PCR July - Issue 82

COMPUTER & IT RESELLERS • RETAILERS • SYSTEM BUILDERS • DISTRIBUTORS • VENDORSUILDERS • DISTRIBUTORS • VENDORS JULY 2010 ISSUE 82

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TESCO INTERVIEW

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The retail giant discusses itspush into the software sector

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COMMENT

July PCR 3

THE MASSES AGAINST THE TECHIESIT'S LONG been a position of this magazine that it is easy to

over-estimate the general public's understanding of the

products our industry is built on. This assertion is not meant

to be patronising – an ignorance of the specific benefits of a

quad core processor over a Celeron should be no more

shameful than not knowing whether your car engine's

catalytic converter has a ceramic or stainless steel core. Just

fix the motor, mate. Telling users exactly how fast the hard

drive spindle goes round can be seen as surplus to

requirement in most cases, but that's how the industry is

geared up to sell new kit.

The average savvy of computer users probably used to be

higher – but vendors have never been so consciously

targeting the mass market as they are now. As well as

laptops, cameras and printers, cutting edge tech like tablets

and 3D hardware is seemingly skipping the high-end,

enthusiast market and being thrown squarely at the masses

from the off.

For this reason Tesco, which has the 'average shopper' in

its pocket, is stepping up in the tech space, and this is also

why it seems to be achieving so much success. The grocery

giant has invested in training up specialists, and wants to be

at the forefront of the new waves of tech coming our way. It

is also very aware that non-techy shoppers are often more

comfortable buying laptops from the same place they get

their family's food – not less. If the point needed proving,

this month also sees BHS and Co-op moving into the

technology market.

And it’s not just retailers. This month's interview with AMD

reveals the chip maker is turning its back on the ‘arms race’

culture which has defined its relationship with Intel. If you

don't know what the cold string of numbers attached to the

latest processor or graphics card means (and most people

won't), it can seem intimidating and, well, pointless. The

Vision system instead looks to simplify the whole process by

essentially categorising computers into what they'll be used

for. It’s a strategy that is aimed squarely at simplifying its new

technology for the mass market.

Call it dumbing down if you like, but the trend has been

developing for sometime now and the smart money is on

more retailers and vendors following suit. It certainly hasn't

done Apple any harm…

Andrew Wooden, Editor

[email protected]

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PCR - Total average monthly net circulation for January 1st to December 31st 2009: 11,443

"Cutting edge tech like tabletsand 3D hardware is seeminglyskipping the high-end,enthusiast market and beingthrown squarely at the masses"

Issue 82July 2010

Incorporating

PCR CONTACTS

EditorAndrew [email protected]

Staff WriterMatt Grainger [email protected]

Staff WriterNicky [email protected]

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Executive Advertising ManagerKatie [email protected]

Sales ExecutiveCarly [email protected]

Sales ExecutiveCarlo [email protected]

Production ExecutiveRosie [email protected]

Designer Kelly [email protected]

PublisherStuart Dinsey [email protected]

Editorial: 01992 535646 Advertising: 01992 535647www.pcr-online.biz

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FrontlineRetail Focus 40Indie Profile 43Mystery Shopper 44

GfK Analysis 83

Appointments 88

Brigantia 94

TCA 96

ITACS/NASCR 98

Out of Office 112

ISSUE 82JULY 2010

www.pcr-online.biz

www.pcr-online.biz July PCR 7

CenterpriseChief executive JohnRainger talks about thehistory of the companyand how it has managedto beat the recession

The retail giant’scategory directorfor entertainmentRob Salter tells PCR aboutSoftWide and theelectronics market

Tesco

21Head of EMEAproduct and fieldmarketing SasaMarinkovic talks aboutFusion processors and theVisionInitiative

AMD

OnLiveFounder and chief executiveSteve Perlman discusses hiscontroversial gamestreaming service

Hardware Pages 49-65

Ergonomic desk SolutionsWe take an in-depth look at the ergonomic peripherals sector and talk to some of its key players 51 64

30

Mac accessoriesWe check out the market for Macand cross-compatible accessories,and list some of the hottestproducts that are available 59

26

PCRContents

MARKETPLACE MP NEWS 86 | PCR RECOMMENDED 111 | OUT OF OFFICE 112

Consumer Electronics Pages 79-83

8 PCR July www.pcr-online.biz

Business softwarePCR examines this key sector, which has seen a growing level of interestsince the start of theeconomic crisis

69

InteractiveIdeasMarketing directorMichael Breeze talksabout how the distributorplans to continue its 40per cent annual growth

80

GfKChris Kennedy-Sloane examinesrecent salesfigures andsuggests someproducts to lookout for this year

Software Pages 67-77

GamesWe present our regular round-upof the top-selling budgetand full-price PCtitles, as well as afull listing of thebiggestreleasescoming up

77

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ELECTRONICS and PC sales arerising up the agenda of the country’sbiggest retailer Tesco, as it looks to beat the forefront of the 3D and tabletboom in the UK.

While the supermarket has beeninvolved in tech hardware for sometime now, it sees this new wave ofproducts as increasingly relevant tothe mass market, an area in which it dominates.

“It’s quite clear from thedevelopment on our

electricals businessand what

we’vedone

there, that we have been serious aboutthis for quite some time,” said RobSalter, Tesco’s category director forentertainment. “It’s increasingly bigbusiness for us. The market is movingat a pace now where the process of atechnology going from a high price earlyadopter market to mass market isseriously narrowing and narrowing. Youalmost have to ignore that and thinkabout mass market from day one.”

The company, whose 2,482 strongUK portfolio dwarfs rivals, claims it ispicking up business from non-techycustomers that are put off by specialistretail outlets.

“I think a lot of customers arepossibly intimidated by some of thoseenvironments, and it’s absolutely onpitch for us to providethat service ifcustomers feel that

way,” addedSalter.

Last month, the firm announcedthe strategic alliance with SoftWide,which has given the retailer access tothousands of software titles. Currentlyit is only an online initiative, but thefirm hasn’t ruled out rolling it outinto physical stores.

The mammoth retailer is alsoplanning to boost its presence in thevideo games market, after a strong yearin the sector. “We’ve doubled ourmarket share in both hardware andgames. And we’ve invested quiteheavily in resources – we’ve got a newteam together, we’ve got more space,and we are moving into pre-ownedgames this year. A lot of it isinvestment in people, and we areworking that market this year.”

CHIP MAKER AMD is looking toend the culture of commoditisedoneupmanship that has defined itsrelationship with the industry, thanksto the rollout of its Vision concept inthe UK.

Vision is designed to clearly labelthe capabilities of PCs through a tiersystem, putting lengthy specificationsinto the background. The firm saysthis is vital to the modern consumertechnology industry, where the criteria

for consumer choice is changing. “The first race in the industry was

about the frequency,” said SasaMarinkovic, head of EMEA productand field marketing at AMD. “If youremember ten years ago it was Inteland AMD fighting over who was goingto get to 1GB first. We got to thatpoint first, and then it was who hasthe most cores. But I think everyone isrealising now the limitations of thoseapproaches. If you look at what

consumers care about today, it’sdifferent to what they cared about 20years ago. How we marketed in thepast was to talk about the technologyand the performance, but if you lookat how consumers are buying today, itsmore about experience and design.”

Vision puts PCs into either Vision(basic), Premium, Ultimate, or Blackcategories, and AMD will be rampingup work with OEMs and retailers toimplement the tiered system.

Consumer electronics are 'increasingly big business' for UK's biggest retailer � Customers are'intimidated' by specialists, opting instead to buy hardware and software from supermarkets

By Andrew Wooden

SIGN UP FOR THE PCR NEWSFLASH SERVICE AT WWW.PCR-ONLINE.BIZ NEWS

“We’ve doubled ourmarket share in bothhardware and games.

And we’ve invested quiteheavily in resources”

Rob Salter, Tesco

"Ten years ago it wasIntel and AMD fightingover who was going toget to 1GB first, then itwas who has the most

cores. I think everyone isrealising the limitationsof those approaches"

Sasa Marinkovic, AMD

Tesco steps up its game in thechanging technology market


AMD ends arms race with Intel

Electricals have recently become amajor part of Tesco’s business

LINUX ADVANTAGE LAUNCHED A new information service for opensource systems and technologieshas been launched called The LinuxAdvantage. The website and printpublication has been developed togenerate interest among ITmanagers in mixed IT environmentsabout Linux software, services andtechnology. The first issue coversoperating systems, disasterrecovery, data management,virtualisation and traning, withfuture issues to be published bothon and off line every quarter fromJune 2010.

INGRAM MICRO GOES LIVE!Ingram Micro has launched amarketing tool called LIVE!, adesktop notification tool thatinforms partners of its latestpromotions. The company says thatthis latest launch forms part of itscontinued commitment toproviding reseller partners with asolid portfolio of marketing toolsand promotions to help grow theirbusiness. The app runs in thebackground and pops up once perday with an offer from thedistributors key vendor partners. Itcan be downloaded directly fromIngram Micro’s website, with aguarantee that the notifications willnot exceed one per day.

FREECOM GROWS SALES 126%German vendor Freecom hasrecorded monthly sales growth ofover 120 per cent despite poor

sector performance in the UK. Thecompany’s national accountmanager Tim Stevenson attributesthe strong performance to closecollaboration with the NationalBuying Group: “We are currentlyenjoying an incredible 126 per centmonth-on-month growth with theNBG by connecting with the groupmembers at their five annualevents, and being involved in someof the best marketing strategies weare seeing in the UK currently. Theresults speak for themselves andwe’re delighted.”

ADDED VALUE DRIVES MARKETGfK has observed single figure year-on-year growth in key IT andconsumer electronics markets,which the researcher attributes tovalue-based sales. “Much of thepositive change is value based withmany sectors showing higher valuethan volume growth,” noted GfK’sbusiness group director, NigelCatlow. “Although VAT andcurrency induced price increaseshave contributed, it is also clearthat manufacturer and marketinnovations are helping. So smartphones, higher memory capacityon devices and the plethora of newhigh definition products are allhelping this.”

BT OFFERS UNLIMITED WI-FIBT Total Broadband customers willnow gain unlimited access to theentire network of 1.5 million BT wi-fi hotspots across the UK.Previously, BT Total Broadbandusers had limits on wi-fi minutesavailable to use at BT FON and BTOpenzone hotspots depending ontheir BT Total Broadband option. Ata time when the focus is onrestricted 3G access plans in theface of strong demand for mobilephones and tablets such as theiPad, the new BT strategy takesadvantage of the telco’s massive wi-fi network to drive the retailbroadband business in the face ofstiff competition.

BEST BUY TARGETS WOMENBest Buy’s chief executive, BrianDunn has stated he believes thatemerging consumer electronicsdevices, such as e-readers andsmart TVs will drive the market infuture. Talking at the CEA Summit,he also said that women would bea key market category goingforward. “Women are the numberone growth area for us,” he statedin an on-stage interview. “Womennow embrace technology. This usedto be an industry based on themale consumers, but not anymore,and it is a statement about oursociety... with technology as abadge, a statement aboutconnecting.”

NewsBytes

THE PREVIOUS Government’s plansto create a ‘super-fast’ broadbandnetwork, funded by a levy on phonelines, has been axed in GeorgeOsborne’s emergency budget.

The Labour plans were described as‘archaic’ by the Chancellor in hisspeech to Parliament. He went on tostate that the Conservative-LiberalDemocrat coalition will instead opt tostimulate broadband expansionthrough private investment, withGovernment sponsorship.

The proposals formed a key part ofthe Digital Britain report, Labour’s

doctrine to “secure Britain’s place atthe forefront of the digital economy.”Just before the election, a spokesmanfrom the Department of Business,Skills and Innovation told PCR that itwas also planning to drive educationand job growth in the IT industrythrough an £8 million National SkillsAcademy (NSA) in IT over the courseof three years.

The Government has also ruled out“ill advised” tax breaks for the UKvideo games industry – designed tostimulate growth and competitiveness –another key point of the report.

Osbourne scraps thebroadband tariff plans

NEWS


VAT RISE BAD FOR BUSINESSFinancial advisory serviceprovider KPMG has warned thatthe recently confirmed VAT risecould push some retailers in tobankruptcy. “Businesses whichhave been unable to resolvetheir problems in this period ofgrace now face a stark future,”said KPMG’s UK head ofrestructuring, Richard Fleming.“Retailers and propertybusinesses, such as in secondaryshopping centres, havestruggled to cope with thedrop in demand. With VAT nowconfirmed at 20 per cent wecould see consumer spend dropby billions.”

Not everyone looks ascool as this wearing 3Dglasses....

SONY HAS launched a major pushinto the 3D market, unveiling a slew ofproducts featuring the technology itbelieves will soon become mass market.

At a recent London preview of thenew range, the message from Sonyexecs was “making 3D is easy, makinggood 3D is hard.” Among the newhardware to be unveiled were threeBravia 3D TVs, one of which hitshelves in time for the start of theWorld Cup on June 11th, with theother two due out this month.

Also on show was a new line of Blu-ray players – of which all but one are3D capable.

Christian Brown, Sony’s seniorcategory marketing manager for homeentertainment, told PCR that thevendor will be making a “multi-millionpound investment” in marketing 3D tohome users. As well as TVs, a largepart of the market is 3D PC monitors.

“3D technology is a huge priority forus, which is why Sony is spending themoney to tell consumers all about it.”

“We are trying to get the messageout that 3D is something you have toexperience first hand to enjoy and havean opinion on.”

This marketing drive has so far beenspearheaded by Sony’s involvement in

filming World Cup matches in 3D,which have been broadcast to pubsaround the country and will later beavailable as a Blu-ray release.

When asked whether Sony sees thenew format becoming as big as 2D,Brown said: “Yes, Sony believes it willhit mass market straight away and doesnot view 3D as a niche product.Consumers will want this technologyin their homes in order to upgradetheir home entertainment experience.”

Despite this assertion, the companybelieves there is still a place fortraditional television and will continueto make products that aren’t 3Dcapable. As for wearing special glasses,this could change but, Brownsuggested, not for a while. “Viewing 3Dtechnology without the use of glasses iscurrently in very early stages ofdevelopment but it is definitely on thehorizon,” he said.

ENFIELD BASED distributorInteractive Ideas has its sights set on a40 per cent expansion this year,following record revenues of £23.7million logged for the last 12 months.

The figures, for the year ending inApril, represent a 45 per cent growthfor the specialist distributor – its thirdconsecutive year of growth of over fortyper cent.

The firm attributes its cruisethrough the recession to a lower pricedrange of lines under its belt, a dynamicthat has helped generate growingvolumes of business.

“The companies we represent alloffer cost saving alternatives to moremainstream brands and so therecession has driven demand,” saidmarketing director Michael Breeze.“Companies can’t not implement anIT project, but they can now to do itfor less, and so have been more willingto consider new technologies.

“The past year has also seenInteractive move into a new £1 millionoffice and training facility, providingroom to double the existing workforce,an in-house training facility and createa dedicated 20,000 square foot

warehouse and logistics centre.” Thefirm is now planning on expanding itsUK operation to support the increasein business.

“We have grown at over 40 per centyear on year over the last three yearsand we’re looking to continue that thisyear. As mentioned earlier, we haveexpanded our office and warehousingin order to cope with the increasingscale of the business. The employeenumbers expanded by 20 per cent lastyear and we anticipate increasing thisby another 15 per cent this year todrive key growth areas.”

Soaring Interactive Ideas looks foranother 40 per cent growth this year

NEWS


“Sony believes it will hitmass market straight awayand does not view 3D as a

niche product.Consumers will want this

technology in their homesin order to upgrade their

home entertainmentexperience”

Christian Brown,Sony

“The companies werepresent all offer costsaving alternatives to

more mainstreambrands and so the

recession has drivendemand.”

Michael Breeze,Interactive Ideas

Sony unveils its 3D TVvision for the future3D television will be as big as 2D, vendor says � One device already on themarket, two to follow � 3D viewing without glasses ‘definitely on the horizon’

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TWO UNLIKELY new players haveentered the tech retail arena, with BHSlaunching a website that lets customersorder computers with their cardigans,and The Co-Op now stocking laptopsalongside the lettuce.

High Street clothing and homewarechain BHS unveiled the BHS Directwebsite in early June, offering a rangeof products from notebooks anddesktops to televisions and cameras.The products are also available toorder from the retailer’s main website.

A BHS spokesperson told PCR thatthe Direct website was a ‘soft launch’,but would not confirm how long the

trial would last. “BHS Direct waslaunched as part of our strategy to be aone-stop shop for the family. Thisonline initiative… is currentlyperforming very well,” the spokesperson

said, refusing to comment on whetherthe chain intends to offer electricals inits bricks and mortar stores.

The move would suggest an attemptto emulate the likes of John Lewis andMarks & Spencer, which have both

been successful in offering electronicsalongside their more traditional linessuch as clothing.

Supermarket chain The Co-Operative, meanwhile, has built on its

online tech retail operation byoffering products including laptops,TVs and audio equipment in three ofits larger stores.

“The move to an in-storeproposition is part of a longer-term

strategy for business growth,” JamesHolland, managing director of TheCo-operative Electrical, told PCR.“The reaction from customers hasbeen very positive with excellentfeedback, and sales have exceededinitial targets.”

The stores where the businessmodel is being trialled – in Bristol,Hove and Bridgend – use acombination of in-store display and‘pods’ where customers can view over2,000 products from The Co-op’srange of electronics.

“The trial stores will be evaluatedover the next three to six months witha view to rolling out the conceptfurther,” Holland said.

By Nicky Trup

NEWS

“The reaction from customers has been verypositive with excellent feedback, and sales have

exceeded initial targets”James Holland, The Co-operative

IT tutoring service seeks new partnersA MOBILE IT tuition service for theelderly is looking to go national byteaming up with retailers anddedicated tutors across the country.

A Helping Hand currently offers itsservices to wannabe silver surfers inLondon, Kent and Surrey, with anothertutor lined up in Cambridgeshire.After expanding across the South East,founder Rob Richman hopes to findmore partners further afield.

“The idea would be the South Eastin the coming few months and then

certainly national. It’s just finding theright people to do it,” he told PCR.“It’s not the ICT qualifications that areimportant. They’ve got to have patienceand be able to explain computing in away that people will understand.”

Having recently teamed up with PCRAward winners Geeks-on-Wheels toprovide special offers to each other’scustomers, Richman is keen to formsimilar partnerships with other serviceproviders, as well as retailers. “I’d be verymuch open to working with retailers. If

you take your average retailer, they don’tprovide lessons for older people – if theyknew there was a service out there Iwould have thought one of them wouldsnap it up,” he said.

A Helping Hand, which is partfunded by the Nominet Trust, has hadaround 60 clients over the age of 50since it was established last year. Overthe course of eight one-hour lessons,students are taught the basics of using a PC, including word processingand Skype.


Homeware chain and supermarket start selling consumer electronics � Stores say trials are going well

Now BHS and Co-Op move on tech retail

The new electricalsdepartment at The Co-Opin Keynsham, Bristol

A Helping Hand’s first everstudent, Clare Bluston

HAVING recently established itsinternational headquarters in Dublin,Webroot is looking to expand itspartner programme to include ten Irishenterprise cloud security resellers.

The country is a key expansionterritory for Webroot, where it aims tobecome the region’s leading software-as-a-service provider. It has alreadysigned up Prologic Data Managementand at the time of writing was in talkswith a number of other potentialreseller partners.

“Our long-term plan is to expandacross the whole of Europe,

spearheading from Ireland,” Webroot’sEMEA channel director Ian Moyse told

PCR. “We have an existing reputationas a 100 per cent channel company,

capable of delivering a competitiveadvantage to its partners. This goodreputation has allowed us to establishourselves in Ireland very quickly. We’vesigned one partner so far and are intalks with several others, so expect tosee a flow of positive announcements.”

Webroot is also growing its employeebase to support the expansion, and isaiming to take on 50 people over thenext 24 months.

The firm’s Channel Edge partnerprogramme recently earned a five-starrating from research group Everything Channel.

MOBILE APPLICATION developersare lining up to take on the GPSmarket, with German firm Skobblerunveiling its free app and Google MapsNavigation increasing its coverage.

Skobbler’s app, which works inconjunction with OpenStreetMap tolet users edit map data themselves, waslaunched in June. The firm ispositioning its software in directcompetition to the GPS hardwaremarket, which it claims will becannibalised by the growing appsector. Marcus Thielking, co-founderof Skobbler, told PCR that “at somepoint mobile phone apps will takeover and the PND will become afringe product”.

“In a few years, smartphones willeasily be on technological par in thekey areas with today’s PNDs,” he

added. “There’s hardly any reason oradvantage left for the PND in the nearfuture; the larger screen size argumentalone just doesn’t cut it.”

Last month also saw the release ofGoogle Maps Navigation in 11European countries, after a successfulUK launch earlier this year. A Google

spokesperson told PCR that the app is“proving popular with consumers”and “increases the amount ofcompetition in this space, whichinevitably will be good for users”.

Nokia, meanwhile, is still enjoyingthe success of its Ovi Maps app, which

has had more than 11 milliondownloads. Rupert Englander, head ofservices marketing at Nokia UK, saidthe idea behind providing the softwarefor free was “to make navigation moredemocratic”, allowing customers toexperience GPS on without having tobuy an additional device.

Despite the growing number of rivalplayers in the GPS sector, sat navhardware vendors remain bullish. “Westrongly believe there is room for bothmobile applications and standalonededicated personal navigationaldevices,” Anthony Chmarny, public

relations manager for Garmin Europe,said. “Battery life needs to beoptimised and applications less powerhungry for people to fully move toconverged devices. Until then they willcontinue to use separate devices.”

App dev claims smartphones will take over � But GPSvendors remain bullish, claiming there is room for both

“In a few years, smartphones will easily be ontechnological par in the key areas with today’sPNDs – the larger screen size argument alone

just doesn’t cut it.”Marcus Thielking, Skobbler

“We’ve signed onepartner so far and arein talks with severalothers, so expect to

see a flow of positiveannouncements.”Ian Moyes, Webroot

NEWS


Webroot pushes into Irish market

By Nicky Trup

More free appsline up againstsat nav makers

Skobbler’s MarcusThielking claims

there are fewadvantages to

dedicated GPS devices

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WHILE THE console market tends tosteal the show at the global videogames trade show E3, a slew ofblockbuster PC games were detailed atthis year’s event in Los Angeles.

One of the most anticipated will beSid Meier’s Civilization 5 – a stalwart ofthe PC gaming world and consistenthigh sales performer. The turn-basedstrategy title has recently risen in

notoriety due to a foray onto portabledevices and the Wii, and looks set tosmash the PC retail charts when itlaunches in the UK on September 24th.

2K Games’ Xcom is expected to beanother standard bearer for theplatform, re-envisioning another long-serving franchise – which has beenbanded about in a number of formssince it first broke onto the scene in 1994.

Meanwhile Deus Ex: HumanRevolution is also set to perform well onPC when it is launched early next year.New videos and screenshots wererevealed from the title, which will takethe form of a prequel to the highlyregarded original Deus Ex.

TECHNOLOGY RETAIL giant BestBuy has scored an unprecedented tenout of ten in PCR’s Mystery Shopperthis month, after launching in the UKat the end of April.

The survey is carried out monthlyand judges PC and technologyretailers on customer service, productknowledge and stock.

Best Buy was praised for its rangeof PC-based entertainment systems,and especially with regards to thenon-technical and friendly advice our

shopper received from staff. Theretailer has claimed that a strongemphasis on customer service is oneof its key differentiators, and has beena major aspect of its push into theUK, a market it has claimed is lackingin this area.

“It was only Best Buy that shone,taking it away from the specs andprice and focusing on the importantbits – usage and quality. The keything to take from this is that BestBuy has arrived and is as good atcustomer service and showing offtechnology as it claims to be,” saidour Mystery Shopper. “Best Buy has

arrived and is as good at customerservice and showing off technology asit claims to be.”

The firm’s main UK rival, PCWorld was awarded just five out of tenin the survey, while fellow DSGiretailer Currys fared better with ascore of eight.

American retailer receives record-breaking top marks for customer service and strongentertainment portfolio

“Only Best Buy shone,taking it away fromthe specs and priceand focusing on the

important bits”Mystery Shopper

NEWS

Future PC blockbusters unveiled at E3

By Andrew Wooden

xxx

� Sid Meier’s Civilization 5 – 2K Games� Xcom – 2K Games � FEAR3 – Warner Bros� Shogun 2: Total War – Sega� Crysis 2 – EA� Deus Ex: Human Revolution – Eidos � Star Wars: The Old Republic –LucasArts� Portal 2 – EA� Mafia II – 2K Games

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You’ve integrated the SoftWidesystem into your online operation,dramatically increasing how manylines of software you stock. Arethere any plans to roll it outphysically into stores?Not at the moment, but we haven’tdiscounted it. We want to see whathappens with the online proposition totest it out from a technologystandpoint. We have it set up in ourdistribution centre, so when we receivean order online, we’re sending themout from that facility. In this case we’llmake them to order with the SoftWide technology – we want to see it working as a business in thatformat before we would considerinvesting in it as a store proposition.

Now that’s not to say it won’t happen.I’ve talked to SoftWide about triallingit in a store at some point in thefuture, but we have no specific plans todo so at this point.

How many titles do you now sellexactly, and how many can youincrease that to now you have theSoftWide system?There are no real limiting factors to it,providing you’ve got the content itselfand the meta-data to be able to show itto customers on the site; it reallydoesn’t matter too much whether it’sone thousand or ten thousand. As longas you can display the choice to thecustomer, the broader the choice, the better.

Do you think this gives you therequired punching power to bettercompete with the likes of DSGi andAmazon in the market?Increasingly it is about range andbreadth, and delivering the widestpossible choice for customers, deliveredin away that is economical. So if wewere to physically stock thousands oftitles there are quite significant costs indoing so. This technology obviouslygives you the opportunity to open up arange where you’re only creatingphysical products at the point whereyou’ve got an actual order. There’s noreal limitation on that.

Is there a particulararea of software you’ve


Having signed a significant deal with SoftWide last month, Tesco has been transformed from a bit-playerin the software market to a serious contender, with a thousand lines under its belt. The deal looks setprovide a powerful boost to its entertainment division, as well as the technology and electricals side ofthe business – both of which have seen significant rises in recent months anyway. Andrew Woodenfinds out more from Rob Salter, category director for entertainment at Tesco…

>>>

INTERVIEW TESCO

The giant awakes

"SoftWide gives you theopportunity to open upa range where you’reonly creating physicalproducts at the pointwhere you’ve got an

actual order. There’s noreal limitation on that."

Rob Salter, Tesco

INTERVIEW TESCO

concentrated on, or is ittotally across the board?

We’ve pretty much taken the SoftWideoffer as it stands. We’ve incorporatedthe products that they have managed tolicence and launched them on the site.The next phase is to start looking moreclosely at the range, and also look athow we can broaden that range interms of the delivery mechanism to abroader set of categories. So we could,for example, offer deeper catalogue onsome movie content – i.e. things thatwe wouldn’t stock physically becausedemand wasn’t large enough to warrantit. But we could stock a range throughSoftWide, provided we could get thecontent owners to a level of satisfactionwith the physical SKU, whereby theywould say ‘yes, we’d be more thanhappy for our brand to be represented

in that way, and we’re happy for you tosend that to customers in that format’.So we are going to talk to film studios,for example, about whether or not wecan bring an extended offer forsomething we wouldn’t normally buyfrom them, provided we can create asatisfactory SKU that they would behappy with.

How does this tie in with youroverall technology category strategy?It seems to signify that you’re gettingmore serious in the area… It’s quite clear from our developmentin our electricals business and whatwe’ve done there, that we have beenserious about this for quite some time.It’s increasingly big business for us.

The criticisms of such a broadretailer like Tesco selling PCs andsoftware is that it requires muchmore bespoke staff knowledge thanother categories – almost a personalshopper experience. How would yourespond to that?We’ve absolutely recognised that now,and increasingly in the futurecustomers are going to want more helpand more personal service in areas oftechnology. And that is getting quitetricky as things develop very fast withnew technology coming on to themarket, and customers require a gooddeal of help and support to make themost of those technologies. And that’swhy Tesco has increased its tech team.So in our big stores where we havesignificant electricals and technologyareas, there is a specialist in every onewho can help customers in exactly thatway. We’ve invested heavily in trainingand hiring staff who are able to givethat type of support directly tocustomers, both in the stores and wealso have technical support available tocustomers online and over the phone.

Tesco does have a lot of brand trustwith the mass market – do you thinkthat helps with technology sales, insituations where customers may beintimidated by the ‘techy’atmosphere of specialists andindependents?I think so, and it’s our job to makesure the things we do and the thingswe support are worthy of that trust. Sowe’re very careful to make sure that the


WHAT IS SOFTWIDE?

THE SOFTWIDE system allowsconsumers to print softwarethemselves via a kiosk style boothin-store, dramatically enhancingthe number of lines available whilesimultaneously removing the needfor physical stock. The system canalso be used internally by a retailerto fulfil online orders. Retailers canclaim to offer thousands of titles,while remaining unexposed to therisk that amount of physical stockwould represent. Owner Tribekahas recently signed deals withMicrosoft and Norton, and will belooking to snap up more bigname publishers going forward.

>>>


INTERVIEW TESCO

things that we sell are what we canassociate our brand with and customersare able to trust in. Absolutely, I thinka lot of customers are possiblyintimidated by some of thoseenvironments, and it’s absolutely onpitch for us to provide that service ifcustomers feel that way.

It’s an interesting time for thetechnology market, with newcategories like tablets and 3Dlooking to inject new life into theindustry. Do you have any plans forthese emerging markets?Absolutely. We are keeping up to speedwith everything that’s going on in thetechnology world, and we’re also

listening to customers. Tesco is verymuch a customer driven business andwe listen to them and attempt to givethem what they’re asking for. So it isour job to make sure the thing thatcustomers want to buy are available.We want to bring it to them safely andin a way that they will enjoy. Themarket is moving at a pace now wherethe process of a technology going froma high price early adopter market tomass market is seriously narrowing andnarrowing. You almost have to ignorethat and think about mass market fromday one, whereas there used to be along gap. And the price of some ofthese new technologies is gettingkeener all the time. I saw a 3D TV seta couple of years ago which was£8,000. That same piece of equipmentis probably around £1,000 now.

How are video game sales going? Areyou looking to move into this areamore in the future?Yes – interestingly, the last year wastough for the market in that we’vereached a degree of format maturitywith the Xbox and PS3. The currenthardware formats are now into theirthird and fourth years, so we’ve seenthe big growth in hardware purchasinghappen. While it’s been a tougherenvironment to sell software, we havedoubled our market share in the last 12months in software and hardware.

So while the market has beenrelatively flat, or slightly contacted, we’vegrown very well in that marketplace. Infact, we’ve doubled our market share inboth hardware and games. And we’veinvested quite heavily in resources –we’ve got a new team together, we’ve gotmore space, and we are moving into pre-owned games this year. A lot of it isinvestment in people, and we areworking that market this year.

“We are keeping up tospeed with everythingthat’s going on in the

technology world, andwe’re also listening to

customers.”Rob Salter, Tesco

Rob Salter is categorydirector for

entertainment at Tesco

Tesco may roll outthe software systemto its stores

HOW BIG IS BIG?

A breakdown of the Tesco worldwideoperation:� Staff worldwide – 472,000� Staff in the UK – 287,669� Stores worldwide – 4,811� Total stores in the UK – 2,482

NUMBER OF REGIONAL MARKETS14: China, Czech Republic, Hungary, India, Japan, Malaysia,Poland, Republic of Ireland, Slovakia, South Korea, Thailand,Turkey, UK, and USA

“THE FOUNDING principle ofGeeks-on-Wheels was to provideexcellent customer service through afast, friendly, plain-speaking service.Winning the Service and Supportcategory at the PCR Awards 2010 hasbeen a fantastic endorsement of thisprinciple and it gives me great personalsatisfaction that we are still focused onwhat we set out to achieve.

As a relatively small company, weare able to ensure that we really knowthe ‘geeks’ we employ – their strengthsand interpersonal skills – and, wherepossible, match these to the needs ofour customers. Some customers evenask for a specific ‘geek’ with whomthey have built a relationship and who

knows their PC and requirements.Since our conception in 2003, we

have built up a large customer baseroughly split at 65 per centhome/SOHO users and 35 per centSME. The majority of new customerscome to us via recommendation. Thisis an extremely competitive industry, sowe focus on the areas that can addvalue and differentiate us from our competitors.

As a direct result of winning theService and Support PCR Award, wehave recently partnered with A HelpingHand, a company working to promote‘digital inclusion for all’, wherebyGeeks-on-Wheels Europe providesonsite technical support for ‘silver

surfers’. We are also looking close a 12-month contract with a leading ISP toinstall wireless broadband in businesspremises throughout the UK starting atthe beginning of July.

2010 looks set to be an exciting yearfor the Geeks-on-Wheel business; wehave made some interestingpartnerships with like-mindedcompanies and I am positive we will beable to grow our turnover whilecontinuing to have customer service asour key area of focus.

The Service and Support Award canonly enhance our position in themarket and I would like to thank allthose who voted for us.”www.geeks-on-wheels.com

PCR AWARD WINNERS GEEKS-ON-WHEELS: SERVICE AND SUPPORT WINNER


We’ve been catching up with winners from the PCR Awards 2010, to find out how business has beensince picking up their prestigious prize. This month, co-founder and managing director of Geeks-on-Wheels Europe Jamie Shaw discusses winning the Service and Support Award…

Happy to be geeks

“Some customers ask fora specific ‘geek’ with

whom they have built arelationship and whoknows their PC and

requirements.”Jame Shaw,

Geeks-on-Wheels

THE TECHNOLOGY arms racebetween AMD and Intel has been oneof the defining aspects of thetechnology market for years. As the twobiggest producers of the CPU – the‘brain’ of every PC – their competitionhas ramifications far beyond their owncompanies. With stories ranging fromgame-changing platform alliances withvendors to accusations of anti-competitiveness, it has also been one ofthe most headline grabbing issues ofthe past couple of decades – whileinternet debate by fans of both campssometimes rivals the Microsoft versusApple rows in their ferocity.

Both firms were constantly reachingfor the next incrementally fasterproduct, and it could be argued thisrivalry is one of the biggest reasons PCshave up until recently been sold withthe emphasis very much onspecifications and incrementalperformance increases, rather than onstyle and user experience.

However that is starting to changenow. One of the biggest lessons to belearned from the rise of netbooks andApple products is how simplifyingtechnology and removing geek-speakcan do wonders for sales. Tablets likethe iPad aren’t particularly sold onspecifications. They are sold onconvenience, style, and something a bitcooler than clock speeds.

AMD is looking to do a similarthing for other aspects of the PC

industry with Vision. Essentially, theconcept puts all the detailed specs of acomputer into the background, andjust labels a PC as Vision (basic),Premium, Ultimate, or Black,depending on the machine’scapabilities. It’s shedding the geek-speak which many see as a put-off tomainstream consumers.

“If you look at what consumers careabout today, it’s different to what theycared about 20 years ago,” says SasaMarinkovic head of EMEA productand field marketing.

“How we marketed in the past wasto talk about the technology and theperformance, but if you look at howconsumers are buying today, it’s moreabout experience and design. So we satdown and we thought about how wecould approach the consumer, and talkto them in a way they want theinformation delivered to them, in away they understand, and make them

INTERVIEW AMD

After years of vicious competition with Intel overprocessor speeds, AMD is switching tactics andlooking to grab the attention of non-techyconsumers with its Vision programme. Meanwhile,the culmination of its merger with graphicsspecialist ATI looks to have finally come to fruitionwith the Fusion APU project. Andrew Woodentalks to head of EMEA product and field marketingSasa Marinkovic...

“How we marketed inthe past was to talk

about the technologyand the performance,but if you look at howconsumers are buyingtoday, it’s more about

experience and design.”Sasa Marinkovic,

AMD

New clear

fusion


interested in what atechnology company hasto say to them.

“We made Vision toenable OEMs to sell theirproducts more easily. Butalso further down thechain to the retail store,it makes it easier forthem to explain what ourstory is, and why Visionis a good solution forthem. It’s easy to sellbecause it’s easilyunderstood. Consumersbuy a PC based on what they want todo with it, and not what frequency theprocessor is on their laptop.”

SIMPLIFYING THE BRANDIt certainly makes sense that if you’retrying to increase sales to those thatmay not be technically minded, you’renot going to win them over by listingmotherboard bus speeds and frequencyoutput of the central processing unit,which is how the industry is currentlygeared up to sell hardware. Marinkovicsays the information given to customersis currently too complicated.

“For anybody that is notimmediately involved in this industry, Iwould say people would be hardpressed to say if a quad core with acertain level of graphics is better than adual core with a different level ofgraphics. It has put an additionaleducational burden on the consumer.They shouldn’t have to go and learn tothe point where they need a degree inorder to make decision when they arebuying a notebook. We are doing thelegwork for them – keeping all thetechnical specifications in thebackground, and putting thesedifferent tiers to the forefront.”

Meanwhile, AMD has also recentlylaunched its Fusion programme, or‘APUs’ (accelerated processing units).This next generation essentially

combines thefunctionality of the

graphics processor unit and the centralprocessing unit in to a single processorpackage with separate clocks. It’s aprogramme AMD are investing a lot in,and it’s an example of how the firm istrying to distance itself from acommoditised arms race with Intel.

“The first race in the industry wasabout the frequency,” adds Marinkovic.“If you remember ten years ago it wasIntel and AMD fighting over who wasgoing to get to 1GB first. We got tothat point first, then it went on to whohad the most cores. But I thinkeveryone is realising now the limitationof those approaches. There’s really a lotof performance that can be squeezedout and utilised by the GPU. The CPUis a serial device, and the GPU isparallel. Only when you pair the twodo you get the best result in mostapplications. That’s called

heterogeneous computing, and I firmlybelieve that is the way to go.”

COLLABORATIVE DRIVEEver since AMD bought graphicsspecialist ATI in October 2006,industry watchers have beenspeculating on the ultimatecollaboration form the two. It’s Fusionthat seems to be the ultimateculmination of this buyout, and with itAMD believes it’s in the best place tolead in the area of APUs.

“This is the work of both companiescoming together as one andcollaborating on delivering thisexperience. It does go along with ourstrategy of how we deliver ourexperience to users,” claimsMarinkovic. “If you look at Vision’stiers – basic, premium and ultimate –and the capabilities that you’re going tosee for the end users is again highdefinition videos, online gaming,emailing, media – all of that can bedelivered in a very elegant waythrough the APUs.

In their own ways, both programmesare looking at changing the waycomputers are sold and perceived. Ifthey’re right, then the rest of theindustry could look to changing in asimilar way.

Marinkovic concludes: “I think wehave the right strategy in Vision and weare moving along in the right way –Vision and APUs are the way to go.”

“The CPU is a serialdevice and the GPU is

parallel. Only when youpair the two do you getthe best result in most

applications.”Sasa Marinkovic,

AMD

AMD unveiled its Fusion concept atComputex, kickstarting what it callsthe accelerated processing unit era.The firm says the new chips representa ‘seismic shift’ for the computerindustry, combining processingcapabilities which were previouslyspread across the CPU and the GPUonto a single die. The first products

are planned for the first half of 2011.The firm will be pushing APU

strategies to the wider industry withthe launch of the AMD Fusion Fund –an operation which looks like will actlike a specified venture capitalist firm,investing in and promotingcompanies that develop productswhich will support the APU platform.

BEST OF BOTH WORLDS

The Fusion processors will combine graphics and processing inone package to offer seamless experiences in the latest games


INTERVIEW AMD

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BEFORE THIS generation of consoles,the gaming market was much moreskewed in the PC’s favour. It might notseem it now, but competition betweenconsoles and PCs for the contents ofgamers’ wallets was fierce, and most ofthe development innovation camefrom the PC and flowed down to theconsoles, not the other way around.

The enthusiast PC market is stilllargely driven by games – there are veryfew other applications that requirecutting edge processors and graphicshardware. And while many firms in theindustry make a lot of money out of it,there’s no denying there are now manymore people buying games for consolesrather than PCs.

With the launch of the Wii, theXbox 360 and the PS3, support in thegames industry turned very much infavour of Nintendo, Microsoft andSony – the reasons for which are still a

subject of debate. As well as piracy (itsalways been much easier to illegally getyour hands on a PC game than aconsole one), one of the mainarguments against the PC as a gamingplatform is the cost of maintaining itwith up-to-date components. Consoles,which represent a single initial outlayfor their entire lifecycle, are nowaround five years old in some cases,and still at the very forefront of theindustry. Try playing the latest releaseson a five-year-old PC, and you’ll findresults to be less slick.

Unless, of course, you take theprocessing away from the user’scomputer. That’s what OnLive does ina nutshell – a series of ultra-high speedservers do the work, and then stream agame’s imagery through to the user viahigh-speed internet. Even low spec PCscan play some of the latest games. Theconcept is revolutionary in scope,throwing one of the most importantsectors of the PC market on its head.So much so that prior to its launch,many questioned if it was even possibleto do what they claimed, bearing inmind the huge latency issues that comewith video compression.

“I would like to say that there wassome kind of silver bullet that solvedall these issues, but it turns out therewasn’t one, or at least we couldn’t findone,” Steve Perlman, OnLive founder,president and CEO tells us. “Werecognised just how significant andtransformative this would be, if we

“With OnLive the moneywill go to the publishersrather than the retailers,which will mean more

game development andmore money funnelled

into existing games. Andit gives publishers theopportunity to lower

the price.”Steve Perlman, OnLive

The revolution will be

digitisedDespite scepticism form the technicalcommunity, the OnLive gaming service has nowlaunched, and is working. The system offers thelatest games on a rental basis on even low-specPCs, and as such has huge potential to shake upboth the gaming software and hardware market.Andrew Wooden talks to OnLive founder,president and CEO Steve Perlman…

INTERVIEW ONLIVE


could get it to work. So we realised theonly way to really solve this thing wasto come up with a wide range ofsolutions. Dell has been makingservers for us with custom silicon andcustom hardware – we’ve secretly beenworking with them for a number ofyears, and they can crank these thingsout as fast as we want them. We haveone of the largest server deployment ofGPUs in the world; certainly it’s thelargest Dell has ever done, andcertainly by the end of this year it willbe the biggest in the world.”

TACTICAL ALLIANCESWhile the firm may have conqueredthe technical issues, a larger obstaclewould be opposition from the gamesindustry itself. Without backing fromthe major publishers, no system of itsscale would have a chance. Luckily,then, big name firms like EA, Ubisoftand 2K Games flocked to OnLive intheir droves, mainly attracted by thedeath blow it deals to piracy, and thefact more revenue will flow their way.

“The publishers are subject to thesame market forces that retailers are,”says Perlman. “The publishers arehappy to lower their prices if thedemand for a game drops off. Thedifference with OnLive is the moneywill be going to the publishers ratherthan the retailers, which will meanmore game development and moremoney funnelled into existing games.And frankly it gives the publisher theopportunity to lower the price further.

“They have to price their gamesexpecting a large percentage of therevenue is being funnelled off intoused games. So now if they don’t haveto do that and also if they don't havemoney funnelled off from piracy, that

gives them the chance to lower theprice of the games.

“A number of publishers have saidthey’d not only like to do that but havealso come up with new types ofpackaging to make them episodic.There’ll be a lot more packagingopportunities once we get away fromthe constraints of physical media."

While the console world is still veryreliant on that physical media, the PCmarket has been shifting away from it,with download services like Steam.Indeed, far from a threat to the PCgaming space, Perlman sees OnLive asproviding a shot in the arm to whatsome see as a flagging market.

“A lot of people have said thatpeople are dropping like flies in the PCgaming world, because they can’t keepup with the hardware costs. And a lotof gamers are disappointed at thelimitations in the console world.Consoles are five-year-old platformsnow, and there are no new ones on thehorizon. So for a lot of folks, they seethis as a really nice adjunct to the PCgaming world. They get to share theirworld with a lot of other people thatperhaps wouldn’t have the time orresources to get into it. We are going torun into people who will say thegraphics aren’t as sharp, or that thelatency is higher, but what can I say? Ithink they have a very narrow view ofthe world,” Perlman comments.

CONGLOMERATED POWERWhile the service currently runs at720p resolution – lower than manyhigh-end PC gaming rigs – there areplans to make the service higherquality. And there are benefits to usingthe network of ultra-power servers asthe processing hub, which couldoutstrip anything a gamer can have intheir house.

“The games that are being developednow for OnLive, for when we do have a

large install base, have capabilities thatyou can’t achieve on any local rig,”continues Perlman. “We havesomething called Mova on the site todemonstrate that power – it’s acomputer-generated face that mostpeople would think was a live person.Imagine what games are going to be likewhen all the characters look that good.

“We’ve tried to make it as easy aspossible for people to go and give it ago. It’s the beginning of a new age, andwe did the best we could for this firstshot. But it’s only going to get better.The great thing about it is that even asit does, you won’t need to upgrade yourmachine to feel the benefits. We’vemade games digital media – but it’s justthe beginning of this era.”

OnLive has already launched in theUS, and we understand the firm willbe looking to roll out the service in theUK earlier than the 2011 dateprojected by BT, which is partneringwith the firm in this country. OnLiveinsists it isn’t directly competing withthe current stable of PC gaming – yet –but there’s no doubt the status quo willbe shaken up to some extent by thelaunch. Just like the French revolution,the effects of this one probably won’tbe clear for some time.

"A lot of folks see this asa really nice adjunct tothe PC gaming world.Some people will saythe graphics aren’t as

sharp, or that thelatency is higher, but

what can I say? I thinkthey have a very narrow

view of the world.”Steve Perlman, OnLive

kEoin Matthews believes that in twoto five years Buy.com will becompeting with the UK’s top e-tailers


INTERVIEW ONLIVE

BIOGRAPHY: STEVE PERLMAN

Steve Perlman is the founder,president and CEO of OnLive.With over 30 years of technologydevelopment experience, Perlmanis best known for developingQuickTime, WebTV and MovaContour facial capturetechnologies. In addition tofounding and operatingnumerous start-up companies,Steve has been a Microsoftdivision president and a principalscientist at Apple.

Perlman currently holds over100 US patents, and has morethan 100 more pending.

“I PERSONALLY thinkthat over the next fiveyears more and moresoftware will bepurchased online. Weare already seeing thistrend with gaming and anumber of larger e-shops have also launched theirelectronic software download sites, where you candownload virtually all their titles in an instant.

The trend in ever-increasing broadband speedshas also meant that downloading large files hasbecome relatively speedy – downloading over100mbs can be done in minutes and not hours.

Ultimately in five years time, I would predictover 70 per cent of software sales to be madethrough online download, 20 per cent to be madethrough attached bundles, and 10 per centthrough traditional boxed retail.”

“TRIBEKA OFFERSa different approachto distribution byinstalling a machinethat creates softwareon demand. Retailersno longer need a warehouse to ensure stock isavailable. Even though Accountz is being askedmore and more by e-tailers and other vendors fordownload and licensing options, the demand forboxed software remains as constant as ever. Forthe future, download options will increase mostdefinitely, but this just adds more choice for theconsumer. I believe that, like books, some peoplewill always want a box.”

With the launch of gaming streaming service OnLive (see page 30), and the recent expansion of in-storepublishing system SoftWide (see page 21) into Tesco – both of which effectively negate traditional boxedsoftware products – Andrew Wooden asks a panel of industry executives if this is just the start andwhether the software distribution model be very different in five years...?

ANALYSIS SOFTWARE DISTRIBUTION


Industry opinions

“WHILST I do agree that these new services,along with other cloud computing applications,will negate the need for ‘traditional’ boxedsoftware products, I still believe they will have aplace in the market, but potentially in analternative format. I think boxed software willevolve to be more like ‘activation cards’ in a box,similar to that seen with Office 2010 product keycards or LiveDrive Online Backup activation cards.

Software vendors want people to commit totheir product at point of PC sale, rather thanrelying on the customer to remember to maketheir software purchase at a later date. Adistributed product sold through resellers securessoftware sales at the point of PC purchase,committing the end-user early. To rely on thecustomer to go online is a much riskier strategy.Some customers might not want the hassle ofwaiting for the retailer to burn their softwarepurchase to disc. An activation card removes suchbarriers to purchase and can be bought and takenaway in an instant.”

Mark Lynch, Product Manager, VIP

Quentin Pain,Founder andChairman,Accountz

Scott Barnsley,Head of Salesfor Retail/SoHo, AVG

“WE CAN see that a higher percentage ofproducts in the IT channel business are nowdelivered by soft download, and that anincreasing number of vendors are choosing todeliver services this way. The benefits are clear –the latest version of the product is availableimmediately and the environmental impact ofproducing box products and delivering is reduced.There are, however, benefits to both electronicsoftware download and the retail sales model.Many customers still feel more comfortablebuying a physical product from a specialist retailerthat can aid and advise as well as offer uniquesupport. Software in particular is still a relativelychallenging purchasing decision for many,especially for those with very little IT knowledgeand so the thought of an unaided purchase in thesupermarket is daunting. I would expect thatwithin the next five years 30 – 40 per cent of endusers will be satisfied to have product delivered bysoft licence, while the specialist retail model willcontinue to co-exist.”

George Tennet, CCO,BullGuard

THE TECHNOLOGY industry is notrenowned for eco friendliness. Fromthe manufacturing and consumption ofproducts to the growing amount ofgreenhouse gas emitted by data centres,tech inevitably creates a heavy carbonfootprint. Every leading vendor,however, has some sort ofenvironmental policy or initiative inplace to cushion the environmentalimpact and score a few public relationspoints along the way.

Greenpeace recently released thethird version of its Cool IT Leaderboard– an assessment of how green certainleading manufacturers are. Cisco cametop of the scoreboard of 15 firms,while Panasonic shuffled about at the

bottom. Companies were scored ontheir products, their operationalemissions and their engagement inpolitical advocacy regarding climatechange.

“IT companies just talking inabstraction about how IT can save theplanet – that’s not good enough,” saysCasey Harrell, electronics campaign co-ordinator for GreenpeaceInternational. “While we care aboutproviding IT solutions for climatechange for the climate’s sake, thesecompanies may not be altruistic, theycan make a lot of money in aconstrained economy, so it’s also abusiness opportunity.”

John Swatton, marketing specialist at

Asus, agrees that companies can nolonger get away with making vaguestatements about being green. “Ratherthan make promises, the proof is in thepudding – we demonstrate that via theindependent accreditations andrecognition we get for reducing powerconsumption and the impact on theenvironment,” he comments.

WOOD YOU BELIEVE IT?One of Asus’ big green ventures hasbeen the Bamboo notebook. Notentirely dissimilar in appearance to awood-panelled station wagon, Asus’device is clad in bamboo. According toSwatton, this means theproduct is made from


>>>

ANALYSIS GREEN POLICIES

“IT companies justtalking in abstraction

about how IT can savethe planet – that’s not

good enough."Casey Harrell, GreenPeace

With the environment playing a part in everything from politics to fashion, IT companies are falling overthemselves to prove that they are as green, if not greener, than their competitors. Nicky Trup looks atwhat some leading manufacturers are doing to save the planet, and finds out how realistic it is for atech company to be eco friendly at all…

Jolly green giants


around 20 per cent lessplastic than a traditional

notebook and the bamboo used issustainably farmed and quick to grow.“It’s a type of bamboo that’s not eatenby pandas so we’re not endangering thepanda population,” he adds.

Dell, meanwhile, has taken a slightlymore conventional approach to makingits products eco friendly. “We’ve madeour notebooks and desktops 25 percent more energy efficient since 2008,”says Vic Smith, Dell’s senior strategictechnologist for EMEA. “We’retransitioning our notebooks to LEDdisplays, which are mercury-free, highly recyclable, use much less energy,offer longer battery life and allowthinner designs.”

As Harrell implies, vendors do notnecessarily make these changes simplyout of the goodness of their hearts.There are legal obligations which meanthat now, more than ever, tech firmshave to clean up their acts. TheGovernment’s CRC Energy EfficiencyScheme was introduced earlier thisyear; a mandatory programme aimed atimproving energy efficiency and cuttingcarbon emissions.

“With the UK’s carbon reduction

commitment legislation having kickedoff in April, many of the largercompanies are already focusing onreducing their carbon baselines andlooking at technologies that can avoidheavy carbon processes. That could bethings like video conferencing,

centralising printing, improving yourdata sensors or looking at powermanagement on PCs,” observes IanBrooks, European head of innovationand sustainable computing at HP.“From a UK perspective most of ourenergy at HP is already from renewable

sources. There are programmes that aregoing through as we speak to broadenthe coverage of the renewable energycontracts that we’ve got.”

According to US-based Harrell,companies operating in the UK andwider European Union are subject tomany more environmental restrictionsthan his homeland. The EU’s RoHSDirective, for example, which cameinto force in this country in 2006,limits the levels of certain chemicalsthat can be used in the manufacture ofelectronic devices. Harrell says thatwhile there was initially some resistancefrom the big vendors, many havechanged their tune since the legislationwas first introduced.

WASTE NOT, WANT NOT“We’re coming up to revise the RoHSdirective and instead of it beingGreenpeace and a bunch of publichealth advocates and otherenvironmentalists on one side and theIT industry the other side, we’re nowgoing into Parliament hand in handwith many of the IT industry,” hecomments. “They made the change intheir supply chain, they invested theR&D costs for substitutes that are

“We’ve made ournotebooks and desktops

25 per cent moreenergy efficient since

2008.”Vic Smith, Dell


� Cisco – 62/100� Ericsson – 53/100� IBM – 42/100� HP – 41/100� Fujitsu – 36/100

The five highestscoring firms

>>>

Vic Smith, Dell Casey Harrell, Greenpeace

GREENPEACE COOLIT LEADERBOARD

“From a UK perspective,most of our energy at

HP is already fromrenewable sources. And

we’re also set tobroaden the renewableenergy contracts that

we’ve got.”Ian Brooks, HP


inherently safer, and they want topunish the rest of their competitors.”

As every part of the channel isaware, the other major piece of EUlegislation to come into effect in recentyears is the WEEE Directive. Manyvendors have taken their waste disposalobligations one step further andapplied them on an international level.

“We were the first major computermanufacturer to ban the export of non-working electronics to developingcountries as part of our global policyon responsible electronics disposal.We’re actively calling for the rest of theelectronics industry to join us,” saysDell’s Vic Smith.

However keen major tech vendorsmight seem to comply with legislationand promote their eco credentials,some have levelled the criticism thatthese schemes are just a marketing ploy,or simply ‘greenwashing’. “For years,when there wasn’t the pressure of

legislation, there wasn’t the pressure ofconsumers demanding this [eco-friendliness], it was completegreenwash,” observes Harrell.

“We have to stay vigilant and call itout when we do see it, because we stilldo – it’s not something that’scompletely in the past.”

ECO WORRIERSWhile the vendors are obviously awareof this perception, they believe it’sunjust. “If you’ve got facts and figuresthat are backing up the claims thatyou’re making, for me that’s the acidtest. If industry watchers who havedone extensive audits on HP’s policieshave come into HP and reviewed us, ifthey think that HP’s in a good positionthen that helps enormously,” Brookssuggests. Smith, meanwhile, says thatDell never makes claims aboutsustainability without having theevidence to back it up.

The situation is something of aCatch 22; do nothing and you arepolluting the environment, or makechanges and be accused of ‘spin’. Thesolution for vendors, it seems, is toimprove the eco friendliness of theirproducts and operations withoutturning every green initiative into a PRopportunity.

“No-one’s going to say that techcompanies are carbon neutral, that’sunrealistic. What we can do isconstantly review what we’re doing totry and reduce our impact on theenvironment,” concludes Asus’ John Swatton.

“No-one’s going to saythat tech companiesare carbon neutral,

that’s unrealistic. Whatwe can do is constantly

review what we’redoing and try to reduce

our impact on theenvironment.”

John Swatton, Asus

John Swatton, Asus Ian Brooks, HP ECO EFFORTS:

What the vendors aredoing

HP� Has tripled recycled materials used

in inkjet printers since 2007� Plans to cut GHG emissions from

its facilities by 20 per cent between 2005 and 2013

� Aims to double voluntary purchases of renewable energy to eight per cent by 2012

Asus� Requires all manufacture sites to

implement energy-saving projects� Super Hybrid Engine in new

generation notebooks can boost battery life by up to 53 per cent

� No longer ships products with printed manuals

Dell� Sources around 26 per cent of its

energy from green power� Plans to reduce its facilities’ GHG

emissions by 40 per cent between 2007 and 2015

� Aims to reduce packaging by ten per cent between 2008 and 2012

Acer� Promotes ‘Trees for Green’

initiative, planting one tree for every product sold (up to a certainnumber)

� Acer PowerSmart key on notebooks increase energy efficiency when activated, saving around 2,320 tons of CO2

� Is working on detachable product designs to improve recyclability

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FRONTLINEStatistics and analysis on themonth’s top selling products andwider retail trends

P 40

INDIE PROFILEWe talk to Vinny Johnson, ofMansfield-based Micro Help

P 43

MYSTERY SHOPPERPCR heads to Thurrock in search ofa PC-based entertainment system

P 44

PCR’s monthly look at the issues facing the retail sector

RetailFocus

This month infinite Field Marketing has visited 250 stores across the UKto gather real ‘grass roots’ feedback and opinion on the best-sellingproducts in-store and issues affecting the industry...

RETAIL FOCUS � FRONTLINE


From theFrontline

A TOUCH OF GOOD SALESTHE ENTRY of the Packard BellOneTwo into our desktop categoryrepresents the first time that we’ve seena touch screen PC in our sales charts.The device is one of a slew of machinesthat were launched to take advantage ofWindows 7’s touch support, and takesthe form of an all-in-one with mouseand keyboard bundled in for those whodislike constantly raising their arms touse the internet. The device includesAcer’s TouchPortal software, which wasdesigned to aid the touch supportincluded in Windows 7, but according toreviews offers mixed results.

Meanwhile, the Compaq PresarioCQ5305 remains the top sellingdesktop device for the fourth monthrunning. It’s an entry level device, withan appealing price point and a wellrecognised brand, so perhaps its strongsales should not be surprising.

Another less-than-surprisinginclusion in the desktop charts is theApple iMac, which last made anappearance in April. The M950B/A isthe cheapest of the iMacs featuring a21.5-inch screen with 500GB ofstorage, as opposed to the terabyte ofmemory offered by other models.

In the laptop charts, we see twoproducts from Hewlett Packard – firstlythe G61, which has been a fairlyconsistent top seller over the past fewmonths, and the G62. The G62 isanother noteworthy entry for thesecharts, being the first top sellingmachine to utilise one of Intel’s Corerange of processors – namely the i3 –and can be found for less than £400.

Elsewhere, Logitech’s policy of brandsimplification appears to be working, asit now has no less than four productentries this [email protected]

HP G61-4101

2 ADVENT ROMA 2001

3 DELL INSPIRON 1545

4 HP G62-107SA

5 ACER ASPIRE 5732

COMPAQ PRESARIO CQ53051

2 PACKARD BELL ONETWO M

3 HP PAVILLION P6313

4 PACKARD BELL IXTREME X5622

5 APPLE IMAC M950B/A

DESKTOPS

MICROSOFT WIRELESS 30001

2 MICROSOFT COMFORT CURVE 2000

3 MICROSOFT DIGITAL MEDIA 3000

4 LOGITECH MK300

5 LOGITECH ULTRA-FLAT

KEYBOARDS

LAPTOPSMICROSOFT WIRELESS MOBILE 30001

2 LOGITECH M205

3 LOGITECH M215

4 MICROSOFT WIRELESS NOTEBOOK OPTICAL 4000

5 LOGITECH M305

NORTON 360 V4.01

2 NORTON 360 GOLD V4

3 NORTON INTERNET SECURITY 2010

4 KASPERSKY INTERNET SECURITY 2010

5 MCAFEE INTERNET SECURITY 2010

ANTIVIRUS

NVIDIA GEFORCE GT 2201

2 SAPPHIRE ATI RADEON HD 4650

3 PNY NVIDIA GEFORCE GT 240

4 BFG NVIDIA GEFORCE 7600 GS

5 PNY NVIDIA GEFORCE GTS 250

GRAPHICS CARDS

MICE

Microsoft is launching free MS Office2010 online apps to Facebook users. Willthis affect store sales of Office 2010?The majority of respondents think that Microsoft’s plans tooffer a ‘taster’ version of Office 2010 will not have an effecton retail sales. But of those people, it’s a fairly even splitbetween those who are adamant and those who aren’t sure.

� Yes 16% � No 41%� Don't Know 43%

“Customers areincreasingly looking at the aesthetic design

of laptops”

“The Intel processor chipset isjust getting better”


RETAIL FOCUS � FRONTLINE

“We are selling more laptopsthis month, but netbooks

have not gone so well”

“No problems with sales – Ijust wish we didn't have somany low priced products”

“Customer footfall isdown slightly but sales

are good”

“More and more customersare buying the

promotional laptops”

“Interest in Macs has risenwith the iPad launch”

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

NEWS BYTES

KEY RETAILER COMMENTS

BEST BUY SPONSORS THE O2Best Buy has signed a deal to become theofficial consumer electronics retailsponsor of London music and eventsvenue The O2. The five-year agreementsees Best Buy own the naming rights tothe 750-capacity VIP Lounge and offer itscustomers opportunities for upgrades andVIP tickets to events at The O2 under theretailer’s reward programme. Kevin Styles,marketing director of Best Buy UK, said:"Best Buy has a long-standing heritageand commitment to supportingentertainment and so I’m delighted toconfirm our partnership with The O2.”

SHOP RENTS FALLHigh Street shop rents dropped 1.5 percent in the 12 months up to June and areexpected to fall more than four per centthis year, according to research byColliers International. This year’s decreasecompares with an 11.5 per cent drop inthe same period last year. Researcherssaw huge variation across the country,with rent in Guildford rising an averageof 16.7 per cent but slumping a huge 45per cent in Dunstable.

ARGOS REPORTS SALES DROPArgos saw a 5.2 per cent sales drop in thelast financial quarter, despite opening twonew stores. Like-for-like sales declined by8.1 per cent, which the retail chainblamed on the ‘weak’ video gamesmarket and poor TV sales. These twocategories accounted for approximatelytwo-thirds of the overall decline in totalsales. PCs, however, saw strong growth.Terry Duddy, CEO of Argos owner theHome Retail Group, said: “Economicconditions remain both challenging anduncertain, with this quarter provingdifficult in terms of consumers’willingness to spend. The comparableperiod last year also contained somestrong sales growth and share gains incertain product categories, particularly inconsumer electronics at Argos.”

INDIE PROFILE CORRECTIONLast month, we incorrectly stated that theIndie Profile coverage of A2Z Computingin Newport was written by Roger Hummof Brigantia Computer Experts. In fact thearticle was penned by the president ofthe Technology Channels Association,Keith Warburton.

For a full list of publishers and manufacturers that Interactive Ideas represent, visit

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Spring 2010

RETAIL MAGAZINE

Audio Visual Gaming & Children’s Console Gaming

Education & Reference Gadgets Creativity

PC Gaming Productivity & Home Office

➜ www.interactiveideas.com/corporate/Interactive_Ideas_Retail_Magazine

Multimedia

EducationKeyboards

MiceGraphic Design

Security

Macideas for…

AS A B2B IT support business, overthe last 23 years Micro Help has had toevolve and adapt its business –sometimes very quickly. The early dayssaw Micro Help working with 8-bitAmstrad PCWs, with no hard drive, nonetwork, no internet and only the veryearly stages of email.

Recent years have seen Micro Helpproducing and working with customMicrosoft Access applications, oftenlinking with Sage 50, to improvemanagement information and workflowfor their customers and clients.

As a Sage Developer, Micro Helpproduces applications such as TrueInvoice Profit for Sage 50, which givesmore accurate profit reports from Sage50 Invoicing, as well as many other ‘bolton’ apps. Micro Help has also been

busy helping people get the best out ofWindows Small Business Server, withthe likes of Terminal Services, OutlookAnywhere and Push Mail. As VinnyJohnson said: “Remote access really isso useful, both for the customer andthe support provider. It’s surprisinghow many SBS servers don’t have thesegoodies set up when they’re installed.”

He added: “We’ve also been an ISP

for over a decade, which, combinedwith our web design and email systemwork, enables us to look after that sideof customers’ needs too.”

Micro Help’s small scale has alwaysallowed it to have a personalrelationship with each of its clients,and the P1 system, for support contractholding clients, allows the firm to givethe best customer service and supportfor many more hours per week thanmost can offer.

Humm asked Johnson what thefuture held for Micro Help…

“…with emerging technologies suchas virtualisation, cloud computing,handheld devices and robotics, I’m surewe’ll have to turn our hands to theseareas soon, and we’ll upgrade ourageing ‘Hero’ robotic receptionist too!”

www.pcr–online.biz July PCR 43

RETAIL FOCUS � INDIE PROFILE

Roger Humm takes time out to talk with Brigantia Computer Expert memberVinny Johnson from Micro Help, based in Mansfield, Nottinghamshire...

MICRO HELP FACT BOXYear established: 1987

Number of outlets: 1

Regular vendor lines:Cloudmark, Fujitsu, Microsoft,Panda, Sage

Contact name and address:Vinny Johnson, Unit 8 Bleak Hill Way, Hermitage Lane Industrial Estate,Mansfield, NottinghamshireNG18 5EZ.

Telephone: 01623 651 444

Email: [email protected]

Website: www.microhelpuk.net

Roger Humm is Head ofMembership Relations atBrigantia Computer Experts –[email protected]

ARRIVING AT the store early in the morning itwas apparent that the place was operating onskeleton staff levels, with the few workers visibledoing stock checks and ignoring my presence.

After 15 minutes of being the only customer inthe PC section, I was approached by someone. Itold him I wanted to create a PC-basedentertainment system and he asked if I was lookingfor an all-in-one or a tower PC, explaining that thetower benefits from being upgradeable, while theall-in-one will look a lot sleeker. I chose the latterand he told me to look around at the modelsranged while he sent someone over. Another 15minutes passed and still no-one had come to help.

A Packard Bell rep arrived and showed me thePackard Bell D6020uk for £649, demonstratingWindows Media Centre, highlighting the built-inFreeview and informing me about the 640GB harddrive. He claimed that the model was the only onein-store with Freeview built in; however during my30 minutes of browsing I knew that this wasn’t thecase. He then asked if I had Sky at home, tellingme about using Sky Player if I did. Finally he toldme how the optimised Dolby Headphonetechnology used by Packard Bell will improve thesound quality when using headphones orconnecting PC speakers. At this point there wasstill no sign of any PC World employees available

PC WORLD

RETAIL FOCUS � MYSTERY SHOPPER

44 PCR July www.pcr–online.biz

Lakeside/ThurrockThis month, PCR’s man (or is it woman...?) of Mystery is looking for a PC-basedentertainment system for the home. Groovy, baby!

to help and, asking where the PC speakers were, heproceeded to take me to them and look at whatthey ranged. He recommended the JBL Creature II2.1 unit, an opinion based on him happily owningthe smaller version. Getting out his phone he thentried to demonstrate it. However, it had not beenset up for demonstrations, as was the case with themajority of the other PC speakers on display in the store.

I also said that I would need a router to create anetwork; he again showed me their range,recommending the Belkin N150 for £39.99,explaining the range benefits of Wireless N givingbetter range.

The Packard Bell member of staff had beenfriendly and helpful with a good knowledge ofPackard Bell and a general understanding ofspeakers and networks.

It was only on leaving the store that the memberof staff assigned to welcoming customers asked if Ihad found what I was looking for – 45 minutes toolate. I was disappointed that I was not served by amember of PC World staff.

Despite visiting thestore early I was one ofthe few customers in thestore, none of which Isaw being served.


>>>

Turn the page for moreMystery Shopper results

COMET

LOCATED in the shadow of Best Buy is perhapsone of the smaller Comet stores in the group. Myimmediate impression was that the range was a lotsmaller than that of PC World and Currys and that,despite it now being midday, there were still very fewmembers of sales staff on the shop floor.

Letting the sales assistant know what I was after,he confidently recommended the Packard BellD6020uk, £699.99, quoting that it had good specsfor multimedia usage and a built-in TV tuner – at agood price. Asking about the few higher end all-in-one units they had, he replied that they would bebetter for games.

The assistant then showed me the speakers ranged,demonstrating and highly praising the BoseCompanion 3s, saying that the superior sound qualitywould really make the difference when watching films.He also pointed out that I could connect them to myphone/MP3 player, as well as my PC.

We then moved onto the routers after I said Ineeded to set up a network, with him recommendingthe Belkin Wireless N router. “It has the greatestrange so you could use it in your garden for a party,”he said. He also explained the ease of setup and theimportance of setting up a wireless security key.

The advice had felt rushed, and he showed me onlyone product in each section. But he always referredback to my needs and his advice and recommendationswere sound. The assistant is a great salesman, but I gotthe impression that he was stressed, quite possibly dueto pressure caused by the arrival of Best Buy, and it wasthis stress which affected my experience and wouldhave made me take hisrecommendations and lookelsewhere to get the bestprice rather than buy thereand then.

SCORE

7/10SCORE

5/10


APPLE STORE

EXPLAINING my desire for an entertainment set-up,the Apple sales assistant said, “I’d assume you’re lookingfor a large screen,” showing me the 21.5-inch iMac.

Highlighting the two key different models, 21.5-inch and 27-inch he said that although the 27-inchhad the bigger screen I wouldn’t need the extrapower so it may not justify the £400 price differenceand that the base iMac would do me fine for £969.This came as a bit of a shock as the 27-inch dwarfedits younger sibling and I feel more could have beenmade of the value of having a larger screen.

Moving on to speakers, he showed me the B&Wrange, however almost immediately added that theyare “very expensive at around £400” before takingme to the small Bose Companion two speakers for£99.95. He advised that they would offer bettersound and more bass than the iMac but admittedthat for films it might be better to go for a 2.1speaker setup, something they didn’t stock.

I noticed the EyeTV USB sticks stocked andenquired about them. To my surprise herecommended using TVCatchup online for free,rather than selling me themany benefits of EyeTV suchas being able to record.

Whilst in store I waspotentially undersold twice.

SCORE

5/10

CURRYS

THIS store’s width, plus its second floor, makes itthe largest Currys Megastore in the country. Thereare many manufacturer dedicated areas, includingBlackberry, TomTom, Apple and HP.

Looking at the all-in-ones, the assistant pointedout the same Packard Bell model recommended inPC World, D6020uk. I hinted at an interest in alarger screen, to which he highlighted an Acer, andthen the Packard Bell X8020uk, pointing out thatfor the extra £150, over the D6020uk, I’d get abigger screen, quad processor, bigger hard drive,extra 1GB of RAM and a dedicated graphics card.This had easily sold me on the step up between thetwo Packard Bells.

Moving over to the PC speakers, there were veryfew speakers demo ready, despite a display whichseemed to be designed as a control screen for thecontent playing on all the speakers. This surprisedand frustrated the member of staff, who apologisedthat I couldn’t listen to the ones he recommended.

The assistant was very friendly and instantlylikeable. Throughout my time in store he willinglyrecommended products.However he let me know that hewas there to help and that it wasmy money, so should ultimatelybe my decision and preference.

SCORE

8/10

IN THE PC section of this new store I was greeted bya chap who, in an American fashion, thanked me forcoming to the store, introduced himself and thenasked me my name.

He then proceeded to ask questions: “What areyou looking for, laptop or desktop and what sizescreen?” Mentioning the multimedia/entertainmentsystem and possibly a larger screen, he recommendeda Mac, leading me to the Mac area where he showedme the iMacs. He demonstrated the new features. Iwas thoroughly impressed and even if I hadn’t used aMac before, I would have felt confident in buyingand learning, especially when they told me that Icould book an in-store training session if there wasanything I wanted to learn.

I said that I was impressed by the 21.5-inch iMac,£949, and would probably choose it as my centrepiece to the system. Taking the hint that I wasn’tdone the assitant then suggested speakers to improvethe sound experience. The PC speaker section wasinstantly different to that of the other stores as all ofthem were demo-ready.

Enquiring about routers, I was shown the fullrange. The assistant asked how big an area I neededthe wireless to cover, using points in the store asexamples of G and N ranges, as well as asking if therewould be more than one active computer using thewireless internet at once.

The Best Buy assistant was confident and able tohelp you to make a decision on a product withoutbeing pushy. He didn’t use technical jargon, insteadexplaining it in an easy tounderstand manor. Thedemonstrations in storemade a huge difference tothe visit and my experience.

This Mystery Shop was conducted by infinite Field MarketingSolutions, a leading provider of field marketing services to thetechnology sector.

The solutions provided include Training, Market Research,Mystery Shopping, Demonstration Days, Roadshows,Merchandising and Compliance & Data Capture.Visit our website for details and to request a Case Study.

SCORE

10/10

I was disappointed by a number of things in most stores during my day. The first was that none of thestores really picked up on my home entertainment setup wish by suggesting products to go with thePC. Instead I had to ask about speakers, with the exception of Best Buy. The other issue wasdemonstrations. PC World and Currys performed the worst, while the demonstrations given in Cometand Apple were brief. It was only Best Buy that shone, taking it away from the specs and price andfocusing on the important bits - usage and quality. The key thing to take from this is that Best Buy hasarrived and is as good at customer service and showing off technology as it claims to be.

[SUMMARY]



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


ERGONOMIC DESKSOLUTIONSIndustry experts tell us about thisboom sector; what products reallywork and who’s buying them

P 51

Hardware

MAC ACCESSORIESAs Apple goes from strengthto strength, we take a look atsome of the products cateringto the growing market of Mac fans

P 59

CENTERPRISEPCR talks to CEO John Rainger abouthow the distribution firm survived thefinancial crises and how it intends tocontinue this success in the future

P 64

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

ERGONOMIC DESKSOLUTIONSIndustry experts tell us about thisbooming sector; what productsreally work and who’s buying them

P 51

Hardware

MAC ACCESSORIESAs Apple goes from strengthto strength, we take a look atsome of the products cateringto the growing market of Mac fans

P 59

CENTERPRISEPCR talks to CEO John Raingerabout how the distribution firmsurvived the financial crises and howit intends to continue this success inthe future

P 64

AS ANY computer user knows, longperiods of time spent hunched overyour keyboard or peering at yourmonitor can result in some seriousaches and pains. Repetitive strain injuryis one of the most commonly reportedailments related to heavy computer useand can cause severe pain.

The Health and Safety Executiveestimates that in 2008 to 2009, 9.3million working days were lost due towork-related musculoskeletal disorders(such as RSI), representing a total of538,000 sufferers.

While these figures encompass alllines of work, the HSE alsocommissioned research specifically intothe discomforts reported by displayscreen equipment (DSE) users. Over halfreported headaches and eye discomfort,

while 47 per cent experienced neck pain,39 per cent shoulder pain and 37 percent back pain.

“The results showed a significantinfluence of DSE work, with theoccurrence of symptoms higher amongthose who spent more time at theircomputer at work, and those whoworked for longer without a break,”says David Lewis of the Health andSafety Executive.

According to Rene Batenburg,Trust’s UK country director, painfulinjuries can cost more than theworker’s health. “Employee welfarewith regards to ergonomics is now aconcern among many companies keennot only to improve comfort andproductivity but also to avoidcompensation claims for permanent

damage caused by RSI,” he observes.With the continuing popularity of

portable computing – mobile PCshipments were up almost 40 per centin the first quarter of the year –notebooks and netbooks can causeconsiderable pain if not complementedwith the right accessories.

“The problem with laptops is theway they are designed. Because youcan’t move the keyboard and screenapart, users tend to stretch furtherforward than they should, leading to ahunching of the shoulders. As a result,neck, back and shoulder problems areall on the increase,” notes Ian Fletcher-Price, CEO of Posturite, a companythat provides ergonomic solutions direct to officeand home workers. >>>

“Employee welfare isnow a concern amongmany companies keen

not only to improvecomfort and

productivity, but also toavoid compensationclaims for damage

caused by RSI.”Rene Batenburg, Trust

As businesses and consumers become increasingly interested in ergonomic peripherals, the channel isnoticing a boom in the sector. Nicky Trup takes a look at this exanding market…

[ ]CERATECH ACCURATUS UPRIGHTMOUSE

SRP: £19.99Distributor: Micro-P

They say: The vertical position of yourhand makes using this mouse verycomfortable for people who workintensively on a computer

Specs: Silver and soft black rubberisedchassis, contoured upright design to helpprevent RSI and Carpel Tunnel, 800dpioptical sensor; smooth teflon feet;responsive tactile feedback buttons

[ ]TRUST FULL MOTION DESK MOUNTFOR LCD MONITOR

SRP: £76.99Distributor: Interactive Ideas

They say: Heavy duty, metal desk-mounted stand for LCD monitors to createan ergonomic and organised workspacewith a high-tech look

Specs: Adjusts monitor height andpositioning, includes cable guides and toolsfor mounting, carries weight up to 25kg,table clamp with rubber patches included

Are you sitting comfortably?


HARDWARE � ERGONOMIC PERIPHERALSCONTACTS

BK Services: :01462 896705

Computers Unlimited: 020 8358 5858

Gem Distribution: : 01279 822 822

Ingram Micro: 0871 973 3000

Interactive Ideas: 020 8805 1000

Meroncourt:01462 680060

Micro-P: 01282 776776

Realtime: 01480 435881

Wrist Donut:01392 248221

“There are plenty of waysto make laptops safer and

more comfortable to use. For example,by using a separate keyboard andmouse you can place the laptop on astand so that your eyes are at the samelevel as the top of the screen. This willavoid the stretching and hunching thatcause many of the problems.”

Bruce Whiting, managing director ofThe Keyboard Company suggests thatthe right ergonomic keyboard can makea huge difference. “Many keyboards areavailable now which have an ‘A’ shapeto the keys. These designs keep the wrist

angle more natural and comfortable. Akeyboard with a good switch helps toreduce the amount of thumping we doon the keyboard. Mechanical switchesdon’t have to be pressed all the waydown and they don’t get stiffer as theyget older,” he explains.

“The keyboard should be centred onthe space bar. If the keyboard gets inthe way a mini keyboard or left-handedkeyboard will help. Everything shouldsit within the width of the shoulders.”

Of course, ergonomic mice areequally big business. A traditionalmouse usually means the user having

to twist their arm into an unnaturalposition – which can cause injuries tothe wrist, elbow, shoulder or back. “Ifyou use a computer mouse it’s a goodidea to invest in an ergonomicallycorrect mouse that minimises thestrain on your wrist,” Batenburg says.

Other industry experts suggest usingalternative peripherals to control thecursor. “The market for pen tablets isever increasing as the awareness growson how a pen tablet has moreergonomic properties than most mousevariants,” claims Andrew Muscat,Wacom’s channel development

manager for retail and e-tail in the UKand Ireland.

“Using a traditional computermouse involves clicking continuouslyfor a long length of time and havingyour hand and forearm twisted at anawkward, unnatural angle. This canlead to aching body parts whichsignificantly increases the risk of RSI.The digital pen assumes all thefunctions of a traditional computermouse like navigating, dragging and dropping, clicking, etc, andprovides vital ergonomicadvantages,” he continues.

>>>

>>>52 PCR July www.pcr-online.biz

HARDWARE � ERGONOMIC PERIPHERALS

[ ]ERGOTRON LX DESK MOUNTLCD ARM

SRP: £128Distributor: Ingram Micro

They say: Increase viewing comfort – help reduceeye, back and neck strain; patented CF motiontechnology provides premium ease-of-use displayadjustment

Specs: Holds weight up to 9.1kg, extends up to64cm, 33cm height range, arm folds back over thebase, cable management feature, base includes theftdetterent anchor holes for cable locks

[ ]WRIST DONUT

SRP: £9.99Distributor: Direct

They say: The unique ergonomic design of theWrist Donut levels, supports and cushions thewrist joint and lower palm of the hand againstany hard surface

Specs: Weighs less than 30g, velcro fastening,available in three sizes for wrist circumferencesbetween 11cm and 21cm, six colour options,can be worn on both hands

[ ]RAZER DEATHADDERLEFT-HAND EDITION

SRP: £48.99Distributor: Realtime

They say: For all the left-handed gamers outthere, your long hours of using gaming mice thatdo not fit are over

Specs: Ergonomic left-hand design, extra-largenon-slip buttons, 3500dpi infrared sensor, 1msresponse, five independently programmablebuttons, adjustable sensitivity, 16-bit ultra-widedata path, 15g of acceleration

[ ]WACOM BAMBOO PEN AND TOUCH

SRP: £74.99Distributor: Ingram Micro, Computers Unlimited

They say: Scroll, zoom, rotate or flip throughphotos and documents – easily and intuitively.Everything at your fingertips

Specs: Battery-free ergonomic pen, multi-touchsupport, paper-like tablet surface with 16:10 aspectratio, reversible tablet design for left or right-handed use, four customisable buttons, attachedpen holder, USB connection

[ ]TRUST DECO NOTEBOOKSTAND

SRP: £9.99Distributor: Interactive Ideas

They say: Brings your notebook screen to theideal viewing height and distance for an ergonomicworking position with increased comfort

Specs: 10cm elevation, fits notebooks with screensup to 16-inches, protective rubber pads preventlaptops sliding, protects furniture from heat, curvedshape leaves room for cables and improves airflow

[ ]ROCCAT SMART DESKTOPMANAGEMENT SYSTEM

SRP: £147.99Distributor: Meroncourt

They say: Design and function of the componentsencourage a healthy posture, while giving space tomaintain a balanced overview of all peripherals

Specs: Kova mouse with v-shaped ergonomic fit;Arvo keyboard with compact design; Sotamousepad and Apuri four-port USB hub withmouse bungee. Devices also available separately

Acer Aspire 5738D• Genuine Windows® 7 Home Premium• Intel® Pentium® Processor T4400• 15.6” 3D HD Acer CineCrystal™ LCD• 4GB RAM, 320GB Hard Drive• ATI Mobility Radeon™ HD 4570

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Acer and the Acer logo are registered trademarks of Acer Incorporated. Copyright 2010 Acer. All rights reserved. Microsoft, Windows and the Windows logo are either registered trademarks or trademarks of Microsoft Corporation in the United States and/or other countries. Other trademarks, registered trademarks and/or service marks, indicated or otherwise, are the properties of their respective owners. Other names and brands may be claimed as the property of others. Specifications subject to change without notice. Pictures are intended simply to illustrate the product.

Discover the Acer Aspire 5738D at acer.co.uk

Whiting, meanwhile,suggests that ‘central

pointing devices’ are becomingincreasingly popular in regions such asScandinavia. “The most popular onesare like a wrist rest but have a rollingbar mechanism placed so it sitsadjacent to the space bar. They are veryfast and intuitive to use, address all therisks, and some have added functionlike cut and paste buttons which alsomake for less strain,” he observes.

Another growing product area in thesector is adjustable monitor arms. TheHealth and Safety Executive advises

positioning a display so that the top ofit is at eye level. In order for this to beachievable, offices and consumersoften have to invest in solutions thatcan be moved according to their needs.

“Top-end monitor arms are excellentin desk-sharing environments becausethe adjustment is touch sensitive andmonitors do not need to be placed ontop of telephone directories and otherimprovised ways of setting the monitorup for each individual user,” commentsNick Buckland, managing director ofBK Services, a specialist in ergonomicoffice products.

According to Buckland, the marketfor ergonomic products is booming.“The largest market sector has alwaysbeen in the office refurb sector orrelocations, giving the perfectopportunity to include workstationupgrades. However, there is a growingtrend towards retro-fitting,” he says.

“Conscientious employers want tomake their place of work ascomfortable as possible for theiremployees; this increases productivityand efficiency, reduces mistakes andtherefore increases profitability. All thisfor a relatively small investment.”

>>>

[ ]CONTOUR ROLLERMOUSE STATION PRO2

SRP: £210.33Distributor: The Keyboard Company

They say: Wrist rest with an integrated central ‘bar’pointing device; easy to use keyboard 'lifters' elevateyour keyboard to the proper height

Specs: Seven programmable buttons, elevate/anglethe keyboard, 'bar' pointing device controls cursor

[ ]MALTRON ORIGINAL ERGONOMICTWO-HANDED KEYBOARD

SRP: £440.63Distributor: The Keyboard Company

They say: The fully ergonomic fits the shape ofhands and different lengths of fingers

Specs: Split design, central number cluster, tiltedkeys and pads, vertical key columns, thumb keys forcommands, in-built palm resting pads

[ ]LOGITECH NOTEBOOK KIT MK605

SRP: £69.99Distributor: Ingram Micro

They say: Gives you options depending onwhat you’re doing – from watching movies inbed to sharing photos at the kitchen table

Includes: Pivoting riser which works with anylaptop up to 15.6 inches and elevates to threeangles; wireless laser mouse with responsivecursor control; compact, wireless keyboard withnumber pad and full-size layout

[ ]ELLIPTA FLAT SCREEN ARM

SRP: £189 (plus VAT)Distributor: BK Services

They say: Most flat screen arms can beergonomically positioned but many require difficultmanual adjustment. Ellipta’s unique weight tensioningspring adjusts to new positions with fingertip controland it has a unique four port USB hub

Specs: Adjustable positioning to reduce RSI risk,lateral movement for information sharing, four USBports, space-saving design, also available as a multi-screen version

[ ]NATURAL WIRELESS ERGONOMICDESKTOP 7000

SRP: £99.99Distributor: Gem Distribution

They say: The innovative shape of the keyboardand mouse encourage a more natural hand, wristand forearm posture

Includes: Mouse with ergonomic design, four-wayscrolling, battery life indicator and customisablebuttons; keyboard with ergonomic design,integrated palm rest, email and internet hot keys

[ ]COMFORT CURVE KEYBOARD 2000

SRP: £19.99Distributor: Gem Distribution

They say: Work with your hands in a morenatural position with this compact ergonomickeyboard. Just plug it in and start typing – morecomfortably

Specs: Curved design for comfort, spill-resistant,ultra-thin profile keys, internet and multimediakeys, space-saving design

“Conscientiousemployers want tomake their place of

work as comfortable aspossible for their

employees.”Nick Buckland, BK Services


HARDWARE � ERGONOMIC PERIPHERALS

Tel: 01634 297500 [email protected] www.rd-uk.co.uk

RD-UK preinstall genuine Microsoft® software

www.rd-uk.co.uk Pre-Built Systems

Authorised distributors for AOC display products.

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Due to the company’s policy of constant improvement, the company reserves the right to alter specification.“Exspect” and the Exspect logos” are registered trademarks of GEM Distribution Ltd. All trademarks and copyrights are property of their respective owners.

‘iPad” is a registered trademark of Apple Inc. This product is not licensed or endorsed by Apple Inc.

www.exspect.co.uk

UK - 01782 74 87 32 Non UK - 0044 1782 74 87 21

life & soul

IT’S UNDENIABLE that Apple hasseen some pretty strong sales so far thisyear. The iPad launched to worldwideacclaim and went on to sell two milliondevices in just a couple of months,with the company’s CEO Steve Jobsstating that there was an iPad soldevery three seconds.

Last month it was also revealed thatApple had overtaken Microsoft bymarket valuation, making it the world’smost valuable IT vendor, and thebrand enjoys a hardcore of fans thatwould make a pop star jealous.

The vendor has managed to createitself a very high profile, with much ofits marketing targeting the first-timeMac buyer, and has enjoyed popularityin the website creation and designfields, as well as the student market –where a Mac is as much a style icon asit is a useful a tool.

Despite this apparent popularity,Apple products have a relatively lowprofile at retail, with most retailers anddistributors choosing to stock a smallnumber of lines. Part of this is Apple’spolicy of selling directly through its

“Last month it wasrevealed that Apple hadovertaken Microsoft by

market valuation,making it the world’s

most valuable ITvendor.”

>>>

With a slew of new products and an enviable financial position, Apple is certainly riding high, with itsproducts reaching a wider market than ever before. Matt Grainger takes a look at some of theperipherals and accessories designed to ride the popular wave by targeting the Mac market…

[ ]XHARMAN KARDON SOUNDSTICKS II

SRP: £129.95Distributor: Apple Store

They say: This three piece, 40-watt speaker system is designed for easyplug-and-play audio from any Mac or iPod through a mini stereo jackconnection. Enjoy high-quality stereo sound for music, movies and gameswith the SoundSticks II from Harman Kardon

Specs: One six-inch woofer, four one-inch satellite speakers, 3.5mm analogjack, 65W maximum power output

Maccessories


HARDWARE � MAC ACCESSORIESCONTACTS

Gem Distribution:01279 822822

EntaTech: 0333 101 1000

Ingram Micro: 0871 973 3000

Apple: www.apple.com

Turn the page for moreMacintosh accessories

own retail outlets. In anenvironment where most

retailers might be competing with thevendor, it is understandable that somemight choose to steer clear.

However, as well as the ranges ofMac specific products, a large numberof suppliers develop products that arecross compatible with both Mac PCsand Windows-based PCs. Theseproducts hold a broad appeal

to the wider market, while alsoappealing to the growing number ofApple enthusiasts.

There is a double benefit for theretailer who cautiously invests in someof these products, as they are oftendesigned to appeal to a certainaesthetic sense as well as adding somehigh-end glamour to a portfolio. Inaddition, Apple’s marketing campaignsoften highlight ease of use and

compatibility as a key benefit of Applerelated products, which can’t hurt aretailers’ sales pitch.

With Apple becoming a dominantforce in the wider technology market,and a proven track record in shakingup the mobile phone industry, it islikely that we will be seeing more ofthese kind of products in the future.Love it or hate it, Apple stands to takea significant bite out of the IT market.

>>>

[ ]LACIE 500GB RUGGEDHARD DISK


They say: This externalstorage solution offers thesupreme speed of FireWire800 along with FireWire 400and Hi-Speed USB 2.0interfaces for true universalconnectivity. Exchanging databetween Macs and PCs is easywith LaCie's Triple Interfacesolution

Specs: Mac and Windowscompatible, USB or firewireport, 5400rpm disk speed,transfer rates of 100MBps onFireWire 800, or 60MBps onUSB 2.0, average seek time ofless than 12 ms, three yearwarranty

[ ]BUFFALO MINISTATION LITE

SRP: £81.00Distributor: Gem

They say: Buffalo’s MiniStation Lite USB HardDrive offers a compact, lightweight and portablestorage solution. Store, back-up and transportdigital images, music and other files withouttaking up space on your hard drive

Specs: PC and Mac compatible, TurboUSB, playand play, Memeo AutoSync software,SecureLockMobile encryption, available with250GB, 320GB and 500GB capacity

[ ]ANYWHERE MOUSE MX


They say: Track virtually anywhere – even on a glassdesk – with Logitech Darkfield Laser Tracking. Turnthe world into your mouse pad

Specs: Darkfield laser tracking works on any surface,Logitech unified receiver, ergonomic design, hyperfast scrolling, integrated thumb buttons, Logitechadvanced 2.4GHz wireless connection

[ ]AIRPORT EXPRESS BASE STATIONWITH 802.11N AND AIRTUNES


They say: AirPort Express now uses next-generation 802.11n wireless technology to deliverup to five times the performance and up to twicethe range of 802.11g wireless networks

Specs: Compatible with Mac or Windows, streammusic from iTunes wirelessly to any device, sendprint jobs wirelessly, easy to use AirPort utility,works with any wi-fi enabled device

“Love it or hate it,Apple stands to take asignficant bite out of

the IT market.”


HARDWARE � MAC ACCESSORIES

[ ]SPEAKER LAPDESK N700


They say: Integrated stereo speakers, a paddedbase, and an angled riser get you immersed ineverything you enjoy on your laptop

Specs: Stable surface with soft air-mesh fabricunderside, integrated stereo speakers, ten-degreeangle riser, virtually silent airflow, heat shieldeddesign, low power consumption, plug and play USBconnection

>>>

Turn the page for moreMacintosh accessories

© 2010 Advanced Micro Devices, Inc. All rights reserved. AMD, the AMD Arrow logo, ATI, the ATI logo, Radeon, AMD Athlon, AMD Phenom, and combinations thereof are trademarks of Advanced Micro Devices, Inc.

Spire Bespoke Systems- Custom Desktop Solutions- Built around the AMD Vision Platform- Testing & Quality Control- 3 Year Warranty

PC Build: 01202 810 316

Spire Technology Ltd5 Black Moor RoadEbblake Industrial EstateVerwoodDorset BH31 6AX

Tel: 01202 828444 Information correct at time of publication E&OE. All Trademarks acknowledged.

AMD Vision:

770 Motherboard A77 Motherboard

6 T Processor

880

AMD Vision Black:6 1090T Processor

A89TD PRO Motherboard

™

>>>


HARDWARE � MAC ACCESSORIES

[ ]LIVESCRIBE PULSE SMARTPEN


They say: Livescribe’s Pulse smartpenrevolutionises the simple act of writing. Pulsegives consumers all the portability, flexibilityand ease-of-use of a pen with thefunctionality and power of a computer

Specs: Ideal for taking notes, records andsyncs audio with whatever the user is writing.Users can tap directly on their notes to replayrecorded audio, connects to a PC to transfer,search and share notes

[ ]QUICKCAM VISION PROFOR MAC


They say: The Logitech QuickCamVision Pro features Carl Zeiss optics forimage-perfect detail and clarity, andpremium autofocus that keeps imagesrazor-sharp, even in close-ups

Specs: Carl Zeiss optics, premiumautofocus, two megapixel sensor,RightLight 2 contrast software, hands-free audio, two-year guarantee

[ ]LOGITECH M100


They say: Logitech Mouse M100 gives youjust the basics for comfortable, reliablecontrol of the computer and there’s nosoftware to install

Specs: Basic wired mouse, 1000 dpi,compatible with Windows, Mac and Linux,USB port

[ ]AVERMEDIA AVERTV USBSTICK FOR MAC

SRP: £52.99Distributor: EntaTech

They say: Seizing the spirit of Mac,AVerMedia develops the all new DVB-T stickfor Mac. Except the stylish mini shell, it alsocomes with AVerTV for Mac application, a‘painless’ TV software making your Mac OSTiger and Leopard a TV set and a PVR

Specs: Supports HDTV MPEG-4 AVC/H.264and MPEG-2, Enjoy TV on the Mac orWindows, Apple remote support, videooptimiser, ultra light design, TimeShiftallows users to pause, rewind and fastforward live TV, plug and play

[ ]LOGITECH LAPTOPSPEAKER Z205


They say: With a lightweight, clip-on design andUSB stereo sound, this smart speaker is asportable as your laptop – with better sound

Specs: Lightweight clip-on design, plug and playUSB connection, stereo sound, carrying caseincluded, compatible with Mac and Windows

[ ]BELKIN GRIP GROOVEFOR IPAD

SRP: £19.99Distributor: EntaTech

They say: Made to feel good in your hands, thelaser-etched design makes it easy to hold – perfectfor surfing, emailing and gaming. Drop-proofyour iPad with a layer of strong, flexible silicone.Shock-absorbent and durable, it gives your devicecomplete protection on the go

Specs: Textured silicon, flexible and durable,form-fitting design, shock-absorbent

VPN Router Wireless USB Adapter Network Camera NAS Antenna Wireless AP Ethernet Switch PoE Injector

MayflexExcel HouseJunction Six Industrial ParkElectric AvenueBirminghamB6 7JJ

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CENTERPRISE was set up 27 yearsago by engineer Rafi Razzak, and thefirm started its corporate life sellingprinter paper around the UK. Thecurrent operation couldn’t be muchfurther removed from those humblebeginnings – the company is now oneof the largest IT suppliers in the UK,with interests ranging from componentand peripheral distribution to retail, totop level Government contracts at theNHS and the Ministry of Defence.

The firm is now headquartered inChineham, Basingstoke, with aproduction and warehouse facility basedin Caerphilly, Wales, and other sitesaround West London. Chief executiveofficer John Rainger says that right fromits early days, the firm was well placed toride the wave of popular demand forPCs in the eighties.

“Originally CI (CenterpriseInternational) was set up as a reseller ofIT peripherals. CI fast developed itscore competency, which is the ability toclearly understand and define customerrequirements, to design and deliversolutions against their requirements.

“Through the various stages of itsdevelopment CI supported theexplosion in PC sales by building massvolumes for household names such asDixons and the John Lewis partnershipunder our own label, as well asreselling other brands.

With the turn of the century, CI’sfocus turned firmly to developing theservices side of the business and thisprogressed very well against thecompany’s strategic plan. During CI’salmost entire history it has maintaineda very strong distribution presence."

As well as its core distributionbusiness, Centerprise has a strongpublic sector operation. While verydifferent types of customer, one keyarea the firm is moving into across theboard is information security.

“We continue to serve many areaswithin the public sector with heavyinvolvement within defence, educationand local authority,” commentsRainger. “With private sector clientswe offer a full range of solutions tomeet the customer needs. This can beas simple as a computer component orperipheral, or at the other end of theextreme we build bespoke systems,offering full maintenance and supportto multi-million pound contracts. Oneof our key focuses for the future will beto exploit our expertise and knowledgein the provision of informationsecurity-related services, supportingbusiness continuity and highavailability data care.”

The economic recession hit mostbusinesses in some way or another, and

“One of our keyfocuses for the futurewill be to exploit our

expertise andknowledge in the

provision ofinformation security-

related services,supporting businesscontinuity and high

availability data care.”John Rainger, Centerprise

With a long successful career in the IT distributionmarket, Centerprise International is one of theoldest and biggest firms in the UK channel. Andrew Wooden talks to CEO John Rainger…

Eyes on the 'Prise


HARDWARE � CENTERPRISE

John Rainger saysCenterprise’s keyattribute is the abilityto understandcustomers’ needs

it could be argued that the bigger thecorporation, the harder it is to nimblymanouvre through such hard times.However, Centerprise says one of itsmission statements is to remainadaptable enough to weather suchstorms – a strategy that is says has paidoff over the last couple of years.

ENTREPRENEURIAL SPIRIT“It is true to say that the dire economicconditions have taken their toll onmany in the industry. CI has buckedthis trend, and we have seen the groupgrowing strongly in both revenue andprofitability in the last two years. Thishas been achieved through theprevailing entrepreneurial spirit thatdrives CI and its ability to react quicklyto new conditions. Key competenciesto CI include our agility and ability todeliver high quality and cost-effectivesolutions on time,” Rainger claims.

While already of a significant size,the firm is looking to expand its highervalue parts of the business, andcontinue its long-term approach tocustomer relationships.

“The next year will be the secondyear of the three-year plan that we arecurrently working through. It is ourintension to grow the higher valueparts of our portfolio and to maintainour tight grip on running costs. We seeCI as offering a ‘cradle-to-grave’ serviceto our clients by providing hardware,software and services, protecting theirdata, managing and supporting themduring operation, offering businesscontinuity when necessary andrefurbishment or disposal at end oflife. We will be taking steps to positionthe company accordingly and executingagainst that vision.”

For the longer term future,Centerprise plans to become moreservice-led over the next five years –an area it sees as increasingly key tothe market.

DELIVERING SOLUTIONS“We will have transformed CI from aproduct-led business model to aservices-led organisation, using thehardware element as a facilitator andnot the centrepiece of our offerings.We will round out our capability ateach point of the vision, by organicgrowth or acquisition, so that we canprovide the solutions and services thatclients want, in the way that theywould like to consume them – be thaton their premises or in a hostedenvironment,” comments Rainger

“Understanding customer needs, anddelivering a solution that satisfies thatneed, has been andwill continue to bethe best businessmodel to pursueand it is ourintention tobe at theforefront of this.”

“We see offer a ‘cradle-to-grave’

service to our clientsby providing hardware,software and services,protecting their data,

managing andsupporting them

during operation.”John Rainger,

Centerprise

OVERVIEW OF THE BUSINESS

HARDWARE � CENTERPRISE


Centerprise stocks a range ofproducts from components andperipherals to film scanners

Over its 27 years in business,Centerprise International has grownto become one of the UK’s largestdistributors, offering a specialist,customer-focused sales team. Thecompany claims this allows it tonot only offer standard productsand services, but also to adapt toindividual requirements in a quickand professional manner.

Specialising in components,systems and peripherals,Centerprise also offers software andvalue-added services such as harddrive encryption from leadingtechnology brands.

With facilities in Basingstoke,Caerphilly and West London, thefirm has built up key strategicpartnerships with some of theworld’s biggest manufacturers andclaims to have new vendors andproducts on the horizon.

Kaspersky® Internet Security 2011With the increasing attacks and risks to your Internet enjoyment it is getting more and more important to have the best and most updated Internet protection possible. Only with Kaspersky® Internet Security 2011 you are in the Green Zone, the safest place on the Internet.

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THE RECESSION created anunexpected boon for the businesssoftware market. While many otherindustries anticipated a decline inconsumer spending and shrinkingmargins, the IT sector was able tostand in a slightly more secureposition. The main reason for this isthe fact that prudent investment intechnology and software can actuallyimprove margins and efficiency.

“Business software can cover a rangeof functions,” says Mamut’s UK countrymanager Bryan Richter. “This includesaccounting, CRM, inventory, logistics,timesheets, project management,payroll, e-commerce, personnel registerand management reporting. Whereverthere’s an opportunity to streamline orimprove efficiency, the right softwarecan do just that.”

In the current market, efficiency isthe goal to aim for. Although theprevious Government claimed that weare in a post-recession economy,declining consumer spending andfootfall tells a different story. With thecurrent Government implementingausterity cuts, smart businesses arelooking to technology to reduce theiroperational costs.

MAXIMISING RESOURCES“We’ve gone through a recession and ifit hasn’t taught businesses to preparefor a rainy day, then the businessdoesn’t deserve to be there,” statesSoThin’s MD James Dempsey.

“I liken it to the end of the SecondWorld War. At the end of the war,gluttony didn’t take over becausepeople still had that wartime attitude –

they’d been through the hard times,they knew how to prepare and what todo. And what organisation doesn’twant to save money, save time andbetter use their resources?

“So even after the recession – if wecan be so bold as to put it that way –companies still need to maximise theirresources, whether it’s people, time or money.”

It’s worth noting that even for acompany that has held rock steadyduring the recession, efficiency savingscan afford a streamlined company thechance to grow its business, creatingjobs in the process.

“The latest trends in businesssoftware show increasing use of tools toboth track prospects and create salesfunnels that givebusinesses the ability to


[ ]SoThin Thin PackageSRP: By quoteDistributor: Direct

They say: A download is all that’srequired for any remote user toaccess their corporate network orstand alone PC, quickly, securelyand without having to make aninstallation.

Features: 128 bit encryption andWindows authentication,compatible with all Microsoftversions, download from web withno restart required, preventsunauthorised access

Business software can provide a real boost to productivity for enterprises at all levels, reducing theamount of time, money and effort spent on a project. Matt Grainger takes a look at the market anddiscusses its importance and where there is money to be made, with some key players…

Down to business

SOFTWARE � BUSINESS SOFTWARECONTACTS

SoThin:0845 299 4199

Gem:01279 822822

SJ Software:01282 865500

Koch:0870 027 8700

Computers Unlimited:020 8200 8282

Interactive Ideas:020 8805 1000

“Wherever there’s anopportunity to

streamline or improveefficiency, the right

business software cando just that.”

Bryan Richter, Mamut

>>>

SOFTWARE � BUSINESS SOFTWARE


[ ]Mamut AccountEdgeSRP: £301.98Ditstributor: Gem, Softline

They say: If you are lookingfor easy-to-use accountingsoftware that offers richfunctionality at acompetitive price, you havecome to the right place.Mamut AccountEdgeautomates, organises, andprocesses all business tasksand financial information

Features: Basic accountingpackage, processes sales andpurchases, tracks debts,creditors and VAT, sendsquotes and invoices viaemail, business insights,profit calculations, threeversions available

push their sales evenhigher,” notes Accountz’

founder and chairman Quentin Pain.This a view shared by the general

manager of Sage’s business partner andretail business Steve Attwell: “In arecession, businesses absolutely need tomanage their costs and the efficiencyof their operations. But this softwarecan also be used to create a loyalcustomer base through features likeautomated reminders, order trackingand customer recommendationmanagement. All these tools can notonly help a business stay competitive,but also help create a core of satisfied customers.”

As well as this, the benefits of theright software infrastructure can bebrought to all levels of enterprise,

enhancing the productivity of businessesof all sizes, as in many cases a minimumof staff training is required.

SIMPLE SOLUTIONS“Software is becoming increasingly userfriendly and much easier to operate,which users, especially SMBs who havelimited IT resources, can really benefitfrom,” notes Acronis’ general managerfor Northern Europe, David Blackman.“As technology continues to evolve,many new software solutions comewith additional functionality which isbecoming easier to use at an affordableprice that enables a business of any sizeto run more smoothly and efficiently.”

As well as providing simple andeffective solutions, many suppliers andresellers are able to offer additional

options for their customers. Technicalsupport and management can behandled remotely, allowing a companyto reduce its overheads, orsupplementary hardware can be offeredepecially where a cost saving has beengenerated elsewhere.

“VARs and channel partners cancharge for consultancy and training,”suggests Richter. “Many of our VARsmake extra revenue by sellingadditional licences as their clients grow.If their client’s hardware is out of date,there may be opportunities to sell inhardware systems.”

Blackman also feels that softwaresales can create a relationship fromwhich other sales opportunities canarise: “As software helps complementhardware, hardware can also

complement software. When sellingsoftware solutions such as backup andrecovery, there is an opportunity foradd-on sales for retailers that also stockhardware in the form of portable harddrives devices and DVDs that go handin hand with this type of software.

“Software vendors often offer add-onfunctionality for an extra cost thatenhances the core product andprovides resellers with the opportunityto cross-sell.”

At this point in time, there are veryfew companies that still insist onworking in the old-fashioned pen andpaper format – the vast majority ofbusinesses out there have all switchedto digital format in one way or another.In many ways, this has notonly helped to improve the >>>

Sage ACT!SRP: £183.91Distributor: Gem, SJ Software

They say: A simple but powerful contactmanagement system. Act! by Sage 2010centralises your contact information,organises your diary, tracks sales leads andcan organise marketing campaigns. Youwill also learn how to keep your currentcustomers on your side, and ensure thatyou’ll never miss a new opportunity

Features: SMB productivity tool, managecustomer relationships, target sales, trackmarketing performance, track, manageand identify good customers, track andcreate sales opportunities

[ ] [ ]Sage Instant Business PackageSRP: £252.62Distributor: Gem, SJ Software

They say: Sage Instant Accounts is designed to makemanaging your money, including VAT and end of yearaccounts as quick and easy as possible. Sage Instant Payrollhelps ensure the people you work with get paid correctlyand on time. And the world’s best-selling contactmanagement software, ACT! by Sage helps you buildrelationships with your customers and target salesopportunities

Specs: Comprehensive accounting package, managecustomers and suppliers, instant quotes and invoices, auditpreparations, processes card payments, records till takings,prepare and submit VAT returns, create P&L sheets, managepayroll and employee records

>>>

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For more detailed product information please visit www. mamut.co.uk or contactSu Simmons on 07715 994796 or e-mail [email protected]

NEW! Introducing the Mamut AccountEdge range for Mac

Mamut Enterprise – small business software

The new Mamut AccountEdge range is designed specifically for small businessesusing Mac, from one to 15 users. The software builds on the success of MYOB’saward-winning Mac products, plus with useful new features.

Mamut AccountEdge manages all areas of the business with one seamlesslyintegrated software system, including:� Accounting and invoicing incl. VAT returns� Sales, marketing and contact management (CRM)� Stock control� Time billing (AccountEdge Plus & AccountEdge Plus Network Edition)� Payroll (AccountEdge Plus & AccountEdge Plus Network Edition)

The software is easy to use and install, with useful new features incl. BusinessInsights, Card File Action Menu, new form customisation tools and Contact Listsearching improvements. Mamut AccountEdge Integrates with iCal, Mobile Me andhas Apple Address Book synchronization.

With prices starting from just £299* give your business the software itdeserves at a price to fit even the smallest budget.

Mamut One is a complete solution for your business consisting of two mainelements; an award-winning ERP system and online services. This combination givesyou a functionality rich solution and the flexibility to work the way you want. Withthe addition of online services, you have the ability to work from anywhere at anytime. For example with the feature Mamut Online Desktop, you are able to accessup-to-date business critical information via mobile phone, laptop or web browser,regardless of where you are. Three versions are available to cover all size businesses.

Mamut One Office A single user solution

Mamut One Office is a single-user solution which has been designed especially forsmall businesses and sole traders. The system is perfect for those who require a user-friendly solution to perform accounting and invoicing tasks, to keep an overview ofcustomers and products as well as develop an integrated website. Prices start from *£340

Mamut One EnterpriseFor small and mid-sized businesses with several users

Mamut One Enterprise is an award-winning management solution that connectsand manages all areas of a business with one seamless system. It is designed to beeasy to use and helps SMEs run more efficiently by reducing administration tasks,giving staff collaborative work tools, and at the same time drive sales through theCRM and e-commerce modules. Mamut One Enterprise is designed for businessesacross all industries, trading locally or internationally, and with up to 25 users.Prices start from *£811

Mamut One PlatinumFor mid-sized business or those with advanced requirements

Mamut One Platinum covers the advanced requirements of businesses with overfive users. The system includes a range of extended software solutions which areseamlessly integrated within one solution. Mamut One Platinum includes personalguidance, implementation and/or programming help, by a local IT partner if desired. Prices start from *£9283 (inc 5 users)

*The licence price is a one-off cost, and the price for the Mamut One ServiceAgreement (Bronze, Silver, Gold) is * per user per month.

Mamut Enterprise for small businesses that think bigMamut Enterprise is a business software solution that has been designedspecifically for the needs of small and mid-sized businesses in the UK. It is a fullyintegrated and award-winning business management application that combinespowerful features, ease of use, and outstanding value for money. Making itaffordable for even the smallest business.

Mamut Enterprise Includes� CRM and Sales Management� Accounting and financials� Purchasing and order processing� Inventory and logistics� E-commerce including website with web shop� Project management & timesheets� HR records (with payroll option)� Extensive management reports

In today’s business climate, most business owners and managers need to focus onROI and carefully consider new investments. However, a smart investment in theright business tools can help businesses operate more productively and positionthemselves for growth in the future. Mamut Enterprise helps small businesses runeven more effectively by:

� Giving greater control of the business through a complete and up-to-the minute overview of all operational areas, not just the accounts

� Saving time and money by reducing administration, paperwork and the unnecessary duplication of processes and tasks

� Increasing revenue by improving customer service, and through improved management of sales opportunities and marketing campaigns

� Avoiding the costs associated with purchasing and maintaining several, unrelated business management systems. Mamut Enterprise covers all operational areas with one truly integrated solution.

Prices start from *£693.00.

*A mandatory Support Agreement is payable annually in addition

Mamut One – ERP software + online services

[ ]Sage Instant Accounts Plus v16SRP: £199.75Distributor: Gem, SJ Software

They say: All the functionality of SageInstant Accounts, plus tools to help youmanage stock and see salesperformance summaries – helping youto spot opportunities to take yourbusiness forward

Features: Manage supplier andcustomer contacts, instant quotes andinvoices, flexible discounts, tracks debts,record till takings, electronically shareinformation with an accountant, prepareand submit VAT returns, create P&Lsheets, export files to Microsoft Office

[ ]Business Accountz Basic SRP: £99.99Distributor: Computers Unlimited, Koch

They say: Business Accountz Basic is amulti platform software offering a solutionfor all customers. You can move files fromone platform to another and the software isalso compatible with netbooks. Thesoftware offers free lifetime email andforum support, plus optional telephone support

Features: Fast bookkeeping, fully editable,instant VAT returns, exports tospreadsheets, accountant ready reports,lifetime forum support, optional licenceadd-ons

[ ]Mamut Accounting StandardSRP: £301.98Distributor: Gem, Softline

They say: Mamut Accounting Standardgives your business a professional solutionfor journal entry, a user-friendly nominalledger with drill-down facilities and well-arranged ledger management. It alsoincludes effective solutions for factoring,reminders/debt collection, remittance and budgeting

Features: User-friendly journal, simplifiedbook keeping, nominal ledger with optionalanalysis, customer and supplier ledgers, VATwizard, efficient ledger management,advanced budgeting, reporting and analysis

[ ]Business Accountz EnterpriseSRP: £469.99Distributor: Computers Unlimited, Koch

They say: Ideal for companies selling services, this is the easiest smallbusiness package on any platform. Business Accountz deals perfectly withVAT registered businesses. At the end of the year, the software will produceProfit and Loss and Balance Sheet reports. Users needing to exchange datawith an accountant won’t be disappointed, as transactions can beexported as a CSV file

Features: Manage suppliers, design and print purchase orders, track bills,automatic transactions, send quotes and estimates, track unpaid invoices,pronominal ledger, platform independent, hardware independent



“Anything that canreduce power, reduceresource and travellingtime can score some

green credentials.”James Demsey, SoThin

efficiency of the business,but has also indirectly

improved their green credentials.“Something that’s quite fashionable at

the moment is green computing,”observes Dempsey. “So anything thatcan reduce power, reduce resource,travelling time, hardware refresh canscore some green credentials. Certainlywith local authorities, Government and public sector, they must have these credentials.

“The public sector will be big ongreen computing; for commercialthere’s going to be a wish list. There’sgoing to be a lot of noise made aboutthis in future.”

The business world has also been

further revolutionised by the arrival of cloud-based computing and energy efficiency.

CLOUD CONTROL“There is much talk about Software as aService (SaaS) and the cloud in recentyears,” says Pain. “Many software houseshave jumped on this as the next bigthing. Current research shows about onenew service starting a month, and that’sjust in the UK. There are some greatadvantages of SaaS and the cloud. Themain one being the ability to access datafrom anywhere, provided there isinternet access.”

In such an environment, oneemployee need not be tied to one desk

and computer; in fact that employeemight not need to go in to the office atall. This can create further savings interms of hardware, space, time andbusiness continuity. In addition tothis, where a business might once haveneeded a team of IT staff to implementsoftware updates or security measures,the whole process can be managed byone person.

“Companies will start to make bigmoves towards virtualisation and cloudcomputing,” continues Dempsey.“Microsoft with their current andfuture systems, Citrix and VMwarereleasing even more modern andfunctional products. I thinkthis whole back-end >>>

>>>



centralised computingmodel is going to continue

to be pushed. Certainly in ourexperience, the majority of our clientshave either moved to it or are askinghow they can move to it.

“They’re the two big things to watchout for. I don’t think anything big willbe happening with hardware, I thinkit’s more about the whole centralisedcomputing model, whether it’s ourThin Client, virtualisation, cloud-based; they’re all the same thing, it’s just a different name for a different back-end.”

The feeling that enterprise IT ismoving towards a more centralisedmodel is one shared by Blackman.

“Organisations are increasinglylooking for solutions that will helpmaintain optimum employeeproductivity,” he says. “UK firms wanttools that keep their businessoperations up and running at all times,across both physical and virtualenvironments.

“Adoption of new technologies suchas data de-duplication, virtualisationand cloud services is rising as theamount of digital data storedcontinues to grow. SMBs are becomingquick to recognise their ability toreduce storage space requirements andcosts as well as improve storage systems

performance. “Expect to seeorganisations implementing backupstrategies that ensure businesscontinuity while meeting increasinglystrict recovery time objectives.”

OUR PANEL OFEXPERTS

>>>

Bryan Richter,Mamut

DavidBlackman,Acronis

JamesDempsey,SoThin

Steve Attwell,Sage

Quentin Pain,Accountz

[ ]Business Accountz ProfessionalSRP: £279.99Distributor: Koch, Computers Unlimited

They say: Business Accountz Professional has all the features of the Basicedition plus full customer tracking. It includes the designer so you can createinvoices, estimates, quotations, credit notes and delivery notes using yourown logo and other graphics

Features: Manage customers, design and print invoices, send quotes andestimates, fast bookkeeping, fully editable, instant VAT returns, accountantready reports

[ ]Acronis Backup and Recovery Advanced WorkstationSRP: From £41 per licenceDistributor: Interactive Ideas

They say: Acronis Backup & Recovery 10 simplifies and automates backup anddisaster recovery processes of workstations and servers in Windows and Linuxenvironments, across physical and virtual platforms. They provide medium tolarge organisations a simple solution to centrally manage all backup

Features: Fast and easy recovery, centralized management, advanced reporting,enhanced support for virtual environments, data deduplication, fully scalable,monitoring, advanced scheduling capabilities, secure encryption and transmission

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

TITLE GENRE PUBLISHER TELEPHONE DISTRIBUTOR DATE

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

Game On

� Publisher: Activision Blizzard� Distributor: Centresoft� Released: July 27th� Price: £44.99

STARCRAFT II is one of the mostanticipated PC games of the lastdecade, since the first title practicallyredefined the RTS genre back in 1998.

Wings of Liberty is the first of threereleases currently in development. Thegame will again feature three warringraces – humans, the highly advanced

Protoss and the insect-like Zerg. Newcharacters have been introduced tokeep things fresh, while old favouriteslike the Zerg Hydralisk and ProtossCarrier return.

Story-driven single player missionswill again be prominent, though themain draw for most users will bemultiplayer. The graphics have had amakeover, and while this won’t be theprettiest game on the market, any PCgamer with a long enough memory issure to be interested by this.

GAME OF THE MONTHSTARCRAFT II: WINGS OF LIBERTY

1 FOOTBALL MANAGER 2010

2 THE SIMS 3

3 BATTLEFIELD: BAD COMPANY 2

4 COMMAND & CONQUER 4

5 THE SIMS 3: WORLD ADVENTURES

FULL PRICE TOP 5

1 NAPOLEON: TOTAL WAR

2 THE SIMS 3: DESIGN & HIGH-TECH STUFF

3 MYSTERY CASE FILES: DIRE GROVE

4 WORLD OF WARCRAFT: BATTLE CHEST

5 HIDDEN MYSTERIES TRIPLE PACK

BUDGET TOP 5

Lego Harry Potter: Years 1-4Publisher: Warner GamesDistributor: Centresoft

Tomb Raider Anniversary Publisher: MastertronicDistributor: Mastertronic

ON THE RADAR

APB MMO EA 0121 625 3388 Centresoft July 2 2010

Pro Cycling Tour Manager: Tour De France 2010 Sports Ubisoft 01279 822800 Gem July 2 2010

Sniper: Ghost Warrior FPS City Interactive 0845 234 4242 Mastertronic July 2 2010

Chris Sawyer's Locomotion (Sold Out) Strategy Mastertronic 0845 234 4242 Mastertronic July 9 2010

Colin McRae Dirt (Sold Out) Racing Mastertronic 0845 234 4242 Mastertronic July 9 2010

Fahrenheit (Sold Out) Action Mastertronic 0845 234 4242 Mastertronic July 9 2010

Neverwinter Nights Deluxe (Sold Out) RPG Mastertronic 0845 234 4242 Mastertronic July 9 2010

Overlord (Sold Out) Action Mastertronic 0845 234 4242 Mastertronic July 9 2010

Tomb Raider Anniversary (Sold Out) Adventure Mastertronic 0845 234 4242 Mastertronic July 9 2010

Tycoon City New York (Sold Out) Strategy Mastertronic 0845 234 4242 Mastertronic July 9 2010

Toy Story 3: The Video Game Adventure Disney Interactive 0121 625 3388 Centresoft July 16 2010

Starcraft II: Wings of Liberty Strategy Activision Blizzard 0121 625 3388 Centresoft July 27 2010

Ascension to the Throne Adventure Funbox Media 0114 241 2250 Open August 6 2010

D.W.A.R.F.S. Adventure Funbox Media 0114 241 2250 Open August 6 2010

Fly To Africa Flying Funbox Media 0114 241 2250 Open August 6 2010

Fly To France Flying Funbox Media 0114 241 2250 Open August 6 2010

Fly To New York Flying Funbox Media 0114 241 2250 Open August 6 2010

The top five charts are based on monthly sales figures supplied by Chart Track, figures are for April 2010

NEW RELEASES

SOFTWARE � PC GAMES

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

ConsumerElectronics

INTERACTIVEIDEASMarketing director MichaelBreeze tells us about thefirm’s plans to make 2010its fourth consecutive yearof growth

p 80

GFKAccount Executive Chris Kennedy-Sloane takes a look at recent salesfigures and products to keep an eyeon over the coming year

P 83


Interactive Ideas has just recordedsome impressive financial results forthe last year – can you run usthrough them?We achieved record revenues of £23.7million in our last financial year,which ended in April. This was agrowth of 45 per cent year-on-year, andthe third year in a row of over 40 percent growth in revenue. The past yearhas also seen Interactive move into anew £1 million office and trainingfacility, providing room to double theexisting 50 employee workforce, an in-house training facility and create adedicated 20,000 square footwarehouse and logistics centre. In

April we were awarded the Investor inPeople Standard with Silverrecognition, joining only two per centof the 40,000 plus organisations in theUK that have demonstrated acommitment to their people above thestandard criteria.

What do you believe has driven thegrowth? Is there any reason youseem to have been immune fromthe recession?We have two sales divisions withinInteractive Ideas. In the softwaresolutions area we represent companiessuch as Red Hat, Novell, Solarwindsand Acronis to provide their products

and solutions to a network of resellers.The companies we represent all offercost saving alternatives to moremainstream brands and so therecession has driven demand. In manycases companies can’t not implementan IT project, but they can now to doit for less, and so have been far morewilling to consider new technologies.

Within our retail area we have builta strong team focused on supportingonline retailers with value addedservices they wouldn’t normally expector get from traditional distributors/suppliers. Our range includes manymarket-leading, unique and exclusivesoftware and peripherals and, with the

“We have grown at over40 per cent year-on-

year over the last threeyears and we’re looking

to continue that thisyear.”

Michael Breeze

COMPANY PROFILE � INTERACTIVE IDEAS


The big IdeaEnfield based distributor Interactive Ideas achieved a staggering 45 per cent revenue growth inits last financial year – it’s third consecutive year of significant growth. With plans for moregrowth this year, and an expansions of the business, Andrew Wooden talks to marketingdirector Michael Breeze…

majority of our products at a sub-£100price point, the recession so far hasn’tseemed to have made a great impact.And in some ways it has drivendemand as consumers look for cheaperforms of entertainment and consideralternative brands to save money.

Has there been a product area that’sperformed particularly well?For the software solutions area thenLinux and Open Source Softwarecontinues to be adopted by anincreasing number of companies andresellers, with many large VARs nowembracing open source. Within ourretail area, then our service is more

about range than any one product. Asthe popularity of products changes soquickly, today’s hero is quicklytomorrow’s overstock, so we aim toprovide the products and service toour customers to provide goodongoing revenue and profit.

Are you able to continue themomentum of growth, or will thenext year be about consolidation?We have grown at over 40 per centyear-on-year over the last three yearsand we’re looking to continue that thisyear. As mentioned earlier we haveexpanded our office and warehousing

in order to cope with the increasingscale of the business. The employeenumbers expanded by 20 per cent lastyear and we anticipate increasing thisby another 15 per cent this year todrive key growth areas. Over 40 percent of the company have been with usfor over five years and an increasingnumber have now been with us overten years. Our people are the key toour ongoing success and thequality of our service, theloyalty we have,delivers great

consistency for our customers andsuppliers who know we have skilled,motivated people who are here tohelp them achieve their objectives.We are committed to training anddeveloping our people. Our goal hasalways been to be the best at what wedo and to be a great place to work.Success has followed and we see noreason for this to change.

Any plans for an expansion intoEurope?Our main focus will be on the UKmarket but we have expanded intoEurope with selected vendors. We havea multilingual workforce, tradingrelationships and so can offer a lowcost way for companies to expand theirpresence across Europe.

How has the business changed overthe years?From a product mix and the type ofcustomers we now have, then thisseems to consistently evolve over timeand new companies emerge and somedisappear. We do still have customersand vendors that we have been dealingwith pretty much since the start of thecompany. As a company we havealways placed great emphasis onpartnering for the longer term ratherthan just short-term gain and so it isalways very rewarding when arelationship can grow over time forboth companies’ benefit.

Where do you expect the firm to bein five years time? We have ambitiousobjectives

internally for the next three to fiveyears, but our main focus currently ison the next year. Things change soquickly in our industry and it’s best totake one step at a time. We see ourfuture in the value-added services weprovide, whether they be logistical,technical, marketing or accountmanagement. The nature of these willcontinue to evolve to meet ourcustomers’ present and future needs.

NEED TO KNOW

COMPANY PROFILE � INTERACTIVE IDEAS


INTERACTIVE Ideas isstructured into two separatesales divisions – ConsumerRetail and Enterprise Reseller.

The Consumer Retail teamspecialises in software andperipherals for the PC, homeentertainment systems andmobile devices. It suppliesspecialists, non-traditional andmajor retailers, e-tailers andmail order companies.

The Enterprise Reseller teamwork with resellers, VARs andsystems integrators with afocus on network infrastructuresoftware solutions that deliverincreased performance andcost savings.

Interactive Ideas moved into a new £1million office and training facility latelast year

Interactive Ideas won theSpecialist Distributor category at

this year’s PCR Awards

“Our goal has alwaysbeen to be the best at

what we do and to be agreat place to work.

Success has followedand we see no reason

for this to change.”Michael Breeze

MARCH HERALDED the return togrowth for much of the IT Channel,and April continued that trend.

With the retail channel for total ITshowing a 7.6 per cent value growthyear-on-year for April and even a 1.1 percent volume growth as well, somecategories are really in the sun. Keyperformers are desktop computers,growing 18.7 per cent in value (16.7 percent in volume), as well as theindomitable netbooks growing 47.7 percent in value over the same period (44.3per cent in volume). Even notebooks,

long expected to be cannibalized bynetbooks, outperformed the prescribedtrend with a 5.2 per cent value growthin April.

Despite this, all is not as it seemswithin the notebook-netbook shift dueto a general price increase innotebooks. Despite the value increase,with the average selling price (ASP) ofnotebooks increasing significantly,we’ve seen a 5.2 per cent volumedecline month-on-month. There is aslew of new tablet devices coming tobear in mind here, however, as thismay be affecting consumer’swillingness to purchase currently.

There are some categories notperforming quite up to scratch, ofcourse. One of the biggest is digitalphoto frames which has seen a declinein units, value and ASP – 15 per cent,30 per cent and 50 per centrespectively. With trade brands nowmaking up such a large section of thismarket it will be interesting to see overthe next 12 months how the rest of thesector responds.

Desktop computers were perhapsthe most unexpected winner in April,with many considering the movetowards the more mobile form factorsinevitable. This was due to the movetowards newer, more exciting units

such as all-in-one (AIO) Computers andMicro Computers. In fact, Micro as awhole grew an extraordinary 737 percent in value vs April 2009 and AIOcomputers showed a good increase invalue also, though only 35.5 per centgrowth in value vs 2009 due to a growthfrom a larger sales base alreadyestablished. What’s most interesting isthat despite the growth of the lowerpriced micro form factors, the AIO iscounterbalancing this trend towards alower average selling price – meaning thecategory grows in value and volumealmost equally.

The tip to watch for this year, though,is the media gateways category – itemsdesigned to allow the streaming of yourfavourite TV shows, music or photos toyour television from your PC or storage.From a not insubstantial base we areseeing value growth of over 100 per centthis month, as well as a price decline ofover 50 per cent as they move into themainstream. There are some positivesthis month, as well as some negatives.With the sunshine uncertain, how willIT weather the storm?For further information pleasecontact Christopher Kennedy-Sloanein the UK on +44 870 603 8136 oremail [email protected], www.gfkrt.com/uk

The IT channel enjoyed a great month in April, with the majority of categories – even notebooks and desktopcomputers – seeing an increase in sales. GfK account executive Christopher Kennedy-Sloane investigates...

A sunny April puts shine on IT

“The tip towatch for thisyear is themediagateways

category. They allowstreaming of TV shows,music and photos toyour television fromother sources.”

Chris Kennedy-Sloane, GfK


CONSUMER ELECTRONICS � GFK ANALYSIS


MARKETPLACE

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


MARKETPLACETHE PLACE FOR BUSINESS>>>

To advertise on thesepages please call

Carlo Inzalaco

ADVERTISER CONTACTS

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0845 205 5555 keyboardco.com

OP3

02921 328 083 OP3.CO.UK

SDA

0161 819 1515 sdatrading.com

SJ Software

01282 865 500 sjsoftware.co.uk

Sweex sweex.com

TADL

0845 370 8668 tadlassist.com

VIP

0871 622 7500 vipcomputers.com/uk

IRIVERAND LGFORMJOINTVENTUREIriver and LGDisplay haveset up a newe-readerOEM, whichthe firmsbelieve couldbecome the

market leader in the sector. The newfirm, L&I Electronic Technology(Dongguan), is 49 per cent ownedby Iriver and 51 per cent by LG, andwill focus on original equipmentmanufacturing and originaldevelopment manufacturingsystems to develop e-books andprovide production services. Iriver isresponsible for product design andtechnical assistance, while LG willprovide e-reader displays.

INGRAM BUYS SPANISH DISTIEIngram Micro EMEA has acquiredSpanish distributor AlboraSoluciones in a move designed tostrengthen Ingram’s position in thevirtualisation, security andmiddleware solutions markets.Albora was established in 2001 andis headquartered in Barcelona, withoffices in Madrid and Portugal.According to Ingram Micro, the firmshave enjoyed a close relationship foryears, with Albora providing supportto Ingram’s vendors. Albora willoperate as a wholly ownedsubsidiary of Ingram Micro EMEA.The terms of the transaction havenot yet been disclosed.

ESET JOINS SOFTWIDEESET has signed up to Tribeka’sSoftWide system, bolstering agrowing list of big name publishersincluding Microsoft and Norton.SoftWide allows consumers to printsoftware themselves via a kiosk stylebooth in-store, dramaticallyenhancing the number of linesavailable on a shop floor, since allstock is digital. Retailers can also takeonline orders, negating the need fora warehouse full of stock. ESETSmart Security and ESET NOD32Antivirus is now available throughall retailers signed up to SoftWide –the largest of which is Tesco.

MIDWICH MAKES MOVE INTOFRENCH MARKETMidwich has acquired the trade ofFrench audio-visual distributor Sidevthrough a newly formed subsidiary,Midwich France SAS. Sidev, whichwas founded in 1990, has offices inLyon and Paris and counts AVdealers, IT resellers and custominstallers among its customers.Following financial difficulties, the

French firm has operated under thecourt supervision for over a year,achieving sales of around €9m in2009 despite this. Sidev, which isrun by director Marc Piegay, has aportfolio of brands including Hitachi,NEC, Panasonic, Samsung and Sanyo.

BLUEPOINT SNAPS UP EDIMAXMilton Keynes-based Bluepoint hassigned a distribution agreementwith networking vendor Edimax.The deal sees the distributorstocking products from the vendorincluding bluetooth adaptors,ethernet adaptors and wirelesscards. Founded in Taiwan in 1986,Edimax is now one of Asia’s leadingmanufacturers of advanced networkcommunication products. Last year,the company’s group revenuereached around $110m worldwide.

C2000 REVAMPS LICENCE PORTALComputer 2000 has upgraded itsLicence Online software orderconfigurator to create a one-stopshop for its reseller partners. Theonline portal features a singleinterface and brings improvedfunctionality to areas such as pricingsupport, special bids, productcoding, software renewalmanagement and vendor romotions.James Reed, C2000’s generalmanager of software, said: “It makesfor a more efficient and transparentorder process and enables IT resellersto quickly identify new, best-price-to-customer opportunities as part of astructured renewal process.”

NewsBytes

GEM HAS signed anexclusive distributiondeal with softwarepublisher FunboxMedia that will see thedistie stocking newtitles such as NorthAmerican HuntingExtravaganza.

The partnershipmeans Gem will beproviding thepublisher’s PC, Wii and Nintendo DStitles via both primary and secondarydistribution.

WordJong and popular casual gamingtitles such as Family Gameshow andChicken Blaster, are also included in the line-up.

Tracey Tennison, Gem’s head ofpurchasing, said: “We are thrilled to be

working with the Funbox Media team,and I am confident that, together, wecan deliver great results for retail.”

Barry Hatch, MD of Funbox, added:“Having successfully worked with Gemfor many years, for us it was an easydecision to want to partner with thefirm again and to utilise its substantialindustry experience and knowledge.”

Gem snaps up casualgames publisher

MARKETPLACE � NEWS


VIP GETS PATRIOTICVIP Computers has added Patriotto its vendor line-up, in a movethat will allow the memoryvendor to boost its presence inthe UK market. Under the termsof the agreement, VIP willdistribute Patriot Memory’s fullrange of DRAM, flash memoryand peripherals across the UK.Johnny Van Esch, Patriot’sEuropean general manager, said:“Patriot has been focused onexpanding its presence in Europe.By partnering with VIP Computerswe build upon our momentumand reinforce our commitment tobuild our channel presence. VIPComputers’ targeted channelsolutions and a large customernetwork will allow Patriot to growthe brand in the UK.”

ENTATECH has added a new categoryto its product portfolio by signing upAC Ryan, a manufacturer of digitallifestyle products.

The distributor will be stocking ACRyan’s Playon range, which includesthe Playon!HD media player, launchedlast year. The device operates asnetwork attached storage whenconnected to a local network and has aBittorent client for downloadingdirectly to the internal HDD. Otherproducts in the range include an HDmedia streamer and an HD digital video recorder.

“EntaTech has an outstandingposition in the UK market when itcomes to distribution of brands and weare pleased to start a partnership with

the firm to fulfill the increasingdemand of our products in theregion,” said Tobias Brinkmann,commercial director of AC Ryan.

In a separate agreement, EntaTechhas also formed a partnership withpower supply vendor Innergie.

Jon Atherton, EntaTech’scommercial group vice president, said:“The addition of AC Ryan andInnergie to our already strong productoffering allows our customers to caterfor even more end user needs. ACRyan meets the increasing demand forhome media solutions while Innergieprovides consumers with unique powersolutions. EntaTech is always lookingfor new brands and products than canoffer customers further salesopportunities and these products areable to do just that.”

KMS COMPONENTS has signeddistribution agreements with Asus andHKC – partnerships that will broadenthe distie’s offerings across two verydifferent sectors.

The distributor will be stocking thefull range of motherboards from Asus, which KMS sales manager Steve Bland described as “a perfect fitfor our business”.

“All of us at KMS are excited aboutour new partnership with Asus. Wehave been waiting for the right partneron motherboards to join our alreadysuccessful line-up of other productsthat we offer. We will work togetherwith Asus to grow its market share inthe UK as well as create some specialbundle combinations that will provide

savings for everyone,”Bland said.

Jonathan Parmar,UK componentbusinessdevelopmentmanager at Asus,added: “Asus is incredibly excitedabout the new partnership it hasformed. KMS is one of the beststrategic partners to expand the Asusbrand in the retail channel andthrough the synergy of thisrelationship, Asus hopes to greatlyincrease the breadth of its resale partners.”

In another new partnership, KMShas also been appointed to distributeHKC’s entire line of monitors.

According to Kie Cooper, productmanager at KMS, the deal is a move to

counter the entry-levelmonitors that he claims have saturated the

UK market.“It is about

time a brandhas

supportedcustomers with a

product that does not reflect badquality with a low price point. HKCoffers most of the features that youwould expect to get with a mid to high-end branded monitor. However it isable to support the channel at a lowprice point as well.”

Deals will bolster to distributor’s range of motherboards and monitors

By Nicky Trup

EntaTech expands‘lifestyle’ portfolio

KMS snaps up deals with Asus, HKC

“The addition of ACRyan and Innergie to ourproduct offering allowsour customers to cater

for more end user needs.EntaTech is always

looking for new brandsand products that offercustomers further sales

opportunities”Jon Atherton, EntaTech

“All of us at KMS areexcited about our

partnership with Asus.We will work togetherwith Asus to grow its

market share in the UKas well as create some

special bundlecombinations that will

provide savings foreveryone”

Steve Bland, KMS

Distributor forms partnerships with two new vendors

NEWS � MARKETPLACE


Jon Atherton, commercial groupvice president at EntaTech

AVG: NEIL FURBY has joined AVG as UKSMB channel manager. He will beresponsible for building value businessand leveraging channel relationships.

With 20 years’ experience in the ITindustry, Furby’s career began workingin storage and security for independentreseller Trysis.

He later moved to Seagate Softwareand, after a series of acquisitions,ended up at SAP, where he developedthe channel for Crystal Reports. Therehe became Northern Europeanchannel sales manager, responsible forthe UK, Nordics and Benelux market’ssales teams.

“I’m thrilled to be a part of AVG,it’s such a dynamic company with adistinctive unique route to market,”said Furby. “I’m eager to develop thebusiness sales of the company and workclosely with the sales guys, helpingposition AVG as the best for resellers.I’m going to be heavily involved in

handling our partners sales andmarketing activities, implementingresellers training and helpingstrengthen AVG’s already strongpresence in the UK reseller market.Exciting times lay ahead!”

AMDNEIL SPICER has been appointed byAMD as its new EMEA lead for itsGPU and chipset business. Spicer hasbeen in the graphics business since2002, following a career at ATI andmore recently working for Sapphire inNorthern Europe. He joins the EMEAteam to take the lead in working withthe AMD board partners, motherboardmanufacturers and regional EMEAsales teams.

“I am excited to be part of such afantastic company that is consistentlyraising the technology bar anddelivering top-to-bottom graphicsprocessors that provide outstanding 3Dgaming performance and the ultimate

immersive visual experience,” Spicertold PCR.

ZOTACGraphics card vendor Zotac has hiredJOHN WOODWARD as regionalmanager for northern Europe. He hasbeen in the industry since January2001, serving for many years as UKsales director at Leadtek.

“I’m delighted to be joining the Zotacteam,” said Woodward. “We have some

excellent distributors behind us andwith Nvidia’s support, I can see Zotactaking a market lead within the UK andNorthern Europe over a relatively shortperiod of time. Volumes and marginsare shrinking in the VGA business, butby adopting the entire Zotac productportfolio, our partners will see somefantastic margin and revenue in thechannel. Consumers want choice,quality, value and availability, and that’swhat Zotac excels at.”

AMD appoints Neil Spicer as new EMEA lead � John Woodward joins graphics vendor Zotac as regional manager

DIARY DATES 2010

APPOINTMENTS

The UK’s channel calendar is full of important events. Here are someupcoming highlights of the year ahead…

If you would like to promote your event, please contact:[email protected]

This information is believed to be correct, but potential visitors should confirm details with showorganisers before making arrangements to attendNBG SUMMER FUN EVENT

MARKETPLACE � APPOINTMENTS/EVENTS


AVG hires Furby to boost value business

JULYCHANNEL GOLF DAYJULY 8TH

STAVERTON PARK, DAVENTRY

The TCA’s annual golf day gathers

together key players from the

country’s IT and PC trade, offering

the chance to network and compete

with business contacts. For golfers

and non-golfers, the event includes

a networking dinner and charity

pool competition, as well as a spa

and free golf tuition.

NBG SUMMER FUN EVENTJULY 8TH

WOODLAND GRANGE

CONFERENCE CENTRE,

LEAMINGTON SPA

The Network Buying Group’s

annual summer event gathers IT

retailers, resellers, vendors and

distributors together for

networking and business

opportunities. This year NBG is

taking over a ten pin bowling alley

for some serious competition.

AUGUSTGAMESCOMAUGUST 18TH - 22ND

KOLN MESSE, COLOGNE,

GERMANY

The second Gamescom event

follows on from the success of

last year's debut, which attracted

around 245,000 visitors. The

games show begins with a trade-

only day, later opening its doors

to the public to see the games

industry show off the latest titles

and hardware.

SEPTEMBERRETAIL CONFERENCE 2010SEPTEMBER 22ND

AMERICA SQUARE CONFERENCE

CENTRE, LONDON

Now in its fourth year, the Retail

Conference offers free attendance to

retailers. The event, organised by

Retail Acumen, includes seminars,

workshops and networking

opportunities for senior figures in the

retail industry. The flexible agenda

allows guests to plan their own time.

Neil Furby John WoodwardNeil Spicer

CHANNEL GOLF DAY

VIA USB

AUDIO &POWER

To those unfamiliar with NBG, howwould you sum up what it is you do?We market ourselves as the UK’spremier IT buying group. Although wewere established as a buying group wenow offer additional services to ourmember companies that are based inkey geographical locations in the UK.Those are sales services, marketingservices, procurement services andthings like that.

So you are primarily a buying group?Purchasing is a big focus of our group,yes. But I would say negotiatingtogether is more of a phrase that wewould use rather than buying together.

We don’t just buy, we markettogether, we network together, weinnovate and exchange ideas together,so the group is probably moreimportant than the buying.

So, one half is the conglomeratedbuying power of your members, theother half is networking – whattangible benefits are there to the latter? We have an acronym called CIA,which defines us. It stands forcollaborate, innovate and accelerate.We get together with companies fromvarious parts of the UK, a mixture ofB2B and B2C businesses, and we learnfrom each other, and think about theways we can grow.

We also have joint marketinginitiatives – we have three differentpublications we put together, and wemeet together five times a year. Wehave our gala, which has just takenplace, and an exhibition for vendorson the afternoon before. On the dayafter we have a meeting as to where wesee the market going and how we thinkit will affect our resellers.

You started in 1996 as a smalleroperation – who initially formed the group?I think the group was together as an adhoc type of group, more relationallythan anything else. In 1996 it wasformalised into a limited company.Then we started charging things likemembership fees to be able to run the

group, and from there it’s progressedto where it is today – a group with over£160 million of purchasing power.

How many members do you have?We’ve just crossed 50 members. As youknow I was taken on from February 1stto bring the group forward. At thetime I joined, there were 43 members,and we will have 60 members by the end of this year. Additionally, bythe end of next year we will have 100 members.

What’s your typical type of member?It varies really. The B2B resellers tendto have a larger model than theretailers, but we also have somesizeable retailers in the group that havethree or four stores. The smallestmember we have does about £1 millionin annual turnover. Our largest isprobably Xenex in Birmingham, whichis approximately £26 million strong.

Strength in numbersBuying groups have long been a way forsmaller independent retailers or resellers toincrease their buying power as aconglomerate, allowing them to commandbulk prices closer to that which large chainsand supermarkets can demand. One suchgroup looking to boost its ranks in the UK isNBG – though it is particular about the typeof business it takes on. Andrew Wooden talksto managing director Phylip Morgan…

MARKETPLACE � NBG COMPANY PROFILE


CONTACT

Phone:0844 880 3170

Web:www.nbg.co.uk

What would happen when you jointhe group is that you would havegeographical exclusivity in your area.Therefore, if you were in Eastbourne,you would have exclusivity for a 25-mile radius. So in our recruitment,we are looking for key dealers, aroundthe CIA acronym again. We want adealer that is willing to share, ratherthan just take all the ideas from thegroup. We also want a dealer that’slooking to innovate, rather than dowhat was done last year. If we do whatwas done last year, we only get lastyear’s results. So we’re looking to growthe group, and lastly we’re looking forsomebody to accelerate and grow their business.

So, somebody who has maybe paidthe mortgage, got the Bentley, and seenit out because he has got his golf clubmembership, that type of dealer isunlikely to join our group based onour criteria.

There are a few buying groups outthere – what differentiates you fromthe other active groups in the UK?Other groups tend to have a message,which is ‘join us, join us, join us’. Wehaven’t got that same message. Ours is,come and talk to us, because we’re veryexclusive in the type and nature of thedealer that we want to take on board.And that’s because of the niche wherewe position ourselves in the market interms of size, scale, geography, andthen we focus with the vendors.

So you’d say you’re much moreselective on whom you take onboard than other buying groups?That’s right. I’ve had 40 enquiriessince I’ve been on board, of which onlysix have been taken on. So that wouldhave been because there’s a dealernearby, maybe they’re not large enoughyet, or they haven’t been establishedlong enough. We want people that

have been around a while and have gota good reputation in their area.

Where do you want to be in fiveyears time?It’s good to have a long-term plan. We’realready a force within the industry, butwe’d like to be the biggest customer ofIngram Micro, which is the biggest ITdistributor in the UK. So that’s the kindof volumes and goals we are heading for.But at the same time, we don’t want tolose part of what is a culture in thisgroup, which is good local businesses inkey geographical areas providing greatservice to businesses that need help andsupport from the industry. I would liketo think we have a part in cleaning upthe industry as well, and get rid of itsreputation for being close to carsalesman and double glazing salesmanin the past. In five years time, NBG isgoing to be something vendors willassociate with quality dealers.

“In five years time, NBGis going to be

something vendors will associate with

quality dealers”Phylip Morgan, NBG

NBG COMPANY PROFILE � MARKETPLACE


Phylip Morgan, ManagingDirector at NBG

Lee Reed of IngramMicros wasawardedDistributionAccount Managerof the Year

Symantec wonProduct of theYear for Norton360 at NBG’sexhibition andawards dinner in May

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MY COLUMN last month concerningthe way ahead for the indie channelseems to have struck a chord with a greatmany independents. It seems that bothBrigantia members and non alignedindies are not only looking for ameaningful umbrella self-accreditationbadge such as our Brigantia ComputerExperts scheme, but for a wider range ofmeaningful training courses andcertifications to give it teeth.

It looks like the NEF Universityscheme that Brigantia is promotingcovering courses such as Cisco CCNA,Microsoft MCSE, CompTIA A+, Net+,Security +, IT Security (CISSP), WebMaster and Project ManagementProfessional (PMP) have all been wellreceived, but that the general consensusis that this is only part of the answer.

IT’S TRAINING MENLee Collins is known to manyBrigantia members as someone whostarted off as a standard computersolution provider member but thenexpanded his local laptop repairbusiness to offer support to otherBrigantia members. Collins built upCambridge Laptop Repair into athriving business which he recentlysold to Brett Matthews from PC Call.

Matthews is now expanding thebusiness further and helping evenmore Brigantia members. Collins, notresting on his laurels, has started a newbusiness called Parts For My Laptop,which – as the name suggests – isspecialising in distributing spare partsfor laptops and provides trainingcourses to assist computer solutionproviders to do basic laptop repairslocally. Brigantia will be workingclosely with both Collins andMatthews to develop this everexpanding area of the independentmarketplace.

Members are also looking for analternative to handing their existingcustomers with VOIP requirements tothose offering hosted solutions or localtelecoms resellers. Many alreadysuccessfully resell the comprehensiverange of broadband and VOIP productson offer from Brigantia Associate ServiceProvider Entanet. Substantial ongoingrevenue streams have been built up bymembers that are reselling Entanetservices. Members also have the optionof working with Brigantia AssociateService Provider 123VISP which offers atremendous brokerage service forbroadband, and VOIP services and againprovide an excellent ongoing recurrentrevenue stream for members.

On the printer repair side BrigantiaAssociate Distributor member ExpressGroup is intending to offer trainingcourses to members that are interestedin developing this side of theirbusinesses. Express already provides anexcellent spare parts service on theprinter side and can often locateobsolete or hard-to-find parts andcomponents.

Next month Iwill further expandon the widertraining that isavailable.

Brigantia’s Iain Shaw responds to feedback from his June PCR column andoutlines details of new training courses to be offered in the autumn…

CONTACT IAIN SHAW � [email protected]� 0870 160 3215� www.brigantia.com

Iain invites opinions fromPCR readers and willrespond though this column

All about the

training“It seems that Brigantia

members and non-aligned indies arelooking for self-

accreditation schemesand for a wider range

of training courses andcertifications.”

BRIGANTIA � OPINION


Enta TechStafford Park 6,Telford, Shropshire, TF3 3ATTel: 0333 101 1000Fax: 0333 101 1100

Spire Technology5 Black Moor RoadEbblake Industrial EstateVerwood, Dorset, BH31 6AXTel: 01202 828 444Fax: 01202 813 966

OPINION � TCA


NORMALLY in this column I cover avariety of quite cleverly crafted topics.Well, I think they are cleverly crafted. Iseldom beat the TCA drum too loudly,preferring to cover industry issues.

But this month, instead of taking thehigh ground and talking about issues,I’m going to get right down to talkingabout some of the things I have beendoing over the last few days. So insertyour earplugs, because I’m going to givethe TCA drum a right good banging!

We’ve just finished updating themember benefits list on our website. It’sonly when you get down to listing themthat you see what great benefits weprovide on top of the basic tradeassociation benefits of representation,information, networking, advice andCode of Practice. We have fantasticmember benefits and even a couple ofadditional Revenue Streams for members.

A HELPING HANDProfessional indemnity insurance issomething that independent resellershave been requesting a long time. Oursincludes a free check/preparation ofproper Terms and Conditions – anabsolute necessity for anyone trading.

Our free finance helpline covers issuessuch as debt collection, legal services,fraud prevention and investigation, assetrecovery, lender services, businessturnaround and recovery, as well aspersonal debt solutions.

We also offer a healthcare packagefrom just £1 per employee per week.The potential benefits to the employerby providing this to their staff includereduced absenteeism, improved staffmorale and it also helps to recruit andretain staff. For the employer there iseven a 24 hour counselling and adviceline, an HR helpline, and a healthreport.

We are an increasingly litigioussociety, so don’t leave your business orits directors exposed. Our IT legaladvice comes from one of the leadingIT legal advisors and gives freediscussion of any IT contractual/legalissues, free legal audit of your termsand conditions and discounted IT/e-commerce template agreements

Our channel sales reports for bothretail and B2B sales allow you tobenchmark your business’ performance.

One of our Added Revenue Streams isonline debt management solutions foryou to sell to your clients, to help themimprove their business cash flow andhelp them reduce the risk of bad debt.

Another Added Revenue Stream isfor you to sell insured warranties toyour customers. These warranties bringyou added income at time of sale, youwill get paid for doing your ownwarranty work (no more worries aboutbeing caught in the middle between thevendor/distie’s terms and consumerlegislation). This means you can now

sell outside of your normal comfortzone, knowing that whatever happensto you, your customers will be covered.

We also offer business information,including credit checking new clientsand evaluating suppliers.

The benefits of belonging to yourchannel trade association, for amembership fee of just £10 per month,are too great for us to fully detail here.But I hope I’ve given you a flavour ofsome of the things we have been doing.We are really, really busy. And that’swhy, dear editor, this column is a bitlater than usual!

PS, we are just finalising plans for aseries of regional meetings in theautumn, so watch this space – anddon’t worry, I’ll be banging the drumabout them pretty soon!

Keith Warburton is the president of The Technology Channels Association.

email: [email protected]

Banging the drumKeith Warburton reminds the market about the benefits of belonging to the Trade Channels Association,on top of the basic issues of representation, information, advice, Code of Practice and, of course, thegreat networking opportunities...

PC

MAC

“The benefits ofbelonging to your

channel tradeassociation, for a

membership fee of just£10 a month, are too great to fully

detail here”

If working with John Harris, Robert Peckham and KeithWarburton wasn’t enough to encourage PCR readers to

join the TCA, Wartburton has highlighted some otherbenefits of membership

TCA � OPINION

WHAT A month Apple has had. By thetime you read this column, Apple’sWWDC 2010 event will have finished,the long-awaited iPhone OS4, andiPhone 4G itself will be here, but rightnow it makes quite remarkable reading.

Firstly, the iPad finally shipped in theUK and most of Europe at the end ofMay; I was there to see the queue ofpeople outside the Apple Store inRegent Street, and heard all the reportsabout Apple stores and dealers sellingtheir entire stock in just a few hours onthe day of launch.

Apple is selling millions of iPads,which is great news for them and hascemented their position as marketleader in another category. The daybefore the iPad UK launch, Apple’smarket value actually exceeded that ofMicrosoft. Various financial expertssaid this would be a short-term event

caused by an unexpectedly large jumpin Apple’s share value, coinciding witha temporary drop in Microsoft’s, butthe difference in their values has stuck.

As I write this, Apple is still worth $6billion more than Microsoft, almost twoweeks after this monumental event,even though Microsoft is obviously themuch larger company. And the rumourmill is hard at work over talks of Apple

taking over AMD, after many monthsof disagreement with Intel overavailability of the new I-Coreprocessors. Apple can certainly affordthis, and it appears to makes sense as anApple-badged processor is already in theiPad (and will be in the iPhone 4G also)after the company’s takeover of PASemiconductor over a year ago.

On a sadder note, I wanted toexpress my surprise and sadness at theclosure of AM Micro Distribution, oneof the great names in the Mac resellerchannel. For many years Steve andTrish Hawkins, and their excellentteam, brought a unique and verypersonal service to the Mac channel,offering products from many of the bestvendors. I very much enjoyed visitingthem on many occasions, as it meant atrip down to the lovely Devoncountryside.


No surprises as to whatRobert Peckham isdiscussing this month– the launch of iPadand the announcementof the Apple iPhone4G. But he also bids asad farewell to AMMicro Distribution...

Robert Peckham is a director of The Technology Channels Association.

email: [email protected]

The TCA is the not–for–profit trade body with membershipmade up of businesses from all parts of the channel.

Visit www.tcauk.orgfor more information

MAC

It’s here and everyone wantsone, as the millions of iPad

sales underlines

“I was there to see thequeue of people

outside the Apple Storein Regent Street

waiting to pick up the iPad.”

Apple mania

Mike Scott

MAC

ITACS

LAST MONTH came the news thatApple is a bigger company thanMicrosoft.

I found this surprising until I gotto thinking about the consumermarket. Microsoft is dominant in thebusiness market, but Apple has abigger slice of the consumer market.

The interesting thing is that theconsumer market is overtaking thebusiness sector. If I could offer someadvice, look after the consumer.Look after the people who look afterthe consumer

We sell to consumers, we supportconsumers and get very little supportif not a little hindrance from thechannel above. It can be hard toexplain to a customer why this mustbe done in certain way and a quickfix, whilst possible, is not correct. Thiscan pass work to people who don’tcare about the rights and wrongs – thepirates and cowboys of this world.

This does not make a level playingfield. We have already lost the pricefight with the supermarkets. Losingthe support fight due to rules fromabove forces consumers into the worldof less than legitimate services.

We need to convince the powersthat be that we are legitimatebusinesses that look after consumers,– now the biggest purchaser ofcomputer goods.

As Apple extends its AppleConsultants Network other vendorsmight want to take a look and see ifthey can better the model.

Consumers are the biggest purchasers of ITproducts, but we need to be able to servicethem, says ITACS’ Matthew Woolley.....

IMAGINE GOING out and buying acar. Five minutes later you ring theshowroom demanding that they callout to put it in your garage and toshow you how to drive it (as therewas no ‘how to drive’ manual).

The next day, you report a fault (“itjust doesn’t work”), which theypatiently diagnose as a need for fuel.After that is resolved, you drive it intoa lamp post and expect to get itrepaired for free as it is still underwarranty. Monthslater you insistthat they replacethe engine. It hasseized up due to alack of oil. This isdefinitely thesalesman’s faultbecause you toldhim in the firstplace that youknew nothingabout cars, so he should have sold youa car that needed no maintenance. Ayear later, you don’t see why youshould have to pay out any moremoney as you already bought tax andMOT in the first place.

This all sounds ridiculous, yetthese are the sort of situations PCretailers find themselves in regularly.

Last month I discussed sellingparts for DIY, but more problems arefaced when selling software. Nevermind the OEM licence small print;I’m talking about straightforwardover-the-counter sales.

The main problem is customerscan easily take it home, copy it, andthen bring it back for a refund. Theyhave to make sure that what they arebuying is compatible with the systemthat they have, and that’s the firstexcuse to deal with. Of course, ifthey are genuine and they reallywant to legally own the software, youmight get a chance to upgrade theirPC for this one. They also have tomake sure it does what they want it

to do and that theyagree to the terms ofthe licence (otherwisethey can get a refund).

But the thing thatreally causes problemsis when they expectlevels of support fromthe retailer that onlythe publisher can give.Software is different asa product to other

goods. It requires quite a lot from theuser and they must be prepared to dotheir part. If they need help, then techsupport is available from the softwarehouse. I still wonder though, whethersoftware companies realise just howmuch support retailers are expected togive simply because good retailerswant to be seen as helpful.

If it all goes horribly wrongthough, the resources available toretailers with awkward customerproblems are obviously arbitration bytheir Trade Association, as well asTrading Standards Office.

NASCR

We offer a great service to customers, saysNASCR’s Geoff Carr. But sometimes we need alittle more support from publishers...

Greatexpectations

“The thing that reallycauses problems iswhen customersexpect levels of

support that onlythe publisher can

give.”

Power to the consumer

“We need to convincethe powers that be

that we are legitimatebusinesses that lookafter consumers –now the biggest

purchasers ofcomputer goods.”

INDEPENDENT TRADE ASSOCIATION OF COMPUTING SPECIALISTS

YOU CAN CONTACT ITACS ON 08445 763 760 OR VISIT WWW.ITACS.ORG.UK

NATIONAL ASSOCIATION OF SPECIALIST COMPUTER RETAILERS

YOU CAN CONTACT NASCR ON 08456 440715 OR VISIT WWW.NASCR.ORG

OPINION


MARKETPLACE


APPLE has launched an updatedversion of the Mac Mini – a small formfactor desktop machine measuring just7.7-inches square and 1.4-inches thin.

According to the vendor, the newand improved Mac Mini packs doublethe graphical power than the lastmodel, thanks to an Nvidia GeForce320M graphics processor. It comes asstandard with a 2.4 GHz Intel Core 2

Duo processor, 320GB hard drive and2GB of RAM.

The aluminium chassis features aremovable panel underneath, providingeasy access for memory expansion. Theaddition of an SD card slot allowsusers to access memory cards fromdevices such as digital cameras.

“The sleek, aluminium Mac Minipacks great features, versatility and

value into an elegant, compact design,”said Phil Schiller, Apple’s senior vicepresident of worldwide productmarketing. “With twice the graphicsperformance, HDMI support andindustry-leading energy efficiency,customers will love the new Mac Mini.”

The machine also features an HDMIoutput, an SD card slot and comeswith Mac OS X Snow Leopard.

“The sleek, aluminiumMac Mini packs great

features, versatility andvalue into an elegant,

compact design”

Apple launches revamped Mac MiniMiniature computer is boosted by improved graphics and memory expansion options

PANASONIC has launched a newrugged laptop for mobile officeprofessionals, designed to be durableand resilient against damage.

The Toughbook CF-F9 replaces the CF-F8, having been fitted with a higher resolution display,increased computing power andimproved connectivity.

The CF-F9 claims to be the lightestnotebook of its size on the market andhas been tested to withstand a fall of76cm without suffering any damage. Italso features a drainage system thatprotects the keyboard, touchpad andother components from splashes –200ml of liquid spilt directly over themachine flows out through thedrainage channels.

Panasonic claims the notebook canwithstand pressure of up to 100 kg/fand the hard drive is surrounded with

shock-absorbing pads toprotect against vibrationsand shock.

Featuring a 14.1-inch TFTwidescreen display with a1440 x 900 resolution, theCF-F9 has a 320GB HDDand runs on the Intel Corei5-520M. An embeddedantenna offers optimal radioperformance, whileQualcomm’s Gobi 2000mobile broadbandtechnology simplifies multi-carrier wirelessdeployments for ITdepartments.

The laptop featurespower savingtechnology that allowsthe battery to last forup to seven hours.

CF-F9 undamaged after being dropped over 70cm or having 200ml of liquid spilt on it, claims vendor

Panasonic unveils ultra-rugged notebook

“The CF-F9 claims to bethe lightest notebook of

its size on the marketand has been tested to

withstand a fall of 76cm without suffering

any damage.”

SONY has unveiled its new multi-touchHD all-in-one PC, the Vaio J Series.

The slim machine features a 21.5-inch display, full HD resolutionand ‘multiple lamp technology’ whichcreates a more detailed and colour richview of movies, games and photos.

The Vaio J Series also features anoptional Blu-ray drive, 802.11b/g/n wi-fi and a built-in webcam. With itsmulti-touch interface, users can scroll, zoom and rotate images withfinger movements.

The PC boasts Nvidia GeForcegraphics, Intel Core i3 processor and500GB of hard disk space.

The ‘loop’ design at the bottomallows users to stow away the keyboardif they wish. Three hardware buttonsallow direct access to key features,such as display off, the media libraryand DIY maintenance procedures.

Meanwhile, the vendor has alsolaunched a new 32-inch BraviaHDTV, the KDL-32EX703.

The latest TV in Sony’s line-upfeatures a full HD resolution and LED backlighting for enhanced colour intensity.

The TV is wi-fi ready, and with theaid of a dongle can connect to theinternet and stream full-screen videos from the web or other deviceson the network.

According to Sony, Motionflow100Hz with Image Blur Reductionprovides a smooth, sharp image, whileBravia Engine 3 creates greatercontrast, detail and lifelike colourtones in the picture.

A presence sensor detects motion infront of the TV, turning off the pictureor going into standby mode after a setperiod of time.

All-in-one features multi-touch technology, while Bravia TV can stream content from the net

Sony launches new HD hardware

“The Vaio J Seriesfeatures an optional

Blu-ray drive, wi-fi andbuilt-in webcam.”

MARKETPLACE


MARKETPLACE


PERIPHERALS vendor Sweex hasunveiled two new speaker sets for PCand Mac, which each come in threedifferent colour options.

The Sweex 2.0 Speaker SetPurephonic 20 Watt’s compact andportable design is aimed at notebookusers. A USB connection carries bothsound and power to the speaker,meaning the set only needs one cable,keeping additional ports free. Userscan balance out the sound level withthe Dynamic Range Control feature.

Meanwhile, the Sweex 2.1 SpeakerSystem 60 Watt is designed for userswho want a bigger sound that can carryacross a room. Magnetically shieldedwith a built-in amplifier, the system givesusers sub-woofer control in order to getlower, bass-rich tones. It is powered by amains plug and connects to thecomputer via USB.

Both speaker sets are available inthree colour combinations: black/silver,black/red and white/orange.

Sweex reveals speaker set duoPortable system targetslaptop users, while morepowerful model offerssub-woofer control

“The Sweex 2.1 SpeakerSystem 60 Watt is

designed for users whowant a bigger soundthat can carry across

a room.”

SDA Trading (UK) Ltd, 18 Moulton Street, Manchester, M8 8FQTel: (+44) 0161 819 1515 Fax: (+44) 0870 236 0247

www.sdatrading.com [email protected]

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MARKETPLACE

STORAGE specialist Seagate haslaunched the latest additions to itsFreeAgent hard drive range.

The GoFlex family of externalstorage devices range in size from320GB to 1TB and are compatiblewith both PC and Mac.Interchangeable cables allow theGoFlex and GoFlex Pro USB 2.0drives to be upgraded to USB 3.0,eSATA or FireWire 800 connections.

The GoFlex TV HD media playerallows users to enjoy digital media ontheir television screen by inserting aGoFlex external hard drive directlyinto the device’s dock, or byconnecting another storage device orcamera via the media player’s twoUSB ports. Using the special remote,consumers can access music, photosand movies in high-definition andsurround sound. The media playercan stream content from the internet,connecting via an ethernet cable oroptional wi-fi adaptor.

The GoFlex Net media sharingdevice allows users to turn any USBmass storage into a media sharingdevice that can be accessed fromanywhere using a PC or device suchas a smartphone or an iPod Touch.Content can also be streamed toother devices on the home network,such as the HD media player.

Seagate expandsthe FreeAgentstorage rangeNew GoFlex family includes network mediadevices that can be accessed from anywhere

“The GoFlex TV HDmedia player allowsusers to enjoy digital

media on theirtelevision screen byinserting a GoFlexexternal hard drive

directly into thedevice’s dock, or byconnecting another

storage device orcamera via the

media player’s twoUSB ports”

creative and promotional SErvices

3DITel: 0845 4582898www.threedi.net

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

Ark VFX Ltd.Tel: 0114 268 4999www.arkvfx.net

Barrington HarveyTel: +44 (0)1462 456780www.bhpress.co.uk

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

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

Dilute RecordingsTel: 01483 306834www.diluterecordings.com

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

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

FINK Creative LtdTel: 01480 302350www.finkcreative.com

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

Freeform.LondonTel: 020 7183 6664www.freeformlondon.co.uk

FrontroomTel: 020 7384 5400www.frontroom.com

Game Frontier LtdTel: 0870 420 2424www.gamefrontier.com

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

JR DESIGNTel: +44 (0) 7824 506436www.joeryandesign.co.uk

Media Safari PRTel: +44 (0)1225 471 202www.mediasafari.co.uk

More CreativeTel: 020 7561 6010www.morecreative.co.uk

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

Parker Consulting LtdTel: 07771571639www.parkerconsulting.biz

PMA MarketingTel: 020 7483 0568www.pmamarketing.com

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

RealtimeUKTel: 01772 682 363www.realtimeuk.com

Richard Jacques StudiosTel: 07831 756977www.richardjacques.com

Shorewood.BlueprintTel: 020 7183 9666www.shorewood-blueprint.com

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

SKYSKRAPER®

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

Studio CO2

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

The Audio Guys LtdTel: +44 (0) 1788 565230www.theaudioguys.co.uk

The PixelTel: 0800 043 1040www.thepixel.com

ÜberTel: 0114 278 7100www.uberagency.com

uk distribution and logistics

DiscstributionTel: + 44 (0) 845 4308735www.discstribution.com

EntaTechTel: 0333 101 1000www.entaonline.com

GemTel: 01279 822822www.gem.co.uk

Gem LogisticsTel: 0845 456 6400www.gemlogistics.co.uk

Meroncourt Europe LtdTel: +44 (0) 1462 680060www.trade.meroncourt.co.uk

international distribution

ComputerLand dooTel: +381 11 309 95 95www.computerland.rs

CURVEBALL LEISURETel: 01792 652521www.thegamecollection.net

FuntasticTel: +61 3 9419 5444www.funtastic.com.au

GameStreamer, Inc.Tel: 001-813-527-0383www.gamestreamer.net

TO BE INCLUDED IN THIS GUIDE PLEASE CONTACT:[email protected] OR 01992 535647

sourcebCOMING

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Tel: +44 1 480 210 621www.usspeaking.com

LOCALISATION QA AND TESTING

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

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

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

BabelTel: 01273 764100www.babelmedia.com

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

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

PartnertransTel: +44 1753 247731www.partnertrans.com

PlayableGamesTel: 020 7421 6487www.playablegames.net

QLOC S.A.Tel: +48 22 355 74 00www.q-loc.com

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

Universally SpeakingTel: +44 1 480 210621www.usspeaking.com

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

manufacturing services

Arvato digital servicesTel: 0121 502 7800www.arvatodigitalservices.com

DISCHROMATICS LTDTel: 01495 243222www.dischromatics.co.uk

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

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

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

TechnicolorTel: 0208 987 7829www.technicolor.com

The Producers LimitedTel: 0845 234 2444www.theproducers.co.uk

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

recruitment

Aardvark SwiftTel: 01709 876877www.aswift.com

AmiqusTel: 01925 252588www.amiqus.com/games

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

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

legal services

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

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

software development

ChaYoWo GamesTel: +1 917.650.0010www.chayowogames.com

Crytek UKTel: +44 115 949 0808www.crytek.com

Data Design InteractiveTel: +44 0 1384 44 79 00www.datadesign.uk.com

xaitment GmbHTel: +49 (0) 6897-600 80-0www.xaitment.com

gaming accessorieS

AntiGrav Media LtdTel: 01932 454929www.antigrav-media.co.uk

Hubb AccessoriesTel: 01642 204343www.playwithhubb.com

I-Globe Accessories LtdTel: 01332 756610www.i-ga.co.uk

Logic3 plcTel: 01923 471000www.logic3.com

Pebble Entertainment GmbHTel: +49 (231) – 477 927 0www.pebble-entertainment.com/en

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

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MARKETPLACE


STORAGE VENDOR WD hasunveiled its new HD digital mediaplayer, which can stream content fromthe internet to a HDTV.

The WD TV Live Plus HD also letsconsumers enjoy films, music andphotos they already own by connectingto a PC, Mac or USB storage device.When used with Windows 7, theoperating system’s ‘Play To’ featureallows users to initiate and controlthe streaming of video, music orphotos from any Windows 7 PC onthe network.

The device can also be used forwatching content from websitesincluding YouTube and Flickr.

Dale Pistilli, vice president ofmarketing for WD’s brandedproducts group, said: “The WDTV Live Plus media player isunique as it allows digital mediabuffs to access and play all of theirown personal HD media storedanywhere on their network or USB

drives. At the same time they can easilystream Netflix, Pandora, YouTube andother internet favorites to their HDTV.”

The device has an HDMI port, anethernet port and is wi-fi ready, butneeds a separate USB adaptor to workwirelessly. It supports a variety of fileformats and works with any digitalimaging device that supports PictureTransfer Protocol.

WD TV Live Plus HD unveiled“The WD TV Live Plus is

unique as it allowsdigital media buffs toaccess and play all of

their own personal HDmedia stored anywhere

on their network orUSB drives”

Dale Pistilli, WD

New device lets usersstream content fromtheir PC or the net


MARKETPLACE

HANNSG has begunthe roll-out of its latestline of LED computerdisplays, starting with a23-inch model.

The first monitorfrom the new HL series,the HL231DPB,features a widescreenanti-glare display withfull HD resolution,which the vendorclaims makes it ideal formultimediaconsumption.

The 23-inchHL231DPB includesDVI-D with HDCP

support, a 170-degreeviewing angle and adynamic ‘X-Contrast’ratio of 8,000,000:1.

Thanks to its LEDbacklighting, the monitorhas a slim form and isapparently longer lastingand 20 per cent moreenergy efficient thanequivalent LCD devices.According to HannsG,the HL231DPB is alsomuch more recyclingfriendly as it doesn’tcontain hazardous orpoisonous substances,such as mercury.

HannsG introducesits new HL LEDmonitor rangeHL231DPB is the first model in the firm’s new line-up of energy efficient LED computer displays

MARKETPLACE


STARTECH.COM, a manufacturer ofhard-to-find connectivity and technology parts, has launched anumber of products including digitalsignage devices.

The new DS128 Digital SignageBroadcaster and DSRXL Digital SignageReceiver can be used to extend highresolution VGA video and stereo audioup to 300m via an ethernet cable. Thebroadcaster and receiver also providecentralised operation of connecteddevices such as AV receivers and display panels.

“The DS Series offers a Java softwareutility that allows users to take controlof signal distribution, display panels and

other connecteddevices over a serial or LANconnection from any platform. Plus, youcan fine-tune the image or control audiovolume over the RS-232 connection,making it easier to consolidate devicecontrol,” said StarTech.com’s productmanager, John Mardinly.

“Used together, the digital signagebroadcaster and receiver also offer avery scaleable method of distributingaudio and video signals. Each DSRXLreceiver can be daisy-chained with up tofour additional receivers and providestwo VGA ports for additional remotedisplays. In total, this allows users to

connect and controlup to 80 monitors from a single location,” added Mardinly.

The SP123DP2DVI DisplayPort to 3-port DVI Graphics Expansion Moduleexpands the DisplayPort image outputacross three monitors or, alternatively,clones the primary output image ontothe displays. According to StarTech thiscan be used in applications includingviewing and editing panoramic videos orgraphics, digital signage video walls andplaying simulation-based games.

New digital signage device from StarTech

“Used together, thedigital signage

broadcaster andreceiver also offer a

very scalable method ofdistributing audio and

video signals”John Mardinly, StarTech

DS series lets users control up to 80 displays from one location

ASROCK has launched what it claimsare the world’s first USB 3.0 hometheatre PCs.

The Core 100 series, which wasshowcased at this year’s Computex inTaiwan, runs on the latest generationIntel Core processors and features IntelHD graphics.

The machines come with THXTruStudio Pro, which is designed toprovide a high-end audio experience. Itcan upgrade stereo content intosurround sound and restore compressedsound sources so every detail is audiblein surround sound.

As well as claiming to be the firstUSB 3.0 onboard system on the market,the Core 100 range features HDMIinput, dual-channel DDR3 memory, two

SO-DIMM slots and a 2.5-inch HDD up to 500GB (with support for a second HDD).

All the models are wi-fienabled and come with aremote control.While all thedevicescanplayfull HDDVDs, theCore 100HT-BD features a Blu-ray drive.

The mini PCs arecompact in size, boasting dimensions of just 19.5cm x 7cm x 18.6cm.


MARKETPLACE

Core 100 series features the latest in high-end audioand can be controlled by remote

ASRock home theatrePCs arrive in the UK

MICROSOFT used this year’s E3 toshow off its new slim Xbox 360 and theeagerly anticipated Kinect technology(previously known as Project Natal).

The thinner console includes a250GB hard drive and built-in 802.11Nwireless internet support. The ‘whisper-quiet’ machine has an HDMIinput as well as USB flash drive storage capabilities.

Kinect, meanwhile, was thevendor’s bigannouncement at theLos Angeles gamesshow, though it won’tbe available in the UKuntil later this year. It

lets players control games without theneed for a controller – the user simplysteps in front of the sensor, which

responds to gestures and recognisesvoices, too.

The device works with any Xbox 360and its gesture recognition can also beused to access movies, television showsand music.

“Kinect is about making thatentertainment experience more naturaland engaging than ever before,” saidMarc Whitten, Microsoft’s corporatevice president of Xbox Live. “Once youexperience your movies, music, sportsand games with Xbox Live and Kinect,you won’t ever want to go back.”

The vendor also unveiled a numberof new games, including racing gameKinect Joy Ride and Kinect Sports. Thelatter features football, volleyball,bowling, table tennis, boxing and avariety of other sports.

Motion sensing tech makes entertainment “morenatural and engaging” says Microsoft exec

Kinect and slimmeddown Xbox 360 hit E3

MARKETPLACE


EASE THE IPAD from its box and ithits you: it really does look like anexpanded iPhone, right down to thesolitary Home button beneath the 9.7-inch display. The back is all curvedaluminium, complete with large Applelogo, and the blemishes are the power

button, volume controls, a 3.5mmheadphone jack and the familiar 30-pindock connector.

There’s no polite way of putting it:the iPad is a bit of a porker. Not in achubby sense – it’s incredibly thin –but it weighs 680g, more than twice asmuch as a Kindle. There’s a goodreason why Steve Jobs demonstrated itresting on his knee in an armchair.

Comfort aside, if you’ve used aniPhone, the experience will be instantlyfamiliar. Nothing else comes close. Thelearning curve is non-existent and it’sall helped by the iPad’s sheer speed.

There’s one monumental caveat,though, and that is Apple’s continuingdisdain for Flash. You soon realise justhow many websites rely on it, and whileits absence isn’t quite a killer blow, itputs a good few sticks of dynamite underApple’s claims that the iPad is “the bestway to experience the web”.

Another criticism is that third-partyapps can’t yet multitask – at least untilthe OS 4 update introduces the featurein the summer. How much of an issuethis is will depend on how you use it.

The iPad is the first in a series ofproducts that could transform theindustry, with Dell and others producingtheir own rivals. It can’t match a laptopwith a full-blown OS, but there’s anargument for the iPad as a secondarydevice to go with a desktop PC.

Yes it’s constrained by Apple’scontrolling influence, but what theiPad has that no laptop can match is asense of fun.

THE ALLURE of the MacBook Pro issimple. With power enough to pleaseperformance die-hards, and the poiseto please fashionistas, Apple’s flagshiplaptop was always destined to impress.But, with previous models stillchugging along in Core 2 processors,many will have been holding off forthis inevitable Core i7 upgrade.

The major news is that the slickaluminium chassis is now joined bysome up-to-date intervals – but,although it’s definitely fast, it isn’tquite as fast as you might expect.

In a first for Apple, graphical dutiesare handled by dual GPUs comprisingthe on-CPU Intel HD graphics andNvidia’s discrete GeForce GT 330Mchipset. The burlier chipset of the pair,the GeForce GT 330M, fired throughCrysis at 1,280 x 1,024 and Mediumdetail with a borderline playableaverage of 26fps. Intel’s HD graphics,meanwhile, proved man enough forHD video playback.

The duo works wonders in Apple’sOS X Snow Leopard, with Intel’s HD

graphics taking the reins most of thetime and the Nvidia chipset steppingin when more graphical muscle isrequired. Unfortunately, it’s a greattrick that you’ll only appreciate in OSX. It’s painfully absent when running Windows.

From afar it’s the usual lovely thing,with power and aluminium-framedpanache in equal measures. Howeverthe specification is stingy, the keyboard

mediocre, the lack of graphicsswitching in Windows is a killer blow,and the cooling system borders on theunworkable. We’re long past the dayswhen Apple did style better than noother, and we’ve seen far better laptopsin recent months – such as the VAIO Z11.

[ ]URL: www.apple.comSRP: £429-699

“It’s constrained byApple’s controlling

influence, but what theiPad has that no laptopcan match is a sense

of fun.”

APPLE MACBOOK PRO 15

APPLE IPAD

“We’re long past thedays when Apple didstyle better than no

other and we’ve seenfar better laptops in

recent months.”


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Having become a key sponsor of racinggiant Ferrari, Kaspersky Lab flew PCReditor Andrew Wooden out to Le Mans,France, to join the firm for the 24-hourracing extravaganza.

During a short speech on thesimilarities between the two businesses,the security software vendor’s founderand CEO Eugene Kaspersky said that he“recognised the smell of Ferrari’s teamspirit” and that “both firms like speedand success”.

THIS MONTH: Racing cars, Race for Life and competition winners...

THE IT CROWD

24 HOURS OF LE MANS

xxx

Above: The crowd takes a breatherduring the race

Right: A Ferrari driver

Far right: The 24 Hours of Le Mans in action

Right and below: In the Ferrari pit during the race

Below right: Eugene Kaspersky discusses thesimilarities between Kaspersky and Ferrari

This tweet coming viaiPad. It probably sounds

quite smug as a result.

Journalist/TV presenterCharlie Brooker

@charltonbrooker

Yet another day in a BestBuy white shirt. Based on

today’s weather forecast, Ishould be campaigning forBest Buy beachwear!Best Buy UK’s Rene Wright

@ReneWright

OUT OF OFFICE


Send your pictures to:[email protected]

THINGS change so quickly in this industry that it isdifficult to quantify a typical day, but here is an insightinto what might happen.

My role requires me to do a lot of preparation before theworking day starts. Unfortunately, family commitmentsmean I’m usually in work about a minute before our salesmeeting. Fortunately, Google is a wonderful tool and I’mable to pass on all the information I have gleaned in thatspare minute about what’s happening in the market for myproduct sectors. I also answer questions regarding stockfrom my categories and customer feedback.

The moment the sales meeting finishes I’ll make countlessphone calls to our suppliers to understand what the market isdoing. One of the hardest tasks is keeping an eye on currencyfluctuations in the financial markets. The next plan of attackis working with our in-house marketing team to discussupcoming marketing activities, promotions and events.

As we have such a vibrant office with a great atmosphere,vendors always want to be in our office to run salespromotions and training days. These usually create a massivebuzz in the office, especially when free pizza is flowing or newpolo shirts are handed out.

During lunch I try and get out of the office, to clear myhead. I find that the longer the lunch break that I can getaway with, the faster the day goes! In the afternoon I willusually run sales promotions and by the end of the dayI’m exhausted.

If possible, I try to beat the rush by sneaking off five orten minutes early. I’m so influential to the company, I’msurprised that nobody has noticed yet. Ah well, anotherday over with, can’t wait until tomorrow!

"Sales promotions and trainingdays create a massive buzz in theoffice, especially when the free

pizza is flowing"

Members of EntaTech’smarketing and purchasing teamsjoined over 2,000 other womenin the Race for Life at West Parkin Wolverhampton last month.

Lindsey Fish, Claire Reynolds,Dragita Price and ZoeBroadhurst donned pink vestsfor the five kilometre run, raising£950 for Cancer Research UK.

COOLRUNNING

Craig Gore, Product Manager forGraphics Cards, Processors andMicrosoft at KMS Components

The owners of Alban IT Supplies in Hertfordshire have won a trip to Copenhagen aspart of a competition run by BullGuard.

Maria and Jonathan Field, owners of the St Albans-based online retailer and ITrepair firm, won the all inclusive weekend away after signing up as a BullGuardreseller at this year’s Channel Expo.

WINNING SMILES

Happy First Day of Summer! Have fun out

there, but be careful. And, please wear sunscreen!

Cisco Systems

@CiscoSystems

I spend far too much timeat the genius bar asking

Apple employees to fix mycomputer.

Technology journalist Aleks Krotoski

@aleksk

OUT OF OFFICE


A day in the life

Maria Field with BullGuard’s Jennifer Kingwill

Left to right: Reynolds,

Broadhurst, Fish and Price

bookmark us in your phone:

mobile.pcretailmag.com

LATEST NEWSSTRAIGHT TO YOUR MOBILE

OUT OF OFFICE

Describe yourself in three wordsSmall, stubborn and shy

How do you relax away from work? White wine and chocolate

What’s your favourite book?From my childhood, Are You There God? It's Me, Margaretby Judy Blume

What’s your favourite film? The Green Mile

What’s your favourite album? Oasis – (What's the Story) Morning Glory?

What was your first computer? No idea, I didn’t get one till very late!

What’s your best memory of working in the industry? Plenty from the various award ceremonies (which are bestleft unsaid!)

Who’s the funniest person you’ve ever met? My other half – Simon Riley

What did you want to do when you were younger?Nurse

Emma Loveless, Business Unit OperationsDirector, Centerprise

In the

HOT SEAT

SEPTEMBER 2010Advertising deadline: August 18thGaming issue� Graphics cards � Peripherals � Displays � Gaming hardware

OCTOBER 2010Advertising deadline: September 15thSecurity special� Security software � Digital storage� Photography

NOVEMBER 2010Advertising deadline: October 20thChristmas special� Novelty Gadgets � Notebooks� Laptop bags and accessories

DECEMBER 2010Advertising deadline: November 17th� MP3 players and accessories � External harddrives � Distributor opening times

JANUARY 2011Advertising deadline: TBC� Printers � Smartphones� ISPs � Speakers and headphones

AUGUST 2010

Advertising deadline: July 21st

BACK TO SCHOOL ISSUE

� Back to School Hardware and software

To advertise call Carly Bailey on +44 (0) 1992 535647 or [email protected]

For editorial please contact Andrew Wooden on +44 (0) 1992535646 or email him at [email protected]

PCR Editorial Planner



Acer and the Acer logo are registered trademarks of Acer Incorporated. Copyright 2010 Acer. All rights reserved. Other trademarks, registered trademarks and/or service marks, indicated or otherwise, are the properties of their respective owners. Microsoft, Windows and the Windows logo are either registered trademarks or trademarks of Microsoft Corporation in the United States and/or other countries. Other names and brands may be claimed as the property of others. Specifications subject to change without notice. Pictures are intended simply to illustrate the product.

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PCR July - Issue 82

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