1996 11 canadian computer wholesaler

THE MONTHLY FOR RESET LERS

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Novernbet 1996 Vol.2 No.7

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3381 Griffith St,

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November 1 996 Vol.2 No.7

BUSINESS To Build or Not to 8uild Bh Cian Dahies

OPERATING SYSTEMS DEPARTIVIENT

How to Add Value to Operating Systems ..........

By Paul Lima

Calendar

Ivlotorola Licenses Apple OS — Will Clone Macs

By Fii Ti«lnnhsl;i

Industry Flash

16 .16

INTERNET The DomainName Challenge By hii«ir L'Irihhhjlnn

LAB TEST Canada Watch

Color Ink-Jets Qean Crisp and ( Qeapl

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By Onis l'isihen 5reh'e Halinda anil Tim Binglhaw>-11iali.

Asiascape

STORAGE The Drive of the Month Club .

By Jeg Eh'ans

Sourcing Directory

TRAINING The Training Quandary

By Paul 1Veinberg

People

NETlNORKING Lantastic 7,0 — More Satisfying, Less Filling

40 44 .42

Bh Aknh Zismahh

MARKET OUTLOOK

Collected Numbers

Analysts Predict Growth In Technology IVlarket Bv Tain K(ein

THE PUNDIT Surf our web site

Walkabout Highlights Differing Reseller Models

By Graeme Beimen

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llu>mgp arts the usual way! iNo-name brands of no known ori . No assurances ol reliabiliiv or corn >atihility. No su pport. That's no way to build a computer. i~tluch less a business. Sssitch to Acer components. Every Accr product meets rhe toughest quality standards in the industry. And that includes just about every kind of component your system nccds. From monitors and keyboards to motherboards, sound cards, chassis, and CD-ROitIs, AcerOpen has it all! And vou'll rest easy eveil Acer component svorks together. It's proven everyday. As a matter of fact. Acer built the world's fifth largest PtI. company around these parts. At Comtronic, we' re your one-stop Acer source. Our warehouses are packed to thc ceiling mth atccr quality products. And all at prices that figure to leave you plenty of margin.

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D E < >K

WHOIS YOUR USTOMER V Wholesaler Kilow yoiir custumer-

it's one ul the first rules of business. Yei. it's ever»o crucial. as tnsly identifying and understanding your «lienteie v ill enable you to provide the right pro Ju«i» and services: and will yield a base of satisfied. loyal patrons.

Shopping f' or a home computer recently. I found myself ivith a rather pernickety spouse.

IXot that that should have surpri»ed mc.

Christmas shopping. I'or example. i» never <..omplete umil wc'vc carefully exainined and compared each item in every»iure. in at least three dil'fereni »hopping mails, I kid you not.)

In any evem. I quickly saw he wasn t

going to be satisfied with any old off-thc-shelf system. Rather. he had a very»peciftc list: he vantcd: an Intel Pentium prove»sur. an ATI graphics card. a Sut>y-manufactured monitor. a Iviicrus<>ft ergonomic keyboard — et«.. etc.

And.:ill aloiig the process. he wanted u> he able to talk to a knowie Jgeahle. iechni«ally oriented sale»per»i>n ahuut the rciativc merit» of each «omponcm option.

And so be it. Whether a home custnn>cr pi«k» up a h<>x off-thc-shelf: cnwniis»i<w» a particular conftgurati<>n from their rc»cilcr; or huy» ihe piece» to assemble their o»vn PC' ithank goodnesshe Jidnl try lb<it) — it's a major I>arch;<»«c decision.

It's even more»» I'ur hu»inc»» customers — a» they'rc ot'tcn talking about tnultiple»ystcms that wiii be used iu run ihe husinc»s of tlheir companie», Ivl<>reovcr. they'rc faced with su«h real concerns as: compatibility. conne«tivity, »vtandardizatinn and security.

Ihthat's The Point7 The point i»: Yuu nccd to bc able to meet the need» of your particular targeted «u»tamer audiet>ce — ivhaiever iho»c arc. And, you' ve gut tu Jo that ivithin the cost-cot>straine J. c<>mpetitive market-place that i» tnday's reality. ln this issue nf Canndian Comparer

N'holesal er.wc addressanumberoftopic» pertinent to the subject uf having a business focus

— and properly equipping your company I'or it. ln -I%alki)bout Highlights DIfferlng Reseller Modeis."" tpage 88). columnist Grae<ne Bennett examines some of the various businessmodels popular among Canadian and U.S. resellers — all providing various lcvcls of

Yct.as evidenced hy the»tory of my husband — there are at least some users who want tn play a bigger role in deciding the make-up of their»y»tern». But meanwhile, eel%sin distributors arc offering cot>figuration serviccs proniising resellersthey can see reduced costs hy outsourcing that behind-the-»creen» work.

"The Trsinit>g Quar>dary," by Paul Weinherg. (page 44). Jiscusse» the pru» and cnns of investing your Jullav. in paying for u,hat can be rather expensive staff traiiiing and certification. Obviously we' re ail struggling to keep up with the latest technology advancesyct the vendor-spon»ore J imining and ccrtiflcati<w program» on tlhe niarhet can be time-consuming. costly and may not ahvays meet all of vuur ncc J».

Certainly you should he vocal tn your supplier. ahuui what you cxpcct I'rnm then> on the training front. As ivell, a number of ven J<>rs and distributors ailike regularly OA'er free product traitiing se»si<>n» — make an effort to take advar>t;tge of those. O>ive them feedback — un ivhat's useful an J ivhai isn' t. Alter ail — in that »cet>ariu. ifs yuu who'» ihc customer. And the cu»i<>mer n«cd» to bc properly service J.rigln?

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PUttlr>9 It Together When it » all »aid and J<>ne — it's up to you to huiki a ha»ines» niodel that will reap a,»olid customer ba»e which value» and mspcct» your »ervic«». >vhiic ailoiving you an opportunity I'ur a decent prof>t.

Maybe it's time to reweigh your practice» against tliai pretnis». Do you nc»d to bc more flexible in thc type» of' configuration andi »erviccs you supply to your customer»? Ar, c<mversely. if brand-namc sy»icms, andlor distributor configuration services bener fit your nee Js — perhaps your resources are better spent un storefi'ont statl at> J ll>crease Jmarketing effort».

The training issue ties in to that — ivhile everyone representing your operation»huulil have a ba»ic level of tcchnical knoivledge, are you trying to market a paixicular experti»e to your ciienL»? Ii »u. are you investing in sufficient staff training to ugly back up those

claims? tif you are. don't fur ei tu fuliluw ap your investmem by making u hig deal out of the skill» that you have: dlsphay your certifications prominently in your storefront. your offices and in your marketing Inn)crisis.)

What Do You Think?

As:ilu'ays, %<c d love to i>ear ffoiii poll. What

are your thoughts un oar maga ine, thc issues ive address and the industry in general? Send service offerings. us a letter. a lax or an F.-mail with your comin -To St)lid Or Nnt To Suiid tp age ments.

12). author Gary Davies analyses the strategy Meanwhile. watch out I'or that spouse of of resellers who are assembling and configurmine. He's out shopping for more RAM. and ing systems for their custoniers. ilndeeJ, as name-brand PCs have dropped in price. it. is no lha» some questions... ]longer ea»y iu ui'ter sub»iantial di»count» on nn-name or h<~u»e-branded PCs.

s W HOLESALER November 1996

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Grace Ca>x<elman Editor

Publisher Dong las Alder Associate Publhhs>rs ArdyPmnge Hari Shtgh Agralscr

Editor Gra«e Cassehnan Contributing Writers Graeme 8ermett Tfla Bragi>am-tValtis Gari' Dal'ri's

Sean Hringron Jegg> cats

Chris Fisher Sre> e H<dinda fhomac Alvm Patri Lima F <hvar<i Trap»nshi Patd Itritrberg Ala>I I'.Isr>tall

Production Sfsfi Shcrlv llo Vcr>In Clair> Kctritr Hcrrnvig

Ksy Acco«Manages (Essi) Tll>O!I'Olin Key Account Manager IWsst).lc>ttr I<' Leigh(OII Accoul)I Msnsgsrs i<tarsi>a Ahtter Frcrnh Florrstc>rt

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Advertisers' index

Disney madel heralds change Entertainment software may see evolving channels and packaging *'

How would you like a free trip to Disneyland?"

That is what the lady from Disney hiteractive said when I was invited down to Anaheim, Calif. , for a con-

fercncc recently. It sounded like an invitation too hard tii resist. In reality.

I never made i't past the gates into

Disneyland, having to satisfy myself with stayingin the Disneyland Hotel, rieht next to t he Fabled Kingdom. It was stillan interesting trip on a number of levels — and I saw several implications for the reseller

channel.

Like it or not, Disney is a large market forcein any industry it plays in. Disney Interactive has apparently become quite successful since its launch two yearsago, Disney has since launched more than 30 new PC titles — most of them cross-platform, Mac and Windows. In I 995, Disney claimed to have five of the top-selling children s CD-ROMs. In 1996. the company has fourout of the top 6ve positionson the children's sof'tware chars with titles such as Toy Story.

Pocahontas,Winnie the Pooh and The Lion King Activity Center. I'Disney Interactive* s products are distributed in Canada by BVA Video Lrd. and Beamscope.

Checkout Disney on-line at www.disney.corn.)

One of the product lines that Disney Interactive v as touting at this event was called Hot Shots. This product line is a harbinger of things to come on at least three levels.

Packaging The first level of change is the size of packaging. islany consumers, myself included, often notice the silly illusion that comes with most entertainment software. I call it the -big empty box- syndrome. You buy a package for $30 to $50. take it home. unpack it, and find that it consists of a CD-ROM jewel case and a registration card.

Hot Shots is Disney s answer to this problem with a package size that is about thc size of a videocassettc, but about half as thick. It is too big for a shoplifter to pocket, but not so big as to irritate consumers. I think it is a greatsize and should appeal to retailers as svell. becauseit won't take as much shelf space.IfI w alk through an average wdl-stocked computer store thcsc days, more often than uot resellers are putting the computer game boxes with the spines out because ofa shortage of shelf space. Disney's ncw anractive size should help everyone. With the promised coming of DVD for music. computer games and moviesin the next year or so. I hope this packaging size becomes an industry standard.

Price The second level of changeis the price point. In this case. with Hot Shots, thar's a less than $20 price target fora softw arepackage. with about a 30 per cent margin for resellers. For now, these Hot Shotsgames are just pull-outsfrom a larger game package. For example. if Disney does a $50 to $60 Toy Story game, it might include eight to 10 games within the CD. The -impulse-priced" Hoi Shots package would pull out one ofthese games and make ita stand-alone.

I had a discussion with a couple of marketing managers, who agreed svithme that there is a big price barrier on many games. But the Hot Shots line is designed to allow consumers to buy svithout really thinking about it.

However,I would suggest Disney should consider bringing the overall price point down for the entire Toy Story eight-game bundle to under the $20 price point. My theory is that the company would sell not twice as many games, but tluee timesas many. Many more people would be enabled to buy the garnes.

Disney *s cost of production on a software package is so low. that once the development costsare amortized. they svould be protitable even at the lov er price poiiu and sell more titles.

The video industry went through this phase a number of years ago now. Initiallv they tried to sell movies for $50, All but a few consumers rejected this price point. When they brought it down into the $20 range.itbecame a no-brainer formany more people. I believe that this will happen in the computer/video game industry as wekk The stranglehold that companies like Nintendo and Sega have had over the video game has made the pricing artihcially high. With many more companies entering the market for PC games. I believeit is only a mauer nf time before these prices

drop.

Target Locations The third innovation I noted is v here Disney Interactive targets i ts games forreselling.

Although the company has no plans to abandon the traditional computer stores. list of mass merchant locations ro sell these products include Walmart and Price Clubstores not traditionagy associated with computer gamessales. They plan to put them next to the video retail racks in such stores. This signals a shift back to more traditional store channels for computer games.

This is both a positive sign, because it heralds the increasin• consumer acceptance of computers. and a challenge for traditional computer resellers who now have yet another player to compete against.

Canadian angle There is even a Canadian angle to the Disney story.

The company recently bought thc defunct Sanctuary Woods computer games d studio in Victoria and plan to develop interactive titles there. On the other side of the country, Disney is harvesting Sherwood College grads to svork in their animation projects, both in Canada and in California. I On the negative side, one Canadian writer with inc on the trip suggestedit was a actually a brain drain of Canadian animation talent heading I' or Disney.) But. Disney is developing a Canadian studio for animation — at this point primarily I or clean-up of f eature filtns.

According to Disney Canada. in the future the Canadian studios will be bidding onlarger jobs.

evelopm ent

Enjoy the issue. lKLi9

8 WH OLESALER November 1996 st t p.".iwtNw.sowmaa.corn

Company Name Telephone Page Accton Canada (604) 214-0768 ACP hharketing (604) 278-281 1 Comdex (604) 685-1896 Ext.1650 Comtronic 1 -800-297-5505 Empac Computer Corp.

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(905) 940-3600

Impaq TechnologyInc. (604) 261-1SQQ Lance 2000 (905) 477-6868 Lapro Marketing (604) 244-7798 PE 1-888-PE-HELPS Pro-Data 'I -800-567-3274 Pro-Sonic (905) 41 5 8988 QDI Computer (Canada) (905) 940-3827 Ready Computer Int (604) 270-7618 Samsung (905) 940-3600

Sam tron (905) 940-3600 Sceptre Technologies Inc. 1 -800-788-2878 SDhhS 1 -800-677- SD MS Sharp (905) S90-2100 SPEC ResearchInc. (909) 595-1258 Supercom 1 -800-949-4567 Taiwan Information TechnologyTrade Show

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(514) 844-8909

(604) 682-9501 (41 6) 363-9946 TIC Datacom Canada (604) 608-0288 TKPElectronic (Canada) (604) 279-0320 Ultinet 1 -800-5 1 3-7732 Uniglobe Trave 1 -800-663-3441

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Ontari oComputerfair Windsor,Ont. Contact :jim Creighton,Creighton8 Associates

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Electronic (ommerceShow Gttawa Contact Benet Comeau, TheWilow Group

Call: (613)237-2324

Customer foundon-line PC-buying a headaet e On-line shopping is a wonderful thing.

Nu need tv visit a store in person. just point «nd click. Almost everything you can think of is for sale over the Internet.

Svunds great. ch9 Well. things can still go wrongand believe me they do.

Recently I d ecided to u pgrade everything on my computer (basically this means buying n new computer). So I checked uut the Shopping Mali on CompuServe — lots vl companies selling their conlputers in «secure environnlcnt.

Sv I pick one that sells the computer

I warn. (An American on-line computer

store),winner of six PC Sfbrld best-buy

«w«rds. ns the 1-800 number tells me every time I culled —;md I did h«vc to eall. The price is reasonable, sv I put the order in my electronic shopping cart and head fvr thc checkout. I-'ill in the Qppl'upriate ini'urmutivn nnd my order is sent off to Texas where they begin assembling my computer. A week later I am beginning to wonder how long it svill take, su I c«11 them on their 1-800 number.

After «hit uf u run-around I «rn connected to the salesperson whu handles international sales via CompuServe.

back tu thc depot where «n inquiry will be sentback tu the company about the address.

I was thinking it would just take a phunc txtll and a d«y or two fur the next attempt at delivery. How wrong I was.

After waiting anvthcr wcck. I call [the on-line storel again. What is happening, I ask'? Thc sales rep. h«s sent an E-mail to his shipping dcpuhmcnt advising them of the corrected address. but has not rcccivcd a reply yel.

Why not. I ask'! Well they can't lmd the slnpping number. because of rnrnput- ' er problems. Wtthout the shipping nurnber tliley can'I scil thc courier cnmpany what parcel they ure talking about.

Agy head spins. I call every day that wcck, asking when I will receive my new computer. No progress. I fee'I «111ujed that somethingsu sitnplc should be so hard.

After the fouhh week I give up. I cancel the order.

kev 5-7 Executive Showcase on Objwt Technology Contact: Sean Wainwright

Call: (416)497-9562,ext, 371 Hov. 13

financingTechnologyCempanies 5ponsared:Partners inTechnology Onive rsityof(algary (orn 548 Contact: janetHamnett

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Defealed, I walk to the computer store to buy Iny new curnptltcl;

He tells me that my computer has not been shipped, it takes seven working ~~j' 74 days toassemble «nd then I can expect g~ delivery in Avc svorking days. Great! «m drooling in anticipation of my new =.~~ .f /' T~ computer.

®

A week Inter I still do not have it. so ~x ~ % ' r I call again. Well it was shipped, but th@ ~~ )~~= complete address (ap«rtment number) ~~ ~ :- ~ :! w«sn't given to the shipping Okay, fine. mistakes happen. "'

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When Bart llllrich «taried Sector Computer Sysleiiis II'ICalgiiiy a col!pic 1!I ycaf!i back. i he knew he would need tu hire « ume techni-

cians tu build systems. After all. he «iiid iu him«cll' — there'» morc to thi» resale game than ju«i. well — re«clling.

Buildlilg systen1« ls) a niajur purl ul uilf *

« busincs»," Ullrich says. "'People don t alway warn run-of-thc-mill. Sontctimes they want »urneihing a little bii different." Ullrich «ay« «pecially built sy»terna iiccuunl for 50 to 60 per centnf his hu«ine»s: and hc keeps four technician«oii «1alf io serve ihii'l purpose.

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"We're oil'ering ihi» as a value-addled service

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Distributor Globcl'IC Corp. joined the cunliguratiun centre game this past March.

But Mary Anne Clan». Gk!belle's director ol marketiiig. del'end» her company's decision lu enter nevv territory. "We"re nin iakmg

nlolith».

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soft«varc pi'ior to shipping ii." Pritchard says ihi«cunliguration «crvice Iia«been OITcrcil hy the majority ul di«tributors for the la»t Ig

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CIIIC It S ilSllally !1 haSSle Ai!ICI SlN1!etlnles

Shaf Quadri is ot' the «arne «chool as I Ullrich. Tlte o»vner of A« cui B u siness I Systemssay» his Calgary company ha«been in the building business since 1992. '"We. of course, sell name brands as well."' Quadh says. "but built systems are quite popular.

Sometimes we get requests for special configurations that are not in brand name sys- I But to s a y i n dustry analyst Bob Pritchard disagree«with these resellcrs »vould bc an u nderstatement."'I think rescllcrs who are still assembling their uw)n systems are wasting their time and inoney.

There's just no [profit] margin there anymore."

The president of R.3. Pritchard gr.

Associates Ltd., in Markham, Oni. says most distributors will nnv build specially contig-

ured «y«lent« I'ur rcscllcrs — a service he says they «himh,l be taking full advantage of. '"'I'hey will cunligurc ii and load thc required

It hiisn"i taken long for mo«t di«tribuiurs to jump on thc contiguraliion centre handvvagon. but argumems persist as to hovv far distributors should take the idea. Ingram Micro Inc. (Canada) has a conliguratiun centre in place, but it only handles low-volume. highcnd products.

-Thcrc are some reseller«out there vvhu «ee this as distributors trying to undercut them," says Andrew Kieran.senior vicepresidem of purchasing and products lor Ingram Micro, -Wc have to remember the distributor exists because it has successtul reseller«as customers." Ingmm Micro does offera conBguration cenuc forcvcry one of iis products in the United Saies. but a similar

centre is not in the offing for Canada. "At least nul until our customers ask for iC' says Kicran.

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This service i» known a« the Peak Performance ConfigurationCentre. housed in the company's Mississauga. Ont. oltice.

The centreis staffed by one manager and. depending un ihc number of orders, ca» hou«e anywhere Irum unc to l0 technician». *'

lt» pUrpl!«e 1» tu i!as!st a Glubcllc cilstomef

who is a VAR.- Gans «aid, "Maybe it "s coming down to the crunch time and they need some help. Or perhaps it's vacation tinie and they need some extrahands." Gans says it's up to the VAR to decide vvhich system is more cost-eflective — leuing Globcllc handle it or hiring a couple of technicians.

Sharon Spring. vice-president of marketing at Merisel Canada Inc.. couldn't agrcc more. whichiswhy her company sctup a con6guration centre last year. -Il's a valueadded service to the reseller and it's totally their call as to whether they wouldl like to use our services or not." Spring said. "The resellerIhastu weigh off the ben.fits of doing i)i in house, or giving it to us. It's usually more cost-effective to use our service il iis a highvolume order"

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. IdRIK The majority of U.S. resellers have been out of the building game for the last couple of years, says Glen MacLean, national director of reseller services for Merisel. -This move todis."ciior ac.:,

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tributors is happening much more slowly here in Canada. There seems to be a real reluctance here and I can't see us moving completely to the [U.S.] model for two to three years."

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Mac Lean said r esellers should remember they would still be the ones who dealface-to-face with the end-user.

"All we' re doing is trying to take away the costs. we' re not trying to forge a relationship with the end-user. Resellers need to think about how much they' re spending for warehouse space.security that space, lhe cost of hiring technicians etc, We can totally eliminate a lot of those costs.

Michael 0 Neil, senior vice-president for international Data Corp. (Canada) Ltd., says a11 that the disliibutors are trying to do is remove a burden from the shoulders of the reseller — if they' re smart enough to take advantage of it. "Why would you want to do it yourself if you' re the reseller?" O' Neil asks. ' Most organizations just don't have the resources they need. It's really a poor return on assets from areseller's perspective."

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-Sometimes we just can't get the product," said Rizk. 4-Star manager. ' We have found there is some difficulty getting specific products during the busier times of the year — like now and at Christmas.'

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But that's far I'rom the norm Rizk said, noting most customers leave 4-Star Computers happier than when they came in. Why? Because they trust Rizk and are relieved hardware support is just a short drive down thc street, he said.

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'The problem with distributors is they' re usually out of t own and they charge a loi.," said Rizk. noting when you add the building costs to the shipping costs and handling tag. "the price is just too high for some resellers."

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Despite such recommendations, Said Rizk has bet his entire business on the hope end-users would prefer their specially configured systems be built by their friendly neighborhood reseller. For the last 10 years. 4-Star Computers in Calgary has sold nothing but personally built systems.

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"Plus. I have to look after my cusl,omers if I want their business. With distributors, if you have any problems it could be 10days before it'sfixed.Here.you usuallygetsame day service — and you know w ho you' re dealing with.' K g g Gan D a vies is a j o u r nalist based in Calgan; vvith a specialti' in high-teclt reporting.

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The hoopla surrounding the Micro»va introduction of Windows 95 made Aug. 22. l991, »cern like a naiiunal holiday. Of) the other hand, when Apple Computer Inc. announced one month later that it would

0 e rat in S stems Are you fully leveraging your opportunities in the os selling process'?

l)cense Its Mac)ntosh pcl"sonal conlpulcI'

operating»y«tern. Ihe a»noun»«ment w;)s greeted with what some migi)t call a thud of indill'erence.

Yct now some ol' the i»du«try hig h))y«are pl'Iying Ihc Ma«OS game — as IBM and Motofola Cori). h)lve Iu»)ounce<i

OS licensing agreements with Apple.

Bui <lcsp) tc thc l)cr«c «ll»1pei)i'Ivn I or

Ihis se<tvr — Mighty Mlicro»oft enjoy» over)vhet ming <I«»k)vp < l v minan<'c.

Microsoft own» mr)re than 80 p«r cent vf

the operating system market, Apple has about nine or lo per cenk while ihe other«. in«luding IBM's OS/2 sharc thc rest.

By li«en«ing it» vpemiing system, Apple. along with IBM and Motorola.

(boih parin»rs on thc Power PC platform). is trying t v

b r e a k t h e s t r anglehold

/pv PLptp/ I pppprp FfoA)i the bc'giA»ing ol de»ktvp «v»)pul»)g. operat)ng sy««tcn)s have»)ca»I hci)<l))che« lv) re«eiler«. lhecau«c they' ve giiv»n «nd-users griel'.

Ho<vcvc)'. they I'Iavc al««<) d<'.IIverc<I

re«eller«opporti»»ne« to add value — by tak)ng care ol «U«u)NCI'»)U)<l custv)fusing sy»te»1» II)r vpIin»)m p»rR)rm;In«c.

A«Windows 3.x bc«arne thc operating «ysicm most computer Users loved to hate, Apple's Ma«os and IBM's ))YI)rp struggled iv make a dint in the in the con»un)er OS m;Irket, Today IBM has all ibui »ban<Ion»d th» con»urner OS market;md «omc Ma» enthusia»is are concerned about the pcr»eption that Windo<vs 95 has

r.

Microsoft has on the market. It i» also a

left them behind.

way for Apple to reinvent itself after several dlisastrous linancial quarters.

J .~ • While Windows -si~ '~ v NT 4.0 iwhich crnulates the Wi»95 GUll and IBM's Warp 4 offer g ) users 32-bit processing and greatei' stability. they run on high-cnd PC» or <vorkstations that cost more than many cvn»umcr» wantto spend and are targeted primarily at the client/»erver cnvi)vnmeni.

A4

Apple has ncvcr before condoned the manufacture of ciones. By keeping it» technology proprietary it felt it couid maintain quality and feliiabIIity. As a result. its prices have been higher than Window»based computers.

The prices for the proposed Iicensed computers vviII be below what Apple charges for a comparable product but still morc expensive than 18

Put Th its First

Things First

Tv n)i»in)IP«pv«i-sale pfvblcnl». rcs<llcI's «h) sul<l quali I'y «U«ivm»rs and )natch th» right hvx rnid ()S w)ih «u«II)m<.'I n»ed», II«cvi'd)ng

to Iim, Schjelderup <vho rm)« Simply Computing. a Mac retail <)utlet ir) Delta, BX'.

-Wc s»ll not vvhat we»vant to move hut 'I)bsolutcly the bc»t «'v«t»n) fbr IIhe cu«ll<)n)cI;

Once he' 1, quaiit)ed t h e cu «U)mer.

Schjelderup n)akes sure his sy»iem«ure ready n) go «o «U«ivn)crs «I»1 ph)g th«I)l u)

and turn them on vvhcn they gct I)vnlc.

Rc««ll«rs agree. thc morc they can do upfront. thc less likely it is that the U»er wil I experience problems. -That may bc the gfeatesi value you caf) add. keeping the customer»atisl)ed t)om t hc wvfd go . s a ys Carl Harr of WestWorld Computer Ltd. in Fdn)onto».

So. du rc«eller»a»d OS Inanufaciurers

To ensure consumers are I nvwledgeable about operating systems, some rescllcrs offer OS orientation courses. Some. fcciing an ounceol'prevention equals fewer support calis„run free seminars. Others. like Hall. chargea nominal fee for seminar«,.

feel OSs in themselves presented value-add oppoftun)IIcs.'

Schjcldcrup. howcvcr. stopped running intr»du«tory courses but «oniinucs to add OS

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O PE R A T I N G S Y S T E M S equivalent Microsoft-Intel compe(itors, Apple will continue to certify th«1 all systems sold with the MacOS comply with Apple"s design rcquiretnents.

Along w)(h Apple. Moto('ola and IBM have made a sizable investment in the PowerPC microprocessor on which the Apple product line is based, If Apple doesn' I make a striking comeback they both lose

a considerablechunk of cash. even for these giants. Analysts had expected morc pk)yers on board at this stage and a greater volume of product shipped. "I w»uldn'I expect any huge inroads to be Inade over the shen term." says George Bul«t, m))nager nl' PC research for International Da(a Corp. (C«nad«I Ltd. "By ncx( spring wc'll see anincrease in sales forthe Mae operating system. Bu( I d(m't expect phennn)en«i gro)vth rates tha( will have a significant impact on Micr»snit. nut even for the 1)ve-year forecast (hat we have.

By being proprietary wi(h i(s OS for s» long, Apple missed the advan(agc 1) licrosni't and Intel acquired through Ihc hard)varc and sul'(ware OEM sub-industry crea(ing el;m)ur for their technology.

Ins(ead. Apple has been the only onc banging the drum tbr the MacOS platform. Through its proprietary status Apple created « tight in(cgration of the sof()vare and thc hardware. a diiI)cuII combination fur sumconc else to crack in order to attain (he expcrtisc to build the systems.

Apple's licensing strategy has been to evolve the procedure in stages. Initially. there were a handful of players in Ihc Apple orbit who would d uplicate the Macintosh sys(em design with a small amount of di(Terentiation. For Power Computing, a small mail-order distributor. )vas formed spccihcally to clone Mackintoshcs for as little as USS1000,

exam ple,

Next, the IBM and Motorola deals are intended to defend the traditional education and desktop publishing marketsand their reputa(ions and world-wide marketing clout could open the doors to some

corporate boardrooms.

value by renting out training video tapes that have "proven tu bc incfediblly popular.- He focuses on keeping clients happy from the start by installing h)(e-breakmg updates. freewarc virus protection and appropriate printer sof(ware."%hen you give a little. you gc( a lot in return from repeat business."

Here's How to Acid Value, INac %bile Mac has lost ou( Io Windows in the banlefor OS supremacy, Mac resellers are dedicated and np(imistic people. "%e dnn t represent the majority of the computer-using population but we get our fair sharc of the business," says Harr.

Taking a poke a( 'Wintcl' resellcrs. he says value-added opportunities «rc difficult (u come by for Mac resellers "'because everything integr))tcs so seamlessly vvi(h thc M«COS Still. he adds v«lue by offering onsite and carry-inservice warranties and netvvurl installation.

Fernando Palladina, preside))1 of Microscrv JBF inc. in Dorval. Que.. «Isu says "less support" is required I'ur thc * Ivlac()S «»mp;)red to Windows, '"Th«t s one nt'Mac's major values.There are fcvvcrnagging c(IHS that you l)ave Iu s»lvc but can t charge Iur." Th(s Is also a ncg«1)vc. hc says n»ly hall' in jest. -If vvc )vere selling Windows, it would hc I;Ir easier to sell support contracts.

Howcvef. s)ncc h)s staffare no( busy solvIng OS problems they are I'rcc Iu focus on selling additional software and peripherals.

While it's easy for Mac users to put together small networks using Appicgharc, Palladina says hc has to remind cus(umcrs seeking client-servcf solutions that Mac clientslike Win9.'). NIT and %arp clients — work just Ane linked to Novell, Windows NT or OS/2 %arp servers.

blow that most Macs arc Internet-ready vvith Mac TCP, intranet and peer Wcb set-up nppor(unities are also emerging for Mac fcscllcrs.

Open Windo)ftfs orI Value-Acici

Windows rescllcrs, In addition to training and customization. one of the larges( vahrcadded opportunities is in helping 16-bit Wind»)vs users migrate to the 3')-bit )) '"Indnvvs cnvlfunlllcn(.

"That's one of Mac's major values. There are fewer nagging calls that you have to solve but can't charge for."

— FC AIQII(fO PQIIrldfl(ft

Thc Gartncr Group lnc.. in Stamford.

CT, estimates the cost of migrating a single PC to Wind»ws 95 can cost up tn US'$711, According tn market data. the estima(ed market for Windows 95 migration is USSA billion.

Migration p»(entiul is so huge Ih«I Digital Equipmen(»l C;Inada Ltd. ha» developed Digital Tcchn»lugy Migr;)(ion Services I'ur Window» 9S Io m;mage everything I'n)m Windows 9S implementation to training an<I suppur(. -Organiz«tim)s afe bcIng forced hy endusers. many nt' whon) arc funning w'ln(h)ws 9S 'lt h ome. In m i g rate t n Wind())vs 95 on desktops ur Windows NT on worl'st«1(ons. says Rogcl' Egan Digi(;)I 's Kanata. On(.based (echnulogy nllgfa(lon services program manager.

Help Cut With Migration For mos( organizations. major OS migrations may happen onceevery I'cw years so "it's hard to gc t g oAd at l h ) s,* says Egan.

However, rcscllcfs specializing in migratinn servicescan add value through their experience — helping organizations avoid n)igration n)istakes and cvcn taking over Help Desk lunctluns duflng and aftcl' thc migration phase,

The Digital migration team recenIly upgraded more than 100 workstations in thc Metro Toronto Transportation Department to Windows 9S — leavin the organization bet-

But it's primarily a Windows world. So it' s no surprise that Lillian Lauritzcn, product manager for desktop operanng systems. ter «hlc Io communiea)e internally, Microsoft Canada Inc.. I'eels "the value "What would have taken six months ul added opportunities are quite huge** for work on our part ended up taking eight days

'IS WHOLESALER November 1996 h rrp unnv mornay.corn

O PE RATING S Y S T E MM S -We have worked with Apple for a long time as a chip supplier. This is one morc step in our relationship," Paul Ho)t.

Motorola Canada's Computer Group's vice-president and general manager says. "We are allowing a wider variety of operating systems to bc available under thc PowcrPC platform.'"

"Both Motorola and IBM will act as arms and legs for Apple." says Pam Olson, PowerPC marketing director for IBM's microelectronics division in Austin„Tex. -I don' t think they could have gone to thc next level of licensing by themselves." %hen the Motorola Computer Group bought the right to license the operating syitem late in February it stated it would look tn its existing charmel ol' corporate reseilcrs. VARs, systems intcgratorri and aggrcgators ihelp sell it to business users.

With ihe announcement in September of the StarMaxfatuily. iti hrst PowerPC-based. Mac-compatible systems it turnctl

to its kcy distributor partnerships in Europe, Japitn and China and in North America (Entcx, Access Graphics. PC Wholesale.

MicroAge. Ingram Micro and FMJ Data Systems aa well ai mail order di iirihutors such as Mac%;>rchouic anal Direct Alliance Corp.).

The Motorola StarMax Mac 0/S ccsmputcri. hacked hy a Isvc-year watvanty, arc also capable oi iuppofthlg both Mac olid

I'C pcriphcrali.

-This is not a rchgious conversion, says Holt. '"Wc'rc not s>ut tn say if you like Microsoft io move to the MacOS. %hat we are ilooking for I'rom the dealers and the VARs is tu gct the

with thedigitalMigration Services team," says Andrew B CII. manager ol the Tragic l3ata Ccntrc at Metro Toronto Transportation Department.

Many corporations and small businesses, requiring more robust OSs. »vent IA'"tndo»vs 9S or NT on their computers. This gives resellers the opportunity to sell hardware upgrades or more powerful computer syitems. And since Windows NT is Internet-ready, there are " Optimized for t h e opportumiics for rcsellers to sct up and custotnlzc corporate intrancts or peer Web systems Merlin really exploits on smaller network».

32-bitenvironment,

the Pentium or Pentium

Warped But Working

Pro C P U ."'

According to Max Harnon.

— Mar Hadron president of T h c I n t ernet R esource Ccntrc I nc . i n Rlclunond HilL Ont,. %indows NT comes much closer in functionality to OS/2 Warp 4 than Windows 95. However. Warp is tlhc only true multi-taiLing. multi-threading OS, the IBM BESTeam member says.

"Optimized for the 32-bit environment. Merlin really exploits the Pemium nr Pentium Pro CPU."' Warp 4 gives resclicrs the opportunity to add value in the areas of voice navigation and voice dictation training and customization. says >cn surl' the 'Nei using voice. And Haroun. Sct up properly. users can cy rcscllcri can develop voice applications I'r>r vertical markets, tike the legal and medical professions. When ii comei Io uiing s>rvarp on nct-

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"Wc h wea operating sy»tern platform, They have one as well. %e strongly support both platforms," say» Lillian Lauritzen. Microsoft Canada's desktop AS product manager. "%e have a variety of applicationi for the MacOS. If Apple is licensing nnd doing more to broaden its scope it's great for us as well.*

Motorola became the first vendor with the privilege of sublicensing the MacOS to other manufacturers in OEM and private label agreements. IBM and Motorola are sub-licensing the Apple technology to manufacturers in Taiwan and China. not traditional markets for Macs.

Motorola has a relationship with the Taiwanese motherboard manufacturer ,SOYA Computer Inc..Io make clonea for the consumer market. plus a joint venture with Nanjing Panda Electronics Ca. to assemble and distribute MacOS-hosed desktop systems mChtna. Mttsubtshl will be the leadllng dtstrtbutof

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O PE R A T I N G S Y S T E I VI S -Thc opportunity to self a new brand. and the peripherals and software that get bundled in svith this clone system. tends to

create some fresh excitement around thc MacOS platform that resellers should be happy about." says Lamar Potts. vire-presi-

dent of' OS and technology licensing for Apple Computer Inr. *

In May. IBM a microelectronics division finalized its licensing agreement and immediately sub-lii:cnscd the technology to Tatung and DTK (I3ata Tech). tsvo lower-priced motherboard manu fac-

"By en a Ibin g the Macon market-place we want Akia — a direct

Until now to clone a Mar. not

tO Sell mOl'e PQWer PC microprocessors. '" — Olsr>tt

only did you have to buy thc operating system from Apple.you bad io buy the hardware I'rom them as vveII. limiting thc ability to dinerentiate either by capability or price.

worked workstations. running peer-to-peer LANs. connecting to the Internet or iniranct '"OS/'> has all the appropriate protocols and does it svelf says Haroon.

Warp 4 also has '"Java under the covers," says Hill Hedley. manager. product tnarketiing, personal soltwiirr for Markhani, Ont.-based IBM Canada Ltd. This enables independent softv are vendors to develop Java applications to run on Warp and means >>Varp is ready to take advantage of Java applications on the Weh. According to Suri Microsysteins Inr., Java will solve the I'our most pressing problems in enterprise IT: total cost of osvnership. administration. security. and software distribution.

-Specifically. Java computing sviII reduce the cost per seat per year to about USSR,500 compared io the current industry average of up to USS I 5.000." says a statentent from Sun.

So where does this all leave OS resellers7 Right >vhere the>" are now: taking rare ol business by taking carr ot' customers. adding value when and svhcrc opportunities present themselves and looking for nesv value-t>ddcd opportunities as the computer industry continues to evolve. HRH Paul Lima ttt7;r>Cr>'iriirect.cotnt is a fi eelattce writer spiciali-„ing in itigb-tacit atlri errninnttiicalir>tis issues.

The IBIvI PC division hasn't announced any plans f»r an IBM Mac bralid hut hi>tll Apple and IHM vedfy ihiit thcv are >vol'hhlg together oil a liotebi>ok conlputcr.

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Anothm strategy io leverage CHRP is in the client-server environment. otTering Apple as the client where Microsoft NT is the server,

-We be/ieve the Common Hardware Reference Platform represents the real licensing opportunity," says Lamar Putts, Apple's vice-president. "Now you don thave to come to Apple forthe hardware design. You can buy off-the-shelf industry standard pa,rts. Pui iogethcr a system and the MacOS will run on it. That is the inudel they are used to with Windosvs-fntel. RK9

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Netscape sellssoftware

SGI Graphics Inc. re laces Indy line with 02 line at 10X power

package for Web commerce

(NB) — Silicon Graphics Inc. has announced a family of desktop workstations called 02, which thc company claims is I 0 times faster than the well-known Indy line.

(NB) — Nctscape Coinmunications Corp. is selling Nctscapc Payment Kit, a software package forbusinesses to conduct Internet commerce on World Wide Web sites.

Nctscape LivePayment is 'open crossplatform serversoftware forprocessing payments on the Internet. lt provides on-line transaction processing capabilities that companies can add to existing Web sites to quickly begin collecting credit card payments from customersfor the goods and services available on-line.

But what about security'? Netscape LivePayment uses encryption technology to s afeguard e l ectronic t r ansactions.

Netscape LivePaymeni can receive payment information f ro m S ecure Socl.et Layer (SSL)-enabled Internet client software such as N etscape Navigator and process the transactions over the Internet. the company claims.

The nextpartofthe package is Netscape Payment Kit, a software system for building intranet applications and Web sites that can accept credit card payments for goods and services. Netscape Payment Kit includes the newly available Netscape LivePayment server softwareforonline credit card processing, Netscape EnterpriseServer softvare for building intranets and Web sites, and Netscape LiveWire Pro visual development environment for creating a full on-line commerce system.

Long known as the higli-powered computers used for developing feature films, sophisticated commercials, airplanes. automobiles. and other manufactured good~, SGI says iis latest round of ncw products focus on 3-D, digital media. thc World Wide Web and enterprise compuung.

Along with thc ncw 02 family. the company announced Origin, an enterprise server line; a WebForce server; Onyx2. a visualization supercomputer; and an enterprise supercomputing server called Cray Origin 2 00.

Addressing SGI's strategy. Gary Laucr. executive vice-president of SGI. said "Wc strive to put the best. most cutting-edge tools into our customers hands, enabling them to develop powerful Web applications. p rogresscorporate data, solve complex design problems, or create the greatest special cffccts for the next blockbuster film — better than their competition."

The 02 workstations are shipped with a new version of SGI's Unix-based operatin~ a systern. called IRIX 6.3. Users will also see a new graphical user interface, which integrates Internet and intranet publishing.

With nine different configurations, 02's entry system comes with 32MB of memory, a MIPS R5000 PC l80 MHz microprocessor and a I GB hard disk. At the top, an 02 system is powered by an R10000 l 75 MHz microprocessor. All systems include a 17-inch monitor, CDROM, keyboard and mouse.

Olivetti wa nts to sell off PC division of business

Microsoft releases Money 97, targets Quicken package

(NB) — Olivetti is cashing its chips in on PC production. and is looking to sell off the PC operations division.

(NB) — Microsoft Corp. could not buy Intuit. so itbeefed-up and released Microsoft Money 97. Leading a number of features designed to furtherInternet banking. commerce and home banking. is Converter Wizard for Quicken.

Olivetti's Robert Colaninno made the announcement following a rpugh few months which have seen the compat(y's shares bouncing up and down. and the effect of the PC division's continuing poor performance on the company'soverallbalance sheet.

According to Colaninno, despite the fact that the PC division has been losing money for several years. the company enjoys healthy PC sales in the UK, France and Germany. Because of this. he said, the company expects to mise around US$500 million when the PC operadons are sold along with Telnost. the company's IT systems division and Venture Capital USA. an investment operation

VARs fiom the Netscape Affiliate Plus program and the N etscape Commercial Applications PartnerProgram who are authorized to sell install. and support a full range of Nctscapecommerce systems will work with businesses to build commerceNot unexpcctcdly. Oliv has not named enabled Web sites. Netscape maintains. any third-party companies as interested in buyNetscape Payment Kit is available now and ing the PC operations. Perhaps morc worrying. sells for US$3.490. Netscape. LivePayment the Italian unions have annpunced thai they is also available separately for US$1.995. view a sell-off with displeastIire, since job cuts During a 90-day promotion, customers can are almost certain to result. As a result of the receive a one-year Netscape LivePayment announcement, the metalworks''s union, whose subscription that includes major and minor members work within Olivetu. is considering a upgrades at no charge with the purchase of strike as a protest against the hell-offs.

Netscape Li vePaymeni.. Th e N e t scapc Colaninno, meanwhile. has told analysts LivePayment subscription normally costs an and reporters that the sale of' the PC operation additional US$795. An upgrade to Netscape may only bethe beginning of a number of Payment Kit i s a v ailable for N e tscape divestinircs for the company. "In 1997 we plan Enterprise Server customers for US $2.690. to divest non-commercial activities," he said L Netscape LivePayment is available for immeadding that the aim of divesutures is "to bring diate download and trial from Neiscape's the company to a position where it is not eating Internet site. up cash in 1997

e

Money 97 is the first application to use Microsoft's Open Financial Connectivity (OFC) specification, Announced earlier OFC allows financial institutions to connect directly with Money 97. The new application also supports Visa Interactive's banking specification, ADMS 2.0.

American Express. Charles Schwab, Fidelity Investments and Chase Manhauan Bank announced a conunitment to deliver OFC and Money 97-compatiblebanking and brokerageproducts for home use.Another 37 companies. including C heckFree. CFI ProServices and EDS are building OFC servers for banking and payment services.

Microsoft stated three major goals related to Internet banking; the cooperative development of a truly open specification for Internet banking, available to all f inancial service providers and client software developers; creating a network of premier third-party solution providers to build and implement home banking solutions, based on this specihcation. for financial service companies; and rapid development of client-side product support from Microsoft, including Microsoft Money, Microsoft Investor. and a set of Web-based banking controls for banks to 'privaie label' and use on their own transactional Web sites.

hrtp tiwww.mvmag.corn

November 1 996 WHOLESALER 21

I NDU S TR Y

FLA SH

Computer Associates to buy Cheyenne Software for S1.2 billion

Apple reports quarterly profit

(NB) — Computer Associates International Inc. says it will pay about US$1.2 billion for Cheyenne SoftwareInc.ofR oslyn Heights. N.Y..which develops security,storage management, and communications products for personal computers and Unix.

Af'ter some rough financial tumbles, things

The boards of directors of both companies have approved the deal, which calls for CA io purchase all Cheyenne's outstanding shares. through a wholly owned 'subsidiary, for US$30.50 per share. CA has announced a tender offer for the shares. under which it will need to acquire at least a majority of the stock. Consummation of thc offer will be subject to regulatory approvals and the expiration nr termination of «ny antitrust waiting period, company officials said.

lion f ourth-quari.er profit quarter ended Sept. 27.

CA chairman and chief cxccutive Charles Wang said there are "tremendous" synergies between the two companies, both ia terins of their products and in terms of their channel strategies. There are no overlaps between the product lines, he added.

R cvcnues f o r t h e qu a r te r w e r e US$2.321 billion, down US$682 million from the same quarter ayear ago. Unit shipments of 932,000 were 26 per cent less than the same quarter last year, but up ll per cent from the previous quarter ending June 1996.

Rei Jane Huai, chairman and chief executive of Cheyenne, said CA's infrastructure will help his firm speed up its market pcnctration in all three of its major markets. He also said Cheyenne will be able to take advantage of many features of CA's Unicenter-TNG systems management software with tie-ins to its own storage management products. Wang said the combination will make CA the only vendor offering "fully integrated, end-to-end. hierarchical storage management.In the security area, CA plans to integrate Cheyenne's anti-virus software with its own security offering. Wang said. In the communications area. he said. the company plans integrated products including voice communications, and will integrate Cheyenne's communications software with its own intranet offerings.

are looking rosier at Apple Computer Inc.. as the company has declared a US$$25 milf o r t h e f i s c al

Earlier Wall Street estimates had suggested the company would lose approximately US$37 million.

Apple s fourth-quarter results included an adjustment of a prior period restructuringcharge which reduced pre-tax operating expenses by US$28 million. Without the adjustment, net earnings would have been about US$8 million.

Wang said Cheyenne's largely indirect sales strategy will complement. that of CA, which relies heavily on direct sales.

While Apple's figures out-performed general expectations, Apple CFO Fred

Cheyenne is to operate as a division of CA. under Huai s management. and the US$3.5 billion software firm said it intends to keep on all of Cheyenne's roughly 800 employees.

Anderson was firm i n stating the current figures -show progress towards a return to sustained profitability." However. that sustained growth is not expected until the end

Merisel completes European sell-o ff to CHS Electronics Merisel Inc. has completed the sale of its European operations. plus its Latin American and Mexican operations to CHS Electronics Inc. for about US$154 million.

Merisel applied US$75,2 million of the cash received to permanently reduce its debt.

Merisel will make five amortization payments of US$1.5 million per month from February to June 1997.

Merisel is also working on a restructuring or refinancing of its publicly traded debt, says the company.

The company's remaining operations are the distribution businesses in the U.S. and C anada, and theComputerLand fraachise and Datago Aggregation businesses. Revenues from these. divisions were US$4.6 billion in 1995 — with US$55 million in earnings beforeinterest.taxes and other charges.

of the second quarter ending March 1997.

Apple announced a reduction in inventories by US$400 million and a reassessment of its layoff schedule by 1,300. Total inventory reduction now totals US$800 million. Regarding layoffs. Anderson said an earlier estimate of e l i minating 2,800 positions would be reduced to 1,500 positions, and 900 o f t h ose positions have already been eliminated.

MEC targets PCs at small business market NEC Computer Systems has announced a new family of PCs aimed at the small business market, The Ready Office line for thc r etail channel, and the PowerMate Office linc for the reseller channel, are Pentium Probascd. They began shipping last month, starting at $3,169.

R 5

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22

WH O L ESALER N o v e mber 1996 iii i p :«wvwv cnvmag.corn

Through a relationship with Microsoft, NEC is offering a small business software suite that includes the Microsoft Excel.

Word and Publisher 97 software applications; and a special edit ion of M i c r osoft's small business templates for t h e Microsoft Excel and Word programs. Other preinstalled p r o grams include Peachtree First Accounting, M i c r osoft S c h edule+. M o n e y.

B ookshelf and Automap Streets. RK 9

C ANAD A Microsoft says software companies lose 50 per cent ol their revenues to software piracy worldlwidc.

li'ecil Data acquires Bell 8 Howell

s

si s

Computers seized at New Brunswicit retailer in anti-piracy raid (NB) — A number vf Canadian computer fct»lief» wondered hvw TFE Industries. under thc name -Just imagine.- was»ble tn scH computer systems 15 per cent cheaper th»n its competitors, With» court order in hand. MicrosoftCorp. and accompanying law enforcement officers seized computers, fccofds. And software materials, lmln Just Im»gine as proof thc company used iHegal v«pic» «I' Wind«ws 95 as thc operating systcn1 nf lt» fclall cvnlputcrs,

On Aug. 21. the I cder»l Court «CC»n»d» tssucd an order authorizmg Mirf«»«lt 1« search TFE's facilities in Ornntnctn, New Brunswick. Twn days Iatcf, acconlpanlcd by I rctlcricton Sheriff's O f fice personnel.

Micro»nft represent»tivcs curried vut thc order.

TFE sold computer systems, lvcaHy through its retail outlet, but, according to a local source. most of the company's business w»s mail-order with sigtuhc»nt sales across the provinces of Canada. Microsoft suspects TFE may also have distributed counterfeit manuals, and boot disks, along with pimtcd copies of Windows 95.

As a result of the seizure, TFE (Just Imagine) is facing a Microsoft lawsuit seeking permanent injunction against further copyright infringement. compensatory damages for pirated software, punitive damages of $100,000, attorneys' fees, and court costs.

Gail Mitrhelll is a spokesperson for reseller Brunswick Microsystems in New Brunswick. She said. "We arc sorry tn sce this happen in New Brunswick since the community oi' computer retailers in our province is very tight and weH known.

However. these kinds of practices have to bc stopped and sve applaud Microsoft's efforts."'

Mississaug», Ont.-based distributor Tech Data Canada lnc. has actluired the Canadian distribution operation nf Bell 8t Howell's Imaging Peripherals Products group — a provider of document imaging technology. ln addition tn rarrying and supporting BeH k. IHowell's Copiscan one-sided and two-sidedflatbed scanner;Tech Data's new division will offer a range nt' product» including; scanners, optical drives, jukelmxcs.media,monitors.im aging processorsand soft»varc tool's.

According tv »

Imeractive Canada. 405 Biitannia Road East.

Suite 112. h'l ississaug»„OAt., L4Z 3E6.

Five people will initiaHy st»ff the office.supporting such Luckman products as Web Commander, Net Commander.

Luckman's Oflicial Interactive %'ofld Wide Web Yellow Pages, and ISP Connect,

Nlerisel Canada will

distribute ReadySoft titles Rc»dySvft Inc. had signed a distribution agreement with Mcriscl Canada Inc.. under which Mcfisci wHI distribute its new gaming and reference titles.

The agfumcnt covers current and upcnnting gaming, titles iftcluding the Deus»rtivn adventure gante. the VH/ Hot l'ei historic n;fefcncc title. and the t'utufeCues un CD fif Je.

s t a tement

from Michael' Bookbinder, pfesidrnt of thc Canadian lnformatinn Image Man»gcmcnt Society, thc workIIow. imaging and document management industry will grow to $32 nlHHon bY thc end nf 1997.

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ATI and IIN6l strike

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marketing deal R ichmond H i H .

Unt.-based MGI Software Cntp. and

ATI Technologies

ServiceNorhs intros multimedhia monitors Vancouver'» ScrviceWnfk» Di»tributivn Inr. is sttlpplAg Its Acw Dat»Train 1nultimedi» inonltors — the 15-illch l3C615 and DC620, which include sound reproduction.

Both invnitvrs feattuc a build-in headphnne jack. while the DC 620 also includes built-in extern»l spc»krfs. fhey include inteHigem digital cnntrnk» and onscrcen display; 12g0 by 1024 maximum resolution, VESA, VGA. Super VGA. and 8514iA rvmpli»ncc: 16-million color capability; a Iht. anti-glale. anti-static screen; and non-interlace scafllnng,

E ,' „ . d s „ „ , p „ „ is $449 for the DC620 and $418 for the DC615.

Luckman opens Canadian sales ofHce Lurkman International Inc.. a provider of client/server software based in Lvs Angeles. has opened» C»A»dian sales otficc in Mississauga, Ont. The nc»v address is :

V/ A T C H

L u c kman

vf Miukhum, Ont„ have Qfulnunccd a wnfld»vide marketing tgrcr* A1cnt to pfnvldc a spcctal vcr»Inn vi MGI s PhvtoSuitc with A'I'I's line of video and graphic» acrclcnaor products.

Shipments ot MG I PhotvSuitc vfiH begin i n micdi»tcly w i t h A T I ' s 3 D Xpfcssion+ PC2TV and 3D Pro Turbo PC2TV boards.

Thc nlu111-year dc»i also involves a nntvct-rel eased 3-D graphics software product from MGI.

fust say Yes — says CAAS'll ' The Canadian Alliance Ag»inst Snftw»rc Their t CAAST) has launched a major public education progrtun through national and independent retailers to combat software piracy.

The program. caHcd Say Yes to Legal Software. will usc CAAST stickers and posters in fescHcrs' store tvindows tn ident ify r etailers wh o h av e s i gned t h e alliance's code of ethics. ReseHers will also display and distribute brochures on software piracy and hoav consuiners ran avoid iHcgal software.

In Canada. Soft»Yare piracy costs pubHshers, retailers, »nd ultimately consumers, hundreds of mHHons of dollars annually,

»»p 1 ~ m ~y mm November 1996 WHOLESALER 23

C ANAD A exactly how much of Celestica.s business is with IBM, but did say that the bulk of what Celestica builds for IBM is exported to the parent company in the U.S. IBM Canada spun oft Celestica in January, 1994, to allow its manufacturing operation to develop original equipment manufacturer (OEM) business outside the IBM fold. There were no definite plans to sell the company at that time. Quinn said.

The company has more than 1.000 fulltime employees. Onex has about 34,000 employees around the world, and claims revenues of $8.5 billion.

Celestica will remain in its existing Toronto headquarters.

Ontario promote lT in classrooms (NB) — The provincial government of Ontariohas announced thesecond stage of a project to finance use of information technology in the province s classrooms. focusing now on the early grades. The province said it will pay up to half the estimated cost of projects that qualify.

In a recent speech, Minister of Education John Snobelen said his min-

UI TINET, YOUR

istry's Technology Incentive Partnership Program (TIPP) will consider funding projects that help prepare and 'train teachers in the use of technology, develop innovative learning approaches using itechnology. and expand th e u s e o f co m p uter-related resources. The ministry wants school boards to work with the plrivate sector on these projects.

Last June, the government committed an additional $20 million to the TIPP program. Io which it had already allocated $20 million. Funding for this second phase will come from that money, officials said.

The TIPP program a proved funding for 40 projects out of more than 100 proposals submitted in the project's first phase.

The projects approved i nclude linking schools to the Internet, de)Ieloping science curriculum materials dealihg with industry and commerce in Northern Ontario. and creating CD-ROMs depicting Canadian historical sites. The provincial g overnment paid about 40 per cent of lhe total cost of the projects, officials said, with school boards and private compatIies contributing

W A TC H

Two, and Three. The government expects the results of investment in these grades to be more easily rneasurab)e, be said.

Three Banks Support lStar's ICommerce (NB) — The Bank of Nova Scotia, the Toronto-Dominion Bank, and the National Bank of Canada have agreed to take part in ICommerce. an electroniccommerce project launched by IStar Internet Inc. of Ottawa.

The banks will w ork i ndividually w ith the I n ternet service provider t o processcredit-card payments for transactions on the Internet. ICommerce is scheduled to start operation in the first quarter of 1997, and will let consumers buy goods from merchants' World Wide Web sites.

One of thethree banks — the Bank of Nova Scofia, recently purchased a minority interest in [Star, which is Canada's largest Internet service provider. RKil

the rest.

Snobelen said the sec ind phase of the t project will concentrate on Grades One,

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16 mb RAM (Irue 64-bil wilh 2x8mb 72-pin SIMMs), 1.09 GB EIDE HDD, Intel-Triton chipset. 8xCD-ROM. true 16-bii surround sound. 104 enhanced keyboard, 1 mb 32-bii PCI video. full screen MPEG. mouse fast 256k pipsane cache (P133-P200) incr speed by 13-17an multimedia spkrs

16 mb EDO RAM (lrue 64-bil RAM, 2x8mb 72-pin SIMMs).

2.5 GB EIDE HDD, Intel-Triton superior HX chips mbd (better than VX) with P133-P200, 8xCD-ROM. Blazer 33.6 VFX

P-100 Pentium 8 processor. 256k pipekne cache 5 9 91 P-'i20 Pentium 8 processor, 256k pipeline cache $1025 P-133 Pentium 8 processor„256k pipeline cache $1089 P-166 Pentiurn 8 processor, 512k pipeline cache 51337 P-200 Pentium 8 processor, 512k pipeline cache $1627 P-Pro 180 Penhum 8processor w/builf in cache $ 1710 P-Pro 200 Penliurn 8 processor w/bu! II-in cache $2338 Add 14" .28dp monitor Ia the above 3298 Add 15" Inielliview .28dp digilal monitor to the above $359 Upg 1 mb PCI Io Bullet S3 64ve video with 1 mb 50 ns EDO RAM $30 MOTHER BOARD, CPU& RAM (sall fer the bestprhss) T8!T0NVXM80 16mb 600 RAIN,BITELpBIRUB CPU,512K PBCACNE P.12(r. $466 p-133: Sisi p456:3774 P-200: SI058 Ppro290:31747 sua 72 pin 500 343 163!8 72pin E00 sf 98

16 mb EDO RAM (true 64-bit RAM. 2x8mb 72-pin SIMMs).

1.7 GB EIDE HDD, Intel-Triton superior HX chipsei mbd (bailer than VX) withPi 33-P200, BxCD-ROM, Blazer 33,6 VFX telephony modem, Wave32 full pupfex snd with

wavetable. 104 enh. keyboard, Bulls)I S3 64V+video (Diamond OEM) with 1 mb 50 ns. EDO RAM. FS MPEG, fast 51 2k cache (P1 33-P166) boosts 'speed by 13-1744!, 30 CD titles. Compions Encyclpdia. multimedia spkrs & 15 .28dp Nl digital maniior.

P-100 Penbum 8processor,256k pipeline cache $1509 P-120 Pentium 8 processor. 256k pipafine cache $1547 P-133 Peniium 8 processor, 512k pipeline cache $1613 P-166 Pentium 8 processor 512k pipeline cache $1 861 P-200 Pentium8 processor 512k pipeline cache $2152 P-Pro 180 Pentium 8 processor w/builtvn cache $ 2215 P-Pro 200 Pentium 8 processor wrbuilf-in cache $2843 UPG fs ts1T .26dp Intelliview Nl mir & 2mb 33 64V+ videa$451 U pg 16mb EDOto 32mb EDO e eev~isea! $90/ 1 3 5 Triton VX MBD 512k $138!

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telephony modern, Wave32 full duplex sound with waveiable, enh Wintrack 95 keyboard, Bullet S3 84V+

video (Diamond OEM) with 2 rnb 50 ne EDO RAM, FS MPEG, fast 512k cache (P133P200) boosts speed by 1317.o!. 30 CD titles, Comptons Encyclpdie 160 Wail premi-

um speakers, 17" Intelaview .28dp Nl UVGA (1280x1024) 75hz monitor. (Hitachi Japanese tube) & hi-quality microphone.

P-100 Pentium 8 processor. 256k pipeline cache S2038 P-120 Pentium 8 processor 256k pipeline cache 52076 P-133 Pentium 8 processor, 512k pipehne cache $2142

P-166 Pentium 8 processor„512k pipehne cache $2390 P-200 Pentium 8 processor. 512k pipeline cache $2681 P-Pro 180 Pentium 8 processor w/built-in cache $2776 P-Pro 200 Peal!urn 8 processor w/built-In cache $3373

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Each month, we publish 10 Print Editions, 3 Internet Editions, and operate a Hardware Testing Facility.

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Dominate the Canadian Computer Market Advertise in Canada's Leading Computer Publications Canadian Computer Wholesaler i604) 608-2688 / (416) 535-8404 The Computer Paper National Ad: (416) 588-1580 Vancouver: (604) 688-2120 Calgary: (403) 228-3355 Alberta, Saskatchewan, & Manitoba: (403) 228-3355 / 1-800-407-3355 Toronto: (416) 588-1580

Montreal: (514) 843-4770 Ottawa: (613) 789-6431 Halifax: (902) 457-4390 Computer Player! B.C. I604) 608-2688 Toronto Computes!Toronto: (416) 588-6818 Ottawa Computes! Ottawa: (613) 789-6431 Qu e bec Micro! Montreal: (514) 843-4770

I NTE R NET Colv n >n

e nmain arne a en e iiiuuluuil eusli lur liuur cusietuers luililu

ÃUl IIUsiuussuuiue iuiel ue!cull lieueuu ®

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rNisleriuuil iieiure uuuuue else uues

by Sean Elrington Domain n'lm» registration ha» become a bil of F o undation and Network Solutions Inc. They a land rush in the past few year», ever since h ave a kvcII laid-nut >k»aeb sit«al r».internic.nct som«people noticed that large comp>mica kvhich i n«lude» all the f nrn>s and a were»ometim«» lax in making sure that they s tep-hy-step guide lv regi»tering your name. had right»k> u»e their osvn nlmlc in cybcrln C m)ada thc jca lCanada) domain i» admin»pac«. i»tered by CAnet at www.cane).net.

In one famvu» ca»e, an Anlcric;m writer A donlain nam«c;m be up to >6 «harl>«regis(ered macdvnalCk.cont after m>tieingthat te r s llmg. and can contain lgttcrs, numbers lhe hamburger giant had n«gl«cled to do it. a n d a '-' symbol. Special charhctc'rs hke'or ' '!' era trot> 'Inllttol~ Ma Donate! k ter boaat tt ttt'r! abt. taller tb ' • name back et'ter nta!;!n„a >I!kQSl donar!on ntbac jaj N>Q wilL nvt i nvestigate IntcrNIC lv the au'thor s tavor>te chartty.

w ondered who gmbbed allthe greatnames on lhe Internet' ? >>> >rho. for in»tance. was lhe»mart person 1vhv r«gi»tered con)putcrc>nn or microcomputer.cvn>'" .Thc Wcb interlace provide» lhe address and contact information fk>r all of the names whi«h have bccnrcgi»tered. If a desired named is aha'.ady taken one will have lo negotiate with lhc rcgi»tered users lv buy thc name or cl»c simply hope thai they neglect to re-register it every year und it bccvmes available again. Or try simple nlodFor many of your bu»ine»» customer», name at)d it ia up lv.you to deal with any legal ificativns to the desired name to scc if those e «I«arly, as morc and more organization» get p r oblems wltich may arise fron) copyright; are taken. If xyz.corn is not available perhaps on the 'Nct the chances of someone having i n f r ingements. The InlerNIC will not approve try xyzlld.corn or xyzcanada.corn. And here 'their' name increases so il makes sense tv names whichggj i ~ IIt l al y~ d taste but in Canada. don't 1'orget to scc if the dc»ired think about registering a domain now. therwtsc they will approve almost any name name is available as xyz.ca rather than go xyz.coul.

After all, hov, you would feel to tmd vut;;,'++~eh @-avail bl For a small fee most ISP» will usually that your closest competitor had registered + It cv s l USS100 to gct a nalne legistercd fill,out the forms and register names. as yourcompany nantc and wa» preventing you~ and you can pay by credithard. cheque'or from using it". money orderThe Ãeb interface does-notyet well as provide the modest amount of tcchnical information required — for example, Unlike IPaddresses, svhich nowadays® acccPt on-line Payments. hvwever. you can tl>c IP-address of thc nameserver being are almo»t always assigned by thc Internet~ a l l t he tclePhone number Providedat-thc~itc used, Or, u»e the IntcrNIC site to register yourself. und canbe mapped lo any sctofIp add;esses phone- There ls an annual fcc of USS50 for E ither way, don't delay — i t i s a even if you change lgps in the future. Domain the "se of a name and your initial US$100 first-come,first-served syslem and havnavies should be easy lo ren>ember. like Paymentcover.the fee formo years. ing a good dolnain name can make all cnn.corn. ibm.corn or canoe.ca — and they For additional payments the IntcrNIC should fit the name of the company. will notify the user 30 and 60 days before the difference when it comes to dving e lectronic commerce. HK 9 Registration for the .corn (commercial) Payment is due. herc is no limit to the numtion t) o t ' 1 aovernmc (ISP) and .org lorganization) domain» is hanTo che c k to see il any given name is Sean Firingtatt is seniar accoatlt n>anager died by InterNIC. This company is a joint a v allablc simply use the %'cb interface pro- uith HanJ'Up Ca>ntnnnicatians bt Vanraa> er venture with AT>lkbT, the National Science v i d ed at the IntcrNIC%eb site. Have you ever and can be n ached at seanetlshaaintp.net.

25

WH O L ESALER N o v ember 1996 >t r>p',bttbvkv.aavecrtag ct>m

THE

Porxx OF SwzE SPFc>~uses fy

FOR TODAY S Bt SINKSS NEFDS

CBM-810

iDP-3110

~II'[ FAT iDP-3541

The choice Is yours...

Contact your nearest 5DMS representative TGDAY!

ST~MS fga()

SD~S(5 fPQ$

Richmond,BC,V6V t Z8

Erik Olsen —Manager at 5, 6625 Tcmken Road Misalssaug. Ok), (.5T 2C2

PH: (604) 270-6787 FX: (604) 270-4556

PH: (905) 664<897 FX: (905) 564-5920

Robert Ferland — Manager 365 tsabey Street St-Laurent. PQ, H4T 1Y2 PH: (5'l4) 343-9998

SLkM5 (BC) Mark ()un(op — Manage~ rrt, 3531 Jacombs Road

R{: {5l4) 343-442t

T EST

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by Tiw Suzgbeza- l@t/Iis, Cl~ri» Fislaer ~vza Steve A'rrbmfu

lnk-jet techilologv liiis undergone continuous improvement since our last inspection of this genre ol' printers. Today's models arc superior tothe uncs we suw I3 or even six months ago. Theyarc faster. and ihc reproductions they create urc crisper and truer io thc origi-

nal than ever before.

A n d

per cent annual growth in shipments of color printers from l995 until 1999. Based on this estimate. we can cxpeci to see' morc than nineand-a-half million color ink-squuting devices shipped to home and husincsses in 1999,

Lexrnark divides the color printing, market into two distinct segments: a markei in

graphic design, engineering, marketing, scientitic and cartography.

Tile big part ol Ihc iilarkct and ihe one that perijains to ink-jel primers is the 'occasionalcolor'm ;i' ket.Herc we sec a m ore general use of color printing. and color iiuegrity is not as important as ii is with the full time color market

The purestand most thoughtful minds are those which love color the most.

Tite market is tha« - cnt price scnsicolor priniing is well within — John Ruskin, English art critic snd author — The Stones of Venice, vol. 2, ch. 5, sect. 30 (1852). volume. the rcall'ns of which the occupants use color printing on a alniost anyone. Indeed, the cost and utility of A Colorful Graphical World ink-jet printers makes ihcm appealing to a full-time basis and a market in which the * tvide audience. Output can enhance a child s occupants demand only occasional color The reasonforincreasing demand forcolor kindergancn project. or tune marketing docu- prln'ti ng. Higher-cnd color planterst those that printers is easy io understand. Over the last usc thermal wax or laser technology) tend to coupleof years ihcre has been a w idespread ments for thc Fortune 500. be sold in the lull-time color market. Thi» movement of the gc»eral computing v orld The color ink-jct market is expanding market is application-specific. requires high toward the r a phical user intertace. Ycs, color integrity and values coldr perfonnance GUIs havebeen around forsome time now, and crystal ball gmers tell us this market will continue to grow at least until thc end of the over price. Ii is exemplified by high price and but the early versions were at best black and decade. BIS Strategic Decisions predicted s5 low volinnes, and includes such discipliiies as white. Let's not forget that ii has only been 28 WH OLESALER November 1996 harp"wvm.ccwmsg cd

PENTIUMsrPRO p rro os s so n

re'cofrl

NIKANA PR 2000

IF VOU VE aEEN ~S~ING WH Y R F SEI.LERS A RE CHA N G ING TO NIKANA PR SYSTE M S . â&#x20AC;&#x17E; W E C A N SUM IT UP IN ONE WORD...MOREI Mo re speed, With Nikana, yuu upgrade cosily tu the latest Intel PentiumÂŽPro processor releases withoul dealing with major mainboard surgery.

s ervice and s u pport o l ' I h e I n t e l More quaility control. Each Nikana PR PentiumOrr Pro processor series cost svsicin Is tluality controlled AFTFR the ct'fective and predictable. No longer do custom contrguration process is comyou have to deal with thc "flavor of the pleted. A little piece of mind for you when you just have to get the product tu More flexibility. Nikana PR systems week" component products. your ctlstoIncr In a, hurry. boast ATX o p tions making N i kana Mo r e m~e'n. No more dealing with one of th e l eaders in c utting edge price rvars due to over distribution in There is one area that Nikana PR prodtechnology. your region. Nikana PR systems are dis- ucts arc noted to be less...... COST! tributed solely through White Knight Just eall y ou r l o cal W h ite K n i ght Mo re consistency, Nikana PR systems arc noted for the consistency of the Dist,ribuung and the trading area moni- D istributing o f f ice o r v r s i t u s a t toring program provides fur controlled http:liwww.rvhite-knight.corn. integrated components used. distribution of thc product line.

making

Distributed by

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Ill +i.%

Western Canada: Eastern Canada:

Calgary Office: Halifax ONce:

105-3760JacombsRd.,

Richmond, B.C, V6V 1Y6 Unit 3, Richmond Hill, ont.

Tel: (604) 279-9908 Tel: (905) 886-3862

4710-14th Street, N.E., Unit 1, 200 Wright Ave. Calgary, ABT2E 6L7 Dartmouth ~N.S.B3B 1R6 Tel: (403) 291-1688 Tel; (902) 468-9898

Fax: (604)279-9902

Fax: (905) 886-3090

Fax: (403) 291-0889

Toll: 1-800-668-6188

Toll: 14)00-852-5039

Toll: 1-80R88-3381

245 W.Beaver CreekRd.,

Fax: (902)468-5988

WkITE ANI +kT D I 8 T R I 8 U T I N G'

The Intel Inside and PenitrrmSPro ere registered trademarksot Intel Corporation

T ES T

LA B

a little over a year since the introduction of Windows 95. allowing thc bulk ol' users to boot directly into a GUI. The same too can bc said of the Internet: ever the last couple of year~. it has become a rich, colorful place. Ideas about hosv information is prcscntcd and ideasexchanged have quietly shifted and color is playing a far greater roll.

Other factors are helping tn drive the ink-jct market. Barriers that traditionally held up sales ol' color ink-jets in the 'occasional user market have fallen. or are much smaller. Issues such «s color support in popular applications. poor print speed and color m anagement standards are no lunger a big issue. Still. Onc factor remains: text quality.

Fof aAyoAC yvhosc pfinliiry fcquifenient Is mostly text-based correspondence. the issue oi' text quality vvill not go mvay. It's noi entirely difficult to distinguish whether a text document hus been printed on a laser or an ink-jci. However. with improved printing te«hnology and Acvv inl- designs. sonic nt'

today's high-cnd ink-jets give lasers some compeiiii<in. I <lr A<any customers. an ink-jct » a cond match to their busmcss or domestic siiuatloil.

As per usual, we put a list nf questions to thc vendors wh<lse products vvc hove rcvicwcd. and the editors' notes indic:itc any specific con<ments that wc feel arc duc after inspecting and testing thc cquipmcnt.

Apple

$treet prieer $449

Marketing srrpportr Rcsellers are encouraged to take advantage of marketing incentive progfants ot anized by Apple or distributors.

Maintenatlee relationship tt <ith

resellersr Resellefs can hc Apple-authorized rcsclicrs or Apple-authorized server providcrs. Applcauthorized reseller» receive tcchnical support from distributors. There is an established escalation process in place for technical issues vvhich cannot be resolved in a timely fashion. In such cases. the distributor will receive tcchnical support directly from Apple.

Volnnte diseortntst Ycs. Additional channel srtpportr Thc dealer channel is supplied ivith sample collateral materials OA a monthly basis.

Resellers are supported by local distributors and have local Apple presence in most markets. Dealers are encouraged to participate in inafketing incentive progr;ims.

N'hat is Apple s vie» of the inkj et

and vibrant color output at a resolution of 720 by 360 dpi. The printer automatically chooses the optimal ink density for the paper type selected. In addition to a color ink cartridge I'eaturi ng a separate true-black ink tank. users can choose an optionalhigh-performance black-only cartridge for con'enience. The CSW 2500 features water-resistant ink for reliable quality and offers live-page-perminute speeds I'or high performance black printing and 0.66 pages per minute for color.

The CSW ol'fers usahility features including the abiliiy to print tvvo to four reduced-sized documents on a single page, 64 T fueType fonts and capability for dropping shaded or solid "watermarks- onto the background of a page.

Editors ' notes: Apple's new StyleWriter 2500 yvas a unique surprise. Iis reproduction of color was excellent. and ii is «ble io print at a sharp 720x360 dpi ata top speed of 5 ppm. A unique feature of this printer is its, ability to turn itself an

and off upon detecting a print job request from the computer. %'ith a list price of $449 and a one=year warranty, ihi» is an attractive

option for all Mac users,

tnarket us. the laser rnarketP Hos' does lite vendor position its inkjet printers in the ntarket?

According to Apple: The ink-jct marl'et is a quickly grovving segment. The biggest c\Istomcr of ihc CWS 2500 i» the consumer mar-

Canon

k<,t, vvhich is uh'viouslv otic of thc fiisicst growing markets t'oi computer technology today. Ink-3ct technology nlakcs CUlc<rpriil-

ing affordable and accessible io these users, and Appl» is dedicated io this market for th» I'orcsceuble Iuture.

Wtat are Apple's inkj el prirtters '

I I'

,vtFengths7 Apple says: Sea<Ales» compatibility with Macintosh compatible computers. as Apple makes both the Macintosh print drivers and the printers. The Style Writer Ether Talk Adapter connects Style Writer or C olor SiylcWritcr printers directly to an EtherTalk

BJC-240

ilctwofk, eliminating ihc Aced to dedicate a

CWS 2500 Reseller arrthoriw~tinn reriairentents: Apple resellers must commit to purchasing a certain amount of product each year. Plus certain numbers of display pfwluct per year. A Acvv reseller must also be able to prove that they can provide incremental growth and bc

able to oifcr product introduction into a Acw geOgraphiCal and/Or VertiCal market,

Macintosh cc<nlputer as a print server.

To help consumers get the inost from their Aew color printers. Apple is including the Apple Color Printing CD with every purchase. Softv are applications on the CD includeCardShopPlus!.Calendars and More. and StickerShopPlus < from Mindscapc Software. plus 12 extra TrueType fonts h'om Biisiream. Valued ai more than $100, the CD is included at Ao extra charge.

Product deseriptionr The CSW 2500 offerspromises true black

30 WH OLESALER NOVember l 996 h«p: "mv<v.ccwms<Jcorn

B Jc-4100

Every product bearing the QDI mark of qc?aiity reflects our pn n c lp al,. that o f

a

commcttment to offe 1 llnco??lp? onllsed quality and services for even the most discerning.

7SOWOl rat ingS in prodlect denign, ??lanufa c t ll l lng a? ld serv i ce gpace oil p mainboards„ lvith unri I al quality being the 1 esult of enlploylng the nil?st: ado?anced su~face mount manufacturing process ?Lnd in-circuit testing. Every board car r ies our

f

e trte?lded «» year u?arr a n t y x and peace o

mindi» assured by our lvorldu ide technical s uppo 1't.

Choose Ic'isei tr fo ? y(iuP I?it?tfor??I into the digit??l It tork1; ?nake (pDI mainboard your only ChOICe.

Pcntimm" Pro Processor

Based Motherboard • Intel Pentiat in Pro Proc essor )5O/1 66/ISO/2OWz withInta'I440FXchipset

• One enhanc edparollel pert(5PP / EP P/ E(P)support, Iwohiphspeedserial ports <)6550FastUA)ITcompatth)e) Oneloppy patt supportsapto 2f)eppyhives l36OK/y2Oit/I.2M/1.44M/2.88M) • MotL 256MS onboard. 5appert EKlError (hackingI (orrectian) • (oncarrent POarchitecture

e 5appart IrOAInfrared.UnheardtwoU58

A comprehensive range of PentiEIE r)' processor based mainboards is also available.CaII for details NING lNOR iLD CLAss nnAINROARD

Please contact the following offices for your local QDE dealers information, ODI ConnlslaatR ICANADAIr INC. 75 Shields Court„Unit 4,?4arkharn, Ontario„CSR 9T4 Tel: 1-905-9403827 Fax: 1.905-94Q9709

ODI COnnPIFIIR EVANCONttIR)r INC. Unit 4, 13520 Cresturood Ploce, Richntond„n.c. Canada V&V 262 Tel: 14t04.278&789 Fax: II4t042788918

oDI cones'IttnR EnnoNTRIAL)r IN'

2845 Halpern Street, St courant, Quelnec, H4S 1P8, Conoda Tel: 1-514335&811 Fax: 1.514335&822

c~:Ji 'dnI IU ~. QJ ca

T ES T

LA B unbeatable hvith its 720 x 360 dpi in color rekoiution and print spccd up to 5 ppm in blackand-white hvith the BC-20 cartridge, Fdttols notes/ Cut)oft BJC.240 — Gnc o( Canon s new models. the BJC-240 is small bui sturdy. It will allohv thc user to print on ahhide range of media. everything from normal paper tv T-shirt transfers to brochures. Qualilty vf graphics and text hvcrc adequate. hviili colors being bright and attractive On the down side. the printer leaves a Ioi io be desired in terms

BJC-4550

vl spccil. with a lilaxililunl print speed of 0.25 p;igck pcf ilfiilutc in colof. Pficcd Qt $329 with

Street price/ + BJC-240 — $269 List price/ • BJC-240 — $329 • B JCA550 — $699

hlarketing support: Cafion oAcfs vafious consuntcf prvmoilolis throughvui ihc year t<> add additional value to flic custvntcf. As 'hvcl(. Canon pi'ovlifcs iis dealers hvith an assortment, vi POP materials

including an attractive detno unit display st;md thai lists features of thai product ulvng wiili C a iion k

I - f (()0 it iltllbcf Qnd I i isiiiiit

IixchangeWarranty Logo. /I'1aintenance relatfonslt(p tvlth

resellers: C;mon offers an extensive list of;tu(hvriIed service dealers across Canada.

Additional rlmntiel supportr Canon has a round-tlic-civck customer;iuil dealer support telephone help linc, at ) •f(()()263-1121.

Positioningistreiigthsr Thc Canon BJC-240 i» aimed at the hudgetminded cn(or user. or as a second prin(er (' or the lufnie. In, color it provides 36() x 36() dpi using the optional BC-02 black cartridge. crisp fast 720 x 360 dpi biack and wliite output. Most importantly. phviv realistic output is Aohh a reality, when prin(ing on high resolution paper using Canon's nehv optional BC06 Photo Cartridge. Also included with the BJC-240 is thc Canon Creative 2.() CD-ROM. (Thc applicaiivns allow the user to create everything from greeting cards. Stationary and T-shirts iv brochures and newsletters.)

Cotnrnentsr Canon also offers the BJC 4550 which utilizes new PhotoRcalism technology. The HJC 'tndohvs-compatible.

4550 is Macintosh and %" Its 11-inch by 17-inch printing capability niakes it thc perfect for yaphic artists, engineers and the (radii.ional small oNce customer. Users can crea(,e everything from posters to signs to blueptints to spreadsheets.

Best of all. the BJC-)550's print quality is 32

a two-year warranty. this printer is hvcll-suited (or home use.

Canon SJC-4100 —1( vITers print speeds nf up to five-pages-pcr-mimnc in block and ().8 ppm in color. As hvith thc prcvii huk model, this printer can allso n)akc usc of a hhidcassoftriient of' print media, with kuppvfi for dual cartridges. yvil wvn i Aced tv khva() bcthvccn black anhl color inks. The printer is listed iu $399. and has a twv-ve;A "io your door" cxrhang» hvan"~nty. * Cniioii B,IC 4590 — By i'lkil'ig Canon s BC-

22 Plioto cartridge in conjunction with high resolution paper. thc ink produces images wl'licit aic vlbi'iini and sharp. Another nchv

type of ink from Ginvn is itic BC-291-;hvhich QIIohvs you tv uhlhl llluvrcsceni Aeon colors to your doiumcntk,. This contqk in handy if you WQA( tv Iniikc kilntctlllng ' s tiilld oiit. Of t o

impress someone. As with the 4100. (hc printer hak support for both hlack mil cihlvr cartridges simuitancvusly. Qs v el'I ak support for Mac interface. Priced a little on the high end.

Canon lists ihi» printer for $699.

Street price/ $399

ivarketing support: ) IDF vli case-by-case basis.

• National advertising (tagging reseller). ~ Joint trade show support. ~ MO programs availab(e.

• )-800 service refers «usivmers to rcsel)cfk 'via postal code,

Maintenance relationship: Train ing is required for authorisaiion.

Volun(e discounts: No.

aetna units: None at present for the Epson Stylus. bui this may change in thc next product rotaiion, Additional eltannel support: • Training programs: - Epson Knoware — sales support inc(udcs speck/print «amplesldrivers.

— FI)koATccliknow — tcchniciil silppvfi

fcscilcr program.

— Eps»A Tcchknvv; University — for on going on-linc training.

• BBS I'vr standard downloading.

• Spccialircd I t(0() number for rcscllcr tech sulhpnrt, (Vhat is Epson s rien' of itheblk jet market rs. the laser market, and tvlfat =

is Fpson'h positioning for its products v Epkon says: The ink-jctmarket is vibrant. hvith a 40 per cent and upgrowth rate: it is ihc fastest grvhving printer market. The ink-jct ileskiop enloi primer has displaced ihe personal color printer because ot' its superior performance-tv-prii:e ratio. There is little overlap bcthvccn the cvkor ink-jet and the networkcd color laser printer.

'5'i(at are Epson's i nkj et prbfters '

strengths v Thc Sylus 500 ik aimed at the desktop. It is Epson's hhorkhorse. and is expected to bc iis, Icudin seller. Its strengths arc its ability to print on plain paper at 720 dpi. giving print-

Epson

oiits picture quality.

Kf

8(lyl~us 500 Nov. 96 Reseller Authori"ation: None.

Suggested retail price/ $559

WH OLESALER ifh(ovenhber 1996 i v y :»ww.v hhhv aaron

Fdt'tars-' notes: Epson Stylus Colnr 50D — Epson has once again imrvduced a first in printer technology. by giving the option of printing on all media at resolutions of 720 dpi. This printer fcaturcs, print speeds vl' up to I ppm color and 4 pprn black. As hvith several nehv models in this survey. (hc Stylus 5(K) has support for dual cartridges. and a Mac interface. As one would expect. print quality is exceptional at 720 by 720 dpi, especially on coated and glossy papers. Listed at $559. this printer is definitely worth considering.

Every product bearing the QDI mark of

quality reflects our principal; that of a committment to offer uncompromised quality and services for even the most discerning.

s

•

0

s

y

•

•

ISO9001 ratings in product design,

manufacturing and service grace our mainboards, with unrival quality being the result of employing the most advanced

surface mount manufacturing process and in-circuit testing. Every board carries our

f

extended 2 year warranty, and peace o

jgKj . , .'tkrs,

mind is assured by our worldwide technical support.

Choose wiselyfor your platform into the digital world; make QDI mainboard your only choice.

Pentium® Pro Processor Based Motherboard • Intel PentiuPro m' Processor 150/I 66/180/200MHzwith Intel 440FXchipset • One enhanc edparallel port(SPP/ EP P/ ECP) support, twohighspeedserialports (1 6550Fast UARTcompatible) Onefloppy port supportsupto 2floppy drives (360K/720K/1.2M/1.44M/2.88M ) • Max, 256MB onboard. Support ECC (ErrorChecking8 Correction) • Concurrent PCIarchitecture • Support IrOAInfrared.OnboardtwoUSB

A comprehensive range of Pentium' processor based mainboards is also available. Call for details NDIY! WORLD CLASS MAINBOARD

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

ODI COMPUTER (CANADA), INC. 75 Shields Court, Unit 4, Markham, Ontario, L3R 9T4 Tel: 1-905-9403827 Fax: 1-905-9409709 ODI COMPUTER (VANCOUVER), INC. Unit 4, 13520 Crestwood Place, Richmond, B.C. Canada V6V 2G2 Tel: 1404-2786789 Fax: 1-604-2788918

ODI COMPUTER (MONTREAL), INC • 2845 Halpern Street, St. Laurent, Quebec, H45 1PB, Canada Tel: 1-514-3356811 Fax: 1-514-3356822

T ES T

LA H

Hewlett-Packard

Desk Jet 400

Desk Jet 880C

Desk Jet8/OCxi Nov. 96 Suggested regni price: • Desklet 400 — $347 • Desk) ct 680C — $$4 I • DcskJct 870Cxi — $839 Autliori"ation: All VAR authorization is don« through di~ tributors Ingram Micro andMcrisel.

Marketing support: Various. including advertising, public rellalions and scmin;us and collateral materials.

Maintenance relationshipr Maimenance is done through HP directly nr through rcscllcrs Volunie dlscouiits: Varinu».

34

Demo ava!Vabilityi None available for Desklet 400 or DcskJct 680C: demo units are available for DeskJet 870Cxi. product streitgtlis: According tn HP: Desklet 400 is designed for price-»ensitive customers. including firsttime printer buyers and students v ho»vant a printer printarily for their own pcfsvntll Use. 'I'he printer is ideal for families whv vvvn dotmatrix printers or other older technology. and arc con»id«ring upgrading tn ink-jet printers.

It is a single-pcn dcvtcc. »v ill user» warn tn print in color. they have tn swap the black cartridge for an optional color cartridge.

HP «ay»:DeskJet 68OC is a two-pen black and color ink-jct printer that meet» Ihe dentandingand varied nccds of hvme PC users. The HP DeskJct 680C primer I'vr DOS and Windows PCs and the HP De»kWriter 680C printer for Mucintv»h PC»,are designed I'vr the family, and allow parents and children tv print virtually any creation on a variety nf media types and sizes. It i» ideal )'nr making banners. grc«ting ctu'd» and home crafts as wc) I a» I or everyday t'amily printing and takch<>me work.

I IP say».' 'I'he HP Desk J«t 870Cxi Professional Scrics printer is a color ink-jet printer that combine» premiunt perlnrmance. pl otcssivllal.tiuuhty pitnt tug aI)d nptInn» )ital offer individu;Il«and small wIIrkgrnup» the flexibility vf printer «haring. It i» available for thc PC;md M;Icintnsh platforms.

Editors'' iioti »: HP Desklet 400 — Thi» printer is new to HP"s Dc»kJet line. Small and affordable. the printer I» capable nf pltntlltg 'upto 3 ppm ln black. With HP's Rc»vtutivn Iinhancen)ent technology IREt). thc output t)uality I » acceptable at resolutions of both 600x300 dpi black and tUUx300 dpi in color.

HP BeskJet 680C — The 68OC can zip along at «pc«d» v) «ppm In it«Ecnno Inode at a resolution n)' 300x300 dpi black. Using 600x600 dpi (the printer's highe»t re»nlution) it produces sharp looking text and graphics. Listed at $$4 I with a one-yearwarranty, this printer i» ideal for both home and small of)Ice printing.

HP Desklct 870Cxi — HP combines both speed and high re«olutinn printing vvith the Desk J«t 870Cxi. Feature» include printing up to 8 ppm black or 4 ppm color, a Mac interface, and HP s "Readly, Set. Create!" print kit, featuitng a CD-ROM contamtng prole»»tonally-designed templates to help create business documcms cosily. Our te»ts»how that printing at 6UUx600 dpi black text vn coated paper made it difficult tn distinguish the out-

WH OLESALE)t November 1996 I ~p.,i~~ ce.mag mm

put from a laser printer. It's a very impressive package. with a bit vf hefty price tag, The printer lists for $839 with a one-year warranty. but lor bu»ines» envlronntents looking tn add cvlor tv the vfftce. this printer is an ideal candtdate.

Lexmark

Color Jetprinter 1020

Fh f

Color Jetprlnter 2050 Nov. 96

Color Jetprlnter 2070 Suggested retail price: ~ l020 — $279 ~ 2080 — $399 • 2070 — $599 Street price: ~ I 020 — $I99 ~ 2050 — $389 • 2070 — 5499

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Max. resolution (color) (dpi)

720x360

360x360

720x360

720x360

720x720

Max. resolution (black) (dpi)

720x360

720x360

720x360

720x360

720x720

Max, print speed (color) (ppm)

0.25

0,8

Max. print speed (black) (ppm) No. of jets (colour/black)

72/64

48/64

136/1 28

136/1 28

60/64

Parallel

Parallel

Parallel, Mac

Parallel, Mac

Win 31 Win95

Win 3.1,Win95, MaC Win31 Win95 Mac Win 3.1. Win95

Number of cartridges Standard interfaces Drivers included

Mac

Weight (Ibs)

7.1

9.5

Dimensions (WxDxH)

14.2x9.2x8.3

14.2x8.5x6.8

14.4x7.8x8.8

17,6x 10.0x8,5

1 7x9.8x7.8

Noise level (max)

45 dB(A)

47 dB(A)

45 dB(A)

45 dB(A)

49 dB(A)

Input/output tray

100/100

100/100

100/100

100/100

100/30

Letter (8.5x11) Legal (8.5x14)

Yes Yes

Yes

Yes

A4 (826x11.69) 85 (7.11x10.12)

No

Envelope

Yes

Transparencies

Yes

~Yes

Yes

Yes

Yes

Yes

Yes

Suggested retail price

$329

Street price

$269

$399

$559

Warranty

I year

2 years

2 years

2 years

2 years

Contact

(800) 565-5829

(800) 848-4123

(800) 848-4123

(800) 848-4123

(800) 289-7766

Internet contact

www.apple.ca

www.canon.corn

www.canon.co. n www.canon.corn www.epson.corn

Se WH OLESALER November 1996 ! v s .! 'iv nv.rswmag mm

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300x300

600x600

600x300

600x300

600x600

600x600

600x300

600x300

600x600

600x600

600x300

IjOOx600

600x600

600x300

0.3

0.7

0.5

0.5 5

N/A

N/A

N/A

48/52

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96/1 04

48/56

2 Parallel

Parallel, Mac

Parallel

Parallel

Parallel

Parallel

Win 3.1,Win95. Mac Win 3.1, Win95

Win 3.1, Win95

Win 3.1, Win95

Win 3.1, Win95

Win 3.1, Win95

Win 3.1, Win95

6.6

11.6

1 4.3

13,7x11.1x6.96

1 7.2x1 6x7.9

17.5x I5.6x8.9

1 4.2x8.2x7.8

17x1 0. 6x1 171 .

7.2x11x11.7

52 cIB(A)

53 dB(A)

48 cIB(A)

N/A

N/A

N/A

50/50

1 00/50

1 50/50

1 00/25

1 50/75

1 50/75

Yes

Yes

Parallel

9. 75

94 1 7.2x1 0.6x1 1.3

1 50/1 50

Yes Yes

Yes Yes

Yes

Yes

Yes

Yes

$347

$541

$839

$299

$399

$599

$290

$400

$658

$199

$389

$499

1 year

1 year

1 year

1 year

1 year

2 years

2 years

(800) 387-3867

(800) 387-3867

(800) 387-3867

(800) 358-5835

(800) 358-5835

(800) 358-5835

(800) 654-3282

www.hp.corn

www. hp. corn

www.hp.corn

www. Iexmark. corn wvNv. Iexmark.corn www.lexmark.corn www.okidata.corn

$499

hrtp:Ilwmvccwmagcom No v ember 1996 WHOLESALER 37

T EST L A B

marketingsupport:

Available from Lexmark directly and through our distributors. /Maintenance relationship tvith res ellers: Resellcrs can apply to become warranty service aulhorized. llemo unit avaiht&ilitylrestrictionsr A demo proanam is availabk to all tesellers.

Demo product is purchased directly from 1 esmark.

Additional channel support: • Product hterature. ~ A tech support line.

• Reseller reps in the field.

Il'hat is Lexrnark's view of the inkjet market vs. the laser market?

Lexniark says the company»ees niore growth in this market versus the low-end laser niarket.

Editors ' notes: Lexmark Color Jetprlnter 102Q —As with any printer from Lexmark's liinc, one of ihe first things that come to mind is ihe sleek appearance. This printer is compact. lightv eight and very well priced. The 1020 delivers both text aml graphics, at 600x300 dpi. up to 3.5 ppm in draft mode. L»xmark will thrnw i.n Core(Draw 3.0 on CD-ROM as a bonus. and all i'or just $299. The printer comes with a one-year express/exchange warranty, incaning that should ihe printer tail. Lcxmark will ship an exchange printer th» ncxi bu»iness day until ihe customer's printer is repaired.

Lexmark Color Jetprinter 20% — l.exmark's new»st addition lo its ink-jel lineup is the 2050. ()nce again, very ue»thetically pleasing. Resolutions ot' 600x600 dpi produce excdlcnt iexi and graphics at speeds up to 5 ppin black or 2 ppm color. as was evident in our tes ting process.The primer is capable of housing, both color and black ink cartridges at the sante time. included is Lcxmark Workshop CD software cvluch allows 1'or printing of greeting cards. T-shirts. certilicatcs and labels. The CD also contain» photo

Okldata •

okiJet 201 0 Reseller authorication: It s not required to purchase printers. but is avatlabk lof participation ill pi'omollons afld programs.

„<gCELLENCE TECH>lt'"

Suggested retail price: $499 Street price: $399

Nov. 96

Marketing support: 1'or authorized resellers; free literature co-op advertising and toll-free access to dealer sup port. Other incentive programs and proniotions include government/educa tion program rebates.

Maintenance relatio/tship: Resellcrs must be auiliorized to perfornt vviirramy service lor Okidata produ»ts. Rcscllcrs arcfreeto OAer extended servic» agrccmeni» or purchasethem t'rom the vendor.

Bema unit avaiiabillty: For authorized dcukrs. there i» nevv product demo pricing. Short-term loans on other products are available.

Additional channel support: • Web site.

• BBS. • Toll-iree support linc.

• Fax-hack field saks support a» available. =

1Vkat are 0kidata 's printer' s

strengths? nianipillaiion software. alld a corn>c hook Okidatasays: The printer uses a dual canridgc creator. The ivarranty is identical to the pre- designand offers a larger than average 150 vious model 1020. being a one-year sheet Paper tray. the prinier uses a straighter express/exchange warranty. Listed at $399. paper path which minimizes paper curL Editors notes: it's hard to pass up.

Lexmkrk Color Jetprinter 2Q70 — With Okidhik Okkiet 2010 — Currently, this is the 2070's dual cartridge system. the user Okidata's only ink-jet primer. It's capable of speeds up to 3 ppm in black, and 0.5 ppm will get shatTilooking text and graphics at resolutions of 600x600 dpi, and speeds up to color at up to 6(10x300 dpi. Our tests revealed that colors came out looking not only sharp 7 pprn black, Our tests showed that print — but also very accurate, The 2010 lists for quality was superb in bath color and black, thanks in part to Lexmark"s half-toning tech- $499 with a two-year overnightexchange plan. We"re told that Okidata is currently nology, which provides smoother and brighter colors. The 2070 lists for $599, and workingon a new model.soon to be release.

On their first attempt. Okidata has, done very has a two-year express/exchange warranty. welL and we eagerly await their nesv creation,

3$

•

WH OLESALER November t 996 n rrp wvw.cra g.con

•

I

For the sharpest possible t ext and g r a phics, t h e Epson Stylus 500 with its 720 dpi resolution, cotnbined with its low price, is

unmatched.

For superb quality printouts, fast print speeds and overall value package, the Lexinark Jetprinter 2050 is an excellent choice.

For unparalleled cotnbinations of the fastest print speeds and print quality, HP's DeskJet 870Cxi gets our Yo'te. HK9

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.Y ~

~

STO RAG E

The Drive Of The Month Club Mass storage ischanging by t leaps and boundsa cause forcelebration, and caution

by Jeg Eutrtns all either Jaz, Sy Quest. CD-Recordable The continuing drop in the cost of inajor computer appeared on the market or dropped radically in components: RAM, CD-ROM drives and,graphics pricewhile increasing in performance; furthercomcards. is further sharpening the ever tight race that plicating the mass storage r esellers have to r u n Of prod u ct offerings to the mass b etween overstocking i t b IIOmaga haa SCOTS soo" to be passe PC modeÂť. the splashiest hits m the pc market.

mass storage market in 1996

The Main Event: opportunities that come from with it s s l i Ckly m a r k eted , EiDE versus SCSI being able toofferthemarket pOpUlar, Cheap Zip sufficient quantities of the hottest p r ice/performance in the PC market were strictly " Part a r t h w divided into mvo very <fifferent categories: IDE pro uc s gmen integrated Drive E)ectronics) or SCSI (Small

dree~

Computer System Interface) drives. age devices is undergoing f u r i ous change, pres enting b o t h o pportu n i t i e s and dangers.

Gigs For Cheap The entire hard drive industry is making the transition past the gigabyte mark. Around the same time

hard drives passed the gigabyte barrier with scarcely a look backwards, a number of other mass storage technologies: Zip,

40

WH OLESALER November 1996

h tp: 'wtgtkkgktvmag.corn

IDE models were cheap, but slow. and limited in terms of how many devices could easily be added to a PC. SCSI models were markedly more expensive, but also signi6cantly faster, and the SCSI technology lent itself to adding several additional devices to a PC. In practice IDE drives were the choice for most home and low-level business PC users. while SCSI was the choice for the demanding busine s s user, or the home -Power User." This simple distinction changed rapidly over the last couple of years.as the new. improved EIDE (Enhanced Integrated Drive Elecnonics) standard appeared and spread rapidly through the industry.

Today, EIDE drives deliver read/write performance only slightly below SCSI drives of comparable capacity, but the EIDE drives are still sigruficantly cheaper than the SCSI models. SCSI has

STO RAG E come down in price somewhat. and ils histo» of crankiness in terms of case of installation has been largely overcome. but on balance. EIDE seen>c to have svon the battle for the lion s chare of the desktop PC hard drive

market. Hocvever. resellers who specialize in high-end SCSI mass storage solutions may find that thee are working a imallrr. bul hlghcf lIlargins professional contpU'tlag cUs'torncf base.

According lo brnchmarks. equivalent EIDE and SCSI drives Irom the same manu fi>cturers (such as IBM Ultr:>stllr ES SCSI drives vi. 1Bc»I Desktstar 3 EIDE drivei. or similar comparisons of Quantun> or Seagate products) reveal only a fesv per cent speed advantage to SCSI. This means that for the average PCuser.there isno realadvantage to going to SCSI, I=or the serioui business user. though. especially cvhcrc thcrc is a good likelihood of needing to control multiple devices on a server or a high end desktop. the extra coil of SCSI ii slill often compelling. =

The l.eaders In Hard Drives With new models appearing almost monthly. thcleaderin price/performance changes regni:Irly. Alio. llil'Iercnl bcnchmi>rk i«)lwarr OBrn yirl>lc contlicting reiultc. Never)he)css, In recent tc'sts. a fe»v vendors show Up ai lhe

leaders time after lime. In the BIDE category.

Quantum's Fireball series Ihas often been the winner. along with >>Vcstcrn Digital Caviar and 18>%1 Deikslar Inndeli. II> the SCSI drive

catcgo»", Quantun> and IBM nlodel» are also highly rated.

Even after a particular model of hard drive has bccn declared obsolete. it may hove some appeal both to rcscllcrs and cnd-users — if the price is right. There will probably abvays bc a markcl Ior exlrcmrly budge)priced PCs for beginners without much money. or who have modest computing needs. I.ast season' s. or last year s. Iurd drive models,. suitably nurked down. may

an>act bready buyers. However. the low prices shouldn't come out of a rcscllcr's already slim margins. IVIanufactufers slhould be prepared to sell out-of-date drivec at cxtrelnely attractive prices.

What Makes A Good Drive?

Thc criteria for a good hardl drive centre around afesv factors:costper Ineaahyte nf storage capacity: readhvrite speed (seek time): eace of installation; quality ol' documentation: a,nd physical size. Most drivei currently provide a street cost of around 20 to S centi prr megabvlr I'or EIDF. drives, and 25 to 35 cents per megabyte for SCSI drivei.

Removable Media

impressive. from both speed and capacity point of view — it is as fast as many F IDF. drivei. However. it is n>ore expensive than most common EIDE hard drives. making it a less attractive purchase for thc mainstream PC user.

The venerableSygucst drive, which has been the removable macs itr>ra«e medium of choice for the grapltic arts indust» I'or numc yrius. is still a contender. Thc latest nlodclhas a capacity ol 23DMB pcr cartridge. and Is vel'y Incxpens>'vc,

Other new. more exotic muss slolilge The typical hard drive is typically mounted technologies are also competing for the consolidly within the chassis of' a PC (though thel'c al'c cx'teflul suntef s at ' tention. hilrd df Ives avai ISCSI hascome down in price FU)itsu introduced a able. they have Iim very capable magnesomewhat, and its history of =

iled markets). Yrt.

crankiness in terms of ease of installation has been largely overcome, but on balance,

to-optical diik «yilem

most I'Cs also come svhich had a hard time catching on d espite >vith a )loppy disk h npressive eaie o f d nve. to n u k e I t KIDK seems to have won the installation and good simpllc for lhc user battle for the lion's share of the to read and v rile price/perlormancr. fa>fly a>nail alllollnti desktop PC hard drive market. Varioui I'indi ol' CDI(OM recorders have O f infornlation t o come on itagc in the last couple ol' years. and from a portable diskette. Many users. with pri«ri I'a)ling bciv>w thcSI.000 miirk. howe>er, woukl like lo make cheap backups OI' lhe inforlnatii>n»n a bard drive. either Ior iulany analyiti clainl. however, that before thc CL)-Rccordablc (CD-R) market can take archival and iecurity purpoies. OI to eaiily nlovc lhat iltfofnuttion lo another conlpUle>; ofl; record;Iblc CD «yilcm» >vill have to gcl civicto regular CD-ROM readers in prier. »loch of the most interesting innovations in mais storage have corno from altcmpls lo The tloptical' drive, >vhich scen>ed meet thePC users' nerd for making large promising a fcw years ago. seenls lo have amoul'Ils of data cai>ly p ortable.Vill >OUi largely flopped. Some of the early Inodlel» kinds of cartridge. tape. CD and diskette hi>d serious rcliilbilily problcmi. devices h,'Ivc been (Icvclopcd to illlov>' d,'Ila lo be phyiically copird and moved OIT ol' a Buyer (and Seller) Beware hard drive, There is no guaranteed winner to thc mass Iomega Corp.has scored one of the storage swrepslalkrs. Il seems certain thai splaihicsl hits in the PC mass storag«market there >vill be a plethora of credible mass in 199f> with its slickly marl eted. popular. storage offerings on thc. rnarkct in thc next cheap Zip drive. This is a peripheral with a decade. Mostof those which reach the marremovablc f l oppy-disk s t yl e d i skette. ket will prr>bably be pretty good, in their Rrscilers shouldl br a little wary of the lastday, Rut. if the recent situation is any guide. in appeal of the current models ol Zip even the succecsf'ul products. after their day drive. hov> ever. The 100MB removable in tlv. sun. vvill bc superseded by demonstradiikettes are looking a little «kimpy in termi bly better and cheaper technology within, at of capacity at a time vvhen cheap hard drive most. a couple of years. IKS capacities are quickly moving past 268.

Iomcga's competing 3az drive. >vith a IGB rrmovablr cartridge. is I nuch morc

Jeff E>nns is n T o ra>lie>-/>axed jo>lr>lali.>v s/>@I/Ill/=/>>gin high Ir</I»I>/ng>i

>:»p»~ r>wm>g.eom November ) 996 W H O LESALER 41

N ET W O R K I N G P r o d u c t Re v i e r v

Lantastic 7.0More Satisfying, Less Filling

@ '":=Laurssas I+NO to the Internet — the biggcsl wide areanel-

-:;I,' ReSellef.l maV

hande el» th e

) f e l l) »ersion

an attfnf Iive I)«c4fge for smal/ LAN cffstcrfffers, as

f4f fig $()flit'af 8

fh8 rff!AI.Y)

.Yu17 prrrts 805, 5 'i »doM's,

and Wi'n95 PCs, «nd adds fnodefn slzaring and /ntemet PaAf f 8's.

/rv Alan Zi.gffaff

while on the other hand. remaining relativenel v orking .»Oftu,are has gained in features. 'ly «in)pie to «et up and configure, Once. networks provided shared «ervice« With lhe newe«l versior). Lanta»tic 7.0. like printer». and room to «tore I)les vn a they' ve pretty much succeeded. central hard dr'lve'.

A single pack:)gc include«ver«i(u» I'or s Adr,l I;-l))all.

Windows 95, Windv«v» 3.I u«er», and even < Add DOS only machines. and usersof these var<Add workgroup schedulir)g. )vlf«ver»)vn«can all connect onto ll single • Run applicativn» on thc «cr vcr, nelur)rk. ((6/') uSer«haVe their VWn (rer«ion • L () llahvrate 1)n I)r()f'ects. ot' l.antastic. which can connc('t along with + I )nail v. lly 'vldcvc()frlcrellclng across the the other ver»ions. but is nvt ycl updated lv r)etwork, ver«ion 7.0) A«well. u«rcr» vt lhe ne»v verOI cour«e. a«our demands on thc nct«ion can work on thc same net)vvrk with lvork ) Bere a»e. we v vafll I n c l erlslngly users of earlier vcr«lvfl«5.0 arid 6.0. svphi«lief)lcd «OBware. But t hat means lln«tallalion of any version is simple-

security.

nu)re cvn)picxity — « y « len)« that a re hut kru)vv what sore of networking adapter is increa«ingly diftlcult tn «et up, administer, in«lulled. and its IRQ and UO»citing; Arlisot't and keep up and running. includes drivers Ivr a )vide var)cry ot cvrnA rti«r(7ft lnc. i s a n

X III~

Is it tmally 'The Year nf thc Network" ? lt «een)»

has been providingsimpie n etworking s i n ce

like computer mugaj ines even before the tir»t Year «tartcd d c c l arin • it National 1»tetwork Year son1etinlc way back in Ihe late 19II(ts. with the hype continuing non-stop ever «ince.

It's been more despite thc hype than because of it. that more and more networks have sprouted up ever srncc — flow gr'vw'111g bey()r)d local area networks to connections,

vl'

the N e tw vrk

I vllcrvsvl 1 h a «

p .~ , s ~

Q

Rt

W

A«

ad d e d

ha«ic networking features

.70,

»vrerss5uR~sr("

Arizona cvB)puny wh(7«e cole ploduct. Lanta»lic.

42

vvhal Microsofl was throwing In Ir)l' free.

«v()l k vt lher)1 all. Arfd llkc other «(OA)vare,

I flrgaay

Wl •

. se N

fnon adapters. As well, choose a name I'vr each machine. and need to make a t 'undarnental declslon w ill a machine bc installc(l a«a vvorkstativn or a server' !

into its operating systems, starting with Windows for %orkgroups. and continuing w, ith Windv)vs 95. Lanta«tic ha«been forced

l.ike Windows 95 or Window» I'vr Workgroups. Lantastic can be set up as a peer-tv-peer networkmachines can all function asservers. sharing

lo scran)ble 117»urvrve — vn thi.' orle harl(t.

printers and hard drives»vilh the rest ot the

adding feature~ that added value beyorld

network. Performance will in)prove. however.

WH O LESALER November 1996 n r rp r w~ rcwma(7 cr)rri

N ET W O R K I N G

$699 for the 10-pack, to $1,399 for the unlimited-user version. if a single machine is used as a dedicated server — allowing other m achines to share its resources such as hard drives,printers and With increasing interest from small businesses and even home CD-ROM. When run that way. the server doesn't need to be a real users in setting up small networks, and especially with increased powerhouse — even an old, unused 386 as interest in connecting multiple machines a print server can adequately serve a small to the Interne. Lantastic 7.0 should find a Yeuk dmmm'Revel lkMNI er ~ lace r Da Sat el to mid-sized network. eAptem appalled kt- A lhaaei- f&bii~ 8 w m4p l w I ready market — especially with its easy @g$ metnrr nnttetec ahackthe mtSngnftdmn then dick H

Lantastic can also be used to connect onto bigger networks, as hooks to Novell systems are included.

~m JekmA N~

support for a mix of DOS, Windows, Win 95. andeven OS/2 machines.

e re a 4agaer -

Resellers hoping to provide ready-toNeralNE2mtar~ Itr ~ use systems for these clients should conAs in previous versions, after instal+ C TINS Sent nlerAr me- NDIS NcdrRunnmRo sider becoming familiar with Lantastic. and l ation r network administrators working ta r t ' gmuch IOU~N DIS dear f 'r~) I ' v I%mlen +a m Dtn .* within Windows or from DOS-based utiliperhaps o(lering it as an option on their DtUNSTAURI ARIAS TI. AIHSTAU ties, can set a variety of levels of access, -Sanmgafa tkwel tP~ra systems. It fills a vital niche for users for G e~rd ' Oaam Sa4e whom Microsoft's built-in networking is ranging from open access without log-in I WIIT ~ ~ /+i IRQ 15 too basic. but Novell Netware is too intimor passwords, to any desired colnbination idating, expensive, or complex. Artisoft of user and workgroup access levels. For dna cI the nrmaak arhntar carl Tin:uatuarnu chame mum a match' selt'ngolyaur at4pl Yawl a4es 2 M 285 many users, these security features alone Canada is in Etobicoke, Ont.. and can be make the product a worthwhile improvereached at 1-800-756-2763. RK9 ment over the anemic protection provided by th e b uilt-in Alan Zismanis a con~rfrerjofffTIafisr and teacher living in Vancoffver.

Microsoft networking.

C 'ArhaeRNedeRunnm. adapt'er

=.

The big addition, however, is the result of Artisoft as purchase of InSync ModelnShare. This technology now allows Lantastic servers to share modems across the network. Suddenly, a single 28.8 modem and phone line can be made accessible to all the workstations in an office, With the addition of included TCP/IP stacks, each machine could then connect to the Internet. (And with the possibility of multiple servers, multiple modems can be made available for sharing).

Even more impressive. iuultiple machines can share a single Internet address, making it possible for several workstations to use the Internet at the same time with a single modem connection on the designated server. and a single Internet account. (Note: this feature is only available on Windows 95 installations).

But what about bandwidth, you askg Can you really have several users sharing a single. modem-based Internet connection without slowing to a crawl?

Well. it's not as bad as you'd imagine. Most often, when users are accessing the Internet, they are only actually connecting to another machine in short bursts — the rest of the time. users are reading thc downloaded pages. without actually being connected, As aresult two or three users can share a single modem line without noticing it too much. (Of course. as ate

number of users increases, the possibility of contlict also increases. Let *s not imagine 16 workstations on one Lantastic network all trying to use a single 28.8 modem at once). Artisofl recommends getting an ISDN or faster line if you want five or more simultaneous Web surfers.

Artisoft sells Lantastic in new user and upgrade versions, and in single licences, 10-licence, and unlimited installation versions. Costs range from $99 for a single upgrade ($169 for a new user), through

TaiwanInformotion Tochnololl TraiioShow November 25 Montreal Bonaventure Hilton, Montreal November 28 Sheraton Toronto East Hotel, Toronto December 2 Wa terfront Centre Hotel, Vancouver t0:00 am to 5T00pm

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ltftp:tirrrrurrcnrrrnagcrtm November 1996 W

HO L ESALER4 $

Are the knowledge and kf P822l W8222&efg

certificationalw'aye worth the time and expenae of training'

Vancouver-bas«d PC resellerFranklin Leung has been studying tv bccvrue a cerli(ied Ne(Ware engineer (CNF) since 1l)Q')

Wilh the exception of some 1'ree product seminars offered by vendors. he also dve» not have his «mplvyees trained outside,hecausc hc says he cannot afford ihe thousands vf dollars required tv subsidize thc cll'ort. Now the owner vf ComPu 2000 Technology is coming to thc realization that the long hours on thc jvb may preclude him t'rom ever grcuing certified personally.

"Mayhe. I should have hired a CNE after

all he said, Tv become a CNE. one must take several courses and an exam from a traiining and testing facility authorized by Novell Corp. — with the total cvsl being about $9,000, On the other hand. for a person seeking tv be a certified Microsoft systems engineer. the combined courses, and exarnination at facilities approved by this vendor ranges from $5,000 to $10i000.

I.td.. an cxpcrl on computer industry sales channels. The relevance vf ceriitication depends upon the reseller's t'ocus and clientele. acr;vrding, to Prrtchard, "Some corpvrale clien(s are likely lv demon)l cer~(i(lca(ion: others arc more imerested in scrV ICC.

V endor education p r ograms f o r rcscllcrs are technically oriented, adds Pritchard. '"Very fcw vendors offer sales and marketing training. Rescllers need more of that.

Rescllcrs providing solutions arc generally the targets of vendors' sales reps pitching their education programs. From all accounts. the most popular courses involve the three major operating systems NT. Novell NetWare and Unix t'rom their respective vendors, Microsot't, Novel and SCO. "'As the software industry nratures. thc vendors need a morc experienced channel, s ays Stuart Bentley, president of t h e Mississauga Ont.-based Trios Training Ccnlre. an authorized trainer for Microsoft and SCO software products.

The money and the time involved in C urrently. t r a ining a c t ivil y h a s ccrlifving employees i s p r o hibitively expensive for many small reseller». says become more intense as vendors t)nd they Bob Pritchard, president of the Markham. cannot accomplish everything and rely Ont.-based R.J. Pritchard Er. Associates upon rescllcrs (or fhe development vt verti44

WH OLESALER Norrreir)ber I CI96 nrrp ~

v ) c w r rayr:r)m

Cr)l applica(runs. S)lys .Ir)h)1 SIT)(th. IBlrrI

Canada's nluitager of so('(ware clurnnels.

IBM is rolling out more educational programs with the onset of complex n«(work» and the lntenret. -The challenge is to link cer(itication vvith the practical real world expe) ience." h«says.

Rcscllcrs (vith certitied. highly trained competitive and more lil'ely to bill cuslumers at higher rates for solutions, according lv Smith. Bur not all resellers are completely happy with the progfa)Y)s bcrf)g offered by vendors,

st~ff end up b

ecoming

i"

The resellers arc l«l]ing us they want shorter classes. direct lo the point." says Cun Skene. cdu«ation and certitication prn~m m a~ager for Microsoft Canada.

Hc a(uibutes much of the (raining activity to the boom in sales for Mic)@soft NT. Lately. (he majr)r vendors and their authorized third-party (mining providers. have sought to reduce reseller resistance lo Icngthy classroonl iris(ruction rrl (herr courses with such alternatives as shor( compressed courses, self/study and computer/Internet based training or a combination of approaches. A warniing (hough from Bentley at Trios — he says the classroom still offers the best form of vendor education, wi(h its interaction of students and instructor.

Wholesaler M A G A Z I N E Buyer-to-Advertiser FaxInquiry

http: ///www ccwrnag.corn/cw

ADVERTISER Dear Advertiser: Re: Your ad and listing in Canadian Computer Wholesaler

Issue, page

Fax to:

Fax No.: Or mail to:

Please quote on your products as described below: P roduct name / Model Numbers Quant i t y

BUYER (or paste your business card here)

From:

Detailed specifications,requir ements,applications:

Comp any Name:

o

Address:

Please fax me information

Phone No.: Fax No.:

Please send catalogs/prices o P lease call me

o Please send a sales representative Job Title:

COINPANY INFORMATION 1. Our business is mainly: o Storefrcnt reseller Non-storefront reseller o OEM/lntegrator/Assembler o Other

2. Ne plan to buy this product: immediately Within 3-6 months Within 6-12 months o Within 12-24 months

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4. Markets / Distribution channels we sell to: o Distributors o Small-medium size business

5. My job function can best be described as: o President o Vice president

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Now fax the Srm directly to theadvertiser.

You' ll have all the iniormation you want, in no time.

T RA 1 N I N 6 Up against the superstore and vendors selling PCs direct. the small reseller» gain considerable competitive advantage v ith certification training. says a spokesperson for t h e T o r onto-based P C C a nada Networks lnc„a reseller focused on netsvvrks."The vendorshave introduced certification programs to provide end-users svith a degree vl confidence and guarantees the reseller's commitment to the product line," hc says.

adds,isa form vf career advancement. «s well as "'a status symbol."

emphasis on the I B M R S/6000. Lotus Notes andSun Microsystems. the Braegan Group is involved in a high end market Yet. turnover can be '"a fact of life." in thc computer industry. says the owner of' which demands quality service. As a resulk the Calgary-based Amega Micro Systems. says Olson:-Our staff goes as much as where the tcchnical specialists tend to stay pnssible [to training courses]. We bite thc three or four years before departing. bullet, and spend the money."

(Pfitchard. hnivevcf, said llc tllougllt that Olsnn estimates that the Braegcn tenure svas remarkably Iong,) The Calgary Group spendsabout one percent of its revreseller, svhv asl ed not to be named. enues on stafftraining — or $5.000 per recently lost her certified Microsoft engiemployee. The average specialist at the neer. "I can't keep them. They go tn BraegenGroup isin class about 25 days per Anderson Consulting, SHL. IBM." year. A Unix systems administration training course, for instance. is a five-day affair.

The young people she hires right vut of a community college might have a good cosung about $2,200 for a single individual.

But at Ace Computers, a long-time fixture in dvwntown Toronto. owner darby Yung counters that the designation of certilication has lost its consunier drawina p ower', now ' tll a t everybody and their mother» in law has a "As the softuvare certification.

C umntly, A c c employ» cer t i f ied Microsoft and Novell

product

industry matures, the vendors

need a mor8 exp8rl8nc8d chann8I. I

spec ialists.

But Yung whn cali» him»elf Qsystems integl'Qtnf, Is Wa r y nf

«pending more mi certifying stalT. when the recipients will view it * ils simply 'Q passpois

"l'm not g oing t o s pend money (on training) unless it is a revenue generator," •

.

•

llitn hlgllei' paylllg Jnb»

elsewhere in ihe indusI'y. -I'm nnt going tn spend m oney (on training] Unless it is Q revenue generator." he says.

"Our staff goes as much as possible )to training courses].We bite the bullet and spend the money."

Rcscllcfs end Up v vrking h a rder t o push the vendors' products in order to earn back their initial investment on stafl training. adds Yung. "Otherwise. yvu don't get your money back Pritchard concurs that certiticativn, while a positive thing. is also -an effective svay tv raise inoney out of resellers."

But cnlployceswho are trained also tend to be better motivated and happier in their jobs. says Brian Olson. a vice-president of ihe Braegen Group inc., a Tvrontobased. Unix oriented consulting systems integrator. with a focus on LANs. His suggestion is Ihat resellers who treat their employees well and compensate them appropriately for their iniprnvcd skills face less internal turnover. Certification. he 48

WH O LESALER No vember1996

•

aptitude for technology. but are generally Unemployable. Their period of work svith Q small operation is essentially -an apprenticeship." v here they develop their knowledge of software as support stall. Which can wake theifI valuable later. the Calgary reseller says. She riever hires an individual carrying a CN E certiification. without hands on knowledge.

e

•

•

Also, the process of vendor educatinn d oes nnt en d w i t h ccrti fication„explains Olsnn. The tcchnical spceialist has to keep up on top new products a nd changes in t h e technology.

BUt wliili Initigates tl'lc cost» snlllcwhiit are the 15 to 20 pcr cent discvunts the l l r aegun Group receives l'rom vendor». Also. Iv»ing suppvrt staff fvr a tcw dilvs Is soln e what »ofved by only sending, nile person OU'IQt a time tv vendor courses, many nf Which QICfrequently repeated. adds Olson,

But whatever the v endor» might s a y about the importance of reseller education. it appears that end-user training is still svhere the most of their money is still being made. Microsoft Canada, for instance has 150 sales representatives across the counUy devoted tn selling its training, but only eight are focused nn resellers.

Part vl' the reason is that corporate endWhile thc Amega owner appears users are a bigger trairung market than resigned to the "train theni and lose them" resellcrs.Also. says Pritchard. vendors "have morc impact on the corporate cndsyndrome. BrianOlsvn at Braegan Group says thc investmcnt in vendor education users. while th c m ore i n dividualistic has led to increased business. Olson says resellers are harder to influence."' IKR he expects to be hiring more technical specialists soon. Net areas vl expertise are Pani Weinberg is a jonrnaiisl speciaji=ing being ex p l ored, pa r i i eularly i n in iriglr-reelrnolugy reporting and brr.sirress, I nternet/Intranet consulting, W it h a n based in Toronto.

hr rp:umvw.ccwmasr rrrrrr

A <'LIA <L C A P E

k,

s

p ro Jucti<m»re 12 x J r i ves; though Victor

lifo»»lcd with a s hock-absorbing < el. LCD

Company of Japan Ltd. will begin sales in Decelnber ol' a new 14x speed CD-ROM drive mechanismf<vhich will be »lade available to CDROM drive mantlfacturcrs for inclusion in their

screen protection is o»ere J by internal dampers, and the entire machine is built inside a frame of magnesium allny.

own PI'n«I»et».

IMIatSuSilita 8ectric'S ruggedr«d n OtebOOkS Can haut e !

Ir MB of RAM, »< ppy drive. six-.peed C6-

Drnp em nr drench 'cm„anything s OK If you <L<Lvn nnc nf tour ncw nnt«honk comp«ft.

«rs announced by hIatsushita Electric Industrial Co. The Osaka-based eleclronics giant has built its new "ProNotc FG" to match any-

fiT)m Nett.'<I'b<<fes

Korea development yields

Bag»hips nl' the range are I<vo models that include a 133)LIHa Pentium prncessor at their heart. In addition, the machine» have a 1.35GB har«l «lisk drive. IAA-inch cnhlr TI f display.

ROM drive. S(fund Bluster-compatible sound curd. IrDA infrared port. and thfcc type II PCCard sin<», Thc difference bet<veen each comes down to the sot'tware supplied. either XVindows 9S or <Lvlndows 3. I .

The lnv:er two models sport similar features except I'nr IIX)IVIHa

if

P<'.Iltllu»l pl'nce»»ofs. )ILMB <III RAM

u»J an II4A~XIB hard Jisk drive.

lhlng a "r<fad-<varfiof

16x CQ-ROID drive

nu<y pul the»i through.

LG Electronics Inc. has developed the nation' » f<fst lffx»<peed CD-ROIL,'I dflve aAef »if« »loath»

of research and development hy I I researcher».

LG's lbx speed CD-ROM drive. which adopts the state-of-thc-arl CAV Iconstanl angu-

lar velocity) and CLv (constant linear velocity) technniopie». ha» a Juta transfer rate OI" 2AAA Khps. Mass-Pr<fductinn nf lhc new drive will »la<'I h<lc IYxt ye<If. Ihe con)puny sat J. The I'»»test CD-RAM Jriv<es currcnllv in

The price nf thc tnp model» i»

The "Iu"C'P«edize J" nntchnnks have been built to <vithstand vibralion. du»t, a»d moi»ture. They will c<fp» vvilh u spille«l cup nf cnffcc or a drop frnm 70 ce»timeters. claims thc company. In compa»y tests, Mutsushila fnund thc new cnmpulcr» Ihrcc <i»le» »lore vihr;Ition-resistant than thc cn»IPa»> s convention%I nnl bonk»

ahnut LL«i«'4.475 and the two lower mndcls are ahn»1 GSS3.576,

Korea's LGK, IB!M! activate joint Venture COmpany fOr PCS

oined

LG El~~fonici I»c a»J IBM C«fpp have j

han«1» in In<<kine joila ilmfads ilu<L Ihc h<nn)I»a

Kore In RC m<rk«t I lie fcccnt str Ilegic Ill)ance To guard against hurd Jrive I'»ilare vvhen b et<veen the Iwn c<»npa»ies y.;I<a hinh I< L I.G-IBM the machines are knnct ed about. Ih» drives are P C C<L. which «vill c<mlhinc IH<LI's («whit«1)ogical

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WESTRRN CARBQN II RIBBQN (1993) INC 1 445 PQWELL STRRIT VANCQIIVSII BC VSL-I@8 PHQNE 4I ( 504) 251-31 15 f A X 4 )(404) 251-1277 TOLL FREI BLX CANAOA WIQI 1-800 654%3 9 3

h(I<I."<v<v h'.<ch'm8Q.<«<m November 1996 W H O LESALER 41

/)i 5 I /)( 5 C 0 P E According to Siephenson. the new firm will introduce iti iirst jointly developed PC

coinpctence with LGE"s manufacturing eapabgi(ies.

Signinc a joint venture agreemcm ai the Hotel Lone in Seoul yesterday. LGF. president JohnKoo emphas)red thai LGE *5 alliance with )BM. one of the world s leading computer Arms. represents a turning point in Korea s PC industry. R.M, Stephenson. general Inanager of IBi4) Personal Systcmi. said ihe joint venture will

servers and multimedia PCs this month.

Packard Bell NEC started up PC operations ~in Japan

bene)I( noi o»ly LGE and )Hh). bui a)in their suppliers «nd. niost of all. Korean customeri.

LGI- and IBM Korea. JBM'5 Korean iubsidiary, invested atotal ot' USS30 niillinn to set up the ncw; finn. with LCiE holding a 49 pcr cent share. The two paitners w ill jointly develop. produce and sell a wide array of computer products nmging from notebooh PCs, desktop VCs. and PC serve(i to peripheral devices. all designed to meet the needs of Korean euitnmers.

LGF. Is sir(lug in n 1aililf,"Iciurllig

and hai an extensive distribution netivork. whi)c 18M is nne of (he world'5 inp technulogica) leaderi and cim outinurce parti at eornpetitivc prices,

The joint venture linii ivill inidal)y produce 400.(NNl In 500.NN PC5 a year, about 50 p.r cent of the dentand )I>r PCi in Korea, The pannership ag(veii(ent. hmvever, a) lwvs LGl'. (o exp(in PCs tn Uie U.S. under iti own brind.

But ivhen it iuppliei VCi tv 184if t'nr saic iu the I.'niied S(alei. ()ie pr(x)nets will eany th» )Mil brand.

Pacl'ard Bell NEC Japan K.K.. a neiv company formed to head the personal computer iales of Packard Bell and NEC Corp. in Japan, has started operations, The new cnmpiuiy is a result of the June merger ot' the PC busineises of Packard Bell and NEC.

be developed by selling desktop and notebook computers via NEC'5 system integration business channels.

PB-NEC Japan will draw on NFC*s strung )oy'sties and maintenance operation through collaboration with NEC Logistics and NEC Home company will also E)ec(ronics Service. TheJ handle manu)'actudng of PB-NEC Ja)xui computer(.

apane se

Fujitsu predicts 13-21 per cent drop in company"s 1996 profit

Fiji(su Lid.'s consolidated net proA( is like)) io t'all Packard Bell NEC Japan is headed by to 50 to 55 billion ven in fiscal 1996 through Beny Alagem. ehairntan. Chief executive ofAcer, March 1997. d<iwn 13 tn 21 per cent year-on-year. and preiident of Packard Bell NFC. who taLes Amdahl Corp.. a U.S. afgi))ate. reported a the position of chairman. I'reiident of the neiv net loss oi' USSZS8 million in the (iscal firit-half c ompany 1vill b e M a k o i o through Junc. The U.S. )irm remodeled iii large Tiuruta. 1'IIr(ner general m;mger general-use computer during the period. leading of N EC'5 overieai p ersona) iu s)uggish sales and thewritin g nfl ofinventocomputers Uiviiion. The new riei. Amdahl is likely topnit a net luis of 20hi)company is owned jointly by )ion to 25 billion yen t'or the full vear.

NEC and Packard Hell NEC. Becauie Fujitsu held a 43 per cont itake in ill a ennlpany siaienlcn(. Aindahl ui of thc end of )vfarch. (he unit'5 li!is, 1vill lil ely pare Fujitsu'i net coniolidated proA( NEC silk) sa)esfol ihe lil'ii lliilf of this, Iiseai year, ending March. by 5 to 10 billion yen. Thc slump in prices of scmiconductori. expected iii ) ie unprofitable )997. Ilrc expectcil to re((eh s(x billiiui yen.;Iud 50 billion yen in tivo ycari t'rom niivv. 11 iaid it plani (o continue selling Packard Bell eninpuicri through large reiail itorci and PC dealeri. At the same time neiv buiine»5 ivill

8ceeWee Computt.'r

thli ilscill yeal; Is illi(1 hitting e(utungi. In hsc;il

1')')5, chipi and o(her electronic dcvicei earned ;ihout 85 hi) lion ymi. or almost 45 per cent. of thc ii(1115 coniillidatcd operating profit.

COMPLIMENTARYSUBSCRIPTION

Wholesaler

W hich best describes your firm's primary business at our locations (cheek nneoui) 1 Va)ue added dea)er/rese) ter Maii nierehandiser

YSSs 1 trent to receive (continue to receive)

Consumer e)eeirnnies/n0)iee machine retailer Dis(ributnr/who)esa)er/hardware manufacturer/OEi41

@No

Carmel/an Co(I(pi(rer IV/In/esn/er.

Q Nsw SL(bserjption g Renewal 9 Chsnfle of address Name

Title

On'i'eninlem piirchiiiulg (Igenci

IJ Computer maimenanee/service company Q Hardware/in((ware retailer Q Other third party and a)bed ierviee turns

Cvinpanv Address Postal Code

Tel(

)=

Signature

Software dove)oper lJ Syitenli integration/sottivare col(suiting

Fax ( Date ~

iiliusl be siglled ln he villidi

/ i4)

D

f

Are you )nve)ved in the selling, reselling, snd/er disbibutien ef computer/nefwerldng systems, seffu/are er services f g Yes Q No Which best describes your jeb title groups icheeLnaeonlv) Q President/VP/owner/gin Q Branch. store. district. reginna) managers Q Channel. retail. value added reset)er. aod managers g Purehasiiig and merchandising managers Product devclnpIni'ni man'(gers Q Computer cnnsu)(ants Q Technical managenient Design, system and application engineers I Marketing, sales manageri 4B WH OLESALER Noveniber '1 996 arm,vwivw ccwmaocorn

The systems my erganizat)en Integrates er resells are based on the following: (cheek d) thai apply I g DOS/9/indnws Q Networking Q OS/DCnmpadh)es Q Umx Q 9/indowsNT Q i Maeiiitnsh What is the number of employees at this location'f iehrek one oa)yi )0.000 or more IJ 250 - 49i) 5.000 - 9.999

)00- 249

2.000 - 4.999 g 0- 99 1.000 - 1.999 Q Le is than 20 Q 5(10-999 What ls your firm'sapprox)mate gross annual salaams tehee) oneonlyl Oier S50 million Q Over $5 niillinn - S10 mil)ion Over S25 million - Sit) million Q Over 5) million - SS million ll J Oier SI A million - S25 migion 'Q Under S I million A/1 questions iiui5/ he answered. In(vIII(p/e(e carr/5 u'/ll no/ be processed.

7l(e pub//sl(er rese>ves r/Ieright iu dere(uiii(e r/I(nli(1/cari(In. Xnie( Yiu< ni<iv /)Lv guin siihscriprlnII /(i CC(1': f804) d08-2SJJS

A S1AS C A P E Microsoft finds Anti-China i nsults In W i n d o w s 9 5 After an exhaustive effort to create a Chinese language version of Windows 95, Microsofl Corp. said the operating system is creating insulting messages, Due to automated software editing. comments such as "Chincsc bandits" and "take back thc mainland" are being displayed on computer monitors using the language-specilic operating system.

At press time the Chinese government has not issued a complaint and Microsoft has already implementedcorrection procedures.

Along with an Internet update on the company s World Wide Web site. Microsoft also fixed all unshipped versions of the operating system.

Currentregistered users in China are being sent new copies of the Chinese language Windows 95, officials said.

M icrosoft's m anaging

d i rector f o r

China. Bryan Nelson. said the phrases appear in utility programs called input method editors. which are used to create characters in Traditional Chinese. These programs attempt to automatically anticipate and complete a phrase a user is trying to create.

T he editing s o f twar'e, created b y Taiwanese companies, is used to create what is called Traditional Chinese, the standard characters used most in Hong Kong and

Capital Securities analyst Evan Chang said the present glut and low prices were likely to continue until the middle of next year. Hesaid the markel had rebounded to

Taiwan. The Chinese version of Windows 95 is written in Simple Chinese and editing software is needed Io create Traditional Chinese.

about US$3 permegabyte from US$2 earlier this year, but this was not likely to last for long. 'The price will bottom in t he middle of next year," he said adding that

A Microsoftspokesperson said: 'While this is an embarrassing situation for us, wc are pleased that it has been solved quickly and easily. The fact that the Chinese government did not file a formal protest shows how strong our relationship with them is."

Taiwan chip makers, will see market rebound in m i d - '97 Taiwan semiconductor manufacturerscan expect a rebound in thc middle of next year. but the market glut may return by early 1998, analysts say.

The sector, worth about $3.6 billion in production last year. has contracted sharply in 1996 as a result of global over-supply. Two ol the largest local chip manufacturers. Winbond and Taiwan Semiconductor,have marked down their profit forecasts in recent weeks.

Software growth slows in Asia-Pacific The brakes went on for U.S. personal computer software revenues in some sectors of the Asia-Pacific market in the second quarter of 1996, according to figures released by the Washington, DC-based Software Publishers Association.

Revenue for SPA member companies in the quarter was US$340 million, a rise of just four per cent on the same period of 1995, the figures showed. For the first half of 1996. revenues were up 24 per cent to US$702 million compared with the first half of 1995.

The Q2 slowdown in growth was primarily due to negative results in three countries — Hong Kong, Singapore and Taiwanalong with growth of only two per cent in Japan, by far the region's biggest software market, the figures show. This was balanced by a better showing in Australia, the region's Number Two market for PC software.where revenues soared 23 per cent to US$67.8 million for the quarter. Compared with many other Asia-Pacific countries, piracy rates are low in Australia.

There was also strong growth of 39 per cent in mainland China. but the market remained relatively small at US$2.4 million for the quarter.

Japan isby far the biggest market with revenues of $223.4 million, up two per cent for the quarter.

The SPA reported strong gains in the region for electronic mail andprogramming software. up 26 per cent and 52 per cent respectively. "E-mail and the Internet will provide a new direction for Asian cconoinics and spur new growth for the software industry," predicted Ken Wasch, SPA president, adding that communications was emerging as a "killer app" for the region.

The SPA is looking to boost its members' revenues in the Asia/Pacific region with anti-piracy campaigns. It recently opened an office in Aust ralia and announced plans foran education campaign along with prosecution of persistent offenders. Hail

the market would improve in the fourth quarter.

Meanwhile, with demand for DRAM chips unlikely to grow much — by about 10 to 15 per cent — local producers were diversifying into logic and ASIC (application-specific integrated circuit) chips.

Richard Wei o f L e hman Brothers agreedthe market would improve towards the middle of 1997, though he pointed to month-an-month sales improvements which showed sales had bottomed out in June and July this year.

Historically, demand had been driven by the PC sector. he said. "Looking forward, the sources of demand wil! diversify. In the longer term, I am still very positive about this sector.'

uIjer.o Nebooko2 Magnificerlt f2,f" TFT

Floppyor2nd8attery Vp l03tlr on txNerifI EJItermallVVifteo 3PCCard slotI

2hN PCtV ideo S-VGA 8KkfIO

I To f28M'8EO NCQ-KN

i DimÃata($ f~y TsnkefnIf/ >Mi Aa I hnpvi~.m

~g . corn November 1996 W H O L ESALER 49

M ARKET

O U TLOOK

Cr>iur» r>

Analysts Predict Growth

In Technology Market b1' TllrPiiiri5 Klc'lrl

There has been a strong rcbvund in sol'tware. semiconductor. hardware and server technology stock pf>cc» — as technology n1al'kct r>11alysts«lre antrcrpat-

ing gro»vth. »ales and earnings for the»e sector«will be much stronger titan vrigirially forecast earlier this summer. Thc turnaround can be attributed ro this expectation: iltar corporate and con»orner demand will b» «!rung in 1997.

v«

Thi» is a sudden and dramatic change of 1>pinion in a very short period oi time. Many rc«ellers might bc ~till bc or! the dcien»ivc,>Acr having to deal »vith Illvc>1torv ghlts and '«low sale«over thc pa«t quarter.

But. it i» time to prepare for a very po«itive incrca«c in»ales. There arc a number of factor» developing th!>1»llgg>«si ih«ll the 'Inrlustiy L»Ircadcd fvi a banner

As nlvrc Q>1d mvl'c cotnpardcs offer scrvlccs on the 'Net niorc cmrsumers will want do busine««over thc 'Net. The consumer»vill be hombardcd with advertising promoting the advantage«of being on-line in 1997. Cable compan ies will be rolling out high»peed access. phollc colllp«lures afe offcAng ffcc internet time, and now bonk» will be offering a multitude ol' «ervices vn-litic. Thi»»vill incrca«e thc demand for computer svAv are and hardware.

anagem ent

Database ancI Network M

Another growth area I'vr the indr>»try is dalahase managcrnerrt and network»vlutions, The efiIcient management oi' data and information is a key concern tbr all Atajvr cArpofalh>ns» Sn'I'dl >ncl'ca»c» 111cffrclcllcy

year rn 1997.

for large cvmpanics can translate into large cost savings and irtcrca»ed profrt«, Big companies will invest On the corporate side. the rapidly growing acceptance of the Internet and the benefit» oi' the large anrounts of capital in technology if reduced intianet have encouraged corporations to reevaluate co»ts or;1 collipctlllvc advantage can bc realized. The ability to create, access. theirstrategiea snd budgets I'or Organize and technology expenditure. A "I think that the consumer rnanipulat. ca»e in pvint would be thc share information from recent ltr per cent purchase of Is about to enter the market different applications and iStar — the i n trunet and source» is t h e m o st piace in a big way, starting appealing technvlogical Internet service prvvider. by innovation for business to the Bank oi Nova Scotia. The >lfvith this Christmas."

Bank of Nova Scotiaalong date.

Thc demand fornetv 'ith T D B a n k a n d t h e work management softNational Bank will be rollin out turnkey solutions I'or ware ha» grown more than 35 per cent in the last year Internet cvnunercc, These banks will be offeringcredand «>veare just seeing the trp of the iceberg. it card payment processing for consumer» and merIt looks as if corporate world is committed to chants selling goods over the internet. This »vill genspending va»t sums vl' rnoncy in the next decade but erate a major incrca»e in spending in technology prodwhat about the general public". I think that the conucts from the banking industry. sumer is about to enter the market place in a big way, Morc»ignificantly. tins removes a barrier that starting with this Christmas, has stopped many companies from investing in the I et's look at some recent economic trends.

Internet: security and consumer acceptance. Like it or Canada hashad»uccess with reducing government noi. cousumcrs and nrcrchants trust the hank»'a>rd are accustomed to doing business with them. This ««vill

rapidly accclcmte the demand for comparrlcs to gct a presence on-linc.

SO WHOLESALEit hlovcr!>ber 1996 hrr» «Mvar.ccwmar> «am

debt. iniIation is at record lovvs. and GDP is forecast to be the best vt' 67 nations.

The cvrnbinativn of all thew factor» v ill increase

M ARKET

Q U T LQ Q K

investment in Canada and therefore strengthen the demand increasesand decreases when older technoloCanadian dollar In fact in the past weeks we have gy saturates the market and new technology comes on seen a much stronger Canadian do11ar.A strong stream. Both business and the private sector didn' t want to get caught in buying products that were soon Canadian dollar creates an opportunity for interest ratesto go even lower. Thc argument that interest can to bc outdated and paused to evaluate the latest technot go lower because they have not been at these levnologies, 1996 was a year of evaluation and that the els since the late 1950s is based on emotion and not larger purchases are on thc horizon. the facts.The government The macro economic realizes t hat a low argument looks good but " Corporate and consumer Canadian dollar is good for what are the recent statistics'! business and had interest Two months ago.book to bill not dropped over the past ratiosof most manufacturers in 1 997." year, we would be looking were less than 1: 1, that is that at a much higher do11ar. new orders were coming

demand will be strong

In fact. the recent strength in the dollar leaves plenty of room for further rate cuts. Factor a low interest rate environment with the fact that consumers have delayed purchasesof big ticket items such as cars. major appliances. electronics and computers since the early 1990s and you have the potential for a spending boom. Thepent-up demand for these products is about at the breaking point and the key fact is that all of these products have a high degree of technology components. The demand for technology components from consumers and corporations should reduce inventory turnover ratios.

much slower than the ones being filled. The market panicked and technology stocks took a dive in mid-July.

There isa continuous need for computers and their components, but it can be a cyclical industry and

Thomas A7einis an rrnestrttertterectrtive uith Scottalcleod.

He carr he reached at tornl'C@s4inrs.corn.

Although someof the companies that have a lot of older technology in inventory will still be hurting for a while, the companies with the latest technology can not keep up with the demand. Book-to-bill ratios are headedback pver I:1for leading edge manufacturers. This is a very positive sign and adds validity to the macro econotniic trend. il

I think that the coming quarter will be slow. but 1997 looks great! HK9

â&#x20AC;˘

â&#x20AC;˘

Canadian Computer Wholesaler welcomes your opinions on current issues in the market, plus your feedback on our publication.

Please write to: Th e Editor; Canadian Computer Wholesaler; Suite 503-425 Carrall St.; Vancouver, B.C V6B 6E3.

You can also fax: (604) 608-2686 Or E-mail: ccwŠtcp. ca We reserve the right to edit your submissions for length a nd cia rity. hrrp:svwrw ccwmagcow

November 1996 W H O L ESALER 51

1

01 Communique Laboratory Inc. 7450 rv>eye(side Dr, Suite $00 Mississauga, Ont L5T ZNS Tel. (905J 795-2888 Fa x (905) 195-0 t 01 http' i www.gi.ca

3CDM Canada Inc, 2225 SI>vppard Av'e East Artna9 Suife 1204 North york. ON Tef !4 >6)4983266. Fax:(416) 498-i262

'

Tel !90$) 305.1277 Fax- (905) 305->281 Toll Free I-800369 ADAM Intemer

info+aadamtech con>

*Dl Inc. 2758 Avenue Piene Bacher, Suite 100

Quebec, Que Gii sy9 tel, (4 18) 523-0060

ADI Systems Inc,

3M Canada Inc. / Imation

Adobe Systems

18i EgiintanAve. E., Suite 305 Toronto, Ont MdP 7/4 Tel: (4>6) d81-1177 Fa x (416)4832004 http v'vnvw.aquazonc' ram

A&L Electronic 3711 Jacombs Rd.. Suire >70 RiChmand. B.C. V6V 1(9 Td. (604) 279 0728 Fax' (604) 219-0726

Aaronic Technology 555 Richmond St. W„Suite 1103 fotanta, Onr hdSV 381 Tel (4>GP 501-2190 Fax.(416J 50d-2199

AC Cotrl ponetl'ts Inc. 46t Esne Park Dr, Suite 15 Markham, Onr L9R H>8

lel: (905) 470.1933

fa x 60 5) 4701993

Acbel(Canada) 5500 Tomken Rd Vnd8, Mississauga, Ont. L4W 214 Tel (905) 602 7866, Fax:(905) 602-/871 Internet smsranadab>aol corn

Access 8 Inc.

•

265 Hood Road. Vnd 9, Markham. Or.'t. L3R4h<3

150 Sufack L)r Markham, Ont. (.3R >W3 Tel (9OS) 472 8822 Fax: (905i472-6639

9003 Inc.

•

ADAM I'eripherals Inc.

3D Microcomputers

P.O.Box S157 London, OhlN GA drl Tel (5 19) 451-2500, Fax: (519'i 452.6262

7

21>SRingwood Ave., San Jose, CA 95131 Tel. (40S) 944-0>00 e I'000-145 King Street, Toranto. Onr. M5H 3x6 Tel: (416) 36D-23>7Fax (416) 360-29>7

Advance Integration Research (Canada) 75/5 Tmnt Canadcenne, Vnit500, Sr-(du!ere Quebec HdrI V6 Tef (514J 956 0400 Fax. (514) 956-09Z3

Advance Interactive MultiMedia 143> Stilton St. Burndby. 8 C c!3h>3AG Tel (604) 517.0634 Fax: (604 S>7-0643

Advance Interface Electronic Inc.

AccessGraphics ot Canada Inc. 50 Surnhamthorpe Rd. W., Suite 401

Misscssauga, Ont LSB 3C'2 tall Free I 800-827-9950 la x . (905J277.3390

Acco Canada Inc. 50t McNicoll Ave. vvillowdale, Ont M2H 2E2

Tel (416) 499. 1000 Fax. (4 16P dc)9-0757

ACCDUI>ITWARE Distributors 94 Furumdy Gate, Vnir 16 Concord, Ont LdK 156

Tel (905) 738-9650

Fax:(905) 198-0570

250 V/est Beaver Creek Rd., Suite 15 Richmond Hill, Or t. L48 IC7 Tel! (905) 88>.9020 Fax, (905) 88>-9023

Ani>(ter 33 City Centre Dme, Sui>e$10. Adcsscssauga. Ont L58 1h>S Tel (4>6) 897 5665 Fax (416) 89/-6236

Artisoft Inc, 10 Car>SOnCourt, Vni(590, Etabicoke, Ont M9WGL2

lef: (4 f 6)213-8600 Fax' (4 f 6) 2>38602

Arvida Technology Ltd. + >60. 6651 Elmbncige 7 Vay,Richmond, BC V7C 4ht I Tel. (604) 303-2939 Fax (604) 276-1830

ASQI GroupCanada Ltd„ the 228S Maple Vii vi Dr., Stioud, Onr. LOL 2)/IO

Tel. (705) 739- 1 i 55 Fax (705) 739 9596

Asia-Unk Computer Inc. 45A >cVest WiimotSt Vnir iS„Richmond Hdl Ont. L48 >K> Tel. (905) 19J- >92S Fax. (905P 791-6875 Tall-Fice (BOOP 461-8079 Branch Office Halifiax Fax (902) 852 1459 TOll free 1-800-18>.7036

SSKanrad Crescenr, Marsh>r>c, Onr LBRBT7 fei: (905) 479-1443 Fax >'905) 479 1834 E-mad aiei(nponramp ca Branch office' Richmond, 8 C tel. (604) 27(h8561 Fax. (604 2/0-4953 Ea>montan.AB Tel (403J 436-9263 Fax (403) 436.9258

AST Canada Inc.

Advance Medal Compu ter

Tel (905J 882-2600 fa x: (905) 882-2620

75 Kanrad Crescent. Vnit C. Markhxirx Ont L3R STR

'55 I'vfaiheson Siva' West. Miysissauga. On(, LSR 3G3

Tel (905) $073218 fax: (905) 501-0$86

ATI Technologies Inc.

99Commeicc valiey Dr East ihomhill, Ont, L3T 7N6

Tel. (905) 946-9660 fax (905) 946-9663 Toll Free (800) 206 2724

Attachmate Canada Inc.

Agfa Division

Tei. (604) 294-9499 Fax (604) 473 3990

Bayer lnc 778ellield Road, Erabicoke, Ont.MBW>G6 Tel (800) ZGS i331.exr. 4032 Fax. (4>6) 241 5409

Abeam & Soper Inc.

>00 Woodbini DawnS Blvd Rvxdale, Ontano M9W 556

20 Barnes Court Building G. Concord, On( L4K dtd Tef: (905)660-2425 Fax.(90$) 660-9611 Toll free. I 800 666-SS67

Amsdell Inc.

Tel, (4>6) 675.9999 fax (416) 675:6589 Toll Frcx 1.800-263 4258

4260 Sixicreek Dr Suite 400 Burnaby, B.C VSC6C6 http' "www atuchrl>afnr oli>

Aves Marketing Inc. Ci707 Spvc>cc>g Ave. Buiiiaby. 8 C VSE2V9 Tel (60dl 433 8273 Fax. (604J 499.8216

AVS Technologies Inc.

AK Microsystems

ZIOOTransCanadaHwy. 5 cth DonaL Outlive. HQP 2Nd fel: (Sfdl 689->77i Fax (S>d)683-5307

RKhmond Hill. ont 1,48 7L I

A>rses Inc.

245 west Beaver Creek Rd., Swre98 Tel. (90$) 77i -I >SS Fax (905) 111-1755 llffp;!!aknlfcra coAl

Akran Systems

Sou>criers Point. Halifax, N.S. BOJ IGO

Tel (902) BZG-2440 fa x: (902) 826-1274 http i axses(6>carianernet

2>70 Thurs>on Or., Ortawa, Ont. KIG 5A7 Tel (613) 739.4000 Fa x.(613) 739-d444 hrrp.!!www akranca

AZERTY

Alberta Computer Cable Inc.

B-TEC

6-221627>hAve hi.E Calgary, Alia T2E 7A7 Tel-(403) 291-5560 fa x . (403) 291-11 >2

5850 core de Liesse, Suite cv300.Monrieal oc H4T 182 Tel: 7 800.361-5964 Fax 1-800-463-7975 1023 Shorecresr. Lava>, Oue. H7W IR4 Tel; (514945.7363 Fa x.(5>d) 681-9853

Salience Display

Allied Telesyn International

204Oakdale Rd Toronto, Onr M3N 255 (epg(416) 745-i868 Fax (416) 145 0827

Iel: (604) 301-6680

Rexdale, Onr.M9W 554 Tel (905) 803-8626 Fa x'(905) 279-0050

Banyan Systems Inc.

Ace Technology Inc.

Alpha Technologies Ltd.

Accton Canada 5115 Trans Jsland„Suite206 Monrreal, Oue. f(3W 229 Tet: (Si4 485*2307 fa x :(574) 485-2494

Acer America Corporation 9.$1 55Spectrum Way. htississauga, Ontano L4WSA7 Tel (90$) 602 8200 Fax'(9D5) 602-7799

hnp. vwwwacer.corn aac '

Aceropen C omponent Solutions>-800-265-OPEN ACP Marketing Inc.

ef20-13751 Mayliekf Pface, Richmond B.C. YGV2G9 Tei. (604) 278-281 1 Fa» (604 218-72>1 Toll-Free 1-800-567-7227

1$1 Carlingview Dr, Llnit 5

5100 Sidey 5rreet, Burr>aby, B.C. O'Sil SE5 Tef!(604J 430-1476 Fax.(604 430-8908 V/eb sire hrtp.!!vwwv alpha-us.corn BranchOffice.

Mississauga, Onr. Tel (905) 712- 1010 Fax (90$) 772->0>2

Alternate Source Components Ltd,

775 Pacifi< Rd, Unit 32 Oakville. Onr (6L GM9 Tel (905) 825-30dd fa x .(905) 825-4132 http. Rwvnv alrernatesrc. corn

Alternative Micro Parts Inc.

Across the Ocean Mfg

8461Keek' St., Unit 28, Concord, Onr tdK 126 Tel; (905) 669-9667 Fax. fgOSJ 660.7884

40 McPherson Sr Markham, Ont LSR3VG Tel: (905) 77>-8720 Fax..(90$J 771-8961

Acrotechnique International Inc.

Althon Inc

3031 Markham RCt., Vnit 32

Scarborough, Ont.M>X IL9 Tel.(416) 921-9085 Fax-(4>6) 32t.9>28

25> Amber St, Vnir 5-6, Markham. Ont. L3R 3iy

Tel. (905) 513. >ZZI Fax. (905) 513.1220 Branch OA'ice> Richmond, B.C Tel. (604) 244-861> Fax: (604J244-8672

sz WH OLESALER November I 996 nr r p.vnv v ccwmagxam

2695 hi ShendanWay. Ste I 60, Miss ssauga, Onr LSK 2hf6 Tel (905) 8$5-297> Fair. !905) 855-2894 Branch offices.

Monrreal, Que.. Tel. (S14 426-2644 Fax (514) 426.0326 Vancouver, S.C.: Tel:(604) 689-6503 fax: (604) 683-6502

BASF Canada Inc. 345 Carlingvcecv Dr., Toronro. Ont. M9SV 6N9 Tel: (416) 675-3611 Fa x.(416J 6742536

Sattety Boys Ltd. 964 Westport Cies, vnit 75 Mcssissauga, Ont. LST1$3 Tel: (905l 56d-7865 fa x . (905) 564-4691

Battery Network B.N. (Canada) inc.

290 Piace Daturs. Iie Parrot, Ouebec Jyv 7Nc9 Tel. (5>4) 651-3366800-43t-1220 Fax (514) 6$1-6830

Bay Networks Canada S/>5 range Sr, Flaor >9

North Voik, Ont. M2M 4)1

Tel (4>ei 133-8348 Fax:(4>6)733-1119

BBM Computers

93 Citation Dr., Suite 3. Concord. Onr L4K 25d

Tel,(905) 738-4452 fa x !416) 738-J905 http ' www.indinc.corn

50URCIN6 0 I R ECT0RY Beamscope Electronic Entertainment 35 ironside Ciescent. Scarborough, Ont. M I J(I GS Tel. (416)291-0000 Fax (4/6) 291-5721

Branch oh'ice, VanCauVer: Tel: (604/ 82/-0000 F ax

(604) 82t-0434

Bell & Howell Ltd, 360 Hanlan Rd. Waadbridge, OH L4LBVG Tel. (905) 850.6705 Fax. (905) 850-3500

Bernclare Multimedia Inc. 7>6Gordon Baker Ra., Suite i05

!Varth York, Onr. M2H 384 Tel (4/6) 490.65/6 F a x: (4/6) 490-64/9

hrtp: //www. bernr /are.corn

Hest Power Canada ISSSBonhik' Rd, unit i i, /Viississauga, Ont LS T 'IYS

Tel: (905) 564-7655

Fax: HOSt 564 7657

BIM Computers Inc. 39S6 Chesswood Di, Dawnsview, Onr M3) 2W6 Tel. (416) 630 >325 Fax(4/6) 630 4213

Birde IVlarketing

Cobalt Technologies Inc.

Calsb Com uter Products if4 >-42, 70E BeaverCreek Rd, Richmond Hill. Ont L38 382 Tel. (905J731.3861 Fax: (905) 731-3862

CanREPInc.

Cog nos Inc. 3755 Riverside Dr, P O.Bax 9707

301-7889 132 5tfeet, Surrey,BC V3ni 4G2

Tel. (604) S99 >232 Fax:(604) 599-36/6 Branch 0(iiccc CagaryAS T e l.>40'3)255-0294 Fax;(403) 255-4902 EdmOntanAB Tel. (403/ 487 5578 Fax/ (403/ 489- 1297 Toronra OAI fe/: (905J 470-7342 Fax:H05) 470-7338 Manrreal Oc Te/i I'Si 8 276-4477 fax (5>4)27G-3646

CanadianAdvanced Industries Ltd,

405 Britannia Rd E Swte 23 i»/>ississauga Onr L42 3EG 1 el. (905J' 501-8375 Fax: (905J 501-8376

BOCAResearch Inc. syy Burnan>II>arpi; pO, Bax 336, Etobicoke A ktabicoke, Ont M9C ! JO Tel. (4/6) 6952999 Fax.(4/6) 695-199/

955 WgsanAve., unit >'3 Toronra, Ont M3K 2AS Tel (4>6)633 65GG Fax. (4/bJ 633-66/7

Tel:(403) 571-1720 Fax (403) 571-1724 http. 'iww. magellan net 'compact data

Montreal oue II4A>2PT Tel: (5/4) 737-363> Fax (Si4)7373632 httpil/v>nvw.canamicro cam

Compaq CanadaInc.

45 Vogell Rd.. Richmond Hill,Ont. L48 3PA Te!. (416) 229 8936 Fax (416)229-S877

I /0-13431 Maycresr Way, Rrchinand S C VGV 2M3 Tel (604J 279-2366 Fa».(604 279-2369

Fa x:(416) 222-2545

Commercial Laser Technologies Inc.

Ca/gany, Aita T2P 4L4

4400 Cote de Liesse R'd, Suite 1/0

HK Systems International Tel. (416) 222-2 /85

hrt p:,>www. cognos,corn

630-3rd Ave. SW. Suite 500

CanaMicro Distribution Inc.

Canatronic International Inc.

Toronto, Ont.M2H esb

Ottawa. Ont KIG 4K9 Tel, (613) 738-1440 Fax'(6/3) 738-9203

Compact lData 'Inc.

111 Esne park Dnve„unit I, Aaafkham, ont L3R >H2 Tel i905) 477-7722 Fax, >905) 477.78t3 Branch oh'ices.

Kana(a Ont. T e l.Ib/3J 592-541/ Fax:(613) 592-54/5 Vancouver.B.C. Tel. (604) 431-0426 Fa» (604) 43/<42/ 25 Sheppard Ave. West. Suite /0

234 Church St., Markham, Ont L3P 2M7 Iel (905) 472 0411 fax: (905) 472-0783 http:/iweb.onramp ca cobalt

125 Traders Blvd.E, unir 5 Mrssrssauga, Ont L42 2H3 TeL/905) 717 4178 Fax:(905) 7/2-4/79, 1.800-467-0554

Canbell Grou Enter rises Inc

Canon Canada Inc.

6390 Dixie Ruad Mississauga, Ont. LS>' IP7

Compubooks Canada Inc. 3595 St. Claire, Suite2, Scarborough, Ont Tel (4>6) 266-3358 Fait.(416) 266-36/4

Compulys Qata Inc. >800 I'RcG/BCollege, Suite 2/02 Montreal, Oue H3A 3/6 Tel. (5/4) 987.7466 Fax-(514) 987 96/ I

Computer Accessories Plus

Tel. (905) 795-11 >I Fax' (905) 795-20/4 TOII-Free.(800) 263- / t 21

! i000 Masse, A/an>reai' Alurrh, PO H>G 4G3 Tel /$14> 3'23 1000 Fax, fS >4)373.7772

Canrep Power Systems Inc.

Computer AssociatesCanada Ltd.

Bold Point Software Ltd.

4975 Dundas Sr >,V, P O.Box66 >oronto, Ont M9A 4XI

340 VVe»tCuidava St. Suire 701

Tel: (4/GJ 762-1039 Fa» (416) 762 17/6

Vancouver, B.C. V682V3 Tel' (604/ G87.2000 Fa». (604) 683.49/1

Canta Techno logies Inc.

Computer H Electronic

250 v»Ls>BeaverLfeek Rd., vr»r 10,Rxixrxxxf/Ie onr L48 lc7 /el. H05) BS97959 Fax (905) 889.0307

4S$4 T/>wson Srreer, BurnabyB.C. V5C 4CI iel. (604) 299.S674 Fax (604) 299-5930 Tall Free Ora'er Fax, 1.800 83/ 40i6

Canveon Systems

Computer Module Exchange(International) Inc.

h(tp,//www20 mind!ink net BPS'

Border Network Technologies Inc, 20 roranln st, Suite400. Toronro, Ont. MSC288 Tel/ (4>e)3eS.//Sy fa » (4 /6) 368 7789 hup niwww.border. corn

>b t»reenfield Avi . VVillowdafe,Onr. I'42IV 3CS Tel (4/6) 226-2/8> Fax (4/6) 226434>

Borland Canada Software inc.

200 f,of>fad Cfes., Aurrkhar>r. Oil> /3R BT9 Tel. (905) 4774344 Fa x,HOS) 477.6657

593S Airport rtrf. Aikssissauga,On[. L4'vlws Tel' (905) 676.6700 Fax >905) 676 6715

3/9 Benison 51 Mark»am. Onr L3R >87 fel (9OSJ415 9500 Fax:(905J4>5.8363

Caslo Canada Ltd

Computer Plug Accessories

Brands Computers & Electronics Inc.

2100 Fllesmerc Rd, Suite240 Scarborough, On( M>H 387 Tel (416) 431-3747 far (4I6) 431.3GG4

30 Mural St, unir & Richmond Hill, Ont 14R 185 fel, f905) 77/-1888 f a x : (905)77>->70/

CBM Metal IICanadian Business Machines Ltd.)

unit >O, 73Railsidc Rd, A/orth York, Ont. M3A IB2

Tei. (4>e) 4443>OO fax (4i6)44441'« TO>l iree >.800-265.2870

hrrn nwww.casro.usa.corn

Computer Square Inc.

I rue Horel de ville, Do/lard des ormeau»,Oue. H98 3HG fel. (514) 685-0600 Fax (5/4) 685 0701 Toll-Free 1.800-361-6466 web Site hr>p www brathercom

>832 Sanhiii Rd., iMississauga, Onr L5T IC4 Tel' (905) 670-7471 Fax.(905) 670-3213

436> Highway 7 Last, I/nit iv2, unianv/»e. Ont. L3R >Ml Te/ (905) 4/5.0229 Fax. H05/4>S-0 164 kn>ari. CSOuA RE@ID/RECTCOM

ChronoFAX

Computron Systems In».

BSO International Marketing

li>r p //www chranofa»,com

401 Aidan Rd. ()nit 13 M'arkham. OAIL3R 4AI4 Tel (905) 477 1177 Fax.(905>477-828/ Toll. free, 1-800.977.4777

201 Spinnaker Way, Suite 4, Concord, Onr L4K 4CG Tel (905) 669 6613 Fa x. (905) 669-6614 hirp pwww ktinet corn

CHY Electronics (Canada) Inc.

Comtex Micro Systems Inc.

BTW Electronic Parts

CIMSYS Canada Inc.

Brother International Corp.

400 Esna Park Df, unit 11, Markham, Ont L3R 3K2 fel. (905) 479-0797 Fa x (905) 479-3601

BusinessVision Management Systems Inc. 2600 Skymxri. AVe, Bldg 3 Miss/ssat/ga. Ofit. L4W 582

175/ Richardson, Suire2529, Montreal, Que. 1(3K >G6 Tel: (514) 932-9090 Fa» (5>4) 932 9010

1234 ReidSr . unit 5, Richmond Hill, Ont. L48 I C I

Tel. (905) 882-9300 fax (905) 882-2300 8> Ramana Blvrt, Mafkham, Ont. L3P2K5

Te/: (905> 472-6904

Cipher Systems lLtd, 4 > /0, 259 Mrdpark way SF, Ca/gary, Alberta T2X >M2 Tel: (403) 256-8877 Fax (403J 256-8878

J'el.(905) 629-3233 Fax:(905) 629-3208 htrp: »Bus/nessvrsion.corn

CiscoSystems Canada Ltd.

C.ltoh by CIE America Inc.

hrip n222 cisco corn

> 5-6-/00 MiJ/creek Dr.. Suite 404 Mississauga, Ont LSA>3E7 Tel: (800)668.4499 fa x :HOS) 785-0074 http: //www. Otoh. corn

Cablecor Ltd.

150 King St. Wesc Suite 1707, Taranta, Onr. M5H 1)9 Tel t'416)' 2/7-8000 fa x. (416) 2/7-8099

City Computer 150-12860 Clarke Place, Richmond 8 C. V6V2FI!

Tel: >'G04) 270-3747 Fax.(604) 270-3757

13751 I.tayeeid Place, Suxi 100 Richmond 8 C. V6V269 Tel (604) 273.8088 Fa».(604) 278-28/8 Web Sire hrtp vwivw.camtexmicfa.cam Branch offices Calgary,AB Tel:(403J 250-3386 fax. (403) 2'50.8092

Comtronic Com uter Centre 90 Riviera Dr., Markham, Om. L3R SM I Tel (905) 479-8336 Fax.(90SJ 479-8658 Toll. Free 1-800-297.5505 Branch of(ices.

Dartmouth, AI.S. Tel (902) 468 8777 fax: H02)468-4927 H~milton, Onr.: >el, (905J574.3744 Fax H05J 5748466 Marxrea/,Oue Te l/ f514) 73'i->223 Fax.(514) 731.>667 Otta~, onr.: Te l . (6>3/ 736 7513 Fa . (613) 736.75>0 RiChmOnd,B,C.. Ie l.(604) 273-7280 Fax.(604) 273-7082

Concord Idea Corp.

Claris Canada, inc.

1005teeicase Rd. E, Suire 102 Markham, Ont.L3R IEB Tel. (905) 475-0395 fax. (9OSJ 475-0395

3 Church St.. Ste.402, foronro. Ont. IV/5E IM2 Tel: (416) 941-9611 Fax. (4/6) 941-9532 Toll Free' (800) 361-6075

3075 iarh Ave., unir 9 Markham, Ont. LSROG9 Tel (905) 5/3-7686 Fax:(90SJ 5/3-9572

Cabletek Electronics Ltd.

Clarisys Inc.

Connect Tech Inc.

I;4->585Broadway

Port Coquitfam, B,C. V3C 2M7

1250Rue Guy, Suite 803, Montreal, Que H3H 2TH Tel I'5/4 93/-08/0 Fax:(5/4) 931-116/

Tel; >604) 942-100/ Fax: f604) 942 1010

ht p. t /Atwwv. c/err»ys. ca

Cail

ClassicSoftware Systems Inc.

665 Hood Rd Markhanh Ont. L3R 4EI' Tel: (905J 940-9000 Fax:(905) 940-9009

727 Speedva/eAve. W Guelph. On> AI>K IEG Tel. (5/9) S36 >79> Fax (S>ca 836-4878 hi p./ I /www connecttech. corn

r/20 286>Shanvaod Heghrs Dri e, Oakvii>e.Ont. Lel 7KI Tail-Free (BOOJ 200-5379 BBS/ f'905)829-2283 lei: (905) 829-5147 fax. (905) 829,5074

Conner Peripherals 50 Burnhamthorpe Rd„Suite 40i, Mrssrssauga, Ont L583C2 fel; (905) 272-3216 Fax.>'905)272 3264

hap./Avwwccwrnagcam November 1996 W H O LESALER ss

S OU R C I I >IG

D I RE C T O R V Daytek Electronics Corp.

Eicon Technology Corp.

Tel (905) 9S7 2234 Fax:(905) 987-2253

Tel! (604) 2/0-3003 Fax.(604) 270-3022

Toronro, Onr M5H 355

Corel Corp.

235 Yorkland Bfvd., Suite 900 North York, Ont M2)4YB

Cooper System Development Corporation 59 raff/I St N. Newcasrle, Ont. LIB IHS htrp lvoix.comigrasp

383o lacombs Road. L)nit ros, Richmond, Bcv6v I Y6

Deltec

1600 Cariirig Ave. Ottawa, Ont. KIZ SR7

Tei (613) 728-8200 Fax.(613) 728-9790

Tel (416) 493-0196 Fax:(416) 499-7930

Corporate Computer Systems Inc.

Dentec ComputerCorporatio~

150 York St. West, Suite 804

Tel. (416) 214-2690 fax. (4J6) 214.2695

EIeo Systems

215 Shieids CI.. L)nit 3 Markham, Ont, LSRSV2 Tel (905) 470-7301 Fax: (9¹ 47 0-7304

22 Rwiera Dr,ve, Markham, Ont L3R SMJ Te(: (905) 479-2223 Fax.(905) 479-855S rol).Free (800) 387-9751

465 IN/nerAve.. Sune 9 Scarboreugh, Onr.MIB 2Kd lel: (416J 292-4003 Fax. f4/6) 292 2487

Electro Systems Group Ltd.

CPU Systems

Develcon 8eetronics Ltd.

Elitegroup Computer Systems

: 2'>Yi//a>vdale Ave, Toronto„Qnr M2N 4Y4 Tei. (416) 739-2100 Fax: (4r6) 733-2275

856-5 1StSt East. Saskatoon, Sask 57K 5C7 tel: (800) 667-9333 Fax (30e)931 1370 http:,'I'www develcon.corn

Creative Labs

5025 Cvbtar Or.,Bk(g.6 sixfe301, M~, Qn z LdyvdYS TeJ: (905/ 238-8456 Fax (905) 238-8541 Cusram Service(800) 998 1000 Technical Suppan'(doSJ 742.6655

Devita Associates

CSS Laboratories Canada Inc.

Dictaphone Canada

30 >VestBeaver'Creek Rd. Suite 11 Richmnd Hill, Ont. ).48 3KI

Tel' rgOSI 771-8373 Fax. (905) 771-83/5 630 Tiie Last Mall

9225 Lesiie St., Suite I Richmond Hill, Onr Lds 9H6

Erobicoke, On Mgg 482

fel' (416f 621-7600 Fax. (416)621-'1551

Te'. (905) 882-0260 Fex!(905) 881 046/ http.!!wwwcsslabs.corn

http. VW>VW dietaphOne COm

Digidyne inc.

Cybersoft Enterprises Inc.

200 Cochrane Dr, c)nir 7, Markharn, Ont. L3R SFR Tei (905) 940 0966 Fax.(905) 9dO 0977

2 IDOMatheson Blvd E„Suite 101

Cygeom Integrated Technologies Inc.

Tef: (905) 624-0404 Fax (905) 624 1919 http' 'www.digidyne ca

40 MacPhearson Rd., Ivtarkham, Ont L3R3V6 Tef. fgoSJ 77/-fd91 Fax (905) 771.7657 http iicygcomcorn

MISSISSauga Onr f d W5 6 1

Digital Equipment of Canada Ltd. 675 Lochrane Di., rvfarkham,Qnt. L9R DY7 fel! (905) 948.9000 Fax.(905J 9dS)070

D-Link Canada

1120 Samford St, Winnipeg, Mam R3E229 Tel: (204)772 9411 Fax:(204)772-9414 44 East Bca.er Creek Rd . 5u ite /4 Richmond Hiff, Qnr. L48 IGB Tel (905)771-1602 Fax: (905) 771-1605

h;tp "w>vw.ecsusa corn

EMJ Data Systems Ltd. PQ Box ID12, Guelph, OntNIH6hff Tel: (519) 8972444 Fax:(519) 836-1914

Stanch offices rel. (604) 270.9324 T e k(403/ 250.5343 Bc»/ford.S 5 Te l(902) .

835.162J st. Iaurent, Oue fe!: (Srd)745-4500 >Minnipeg, Man. Tek (204J >)494055 RichmOnd8 C Calgary. A/ta

Fax.(604) 270. 7834 fax. (403) 250-5373 Fax (902) 835-9JZ7 Fax(sJd) 7452886 Fax,(204) 949.0069

EMPACCom uter Cor 168 Konard Crescent, Mar»ham, Onr I BR9T9 Tel (905) 940 3600 Fax.(905) 940 9604 Bianch Office.

Montreal, Quebec Tel: (514) 345-9000 Fax. Isfdi3458551 vancauv>v. B.C. Tel (604) 821-01 77fax: (604/ 82 In)277

EPRDM ComputerSystems

2 I SO Durltvr)I Dr., Mississauga, Qnr L5I SMB Tel, I(9054UB-0260 Fax (905) 828. 5669 Toil Frn ~Q'00) 354-6522

Digital Frontiers

705 />iiddfefiekf Read, t)nir /OI, Sea!borough, Ont Mf V SHS Tel: Id/ef921-1336 Fax:(4J6)321-I83r

'DacEasy Canada Ltd,

Diseis Knowledge Research Inc,

EPSCJNCanada Ltd.

Tel,(416) 250-6$97 Fax (4f6) 250 6540 htrpu/222 goodmedia cant Chscis

ER Group inc.

601 Braid St, Penficton Sr/tish Columbia V2A dY6 I-604- ilgo 9885

3075-14th Ave, Suite20 I, Markham, Oni L3lt 055 Tel. (9059940.33/4 Fax /905)940.03OS

Daewoo Electronics Canada Ltd.

170 A/rien Rd, Markham, Onr I 3R4CI Tel (9DS) 415 7290 Fax (905) 415.7287

90 Sheppard AVe E, 7I hFIOOr Tonxito, Qnt M2hf3AI

Discount ComputerClub

Daisytek Canada Inc. 35 Va//e)nvoodDr.. Linis r, Markham, Onf L9R5L9 rel. (905) 940-1 121 Fax. (905)940-1220

DAIWA DSSDistribution Inc 96 I Alder) /road, Alar>fram, Qni 13R9L4 Tel. (416) 499-2889 Fax:(4I'6) 492-6501 Bianch Offices Richmond,8 C Tel!(604) 244-9912 Fax (604) 2449986 Missrssauga T e l(905) .

298-8701Fax.(905J 238-1$86

Dasher Technology 70 Gibson Drive, tlnif I I, Markham, Ont LSR4C2

Tel (9oSIar5 0436 Fax.(905I 4rS-0968

2 F /4'5-44/I No 6 RoadRichmarx/ B.C.V6V IPB Tel (604) 821 I f08 Sax: (604) 821.0813 Fax. on. demand (604) 525.1089

DiscoverWare Inc. 926.5th Ave. SW,5th Floor, Calgary, Alta. I'2P ON7 Tef. (403) 237-0426 Fax.(403) 237-0457 hop nwww.disco»en!»are.com

Dominion Multimedia Inc.

ETC, Everything to Connect, Inc. ?So Consumers Rd, Suite 102

Ever Corp, (Canada) Ltd.

Dynacom Technologies Inc.

342 EgknrOnAve E.,

22 Riviera Dr.. Suiie9, Ivlarkham, Ont. L3RSMI Tel. (905) 770-0275 Fax:(905) 770-02S6

Dynatek Automation Systems Inc.

TorontO, Qnr M4P ILB

rel: (416J 487-4663 Fax (416) d86-97f8

Evergreen Peripherals Inc.

385 Admiral Blvd, Suite 11

Mississauga, Onr L5T 2MB Tel (905) 564 7336 fax: (905J 564-7340

Evetek Computer

a>248-13986. Cambie Rd.

Toronto, Ont.: Tel (416) 696.3000Fax.(416) 636-30t i Vancouver,B.C. Tel:(604) 681 0111 Fax: (6041 681-014;

RichmondB.C V6V 2K3 Tel: (604) 273 8008 Fax:(604) 273 8820 The company manufactures personal computers and distribures PC peripheials.

Branch office.

C'afgary. I'el: /d03) 250.3633 Fa».(403) 250-1360

200 Blue>vari! r Rd. Beo'ford, NSB48 I G9 Tel. (902) 832-3000 Fax I902) 832-3010

Branch a(Bees.

DATAHOME lnfosysterns

hnp:www essspac corn

Tel. (4 16) 449 1382 Fax.(416) 499-3972

Dynamic ChannelsCanada Inc

Oatacom

/SS TheOueensway E, Suite 16 Missrssauga, Onr /4Y 4C5 Ti'I (905) 275 6309 Fax: (905) 275-0556

Markham, Onr L3RIC3 Tel. (905) 470.9896 Fax (9DS) 470.9909

Data General (Canada) Company

26 Barlaw Rd.. Iylarkham, On. L3R BA2 rel: (905) 415-8655 Fax. (905P 415-8660 http;,"inforamp. ner -datacorn

rel. (800) 671./121 Fax (905) 575.7874

Essapac Products Ltd.

NOrth York, Ont. M2) fP9

172 Tru>vers RCI., aviv!abridge. Qnt L4L SA7 Tel (905) 850 8484 Fax.(905) 850-8490

350-7070 Mississauga Rd Mississauga, Qnr. LSN7/8 ei. (90SP 819-5900 Fa» (905) &I9-5418 http: i.www.dg.com

27 R«ardo Couir, Hamilton, Ont. I,BW 251

130 Don Park Rd, Suite 3

1955 Core de Liesse, Suite 202 Mont!ca/, Oue. H4N3AB Tel (514) 745 6655 Fax. (St4)745-0054 hrtpiovnvw.dynacom.ca

Data Accessories Corporation

SSOMcNichuf A>e., Wisowdale, Onr J»12H 7F I Tel (4 I 6)498 9955 Fax: (416) 498 4574

263. 13986CambieRoad, Ric hmond, BC V6V2K3 Tel: (604) 27S-35S4 Fax (6D4) 278-0532 Toll Free 1-800-36I-DISK

980 DeniSOn St, Markham, Onr L3R 3KS Tef: (905) 475 8870 Fax (905) 475-9992

Dysan/Memorex Canada

Exabyte Corp.

DATALINKIurtecj

E-LOG BusinessSystetns

3800 SteelesAve West, Suite 121 I Voodbridge. ont. L4L4G9 Tel! (416) 744-6006 Fax.(416) 740.81t9

240 R(V/Cra Dri>e.unit 3, Miarkhant Qnr. L3R SMt Te/, I»305)946.9649 Fax.(905) 94(v 8228

Excel Business Centre

129 Tefson Road. Markham, Ont. L3R .I Ed Tel. (905) 415.0145 Fax: (905) 475-9840

Oatamex Technologies Inc. 115 Norfinch Dr, Downsview. Ont. MSN tWB Tel. (416) 665-1808 Fax.(416P 665-0682

86 Sheppard Ave West„North York, Ont.M2N IM2 Tel. (416) 225-4J21 Fax /416) 225-6349

772$ BJ'rchmountRoar( Qnn ¹4, Iularkharn, Qnt. L3R9X3 Tel I905P479-9696 Fa»:(905) 47~9582

Exide Electronics Canada Inc.

I

Easypay

O atanetics I.td.

I 733 Heritage Way, Oakviffe, Onr. L6M 3A2 Tel. I905! 825-8020 Fax.(905) 825-9660

1580 Beau/ac. Montrea/. Oue. H4R I WB Te/ (514) 331-9930 Fax (514) 391- t498

Edge Wholesaler

Data-tel Cabling Systems 145 Langstaff Rd East, Scarbaraugh. ON L31 3M6 Tel. I'905) 886-697i Fax.(9D5) 764-7944

sn WHOLESALER November 'I 996

E-TechCanada Limited

Ilnn¹2, 3375 14thAve. Markham, Onr L3R 2I.6 Tel. (905) 948-0000 Fax:(905) 948-050S

hn piivnavv.ccwmagcorn

380 Ceiling>new DR., Qnt. Mg>V SX9 Tel: (416,i 798-0112 Fax.(416) 798.0062 TOII Preà I-BM-461 -9166

Faronies Technologies Inc. 57A - 53clipper street, coouitfam, 8 c. v3K 6K2 Tel: Vb4 540-8199 Fax.(604) 54O.S179 &marl: fall@axe>net com

c IOUR C I N G Dl FastechComputer Ltd.

160-'13751Mayffefd Place, Richmond B.C VGV?(39 Tel: f'604 279-9685 Fax.(504) 279-9787

E-mail:fas techQncompucon,corn Branch office: Alberta T e l(4 03) 29! -3351 Fax; (403) 291-3$19 E- mai I: fastech abCn> corn pucon.corn

RECT O R Y

IBM Canada Ltd.

Msrkhsm Computer Corp,

3600 SteelesAve. E, Markham, Ont. 13R 927 Tel: (800) IBM-4YOIJ

201 Whitehall Dnve, Markham. Ont L3R9V3 Tel (905) 475-5100 Fax.!905) 475-8955 Bianch el%ca.'

Richmond„B.C Tel (604) 273-9114 Fax.(604 273-9142

Impaq Teehnolag Inc 5986 East Boulevard. Vancouver, B.C;VGM 3'V4 Tel>(604J 261- 1800 Fax-(604) 263-9201

Matrox Graphics Inc.

FocusElectronics (CANADA) Inc.

Toll-Free 1-800-663-9272

1025 St RegiS Blvd.. Doivaf Que. H9P 2Td Tel. (5! 4) 685 2630 Fax: (5! 4 685-2853

ImpulseComputer Corporation

Matsushita Electric of Canada (Panssonie)

Fulitsu Canada ine.

2800 Matheson Bl«d. East, Ms>i»auga, Ont (4W4X5

2700 Argentia Road, Missi>sauga, Ont L 5hl5V4 Tel. (905) 858-3000 fax (905)85S-9090 Toll Free '800-668-1111

Tel: (905) 602-5454 Fax: (905)602-5457

Ingram Micro inc. (Canada)

Gainbery Computer Products, Inc.

230 Satin«C Dnvr. iWeston, Ont, iiM9L223

I eli !-800-39 1-!62'd Fax 1-9054 I 5-9970

Branch offices.

¹145- 4471 )(o 6 Road, Richmond.BC V6V1PS tel: (GD4) 273-BDS6 Far. (604) 273.3488

165Ster(case Read East, Markham. Ont. L3R IG I

GATES/ARROW Distributing 1093 Meyei>id« Diivr„MiSSiSSauga, Ont LST !IV!4

6B Micro BeetronicsIne.

5575 ch. St.Frangois, sr-Laurent, Qc H45 Iw6 Tef. mid) 333-7373 Far. (514 334-7707 Toll Free (SOO)361-?568 BianchOffice. toronto, Ont Tel (905) 672 6767Fa«' (905)672-6788 TOIIFree !.800 46! 6357

5770 Ambler Dr. Miss'ssauga, Ont LAW 213 Tel. (905) 238-?320 Fax:(905J 23'8-2417 Branches offices.

Calgary Alta .

Te !, (dD3) 295-31 12 Fax. (403)?95 5493

Richmond,8 C. Tel (604> 27842f I Far: (6042785!!6 Menti al. Oue. Tel (5!4> 633-3503 Fax. (514 63'3'-'!086

tel: (905) 740-9404 Fax (90$) 740 6100 Montreal QC, Tel.(5!4) 334.9785 Ottawa. Ont. Tel: (6 13) 228-33'86 Caiqaiy, AB T e(403) l 28$-6321 Rirhmend, 8 C Tel: (604) 276-8357

Fax (5!4 3342174 Far.(6! 3) 228-3387 Fa x.(403) 285.6178 Far.(604) 276 8359

inta!World Electron(cs BiComputer I!tdusYies Ltd. ! 641 Welch St hloith VanceuvecBC Iel: (604) 984-4! 7!'Fax (604) 984 8357 F-maiginte world vcr(n>mind!ink.bc.ca

Maxell Canada I!I Staffern Di, Concord. Ont LdK2R?

Tel: (90$) 669.8107 Fax. (569-8108 Branch offices.

MOntieal, Que Tel: (5!4 443-837! Far ($14) 421 3950 Vancouver, 8 C Tel. <604) 439.779S Far: (604 439-7017

McKinnon Micro Distributing

¹! 70-!28!5 Clarke Plate, Richrrond. BC VBV2F(9

IPC PersonalComputers (3D Microcomputers)

Tel (504) 279-99!7 Fax (6O4) 279-9918

Vanreuver,BC ref.(604) 733-9443 Fax (604! 730 9806 Toll Free (800) 303.5222

350 Ste (casePe' <V, i'i!arkham. Ont. L3R 183 Tet !905) 479 8822 Fax (905) 479-7688

Memory House Inc.

General Dstacomm Ltd.

SabaSystems Inc.

¹W308 ZZ'555hePPard Aue kaSt, WillOWda!e, Onl M?J dy I Tel. (d! 6)498 5100 Fax (d!6) 499-0248

SO Shiekl Court, k !arliham. Ont, L3R 9TS

¹225- ! 0 7'i I Cambie Road,Richiiiond BC VG>(3(35 Tei (604) 82!- I! 7S Fax. (604) SZ I- t 107 f-mmf n h«iuskybus corn

Tel: (90$! 477-6363 Fax (905) 477 689t

Mentek Systems Corp.

Genicom Canada inc.

Kao lnfosystems Canada Inc.

85$7 Main Street, Vancouver 8 C VS/ 3M3 Tel (604) 32! -8533

100 Commeice Valley Drive Ea>t Thornhiif Ont, L3T 7R!

Tel: (90$) 882-2500 Far (905) 882-7588

Gentek Marketing Inc. 20 BarnersCouff, Bldg G, Concord, ont. Ldfc414 Tel (905) 738-9300 Fax (905) 738-5563 Sranclt O(fice Rehmond.BC Tel,(604) 273.5055 Fax (604)?73.5003

GHM Computet' Accessories 63 Silvers!or Blvd, Lfnit C.!1 Scarbeiough Ont. M!V &ES Tel (4!6) 299 3369 Fax (416) 299 3685

!Doidak Dr. po Box41, Arnpnor ont I(75 3l(2

Trl: (613!623 7901 Far: (613>623.2886 Branch o(fice> M(SS'SSa (tgaOnt.. Tel. (416) 890 8590Fax (d16) 890.8$95 Vancouver. 8 C.: Tel. (604 43!-9599 Fax.(604! 431-9530

KMI Electronics Ine. 7 t 70 wart(rn Ave, t>nrt 5, Mark'ham, on(. L3R 5MB le). I'905> 946.9533 Iax (905) 946 953'5

Merisel Canada 200 Ronson Drive, Erobicoke. Ont, M9W ST9

Tel >df6)?40 7012 Fax (4!6) 240-260S Branch offices St Laurent,QC. Tel, (5 t 4> 745- 1695 far (5 I 4! 7d5 1736 Richmond, 8 C Te l (604) 273-244$lar (50d)?73.1113

Microgrsfx 3242 Hazelwood Avi, Builinqton,Ont L7M 274

Kodak Canada inc.

3500 Eglinten Ave, West, toronto. Onl M6M !V3 Trl (d!6! 766-8233Far: (416J 761.4409

Tel (9D5) 332-6641 Fa».(905> 332-8 1?3

510!'. Oibiiui Dree I'di>sissauga. Onr L4W 4V!

l.andtnark ComputerExhibitions, Inc.

1995Boundary Road.2nd floor. Vancouveri, 8 C VSM'3Y7

toll Free 1.800 465 !616 fax (905) 629 433 t

14 f>oil>s Crescent Ffeffand Landing, Ont L9N !E7 Teb (800) 265 708 f Fax back (905) 8$3 32 10

Globelle Corporation Branch Off~res.

Richmond,BC Tel:(604) 273-11$$ Fax.(604 273'0529 Dorval. QC Tel: (S14) 631!686 Fax:(Sfd) 631'-7198 Winni)xq, MS Trl (204) 989 87$0Fa«'L?04) 2Sil-783'2

6MS Datalink International Cor ¹! 02 342 East Kent Ave.. Vancouver B.C.V5X dft!6

Trl' (604J 327 4335 Fax' !'604) 327-2600 Toll- free !-800-750.4848 Branch offices

Rrhmond Ffift Onr Tel !905) 771-1 188 Fax.i90$) 771-1!31 Toll FreeI 800 361 3234

Ls ra Marketin

Mindf light Technology Inc.

Tel' (604 294.64G$ Fax.(604 294.!301

Minitronics Office Automation ! f0.3320 >>combsRoad. RichinOnd, B.C. tel, (604> 2'7S 0783 Fax (604J 278.0769

120 3771JaCOmbS Read. Rirhmen<l BC VGV?MS

MIT Computer Su lies Ca.Ltd

Tel: Lpga 231-1628 Fax (604) 23!-1626

40 Shields Coult 'I 2. Markhant Ont. L3R OMS Tel (905) 946 0908 Fax (905)946-8749 toll Free 1-800-796.5725 Web sire http.' wwwmicioiack.corn

LCF Advanced Technology Ltd. Lfnrt e333 13988 Cainbie Road, I?ichmond 8 C VGV?X4

tel: (604l 303-9628 Fax.(604) 303-9638

Mitsubishi Bectric Sales Canada Inc.

LCH Resources inc.

!nloimaiion Technologies &oup

¹9 - !3$!' I Cfestviood Place. Richmond„s C

Tel (GO4)278-0708 Fax. (604) 278-0305

4299 14th Ave Maikliam. Oni L3R 0>2 Tel. (905) 47$i 7728

3330 Mctacoll Avenue, 5'caiboiough, On( M I V 2L2 Tel: (416) 297-1202 Far. (416) 754-2240

(6 13) 739 0775Fax'(613) 739-8298 Richmond, S.C. Tel. (GOdJ 278-1181 Fax (604) 278-1137

6olden Dragon Systems

Lexmark Canada Inc.

Motion Works Corp.

Branch Offices' Oiiawa,Oni T e f

150 Serai CrestCt., i'vlarkham. Ont. 13R DA2 Tel (905) 477-2311 Far (905) 4773933

fo?0!i'lain!and St.„$uite 130. vancouver. B.C VGS ?Td T I (604 685 9975 Fa (604f 68$-6105

Toll Free. ! -800-663. 7662

Motorola information Systems 6raup

Group 1 Software

LGElectronicsCanada, Inc.

7!0 Do!val Dries SuiteSIS, Oakvdle, Ont LGIC3V7 Tel:(905) 844-7273

739! pacific c«'cle, lvfi'ssissauga. ont. LS I2A4

Tel (905) 670-0650 Fax:(90$) 670.2379

400 Matheson sko'. I l'esi, M(SSiSSauga. Ont. L5R 3M! Tel: (905) 507.7200 Fax. (90$) 507-7231

Hall-Mark Computer POoducts

Logic Controls Canada Inc.

MultiMedia Effects Inc.

IS) Super(or Boulevard. Mississauga, Ont. LST ZL I Tel: (SDD)668-7982 Fax:(905) 795-3844

Hevvltt Rand Corp.

i 60 Admiral Blvd.,Mississauga, Ont. LS 1zhl6 Tet! (905) 795 9600 Fa»: (90S) 795-1900 siancli off(ce R(chmend. S.C Tel. (504J 275-8271 Fax (604> 270-0 I 87

Hewlett-Packard Canada Ltd. 5!$0 spectrum 'vyay, k(ississauga. Qn! (4w 551 Tel: (905)206-4725 Fax:(905) 206.4739 Tos-Free (800) 387-3867

Hitaehi (Canadian) Ltd.

6740 CainpobellORd, krtississauga, Ont LSN 2LS Tel.(90SJ 826-4 !00 Fax.(905) 825.8818

Hyuen CanadianEnterpdtses Ltd.

2do-11181 Sridgepoit Road, Richmond, 8 C. VGX!T2 Tel: (604) 279'88! 8 Fax: (6D4) 278-3089

13980Bridgeport Rd Richmond, BC VGV I V3' Tel: (604) 267-2350 Fax:(604) 267-2398 Branch Office ScarberoughON Tel (4IGJ 391 0864 Fax:I'415J 391-8269

40 wynfoid Drive, suite 106. )(orth 'York, Ont. M3C t)5 Tel (d!6> 444 2324 Fax (4!GJ444-046S Toll-Free 1-800-367-3054

Lagiteeh Canada, inc.

Multimedia Solutions Inc. Lower 140 I, 2nd St 5 W Calgaiy,A!bette, T?R DW7 Tel. (403) 233-94! I Fax.(403J 233 7757

5025 Orbit(« Di., Bldg.6. Ste200

MCmauga Ont L4Wdys Tef: (905) 629-2006

National Computer Products

Lanson Group

1663G - I f 7th Avenue, Edmonton, AS TSM3W2 Tel>(403) 454-7400 Fax'(403) 455-5439

¹3 35f I VikingWay, Richinend B.C. V6V IW! Tef (604 273 4668 Fax (604> 273-7989

Toff Ffrr Sa)rs ! 800 661 6959 Branch office>

Mackie Enterprises Ltd. >'!80- t2868 Corke Place, Richmond, 8 C. V6V 2)f!

Tel (604 270 i 3386 Fax. (604J 270-2289

Cabxiy,AIL

Macotn Canada Inc. $00 A(den Ruad„unit 7, Mxrkham, Ont L 3R SFIS

Tel.!'905) 479N220 Far (905) 479-1774 E-ki!ad. macr>mC>bipofine com

Iuk>S(SuugktOnt. Tef (905) 625-0125 Fax I905> 625 4885 Vaivou ice B.C Tel. (604) 253-3400 Fax.(604) 2$3<?49 f el. (4 03J 262-7270Fax.(403! 455-5439

NESS Business Forms Ltd. 330 ( ran>tonc'r, lv!id!and, ont LAR 4v9

I'el: '705) 526-4233Fax (705) 526-0570

http:iiwwwccvvmxgrom Nc>bernber I 996 W t I O LESALER

ss

I IOU R C I N G

I 3I R E C T O R Y

NEC Technologies Canada

6225KenwayDrive, Mississavga, Onr LSI 2L3 Tef (905) 795 3600 Fax:{'905) 795-3583

Nextech

Pioneer Electronic of Canada Ine.

300 Allkrare Parkway, Markham, Ont. L3R OP2 Tel. (905) 946.7427 Fax.(905J 946-74;7 rO!I Free I 800-850.1703

1450 LOdeStar ROad, Unir I, OOWnSVieW, On( M3) 3CI

Powernode Computer Inc.

Jel: (416) 638-8060 Email nextech@interfog.corn

500 Afden Road, Unit '19,Markham, Ont. I3R 5H5 rei. (9OSJ 474-1'O«O Fa»' (905) 414-JOag

NMig Precision Inc, 370 Brirannia Rd E, Unir"5, h4ssissauga, Ont. L4Z IX9 Tel. (905) 890.0510 Fax.(905) 890-9279 Branch ot'fices

Vancouvei Tel. (604990-0889 Fax (604)99D-0899 Montreal Tel. (514 368-9903 Fax (5 14) 368-9906

Novell Canada Ltd. 3JQOSteelesAve. E, Markham. Ont. t.3RBT3 Te,' (905) 940-267Q Fax (905) 9do-2688

Okid ate

2735 MatheSOn Bhd F., hrtiSSiSSaugxkOnt. LaW4MB

Tek(SKJSJ 238.4250 Fax:(905) 238-a421 Toll free 1.800-654-3282

Ongoing Results Ltd.

¹8- I I 7 Ringivood Or . SlouffviIle. Onr l4A BC f

Tell (905) 642 3500 Fax, (905)642-3545

Oracle Corp. Canada Inc. I()o.i IOM«fheson Bouft««vrl!V,

PovversoftSystems i.td. lot-)4RRRf(fsrlr Are.. Surrifc 8(. VJR I,! Jd

Tel. (604) 582-7488 Fax: (604 582-7399

Progress Marketing Inc.

140-6/55 6rayb«r Road, Richmond B.C.V6W IHB Tel. (604) 821 0066 Fax:(604)821-0110 roll Free I 800-818-69ad

Pro-data Unit 6, Rsd Marion Sf wirrnipeg, Ma! R21 DK4 Toil Free. I 800 567-3214 Tel'(203P 231«)590

Promar Enterprises Company Ltd. 2595 k. 8th Avenue, Vancouver, 8 C,4'5rvf JW3 Tel. (60 I 2S I-S168 Fa»: (Gu) 25 I'4588

ProtecMicrosystems 297 Labrokke, VOrnte Claiie, Ouebec. HBRIA3

Jel. (514J630-5832 Fax (514) 630.2987

Provincial Products

SDMS Ltd 353J Jacoinbs Road, Richmond, B C.VGV IZB Tel (604 270-6787 Fax.(604) 270-4556 Toll Hee: I-800-677-SOMS

Branch Offices. h4ississauga,Onr Tel: (9DS) 564-4897 Fac f905) 564.5920 Monrre»I, Oue. Tel' (514 343-9998 Fax (514 sa3-442'I

SeanixTechnology linc.

4140 6631 Elmbiidge Way. Richmond 8 C. V7C4hll rei: (6041273-3692 Fax (604)2768179 Brancii Offices: Gafgary,AB. ref (403) 291-9141 Fa».(403J 291-3916 Concord, Ont. Tef f90SJ 660.8829 Fax.(905) 660-8840

Serviceworks Distributton Ine.

13880Mayfieid Place Richmond, BC V6V Zf(7 Tek r604J 273 -'453 >ax, (GQa) 270-1150 Branch Office Missistauga Ohf I'ek (gos) 7122000 Fax:(905) 712-0041 51.Laurenf OC TeJ: (514) 344.4044 Fax'(5 14) 344-4008

Shar Electronics of Canada 335 Britannia Rd. East,Mississauga, Onr Ldl I W9 Tel' (905) 890-2t 00 Fax (905J 568-7109

Shikatronics Ine

3035 Whaiton Way, MiSS' iSS»uga, Ont. L«X 284

Ste 204. 30Tasch¹FeauBhd. Wk<, tapraine Pkrebec )SRSH7

dddd Fastgate Park way, Unrt 4 iMnvssauga,Ont LdW4T6 Iel (905) 625-7/836ax (9051624-3834

Pucka Computer Corp.

Sidus Systems Inc.

50 Don park Rd. Uiiit 5.6 Makham, ont. i3R v3 Tel, f905) 940-9839 Fax (905) 940«5977

Pacific Foremost Tach. Corp. lprecision)

66 Leek Crescnt, Richmond Hill, Toionto, Ont. L«B I)7 iei: (905) 882-1600 Fax (905)882.2429

QDI Computer (Canada)

fvsssrsauchk Onr. L5R3P4

Tel- f9051 890.8100 F«x (905J 890 1201

Orchestra MultiSystems Canada Ine.

¹ 168 • 14582 Canib e Ifoad, Richmond BC VGV 2K2 Jeli i'604)?70-4455 Fax (60ai 270-4488

Pacific Ram Distribution Corp. suite 135 • I 2830clarke I'lace, Riel viiond8.C v6v 2H6 T«II ftkv4 279 0753 Fax.(6(14I 279-0148

Pacific Royal Enterprises Ltd.

foll Free I.BQD 261-4686 l 9 0 5) 629 3737 Fa». 1-800.665-1982, (905) 625-'I 982

75 51«eids Covet Vn«4. Markham, Ont L3R 974 Tel (905) 940-3821 Fax (905) 940-9109

Tell (604J 2/86789 Fa» fho42188918

QMS Canada Inc.

?600 skymarkAve ste. 5, Mississairga„ont, L4w 582 lel: I'905) 206.0848 Fax (905J 206-0903

383-13988 Cambia Road. Richmond8 C Tel (604 2/9-8731 Fax (604) 279.8739 Toff-Free. 1-800538.8212

QNETIX Distribution

Packard gall Electronics

Tnll Free:1-800 860-6389 Web Sire: htrp.ilwww qneri» ca

J025 1/iStar Oi, MiSSSSauga,Ont L5T I'Ws Jel. I'9ÃJ 56d.1122 Fax (905) 564-1 fd8

Pal-Tec Marketin I 18?Sanfbrd St, Winnipeg Man RBE2Z9 Tel (204) 774605f Fax 1204)714-6045

1155 pine.ievesqve khrekt,suite 816. Montieal, pue.

Tel. (514) 845-2643 Fa» (514)875 9996

Quest Components Inc.

/9>!varden Aie, scarborouglk ont., M IL 4C4 fel. (416) 751.8888 Fax (4 16) /5 1-5637

Radius Inc.. Canada

foll.free 1-800-665-3095

250 The Eipfanade. Toronro, Ont. M5A V2 Tel. I4f6) //7-990'0 Fa» (4 t6)777 9911

Paltech Solutions

RC Electronics Canada

Bay 4. 417. 53Aveue S.E.. Calgary, Albeita T2H 2E7 Ti.l (d03) 255 5646 Fax.(403J 255-5759

90 hiofan Cove, Vn«da Markham, Ontario L3R 4L9 Jel. (9D5)415 8600 fax (905) 415.8603

PC Craft inc.

75 Konrad Cres, Unit A, Markham, Onr. 13RBTB fel. I905J 475.5177 Fa» (905) 475-2893

PC DOCS Csroup International Inc. 85 Scend«ie Roao'. Suite 200, foronto, Ont h4382R2 Tel. (4161 445.4823 Fa» (416) 445.6228

PC One Two Three Computer Corp.

1100 Begin, suite Ioo, St. Laurent, Ove „H«R Jxt Tel (514) 334-9340 Fax. (514)334.7611 Branch office: OuebeCCity, Ove Tel.(4JBJ 872-3492 Fax:(418) 872-1968

Peri heral Express Inc, 3115 fath Ave., Suite 7, hfarkham„Onr I3ROH I Tei (905) 513-5777 fax: 905) 5i3.51/0 Branch offices Richmond, B.C. Tel (604)213-8281 Fax (604)'273-8207 Cal gary.AB Tel' (403) 250-8281Fax (403) 2508325 Markfiam, Onr Tel(90515135777fax. (905) 5f3.5770 St. id«rent, OCTel61«J956-1234 Fax (5141956-1099 Ottaiua, Ont. J el: (613) 745-1888

Read Com uter International ¹ I 10 • 12860 Ciaike Place, Richmonrf B.C,V6V 2H I Jel: (604) 270-7618 fax (604)270 1658

Samsun ElectronicsCanada Inc 7037 Financial Dr hassiuauga. Onr LShf 6R3 Tel (9051542.3535 Fax.(905) 542-3835

Samtack Computer,Inc. 385Bentley Sr., Markham, Onr. L3R 972 Tel. (905) 940- I BBDFax. (905) 940.0331

Sanyo Canada Inc. 50 Beth JVeaISon Rive Toronto, Ohf M4H Il!46 Tel: (416) 421.8344 Fax:r4 16) 421.8827 Branch Office.

'v'unco«verBC MontrealOC

rel (604) 2/8-4466 Fax (604) 2782599 T el. (5143420290 Fax. (514) 342-8494

SeanSource Canada Ltd. «200, 103i'0 i 765treer hiw. Fdmonton,AB Tss IL3 Tef: (403) 486-49S3 Fax (403) 484-8767 Toll free Tel. (8¹ 665-SCAhf Fax:(800) b63-SCAhf

Perle Systems Ltd.

Scene 2 Interactive Distributors

bORenfrew Dnve, Markham. Onr. L3ROFJ

136 Winges Road, Swte8. Woodbridge, Onr. L4L6C3 Tel. (905J 856-3456 Fa» (905) 851-0844

Tel. (905) 415-8885 Fax (905J 475-8646

PhilipsElectronics Ltd. 601 MiinerAve, Scarborough, Onr MIB IMB Jef. (416) 754.6245 Fax f416) 154-6235

Pinnacle Micro, Inc.

19 Tech~Ology. Irvine. CA 9?718. USA Tel. (714) 189-3000

Sceptre Technologies lnc.

16800 E. Safe Ave, City ol industry CA. VSA 91145

Iel: (Bf8) 369.3698 Fax:(818) 369-3488

SCO Canada Inc.

1308ioor Sr Weak Jorh Floor, Toronto, Onc M55 INS

Tel (4 t 6) 922-1937 Fax. (416J 922.8397

se WHOLESALER November 1996 h vp.: cnew ccwmag.corn

Tel. (514J 444.4200 Fa» (514) 444 9696 Toll-Fice. 1.800-637 6471

WabS«e. hrrp «www srdusca

Branch office Vancouver Tef. (604) 322-111 I Fax:(604) 322-1722 Fdhrronton, Tef (403) 424-2987 Fax.(403) 424-8634

VVinni peg Tel (204) 287 8993 Fax:(204) 281-8167 Ottawa Iel . (6 13) 749- J//1 Momieai. I 'el (514 731-9050 Hali(a~ Te l .(902) 420 9460 AVS tin, TX lel; (5 12)3ds-1345

Fa x (613)/49 3850 Fax. (514)731- t069 Fax'(902) 420.2162 Fax (512) 349 73'46

Simple Technology linc,

WSQBCaldari Road, Concord, Ont i4K 4HB

Tel. (905) 738 7122 Fax;(90SJ 738 /120 foil.Fice I.BOD.Sb5.7157

Skyway Computer Centre Inc. 4i senti!y St Markham„pnt (383LI rel (905) 513.9300 fax (905) 5139059

Sole Canada 1600 A«iico Blvd., Vnit 9. hfinissavga. Ont L4W I VJ

Tel (905) 206 0203 fax; (9ÃJ 206-0075

SonLab Pro-Sonic Electronic Sup lies Inc. 110 ferrier Sr. Markham, Ont. L3R2Z5 Jel: (MS) 415 8988 Fax:(905) 415-8989

Sony of Canada Ltd. Computer «nd Personaf fnlorrnarion Products 405 Gordon Baker Rd, Wiffowdafe, Ont M2H 256' Tef' (416) 499 1414 Fax.(416) 497.1774

SPEC Research Inc. 19433 5anlose Oty of Industry, CA,vSA 91748 Jel; (909) 595-1258 Fax (909) 595-5176 BranchOfiice: hforth West Tel:(SIQJ 440-8190 Fax (510) 44Q-8191

Spectrum SignalProcessing inc.

8525 Baxter PL, rOD ~ Bumsby B.Cv5A 4v7

Cou n ',

Jel. (604) 421-5422 Fax:(604) 421-t764

StarTech Computer Products

175 Srronach Creseenr, London, Ont hlsV 3GS Tel: (519J 455-9675 Fax:(519) 455 9425 Internet. Starrech.compvterfbonfinesys.com

STD Systems Inc.

861 consortium coun, London, ont. h16E258 lel: (519)680-3333 fax- (519) GR1.2939 yyeb site http. «vvww std.ca

Edmonton, AB. Tek (403) 46&6800 Fax. (403) 465.5355 Richmond,BC; Tel:(604 278-2893 Fax. (604) 278-2861 Dartmouth,hfs Tek(902) 468.3221 Fax: (902) 468 1017 Tcvonto, Onr.: Tel (905) 477-0388Fax: (sos) 4770117 Calgary.AB Tel. (403) 250-9575Fax: (403)250.9544 MOnrreal,Oue. Tel.(5'I4 334.9340 Fa» (514) 334-7671 OttaWa. Onr Tek (613J 736-7282Fax (613) 73&7289

c/0 U RCI N G Stealth Computer Corp. /791 Albion Rd, Toronto, Ont. M9W557 Tel- (4/6) 674-3800 Fax: (416) 674-1225

Truger Technologies Inc.

Western Digital Canada Corp.

7305 Rapistan Court, Mississauga, Ont. LSh/524

50 Burnhamthorpe Rd. W, Ste710, Mississauga, On. LSB3C2 Tel: <905) 566-4702 Fax.(905) 566-47/ I

100 Penfrew Dr. Markham, Ont. /3R 9RG Tef: f905) 477-6/45 Fax: (905) 477-9423

Te!. (905) 542-8454 Fax: (905) 542-9223 Branch offices: Montreal, Que.: Tek (514) 339-1885 Fax (5/4) 339-1882 Vancouver, B.C: Tel: (604) 4S2 8649 Fax:(604) 482-4285

Sunnet Image Ltd.

Trumpet Distributors Ltd.

Sun Microsystems of Canada Inc.

6851 AntrimAvenue, Bumaby, B.C VS)4M5 Tel: (604) 437-3388 Fax:(604J 437-3308

Supercom 9f 1 Denison St., Markham, Ont. L3R 3K4 Tef. (305) 4/5-1/66 Fax:(905) 4/5-1177 Branch office: Richmond, B.C.: Tel: (604) 276 2677 Fax (604) 276-0807

Symantec Canada 895Don Mills Rd.,500-2 Park Centre.

Toronto,Ont.M3C I W3 Te/: (416) 446-8495 Fax:I'4/6J 443-4318

Targ et& lectro nics 21 Dundas Square, Toronto, Ont. M58 188 Tel; (416) 862-9400 Fax: (416) 862-951S Toll Free: 1-800-268-1957

D I R E C T O RY

Western Pro Imaging Labs 1325 Boundary Rd., Vancouver,SC V5K 4 19 Tel: (604) 299 1439 Fax:(604) 299-9517

Wizbot Inc.

Unit 2138-2080DWestmimter Hwy, Richmond, BCV6V2W3

7400 Wyecroft Rd., Unit I 'I, Oakville, Ont. L6L 6MB Tel. (905) 847-6696 Fax:(905) 847-6/70 Email: wizbot905-Bif7-6696ookup net

Toff Free. I-888-881-22SS Fax: (604 279-9972

TTX Canada Inc.

White Knight Distributin

14-1200 Aerowood Drive, Missrssaga. Ont. L4W 257

13980 Bridgeport o Rad, Richmond, B.C. VGV IV3

105-376D)acombs Rd,Richmond, B.C. VGV IYG Tel: (604) 279-9908 Fax.(604 279-9902 Toll-Free 1-800-668-6/SS Branch Office: Richmond Hil/,Ont. Tek(905) 886-3'862 Fax: (905) 886-3090 Toll Fice: 1-800-852 5039 Calgary,AB. Tel I4D3) 29'I-1688 Faxi /403) 29/-0889 Tol/ Free: I- SOO-668-3381

Tel: (6Q4 276-0096 Fax:(604J 276-2669

Hasfax

Ultinet Computer Corp.

Wollongong Group Canada

Tel. (905) 238-6610 Fax:(905) 238-5409 Branch offices: Vancoinei: Tel: (604) 270.3755 Fax. .',604) 270-3705 Cafgary: Tel ( 9 05) 250-6877Fax:(905) 474- 1952 Winnipeg. Tel. (204J 633-7/80 Fax:(204) 633-7181

TVM Video St Monitor Canada Inc.

Tatung Canada

The Ultrnet Bldg., 100 Bnn'geland Ave ,Toidnlo, Ont. MGA 124

13980Bridgeport o Rad, Richmond, B.C V6V IV3 Tel: (604) 303-9/99

grefa(416) 256-2000

Tech Data Canada Inc.

«107 — 3830)acombs Road,

rek (902) 468-9898Fax: (902) 468-5988

the 220 Frobisher Di., Suite 200, Waterloo, Ont. h/2V 2C7 Tef: (519) 747-9900 Fax: (519) 747-9902 http' I/vvwvv twg. on. ca

Fax:(4/GJ 25G1449

,UNIVELL Microsystems In«.

Wong's Industrial Toronto Ltd.

6895 Columbus Road, Missusauga, Ont. L5T2G9 Teli (905) 670-8899 Fax:(905j 795-2355 Toll Free: 1-800-668-5588 Branih offices.

Richrnon/L B.C.: Tel: 1-800-663-0968

Richmond, B.C.V6V IX6 Tel: (60'0 276-9986 Fax:(604) 276-9983

Wyse Technology

Urtec Datalink

44 Eau Beaver Creek Rd., Unit 16

Tektronix Canada Inc,

U.S. Robotics, MCC

145 Royaf Crest Ct., Suite 39, Markham, Ont. L4C 955 Tel: (905) 513-1980 Fax: (905) 5/3-1982

Richmond'Hill, Ont L48 IGB Tel: (905) 886-9973 Fax:(905) 886-0415

129 Telson Rd Markham, Ont. L3R IE4 Teli (905) 4/5-0/45 Fax: (905) 475-9840

785 Arrow Road, Weston, Ont. M9IUI2/4 Tel: /416) 747-5000 Fax.(416) 747-9799 Toll Fi ee: 1-800-661-5625 Web Site: http:Iiwww tek.corn

5420 hlorth Senice Road.

Tenex Data Corp.

111 Granton Drivee40/,

http: IIwww.wyse, corn

Xerox Canada Ltd. 5650 Yonge St..

Horth York,O nr. M2M 4G7 Te/: (416) 229-3769

Burlington, Ont. /.7L 6C7

Te/: (BQOJ 891-MEGA Fax: (905) 33tj7380

Xylan Canada

Vastek ltemarketing Inc.

45 Commander Bf d. Scarborough, Ont. M IS3Y3 Tel: /416) 291-7151 Fax:(416) 291-6416

Richmond Hill, Ont. L4B 1L5 Tel: (905j 882-0090 Fax:(905) 882-8367

2 Robert Speck Parkway, Ste750, Mississauga, On(. L421HB Tel.'/905) 507 2600 Fax:(905) 507-2828

TexasInstruments Canada Ltd.

ViewSonic Canada

X-CEL 4lnc.

Perse nalr Podu ctivityProducts

41 Snef fey Rd., Richmond Hill, Ohl L4CSG4 Tel: i905) 884-9181 Fax:(905) 884-28/9

The Source Code Escrow Company Ltd.

328 Consumers Road, North York, Ont. M2) 586 Tel: l416f 491-7088 Fax: (416) 491;6314

6765 Cote de Liesse, Suite 2 13, St. Laurent, Que. H4T IES Tel (5/4) 737-7433 Fax:(514) 334-4661

VTech Computer Systems Inc.

X-CEL Computer Hardware & Software 5315 Tomken Rd., Unit 10 Mlssissauga, Ont L4W 1PS Tek(9D5) 238-3588 Fax (905j 238 3349

Suite 708, 330 BayStreet, Toronto, Ont'. M5H 258 Tel: i416) 603-2075 Fa x: /416)603-2075

480 Hood Road, Unit I, Marham, Ont. L3R923

TKP Electronic (Canada) Ltd

Calgary T e l(403) : 652-5227Fax:(403) 652-5228 Winnipeg Tel: (204) 284-2818 Fax:(204J 284.2819 Mon/tea/ Te l (514 333-2818 Fat/:(514) 333-1482

ia118 — 13982Cambia Road, Richmond, B.C.V6V2K2 Tel: '604) 279-0320 Fax:(604) 279-0321

Tel: (905) 477-28/8 Fax (905) 940;2818 Branch offices: Richmond Tel: (604) 276.0588 Fax:(604J 276-2059

Top Link Distribution

Quebec Gty Tel. (4 18) 681-28/S Fax:(418) 681-4370 Halffax Te k IM 2) 46S-1088 Rsfi 802) 468-6522

Unit 9, 4751 5hell Road,

Wail Data (Canada) Ltd.

Richmond, B.C. VGX3H4

1595 16th Av/I., Suite 3Q3, Richmond Hill, Onr. /48 3//9 Tel: /905) 771-6463 Fax: (905J771-6829

YHC CassetteIndustrialLtd. 75 SainsburySq., Scarborough, Ont M1V 3KI Tel: (4/GJ 321-1179 Fax: (4/6) 32f-845/

ZenithData Systems Canada Ltd. 675 Cochrarie Drive, Suite 101, Maikham Ont /3R 088 Toll Free: I-800-74o-0813 Fax: (416) 756-2/ /7

Zentronics

Tomauri Inc. Company Profile

http: ./wvvvv.we//data.corn

5600 Keaton Crescent, Mississauga, Ont. LSR 355 Tel- (905) 803-1105 Fax. (905) 803-1123

30 Viest Beaver Creek Rd.,

Waterloo Maple Inc.

Zercom Technologies Inc.

1-800-268-4049

450 Philii p St., Waterloo, Ont. IV2L 5)2 Tel: (5/9) 747-2373 Fax:(519) 747-5284 httpi/ ~ lesoft c orn

1594 Seaulac, St; Laurent, Que. H4R IW8 Teli (S/4) 956-9337 Fax:(5/4) 956-8329 http/r)wwwxercom. net

Toshiba of Canada Ltd.

Waveform Technologies Inc.

Zida TechnologiesCanada Ltd.

19I McHabb St., Markham, Ont. L3R 8H2 Tel: i905) 470-3478 Fax: /905) 470 3479 foll rree: 1-800-663-0378 Branch office: Richmond: Tel (604) 303-2500 Calgary.

Te l :(403) 248-3883 Fax:(403) 248-3926 Edmonton. Tel: (403) 455-45'l4 Fax:(403) 455-0733 Ottawa.

Te/ : (6 13) 782-2360 Fax:(6 13)782-22 19 Victcria: Tel : I'604) 595-7/11 Fax.(604 595-7/ / I Quebec City: Tel: /418) 626-208D Fax:(418) 626-5044

Unit e4, 72f8 Progress Way Delta,8 C. V4G IH2 Tel: (604) 946-WAVF (9283J Fax:(604) 946-9269 Tol! Freer I-800-664-WAVE (9283)

60 Amber St., Unit 9, Ivlarkham, Ont. L3R 229 Tel: (905) 474-9832 Fax.(905) 474 09/ I

Web Xpress

2740 — 3Matheson Blvd, Mississauga, Ont. L4W 4X3 Tel: /905J 625-4100 Fax. (90SJ 625-2/66

Tel: '604) 279-2580 Fax: (604) 279-2581

Unit 13 Richmond Hill, Ont. L48 3K I Tef: '905) BS6-8122 Fax. (905) 886-6452

TriceInternational Co. 789 West Pander 5t., Suite 668 Vancouver Tel: (604J 608 0288 Fax: (604I 60S-0286

Trimex Marketing Inc.

4490 Chesswood Dr., Unit 3, Horth York, Ont. M3) 2B9 Tel: (4/6) 638-8028 Fax:(4/6) 638-4477

http ..'Ivwwv. webxpres. corn 13988Cambie Road,Suke 373, Ri chm ond, 8C. V6V 2K4 Tel: (604) 279-1866 Fax: (604J 279-1867 Brancli oflice.

Richmond Hill: Iek (905) S86-0390Fax: (905) 886-2650 6830 Core de Liesse, St. Laurent, Qt)e. H4T2A1

46/ I Viking Way, Sure 120,

Tel: (5/4) 344-5151 Fax: (514) 344-0855

Rich nond, B.C.V6V 2K9 Tel (6D4) 278-6700 Fax: (604) 278 8619 Toll cree 1-800 663-8883

Western Carbon 5 Ribbon ((993) Inc.

Brar.ch office: Martham Ont. Tel. (905) 47<0/11 Fax.(905) 474-1952

Toff Free: 1-800-667-6769

1445 Powelf Street Vancouver, 8 C.,VSLfGB Tek (604J 251-3115 Fax: (604J 251-1277 Toll Free: 1-800-665-4393

ZyXEL 4920 E. La Pa/maAve. Anaheim, CA 92807, USA Tel: (714) 693-08Q8

Wes-Mi«ro Electronics Inc.

Westcon Canada Systems Inc.

Zorin Systems Corp.

To be inclui)ed In Ihe Canadian Computer Wholesaler ICCW) Sourcing Directory. please fax your i:ompanv name,xddrees,phone number, fax num berto; CCW Sottrclng Dircctori Fax: /60-IJ 61/8-2686 CCW retains right tolist or delist any o>mpany for any reason- I'his listing iscompiimcnuuy.

CCW cannotbe responsible for errors or omissions.

Due tospace. expanded company pioales are nu Ion er complimentary. To Include a profile vtth yourlisting.

pleasecaII your account regresentatfveFordetail~. http swww.ccwmag.corn November 1996 W H O L ESALERsv

T HE P U N D I T

by Grae)ae Be+nerf

I was recently asked to talk on the subject vl' buying a computer. That led me to take a bii of a walkabout. in Canada and Calilufnialo examine the current situations in several categories of resellers.

So, I ivenl to small. service-oricnled rctaileri. larger supefstore-type chains. Clone assemblers and cvcn scouretl the Internet to iee ivhat the latest trends in mail-order saks mighi be. Although in the past I have engaged in similar research by posing ai a customer interested in a full »umputer system. I did not du su lhii time, I identift«d mysell' ai a journalist and told the p»upi» I ipoke to exactly ivhat kind ot' int'ormation I ivas ieeking. and ivhat it ivould bc vied for. in the hope that the salespersonand I could bypass the uiual gamei that ar» played during the s,al»s prnceis. Indeed. lh» individuals I ipokc ivith \vefe v<.ry h<.'Ipilll. Here afe d«scllpilun i <ll thc rcscllcrs I viiited and some»xcicrpii I'ruin the cutlversations.

The Long- Time Retailer Thii vendor has bc»n in eii itcnce iin»e the daivn of thc personal »vmputer age. Originally 'tal'getlng th» custvfncf ll'ial. <l'itltc llllc 1980s, might have ulherwise purchas«d a Radio Shack TRS-ttt) or Apple 11 seriei computer. the company maCk its first ii ave of sales ivith the PET lperional Electronic Transactor)

Systems by noiv-defunct Commodore Business )<la«hines. Thc retailer moved through the many phases uf the market. primarily focusing on lhe buiineii-and «du«ation-oriented customer. This strategy saxi iis business boom ivilh lhe lluge Illafk»l successes ofthe Commodore 64 and 128.and enjoy a fcw glory years ivith the Amiga. a» the emerging categories of desktop video and animatiun graphics proved tu be the Amiga's forte'. <<Vhen the Amiga began tu lose ground to ihe increasingly pvteni PCs and Macs of the early 1990s. the contpan> moved sirungly into the IBM-compatible arena and nuw focuses prinlafili' on scfvlc«;alii nelworking.

Not surprisingly. the 'W )k-in- retail aspect of the busineii ii not a major monR'niakcr. In fact. One owner tells mc h» is considering giving up the storefront aspect altogether and focusing on the corporate accounts that represent the bulk uf his revenue, Thus, the business moil»i of this type of reseller is nul loo dissimilar to that of the ialue added reseller.

The lesson herc is that, for small retail»rs land VARs) to remain conipetitive. service must drive sales.

The Clone Retailer The next category I viiited ivas the clone retailer — the big-time box puiher. I traveled to ivhat night b» euniiilered the centre of th» computer 1'elailiilg uitivefsc: ll vel'i' ivell knuwn»umputer retailer in San jo ie. Calif. and examined its operation, and compared it ivith a numb»r of lhe uil'eringi of a fciv iv»llknoivn Canadian bux-builders,

The Caliibrnian operation ivai. without ill I have a dulibl. lhe liiggest cion» vpef «i<< i»en, I ivas mildly surpriied to iee that th» illegal activity of unbundling softivarc itaking sottivare th;u ii i old hy the OEM l'ur inclusion ivilh a ipecitic piccc u( hardware and ielling it separately) ivai being practiced in I'ull t'nr»e. Not to name namei. hut I scc this dubious a»livity going, on at mani Canadian «loners.Qi ivell. i I ivas also slightly iurprised tu see ivhat a huge array of "ailult-orientedCD-ROIvlstins retail»r had.)

Graphics tabkts, remoi able-media storage systemssuch as Zip. Jaz and PD drivei , and scanners were all particularly abundant ai the retailers I vi i iled, And gam«s hardi iare

and softivarc products w erc e v eryivhere a s lhei i hould be at this tittle Of i'Caf.

The Superstore

According to a spokesperson for onc iuch company. networking noiv accounts lor approximately S0 per cent of the company's business. and the service orientaiion means that there are four people behind the wall for

'I'his » alegurv o f retailer 1'ocuses on name brands. docsn't do n l u c h se f ' vice beyond the installation of extra RAM. and is

every tivo oui un the floor. Educaiion accvlints, ivhlch the comp«ily adnllts afe

i ufe t o o t t 'cr y o u a n extended ivar r a nty,

notoriously "long sells." continue to represent a significant rcvcnue source as ivell.

According to the people I spoke to. more than 50 per

ss WHOLESALER N o vember 1998

«<<p:e««<w,c<«m«g.co«<

ccnPHf'sfst ems (a eraging about$3,000) go out the door v<"tth a printer — usually of the ink-jet variety. The average user. One salesperson told me, falls into onc of lwu categofles.

First come the parents ivilh the knoiv-itall kid who picks the system ivhile the mom or dad sign~ the cheque — within an hour or so. they' re out of ther«. (According to the p»vple Ispoke to.the average system goes out ivith one major piece of suftii are — uiu;dly a productivity svftiiare pa»kage iuch ai Qn office slii le. ) The iecond category ii ihe price-sensitive shopper ivhn has a computer paper»r ihol)ping liit in hand. Qnd ii destined to come ba»k morcthan once hefore the dealis closed.

I wrote about the psychvlvgy of llii i type of shopper in a previous column; I ivnn't repeat it here.

ln Califvrnia. I cnuldn't help but ivundhr: -ivhere are all the not«books'?" I iav the big-nlimc' poftahles. Ilkc I BM . C v i iipaq.

T<iihiha. Digital. AST anil Heivlett-Packard. hut I saiv far f»ii»r <>I' lhe seemingly ubiquitoui Taiiv;mei» "cl<>ne- notebooks than I tl pIcalli' 'sc«' ll Canadian retailers.

AridApple colnpulers uf any shape and iiae inhere feiv and far between — a surprising contrast to lhe la it time I was in Silicon V«lley, ivhen Apples ivcrc ieemingly everywhere. [ did note. hoivever. that Macintosh clunei are popping up all over Silicon Valley — a phenom«nun that has apparently nut reached Canada in force yet, tOne Californian retailer complained he slopped selling Ma» clones ivhcn the manuiacturer itarted selling dir«ct ai diicounted prices).

Mail-Order The last category I explored ivas tike mailorder vendor. Clearly. the Internet is emerging ai an important marketing tool fvr this class of organization. although touting 'Editors," Chvice" awards by major magazines continues to bc the primary min keting focus.

More on Intern«t marketing next

lime. K%«ci Graeme Be)mefr is the fnanagiag editor af I'Ife Coatputer Faf)er, affd is a former coif<pi<ter reseller. Based fn Vancouver, he cairbe reacfted al graente@'rep.ca.

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Wholesaler Eastern Office: 416-535-8404 Western Office: 604-608-2688

P EO P L E Sidus Systems appoints new CFO Sidus Systems inc. has appointed Reg Tiessen as its new chief financial officer.

He will lead all financial functions from the company vendor's head office in Richmond Hill, Ont. Tiessen brings more than I 5 years ol linancial management experience to the job.

For thepast four years.Tiessen was director of finance for TeeConim Electronics. a satellite services indusny company.

Tiessen received a Bachelor of Mathematics at ihe University of Waterloo in 1981 and received his Chartered Accountancy designation lrom the Canadian Institute of Chartcrcd Accountants in 1982.

Lotus Development Corp. names president LotusDevelopment Corp. hasannounced JeffPapows has been named company president.

Since October 1995. Papows has been chief operating oificer at Lotus. sharing thc office of president with Michael Zisman. v.ho was CEO. Zisman issued a memo to employees saying personal obligations would require him to change his role at the company. and assume a new role as executive vice-president for strategy. In his new job, Zisman will advise Papows on strategy. and will consult with customers and represent Lotus externally.

Both Zisman and Papows will continue to report to John M. Thompson, senior vice-president and group executive for IBM's Software Ciroup.

Bay Networks' Ludwick steps down as CFO (NB} — The CEO of Bay Networks Inc. has resigned as the company posted a 91 per cent drop in quarterly earnings.

The Santa Clara, Calif., interneiworking supplier earned LiS$5.6 milli on. or 3 cents per share. in the first fiscal quarter, on sales of US$522 million. In the year-ago quarter. income was US$63 million, or 32 cents per share, on sales of US$457 million. The ligures lor this quarter include a US$42.6 million charge for the acquisition of LANCity Corp. in September. Without the acquisition charges, Bay Networks would have earned US$48 million, or 25 cents per share for thc quarter.

But that figure is still about 5 cents below what analysts had predicted.

The s:ompany did not list a specific reason for the resignation of CEO'and president Andrew Ludwick. who is one of 1he largest personal shareholders at B'ay and who will remain on the board of directors.

He will be replaced temporarily by chairman Paul Severino while a search is conducted.

Ludwick was named CEO in 1994. when the company was formed by the merger of WellFleet Communications Inc. and SynOptics Communications Inc. In a statement. Ludwick said Bay had reached a "key phase of our amerged company....The board has agreed with my recommendation that now is the appropriate point in Bay Networks' progressto make thischange and prepare the way forour future." HK9

inti mationas

j

aj-' '-

(NB) — Computer pioneer Seymour Cray, consideredby many to be the father of supercomput i n g. has died as a result of injuries received in a t raffic accident.

1

Cray founded M i nnesota-based Cray Research in 1972, a company that is still one of the top supercomputer makers in the world.

When the company decided his plan to use gallium arsenide processors instead of the more conveational silicon wafers was too risky, he left Cray Research to form Cray Computer Corp. Cray Research invested nearly $99 million in Cray's dream. Later, Cray Research sold its stake in Cray Computer.

The new Colorado Springs company ran into diIIiculties when it could not mm production milestones and lost its only customer, the National Center for Atmospheric Research ia Boulder. Co. Cray Computer eventually ran out of money before Seymour Cray couldbring his dream to the world, and the company declared bankruptcy in March. 1995.

The company's assets were disposed of in late 1995.But Cray had «heady moved on to his next dream He formed SRC Compute earlier this year. but as usual reluctant toy've interviews, had revealed little of his vision for SRC. He did say recently that the company inight build computers.

Reporters often described Cray as shy and reclusive, but people close to turn saw another man. In an interview following Cray's accident Cray Research president and CEO Bob Ewald spoke of his friend. "He had a great sense of humor and a tremendous sparkle in his eyes. He had a tremendous wit and was a very funny person in small moups."

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Seymour Craywas born in Wisconsin on Sept. 28. 1925. He received a master's degree in applied mathematics fmm the University of Minnesota in 1951. He helped found Control Data Corp, ia 1957 and remained there until 1972 when he left CDC to found Cray Research.

UNIGLOBE NetWOrk TraVel 1-800-663-3441

Cray introduced the Cray I, a computer 10 times as fast as an}Ming then available, in 1976, He is survived by his wi I'e, son and daughter, sister and five grandchiildren. He served in the army during World War II.

Fax: (604} 482-8099 Email. uniglobe@iceonline.corn URL: http: //www.iceonline.corn/uniglobe nsi~:<i~~.ccw~ag.cpm November 1996 W H O L ESALER 61

IBIN And Packard Bell Show High PC-Attached Sales x

According to a s t udy f r o m C omputer Intelligence, IBM and Packard Bell are the PC manufacturers most likely to sell a branded monitor along with a branded PC in the channels.

CI's results also show that 14-inch monitors made up the largest part of Packard Bell monitors purchased with Packard Bell PCs, "reflecting the price-consciousness and inexperience of t h e t y p ical P ackard B ell buyer,"said the study. Packard Bell's typical average monitor selling price v as US$258,

Voice your O p lnionl

R eader P o l l With tight budgets. every penny has to count. Yet staying on top of the fast-changing technology is a challenge at the best of times. Meanwhile, vendors are selling a range of training and certification programs, encouraging resellers to send their staff for outside training.

Which most accurately reflect your view and practice at your place of business". (Choose one.)

P Vendor-sponsored training and certification is very important, and we' re willing to pay for that. to train our staff.

Q We take time internally Q Self-training is the responsibility of each indiiddual employee. last issuewe asked: By the year 2000, do you expect to see videoconferencing as a significant selling opportunity to business customers?

x

compared with Compaq at VS$465, IBM at US$528 (almost half of IBM's monitors are 17-inch„ the remainder are 15-inch) and NEC at US$626.

I nterestingly, whil e t h e f i r m s a y s Compaq is the channel leader in overall monitor sales, the study shows it sells from monitors attached to iLs PCs than IBM or Packard Bell.

That same study also shows that. by category. monitors and memory upgrades are the most popular channel purchase,

•'•o

Send your response by fax

•

The f i n dings came from a quarterl y study that tracks U.S. sales channel perform ance andtrends forthe ma jor types of aftermarket PC-related products purchascxl by corporate and consumer buyers.

PC Retail Sales Will Remain Strong, Says Report (NB) — As overall PC sales begin to m oderate, research from ARS Corp. is predicting increased market share for the retail channels. The report predicts overall PC sales, as opposed to shipments, are expected to increase by 11.7 per cent in 1997, while the retail channel is forecast to experience a 17 per cent sales growth.

The report is the result of analysis and research done by Egil Juliussen, publisher and author o f t h e Co i npnter I n dustn lI A/manac.

sees

The report covers for the entire PC industry, but highlights; the growth in the retail market. In 1997, the retail channel will account for 40.5 per cent of the 24.7 million units sold in the U.S. market, the study said.

The report predicts that the composite retailcategory of coinputer superstores, consumer electronicssuperstores, and office products superstores, will outpace all other channel categories with over 20 per cent gains in unit sales during 1997.

ARS's survey estimates that computer superstores will see an estimated 20.3 percent growth insales. Office product superstores should see a 21.7 per cent increase, while consumer electronics superstores will have an estimated 21.5 per cent increase. Other mass merchants will see estimated growth of 13.2 per cent. warehouse clubs should chime in with a 12.8 per cent gain, and consumer electronic stores will be expected to increase 5.6 p er cent, the study said. K 6 9

H om e P C P e n e t r a t i o n I s A pro a c h i n g 4 0 / o O v e r a l l et

80%

60%

Respondents said: To business customers: • Yes (80 per cent); No (20 per cent) To home customers; • Yes (80 per cent); No (20 per cent)

•

4o%

$P

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604-608-2686 or log in to our Web site

hftp: l/www. ccwmag.corn Email to ccw@tcp. ca twwwcclvmag.rom sz WHOLESALER November '1996 hrrp:c

0% v\e

m

Annual Household Income U.S. Results, year-end, 1995.

Source: Cotnputer Technoiogr Index. Computer Intelligence.

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