PCR June 2016

5 Exertis’ future We chat to the distie’s UK and Ireland MD Gerry O’Keeffe

22 Buyers guide PCR lists all of the UK’s key computer retailers and buyers

14 CTA interview President and CEO Gary Shapiro on emerging industry trends

No. 153 • JUNE 2016 COMPUTER & IT RESELLERS z RETAILERS z SYSTEM BUILDERS z DISTRIBUTORS z VENDORS

WWW.PCR-ONLINE.BIZ

IS THE AMAZON EFFECT HARMING THE CHANNEL? Amazon has made major headlines in the IT channel of late, but can the etail giant regain supplier trust…?

THE MD of distributor Smithie UK has spoken out against Amazon over alleged unpaid invoices – and is attempting to unite with other suppliers to resolve the issues.

Meanwhile, Amazon is planning to open more physical stores – and some indies are concerned

p13

about competing with the etailer going forwards.

PCR looks at how Amazon is changing the channel.

Turn to page four for our PCR Boot Camp distie panel analysis and page 13 for our opinion piece on the supplier issues.

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

CONTENTS & COMMENT

Follow us @pcr_online

CONTENTS

Dominic Sacco Editor dsacco@nbmedia.com

REGULARS

@Dom_Sacco

4

Analysis: Distributors on

Amazon Laura Barnes Online Editor lbarnes@nbmedia.com @roradrum

5

Exertis’ future plans

6

Number crunching

9

Appointments and events

11 Opinion 13 PCR Trader Trust opinion piece: Can Amazon regain supplier trust?

Jennie Lane Sales Manager

38 Reseller Profile: Azzure IT

jlane@nbmedia.com

38 PC gaming column: The

@jennielane1

death of consoles 39 Retailer of the Month: PCs Made Simple

sgoldhawk@nbmedia.com @sarzgoldhawk

FEATURES 14 The Big Interview: Gary Shapiro, CTA 17 PCR Boot Camp 2016

Dan Bennett Designer

IT’S BEEN a tough few months for distributors and their dealings with Amazon.

Steve Riordan, MD of supplier Smithie UK, has called out the etailer over alleged unpaid invoices, and is rallying other distributors to unite and try and get the situation resolved.

Earlier this year it was reported that Amazon owes money to various tech distributors over deliveries it apparently claims it didn’t receive. It’s believed that problems with Amazon’s internal systems may be to blame.

While the etailer told PCR it “does not comment on specific supplier relationships”, it’s clear that several disties aren’t happy with the way the situation has been handled, some are worried, while others aren’t affected.

With Amazon being in the news again, this brought up the old debate of how the etailer has changed traditional

“Amazon is a huge driver of tech sales and is here to stay. What will be key is how the etailer works with partners in the future, and the online strategies of vendors.”

review and roundup

dbennett@nbmedia.com

22 Tech retail buyers guide 29 Computex preview 32 The rise of broadband and telecoms for IT dealers

Elizabeth Newton Production Executive enewton@nbmedia.com

34 BullGuard interview 40 The future of print

PRODUCTS 42 Printers and accessories Andrew Wooden Interactive Entertainment Content Director

47 Business software 49 Recommended products

awooden@nbmedia.com @pcr_online

OUT OF OFFICE 52 In the Hot Seat: Ebuyer’s

NewBay Media is a member of the Periodical Publishers Associations

The Amazon effect

36 Mystery Shopper

Sarah Goldhawk Account Manager

Editorial: 01992 515306 Advertising: 0207 354 6000

COMMENT

Incorporating

Paul Nolan 53 Industry Tweets 54 Team of the Month: BenQ ISSN: 1742-8440

businesses – aka ‘the Amazon effect’. Our panel of managing directors from four different suppliers spoke at PCR Boot Camp about this (see page four for their thoughts).

I’m not saying it’s perfect, but Amazon is a huge driver of tech sales and is clearly here to stay.

What will be key in the coming years is how the etailer works with partners, and what kind of online strategies vendors will take. Check out my full opinion on page 13.

Elsewhere in this issue, we take a look back on the latest PCR Boot Camp conference over on page 17, plus we look at the evolving print sector (comment on page 11, a mystery shopper special on page 36, a managed print focus on page 40 and the latest products on page 44).

We’ve also opened nominations for our 30 Under 30 feature this year, highlighting the most promising talent in the UK IT channel aged under 30 years old. If you’d like to nominate someone, please email me.

Dominic Sacco, editor dsacco@nbmedia.com

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PCR-ONLINE.BIZ ANALYSIS

‘You don’t need to try and compete with Amazon’ What do distributors think of Amazon’s low prices and the challenges indies face competing with them? Four leading distie bosses share their thoughts from this year’s PCR Boot Camp conference and expo…

AMAZON has been in the news recently, with distributor Smithie UK attempting to unite suppliers against the site in order to resolve unpaid invoices.

The etailer has also outlined plans to open more physical stores in the US, and sign up more paying Amazon Prime customers.

While Amazon UK has told PCR it doesn’t comment on specific supplier relationships, disties shared their views on Amazon, eBay and other etailers pricing low at a panel session during PCR Boot Camp in May. “Amazon has a fascinating business model,” said Target Components MD Paul Cubbage. “It’s a business set up without the need to make money – it effectively attacks the retail channel and destroys the competition. It’s done that for so long but hasn’t managed to capitalise on the dominance it has in the retail sector.

“Where it makes money is the things it’s doing off the back of that, like its cloud services. There’s a lot of talk about how to deal with Amazon, but it doesn’t play by normal business rules. It’s part of the world now.

“There’s an important differential between people who want to buy a product

from Amazon and people who want to walk into an independent retailer. It’s a completely different mindset and a completely different solution. Don’t worry about it – let Amazon do what Amazon does.”

VIP Computers MD Rich Marsden added: “I think we have to move off the Amazon discussion because Amazon is here and we’ve been dealing with it as a business for the best part of ten or 12 years.

It’s here and whether we like it or not it’s going to continue to grow.

“But lots of IT dealers are still doing fantastically well. It is what it is. Whether it’s Dixons, Amazon, Maplin, an

BIG BUYOUTS CONTINUE THE IT CHANNEL is consolidating further as more companies merge their operations.

Western Digital’s acquisition of SanDisk has

4 | PCR June 2016

been approved, with the transaction closing in May. Elsewhere, CMS Distribution has acquired Widget, which will continue to serve its UK customers

Execs from Widget, Westcoast, Target Components and VIP Computers discuss etail pricing at PCR Boot Camp

“Amazon is here and whether we like it or not, it’s going to continue to grow.”

Rich Marsden, VIP Computers

from its base in Stevenage as usual.

Widget founder Mark Needham also told PCR that the combined group will use Widget’s Dutch operation as a base to expand across continental Europe.

Frank Salmon, founder and MD of CMS Distribution said: “We are delighted to have teamed up with Widget

indie PC shop… there is a market out there for everyone. It’s there – we’ve just got to deal with it.”

On indies buying from Amazon direct for less, and low pricing potentially preventing indie retailers from making stronger margins, Marsden pointed out that vendors have a part to play too.

He said: “The vendors have an immense amount of responsibility for the independent channel. It is very easy for a vendor to do a 10,000-unit deal into the likes of Tesco or another large retailer, but the distributor sometimes gets the blame.

Group, they are experts in emerging consumer technologies with an impressive portfolio of vendors in the UK and Europe. They have a large and loyal customer base and, like CMS, they are an award winning distributor in their field.”

The decision to buy Widget was based on ‘several

“If a distributor can’t fulfill that business, someone else will. But ultimately the pricing stems from the vendor. The vendor has a responsibility to the independent – and the channel needs to do more for independents.

“My argument is to give the indie the price upfront and let them have that additional margin. There aren’t enough vendors prepared to stick their neck out on the line for the independent channel, and that’s a fact. It’s something we need to change as an industry.

“There are many examples of hugely successful independents who offer a fantastic service and don’t necessarily have to compete on the lowest possible price.”

Cubbage said Amazon pricing consistently lower across the board is a myth.

“We do a lot of price comparisons between our prices and other disties’ prices,” he explained. “I think there’s an exaggerated threat of pricing. On one-off items sometimes there are big price gains with Amazon, but if you’re fulfilling big orders, you won’t save money with Amazon in the long run, not in our experience anyway.”

Read more about Amazon’s issues with suppliers and our opinion on page 13.

inherent synergies’ between the two organisations, including growth plans, leverage, scale and a track record of success.

These are the latest acquisitions in the IT channel, following Exertis’ purchase of wireless tech supplier Siracom in April and Westcoast’s acquisition of 3D printfocused distie ArtSystems.

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READ THE LATEST STORIES AT

PCR-ONLINE.BIZ ANALYSIS

Exertis reveals plans for European dominance The distie has made several buyouts over the past few years, but it’s not finished yet. MD Gerry O’Keeffe tells Laura Barnes how the firm is positioning itself for further growth…

WITH DCC TECHNOLOGY, better know as Exertis, having acquired the likes of Siracom, CUC Groupe, and Computers Unlimited within the last three years, just how much bigger can one distie get?

As the firm goes from strength to strength, one has to wonder what it has up its sleeve in the future.

“Our ambition is to be the leading ‘profitable’ distributor in the UK,” Exertis MD Gerry O’Keeffe told PCR. “We’re very focused on how we build a sustainable, profitable distribution business that has management teams that can continue to perpetuate our growth into the future.”

Despite the firm’s latest annual financial report showing that operating profit was down 28.8 per cent yearon-year to £35.1 million, revenue rose 3.9 per cent to £2.4 billion. O’Keeffe explains that Exertis’ parent company, DCC Group, saw a 35 per cent growth in operating profit to £300.5 million, making Exertis ‘extremely well placed with DDC as a parent’ to pursue its growth strategy in Europe.

That strategy is to increase its geographical

“We’d only focus on acquisitions in markets we’re not currently present in.”

Gerry O’Keeffe, Exertis

footprint in North, Western and Central Europe.

“Eastern Europe is not beyond the realms of possibility if the right opportunity appeared,” revealed O’Keeffe.

“From a UK perspective, we’re of a scale that we’d only focus on acquisitions that would give us value beyond that which we have today – a skillset and market

Retail’s reason to cheer?

BRITAIN’S shop vacancy rate dropped to 12.4 per cent in April – the lowest since December 2009.

The change was driven by a decrease in the number of units becoming vacant (down 16 per cent from April 2015) along with an above average number of units being removed from the overall stock, according to the Local Data Company (LDC).

www.pcr-online.biz

Commenting on fewer empty shops, LDC’s Matthew Hopkinson said: “This drop in the national vacancy rate to a level that was last seen in 2009 is significant.

“Of the shops we have, more are occupied than ever before and remaining occupied for longer, but the LDC data shows the removal of units from the overall stock – which is reflected

by the decline in long term vacant units.”

He added: “This is also good news, as it hopefully shows that landlords and local authorities are recognising that a unit that hasn’t been occupied for more than three years is very unlikely to ever be reoccupied and therefore should be demolished or given an alternative use.”

that we’re not currently present in.”

With the many acquisitions Exertis has made, the distie has built a brand new 450,000 sq ft distribution centre to accommodate the additions.

“The new distribution centre will bring Exertis together,” said O’Keeffe.

“There was an opportunity to consolidate a number of our warehouses, as we were limited when it came to growing even further due to not having one warehouse of sufficient scale.”

Exertis believes the new combined space will enable it to service customers and vendors better.

“One of the trends that we anticipate is that vendors will increasingly need support in servicing their customers directly,” O’Keeffe told PCR. “We want our customers to not have to hold everything in stock but still be able to get it to the end user in a very short space of time.”

As the firm looks to streamline its products’ route to market and bring all its acquisitions together in a more unified structure, it’s hard to see Exertis slowing down anytime soon.

News Bytes WINDOWS 10 FREE UPGRADE CUT-OFF Microsoft has encouraged users to upgrade to Windows 10 for free before the offer expires on July 29th.

The operating system is now live on 300 million active devices around the world, making it the fastest-adopted version of Windows in history.

ACER EMBRACES VR Acer has teamed up with Starbreeze to develop the StarVR virtual reality headmounted display.

The two companies aim to cooperate on the development, marketing and sales of the StarVR device to the professional and locationbased entertainment market.

LENOVO BETS ON EUROPE Lenovo will begin manufacturing enterprise products for EMEA customers in Europe, including its full range of storage and networking products for data centre environments.

EMEA partners and customers have been promised faster delivery times and more flexibility to meet their needs.

ESPORTS AWARENESS ON THE RISE One billion consumers will be aware of eSports by the end of this year, according to a new report from Newzoo.

The Global Esports Market Report has revealed that awareness will be up 36 per cent compared to last year.

DRAM SALES FALL The global DRAM industry posted $8.56 billion in revenue during the first quarter of 2016, down 16.6 per cent from the previous quarter.

TrendForce’s DRAXeXchange division said that market oversupply and lower average selling prices were the main reasons for the decline in revenue.

MOST REPUTABLE TECH FIRMS NAMED Sony and Samsung have beaten the likes of Apple in a new poll that rates consumer tech companies’ reputations.

The RepTrak system listed Sony, Samsung, Canon, Intel and Panasonic as the top five tech firms with the best reputation.

PCR June 2016| 5

STATS

Number

crunching

A round-up of the most important stats and facts in the tech channel…

-16.3% Apple posted its first decline in iPhone sales during its fiscal Q2 2016. It sold 51.2 million iPhones during the period – a drop of 16.3 per cent year-on-year.

(Apple)

900,000 There could be 900,000 fewer jobs in UK retail by 2025.

(British Retail Consortium)

10Gbit/s 30.5bn Amazon is expecting to generate net sales of between $28 billion and $30.5 billion during Q2 2016.

(Amazon)

-7.9% Global tablet shipments fell 7.9 per cent year-onyear in Q1 2016 to 35.2 million units.

(TrendForce)

28% The Internet of Things will account for 28 per cent of the wireless connectivity integrated circuit market by 2021.

(ABI Research)

6 | PCR June 2016

The inaugural Insomnia Scotland gaming festival boasted some of the fastest network speeds in the UK – with up to 10Gbit/s.

(Commsworld)

95% EE plans to expand its 4G network to 95 per cent of the country by 2020.

(EE)

www.pcr-online.biz

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RECRUITMENT & EVENTS

Ellie returns to Enta Rich Marsden becomes CMS MD z Anna Cheng leaves Intel PR role z Simon Buckingham joins TP-LINK z Cooler Master hires Katie Pinnock ENTATECH: The distributor has announced the return of ELLIE FARLEY to its team as Microsoft product manager.

Farley, who previously worked for Entatech for five years, will be working towards increasing the firm’s market share, whilst assisting customers with the successful upsell from Windows Home to VIP COMPUTERS: RICH MARSDEN has been named managing director of VIP’s OEM sister company CMS Computers.

The appointment follows a reorganisation of the business and the departure of director Ian Fraser.

In his new role, Marsden will take full commercial INTEL: Experienced PR manager ANNA CHENG is leaving her role as UK enterprise and technical PR manager at Intel.

Cheng is moving across to an Internet of Things sales role at Intel.

She joined Intel back in February 2006 as a consumer campaigns TP-LINK: The vendor has hired SIMON BUCKINGHAM as its retail marketing and gaming partnership manager.

Buckingham moves across from Asbis, where he worked as marketing manager for its Prestigio smartphone and tablet brand.

At TP-LINK he will be working on marketing COOLER MASTER: The accessory brand has hired KATIE PINNOCK as its new UK marketing specialist.

She joins the vendor from Aria PC. Pinnock will be working with the media, as well as developing advertising and branding campaigns. She will also be taking on some

www.pcr-online.biz

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

Ellie Farley

Pro. She will also lead the licensing business and front Entatech’s DPaaS (Digital Platform as a Service) for electronic software fulfilment.

DAVE STEVINSON, Entatech MD, said: “Ellie is no stranger to Entatech’s reseller partners and was one of the reasons why our Microsoft business grew so much.”

Rich Marsden

responsibility for the CMS business which will continue to trade independently of VIP. He will also continue his duties as VIP’s MD. Marsden said: “This change in the business comes at a time when VIP Group is looking to align its businesses to maximise growth opportunities.”

Anna Cheng

strategist, and has held several different roles over the years including field sales engineer and product marketing engineer.

She has held the role of UK technical PR manager for the past four years and overall, has spent more than ten years with Intel to date.

LONDON TECHNOLOGY WEEK

Simon Buckingham

strategies for the company’s UK retail partners, and will be co-ordinating with buyers, merchandising/marketing teams and retail planners.

Buckingham will also be responsible for developing TP-LINK’s strategy and opportunities with UK-based eSports organisation Team Dignitas, which it sponsors. channel sales accounts. She will be working alongside Cooler Master’s ADRIAN LIU, who was named UK country manager earlier this year.

Pinnock told PCR: “Adrian and I are going to work very hard as a team to grow the UK business as much as we possibly can.”

MICROSOFT WORLDWIDE PARTNER CONFERENCE

Katie Pinnock

COMPUTEX Taipei World Trade Center, Taiwan MAY 31ST – JUNE 4TH Computex covers the whole spectrum of IT from PC products to Internet of Things (IoT) applications and more. Boasting more than 1,700 exhibitors and 5,000 booths, it gives computer industry executives the chance to network, broker deals and check out the latest products.

INFOSECURITY EUROPE London Olympia JUNE 7TH – 9TH Infosec is an information security event featuring a comprehensive education programme. It draws 315 exhibitors showcasing a diverse range of products and services to 12,000 visitors. The 21st edition of the event will take place at Olympia in London in early June.

E3 LA Convention Center JUNE 14TH – 16TH At E3, the video game industry’s top talent pack the Los Angeles Convention Center, connecting tens of thousands of professionals in the interactive entertainment industry. Game publishers, accessory vendors and developers showcase new technologies and never-before-seen products at the event.

Various locations JUNE 20TH – 26TH London Technology Week is a festival of live events taking place throughout the UK’s capital. It celebrates London as a ‘global powerhouse of tech innovation’ by connecting the ecosystem within London and beyond. This year will see the introduction of five new content streams.

Toronto, Canada JULY 10TH – 14TH As the largest event for Microsoft partners, the Worldwide Partner Conference brings together more than 15,000 attendees for a week of networking and learning – all with the goal of increasing partner profitability and accelerating business growth.

PCR June 2016 | 9

OPINION

‘As a service’ models The problem pep up print sector with paper While only a few dealers have properly established themselves in the managed print arena, vendors and distributors are now better embracing the channel, says Westcoast’s managing director Alex Tatham…

WHAT’S THE perfect deal for a reseller?

Well, any contract that involves high margins up front, zero stock holding and a hassle-free, regular commitment from the customer for consumables would surely be right up there.

Of course, these are some of the primary benefits realised by VARs when they move their modus operandi away from traditional transactional sales towards more consumption-based ‘as a service’ models – fuelled by recurring revenue.

the need for expensive, specialist engineers – and different shipments of toner on a regular basis.

Understandably, dealers have been turned off and only a few have managed to properly establish themselves so far. But there IS some good news.

Control your print and you control your document-related risks and costs, states Nuance Communications UK and Ireland sales director Simon Hill. Here, he explains how…

DRIVING CHANGE Things are changing, and the change is being driven by vendors.

Firstly, large print device vendors are embracing a wider channel, realising that some managed print reseller models create inefficiencies – stock holding both in their warehouse and in PRINTING AS A field, spares SERIVCE management, PDI It’s fair to say that the and finance. print sector “The channel is However, even is now beginning now opening up more exciting are to adopt managed innovations like print – or ‘printing as its doors for the HP’s Partner a service’. ‘as-a-service’ Managed Print Those with Services model experience or model.” crossover into the Alex Tatham, (pMPS) which photocopying Westcoast allows resellers to cut a contract and business have been ship the hardware early adopters – after with installation services. all, they’ve been used to HP pays an upfront commission to selling contracts on a pay per resellers but takes care of the click basis since Queen Victoria consumables and services on behalf was alive. of the partner.

But still, challenges remain across It’s a way of VARs getting what the sector. And there are a number they most wish for – up front of reasons. For example, although margins, no stock holding and the print-focused VARs have successfully opportunity for a totally different incorporated this model as managed relationship with their customer. service contracts, most of the Distributors are also playing their traditional channel VARs have found part with service plans and cost the model difficult to execute. effective solutions for resellers.

That’s down to factors which are The channel is now opening up its peculiar to print such as overtly doors for the ‘as-a-service’ model. complex billing arrangements,

It is already using such a system to ALTHOUGH online and mobile good effect. Nuance’s Imaging services have demonstrated Solutions have enhanced the bank’s significant progress toward paperdocument security by providing free processes, they’ve been slow to confidential printing through a break the pervasive reliance on single swipe-card, which prevents paper and manual tasks that occur print jobs from falling into the behind the scenes. wrong hands. A similar benefit is The complexity, errors and delays derived at the University of Warwick, inherent in paper-based processes where one of the university’s issues are key contributors to customer was document security. dissatisfaction and attrition.

Optimising device security While recent research from the shouldn’t neglect document Ponemon Institute shows that the security, yet too few organisations loss of sensitive data costs utilise the many security features companies an average of £2.6 offered by PDFs. In order to address million, it’s the damage that can be this, Nuance recently announced a done to a company’s reputation free whitepaper that’s more difficult entitled ‘Using PDF to measure. This gives an added “With the guidance documents for more secure document impetus for workflows’. It details organisations to do of resellers, more all they can to firms can move to how Nuance Power PDF’s many security protect their data. a digital document functions – like its Complex secure delivery, challenges require workflow.” intelligent Simon Hill, document inspection, solutions. Helping Nuance Communications redaction, encryption and digital rights organisations management capabilities to control address this challenge needn’t document access, inside and present a challenge to resellers. outside of the enterprise – combine From a print or capture to create a secure document perspective, there are solutions environment. available that collaborate effectively As the digital economy prospers, with modern Multi-function Printers it’s imperative that resellers work (MFPs) to meet customer with private and public sector requirements for the security, organisations to help them integrity and confidentiality of their reconsider their dependency on information. For example, when paper and the errors it introduces. using combined hardware and With the guidance of resellers, software, user authorisation is more firms can move to a digital provided through passwords or document workflow environment smartcard authentication, assuring that can help eradicate the risk, that only authorised staff can uncertainty and costs that arise from access specific networked MFPs and resources. Take Allied Irish Bank. continuing to work with paper.

Alex Tatham is MD at Westcoast. For more information on Westcoast’s solutions, call the distributor’s print team on 0118 912 6000. www.westcoast.co.uk

Simon Hill is UK and Ireland sales director at Nuance Communications. www.nuance.co.uk

www.pcr-online.biz

PCR June 2016 | 11

READ THE LATEST STORIES AT

PCR-ONLINE.BIZ TRADER TRUST

Can Amazon regain supplier trust?

In May, the MD of UK tech distributor Smithie took a stand against Amazon over alleged unpaid invoices. Following a PCR article online, the etailer agreed to pay around 30 per cent of what the distie says it’s owed. But what does it mean for the rest of the IT channel and can Amazon win back supplier trust? Dominic Sacco shares his opinion…

DURING a networking drinks evening at a distribution channel event a few years back, I got chatting to a sales director from a wellknown vendor.

We had an open chat, discussing everything from the state of the channel to sales successes and our thoughts on new technologies.

We soon got onto the topic of industry bugbears – and the sales director immediately shifted the focus of the conversation to Amazon and other big etailers. Over the next half an hour or so, he openly vented his frustrations over dealing with the major etailers and the headaches caused by price-cutting.

He was afraid that retailers engaging in a race to the bottom over price would harm his business – and the channel as a whole. It’s an opinion shared by several other executives within the industry and a topic touched on regularly by members of the trade press, not just within IT, but other verticals too.

Incidentally, I have just recently learned that around this time in late 2014, a couple of tech distributors cut their ties with Amazon.

“We don’t supply Amazon anymore,” said a senior executive at one of the suppliers. “They track all online sales across Europe to make sure their price points are better. Amazon are so big, it can be hard for smaller disties to manage their prices.

They have made it more difficult to compete.”

Earlier this year, reports circulated online suggesting Amazon owes seven figures in unpaid invoices overall to a

Amazon’s Marston Gate centre in Milton Keynes (photo by Joe Pepler/REX)

“Amazon owes us an awful lot of money and it is crippling this industry.

We’ve got to put a stop to this.”

Steve Riordan, Smithie UK range of distributors, going back years in some cases. The etailer allegedly claims it hasn’t received certain deliveries, while several suppliers have told PCR they have done – and has proof of delivery as evidence. It’s believed that problems with Amazon’s internal systems may be to blame.

Now, Steve Riordan, the managing director at Smithie UK – a tech distributor affected by this issue – has called on other suppliers to unite and discuss how to resolve these ongoing payment issues with Amazon.

“Everybody is scared [of speaking up] but I don’t care what anybody thinks anymore,” Riordan told PCR. “Why are these people getting away with it? In the industry there are millions of pounds sitting on people’s balance sheets that Amazon won’t pay.

“Amazon owes us an awful lot of money and it’s crippling this industry. We need to sit down and talk [with other disties] and get around the table. I’m happy for my name to go out there because we’ve got to put a stop to this.”

Since PCR published the initial article online around

Riordan’s comments, Smithie says that Amazon has agreed to pay them around 30 per cent of what’s owed – with further negotiations ongoing.

A small handful of suppliers told PCR they would be happy to enter discussions with Smithie over the matter, while others are distancing themselves from the situation and aren’t concerned by it.

Suppliers like VIP Computers say they have a healthy working relationship with Amazon.

Other distributors have told PCR that Amazon has offered to pay half of what’s missing, with the distie expected to foot the remaining half of the bill.

It’s no secret that Amazon has not had the best public image over the past few years.

In late 2013, Panorama and The Guardian published in-

depth undercover reports on the etailer, reporting low pay and tough working conditions. Last year, The New Year Times wrote a big exposé on the stressful nature of some of the job roles at the company.

But Amazon is working to improve its perception. It is paying back money it owes to some suppliers, according to reports, and is continuing to grow its revenues and employee numbers. In fact, it has almost a quarter of a million staff worldwide.

Amazon has always kept itself to itself, much like Apple. If it could channel some of its interest in growth and ambitious developments (like drones) into partners, there’s no reason why it can’t keep its suppliers and their respective industries happier in the future.

PCR Trader Trust is a campaign designed to promote fair practices in the channel. Email PCR editor Dominic Sacco at dsacco@nbmedia.com or online editor Laura Barnes at lbarnes@nbmedia.com with any stories or data you can share.

www.pcr-online.biz

PCR June 2016 | 13

THE BIG INTERVIEW

CES success After celebrating a record breaking CES 2016 trade show as well as a second successful year for CES Asia, the Consumer Technology Association is going from strength to strength. Dominic Sacco sits down with president and CEO Gary Shapiro to discuss what’s next for tech, why Britain is falling behind France in terms of innovation, and the future of CES…

Y

ou held your second annual CES Asia event in May. What was the thinking behind launching a separate CES event in Shanghai? Did it come from demand from partners and the industry?

Absolutely. China didn’t have a major event for consumer technology. The reason we started the event is because major American, Chinese and European companies asked to have an event in China with the quality of CES’ Vegas show. So we did – and it’s proven to be very successful.

We’ve gone from two halls in 2015 to four halls this year, and we have attracted an international audience of 30,000 attendees, over 350 exhibitors, about 1,000 media, 50 conference sessions and 15 product categories.

Our only competitor, if you will, is CES in Las Vegas, which is so large and successful – this will be our 50th year.

We’ve had 50 years to build up CES in Las Vegas and now we’re in our second year with

competitors – we have different areas we’re focusing on and we don’t overlap.

CES Asia is different to CES in Vegas. It’s a lot of work. It’s a different culture. We’re continuing to learn, but we have good partners in China.

We focus the event on two categories: one is well-known brands and the other is innovative products. So we don’t have 30 companies showing iPhone cases for example. We also have a new startup park called Eureka Park. The French brought 20 companies there. There was a whole drone area.

And we’re seeing some of the major categories we see elsewhere in the world – the Internet of Things, drones, 3D printing, mobility, wireless, [smart] automobiles…

Those categories have grown in recent years, as manufacturers branch out from their traditional PC focus. How challenging is this shift for them?

It’s a very difficult time for

“There’s no question that the PC market is maturing. Companies are naturally looking for the next big thing.”

Gary Shapiro, Consumer Technology Association CES Asia. So it’s a much smaller event by comparison, but the conferences and keynotes are still pretty comprehensive. We’ve got a lot of good feedback from those that exhibited and those that attended.

Why should companies visit the Asia show rather than Las Vegas?

They shouldn’t go unless they care about reaching the Asian population. It’s a pathway to Asia, just as CES is a pathway to the world. There are great shows in Asia but they’re country-specific shows. The Japan Electronics Show is a quiet show but they have some great technology there.

The Korea Electronics Show has a lot of manufacturing.

And there’s the Hong Kong Electronics Show. We don’t really see those shows as 14 | PCR June 2016

companies because product mixes are changing rapidly.

There’s no question that the PC market is maturing. And even the shift into tablets and smartphones has slowed.

So companies are naturally looking for the next big thing, because innovation breeds sales and growth. The reality is the products we make last a long period of time, and unless consumers have a reason to replace them… The truth is that consumers have got so comfortable having their device with them, that the importance of PCs has changed. The challenge for a lot of companies is not only the mix of products, but being on every product.

Any business of any size has to realise they should be rapidly moving to a mobile-everywhere environment. And what www.pcr-online.biz

THE BIG INTERVIEW looks good on a computer screen may not look good on a tablet or a smartphone – or even on your wrist.

And that is a phenomenal change that is really shaking up the rest of the business world – not just in our industry.

Virtual reality was a big focus at CES Asia

Some major PC and tech retailers in the UK have embraced the Internet of Things. But the smart home has not hit the mainstream.

Why do you think that might be?

There are a lot of estimates out there and major changes in technology that don’t happen as quickly as some people say they will.

Nobody goes out and says: “I want to buy an Internet of Things.” They want some solution – they want to know if their child or their pet is okay while they’re not there, or if their home is secure.

They have to be convinced, they have to be entertaining and it’s an opportunity.

Our job is to make sure people learn about it – that they go into the stores, they go online and it’s talked about in the media, so people see the value and the benefits.

Sometimes it’s helped along by external factors, for example insurance companies could offer a benefit if you have a security system.

Would you consider launching a CES event in the UK or Europe?

We used to say we wanted an event in every continent, and we do have a press event in London every year. We’ve had an event in Paris now for four years, which is growing rapidly. It has about 50 exhibitors. In fact, I was talking about it recently with the British Minister responsible for technology and culture, about how France has such a major presence at CES. It has several thousand people and over 100 exhibitors.

The bottom line of it is – I think Britain needs to step up its act in terms of its innovation presence, because there’s a huge innovation push here but what we see is France www.pcr-online.biz

“Britain needs to step up its act in terms of its innovation presence.”

Gary Shapiro, Consumer Technology Association

leapfrogging Britain in terms of investment, innovative products and senior level government focus.

There’s Tech City in London, there’s definitely a desire but there’s not the marketing presence that’s needed.

We had 45 exhibitors from the UK at CES in Las Vegas this year. That’s 45 out of about 3,800, so that’s a little over one per cent of our exhibitors.

By comparison, we had well over 100 visitors from France.

We had a big jump in attendance at CES in Las Vegas this year though. We had 2,600 attendees from the UK, up from 1,745 a year prior.

I would’ve thought five years ago that the UK would have had high exhibitor levels, but it’s totally shifted.

How was CES in Las Vegas this year and what are your plans for CES 2017?

CES 2016 was off the charts, it had the biggest footprint ever and most news covered by social media measures and more traditional measures.

We had 3,800 companies exhibit and a huge number of product introductions. All signs are looking great for 2017 – we’ve virtually sold out of space. We have companies

wanting to get in that can’t.

And we’re looking at some of the growth in categories like drones, 3D printing and virtual reality. Major automobile companies are also starting to use us as a place where they introduce cars as technology.

What are your thoughts on the tech market and where it’s going?

We’re on the cusp of so many great technologies now – we’re exploding in the five or six new categories all at once.

You have virtual reality, ultra 4K HD which is real and dramatic, and you have drones which are off the chart. And then you have the Internet of Things and smart cars, which are more out there, in a sense, but that is the future. It’s just a question of when we get there.

But companies are still facing challenges in the retail space. The number of stores is shrinking and it’s difficult to be a retailer. Consumers with Amazon Prime have gotten away from going into stores, which is a shame because it doesn’t allow them to discover new technology as much. It’s unassisted selling – and there’s a concern there.

We’ve always been dedicated

to the proposition of the independent dealer – that’s one of the things our association believes in. The independent dealers are necessary to help introduce new technologies. But it’s a challenge, because of pricing pressures on independent dealers, and they always push towards bigger conglomerations.

Obviously the other big pressure is the economic side, to the extent that if the economy is doing well, the industry is likely to do well.

The third pressure is innovation. Sometimes, when something new happens like 4K Ultra HD, the pricing pressures bring it down so low very quickly. So the advantage we have is there are so many new technologies coming, some of which require installation, some of which require assisted sale.

Also, we have an ageing population with kids that are unable to take care of them – and tech is going to solve some of those problems. We know there are things coming in our own healthcare that will be increasingly viable in the near future. The question is whether firms and retailers will position themselves to take advantage of that.

PCR June 2016 | 15

Get fit for business in 2016

The next big thing This year’s PCR Boot Camp conference and expo took place at the Emirates Stadium on Wednesday May 18th, featuring a number of informative talks, an in-depth distie panel session, various interactive masterclasses, and a busy expo. First up, Laura Barnes runs down the morning conference talks on future opportunities and trends…

HOW TO CASH IN ON THE CONNECTED HOME

THE MAJOR OPPORTUNITIES AROUND BROADBAND

CONTEXT’S UK country manager Jonathan Wagstaff kicked off the morning conference by discussing one of the biggest trends in the tech market right now – the connected home.

“Smart home is a big growth area for the channel, it’s a success area. Germany has the largest market, and we can we learn from them,” he said. “Germany leads in motivation and consumer understanding, retail activity and intention to purchase.”

Wagstaff stressed that smart home is not just ‘gadgets for the boys’ or an extention of the garden shed, revealing that in the UK, 6.2 per cent of consumers would spend £5,000 on smart home products, with a majority of those being women.

He also spoke about John Lewis getting ahead in this space, with in-store theatre key. He said that over 70 per cent of UK consumers are prepared to pay £15 a month for managed services.

VIRGIN MEDIA Business’ head of indirect channel partners Andrew Wilson spoke about the opportunities around broadband and infrastructure, revealing that as the smart home market increases, this will generate a greater need for better infrastructure.

Wilson said that VMB is investing heavily in helping businesses make the most of this, as well as helping resellers make the most of their customers’ need to increase their online presence.

“94 per cent of SMBs consider a reliable internet connection critical to the success of their business, while 60 per

cent expect to increase their online presence in the next year,” he said.

“If you offer up a better infrastructure to your customers, they are likely to invest in more technology from you.

There is more opportunity off the back of what Virgin Media Business is doing.”

Wilson said that VMB wants to recruit channel partners to sell opportunities.

“We’re asking for partners to sell our ultrafast products and leverage the VMB brand,” he added. “It’s a model that means we’ll do business with every single partner that wants to as long as we have a cultural fit.”

DISTIE QUESTION TIME NEXT UP was our ‘Ask a Distie’ panel, where attendees got to grill senior figures from the distribution sector in a no holds barred interactive Q&A session.

The panel, which was chaired by Channelstar Media’s Simon Meredith, consisted of Westcoast MD Alex Tatham, VIP MD Rich Marsden, Target Components MD Paul Cubbage and Widget UK MD Mark Needham.

As well as touching on subjects including whether Amazon is really a threat, and whether disties should do more online transactions, the panel was asked for their thoughts on virtual reality, PC gaming, online shopping and other topics.

www.pcr-online.biz

“Gaming is doing very well. Not everyone markets gaming and VR PCs very well. We should be selling the products right now,” said Cubbage.

“Make sure you’ve got VR systems set up and make sure you’ve got decent peripherals on show,” advised Marsden.

Tatham added: “Make sure you’ve got finance in place for customers. Some won’t want to pay for expensive machines in one go.”

The panel was also asked if they were optimistic about the future of retail.

“I’m very optimistic. The channel has plenty of things to sell and get involved in, and that will continue,” said Widget’s managing director Needham.

FUTURE TECH TRENDS CARL WEST, supply chain director at GfK, closed this year’s conference with his market trends update, where he looked at some of the areas that retailers should be keeping an eye on throughout the year.

“Super-sized monitors are in demand and an area you will want to focus on.

You’ve got to show these products off.

It’s not enough to just give customers a brochure,” said West.

He also revealed that NAS and gaming will continue to be in demand this year.

“2016 is the year for gaming PCs.

Whatever happens, gaming is doing well.

Value is up with graphics cards and this benefits retailers,” he added.

“Gaming mice and keyboards are important. Set yourself up in gaming now so you’re ready for the VR phenomenon that’s coming.”

Looking at what trends will be big in 2015, West outlined how some of these will continue to grow throughout the rest of 2016.

“Drones will be bigger and better at Christmas this year, along with smart home products,” West commented.

PCR June 2016 | 17

Get fit for business in 2016

Best in show As always, PCR Boot Camp 2016 hosted an extensive expo, featuring the latest products and services from vendors, distributors and trade bodies. Here we take a look at some of the highlights from the show…

AS WELL as offering up a chance to meet new industry contacts and network with peers, the expo at PCR Boot Camp 2016 gave attendees hands-on access to the latest products from disties and vendors, with a number of exhibitors running competitions and giveaways on the day.

VIP Computers was pushing its Zoostorm brand with a fastest lap competition. The winner, Steffen Burgess

18 | PCR June 2016

from Fun Vision, came out on top, taking home a £50 Amazon voucher.

VIP weren’t the only ones offering delegates the chance to get their game on. Terra Computer had a nifty gaming rig set up to showcase its PC gamer and display ranges, while AOC had a racing game set up to showcase its 35-inch curved monitor.

As well as gaming, a number of exhibitors had special PCR Boot Camp

promotions on offer at the show. New partners placing orders though Spire were given a £50 voucher from BullGuard, which can be spent at over 150 High Street shops.

M2M Direct also had a Boot Camp-only offer in the form of a PrimartIO APA software and SK Hynix SSD bundle.

Others promotional offers on the day included NightWatcher’s £1,000 credit limit offer to new accounts opened at the

show, QSAN’s multi-adapter USB cable giveaway and Hannspree’s HannsG 27inch touch monitor giveaway.

All the exhibitors on the day included DMSL and Virgin Media Business, BullGuard, Spire Technology, Network Group, VIP Computers, Terra Computer, QSAN, Hannspree, M2M Direct, NightWatcher, Fortune Technology, Philips MMD, AOC, ESET, CompTIA, TrustATec, Brigantia and Caseking.

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Get fit for business in 2016

Ask the experts We introduced new masterclass sessions at PCR Boot Camp this year, featuring talks on empowering your workforce, online sales advice and more. Here are our highlights and top tips from the four sessions…

SUCCESSFULLY NAVIGATE ONLINE SALES

REINVIGORATE YOUR STORE Dan Todaro, Gekko

Brian Trevaskiss, More Computers

1. It’s important to close a sale when someone is in the store.

2. Keep products clean, tidy and provide customers with a rolling demo.

1. Don’t try to compete with the multi product non specialists like Amazon.

Don’t play them at their own game.

2. Don’t waste money on Google Adwords. You can’t compete with the big companies on a product level.

Bigger guys will have a bigger budget for that.

3. Be wary of signing up to e-commerce solutions.

4. Don’t try and build a feed yourself using a distribution feed – you’re too late to the party.

5. Focus on your niche and produce content around that. This could be your geographical location and/or product and service category.

3. Be mindful of the offering, the space and the people in your store.

6. If you have a store, you have a massive advantage. Make sure you don’t let people leave the store without bringing up your website on their phone. Tell them you can order them the product now and will install it for them when it arrives.

7. Desktop websites are becoming obsolete. You can put a store icon on a customer’s smartphone home screen.

The functionality is the same as an app – this makes the customer more aware of your web presence.

4. The smallest things matter – make eye contact and give your customers a friendly greeting.

5. Try grouping products together and throw in more exotic goods.

Customers may buy the other ones.

Place high-ticket items with attached products like cables or ink.

6. Think of the use of colours. Bright colours appeal to males, softer colours appeal more to females. Red colours can be used for discounts.

creative. Use things like VR – even if you don’t stock it – to pull people in.

Tap into the zeitgeist to be relevant.

8. Be aware of upcoming events like sporting occasions and create displays around those.

9. Periodically move products around your store, like grocers do.

10. Think about how you arrange and price your products. Do you want to group them together as a brand?

7. Create a window display and be

Brian Trevaskiss is head of marketing operations at More From Group. www.morecomputers.com

Dan Todaro is MD at field marketing agency Gekko. www.gekko-uk.com

EMPOWER YOUR WORKFORCE

MARKET YOUR BUSINESS USING SOCIAL MEDIA

Craig Hume, Utopia Computers

Richard Tubb, Tubblog

1. Everyone on your team should understand exactly what they should be doing.

1. Social media is about building credibility and trust – it’s not about selling. Don’t sell over social media.

2. Once you know what your brand is, stay true to it.

2. Give your expertise away to people.

3. People are all different and can change – celebrate that.

4. Get to know your team. There’s a lot of negativity that comes with appraisals, but you can do them in a positive way.

Why not do them outside of the business?

5. Make a roadmap to help your team achieve a goal.

6. Encourage team members to make the decision that they think is the right decision to make.

7. If someone brings you an idea, try to

not be negative about it.

8. Let your team know they can ask for help whenever they want it – and encourage them to help others whenever you can.

9. Encourage the team to be open to change, and to take time off to do something exciting.

10. Consider introducing the Living Wage – it can increase morale and gain the respect of partners and customers.

Craig Hume is director at Utopia Computers. www.utopiacomputers.co.uk 20 | PCR June 2016

3. Answer your customers’ real questions in a blog. This helps to build credibility.

4. If you read an interesting article online, share it.

5. Don’t ‘graze’ on social media – be focused on the content. Spend 15 or 20 minutes a day on social media.

6. Remember that Facebook likes don’t equal engagement. Respond to customers on social media perhaps twice a day – once in the morning and once at the end of the day.

7. You can pay Facebook to advertise to people who like a competitor’s page.

Facebook ads are a relatively low cost way of increasing your presence.

8. Try not to take the social media load on all by yourself – share it with your colleagues and staff.

9. Hootsuite and Buffer are good tools to help you.

10. Try and blog once a week or once a month and share your article on social media.

Richard Tubb is a managed services expert and consultant. www.itbusinesssurvivalguide.com / www.tubblog.co.uk www.pcr-online.biz

BUYERS GUIDE

Buying

POWER

Have you got a hot new tech product that you’re looking to bring to market? PCR’s here to help with the 2016 Buyers Guide, offering the latest contact information for the key buyers in retail, from major High Street chains to etailers, department stores and supermarkets…

AMAZON.CO.UK

ARGOS

MEET THE TEAM: Matthew Finn – Senior In Stock Manager Matt Merrett – In Stock Manager Zeynep Yagci – Senior Vendor Manager Jean-Francois Bessiron – Retail Director, Consumables James French – Senior Vendor Manager, Wireless Amirul Islam – Senior Vendor Manager, Consumer Electronics Ben Sargent – Vendor Manager, Consumer Electronics

Website: www.argos.co.uk Contact number: 0845 124 0044

ASDA

BT SHOP

Websites: www.asda.com, www.direct.asda.com, www.your.asda.com Contact: 0113 243 5435

Websites: www.shop.bt.com Contact: 0870 429 3825

MEET THE TEAM: Andrew Thompson – Senior Buying Manager, Electricals Dan Carroll – Senior Buying Manager, Audio/ Vision Ryan Longstaff – Buying Manager, DVD, new releases

22 | PCR June 2016

MEET THE TEAM: Phil Elford – Technology Trading Manager Hasmita Patel – Buying Manager – Computing Aaron Culhane – Buyer, Tablets

MEET THE TEAM: Vivienne Kennedy – Purchasing Manager Fletcher Kusaloka – Category and Supplier Relationship Manger Ann Robinson – Segment Buyer Darren Welding – Segment Buyer Neil Hale – Category Manager, Server, Network and Storage Phil Forshew – Head of eCommerce

www.pcr-online.biz

BUYERS GUIDE

CARPHONE WAREHOUSE

CCL ONLINE

Website: www.carphonewarehouse.com Contact: 0870 111 6565

Website: www.cclonline.com Contact: 01274 471 281

MEET THE TEAM: Daniel Hastings – Buying Director Andy Webb – Head of UK Buying Alex Bradshaw – Tablets and Broadband Category Manager

MEET THE TEAM: Michael Bennett – Buyer and Product Manager Rona Vargas – Buyer, Computer Hardware

CHILLBLAST

THE CO-OPERATIVE ELECTRICAL

Website: www.chillblast.com Contact: 01202 068 333

Website: : www.coopelectricalshop.co.uk Contact: 0161 834 1212

MEET THE TEAM: Ben Miles – Sales Director Amy Fiveash – Purchasing Manager

MEET THE TEAM: Charlie Manson – Head of Buying, Home Entertainment

CURRYS/PC WORLD

DEBENHAMS

Websites: www.currys.co.uk, www.pcworld.co.uk Contact: 0344 800 2030

Website: www.debenhams.com Contact: 0844 561 6161

MEET THE TEAM: Phil Samuels – Consumer Electronics Director Heidi Woodhouse – White Goods Category Director

MEET THE TEAM: Kayleigh Meachem – Senior Buyer, Electricals Jonathan Priestley – Junior Buyer, Electricals

www.pcr-online.biz

PCR June 2016 | 23

BUYERS GUIDE

DINOPC

EBUYER.COM

Websites: www.dinopc.com Contact: 0333 0033 316 MEET THE TEAM: Vladimir Kuznetsov – Director Marco Della Vedova – Purchasing Manger

MEET THE TEAM: Lee Weymouth – Head of Purchasing Jonpaul Warren – General Manager, Components Andy Holdsworth – Head of Business Team Amy Major –Product Manager, Servers, Software, Licensing, Storage Paul McGovern – Product Manager Charles Floyd – Product Manager, Computer Peripherals, Keyboards, Mice & Headphones Paul Nolan – Senior Product Manager

FIREBOX

GAME

Websites: www.firebox.com Contact: 0800 802 1420

Websites: www.game.co.uk Contact: 01256 784 000

MEET THE TEAM: Ben Redhead – Head of Buying Sarah Kabunga – Buyer

MEET THE TEAM: Rob Mason – Marketplace Account Manager Gareth Newman – Licensing & Impulse Category Manager

HALFORDS

HMV/FOPP

Websites: www.halfords.com Contact: 01527 517601

Websites: www.hmv.com, www.fopp.com Contact: 020 7432 2000

MEET THE TEAM: Jon Oliver – Category Manager, Technology Carla Treece – Buyer, Navigation & Fitness

MEET THE TEAM: Phil Browes – Head of Games & Technology

24 | PCR June 2016

www.pcr-online.biz

BUYERS GUIDE

THE HUT GROUP

JOHN LEWIS

Websites: www.thehut.com, www.zavvi.com, www.iwoot.com Contact: reception@thehutgroup.com

Websites: www.johnlewis.com Contact: 0207 9314969

MEET THE TEAM: Mike Fethers – Head of Games and Technology Sam Phillips – Tech Buyer

MEET THE TEAM: Johnathan Marsh – Buying Director, Electrical & Home Technology Matt Leeser – Head of Buying, Communications Technology William Jones – Tablet & Computing Buyer Chloe Harris – Windows PC and Gaming

LAPTOPS DIRECT

MAPLIN

Websites: www.laptopsdirect.co.uk Contact: 0871 984 1997

Websites: www.maplin.co.uk Contact: 01709774000

MEET THE TEAM: Mike – Online Products Kay – Marketing Jodie – Accessories Specialist

MEET THE TEAM: Alex Richmond – Category Buyer for PC Components Rob Tiffin – Category Manager for CCTV, Security and Home Automation Tristan Parker – Category Buyer for Home Automation Stefanie Dowie – Junior Buyer for Security Haydn Boyd – Junior Buyer for Gaming

MESH COMPUTERS

NOVATECH

Websites: www.meshcomputers.com Contact: 020 8955 0731

Websites: www.novatech.co.uk Contact: 0239 232 2500

MEET THE TEAM: Maria Malageac – General Manager

MEET THE TEAM: David Furby – Managing Director

www.pcr-online.biz

PCR June 2016 | 25

BUYERS GUIDE

OVERCLOCKERS

QVC

Websites: www.overclockers.co.uk Contact: 01782 898066

Websites: www.qvcuk.com Contact: uk_vendor_relations@qvc.com

MEET THE TEAM: Andrew Gibson – GPUs, Memory, Flash, SSD, Processors, Laptops & Monitors Scott Bentley – Motherboards & Software Nikolai Lucyk – Peripherals, Audio, Networking & Cables Rob Gould – Storage & Cooling Glen Rhodes – Cases & PSUs

MEET THE TEAM: Stephen Davidson – Head of Home Innovations Alison Seabourne – Vendor Relations Manager Paul Felix – IT, Tech & Consumer Electronics Buyer

SAINSBURY’S

SCAN COMPUTERS

UK stores: 1,200+ Websites: www.sainsburys.co.uk, www.j-sainsbury.co.uk/suppliers Contact: 020 7695 6000

Websites: www.scan.co.uk Contact: 0871 472 4747

MEET THE TEAM: Carly Pearson, Senior Buyer – New Technology

MEET THE TEAM: Chris Ward – Purchasing Manager, GPU & CPU Peter Bassett – Purchaser, Networking, SSD, Flash, HDD Controllers, I/O, Gaming Consoles, Media Stuart Davies – Purchaser, Monitors, Projectors, Soundcards, PC Speakers/ Headphones/Mics, PC Gaming Keith Williams – Purchaser, Laptops, Tablets, Mobile Phones, All-in-One/ Barebone PCs, Portable Power Adam Bithell – Purchaser, HDD, Cases, PSU, Coolers David Lomax – Purchaser, Motherboards, Memory, Servers, Software, Keyboards, Mice & Accessories

SHOP DIRECT

STAPLES

Websites: www.very.co.uk, www.littlewoods.com Contact: 0844 292 1000

Website: www.staples.co.uk

MEET THE TEAM: Gary Hearns – Head of Buying, Technology Martin Knight – Buyer, Laptop, PCs & Print Joseph Danson – Buyer, Tablets, Storage, Networking & Software Sophie Powell – Buyer, Tablets

26 | PCR June 2016

MEET THE TEAM: Valter Marques – Head of Merchandising and Marketing UK Nikhil Gohil – PC, Laptop & Tablet Trade Manager Reena Patel – Software, Peripherals & Tablet Acc Trade Manager Manish Goenka – Business Machines Trade Manager

www.pcr-online.biz

BUYERS GUIDE

TESCO

TOYS “R” US UK

Websites: www.tesco.com, www.tescoplc.com, www.direct.tesco.com Contact: 01992 632222

Website: www.toysrus.co.uk Contact: 01628 414141

MEET THE TEAM: René Wright – Computer and consumer electrical Kasia Kowalska – Buying Manager, personal electrical Matt Clayden – Buyer, tablets Rupal Gadhvi – Category Planner, home electrical

MEET THE TEAM: Neil Sutton – Senior European Project Manager Andrew Brocklehurst – Divisional Director of Merchandise

UTOPIA COMPUTERS

WHSMITH

Website: www.utopiacomputers.co.uk Contact: 01563 574280

Website: www.whsmith.co.uk Contact: 01793 616161

MEET THE TEAM: Craig Hume – Director Mark Laurie – Director

MEET THE TEAM: Nathan Warren – Buyer, Computing

WIRED2FIRE

YOYOTECH

Website: www.wired2fire.co.uk Contact: 01306882211

Website: www.yoyotech.co.uk Contact: 01256 378 098

MEET THE TEAM: Peter George – Director Aaron Zelos – Product Advisor

MEET THE TEAM: CK Kohli – Managing Director

www.pcr-online.biz

PCR June 2016 | 27

SHOW PREVIEW

What’s next at

Computex?

Taiwan will play host to the annual Computex event from May 31st to June 4th, attracting more than 130,000 visitors.

Once again manufacturers will be showing off brand new tech for the first time. Dominic Sacco previews the show…

IT LOOKS like old rivals AMD and NVIDIA will steal the show this year.

The latter has not long unveiled its GeForce GTX 1070 and 1080 graphics cards – the first gaming GPUs based on its new Pascal architecture.

While it’s likely NVIDIA will show off other cards at the event, as well as Pascalpowered notebooks, all eyes will be on AMD. The company is expected to reveal its first Polaris Radeon R9 400 series GPUs at Computex, and they will have to be very impressive indeed to match NVIDIA’s latest offerings.

Elsewhere on the processor front, Intel is expected to show off Skylake successor Kaby Lake, which is due later in 2016. Last year, Intel delayed its improved 10nm Cannonlake chip technology from 2016 to 2017. Intel could also reveal Broadwell-E and Apollo Lake processors.

Other new products anticipated at Computex include the ASUS ZenFone 3, an MX-SPEED switch from Cherry (which is making its Computex debut) and Zotac mobile virtual reality gaming technology.

Beyond this, ASUSTOR will be exhibiting its new flagship tower NAS models and enterprise-class rackmount NAS models, Synology will be showcasing its latest DSM, Surveillance Station and NAS models, and Gigabyte is set to show www.pcr-online.biz

off Thunderbolt 3 motherboards.

Cooler Master is also set to make some ‘exciting’ announcements and further embrace the modding community, following its MasterCase ‘Make It Yours’ line of customisable PC cases first revealed last year.

Keep an eye out for announcements from MSI, Thermaltake, Lenovo (namely the Moto G4 and G4 Plus smartphones) and Sony. The latter is expected to showcase two new smartphones in the F3216 and F331.

TOP TRENDS Outside of the fresh product reveals, Computex has a number of keynotes and conference sessions.

“This year’s conference will provide newfound wisdom for those who attend.”

Walter Yeh, Taiwan External Trade Council

Keynotes at the CPX conference will highlight the future of technology and smart manufacturing, covering topics reflecting the top 10 strategic tech trends for 2016 as identified

by Gartner, which include Advanced Machine Learning, Disruptive Innovation and Internet of Things (IoT) platforms.

There will be talks from ARM CEO Simon Segars (on future technology), Siemens Taiwan president and CEO Erdal Elver, Qualcomm’s senior VP and GM Rahual Patel and speakers from Intel, Amazon Web Services, Cisco and more.

Walter Yeh, executive vice president of the Taiwan External Trade Development Council (TAITRA), the

organiser of Computex, said: “With IoT driving markets and delivering more powerful applications at accelerating speed, this year’s conference will surely provide newfound wisdom and timely ideas for those who attend.”

There will be a new SmarTEX area to showcase innovative IoT applications and services, as well as the latest smart technologies.

Gaming is another focus, with the HWBOT World Series overclocking contest being broadcast live on Amazon’s streaming platform Twitch.

Computex 2016 will also debut InnoVEX – a startup area featuring Blocks, which has designed a modular smartwatch device.

PCR June 2016 | 29

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GET INTO GEAR WITH TERRA

22nd

June 2 016

Join us at our Reseller Event TERRA Computer Limited is pleased to invite you to our second reseller event to be held at the Coventry Transport Museum on the 22nd June 2016.

Alongside company & product briefings, information on reseller programs, there will also be a large showcase to see our wide range of products, chances to win prizes, TERRA PC F1 race simulators, VR Headset Demo and free entry to the prestigious Museum which is home to the world’s biggest collection of British road transport inc. the supersonic Thrust SSC – which never fails to ‘wow’ visitors of all ages.

Places will be reserved on a first come first serve basis so to avoid disappointment please register ASAP to secure your free places.

CALL: 03333-444 35 7

To register send an email to event@terracomputer.co.uk or call us at above number.

AGENDA 09:00-10:00 Registration, Product Showcase and Networking 10:00-12:00 Company / Product Presentations 12:00-13:30 Lunch Buffet, Product Showcase and Networking 13:30-15:30 Company / Product Presentations 15:30-16:30 Product Showcase and Networking 16:30-17:00 Final Word, F1 Race Winners, Prize Draw and Farewells

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E&OE . Subject to the terms and conditions of Wortmann AG. Offer valid while stocks last. 2) OEM Version with CD or DVD, partly as a recovery or BIOS Lock. OEM version, only in conjunction with a TERRA computer obtainable. 3) Free trial for 60days. 4) Without medium to hard drive, includes 180day Pattern Update.

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THE RISE OF BROADBAND

The broadband business boom From connectivity to cloud-based services, superfast broadband is opening up a whole new world of possibilities for the IT reseller community. PCR asks: How can resellers exploit the superfast broadband opportunity…?

I

F THE AMOUNT spent on TV, radio, internet and outdoor advertising by providers of superfast broadband is any gauge, then it’s safe to say a lot of bets are being placed on the success of such services.

Here in the IT channel, there’s a significant emerging opportunity for resellers to grab a piece of the action, in terms of both offering superfast broadband connections from various providers, plus the myriad products and services that run across them – for businesses and consumers.

The most recent significant deal in the UK channel came in March, when Virgin Media Business confirmed DMSL and Daisy Distribution as the initial distribution partners for its product portfolio, including a 300Mbps broadband bundle aimed at small businesses.

DMSL saw more than 100 resellers sign up to the Virgin Media Business offering in its first few weeks of availability, a response the company 32 | PCR June 2016

described at the time as its ‘best ever launch’. Two months on and DMSL managing director John Carter attributes rising demand for high speed broadband to the growing maturity of the services it enables.

“Customers want to do more with their broadband connections now,” says Carter.

“There is much greater awareness and willingness to adopt hosted and cloudbased services. For example, we are seeing tremendous uptake of hosted VoIP – and that’s something all dealers and retailers need to exploit to the full. To run apps and services efficiently, you need fast, secure, stable connectivity.

That’s what customers are demanding now.”

And it’s not just Virgin Media Business, of course. The likes of BT and Plusnet are investing just as heavily into the space, creating the same opportunities in the channel.

There is also the everaccelerating availability of ‘always on’ services and a

“The challenge is meeting the clamour for services quickly enough. There are some areas that don’t have any coverage at the moment.”

John Carter, DMSL

migration towards mobile working in business, as cited

by GfK supply chain director Carl West.

“When looking at reseller system administration, there has been growth in VPN, VoIP, remote hosting and, of course, cloud, which continues to change the game,” says West. “Services such as CRM, finance and billing, ERP and network management reduce the demands for on premise, as well as the traditional need for fixed IP. “VOIP, teleconferencing, digital PBX, messenger services and social media means the always connected customer needs greater speeds and bandwidth. There has also been an increase in MSPs (Managed Service Providers) since the recession.

This is due to resellers changing from break fix to managed services and the number of new resellers that are cloudfocused, but need their client base always connected.”

There are challenges, however. Simon Meredith,

lead consultant at Channelstar Media, highlights that there’s been talk about adding value and moving more towards services since the 1980s.

“While the technology industry is fast-paced in terms of product development, change has been relatively slow in terms of how business is transacted,” says Meredith.

“The channel is still worried about being cut out of the equation and margin erosion.

“The shift to online sales and the cloud has started to change the dynamics of the channel now and the big change really – the catalyst for it all – has been the wider availability of faster, higher bandwidth connectivity and 4G. That has really changed everything. It’s made mobility the central theme of the industry and now that it’s possible to do more, we expect to do more. The good news, I think, is that there is no sign of technology development slowing down.”

However, the necessary expansion of the UK’s superfast broadband www.pcr-online.biz

THE RISE OF BROADBAND

DMSL’s John Carter says more customers are demanding fast and stable connectivity

infrastructure is an ongoing issue. Entanet recently published five ‘key truths’ about the rollout of superfast broadband in the UK – it was heavily critical of the Government and highlighted the variables that can impact service availability, such as geography, distance, ISP commercial considerations and the role played by Openreach.

The Government is trying to help – property developers are being urged to ensure there are fibre connections to new-build homes as part of a co-funded initiative with the Home Builders Federation.

But will it be enough?

“The main challenge is meeting the clamour for services quickly enough,” comments Carter. “The major players are working hard to roll-out ultra-fast services and a lot of businesses can get access already. But there will be some areas that don’t have any coverage at the moment.

Obviously, it takes time to build infrastructure. But superfast broadband will www.pcr-online.biz

There has been growth in the number of managed service providers since the recession, comments GfK’s Carl West

come to all of the UK eventually, and the faster the major players can move on their roll-outs the better.”

The pace of infrastructure rollout is something that GfK also builds into its market modelling.

“There is no denying that the network, whilst improving, is still not up to requirements based on the regional spread of enterprise and consumers,” adds West.

“Much discussed rural limitations, copper networks, cost and the legacy of traditional broadband business models all limit a clean marketing message of agile business.”

There’s potential here for wireless and the arrival of 5G connectivity in 2017 to be a short-term disruptor, though West points out that the broadband market in the UK is vast and heavily indexed in legacy infrastructure, thus the change from landline to 100 per cent wireless is a scenario that’s ‘many years away’.

In the here and now, DMSL is working with its reseller

“The business model will change to ‘pay as you use’ – resellers will switch a customer on and bill based on packaged services and bandwidth used.”

Carl West, GfK

Channelstar Media’s Simon Meredith believes much wider availability of bandwidth connectivity and 4G has changed the dynamics of the IT channel

partners in terms of how they can layer up their broadband offering with a customer once a connectivity contract is sold.

“The first opportunity is to meet the demand for ultrafast broadband and following on from that, to deliver IP telephony services to customers,” says Carter.

“Hosted VoIP is the perfect service to get customers started on consumption of hosted services. It is very easy to sell and to manage. It also offers great profit for the reseller and drives customer loyalty, so everybody wins.

Resellers can then use the VoIP service as a platform to build their sales of more hosted and cloud-based services.

“There is a tremendously high level of demand for fast broadband and hosted VoIP in the market and it will continue to be a massive opportunity for the rest of this year and well beyond.”

Predicting the future, particularly where technology is concerned, can be a tricky business. But in the case of superfast broadband, there is

a sizable target for resellers to aim for – not only does it allow them to explore a new product segment, it raises the prospect of recurring income from associated services.

“Broadband should be a utility and the conduit to a plethora of services which excite, create efficiency and develop opportunity,” says West. “Collaboration, peer-topeer, managed services and growth in unified communications are trends to watch. As cloud and the Internet of Things (IoT) matures, and as we understand more about the growing interest in decentralised services such as Blockchain, we will see the business model change over time to ‘pay as you use’ – resellers will switch a customer on and then bill based on packaged services and bandwidth used.

“Ultimately, big data, cloud, unified comms and associated analytics are great vehicles to engage with the customers rather than posturing a hypothetical need for speed.”

PCR June 2016 | 33

INTERVIEW

Changing of the Guard Experienced security software executive Paul Lipman joined BullGuard at the start of the year to identify new opportunities and invest in order to grow the business. Dominic Sacco and Laura Barnes ask the CEO about the changing threat landscape, his plans for BullGuard and what’s next for its successful retail revenue share scheme…

A

re you planning on making any changes to your retailer revenue share scheme?

What should your partners be aware of in the future?

Last year we launched a new top-tier partner program called Advantage Plus. It’s an invitation-only account that provides dedicated account management, specialised support and enhanced revenue share on subscription renewals.

We’ve actually tripled the number of partners in that program over the last 12 months.

We’re also going to be increasing the amount of communication with our partners and inviting two-way communication around product roadmaps, industry trends and our programs.

How can retailers get BullGuard customers coming back into their stores, rather than just renewing their software from home?

A very large percentage of our partners do a pretty significant amount of subscription renewals in the store. In fact, some of the partners do two, three, four or five times as many renewals in-store as they do with customers directly renewing online.

And that’s typically where the BullGuard product has been sold as part of a broader package, or where a reseller is watching the renewals and proactively communicating with customers. We’re very happy to support them doing that in a number of different ways.

But regardless, BullGuard has the highest subscription renewal rates in the industry.

So even if a customer chooses to renew online at home, the

34 | PCR June 2016

In that market, the larger players – I would call them the legacy players – have had difficulty operating in that market for three reasons.

Firstly, it takes great product, and technical guys will only sell products that they believe are going to actually help their customers. So having a great product is really important.

Secondly, we have the highest conversion and renewal rates in the industry, so it means we can offer really attractive economics to our partners.

Thirdly, there’s a singular sales and marketing focus on that segment. At BullGuard we have dedicated account managers who work one-toone in the field with our different resellers and partners, and that makes a tremendous difference.

Paul Lipman says BullGuard is ‘well positioned’ to protect the smart home

reseller is still going to make very attractive margins and revenue share on those renewal transactions.

When you joined BullGuard, the company said you’ll be investing in new opportunities to fuel further grow. What opportunities are you looking at?

Firstly, we’ve recently introduced some significant new partners in the UK that are going to massively expand our market presence in certain segments. Secondly, in addition to investment here in the UK, we’re also expanding internationally.

We’ve signed new partners in

Germany, Spain, India and the Middle East. Thirdly, we’re investing more in marketing to grow brand presence and partnerships that will drive growth across the board. And underlining all of that is increased investment we’re putting into R&D. The security software market is incredibly competitive. What’s your share of the UK market and what are your ambitions going forwards?

BullGuard is actually focused on the assisted sale segment of the market, and in that part of the market I think we’re number one.

“Some of our partners do up to five times as many renewals in-store as they do with customers directly renewing online.”

Paul Lipman, BullGuard

Does BullGuard plan to protect smart home and Internet of Things devices?

What are the challenges of protecting them?

Our recent survey of 6,000 UK people found that 66 per cent are highly concerned about the security implications of these devices, and 72 per cent have no idea how to keep themselves protected.

So for us it comes down to two things: we have to deliver services that are really easy to use for consumers, because networking is much more complex than traditional PC security. And we have to build an understanding, or database if you will, of device behaviour and reputation.

That’s the kind of thing companies like BullGuard really excel at doing in the malware world – and we’ll be bringing those capabilities to the connected home. We’re very well positioned to deliver services in this new market. www.pcr-online.biz

MYSTERY SHOPPER

Oxford Street Our Mystery Shopper takes a trip down London’s iconic shopping district this month, in search of a wireless printer for less than £60…

7/10 SELFRIDGES AFTER WANDERING around for a few minutes, somewhat distracted by all the colourful headsets and booming speakers, I asked a member of staff if they sold any printers.

“Yes, in the IT section around the corner,” he said.

It was disappointing to see the computer area off to one side, with gadgets and audio products taking centre stage.

I struggled to find the printers, so I asked another sales assistant where they were, and he walked me over to the section. There was a small selection of printers – all 36 | PCR June 2016

wireless all-in-ones – on show, from the £49.99 Epson Expression Home XP-235 to the £199.99 Canon Prixma MG8250 premium printer with 4800x9600DPI high-res scanning. The latter was down from £329.99 but still well out of my price range.

The assistant gave me a brief overview of the printers on offer. However, I couldn’t help feeling a bit boring looking at the printer section in such a snazzy shop packed full of exciting tech. Maybe Selfridges could have done more to shake up this area.

“Despite being close to where several senior management staff stood, no one asked if I needed help. I waited. And waited. And still no one came.”

8/10 JOHN LEWIS I HAD high expectations walking into John Lewis’ Oxford Street store.

My first impressions were bright – there were lots of staff walking around and a plethora of products on show.

I found two rows of printers right away – the £39.95 HP Desktop 3630 E-all-in-one inkjet printer caught my eye.

There was also a £199.99 Epson EcoTank printer.

I realised that despite being close to an employee computer, where several senior management staff stood, no one had asked

if I needed help. I waited.

And waited. And still no one came. After about 15 minutes I was about to approach someone when I noticed two customers walking to the printer area, accompanied by store assistants. I decided to sit back and observe.

The staff were patient and helpful, asking every question thrown at them and offering advice and suggestions to the customers. This resulted in a sale from each customer. But I was slightly deflated that no one approached me. www.pcr-online.biz

MYSTERY SHOPPER

7/10 CURRYS/PC WORLD

© PIC CREDIT : Tony Webster

LIKE MOST Currys/PC World stores, the Oxford Street shop boasts a clean, open layout.

After strolling through the aisles of notebooks and headphones, I eventually came across some printers in boxes lumped on the floor at the end of a row.

They were in a ‘flash sale’, so perhaps the store was in the process of reorganising its categories.

There was a £79.99 HP OfficeJet 4650 on show, as well as a £99.99 HP Envy 5546 all-in-one, plus £59.99 and £99.99 Epson

STAR STORE

5/10 JESSOPS I WASN’T expecting to find any printers in Jessops, what with it being a camera and photography specialist.

So I was surprised and delighted when I asked a store assistant if they had any and he replied: “Yes sir – downstairs.”

I headed downstairs to the photography and printing section, and found a small selection of printers in the corner. Another staff member offered his assistance and talked up the £119 Canon Selphy device. But while it was neat and portable, it only www.pcr-online.biz

9/10 MAPLIN

prints 6x4 photos. So I asked him which of the full-sized A4 printers he’d recommend – from the £150 and £200 Canon ones on display – and he shifted uncomfortably. It was obvious he wasn’t an expert in printers.

I asked him for more information and the differences between the printers, and he replied: “You pay more for the brand, for example Canon is a topquality brand.”

As there wasn’t a printer available in my price range, I left the store underwhelmed.

I ALMOST missed this Maplin store, as it’s located on a side road just off Oxford Street.

Before I entered the store, its window display caught my attention, with products like drones and smart CCTV cameras on show.

Inside, the store was small and clustered, but boxes and goods were neatly packed in and honestly it gave the shop a certain charm.

A friendly young store assistant approached me and I asked him why there was such a large difference in price. He gave me a

thorough, honest answer, explaining that cheaper printers may be costly in the long run, as they may have smaller ink tanks that need replacing more regularly than the top-of-therange printers.

I asked him which brand to go for and he said they will all do a decent job, adding that he currently has an Epson device. The £59.99 Epson XP335 wireless all-in-one looked great and was within my price range.

I was delighted with the customer service.

all-in-ones. There was also a £29.99 Canon Pixma inkjet printer available.

A store assistant approached to give me a hand. I asked her which of the printers would be best.

She gave me some impressive answers and recommended Canon over Epson and HP at the highend. At one point she was rudely interrupted by a store manager, who shouted at her from across the room.

This completely broke her flow – and admittedly put me off the buying experience.

SUMMARY WHILE PRINTERS may not be as essential as they might have been a decade or so ago, I was still expecting to find a larger range on display, especially from the big-name High Street retail brands.

John Lewis had the largest range of printers, although I was surprised that no one offered me assistance in that store. In terms of customer service, I was most impressed with Maplin, who once again showed why techies rely on them for knowledge, support and range.

Jessops, while it failed to offer a wireless printer in my price range, also deserves a mention for being brave enough to stock items like printers.

All in all, I wasn’t surprised with the lack of knowledge store assistants had. I almost can’t blame them – printers aren’t as exciting as a snazzy set of speakers or an action camera. There was something sad about seeing the printers resigned to the sorriest sections in each store, usually somewhere near the back or shoved into a corner out of sight. Perhaps the old printer category needs a bit of TLC from retailers – and vendors.

PCR June 2016 | 37

RESELLER PROFILE / OPINION

RESELLER PROFILE: AZZURE IT

Having been named the 11th fastest growing technology company in the UK by Deloitte, Azzure IT has recently supplied national sight loss charity RNIB with finance systems using Microsoft Dynamics NAV. PCR talks to managing director Craig Such about the business…

Please tell us about Azzure IT and its background…

I launched the firm in late 2011 with my own funds to provide a great quality service to customers, improving their efficiency and creating a good returnon-investment.

We launched completely cold: we didn’t have any existing customers so we had to use innovative marketing strategies to get where we are today.

Just five years down the line, Azzure IT is now the UK’s leading Microsoft Gold Partner. We are a specialist ERP solution provider, globally recognised by Microsoft as one of the top four companies in the world delivering ERP systems to small and medium sized businesses. We help businesses to improve

efficiency and productivity in a wide range of industries including manufacturing, distribution and professional services.

“We help businesses to improve efficiency and productivity.”

Craig Such, Azzure IT

Why do you use Microsoft Dynamics NAV as a solution?

Microsoft Dynamics NAV is a powerful yet costeffective ERP solution. It is extremely flexible, because it can be tailored to fit the specific needs of a

particular company or industry. Microsoft Dynamics NAV comes with minimal implementation risk and maximum return on investment, as you can replace as much or as little of your existing system as you require, so you can design a solution that fits the way a specific company woks.

What other products and services do you offer?

Azzure IT software solutions are all based on Microsoft technology and include both on-premise and managed cloud based services. Azzure’s cloud based solutions are available as ‘Software as a Service’ (SaaS) which means you only pay for the software you use, when you need it.

Who is your typical customer?

We have owner-managed businesses as well as national PLC. A typical customer will be looking to invest in to their back office systems with a clear requirement which we can help deliver. This could be to scale up for new markets, or manage customer service and compete at a better level. We prefer to work with firms who value what ERP can do for them, who see tech as an enabler.

What’s next for Azzure?

Our goal is to achieve ISO 2001:2015 designed for service. With a quality manager and a constant review of our systems, we’re confident that we’ll be leading in terms of customer satisfaction. www.azzure-it.com

Will the death of the game console herald a new era for PC? In this month’s PC gaming column, PCR editor Dominic Sacco digests EA’s comments on a future without video games consoles and explains what it means for the PC market, plus how a new startup is shaking up the streaming sphere…

BACK IN MAY, a hugely innovative start-up company caught my eye.

Beam, a game streaming firm focusing on interconnected gaming, received $50,000 for winning TechCrunch Disrupt.

Beam essentially taps into the community-focused gaming that has only been found in dribs and drabs on Amazon’s popular Twitch streaming site.

Channels like Twitch Plays Pokémon (which was enormously popular) allow hundreds of thousands of viewers to control the game all at once, with spectators

38 | PCR June 2016

able to use their keyboard to instruct what happens on-screen.

The problem with this is that with so many players fighting over the input instructions, the game plays out as a visual mess. It’s more of a fun gimmick than anything meaningful. Beam, on the other hand, boasts a front-end input system, and lets the channel owner allow a particular viewer to control the action for as long as they want.

The potential here for the PC gaming sphere is absolutely huge. Top streamers, eSports pros and

“More streaming means more PCs – something that will no doubt boost the channel.”

Dominic Sacco, PCR

personalities could allow competition winners or randomly picked viewers to take control of their game at any given moment, making the stream infinitely more interesting.

It will have no doubt caught the eye of Twitch, and investors across the world – so don’t be surprised to see it going mainstream over the next few years.

The development comes as EA’s chief competition officer Peter Moore says that Xbox One and PS4 could be the last games consoles.

“I’m not sure there will be consoles as we know them

anymore,” he said. “Games will be accessed by streaming technology, so we don’t need hardware intermediaries in between the two.

“If you and I want to play ‘Battlefield 12’ against each other, we will just jump into a game via whatever monitor we happen to have in our homes. It’ll be on a chip, rather than in a box.”

One thing’s for certain – the future of streaming is very bright indeed.

And of course, more streaming means more PCs – something that will no doubt boost the channel in years to come.

www.pcr-online.biz

A T E W

RETAILER OF THE MONTH

FACT FILE Year established: 2006

PCs Made Simple

Number of staff: 4

To help teach children how to build computers, PCs Made Simple is running a series of free Young System Builders workshops. Dominic Sacco asks the retailer’s managing director Clifford Johnson about the initiative and his plans to create a national network of partners…

Email: info@simple-pcs.co.uk

What gave you the idea to start these events?

A few Christmases ago, we inherited a load of junk systems from one of our business clients. I was trying to put a few together and sell them second-hand as refurbs.

While I was doing it, my ten-year-old daughter Matilda asked me: “Can I build one?”

So we sat down and built one together. Then my sevenyear-old son Dexter wanted to build one. What amazed me is these PCs were junk, but my children stopped using their laptops immediately and started using the PCs they built.

I asked customers if other children would be interested in building systems, and the response was overwhelming.

So we created the Young

System Builders workshops and used the hashtag #YSB. We run these events once a month. Each one has room for six children and six parents.

We call it ‘LEGO for adults’.

They take about three hours and the events are free to attend. We work across a lot of local charities.

Tell us about the parts used in the workshop…

Each pack has an ESD strap, clip, a full set of tools and a box with a case, motherboard, RAM, CPU and heatsink. After building their PC, as long as it works, the child and parent have the chance to buy it for £99. We make it clear you’re not going to play games on it and it has no operating system because we use Ubuntu. Out of that £99,

around £59 goes to charity and the rest goes to replacing the parts we just sold.

“We’re going to have generations of people that can program PCs like gods, but can’t fix them.”

Clifford Johnson, PCs Made Simple Could events like this help to close the IT skills gap? Is that one of the reasons why you host them – to grow the talent pool for the future?

It’s exactly that. The one thing that scared us is both of my youngest two do programming at school, but

Address: 312 Ashley Road, Poole Telephone: 01202 830121

they never learn about the bare metal. We’re going to have two or three generations of people that can program computers like gods, but can’t fix them or build them.

There’s a big gap in the engineering industry in the UK. Do you want other companies to get on board?

That’s the plan. I’ve had interest from a few companies to sponsor the event. It’s finding that line between making it a paid-for event or not. I’d love sponsorship.

Would you partner with other retailers to create a national network?

Yes, gladly, because then we could look at more complex courses like tech repair or gaming courses. What’s

Website: www.simple-pcs.co.uk

stopped us going on from here is wondering where the warranty lies. If they purchase the components themselves, they’re under warranty from us. But what about the build itself? What if there’s electrostatic discharge and a RAM issue? That’s the stumbling block.

What is it like to see parents and children enjoying these events?

It’s brilliant, it’s the thing I enjoy more than anything at the moment. We’ve had autistic kids who would never have dreamed of doing anything like this. We fear everyone in the channel will think it’s a brilliant idea and do their own version. I wouldn’t mind, but I’d like to think this is something we pioneered.

THE FUTURE OF PRINT

MPS: The future of the print market?

Laura Barnes outlines everything you need to know about MPS and speaks to vendors, retailers and analysts to find out what sort of services they’re offering and how the trend will affect the future of the print market…

A

s businesses try to embrace a more ‘paperless’ way of working, and home users continue favouring mobile devices and cloud storage over the traditional desktop and printer setup, is it really all doom and gloom in the print sector?

All major Western European (WE) countries registered negative unit sales performance across distribution in Q1 2016, except for Italy, according to the latest research from CONTEXT. “Sales of business-targeted inkjet printers continue to increase by three per cent year-on-year in WE distribution, while the revenue was flat in Q1 2016,” CONTEXT’s Imaging Market analyst, Zivile Brazdziunaite, tells PCR. “This is mainly due to a strong performance of Epson, while sales of HP businesstargeted inkjets declined for the quarter.

“In contrast, the performance of consumertargeted inkjet printers continue to decline across WE

40 | PCR June 2016

distribution, due to continuous weakening of the demand and increased usage of mobile devices.”

As it seems printer hardware is getting harder to shift, IDC’s research and consulting manager of European Managed Print Services & Document Solutions, Jacqueline Hendriks, points out that although businesses and individual users may not be physically printing as much, they’re still creating, saving and storing documents. This paves the way for printer and document-related services.

“We talk continually about the eventual paperless office and although IDC’s 2016 Western European SMB enduser survey results indicate the gradual move towards digital content this has two effects – on the one hand, it is a key factor for a decrease in print volumes. On the other hand, as more information is received in digital format or scanned, it also drives an increase in some companies – the amount of digital information received is growing exponentially

“There is still plenty of MPS opportunity out there, particularly in the SMB space.”

Phil Jones, Brother UK

and, although they are printing a significantly smaller percentage of what they receive, in some companies this still constitutes an overall print volume increase,” says Hendriks.

“The Western European print services market continues to grow in Europe, fuelled by the business need to reduce overall operational costs as well as increase productivity and efficiency, through the implementation of better print and document management solutions.”

And this is where MPS comes in.

WHAT EXACTLY IS MPS? Managed print services (MPS) include services aimed at optimising or managing a company’s document output.

According to Gartner’s IT glossary, the main components provided are needs assessment, selective or general replacement of hardware, and the services, parts and supplies needed to operate the new and/or existing hardware. MPS providers can also offer services to track how printer,

fax, copier and multi-function printer (MFP) fleet is being used, the problems that can occur, and the user’s satisfaction.

While these services have been introduced by printer vendors and other providers for a while now, what opportunities are there for other firms looking to get in on the action?

“There is still plenty of MPS opportunity out there, particularly in the SMB space.

At the high-end enterprise level, customers are well served and mostly already under contract so the battleground remains in the SMB sector,” Brother UK MD Phil Jones tells PCR. Midwich’s divisional director Stuart Mizon believes MPS hasn’t reached its peak yet: “While larger end users may already be using MPS in some way, shape or form, there is a huge number of SMEs who have little or no idea of their print costs within their businesses.

“Print services can be offered in many different shapes and sizes and a tailored approach can be www.pcr-online.biz

THE FUTURE OF PRINT

taken to ensure it meets the needs of all users.”

Network Group’s MPS programme manager David Tulip adds: “For some it may have reached a peak but for others we see a beautiful view ahead that is positive for resellers looking to grow their business.”

To give you a better idea of the kinds of MPS offerings you could potentially offer, here’s what’s already working for some vendors and retailers.

“In terms of managed print services on the consumer side of things, we do have Instant Ink. It is a very important part of the business and we are seeing sales increase month on month,” John Lewis’ assistant buyer Louise Witchell tells PCR. Dealer-only network UTAX provides a full turnkey package to its partners, many of whom have followed a traditional route to market and are now looking to diversify their print portfolio and broaden their offers.

“The wide portfolio of hardware and customisable software solutions available from UTAX means that the www.pcr-online.biz

managed print solutions we offer are fully dependent on the needs of end-users – and as complex or straightforward as their needs demand,” says Shaun Wilkinson, UK managing director of UTAX. Midwich offers a full managed print service in partnership with vendors such as Kyocera and Oki. The firm also offers PDI and installation on a ‘menu of services’ basis to help partners with elements they may need, or want, to outsource.

Brother UK’s Phil Jones tells PCR: “We offer a cloud-based Basic Print Service, as well as more sophisticated managed print service option including pre-print audit, device optimisation/design, deployment and management/optimisation.”

SOUND ADVICE While these firms are well underway with their offerings, what advice do they have for retailers and resellers looking to get into the MPS game?

UTAX’s Wilkinson advises resellers to make sure they deliver a solution that provides answers to the

“It’s no longer about shifting boxes. The concept of a standalone print vendor will become outdated in the future.”

Shaun Wilkinson, UTAX

problems end users have.

“This means knowing what you can offer – or at least tapping into the expertise of a partner vendor,” says Wilkinson. “Clients will be prepared to pay more where they can see the wider benefits to their business and the discussion becomes more about the overall business case rather than the straight cost of investment.

“The last thing resellers need to get themselves involved in is the race to rock bottom prices.”

Brother UK’s Phil Jones adds: “MPS can be high touch in the preliminary stages, however when the contract is fully deployed and working well, it is an excellent tool to give cost transparency, genuine consultancy and financial management to customers.

“It’s the main reason why so many customers renew their contracts with the same supplier at contract end, so the upside is in customer retention and projectable recurring revenues over many years.”

Aside from those planning to get into the world of MPS, Network Group’s David Tulip outlines the best way for resellers already providing MPS to make more money.

“Review vendor relationships and service tools, technical review and competence of engineers.

Reviewing each account, and the service delivery and customer satisfaction, is crucial. For me the best tip I can give for resellers to make money is to look after your customers and keep them happy so they stay and refer others.”

THE FUTURE OF PRINT It is clear the nature of the print market is changing, but, MPS aside, what does the future for the print industry – and the vendors in the space – look like?

“There will be fewer players for sure,” says Brother UK’s Jones. “With a number of vendors up for sale or recently sold, consolidation remains a key theme. The race to get pages under contract

will hot up too so it’s vital the channel builds capability with managed services at all levels.”

Midwich’s Stuart Mizon tells PCR: “In terms of solutions, we are well placed to help with our Papercut offering and the support we can offer on this.

With regards to connectivity, especially in the form of mobile and tablet, there is more demanded to be at the forefront of people’s minds when selecting devices.”

UTAX’s Shaun Wilkinson believes it will be more difficult to categorise an IT company in the future.

“Print vendors won’t exist as print vendors – print will be part of the larger solutions that companies are selling and customers are looking for,” he says.

“It’s no longer about shifting boxes – the concept of a standalone print vendor will become outdated. The IT resellers that survive will be those that offer a holistic approach and greater integration between office systems such as the cloud and BYOD, and manage the issues that follow, such as security and digital workflows.”

Network Group’s David Tulip adds: “The future of the market in my opinion lies around software to help with policies, rules and routing, and software that can help manage the flow of both paper and electronic documents.”

Louise Witchell from John Lewis concludes: “The printer market growth will continue to slow and the levels of growth will diminish. At key times of the year like ‘back to school’ and ‘off to university’ there will still be a demand for printers and for families, but I think other customer groups will decline.

“The market in the future will see printers becoming a potential feature within the connected home story. They will become smaller and more compact with improved functionality.

“As people print less, the convenience and ease of use will play a factor in whether a customer decides to purchase a printer.”

PCR June 2016 | 41

SECTOR GUIDE

Printer power From EcoTank to 3D printers, portable devices and managed print services, the market for printers and scanners is more varied than ever before. PCR highlights some of the newest models in this buying guide for resellers…

VEHO VFS-002M SLIDE AND NEGATIVE SCANNER

VEHO VFS-008 SMARTFIX SLIDE DEVICE

UTAX 350CI COLOUR A4 ‘PLUS’ MFP

STARTECH WIRELESS-N USB AIRPRINT SERVER

Distributors: Exertis, Peak Development, Westcoast

Distributors: Exertis, Peak Development, Westcoast

Contact: Utax

Distributors: Ingram Micro, Misco

The VFS-002M is Mac-compatible and comes with 35mm slide and negative trays, plus a 110mm negative tray.

Convert your old memories onto your PC ready for editing, archiving, restoring or printing.

Transfer 35mm slides and 35mm and 110mm negatives onto an SD card with the standalone VFS-008 Smartfix scanner. The device is compatible with PC and Mac (though they are not required).

This powerful, feature-filled A4 compact console MFP provides workgroups the functionality, productivity and flexibility of an A3 device in a space-saving A4 footprint. Workflows can be simplified using a range of HyPAS apps.

The PM1115UA Wireless-N USB AirPrint Server lets you print directly from your iPhone, iPod touch or iPad devices to most standard USB printers over a wireless network.

Specs: USB 2.0, from 1400 DPI to 1800/3600 DPI scan resolution via Interpolation.

Specs: Scans 35 Slides, Negatives and 110 Negatives, 5 Mega Pixel CMOS Lens - 3600DPI (Interpolated).

Specs: 1200 dpi x 1200 dpi; prints up to 35ppm; scans up to 120 images pm; handles paper of up to 200g/m2.

Specs: Compliant with 802.11b/g/n wireless networks, with data rates up to 150 Mbps.

SRP: £29.95

SRP: £59.95

SRP: £5,000

SRP: £95.99 inc VAT

BROTHER 3-IN-1 COLOUR LASER PRINTER

BROTHER COLOUR LASER PRINTER

RICOH GELJET MULTIFUNCTION PRINTER

RICOH SP 4510SF MULTIFUNCTION PRINTER

Distributor: Northamber

Distributor: Northamber

Distributor: Northamber

Distributor: Northamber

Brother’s most affordable 3-in-1 colour laser for the small office allows users to print, scan and copy with the same machine. They can send documents to print direct from their mobile device and scan to the cloud.

The new HL-L8350CDW will help even the smallest office increase productivity by allowing staff to create crisp, clear professional colour prints at a fraction of the price. Print speeds deliver best in class performance of up to 30ppm.

Ricoh’s innovative GELJET multifunctional Aficio SG 3110DN provides fast, eco-friendly colour printing. It features Ricoh’s fast-drying Liquid Gel technology.

This versatile multifunctional printer packs a lot of features into a compact design. With a single pass duplex scanner, the SP 4510SF can scan both sides of an original colour document for fast distribution to email, USB and more.

Specs: 18ppm print speed, integrated touchscreen.

Specs: 30ppm, first page out speeds of 10 seconds, on-board Wi-Fi.

Specs: Fast-drying liquid gel technology, up to 29ppm.

Specs: 40ppm, 1,200 x 1,200dpi.

SRP: £315

SRP: £339

SRP: £219

SRP: £499

42 | PCR June 2016

www.pcr-online.biz

SECTOR GUIDE

FUJITSU PFU SCANSNAP IX500

OKI C911DN A3 COLOUR PRINTER

OKI MC853DN A3 MULTIFUNCTION PRINTER

EPSON WORKFORCE DS-520

Distributor: Northamber

Distributor: Northamber

Distributor: Northamber

Distributors: Exertis, Tech Data, Ingram Micro

The ScanSnap iX500 provides PC and Mac users with an effective way to greatly reduce paper clutter, storage space and security risks associated with unmanaged paperwork at home or the office. For even greater accessibility and usefulness, users can now scan wirelessly to a PC or Mac as well as iOS or Android mobile devices. It also comes with Nuance PowerPDF, which lets users edit generated PDF files.

Easy-to-use and serving a broad range of office and creative needs, the versatile C911dn A3 colour printer combines high paper capacity and fast print speeds for increased productivity and a low cost of ownership. From letterheads and business stationery to glossy brochures, leaflets and flyers, the C911dn provides fast, high definition colour multi-media printing on paper, film or a range of other media.

The MC853 A3 colour 4-in-1 multifunction printer is built for small workgroups, offering excellent print quality all in a compact yet powerful device. This smart MFP has a low total cost of ownership yet provides all the functionality you would expect from higher priced devices. Incorporating automatic double-sided copying, printing, scanning and faxing, it also optimises its speed and power usage.

The WF DS-520 is a high-quality A4 document scanner, which offers powerful image quality and links up with document management systems.

It offers text enhancement and automatic de-skew, as well as multidocument size detection. It comes with a five-year warranty too.

Specs: 25ppm colour scanning, 50 sheets automatic document feeder, USB 3.0.

Specs: 1,200 x 1,200dpi, print speeds of up to 50ppm.

Specs: Print speeds of up to 23ppm, 14 seconds to first print.

Specs: Up to 30ppm/60ipm scanner speed, five-year warranty.

SRP: £399

SRP: £1,739

SRP: £1,769

SRP: £414.46

EPSON WORKFORCE DS-860

EPSON WORKFORCE PRO WF-6590DWF

HP LASERJET PRO M402DN PRINTER

HP PAGEWIDE PRO 477DW MULTIFUNCTION PRINTER

Distributors: Exertis, Tech Data, Ingram Micro

Distributors: Exertis, Tech Data, Ingram Micro

Distributor: Westcoast

Distributor: Westcoast

The DS-860 is one of the fastest scanners out there – ideal for governments, banks and healthcare where fast and efficient scanning is a priority. It comes with seamless integration into document management systems, barcode recognition and comes with useful features like text enhancement and automatic de-skew.

This high-capacity 4-in-1 colour printer is perfect for busy offices. It comes with duplex printing features, fast scan speeds and a colour first page out time of just seven seconds. It’ll also save you up to 80 per cent on energy consumption and relies on clean technology, which means no fan noise when not printing, no heat and no ozone gas.

The M402dn offers printing performance and robust security built for how you work. This capable printer finishes jobs faster and delivers comprehensive security to guard against threats.

Boasting ultimate value and speed, the HP PageWide Pro promises to deliver the lowest total cost of ownership and fastest speeds in its class. The device also has quick two-sided scanning, plus best-in-class security features and energy efficiency.

Specs: High-speed scanning of up to 65ppm/130ipm, even at 300dpi in colour.

Specs: Up to 80 per cent lower energy consumption than colour lasers, up to 10,000 black and 7,000 colour pages.

Specs: Up to 38ppm, 350 sheet capacity, 4,800 x 600dpi, USB 2.0.

Specs: Up to 55ppm speeds, 500 sheets, colour, inkjet.

SRP: £829.85

SRP: £682.80

SRP: £188

SRP: £455

44 | PCR June 2016

www.pcr-online.biz

SECTOR GUIDE

HP OFFICEJET 7510 A3 ALL-IN-ONE PRINTER

LEXMARK CX410DE MULTIFUNCTION PRINTER

LEXMARK MX410DE MONO LASER PRINTER

BROTHER HL-6180DW

Distributor: Westcoast

Distributor: Westcoast

Distributor: Westcoast

Distributor: Midwich

Help your business stand out with stunning, wide-format colour prints at a price that you can afford. Accelerate productivity and keep business moving with a wide range of tools.

The network-ready Lexmark CX410de MFP lets you copy, scan and fax. It features a colour touch screen and a print speed as fast as 30ppm, with twosided printing.

The Lexmark MX410de MFP with print, copy, email, fax and scan functions prints up to 40ppm. It also boasts twosided printing and 300 sheets of input.

This A4 mono laser printer is ideal for the large corporate office, supporting teams of up to 10 users. It’s strong on both capacity and flexibility with a high print speed and large paper capacity.

Specs: Up to 9ppm (copying) and 15ppm (printing) speeds, 250 sheets, USB 2.0.

Specs: Speeds of up to 30ppm, 250 sheets, USB 2.0.

Specs: Speeds of up to 40ppm, 300 sheets, USB 2.0.

Specs: 40ppm, 600 x 600dpi resolution, 128MB internal memory, USB 2.0.

SRP: £124

SRP: £527.20

SRP: £200

SRP: £454.80

KYOCERA KYOM6026CDN

BROTHER SCAN TO SIM BUNDLE

KODAK I1190WN SCANNER

ROBOX 3D PRINTER

Distributor: Midwich

Distributor: Midwich

Distributor: Midwich

Distributor: Midwich

The unique Kyocera ceramic drum technology ensures printing is more economical, sustainable and reliable than many other brands, and the printer helps users maximise productivity whilst minimising waste.

At the heart of the Brother Direct Scan Solution is the Brother ADS-2600We scanner, an advanced piece of software that acts as a digital filing assistant.

The Kodak i1190WN document scanner offers a new dimension of mobility with wireless and network capture possibilities. Users can scan documents over a wireless network to a notebook, desktop and even mobile devices.

Robox, the robot in a box, offers great quality 3D print at an affordable price.

Continuous development of hardware and software has pushed Robox beyond the potential of more expensive printers.

Specs: 26ppm, 600 x 600 dpi, A4, network ready.

Specs: Up to 24ppm/48ipm 2-sided scan, 1200 x 1200 dpi (Interpolated), 600 x 600 dpi (Optical).

Specs: 5,000 pages per day, 40ppm scan speeds.

Specs: HeadLock Tool change system, SafeLock Enclosure, SmartReel System, AutoMaker Software.

SRP: £510

SRP: £2,999

SRP: £730

SRP: £999

CONTACT

www.pcr-online.biz

Exertis .............01279 822 822 (Home)

Misco............................ 0800 038 8880

Exertis .................... 01256 707070 (IT)

Northamber .................. 020 829 7066

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

Peak Development ..... 01489 796 979

Midwich ........................01379 649200

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

Utax ..............................01793 786008 VIP Computers ............ 0871 622 7500 Westcoast .................... 0118 912 6000

PCR June 2016 | 45

EVERYWHERE

FOR THE UK’S PC & TECH COMMUNITY • No. 144 • SEPTEMBER 2015

Over 14,000 retailers, resellers and IT trade read PCR via print, iPad, iPhone, Android devices and online every month Over 51,700 unique visitors to PCR-Online.biz every month*

To book a trade marketing campaign with PCR contact sgoldhawk@nbmedia.com *Source: Google Analytics

SECTOR GUIDE

Business software Companies of all sizes rely on software to help them get work done quicker, cheaper and more efficiently.

PCR rounds up some of the most useful programs out there that are targeting businesses users…

SMARTY SOFTWARE

SAGE 50 ACCOUNTS ESSENTIALS

NETGEAR BUSINESS CENTRAL WIRELESS

SIGNINGHUB

Contact: Smarty Software

Contact: Sage

Distributor: Exertis, Tech Data, Ingram Micro, Entatech

Contact: Ascertia

This automation software is designed to increase business while shrinking workloads. Smarty Software automates and simplifies tasks to allow both owners and employees to minimise the more routine tasks.

Stay in control of your finances wherever you are with Sage’s marketleading software. Manage sales, suppliers, stock and VAT in the office or on the go.

Business Central Wireless Manager 2.0 is a new way to deliver managed Wi-Fi for growing organisations that want to cost-effectively and centrally manage single or multiple Netgear ProSafe Wi-Fi access points.

SigningHub by Ascertia provides advanced long-term digital signatures, flexible document workflow and approval and status tracking. It optimises how businesses deliver, review, approve and sign documents.

Specs: Three-month minimum contract.

Specs: Minimum requirements 2GB RAM, 2GB free disk space, 1024 x 768 resolution, 1Gbps network.

Specs: Varies depending on how many access points the customer wants to manage.

Specs: Meets ISO standards, integrates with SharePoint, SalesForce, Dynamics CRM, Word 2013 and more.

SRP: Free to £210

SRP: Around £120

SRP: Varies

SRP: From £7.96 per user per month

OFFICE 365

OFFICE HOME AND BUSINESS 2016

TM3

EARNIX VERSION 8

Distributor: Ingram Micro, Tech Data, Westcoast

Distributor: Exertis, Ingram Micro, Tech Data, Westcoast

Contact: Blue Zinc

Contact: Earnix

Office 365 is a best-in-class productivity solution that allows you to work and collaborate anywhere on your favourite devices with trusted applications such as Word, Excel, PowerPoint and Outlook powered by business class email.

Microsoft Office Home and Business 2016 helps you do your best work anywhere, anytime and with anyone. Built for teamwork, it features collaboration tools across the whole Office suite.

Blue Zinc has announced the release of TM3, the MSK sector’s first practice management software to combine the power and security of desktop software, with the flexibility of a cloud solution.

Earnix’ integrated customer analytics software lets financial services companies optimise their business performance through data science and predictive analytics.

Specs: Cloud storage, HD video conferencing, multi-platform.

Specs: Includes Word 2016, Excel 2016, PowerPoint 2016, OneNote 2016 and Outlook 2016.

Specs: Secure data hosting, phone, email and online support, one-hour free phone training.

Specs: Model documentation, project sharing, online scoring and pricing.

SRP: £229.99

SRP: £74 per month

SRP: Varies

SRP: Varies (from £3.10 per user per month)

CONTACT www.pcr-online.biz

Ascertia........................ 0800 7720 442

Exertis .............01279 822 822 (Home)

Blue Zinc .......................02890 998697

Exertis .................... 01256 707070 (IT)

Earnix ........................... 0800 731 0235

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

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

Sage ............................. 0800 923 0344

Smarty Software ......... 0203 637 4716 Tech Data .................... 01256 788 000 Westcoast .................... 0118 912 6000

PCR June 2016 | 47

The crystal clear audio solution Kรถnig headphones and headsets meet the wishes of the real music lover. They all are selected and created with great care to ensure wearing comfort and bright and rich sound. The headsets have the possibility to make handsfree phone calls thanks to the built-in microphone.

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0116 253 03 25

Recommended

The latest tech Editorial planner

Dedicated monthly product coverage

The GTX 1080 is the first gaming GPU designed for the 16nm finFET process

The GPU can run at clock speeds of more than 1700 MHz

The 256-bit memory interface runs at 10Gb per second

THE WORLD’S FASTEST GAMING GPU NVIDIA has launched the GeForce GTX 1080 graphics card, the fastest GPU based on the firm’s new Pascal architecture.

This is designed to handle massive computing demands of technologies like VR. It features next-gen GPU architecture optimised for performance per watt, and is three times more efficient than the Maxwell architecture.

The GTX 1080 is the first gaming GPU designed for the 16nm FinFET process, which uses smaller, faster transistors that can be packed together more densely.

NVIDIA says its 7.2 billion transistors deliver a dramatic increase in performance and efficiency.

Pascal-based GPUs are also the first to harness the power of 8GB of Micron’s GDDR5X memory. The 256-bit memory interface runs at 10Gb per second, helping to drive 1.7 times higher effective memory bandwidth than that delivered by regular GDDR5.

Increases in bandwidth and power efficiency allow the GTX 1080 to run at clock speeds of more than 1700 MHz, while consuming 180 watts of power. And new GPU Boost 3 technology supports advanced overclocking functionality.

There’s new NVIDIA VRWorks software and Ansel game capture technology, and the card provides up to twice as much performance in virtual reality compared to the

“The GeForce GTX 1080 enables incredible realism in gaming and deeply immersive VR experiences.”

Jeff Fisher, NVIDIA

GeForce GTX Titan X. VRWorks Graphics now includes a simultaneous multi-projection capability that renders natively to the dimensions of VR displays, instead of traditional 2D monitors. It also renders geometry for the left and right eyes simultaneously in a single pass.

Additionally, VRWorks Audio uses the NVIDIA OptiX ray-tracing engine to trace the path of sounds across an environment in real time, reflecting the size, shape and material of the virtual world.

PhysX for VR also detects when a hand controller interacts with a virtual object, and enables the game engine to provide a physically accurate visual and haptic response.

“The PC is the world’s favourite gaming platform, and our new Pascal GPU architecture will take it to new heights,” said Jeff Fisher, senior vice president of NVIDIA’s PC business.

“Our first Pascal gaming GPU, the GeForce GTX 1080, enables incredible realism in gaming and deeply immersive VR experiences, with dramatically improved performance and efficiency. It’s the most powerful gaming GPU ever built, and some of our finest work.”

The NVIDIA GeForce GTX 1080 will be available from ASUS, Colorful, EVGA, Gainward, Galaxy, Gigabyte, Innovision 3D, MSI, NVIDIA, Palit, PNY and Zotac.

Contact: VIP Computers, Exertis | www.nvidia.com | Price: $699 (1080), $449 (1070) | Out: Now (1070 to follow on June 10th)

www.pcr-online.biz

PCR June 2016 | 49

RECOMMENDED

HP refreshes laptop line-up HP HAS announced a revised Pavilion PC portfolio, featuring new convertibles and notebooks with different designs and an extended colour palette.

The Pavilion x360 comes in five new colours and boasts a stylish digital thread design along the keyboard deck. The 15.6-inch diagonal model joins the 11.6-inch and 13.3inch diagonal platforms with a geared hinge – inspired by the HP Spectre x360 – to transition into four modes.

Additionally, the HP Pavilion now comes in an extra five colours as well as the digital thread design.

There’s also an Intel RealSenseTM Camera option for improved security, using facial authentication with Windows Hello.

The new Pavilion PCs are thinner and lighter than the

previous generation and feature Prismatic Lithium ion battery cells to maintain long battery life. They offer HP Fast Charge, which can charge the PC up to 90 per cent in 90 minutes when powered off.

“HP Fast Charge can charge the PC up to 90 per cent in 90 minutes when powered off.”

Elsewhere, HP has unveiled its premium HP Chromebook 13. The device is designed with Google and powered by the 6th generation Intel Core-m processor.

Measuring 12.9 millimeters deep when closed and weighing 2.86 pounds, the

Chromebook 13 is designed as a sleek new laptop.

The 6th generation Intel Core m-series processors provide support for multitasking and videoconferencing without lag, making it ideal for the home or office.

The 13 also features the first docking solution for a Chromebook, enabled through HP’s USB-C Docking Station. This can deliver dual high-definition displays, fullsize keyboards, wired networks and charging.

HP has promised ‘categoryleading’ sound and video capabilities, custom-tuned in collaboration with audio experts from B&O PLAYTM, and a 13.3-inch diagonal QHD+ (3200 x 1800) resolution IPS display for collaboration using apps like Google Hangouts.

The Pavilion x360 comes in five new colours, including purple and blue

Contact: HP | www.hp.com | Price: From £279 (11.6-inch diaganol HP Pavilion x360) to £899+ (17.3-inch diaganol HP Pavilion) | Out: August 1st

Acer Aspires for more notebooks ACER HAS made a number of fresh new product announcements, including the Aspire Switch Alpha 12 two-in-one notebook with Windows 10 (pictured).

This boasts a fanless design

featuring Acer LiquidLoop cooling technology for silent and reliable operation, a multi-position kickstand and a 12-inch display with a 2160 x 1440 resolution.

The Switch Alpha 12 is the industry’s first fanless twoin-one notebook to use 6th Generation Intel Core processors. It also has an eighthour battery life and can be

used with the Acer Active Pen accessory.

Other new Aspire notebooks include the Acer Aspire R 15 – the thinnest 15inch 360-degree convertible, with a patented soft-closing hinge that allows transformation between four modes, and the stylish new Aspire F Series, which features premium-finish metal covers in five colours.

The Aspire F and E series are equipped with 6th Generation Intel Core processors, up to NVIDIA GeForce GTX950M graphics with GDDR5 VRAM and

DDR4 RAM. Plus, the 2016 Aspire ES 15 has also been refreshed with the aforementioned Intel processors, and comes in three new colours.

On the gaming front, there’s Acer’s new Predator gaming notebooks and desktops. The Predator 17 X notebook brings overclocking and desktop grade components to mobile gaming, coupled with a custom triple-fan cooling system, while the Predator G1 desktop supports full-sized GeForce GTX graphics (up to Titan X), 6th Generation Intel Core processors and up to

64GB DDR4 memory. It’s also small – it fits under one arm so it’s perfect for taking to LAN parties.

The new Predator Z1 series of monitors includes Acer’s first curved 27-inch gaming monitor featuring NVIDIA G-SYNC technology.

There’s some new F7 projectors, as well as the Chromebook 14 for Work, which has been designed for business customers.

It’s the industry’s first notebook with Vibrant Corning Gorilla Glass – it’s durable, scratch-resistant and is compliant with US Military Standard testing.

Contact: Acer | www.acer.co.uk | Price: Various | Out: May (Aspire products and Chromebook 14 for Work), June (F7 projectors and Predator gaming products), TBC (TravelMate P658, Veriton N, BE0 series).

RECOMMENDED

AMD HELPS VR GO PRO AMD HAS introduced the Radeon Pro Duo featuring LiquidVR, which the firm says is the world’s first platform for VR content creation and consumption.

The Radeon Pro Duo graphics card is aimed at all aspects of VR content creation, including entertainment, education, journalism, medicine and cinema.

With 16 teraflops of compute performance, the Radeon Pro Duo offers a ‘complete solution’ for the VR developer by helping to bring tomorrow’s VR content to market in record time.

Virtual reality demands ever higher compute performance with rock solid consistency, said AMD in its press release.

“Leveraging our graphics IP across FirePro and Radeon product lines, our new Radeon Pro Duo with the LiquidVR SDK is the world’s fastest platform to enable a world class graphics and VR experience,” AMD said.

“The Radeon Pro Duo is an incredibly advanced and powerful dual-GPU board that delivers the horsepower needed by VR designers, content creators and VR content consumers. We believe products like this will lead to greater immersive experiences.”

Contact: AMD | www.amd.com | Price: Around £1,200 | Out: Now

Arctic’s fresh new coolers ARCTIC IS pushing its Liquid Freezer 120/240 and Accelero Hybrid III 120/140 products to the channel.

The Liquid Freezer 120 is a silent CPU cooler, boasting outstanding CPU cooling performance through a water cooling solution with two F12 PWM PST fans, a 49mm deep radiator and efficient water pump.

The 240 equivalent (pictured) features four F12 PWM PST fans, a 38mm deep radiator and an efficient water pump.

The Accelero Hybrid devices combine a water cooling solution with a 120mm or 240mm radiator, an

upgraded backplate and a VRM heat sink with 80mm fan. The large heatsink cools the PCB in the RAM area and thus also the RAMs which are soldered onto the PCB.

Contact: Entatech | www.entatech.com | 0333 101 1000 | Price: £60.99 (Liquid Freezer 120), £69.99 (Liquid Freezer 240), £85.99 (Accelero Hybrid III-120), £92.99 (Accelero Hybrid III-140).

Editorial Planner

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

July 2016

August 2016

September 2016

30 UNDER 30

DESKTOP SPECIAL

PC GAMING SPECIAL

PCR publishes its annual 30 Under 30 list, highlighting the most promising talent in the UK channel. Email dsacco@nbmedia.com to nominate a colleague, yourself or someone in the industry.

PCR takes a closer look at the traditional tower market and looks at how the computing sector is evolving.

We take a look at the state of the UK’s PC gaming sector, speak to system builders and list the latest accessories, components and cases available to stock.

For the July issue, we’ll also take a look at the educational tech market and how to sell to schools.

We’ll also be celebrating and highlighting the top technology PR managers and press officers in the UK industry.

Elsewhere in this issue, we preview this year’s IFA trade show set to take place in Berlin.

Advertising Deadline

Advertising Deadline

Advertising Deadline

June 15th

July 14th

August 12th

www.pcr-online.biz

PCR June 2016 | 51

OUT OF OFFICE

IN THE

HOT SEAT

EXTRA TIME AT PCR BOOT CAMP THIS YEAR’S PCR Boot Camp kicked off in the Highbury Suite at the Emirates Stadium in London, and following proceedings, industry execs let their hair down for some wellearned networking drinks.

The event was packed full of informative conference talks, masterclass sessions, and an

expo featuring the latest products and services on display.

Delegates also had the chance to network, take part in competitions and view the gorgeous Arsenal football pitch belonging to the greatest team the world has ever seen, of course.

Paul Nolan, Ebuyer

Ebuyer’s senior product manager for components, Paul Nolan, talks about supporting Liverpool, brewing his own beer and how he got the nickname ‘Casper’…

What are your hobbies?

I love football and going to watch Liverpool, it’s an important part of family and friends time for me. I enjoy gaming too, it’s a great way to relax at the end of the day.

I also love home brewing. I’ve brewed my own beers for over six years now and I love the satisfaction of brewing your own beer, sharing it around friends and family to get feedback. Nolan’s brewery is expected in the near future!

What was your first job?

I worked at a pub called the Bulls Head close to where I grew up.

What’s the strangest thing you have cooked or eaten?

I’m a great cook so nothing too much to shout about there but the strangest thing I’ve eaten is a century egg, it’s not for me. Though I’ll try any food once.

What’s your most embarrassing or funniest moment in the industry?

When I first started in the industry I picked up the nickname ‘Casper’ because I was as pale as a ghost with hangovers. Some things haven’t changed.

Do you have any phobias?

House spiders, they’re evil! Them and snakes – pretty standard really.

What’s your dream car?

A Volkswagen Splitscreen T1 early 23 window Samba Campervan. I’ve always wanted one for the summer.

They are amazing when restored – and can look so individual.

If you could go back in time, what would you do?

If I could go back in time I’d photobomb the iconic Beatles Abbey Road album cover.

How competitive are you?

I’m very competitive. I strive to be the best, it’s how I’ve always been. I want to do well and improve myself.

What’s going to be the next big thing in tech?

Virtual reality. There’s been a lot of hype building around VR and it’s getting exciting. By the end of the year there will be so much drive around it.

52 | PCR June 2016

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OUT OF OFFICE

WORLD LEADERS IN VR DRAMA SAGA GERMAN CHANCELLOR Angela Merkel and US president Barack Obama have embraced the virtual reality revolution.

The pair were snapped mucking about with a Google Cardboard-style device at Hannover Messe 2016. Merkel, clearly jealous that Obama got to try out the device first, wanted to have a go too.

“Hannover Messe 2016 has shown that the United States and Germany are equal partners in the pursuit of digitalized manufacturing and energy,” said Dr. Jochen Köckler, member of the managing board at Deutsche Messe.

Or maybe it shows that even political leaders aren’t immune to looking like idiots when wearing VR goggles.

140 CHARACTERS OF NEWS AND VIEWS What the industry’s been tweeting about this month…

Hermione C – Jones, Difference Corporation @HermioneDiff Ready for the @pcr_online boot camp event at the @EmStadium #pcrbootcamp RDM Computers @rdmcomputers1 Useful day at #PCRBootCamp at #emiratesstadium.

Good presentations and met some interesting people incl Richard @tubblog 76BITS, @76bits @contextworld @jonathancontext @pcr_ online great talk on Smart Homes and InternetOfThings.

Phylip Morgan, Network Group @phylipm Smart plugs are the biggest selling #SmartHome products in the EU currently according to @contextworld #pcrbootcamp Annette White, PC Help Centre @pchelpcentre Keynote speech from #AndrewWilson @virginmedia #business #StrongerTogether

OVERCLOCKERS CRACKS SCOTLAND TEAM OVERCLOCKERS were out in force at Insomnia Scotland from April 29th to May 2nd – Multiplay’s first gaming festival in Edinburgh.

Here are some snaps the retailer sent us from the show.

Melody Blanc, CompTIA @MelodyBlanc_ Interactive Panel Q&A: ‘Ask a distie’ at #PCRBootCamp current topic #Brexit to leave or not to leave?

Brian Trevaskiss, More Computers @BrianTrevaskiss Session with @tubblog “nothing to blog about? Answer your customer’s questions” #PCRBootCamp Richard Tubb, Tubblog @tubblog “Your Desktop website is obsolete”. A stark warning on the need for mobility and apps from @BrianTrevaskiss at #PCRBootCamp2016.

Brigantia Partners @brigantia1996 Fantastic uptake for sign ups to @Passportal webinar next week @pcr_online event today in London. Next big thing in the UK channel.

Dan Todaro, Gekko @GekkoFM With #VR forecasted to be the 3rd most wanted tech in 2016, who’s ready? A New Reality for Technology Brands #gekko Craig Hume, Utopia Computers @CraigHume_ Amazing presentation as always by @GfK’s @Carl_GB!

www.pcr-online.biz

PCR June 2016 | 53

OUT OF OFFICE

In our Team of the Month section, we highlight some of the important faces from across the industry who perhaps aren’t always in the public eye. This month, we chat to the BenQ UK sales team…

Who’s in your team?

Adrian Kite (Sales Manager), Darren Leavens (Projector PM), Linda Yi (Controller), Tony White (Sales Manager Pro AV), Steve Nicholson (Senior Sales Manager), Royce Lye (MD), Richard Burton (Sales Manager LCD) and Carly Hill (LCD Product manager).

What’s been your biggest successes of the past 12 months?

Audio-visual (AV). We are number three for projectors in the UK. For LCD we have had some phenomenal wins in the etail and retail space, which will now be strengthened after the acquisition of Zowie.

What’s the best part of working in your team?

The best part of working in our team is the fact that we all get on so well.

Mondays in the office are full of jokes, mickey-taking regarding football and whose team lost at the weekend.

Being part of a winning team where everyone likes one another is great for team morale.

What’s the funniest or most memorable memory of working in your team?

The funniest memory was when we all went to Munich last December for our Christmas party.

There was far too much beer, we fell asleep at the table in the Beer Keller and almost missed our flights home – it was a great weekend of fun.

What’s the hardest part of working in the tech industry?

The hardest part of working in this industry is keeping up with how quickly technology changes. Darren Leavens says the hardest part is having to pose for pictures!

Who makes the best cuppa?

We actually make our own drinks in the office – although we would love it if one day we came into the office and Royce made us all a lovely cuppa!

A B

D C

G

E F

H

A: Adrian Kite B: Darren Leavens C: Linda Yi D: Tony White E: Steve Nicholson F: Royce Lye G: Richard Burton H: Carly Hill

Editorial: 01992 515306 Advertising: 0207 354 6000 Website: www.pcr-online.biz Twitter: @pcr_online PCR is published 12 times a year by NewBay Media - Saxon House, 6a St. Andrew Street, Hertford, Hertfordshire SG14 1JA. Fax: +44 (0)1992 535648. © NewBay Media 2016 All rights reserved. No part of this publication may be reproduced or transmitted in any form or by any means electronic or mechanical, including photocopying, recording or any information storage or retrieval system without the express prior written consent of the publisher. The contents of PCR are subject to reproduction in information storage and retrieval systems. Printed by Pensord.

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