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THE MONTH LY FOR RESELLERS

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Vol.2 No.6

VIDEOCONFE, ENCING It Takes Two To Tango ..........................................

The videophoneis coming! The videophoneis coming! .

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INTERNET The Internet Impact ...................

Canada Watch

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Web May Be Selling Opportunity

By Sean Elrington

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LAB TEST Pentium Pro Systems ......„...........................

Driving the Dream Machines

Sourcing Directory

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By Chris Fisher. SteveHalinda and Tim Bingham-@allis

TECHNOLOGY Windows NT 4.0 ..",.............................

Should it be part of your product line?

People

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MARKET OUTLOOK Collected Numbers

Choosing a NOS .................

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MULTIMEDIA Multimedia Mania ......

ls this the Big Year?

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E DI T O R ' S D E S K

OPPORTUNITYPERSISTS FOR TH BRAVE We' ve all h eard that much-loved parableof the half-olass of water, b ut why no t s w irl i t around again — with a channel twist. plcasc.

old inventory, the fast-page of information technology means continuous opportunity.

As emerging technologies open new markets, enable new and change the way society itself functions — opportunity abounds for those farsighted enough. and The down-trodden. bold enough to seize the day.

T his tnonth. i n "The I ndepen pessimistic re s e ller, dent Retailer — A Special Bfeed?" (page 14), faced with such pressures as excessive competition, tiny margins Paul Weinberg examines some of the pertinent issues facing independent retailers, and and uninspired staff looks at the proverbial more to the point l ooks at how some glass and says: "This glass is half-empty."

Canadian resellers are rising to thc challenge On the other hand, the second reseller. an optimistic holding-on-type. smiles, con- and finding success. in spi e of today's tough market conditions. templates the glass and counters: "No. this In today's market. ,ne ofthe biggest glass is half-full."

That's all well and fine, and no doubt forcesshaping change has to be the Internet.

As the popularity of the Internet started to we all applaud the second party for their forswell, we all heard dire warningsabout titude and good-will. direct-to-user software sales cutting out the But wait, there's yet another reseller at reseller. And , i n deed i t ' s h a ppening. this party. This cheeky person takes a look at Moreover, the Internet is easing the commuthat glass, and sees an opportunity. Before nication process between the vendors themthe others think of it. they snatch up the selves and the end-users, foretelling easier glass, mix a fabulous secret-recipe drink, top direct sales of hardware as well. it with exotic fruit. and sell it for a hefty But — the Internet is also driving the profit. Then. quickly, before the me-toos salesof systems. peripherals, software, netfind some more glasses,our friend reseller working products and training as consumers sets up a business. expands the drink line, and businesses are clamoring to hook up to researches gourmet pies and muffins, and the wired vorld, and are demanding adegrabs a strong foothold on the market. quate technology to do the job properly. This Get thepoint? issue. in "The Internet Impact ' (page 26) by Paul Litna, we seethat some of you are carvIt may be overly simplistic, but such is the nature of parables. And the point is — some- ing your mark on cyberspace, following opportunity. Boldly go. times it's just too easy to get caught up in staring at the facts-of-life: the computer We at Canadian Cot iputer Wholesaler industry is competitive: margins are often are also pressing forward. small. vendors and distributors are most You have no doubt noticed changes concerned about their own profits; and cusgoing on here over the past few months, and tomers are looking out for themselves. (Of wi11 ~see more over the coming issues. as we course, part of the solution comes from strive tn deliver a product that best meets the embracingthose givens. carve a niche; add needs of you, our readers We'd love to hear value; establish mutually beneficial partncrfrom you and truly value )'our feedback and ships. and truly service your customers ) most importantly your suggestions. as to But more importantly yet, ask yourself what types of information, news and fea— yearly. monthly. ~eekly and daily tureswill bestserve your needs as Canadian where is the opportunity? resellers. You can mail or fax us your comat m ents, or E - m ail m c d i r ectly This issue. our test labs examine and gracec C@netcom.ca. compare the latest in Pentium Pro systems, in "Drivingthe Dream Machines" (page 32).

Meanwhile, let us encourage you to Edward Trapunski in "Multimedia maniacontemplate the opportunities that present is this the hig year'?" (page 51) discusses the themselves — whether that means developtechnologies and opportunities surrounding ing expertise in an emerging technology, the multimedia market. Jefi' Evans in "It engaging in unlikely but profitable business Takes Two To Tango" (page IS) examines partnerships, or finding ~some whole new the technologies shaping the emerging comslant on customer service! puter-basedvidcoconferencing market. and Because, after all is said and done — it columnist Alan Zisman takes a frank look at matters little whether that" glass is half full or Windows NT 4.0. (page 47). half empty. Rather, the quesiion is: What can This industry of ours moves incredibly you do with that glass' ? quickly. Leaving aside for the moment the Grace Casselrnan challenges of staying current and moving Editor s W HOLESALER October 1996

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app lications

Wholasaler Publisher Douglas Alder Associate Publishers Kent Littin Chen Marketing Director Editor Managing Editor Contributing Writers

Hari Singh Khalsa Jane L. Ding Grace Casselnran Jim Chow Graeme Ben nen Tirn Bingharn-rgtollis Sean Elrington Jetrf'Erarts Chris Pitcher Ster e Hali nda Paul Lima Edrvanl Traprrrrstr

Pearl Weinherg Alan 2isman

Production Staff Sherlv Ho Yanrr Chan Karin Hartrvi g

National Sales Manager Li Ding KeyAccount Manager Janrie Leig hton Account Managers Randy Cliaster Jdarsharoller Controller Chrisrine JtricPhie Accounting Farida Aini Circulation Farida Aini Esther Palivoda

Founders Kent Liqin Clren Li Ding

Canadian Computer Wholesaler is published 12 times a year by Cattadts Computer PaperItic.

Head Office Srrite 503-425 Carrall Street Vancouver B.C. Canada V6B 6E3

Tel: (604) 608-21188 Fax: (6II4) 608-21185

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Free rrrhrrrrrrrrrm rrrrrrrsrrhed rrrdrrrduals. Sl tO pcs year fnr nnnqrraliliert subsr'ribers.

Contents af Carrculirrn Computerrrhotesrrtr r subject rn corrrprrpr. urrrerialnrdadserrisirr Jeaanedbr Crrrrrtiarr &>rrpvrtrrrtrrrrterrrter in this publication mar arrr be rcpmduced inany funn r irhorrr permission. Aii rrarrsrrsr.rverLThe opinions cxlrrerrrrri rrr rrnir Ics are nni rrer:r:rsrritr rhrrreat the pubiishr:r.

Printed in Canada Postage paid in Vancouver B.C.

P UB L I S H E R ' S D E S K

Company Name Telephone

How to succeed in computer reselling Alright, I admit it. This is an overstated title for a column. This space is too short tn do the subject justice, and no one really kno>vs all the answers tt>success. I have however observed that a number of people start into reselling st ith just a love of computers and not tnuch else.

S ailing w i t h

the wind

When I was a teenager, my friend and I set out to sail a little sailboat on Okanagan lake in thc B.C. interior. We didn't haec any training and really didn't understand what was happening with the wind. We just sass that if vou put up the sail, the boat would move in the direction thc svind was blossing. We flew along for awhile shrieking «nd howling as ss e moved rapidly through the vsater.

Even thing seemed great. Then we got to the end of the lake and tried to figure out how to get back. Not really understanding the basics of tacking, we ended up stuck and eventually capsizedand had to hc tov ed back to dock soggier and no wiser about the ways of the wind.

W hich way does the wind b l o w ?

I observe. in my capacity as publisher of The Crnnpater Paper and Canada Compares! titles, that there arc a number of people v.ho get into computer reselling without much more training than when my friend «nd I jumped into that sailing boat. XVith our publications in all major markets across Canada, >ve get a good cross section of resellcrs doing advertising in our publications to get to their target markets. Although it is not an absolute indicator, advertising in one of our consumer-oriented publications is often a si n ol' life for a reseller in the major markets.

There are a wide range of durations to advertising campaigns for distributors. manufacturers and software developers. Their campaigns arebased nn product cvclcs. As the cycle begins, they launch campaigns. When thc product winding down they stop their ads umil ther have something else to promote.

But most rescllers live to sell and tend to run their ads consistentlv, month after month, issue after issue. When they stop advertising, it is

often because the company is closing or going bankrupt.

Not to minimize the difficulty of storking in the currem low-margin environmcm. it would seem that some would-be resellcrs' business fail-

ures happen because of a lack of basic business skills. If a rcscller doesn't know how n> do a break-even analysis, read a statement, do a business plan, build a spreadsheet, figure out their cost of sales, or their inventory turn ratios, they might avant to consider investing some time in their own business education. It is some of the most profitable learning they will ever do.

Monitor your b u siness — yourself

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Some pcoplc think that accounting is like tnedicine. With your health, if you have a problem you go tn the doctor. But in many cases, by the time a problem develops, it is too late. Just as many people arc taking charge of their ov;n health by eating right and exercising regularly, resellers need to keep themselves informed and involved in the health ol their own businesses.

Knowing the basics of accouming is likelearning to monitor your o>vn calorie intake, blood prcssure and heart rate.

These days thcrc are numerous alternatives to getting a business education. There are many community and private colleges that offer short courses. A full fledge Bachelor of Commerce or >AIBA degree may be overkill if you are alreadv engaged in your business. But I do know ot people who havegone back for an intensive executive IvIBA degree and found it invaluable to their business.

It is unfortunate 'that, with so many people starting their own busincsscs these days, basic business training is not part of the core curricu-

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While there are numerous other aspects to the success of a reseller's company, including being in the right pbce at the right time, location, good staff and building strong relationships >vith distributors, having a business education can help enormously in making thc right decisions to gross a company.

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October 1996 WHOLESALER

T HE P U N D I T

PersonalitiesPlayaRole in BuyingProcess

by Graettte Benttett

Customers look for demonstrations of a dealer's ability to address their most iniportant issues.

If they' re service-focused. they will query you about warranties. service policics and soon.Nat urally,many customers are also price-focused. It 's been said many times be(ore, hut it s worth repeating: listening carefully is your most effective selling technique. Watching closely too, can be a strong indicator of personality types and where in thc sales cycle your customer is.

I am reminded of an article I read a few years back. in which a British magazine graphed the kind of treatment they got (while posing as customers) and the deals they were offered after one, two, three or more times into a store. I believe the basic principle works in virtually all selling scenarios.

It went like this:

The first time. a customer (qualified using whatever variant of the -needs, budget and timeline" line of questioning works for the situation) gets a salesperson s standard deal and suggested system.

This might be sticker price. or something close to it (and we II assume thai the system is an appropriate one for the customer'sneeds and budget).Because many people are shopping around. the magazine found that the good deals didn't ( and shouldn' t) usually fall from the tree immediately. The better the salesperson can overcome all the customer's objections, the better the chance of closing the deal, but many people won't commit on a first meeting.

It's The Dance. and they are just eyeing the prospects. Answering all questions (I have found the Internet to be a good resource in nearly any category) and building rapport v ith the prospect is the salesperson's best strategy. With a business card and a quote in their hand. the customer is out the door.

When the Customer Comes Back When the customer seeks out the salesperson for the second time. eyes will of course light up — they' ve come back!

These customers generally fall into two categories: they wanted to ask about something, or they wanted to ask for something.

Assuming their remaining questions can be satisfactorily answered, the customer who moves tostrike a deal now often asks for or responds well to a perk: "Throw in the software. and we vegot a deal: In other words, this is the 'buy now bundle that motivates many value-oriented shoppers.

Those who raised issues during their second visit thai the salesperson was unable (or appeared unwilling) to address. are usually going to go elsewhere or, «n on-the-ball retailer will be call them back with a timely answer and overcome all their objections.

Thc third lime in is the Sharp Pencil time, where the customer who has the haggler's instinct will try for — a n d usually obtain — the 'manager's best deal." Whether the price is IIexible or not, the salesperson cannot do much more to facilitate the sale.

But what about those people that still won't bite'. According to that British magazine. those who came back a fourth time are rightly regarded as time-wasters, and aren' t llkelv to buv.

Leverage the Customer's Enthusiasm The most effective salespeople arc those who participate in — and leverage — the customer'senthusiasm for the product category they have expressed interest in.

In my store. I kept a huge library of demo disks, sample print-outs, and resource materials that I could pull like a rabbit from a hat to address my customers' specific questions as precisely and efficiently as possible.

These days, I often use the Internet Search engines as an additional tool for information acquisitions. You will undoubtedly have your own tools and methods. You should be able to easily spot the customers who have a little extra time and delight in indulging in a technology demonstration or application demo that ignites their imagination.

Customers focused on p r icelpetformance issues typically use a "bell curve" line of questioning to determine their best set of choices. "What do I get with the next model up?' and that sort of thing.

Most customersare remarkably consistent in their patterns. By determining your client's basic personality t)~, you can better understand them. Now. I'm not going to delve too far into simplistic pop psychology here, except to say that body language and personality types can be strong indicators of how your customers like to be dealt with. Uncertainty. impatience, and other states have strong body language indicators.

There is evidence to suggest that even the way a person s eyes shift as they are speaking tells a loi about their mental stale.

Practitioners of thc theories of neuro-linguistic programming have pointed out that looking to the left is usually an indicator of work-

8 WHOLESALER October 1996 http:,".wwwcovmaq.mm

ing from memory. while looking to the right suggests a creative thought. Others have noted that much can be gleaned from the way a person moves theirbody during a conversation. People send fairly obvious messages. the theory goes. and respond well to others who send compatible signals.

While it is not my intention to suggest th«i people are as onc-dimensional as any superficial observation might suggest. the problems of toxic personality conflicts are ai the root of most sales that fall through. Some people are visually focused. and may sav as much v"ith comments such as "I see," and "I ve been looking..." These people respond well to demonstrations. data sheets and brochures.

Others are the listener type: "I heard..." and so on. The listener likes to be listened to while he or she states their requirements and concerns in detail.

Others are conceptualists. who tend to e xpress themselves in ideas. (-I think a n d "What do you think?"). Like listeners. conceptualists prefer explanations over descriptions.

Others are emotive. and tell you how they feel. These. people want no-hassle solutions.and preferlov -stress experiences.

Consider a few things: each of these personality types has an opposite.

There arecustomers who are negative visual types (odd fashion statements. etc.).

There are people who don t listen well. An anti-conceptualist tends to be strongly pragmatic; a concrete and linear thinker.

And of course, there are anti-emotive types who arc shy, passive. or who have difficulty in expressing themselves — at least at first.

Keep in mind that almost everybody is a mixup. of more than one personality type.

Although there will always bc consumers who arc naive. and easily 'sold; the new breed of s hopper i s sav v y enough to recognize a salesperson's ploys to extract information. HRi9 Graeme Beaaett is t1te managing editor of The Computer Paper, attd is a former computer reseIIer. Based ia Vancouver, be can be reaebed at graemeC~tep.ca.

4

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F LA SH

Bay Networks buys LANCity

Merisel will sell European business to CHS Electronics

in US559 million purchase

Coinputer distributor Meiisel Inc. said it is selling almost all of Merisel's European operations, in addition to its Latin AmcricatI. and Mexican businesses — to CHS Electronics. The deal is valued at about US$160 million.

Bay Networksofficials have announced plans to acquire LANCity. pointing to the US$59 millionpurchase of the cable modem maker as a move that will benefit both vendors. while ultiniatcly helping to lower prices on data access to the Iniernei by businesses and consumers.

During a teleconference.Bruce Sachs. vice-president of Bay Networks' Internet/Tclccomm Business Unit (ITBU), said that the LANCity acquisition is consistent with Bay Networks' goals of providing virtual private networks (VPNs), as well as end-to-end networking

CHS is acquiring a business that employs about 1,000 people and is expected to earn about US$1.5 billion in revemie in 1.996, officials said.

The deal is expected to close at the end of September or as soon as all conditions to closing are satisgetL Merisel's distribution businesses in Austria France, Gertnany, Switzerland, The Netherlands. and tbe United Kingdom are included in the sale. An export operation that serves Latin America from Miami. along with a distribution operation in Mexico, are also involved in the deal.

CHS spokesperson Craig Tol) said some layoffs are expected, mainly in the back office and warehousing portions of the business it is buying. He also said some consolidation is expected to occur, becauseMerisel and CHS offices overlap in five European markets.

Merisel officials said it will use the cash from the sale to pay down debt as well as fund its remaining North American businesses.

with "edge" connectivity to all access technologies.

Earlier this year. Merisel pulled out of the Australian market, to everyone's surprise. Merisel's rival in that market, Tech Pacific Holdings. bought Merisel's operation and promptly closed it.

Bay Networks, he noted, already provides edge access totechnologies such as frame relay and ISDN (integrated services digital networks), for example.

Now Tech Pacific holds the lion's share of the information technology distribution in Australia.

The large cable infrastructure already laid down iu the U.S. was originally conceived of only for ' e ntertainment" purposes, Sachs acknowledged. Butnow, he added, the cable TV entertainment industry is reaching a -saturation point, Meanwhile, 15 per cent of the U.S. popuIatioti today is responsible for 75 per cent of Internet usage. he said. Power users of the Internetare now looking for faster means of

access.

It is now feasible for Bay Networks and LANCity. working together, to develop standards-based technology that w il l e n able 14Mbps Internet access over existing cable plants, Sachs told the analysts and reporters.

By building volume, the two companies will help to d r ive down prices asserted Bay Networks' Sachs.

LANCity, he reported, will have access to all ol Bay Networks resources, including Bay's worldwide sales force.

Novell's CEO Frankenberg resigns his position as CEO prise move, say some analysts.

N ovell I n c .' s b o ar d o f dir e c tors h a s announced that Robert J. Frankenberg has resigned as the company's chairman, president. and chief executive officer (CEO).

But Novell's official line is that the analystsand observers have been wrong. and that Frankenberg, who actually joined Novell after the WordPerfectpurchase was announced. has been instrumental in the company's return to its emphasis on networking software after the

While tbecompany has already begun a search fora new CEO it has named board member John A. Young. a past president and CEO of Hewlett-Packard Co., the new chairman of the board, and Joseph A. Marengi, previously executive vice-president. worldwide sales at Novell, its new president.

sale of the company's personal productivity products.such as WordPerfect, and its Unix software.

PeterTroop, a spokesman for Novell, said: "The board and Bob Frankenberg agreed that it was the right time for him to leave. There aren *t differences in strategy, there aren't differences. they are issues which relate to shortterm issues with tbe company. What this is about is a kind of unfolding of the refocusing of Novell's network software."

He coniinued, "John Young has talked about the board seeing an opportunity for new leadership that aggressively takes advantage of the market opportunities within the networking market- place.'

Frankenberg was with Novell almost twoand-a-half years, during which time the company bought, and then sold, WordPerfect.

After joining the company as president and CEO in April, 1994, he was appointed chairman ofthe board in August ' of the same year.

The purchase and subsequent sale of WordPerfect is sometimes used as an example by some observersof a company thathas bccn lacking in direction and focus. Also, increased market competition and lackluster revenue growth could have been a factor in the sur-

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Spider Technologies is now Ne tdynamics inc.

Looking toleverage offa successful name brand. Spider Technologies Inc. is chan~ng its name to Netdynamics Inc. The company helped bring Java to business applications with its Netdynatuics as rapid applications development (RAD) tool.

g" i j;v.~wim CaslomedD.f+

Zack Rinat, Netdynamics president and chief executive ofhcer, said.

"The Wcb represents the most important medium for enterprises to move into the 21st century. In a world where business structures and technolo-

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gies are in flux. we hope to serve as a foundation for companies to grow in this dynamic world. Our new name reflects this vision."

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Sony brings the Web to any YV Sony Elecironics said ii v ill join the likes of Philips Consumer Electronics Co.. Zenith Electmnics, and Gate>vay '>000 Ii>IASDAQ:GATE) with a product that v ill combine World Wide 1>Veb browsing capabili(y with a television signal.

Bu( Sony's product will be a bit different ff»N most of its ct>mpetitors in thai its set-top bus >vill ivofk wid> airy TV,

Sony's ncw bos. called the Sony >>VcbTV Internet Terminal model IIq'I'-Wi00. >vill roll out nest month, according to Rick Clancy. Sony spokesperson.

Clancy also said that electronics retailers ure s» excited abi>ut the ncw product. they encouraged the company io introduce ihe tern1inal a month earlier thun Sony had pianned.

Sony's tcrniinal is a h>w-prof(lc device thai is designed t<>be unobtrusive on the TV. anil io cn-esist with cable TV b»dies and even sategiie systen>s. The unit's 33,(>Kbps modem lets TV>>Veb surlbrs cumieet ai the highest speed possible withan analog modem. Clancy added. fhe Sony WcbTV Ilniernet Terminal is especially designed to w»rk vvith 'I Vs that have Picture-in-Picture capability. so tha( if a Web addfcss pi>ps iip d(lrillg J pfogmnl i>f ci>llllilcf-

cial. a viewer can '1cccss (lie site i>1;>bout (tie

same time as the Web site is mentioned.

Sony's terminal is also equipped vvith Wcbfiltering Sur(AVat«b software. to prevent kids I'rom viewing inappropriate material.

To that end. Intel Jnd Cisco arc providing standards R>r ihe Imernci backbone and desi'top computers ivhich >vill allow the esisting system u> deliver ft>ll multimedia content.

Other features include personalized E-mail ;iJdre»ses and up to five user profiles per household.

A new version of Ciseo's IOS (Internetv:orking operating system 1 incorporates Intel'» IP (internet Pr(>tocol) iMulticast. Resource Reservation Protocol (RSVP( Jnd Real-Time Transport (RTP) speeiti«ations, Cisco IOS and * Intel s PC-RSVP fomi a client/ser>er environment which allows video. high-quality audio.

Jr>cument sharing. a>id live conferencing to transmit across today s Internet.

Options I'or the II>(T-WI00 include a wireless infrared keyboard. and a printer adapter 0>r use >vith popular PC printers

Intel, Cisco shows 'Net multimedia Andy Gf»ve. chairrmm Jnd CEO of Intel Inc.. recently outlined technologydesigned to deliver I'uli lfiuitilflcdla ci>i>tent ovcf exlsilllg custonlcl'

lines. Now. Cisco Systems Inc. and Intel joined with lvi(I to anno(luce the coillponcnis iiecessary iii begin trials.

Grove also announced a new -hybrid appli*

cation" which would l(>ad a certain amount of

data on a desktop nr server hard disk and reduce t hc :>mount of 1 ransmitted data o f a n Internet/intranet application. Hybrid applications play a signiticani fiile in the dcveh>pment i>f this software-enhanced vvstem.

Grove said the coniputcr inJustrv docs not have ti> xvait I'or cable n(udems. digital sub-

What <ines PC-RSVP mean to ihc .">verage desktop c(>n>pater'!

scriber lines i DSL>. or tibre-optic lines io «up-

According to sources. it means sometime in the lirst halt' of l997 customers of MCI s Interne( service should have video. audio, and live conferencing streaming across (heir desktops, A1 ihe same time. other internet service providers should be nioving in the st>iliaJ I fee(i(>n.

plv higll quiility 111llliiliiedia,colltcili. Hi'. aJlnlt-

ted any nf ihe three technologies could possibly provide a faster and beuer Internet esperience Iin the future. bui the Internet ci>mmunity docs m>t have u»it and vvait for (hose developments to has e J better I>1(erilei caper>ence.

Id's QLIake hits retail with a shareware vers/on ld Sh>ft>vafe 8 wulelv Jl>1lcipiitcil fi.'1JII 1'i>ll oil( i'>'I IisI'lli gills>.Quake is about u> liii store shelves across ihc wi>rkl. Iil whili Is see(I 'is (i>iilnliilie Jls-

iribuiion program thai » ill cut the retailer»ut of a signilic J»t pofti»n ol the vale, gainers can buy h»v-cost shafcware for under USsJIU. >vhich can be ilpgfaded Jiiectly lAiN (lie ct>a1paiiv lor USSR Pl(is sh>ppu>g.

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Th«USS IO sh;ifeware version includes about (>ae~ua>ter of the full version, and can be bough( ai romp(net suites. music ou(lets. bookstores. n>ass Inerehan Jisefs. video rental outlets and ior ihe even convenieiice stores.

David Cole, president of giune anarch company DPC hneliigencc. said: "This is tlie most tait icipaied title of the yc Jr. It has all the m Jkings of a huge hi(."

-But when all is said and done the most important aspect of IJ's announeemeni Night bc the disuibuiimi dc;il. Retail margins are ve(y thin aiiy >vay, and (his sysieincuts Ihe retailer out »1 nu>st ot Ihe sJle. Ii it v orks,

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good news for the mainline retail indus((y, Thl fc(a'll I Junch ot Quake mark» thc tire( time d(at IJ has distributed their own title under the Id label. The shafevv(>fc vefeioa ot Quake has die full vision encrypted (m the CD-ROM. After purchasin the shareware CD-ROM. garners vvishing to puivhasc the 1'ull ve>sion can call Id to gci a co Je io unlock the fest ot the game.

Netscape integrates IVlacromedia technologies I>(ctscapeCol(i>i'lunieJiions Corp. says its latest licerssing agrcenii.ni with >VIacromedia lnc. will pr(>vide lmernet users xvi(h a more anima(ed,

graphical electronic ivorld. In vvhat it calls a "comprehensive licensing deal: Netscai>e has agreed to integrate lvlacrumedia s Shoel'wave plug-in and Firevvorks technology into future versions of Navigator.

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What does it take to truly suec eed as an independent?

by Pmd Weinberg

For the small i n dependent computer retailer — competition is fierce from all directions — including other independents, direct vendors sales. the computer chains, and the electronics superstores. But despite the trials and tribulations inherent in going it alone, some Canadian retailers aren't just holding on — they re finding success and carving a firm foothold in their own markets.

Imagine,for example, having a second generation of customers coming through your doors. Well, that has started to happen at Marketron, a small independent PC retail store in the downtown Toronto business district. "I had someone come in whose father had bought his first PC bere 15 years ago," says owner Ric Denda.

With five per cent of i n dependent retailers going under every year according to retail analyst John Winter. it is unusual to nieet someone vvho can boast about having been in retail solo since 1975.

A Winning Strategy Denda's explanation is that his multi-million dollar operation has not succumbed to the relentless price-cutting for PCs endemic in this industry. He remembers arguing to no avail with one owner that it makes no sense to sell products at a loss in the vain hope that it will be made up in sales volume, particularly when the competitors are increasingly supersi. ore and mass merchant chains. "I had discussions with a friend in the industry 14 WHOLESALER O c tober 1 996

who went from zero to S 12-million [in gross sales] and then went bankrupt. You can' t survive on five per cent margins."

The Marketronowner made a decision, early on, that he would rather charge a little more than the chains but focus aggressively in the areas where they could not compete — customer serviceand depth of product Denda has for a long time concentrated on selling portable PCs from laptops to palmtops. He says he is able to have on display in his shop perhaps up to 50 models of laptops from all the major vendors — IBM, Compaq, Apple and NEC — which is a lot more than what is normally on view in the superstoresand mass merchants.

"If you saw one of our stores. they' re 30,000 s quare f eet , i n s i z e .

Y ou wouldn't c all u s independent anymore."

— Peter Parrish

But not all independent PC retailers are saavy enough to follow this recommended path for survival, according to Michael 0 Neil, International Data Corp.

(Canada) Lid.'s senior vice-president. consuiting services.

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Their owner-operators, he says, tend to be "tech-heads who have a deep understanding of their products, but are poor in terms of the retailing fundamentals. of which service is but one important component. Onthe other hand, he adds. ' chains understand the business of retail."

The Customer Service Debate Further flying in the face of accepted wisdom. O' Neil also states that independents are not necessarily any better in terms of customer service t h a n t h e ch a i ns.

Independents are fine for walk-in traffic. but -the level of service provided [by them] is not good enough to attract repeat business. ' While independents represent 40 per cent of all computer retailers in Canada, the IDC analyst expects this $2-billion sector to shrink following a major shake-up in the industry.

Yet. this market is still valuable enough to entice the major distributors, Merisel and Ingram Micro to embark upon marketing support programs for independent retailers.

Meiisel's national sales director of retail, David Kukowski, says independent retailers lack of access to marketing and co-op programs is an important reason why they are "being eaten alive" by the chains.

Independent retailers who stop trying to "imitate" the chain stores and offer something different will thrive, even in thc most unlikely locations, says retail analyst Susan 0 Dell, president of the Mississauga. Ont.-

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B USI N E S S based Service Dimensions Inc. She maintains that personal service and after-market support can bc the strongest suits held by the independents and is not likely tn be matched by chains. "Nobody but the indepcndcm retailer can get tn know the local market." O'Dell urges indcpcndcnl retailers to step outside their stores and take a close look at how small stores in other areas ol merchandising are managing to stay above ~ater, Yet. there are also factors beyond the r each of t h e i n d ependent. says t h e Markham, Ont.-based PC sales channel expert Bob Pritchard,president of R.J. Pritchard k. Associates.

He notes that the modest size of the independents often shuts them oui of volume discounts provided by manufacturers and distributors tn the bigger retailers.

Electronic Distribution In addition, the increase in the electronic distribution of software products via the Internet takesaway what has been a good market for independents up to now, says Pritchard.

His advice is for independent retailers to shift their focus and even their identity.

"An independent retailer" is a negative w ord as far as Peter Parrish, manager of the

Calgary. "If you saw one of our stores, they' re 30.000 square feet in size. Ynu wouidn *t call us independent anymore." says Parrish.

In Vancouver. "the little guys are dropping fast and furious " he adds.

From his perspective. independents do not tend to last. They start oft with an entrepreneurial zeal but something happens along thc way ÂŤnd they lose interest or money and the business shuts down. If lhe outlet is profitable and has fille to a valuable street localion, the owner-operator sells it eventually to a large, more managementfocused operation.

The Franchise Option Others like Garry Harllin. manager of a MicroAge franchise store in Pembroke in the Ottawa Valley and a former independent dealer describes his own transition as a matter of "maturation. It was the only way lo rise above lhe normal Mom and Pop store."

The three Dealer Channel segrhents are: S1 900

Mass Merchant $1,100

a i

Corporate Dealers â&#x20AC;&#x201D; resell to FP1000 companies, have a( outbound sales focus, and organizations

are often alsoinvolved in systemsintegration (GE Capita(, SHLComputer Innovagons Division), PC Specialty Dealers are generally small specialezed (computer only) store front operations servicg small/medium businesses and home consumers (Compucentre, Mac Warehouse)

In SM IDC CanadaChannel Definition: Dealers take delivery of packaged products and resell them to end users with little or no modncation.

Retail f( Mass Merchants are IIrge store-front outlets serving the mass market and cany a rangeof products in addition to comp rs (Future Shop, Radio Shack).

Sootoa: ItdattattioaalOa!aCorp. (Caaada) ltd.

Vancouver-based D o p pler Co m p uter wants stores wilh a track record i Supcrstores is concerned. '-It's where we As an independent, tus applications to were six years ago," hc says. become thc authorized dealer for IBM, After the original owner sold the busiCompaq and Apple had allbeen turnedness, Doppler then expanded into lhree down. But as a MicroAge outlet, I la(tlin had stores,one in Vancouver and two others in no difficulty winning formal relationships 16 WHOLESALER OCtaber 1996

That was two years ago and Hartlin, whose operation grosses about $1.6-million in annual sales. has not regretted the move.

One of the advantages of being a MicroAge outlet, he says is that he is not subject to any rigid sales quota set by the Montreal-based Hartco. As a franchisee, Hartlin gave up producing his own line of assembled PCs. "It came tn a point when it was difficult to source components."

It may be that Haitlin fell isolaled as an independent retailer up against several competitors in a sales territory nf about 40,000 people. A sense of "family- exists among MicroAge dealers who meet twice a year in conventions and disci(ss common problems without feeling competitive and nervous with each other.

Small-town loyalties towards local computer dealers do not appear to exist in these price-sensitive times. says Hartlin.

"People will go to )nearby] Ottawa just to save $20 if they can."

It was in his sixth year in operation as an independent that Hartlin. then the owner of Hartlin Computers. found himself stuck Small and Loving It business-wise and unable t o e x pand.

Fortunately. he had sufficient experience to Yet. some computer dealers are happy to remain small and retain their individual qualify lo become a Micro (age store.

I identity. "We don'texpand for the sake of "Hartco (the Canadian franchisor for expansion." says Richard Lau. the owner MicroAge) does not take virgin stores. It and operator of the Boss Computers store in Calgary, in business since 1985 and employing eight people.

Revenuesdy Type ofDealerBusiness in Canada, ' l995 Corporate

with all three vendors.

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Situated in an industriaI area with a warehouse. this multi-million operation includes small-and-medium-sized oil and engineering iirms among its clientele. most of whom are repeatcustomers. "They are our bread and butter," saysLau.

Among its specialities is network inslallation, but the store also sells fax machines and cellular lelephones, Boss has one outbound sales rep, but it relies mostly nn wnrd-of-mouth for ils business.

What is Lau's secret'? It is not very mysterious. he answers explaining thai a reviler has to be flexible and be willing to keep up with bends. "You can't bc stagnanb" K69

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(But if s nof here yef) ~v Je+ Evairs In one of Scott Adams' Dilhert cartoons. the prototypical nerd Dilbcrt comes home with 'thc first videophone in town.' He shows it to his dog, Doghert. and then hooks it up.

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with the most sophisticated staff and equipmcnt, the results can be awl'ul,

At a recent teleconference to announce a donation by Much time passes. without much happening. As ihe episode ends. Dilberi mut ter» I Stentor to help digitaiizc the hopct'ully, 'I think I saw something.' national archives. a group in Toronto was supposed to be This sums up in o nui«hell one of thc linked to groups in Ottawa, the main impediments to the Iield nf telcconfcrMaritimes and the U.S. However. the event encing. to both rcsellers and end-users. Noi was less thall silcccsslul w l t l i vagllc Agmany archooked up yet.Th e future success urcs on giantscreens fading in and oui, of a videophone market will depend on silently waving their arms. or the screen there being a reason lor enough people to going blank while distorted voices and statsharc Gilbert's optimism to kicksiori ibis icroared from ihe speakers. market. This article will look ai szinie of the opportunities and challenges ol the videoconferencing or videophone marl ct.

The Future Through The Past

Even when things go mostly well, if' one has watched thcsc vidcucortl'erencing events front behind thc scenes, there is I alniost always a gut-wrenching moment of "techno panic" when the satellite link is I * down, or thc network isn t handshaking, or j the sound is off, or something. And for ull this trouble, there is typically a high cost in, terms of money and time to arrange each teleconference.

Dick Tracy. the detective hero of ihe I'unny pages. has had a wrist TV for decades.

Science fiction movie heroes and villains have had vidcophones since the 1940s.

Tclccom companies have fcaturcr3 videophones in their display booths «t World' s * Fairs ond trade shows since the early 60s I• Thcrc h a s b e en p l enty of g o o d (thcconcept of thc videophone has been I research by Canadian enterprises and unikicking around AT8r T's Bell Labs since at in ieleconferencing, A lot of useful j vcrsitics least 1954). knowledgehas been gained through efforts such as Northern Tclccom's Visit product.

In spite of all the optimistic predica nd research programs such as t h e tions. prototypes and fantasies. though, who University of Toronto Telepresence Project. do you know who actually has a videothe MCLuhanProgram's distance education phone? seminars, and the Ontario Science Centre's Rather than being a cheap, simple to I Jason Project. use, mass market commodity, two-way Yet a I I these efforts have yet to resuh in video communication has remained a rarity I a consumerelectronicproduct. in everyday life.

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Hieh-End or Haoker Hobby, and Not IIIIuch In-Between

The Consumer Front

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For relatively modest costs. internetcnthuHigh quahty hvo-way video is available. but • siasts can cobble together a system of video cameras. PC video capture boards and son- I up until now it has tended to be neither simware that will provide a crude videophone plenor cheap.Teleconferencing servicesare capability (such as CU-SceMc}. The main offered by commercial A/V firms for business meetings and press events. but even I d rawbacks are the amount of tinkering I ia WHOLE5ALER October 1996 h op.swwwcew~aocpm

required. the modesispeed and quality ol the results, and the lack of real tcchnical support, As well. ihc averagemodem spccd of 28.8Kbps puts an upper limit on the potential for improvement.

Shat'cwafc of bargain basen1enl videophonee systents arc not going to attract much Ioya]ty I'rom either rcscllers or demanding consuincrs. though they may help pave ihc way for morc acceptance of thc videophone

concept.

A Lot of Noise on the Web A search of the World wide Wcb turned up 6,836 Web pages dealing with vidcophones. ond 44,290 dealing svith videoconferencing.

There is a great deal ol' interest in two way video in universities, both as a research project, and as an aid lo educational communication. In terms ol commercial systems being used, discussed and promoted. several offerings stood out in terms of end user interest.

AT8 T Videophone The multinational telecom giant ATikT

actually released a commercial videophone product. in 1992. along with a large series of evocative ads promoting its vision ol a connected„multimedia world of the future, A portion of the lavish and very interesting AT8cT %eh site deals with the ATILT Videophone, and what is significant is that all of the press material on the product dates froin the period from 1992 to 1994.

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V I D E 0 C0 N F E 8 E I(I C I N 6 ATtkT majnrly promoted the Videophone during this period. giving hundreds ofthem away to custnmers ranging from elementary schools to pro fvot b a l I t eams. a n d l l4I I offering tv J A4 Ne ll ' rent them to Jw~ families scatJD tered across the country tn stage v i r l i ial J' e o s

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generate much excitcmcni.

The quality of videophones over regular analog phone lines just wasn't good enough, when combined with the relatively high cost and complexity, as weH as the nobody-else-has-onc syndrome. to gct many people to buy inlv lhe cnnccp't. *

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t hc gl o b al leader in the market, and seems tohave R considerable 'mindshare' amongst the two-way video community, especially in thc U.S. Its Concvrde 4500 group vidcvconferc»cing syslein is, widely used, and has rccenlly been enhanced with a voice direcled LimeLight speaker location technology that automat-

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bandwidth ncrwvfk co»Ace(ious. good technical skills, andRlot of money. Thc top of the line systems cost froin US$34,000 to US$39.000. plus the 30 frame per second acceleration option (US$7,500k

The CorelVIDEO system can bc used as a two-way videophone. or for multi-point cvnl'erencing. as well as video mail, file transfer. telephone fea(ures, and reception of regular television signals.

Perhaps realizing, that this level of product pricclpcrfn(I»ance is likely to appeal only to the high end corporate niche. o n J u n e 1 9 , P i c t ure Tel RABounccd a standard&based. Softwai'conly vidcocvnfcrcncing product that operates vver regular phone lines.

Qther Qontettdere

PicturcTel acquired the righ(s to * Vivv Software s tclcconfcrcncing software. which sHows multimedia PCs to be used as vidcophvncx. The software is intended to bc bundled with cnmpatible PC systems. It remains tn be seen. as usual. how mlly PC ((secs acluaHv take advantage of this capability.

lr(tel Pro9here One rather surprising contender in the videophone race is the chip making giant. Intel. Some cynics have claimed that Intel vnly gvi into the two-way video b(ISIAcss tn pi'ovi(lc il cvmpulc-

inlcnsive Application thai would drive custnmcrs to bl.iy morc Pen(iuiu a(id Penlium Pro CPUS. Hvwcver. Iniell has a legitimate interest in expanding its activities (o gain a I'on(hold in the world of tclccvnimiinicatinns (tile company is a major manufacturer of chips for m odems and other comm»Ale»(iona and devices). networking ProSh»rc is a well-engineered produc(. which has. according lv a Canadian dislrihutnr, doubled its soles over the last year. ProSharc is relatively easy lo inslaH and niaintain, and is well suiied for PC users Ivho have ISDN nr LAN connections.

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and Rooms a c amera t o focus OA whoever is spcaknlg ln R group discus sion.

The mvs( impressiveCanadian developed product for two-way video on a PC is also from a somewhat surprising source. CorelVIDEO, a system from the cOmpany lhat crea(ed the popular CoreIDRA% suite, is an analog switchbased video system which provides high quality full motion video within a local emmvnment, and decentvideo over hvme ISDN, WAN or satellite based connections. The prod»el line includes a CorelVIDEO switch device, a video connectconsole,an interface card for PCs, and the CoreICAM video camera.

=

T h e Picture"fel systemalsohasbeen recently enhanced to use up to 768kbps in line speed. to give top qualiiy, 30 frames per second two-way video. PictureTCI's products are aimed at corporate users with high

za WHGLESALE(( Qctober 1996 I itp:I~vwccwmsg.corn

Distributors report some interest in other twv-way video systems. such as the Conncclix videophone. Rnd a Creative Labs videophone offering. bul they;ilsv say that most of the business they sec is driven by individual cuslvmers.

It seems there isn'1 enough margin or market tv »Bract the interest of many specialized dealers or VARs for thc less common PC videvcvnterencingdevices.

The Fvture It's apparent front talking to rescllers a»d users that the videophone market has beenhelped considerably by the advcnl nl i»expensive ISDN service in sn»ieparts of Canada.Rnd the increasing posvcr v(' inexpensive PCS. The lechnnlogy is gelling easier to usc, (hanks to the money spend on RA,D by companies like PicturcTCI. Intel and Corcl. SVhu( both reseHcrs and cnd-users want in R videophone. however. i» appl'ia»ce-level simplicily. Rnd image md sound quality (hat cvi»pare» tv cable TV. This is not available at presenl. but may be achievable over the next several years.

From a very sniaH biisc, sales n(' vidcocvnlerencing and vidcvphn»e prvducis are gro(ving steadily even given the current limitations. II' the prese»I trends cnntinuc, then over the next fcw year's, Dilber( may actually have somebody to talk to on his videophone, and resell crsm(iy discover a major new opportunity in the personal computer nial'kct. RK9

Product information an the (i(teb: http;//www.picturetel. corn htlpt//www. vi(to.corn,

http: //www.corel.ca http: //wwwintel.cont

Jejj" Evansis a Taratlta-basedjaantalist specializitig ia high tecltt(alogy.

T EC H N O L O G Y

may sol e bandwidth ills

by JiimCh Even thefastest modems over standard telephone wire are just not always enough for • some of your clients. as today's Web sites fea- • ture video clips. large sound files. plus major download offerings. Moreover, the true promise oftechnologies such asvideoconfer- t cncing will only be realized by highcr-speed t connections.

transporting data and one l6Kbps channel. called D or signaling data channels, for control. The two 64Kbps channels can be joined or inverse-multiplexed to give 128 Kbps throughput. (PRI access lines each have 23 64Kbps data B channels and a single out-of-

band signaling D channel of 64Kbps.)

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An ISDN Basic Rate interface (BR1) Hence. the appeal of Integrated Services • line can be split up into two channels to hanDigital Network (ISDN) — a catch-all term • dle different types of data from different t There aresystems on the market which used todescribe a group of telephony comsources at the same time. can dynamicaiiy allocate bandwidth accordmunication standards used around the world • BRI gives the user two unique telephone • ing to the type of image quality required. If that provide access to fully digital telephone • numbers. The user could talk on one channel, • the subject is moving fast then it steps up the communications networks. and have the other send E-mail or fax or bandwidth for the video portion and when the lSDN is faster than normal telephone t voice. ISDN handles any type of transmission t is subject isless dynamic, it steps down. t lines and cheaper than dedicated leased lines, • signal — voice, data, studio-quality sound, Gandalf's5242i Edge Router,for examand is used to carry voice and data (video, t full motion video, animated or still images, • pie, allows the user to send a fax, talk and graphics, sound) digitally over telephone graphics. Anything that can be converted to lines. Some applications for ISDN include • digital signals. ISDN catI transmit at high t0 transmit and receive data all at the same time, • automatically allocating bandwidth on the videoconferencing, high-speed database • speeds.

• appropriate channel to do these tasks. access and image retrieval, telecommuting, At 128Kbps, ISDN BRI is more than teleradiaology and other medical uses. distant • • In the w orld of medicine, specialists four times as fast as a 28.8' modem. But note t may be physicafiy some distant away from learning, and reinote control.

— even though the ISDN user may have fast ISDN's digital signaling is faster than • access to the 'Net — actual. speed depends on • both patient and attending physician. By analog signaling, which has to be converted t how busy the Web server Is on the Web site • using ISDN lines, results from diagnostic to digital for transmission through the digital • being browsed — and the speed of connec- procedures can be sent quickly and viewed by • specialists and attending physicians in widenetwork.Ithas fewer errors,retransmissions. t tion of that server to the Internet.

• spread geographical locations, or attempts to send lost data and has a clearer t One area where fa)ter tr ansmission signal — which translates into higher data t • In th e p ublishing world, images for speeds will be evident is when ISDN is t inclusion of printed materials or proofs must quality, more reliability, much lower call set- t up time and this adds up to much faster com- deployed over a wide area network. be sent quickly for approvals. By having •

munication speeds.

• some ISDN lines. images can be sent direct to the desktop and approved quickly.

0

ISDN and Videocon erencing ISDN protocol standards are defined by •

the Telecommunications Standards Bureau t (formerly the Consultative Committee for t International Telephone 4 T elegraph or CCITT), of the Inter n ationalt Telecommunications Union or ITU, Protocol t standards are known by the acronym ITU-T. t

Switched-64 service uses a 64Kbps architecture of the telephone network for data • and voice transport. European and Pacific Rim countries offer Switched-64 and it is • becoming more common in North America. t This service is available in two flavors. BRI • (Basic Rate Interface) and PRI (Primary Rate t Interface) .

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Videoconferencingis one'of the uses often • In real estate, photos and documents can m entionedfor ISDN because of the large be sent to potential buyers who could be conamount of data sent. Generally speaking, t tinents away in the comfort or their office or videoconferencing uses either one BRI line at • home. Real estate agents and brokers can 128 kbps or three BRI liney at 384 Kbps. reach a market larger than the immediate • area James Robertson of Adcom Inc., a 0

Vancouver-based ISDN videoconferencing Distant learning can take place where integrator, said there is no audio improvement • the teacher is on one coast operating a comwith faster ISDN access, but the faster ISDN puter on the other coast while students from provides a faster refresh rate for the video sig- • around the country are listening in. Large nal — which gives better motion handling • images, sound and data can be shared in and a smoother image for those watching. almost real time.

The speed needed depends on what the userwants to do,and depending on what they BRI is what most people refer to when t want to spend. For example. a full T-1 conthey are talking about ISDN. BRI is the most nection provides 1.544Mbps for video, But if common and affordable, it has two 64Kbps there's not going to be much movement going channels,called B or bearer channels, for • on, the faster connections ttiay not be needed.

ISDN-based remote control of equip• ment using monitoring devices is being • developed and implemented. For examplesuch systems are being used for temperature • control of rooms and lab processes, livestock • feeding, and dispensing products. 8%9

http: //~wvccwmag.corn October 1996

W H O LESALER

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Getting a rush on the industry. Matsushita Electric Industrial Co. has announced its first digital video disk (DVD) players.

The company will start selling two DVD players aad a TV with integrated DVD player later this year in Japan.

From Nov. 1. the company will sell the DVD-A100 and DVD-A300 players. The units will be capable of playing back prerecorded DVD video disks, audio compact disks (CDs), and video CDs. The players will be priced at 79,800 yen (US$737) and 98,000 yen (US$905). Matsushita has set combined monthly production at 30,000 units.

The company says it plans to announce North American shippiag dates at a later time.

Both the A100 and A300 machines can play DVD video, video CD, and audio CD disks. Outputs from the units include line level video, digital audio, S-video Y/C. and an RF output terminal present on the A300 model only. Both units include a headphone connector and a microphone conaector is included on the A300.

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AST Research Inc. took another step closer to being a fully controlled subsidiary of the Korean giant Samsung. The company announced the resignation of senior vicepresident and chief financial officer Joseph E. Norberg, and "temporarily" replaced him with long-time Samsung executive Won Suk Yang.

This move comes just weeks after AST CEO lan Diery was replaced by Young Soo Kim, a former vicepresident at Samsung Electronics.

With Won Suk Yang replacing Norberg all of AST's major executives are from Samsung. Kwang-Ho Kim, president and CEO of Samsung Electronics. was elected as chairman ofthe board ofAST inJune.

AST has been struggling for the last 18 months. Samsuag had put over $600 millioa in the company, and with losses continuing, will have to put up more before it is all through. Samsung now owns or has options for49.9 per cent ofAST's outstanding shares.

Norberg. 49. who served as CFO since May 1996, said he left AST to pursue other business interests.

AST says it is starting a recruitment search to fill the open CFO position, and Woa Suk Yang will only hold the position in ihe interim. He is already an AST director, and has served in various senior level positions within the Samsung. zz WHOLESALER October 1996

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Disk drive manufacturer Seagate Technology says the increasing use of on-liae and multimedia applications is pushing demand for more data storage.

Coupled with the demand for bigger and faster hard disc drives, Seagate is impmving its product features. These include magnetoresistive (MR) drives, which shields the disk from harmful magnetic fluctuations, and Proximity Thin Filter Heads, which improve the disk's read and write capabilities.

Seagate predicts that as the market gmws. costs will plummet.

"Worldwide the storage market has grown. with the density of the drive increasing by 50 per cent," said Tim Chan, Seagate's senior director of Asian sales, "And the cost per megabyte isreducing by 40 percentevery year."

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Trying to strengthen its presence in the People's Republic of China (PRC), Cisco Systems, Inc. has unveiled the PRC's first Chinese-language World Wide Web customer support site.

The new Cisco Connection Online (CCO) site, based in Beijing, offers users in the PRC free access in their own language to the same information and services available to Cisco custoiners globally.

According to Cisco, the service uses an intuitive Chinese language user interface and database that Cisco says should resolve more than 75 per centof all common network issues and problems experienced by Cisco's Chinese customers.

Beth Frensilli, a spokesperson for Cisco, said. "Cisco is connecting the support site directly to Chinanet. the China's national Internet backbone. This will allow Cisco customers in China to eliminate the expense of toll charges typically incurred by PRC users when accessing Internet sites outside the country" Cisco first entered the China networking market in 1994 with the opening of an office in Beijiag. The company has subsequently opened oi6cesin Shanghai, Guangzhou and Chengdu. Recentlythe company has worked on a new intra-governmental network that will link all of the country's state ministries and proviacial capitals to the State Planning Commissioa.

In Cisco s own words. 'The new network will be an i mportanttool in the centi planning and fine tuning of the economy."

ht t p:dwwwmvmagcom

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Individual users of the Internet in Singapore may not be able to access the latest on-line images from Playboy, but those at major corporations and large companies will find no restrictions to their World Wide Web surfing.

The Singapore Broadcasting Authority (SBA) has clarified its restrictions and said those with leased line access to the Internet will be I'ree of any regulaiioa.

For therestofSingapore, 0ie aew regulations require aII Web browsing to be done through pmxy servers — computers that sit at the Internet service provider (ISP) aad act as a go-betweea for Web surfing.

Under thesystem, users computers connect with the ISP computer rather than directly with the Web server on a distant site. The proxy server will then return a copy of the page, already stored in its cache. or contact the serviceand get an updated version of the page. Using a proxy server means it is possible to monitor all Web surfing aad block access to certain sites deemed unsuitable by the SBA. Businesses had objected to their Internet use running through a proxy server, both for privacy and, primarily, for reasons of speed.

Proxy servers can sometimes resultin a slow er response, •

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More than 7.2 million units of S ony's PlayStation have now been sold worldwide.

Computer Entertainment America, a unit of Sony Corp., has declared its PlayStation games console"the most successfulnext generation video game system.*'

The system went on sale a year ago in the United States and has sold two million units since that time. Software sales have reached "approximately" nine million units in the same period ia the U.S. market, said the company, which is hoping to boost sales further with the September- launched "Crash Bandicoot" a 3-D character-based platform game produced by Sony Computer Entertainment America under licence from Universal Interactive Studios Inc. P layStation f i rst w en t o n s a l e i n December 1994 in Japan and has since achieved sales of 3.8 million units. In Europe 1.6 million consoles have been shipped.

A product currently available in Japan called "Nei Yarouze" will soon make its way to North America. It is a complete programming package that allows users to create their

own PlayStation games. HK9

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Sony Corp.'s decision to delay the launch of its DVD players until spring next year may not solely bc due to market consideration~.

Industry source. close to the DVD consortiums. h«ve suggested th«i technical problems may lie at the root of the decision.

Sony has announced it will launch DVD players in spring. 1997, while most other core members of the DVD cvnsortitun arc planning1«unches by the end of the year.

"NVe think DVD is a verv important product," said a Sony spok»spersnn who asked not to be identified by name. "We want tv have studied the market car»fully and we hvant to ellsur» a snlooth nlarket hltmducrlon forour hardw«re and software prvducts.-

"It may be due to the supply of cotnponents." said one source. Hc explained that each company doesn'tmake every component in their own DVD players themselves.

With «ll companies gearing up to launch. supply is short and demand is high. especially I'or the very specialized components that are needed in some parts of the DVD players.

manufacturer and seller of notebook computers, Toshiba Computer Systems Division ICSDI is making major changes to launch a line of personal computers and servers,

Currently, ihe internal market, between DVD consortium members, is experiencing very high demand «nd tlhere are supply shortages — for example. in the special lasers required by DVD pl«yers.

Tom Scott, general manager ot' the division. commented on thc need to change. saying. "Our modelhas changed. We'vc become more than the leading portable hardware * manufacturer.

W» re evolving into a complete PC computing solutions provider otfering customersa r«nge of productsand services."

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While ihe company is well-established as a

Howevcr,several sources close to thc DVD consortium havesuggested privately that techrdcal problems. and in particular supply vfcomponcms, may be morc tn blame, %A>en thc Tvshiba and M«tsushita group joined ihe Sony and Philips group to announce a commonDVD system. the majority rrf the tcchnvl«gy svas contributed by thc I'«rmer grouping.. Sony and Philips had mvr» u1 catch up on and n1orc svvrk to dn,

Sonlab

Toshiba outlined a major operations reorganization to reach iis goal as one of the top three PC marketers by the year 2000.

The comp«ny's tlrst desktop computer is named the Inltnia. Toshib«describes Inlini« as a -sleek. midnight grey mini-tower desianedfvr«ny room in the house." Clearly made for the home computing market. thc iul I multimcdi« line offers; full-motion. full«creen video: telephone answering: an eight. speed CD-ROM drive: «nd «remote contr«l for «cc»ssing telephone messages. 1»l»vision.

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The new Casio QV-10A p/us Digital Cameramightjustchange the way you take and display your pictures. Because until now, digital cameras were bulky and expensive.

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-R Using it is simpie. With its LCD screen you see your pictures instantly. With the touch of a button you candelete images you don't want or display One. four or nine shots at a time in the camera or on a TV. It can even send images from the computer back to the camera, so it's perfect for presentations.

And with the QV software, you can easily add photos to documents and e-mail. Plus with the Adobe PhotoDeluxe'" software that' s included.you can even customize your photos. Now it doesn't take a PhD to use a digital camera. All it takes is the Casio QV-10A pius.

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The Internet Im act Resellers take note I.f it ha n't happened already, the 'Net WILL impact your businessfor better orfor worse

by Paul Li>~a

The Internet is rapidly transforming the way peoplecommunicate and conduct business.

The driving force behind this transformation is the World Wide Web. which is slowly becoming the world wide way to shop.

According to a December 1995 A.C. Nielsen survey,6.5 million Canadians are on the internet at home, work and school. And sever8 hundred thousand Canadians have made on-line purchases.

Annual global sales via the Web have reached an estimated US$300 million (about seven minutes worth of credit card transactions on any given day). Predictions are that they will reach US$150 billion by the year 2000 and hit the US$1 trillion by the year 2010, according to Jupiter Communications, a New York-based research firm.

While Onyx Computers does more than $100 million in annual sales. Web sales "have been horizontal says Onyx, president Phil DeLeon. However, the site has allowed the high-end reseller to enter the PC market without storefront costs.

Shopping from home on a PC is'the next big thing," says Bill McCracken, general manager. sales and service,,IIBM Personal Computer Co. Rather than waiting for TV home shopping channels to "show the next product, consumers will be able to use the Internet to view multimedia and full motion video presentations whenever they feel the urge to shop. *

s no wonder a business survey conducted by the Cambridge. Mass.-based consulting firm. Arthur D. Little. found 30 per It

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While Microsoft. IBM and Netscape have joined forces with Visa and MasterCard to create a secure electronic transfer (SET) system for on-line transactions, companies selling on-line often bypass security concerns by posting toll-free numbers and offering COD or chequepayment options.

Even when the Internet is deemed secure, many consumers will want to talk to salesstaff before making a purchase. So, as more resellers set up commercial Web site. they will have to add or expand in-bound telemarketing departments to answer customer inquires.

More than 50 per cent ofthe Onyx Interactive orders come through a toll-free line. says DcLcon. superstores

While the Web has not yct had a great impact "There is still a place for resellers. The on computer channels. resellers, distributors and didn't eliminate Us, neither will the Web." industry analysts agree it will soon. They also â&#x20AC;&#x201D; Jay agree the Internet is a tool resellers can usc today to add valueto marketing and customer service. cent ofrespondents ranked electronic marketOne of the first Canadian computer ing as a "top-priority" activity, ln fact, perstores to open for business online was Onyx forming consumer transactions in real-time (http'.//www.onyxcompuiers.

Interactive and completing pre-sales and post-sales corn). Built by Richmond Hill, Ont.-based activities were ranked liighest ranked by 10 Onyx Computers Inc.. the virtual store offers per cent. more than 80,000 products from 400 vendors, "Having an Internet presence is a good including everything from mouse pads to part of an overall marketing strategy ' says Alpha servers.

Michael O' Neil, senior vice-president with After a year on-line, Onyx is upgrading International Data Corp. (Canada) Ltd. the site, adding ÂŤn Oracle database that will An IDC study indicates ,'the most effecenable the company to supply information about product availability and allow shoppers tive Net applications are achieving name recognition and establishing and furthering to build their own computers by selecting client relationships. Generating revenue is from PC components. zs WHOLESALER October 1996

difficult as Internet surfers are uncomfortable about using credit cards on-line.

B rampton.

On t . based Software Online inc. (http: //www.softonPatterson line.corn) receives orders

by E-mail and faxes for hardware and software.

Or, representatves i can callback consumers who are reluctant to use E-mail io place credit card orders.

"Coming to the 'Net wasn't meant to supplement other business methods." says Jon Dearden, a parmcr at Software Online. 'lt was what the business was designed for.

Using the Internet will allow us to build a big businessnot a big headquarters."

On-line for two years. Software Online is profitable and "sales are picking up."

The new retail reality the Internei is creating also includes export opportunities.

Software Online and Onyx Interactive have

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Mast e r c ould make such a statement!

Now you don'l have to take our word for it. SyncMaster has been nternationally i recognilzed bysomeof the world's leadiing computer pubfications. sftrdh features surh as plug'n play, Real colour control and lnvar shadiow Mask, the syncMaster line earns top marks And with years of experience building monitors for some of the best names in the business, Samsung hasearned a reputation for quality and reliability. Get the complete story from your Samsung reseller today.

g $IRNQahr 1~

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sold products to consumers as far away as the UK, Australia, New Zealand. Italy, the Middle East and Russia.

ware over its Global Network — delivering applications for network computing to more than 700 cities and 20,000 customers in 94 countries.

As shopping on-linc grows. Dcarden said he fccls rescllcrs wiB find themselves squeezed between supcrstorcs selling volume al discount prices and cyberstores doing brisk business at discount prices because 'rt~ R ea a s t l they have limited staff and no real estate overhead.

IDC s O' Neil predicted that softsvare from the major manufactures and some of the niche market players "will a void c u rrent c h annels a l l I ARRI scRtvc together" w i t hi n f i v e y e ars.

Companies is@i bundle software on CD-ROM shipped with PCs and niche softvvare houses will mrn to "network-based distribu)(ew Hardware /l %)aSoftware tion or virtual storefronts.*' Products

But Jay Patterson, vice-president. technology with North York, Ont.-based Advanced Computer Systems Ltd. (ACSL), feels there is no need to sell products in cyberspace to remain competitive.

While cybersales may not have yet had a great dollar impact on resellers. the Internet is certainly providing them with easier access to information.

EMJ's Web site (http: //www.emj.corn) provides resell ers with 24-hour-a-day, seven-days-per-week access toinformation: resellers can download spec sheets, marketing material and answers to frequently asked questions.

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"There is still a p l ace for r esellers," says Patterson. -The superstores didn't eliminate us, neither will the Web."

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However, Patterson is no Luddite. He says the W eb is chanmng the way resellers do business because of the ease of 9%'as ' KD COI!vIPUTKR+YST Internet access offered by -== r:nmI ta~ Windows 95 and overall lower r ars i s asu avav ' ar access costs. And he believes ei:(cte/isiac "tso ~~ resellers have to develop a Web Mi s( 1- , • '~.~ t strategy.

ACSL oifers clients E-mail and FTP technical support and has set up a Web site (http: //www.acsl.corn) to better serve its customer base. At the ACSL site. customers can download software patches, drivers and other files.

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impact on sales, resellers should not bury their heads in the sand when it comes to direct-to-cus-

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tomer software and hardware distribution. Otherwise, they

may come up forair one day only to find yet another opportunity has passed them by. BXi9

Vrelcoateio Software Oolioe!

And IBM is testing the electronic distribution of soft-

ze W H OLESALER O c t o ber 199 6

Merisel Canada Inc. offers technology training through IAT Online. "Our most in-demand courses — Novell System Administration and Microsoft Windows NT — are now available when and whererese11ers and their,staffw ant them," says Glen MacLean, Merisel's national director, reseller services.

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He points out that ivlicrosoft is experimenting with trial software download sales in the United States through rcscllcrs with commercial Wcb sites.

logo and prices and. presto, instant up-to-date brochures.

Resellers can take product training on-line from home or the office. rather than travelling to seminars on set days or times.

Glen Fstill, vice-president of EiVIJ Data Systems Ltd. in Guelph, Ont., concurs with Patterson's assessment that there is snll room for traditional resellers. In fuel. Eslill compares shopping on the Web to catalogue shopping.There's a place in the channels for mail order but "a substannal proportion of the population want to buy their first computer in person," he said.

Estill says the Wcb is beginning to have an effect, albeit minimal, on software sales — especially the sale of software smaller than lOMB in size. "Beyond that, software just takes too long lo download."

Resellers can also link to the Web sitesof manufacturers where they can download current spec sheets. Add a company

Paul Liner (r/koe tidirecacom) i tcortrs as a Toronroivri rer speci ali„ =i n g in rechnr/logv raut business reporting. bused f r e e l a n ce

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INTERNET

LNaks mme Rsa aalling appor%unity br Sean E/ringfan *

lf you are considedng providing informa- u se it I which SIhouidn t be hard since there is no tion about your products Ihrough the Web. the ' need to pay commissions to sales Icps t'or complexity involved in diving so grows as your ' products purchased through the Webb sne becomesmorc Intcracnhe.

As m all elcctromc commLrcc. thLre» a For a minimal cost you can provide thc ' clear need to authenticate your buyers in order following information: contact telephone num- ' lo provide non-repudiation' and protect ylhurhers. credit applications. a listing of pnhducts ' self fithmfraud.

lt is no surprise t at man of' the major distributors have slick we b s i t es,

although there areson!g. noticeable differences,

you can easily set up a svslem hvhcrehy and promotions. potential customers can build systems or query %'bile providing product inl'ormalion. i n ventory. but to actually alhiw on-line order inclutling SKIS and specs. is relatively e n try you Aiust he sure that the customer canstraightforward. pricina is the most diRicult ' not later claim Ihul they didn't order the prodpart of putting any business on-line. uct. One way to achieve Ibis is to have the sysIt is easy enough to LIisp)ay list prices. but tern create an oh!der number and then have a Iraditil!nally a sales rcp gcncr~liy priLc» a prod- ' sales rcp call the client via thc phone to confhrln ucl based on the quantity ordered, the Lus- the ord tomcr's rclalioilship with thc company, thc curWhile CA'Lvtive. thi» method seems to miss rent inventory situation and a knohvllcdge of t h e point ofhaving an auld!matic ordering system.

0 future industry dcvclopnicnts — o cx 'BP ' Anoilier method is to assign u user-name knowing diat thc rcqucslLd pn duct 'ill,oon

and a range of seri/ices

on-line pricing, hot products lists, and product information. Some are still under construction.

Checkoui these sources of inforrnotioru

Merisel Canada Inc. (Ihttp://www.mari sel.ca) Ingram Micro Inc. (Canada) (http;//www.im can.corn/) 6lobelle (htt p://www,global Ie.corn) Tech Data Corp.

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(http: //www.toethcfata.conh)

KMI Qata Systems Ltd. (http://wwwemj.ca/) Truger Technologies lnc. (http: //www.trugor.ca/) l.ike many organizauons. large wholesalers arc moving towards selling standard computer components via Ihc Wihrld Wide Wcb.

ln many hvays ibis business would seem • an ideal use of lntcmet lechnology because • conlpulcr parts tend to bc colnlihiidillcsalhd

purchase decisions are based on price. availabiiily and credit terms, all of which can bc ctksily autoniatcd to produce custoni real-time quoics, By allownlg customers to, in c8'ect. Cater • their own orders into the system, wholesalers, can reducelabor costs and provide morc, responsive scrvicc.

Some VARS such as Vancouver s Frontier Computer Ihttp://www.fronet,coml have developed quite elaborate on-line systems aBowing •

purchasethrough the Wcb, and the servercan t h e n Lhsplay difl'crcnt pdcnlg b'Ised on which «s c r is actually accessing at the in(olmulii»i,

ThcsL' Iaclorr I"aih be dlfflcull 10 I.luiinllfy and an autonhaicLI system should provide elistnmers hvith a Price which takes into account all

This a roach is Aot problem frLL sinLc

, the security of the sile mav depend on hmv well Dcspltc thc dN1cullhcs IBvolvcLI ln Ihuiid= voui' cnd-users safcgu;irhl their passwords, ing complex pricing models, iiis possible nhdo IDOB'I Ibrucl that hackers spccil!IIzL' in gucssso and II ls lflLhl II had cxcrclsc to ulhdcttakc slm- I n g passhvords and thc ability to order easily ply to understand how your sales reps ale cur- r c sellahlc conipulcr pans will be a real temptarcntiy using their discrctionaly pricing power.

A o n lo crooks.)

Having a rclil time interface bct«ccn your • A morc secure solution is to pmvidc cusinternal inventory system and your Wcb site is, IIhihhers with token cards which are used along IISLfull bccausl cilstoiiicrr cail see what ls chir • hvilh a password to gain access lo a «ilc. With renlly in stock cards costing JAy and whet'L. II you ca n e a sily set up a system Iaihereby wl h erC tronl 5 a you arc consider- po t e n tial customers can buildsystems er year and up this is ing this. ho«cv- qu e r y i n v entory,bu t t e a c tuallyalloufen- no t a s ch eap as line order entry ye u must b e su r e th a t sim p le p assword should hi « a the customer cannet later claim that they pro tection but il is security consul- didn't order the product." more secure. tant lo rcviehv the final design and Blake sul'c that all anack on

llicrcas!Agly

• your Wcbserverdoesn'Ijeopardize your intn' • Aal accounting systcnls. IObviously, if you are • running a Wcb server and connecting to the ' • custolners lo build custoin configuratlohhs aAd Internetyou need lo ensure thaiyoursite has a ' good firehvall in piece lo guaid against hackers). run what-if scenarios to sec what effect they, e HI!wevcr. some clients will a1ways prefer have on the total price.

• to deal with a sales rcp rather than ordedng o Discounl Datacom Inc. (http: //www.diselectronically because they believe that they countdata. corn) in the U.S. has a number of • can negotiate a better deal from a pcison than 4 common datacom products available through e thev would gel fmm ihe Web server. theh wcb site. Their sile is well laid out and cus- e For Ibis reasoil it may bc Accessaryto • tonhers can look al product spec shcc'ts olid acnl- • ally enter an order on-line. which is then con- + offcrhcttcr prices to your customcrr who deal ~ tirmed via a telephone call from the company. • directly through the Wcb to cncoilragc them to • •

'

your customers are eoing to expect that they can access through Ihc Weh all of the information that they ctuvently gct via the telephone and eventually plaLe orders too.

Thcrc is a learning curve associated with electronic commerce and lhe sooner you start to develop an Internet stratc~ the more competitive your business will he. Isass 5ean Qringfan is a crnISII/lrrnf Irlla Speciali~s i n Aide area nenrarking and sectnifh issnerc

He can be rear:/Ied rrf IM4/ 473-L$74 or F.-rnai/I seaneCa:ed.cd

errp. uwvne rrrrrr! so. Lom October 1 996 WHOlESALER 2S

Bat leiy

PCI Architecture

Ei)vie onme)lt Pm)Pc i ioii .

PCI Spci iiicaiion 8» visioi) 2 I c o m p l iarii.

Suppuix 3 PC I Masirs

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Supp»)ri PC I Incci'ines for Pcl Device Pion B Plav

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Suppo is PI() rii')il l3US Ivies'ici' lL?E Sul)po t i 2 Fnhancpcf IDE c I)ann i'Is on hoard

Support ihe SMM and SMI CPil Sioi) ctor k t une)con )uppocc the Break Swiich SMI

EPA Pollution Preveoter

Suppnri I?MA Mocle 2 22 MB/sec. (Maxi Support Mocle4 IDE B AiAPI CD-POM

BIOS

Bv32 Buffi ior Bits Masic IDE PCI Bcirsi Iraii leis

Awaid 1310;, Flash BIOS for Windows '35 P un Bt Play

Separaic Masier/Slave IDL: Mode Scippoi I Driver Suppori DOS, Winclows, Wir)dows 95, NT, OS/2, NOVELL

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2F, No.7, ALLEY 8t LANE 45, PAO SHIN RD., HSIN TIEN CITY, TAIPEI HSIEN, TAIWAN, R O.C

Distributed in Canada by — 118 - 13982 Cambie Road, Richmond, B C. V6V 2K2

Tel: (604l 279-0320

Tel: (02l 910-2050 JQ5s TECHNQLQGv

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tNe ruuuutueture the widest r a ng e of products so that you have the right tools for all your peripheral device needs.

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distributed in Canada by

U.S.A. OFFICE

QTAONIX

turtrer Ouettttr COnttruter htutuet Oretulurter

QUMAX CORP. 1749 JUNCTIONAVE.4E, SANJOSE, CA-95112 TEIL,:(408) 487-1888 F A X: (408) 467.1880

Toronto Vancouver Montreal

TEL:«905) 415-1166 TEL : (604) 276-2677 TEL: (514) 335-1166

4118- 'I3982CambieRoad, Hio)tmond. B.C, V6V 2K2

GEM. GDM, Mac DistribUtor Call U.S. Gffice

TEL: (804) 2794320 FAX: (604) 279-0321

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hv Ci>ris f'i! I>eri Sreve ff(rlir>(f(> a»d yirn Bi»pl>r>m. II'allis

expect tn scc a ramp in the volumes of Pentium Pro processor shipments. (Intel iv coun»ng on M>vrosofth puv cr OS to bring us processor I'rnm niche markets into the mainuream. >

What's the Performance Difference Between Windows NT 4.0 and >N no> necessarily the PC your customers need. nor c(m> the one >hey can afii>rd. But given >hc weigh> of sheer performance — a Pcn>ium Pro is very much «hat your cu u>mcrs really «am.

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Performance Is something the Penthtm Pro has In spades LVe'vc mn a host of 32-hit business applicatinns un Jer VStndowv NT and Windows 95. Thc result: even the fasteu vanilla Pentium can't hold a candle to the perfornvancc of the Pcnuum Pns.based machias .

System vendors arc reponine a heahhy increase in volumer av they begin to ship systems wi(h Microsoft's ne«rendition of Vvmdows NT. fudgingfrom feedback. media repons and market anahsi.. Windo«» NT->.uis going to see alnrh adnp>iun rate. Riding hand-in-hand wah the adoption of this ne«operating system. «e can m WHOLESALER October >996 sm vwwwww «svw

Windows NT 3.5f '>> Microsoft's ol'licial c laim i s a s f o lio«w "Prelinunary teus vho«an averageincrease of I 8 and 21pcrcern in >hcperformance o('today's32bit desktop buwinesv applicatiuns when running LVindows NT a.e on Pcntium Pro and Pentium processor-bacd cnmputcr systems. reaper>ivelyt as compared with the idcnucal applications and systems running on Windows NT 3.5( Our tests tell a sliehtly dift'cram story. LVe ran BAPCo s S»mark32 on one of the mach>new from Comtes using the release >er ion of LV>ndn«s NT 4.0 and Windn«s NT 3.51. The overall score (orSv«mark >for the system running under NT d.c was2()5. whereas under >NT3.5I the score wav I ga. This Is a significant increase tu be sure. but >nuch closer to u IU per cent increate as opposed to Micro>of>'s claim of IR to 'I per cent. which is probably more closely tied to specif>c fane>ion> such as printing. r>ther than general applicmion pctformancc.

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PENTIUMePRO p noc s s s o e

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NIKANA PR 2000

IF YOU' VE BEEN ASK I 6 W H Y R E S E L L ERS ARE CHA N G ING TO NIKAN A PR SYSTE M S... WE CAN SUM IT UP IN ONE WORD...MOREI Mo re speed. With Nikana, you up grade easily to the latest Intel Pentiu mOsPro processor releases without dealmg with major mainboard surgery.

Mo r e flexibility. Nikana PR s ystems boast ATX o p tions making Nikana o ne of t h e l e aders i n c u t t i ng edge technology.

Mo r e consistency. Nikana PR systems are noted for the consistency of the integrated components used, making

s e rvice an d s u pport ' of t h e I n t e l PentiumCslpro processtIr series cost e f f ective and predictable No longer do you have to deal with the "flavor of the week" component products.

Mo re quaility control. Each Nikana PR system is quality controlled AFTER the custom configuration process is completed. A little piece of mind for you when you just have to get the product to your customer in a hurry.

M ore m argin. No more dealing with p r i ce wars due to over distribution in There is one, area that Nikana PR prodyour region. Nikana PR systems are dis- ucts are noted to be less...... COST! tributed solely through White Knight Just call y ou r l o cal W h it e K n i ght Distributing and the trading area moni- D istributing o f f ice o r v i s i t u s a t toring program provides for controlled http: //www.white-knight.corn. distribution of the product linc.

Distributed by Csl:-g~hlai~

g

Western Canada: Eastern Canada:

Calgary Office:

Halifax Office:

105-3760 Jacombs Rd., 245 W. Beaver Creek Rd., Richmond, B.G. V6V 1Y6 Unit 3, Richmond Hill, ont.

Tel: (604) 279-9908 Tel : (905) 886-3862 Fax: (604) 279-9902 Fax : (905) 886-3090 Toll: 1-800-668-6188 Tol l : 1-800-852-5039

4710-14th Street, N.E., Calgary. AB T2E 6L7 Tel: (403) 291-1688 Fax: (403) 291-0889 Toll: 1-800-668-3381

Unit 1, 200 Wright Ave. Dartmouth N.S. B3B 1R6 Tel: (902) 468-9898 Fax: (902) 468-5988

8 BOITEEh'lgkT D I ST R I B U T I N 6

The Intel Inside and PenlomSSPro are registered trademarks of Intel Corporation

T ES T

LA B

How does Windows 95 Perform on a Penfium Pro'P Windows 95 uses a significant amount of 16bit code.Microsoft bashers all over have criticized the operating system greatly ior this. However, the use of this code. a lot of which is found in the graphics subsystem is Ior the mosi parL to maintain a good level of compatibility with existing 16-bit software.

Certainly. NT will run a lot of 16-bit applications. but the performance hit i s q uite large.

There wouldhave been iar more critics had Microsoft released Windows 95 without the ability to run popular games and likely a

much lower sales volume. To test the difference in performance between a Pentium processor running Windows 95 and Windows NT, we benchmarked a machine from Sirus using both operating systems. The difference between the processor running Windows NT 4.0 beta 2 and Windows 95 turns out to be quite slim. with NT having the edge by about three per cent.

In other words. there is still enough 32bit code in Windows 95 to take advantage of the specialized design of the Pentium Pro. Naturally, you need to take into account that the test uses 32-bit applications. Note that we also tested for speed differences between the beta 2 version and the shipping version of NT. as operating systems tend to get quicker from beta to release as the code is fine-tuned.

The difference was surprisingly insignificant with NT 4.0 b2 scoring 183 and NT 4.0 scoring 184 on the single-processor machine from Comtex.

We tested high-end system conhgurations.requesting vendors io provide as a bare minimum: Pentium 200MHz systems with 32MB of RAM. We also welcoined Peniium Pro-based systems with whatever esoteric peripherals the vendor had to offer. We got what wc asked for alright, from base-configured Pentium 200s, right through to a dualprocessing Pentium Pro 200 with 128MB of RAM. Adding to the complexity of the situation. the systems were benchmarked using a variety of different versions of Windows NT and even Windows 95. This makes it difficult to look at the machines comparatively but with ageneral idea of how the performance differs across different platforms, it is still possible io gei a handle on the relative performances offered by the different machines.

So without further ado, here are the dream machines: WHOLESALER October 1996

ff

is boosted64 per cent,for a price increase of seven to 10 per cent. Included are; AST Intra Access (Internet/lntranet Software suite): a PCI-based 64-bit Matrox MGA Millennium graphics adapter with 2MB VRAM: the Intel 440FX PCI set: 16MB EDO RAM (6180); 32MB EDO RAM (6200); and the BX EIDE Mode 4 CD-ROM Editors' Notes: A solid machine with everything you need to be up and running without the hassles. You get a fair-sized hard drive. great video card, and the technical support and backing by one of the industry's giants.

= =

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AST Canada Reseaer authorization: A simple registration proces Street price: (6180) $3,480 (6200) $4.300 Marketing support: • Independent reseller manual • Monthly mailing list • 1-800 product support • Faxback • Gold team for resellers who achieve targets • Full logo authorization Maintenance relationship with resellers: • Authorized service centre for those who achieve $50,000 per month..

• Regional representation.

Volume discounts: Exceptional cases only.

Demo unit availability an restrictions: One is available per location, with 90 days stock and 10per cent off.

Additional channel support: • Three reseller account managers (two central and one western).

17 corporate representatives for corporate accounts.

' Nine system engineers for 'technical support.

• Toll-free dealer support.

• Customized literature available for purchase and through co-op.

AST's view of the Peatitun Pro in the market-place: The company says. "The Pentium Pro is the next generation computer and it is available today. The integration between the Intel Pentium Pro t echnology and M i c rosoft Windows NT gives customers a powerful combination of speed and ease-oi:use. The AST Bravo MS-T Pro incorporates increased functionality, ease-of-use and pure power, to ensure that we are the first to market with rock-solid high-demand products.

Machine's strengths: AST says: "The AST C ommand Center Software suite offers impressive manageability,and thetoolscustoiners need. Performance

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Compucon Reseller authorization: Applying resellers can't be located near to an existing authorized reseller — at the discretion of Compucon.

Suggested retail price: $4.795 Street price:

$4A95 Marketing support: • Cost sharing for dealer exhibitions.

• The company will provide marketing materials.

• End-user leads are referred to the nearest reseller.

Maiateaaace relationship with resellers: ' Resellersare considered thc front end of end-usersupport. and are encouraged to offer their own value-added support such as service support. networking installation. and softv are installation.

• Final warranty is by manufacturer at the depot.

Volume discounts: One per cent less for a quantity of more than 10.

Demo unit availability/restrictions.

No demo units.

Compucon's view of the Pentium Pro ia the niarket-place: According to t h e c o mpany: -Compucon CIP6NP5 Pentium Pro w orkstations are designed to meet professional needs such as desktop publishing. 3-D animation, and CAD

j

â&#x20AC;¢

QDI gives you the power to stay ahead with the latest technology and quality. Our latest range of mainboards are designed from the ground up to cater for you every need.

Pent!em' Pre bmedMB

P6I44QFX COMAVADER

SPEED and POWER: They certainly don't lack power! The entry level CPU is 75 MHz. Or you can have anything up to a might' 200 MHz. TITis allows you possibility for today and future upgrade.

We have adopted the latest Intel chipset technology to offer maximum features. The mainboards illustrated are Plug and Play ready, Anti-virus function built-in, Universal Serial Bus and IrDA Infrared support, as well as concurrent PCI architecture.

STABILITY: The most advanced surface mount manufacturing process and in-circuit testing give our mainboards unpreceeded quality, TVith ISO9001 rating rightly earned in product design, manufacturing and serGice. Certainly you feel safe when running them at high speed. Product qualityisour mark of success 544th worldwide proven record!

Pel)tiunf' Imsed MB PSI43QVX-R50D)4 EXPLORER So go LL ith QDI mainboards, and find vourself gliding ever so smoothly as if you tvere with your most trusted skates.

Pentium'basedMB PSI43QHX-TRFRONTIER

Please contact the following offices for your local QDI dealers information.

QOI COMPIITER (CANAOA)x INC. 75 Shields Court, Unit 4, Mar)(ham, Ontario, L3R 9T4 Tel: 1-905-9403827 Fax: 1-905-9409709

QOI COMPIITER PFANCOIIVER), INC.

http7//ww MAcrdigrpiccm

Unit4, 13520 CreshNaad Place, Richmand, B.C. Canada V6V 2G2 Tel: le604-2786789 Fax: 1-604-2788918

QIF I COMPIITER tMONTREAL), INC. 2845 Halpern Street, St. Laurent, Quebec, H4S 1PB Canada Tel: 1-514-3356811 Fax: 1-514-3356822 OEMBilARTERMISMNGGOQQISGG (U ILl LtfL TQLONEDBiel 622O Par (652) 2516 5367 UUI CQfafffMQ INC IOSA) Te1 . 1 310MI310ZQ nei. 1 310 WIIQGE ODICOMPUIER OISABISB BC Tef 1 Z15 2455574 Fax: 7215 2455529 Ml MMNTER 26tCQt6 Oaf COMPUTBI(VANCMVEO). OICTel i 142fe 2764039 Fax ii .GQ4278 IBIS OOICOMPUTER(MBITOEAL), INC. ief i 1ISAN468E), BC. Tef . 1~x7550$M Fex: l<iefGIGIMQG601 COMPIITQN[CISCACDI, BC. Tef . 1 IUII 2610)18 Fax: 1-IMG V 3'-:30 481323 Fae. 3t IEG51 ' 3335211FaX: 1514 335$1ZZODI CMIPUTER(CANADA), INC.Tei: 1 MM94QB27 Fae: tx)056409709 GUICOMPIRBI 51406 (CEOMANVIT41 46 210493450 FaX. 49Rt 04%%9 OUICOMPUfei (N BRBILANM) QTN. NIIGZ IGUtCOEPUIBl (UN)LTO.Tef. 44 175M54&1 Fax 44 . 1752ei0585ODI MGlpinER (scMSOBEIA)AIE Tef. 45tf n43563 fax . 464614381I ODIMIIIPIDBI FSMCE (MUIL)Tef 337 MtGBQS Fex 3$46504585 ODICOSMUIERIMRUKS 6MAN el 46ff ~i0 70 fex 454 7320ttQOBBIMPE6 V Teff 31-1$7401333 Fax 3119015'1331 OD! (BISTRtA) tef: 43-'.-7079600 fex.431 707055IIB OOI MMPUIBI (ESPADA)SA 7 ' 34343072007ex 3464300101 MI CSWUIM SMHIBi A@T COMBBER(ADGTINRB) PIT LTO. Tef ' 6t2$1BS47 Fax: 6124t'ISIQS Ml COMPUTM (MBJIOURNBPTT. LTO.TiQ: 61-3 95589200Fax 613 955&137 RAISSANESALESOFRCETef: B 74$93$$ Tee' 6174M934IEODICOMPOl ER(GVSM) SONSIB. Iff 5027172220Fax1N3 TtTB SZOOICOIGPINER ISiPTE.LTS.Tef.QR2813500 Fax:6525f3997 1311 IIM. 45eeixxxle Mf ffSaefel xeMeeAeNQee0 Aeexxxxfxe exefeefx eerlxeaxx ee ea)fe N ffxep eeaa pie exec.

T ES T

LA B

Pentium Pro Compute s Test Re ults ipen

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Pfocessof

Pentium Pro 200 Pentium Pro 200 Pentium Pro 200 Pentiurn Pro 200 Dual P-Pro 200

Pentiurn Pro 200

Chipset

Intel 440FX

Intel 456KX

Intel 440FX

intel 440FX

Intei 440FX

Intel 450KX

Cache size

256K

256K

256K

256K

256K

256K

RAM

32MB EDO

32MB EDO

32MB EDO

32MB EDQ

128MB

32MB EDO

VIdeo Card Video Memory Monitor Sound Card

Matrox Millennium S3 Trio 64

Crystal 16-bit

Acer S22

Hard Drive

Western Digital

Western Digital

Sesgste Barracuda Western Digital

2.3GB EIDE

2.5GB EIDE

4.2GB SCSI

2MB WRAM

Matrox Millennium Diamond Stealth Winfast 3D L2500 Matrox Millennium

,2MB EDO

None

None

2MB EDQ None None 1.6GB EIDE

16MB

4MB WRAM

None

None

None

SB AWE 32

Seagate

Quantum

2.1GB SCSI

4.3GB SCSI

SCSI Card

None

None

AdapteC 2940UW None

Adaptec 2940UW Widecachingw/SMB EDO

CD-ROM Drive

Bx

Acer Bx

Panasonic Bx

Toshiba Bx

Toshiba 8x

System BIOS Plug 5 Play Support

AMI

Award

AMI

AMI

Operating System

Windows NT 3.51 Windows NT 3.51 Windows NT 4.0b2 Windows NT 4.0 'Windows NT 4.6 Windows NT 3.51

Yes

Yes

Yes

Yes

Yes

Speakers

PCI IOBaseTEthernet

Extras

Acer 10x

Creative Labs 33.6K

Nlndows Bettchmafka Desktop Publishing Desktop 9raphics Desktop Presentation Word Processing Spreadsheet Database Sysmark 32

139

179

160

211

265

273

268

259

315

294

297

279

205

134

269

il90

321

238

126

134

166

163

237

202

139

137

175

189

261

186

125

156

136

174

207

23 I

150

142

189

184

259

214

Contact

(905) 507-3278

(965) 479-8336

(604) 279-9686

(604) 273-8088

(604) 273-8088

(905) 479-1443

Internet contact Suggested Retail Price

www.ast.corn

Street Price

N/A

www.ccmtronic.cornwww.ccmpu con.corn www.cxlt&xmlcxi.cQAl www.comtexrtiicto.coiri $3,495 $4,795 $3,200 $8,900 $5,599 N/A N/A $4,495 N/A

Reseller Price

$4,300 N/A 3 years

2 years

Operating system not included in system price.

36 WHOLESALER october 1 996

na p.,",'wan.mvmay.cam

N/A

N/A

N/A

N/A

3 years

3 years

3 years

5 years

T ES T

Speci

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Ntigee

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58

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gyre ne<

Pentium Pro 200 Dual Pentium Pro 200

Pentium Pro 200 Pentium Pro 200

Pentium Pro 200

Pentium Pro 200

Intel 440FX

Intel 440FX

Intel 440FX

Intel 440FX

Intel 450KX

Intel 440FX

256K

256K

256K

256K

256K

256K

64MB

12SMB EDO

32MB EDO

32MB EDO

32MB EDO

64MB EDO

Matrox Millennium Matrox Millennium 2MB WRAM None None

Matrox Millennium Matrox Millennium

ATI Mach 64

Matrox Millennium

2MB WRAM

4MB WRAM

2MB VRAM

2MB WRAM

None

None

None

None

SB-16

ESS 1688

SB AWE 32

None

SB-32

Seagate 2.1GB EIDE

2MB WRAM

SB-16

Quantum

Quantum

Quantum

Seagate

Seagate

2.3GB EIDE

2.0GB SCSI

1.7GB EIDE

2.0GB SCI

2.0GB SCSI

None

Adaptec 2940UW

None

) Adaptec 2940UW

Adaptec 2940

None Acer Bx

Sx

Piextor Sx SCSI

BTC Bx

Acer Bx

Toshiba 4x SCSI

Phoenix

Award

Award

Award

AMI

Award

Windows NT 3.51

Windows NT 3.51

Yes Windows NT 3.51 Windows NT 4.0b2

Windows NT 3.51 Windows NT 3.51 Speakers

SpeakersI lomega Insider Jaz 1.0 GB

Speakers

USR 28.8 Fax/Modem

273

159

283

206

257

197

217

260

281

257

272

240

217

197

258

193

196

155

159

207

158

189

177

167

191

152

172

245

188

239

168

206

215

174

179

222

170

194

(800) 387-3867 www.hp.corn

(403) 291-1911

(514) 335-2456

(800) 91 0-3388

(519) 680-3333

(800) 513-7732

www.oacomp.corn

www.std.net

www.ultinet.ca

$3,975

$6,177

$3,995

$5,968

$3,699

$3,922

$3,635

$5,968

$3,299

$3,268

$3,250

$5,670

$2,950

$3,105

3 years

1 year

2 years

2 years

N/A N/A 3 years

3 years

t ttp:eeww.memag.corn October 'I 996

WHOLESALER

T ES T

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designers who demand reliability and performance. They are designed for maximum flexibility on optional upgrades with Creative Labs AWE32, SCSI storage devices such as CD-Recorder (That's why the Compucon station is built with a 4GB SCSI for bener performance when used with CD-Recorder)."

Machine's strengths: Compucon says: "Systems are designed to meets industrial server standards (running 2 4 hours n o n-stop}. Al l sy s t ems a r e designed and built for multimedia and communication by taking EMI (electro-magnetic interference) into account. Reliability, stability. compatibility (with major operating systems and applications), connectivity and performance are key strengths, All machines come with well-documented technical information."

Editors' Notes: At a street price of j ust under $4 500, Compucon systems are an easy choice. All systems come with an impressive assortment of system documentation, neatly laid out and

well-presented for easy reference. It includes a loaded system with all the trimmings, including Microsoft's latest version of NT 4.0, not to mention a large SCSI hard drive by Seagate. For your immediate networking needs, the system comes ready with a PCI 10Bast-T Ethernet adapter.

Additional channel support: Additional channel support includes joint sales and support and a scheduled road show.

Comtex's view of the Pentinm Pro in the market-place: According tothe company; "By the end of 1996 the Pentium Pro will become the mainstream desktop choice duc to,, thc shipping of NT 4,0 and the drop in prictr In the market, we considerour Pentium Pro asa departmental Web server and a high-en workstation."

Machine's strengths: Comtex says: "We work close y with our vendors to offer advanced technology which will be considered the 'standard.' This will ensure the upgradability of the product and that service v ill be available in the years to come."

Editors' Notes: If you' re looking for server power this dual processing Pentium Pro 200 i) a definite attention grabber. With 128MB of RAM, a fast Seagate SCSI HD and a $2,800 video card with 16MB on board, you' ve,got yourself the makings ofa realperformer.T~he zippy video card certainiy helped this system score high on our benchmark tests. but if you' re looking at using this machine for strictly server applications.you'd be wise to consider downgrading to something less extravagant.

Comtex is well known for submitting solid machines into our Lab tests, and this time around was no exception. (The Winpac95DNE system is fast, complete, and affordable.

The system is comprised of quality components such as a Diamond Stealth video card, a Western Digital hard drive, «n 8x CD-ROM from Toshiba, and NT v4.0, all for a suggested retail price of $3.200,)

• Lead generation.

• Road shows.

Posters,brochures and sales materials are supplied, Maintenance relationship with resellers: Resellcrs with authorized service centres can perform maintenanceand repair Volume discounts: On a case-by-case basis.

Demo unit availability and restrictions: One unit per location. The unit must be kept in showroom at least 90 days.

Additional channel support: • 1-800 tech support line.

• Web page.

Express Micro's view of the Pentium Pro in the market-place: The company says: "Pentium Pro is positioned as an MS Windows NT machine and currently has a liinited role in the product line.

However, as MS Windows NT 4.0 becomes widely available, that role is going to expand," Machine's strengths: Express Micro says: ' Quality components ensure compatibility with industry standards.

Strict quality control procedures ensure minimal problems in the field. Various regulatory approvals such as CSA, DOC. GEMS, and Novell are met. and the systems are tested and approved on MS Win NT 4.0 hardware compatibility list."

Editors' Notes: One of the fastest scoring machines in this roundup. the system from Express Micro leaves little to be desired. Complete with everything from a 4.3GB SCSI drive to a caching controller with 8MB on board, and a 33.6K fax modem, this system is a definite winner. Also the only system in this survey to sport a brand new 10x CD-ROM.

Hewlett-PackarcVs HP Net8erver LX Pro Dual Processor Comtex Super Server Reseller authorization: Dealer authorization is based on geographical territories.

Suggested retail price: $8,900 Marketing supp ort: • Literature and marketing materials.

Co-op funds for marketing and training.

• Internet and 1-800 telephone support.

• Product training seminars.

Volume discounts: None Demo unit availability and restrictions: Demo units are limited to base mode]s.

38 WHOLESALER October 1996

Express Nlicro Reseller authorization: Resellers must show "commitment" to the product line. achieve sales targets and show adequate service and support capabilities.

Suggested retail price: $5,599 b'larketing support: ~ Co-op advertising.

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Reseller authorization: All reseller authorization is done through distributors Ingram and Merisek Suggested retail price: $26.21 1 Street price: $24.211 Marketing support: Various. including advertising, public relations and seminars.

Maintenance relationship with resellers: Maintenance is through resellers or HP directly.

Volume discounts: Various.

Demo unit availability: Demo units are available.

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• Fully modularizsd • W' Infra rsd port + 3 yinar warranty • %$1 Qertified Manulactursr

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Hewlett-Packard's view of the Pentium Pro in the market-place: HP says: The Pentium Pro is the leading processor today and vvill become the standard processor I or servers in this class.

Machine'sstrengthsl HP che»; TPC-C benchmark»; top SSSAP benchmark ratings: and tap I.vlos benchmark ratings.

Editors' Notes; HP's Nct Server I X Pro is just one mvdcl in the company» available lineup of server machines. I.aaded with 12IIMB or RAIvI. this dual proces»ing P«ntium Pro 166 is rock solid, Among il» many fine painl» arc the hvt-»lvappable drives in a RAID cvnilgoralivn ivr your data's <veil-heing. and the peace af mind lhalcvmes with HP' », co»tonier support pnlgram.

Editors' Notes: This system from Mynix was complete in terms of ils configuration. but did not perfvrm as well as lve xvould've hoped. It s interesting to note that Mynix. as with several other vendors, opted to o»e a Matrox Millennium as their video card. This seems tn be a developing trend anlnng system builders. especially when they realize that the video card» tend to help vut the overall »cores of the sy»lem,

X ~Q Q L « a o .~

Mynix

nlclao.

Suggested retail price: $3.995 Street price: $3.635 Reseller price: $3.250 Itlarketing support: • Product brochures.

• ilod-o»er lead» are Po»»cd on tn re»eller». '~ Cv-advcrtizlng wllh»elecled dealer».

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Web Pag«»oppolt.

Maintenance relationship w ilh resellers: Dealer suppnl'l l» offered through Mynix

HP Vectra XA

De pell.

Reseller uutborlzallnnl

Volume discnmlts: Qoamili«s of: 10- lwv pcr cent: 50 — ivor p«r ceol; and 100 — six per cent.

Demo unit avaitahibtyl Available la volume cuslvmer».

Additional channel support.

• Bilingual documentation.

• Optional ao-»ile»cmce for all syslcms.

Mynex's view of the Peutium Pro in the market-place: The company says: -1Ve believe the Peo(iom Pro will lake vff early next year as the market demands high performance systems. There v ill be a tremendous growth in two sectors: Cvrporateserver/workstati ons. and home multimedia appIicalivns.

"I vr thc corporate secaor NT and the newly released Novell Green River will fully utilize the potential of the Pentium Pro processor. and give a goad boost to productivity in the corpvrate workplace." iVIachines strengths: Mynex»ays: -We are an ISO 9002-certilled company with high-quality standards. We have our own Novell-ccrtifted ilab to test and cerlifyall the systems lvc sell. All of vor systems are Win95. NT, andCSA certified

AII re»ell«f aolharizatlao I» dune through Ji» tribotar» ingram and Meri»el,

Suggested retail price: S4.154 Marketing support: Various. including advertising public r«lativn» and seminars. hlalntenance relationship with reseller»".

Moinl«nance is provided through reseller». or I IP <lire«lly.

Volume discounts:

Various.

Demo unit availability: Demos arc available.

Editor's Notes8I Editor's Choice: A Ilvl of »peed and power are packed into a sleek-looking desktop case. This machine fram HP vvas the second fastestin aor roundup in the single prvce»sor category.

Partly responsible for it» high score wa» the use of a Malrvx Millennium video card and a Quantum HD — an excellent combination of quality components. Note that the price of $3.975 i» with a 32MB configoratian: vor evaluation nlodel divas equipped vvith 6-IMB in total.

0

Reseller authorization: Re»eller» must he in an office ol in a storefranl uith at least one u»chnical suppnrl lech-

Vl/HOLESALER October 1996 hrrp./'www envmag corn

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OA Camp Reseller authurization: Ycs. with a maximum of twa ln lhr«c dealer» p«r citv. The weight i» on the dealer lv provltlc scrvl«e anil »uppvrl.

Suggested retail price: S5.96tt Street prire: $5.9611 Reseller price: $5.670 Marketing support: • Nation-wide adverli»ing.

• Readv-to-usc marketing materials.

Itlaintenance reiatioILship with resellersl Free parts cross ship for service-authorized rese lie ra.

Volume discounts: After 100.(NIt) — a lwo pcr cent incentive on further purchases.

Demo unitavailability* Available. bol not advised. say» OA Comp. due ta the rapidly changing market.

Additionalchannelsupport: • A CNE and MCP are available for frcc consultation. ~ E-maII support.

OA Comp's view of the Pentium Pro in tbe market-place: The company says: "intel released the Pcntium pro a few months, ago. Yel, demand and supply are not picking up. In the Ia»l fcw months lve sold Pentium Pro mainly as highend workstations. We do nnl foresee this changing soon."

T ES T Machine'sstrengths: OA Comp says: "We are a technically oriented company, with a strict quality control system. and we use quality parts."

Editors' Notes: For a single processor machine, OA's Pentium Pro didn't waste any time flying through our benchmark suite. A complete system, including a I .OGB lomega Jaz drive for your backup needs, a speedy 28.8Kbps faxmodem from USR, a 2.0GB SCSI drive from Seagate, and the ever popular Matrox Millennium with 4MB of WRAM on board packed from top to bottom, with a competi-

L A B

• A toll-free hotline • Tech support via fax Machine's strengths: Ultinet says. "We nse the latest Trintron 440HX designed chip se t s p ecifically designed to make the most of the Pentium Pro's dual pipeline capability, support for

Reseller price: $3,105 Marketing support: End-user leads are provided.

Volume discounts: Volume discountsare provided, based on items and quantity ordered.', Demo unit availability and restrictions: Demo units are available for dealers who have shown past performance in sales.

Additional channel support: • Faxback.

EDO and ECC memory and PCI 2. I specs for current PCI burst streaming. We custom-configurePCs to the dealers'or their users'specifications.

Various system configurations are tested to optimize performance while at the same time

• Internet.

tive price.

All Kindsof Computer Sl CD ROM Accessories

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Editors' Notes: The only system in our survey to come in under $3,000, Performance was near average, and the system is loaded with brandname parts. It's Interesting to note that STD included a 4x SCSI CD-ROM rather than the usual 8x, as seen from many other vendors.

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CD Storage Box

Mouse tk Mouse Pad

Diskette Box

CSA Power Bar

Disk Cleaning Kit

Keyboard Drawer

Data Switch

Hard Drive Carrier

Screen Fiiter

Fancy Joysticks

CPU Cooler

Multi-media Speaker

Telephone Stand

Monitor Ar m

Computer Furniture

CD Cleaning Kit

Ultinet

Custom printed mouse pad available

Reseller authorizationt The dealer is required to fax appropriate reseller certification Suggested. retail prices $3,922 Street price: $3.268

Any design i' quantity are acceptable

CANBELL GROUP ENTERPRISES INC. 1 10-18431 Maycrest Way, Richtnond R.C. V6V 2MS, Canada SINCE 1974

'i'll (604) 279-2366 h r , ( 6 0 4 ) 279-2S69 hrrp.nwwwrnvmag.corn October I 996 W H O L ESALER 41

T ES T

LA B

making sure that no compatibility issue are encountered while using aII the latest high performanceperipheraldevice, such as cache controllers, high speed video cards. and SCSI controllers.

Inventory is m aiiitained for al l

TEC H IE

c u rrent

products. by ensuring quick service or parts replacement. The dealer is also allowed to perform their own board swap for systems. once again resulting in faster service, and preveiitioii of possible damage to the computer while being shipped back and forth."

Editors' Notes: Ultinet is known for packing a loi of value into a mini-tower case, and this month was no exception. It was one of two systems in this survey lo be tested with 64MB of RAM. At just over $3,200 street price, the system is well-priced and configured. It' s also worth mentioning that this price includes the %indows NT operating system. something which is usually an extra cost with Ultinel systems.

~~gf ELLEIVCE

Oct. 96

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Please takenote that the machines in the table were benchmarked under differing versions of Microsoft's new operating system. For those machines that ran under Windows NT 3.5 I, you will want to increase the score by approximately I 0 per cent to get a better idea of the relative performances of the machines.

OUR FAVORITES We liked several systems — the Comtex Super Server is extremely desirable. With the help of tons of RAM,

and a fast and expensive ($2,800) video card, this

Take your YIDEQ the

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The~ml-fane r frlmenimbavd uaumdmMAD~ m ph; f a x 1

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machine took top spot in performance. Machines from OA, Express Micro and HP alsoranked high in this category.

(We should note that the fastest machine we' ve seen on our business application-based benchmark can't behad through the reseller channel, as it came

from Dell Canada.)

PRICE KUDOS Natiouai Distributor of 2 the Max Vhleo Carris • PCI Weileh VRAM PCIS3 TRIO 64,TRIO 64V+ • PCI ARK 2000 PCI ARK1000 • PCI ET4000W32P

Iatioual Distributor of GIGABYTE

TCon chiPsel with PIPE-LINE Sursl cache

• GA 586 Pentium Motherboard wSh Inlel Chipset 75-200MNz

Diotribufer Of $magliuh F~mude> • GA 486AMS/A Mol L herbaaid • CPUs, RAMs • PCI Enhance Combocanlroller • PCI SCSICanlroller • FuiScu Keyboard • CD ROM Drives • Sound Card

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COMPUTER

E ADV IovnnoATI HA oL A110 - 12860 Clarke Place„Richmond B.C.V6V 2KI Canada

Tel: (694) 270-7618 FaL (604)270-7658 42 WHOLESALER Oclober I 996

STD managed to sneak in a base-configured system that Tnanages to hit a price point of less than $3,000, and although several other vendors could undoubtedly argue that they could have managed the same thing, no one did. The STD offers adequate Pro performance at near-standard Pentium desktop pricing.

BUSINESS PICK For an all-round business computer, we go for the HP Vectra XA. Its design and accompanying bundle are tell tale that the machine was built' with the network manager in mind. Performance was above par.The o nly problem we have with th e Vectra XA i s t h e amount of money that HP wants for a 32MB memory upgrade on the machine —more than $I,BOO, When we first received this information, we were sure itwas a mistake, but multiple sources tellus that it is not.

Our advice: if

Ready = Top (QuaSty, Price, Service)

nr rfy vwww ccwmac.corn

y o u ' re interested in carrying this

machine, buy itfrom HP. and source your memory upgrades elsewhere. 8%9

IOO Nha! 131 mb/s

P

llSS port

44-bit PCI

bx/Sx CO ZV port

Pentium 133, 150, 180 or 200 TCP CPU 12.1" SVGA TFT Display 6 speed or 8 speed CD ROM 5 in 2 Design

Universal Serial Bus (N6W!) M-bit PCI Super VGA

Card Bus (NGW, 132mb/s PCMCIA) Pentium 100, 133 CPU 10.4: DSTN / SVGR TFT 6 speed CD (opt.)

Standard SO DIMM

max 32mb RRM 1gb - Rgb HDD only 5.4 Ibs

Zoom Video support MO drive or MUG option Hot Swop Docking Station

6DO Memory 6 l2 Cache

Call for Av ilability (BGG)538 8212 '

Pentium 100, 133 CPU

11.3" SVGR DRY / TFT Rmb video RRM (opt.)

6 speed CD built-in Standard SO DIMM

max 40mb RAM 1gb - Rgb HDD 1V output 6 gama

a dbiision ot Paciric RoYai enie rises itd

Nobillech International Resellers, Distributors and 06N's coll 604.279.8731 or fox 604.279.8739

C ANAD A

WATCH the sales-tax rebate, Lacroix said

JetForm buys Delrina's

forms software

The government has also arranged for c ommunity c o l l eges t h r oughout t h e province to offer free seminars on buying

personal computers.

I l

s

New Brunswick gets break on PC purchases The province of New Brunswick, which has shown a strong interest in encouraging computer use and attracting the high-technology industry, has now announced a sales-tax rebate aimed at getting its citizens to buy personal computers.

Two private companies have chimed in with free Internet access and a special financing dealfor PC purchasers. The province said that, until the end of this year, it will give a rebate of as much as $250 in provincial sales tax on the purchase of any personal computer capable of connecting to the Internet. Sales tax in New Brunswick is 11 percent of purchase price, so any computer that c o sts more than a b out $2,270 a n d is Internet-capable would qualify f or t h e f u l l rebate. v

Spokeslxxson Pamck Lacroix of t h e p rovincial Ministry of Economic Development and Tourism kaid the province is defining Internet capability to mean a 4S6 or better processor and a modem.

New Brunswick Telephone, a private company that provides local and long-distance telephone service throughout the province, ik also offering new customers three months of free, unlimited Internet access as part o f t h e p r ovince's Get Connected program.

The RoyalBank of Canada is offering financing at one point above the prime rate to those who buy qualifying computers

New Brunswick, under the present government of Premier Frank McKenna's Liberal party. has viewed information technology and telecommunications as a key to economic development.The province was among the first to make Internet access universally available, and has worked at attracting communications-oriented operations such as telephone call centers According to the provincial g overnment, t he G e t Connected program is meant to give more New Brunswickers a basic knowledge of computers.

Lacroix said 32 per cent of homes in the province have personal computers now, and the government is hoping to raise that figure by four per cent.

For more about Get Connected. see http: //www.gov.nb.ca.

Compaq authorize MicroAge outlets for se ice Compaq Canada Inc. has authorized its first System Service Providers (SSPs) in Southwestern Ontario — MicroAge outlets in Kitchener, London and Hamilton.

Qualified SSP channel partners. like MicroAge Kitchener, MicroAge London and MicroAge Hamilton, wiII be able to offer "a total service solution" to customers, according to Compaq.

The company says autitorized Compaq SSP representat ives are experienced atproviding guaranteed service-level agreements to corporate customers Moreover, they must be proficient at break-fix service as well as the design, installation, integration, optimized and management of networked application platforms.

In other news at Compaq. the company is offering promotional price reductions until year-end on selected Netelligent network interf ace cards and repeaters.

For example, a Neteiligent 10/100 TX PCI UTP Controller that previously had a through N e w Br u n swick T e l ephone's suggested list price of $219 is now priced at NBNet retail operation. $179: and a Netelligent tl08 eight-port However, any Internetcapable corn- 100Base-T Unmanaged Repeater has been puter, no matter who sells it, qualifies for red u ced from $1,413 to $1,161.

WHOLESALER October 1996

ht t pv4wwvccwmag.mm

JctForm Corp. has bought the electronic forms software business of Symantec Corp,'s Delrina Group. JetForm will pay

about US$100 million over four years in cash orstock. Deirina,formerly an independent company based in Toronto. was sold to Symantec, of Cupertino. Calif.. last year for about US$415 million. Besides the forms software it is now turning over to JetForm, the group makes data and voice communicationsand fax software for personal complltci'S.

JetForm said the forms and workflow products it is buying from Delrina will complement its own electronic forms products and workflow automation software, including JetForm Design, JetForm F i ller.

JetForm FiilerPro, JetForm Central, and JetForm Workflow.

The dealalso gives JetForm access to all current Symantec electronic forms and workflow customers, company of fi cial said.

Along with the products, JetForm will take on about 65 former employees of Symantec's Delrina Group. more than half of whom are Toronto-based research and development staff. These people are expected to stay in Toronto at least for the time being. said a spokesperson for JetForm.

Corel plans to develop personal digital assistant Taking a surprising leap into hardwareCorel Corp. has announced it will enter the personal digital assistant market. planning to ship product by mid-1997.

According to the coinpany. the product will include standard personal information management capabilities for scheduling, contact management and voice annotation.

It will also let users browse the World Wide Web, preparenotes using either a keyboard or handwriting recognition, and send and receive E-mail.

All the device's applications, including thc Web browser, will be written in Sun Microsystem's Java programming language and will allow users to run Java applets downloaded from the Internet. The openstandard operating system — which will allow third-party developers to write their own programs for the system — will be embedded as a kernel into the PDA with the

Pisser/war Computer

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W A T CH

Java Virtual Machine runming on top of that kcfmcl.

-Wc are cutting new ground with this product m that It will bc a complete software solution," said Michael Cowpland, presidcrmand chief executive officer of Corel Corp. "VI'4th an open-standard operating system. access to the Internet. and the ability to fax and E-mail messages nr synchroniz» data through a regular telephone lime. our PDA will indeed be unique in the market-place."

This pocket device will enable the user io choosebetween either a monochrome or a color LCD screen and4«ill rum on a highperformance RISC processor. It will also come with re-chargeablc batteries. a built-in modem fvr use with either a standard or cellular telephone. a wall-mount adapter. and a keyboard docking stativn for «ynchromizing data and rc-charging batteries. Users will hold the PDA im a portrait position to access ihe PIM functions and in a landscape position fnf lntcinct brosvslflg mild E-lliaillng,

Approxiimatcly three by four inches in size, Curel's PDA wil l r etail fo r l ess than US% SOO. IBIMI Canada announces

storage division Boosting its anention to the business oi storage. IBM Canada Ltd.. of Markham, Oni., has formcil a S t orage Systems Div'Islon. Like a sllllilar uilll Im tlic Unltcd

States. the new unit «vill be responsible for the sales amd marketing of disk drive«, tape drivers. controllers. storage management software, and otherstorage-related products.

Ross Rosier. who was formerly managerof market development for System/390 amd storage products at IBM's Canadian subsidiary, becomes general maiiager of the new unit, which is beimg split OA from IBM Canada's, System/390 divis,ion.

Satra

launches Cyrixbased PC line

Markham. Ont.-based Batra International Corp. has announced its

Cyrix 6X86 line nf systems under the name — Batra Liberty, WHGLESALEII October 1996

Thc company is shipping the Cyrix 6X86 P133+. P150+ and P166+ with plans for P200+ shortly. According to Batra. the products are similar io the Batra Intel Pentium Summit line — except with thc Cydx proccssot; The Batra Liberty «sill feature: desktop, minitowcr, midtower and fulltower conf lgllfatlolls: ISA ilfld PCI Bus: 1614IB

RAM standard. with expandability: and built-in enhanced IDE I/O. '~

Microsoft,IStar team on Internet access Ottawa-based Internet access providerIStar Internet lmc.. is hoping lor a further boost from a deal with Micrvsog Canada Inc. of 444'Iississauga. Omt. Microsoft has a mesv Internet Connection Wizard in its Winduws 95 operating system that, working with the Internet Explorer Version 3.0 hrmvser. wiII hi!vk custu~icrs up to the Intcrnct using I Star.

When an InternetExplorer user in Canada opens Ilie wizardl. it will prompt I'or 'i iclephiuie number with area code.

As long as ISiar otTers local access in ihc CIIslonlei' s calling area, the wizard will then presenta sign-up form furaccess tn the net lhrnugh IStar.

For its part. ISlar hus selcctcd Imclnci Fxplorcr 3.0 a» iis default hrowscr. and sviII offer thc sofisvare io all of its customers, offichils said.

CAIIIARIE invites applications

for funding T he C a nadian N e t work f or the Advancement ofResearch. Industry, and Education ICANARIE) hus announced it i» accepting applications for shared funding for research and development projects meant to create nesv network products and applications. In conj umctimi svith thc federal government. CANARIE will hand out about SIS million in support for such projects this year.

The sl hared-funding program has operated since 1993 and has hacked morc than 100 projects so f a r . O Incials said.

Preliminary applications must be received

by Oi:t. 22, and applicams selected in the first phase v. ill be asked to prepare full businessplams forthe second phase of the selectium process. CANARIE is on the Wcb at http: //v; ww.canarie.ca.

hn I I". ivww ecwmag.<om

Cognos hopes intranets will boost business intelligence Cognos Inc. hopes to capitalize on the growttig lisc of Intfamets by beefing uplls business intelligence software products with features that lct the solbvarc interact with nltrancL«. Ttlc chaligcs will take place over the coming year. according to Rob RoM, director of p r oduct marketing ai Cognos.

Rose said Cognos plans tv add features to its Impromptu and PowerPlay packages to let them work natively in an intranct environment. Both packages provide data access and analysis capabilities. Rose said an intranet — a closed corporate network using Internet protocols — ran serve as "a great distrilbutiom environment" for the packages.

Thc enhancements «vill include support for hypcrtexi markup language (HTML). which is thc standard on which World Wide Web documents are built.

Cngitos also plans to provide server versions of Powcrplay and Impromptu Ihai will run om a corporate We'b scivcr ur on a second machine attached to I'hc Wch server. and will allvw access to thc Cugnos «nftwarc's capabilities irom an ordinary Weh

hrowscr running on any PC attached iu ih» intranet. Rose s;iiil this will micam thai intranct users wiII bc able m extract data «'is they meed it rather th;in waiting for scheduled reports.

Also,Rose said,Cognos plans to add securityand accesscvnirolfeatures to m ake its sofbvarc suitable for intranet deployment.

All of the additions will be Inade over the next 12 month», Rose said.

The tust steps — modifications to the existing versions of PowcrPlay and Impromptu to work with iritranets — are due shortly. The creation of server versions allowing for browser access, will take the longest. with beta testing vf these products duc in th«spring, Rose added. SR'

• I

I

T EC H N O L O G Y

W ind o w s N T 4 .0 Should it be part of your company's product line?

by Altar Zis)»c)n Just when you thought it was safe to preload all your machines with one

Answers tv some common questions:

Will Windows NT 4Ai come to replace Windows SS on the deshtop?

operating svstem

No. Windows 95 «clt remain popular, N and w)ll oucseil NT for che nexc few years. It remains a better choice for most home and small business systems, and for vinuagy ag ponabie computers. Expect to haveto provide both Windows 95 and NT 4.0 as options. In face, some users will prefer to stick with tried-and-true Windows 3.1 — 20 million units of that will be sold in 1996. according to research lirm Dacaquest Inc.

I

What systems shossl d come stanclard with NT 4.0?

Expen your standard NT 4.0 system to be a high-end Pentium. or even betcer, a Pentium-Pro, with 32MB of RAM and a 268 hard dive, Include a CD• ROM and 16-bnsound card. butm ake sure that both (along with your video card) have NT 4,0 divers (older NT dr)vers don'c count). But be sure co • include DOS and Windows3.1 drivers as well, with atl systems. allowing users the option to booc co DOS if needed.

Who will he the target cnstoncer for NT 4.0?

NT 4.0 is being targeted at a business users, connecced co a local area network. (You might want co make an NE-2000-compatible Ethernet card standard on ali machines). As well. expace some salesto so-called powerusersathome or in sm allbusinesses, che buyers who want to bu on che cutting-edge. Or anyone wanting to purchasea Pentium-Pro and make fulluse

Windows 95. Microsoft hac gone and done it again. By the time you read this. version 4.0 of Windowc NT will he >naking its way through the OEM channels. ainung >o be installed on the cnn>puterc you produce. disuibute. and scil.

Where doesNT fit in Micro>of>'s plans".

More importantly. «herc should it lit in your plans and product line' !

A look to the Past Micrvsoli hac a long history of taking secern) generations ol' e pic>duct before linally genius it right. bui then releacing software diat dominates >he market-ploce. Wino>ws IJ), for

example. was released >very lu>e) in November 1985. h wasn'I until 1990 and Windows 3.0 that Windows bcc'arne cridrspread. The mesc popularity of thc Win 3.x product line came as a hig surprise — not lent of all to Microsot). Through the end of the 19$0>. they, along with most cellcappninted computer cxpens expected thai the future >could belong tu OS/2. then u ji iint MicrvcvhIBihi project.

face into a market dominated by Novell NetWare. and as a workstation. in competition with a wide range of Unix machines.

N T was designed. like Unix t o h e ponablc — to run vn a range of dNcrent processors. not just thc Intel x86 line. like DOS. Windows. and OS/2. As well. it would sup pon nnchines with more then onc processor. letting it out.perform siendwd DOS und Windows. h would I'esture indusuial-suength sect>rity and stability.

Bu> NT 3.), >he Iimt version Inamed tv appear m bc in cvmmun with just-re)eased

Windows 3.1 i. like muny other Micro>of> lint releases. underwhelmed >he market. It looked just like Windows 3.). but ran slo>ver. It took up t thr its time>. a lot of hard drive space. and required a lot of RA M. >Con>pared with today. large hard drivec and RAM were expeacive and rare.)

The OS icolated soft«are fran> diren access >u the hardware. Thi» wac vital I'nr improving stability. btn meant >hat man) DOS programs. and some stands«i Winduws programs simply wouldn'I run. As welL there were virtually an 32-bit Windows programs tomke advantage ot'NT'» suengtbc.

The next versions. NT 3.5 and 3.5) were hetter. Perforn>ance was improved: I(AM requirements were a bit lower. And Microsoft made a clever move.

But >he success of Windows 1.0 also poin(cd out its shoncomings: built vn tvp of )9$) 's DOS. it lacked lung lile name cuppvn and had a disconccning hnbit vf era>bine. just when you started to rely on iL Taking OS/2 technology from the divorce with IBM. Micmsoa announced an induscri al-strength el>amative — Windows NT. to he completely rebuilt from scratch.

While developing Windows 95 for tl>e • mace market. the con>puny announced thnt • 32-bit applicationc fnr Windowc 95 wantiag • ofgcialMcrvsoft appruval would need to run underNT as wct. In a s>roke.>hey cmatcd a . critics) mass of applicativm thut presided . native performance undo NTas >cell as Win 95.

To head the devcloprnent team. the company recruited respcctcd softwnc developer Dave Cutler. from Digiud Equipment. NT wac to have two major focuses: as a network server. bringing the ease of a graphical inter-

NT 3.5) picked up sales. and could run ' o n R ISC processors includiag Digital's • Alpha, the NIPS series (mostly on machinec • from NEC). and on PowerPCc. it still featured • the now old-fashioned Wiadows 3.x interface.

c>o wwwccwcuecem October >996 W HOLESALER

T E C H N 0 LO 6 Y Enter Windows NT 4

space for this operating system,

Version 4 brings the newer, Windows 95-style user interface to NT. Like earlier versions,it comes in two flavours: server and workstation.

With 1GB and bigger hard drives now standard. this should not be a problem.

The workstation version costs less and will be used by more users.

As the name suggests. the higher-priced Server version is aimed at corporate local areanetwork servers.replacing and working alongside Novell Netware servers.

While NT 4.0. like earlier versions. supports multi-processor machines and a variety of CPU models. the bulk of its sales are expected to be on single-processor Intel (or Intel-clone) computers — Pentiums and Pentium-Pros.

In theory. it will run on a machine with as little as 12MB RAM. but then again.

Windows 95 will run. in theory. on a 4MB machine. NT on a 16MB machine is like Windows 95 on gMB — the bare minimum foracceptable low-end performance, Expect to install at least 24MB (or bettter, 32MB) to keep users happy running NT while multitasking a couple of large applications. Set aside 90MB to 120MB of disk

Along with the new. Windows 9S-style interface however, NT includes support for Versus Windows 95 most of Windows 95's new programming • It falls behind Windows 95, however, in a initiatives: A c t iveMovie, D i r ectDraw. couple of areas. Plug and Play is not yet well- DirectInput, and DirectSound. As a result, NT 0 supported. In fact, in installing NT onto a new 4.0 will provide a better multimedia and game platform than earlier versions of NT. If system. it may make sense to first install ' Windows 95. Note the hardware settings users expect to run many DOS games. how' detected by Windows 95. and write them ' ever, they should be prepared to boot to DOS. ' down. using that information to properly set ' (NT 4.0 does support multiple operating sys• up NT. NT 4.0 also uses a new driver model- tems.)

• as a result. neither Win 95 or older NT drivers • All versions of NT also support the • can be used. Initially, fewer hardware options • NTFS file system. which provides better sup. are supported.

0 port for large hard disks (greater than 1GB) •

Make sure any hardware on your • systems is on the "approved for NT 4.0" • list a v a ilable o n th e Int ernet a t • • http: //www.microsoft.corn. To make matters • • worse. unlike Windows 9S, you cannot use .

•

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Are you involved in the selling, reselling, and/or distribution of computer/nstworking systems, sofhvare or services?

Q Yes QNo Which best describes your job title group? (checkoneonly) Q President/VP/owner/gnt Q Branch, ~tore. districL regional managers Q Channel, retail, value added revel(ere and managers Q Purchasing nnd merchandising managers Q Product develo pment managers Q

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Q Technical management Q Desi~. system nnd applica)ion engineers Q Marketing. sales managers 48 WHOLESALER October 1996

Alan Zisman is a computer journalist and teacher living in Vancouver.

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than the old DOS FAT or even Windows 9S's new FAT-32. RRS

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The OS also doesn't support Advanced Power Management or hot-removal of PCCards. As a result, it is a poorer choice of an operating system lor n otebooks than Windows 95.

NT 4.0 will run on a 486. but expect to install it on Pentiums or better. Unlike Windows 95.itm akes good useof the newer Pentium-Pro series CPU: like OS/2, it is a ' fully 32-bh operating system, and when run' ning 32-bit software, it w i ll f ly o n a Pentium-Pro.

Wholesa'ler

City

older DOS-level drivers for unsupported devices.If there is no NT 4.0 driver. you're out of luck.

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Value added dealer/reseller Mass merchandiser Q Consumer electronics/office machine retailer Q Distributor/wholesaler/hardware manufacturer/OEM Q Softwaredeveloper Q Systems integration/software consulting Q Government purchasing agenLs Q Computer maintenance/service company Q Hardware/software retailer Q Other third party and allied service firms

The systems my organisation integrates or rssells are based on the following: (cbecknll dnnapply) Q DOS/Windows Q Networking Q OS/2/Compatibles Q Unix Q Windows NT Q Macintosh What Is the number of empl~osss at this location? (checkoneonly) Q 250-499 Q 10,000 or morc Q 5000-9.999 Q 1OO-249 Q 2,000-4,999 Q 2O-99 Q 1.OOO- ).999 Q Less than 20 Q 500-999 What is your firm's approximate gross annual sales? (check oneonly) Q Over $50 million Q Over $5 million - $)0 million Q Over $25 million - $50 million Q Over $1 million - $5 million Q Over $10 million - $25 million Q Under $l million All questions n)usr be unsevered, Incornple)e canis will no/ be processed.

The publisher reserves the righ ro determine qualifica)ion.

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M ARKET

O U T LO O K

Choosing a NOS Selling network operati ng systems can be profitable '„but challenging.

Weigh your options carefully when getting i nto the NOS market.

6g' Overt Sc7g77e$$ For resellers thinking of entering the network operating system (NOS) market, the number of potential product lines to cany and decisions associated with each may. at first. seem to overpower the'benefits. Asking yourself a few, strategic questions. however, and estabhshing appropriat) criteria, will lower the hurdle, and present a clear vision for successful NOS reselling.

The benefits of selling network operating systems are powerful. and include profits on software, the opportunity to strengthen customer relations. and expand the service side of reselling.

• What features are important to customers'?

~ Is this a technology thatis widely supported?

• What type of reseller program does the vendor offer'? ~ What kind of support can be expected from the vendor after purchasing its product line?

Features to consider Among the environments to choose from are Unix, Netware or Windows-based environments.

The network operating system you choose to sell and support should be able to satisfy your customer' s current and future needs.

Network operating systems is one area in technology where there are still high margins and therefore large profits. to be made. Through the sales and service process, resellers arc in the ideal positjion to forge strong r e lationships wit h c u stdmers.

Relationships increase the likelihood of future sales for complementary applications such as business productivity software for network management database management and firewalls. Furthermore, the nature of the software provides the potential to sell NOS customers value-added services, including installation, network configuration. training and on-going support.

Once you' ve decided to emer the network operating systemarena the choiceofproducts may seem overwheimino.

This is where a list of clearly defined criteria can play a key role. It is necessary to evaluate product lines by asking yourself such questions as: • Which environment should I support?

• What makes up a reliable network operating system?

Investment protection is a required element of any solution. A reputable network operating system manufacturer considers scalability a standard feature.

Multiprocessing support, a wide range of network protocols, a high-performance Iile system and a processor-independent architecture all contribute to a system's scalability and flexibility. It should also have a good, secure, self-recovering file system Customers looking for a new network operating system demand ease of use. Network operating systems with a familiar graphical interface and comprehensive management tools simplify tasks such as adding and deleting users, configuring printers and assigning access rights as well as more complex operations including remote-management and migration.

Easy set-up or installation is equally importanL Thc complexity of installation, auto-detection of

devicesand hardware and device support are high on the lists of customers who have no time to waste with complicated systems. hctppiwwwccwmagcom October 1996 W H O L ESALER 4g

M ARKET

O U T LO O K

Once youhave examined a particularcompany's product line and you' re satisfied it meets your strict standards, it's time to examine the company itself.

Specifically you should look for a company that has made an effort to put together a team of sales and marketing representatives that focus solely on the Canadian reseller channel. This is an indication the company understands your business and is committed to the Canadian market-place.

A company that is d edicated to i t s channel has a variety of reseller programs in place and goes out of its way to make it easy to sell and support its product.

ings are becoming a key point of competitive advantage. Customers want to know thai their reseller has the expertise to assist with installations, additions. training and provide service. Vendors, for their pari, are increasingly looking to the channel to provide service and support functions.

With margins shrinking, services also enable skilled resellers with a complementary revenue source. Traimng is critical and. given that a network operatmg system is a long-term invest-

jthe network operating system you choose to sell and support should b able to satisfy your customer's curren ' and future needs. Investment protection s a required element of any solution.

A good company will offer such tools as regular newsletters containing timely information that helps resellers improve marketing efforts, and dedicated toll-free phone support, giving them the latest information on all of the coinpany's products, services and

promotions programs.

In addition to telephone support, some companies have a fax-on-demand system which allows resellers to call in at any given time and request product brochures, case studies, technical whitepapers and technical product support documents.

Other companies. take that service to another level and provide on-going seminar series featuring product and sales information relevant to resellers. plus software evaluation programs.

M ore andmore, a reseller's service and supportoffer-

ment, provides ongoing opportunities for continuing to work with sausfied customers, In today's fast-paced software industry, new applications in the areas of remote networking. imaging, multimedia and on-line services are emerging constantly, and are demanded by customers whose needs continue to grow. A reseller must have a welltrained staff who can handle customer inquiries and problems by phone or on-site.

As competitive edge and relationships continue to play a crucial role in the success of resellers, the reseller needs to know that the products they carry will meet customer needs now and in the future.

Identifying the issues which are important to customers, and knowing you can rely on a variety of support options now, and in the long run, mean you can deliver the solutions people need in a manner they demand. IINli9 O wen Sagness is product manager for NT a t ii/fississauga, Ont -based ii/ficrosofi Ca/iadahu..

Canadian Computer Wholesaler welcomes your opinions on current issues in the market, plus your feedback on our publication, Please write to: The E d itor;

CanadianCo m puterWholesaler, Suite 503-425 Carrall St.; Vancouver, B C V68 6E3.

You can also fax: ( 6 0 4 ) 608-2686 Or E-mail: ccw@tcp. ca We reserve the right to edit your submissions for length and clarity. so WHOLESALER October 1996

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MU LT I ME D I A

Multimedia Mania Is This The Big Year?

by Ed>t,ard Tropunskt'

e It really seems that every year the age of multimedia has dawned. This is the year, we are told each year, that inultimedia applications are going to progress from the consumer market to the heady corporate world of business applications.

Is this the year of the big transition?

e

'v

Videoconferencing looks like the most promising areas for business multimedia with participants able to hear and see each other using digital cameras plus video and audio capabilities built right into the computer.

Using thesame computer environment, users will not only be able to talk to each other but at the same time share text and graphics.

Multimedia refers to the use of computers to integrate text. audio, graphics. animation. and video into specific programs.

Technologies have advanced significantly. creating the capabilities. But the challenge for the industry remains the ability to make multimedia relevant for business use. and more than just for fun and games.

Intel Corp. is banking on the success of videoconferencing to drive the sales of its next-generation mult i m edia-supporting Pentium Pr o s e m iconductor chip.The Gartner Group forecastsrevenues of more than $4.7 billion for the desktop videoconferencingmarket by 1997.

content and information without taking full advantage of the potential for interactivity.

-Games are thc vanguard of multimedia and push thc edge the most.*' says William Powcll. market development specialist for Apple Canada Inc. "In education (niultimedia) is useful for its simulation capability. You can add a real dynamic.

puterisa computer," says Bryan Wray, consumer product manager with Compaq Canada Inc. "Some people want a computer just to do wordprocessing and spread sheets.Other people may want to create multimedia for the Internet. It depends."

Multimedia has Games Stigma And because of the connection of multimedia with games. there is a stigma. "I'm not sure the corporate world is ready to embrace multimedia on every desk-top.- Wray says.

-Since it s associated with games to a large extent. companies want their employees to be focused on doing productive things and not on entertaining things."

W ray doesn't see the average user using Htstoricail, Apple has been multimedia as a productivity tool on a day-tot he hardware ~ platform t h at offered the o s t m u l t imedia day basis, because the need isn't there. While There is no quescapability â&#x20AC;&#x201D; with outstanding the functionality of multimedia is advancing tion multimedia has in increments he says he doesn't think the T he per f o t ma 6 4 00 g e n e s mn t h t n e d i a ma c h i ne features like built-in video capcaught on in the con quality of the output is acceptable yet. ture and excellent sound capabilsumer market.largely ityAs co mputers are being used more and through the latest-generation video games, more as communications tools, all operating "I'm and to a somewhat lesser degree through edun ot s u r e t h e systems will be challenged on the multimedia cation. reference. and edutainment CD-ROM c or p o r a t e w o r l d is rout. APPlc views corporate learning and tiiles. Though there has been an attempt to -based training as the most promis' Pu leap into potentially appealing services such r ead y t o e m b r a c e a s on-line banking and interactive shoppmg, g Pr s Pcct for multimedia with immense m asltime d i a o n e v e r y ity fo r e x p loratory v i sual-type multimedia has stalled in the games arena. learnina. d esk t o p .

The problemappears to be the repackaging of

The Training Opportunity Faced with this hit-and-miss on the home front. many developers have turned their attention to what they perceive io be the promise in the office with interactive training. distance learning and the integration of multimedia into sales. marketing and business presentations. Presentation software has evolved from providing simple slide shows to allowing the integration of video clips, and sound with animation,

C ompaq Computer Corp. o n t h e Windows side is perhaps less enthusiastic about multimedia. It divides its line into two brands. The Presario brand is targeted to those people mosi likely io do the kinds of things associated with multimedia while the business line has fewer or no multimedia features. "As far as the hardware goes. a com-

As faras Fred Patterson, general manager of Micrografx Canada Inc. is coacerned, multimedia's day is now. Its benefits are no longerreserved just for the graphics professionals and he's aiming his graphics software products at the business users instead of the professional graphics user. For a relatively low price hesays ordinary people can experience ihe eifectiveness of multimedia. continued on page 59

hap.nwww ccwmao corn Octobel' 1 996 W H OLESALER51

01 Communique Laboratory Inc.

ADAM Peripherals Inc.

Amsdell Inc.

1450 Meyerside Dr., Suite 500 Mississauga, Ont. LS T 2NS Ieli (905) 795-2888 Fa x:(905) 795-0107 http: //www.01. ca

265 Hood Road, Unit 3, Markham, Om. L3R 4N3 Tel: (905j 305-1277 Fax: (905) 305'-1281

250 West Beaver Creek Rd, Suite 15

infoOadamtech.corn

3COM Canada Inc.

ADI Inc.

Anixter

Tel: (416) 498-3266, Fax: (416) 498-1262

3D Microcomputers

2758 Avenue Pierre Bacher, Suite 100 Quebec; Oue. GIJ SY3 Tel. (4 18) 523-0060

750 Bullock Dr.

ADI Systems Inc.

2225 Sheppard Ave. East Atria 3 Suite 1204IVoit h York, OIV

TOll Free: 1-800-363-ADAM Internet:

Richmond Hill, Ont. L48 I C7

Tel: (905J 881-3020

Ia x (9 05) 881-3023

33 City Centre Drive, Suite 510, Mississauga, Ont. LSB ZNS Tel. (476) 897-5665 Fax: (476)897-6236

Artisoft Inc. 10 Carlson Coun. Unit 590, Etobicoke, Ont M9VV GL2 Tel: (416) 213-8600 Fox (476) 213-8602

Tel: (905) 472-8822 Fax (905! 472-6633

21 15Ringwoorl Ave., San Jose. CA95131 Tel: (408) 944-0100

3M Canada Inc. / Imation

Adobe Systems

760, 6651 Elmbndge Way, Richmond, BCV7C 4N1 Tel: I'604) 303-2939 Fax:(604) 278-1830

P.O. Box5757 London, ON NGA 4T1 Tel: (519) 451-2500, Fax (519) 452-6262

a1000-145 King Street, Toronto, Oht. M5H 3XG Tel: (416) 360-2317 Fax: (416J 360-29/7

ASCII Group Canada Ltd., the

9003 Inc.

Advance Integration Research (Canada)

181 Eglinton Ave. E., Suite 305 Toronto. Ont. M4P 1)4 Tel: (416j 487-1777 Fa x: (416) 483-2004

7575 Trans-Canadienne, Unit500, SI-Laurenl QuebecH4T 1V6

Markham, Ont. L3R IW3

Tel: (514) 956-0400 Fax:(514) 956.0323

Advance Interactive MultiMedia

httpi//www.aquazone. corn

A&L Electronic

7437 Britton St., Burnaby, B.C. V3N 3A6 Teli (604) 517-0634 Fax:(604J 517-0643

3771 JaCOmbSRd., Suite 170 Richmond, B.C. V6V 2L9 Teli (604) 279-0728 Fa x:(604) 279-0726

Advance Interface Electronic Inc,

555 Richmond St. Vi/.. Suite 1103 Toionto, Ont. J»ISV 381 Teli /416) 504.2190 Fa x:(476J 504-2793

88 Konrad Crescent, Markham, Ont L3R BT7 Tel: (905) 479-1443 Fax: /905) 479-1834 E-mar/. Biei(cvonramp,ca Branch off'ice: Richmond, B.C. Tel: (604) 270-8561 Fax: (604) 270-4953 Edmonton, AB Tel: (403) 436-9263 Fa»:(4031 436-9258

AC Components Inc.

AdvanceMedal Computer

Aaronic Technology

461 Esne Park Or., Suite 15 Markham, Ont. L3RH18 Tel: (905) 470-1933 Fax:(905) 470-1933

75 Konrad Crescent, Unit C, Markham„Ont. L3RBTB Tel: (905) 946-9660 Fax: (905j 946-9663 Toll-Free: (800) 206-2724

Acbel(Canada)

Agfa Division

5500 Tomken Rd. Unit 8, Mississauga, OnL L4W 224 Tel. (905) 602-7866, Fax: (905) 602-7877 Internet:smscanadaL»vaol.corn

Bayer Inc. 77 Belfield Road, Etobicde. Ont. M9W IG6 Teli <800) 268-1337, ext. 4032 Fax,'416) 247-5409

Access 8 Inc.

100 Woodbine Downs Blvd. Re»dale„Ontario M9W 556 Tel: (416) 675-3999 fa x:(416) 675-6589 Toll Free: 1-800-263-4258

20 Barnes Court, Building G, Concord, Ont. L4K 4L4 Tel: (905) 660-2425 Fax: /905)660 9677 Toll-Free: 1-800-666-5567

AccessGraphics of Canada Inc,

Ahearn & Soper Inc.

AR Microsystems

Arvida Technology Ltd.

2285 Maple View Dr, Stroud, Ont. LOI.ZMO Tel (705)739-7 155 Fax: (705) 739-9596

Asia-Link Computer Inc. 45A iVest vV~™ot St. Unit 75, Richmond Hill, Ont. L48 IK1

Tel. /905) 731 7928 Fax:(905i 737-6875 Toll-Free.(800) 467-8079 Branch Office: Hali(iax Fax: /9027852-7453 Toll Free: I-BDO-781-7036

AST Canada Inc. 255 Marhvson Blvd Wes™ssissauga, Ont. L5R 3G3 Tel: (905) 507-3278 Fax (905) 507-0$86

ATI Technologies In«.

33 Commerce Valley Dr. East Thomhill, Ont. L3T7IV6 Tel: (905) 882-2600 Fa x./905) 882-2620

Attachmate Canada Inc. 4260 Still Creek Dr, Suite 400 Burnaby, B.C. VSC6C6 Tel: (604) 294-9499 Fa x:(604) 473-3990 https! www.attachmate.corn

Aves Marketing Inc. 6707 Sperling Ave, Burnaby, B.C. VSE2V3 Tel' (604) 433-8273 Fa x:(604) 433-8216

AVS Technologies Inc. 2100TransCanada Hwy, SouthDorval,Quebec,H9P 2hl4 Tel: (514J 683-1771 Fax:(514j 683 5307

Mississauga, Ont. LSB 3C2 Tel: (BOOJ 827-9950 Fax:605) 277-3390

245 West Beaver Creek Rd., Suite 98 Richmond Hill, Ont L48 IL I Tel: (905) 771-1155 Fa x:(905) 771-7155 httpi//akmicro. corn

Acco Canada Inc.

Akran Systems

507 McNi coll Ave. Willowdale, Ont. M2H 2E2 Tel (416) 499-1000 FBK.(4/6J 499 0757

2170 Thurston Dr., Ottawa, Ont. K1G SA7 Teli (613) 739-4000 Fa x:(613) 739-4444 http:/!www.akran.ca

Alberta Computer Cable Inc.

8-TEC

ACCOUNTWARE Distributors

6-2216 27thAve. IV.E. Calgary, Alta. TZE7A7 Te/: (403) 291-5560 Fax: (403)291-1112

Reliance Display

50 Burnhamthorpe Rd. W., Suite 401

34 Futurnity Gate, Unit 16 Concord. Ont. L4K 756

Tel: (905) 738-9650

Fa x:(905) 738-0570

Accton Canada

Teli (905) 803-8626

Ace Technology Inc. 57 15Trans Island, Suite 206 Montreal, Que. H3W 229 Tel: (514) 485-2307 Fa x:(574) 485-2494

Acer America Corp.

5155 Spectrum Way. Suite 9 Mississauga, Ont. L4W SAI Tel. (905J 602 8200 Fa x:(905) 602-7799

AcerCanada Ltd. 5155 Spearum Way, Suite 9, Mississauga, Onc L4W 5AI Tel. (905) 602-8200 Fax: (90S) 602-7799

ACP Marketing Inc. ¹720-13757 Mayfield Place, Richmond B.C V6V2G9 Tel: (604 278-2817 Fax: (604) 278-1211 Toll-Free: 1-800-567-7227

Acrossthe Ocean Mfg 8461 Keele St., Unit 28, Concord, Ont. LAK IZG Tel./905) 669-9667

Fax: /905I660-7884

Acrotechnique International Inc. 3037 Markham Rd, Unit 32

Scarborough, Ont. M7X IL9 Tel: (416) 321-9085 Fax: (476)327-9128

Sz WHOLESALER October 1996

Fa x:/905) 2 0050

Alpha Technologies Ltd.

/

SJOOSidey Street, Burnaby, B.C. V5)SES Tel: (604J 430-7476 Fax: (604) 430-8908 Web site: http.pwwwalpha-uscom Branch Office Mississauga. Ont. Jel: (905) 772-IDIO Fax: (905) 712-7012

Alternate Source Component) Ltd. 775 Pacific Rd., Unit 32 Oakville, Ont. L616M3 Tel: (905j 825-3044 Fa x:(905) 825-4132 http !www.alternatesic.corn

Alternattve Micro Parts Inc 40 McPherson St. Markham, Ont L3R3V6

Tel: (905) 771-8720 Fax: (905) 771-8967

Althon Inc. 251 Amber St„Unit 5-6,

Markham, Ont. L3R 3)7 Tel: (905J 513 1227 Fax: (905) 5 13-7220 Branch Office: Richmond, B.C. Te/: (604) 244-8671 Fax.(604) 244-8612

ht t p:i!wwwccwmao.corn

Bouiiliers F'oint, Halifax, N.S BOJ 7GO Tel (902) 826 2440 Fa x.(902) 826-7274 httpp/axsesfcacarianet net

AZERTY 5850 Cate de Liesse, Suite R300, Mon/ical QC HRT 782 Tel 7-800-36 1-5964 Fax: 1-800-463-7975

1023 Shorecrest, Laval, Que H7W 1R4 Tel: (514) 945-7363 Fa x. (514) 687 9853 204 OakdaleRd. Toronto,O nt.M 3N 255 Tel. (416) 745-7868Fax: (476) 745-0827

Allied Telesyn International 151 Carlingview Dr, Unit 5 Rexdale, Ont.M9W 554

Tei. (6D4) 307-6680

Axses Inc.

Banyan Systems Inc. 2695 N. Sheridan Way, Ste160, Mississauga, Oni LSK 2AIG Tel: (905) 855-2971 Fax: (905) 855-2894 Branch ofRces: Montreal, Que. Tel' (514) 426-2644Fax: (574) 426-0326 Vancouver B.C.. Tel:(604) 683-6503 Faxi (604) 683 6502

BASF Canada Inc. 345 Carlingview Dr., Toionro, Onc M9W 6N9 Tel. (416) 675-361 7 Fax» /416) 674-2536

Battery Boys Ltd. 964 Westport Cres, Unit 15 Mississauga Ont. LST 153 Tel: (905) 564-7865 Fa x.(905) 564.4691

Battery Network B.N (Canada) inc.

290 Place Datura,. Ile Perrot, Quebec J7V7hl3 Tel. (574)657-33GG7800-431-1220 Fax: (514) 657-6830

Bay Networks Canada 5715 Vunge St., FIOOr19 North York, Oni. IIA2M 4J1 Tel. (4/6) 7338348 Fa x:(416) 733-1719

BBIVI Computers

33 Citation Dr., Suite 3, Concoid, Onr L4K 2547

Tel /905) 738-4452 Fa x-(476) 738-1905 http:!!www. indinc.corn

crOU R C Beamscope Electronic Entertainment 35 Ironside Crescent, Scaiborough, Ont. MM IG 5 Tel: (416) 291-0000 Fax: (416) 291-5721

Branch office.

Vancouver: Tel. (604) 821-0000

Fa x:(604) 821-0434

Bell 8c Howell Ltd. 360 Hanian Rd 9/oodbridge, ON L4L BVG Tek (905) 850-6705 Fax-(905) 850-3500

Bernclare Multimedia Inc. 716 Gordon Baker Rd, Siare 105 North York. Ont M2H384

Tel. (416) 490-6516 F ax: (416) 490-6419 ha p- it vwvw-bernclare. corn

Best Power Canada 1555 Bonhill Rd., Unit 11, Mississauga, Ont L5T I Y5 Teii (905) 564-7655 Fa x:(905) 564-7657

BIM Computers Inc. 3986 Chesswoad Dr, Downsvicw, Ont M3) 2WG Tel: (416) 630 1325 Fa x:(416J630-4213

Birde Marketing

I NG

D I R E C T O RY

Cobalt Technologies Inc.

Calsb Computer Products 84 1-42, 70 E Beaver Creek Rd.. Richmond Hill, Ont. I3B382 Tel. (905) 731-3861 Fax: (905) 731 3862

CanREP Inc. 301-7889 132 Street, Surrey, BC V3W4GZ Tel- (604J 599-1232 Fax.(604) 599-3616 BranchOffice.

Cagary AB T e l:(403) 255-Q294 Fax:(403) 255.4902 Edmonton AB Tel: (403) 487-5578 Fa»:(403) 489-1297 TorontoON Te l:(905) 470-7342 Fax:(905) 470-/338 Montreal QC Tel: (514) 276-4477 Fax: (514) 276-3646

Canadian Advanced Industries Ltd. 405 Britannia Rd. E.. Sune23 Mississauga, Onr. L423E6 Tel: (905) 501-8375 Fax.(905) 501-8376

234 Church St., Markham, Ont. L3P2M7

Tel. (905) 472-0411 Fax: (9QS) 472-0783 http:,".web.onramp.caicobalt

Cognos Inc. 3755 Riverside Dr., P.O. Box 9707 Ottawa. Ont. KIG 4K9

Tel: (613) 738-1440

Fa x:(613) 738-9203

h ttpiiiwww. cognos. corn

Commercial Laser Technologies Inc. 955 Wilson Ave., Unit 13 Toronto, Ont. M3K 2AB Tel: (416) 633-6566 Fax;(416) 633-6617

Compact Data Inc. 630-3rd Ave. SW,Suite 500 Calgary, Alta TZP 4(4 Tel (403) 571-1720 Fax:(403) 571-1724 hIIp. ww.magellan. netcompact data

CanaMicro Distribution Inc. 4400 Core de Liesse Rd., Suite 110 Montreal, Que. H4N 2P7 Tel. (514) 737-3631 Fax: (514) 737.3632 http. Ii www. canamicro. corn

Compaq Canada Inc.

45 Vogcll Rd.. Richmond Hill, Ont. L48 3P6 Teli (416J 229-8936 Fax: (416) 229-8877

I I I Esne Park Drive, Unit I, Markham. Ont.L3R IH2

Canatronic International Inc.

Tel (905) 477-7722Fax: (905) 477-7813 Branch offices Kanata Ont T e l(613) : 592-5411Fax:(613) 592-5415 Vancouver, B.C Tel. (604 431-0426 Fax:(604) 431 0427

125 Traders Blvd E, Unit 5 Mississauga, Ont. L42 2H3 Te!:(905) 712.4178 Fax 1905J 712-4179, I-BQD-467-0554

BK Systems International

110-13431 Maycrest Iivay, Richmond B.C. V6V 2M3 Tel: (604) 279-2366 Fax:(604) 279-2369

Canbell Grou Enterprises Inc.

Compubooks Canada Inc. 3595 St. Ciaire, Suite 2, Scarborough, Ont. Tel: (416J 266-3358 Fax: (416)266-36 14

Compulys DataInc. 1800 McGill College, Suite 2102 Montreal, Que. H3A 3)6 Tel- (514) 987-7466 Fax:(514) 987-9611

25 Sheppard Ave. West, Suite 10 Toronto, Ont. M2N 656 Tel- (416) 222-2185 Fa x:(416) 222-2545

Canon Canada Inc.

6390 Dixie Road Mississauga, Onc LST IP7

Computer AccessoriesPlus

BOCA Research Inc.

Tel. (905) 795-1111 Fax: (905) 795-2014 Toll-Free: (800) 263-1121

11000 MaSSe, MiOntreal NOrth, PQ HI G 4G3 Tel: (514) 323-1000 Fax.(514) 323-2222

577 Burnamtharpe, P 0 Box 336.

Etobicoke A Etobicoke, Ont. M9C 1)0 Tel: (416) 695-2999 Fax:(416) 695-1991

Canrep Power Systems Inc.

Computer AssociatesCanada Ltd.

4975 Dundas St.W., P.O. Box 66 TorOntO, Ont. M9A 4XI Tel: (416) 762-1039 Fax: (416) 762-1716

5935 Airport Rd., Mississauga, Ont L4V I W5 Tel: (905) 676-6700 Fax-(905) 676-6715

Canta TechnologiesInc.

http:irwww20.mindlink net iBPS.

250 West Beaver CreekRd., Unk10, Richmond Hill, Onc L48 IC7 Tel: (905) 889-7959 Fax (905) 889-0307

4554 DawsonStreet,Bumaby 8 C i/SC 4C'I Tel: (604) 299-5674 Fax.(6D4) 299-5930 Toll-Free Order Fax:1-800-831-4016

Border Network Technologies Inc.

Canveon Systems

Computer Module Exchange (International) Inc.

16 Greenfield Ave., Willowdale, Ont.,M2N 3CB Tel: (416) 226-2181 Fax:(416)226-4341

319 Denison St. Markham, Ont. L3R 187 Tel. (905) 415-9500 Fax.(905) 415-8363

Bold Point Software Ltd. 340 West Cordova St., Suite 701 Vancouver, B.C.V682V3 Tel. (6D4J 687-2000 Fax: (604)683-4911

20 toronto St, Suite 400. Toronto, Ont. MSC288 Tel: (416) 368-7157 Fax (416) 368-7789 http niwww. border. corn

Casio Canada Ltd.

Borland Canada Software Inc. 200 Kanrad Cres., Markham, Ont. 13R BT9 Tel. (905) 477-4344 Fa x:(905) 477-6657

Brands Computers 8 Electronics Inc. 3Q Mural St., Unit 6, Richmond Hill, Ont. L48 185 Tel: (905) 771-1888 Fa x:(905) 771-1701

Brother International Corp.

I rue Hotel de Ville, Dollard a'es Ormeaux, Que. H98 3H6 Tel: (514) 685-0600 Fax:(514)685-0701 Toll-Free: 1-800 361-6466 Web 5ite: http Fwww.brother.corn

BSD International Marketing 201 SpinnakerWay, 5une 4,Concord,O nt.L4K 4C G Tel: (905J 669-6613 Fa x.(905) 669-6614

1832 Bonhill Rd., Mississauga, Ont L5T IC4 Tel: (905) 670-7471 Fax:(905) 670-32 13

ChronoFAX

CHY Electronics (Canada) Inc.

Comtex Micro Systems Inr..

CIMSYS Canada Inc. 81 Ramona Blvd, Markham, Ont. L3P 2K5 Teli (905) 4/2-6904

C.ltoh by CIE America Inc. 15-640DMillcreek Dr., Suite 404 Masissauga Ont. LSN 3E7 Tel: (800) 668-4499 Fa x (905) 785-0074 htt(I: Bwww.citoh com

Cablecor Ltd.

ComputronSystems Inc. 401 Aiden Rd Unit 13 Markham, ON L3R 4N4 Tel I'905) 477-1177 Fax:(905) 477-8281 Toll-free: 1-800-927-4777

BTW ElectronicParts

26QQ Skymark Ave.,Bldg 3 Mississauga, Ont L4W 582 Tel. (905) 629-3233 Fa x:(905) 629-3208 hnpiffBusi nessVision.corn

Computer Square Inc. 4361 Highway 7 East, Unit «2, Unionville, ont. L3R IMI Tel: (905) 415-0229 Fax (905) 4'5-0164 Email: CSQUARE o:IDIRECT COM

1751 Richardson. Suite 25Z9, Mantreat, Que. H3K IG6 Tel: (514) 932-9090 Fax:(514) 932-9010 http: irwww.chronofax.corn

400 Esna Park Dr, Unit I I, Markham. Ont. L3R 3K2

Fa x:(905) 479-3601

Unit 10, 73 Railside Rd., North York, Ont. M3A 182 Tel: (416) 444-3100 Fax:(416) 444-4144 Toll-free: 1.800-265-2870

CBM Metal (Canadian Business Machines Ltd.)

1234 Raid SI., Unit 5, Richmond Hill, Cnt. L48 ICI Tel (905) 882-9300 Fax:(905) 882-2300

BusinessVision Management Systems Inc.

Computer Plug Accessories

2 100 Ellesmere Rd., Suite 240 Scarborough,Ont. MIH 3B7 Tel: (416) 431-3747 Fax:(416) 431-3664 httpiffwww.casio-usa.corn

http. ivWWw. kr incr. Cam

Tel: (905) 479-0797

Computer 8 Electronic

13751Mayfield Place, Suite 100, Richmond B.C. V6VZG9 Teii (604 273-8088 Fax:(604) 278-2818 Mreb Site: http:ffwww.comtexmicro corn Branch offices Calgary, AB. Tel: (403) 250-3386 Fax: (403) 250-8092

Cipher Systems Ltd. 8 I I 0, 259 Midpark way SE, Calgary, Alberta TZX IM2 Tel: (403) 256-8877 Fax:(403) 256-8878

Comtronic Computer Centre 90 Riviera Dr., Markham, Ont L3R 5M I Tel: (905) 479-8336 Fax:(905) 479-8658 Toil-Free, 1-800-297-5505

CiscoSystems Canada Ltd. 150 King 5(. IVeSI, Suite 1707, iarOntO, Ont. MSH 1)9 Teli (416) 217-8000 Fax: (416) 217-8099

hrtp.!

Izzz.cisco.corn

Ctty Computer 150-12860 Clarke Place, Richmond 8 C V 6V 2HI iel: (604) 27Q-3747 Fax.(6D4) Z70-3757

Branch offices: Dartmouth. N.S. Tel: (902) 468-8777 Fax:(902) 468-4927 Hamilton,Ont.: Te k(905) 574-3744 Fax:(905I 574-8466 Montreal, Que. Tel. (514 731-1223 Fax:(514) 731-16a67 Ouawa, Ont.: T e k(613) 736-7513Fax:(613) 736-7510 Richmond, B.C.. Tel: (604) 273-7280 Fax:(604) 273-7082

Concord Idea Corp.

Claris Canada, Inc.

3075 14th Ave., Unit 9

100 Steelcase Rd E, Suite 102 Markbam, Ont L3R IEB Tel: (905)475-0395 Fax:(905) 475-0395

3 Church St., Ste. 402, Toronto, Ont. MSE IM2 Tel: (416) 941 9611 Fax: (416) 941-9532 Toll Free (800) 361-6075

Cabletek Electronics Ltd.

Clarisys Inc.

114-1585 Broadway Pon Coquitiam, 8 C V3C7M7 Tel (604) 942-1001 Faxr (604) 942-1010

1250 Rue Guy, Suite 803, Montreal. „Que. H3H 2TH Teli (SI4) 931-0810 fa x: (514J 93II 1161 http 'ww/v.clarisysca

Guelph. Ont NIK IEG Tali (519) 836-1291 Fax:(519) 836-4878 h ttp. iiwww conner tech.corn

Cail

ClassicSoftware Systems Inc.

Conner Peripherals

665 Hood Rd

Toll-Free:I'BOOJ200-5379 BBS:(905) 829-2283 iel: (905) 829-5147 Fax:(905) 829-5074

Markham, Ont. L3R 4EI

Tel: (905) 940 9000 Fax:(905J 940-9009

Niarkham, Ont. (3R OG9 Tel: (905) 513-7686 Fax:(905) 513-9572

Connect Tech Inc. 727 Speedvale Ave W

820, 2861 Sharwood Heights Dnve, Oakvil!e, Ont. LGI 7KI

50 Bumhamthorpe Rd., Suite 401, Missssauga, Onc LSB 3CZ

Tel. (905) 272-3216 Fax:(905) 272-3264

http: //www ccwmag.corn Oc tober 1 996 W H O L ESALER53

S OU R C I N G

D I R E C T O RY

Cooper System Development Corporation

Daytek Electronics Corp.

Eicon Technology Corp.

59 Mill St. N. Newcastle, Ont L18 JHB Tel: (905) 987-2234 Fax.(905) 987-2253

3830 lacombs Road, Unir 105, Richrrond, BCV6V1Y6 Tel: (6041 270.3003 Fax:(604) 270-3022

150 York St. V/est, Suite 804 Toronto, Ont. M5H355 Tel: (416) 214 2690 Fax:(416) 214-2695

http: //oix.corn/grasp

Deltec

Corel Corp.

Elco Systems

1600 Carling Ave. Ottawa, Ont. KIZ BR7 Tek (6 13) 728-8200 Fax: (613) 728-9790

235 York/and Blvd., Suite 300 IVorth York, Ont. M21 4YB Tel: (476) 493-0196 Fax:(416) 493-793D

CorporateComputer Systems Inc.

Dentec Computer Corporation

22 Riviera Dnve, Markham, Ont. L3R 5MJ Tel: 8D5) 479-2223 Fax: 805) 479-8558 Toll-Free: (800) 387-9751

465 Miiner Ave, Suite 3 Scarborough, Ont MJ82K4 Tel: (416) 292-4003 Fax.(476) 292-2487

CPU Systems

Develcon Electronics Ltd.

Elitegroup Computer Systems

742 Vl'illowdale Ave. Toronto, Ont. MZIV 4Y4 Tel: (476) 733-2100 Fax: (476) 733-2275

856-51st St. East. Saskatoon, Sask.57K SC7 Tel: /8001 66/-9333 Fax !3061931-1370 htip://wwvv.develcon.corn

44 East Beaver Creek Rd., Sune 14 Richmond Hill, Ont. L48 7GB Tel: (905) 771-1602 Fax:(905) 777-1605 http /www.ecsusa.corn

Creative Labs 5025O/bkcvDr.,Bkk) 6, Sune301, Missisaucrk Ont. L4W4YS Tel. (9051 238-8456 Fax: 805) 238-8541 Custom Service(800) 998-1000 Technical Suppon(405) 742-6655

DevitaAssociates

CSS Laboratories Canada Inc.

Dictaphone Canada

9225 Leslie Sr., Suite 1 Tel. (905) 882-0260 Fax:(905)887-0461 http:/Iwww.csslabs.corn

63D TheEasr Mall Etobicoke, On. M98482 7el: (4161 621-7600 Fax: (416) 627,'-7551 http.iiwww dictaphone. corn

Cybersoft Enterprises Inc.

Digidyne Inc.

200 Cochrane Dr., Unit 7, Markham, Ont. L3R BEB Tel: (905) 940-0966 Fax.(905) 940-0977

2100 Matheson Blvd. E., Suite 101 Mississauga, Ont. L4W SEJ Tel. (905) 624-0404 Fax:(905) 6241 1919 http; i/www.digidyne,ca

Richmond Hill, Ont L48 3H6

Cygcom Integrated Technologies Inc. 40 Marphearson Rd., Markham, Ont L3R3V6 Tel: /905) 771-1491 Fax: (905) 771-7657 http:/Icygcom.corn

D-Link Canada 2180 Dunwin Dr., Mississauga, Ont. LSL 5MB Tek (905) 828-0260 Fax:/905) 828-5669 Tall-Free.(800) 354-6522

30 West Beaver Creek Rd., Suite 11,i Richmnd Hill, Ont. L4B 3KJ

Tel. (905) 771-8373 Fax.(905) 77 -8375

Digital Equipment of Canada Ltd. 675 Cochrane Dr., Markham, Ont. L3ROY7

215 Shields Ct., Unit 3 Markham, Ont. L3RBV2 Tel: (9051470-7307 Fax:(905) 470-7304

ElectroSystems Group Ltd. 1120 Samford Sr., Winnipeg, Man. R3E2Z9 Tel: (204)772-9411 Fax: (204)772-9414

EM) Data Systems Ltd. PO Box 7012, Guelph, Ont NJH 6IV I Tel (579) 837-2444 Fax: (579) 836-7914 Branch offices: Richmond B.C. Tel: (604)270-9324 Fax:(604270-7834 Calgary, Alta. T e l:(403) 250-5343 Fax.(403) 250-5373

Bedford, 8.5. T e k 8 0 2)835-162J Fax:802)835.9727 St. Laurent, Que. Tel: (574) 745-4500 Fax:(514) 745-2886 Winnipeg, Man. Tel: (204) 949-0055 Fax:(204) 949-0063

EMPAC Computer Corp.

168 Konard Crescem, Markham, Ont. L3R 9T9 Tel: (905) 940-3600 Fax: (9051 940-3604 Branch Office Montreal, Quebec Tel: (5'/4) 345-9000 Fax:(514) 3458557 Vancouver BC. Tek (604) 821-0777 Fax.(604) 821-0277

Tel: (905) 948-3000 Fax: (9051 948-3070

EPROM Computer Systems

Digital Frontiers

705Middlefield Road, Unit 101.

Scarborough, Ont. MJVSH5 Tel: (416) 321-1336 Fax:(416) 321-1831

601 Braid SI.. Penticton British Coiumb'.aV2A 4Y6 1.6D4-490-9885

EPSON Canada Ltd.

DacEasy Canada Ltd.

Discis Knowledge Research Inc.

Daewoo Electronics Canada Ltd.

90 Sheppard Ave. E., 7th Floor TOronto, Onr M2N 3AJ Tel: (416) 250.6537 Fax (416) 250-6540 hit p://222.goodmedia,corn discis

550 McNichol Ave., Willowdale, Ont M2H 261 Tel: (416)498-9955 Fax:(476)498-4574

Discount Computer Club

27 Ricardo Court, Hamilton, Ont. LBW251 Tel. (8001 671-7121 Fax:(905) 575-7874

3075-14thAve., Suite 201, Markham, Ont. L3R 059 Tel: (905) 940-3314 Fax:(905) 940-0308 170 Alden Rd., Markham, Ont, L3R 4CI Tel: (905) 415-7290 Fax:(905) 415-7287

Daisytek Canada Inc. 35 Valleywood Dr., Unir7, Markham, Ont. L3R5L9 Tel: (905) 940-1121 Fax:(905) 940-1220

DAIWA DSS Distribution Inc 361 Alden Road, Markham, Ont. I.3R3L4 Tel: (416) 499-2889 Fax:(416) 492-6501

Branch Offices: Richmond, B.C.; Tel. (604) 244-9912 Fax: (604) 244-9986 Mississauga: T e k805) 238-8701Fax: 805) 238-1586

Dasher Technology 70 Gibson Drive, Unit 1 1,Markham, Ont L3R 4C2 Tel: (905) 415-0436 Fax:(905)415-0968

2 F, 1454471 No.6 Road, Richmond, B.C. l/6l/ JPB Tel. (604) 827-7108Fax: /604) 827-0873 Fax. on-demand: (604) 525-1089

DiscoverWare Inc. 926-5th Ave. SVY, 5th Floor. Calgary, Alia. T2POIV7 Tel: (403) 237-0426 Fax (4031237-0457 http //www. discoverwaie. corn

Dominion Multimedia Inc.

22Riviera Dr, Sune3, Markham, Ont..L3RSMJ Tel: (905) 770-DZ75 Fax: (905)770-0256

Dynatek Automation Systems Inc. 200 Bluewater Rd. Bediord, NS 848 JG9 Tel. (902) 832-3000 Fax. I'902) 832-3010 Branch ofFices: Toronto. Onr: Tel: (476) 636-3000Fax: (476) 636-3011 Vancouver, B.C. Tel (604) 687-0117Fax: I'604) 681-0141

DATAHOME Infosystems 263 13986Cambie Road,Richmond, B.C. V6V2K3 Tel: (604) 278-3584 Fax: (604)278-0532 Toll Free: 1-800-367-DISK

DATALINK (urtec)

Dysan/Memorex Canada

115 hforffinch Dr., Downsview, Ont. M3h! JWB Tel: (416) 665-1808 Fax: (416) 665-0682

DataneticsLtd.

7725 Birchmount Road, Unno4. Markham, ont. L3Rgx3 Tel: (905) 479-9696 Fax.(905) 479-958Z

Easypay

Data-tel Cabling Systems

Unit//2, 337514th Ave., Markham, Ont. I3R ZL6

54 WH OLESALER October 1996

Evergreen Peripherals Inc. 385 Admiral Blvd, Suite 71 Mississauga, Onl. LST 2MB Tel: /905) 564-7336 Fax.(905) 564-7340

Evetek Computer //248- 73986,Cambie Rd. Richmond B.C VBV2K3 Tel: (604) 273-8008 Fax: (604) 273-8820 The company manufacturespe/sonal computers and distributes PC peripherals Branch office: Calgary: Tel: (403) 250-3633 Fax: (403) 250-1360

Exabyte Corp.

Tel: (416) 744-6006 Fax:(416) 740-8119

1733 Heritage Way, Oakville, Ont. L6M 3A2 iei. (905) 825-8020 Fax. 805) 825-9660

Edge Wholesaler

745 Langstaff Rd East, Scarborough, OIVL3/ 3M6

Tel: (416) 487-4663 Fax:(416) 486-9778

E-LOG BusinessSystems

1580 Bcaulac, IÃ&#x192;ontreai. Que. H4R JWB Tel. (5la) 331-9930 Fax: (514) 331-1498

Tel: (905) 886-6377 Fax:(905) 764-7944

Ever Corp. (Canada) Ltd. Toronto, Ont. M4P JLB

3800 Steeles Ave. West, Sune 121

E-Tech Canada Limited

Datamex Technologies Inc.

Tel. (416) 449-1382 Fax.(416) 499-3372

980 Denison St., Markham, Oni. L3R3K5 Tel: (905) 475-8870 Fax:(9051 475-9992 240 Riviera Dnve, Unit 3, Markham, Ont. L3R SM1 Tel: 805) 946-9649 Fax:(905) 946-8228

129 Telson Road. Markham, Ont. L3R 1E4 Tel: (905) 4JS-0145 Fax: 805) 475-9840

150Consumers Rd., Suire 702

342 Eglinton Ave E

DynamicChannels Canada Inc

26 Be/low Rd., Markham, On. L3RBA2 Tel: (905) 415-8655 Fax:(905) 415-8660 htrp:/lirfOramp.net. -daracom

ETC,Everything to Connect, Inc.

Dynacom Technologies Inc.

Data General (Canada) Company

Data corn

755 Thc Queensway E., Suite 16 Mississauga, Ont. L4Y4C5 Tel: (905) 275-6309 Fax:805) 275 0556 http:/iwww.essapac.corn

130 Don Park Rd., Suite 3 Markham, Ont. L3R1C3 Tel: (905) 470-9896 Fax.(9051 470 9909 1955 Cote de Liesse. Suite 202 Montreal, Que. H4N 3AB Jel. (5141 745-6655 Fax: (514)745-0054 http: /iwww dynacomca

350-7070 MississaugaRd'.

Mississauga, Ont. L5N 7)8 Tek(9051 819-5300 Fax:(905) 819-5418 httplI/zvvw.dg.conJ

Essapac Products Ltd.

North York, Ont. M2) IP9

172 Trcwers Rd., Woodbridge. Ont. L4LBA7 Tek (905) 850-8484 Fax. (905)850-8490

Data Accessories Corporation

ER Group Inc.

Tel: (905) 948.0000 Fax.(905) 948 0505

ht rp:/lwww ccwmag.corn

Woodbridge, ont. L4L4G9

Excel Business Centre 86 Sheppard Ave. I/Vest, North York, Ont M2hl 1M2 Tel (416) 225-4121 Fax:(416) 225-6349

Exide Electronics Canada Inc. 380 Cariingview DR.. Ont. Mgvr SX9 Tel: (416) 798-0112 Fax:(416) 798-0062 Toll Free' 1-800-461-9166

Faronics Technologies Inc. 57A - 53 Clippei Srreer, Coquitlam, B.C.V3K 6X2 Tel: (604) 540-8199 Fax: (604) 540-8179 E-mail:fali Ca>axoinet.corn

S OU R C IN G Fastech Computer Ltd. 160-13751MayReldPlace,Richmond B.C. V6V2G9 Tel: (604) 279-9686 Fax:(604) 279-9787 E-maili fastech@compucon. corn Branch office: Alberta Te l :(403) 291-3351 Fax:(403) 291-3519 E-mail:fastech abt(Bcompucon.mm

Focus Electronics (CANADA) Inc.

¹ 745 - 4477 No. 6 Road, Richmond, B.C.V6V 1PB Tel: (604) 273-8086 Fax;(604) 273-34SB

Fujitsu Canada Inc. 2800 Matheson Blvd. East, Mssissauga, Ont. 14W 4XS Tel. IMS) 602-5454 Fax:805) 602-5451

Gainbery Computer Products, Inc. 165 Steelcase Road East, Markham. Ont. 13R 1G1 Tel: 1-800-391-1624 Fax: 1-905-415-9970

GATES/trdtROW Distributing 1093 Meyerside Ddve, Mississauga, Ont. lST 1M4

GB Micro Electronics Inc.

Markham Computer Corp.

IBM Canada Ltd.

201 Whitehall Drive, Markham, Ont. L3R9Y3 Tel: (905) 475-5100 Fax:(905I 475-8955 Branch office. mond, B.C Tel (604) 273-9114 Fax:(604) 213-9142

3600 Steeles Ave. E, Markham, Ont L3R9Z7

Tel: (800) !BM-4YOU

Impaq TechnologyInc. 5986 East Boulevamf, Vancouver, B.C. V6M3V4 Tel: (604) 267-18DO Fax: (604) 263-9207 Tall-Free: 1-800-663-9272

Matrox Graphics Inc.

Impulse Computer Corporation

Matsushita Electric of Canada (Panasonic)

2700 Argentia Raad, Miss(ssauga, Ont. LSNSV4 Teli (905) 858-3000 Fax:(905) BSB-9090 Toll Facet BOD-668-1111

Ingram Micro Inc. (Canada)

5770 Ambler Dr., Mississauga, Ont L4W 273 Teli (905) 23S-232D Fax: (905) 238-2417 Branches officesi Calgary, Alta.i T el. (403) 295 3172 Fax: (403) 295-5493

230 Barmac Drive. Weston, Ont M9L 2Z3 Teli (905) 740-9404 Fax:(9057 740-610D

Richmond, B,C.. Tel: (604 278-4211 Fax: (604) 278-5116

Branch offices: Montreal,QC Tel:(514 334-9785 Fax:(514) 334-2174

Montreal, Oue.i Tel. 574)633-3503 Faxi (574) 633-1086

Ottawa Ont. Calgary,AS.

Maxell Canada 111Staffern Dr., Concord, Ont. L4K 2R2 Tel: (905) 669-8107 Fa»: (669-8108 Branch office Montreal,Que. Tali (514) 443-8371Fax: (514) 421-3950 Vancouver, B.C, Tel:(604) 439-7798 Fax:(604) 439-7017

70255t. RegisBkrd.,Dorval, Que. H9P 2T4 Teli (574) 685-2630 Fax:(514) 685-2S53

T e l.(673) 228-3386, Fax:(613)228-3387 Te i ( 403) 285-6327 F ax: (403) 285-6178

Richmond, B.C. Tek (604) 276-8357 Fax:(604) 276-8359

5575 Ch. St. Franrais, St-Laurent, QC H45 1W6 Teii (514) 333-7373 Fax:(514) 334-7707

InteAlforld Electronics Bi Computer Industries Ltd.

Toll Free:(800) 361-2568 Branch Office;

Tel: (604) 984-4171 Fax: (604) 984-8357 E-mail:interwarld-vcr@mindlink.bc.ca

Toronto, Ont Teli (9DS) 612-6761 Fax:t905) 672-6788 Toll Free (BDO) 467-6351 Vanmuver, BC Tel: (604) 733-9443 Faxr(604) 730-9806 Toll Free: (800) 303-5222

IPC Personal Computers (3D Microcomputers) 350 Steefcase Rd.W, Markham, Ont. L3R 183 Tel: (905) 479-8822 Fax.(9DS) 479-7688

General Datacomm Ltd.

laba Systemsinc,

7641 VYelch St. North Vancouver, BC

¹W308,2255 Sheppard Ave East, Willowdale, Ont M2/ 4Y1 Tel: (416) 498-5100 Fax: (416) 499-0248

SDShield Court, Markham, Ont. L3R 9T5 Tel (905) 477-6363 Fax:(905) 477~97

Genicom Canada Inc.

Kao Infosystems Canada Inc.

100 Commerce Valley Drive East Thomhill Ont., 13T 7R7 Tel i(905) 882-2500 Fax.(905) 882-7588

Gentek Marketing Inc. 20 Bamers Court Bldg G. Concord, Ont. L4K 4L4 Tel: 805) 738-9300 Fax:(905) 738-5563 Branch Office: Richmond, SC Te!:(604) 273-5066 Fax:(604) 273-5003

GHM Computer Accessories 63 Silverstar Blvd., Unit C-11 Scarborough Ont Mi V 5E5 Teli (416) 299-3369 Fax:(416) 299-3685

Globelle Corporation 5107, Orbitor Drive Mississauga, Ont. L4W4V1 Toll-free: (800) 465-1616 Fax:(905) 629-4331 Branch Offi ces: Richmond, BC Teli (604) 273-1155 Fax:(604) 273-D629 Dorval, QC Tel i ( 574)637-1686 Fax: (574) 631-7198 Winnipeg MB Tel:(204) 989-8750 Fax: (204)254-7832

GMS Datalink International Corp. ¹102 342 East Kent Ave., Vanmuver B.C. VSX 4N6 Tel: (604) 327-4335 Fax:(604) 327-260D

Toil-f 7-eOO-750-4848 Branch offices Richmond Hill Ont. Tefi(905) 771-11SB Fax.(3057 771-1137 Toll Free 1-800-361-3234

Golden Dragon Systems 333D McNicoll Avenue. Scarborough, Ont. M1V 2L2 Tel: (476) 297-1202 Fax:(416) 754-2240 Branch Offices: Ottawa, Ont. T e l.(613) 739-0775 Fax:(613) 739-8298 Richmond, BC. Teli (604)278-1787 Fax: (604) 278-1137

Group 1 Softvvare 710 Dorval Drive, Suite 578, Oakville, Ont. LBK3V7 Tel: (905) 844-7273

Hall-Mark Computer Pooducts 151 Superior Boulevard, Mississauga, Ont. LST 2L1 Tel: (8DO) 668-1982 Fax: (905) 795-3844

Hewttt Rand Corp.

160 Admiral Blvd., Mississauga, Ont; LST 2N6 Tel: (905) 795-9600 Fax:(905) 795-1900 Branch officer Rkhmond. B.C. Tel. (6D4 276-8271 I sxi (6D4) 270-0187

Hewlett-PackardCanada Ltd. 5750 Spectrum Way, Mississauga, Ont. L4WSG1 Tel (905) 206-4725 Fax: (905) 206-4739 Toll- Free:NDD) 387-3861

Hitachi (Canadian) Ltd.

6740 Campobello Rd., Mississavga, Ont. LSN 2LB

Tel: (905) 826-4 100 Fax: (905) 826-8818

Hyuen Canadian Enterprises Ltd. 240-7 7187 Bridgeport Road, Richmond, B.C. V6X 1T2 Teli (604) 279-8818 Fax: (604) 278-3089

D IR E C T O RY

McKinnon Micro Distributing ¹170-12815 Clarke Place, Richmond, BC VSV2H9 Tel: (604) 279-9977 Fax:(604) 279-9918

Memory House Inc. ¹225 -10711 Cambie Road, Richmond, B.C.V6X 3GS Tel: (604) 821-1178 Fax:(604) 821-1707 E-mail. mhi@skybus.corn

Mentek Systems Corp.

10Didak Dr., P.O. Box 41, Amprior, Ont. K7S 3H2 Tel: (613) 623-7901 Fax:(613) 623-2886 Branch offices: Misassauga, Ont. Tel: (416)8908590Fax: (416I 890-8595 Vanmuuer, B.C: Tel (604) 431-9599 Fac (604) 431-953D

KMI Electronics Inc. 71 70Warden Ave., Unit 5, Markham, Ont. L3R SMB Teli (905) 946-9533 Fax (905) 946-9535

8557 Main Street. Vancouver 8 C. VSX 3M3 Tel: (604) 327-8533

Merisel Canada 200 Ronsan Drive, Erobicoke, Ont. M9W579 Tel: (416) 240-7012 Fax.(476) 240-2605 Branch offices: St. Laurent,QC. Tek (514) 745-1695 Fax (514) 745-7736 Richmond, B.C Tel: (604) 273-2445Fax: (604) 273-1113

Micrografx 3242 Hazelwood Ave., Burlington, Ont. LJM 2T4 Tel: (905) 332-6641Fax: (905) 332-8123

Kodak Canada Inc. 3500 Eglinton Ave. West, Toronto, Ont M6M 1V3 Tel: (476) 766-8233 Fax: (416) 161-4409

Mindfllght Technology Inc. 1995 Soundary Road, 2nd F)oor, Vanmuver, B. CV5M 3Y7 Tel. (604) 294-6465 Fax:(604) 294-1301

Landmark Computer Exhibitions, Inc. 14 Hollis Crescent, Holland Landing, Ont. L9N 1E7 Teli (800)265-1081 Fax back: 605) 853-3210

Minitronics Office Automation 110-3320 Jacombs Road, Richmond, B.C Tel (604) 278-0783 Fax:(604) 278-0769

Lapro Marketing 12D-3771)acombs Road,Richmond B.C. V6V 2MS Tali (604) 237-7628 Fax:(604) 231-1626

MIT Computer Supplies Co. Ltd. 40 Shields Court 1-2, Markham, Ont L3R OMS Tel: (905) 946-0908 Fax: (905) 946-8749 Toll Fieei 7-800-796-5225 Web site: http:,'/www.microjack.corn

LCF-Advanced Technology Ltd. Unit ¹333-73988 Cambie Road, Richmond,8 C.V6V2K4 Tel: (604) 303-9628 Fax:(604) 3D3-9638

Mitsubishi Electric Sales Canada Inc.

LCH Resources Inc. ¹9- 73511 Crestwood Place. Richmond, B.C. Tel: (6D4)278-0708 Fax:(604) 278-03DS

Information Technologies Group 4299 14th Ave. Markham, Ont. 13R 0/2 Tel: (905) 475-7728

Lexmark Canada Inc.

Motion Works Corp.

160 Royal Crest Ct., Markham. Ont. L3R OA2 Tel: (905) 477-2311 Fax:(905) 477-3933 Toll Free. (800) 663-1662

7020 Mainiand St., Suite 130, Vanmuver, B.C V682T4 Tel: (604) 685-9975Fax: (604) 685-6105

LG Electronics Canada, Inc.

400 Matheson Blvd. West, Mississauga, Ont. L5R3M1 Tel: (905) 507-7200 Fax: (905) 507-7231

Motorola Information Systems Group

7391 Pacific Circle, Mississauga, Ont. LST 2A4 Teli (905) 670-0650 Fax: (905) 6702379

MultiMedia Effects Inc

Logic Controls Canada Inc. 13980 Bridgeport Rd Richmond. BC VBV 1V3

Tel: (604) 267-2360 Fax:(604) 267-2398 Branch Office Scaiborough ON Tel:(479 397-0864 Fax:(476) 397-8269

40 Wynford Drub; Suite 106, Nonh York, Ont. M3C 7)5

Tel: (476) 444-2324 Fax:(416) 444-0465 Toll-Free: (800) 367-3054

Multimedia Solutions Inc.

Logitech Canada, Inc. 5025 Orbiror Dr., Bldg.6, Ste200 Mississauga, Ont L4W4YS Tel: (905) 629-2006

Lower 14D1.2nd St. 5 W. Calgary, Alberta, T2ROW7 Tel: (403) 233-9411 Fax:(403) 233-77S7

Lonson Group

16636 -177th A venue,Edmonton, AB TSM 3W2

National Computer Products

¹3-3511 Viking Way, Richmond B.C. V6V 7WI Tel: (604) 273.4668 Fax: (604) 273-7989

Mackie Enterprises Ltd.

¹7SD-12868 Clarke Place, Richmond, BC. V6V2H1 Tet (604) 270-3386 Fax: (604) 270-2289

Macom Canada Inc. 500 Alden Road, Unit 7, Markham, Ont

L3R 5H5

Tel. (905) 479-0220 Fax.(905) 479-1774 E-Maili macornoi pofine. corn

Tel: (403) 454-7400 Fax:(403) 455-5439 Tv&Free Sales(800) 661-6959 Branch offices.

M ssrssauga Ont. Tet. (9051625-0125 Fax:1905I 6254885 Vanmuver, BC Tel: (604) 25=7-3400Fax: 1604) 253-4249 C algary. Alk Tek (4 03) 262-7270Fax:(403) 455-5439

NEBS Business Forms Ltd. 33D Cranston Cr.. Midland, Ont L4R 4V9

Tel:: (705) 526-4233 Fax: (705)526-0510

http:avvwwnwmag.corn Oc tober I 996 W H O L ESALER 55

S OU RC I N G

D I R EC T O R Y

NEC Technologies Canada

Pioneer Electronic of Canada Inc.

6225 Kenway Drive, Mississauga, Ont. LST 2L3 Tel: <MS) 795-3600 Fax.(905) 795-3583

300 Allstate Parkway, Markham, Ont. L3R OP2 Tel: (905) 946-7427 Fax: (905) 946-7411 Toll-free 1-800-850-1703

Nextech 7450Lodestar Road, Unit 1, Downsview, Onr. M3J 3C1 Tel: (416) 638-BDSO Email: nextech@interlog.corn

NMB Precision Inc. 370 Bntannia Rd. E., Unit¹5, Mississauga, Ont L4Z 7X9

Tel: (905) 890-0570 Fax: (905) 890-9279 Branch offices: Vancouver Tel: (604) 990-0889 Fax: (604) 990-0899 Montreal Tel: (514) 368-9903 Fax: (574) 368-9906

Novell Canada Ltd.

500 A(den Road, Unit 19, Markham, Ont. 13R SH5 Tef: (905) 474-1040 Fax: 1905) 474-1049

Powersoft Systems Ltd.

Seanix Technology Inc.

Powernode Computer Inc. ~

l03-l488h )04fftAre.. Surreo B.C. V3R fkl4 Tel: (604) 582-7488 Fax. (604)582-7399

Progress Marketing Inc. 140-6755 Graybar Road, Richmond B,C, V6W 1HB Tel: <SO4)827-ODSS Fax. (604) 827'-0'»0 Toll-Free: 1 800-878-6944

370DSteelesAve.E,Markham, Ont. L3RBT3

Tel: (905) 940-2670 Fax: <905) 940-2688

Okidata 2735 Matheson Blvd E., Mississauga, Ont. L4W 4MB Tel: (905) 238-4250 Fax:(905) 238-4427 Toll freer 1.800-654-3282

Ongoing Results Ltd. ¹8-7 77 Ringwood Dr.. Stouffville, Ont. L4A BC1

Tel: (905) 642-3500 Fax: (905) 642-3545

Oracle Corp. Canada Inc.

SDMS Ltd. ¹7 - 3531)acombs Road Richmond, B.C. VSV 1ZB Tel: (604) 270-6787 Fax:(604) 270-4556 Toff. Fi'ee: (BDO)677-SDMS Branch Offices: Mississauga Ont Tel. (905) 564-4897 Fax: (905) 564-5920 Montreal, Que. Tel: (514) 343-9998 Fax:(514) 343-4427

Pro-data Unit 6, 854 Manon St. Winnipeg, MA, R2JDK4 Toll-free 1-80D-567-3274 Tel: (203), 231-0590

Promar Enterprises Company Ltd. 2595 F. 8th Avenue, Vancouver, B.C.VSM 1W3 Tel: (604) 251-5768 Fax (604)257-6588

Protec Microsystems 297 Labrosse, Painte-Claire, Quebec, H9R 1A3 Tel: (574) 630-5832 Fax:(514) 630-2981

¹ 140 — 6637Eknbridge Way, Richmond B.C. V1C4N1

Tel: <604) 273-3692 Fax:(604) 276-8179 Branch Offices: Galgary, AB. Tel. (403) 297-9141 Fax (403)291-3976

Concoid. Ont. Tel: <905) 660-8829 Fax:(905) 660-8840

Serviceworks Distribution Inc. 1388DMayfiefd Place Richmond, BC V6V 2N7 Tel: (604) 273-4453 Fax:(604) 270-7150 Branch Office.

MississaugaON Tek (905) 772-2000 Fax:(905) 772-0041 Si. Laurent QC Tef. (574) 344-4044 Fax:(514) 344-4008

Sharp Electronics of Canada 335 Britannia Rd. East, Mississauga, Ont. L4Z 1W9 Tel (905) 890-2100Fax: (905J 568 7109

Shikatronics Inc

700-7 70Matheson Boulevard W, Missisauga, Ont. L5R384

Provincial Products

Tel: (905) 890-8100 Fax:<905) 890-7207

Toll-Free. (800)267-468S (905) 629-3737 Fax: (800) 6S5-1982, (905) 629 1982

LaPraihe, Quebec JSR5H7 Tel: (514) 444-4200 Fax.(514) 444-9696 Toll-Free: 1-800-637-6477

4444 Easrgate Parkway, Unit 4, Mississauga, Ont. L4W 4T6 Tel:<905) 625-7183 Fax. (905) 624-3834

Pucka Computer Corp.

Sidus Systems Inc.

50 Don Park Rd., Unn5,6 Makham, Onr. L3R 7J3 Tel: (905) 940-9839 Fax. (905) 940-6977

66 Leek Crescnt, Richmond Hill, TOrOnto, Ont. L48 7)l

Pacific Foremost Tech. Corp. (Precision)

QDI Computer (Canada)

Orchestra MultiSystems Canada Inc.

¹168- 13982 Cambie Road.Richmond B.C. V6V2K2 Tel: (604) 270.4455 Fax: (604) 270-4488

Pacific Ram Distribution Corp.

Sune 135-12830 Clarke Place,Richm ond B.C.V6V 2H6 Tel: (604) 279-0753 Fax: (604) 279-0748

3035 whanon way, Mississauga,ont. Lax 284

75 Shields Court, Unit 4, Markham, Ont. L3R 9T4 Tel: <905) 940-3827 Fax.(905) 940-9709 Tel: (604) 278-6789 Fax:(604 218-8918

QMS Canada Inc.

Pacific Royal Enterprises Ltd.

2600 Skymark Ave Ste. 5, Mississauga, Ont. L4W 582 Tel: (905) 206-0848 Fax:<905) 206-0903

383-73988Cambie Road.,Richmond B.C. Tel: (604) 279-8737 Fax:(604) 219-8739

QNETIX Distribution

PackardBell Electronics

7 155Rene.Levesque West, Suite 816, Montreal, Que. Tek <514) 875-2643 Fax: (514)87579996 Toll Free: 800-860-6389 Web Site: hrtpdfwww.qnetix.ca

1025 Tristar Dr., Mississauga. Ont. L5T 1W5 Tel: (905) 564-f 722 Fax:(905) 564-1148

Quest Components Inc.

Toll-F~i

1-800-538-8212

Pal-Tec Marketing

795 Wanfen Ave., Scarborough, Ont., M 1L 4C4 Tel: (476) 757-8888 Fax: (416) 751-5631

1782Sanford Sr., Winnipeg Man. R3E 2Z9 Tel: 1204) 774 6051 Fax: (204) 774-6045 Toll-Five: 7-800-665-3095.

Radius Inc., Canada

Paltech Solutions

RCElectronics Canada

Bay4, 417, 53 Aveue 5E., Calgary, Alberta T2H2E7 Tel: (403) 255-5646 Fax:(403) 255-5759

250 The Esplanade, Toronto,Ont.M5A U2 Tel: (416) 777-9900 Fax: (416) 177-9917 90 Nolan Coun, Unit 44, Markham, Ontario L3R 4L9 Teli (905) 415-8600 Fax:(905) 415-8603

PC Craft Inc.

75 Konrad Cres., Unit A, Maikham, Ont. L3R BTB

Tel:(905) 475-5117 Fax:(905)415-2893

Ready Computer International ¹7 70- 72860Clarke Place, Richmond B.C. V6V ZH1 Tel~''(604) 270-7618 Fax:(604) 270-7658

PC DOCS Group International Inc. 85 Scarsdale Road, Suire 200, Toronto, Ont. M38 2R2 Tel: (416) 445-4823 Fax: (416)445-6228

PC One Two Three Computer Corp, 1100Begin. Suite 100, St Laurent, Que., H4R 1X1 Tel: (514) 334-9340 Fax: (514J 334-7677 Branch office: Quebec City, Que.. Tek<478) 872-3492 Fax:(478) 812-1968

Peripheral Express Inc. 37 15 74thAve, Suite 7, Markham, Ont. 13RDH1 Tek (905) 513-5777 Fax:905) 513-5770 Branch offices:

Richmond, 8 C Tel: (604) 273-8281 Fax: (604) 273-8207 Calgary, AB T e l:(403) 250-8281Fax: (403) 250-8325 Markham, Ont. Tel (905) 573-5777 Fax: (9DS) 573-5770 St. Laurent, QC. Tel (514)956-1234 Fax: (514) 956-7099 Ottawa, Ont. Tel: (613) 74$7888

Samsung ElectronicsCanada Inc. 7037 Financial Dr, Mssissauga, Ont. LSN SR3 Tel: (905) 542-3535 Fax:(905) 542-3835

Samtack Computer, Inc. 385 Bentley St.. Markham, Onf L3R 9T2 Tel-(905) 940-1880 Fax: 1905) 940-0331

Sanyo Canada Inc. 5DBeth Nealson Dnve Toronto, ON M4H7MS Tel: (476) 421-8344 Fax: (416) 421-8827 BranchOffice.

Vancouver BC Tel: (604 278-4466 Fax:(6D4) 278-2599 Montreal QC T e k(514) 342-0290iFax:(574) 342-8494

ScanSource Canada Ltd. ¹200, 10310-1165ireet NlrV, Edmonton,AB T55 1L3

Tel: (403) 486-4953 Fax. (403) 484-8767 Toll-free Tel. (800) 665-SCAN Fax. (800) 663-SCAN

Perle Systems Ltd.

Scene 2 Interactive Distributors

60 Renfrew Drive, Markham, Ont. L3R OEf

736 Winges Road, Suire8, Woodbridge, Ont. L4L 6C3

Tel.(905) 475-8885 Fax:(905) 475-8646

Tef: <905) 856-3456 Fax: <905) 851-0844

Philips Electronics Ltd. 601 Mi7ner Ave., Scarborough, Ont. M 18 7MB Tel. (416) 754-6245 Fax: (476) 154-6235

Pinnacle Micro, Inc. 19 Technology, Iivine, CA 92778, USA Tel: (774) 789.3000

Sceptre Technologies Inc.

Ste204, 30 TaschereauBlvd. West,

Tel: (905) 882-1600 Fax:(905) 882-2429 Wab Site' http ivwwv.sidus.ca Branch affice: Vancouver,: Tel: (604) 322-17» Fa x:(604) 322-7722 Edmonton,: Tel. (403) 424-2987 Fax: (403) 424-8634 Winnipeg, Tel: (204) 287-8993 Fax:(204) 287-8167 Ottawa: T e l : <673) 749-7777 Fax:(613) 7493850 Montreal: Tel: (514) 731-9050 Fax:(574)137-1069 Halifax: Te l ; (902) 420-9460 Fax:(902) 420-2762 Austin TX: Tel: (512) 349-7345 Fax:(512) 349-7346

Simple Technology Inc. WSOBCaldari Road, Concord, Onr. L4K 4NB Tel: (905) 738-7122 Fax:(905) 738-7120 Toll-Free:(BOD) 565.7157

Skyway Computer Centre Inc. 41 BentleySr. Markham, Onr. 13R3L1 Teii (905) 573-930D Fax: (905) 573-9059

Sole Canada 7600 Aimco Blvd., Unit 9, Mississauga,Ont. L4W 1V1 Tel. (905) 206-0203 Fax: (905) 206-0075

SonLab Pro-Sonic Electronic Supplies Inc. 110 Fem'er St. Markham. Ont. L3R2Z5

Tel. (905) 415-8988 Fax: (905) 415-8989

Sony of Canada Ltd. Computer and Personal fnformation Praducrs 405 Gordon Baker Rd., Willawdale, Ont. M2H 256 Tel: (476) 499-1414 Fax.(476J 497-1714

SPEC Research Inc. 79433 San Jose City of industry, CA, USA 91748 Tel: (909) 595-7258 Fax.(909) 595-5176 Branch Office: North West f el: <570) 440-8790 Fax: (510) 440-8191

Spectrum Signal Processing Inc. 8525 BaxterPL 700Production Court Burnaby B,CV5A 4VZ Tel: (604) 421-5422 Fax: (604) 421-7764

StarTech Computer Products 175 Stronacli Crescent, London. Ont. NSV3G5

Tel: (519) 455-9675 Fax:(519) 455.9425 Internet: srartecn.computer@onlinesys corn

STD Systems Inc. 861 Consortium Court, London, On(. NSE 258

Tel (519) 680-3333 Fax: (519) 680-2939 Wefi site: http::rwww.std ca

Edmonton, AB. Tel: (403) 466-6800 Fax.<403) 465-5355 Richmond, BC Tel: (604) 278-2893 Fax:(604) 278-2861

16800 E. ChafeAve., City af Industry CA, USA91745

Danmuuih. NSi Tel:(902) 468-3227 Fax.<902) 468-7071

Tel: (878) 3S9-3698 Fax: (818) 369-3488

Tomnto, Onr.: Tel: (905) 477-D388Fax:(905) 477-0717 Calgary. AB. T e k(403) 250-95/5Fax:(403) 250-9544 Montreal. Que: Tel: (574) 334-9340 Fax:(514) 334-7677 Ottawa, Ont. T el: (613) 736-7282Fax. (613) 736-7289

SCO Canada Inc. 730 Bloar St. West, loth Floor, Toronto, Onr. MSS ffv5 Tel. <416) 922-1937 Fax: (416) 922-8397

56 WHOLESALER October 1996 hr rp: vwwwccwmagcom

5 0 U R C I N G DIREC T O Stealth Computer Corp.

Truger Technologies Inc.

7791 Albion Rd., Toronto, Onr MBW 557 Tel: (4f6/ 674-3800 Fax. (476) 674-7225

7305 Rapistan Cour™ssissauga,

Sun Microsystems of Canada Inc. 700Renfrew Or.Markham, Ont. 13R 9R6 Tel (905) 477-6745 Fax. (905) 477-9423

Branch offices: Montreal. Que.: Tel:(514) 339-1885 Fexr (514) 339-1882 Vancouver, B.C.: Tel:(604) 482-8649 F: (604) 482-4285

Sunnet IfnageLtd.

Trumpet Distributors Ltd.

6851 Antrim Avenue, Burnaby. B.C. VS) 4MS

Tel: (604) 437-3388 Fax.(6Q4 437-3308

Su ercom 911 Denison St., Markham, Onb 73R 3K4 Tel: 905) 415-7766 Fax:(905) 4f5-7f77 Branch office: Richmond, B.C.. Tel. (604)276-2677 Fax: (604) 276-0807

Western Digital Canada Corp

Winnipeg T elr /204) 633-7!BO Fax", (204) 633-7781

21 Dundas Square, Toronto, On{. M58 788 Tel. (476) 862-9400 Fax (416) 862-9578

Toll- Free:(800) 268-1957

Tatung Canada 13980Bridgeport Road, Richmond, B.C. V6V /V3 Te/:(60aj 303-9799

Tech Data Canada Inc. 6895 Columbus Road, Mississauga, Ont. L5T 2G9 Tel: (905) 670-8899 Fax:(905) 795-2355 Toff-Free. (800) 668-5588 Branch offices: Richmond, B.C.: Tel: (800) 663-0968

Tektronix Canada Inc.

7325 Boundary Rd, Vancouver, BCVSK 479 Tel: (604) 299-1439 Fax:(604) 299-9517 2400 Wyecroft Rd., Unit 11, Oakville, Onr. LBL 6MB Tel: (905) 847-6696 Fax:(905) 847-6170 Email: wixbot905-847-6696ookup.net

TTX Canada Inc.

Toronto,Onr. M3C I W3

Target Electronics

Western Pro Imaging Labs Wizbot Inc.

Unit 2138-20800 yyestminster Hwy., Richmond, BCV6V ZIV3 Tel: 7-888-881-2288 Fax: (604) 279-9972

895 Dan Mits Rd.,SOQ-ZPark Centre, Tel. (476) 446-8495 Fax (476) 443-4318

50 Bumhamthorpe Rd. W, Ste770, Mississauga, On. LSB3C2 Tel: (905) 566 4702 Fax (905) 566-477I

Ont. L5N 524 Teli (905) 542-8454 Fax:(905) 542-9223

74-1200 Aerawood Drive, Mississaga, Ont L4IV 257 Tel (905) 238-6610 Fax: (905) 238- 409 Branch officesi Vancouver: fel: (604) 270-3755 Fax, (604) 270-3705 Calgary: T e l{905) : 250-6877 Fax'(905) 474-1952

Symantec Canada

White Kni ht Distributin

73980 Bridgeport Road, Richmond, B.C. VBV7V3 Te!:(604) 2r6-0096 Fax: (604) 276-2669

105-3760Jacombs Rd., Richmond, B.C. V6V 1Y6 Tel: I'604) 279-9908 Fax: (604)279-9902 Toll- Free: f . 800-668-6188 Branch Offi ce: Richmond Hil!,Onf. Tel:(905I 886-3862 Fax: (905) 886-3090 Toff 7 -800-852-5039 Tel: (403) 291-1688 Fax:(403) 297-0889 Toll. 7-800-668-3387 Halifax.

Tel: (902)468-9898 Fax: (902) 468-5988

Ultinet Computer Corp.

Wollongong Group Canada

TVM Video & MonitorCanada Inc.

The.Ufbnet Bldg.,100Bridgeland Ave. Toronto. Ont.IVf6A 7Z4 'Telr(416) 256-2000 Fax:(416) 256'-1449

the 220 Frobisher Dr., Suite 200, Waterloo, Ont. N2V 2C7 Tel:(519) 747-9900 Fax:(579) 747-9902

UNIVELL Microsystems Inc.

Wong's Industrial Toronto Ltd.

http:: www twg.on.ca

ry 7 07 - 3830Jacombs Road, Richmond, B.C. V6V 1X6 Te/: (604) 276-9986 Fax (604) 276-9983

145 Royal Crest Ct., Suite39, Iularkham, Ont. L4C955 Tel.(905) 573-7980 Fax:805) 573-7982

Urtec Datalink

44 East Beaver Creek Rd., Unit 16 Richmond Hill Ont. L48 /GB Tel: (905) 886-9973 Fax:(905) 886-0475

Wyse Technology

'l29 Telsan Rd. Markham, Ont L3R 7E4 Tel: (905) 415-0745 Fax:(905) 475-9840

http:,'iwww. wyse.corn

U.S. Robotics, MCC

78SArrow Road, Weston, Ont. M9M 2L4 Tel: (416) 747-5000 Fax:(416) 747-9799 Toll-Free: (800) 66i-5625 Web Site http:riwww tek.corn

5420 North Service Road, Burlington, Ont. L 7L 6C7 Tel: (800) 891-MEGA Fax: (905) 336-7380

Xerox Canada Ltd.

Vastek Rernarketing Inc.

Xylan Canada

Tenex Data Corp.

2 Robert Speck Parkway Ste 750

45 Commander Blvd. Scarborough, Ont. M153Y3 Tef.(476) 297-7157 Fax:(416) 297-6416

711 Granton Dnyee407, Richmond Hill, Ont. /.48 IL5 Tel: (905) 882-0090 Fax: {905) 882-8367

Mississauga, Onb L4Z 1HB Tel:f905) 507.2600 Fax:(905) 507-2828

TexasInstruments Canada Ltd.

ViewSonic Canada

X-CEL 4lnc,

Personal Productivity Products 41 Shel/ey Rd, Richmond Hill, ON L4C SG4 Tel (905) 884-9181 Fax.(905) 884-2879

328 Consumers Road,

North York, Ont. MZ) 586 Tel (4'76) 497-7088 Fax: (416) 497-6314

St. Laurent, Que. H4T IES Tek (514) 737-7433 Fax:(5/4) 334-4661

The Source Code Escrow Company Ltd,

VTech Computer Systems Inc.

X-CEL Computer Hardware & Software

5uite 708, 330 BayStreet, Toronto, Ont. MSH258

Telr(a16) 603-2075

Fa x:(416)603-2075

TKP Electronic (Canada) Ltd. ryf 78 — 73982 Cambie Road, Richmond, B.C V6V 2K2 Tel: (604) 279-0320 Fax:(604) 279-0327

Top Link Distribution Unit 9, 4757 Shell Road, Richmond, 8 C, V6X 3H4 Tel: (604) 279-2580 Fax:(604)279-258f

RY

5650 Yange St,Nonh York,Ont. M2M 4G7 Tel: (416) 229-3769

6765 Cote de Liesse, Suite273,

480 Hood Road, Unit 7, Marham, Ont. L3R9Z3 Tel:(905) 477-2878 Fax: (905) 940. 7878 Branch offices: I Richmond Tel: (604) 276-0588 Fax] (604) 276-2059 Calgary T e k(403) 6S2-5227Fax;(403) 652 5228 Winnipeg Tel (204) 2842878 Fax(204 284-2819 IVfonueaf Tel (574) 333-28/8 Fax (5/4) 333-7482 Quebec City Tel.(418) 681-2818 FaxlI418) 681.4370 Halifax Te k (902) 468-1088 Fax{ (902) 468-652Z

)

Wall Data (Canada) Ltd.

S315 Tomken Rd., Unit 10 Mississauga, Ont. L4VV 'IP5 Te/7 (905) 238-3588 Fax:(905) 238-3349

YHC CassetteIndustrialLtd. 75 Sainsbuiy Sq., Scarborough, Ont. MIV3KI fel: (416) 321-7 179 Fax: (476) 321-8457

Zenith Data Systems Canada Ltd. 675 Cochrane Dove, Suite 101, Markham, Ont. L3R 088 Tel: (800) 749 0813 Fax:(476) 756-27 77

1595 16th Ave., Suite 303, Richman Hill, Onr. L48 3N9 Tel: (905) 777.6463 Fax:(905) 777-,6829 http: ywww. waffdata. corn

Zentronics

30 West Beaver Creek Rd., Unit 73 Richmand Hill, Ont. L48 3K1 Tel: (905) 886-8122 Fax:(905) 886 6452 1-800-268-4049

Waterloo IVlaple Inc.

Zercom Technologies Inc.

450 Phillip St Waterloo, Onr. NZL 5)2 Tel: {'579) 747-2373 Fax:(519) 747-5284

http; rhvww maplesoft. corn

1594 Beau/ac. St. Laurent, Que. H4R 1WB Telr (514) 956-9337 Fax:(514) 956-8329 http: I iwww zercom. net

Toshiba of Canada Ltd.

Waveform Technologies Inc.

Zida Technologies Canada Ltd.

791 McNabb St., Markham, Onr. L3RBHZ Tel: (905) 470 3478 Fax: (905) 470-3479 Tall- Fi ee: 1-800-663-Q378 Branch offrce.

Rrchmand: Tek (604 303 2500 Calgary.

Te l :(403) 248-3883 Faxr (403) 248-3926 Edmonton: Trri(403/455-45a4 fax:(403)455-0733 Ottawar Te l :(613) 782-236Q Fax:(613) 782 2219 Yictoriar Te k (6 041 595-71 7 1Fax: (604) 595-77 I I Quebec City: Tef: (4187 626-2080 Fax: (418)626-5044

Unit 84. 7278 Progress Way, Delta, B.C V4G7H2 Tel: (604) 946-WAVE(9283) Fac:(604) 946-9269 Toll Free: 7-800-664-WAVE(9283)

60 Amber St., Unit 9, Markham, Ont. L3R229 Tel: I905) 474-9832 Fax.(905)474-097 I

Zorin Systems Corp.

Web Xpress

2740 — 3Matheson Blvd., Mfssissauga, Ont. L4W 4X3 Tel (905) 625 {IOO Fax. (905) 625-2166

Tomauri Inc. Company Profile

Trice International Co.

4490 Chesswood Dr, Unit 3. North York, Ont. M3i 2B9 Tel. (416) 638-8028 Fax: (416) 638-4477

hap: Irwww.webxpres.corn 13988Cambie Road, Suite373, Richmond, B.C. VBVZK4 Tef:(604) 279-1866 Fax.(604) 279-1867 Branch office: Richmond Hill Telr /905) 886-0390 Fax:(905) 886-2650

Tef (604) 608-0288 Fax:(604) 608-0286

Westcon Canada Systems Inc.

Trimex Marketing Inc.

6830 Cote de Liesse, St. Laurent, Que H4T ZA I Tel (574) 344-5151Fax: (574) 344-0855

Markham Ont. Tel (905) 474-01 7 7Fax: (905) 474-7952

Toff Fice. 800-667-6769

Western Carbon & Ribbon (1999) Inc. 1445 Powell Street, Vancarrvei. B.C.V5L I GB Tel: (604) 251-37 75 Fax: (604) 251 '7277 Toll Free: 7-800-665-4393

ZyXEL 4920 E. La Pafrna Ave. Anaheim, CA92807, USA 7el: (714) 693-0808

Wes-Micro Electronics lnc.

789 West Pender St.. Suite 668 Vancouver

461 I Viking Way, Suite 120, Rrchmand, B.C. V6V 2K9 Tel. (604) 278-6700 Fax: /604/ 278-8619 Toll Free: 1-800-663-8883 Branch office:

5600 Keaton Crescent, Mrssissauga, Ont. LSR355 Tel (905) 803-1105 Fax:(905) 803-7 723

Due to ~e. company pmhfex are nolonger complimentary. To include companypmfffe vrith listios pieme call your aeeoun{ representativefor details.

To bc included inthe Canadian Computer Wholesaler {CCW) Sourdng Directory. Pleasefax your aompes{y nemo address. phone number. fa number to: CCtt Roorcing Directory F7tst i 6{7416{17{.367{6

CC%rretejos right to list ar deiist any companyfor any reason. This listing ixcompiiineotary.

CCW et{neat be resrrorrstblefor errorsor omissions.

http!rwwwccwmag.corn October 1996 W HO L ESALER57

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MULTI ME D I A picture of the world," says IDC channels research consultant Tony Olvet. IDC doesn' t have a separate line in its Analysis program for multimedia, lumping it into a catchall category it calls "other peripheral products" that includes CD-ROMs and sound cards but not high-end monitors and software.

eonrinneri front page 51

" Multimedia is an appeal to all t h e human senses," he says. "It appeals to sight, sound. smell, and emotion in an effort to create an morelasting message. We have been able to incorporate everything but smell in the hardware and softvvare we run." Appealing graphicsand sounds enhances visual communication and empowers creative expression by reminding the viewer about the central message, he says. Graphics and multimedia wiII become imperative, he believes. as we c o m m unicate

In 1995 within the wholesale distribution channels in Canada the 'other peripheral' segmem grew by S4 per cent, considerably faster than the rest of the distributor channel which grew by 26 per cent. Olvei anticipates a growth of these I%~~~ p eripheral prod-

~ o~ r

more and more over the I nternet and have and need to ovecome the barriers of l a nguages and cultures.

M ore «nd more training and education companies are looking to multimedia as a

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means of deliver- The Avid Cinema digilal video edNn g designed lor the non-Prolessional,wasdevelopedbyApple p r in t e i r s ervices system Computer Inc. in con/uncgonwdhAvid Tedngegy Inc to their clients.

Because of its interactive element. with sound clips and animation, multimedia is viewed as the logical next step up from computer-based training which has continued many of the conventional methods of learning from a textbook.

"The t echnology-based format i s becoming an increasingly popular method of delivering training." says Christiane Morretti.

IT training and education research consultant at International Data Corp. (Canada) Ltd. says. "It's seen as cost-effective, It provides just-in-time training and it fits in better wiih students' schedules. The only dmwback is that it lacks a human element. which can be extremely restrictive."

Still, more than 76 per cent of the training market remains instructor-led. However, every year multimedia is making up a larger and larger percentage of training. Because of the software component, training has now become a product instead of just a service and has created an opportunity for wholesalers to sell into that market-place.

"Frankly, we don't often get a lot of inquiries from our clients about where tnulti-

media is going because they have a bigger 0

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the wholesale distributor channels, because the packaged-oriented, commodity-type products suit this channel better than complex multi-user UNIX systems.

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While the consumer side is driven by video games, the corporate side is driven by what users need to get the job done. "In the corporate world, if you don't have that sexy presentation, it s just not going to lly." Wilson says. The three markets Kcnctix addresses are: high-end film and video broadcast producers;games producers;and architects and mechanical engineers who are using multimedia to build realistic models to offer a visual preview of their plans.

With so many PC sellers assembling and selling direct for low margins. the way to make money. he advises, is to sell true rnultimedia PCs. "Anybody can put together a PC and add 16MB RAM and a sound card and call it a multimedia PC. But a real multimedia PC requires specialty cards and connectivity that you have tosource and these are the opportunities to make some money from PCs

"Multimedia is

ag alii.

o bably the most

a mbiguOUS

term

you' ll ever hear," according to Glenn Wilson, business development manger for Kinetix. the multimedia subsidiary of Autodesk Inc., which makes 3-D animation and paint programs.

"It is like artificial intelligence was in the 1980s. You heard about it though you never actually saw it. But (Al) is actually running your street lights and your car's emission control system. It is a technology that is underlying. People will be using multimedia but it's not going to called multimedia."

"MIX pe o p l a ~

h a in g

David Jrrne»

While multimedia is already a part ol life now, it's going to increase logarithmically in the future, Wilson says. Just as every PC sold today has a CD-ROM, a video card, high-end color and sound 'capabilities, he thinks every PC will have MPEG video and hioher-end sound capabilities.

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Multimedia defies categories, David Jones, group product manager multimedia for ATI Technologies Inc. says. Every time a multimedia technology, such as CD-ROM. f or e xample. b ecomes mainstream, i t becomes its own selling category. To shape the next mainstream products. ATI is developing a TV tuner for the computer, video capture, lvtPEG playback and videoconferencing.

Inexpensive videoconferencing is the next practical use for multimedia, Jones says.

The technology necessary for it to become mainstream are just becoming available and affordable He seesvideoconferencing as a boon to telecommuting because it will make it inexpensive to work at home, while stiH integrated into the workplace. The customer will want multimedia, he says, because it is there and accomplishes things that are enjoyable. "MIS people are being very Calvinist," ATI's David Jones says.

c ry C e M n i s h c . T h e y re ga t e k e e p e r s e f e rl o u s n e s s . "

•

The multimedia and animation business is growing at a phenomenal rate. Wilson says, and this is an opportunity for wholesalers and resellers to get into an area where "there are still margin dollars to be made."

"They are gatekeepers of seriousness.

But they can only stem the tide for four quarters. The sound card and CD-ROM drive they saw no business application for, is now standard. We are gravitating towards a point where the word multimedia will disappear and become aquaint old expression" IX59

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October 1996 W H O LESALER sg

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IBM Canada shuffles senior management position IBM Canada Lid.has announced George Khoury, rice-president and general manager, services, has left the country to take over as general manager. services, Latin America â&#x20AC;&#x201D; with headquarters in Mount Pleasant, Neiv York.

Meanwhile, Ed Kilroy is moving to the position of vice-president and general manager. services. He will assume responsibility for IBM's consulting group, systems integration. maintenance and availability managemenc networkservices.education, training services and managed operations Alan Hilliard becomes vice-president and general manager. marketing. He will be responsible for marketing IBM s server prsxlucts including the AS/400, RS/6000. System/390. storage systems and IBM printing systems.

Norbeit Dawali bi takes over as vice-president and general manager software and network computing. He will handle marketing of IBM's software. networking and Internet products. ln other news at IBM Canada, Greg Gulyas becomes general manager.System/ 390: and Patrician Ryan takes over as generalmanager. networking.

Neil Isford, on assignment from IBM Canada to IBM U.S.. has been named vice-president, network computing.

Quarterdeck's Bastiaens resigns from his CEO post QuarterdeckCorp. has announced the resignation of its CEO, Gaston Bastiaens. He successfully rebuilt Quarterdeck with a family of Internet-related products and an aggressive acquisition strategy before a recent third-quarter report registered significant losses.

Bastiaens, previously an executive at Apple Computer Inc.. came to a troubled Quarterdeck in late 1994. In a short time, company insiders calledhim a visionary as he took Quarterdeck from a memory-management products company to one irith a multifaceted line of products centering around the Internet. The company. under Bastiaens control. grew from US$27 million to US$140 million in revenues with five strong quarters.

An executive search to find a successor is underway. Until then. board member King R. Lee and Anatoly Tikhman, Quarterdeck's current senior vice-president and bead of its Utilities Business Unit. will manage the company under a temporary Office of the President. Lee ran the company under similar circumstances before the arrival of Bastiaen s.

Tikhman recently joined Quaiterdeck's executive team after Quarterdeck acquired Vertisoft where he was CEO. Q~ k con f i rmed Bastiaens wsql continue as a director and consultant.

Compaq appoints market manager. commercial sector Compaq Canada lnc. has appointed Cheryl Giblon as the market manager.commercial sector.

She recently joined the Richmond HilL Ont.-based company after more than 10 years in marketing and sales with other high-technology companies.

Most recently Giblon established and operating the Canadian business development and marketing functions for Bell Sygma lnc.

Develcon shuffles executive suite, seeking profitibility ln an effort to regain profitability. Develcon Electronics lnc., of Saskatoon.has cut 37 jobs and made some management changes.

DouglasFreestone has resigned as vice-president of iechnology and director,and George Best, former vice-president of marketing, has become regional sales manager for the western United States. Geoffrey Bennett. who took over ax chief executive on Aug. 2. announced ihe

changes, saying Develcon needs to refocus its operations and bring costs in line with its revenues. Develcon makes telecommunications equipment.

Ingram announces round of promotions Keaton. Ont.-based distributor Ingram Micro Inc. (Canada) has announced aslew of promotions affecting top management.

Bob Carbrey, who has been with the organization since 1984, has been promoted to senior vice-president, finance and administration.

Accordina to Inaram. his accomplishments include development the company s credit function; implememing strong financial controls and managingforeignexchange activities Andrew Kieranhas been promoted to senior vice-presideni, purchasing. Since he joined the company in 1989. Kieran has overseen the companiesgrowth to more than 500 vendors and 30,000 SKUs. Gordon Schofield has been promoted to senior vice-president. sales. According to Inmam, he has helped solidi+ relationships with Canadian 1-.:. resellers and has helped build the Ingram sales team.. smce he joined the company in 1994.

Also at Ingram: Martin Kalsbeek has been promoted to senior director. sales, consumer markets division: Christine Groote has been promoted to director, purchasing; and Al Nasturzio has been promoted to senior manager. technical services. ~

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