines a full Microsoft Windows-based notebook and tablet in one flexible device, which features an 11.6-inch display. Screens have been fitted with durable Corning Gorilla Glass 3, to help protect the screen from scratches and damage, while screens are also protected with an antifingerprint coating to help reduce smudges. It offers users four different modes for touch, typing,

viewing and sharing, while the magnetic detachable Acer Snap Hinge has two hooks to firmly connect the tablet to the keyboard. In addition, the Chiclet keyboard provides wellspaced keys that promise solid feedback, plus there are two front-facing stereo speakers included. Two models are available within the 11 series; the Aspire Switch SW5-171 – which has been designed for power users – features a full HD 1080p display, 4GB of memory, a full-sized USB 3.0 and USB 2.0 port to connect to other peripherals and

The new wider screen features an anti-fingerprint coating

“Our new models should be a hit with both students and professionals.” Jerry Kao, Acer

digital devices, plus a 4th generation Intel Core i5 processor for plenty of power. Designed for mainstream users, the Aspire Switch SW5111 features a full HD 1080p display and offers users ample power thanks to the Intel Atom Z3745 quad-core processor, 2GB of memory and two USB 2.0 ports – one

full sized and the other micro – are also included. The Aspire Switch 10 offers a new model, the SW5-012 that features a Full HD 1920 x 1200 or a HD 1280 x 800 10.1inch display with Corning Gorilla Glass 3. It measures less than 8.9 mm thin in tablet mode and 20.2 mm with the keyboard dock.

Contact: TBC | Price: From £329.99 (Aspire Switch 11), from £279.99 (Aspire Switch 10).

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RECOMMENDED

Sony’s smart service Three’s the magic number for Logitech SONY IS preparing to launch the SmartWatch 3 wearable tech. Users are able to control the device simply by talking to it, while Android Wear gives the watch the ability to inform users with relevant information, including weather or travel updates and messages. It has been optimised for devices running on Android 4.3 and later, and features a variety of sensors including accelerometer, compass, gyro, GPS and ambient light sensors. The watch also features a 1.6-inch transflective display and 320x320 pixel resolution, plus 512MB of RAM is included. As well as this, the smartwatch has a microphone, an on and off wake up key and it is waterproof with an IP68 rating.

It has a battery life of up to two days in normal use thanks to the 420mA battery and micro USB port. It can also be connected via Bluetooth, NFC and Micro USB, and users can choose from a variety of coloured straps and downloadable apps to personalise the device.

Contact: Sony Mobile | www.sonymobile.com | Price: Around £200

LOGITECH HAS unveiled the first keyboard that has been designed for a computer, smartphone and tablet. After recognising the needs of consumers and how many are now computing across multiple screens, the company has developed the Bluetooth Multi-Device Keyboard K480, which comes complete with a tablet and smartphone dock. The keyboard allows users to type on a computer and with a flick of the Easy-Switch dial, they can then respond to a text using their

smartphone or compose a tweet via their tablet. It can connect to three Bluetooth devices at once, regardless of the computing platform, plus two different colour schemes are available. Charlotte Johs, global vice president of computer peripherals at Logitech, said: “The Logitech Bluetooth MultiDevice Keyboard K480 makes it simple for people to work, create or communicate quickly and comfortably, no matter what computing device or platform they are using.”

Contact: Logitech | www.logitech.com | Price: TBC

Editorial Planner

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

November 2014

December 2014

January 2015

PHOTOGRAPHY SPECIAL

NEW YEAR SPECIAL

BRIT LIST SPECIAL

We look at the photography sector and the best ways to utilise the products and software available for you and your customers.

We review the year’s highlights and take a look at the year ahead, as well as listing distributors’ Christmas opening hours.

We look at the best of British manufacturers who are flying the flag within the computing industry, as well as the most influential tech execs.

Sector Guides: Photography hardware and software, Photography accessories.

Sector Guides: Desktops and all-in-ones, motherboards, processors and ofﬁce equipment.

Sector Guides: Storage, in-car tech, smartphones and accessories.

Advertising Deadline

October 15th

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74 | PCR October 2014

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• Engine clock 945MHz • PCI Express 3.0 interface

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PC Gaming & Hardware Distributor Award Winner 2014

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PCR October 2014 | 75

OUT OF OFFICE

GETTING MESSE IN BERLIN THE ANNUAL IFA tech trade show took place in Berlin as per usual in September, with new products shown off to the world for the first time including the Asus ZenWatch and Lenovo’s new gaming computers (check out page 69 for more new products). Here’s PCR’s pick of the weird and wonderful things that the trade show had to offer this year round, including Luigi and a lady dressed as a Nintendo Wii Remote in a smart fridge, the Sennheiser brothers posing with Miss IFA herself, German pop star Jasmin Wagner (aka Blumchen, who once did an awful cover of Queen’s ‘Bicycle Race’), and the mayor of Berlin standing next to God knows what.

IFAIL AS THE world tuned in to Apple’s iPhone announcement in September, it was apparent that the event ran into a few streaming issues. Those trying to watch the live stream were faced with audio from a random Chinese translator, freezing, multiple audio tracks playing at once, and various parts of the event looping. In less than 24 hours of the iPhone 6 and Apple Watch

THE DANGERS OF TEXT launch event, Samsung had already put together six (get it?) different mini adverts mocking the event issues as well as some of the announced devices and their new features. The mini series is dubbed ‘It Doesn’t Take A Genius’ (still get it?), and features two actors dressed to look like Apple Geniuses, who encounter some of the tech issues Apple faced at the event.

THE CHINESE city of Chongqing has created a 100-foot stretch of pavement for use by pedestrians who wish to text on their smartphones while walking. The strip features two lanes with painted directions – one saying “cell phones, walk in this lane at your own risk” and the other reading “no cell phones”. The lanes are also signposted, informing the public that it is the ‘first mobile phone sidewalk in China’. And there’s even a diagram illustrating how to use the lane correctly.

FROM THE ARCHIVE PC Retail October 2007 INGRAM MICRO UK launches Retail Expo 2007… Stock On The Channel launches… Target Components takes on In-Win case range… OQO introduces its first ultra mobile PC… Becker launches new Satnav range… Avanquest expands corporate retail team and launches partner programme… Microsoft sees an increase in those buying direct from its website… Vista sales lag behind XP… Gem unveils specialist creative and logistics arm… C2000 and Asus tighten relationship… Carphone Warehouse gives away 200 Dells… HP and Acer laptop shipments up in the US… PLUS: Network Buying Group members had a night out at the dog races… An amateur IT industry team, bearing the slogan ‘Kaspersky, the fastest anti-virus’ came 29th out of 80 in the Britcar 24 hour race at Silverstone… 76 | PCR October 2014

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OUT OF OFFICE

ACER’S SELFIE SOMBRERO

140 CHARACTERS

ACER HAS taken the selfie craze to another level with a selfie hat dedicated to helping capture the perfect picture. The giant glittery pink sombrero-styled hat holds an Acer Iconia A-1 840 tablet that fits inside its fold-down flap, which can rotate 360 degrees, helping users to capture a selfie at any angle, not to mention how great it will look on your head. The tech firm has partnered up with fashion designer Christian Cowan-Sanluis to create the new hat, while a separate case with mini detachable hats has also been designed for the tablet, complete with pink glitter. Elsewhere, a selfie brush by JD Beauty launched in September. This brush can hold a smartphone and has an integrated mirror. There’s seemingly no escape from the selfie.

It came from…

IN SEPTEMBER, KFC Japan launched a range of PC peripherals shaped to look like pieces of chicken. These include a keyboard that has

OF NEWS AND VIEWS What the industry’s been tweeting about this month… Tracy Pound @maximity_uk Been nominated in the @pcr_online Woman of the Year award - thank you!

Rich Marsden @Rich_VIPCom Back after 3 weeks away, 6,231 emails to sort, a TNT failure, BT failure & a muppet commenting on EVOLUTION 3 to deal with.

Microsoft @Microsoft Now shipping in 28 markets: The Surface Pro 3 Docking Station

Joanne Plummer @Joanne_TechPR Went into @curryspcworld Milton Keynes yest. Got told if I bought a laptop & didn’t buy MS software from them too it would NEVER work #Lie!

JAPAN all of its keys replaced with tiny KFC pieces, a mouse shaped like a chicken drumstick and a monstrous USB stick also shaped to look

like something you’d find in your bargain bucket. KFC Japan also gave away 47 pairs of 3D printed Kentucky Fried Chicken earrings too. It was part of a contest KFC held to attract more followers on social media, by asking people to tweet about ‘Colonel’s Day’. Those who tweeted then had the chance to win one of the chicken-shaped accessories.

CROWDFUNDING CORNER

DIGITSOLE IS the first ever connected insole. It can be controlled via a smartphone and is designed to warm

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your feet as well as track your distance and calories. It can be charged via USB and comes with the

dedicated Digitsole app, which connects to the insole with Bluetooth 4.0, allowing users to track their distance and warm their feet instantly. At the time of writing the Digitsole has already reached over $52,000 on Kickstarter.

Utopia Computers @TheRealUtopia Utopia voted #1 System Builder website in the UK market! Scoring 10/10 (Star Site) in @pcr_ online #MysteryShopper

Dixons Carphone plc @DixonsCarphone Pleased to confirm we have secured agreement to offer all Phones4U colleagues (circa 800) in our @curryspcworld stores roles

Aongus Hegarty @AongusatDell Vote for a fantastic leader @DellUK’s @ SarahShields2 in @pcr_online Woman of the Year Awards!

Hollie Whittles @FraggleWorks Director of Purple Frog and Fraggle works last chance to vote for the @pcr_online woman of the year... You may recognise my mugshot on the list! ;-)

Satya Nadella @satyanadella CEO of Microsoft Thrilled to welcome the Minecraft community to the MSFT family & excited about the openworld possibilities ahead!

Phones 4u @Phones4u To our customers, following the unexpected news we are now offline. Thank you, The heartbroken Phones 4u Team.

PCR October 2014 | 77

THE LAST WORD

THE LAST WORD:

WHEN DO DISTRIBUTORS WORK BEST? Suppliers should no longer be about ‘value-add’, but great partnerships, argues Westcoast MD Alex Tatham…

THE ROLE of a distributor is often talked about and the death knell is frequently tolled. Yet distributors are thriving and their business model is ever more popular. Why? Sure – distributors have learned to be more efficient and operate at margins that many parallel channels can only dream about, but they clearly offer value and I believe this value is increasing. Our role is not ‘value-add’ though. The only value that distributors should add is to remove cost from the supply

you special knowledge, ensure it is useful to you. Distributors are best when you work closely with them and you understand each other’s value requirement. Touting a deal round the channel is the surest way to upset a supplier. Resellers that create a partnership relationship with their vendors and suppliers are always better off in the long run. You will get more help, more credit, leads, cheaper presales and better service without it being described as ‘valueadd’ – it’s just good partnership.

“Resellers should challenge the pricing they get from ‘value-add’ distributors.” Alex Tatham, Westcoast chain. Better processes, cheaper credit options and faster turnaround mean that the IT channel is one of the most efficient and cheapest in any supply chain. For those claiming to be ‘value add’, I would read ‘cost add’. Resellers should challenge the pricing they get from such distributors and ensure they are paying for the value they want and deserve. If you belong to a buying group, then challenge the value you get (your distributor is charging you to pay for the buying group). If they offer you pre-sales quote help, ask yourself whether you can do this for them. Or if they offer

Perhaps the biggest indicator I have is the number of requests I have received to adopt an outsourced model for parts of resellers’ businesses. For example, warehousing, delivery, configuration, web tool design, cloud provisioning – all such requests have landed on my desk in the last month. Westcoast thrives on account management and offering a personal supplier relationship. If you haven’t got such a relationship with your supplier, ask whether your buying tactics are appropriate for your longterm success and don’t be surprised when you don’t get the price, credit or service that you thought you deserved.

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