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“Tech buyers are paying more now and will be in the near future. Things are very turbulent at the

moment and these exchange issues will affect the revenues at Scan throughout 2016 for sure.”

Shelley Raja, Scan Computers

No. 150 • MARCH 2016

POOR EXCHANGE rates hit the bottom line of many PC firms last year – and the channel is finding itself in a tight spot yet again.

The pound’s value against the dollar has fallen from around $1.55 to $1.43 in the space of a few months, with some predicting it could tumble as low as $1.25 in Q4.

Tech companies importing stock are having to pay more, and are subsequently losing money on each sale because of the weak exchange rate. Vendors and retailers are considering putting up their prices to combat the loss in value.

One company affected by the pound’s decrease in value is

performance system builder and retailer Scan Computers.

In our big interview this month, we ask group MD Shelley Raja, director Elan Raja III and currency expert Anand Raja for their views on rising prices in the channel.Turn to page 27 for the full interview and analysis.

Enta interviewWe speak to Entatech’s new head of retail Alicia Shepherd

34 Game onPCR explores how the lucrative PC gaming market is evolving

24 Dixons closuresWhy is the retail chain shutting more than 100 shops across the UK?

6

COMPUTER & IT RESELLERS RETAILERS SYSTEM BUILDERS DISTRIBUTORS VENDORS WWW.PCR-ONLINE.BIZ

W W W . P C R - O N L I N E . B I Z W W W . T W I T T E R . C O M / P C R _ O N L I N E W W W . F A C E B O O K . C O M / P C R M A G

Companies consider raising their prices as the pound’s value falls…

WILL THE WEAK POUND HARM THE CHANNEL?

CONTENTS & COMMENT

COMMENT

Follow us @pcr_online

CONTENTSREGULARS06 Analysis: Dixons store

closures and refi ts

07 Analysis: Is 2016 the year

of virtual reality?

08 Analysis: Bett 2016

11 Number crunching

14 Appointments and events

16 Opinion

19 PCR Trader Trust

28 Retailer of the Month:

Sweethaven Computers

41 Reseller profi le: Document

Data Group

42 Mystery Shopper

44 Tricks of the Trade

FEATURES21 PCR Awards preview

24 PC gaming special

27 The Big Interview:

Scan Computers

31 UK eSports guide

34 Interview: Entatech head

of retail Alicia Shepherd

37 PCR Women of the Year

winner interview: Lenovo’s

Michelle McGeoch

PRODUCTS47 Gaming components

53 Gaming accessories

59 Gaming PC cases

61 Recommended products

OUT OF OFFICE65 In The Hot Seat: Nick

Barden, VIP Computers

66 Team of the Month: QSan

New era for EntaAS WE WERE going to press this month, Entatech announced it had fi nally settled its legal battle with the liquidators of Changtel Solutions.

Not only that, but ownership has changed hands to Stevinson Capital Limited, meaning the distributor is fundamentally controlled by Entatech MD Dave Stevinson.

I’m sure having this case settled is an enormous weight off the shoulders of Enta’s management, partners and staff, and I’m sure Dave will do an incredible job owning and leading the business as it enters a new chapter in its history. You can read more on page seven and check out our interview with Entatech’s new head of retail Alicia Shepherd on page 34.

The other big story from the tech channel this past month is Dixons Carphone’s decision to close 134 UK stores as it merges its PC World, Currys and Carphone Warehouse retail brands into three-in-one stores. It’s a smart move from the retail chain and thankfully doesn’t bring any job cuts (read more on page six). With Sainsbury’s hoping to purchase Argos

owner Home Retail Group, you can expect further market consolidation in years to come.

Elsewhere in this issue, we take a closer look at the ever-growing PC gaming sector. Channel executives share their views on virtual reality on page seven, while we explore the size and state of the market on page 24. We’ve also listed some of the best products to stock from page 47.

As the focus is on gaming this month, our big interview is with Shelley Raja and the team at performance system builder Scan Computers. The company was so concerned with the falling value of the pound, we decided to make that the entire angle of the piece (page 27).

PC gaming is set to grow further with the arrival of virtual reality, so if you’re a retailer and don’t yet have a games hardware offering, it’s certainly something worth considering.Dominic Sacco, editordsacco@nbmedia.comISSN: 1742-8440

“I’m sure having this case settled is an enormous weight off the shoulders of Enta’s management, partners and staff.”

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Sarah GoldhawkAccount Managersgoldhawk@nbmedia.com@sarzgoldhawk

Jennie LaneSales Managerjlane@nbmedia.com@jennielane1

Dan BennettDesignerdbennett@nbmedia.com

ANALYSIS

6 | PCR March 2016 www.pcr-online.biz

DIXONS CARPHONE is set to close 134 UK and Ireland shops as it merges its remaining PC World and Currys stores – and adds a Carphone Warehouse area within them.

Its total store numbers will fall to 323 in the UK, meaning there will be fewer, bigger stores going forwards, each of which will contain three shops in one. This trend is reflective of the wider UK tech market, what with big disties and vendors becoming bigger – leaving smaller players to focus more vigilantly on their niche areas to compete.

Dixons Carphone will be spending around £50 million on refitting its stores, and expects to spend £70 million in its 2015/2016 financial year on property exit costs, asset write downs and operational costs associated with the programme. The business expects the change to have ‘no impact’ on colleague numbers.

“We are taking the opportunity to put our estate into its long-term shape by rolling out the three-in-one format across the UK and Ireland with a major property programme that will enhance long-term earnings and improve our customer experience,” said Dixons Carphone Group chief executive Seb James. “Our experience has taught us that the net effect on both sales and colleague levels is likely to be neutral or better.

“While this will reduce our store numbers by 134, we have been doing this – on a smaller scale – for some years and are very confident that the impact on sales and colleague numbers will be neutral or better. In addition,

our experience shows that colleagues prefer working in – and customers prefer shopping in – our new three-in-one format stores.”

Independent retailers are generally pleased with the news, as it will remove competition from some of

their local areas. But you could argue that indies have already been smartly competing with the larger multiples for years now, offering a level of knowledge, expertise and personalised service that the big boys can’t match.

Reaction from the channel has been largely positive. Yehia Oweiss, VP of sales and marketing at Hauppauge Digital Europe, commented: “This is a triple play move to consolidate the three brands into one and offer a one-stop destination experience for the consumer, which, if we think about it, is what online has been offering since day one.”

Entatech UK MD Dave Stevinson said: “From my understanding it is all about effectiveness and efficiency. Investing in the performing stores makes good business sense.”

Lenovo’s UK consumer director Alex Ebeid said: “I won’t comment on partners of ours or what their plans are around the store exit. What I will say is that the shopper landscape has changed dramatically over last few years. Obviously we shimmy and shift between people using their smartphones, shopping online and going in stores.”

Dixons cuts store count as High Street evolvesThe owner of Currys, PC World and Carphone Warehouse is shutting 134 UK shops as it focuses on refitting fewer, bigger three-in-one stores. Dominic Sacco looks at the news and asks senior channel executives for their views…

“Customers prefer shopping in our new three-in-one format stores.”

Seb James,Dixons Carphone Group

READ THE LATEST STORIES ATPCR-ONLINE.BIZ

LENOVO OPENS NEW EXPERIENCE ZONESLENOVO HAS opened its first branded retail experience zones in the UK within Dixons Carphone’s stores.

The initiative will be running for a 12-month trial period in Dixons’ Reading and Bristol Cribbs stores. It could be rolled out to other Dixons Carphone stores depending on its success.

The areas – launched in conjunction with Intel, Microsoft and Retail Marketing Group – have been designed to allow customers to see, touch

and experience Lenovo’s range of products. There will be a Lenovo member of staff fronting each experience zone, providing knowledge and help to customers.

Lenovo’s UK consumer director Alex Ebeid told PCR: “We’re really happy to announce this initiative. These zones are all about Lenovo being serious in investing in our brand, investing in our partner community and investing in customer experiences.”

THE UK TECH channel is excited about the imminent arrival of virtual reality, but is remaining mindful of its price and requirements.

Oculus, the Facebook-owned firm behind the Rift VR headset, has revealed a bunch of ‘Oculus-ready’ systems: the ASUS G11CD and ROG G20CB desktops, the Alienware X51 and the Dell XPS 8900 Special Edition. These are available in bundles which include the headset.

The Rift will launch on March 28th priced at £499 – it’s available to buy direct, while select retailers will stock the device from April.

NVIDIA also has a VR Ready programme to help customers discover the best tech to access the technology. Steve Bland, NVIDIA’s senior sales manager for Northern Europe, said: “2016 is poised to be the year of VR, but it’s a demanding technology that requires seven times the performance of a typical 1080p PC gaming experience. The first step to making VR a reality is to build an installed base of capable PCs, which we expect to grow from five million today to over 130 million by 2020.

“Working with the entire VR ecosystem is what will make these experiences a reality — from companies making devices, to applications, software engines, platforms and retail stores.”

In terms of the price, Steven Levitt, PR manager for Overclockers UK, stated: “The price is realistic for a new technology, although probably higher than many were expecting. For the best VR experience, you need a high-end PC so the overall cost will be restrictive.

Competition will drive future development and we expect VR to become a realistic mainstream solution within the next two years.”

Elan Raja III, director at Scan Computers, added: “With VR, because it’s new technology the prices start high. And with efficiencies in production and

also increasing demand, in the long term it will follow the same cycle as any technology. What you should expect is performance to increase and price to decrease.”

On the PC gaming sector as a whole, Entatech gaming product manager Adam Whitworth commented: “I am

expecting to see vast growth within the gaming segment over the next few years. VR is going to be massive this year with product releases coming from several major brands including HTC and Oculus. HBM2 will also be a major release this year with cards expected from both Nvidia and AMD around Q3. Combined with this, we expect to see several major AAA game release titles to go with this hardware to enhance the experience even more.”Read more comment on page 16 and our gaming feature on page 24.

Channel prepares for VR lift-off

ANALYSIS

Stevinson snaps up EntaTHE MD OF Entatech, Dave Stevinson, has acquired the business for an undisclosed fee.

The distributor is now solely owned by Stevinson Capital Limited, which is fundamentally controlled by Dave Stevinson.

In other news, Enta has announced the settlement of its long-running legal battle with the liquidators of Changtel Solutions.

Entatech’s previous owner Jason Tsai was caught up in a long-running court case between his former business Changtel Solutions and HM Revenue & Customs (HMRC).

Now that this has been settled, it’s good news not only for Enta’s channel partners, but also its staff. This cloud that has arguably been looming over the firm the past few years has finally lifted, allowing Enta

to focus fully on doing business again.

Stevinson released the following statement: “I can confirm that the liquidators of Changtel Solutions UK Limited have formally agreed a full and final settlement of all and any actions, claims, counterclaims, rights, demands and set offs that it had against Entatech UK Ltd.

“Personally I am very relieved, having dedicated a

year of my life to this project. It has been a fantastic learning experience, almost like completing a second MBA. As you can imagine, I am highly motivated to start working back in the business and executing our future vision for Entatech.”

Enta has also just hired Alicia Shepherd as its new head of retail – read our interview with her on page 34.

News BytesKINGSTON ACQUIRES IRONKEY ASSETSKingston Digital has acquired the USB technology and assets of IronKey from Imation Corp.

Kingston says there will be ‘no immediate changes’ to the way business is transacted by channel partners currently supporting IronKey products.

MAD CATZ CUTS 37%OF WORKFORCEMad Catz has adopted a restructuring plan after making a $4.36 million loss for the nine months ending December 31st 2015.

It is cutting around 37 per cent of its total workforce as part of the restructure.

EXERTIS EXTENDS SMART TECH RANGEExertis has expanded its smart home range to include a host of new products and vendors.

It will now distribute customisable security system Guardzilla, Bluetooth tracker and app Tile, and Momit thermostats.

SYNAXON SIGNS F-SECURESynaxon has added security software vendor F-Secure to its list of supplier partners.The F-Secure range includes system, endpoint and network protection suites as well as management, control and enterprise cyber security solutions.

SUPERFAST BROADBAND FOR NEW BUILD HOMESThe UK Government has outlined plans for new build properties to have superfast broadband connectivity, but the news has been met with criticism.

Dan Howdle, consumer telecoms expert, said: “What is the purpose of a network provider making it easier for developers to install proper broadband infrastructure if it still remains the homebuilder’s choice whether or not to take action?”

WESTCOAST SIGNS ARUBA DEALDistributor Westcoast has strengthened its relationship with Hewlett Packard Enterprise after adding the recently acquired Aruba networking solutions to its portfolio.

www.pcr-online.biz PCR March 2016| 7

READ THE LATEST STORIES ATPCR-ONLINE.BIZ

“2016 is poised to be the year of VR, but it’s a demanding technology.”

Steve Bland,NVIDIA

THERE HAVE been over 30 annual Bett shows, and the event has grown substantially since its humble beginnings. In fact, while chatting to one IT solutions exhibitor at this year’s show, I was told it was his 28th year at Bett. “I remember when it was basically a few blokes sitting behind a table in a room,” Captia’s education director of learning Steven Smith told me.

So when a show has been going as long as this one, you have to wonder what’s left to shout about.

“This year’s show is absolutely huge and incredibly busy,” Smith informed me. Talking about how the market has changed, he said: “There’s been a consumer revolution in technology.” It’s clear to see this while wandering around the huge exhibition floor, with Microsoft, Intel, Apple, Dell, Lenovo and the likes showcasing consumer tablets, laptops, desktops and more being modified and used for educational purposes.

There were some examples of impressive, brand spanking new tech at the show too. I managed to get some time playing about on HP’s Sprout and I have to say, I was surprised at just how fluid and intuitive the computer/3D scanner/projector/collaboration tool was.

While its £1,700 price tag may feel steep, I can see devices like this become a staple in tech classrooms in the future. “It’s especially

good for collaboration and helps teachers include various students with different ways of working on the same projects,” said a HP representative at the show.

Overclockers was also at the show for the very first time to show off its educational products.

“The Bett Show provides a fantastic opportunity for us to showcase our products and solutions for the educational sector and it is a great way for us to reach out to new customers,” said Steven Levitt, Overclockers UK’s PR manager.

Retro tech was a big thing this year. At every turn there was a gizmo that I remember owning as a kid, but with a new ‘tech-ed’ spin.

I had an awful lot of K’NEX when I was younger, so I was quite excited when I saw a giant ferris wheel made out of the stuff. As well as helping kids to be creative when it comes to building and engineering, now K’NEX can connect to a PC and be used to teach students STEM principals through robotics design and programming.

LEGO was also showcasing its educational solutions, which ‘deliver curriculum objectives in science, computing, maths and literacy’.

Just before the show, Microsoft announced Minecraft: Education Edition and had a huge area dedicated to hands-on workshops for educators. While not quite as retro as LEGO and K’NEX, the game

has been around for seven years. With its potential for use within education having been discussed for some time now, Minecraft has already been used in classrooms to teach subjects ranging from core STEM topics to poetry. Minecraft: Education Edition is designed specifically for classroom use and providers new tools to teachers.

Raspberry Pi and BBC Micro:Bit were both out in force at the show, taking up a large portion of the floor space. Designed to bring back the computer coding that students were more familiar with in the 1980s, both mini PC chips were demonstrated in a variety of fun and educational gadgets.

While it was very clear walking around the show that retro gadgets and ‘old school’ games infused with new and powerful tech were

very much the star of Bett 2016, I also noticed environmental awareness and saving money were at the forefront of a lot of exhibitors’ minds.

I chatted with Epson UK’s business imaging manager Peter Silcock at the show, who demonstrated some of the firm’s printers which hold ‘ink bags’ instead of cartridges. “These bags can print up to 75,000 pages before they need replacing, which could mean a year of two of printing without interruption,” he said.

“Being aware of the environment is very important in schools. At the moment we’re being told to turn lights off and not waste paper, but in the near future schools will HAVE to do those things, it won’t be a choice. Epson is showing solutions that will help schools do that in the future.”

Tech-ed goes ‘old school’ at Bett 2016The annual Bett show was back for another year at the ExCeL Centre in London. Laura Barnes went along to check out the new advances in tech education and find out why so many retro gadgets were on display this year…

ANALYSIS

“Retro tech was a big thing this year. At every turn there was a gizmo that I remember owning as a kid, but with a new ‘tech-ed ‘ spin.”

8 | PCR March 2016 www.pcr-online.biz

Clockwise from top left: Minecraft lessons, K’NEX creations, the HP Sprout and Raspberry Pi workshops

READ THE LATEST STORIES ATPCR-ONLINE.BIZ

STATS

www.pcr-online.biz PCR March 2016 | 11

Number

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

1

The number of times PC gaming system builder Overclockers UK has exhibited at the education-focused

BETT show – it made its debut this year.(OCUK)

Worldwide combined shipments of computing

devices (PCs, tablets, ultramobiles and

smartphones) are expected to reach 2.4 billion units in

2016, a 1.9 per cent increase from 2015.

(Gartner)

$2.4bn

In the last 12 months, 26 per cent of organisations suffered loss or exposure of customer data.

(AIIM)

AMD made an operating loss of $481 million

during 2015, following the $155 million loss it

made in 2014.(AMD)

70%Virtual reality headsets are expected to be shipping in

volumes of more than 10 million units by 2019. (IDTechEx Research)

Gaming monitors enjoyed unit growth of 70 per cent year-on-year across Western Europe in Q4 2015.

(CONTEXT)

Solid state drives (SSDs) will gain popularity in 2016, with 76 per cent of IT decision makers

looking to use SSDs in their organisations.

(Crucial)

26%

10m

$481m76%

PEOPLE & EVENTS

14 | PCR March 2016 www.pcr-online.biz

Ingram announceskey appointments EVENTS

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

DISTREE EMEAFEBRUARY 24TH - 27TH 2016GRIMALDI FORUM, MONACODISTREE EMEA brings together more than 1,000 delegates representing the leading etailers, retailers and distributors from across 60 countries in Europe. It also attracts various manufacturers of ICT and consumer electronics products, to do business in one place at one time. See page 25 for more information.

PCR AWARDS 2016 MARCH 10TH ROYAL GARDEN HOTEL, KENSINGTON, LONDONWith a mix of networking, partying and recognition of achievements in the UK PC and tech industry, attendees will also receive an evening dinner, as well as refreshments on the night. Disties, vendors, retailers and channel services fi rms will be recognised in our circus-themed awards ceremony, new for 2016.

CEBIT 2016MARCH 14TH – 18THHANNOVER EXHIBITION GROUNDSThis IT trade show will take place once again in March. The chosen lead theme for this year’s event is ‘d!conomy: join – create – succeed’.

Staged annually in Hannover, Germany, CeBit will showcase innovations and products from various vendors that will be linked to digitisation.

GADGET SHOW LIVEMARCH 31ST – APRIL 3RDNEC, BIRMINGHAMThe Gadget Show Live returns to Birmingham’s NEC this Easter. With 75,000 tech fans expected to fl ood through its doors, this year’s technology show for consumers features four new areas: Better Life, Power Up, The Lab and The Arcade. Parts of the show will be aired on Channel Five.

PCR BOOT CAMP 2016MAY 18THEMIRATES STADIUM, LONDONThe UK PC industry’s essential conference and expo returns at the world-class Arsenal football stadium. Delegates will benefi t from a morning conference as well as an afternoon exhibition with the latest products and services on show. It’s free for tech retailers, resellers and system builders to attend.

INGRAM MICRO: Former head of print GEMMA GLEN has become head of B2B sales, which sees her taking responsibility for driving growth across Ingram Micro’s B2B and corporate customers.

Leading the distributor’s mobility sales division is MATT BRAMWELL. He will be driving Ingram Micro’s

mobility business by building on key relationships with Microsoft, BlackBerry and Apple. Thirdly, taking responsibility for Ingram Micro’s commercial organisation is RAJ PANDYA. The execs will report in to MIKE FARRAH, senior director of sales and vendor management.

EXERTIS: MARK REYNOLDS has been named Exertis’ IT commercial director for the UK.

Reynolds joins from Epson where he spent the last three years as sales director, one in business sales and two in retail sales. Prior to that, he held channel management positions at Samsung and

Toshiba following roles in distribution. He will report to PHIL BROWN, Exertis’ sales and commercial director for the UK and Ireland.

“I am looking forward to the challenge that this role presents in supporting our vendors and delivering great value for our resellers,” Reynolds said.

AZLAN: Tech Data’s value enterprise division has promoted ROB TOMLIN to UK and Ireland MD.

Before taking up his new role as MD, Tomlin was a business unit director for Azlan with responsibility for various business and sales teams and the systems integrator and MSP business

units. The distribution firm has also hired MARK ROBINSON as marketing manager for its enterprise software and technology and services practices.

Robinson has joined Azlan from Microsoft, where he spent 18 months as part of the OEM partner marketing team at the company.

BRIGANTIA: The subscription partner reseller community has made several new appointments.

ANGUS SHAW has been promoted to partner account manager, looking after the wholesale connectivity and managed services business.

TOM EDWARDS has joined the sales and marketing team

as a new business executive and will specialise in end point security, backup and mail services.

The subscription partner reseller community has also appointed ROSEMARY HART as company accountant. Plus, Brigantia has promoted VICKY JAMES to operations controller.

CLOUD TELEPHONES: JODIE PIPER has been appointed as reseller development manager to lead the recruitment campaign for both Cloud Telephone’s hosted voice and DMSL’s broadband connectivity channel programmes.

Having been part of the DMSL team for a decade,

working in reseller development and sales roles, Piper will now lead the effort to sign up more partners. She is aiming to double the number of active resellers for its Cloud Telephones business, which markets and delivers business-class hosted voice services, from the present 60 to 120.

Mark Reynolds

Rob Tomlin and Mark Robinson

Angus Shaw and Tom Edwards

CLOCKWISE FROM TOP LEFT: Gemma, Matt, Raj and Mike

Jodie Piper

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OPINION

16 | PCR March 2016 www.pcr-online.biz

I’VE HEARD many comments recently about how expensive virtual reality is, but I am not sure what these comments are based on.

At the recent CES show, I was lucky enough to demo both the Oculus Rift and HTC Vive products, and I have to say the experience blew me away.

If you ignore the price tag for a moment, the technology is the biggest thing to hit our sector in the last 10 years.

We had 3D glasses a few years back, but virtual reality is on a totally different level today.

For those who previously tried on virtual reality headsets and were left somewhat underwhelmed, I would encourage you to retry them now. Two years on, the experience is richer and much more immersive than it was before.

With such a vivid experience available and the applications so immense, an early adopter price sub-£500 is well within what I would deem reasonable.

If you think about the amount of money poured into virtual reality, the millions of pounds invested in research and development to bring these innovations to market, and deliver visionary technology to the masses, is £500 expensive?

For example, an NVIDIA GeForce GTX 980 graphics card retails at around £500 and we sell these in the thousands. Having new technology within this price bracket is what I would expect.

The market for virtual reality is already huge – but my belief is that gaming will only be a small part of the overall picture.

Education and training will form the main part of the demand for virtual reality.

If you can educate the next generation using virtual reality instead of books or video content, then this will be a very worthwhile investment indeed.

Instead of reading about World War II, you could experience the battlefield through virtual reality.

In addition, the same is true for training. I read an article around the

uses of virtual reality and learnt that the Royal Navy will use it to train recruits about the ship they will sail on.

Rather than send them aboard ships, they will educate them from the classroom first with significant cost savings.

Eventually, the general public will be able to use VR to view possible homes for purchase or holiday destinations – the opportunities really are endless.

With this in mind, I think if anything, the product is cheaper than I anticipated it would be.

Remember that, as with all technology hardware, the price will only ever come down.

In the longer term, I anticipate the price tag settling at around the £200 to £250 mark, if not less. This will make virtual reality much more accessible to the masses.

“An NVIDIA GTX 980 graphics card retails at around £500 and we sell these in the thousands.”

Rich Marsden, VIP

IN THE ‘90s, both Nintendo and Atari had a go at trying to bring virtual reality into the home. Both failed in spectacular fashion, so much so that I think any tech firm considering entering the VR marketplace was scared off... until Oculus.

I have been fortunate enough to have an Oculus Rift DK2 headset for the past year and every time I slip it on I get reminded just how amazing this new technology is. I’m currently playing my way through Fallout 4 and have been playing it on a Rift from the start. I literally feel like I’m in the game when I’m playing it. While it’s not optimised for the Rift, it provides an incredibly immersive experience.

I was hopeful of Rift coming out at the £300 mark, making it arguably affordable to the masses. However, the £500 price tag, while expensive, still offers incredible value. As Rich Marsden of VIP pointed out, it is basically the price of a high-end graphics card and is still a huge amount of technology for the price.

Importantly, as an industry we should want the Rift to be a great product and a great success. At Utopia we don’t foresee us making money from selling the device itself. Similar to Apple products, we see the ecosystem of surrounding hardware being the most exciting opportunity. With gaming accessories, for example, who wants to hold an Xbox controller when you can hold a lifelike lightsaber? Just be

careful to clear the living room first! There’s the hardware upgrade around existing PCs, allowing them to play Rift at its full potential. And of course, new PC sales. We are already getting enquiries almost every day about VR and the upgrades customers require.

For Utopia, 2016 is going to be an incredibly exciting year as we position ourselves as the leader in all things VR in Scotland. We see ourselves as the destination for consumers looking to take advantage of this new technology.

While the obvious gaming revenue streams are there, our industry should be mindful of other

avenues worth considering. One project we are working on just now is with a large kitchen retailer who would like its clients to be able to walk around its new kitchens before they buy.

Taking this idea a step further, think about next time you

are looking to move home and being able to have a virtual tour of the property. The possibilities are endless, and IT firms are in the ideal position to deliver these goals.

This is one of those landmark moments when I need to pinch myself that I get to work with technology like this for a living. It’s amazing to work in an industry that is so innovative and exciting.

Now it’s our job to make sure the people on the street understand the potential in this incredible new piece of technology.

“While there are gaming revenue streams, our industry should be mindful of other avenues.”

Craig Hume, Utopia

Rich Marsden is director at VIP Computers.www.vip-computers.com/uk

Craig Hume is director at Utopia Computers.www.utopiacomputers.co.uk

Look past the price and you’ll find the biggest piece of technology to hit the channel in the past decade, argues VIP Computers director Rich Marsden…

Utopia Computers director Craig Hume says that retailers should cast their nets wider when it comes to virtual reality and the Oculus Rift headset, and instead embrace other opportunities around the device…

Is virtual reality expensive?

Forget sales – think ecosystem

Celebratingover

years

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TECH distributors can do more to spot and call out online PC sellers who are selling below cost and not paying tax, writes More Computers’ head of marketing Brian Trevaskiss.

“We see online traders come from nowhere and start selling from distie feeds at cost or cost plus 30p, we work with every distie in the UK and can spot people with feeds. We’ve seen people go below cost, which we can only assume is because of some kind of VAT fraud,” he told PCR.

“Selling at cost is not a sustainable business model, but these people seem to not be interested in a long term business. In a short space of time they put thousands of

sales through – you can see that from the number of reviews they accumulate.

“As the quantity of their sales increases they seem to get credit from distribution, even though a credit

insurance check shows sparse company details.

“We can only assume their strategy is to make thousands

of below cost sales (they don’t intend to ship), then disappear at the end of that month and not pay anybody, including the tax man.

“Everybody suffers as a result; customers don’t get their orders and lose faith in smaller online sellers. The established, honest online sellers lose sales they would normally have won. Distribution ends up with bad debts. Vendors see all online traders the same and demand their products are removed from distie feeds.

“We’d like distributors to be doing more. They’re in a good position to spot people who are not necessarily building a long term business, or online retailers who have a business model that doesn’t add up.”

‘Disties can help spot VAT fraudsters’

Since launching our Trader Trust campaign to clamp down on rogue dealers and promote fairness in the channel, PCR has been contacted by all kinds of companies with stories and comments. Here’s our news roundup this month…

PCR TRADER TRUST

Network Group urges indies to back Fair Tax Town initiativeDEALER services organisation Network Group is calling on independent IT resellers to join its members and support the Fair Tax Town initiative.

The call for action comes after the transmission of the BBC2 TV programme ‘The Town That took on the Taxman’ on January 20th.

The small businesses of the Welsh town of Crickhowell in the Brecon Beacons have embarked on a mission to copy the techniques used by their multinational rivals, and to set up a DIY tax avoidance scheme in the style of big tech companies.

Network Group MD Phylip Morgan said: “It cannot be right that the 58 companies

in Network Group pay more than the £4,327 corporation tax paid by Facebook in 2014. Our members find it so

frustrating that these schemes are perfectly legal yet the treasury seems to be making little effort to close

the loopholes.” You can sign the Fair Tax Town pledge on the website fairtaxtown.com.

Tech support firm accused of scamSECURITY vendor Malwarebytes has accused Silurian Tech Support of offering bogus IT support and overpriced software.

The Symantec partner program member has allegedly been using scare tactics and social engineering to convince people to purchase services such as Symantec’s Norton Antivirus.

According to researchers at Malwarebytes, Silurian Tech Support has lured unsuspecting users with fake warning displays stating ‘System Critically Infected. If you are not able to click on this button, immediately contact support’s toll free helpline.’

“Disties are in a good position to spot those who have a business model that doesn’t add up.”

Brian Trevaskiss, More Computers

www.pcr-online.biz PCR March 2016 | 19

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The greatest show on Earth

PCR AWARDS

THE PCR Awards return to London’s Royal Garden Hotel on March 10th, and this year we’ve got one hell of a show for you.

Attendees will wander into the exciting world of the circus, be greeted by strong men on the door, spellbound by a windup ballerina and amazed by a world class, award winning hula hooper.

With our very own ringmaster conducting the night’s proceedings, the Awards will celebrate the UK PC and tech industry’s finest and provide and unmissable evening of networking.

There will be even more circus-themed treats and performances on the night, but in true circus fashion, you’ll have to visit the Big Top on March 10th to experience it all.

Check out the full list of finalists to see who’s in with a chance to walk away with a prestigious PCR Award on the night.

Roll up! Roll up! The PCR Awards are back with a brand new circus theme. Laura Barnes rounds up everything you need to know about the tech channel’s must-see show from the Royal Garden Hotel on March 10th…

www.pcr-online.biz PCR March 2016 | 21

Headline PartnerAfter Party Host Drinks Reception Partner

Gold Partners

Frontline Category Partner Vendor Category Partner

Red Carpet Partner Entertainment PartnerPhotobooth Partner

Table Gift PartnerEvent Partners

PCR AWARDS

22 | PCR March 2016 www.pcr-online.biz

FRONTLINESystem Builder

Utopia Computers Yoyotech PC Specialist CyberPower DinoPC Chillblast Scan Computers Overclockers UK

Independent Retailer PC Solutions TechCPR Micro Plus Computers Airedale Computers Sweethaven Computers Chips Computers PCs Made Simple Black Bear Computers

National Retailer John Lewis PC Pal Argos Maplin Tesco

Reseller Precept IT AAG Systems AML Midlands Sweethaven Computers Mirus IT Solutions ATG

Online Retailer BT Shop/dabs.com Overclockers UK Shop Direct Ebuyer Scan Computers Box.co.uk Amazon

CHANNEL SERVICESDealer Services Provider

Network Group Agilitas Synaxon CompTIA Stock in the Channel Gekko

Analyst GfK IDC Gartner Juniper Research British Retail Consortium

Marketing/PR Agency The IT Marketing Agency The PR Room Zaboura Communications Axicom Text100 Proof Communication

DISTRIBUTIONSoftware Distributor

Entatech Exertis Tech Data Westcoast Ingram Micro

PC Gaming & Hardware Distributor

Entatech Beyond Tech Caseking VIP Computers Exertis Spire Technology Tech Data Ingram Micro

Components Distributor Entatech Caseking VIP Computers Exertis Spire Technology Tech Data Ingram Micro M2M Direct

Peripherals Distributor Entatech Beyond Tech Caseking VIP Computers Exertis Hama Northamber Ingram Micro M2M Direct

Consumer Electronics Distributor

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Marketing & PR Entatech VIP Computers Exertis Northamber Tech Data Computers Unlimited Ingram Micro Westcoast Spire Technology

Service & Support Entatech Caseking Exertis Ingram Micro Westcoast

Distributor of the Year Entatech Centerprise VIP Computers Exertis Northamber Tech Data Ingram Micro Westcoast

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Networking Vendor TP-LINK Qsan Dell Synology Netgear

Service & Support Terra BullGuard LogicNow ASUS Dell

GRAND PRIX This award will be chosen by the PCR editorial

team and highlights a company that has had an outstanding past 12 months.

WHEN: Thursday March 10th 2016, 7pm til late

WHERE: Royal Garden Hotel, Kensington, London

DON’T FORGET YOUR TICKETS: Entry is available through single seats or tables of ten. Book your tickets now at www.pcr-awards.com or contact Georgia Blake on 020 7354 6010 or email GBlake@nbmedia.com

SPONSORSHIP OPPORTUNITIES: Contact Jennie Lane or Sarah Goldhawk on020 7354 6000, or email JLane@nbmedia.com or SGoldhawk@nbmedia.com

KEY INFO

GAMING SPECIAL

24 | PCR March 2016 www.pcr-online.biz

Getting your game on

TOP TECH TRENDS: WHAT’S NEXT?VIRTUAL REALITY is arguably the biggest piece of technology set to shake up the gaming industry in a long time.

The Oculus Rift headset finally lands on March 28th with a £499 price tag. While it’s initially being sold direct, there are official system bundles available, including the ASUS G11CD and ROG G20CB desktops, the Alienware X51 and the Dell XPS 8900 Special Edition, which are available to pre-order with the Rift included. The HTC Vive headset is due in April, while other devices like Gear VR and PlayStation VR are due this year too.

Reaction to the arrival has been largely positive. Check out opinions from NVIDIA’s Steve Bland on page seven, and VIP Computers’ Rich Marsden and Utopia Computers’ Craig Hume on page 16.

Virtual reality has been explored in detail by PCR in the past, so what about other technologies you should be aware of?

Intel and Micron are developing 3D XPoint memory, while HP and SanDisk are working on Storage-Class Memory. Both technologies claim to be 1,000 times faster than flash memory and

could push things forward in the future.

NVIDIA and AMD are working on their new Pascal and Polaris GPU architecture respectively, with announcements expected later this year.

“I am expecting to see vast growth within the gaming segment over the next few years,” says Entatech gaming product manager Adam Whitworth. “VR is going to be massive this year with product releases coming from several major brands including HTC and Oculus. HBM2 will also be a major release this year with cards expected from both NVIDIA and AMD around Q3. Combined with this, we expect to see several major AAA game release titles to go with this hardware to enhance the experience even more.”

4K is also increasing in prominence as more powerful adaptive-sync monitors hit the market at lower prices. Even projector brands like Optoma are starting to target the gaming space.

Martin Kent, UK territory manager at Hannspree UK, tells PCR: “PC gamers are reaping the rewards of evolving technology and much more industry competition leading to wallet-

friendly pricing. The most notable hardware changes and trends in recent months include a wave of affordable 4K monitors with four times the pixels of 1080p, delivering more detail and unprecedented clarity for gamers, and adaptive V-sync technology with FreeSync or

G-Sync means even the most demanding games have no screen tearing and a steady frames per second rate.”

Club 3D’s European sales exec Gerjan Blonet says that retailers should not forget about making margin from accessories and bundles which may not make the headlines, such as cables: “With 4K UHD and multi monitor gaming quickly becoming more

popular and affordable it’s good to look at adapters and cables to choose for the most stable, immersive and convenient gaming experience.”

On the accessories side, devices are getting more feature-rich, with the likes of MionixLabs’ Naos Quantified Gaming mouse tracking the user’s body and heart rate.

Razer also has mice with 16,000DPI – the vendor is expanding into other areas too.

“The Razer Seiren professional microphone series was released last year, and this year will see the release of Stargazer, the first purpose built streamers’ camera powered by Intel RealSense,” says Razer’s UK PR specialist Nick Haywood. “To further expand our streaming range, we have Project Sheena, a 1080p 60FPS capable capture card for high-performance game-recording.”

High-powered smaller computing devices are becoming the norm, such as Alienware’s Steam Machine and portable notebooks are getting more powerful and power-efficient.

Cooler Master’s UK country manager Adrian Liu adds that gamers are increasingly looking for customisation options, too.

“During last year’s Insomnia event we introduced the ‘Make it

yours’ slogan and ‘Maker Spirit’, hence why our stand had an unique workshop feel. Also with the live modding experience, this allowed us to be different by making maker/gamer a community experience. We find that gamers, avid users and modders all fit into the ‘Maker’ category and they can be inspired by others as well as inspire the next generation.”

Finally, Entatech’s gaming product managers Adam Whitworth and Richard Fenner reveal some of their top-selling brands.

“We have just had our strongest quarter with Corsair to date and there is still plenty of space for more growth,” Fenner reveals. “Also, Fractal Design was originally introduced to Entatech’s product portfolio as an exclusive brand and is now one of the top five case brands within the UK.”

Whitworth adds: “We have just smashed our record with NVIDIA for two quarters running and business with Gigabyte and Corsair continues to run at record beating levels. Fractal Design and ZOTAC are going from strength to strength. I look forward to seeing the additional growth in the likes of MSI, AMD and Mad Catz.”

From 4K to virtual reality and Steam Machines, the UK PC gaming market is moving so fast it can be diffi cult to keep on top of trends and technologies. Dominic Sacco looks at the latest developments in the sector, how customers buy and what you need to know right now to get ahead of the competition…

“The most notable hardware changes and trends in recent months include a wave of affordable 4K monitors.”

Martin Kent, Hannspree

GAMING SPECIAL

www.pcr-online.biz PCR March 2016 | 25

HOW BIG IS THE MARKET?IN 2015, £138 million was spent on gaming PCs, monitors, mice, keyboards, headsets and graphics cards in the UK retail channels, according to GfK data.

“Overall the gaming peripherals and components markets demonstrate that gaming remains an opportunity for the channel,” says Dominic Ashford, senior account manager at GfK. “What is particularly significant is that these markets appear to be less price sensitive than many other technology markets. The data suggests that consumers are prepared to pay a premium for products and features that enable or enhance the gaming experience.”

That’s just the hardware. ERA data shows that £927.6 million was spent on boxed games in the UK last year, while almost £1.9 billion was spent on digital games (making games bigger than the music and video industries).

HOW ARE BUYING HABITS CHANGING?TODAY THERE is a wealth of purchasing options for gamers to consider. From High Street retail and the likes of GAME to etailers such as Amazon and Ebuyer, to system builders like Yoyotech, who also tend to have a presence at gaming shows including Multiplay Insomnia and EGX, there’s a host of options.

Gaming customers can be a fussy and passionate bunch, and will expect vendors and retailers to truly know their stuff. Many vendor websites nowadays are built to be friendly to the user and packed full of knowledge at the same time. Go on the Crucial or HyperX websites for example, and customers can put in their PC spec to automatically find out which upgrade is right for them.

As GfK says, gamers are willing to pay a premium for top quality products and service – that includes buying from independent PC retailers if their

offering is right. Others will have a go at building their own machine from scratch, but will still need to purchase the individual components to build them. This gives your brand an opportunity to become the

expert and guide them on their journey, or give them a sweet enough deal to convince them to buy from you outright.

Price comparison websites and those that allow users to share their build ideas are growing in popularity. We spoke to Philip Carmichael, the founder and owner of one such site, PCPartPicker (which

attracts more than one million unique visitors per month), for his views on the changing landscape and the growth of his ten-person team.

“Users come to our site for two main reasons – to find good

prices for components (price comparison), and to make sure the parts will all work together (compatibility guidance),” he says. “For price comparisons, we pull in pricing from retailers in several countries via a collection of feeds, APIs etc. We match up that data with parts in our database to provide the price comparisons, trends and alerts.

“Customer service is also a major driver right now. Do-it-yourself PC builders want reassurance that they won’t run into issues if they need to make returns. In many cases, their choice of retailer is driven by this – even if it means spending more.”

So how can retailers get involved? “We work with retailers directly, though the involvement varies from retailer to retailer,” Carmichael explains. “We typically establish affiliate relationships with the retailers, so that if we refer a sale we earn a small percentage commission.

“While our referral traffic converts very well – and higher than organic traffic by a good margin – it’s our automatic compatibility checking that sets us apart. The compatibility checking reduces returns, and thus RMA costs, by providing verification that components will work together before ordering.”

“Customer service is a major driver right now. Do-it-yourself PC builders want reassurance.”

Philip Carmichael, PCPartPicker

3 TIPS TO BUILD YOUR ONLINE STRATEGYMARK REED, director at marketing agency Heaven Media, offers his advice on growing your brand through social media and gaming networks...

1SOCIAL MEDIA When speaking to consumers, if your voice isn’t genuine from the

perspective of the mindset or attitude for the target audience you’re aiming for, then it will have a negative impact. If you’re not working with other partners to bounce off one another, in order to affiliate your social channels with the Valves and Riots and Razers out there, then you will never establish that social credibility.

2 THE INFLUENCER SIDE Working with influencers on YouTube and Twitch is a minefield.

Use the right influencer and you can obtain the best ROI you can ever get from marketing dollars, but use the wrong ones and you can end up defaming your brand and getting terrible value. Companies like Heaven Media are well-heeled at extracting the maximum amount of value from the spend and holding these guys accountable to deliver it.

3 ONLINE PROMOTION Beyond banners, we tend to focus far more on sponsorship of tournaments

that are clearly targeted at the regions and the audience demographic that the brand needs. Take Twitch for example, if you’re looking at selling £1,000 notebooks, targeting 12-year-olds watching a Minecraft stream won’t give you a strong return on investment. It’s about targeting the right channels at the right times within YouTube or Twitch for advertising, to have the maximum impact. It’s fundamental that an agency helps, because we’re doing it for several brands and the trackability we have in place clearly shows you where value is.

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INTERVIEW & ANALYSIS

Exchange rates have fluctuated, and the pound’s value against

the dollar has fallen. Will tech buyers be paying more for goods in the future?Shelley Raja, Scan Computers founder: Things are very turbulent at the moment and these exchange issues will affect the revenues at Scan throughout 2016 for sure, but we are as prepared as we can be.

From the manufacturers’ perspective, they are effectively paying more for their raw materials and must eventually pass on the cost if they are to remain profitable.

The Euro has also been affected; we’re seeing more demand from European customers simply due to the pound/Euro/dollar exchange. So yes, that’s why tech buyers are paying more now and will be in the near future.

Also, China don’t want one billion people to be unhappy over Chinese New Year, so will prop up the market, but all hell will break loose when they come back from holiday.

Elan Raja III: The US have raised their base rates; the UK is still not sustaining growth and have opted not to rise. This has caused the GBP to weaken against the USD. Consequently, all imports of tech are more expensive. Demand is obviously dented by higher prices, so over time, once the market prices in the new rates, the sales volume balances out as the base price becomes the industry price.

As long as manufacturers keep innovating, and creating must-have products, consumer demand will always be there.

Will the price of the pound fall further? What should the UK PC industry

be aware of?Anand Raja, TF Capital MD and Scan Computers currency trading specialist: The UK is running a current account deficit of around six per cent of GDP. This is the difference between goods and services exported and goods and services imported. A country running a current account deficit is living ‘outside of its means’. This is at an all-time high and looks unsustainably high.

The referendum on whether the UK leaves the European Union or not seems to be scaring some investors. How will that affect industries like ours?Anand Raja: Markets do not like political instability and investors

are likely to pull out as they wait for the situation to stabilise.

This will continue to be the case whilst the possibility of the UK leaving the Eurozone is still on the cards.

Some have been worried about low inflation figures. How might that change in the future? Anand Raja: Whilst oil is at these levels and dropping, we are seeing very low inflation figures. Whilst this is the case, the Bank of England will keep rates lower for longer. This in turn will keep the pound under pressure.

How else could the Eurozone problem affect business? What should firms be aware of?There were elections in Greece and Portugal late last year, with the French election due next year. As we have seen in the UK, Euro-skeptic parties are gaining popularity. If there are any shocks in future elections and there are problems in the Eurozone, we will be affected, as this is our largest trading partner.

Founded in 1987, system builder Scan Computers now has revenues of more than £100 million and a Royal Warrant of Appointment to Her Majesty the Queen as supplier of high performance PCs. Dominic Sacco asks group MD Shelley Raja, director Elan Raja III and currency expert Anand Raja for their views on rising prices in the channel…

Scan: Why prices are rising

IT’S NOT just the price of PC components that are on the rise. The Oculus Rift virtual reality headset has a reasonably high price tag of £499 and will launch on March 28th direct from the Oculus website. Elan Raja III, director at Scan Computers (which is already offering VR-ready systems), shares his views on the Rift’s price and the opportunities in the channel.

“With VR, because it’s new technology the prices start high,” he says. “And with efficiencies in production and also increasing demand, in the long term it will follow the same cycle as any technology. What

you should expect is performance to increase and price to decrease.

“With that, the good thing about VR – and it’s been long in the tooth – is that it’s previously been used for military applications and R&D.

“The fact that it comes into mass market consumer puts an emphasis on technology, more specifically on CPU and GPU technology. And that puts the ball firmly back in the channel, because it’s very diverse and has the capability to adopt its offerings to match all these new changes in technology, so it’s going to interesting times. And we’re all ready for it.”

A NEW REALITY:SCAN’S VIEWS ON VR

www.pcr-online.biz PCR March 2016 | 27

Scan Computers’ MD Shelley Raja

“As long as manufacturers create must-have tech, consumer demand will always be there.”

Elan Raja III,Scan Computers

INTERVIEW & ANALYSIS

28 | PCR March 2016 www.pcr-online.biz

Long-term, there is a clear downtrend from 1980 to 1985 when the rate dropped from $2.45 per £1 to $1.038 per £1. Also, during this move, when the price corrected up at certain stages, it was very small with not much overlap. This is a classic strong down trend.

From 1985 to 2007, the rate gradually moved up to 2.11, which is 76.4 per cent of the original drop. However, to regain 76.4 per cent ($1.07/£) of this loss, it took 22 years! There was lots of overlap in price.

From 2011 to 2009, the price again moved down very fast with little overlap, which indicated a resumption of the down trend.

Between 2009 and 2014, we again saw a period of upward movement, but this was very slow and had a lot overlap.

When the price moves down, it is very sharp with little overlap, but when we move higher it seems like a correction and is a slow drawn out affair.

This type of correction plays out in three phases. It looks like a classic zig zag correction in phase one and three, with phase two being a drawn out correction.

During phase one, the price dropped 76 cents in 14 months. Afterwards, a long drawn-up move (correction to the trend) saw the value of the dollar to the pound move up 37 cents in five years.

Since June 2014, we have seen seven consecutive months of down moves,

which indicates that we have probably started the next move down. As we saw in the move from 1980 to 1985 and 2009 to 2011, these moves tend to be very sharp with little pull back (or overlap).

As long as the rate stays below the 1.7187 peak of June 2014, the price can be expected to drop lower.

Please note that the price could move into the 1.5750 to 1.5850 area. However, I see this as a lower probability than the 1.53 to 1.55 area.

When the move resumes, the next port of call will be the 1.4680 area.

In mid-2015, the price began to dip again, signalling that we are entering a down trend.

TF Capital and Scan Computers’ Anand Raja breaks down the changing value of the pound and what it means…

The price seems to have been in a down trend since 1980

In the early ‘80s, and from 2007 to 2009, the price sharply dropped very quickly

Between 1985-2007 and 2009-2014 we saw a sloppy drawn out correction

It seems a sharp down trend has resumed with $1.2460 being the first target. This is invalidated if we move over $1.7187

The next probable resistance is $1.53 to $1.55 before we resume the move down

SUMMARY

Medium-term (2007 to 2016, USD per 1GBP)

Short-term (2014 to2016, USD per 1GBP)

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THE ESPORTS scene within the UK is an extremely exciting

emerging sector, boasting a mix of promising young talent and ambition on one side, with a somewhat clique nature and a drop of British cynicism on the other.

The biggest tournaments across the US, Europe and Korea boast multi-million dollar prize pools, while hordes of fans view the events live online – 36 million people viewed the League of Legends World Championship finals.

Comparatively, the UK eSports sector is a small fish in a very big pond. But that doesn’t mean it can’t grow to challenge some of the larger regions. UK prize pools are currently on a different level – the Spring 2016 ESL UK Premiership League of Legends tournament has £10,500 in prizes up for grabs.

However, some of these events qualify teams for bigger tournaments in different countries. For example, Aware Gaming’s Xbox SMITE team won the ESL European finals in Leicester, progressing them to the SMITE World Championships.

While there are sponsors that back UK eSports teams

and tournaments (from vendors such as SanDisk, AOC and Intel to retailers like Scan Computers), organisers can’t promise the amount of coverage that global tournaments can. Put simply, there is less money in the scene – and that is arguably preventing it from reaching its potential.

Players aren’t usually paid regular wages, they instead will take home any winnings

from tournaments, with their team organisation taking a cut of around ten per cent. The organisation will usually pay for travel, expenses and accommodation, and also provide their players with jerseys and computer gear.

On the global stage, players can command salaries of around £40,000 and above, with the very best earning over £100,000. Six-figure sponsorship deals are the norm, while in the UK four or five figures are more likely. Because of this, it’s a great

opportunity for other retailers and resellers – even independent traders – to sponsor local teams and increase their coverage within the UK gaming community.

With smaller revenues going into UK eSports, players have less incentive to commit full-time or remain loyal to one team. Team rosters change frequently, players are poached and there are no contracts (though some

teams such as Choke Gaming and Terra Cotta Army have started to introduce contracts).

It’s no surprise, then, that two of the biggest UK-based eSports organisations – Team Dignitas and Fnatic – prefer to focus on larger international tournaments rather than local events. Because of this, they earn more and are able to attract better talent from around the world. However, local teams like Choke Gaming, Team Infused, FM-eSports and ManaLight are growing fast.

The UK is also producing its fair share of promising players. British 16-year-old Barney “Alphari” Morris is one of the best League of Legends players to emerge from England, while British fighting game players Benjamin “Problem X” Simon and Denom “A F0xy Grampa” Jones are making waves across the globe, plus Spencer “A Huge Gorilla” Ealing is a hot prospect on the FIFA scene. Raymond “KaSing” Tsang is a good example of a League of Legends player who started off in the UK scene and went on to play in some of the big global teams.

In terms of other notable tournaments and organisers in the UK, Gfinity opened its own London eSports arena last year and runs regular competitions, while the aforementioned ESL runs tournaments for a variety of games. DreamHack held its first LAN in London last year, while Multiplay hosts several i-series gaming festivals. League of Legends developer Riot Games held the World Championship quarter finals at Wembley’s SSE Arena last October which picked up national coverage from the BBC. Onwards and upwards.

UK eSports: God save our scene?

GAMING SPECIAL

It’s well know that eSports is now a huge business, with the biggest global tournaments boasting prize pools of millions of dollars and PC brands throwing their money behind top players – but what about the fledgling UK scene in particular? Can it compete with the bigger regions? Dominic Sacco provides this guide to UK eSports…

“The UK eSports sector is a small fish in a very big pond. But that doesn’t mean it can’t grow to challenge some of the larger regions.”

Aware Gaming’s Xbox SMITE team winning the ESL European finals

www.pcr-online.biz PCR March 2016 | 31

RAZER’S UK PR specialist Nick Haywood says: “I think 2016 is going to see the UK eSports events attract the big teams as the size of the events, and more importantly for professional eSports teams, the size of the prize pools increase. For example, Multiplay, with their move to the NEC, can now continue growing the Insomnia LAN events which will attract more amateur players for their open tournaments. The increased prize pools for the tournaments will attract more professional teams from around the globe, so we’ll see a great mix of amateur and pro-players at each event, all playing against each other.

“Open tournaments like these are key to UK eSports growth – amateur players want to compete with the pro players, if only just for the kick of playing them – but even walking away with a small share of the prize pool is a great incentive to play.”

‘UK CAN ATTRACT THE BIG TEAMS’

Shepherd’s delightINTERVIEW

Congratulations on the new role. What are your initial thoughts

on joining?It’s exciting times and great to be back in IT distribution. The initial thoughts are amazing. I first cut my teeth at Micro-P back at 1995 and had the opportunity to work at C2000 as it was known then. Then I’ve had some vendor roles which allowed me to interface between the distributor and either the reseller or the retailer, but you can’t beat the buzz of an energetic sales floor. That’s certainly one thing you can say about Entatech – it’s got such a great team. So I’ve been welcomed with open arms and the first week has flown by. It’s been brilliant.

Then there’s the opportunity to work with [Enta MD] Dave Stevinson again, who I’ve known for circa 20 years. So I feel like the cat that got the cream. I’ve been in the industry long enough to see something unique here. I’ve also been pleasantly surprised with the level of engagement that Enta has with so many retailers, not just from your major retailers, but cascading down to the next level where that support is. Embracing that whole retail piece is important for us.

How important is the indie retail sector to Entatech?Hugely important. We offer dedicated account managers and expert product specialists. We can help – whether it’s a large retailer or a small independent retailer – to build their proposition. We can give them the support with exclusive brands, white label, a £2,000 credit limit, direct drop ship, demo kit… however much or however little that they need from us, they are as important within

my team structure as the larger retailers we all know.

Breadth is key to any successful distribution model, but not breadth for breadth’s sake. It’s about delivering service and support to that breadth so they come back. And this is where we’re attracting so many new brands, and we’re continually going out there looking at the right vendors to work with.

What’s nice is we’re not so much having to bang on vendors’ doors, they’re banging on our doors to come and work with us.

So it’s a really exciting place to be and I can’t overstate that enough. I’ve got a spring in my step and certainly looking around my team and

this sales floor, everyone has a spring in their step.

In terms of the bigger multiples and etailers, what are your ambitions there?My first ambition is for our partners and the channel to know that Entatech is serious about retail. But equally, we have the unique proposition of a slightly different line-up in terms of our portfolio of brands we’re selling.

So I expect us to cross paths with Exertis, who have done a fantastic job and they’ve got some great guys on that team, as have Tech Data. But equally, I think and know there’s room for us, in that our approach is slightly different. The brands we are promoting and those who want to work with us are different. It gives

us a wider spread of products within those retailers.

And where one brand may be deemed as a B-brand for example in an organisation the size of Exertis or Tech Data, actually here they’re seen as an A-brand. We’re making sure that our strategy and plans are aligned to theirs, so there’s real synergy there.

I believe there’s room for us within that very crowded space, whereas perhaps other distributors’ focus is on other areas, versus ours. We’ll bang our drum and be successful with the major retailers and indie retailers. And we will evolve. I’m sure as more vendors approach us, there will be more crossover with our competitors.

What kind of structure is in place at Entatech now?Head of sales Darren Perks has babysat the retail area in the past, but we’re now broken down in terms of focus across the sales floor, predominantly with corporate, SMB and engage (so, new customers wanting to engage with us) – high touch and high support accounts. And then we have the retail/etail piece.

What we’re doing as a business is making sure the right customers sit within the right areas of expertise and skillset. We have product managers aligned to those sales teams equally, offering more support where it’s required. So we’re really confident going out there with our message that we can service those key channels.

Distributor Entatech has hired Alicia Shepherd to its newly created head of retail role, and the former CMS Computers executive is excited to be on board. But what changes are afoot and what should you know? Dominic Sacco asks Shepherd about her strategy, retail ambitions and what customers can expect from Entatech…

Alicia Shepherd has already worked with Entatech MD Dave Stevinson in the past

34 | PCR March 2016 www.pcr-online.biz

“My first ambition is for our partners and the channel to know that Entatech is serious about retail.”

Alicia Shepherd, Entatech

a Company

Call our specialist sales teams North 01282 776776South 01256 707070

Find out more about our business on store.exertis.co.uk

At Exertis, we are the leading distributor of IT, Mobile, Consumer Electronics and HomeEntertainment products to UK retail, representing over 300 brands.

We are a one-stop sales, marketing and distribution service provider, supplying product to over11,000 customers in the Retail, Mobile, Business and Supplies markets. Our state-of-the-artdistribution centre, next day delivery and a host of managed services, including creative design,product sourcing and launch capabilities, retail services and end-user fulfi lment perfectly positionus as your distributor of choice.

Proud sponsors of the PCR Awards 2016

‘Diversity is key to success’

INTERVIEW

FROM WORKING as a bank clerk to becoming one of the UK tech channel’s top sales executives,

Michelle McGeoch’s story is inspiring and impressive.

She started out in a bank, before moving to work in Dell’s credit control department at the tender age of 18.

“I had intended to stay a while and save enough money to go travelling – I had no idea I would end up loving and staying in this sector for over 25 years,” Michelle explains.

“I wanted to progress within the organisation and so convinced the sales manager to take a chance on me and give me a role as a junior sales rep. I had to go and learn the key

components of a PC, and also how to build one from scratch. From there I never looked back.”

Michelle says she’s been fortunate enough to have worked for some really inspirational people over the years.

“They kept me on track and also encouraged me to step outside my comfort zone in order to keep moving forward to a more challenging role. They encouraged me and believed in me often when I didn’t believe in my own abilities,” she says.

Michelle took a short career break in 2008 to have children – twins of seven and a four-year-old who keep her busy – before joining Lenovo just over five

years ago. She says that having children marked a turning point in her career.

“It made me realise that you need a balance between work and home – I now realise you can still have a great career balanced with time for yourself and family/friends,” Michelle adds. “You just have to work in a slightly different way to get everything done. It has made me prioritise better and to only focus on the things I can influence. I don’t waste energy now on anything I can’t control or change.”

Today, Michelle manages more than 20 sales people who provide IT hardware into the UK healthcare, local government and education sectors, and has been instrumental in growing Lenovo’s UK public sector business. She’s also a member of WILL (Women In Lenovo Leadership) – an organisation that addresses key priorities to support women’s growth and contribution to

the company. So what’s been the greatest achievement in her career?

“Taking a previously very de-motivated sales team who were not performing, and turning things around,” Michelle explains. “They were the team nobody wanted to join and we worked to become the team everyone aspired to be in. It was a great feeling.”

The PCR Women of the Year judges were so impressed by Michelle’s achievements, they named her winner of the Sales accolade, which she picked up at our awards ceremony in late 2015.

“I still feel very privileged to have won, there were so many great

nominations and people doing some amazing things in their roles,” Michelle says.

“I also could not believe the messages of support and encouragement I got following the award, from many people I had lost contact with over the years.

“The event was a really positive experience, everyone was so supportive of everyone else and it was great as a networking opportunity. It is so important that women are celebrated in the PC industry as it’s still a largely male-dominated sector and we know that having diversity, including gender diversity, is key to an organisation’s success.”

Other big tech firms such as Microsoft and Intel have launched their own diversity initiatives over the past year – which Michelle believes is vital.

“It is important that we have these type of initiatives partly to help raise

awareness of the tech industry to young women – and men – and that it is a really valuable and exciting career choice,” she comments. “It also helps us all to help each other – so whether that’s in a mentoring role or maybe just having a forum where you can network and share ideas and challenge with one another.

“Having a forum where organisations and individuals can help each other is really important.

“I also ant to thank PCR for running an initiative like this, as it does really help raise awareness of the importance of diversity and celebrates the very valuable role women play in this sector.”

www.pcr-online.biz PCR March 2016 | 37

Headline Partner Event Partner Event Partner Event Partner

Lenovo’s head of regional public sector Michelle McGeoch picked up the PCR Women of the Year Sales award last year. With more than 25 years’ experience within the UK PC sector, she has made an remarkable impact on the market, helping to increase Lenovo’s market share. Dominic Sacco asks about her biggest challenges and inspirations…

“It is so important that women are celebrated in the PC industry as it is still a largely male-dominated sector and we know that having diversity is key to an organisation’s success.”

Michelle McGeoch , Lenovo

Sweethaven Computers

RETAILER OF THE MONTH

Tell us about Sweethaven’s background…We started in 1977 as a newsagents. We first started selling PCs around 1982. We had products like Commodore 64/ZX Spectrum games, Amiga computers and the first Amstrad PCs. Around 15 years ago, it became apparent that the PC business was taking over and the newsagent side was detracting from our image. People would come in after hearing good things, then think: “Oh my God. What’s all this? It’s just the bit on the side of a newsagent?”

In the early days, I’d be selling an Amiga to somebody whilst a colleague would be asking me to move so she could get an ice cream out of the freezer.

About 15 or 20 years ago we sold the newsagents and

became a specialist computer reseller. We moved from our sweetshop unit, which was freehold in Treehaven Parade – that’s where the name comes from – to the Western Parade dedicated unit, about 850sq ft. We outgrew the premises and moved back to Treehaven Parade in a 2,800sq ft freehold store.

So you sold games too?Yes – but the games side of the business was wiped out virtually overnight because all of a sudden it went on the High Street. Today, we do gaming PCs, we make them to measure and we run Exist2Game events in-store now and again. Gamers don’t always want to emerge from their cavern to go to a public place, so getting everybody into a store on this basis is quite strange.

What products and services do you offer? In our store, we’ve got what we call ‘business in a box’, so you can come in and buy a server off the shelf and we can give you a little menu of all of the bits and pieces that go around a server.

We offer bronze, silver, gold and platinum repair services depending on speed, and with platinum we even clean a customer’s laptop up and put it in a sleeve for them afterwards to make them feel good about their repair.

If somebody has a bigger business, that feeds into our Sweethaven Business division. Then with the education side, we have technicians based on-site offering frontline support, getting smartboards working, standard day-to-day stuff. We’ll need separate premises in a year and a half’s

time because those different markets need specialisation.

You’re also purchasing director for Network Group – how do you strike the balance between the two roles? It’s probably one of the most difficult things ever! You always want to do what’s right for the industry. You have to be careful it’s not to the detriment of the business.

What else does Sweethaven do differently? We’ve got connected home products, robotic hoovers, Segways and Bluetooth speakers in our demo area. We offer a bespoke design service for the customer, so we can visit their home and connect everything up as they like. Also, our apprenticeship programme is key for us.

Year established: 1977

Number of stores: 1

Number of staff: 25

Contact name and address:Sweethaven House, Trehaven Parade, Woodhatch, Reigate, Surrey, RH2 7LL

Telephone: 01737 247 090

Email:prambridge@sweethaven.co.uk

Website:www.sweethaven.co.uk

FACT FILE

“In the early days, I’d be selling an Amiga to somebody whilst a colleague would be asking me to move so she could get an ice cream out of the freezer.”

Paul Rambridge,Sweethaven Computers

Originally set up in 1977 as a newsagents, PCR asks Sweethaven’s Paul Rambridge about selling newspapers and PCs from the same store, how the games side of the business was wiped out, and juggling roles with Network Group…

TO PUT it mildly, chip manufacturer AMD has not had the best of times over the past few years.

It made a whopping $1.18 billion loss back in 2012, and while it’s managed to move closer towards the black in recent years, it has still made losses of $83 million, $155 million and $481 million in 2013, 2014 and 2015 respectively.

AMD has also had a tough time in the PC gaming space. In late 2014, Nvidia launched its GeForce GTX 970 and 980 graphics cards, which sold so well they suffered initial stock shortages. By this time, AMD

had already launched its 200-Series cards, leaving it with no choice but to slash the price of its GPUs such as the R9 290 and 290X.

Last year, AMD launched its 300-Series including the R9 Fury X. This helped it to increase its global market share marginally, from 18 per cent in Q2 2015 up to 18.8 per cent in Q3, according to Jon Peddie Research, but it is still lagging behind NVIDIA overall.

Its rival had a 71.5 per cent share of the GPU market in 2014 compared to AMD’s 28.4 per cent, so the latter has its work cut out.

This year, AMD has a chance to really take the fight to NVIDIA. It’s working on its Polaris GPU architecture which will power new graphics cards in mid-2016, while NVIDIA is working on its Pascal GPU architecture which could power new 1,000-Series cards.

Polaris includes 4K, HDR monitor, HDMI 2.0a and DisplayPort 1.3 support and AMD’s 4th gen Graphics Core Next architecture.

With both firms working on new technology, the slate has been metaphorically wiped clean. This gives AMD the chance to produce

something fresh, and give itself the edge over NVIDIA. Like AMD’s president and CEO, Dr. Lisa Su, said: “While 2015 was challenging from a financial perspective, key R&D investments and a sharpened focus on innovation position us well to deliver great products, improved financial results and share gains in 2016.”

Lastly, I’d like to see AMD comment less in general on what its close rival is doing, get its head down and focus on making some cracking graphics cards. The ball is in your court, AMD, don’t let us down.

RESELLER PROFILE / OPINION

“I’d like to see AMD get its head down and focus on making some cracking graphics cards.”

Dominic Sacco,PCR

www.pcr-online.biz PCR March 2016 | 41

Tell us about your background and the origins of the company…Document Data Group was formed in 2007. It has been operating in its current form since 2012, when operations director Justin Longmuir and I staged a management buyout. Since we took control we have tripled the size of the company.

What products and services do you offer?We are an office equipment hardware and software retailer. We partner with Canon and Utax, Filestream for document management and Neopost for franking equipment. We offer a software-based solution which ties up all the elements of the office environment. The fact is that the biggest business costs are staff time and the menial

tasks involved in business processes. We have tailored existing software to address issues we encountered in our own firm and made the software applicable to other businesses.

The focus is on business process optimisation. Tasks such as invoice processing, which previously would have taken a staff member up to a week, can be completed in a few hours. Document management software has been around for years, but we have found a niche with a clear cost-benefit analysis. Selling copiers and printers remains our core business, but it is becoming more of a process-led discussion about control and audit.

Your turnover and headcount is on the rise. What does this growth come down to?

I don’t think we could put our growth down to one particular factor. It’s a combination of hard work, continued reinvestment, correctly implementing the latest technology and most importantly having great people in the business.

What are your thoughts on MPS? What kind of demand are you seeing there?MPS (Managed Print Services) will continue to be a major part of our business model. We still find clients who are wasting thousands of pounds on printer hardware, toners and inks without any clear cost control or print policy. We are finding that by having the discussion about better business processes, it inevitably leads to

discussing scanner and printer running costs.

What are the biggest challenges for you as a business?We take our recruitment process very seriously and finding the right people to drive our business is an ongoing challenge. Our success to date suggests we have the right processes in place for recruitment.

What’s next for Document Data Group? We have a busy year ahead but the business will carry on in the same manner. We are about to move offices as we have outgrown our current premises. The growth of the business will be organic and via acquisition.

RESELLER PROFILE: DOCUMENT DATA GROUP

AMD made another loss last year – some $481 million to be exact – but it now has a fantastic opportunity to take the fight to NVIDIA with its upcoming Polaris GPU technology, argues Dominic Sacco in this month’s PC gaming column…

David Forsyth is MD at Document Data Group.www.documentdatagroup.com

Office technology specialist Document Data Group has seen its turnover rise from £2.2m in 2014 to £3.3m in 2015. PCR asks MD David Forsyth about the evolving market for managed print services…

It’s AMD’s time to shine: Polaris must turn around business in 2016

MYSTERY SHOPPER

This month our Mystery Shopper heads to the birthplace of radio – Chelmsford in Essex – in search of a mechanical gaming keyboard. With a budget of £70 and a host of tech shops to inspect, here’s their review of each store, factoring in product range, customer service and price…

ARGOS

AFTER ENTERING Argos, I couldn’t see any immediate staff around, so searched ‘keyboard’ on the nearest touch-screen device. I was presented with a single gaming keyboard: the £99.99 ASUS Strix Tactic Pro.

Unfortunately, it wasn’t in stock but I was given the option to order it in for collection one week later.

Disappointed, I went and searched for keyboards in a nearby catalogue instead, but only found a couple of pages of non-gaming keyboards.

I went over to the pickup counter and asked a store assistant if Argos stocked any other gaming keyboards. He led me over to another touch-screen and this time typed ‘gaming keyboard’ into the search bar. Six appeared, including a few reasonably priced ones from Trust, SteelSeries and Corsair, but sadly none of them were in stock either.

It also wasn’t immediately clear if any of them had mechanical keys. I thanked the assistant and left slightly disappointed.

MAPLIN

I WAS SURPRISED no one greeted me when I walked into the store.

I went to search for a gaming keyboard myself and found a nice mix of budget and higher-end offerings.

A member of staff saw me browsing and approached to offer his assistance. After asking about mechanical keyboards he replied: “I’m not a gamer, sorry. Most gamers look at the normal keyboards around the corner and aren’t interested in them!”

Despite his friendly demeanour and his attempt

at helping me, I was left none the wiser as to which product was best. He left me alone to browse and I soon spotted a Razer Blackwidow Tournament Edition within my budget. There were other products including the £149.99 Blackwidow Chroma, £99.99 Logitech G510s LCD keyboard and £109.99 Corsair Raptor K65 RGB.

The range was great – it was just a shame the store assistant didn’t have the knowledge or ask another employee over to help me instead.

7/10

Chelmsford

6/10

42 | PCR March 2016 www.pcr-online.biz

MYSTERY SHOPPER

OVERALL, Chelmsford was a mixed bag for PC accessories.

For such a big Essex town, there were only three stores that had a range of gaming keyboards in stock – Maplin, Currys/PC World and GAME – but none that ticked every single box.

GAME came very close to receiving a perfect 10. Its staff were knowledgeable and helpful, and there was a very good keyboard on offer in the £59.99 Mad Catz STRIKE 3, but it wasn’t mechanical. So in the end the store failed to offer exactly what I was after.

Maplin was almost the complete opposite. It was the only shop that had a mechanical keyboard within my budget – the Razer Blackwidow Tournament Edition keyboard for £69.99 – but the store assistant who helped me knew nothing of gaming, and left me alone to make a decision myself.

Currys/PC World deserves an honourable mention, too, for its quality display, wide range and amount of staff around to help. It’s just a shame the fellow I asked knew nothing about gaming products either.

SUMMARY

GAME

GAME FEATURED a nice mix of budget peripherals (like the retailer’s own GAMEWare Essentials £14.99 gaming keyboard, down from £19.99 to £14.99), right up to the top-of-the-range Razer Blackwidow Chroma keyboard for £139.99.

After looking at the products on show for a while, I thought I’d test the knowledge of the staff. I asked the nearest assistant for some help, who made it clear straight away he wasn’t too knowledgeable with keyboards. He went over to

the counter and asked a colleague of his to help me.

A young man with glasses walked over and asked if he could help.

He shared his gaming experiences with me and talked about the keyboard he owns. After taking my budget into account, he recommended the Mad Catz STRIKE 3 keyboard with its mechanical-like keys and affordable price.

I left the shop content – it was just a shame there wasn’t a fully mechanical keyboard within my price range.

CEX

WHENEVER I look in CeX’s windows I feel like a kid in a sweet shop. There’s always tons of tantilising tech.

But after taking a good look, I couldn’t see any keyboards, so I stepped inside the store and queued up to speak to a member of staff.

I asked a chap behind the counter if they had any gaming keyboards in stock.

“Oh, we did have a Razer one in the other day but it was about £170. That’s gone now though. I don’t think we have anything – I’ll just check,” he said.

He went away to look, and asked another member of staff, before returning to me and informing me they didn’t have any in stock right now.

He told me to try again in a week’s time, and also said that he managed to grab a bargain himself recently – a £12 budget gaming keyboard.

While luck wasn’t on my side on this occasion, I couldn’t fault the level of customer service and the friendliness of the CeX staff. But with nothing on offer at all, I couldn’t give CeX a decent score.

5/10

CURRYS/PC WORLD

AFTER STEPPING into the huge Currys/PC World, I didn’t know where to start.

I walked towards the back and stumbled across a long row of gaming keyboards including several variants from Roccat, Corsair, Mad Catz and Razer.

There were two assistants behind me chatting to each other. I approached one and asked if he had any mechanical keyboards in stock. He picked up a few keyboard boxes. “This Razer one is definitely mechanical,” he said, pointing to the

Blackwidow Chroma. “That’s £89.99.” I was about to ask him another question when he quickly backed away. On closer inspection, I realised the Blackwidow was actually priced at £149.99.

I did spot a Mad Catz STRIKE TE mechanical keyboard for £89.99 (with £10 off), but unfortunately it was above my budget. As I left, I saw a member of staff dancing awkwardly with some customers by the Sonos speakers – probably the strangest thing I’ve seen during my mystery shop career.

THE REST

I TRIED four other stores I thought might sell keyboards – Tesco, HMV, Debenhams and WHSmith – but none of them had any in stock.

While the store assistants were friendly, their advice and knowledge was poor – and sent me on a bit of a wild goose chase. A store assistant in Tesco told me to try Debenhams instead – the first floor in particular.

I followed his advice, and soon found myself on the first floor surrounded by women’s clothing. I went up to the second floor

(home) and asked a lady there if they had any gaming keyboards.

“A keyboard?” She looked absolutely flummoxed. “Err,” she stammered, “We might do it online but we don’t do it in store. Try HMV.”

I took her advice and went into HMV. After looking around and not having any luck, I asked an assistant there. “Try Maplin or Argos,” he said.

I also checked in on WHSmith, which sold a couple of basic HP keyboards, but had no gaming variants.

2/10

STARSTORE

9/10

7/10

www.pcr-online.biz PCR March 2016 | 43

”We use social media to keep in constant contact every few days. We also attend

local events in our town centre and around our local area with our racing rig and gaming PCs. We’ll be running gaming events in store during this year and hope to run some with Exist2Game through Network Group.

“The term ‘gamers’ describes many different types of people, from non-gaming parents buying for their little gamers, to techy geeks who understand exactly what they want! For this reason, stores have to have staff who are very knowledgeable and passionate about gaming. Be careful of your stock holding: too little and avid gamers will

not consider your store, too much and the choice is too hard to make. Price isn’t as important with gaming as it can be with standard IT hardware, so don’t undersell your expertise.”

RICHARD ALFORD,Black Bear Computers

”In-store events like Exist2Game and demo days with the latest hardware are a

great way to bring gamers to our retail store. To keep them coming back we make sure we always have a great range of gaming gear in stock and encourage our team to chat with them about the latest games. We work closely with vendors on in-store exclusive deals and bundles that you can only buy from Utopia.

This is a great way to separate ourselves from the etailers and box shifters.

“Gamers like talking to other gamers. Having staff that not only understand games, but enjoy playing them makes a big difference when building trust and creating a relationship with your customer base.

CRAIG HUME,Utopia Computers

”Word of mouth and YouTube are key when engaging with gamers. We also

highlight case studies on upgrades that we have performed. It’s all about knowledge, knowledge, knowledge.”

KEITH FERGIE,PC Solutions

”Social media – especially Facebook – has a big part to play. Also, if you stock

plenty of products, gamers will share your name around with other gamers rather than a typical person who’s buying a normal keyboard and mouse. Be mindful of brands, too. On some top-end products you will make very little on them compared to selling other mainstream products. And due to their [higher] price, less people may buy them.”

PHILIP GRIFFITHS, Chips Computers

”You can engage gamers by creating a community, and establishing

loyalty to your brand and product offerings. Always understand the mindset before offering range – and do not underestimate the knowledge of gamers.”

CK,Yoyotech

”We don’t attract as many gamers as we would like, primarily because the name ‘Tech

CPR’ does not lend itself to that image. We’re in the process of building a gaming brand, so all our peripherals, builds and upgrades are under the new brand, while everything else is Tech CPR. It opens up our business to a greater community and gives the correct gamer image.”

DARREN PARKINSON, Tech CPR

44 | PCR March 2016 www.pcr-online.biz

Tricks of the trade: How to keep gamers coming backGamers are some of the most enthusiastic customers you can sell to, but they can be a fickle, fussy bunch. PCR asks system builders how to reach this unique demographic and keep them coming back to your store…

TRICKS OF THE TRADE

Craig Hume, Utopia ComputersJason Eccles, SimplyFixITMike Barron, SynaxonIain Shaw, BrigantiaDuncan Rutherford, Dabs.comSteve Ling, Overclockers UK

Jonpaul Warren, Ebuyer.comAlex Richmond, MaplinCK, YoYoTechJat Mann, PC PalBen Miles, ChillblastEstelle Johannes, CompTIA

Phil Browes, HMVPhylip Morgan, Network Group Phil Elford, ArgosGavin Holder, GHI ComputersChris Innes, Micro PlusJames Gorbold, Scan Computers

John Church, Shop DirectJason Hockman, TescoWilliam Jones, John LewisVladimir Kuznetsov, DinoPCSteven Lightfoot, Pudsey ComputersMike Fethers, The Hut Group

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

SECTOR GUIDE

System building and component sales offer retailers a potentially lucrative sales avenue. PCR lists some of the most essential products on the market, including RAM, SSDs, motherboards, CPUs, GPUs and more…

Gaming Components

Designed for serious gamers and DIY professionals, the XFX XTR Series 750W Full Modular 80 Plus Gold power supply delivers the clean and stable power required for demanding gaming rigs and workstations.

Specs: Multiple PCI-E 6-Pin and 6+2Pin connectors, 80 Plus Gold certifying 90 per cent power efficiency.

SRP: £94.99

XFX 750W 80 PLUS GOLD XTR SERIES

Distributor: Caseking

The Raijintek Themis is manufactured with strict tolerances to make sure each unit meets specified performance, quality and workmanship levels. With its small dimensions, the Themis is an ideal fit for most computer chassis.

Specs: 122mm(W) x 50mm(D) x 157mm(H) dimensions. 12V voltage rating, 1,000 to 1,800RPM speed.

SRP: £19.99

RAIJINTEK THEMIS

Distributor: Caseking

The ASUS Strix GTX 970 gaming graphics card is factory-overclocked at 1253 MHz and packed with exclusive ASUS technologies, including DirectCU II to deliver cooler, quieter, and faster performance.

Specs: PCI Express 3.0, GDDR5 4GB, 1664 CUDA Cores, 140mm x 280mm x 40mm dimensions.

SRP: £299.99

ASUS GTX 970 STRIX

Distributors: VIP, Exertis, Spire, Tech Data

CX Series Modular power supply units are an excellent choice for basic system builds and desktop PC computer upgrades, offering high reliability, low noise and the flexibility of modular cabling.

Specs: 750 Watt, over-voltage and over-power protection, under-voltage protection, short circuit protection.

SRP: £89.99

CORSAIR CX SERIES POWER SUPPLY

Distributor: Exertis

This Corsair Hydro Series H100i GTX Extreme Performance Liquid CPU Cooler suits cases with 240mm radiator mounts. The radiator and dual SP120L PWM fans provide the heat dissipation needed for highly overclocked CPUs.

Specs: 240mm radiator, advanced SP120L PWM fans, closed loop design, modular, tool-free mounting bracket.

SRP: £104.99

CORSAIR HYDROSERIES COOLER

Distributor: Exertis

If you’re a heavy workload professional searching for an SSD with uncompromising power and performance, look no further. The next-generation Samsung 950 PRO delivers exceptional performance.

Specs: Sequential read speed max 2,500MB/s, sequential write speed max 1,500MB/s.

SRP: $199.99 (256GB), $349.99 (512GB)

SAMSUNG 950PRO M.2 SSD

Distributors: Northamber, M2M, Exertis, Smithie UK

The 6th gen Intel Core i7 processors deliver a new class of computing with a host of new features to power the next generation of desktops, laptops and 2-in-1 PCs. Expect lighting fast speeds and peak performance.

Specs: 100mm x 100mm x 60mm dimensions, 4GHz processor frequency, 32GB max RAM supported.

SRP: $350

INTEL CORE I7-6700K CPU

Distributors: Microtronica, Tech Data, Hammer, Ingram Micro, Avnet

Experience the future of storage performance for desktop client and workstation users with the Intel SSD 750 Series. It delivers uncompromised performance by utilising NVM Express over four lanes of PCIe 3.0.

Specs: 400GB, 800GB and 1.2TB capacities, up to 2,400MB/s read speeds and 1,200MB/s write speeds.

SRP: Varies

INTEL 750 SERIES SSD

Distributors: Microtronica, Tech Data, Hammer, Ingram Micro, Avnet

www.pcr-online.biz PCR March 2016 | 47

FINALIST

SECTOR GUIDE

The VTX3D R9 Fury X 4GB Liquid Cooling Graphics Card features GCN Architecture for improved performance and efficiency, AMD Eyefinty Technology, App Acceleration, HD3D Technology, CrossFire Technology, PowerPlay Technology, PowerTune and PCR Express 3.0 compatability to make it one of the most powerful cards on the market.

Specs: 4GB HBM, 4096bit memory interface, PCIe 3.0, 1,050MHz core speed, 500MHz core speed.

SRP: £550

VTX3D R9 FURY X SRP

Distributor: Target Components

With support for the 6th Generation Intel Core Processors, Dual Channel DDR4, 4 DIMMs and UEFI DualBIOS Technology, the Gigabyte 3 Intel Socket 1151 ATX Motherboard is one of the hottest on the market.

Specs: 30.5cm x 23.5cm dimensions, Dual PCIe Gen3 x4 M.2 Connectors, four DDR4 DIMM sockets.

SRP: £120

GIGABYTE GA-Z170X GAMING MOTHERBOARD

Distributor: Target Components

The MasterAir Maker 8 is designed for gamers and overclockers who demand ultra-low temperatures, aggressive LED lighting, and total control over their hardware. A seriously sizeable unit bursting at the seams with a newly patented 3D Vapor Chamber technology, your system will look amazing and stay rock solid during intense gaming and overclocking.

Specs: 135mm x 145mm x 172mm dimensions, 78mm x 144.5mm x 160.5mm heat sink dimensions.

SRP: £89.99

COOLER MASTER MASTERAIR MAKER 8

Distributors: Entatech, Exertis

MasterGel Maker is developed for users needing the best thermal conductivity for high performance CPUs, GPUs or even chipsets. The non-curing and non-electrical conductive traits help avoid any short-circuiting and provide protection and performance for long-term use. The non-abrasive added Nano Diamond particles allow the MasterGel Maker to be extremely lightweight and easy to spread or remove.

Specs: Ultra-high conductivity (11 W/m.k), temperature range from -50 to 150.

SRP: £9.99

COOLER MASTER MASTERGEL MAKER

Distributors: Entatech, Exertis

The SSD-RAIL is a very low cost and easy to install mounting assembly, produced in ABS plastic to allow easy fitment of any 2.5-inch HDD or SSD drive into your existing 3.5-inch drive bay found on server, workstation and desktop computers. The adapter cradle can also be used for other media types including 2.5-inch tape backup and media card readers.

Specs: For 2.5-inch HDD/SSD fitment into 3.5-inch drive bays.

SRP: £4.99

DYNAMODE HDD/SSD CONVERSION CRADLE

Distributor: Meroncourt

Be Quiet’s Pure Wings 2 120mm PWM features nine airflow-optimised blades that operate below 20.2dB(A) even at maximum speed, durable rifle bearing technology and a lifespan of up to 80,000 hours.

Pure Wings 2 120mm PWM offers outstanding reliability and quiet operation at a great price-for-performance ratio.

Specs: Available in 80mm, 92mm, 120mm and 140mm versions and also as a non-PWM version.

SRP: £6.50 to £8.50

BE QUIET PURE WINGS 2 FAN

Distributors: Spire Technology, Caseking

HyperX Savage DDR4 memory offers an unbeatable combination of fast speeds and aggressive timings for faster video editing, 3D rendering, gaming and AI processing. Featuring easy overclocking, it has no need for manual timing adjustments in BIOS. HyperX Savage is backed by a lifetime warranty, free technical support and legendary reliability.

Specs: Available in single modules and kits of 2, 4 and 8 and in capacities of up to 128GB, speeds of up to 3000MHz.

SRP: From £32 (4GB) to £800 (128GB)

HYPERX SAVAGE DDR4

Distributors: Entatech, Ingram Micro, Simms, Tech Data

Featuring pro-level performance for serious gamers, the SanDisk Extreme PRO SSD delivers super-fast 550MB/s sequential read speeds. It can load big graphics-intensive games in super fast time.

Specs: 7mm x 101mm x 70mm dimensions, 240/480/960GB capacities.

SRP: From £89.99 to £282.58

SANDISK EXTREME PRO SSD

Distributor: SanDisk

www.pcr-online.biz PCR March 2016 | 49

SECTOR GUIDE

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

Avnet: ...........................01344 662 000

Caseking: ...................... 01782 444488

Centerprise: .................. 01256 378000

Club 3D: ....................+31 23 555 63 63

CMS Distribution: ........020 8960 6000

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

Exertis IT: ...................... 01256 707070

Hammer: ....................... 01256 841000

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

M2M Direct: ..................0208 676 6067

Meroncourt: ................. 01462 680060

Microtronica: ................0118 963 3870

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

SanDisk: ....................+33 1 41 441 728

Simms: .......................... 01622 852800

Smithie UK: ................... 01256 844028

Spire Technology: ........ 01202 828444

Target Components:....01977 739 300

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

VIP Computers: ............0871 622 7500

The Crucial Ballistix Sport 8GB Kit (4GBx2) DDR3-1600 UDIMM gives gamers the memory they need at an affordable price. It’s designed for entry-level and mainstream users.

Specs: DDR3 PC3-12800, 1600MT/s speed.

SRP: £36.99 inc VAT

CRUCIAL BALLISTIX SPORT 8GB KIT

Distributor: CMS Distribution

Antec’s new range of AIO watercoolers include the H600 Pro and H1200 Pro. These are extremely well priced with MSRPs of £39.99 including VAT for the H600 Pro (120mm AIO) and £59.99 including VAT for the H1200 Pro.

Specs: 120mm x 120mm x 25mm fan dimensions (the H1200 is a twin fan), 16-35dBA, liquid cooler radiator type.

SRP: £39.99 – £59.99

ANTEC PRO WATERCOOLERS

Distributors: Spire Technology, Smithie UK, A One Distribution, Ingram Micro

This virtually inaudible double-tower CPU cooler puts Be Quiet SilentWings technology in your PC where it really counts. They are excellent for overclocked systems and demanding multi-graphics platforms.

Specs: 135mm x 135mm x 22mm dimensions and 120mm x 120mm x 25 mm fan dimensions.

SRP: £65.99

BE QUIET HEATSINK AND FAN

Distributor: Spire Technology

Featuring an LGA1151 socket for 6th-gen Intel Core desktop processors, this ASUS Republic of Gamers motherboard boasts CrossChill EK for air and liquid cooling, plus connectivity for gaming.

Specs: DDR4 dual channel, 4 x DIMM RAM slots, ATX form factor, 64GB maximum memory.

SRP: £299.99

ASUS MAXIMUS VIII FORMULA

Distributor: Spire Technology

The ZOTAC GeForce GTX 980 Ti ArcticStorm is a tuned and optimised hybrid system. Take the 6GB of memory with 2,816 pulsating cores to polar coolness by combining the supremacy of liquid cooling and triple 90mm fans.

Specs: PCIe Express 3.0, 6GB memory size, GDDR5, 2,816 cores, 7010MHz memory clock.

SRP: £599

ZOTAC GEFORCE GTX 980TI ARCTICSTORM

Distributor: Entatech

Club 3D CAC-1051 is an Active DisplayPort to Dual Link DVI 330Mhz adapter. This Advanced adapter is one of the few out there which enables 3D gaming with AMD Radeon and NVIDIA Geforce graphics solutions.

Specs: Powered through USB 2.0 port, compatible with NVIDIA 3D Vision and AMD HD3D technology.

SRP: $135 including VAT

CLUB 3D DISPLAYPORT TO DVI ADAPTER

Distributor: Club 3D

The Cooler Master G550M is semi-modular to reduce the number of unnecessary cables for better cable management. The single +12V rail on the power supply allows superior load balancing and GPU compatibility.

Specs: 150mm(L) x 140mm(W) x 86mm(H) dimensions, 80 PLUS Bronze certification, 120mm fan.

SRP: £54.99

COOLER MASTER G550M PSU

Distributors: Entatech, Exertis

The LMS Power PSUs are available at different wattages to suit almost all power scenarios, including 500, 550, 700, 750 and 850 watt designs (the latter being the X850 product).

Specs: 850 watt, ATX form factor, Intel and AMD certification, SATA, FDU and other connections.

SRP: £39.99 (X850)

LMS POWER X850 PSU

Distributor: Exertis

50 | PCR March 2016 www.pcr-online.biz

CONTACTS

BROTHER SCANNERS

WHEN YOUR SCANNER IS CONNECTED,EVERYONE IS CONNECTEDYour customers can make light work of converting paper documents into digital copies with Brother’s new desktop document scanner range. Networked and wireless ready*, these scanners effortlessly connect multiple users to content for simple sharing at the touch of a button.

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The new ADS Scanner rangeOrder now from your preferred authorised Brother Distributor

SECTOR GUIDE

From the clack of a mechanical keyboard to the click of a MOBA mouse, consumers are willing to pay a premium for high quality gaming peripherals – and there are decent margins to be made. PCR inspects the best new accessories…

PC gaming accessories

Stealth VR is a head-mounted display which uses built-in lenses and your smartphone’s screen to project 3D images in front of your eyes. The HMD blocks out all external visual stimuli to create a fully immersive environment.

Specs: Adjustable stretch headband, visor with detachable magnetic front, fits any four to six inch smartphone.

SRP: £49.99

STEALTH VR

Distributors: Advantage (indie retailers), Accessories 4 Technology (all other enquires)

This product is made for the multi-tasking gamer who wants the fastest Wi-Fi speeds possible. The Archer C2600 reaches the fastest maximum speeds over its 2.4GHz (800Mbps) and 5GHz (1733Mbps) bands.

Specs: IEEE 802.11ac/n/a 5GHz and IEEE 802.11b/g/n 2.4GHz wireless standards, 2.4GHz and 5GHz Band frequency.

SRP: £149.99

TP-LINK ARCHER C2600 ROUTER

Distributors: Exertis, Entatech, Spire Technology, CMS Distribution, Tech Data

The Quick Fire XTi mechanical gaming keyboard by Cooler Master is the ultimate in minimal design and sleek simplicity. Plug and play design ensures colour, backlighting modes, profiles and macros are all easily customisable.

Specs: 1000Hz/1ms polling rate, 439mm(L) x 130mm(W) x 41mm(H) dimensions.

SRP: £139.99

COOLER MASTER QUICKFIRE XTI

Distributors: Entatech, Exertis

The Kanga’s wear-tested cloth build has been put through its paces by ROCCAT’s expert design team with over 80 gaming mice. Experience both comfort in contact and dimension, with a pleasant feel.

Specs: 320 x 270mm size, 2mm thick.

SRP: £7.99

ROCCAT KANGA CHOICE CLOTH GAMING

Distributor: Meroncourt

This SteelSeries-branded backpack features 17-inch laptop and 10-inch tablet compartments, an extra large space for a gaming keyboard, mouse and headphone pockets and a top-loading opening.

Specs: 1kg weight, 35-litre capacity, fits keyboards up to 520mm x 250mm in size.

SRP: £89.99

STEELSERIES GAMING BACKPACK

Distributor: Northamber

The Razer Stargazer has been created for an entirely new generation of gamers with the highest optimised framerate resolution of any webcam. Streamers and their audiences will enjoy incredible lifelike video quality.

Specs: 60 frames per second, max 1080p video capture, USB 3.0.

SRP: £179.99

RAZER STARGAZER WEBCAM

Distributor: VIP Computers

The Razer Leviathan Mini is a small, portable, feature-packed mobile speaker. Using Bluetooth aptX for CD-like audio quality, the dual drivers deliver fantastic sound reproduction even in the tiny package.

Specs: 10 hour battery life, 12w x 2 speaker output, 3.5mm audio jack.

SRP: £149.99

RAZER LEVIATHAN MINI SOUNDBAR

Distributor: VIP Computers

The NAOS QG is the world’s first smart gaming mouse that tracks the users body reactions to provide insights into their performance. The mouse tracks heart rate, galvanic skin response and actions per minute.

Specs: Seven fully programmable buttons, 128kb built-in memory, USB 2.0 connection, 2m long braided cable.

SRP: £99.99

MIONIX NAOS QG MOUSE

Distributor: VIP Computers

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SECTOR GUIDE

54 | PCR March 2016 www.pcr-online.biz

This premium mechanical gaming keyboard features Cherry MX Brown switches, adjustable illuminated keys, two USB 2.0 ports with audio passthrough, pink/green audio/mic jacks, six-key rollover with full anti-ghosting, steel-reinforced chassis w/gunmetal keycap plates, extra gaming keycaps plus metal keycap puller and a full-sized 104-key layout.

Specs: PC/Mac compatible, USB plug-and-play compatible, two USB 2.0 ports, 104-key layout.

SRP: £159.99

TURTLE BEACH IMPACT 700 KEYBOARD

Distributor: Turtle Beach

With detachable throttle control and direct configuration for immediate take-off, this stick is entirely programmable and works with PC, PS4 and PS3. It boasts plug and play for ultra-simple and fast installation with all functions pre-configured.

Specs: Pre-configured functions, compatible with PC, PS4 and PS3.

SRP: £34.99

HOTAS T.FLIGHT X

Distributor: Exertis

Built with the powerful and versatile SBX Audio Engine, the Sound BlasterX H7 combines large, responsive 50mm FullSpectrum drivers to offer customisable, best-in-class 7.1 surround sound audio for absolute gaming immersion.

Specs: Works with either PC, PS4 or Xbox One, 7.1 surround sound audio, 50mm drivers.

SRP: £139.99

CREATIVE SOUND BLASTERX H7

Distributor: Exertis

The Corsair Scimitar RGB Optical MOBA/MMO Gaming Mouse revolutionises gameplay with Scimitar’s Key Slider control system, 12 mechanical side buttons and pro-proven 12,000 DPI optical sensor. It’s purpose-built to deliver the ultimate MOBA and MMO gaming experience.

Specs: 12 mechanical side buttons with 8mm key slide travel, 12,000 DPI optical sensor, 4-zone RGB lighting.

SRP: £79.99

CORSAIR SCIMITAR MOBA/MMO MOUSE

Distributor: Exertis

Kingston’s MobileLite Wireless G3 emphasises the utility of battery and storage. It charges smartphones and tablets faster; charging up to two times from a single fully charged MLWG3. The Mobilite Wireless G3 has an SD card slot, a USB port and comes with a microSD to SD card adapter. Access them from your smartphone and tablet to free up space, or make backups. Transfer files to a phone or tablet without using a PC.

Specs: Up to 11 hours of continuous use, built-in Li-ion 5,400 mAh battery with 3.7V 2.0A output maximum.

SRP: £75

KINGSTON MOBILELITE WIRELESS G3

Distributors: Entatech, Ingram Micro, Simms International, Tech Data

The ROG Swift PG279Q gaming monitor from ASUS is built for victory in the professional gaming arena, and features a WQHD IPS panel with a 165Hz refresh rate. Integrated NVIDIA G-SYNC technology synchronises the display’s refresh rate to the GPU for smooth visuals and lag-free gameplay. This monitor features the latest technologies and design touches to make it a must-have weapon for all enthusiast players.

Specs: 619.77mm x 552.53mm x 237.9mm dimensions (with stand), 27-inch panel size, 2560x1440.

SRP: £699.99

ASUS ROG MONITOR

Distributors: Exertis, Tech Data, VIP Computers

The S Line combines comfort with a racing inspired aesthetics to give you the edge you need. Uniquely designed with the basis of ergonomics and adjustability to accommodate many eSport gamers. The Racing Series S Line comes in three models: the SL2000, SL4000, and SL5000. Vertagear SL2000 and SL4000 series chairs are available in a wide range of shapes, price points and colour options.

Specs: S line available in a variety of sizes, colours and prices.

SRP: From £189.95

VERTAGEAR GAMING CHAIRS

Distributor: Caseking

Computer and mobile device accessory manufacturer LMS Data now offers a newly developed low-cost gaming keyboard and optical mouse for the gaming marketplace. The new KMG9000-W is an exciting and feature-rich 2.4Ghz wireless gaming keyboard and mouse bundle, offered in a low-profile retail display package.

Specs: 2.4GHz wireless gaming keyboard, compatible with Windows, Mac, Raspberry Pi and Linux.

SRP: £24.99

LMS DATA KEYBOARD AND MOUSE BUNDLE

Distributor: Exertis

SECTOR GUIDE

The 27-inch G-Master GE2788HS known as Black Hawk is the perfect gaming companion. Famous for being a very capable hunter with extremely good vision, the Black Hawk eliminates the enemies with a stunning 1ms response time. It allows you to adjust brightness in the dark shades, enhancing detail in shadowed areas making sure no foes remain unseen.

Specs: 1ms response time, 643.5mm x 462mm x 242mm dimensions, 27-inch, 1920x1080.

SRP: : £164

IIYAMA G-MASTER BLACK HAWK MONITOR

Distributor: Mentor Distribution

Powered by Tobii, the global leader in eye tracking, the Sentry delivers a new way for audiences to see the game exactly as the streamer sees it. By tracking eye movement in real time and overlaying that directly onto the real-time screen, the streaming gamer can show viewers where he or she is looking at all times. The Sentry also brings emerging pro-level players a new way to train for competitive gaming.

Specs: Compatible with Windows only.

SRP: £159.99

STEELSERIES SENTRY EYE TRACKER

Distributor: Entatech, Exertis

SteelSeries says this is the world’s fastest, most customisable mechanical gaming keyboard. Its new switches deliver 25 per cent faster actuation than the standard mechanical keyboard. Combined with its unique low-profile design and slim ergonomic style, the Apex M800 is optimised for quick strikes and less wasted movement.

Specs: Two USB ports, 256 key rollover, eight brightness levels, 16.8m colour capabilities.

SRP: £159.99

STEELSERIES APEX M800 KEYBOARD

Distributors: Entatech, Exertis

The R.A.T. ProX heralds a new generation in high-performance adjustable gaming mice. With easily switchable components, a choice of optical and laser sensors (each with memory for up to nine profiles) and a new magnesium alloy chassis which is nimble yet incredibly strong, the ProX is a great gaming mouse that aims to help improve a player’s gaming experience.

Specs: Three scroll wheels, one sensor module, three pinkie rests, two thumb wings, three palm rests.

SRP: £149.99

MAD CATZ R.A.T. PROX GAMING MOUSE

Distributor: Entatech

The Cougar 700K is a premium mechanical gaming keyboard aimed at serious and professional gamers. Inspired by military ‘stealth technology’, the design is created from elements of geometric facet. Mechanical key modules are mounted on exposed and bended aluminium structure with premium brushed surface treatments. This structure provides the user with more efficient typing.

Specs: LED Backlit, Red Cherry MX keys, three profiles, aluminium brushed.

SRP: £89.99

COUGAR 700K GAMING KEYBOARD

Distributor: Spire Technology

Billed as ‘the ultimate gaming router’, the ultra-fast 802.11ac ASUS Wi-Fi router has a combined tri-band data rate of 5334 Mbps for low latency online gaming, smooth 4K streaming and extremely fast file sharing. Tri-Band Smart Connect automatically selects the fastest of the three available frequency bands for each device, based on the device’s speed, signal strength and how busy each band is.

Specs: Max wireless transfer rate of 2167MHz, 2.4GHz and 5GHz frequency, Tri Band.

SRP: £399.99

ASUS RT-AC5300 GAMING ROUTER

Distributor: Spire Technology

The T1 is a compact portable SSD designed with V-NAND technology small enough to slide into your pocket, wallet or bag. It boasts the powerful performance of an internal SSD, with superfast read/write speeds of up to 450 MB/s driven by TurboWrite Technology and the latest advanced security (using an AES 256 bit encryption algorithm) to secure valuable data.

Specs: Available in 250GB, 500GB and 1TB variants.

SRP: £113.99 to £374.99

SAMSUNG T1 PORTABLE SSD

Distributors: Exertis, M2M Direct, Smithie UK

Most gamers aspire to be budding YouTube stars – following their protégés who have millions of subscribers already. The HD PVR 60 allows gamers to create excellent quality Full HD video content at 60 frames per second, upload their best games to YouTube and share with their friends.

Specs: One-click upload to YouTube, records videos in HD using H.264.

SRP: £129.99

HAUPPAUGE HD PVR 60 GAMING EDITION

Distributors: Tech Data, Exertis, Ingram Micro, Thames Distribution

www.pcr-online.biz PCR March 2016 | 55

SECTOR GUIDE

Accessories 4 Technology: ..................

01204 369 225

Advantage: ...................0121 506 9585

Bosse Computers Ltd:..0161 877 0833

Caseking: ......................01782 444488

CMS Distribution: ....... 020 8960 6000

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

Exertis IT: ......................01256 707070

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

M2M Direct: ................. 0208 676 6067

Mentor Distribution: ...01462 814000

Meroncourt: .................01462 680060

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

Simms: ..........................01622 852800

Smithie UK: ...................01256 844028

Spire Technology: ........01202 828444

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

Thames Distribution: ...01189 767130

Turtle Beach: ............... 0191 230 6650

VIP Computers: ........... 0871 622 7500

Part of Hannspree’s new series of large display performance monitors, the 27-inch HannsG HQ271HPG features a 2560 x 1440 WQHD resolution to deliver the ultimate viewing experience for graphic intensive applications.

Specs: Ultra-Wide 178-degrees, 16:9, 2560 x 1440 WQHD, 1000:1 (Act. 5000000:1), VGA, DVI, HDMI.

SRP: £219

HANNSG IPS HQ271HPG MONITOR

Distributors: Exertis, Entatech, Ingram Micro, Midwich

The new HannsG HU282PPS is the first Hannspree monitor to include 4K resolution. It boasts a massive 28-inch display and versatile connectivity including two HDMI ports, a DVI and a DisplayPort, making it ideal for gaming.

Specs: 3840 x 2160, 16:9, 1000:1 (Act. 5000000:1), DVI, 2 x HDMI, DisplayPort.

SRP: £329

HANNSG 4K HU282PPS MONITOR

Distributors: Exertis, Entatech, Ingram Micro, Midwich

The 450M’s ambidextrous design is achieves an ‘unparalleled level of comfort’ both for right and left-handed users. Caseking says it feels better than the vast majority of pro gaming mice on the market.

Specs: Optical gaming sensor, 50-5000 DPI, 1000Hz/1ms, 512KB on-board memory, eight programmable buttons.

SRP: £41.99

COUGAR 450M OPTICAL GAMING MOUSE

Distributor: Caseking

Available in black, blue, green, orange and pink, the new Ducky Channel One Mechanical Keyboard comes with a choice of Cherry MX switches, six backlight modes and programmable keyboard functions.

Specs: ABS double-shot key caps, Cherry MX Mechanical switch.

SRP: £99.99

DUCKY CHANNEL ONE MECHANICAL KEYBOARD

Distributor: Bosse Computers Ltd

As an ergonomic seven-button scroll-wheel mouse – with Avago 9800 laser sensors, Omron switches, and independently adjustable DPI settings (up to 8200 DPI) – the GRIP 500 is designed for PC gaming.

Specs: 16.8 million colour options, six ft snag-free soft rubber USB cable, up to 8200 DPI.

SRP: £54.99

TURTLE BEACH GRIP 500 MOUSE

Distributor: Turtle Beach

The Sandtrooper headset features an over-ear design for extended comfort, a removable high-sensitivity boom mic, and thundering 50mm speakers to deliver sound the way Star Wars is meant to be heard.

Specs: 50mm speakers, 3.5mm connection.

SRP: £69.99

TURTLE BEACH STAR WARS HEADSET

Distributor: Turtle Beach

Sirus-C is an ultra-high performance gaming headset for both console and PC gamers. The groundbreaking 2.2 channel setup adopts the same design as Hi-Fi speaker systems, with each side utilizing 44 + 40 mm drivers.

Specs: 44m speakers, 20Hz to 20,000Hz frequency response, in-line volume control, PC/console mode switch.

SRP: Around £80

COOLER MASTER SIRUS C HEADSET

Distributors: Entatech, Exertis

The Qpad DX-20 multi-surface mouse features an advanced optical sensor for optimised tracking performance and 1:1 mouse movement. It has a new ambidextrous shape that sits comfortably in the hand.

Specs: 1:1 mouse movement, bottom plate RGB LED, 3500 CPI (Counts/inch) sensitivity.

SRP: £49.99

QPAD DX-20 GAMING MOUSE

Distributor: VIP Computers

CONTACT

56 | PCR March 2016 www.pcr-online.biz

Experts in Display

HIGH VISUAL PERFORMANCECOMPREHENSIVE SOLUTIONS

Offi cial Display Technology Partner hannspree.co.uk

HANNspree UK

BRAND › PRODUCTS › POSSIBILITIESHannsG is the monitor sub brand of global consumer electronics manufacturer HANNspree.

From ergonomic monitors for everyday offi ce use and aff ordable touchscreen solutions to the latest 4K high performance models, each HannsG monitor is carefully crafted to deliver a perfect har-mony of design, performance and practicality.

The comprehensive range enables customers to select the right monitor for their individual requirements, no matter how spe-cifi c they may be and is backed by an industry leading 3 year warranty.

We are delighted to be fi nalists in three PCR awards categories:

GOOD LUCK!

TO ALL THE FINALISTSFOR THE 2016 PCR AWARDS

Mobile Device Vendor – Peripherals Vendor – Desktop PC Vendor

SECTOR GUIDE

From traditional towers to small form factors, Steam Machines and customisable cases, customers have a greater choice of housing for their PCs nowadays. PCR rounds up some of the more impressive cases and computers…

Cases and PCs

This combines the experience of console gaming with a massive library of over 1,200 SteamOS supported games, all in full 1080p HD on your TV. It’s powered by the high performance NVIDIA GeForce GTX GPU 2GB DDR5 graphics and Intel Core processors.

Specs: SteamOS, 55mm x 200mm x 200mm dimensions, spec varies

SRP: Varies depending on spec

ALIENWARE STEAM MACHINE

Distributor: Exertis IT

The Silent Base 800 Black PC case offers a symbiosis of noise prevention and cooling performance, good usability and an extensive capacity for high-end hardware, with airflow control and sound insulation features.

Specs: 495mm x 266mm x 559mm dimensions, case with window, ATX, no PSU, tool-less, three Pure Wings 2 fans.

SRP: £114.99

BE QUIET SILENT BASE 800 GAMING CASE

Distributor: Spire Technology

Pandora represents the next level of BitFenix chassis design. The soft, curved design is surrounded by luxuriously brushed aluminium side panels that give the case an elegant look.

Specs: 203mm x 510mm x 558mm dimensions, one rear 120mm FDB fan included, 360mm radiator support.

SRP: £86.99 (Core) £94.99 (Icon)

BITFENIX PANDORA ATX

Distributor: Caseking

With an extremely aggressive game-oriented design, the Corsair Carbide Series SPEC-03 Orange LED Mid-Tower Gaming Case also boasts superior air cooling for high-performance GPUs.

Specs: 120mm front intake fan, multiple drive bays, 2x USB 3.0 front ports, dust filters, 2PB useable capacity per rack.

SRP: £62.99

CORSAIR CARBIDE SERIES CASE

Distributor: Exertis IT

The new 805 chassis features a see-through skeleton structure of aluminum and tempered glass, and offers versatile storage mounting positions for excellent build flexibility.

Specs: 476mm x 205mm x 455mm dimensions, removable HDD cage.

SRP: £129.99

IN-WIN 805C MID TOWER

Distributor: A One Distribution

The Gunmetal Aviator comes with a premium matte finish, and three pre-installed fans, two of which are blue LED fans. The Aviator comes with support for up to 370mm VGA cards and 170mm CPU coolers.

Specs: Two front USB 3.0 ports, 400mm x 211mm x 480mm dimensions, 578mm x 263mm x 538mm box dimensions.

SRP: £42.95 (or in Blue and Red, £44.99)

KOLINK AVIATOR

Distributor: Caseking

The MasterCase 5 allows you to have absolute control over how your case looks and functions, and that means giving you the option to adjust the exterior structure and aesthetic via a range of replacement panels and doors.

Specs: 512mm x 235mm x 548mm dimensions.

SRP: £109.99

COOLER MASTER MASTERCASE PRO5

Distributor: Entatech, Exertis IT

The Warbird RS10 was engineered to be the system that everyone would call the ultimate gaming machine. Providing performance whilst retaining value, Yoyotech says the Warbird RS10 is the one to rule them all.

Specs: Intel i5 6600K overclocked to 4.4GHz, MSI Z170 motherboard, 8GB DDR4 2400Mhz, NVIDIA GTX 960 2GB.

SRP: £599

YOYOTECH WARBIRD RS10

Distributor: Centerprise

www.pcr-online.biz PCR March 2016 | 59

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RecommendedDedicated monthly product coverage

THE WORLD’S first ‘fully converged’ Ubuntu device has been unveiled – the Aquaris M10 Ubuntu Edition tablet, which doubles up as a desktop PC.

Shipping with the latest Ubuntu software, the Aquaris M10 is the first in a series of converged devices launching alongside partner BQ.

Building on the core of Ubuntu, the tablet features the ability to access content and services readily through ‘scopes’. Additionally, the tablet’s ‘side stage’ feature allows the user to view two different applications on the same screen, with each

optimised for available tablet screen space.

As the first tablet using the Ubuntu OS, users can connect a Bluetooth mouse and keyboard to convert it into a full Ubuntu PC. The tablet can also be connected to an external display for a full-sized desktop PC experience.

The Aquaris M10 Ubuntu Edition tablet has a 10.1-inch multitactile FHD screen with Dragontrail Asahi protection, and is powered by a MediaTek Quad Core MT8163A processor up to 1.5 GHz. It measures 8.2mm thick and weighs 470 grams, plus has dimensions of 246mm x

171mm. It also includes a 7280 mAh LiPo battery.

There’s also a full HD 1080p camera built-in, plus 2GB of RAM and 16GB internal memory, with a MicroSD slot for up to 64GB extra storage.

Jane Silber, CEO of Ubuntu commercial sponsor Canonical, said: “We’re bringing you everything you’ve come to expect from your Ubuntu PC, now on the tablet with BQ, soon on smartphones. This isn’t a phone interface stretched to desktop size – it’s the right user experience and interaction model for the given situation. Also, in terms

of applications, we have something no other OS can provide: a single, visual framework and set of tools for apps to run on any type of Ubuntu smart device.”

The Aquaris M10 Ubuntu Edition tablet will be on sale from Q2 2016 exclusively via BQ’s online store. PCR understands there are no other retail routes planned at this time.

“For partners there’s a real opportunity to diversify and differentiate from nearly identical slabs of glass, and to participate in real innovation in the mobile space,” Canonical said in a statement.

The tablet that’s also a desktop

Contact: BQ | store.bq.com/uk | Price: TBC | Out: Q2

The Aquaris M10 Ubuntu Edition tablet has a 10.1-inch multitactile FHD screen with Dragontrail Asahi protection

The tablet can be connected to an external display for a full-sized desktop PC experience

The latest tech Editorial planner

www.pcr-online.biz PCR March 2016 | 61

“In terms of applications, we have something no other OS can provide.”

Jane Silber,Canonical

Contact: AMD | www.amd.com | Out: Now

CHIP MAKER AMD has announced a plethora of new products including desktop processors, server graphics cards and a Wraith Cooler.

Firstly, the new AMD A10-7860K desktop APU is powered by four CPU cores clocked at 4.0GHz turbo boost and eight GPU cores with integrated Radeon R7 processor graphics (running at 757MHz), to enable smooth play of popular online games. The A10-7860K is the first unlocked desktop A10 processor to feature 65W TDP (Thermal Design Power) and includes a near-silent thermal solution rated at 95W TDP to ensure quiet operation. In addition, it supports AMD FreeSync technology that puts an end to choppy gameplay and broken frames.

Then there’s the AMD Athlon X4 845 desktop processor featuring AMD ‘Excavator’ x86 architecture technology. The quad-core CPU is clocked at 3.8GHz boost and offers the highest IPC (instructions per clock) AMD x86 performance yet. It’s a 65W TDP processor that comes with a new AMD 95W thermal solution to provide excellent cooling performance as well as near-silent operation.

Talking of cooling, AMD’s new Wraith Cooler promises near-silent operation with its sleek fan shroud and LED illumination. The fresh design delivers 34 per cent more airflow and 24 per cent more surface area for heat dissipation than its predecessor.

“Customers can build a capable, near-silent online gaming PC in a surprisingly small form factor for an unexpectedly low price,” said Kevin Lensing, corporate vice president and general manager, Client Business Unit, AMD. “The low power requirements mean you can build a tiny system for use in the living room which is also portable enough to take to a LAN party.”

Finally, AMD has revealed the first hardware-virtualised GPU products – the AMD FirePro S-Series GPU with Multiuser GPU (MxGPU) technology. AMD’s hardware-virtualised GPU architecture delivers an innovative solution in response to emerging user experiences such as remote workstation, cloud gaming, cloud computing and Virtual Desktop Infrastructure (VDI).

“AMD’s new Wraith Cooler promises near-silent operation with its sleek fan shroud and LED illumination.”

RECOMMENDED

TECH GIANT Samsung has launched the ATIV Book 9 Spin and ATIV Book 9 Pro: the first laptops to feature Assertive Display by Apical.

The ATIV Book 9 Pro is a high-performance laptop with a 4K display, while the ATIV Book 9 Spin is a 2-in-1 laptop.

Both products feature what Samsung calls “real-time HDR”, controllable by the user via a dedicated function key. Real-time HDR allows users to watch movies and play games even outdoors in sunshine, and also enables laptop brightness to be reduced to save battery – without impacting the quality of the content.

Assertive Display has already been widely adopted

by leading smartphone and tablet makers worldwide, since it provides a multimedia experience when used in darkness or bright sunlight, while at the same time conserving battery life. Assertive Display is based on over a decade’s research into human vision.

Michael Tusch, CEO of Apical, said: “After seeing Assertive Display become the standard in display management for smartphones and tablets, we’re very pleased to see Samsung become the first laptop vendor to introduce this technology. Coupled with the high-quality 4K display, the ATIV Book 9 Pro provides a level of multimedia

experience not previously seen on a laptop.”

Apical says it’s the leader in advanced imaging and video

processing technology. The company’s products are derived from original research into the human visual system.

Apical is a UK-based firm that works primarily with OEMs and semiconductor manufacturers.

Contact: Apical | www.apical.co.uk | info@apical.co.uk | Out: Now

“The ATIV Book 9 Pro is a high-performance laptop with a 4K display, while the ATIV Book 9 Spin is a 2-in-1 laptop.”

Samsung takes an Assertive approach

AMD keeps cool with new GPUs,CPUs and thermal solutions

www.pcr-online.biz PCR March 2016 | 63

RECOMMENDED

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

MAY 2016 INDIE SPECIAL PCR highlights some of the top independent PC retailers operating in the UK channel. We also preview our latest PCR Boot Camp conference.

In terms of product sector guides, we round up the newest speakers, docks, headphones, memory and smart home products on the market.

Advertising Deadline April 15th

Contact: NVIDIA, Exertis, VIP Computers, Tech Data, Spire Technology | www.nvidia.com | Price: From £29.99 (etail pricing)Contact: Acer | www.acer.co.uk | Price: TBC | Out: April

ACER HAS announced its new TravelMate B117 notebook, tailor-made for the education market and powered by Windows 10 Pro.

It’s the first notebook to support the Acer TeachSmart solution, which enables new ways of classroom interaction, and empowers teachers with tools and cloud-based services to distribute class materials and collect assignments digitally.

Powered by Intel Pentium or Celeron processors, the 11.6-inch TravelMate B117 features Intel HD graphics, up to 4GB of DDR3L memory, HDD or eMMC storage options, dual digital microphones and an Acer Crystal Eye HD webcam with HDR support.

Designed with classroom environments in mind, the TravelMate B117 features a ruggedised frame with a rubber strip that frames the chassis to protect the device from unexpected bumps and drops, while weighing only 1.35kg and measuring 22.3mm thin.

A solid hinge which opens up to 180 degrees can take on up to 25,000 swings, while the cover can withstand up to 60kg of pressure. The keyboard is spill-resistant with a water drainage design that protects against accidental spills.

THE LATEST arrival to NVIDIA’s GeForce GT line-up is the entry-level GT 710, offering a 70 per cent performance increase over the previous generation.

With up to ten times better performance than integrated graphics, the GT 710 provides robust support for Windows 10 and has the power to drive up to three HD displays, becoming an ideal solution for those that require a burst of performance in any working environment.

The GT 710 offers increased performance in rich and diverse PC applications, as well as 3.5 times better gaming performance than that of basic integrated graphics. The

rock-solid reliability and stability of GeForce Experience will also make sure your drivers stay up to date.

The GT 710 comes with 192 CUDA Cores, 1GB and 2GB DDR3 memory and boasts features including NVIDIA PureVideo HD Technology for stunning picture clarity, smooth video and precise image scaling, and True HD and DTS-HD Audio Bitstreaming for richer sounds.

Acer Travelmate targets teachers

NVIDIA’s entry-level GPU

JUNE 2016BUSINESS SPECIAL We explore the evolving managed print sector and the B2B market, covering the revenue opportunities for tech retailers and resellers today.

PCR also takes a closer look at the announcements from Computex, plus we review our own PCR Boot Camp 2016 conference and expo in London.

Advertising Deadline May 10th

APRIL 2016 PCR AWARDS SPECIAL We take a look back on the 2016 PCR Awards evening, publish pictures from the night and provide a recap of all the winners.

We’ll also be exploring the evolving market for mobile devices, from smartphones to tablets, hybrids, notebooks and wearables.

Advertising Deadline March 10th

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OUT OF OFFICE

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

Brian Krzanich, Intel@bkrunner .@Intel #diversity numbers are great #progress, but we won’t rest until we have true workplace #inclusion http://intel.com/diversity

Emma Seddon, Dynamo PR@em_seddonProud of @Runey01 who managed to PR his own photo and get on the cover of this month’s @pcr_online #GeForce #VR

Mike Fethers, The Hut Group@fevingtonFirst issue of @pcr_online delivered to the office in a long time. Good read!

Richard Tubb, IT consultant@tubblogCongrats @MirusIT who are nominated for this years @pcr_online awards! Good luck @PT_MirusIT and team! http://tubb.co/1KmPgRb

Mark Webb, Dixons Retail @MarkWebb_DC Looking forward to this... RT @PCR_Online ‘VR to go mainstream in next two years as price decreases’ @OverclockersUK & @ScanComputers on @oculus_rift

Theo Gibbons, Context@theocontextGreat to see Techdata pushing for greater #wearables retail presence! http://bit.ly/1Ji3Cr8 via @pcr_online

Duncan McAuley, former VIP Computers director@duncanmcauley Really appreciate all the messages that have come through today since my announcement. It was a big call but excited about new opportunities

AMD@AMD Meet our new thermal solutions and processors, including the AMD Wraith Cooler & A10-7860K!

Paul Lipman, BullGuard@paullipman Excited to be joining the outstanding @BullGuard team!

Ian Middleton, Retail Week@IanMiddletonXNot sure why this has taken so long - Dixons Carphone is closing 134 stores… but it’s not actually bad news

SATYA Nadella, Microsoft’s CEO, has announced a $1 billion donation of Microsoft cloud services for charities, non-profits and University research departments.

The donations will be delivered over the next three years, providing 70,000 non-profit organisations with Microsoft’s cloud services through donations and significant discounts, and will include Azure, Office 365, Power BI, CRM Online and the Enterprise Mobility Suite.

Microsoft Research will expand its Azure for Research grant programme by 50 per cent to support additional university research projects.

Plus, Microsoft’s Business Development group, together with Microsoft Philanthropies, will grow the Affordable Access

Initiative to 20 projects in at least 15 countries around the

world by the mid-2017.The news builds on

Microsoft’s global software donation programmes and will be managed by Microsoft

Philanthropies. This is a global initiative

launched back in December 2015 and led by Brad Smith (pictured), to help technology reach people who need it but do not yet have it.

www.pcr-online.biz PCR March 2016 | 65

IN THE

HOTSEAT

Nick Barden, VIP ComputersVIP’s head of retail on singing ‘Islands in the Stream’, hailing from Australia and Steven Gerrard slipping up…What’s your most embarrassing or funniest moment in the industry?Other than the usual accidental email there are not many I can think of. Or at least none I can have published in PCR!

What was your fist job?My first real job was at VIP when I finished university. I obviously had jobs at various retail outlets as a youngster.

Do you have any phobias?Not really. Other than the usual spiders and snakes etc, but nobody likes them do they!

If you could go back in time, what would you do?I would go back to the Liverpool vs Chelsea game and stop Steven Gerrard from slipping and giving the ball to Demba Ba… it still hurts me now.

What are your guilty pleasures? I do enjoy a thorough sing song on my commute to work. I do a great rendition of ‘Islands in the Stream’ – both Kenny and Dolly parts.

Where do you see yourself in the nextfive years?I would like to think still in the industry but who knows where? Anything is possible.

Tell us something about you not many people know…I was actually born in Sydney, Australia. I can only assume my parents preferred the weather in the UK.

What’s going to be the next big thingin tech?Other than the standard ‘VR’ answer, I think gaming is going from strength to strength at the moment and some of our key partners are going to release some interesting concepts over the next few months…

What kind of person do you find difficult to work with?Lazy people! I have no time for people who do not pull their weight.

Would you like to nominate anyone for our next ‘In the hot seat’? Lisa Wooton from NVIDIA.

MICROSOFT’S $1BN CLOUD DONATION

OUT OF OFFICE

66 | PCR March 2016 www.pcr-online.biz

WE NEVER thought we’d see the day that PC gaming brands start sponsoring art exhibitions.

But that’s exactly what Dell’s Alienware is doing – it’s backing ‘The Art of Video Games’ exhibition in Miami, which is running until April 17th at the Patricia & Phillip Frost Art Museum at Florida International University.

“By teaming up with Florida International University’s Patricia & Phillip Frost Art Museum for The Art of Video Games exhibition as presenting sponsors, we have another great

opportunity to be active in the community that is at the heart of Alienware,” said Frank Azor, general manager of Alienware.

“It was almost 20 years ago that Alienware started in Miami and even though we’ve evolved to a global community of gamers it’s great to have this incredible exhibit conclude in the South Florida community that’s been so instrumental in our success.”

The Art of Video Games is one of the first major exhibitions to explore the 40-year evolution of video games as an artistic medium, with a focus on striking graphics, creative storytelling and player interactivity. There you go. Let it never be said that video games aren’t art.

DISTRIBUTOR Exertis has raised £8,615 for charity, with the support of vendors and the local community at a charity ball.

This brings the total raised from the distributor for TechAid to more than £60,000.

This will be used to help fund the development of the OLA Kindergarten Centre of Excellence in Ghana. TechAid is a partnership between

Exertis and Sabre Trust, an independent education charity working in rural Ghana that builds schools for disadvantaged village children.

Exertis is sending a group of 12 volunteer channel members from various vendors and resellers out to Ghana to complete the playground at the kindergarten. www.techaid-uk.org

In our new Team of the Month section, we highlight some of the important faces from across the

industry who perhaps aren’t always in the public eye. This

month, it’s the UK sales team at NAS specialist QSan…

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What’s been your biggest successes of the past 12 months?Achieving staggering growth of 130 per cent in the UK with just a two-man team, plus attending our first exhibition and putting our first booth together. Also, we are opening our UK-based RMA centre for the UK and Europe.

What’s the best part of working in your team?We work very well together.

Our past experience in the storage market means we know how to focus our brand to achieve the best service for our end users – not just with products, but with support and services.

What’s the hardest part of working in the tech industry?The constant evolution of technology means that you have to strive to be at the top of your game and keep your knowledge level high. Then,

with so much competition, you have to know how to position the brand to be the one that people want to choose, so you have to learn what you are up against; it’s a constant learning curve. It’s hard, but luckily for us it’s what we love doing.

What’s the funniest or most memorable memory of working in your team?Our first exhibition was a great day. We had a whole new booth to set up with all

new marketing materials and our first live demo. It was challenging but we had a great laugh; we got to look at some of the other vendors in our space and see what they were doing. It’s great fun working together, so when we get into the groove of something like an event, it’s just a great vibe on the stand.

Who makes the best cuppa?David is the tea man, whereas Stefan prefers a strong coffee.

“The constant evolution of tech means you have to strive to be at the top of your game.”

Technical sales manager Stefan Ferrari (left) and MD David Kao

(right) from QSan UK, Ireland and Nordics

ALIENWARE’S ART ATTACKEXERTIS RAISES MORE MONEY

LEFT TO RIGHT: Millie Woodman (Exertis),

Aubrey Malcolm-Green (The Sabre Trust), Simon

Woodman (Exertis) and Nerissa Tong (Exertis).

FOR MORE INFORMATION AND SOME FANTASTIC PARTNERSHIP OPPORTUNITIES

email jlane@nbmedia.com or sgoldhawk@nbmedia.comor telephone 0207 354 6000

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