Measuring - IDG Communications

Transcription

Measuring
UP THE
MID-TIER
October
2003
Distributors
Supplement
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OCTOBER 2003
Measuring
up the mid-tier
There’s something very spooky
about mid-tier distributors,
something almost ghostlike about
the way they just keep hanging
on despite the chorus of analysts
predicting their imminent demise.
Trapped in between the rock of
the mass distributors, and the hard
place of shrinking into niche market
obscurity, mid-tier IT distributors
have discovered a myriad of
strategies to stay profitable in an
increasingly competitive market
place. This is all good news
for resellers, who are the main
beneficiaries of mid-tier tenacity.
ALEXANDRA LIMA REPORTS.
O
“
ur size lets us be a little more
Couvaras points to resellers who are happy for their
“What we believed was going to happen in the mid-
personal,”
explains
David
Hein,
customer base to take advantage of vendor based
tier, is now happening,” Gilliland said. “The larger
marketing
manager
of
Adelaide-
service and support — only to lose those same
resellers are no longer just moving boxes, they are
based distributor, Hitech Distribution.
customers to the direct vendor network.
also including services in their offerings.”
“If you are talking purely in a dollar
“A focus on price alone, without considering service
Other analysts agree that the pressure is on, but
sense you might opt for a big tin shed and a focus on
and support is a very short term outlook,” Couvaras
claim such a movement may well bring with it
moving boxes, but that strategy really doesn’t help
said.
opportunities for the sector.
any more and resellers understand that.”
However, some in the mid-tier reject any suggestion
Analyst with channel research-company Inform,
Hein said “value for money” is core to the Hitech
that they can’t compete on price with the mass
Chris Herbert, warns that distributors of all sizes
offering, as resellers benefit from personalised
distributors.
need to recognise their area of speciality and stay
service, and extensive product knowledge in return
“We can compete on price,” general manager of
focused, or else risk market backlash.
for a minimal premium. Without the buying power
Global Business Technology (GBT), Gordon Taylor,
“Very few companies are able to support two
of the big players, most mid-tier distributors take a
said. “Because we are smaller we’re quicker to
approaches,” Herbert said. “If you’re a box shifter,
similar approach, offering services levels rather than
react, and our account managers are empowered
and you attempt to dip your toe into services you’re
price as a key differentiator.
to make decisions on products and marketing so we
making a mistake.”
Managing director of Datastor Australia, John
can meet the needs of different resellers”
Herbert suggests that the need for a service-based
Couvaras, said that price ceased to be a key factor
Unfortunately for the mid-tier, mass distributors are
offering at the big end of town, may pave the way
once a reseller understood the importance of pre-
well aware of their weakness in this area, and are
for mid-tier distributors to partner with some of the
sales support and service.
redoubling their efforts, according to Martin Gilliland,
larger players, offering product service and support
“We do what we can to help our resellers, we
principal analyst at Gartner. For many years now
on an outsourced basis.
handle all the returned authorisations for example,”
Gartner has predicted the “whittling-away” of the
“The message to mid-tier disties is still ‘get big, get
Couvaras
mid-tier distributors, as the big boys muscle in on
niche or get out’,” he said. “But there are options
their service offerings.
for service companies through partnering. You can
said.
Demonstrating
the
importance
for channel-based support for ongoing business,
ARN
S3
DISTRIBUTORS SUPPLEMENT
imagine a scenario where somebody deals with
Tech Pac for volume, and goes to someone else for
service.”
THE VENDOR BENDERS
“Vendors are consolidating
their list of distributors and
the larger distributors are
growing bigger. The mid-tier’s
days are numbered”
As much as they focus on service, and keeping their
customer base happy, mid-tier distributors are also
increasingly coming under pressure from vendors
keen to consolidate their distribution channel. Not
only does the mid-tier need to juggle mini-margins
and mega-service levels, they also need to convince
the vendors to provide them with a top-notch
— Gartner’s Martin Gilliland
product line to take to market.
This could prove difficult because as with many in
the mid-tier GBT’s Taylor sees product range as a
key component to the overall service offering.
offer warranties on all our stock, and go out to the
“We’re
“Most of our resellers enjoy dealing with us, because
country guys, because often they just can’t get what
distributors,” Datastor’s Couvaras said. “They are
they know their business is important to us,” he
they want from anyone else.”
more regimented, they don’t bend when they
said. “It all comes down to a thorough product
While Cuda concedes he is unable to supply the
need to.”
portfolio, and personalised service with helpful and
latest and greatest product line, he argues that
As for their future many are reassured by their success
knowledgeable staff.”
resellers are not so concerned when they see the
thus far.
However, with vendors cutting back on the overall
margins they are able to make on slightly used
“We were told that the Internet would wipe out the
size of their distributor channel, Gartner’s Gilliland
equipment still under warranty.
middle men and our business would disappear,”
warns the mid-range not to become too dependent
“It’s a niche market we’re in, but what really makes
Hitech’s Hein said. “But both vendors and resellers
on any one brand.
us different is our approach to sales, we are very
realize that there is more to what we do than prices.”
“Vendors are consolidating their list of distributors,
proactive, our sales people are on the phones and
That’s not to say the mid-tier is about to take a rest,
and the larger distributors are growing bigger,”
email all day,” Cuda said.
far from it. The mid-tier realises its future depends
Gilliland says. “The mid-tier’s days are numbered.”
Hitech’s
Hein
emphasises
the
importance
of
a
lot
more
flexible
than
the
larger
on levering customers away from the big boys, and
IMMINENT DEMISE?
are keen to get the message out.
developing a good relationship with vendors.
So while the analysts continue to predict their
“The biggest challenge we face is getting OEMs and
“The critical thing is having a good relationship
downfall, mid-tier distributors continue to eek out
retailers to recognise the advantages of dealing with
with account managers,” Hein said. “Our greatest
an existence, and even go so far to scoff at rumours
us,”
challenge is geographical, lots of vendors simply
that their days are numbered.
names, they don’t like them, but they keep going
don’t have representation in South Australia, so we
“People have been saying that the whole distribution
back to them instead of looking for a distributor who
have to do a lot of work on the phone.”
channel would disappear with e-marketing and stuff
is keen to keep their business.”
Datastor’s Couvaras has taken a different approach
like that,”
managing director of BCN Technology,
And for the time-being the mixture of flexibility,
— opting to specialise across a limited product
Ken Lowe, said. “But the mid-tier is really good
personal service and technical expertise might well
range, rather than struggle for the attention of a
at supplying things such as componentry and
keep the mid-tier running ahead of its rivals.
variety of vendors. By focusing on random array
peripherals which require more technical expertise.”
“There may be a point where the whole structure
of independent disks (RAID) and network attached
Size, or lack thereof, doesn’t always rate as a
changes enough to wipe out the middlemen,” Hein
storage (NAS), Datastor is able to make the numbers
handicap according to some in the mid-tier channel.
conceded. “But it hasn’t happened yet.” 
to keep the vendors interested in their business, and
maintain workable margins.
“Focus and efficiency that is the core to our success,”
Couvaras said. “We’re not a Tech Pac or an Ingram,
so we don’t try to compete on their level. We service
our resellers by knowing our product line and NOT
using a phone answering system.”
In a similar vein Australiasian PC Distributors
has opted for a specific market, which limits
their exposure to vendor whims and changing
channel strategies. Dealing with end-of-lease and
ex-government stock, managing director, Mario
Cuda, also chooses to focus on regional and rural
resellers who often find it hard to source goods in
their area.
“Originally we were a dealer working with the
corporate market, but our margins just disappeared,
so we started looking for other options,” Cuda
explained. “We pick up the goods at auctions, we
S4
Taylor said. “The resellers all know the big
MANAGING THE CHALLENGE
While most of the mid-tier does its darndest to compete on services rather than price, one
distributor has managed to challenge the big boys by running a high end operation with mid-tier
staffing levels.
And it all comes down to management, supply chain management to be precise.
When the Year 2000 bug looked like it might bite, BCN Technology, like many Australian businesses
conducted an overhaul of their IT systems. However, unlike many others, the company decided to
take a gamble with a promising — but emerging — technology, implementing — as it went — an
Enterprise Resource Management (ERP) solution designed to minimise its stock exposure, and
improve its supply chain management practices.
Although it took a significant time to put in place, BCN Technology’s managing director, Ken Lowe,
said the system had enabled the company to offer national coverage, maintain a high service level
and compete on prices.
So successful was the implementation that Lowe was inspired to embark on a doctoral thesis in the
area of supply chain management.
“This technology lets you be close to your market, close to your customers,” Lowe said. “We also
provide a wide portfolio, you often find distributors are limited to one brand, you need to provide
different products to provide the resellers with a choice.”
ARN
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ACA Pacific Pty Ltd.
ACA Pacific has a reputation
within the storage and
document imaging sector for
having a thorough knowledge of
its customers’ needs and a firm
grasp of technology. With more
than 13 years experience and
continual growth, ACA Pacific
now delivers quality brands
and comprehensive solutions,
backed by strong pre-sales support and operational
efficiency.
Based: South Melbourne, Victoria.
Branches: Sydney, Brisbane, Perth
Staff: 50
Vendor Partners: Storage/security/document imaging – AMI,
Bell+Howell, Canon, CCS, CommVault Systems, Computer
Associates, Crossroads, Crystal Decisions, eiStream,
Exabyte, Fujitsu, Hitachi Data Systems, Imation, JMR,
JNI, K-Par, Kodak, Kofax, LSI Logic, Maximiser, MGE UPS,
MicroSolutions, OnDemand Software, Pioneer, PowerQuest,
QLogic, Quantum (inc ATL), Rainbow Technologies, Readsoft,
Red Hat, Redmap Networks, Ricoh, Seagate/Certance,
Scansoft, SNAP Appliance, Sony, StorageTek, Tandberg Data,
Veritas, Visioneer, Vixel, WatchGuard.
Web site functionality: Live pricing, stock availability,
product information, and updates on current programs,
promotions and events.
Core Competency: Strong focus on storage, protection/
security, and document imaging markets, backed by expert
advice and genuine investments in value-added services to
assist resellers in generating revenues. With staff expertise
and infrastructure at its disposal, ACA Pacific continues
to engage in market development and diversification,
particularly in security.
Market differentiator: Activities aimed at growing the market
for vendor and reseller partners; full demonstration/training/
seminar facility at its Melbourne headquarters and Sydney
office; in-house sales and marketing providing flexibility and
support on a pre-sales level; streamlined operations and RA
procedures to ensure unsurpassed levels of service.
Channel programs offered: Facilitation of vendor partner
programs, ongoing value added promotions, reseller
training and seminar sessions, joint partner lead generation
activities.
Value-added services: A dedicated sales/marketing/product
management team that works closely with resellers to
realise sales opportunities.
Type of reseller sought: Value-added resellers (tier 1 and
tier 2) that target both corporate and SME markets, systems
integrators, consultants, imaging/scanning bureaus,
wholesalers, and retailers.
Contact: Vic (03) 9674 8188; NSW (02) 9922 5333; WA
(08) 9382 1066; Qld (07) 3325 3170
First point of contact for channels: Sales teams (Mel/Syd/
WA/Qld)
Credit facilities available: 14-to-30 day terms. Credit
available for approved customers, in addition to COD and
credit card payments. BPay available.
www.acapacific.com.au
Achieva Technology Australia
Part of the Achieva Group, Achieva Technology Australia
realises that it’s not only a distributor of computer
components but also the distributor of the much-needed
information that drives change in the industry.
Based: South Strathfield, Sydney.
Branches: Victoria, Queensland, Western Australia.
Staff: 70.
Vendor partners: Seagate Technology, ASUS, Western
Digital, Creative Labs, Transcend, Compex Networking, and
Sapphire Technology, Alpha, A-Plus.
Core competency: The ability to be flexible and influence
the changing trends in the PC hardware and components
industry.
Market differentiator: Supports resellers by actively
generating end-user demand, which is then filtered back
into the channel in the form of qualified leads and genuine
business opportunities. Achieva has true warehouse
operations with their branches not just a sales office.
S6
Channel programs: Up to 10 different bundle programs
offered each month.
Value-added services: As part of its master distributor
concept, Achieva offers online pricing and stock availability.
Type of resellers sought: Systems integrators, retailers,
OEMs, VARs, wholesalers.
Contact: Achieva NSW (02) 9742 3288.
www.achieva.com.au
Alfa Computers Pty Ltd
Established in 1983, Alfa
Computers strives for total
excellence. As such it has built
and fastidiously maintained such
a distinctive reputation. Alfa
Computers has long been a partner
with various high profile companies
representing some of the highest
quality, reliability and excellence in
their respective product range. This
includes Deltacom Servers, Deltacom Desktops, ANTlabs,
Cremax, Canon, Fujitsu, Leadtek Research, LSI Logic, Mylex,
NEC, Panasonic, Sony, SparkLAN, Raidon and others. The
company gained an accreditation to the ISO9002 Quality
Assurance standard in 1996 and has recently passed
the accreditation for the latest ISO9001: 2000 Quality
Assurance standard.
Based: Alexandria, NSW.
Staff: 23
Vendor Partners: Vendor Partners: Fujitsu, Canon,
Panasonic, Gemtek/Sparklan, NEC, Sony, Supermicro,
Toshiba, Intel, Microsoft, HP, ANTLab, Allied Telesyn, AMD,
Adaptec, LSI Logic, Fuji Xerox, Invensys, Sola, Powerware,
Matrox, Netcomm, Pioneer, Seagate, Symantec, Verbatim,
Iomega, Leadtek Research, Belkin, Altec Lansing, Kingmax,
Legend, Cremax, Raidon
Core Competency: Core Competency: Quality, knowledge,
responsiveness, technical ability, customised systems and
servers manufacturing, disaster recovery, storage solutions,
integrated solutions, enterprise management and solutions,
repairs/upgrade and onsite services
Channel programs offered: Co-op and marketing funding,
direct B2B facility.
Value added service offered: Turn key solutions.
Types of resellers sought: Where quality and value for
money matters.
Contact: [email protected] or (02) 9313 3333
Credit facilities: Yes
www.alfa.com.au
ADO Electronic
Industrial
(Australia) Pty Ltd
ADO Electronic Industrial
(Australia) Pty Ltd has been
established in Australia since
1992. With its Head Office in Asia
and worldwide branches, ADO
has been supplying computer
components and peripherals worldwide for almost 20 years.
Known for its strong ties with Panasonic, ADO has also
become the main distributor of Vibrant LCD monitors in
Australia. Some of the core products that ADO distribute are
floppy drives, mice, keyboards and speakers. ADO Electronic
Industrial (Australia) offer total ICT solutions for any
company that wants the peace of mind that their computer
requirements are being well looked after.
Based: Chatswood, NSW.
Branches: Singapore, Hong Kong, Malaysia, Taiwan and
Japan.
Staff Numbers: 300+ (9 in Australia).
Vendor Partners: Panasonic, Juzt-Reboot, Vibrant, Cannon,
Fujifilm.
Core competency: Distribution of Panasonic IT Product +
ADO’s factory-made products ranging from Retail to OEM.
Australia’s leading specialist in everything LCD. Offering PC
security solutions and desktop disaster recovery.
Market differentiator: Offering the best Panasonic deals and
promotion, mass-distribution of OEM-products. Competitive
prices and personalised service with product knowledge.
Channel programs: demonstration units, bundle specials,
and volume discounts.
Value-added services: The ability to source almost any
product for your needs.
Type of resellers sought: System integrators, consultants,
government/education resellers, and computer retailers.
Credit facilities available: Yes.
Web site functionality: Dealer login section and product
info/specials.
Contact: (02) 9417 5233.
www.ado.com.au
AKA Technology Group
AKA Technology group is the
result of business growth and
expansion. Merged and formed
in 1998, we have more than
15 years of importing and
distribution experience in the
computer industry. With a branch
in each major city we clearly
have a logistic advantage over
many others and can provide better service to our customer
nationally. In 2000, we started our New Zealand branch to
further expand AKA. Our aim is to provide the best quality
product at a reasonable price. This has been proven again
and again with our range of Auriga products.
To top it off, AKA have been appointed Master
Distributorship of the Xandros Desktop, a Linux based
Windows Operating system, in September 2003.
Based: Mulgrave/Melbourne.
Branches: Sydney, Brisbane, Perth, Adelaide, Auckland (New
Zealand).
Staff: 40
Vendor partners: Soltek, Targa, Fujitsu, Genius, Auriga,
Edimax, Hightech Informations Systems (HIS), Xandros.
Core competency: Logistic and direct importation
Market differentiator: Qualtiy product at reasonable prices
and great service
Types of resellers sought: All resellers welcome
First point of contact for channels: Lip Tsin – 02 9896
5688, or directly to each state
www.akatech.com.au
Alloys International
Alloys International was established in Australia in 1982.
Since then it has grown to become one of the most
successful distributors in the IT Industry. Alloys provides
a high level of personalised customer service and has an
experienced and dynamic sales team that helps resellers
close deals. Alloys consultative selling style is coupled with
industry leading innovations such as its Melbourne and
Sydney resource centres: Full showroom facilities set up
with the latest in colour laser and digital imaging technology.
These facilities are available for Alloys’ resellers to use to
close deals and test prints. Alloys resource centres are also
available for sales and technical training. Alloys also has
a full inhouse marketing and design arm, which can assist
resellers in their direct marketing activities by personalising
flyers and designing targeted campaigns.
Based: Abbotsford, Vic.
Branches: North Ryde, Sydney, NSW.
Staff: 50
Vendor partners: Acer, Avision, Axis, Canon, Epson, Fuji
Xerox Printers, HP, Iomega, Kyocera, Minolta-QMS, Polaroid,
Transcend, Umax, Verbatim.
Core competency: Total digital imaging solutions.
Market differentiator: Personalised service, Value adding
distributor, focused product range, Colour laser specialists.
Channel programs offered: Personalised partner program,
Reseller margin enhancement program, Sales Lead
generator, Demonstration stock program.
Value added services offered: Showrooms and resource
centres in Melbourne and Sydney, Sales and product
training, POS support, four deliveries daily, large
stockholding, marketing support, regular reseller training
seminars, product experts on hand.
Types of resellers sought: All resellers of digital imaging
equipment
First point of contact for channels: Marketing manager,
Tarni Elder.
www.alloysonline.com.au
Alstom Australia Ltd, Information
Technology Division
Alstom IT has been a value-added distributor since 1992
and provides, nationally, a team of account managers
with sales support and BDMs to help grow the business
of customers with the complementary products Alstom
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Team of Presales Technical Engineers
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Accredited Configuration Engineers
A Reliable and Efficient Logistics Team
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supplies. Our strength comes from our financial security
and ability to bring world-class IT solutions to market. The
company’s focus is to work closely with its national base
of resellers and understand how they want to grow their
businesses.
Based: North Ryde, NSW.
Branches: VIC, QLD, SA, WA.
Staff: 80+.
Vendor partners: Appsense, Attachmate, Borland, Check
Point, Citrix, HP OpenView, IBM Software: Lotus/Tivoli/
Websphere/DB2, Invensys, Mercury Interactive, NetScreen,
Oracle, Protocom, Resilience, Sun Microsystems, Trend
Micro, Websense, Wyse.
Core competency: Specialists in server-based computing,
security, management and Java solutions.
Market differentiators: Financial stability; value-added
distributor focused on high-value solution selling and
not engaging in the time and place model; aligned with
a select number of world-class vendors whose products
complement each other to provide leading solutions backed
by a high level of service and support; Alstom prides itself
on employing highly trained personnel and investing in their
ongoing training and certifications.
Channel programs: We work closely with our vendors to
promote their solutions into the channel, run ongoing
accreditation and marketing programs to train and keep our
resellers up-to-date with the latest technology, and actively
help our resellers run marketing activities.
Value-added services: National team of account managers
(with sales support) and business development managers
(sales and technical); a responsive customer service team;
product specialists; pre-sales support; marketing programs;
national technology updates; sales and technical seminar
series to educate the channel; run national training for, Trend
Micro and HP OpenView; manage vendor partner programs
to ensure our resellers are authorised to sell their solutions.
Type of resellers sought: Nationals, SIs and VARs managing
customers in the SME and enterprise market space with a
focus on corporate, government and education.
Credit facilities available: Specific credit terms to
accommodate individual client requirements. Tailored
financial solutions, including leasing options.
Website functionality: Online pricing and quoting
tools, online stock availability and backorder status,
comprehensive online product sales guides and product
brochures, special offers, promotions and events, industry
news.
Contact: Sales hotline 1300 36 25 25
www.it.alstom.com.au
Altech Computers Pty Ltd
Altech Computers is a
privately owned Australian
company, launched in 1997.
We have become one of the
nation’s largest and most
successful distributors of
computer components and
pre-built systems. Our strong,
competitive prices give us
the leading edge over our
competitors, as reflected in the size of our client base of
more than 6000 customers Australia-wide.
Our primary focus is to combine extensive knowledge and
experience in the local market with strong international
partnerships to provide excellent value and extensive
knowledge to our valued resellers. Our broad product range
consists of more than 800 products that are supplied to the
retail market through our nationwide network of resellers
and premium retailers. Altech is consistently recognised by
Australia’s leading computer publications with awards for
superior performance, excellent pricing and quality products.
Based: Silverwater, NSW.
Branches: Springvale, Vic and Brisbane, Qld.
Staff: 60+
Vendor partners: Abit, AMD, Antec, ASUS, AVerMedia, CNet,
Corsair, GeCube, Intel, Microsoft, Samsung, Seagate, Soltek,
Sony, Tyan, X-Micro and Zalman.
Core competency: Our strong international vendor
partnerships allow us to provide not only a wide range of
products at aggressive prices, but also the latest product
knowledge to assist our clients.
Market differentiator: Our local support and excellent
S8
technical expertise is backed by in-house and vendor testing
resulting in a high level of service to resellers.
Channel programs offered: Our premium retailers program
adds value for our clients by listing them on selected print
advertising, and also on our website.
Value added services offered: In addition to our premium
retailers program, weekly discount and promotional offers
are provided to all resellers.
Types of resellers sought: All resellers, as well as retail
groups.
First point of contact for channels: Safa Joumaa, national
sales manager (02) 9735 5605; Scott Emerton, national
marketing manager.
www.altech.com.au
Anyware Computer Accessories
Anyware Computer Accessories has been in operation for 5
years. The core business for the company is importing and
distributing niche market products to the channel. With a
product range about 2000 items, Anyware can proudly boast
the largest product range and most competitive pricing.
Warehouses all over Australia manage demand for Anyware
products, with same day turnaround time for orders.
Branches: Sydney, Melbourne, Perth, Adelaide, Brisbane.
Staff: 50.
Vendor partners: Lian Li, ThermalTake, JustCooler, Ortek,
Aten, Sitecom, A4 Tech, New Motion, Apacer.
Core competency: Distributors of a wide range of niche
market products. Market differentiator: Lowest pricing
ensures highest reseller profitability. Technically adept sales
team with extensive product knowledge.
Type of resellers sought: Computer retailers and resellers.
Credit facilities available: On application.
Contact: Vic — (03) 9763 8200, NSW — (02) 9879 5788,
WA — (08) 9242 8588,
SA — (08) 8347 0488, Qld - (07) 3856 1777
[email protected]
www.anyware.com.au
ASI Solutions
ASI has supplied and
serviced superior IT Solutions
Australia-wide since 1985.
A privately owned company,
ASI Solutions is 100 per cent
Australian. One of the largest
computer manufacturers
in Australia, ASI operates
sales and service branches in major capital cities around
Australia.
Based: Botany, Sydney.
Branches: Canberra, Melbourne, Brisbane, Adelaide, Perth,
Darwin.
Staff: More than 200.
Vendor partners: 3Com, 3M Touchscreen, Allied Telesyn,
APC, API, Adaptec, Adobe, AMD, AsusTek, Atdec, Canon,
Citrix, CommVault, Computer Associates, Commvault,
Concord, Cornerstone, Creative, Diamond, D-Link, Doctrieve,
Exabyte, Eurologic, Foundry Networks, Fujitsu, Fuji Xerox,
Hewlett-Packard, Inotec, Invensys, Iomega, Intel, Kodak,
LG, Legato, Logitech, LearnQuick, LexMark, Matrox, Maxtor,
Microsoft, Mimio, Mitsubishi, MSI, MYOB, Network Appliance,
NetComm, Nokia, Nortel, N2H2, NCD, NEC, NetOptics,
Novell, Overland, OKI, Packeteer, Palm, Panasonic, PCEPhone, Philips, Phoenix, Pioneer, Platypus, Powerware,
PreWorX, Quantum, Scholastic New Media, Seagate, SGI,
SMC, Sola, SonicWall, Sony, Soteke, Stratus, Symantec, Tally
Printers, TDK, Termtek, Toshiba, UMD, Verbatim, Veritas,
Watchguard, Websense, Xircom and more.
Core competency: System manufacturing, project
management, integration services, voice solutions, Internet
services, repairs/upgrades, storage services, onsite
services, enterprise solutions.
Market differentiator: Service and value-added solutions,
broad vendor range, superior sourcing relationships and
capabilities, national service infrastructure, help desk.
Channel programs: Promotions and incentives, key account
partners program.
Type of resellers sought: All.
Contact: (02) 9384 8010 or 1300 36 8010
[email protected]
www.asi.com.au
Australia I.T. Pty Ltd
Incorporated in 1999, Australia
I.T. Pty Ltd is one of the fastest
growing and agile players in the
highly competitive IT distribution
market with a reputation for quality
product distribution, competitive
prices and customer-oriented
service. We focus on taking
customers into leading edge
technologies, and best value total solutions of the highest
quality.
Based: Springvale, Vic
Staff: 10
Vendor partners: Sparkle, Power Colour, Albatron, Cooler
Master.
Core Competency: Quality Hardware Distribution, Product
Knowledge, Speed
To Market, Customer Service.
Market differentiator: Knowledge based value-added
distributor.
Channel programs offered: Joint advertising and promotion.
Value added services: E-commerce website, product advice,
technological
support.
Types of resellers sought: Wholesalers, system integrators,
PC manufacturers and retailers.
Contact: (03) 9543 5855, [email protected]
www.australiait.com.au
AustStor Pty Ltd
AustStor Pty Ltd. was
founded in March 1993
as an independent
company and has
established offices
in Sydney, Gosford
(recently opened), Melbourne, and Brisbane, with agency
representation throughout Australia. The company is an
endorsed Government supplier. AustStor was formed to
source, supply, service and support innovative cost effective
products and solutions for the data capture, data storage
and imaging markets in Australia and New Zealand. Today,
the primary focus of the business is data storage, image
capture, image queary, HSM and archival solutions utilising
DVD, MO, AIT and ATA
Based: Central Coast, NSW since 2002.
Branches: Sydney, Melbourne and Brisbane.
Staff: 6
Vendor partners: Plasmon Inc, Qualstar Corp, Sony,
Panasonic, Nexsan Technologies, XenData, Seac Banche,
Psigen, QStar, Legato.
Core competency: Design, configuration and customisation
of data storage and archival solutions; ability and
competence to provide in-depth technical support; broad
product mix.
Market differentiator: AustStor has accumulated a wealth
of knowledge and expertise in the data storage segment
market and has long associations with vendors, local
channel partners and its end-user base. It offers a complete
range of reliable, compatible, cost-effective, open systems
storage and archival products that provide product longevity
demonstrated through vendors published roadmaps. The
company is the exclusive channel for Plasmon, Nexsan,
Qualstar (government customers) and XenData. AustStor is
an endorsed government supplier.
Channel programs offered: Pre and post-sales support,
product training, technical training, evaluation products,
professional services, repair facilities, help desk, (24 hours
via Vendor Global network) extended maintenance programs.
Value added services offered: 12-month onsite maintenance
within 50 km of capital cities, technology updates and
tradeshow seminars.
Types of resellers sought: Systems integrators and
value-added resellers that possess strong services and
integration skills, OEM partners.
First point of contact for channels: 1300 134 795,
www.auststor.com.au
www.auststor.com.au
Avnet Partner Solutions
A leading value-added distributor of enterprise computing
products, software, storage and services marketing
exclusively to the reseller channel in Australia, Avnet
Partner Solutions is part of the Phoenix-based Avnet Inc. and
one of the world’s largest distributors of semi-conductors,
interconnect, passive and electromechanical components,
embedded systems and computer products from leading
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manufacturers.
Serving customers in
68 countries, Avnet
also delivers services
such as inventory
management, supplychain services, billof-materials analysis, systems integration and engineering
design assistance. A Fortune 500 company, Avnet’s
revenues for fiscal 2003 (year ended June 27, 2003) were
$9.05 billion.
Based: Unit A, Enterprise Park 22-24 College Street
Gladesville, NSW, 2111
Branches: Level 2, 448 St Kilda Rd Melbourne, Vic, 3004
No. of staff: 50 staff in Australia
Vendor partners: IBM, HP and Enterasys Networks
Core competency: Value-added distribution
Market differentiator: The only Value-added distributor in
the Australia market
Value added services offered: Logistics, marketing, finance,
sales and technical services.
Types of resellers sought: Systems integrators, independent
software vendors, solution providers
First point of contact for channels: Michael Costigan
Credit facilities available: Yes
www.ps.avnet.com.au
Banksia Software
Banksia Software, a
name synonymous in the
1990’s with modems and
today recognised for its
formidable range of high
performance, value-adding solutions. Our focus is new
communications, security and productivity software. Our
mission is to enable SMEs and corporate users to maximise
the efficiency of their systems, simply and affordably.
Banksia Software prides itself on sourcing the best of the
world’s niche technologies, to advance communications,
security, productivity and the mobility of a business. With a
team backed by a legacy of experience, exclusive distribution
rights of superior products, and a commanding marketing
agenda, Banksia Software is driving sales of innovative,
value add software to the SME sector throughout Australia
and New Zealand.
Based: Castle Hill, NSW
Staff: 5
Core Competency: Providing a range of high performance,
value-added software solutions to maximise business
efficiencies and lower business overheads. Our focus is hot
new communications, security and productivity software.
Market differentiator: Twelve years of experience in the
software solutions market. We offer personalised support
to our channel, which enables them to provide the complete
solution to suite their customers requirements.
Channel Programs: Reseller training, seminars, trade
shows.
Vendor Partners: IBM, HP, Maximiser, Front Range,
Brooktrout, Eicon, Equisys, NetSupport Manager.
Value Added Service offered: Our experience and expertise
in the area of network messaging and communications. We
provide a high level of client interaction, which in turn, allows
us to personalise our years of service and support.
Types of Resellers sought: SME, corporate, government and
education — network, software-orientated
First point of contact for Channels: Ph: (02) 9634 9300,
Fax: (02) 9634 7933
www.banksiasoftware.com.au
BCN Technology
BCN Technology
was established
in 1991 and is an
Australian-owned
national distributor
with ISO9002 quality endorsements. With three fully stocked
warehouses, BCN’s goal is to help its business partners
exceed their growth and profit targets in an ever-changing
business environment.
Based: Homebush Bay, Sydney.
Branches: Melbourne, Brisbane.
Staff: 40.
Vendor partners: Canon, Cherry, Clipper, Epson, Hercules,
Leadtek, LG, NetComm, PC Partner, Powerware, QDI, Sony,
SuperMicro, Swann, VIA and more.
Core competency: The provision of timely, cost-effective
deliveries to the channel all over Australia.
Market differentiator: BCN’s bChannel approach
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places resellers and partners at the centre of its ebusiness strategy so they can leverage information and
communication technologies. It is an easier and more costeffective way of conducting business that enables partners
to maximise the value of every user interaction.
Channel programs: Partner referrals program, loyalty
incentive programs, product expo.
Value-added services: Third-party delivery, systems
assembly, product defect solutions, product literary library.
Type of reseller sought: OEMs, retailers, systems
integrators, value-added resellers, e-tailers.
Contact: [email protected]; NSW (02) 9648 0888; Vic
(03) 9543 1888; Qld (07) 3852 5288.
www.bcntech.com.au
Bluechip Infotech Pty Ltd.
Bluechip Infotech, established in 1995, focuses on
delivering the latest IT products to a wide channel base,
while maintaining a service commitment second to none.
In July, Bluechip Infotech merged with BBF components
and peripherals, a wholly owned and operated company
established in Melbourne, Victoria, in 1989. BBF has
gained recognition in the Australian IT market being listed in
Business Review Weekly’s top 100 fastest growing private
companies. By the joining of these two organisations we
are able to utilise our various strengths and become one of
the top distributors in the channel. Key to both Bluechip’s
and BBF’s success is strong vendor relationships, many of
which involve joint equity interest, ensuring a high level of
commitment, co-operation and market relations. In this way
we guarantee full comprehensive understanding of products
and their market value, allowing us to provide cost effective
solutions to our partners. Bluechip, Infotech and BBF have a
long and successful history dealing with both the wholesale
and retail markets, especially with the support of its many
vendors in the component and peripheral business. We
are a continually evolving company that continues to work
hard in its traditional distribution market to consolidate and
grow its position there, but is also looking to develop new
markets and partnerships with vendors and customers,
locally and overseas, to help grow and diversify.
Branches: Sydney, Melbourne, Brisbane, Tasmania and New
Zealand.
Staff: 100+
Vendor partners: 3ware, Acer, AnexTEK, AOpen, Apacer,
BenQ, Canon, Cherry, D-Link, FujiFilm, Genius, High-Point,
Intel, LG, MGE, Microsoft, Netcomm,Nikon, OKI, Olympus,
Pioneer, Powerware, Proxim, S-Media, Sony, Wacom.
Core competency: Computer components and peripheral
distribution.
Market differentiator: Works closely with selected venders
and channel partners, with focus on operation efficiency.
Channel programs offered: Retail programs include
store representation, in-house training, relationship and
communication development.
Value added services offered: Promote delivery and
excellent service from the beginning to the end.
Types of resellers sought: Vertical market VARs, system
integrators, resellers, mass merchant retailers and etailers.
First point of contact for channels: (02) 8745 8400.
Alternatively, Contact the BBF components and Peripherals
CAIR centre on 1800 803 802.
Credit facilities available: Yes, cash-on-delivery - 30 days.
www.bluechipit.com.au
www.bbf.com.au
Blue Ridge Systems
Established in 1998 to service the KVM industry, Blue
Ridge’s staff has been in the IT sales and service industry
for more than 10 years, with a thorough working knowledge
of what is required to service the corporate consumer
through a dealer network.
Based: Brisbane, Qld.
Branches: Sydney, NSW.
Staff: 5.
Vendor partners: Avocent, Cybex, Apex, Belkin, SceneDouble, Icron, APC.
Core competency: Keyboard/Video/Mouse (KVM)
management solutions. Market differentiator: One stop shop
for KVM, working with and for our channel Partners.
Channel programs: Wholesale and VAR partner program.
Value-added services: Onsite warranty, pre- and post - sales
support.
Type of resellers sought: Integrators, rack and server room
installers.
Credit facilities available: Major credit cards accepted.
Contact: Justin Milne, (07) 3250 7777
www.blueridge.com.au
Brightpoint
Australia Pty
Ltd
The Brightpoint
product range
includes the leading
PDAs, mobile
and accessories
available in Australia as well as end user support
(Brightpoint Technical Services) and telecommunication
network activation. Customers choose from the best brands,
using advice from a specialised sales team who have indepth knowledge of the products and their applications.
Offering a superior range and unique services enables
Brightpoint to more effectively serve resellers who offer
wireless data solutions. Distribution and logistical services
are delivered from a recently constructed, purpose-built
warehouse in Frenchs Forest, Sydney. Brightpoint are a
global leader in the distribution of wireless voice and data
products, and a premier supplier of outsourced services
with more than 20,000 customers worldwide, and have
served the Australian market since 1996. Brightpoint
serve manufacturers, carriers, dealers and retailers with
an extensive suite of solutions that are precisely aligned to
meet customer’s goals. Brightpoint incorporates Advanced
Portable Technologies (APT) who integrated with Brightpoint
in 2002.
Based: Frenchs Forest, Sydney.
Branches: Melbourne, Brisbane, Perth, Adelaide.
Staff: 110
Vendor partners: Nokia, HP, Palm, Toshiba, Telstra,
Handspring, Carrier Devices, Sony Ericsson, Sony Music,
Panasonic, Motorola, SanDisk, Socket, Targus, Pretec,
Madge, Belkin, iPrimus, Comtrol, Travroute, TDK, Extended
Systems, Pumatech, and many more accessory solutions for
handsets and data products.
Core competency: Distribution of wireless voice and data
products and logistical services. Technical services and
support for wireless solutions.
Market differentiator: One-stop-shop for wireless voice and
data products and services, including software and network
activation. Brightpoint technical services end user support
for wireless solutions. Superior logistics and delivery
services.
Channel programs offered: Reseller training, road shows,
regular email product updates.
Value added services offered: In-depth product knowledge
and technical support (delivered through Brightpoint
Technical Services). Remote workforce automation solutions
for integrators and resellers including hardware, software
and implementation and training. Total outsourced logistics
services.
Types of resellers sought: IT resellers, systems integrators,
wireless data VARs, handset dealers, carriers.
First point of contact for channels: 1300 300 213 (www.bri
ghtpointonline.com.au)
www.brightpoint.com.au
ChannelWorx
ChannelWorx is a
leading distributor
of security and
networking technology
and operate
throughout Australia
and New Zealand. ChannelWorx are experts in the area of
security technology and IP networking. ChannelWorx pride
themselves in assisting resellers with “best of breed”
technologies, end-to-end security, networking and wireless
solutions.
Based: Melbourne.
Branches: Sydney, Brisbane.
Staff: 20.
Vendor partners: NetScreen, Foundry Networks, Lucent
Technologies,
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Dantz Retrospect, Nomadix, Array Networks and Netopia.
Web site functionality: Extensive detail and technical
specifications on their existing product range. Additional
tools exclusively for resellers are are also accessible on line.
Core competency: Network security, IP network-centric and
wireless communications, IP network integration services,
technology sourcing, product marketing, superior IP network
technical knowledge, superior customer service, engineering
and technology deployment.
Market differentiator: ChannelWorx’s 14 years of experience
in evolving innovative IP communications technology is
passed on in the form of education, support and advice to
the channel. Extensive technical support is available pre and
post sale.
Channel programs: Reseller training, seminars, trade shows.
Value-added services: Remote configuration and onsite
integration performed on behalf of the reseller, whilst
delivering a healthy reseller profit to for simply on selling the
service. Superior customer technical assistance is available
on an ongoing basis.
Type of reseller sought: Security, IP networking and
systems integrators, PC/Mac resellers, IP network and IP
communications consultants, service providers.
Contact: Sydney (02) 9922 7066, Melbourne (03) 8573
1200
www.channelworx.com.au
Compucon Computers
Compucon Computers has acquired an excellent reputation
for its custom built personal computers, servers and
workstations that are particularly popular with small to
medium business enterprises. A hallmark of all Compucon
computers is their reliability, flexibility and expandability.
Compucon has become synonymous with quality products
and outstanding customer service, underscored by ISO
9001:2000 Quality Management Processes and Australian
Government Endorsed Supplier status. Compucon is an
Intel Premier Provider and Gold Member of the Microsoft
OEM System Builder Program. Established in Australia in
1990, Compucon Computers operates 11 branches in
five countries including Australasia, China and Canada.
A wholesale distributor, Compucon Computers supplies
products through carefully selected resellers, whose
specialist expertise and services add further value.
Based: Sydney, NSW
Branches (other cities): Melbourne, Brisbane, and Adelaide
Staff: 70
Vendor partners: Intel, Microsoft, AMD, Sony, BenQ, Altec
Lansing, Leadtek, Matrox, AOC, iNexQ, HiTi, EasyDisk, Yeong
Yang
Core competency: System building: desktop PCs,
workstations, servers
Market differentiator: Product reliability and personal
service
Types of resellers sought: All resellers of PCs, notebooks,
workstations, servers and related products
First point of contact for channels: Sales team in local
branch
Credit facilities available: Yes (conditions apply)
www.compucon.com.au
Computeck
Pty Ltd
Computeck is a fast
growing IT importer/
wholesaler based
South Western Sydney.
We offer a large range of components and intend to become
a one-stop shop for resellers. We only carry quality items
not necessarily the cheapest on the market, but we are very
competitive on price, always.
Based: Bankstown, NSW.
Branches:
No. of staff: 18
Vendor partners: Accusys, Nexgen, Canon, Intel, AMD,
Gigabyte, Clevo, Hitachi, Microsoft, Seagate, Netcomm, LG,
Hyundai.
Core competency: Importer and distributor of components
and systems with the best price/value ratio. Also have
range of IDE RAID and rack mount cases for small-medium
businesses. Get on our mailing list to be kept up to date.
Market differentiator: Wide range of products at very
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competitive prices. Friendly customer service. Frequent
product/pricing update through email.
Channel programs offered: Bundle deals, daily update of
product and prices, sub-distributors for different areas where
we refer customers.
Value added services offered: Technical support, training,
promotion materials, assistance with tender preparation,
system building with free 3 years local warranty included.
Types of resellers sought: Retailers, consultants, subdistributors, and system integrators.
First point of contact for channels: member of sales team
at (02) 9792 5000
Credit facilities available: To approved dealers
Web site address: www.computeck.com.au
Conexus
Pty Ltd
Founded in 1991,
Conexus is the
Australian distributor
of world class
technology solutions
for the following
environments:
networking and
communication, digital video and multimedia, Macintosh
and Windows desktop products, enterprise products,
education solutions. Known in the market as a niche
specialist distributor, Conexus offers a unique range of
award winning products which will enhance your business.
For example, we have a comprehensive range of digital
product solutions for resellers who are now recognising the
growth potential of this rapidly expanding market segment.
Our distribution network is Australia wide and incorporates
traditional computer resellers, retail super stores, mail order
catalogues, ISP’s, VARs and system integrators. With our
proven track record and reputation for technical innovation
and support, Conexus offers its partners a dynamic and
flexible experience base to grow their business.
Based: Frenchs Forest, NSW. With reps in all states.
Staff: 20.
Vendor Partners: 321 Studios, Adobe, Asante, ADS
Technologies, ActivePDF, Asante, CE Software, Dazzle,
Dataviz, Dr Bott, Graphon, Harman Kardon, IBM, Inspiration,
Iomega, Kleer Screen, LizardTech, Macromedia, MGE, Menlo
Systems, Miramar Systems, Neoware, NCD, Pioneer, Proxim,
Trekeer, Ulead.
Core Competency: Niche market distributor. Wide ranging
marketing and channel skills across many market segments,
digital products, Windows/Macintosh, enterprise and retail
as well as education.
Market Differentiator: Specialist market developer. Proven
success in introducing new products to the Australian
market. Also used by major vendors to build market access
to digital, Apple and retail channels.
Channel Programs: Joint promotions, NFR, Consignment
inventory for specialist products. Our integrated marketing
approach is comprehensive and includes regular catalogues
and price lists to the channel, registered end user mailings
and focused media campaigns in targeted publications. This
is supported by reseller training, end user seminars, and
press briefings.
Value-Added Services: Local warranty and technical support.
Pre and post sales assistance.
Types of resellers sought: Windows, Macintosh and
education resellers considering the move into the digital
products market, ie video editing, digital publishing, firewire,
USB2.0 storage MP3 Players and DVD Backup. As well as
SMEs and White Box builders. Desktop DNA by Miramar
systems value added resellers working with clients on
desktop migration strategies to XP Neoware - resellers
working in the thin client environment.
Credit Facilities Available: Yes, subject to application.
Contact: Grant Kennedy, business development manager.
www.conexus.com.au
Cosmic
Cosmic buys
cables, memory
and GBIC
products in
bulk, direct
from Ciscoapproved OEMs
and distributes
them to the reseller community. With offices in the US,
Canada, Australia and the UK, Cosmic is positioned within
the global market as a Cisco-centric specialist, using its
expertise and knowledge to source these specific parts.
Based: Sydney.
Branches: US, Canada, UK, Germany and Japan.
Staff: 10.
Vendor partners: Cisco Systems, Nortel Networks, 3Com,
Extreme, Foundry, HP, Avaya, OEMs.
Web site functionality: Flash.
Core competency: Supply of Cisco OEM-approved cables,
memory and GBIC products.
Market differentiator: Cosmic is the only truly global
distributor of OEM cables, memory and GBIC products.
Channel programs: Bespoke partner program.
Value-added services: Worldwide logistics, substantial
stock availability, Cisco market expertise, strong, long-term
global vendor relationships, simplified global strategies for
standardised pricing, flexible bespoke agreements.
Type of resellers sought: Cisco channel partners.
Contact: (02) 9006 3303.
www.cosmic-global.com
Datastor Australia
Datastor Australia opened its doors in Brisbane in 1997
headed by John Couvaras who has been in the computer
industry since 1984, and Brent Van Blerk (Technical
Director) who brings with him many years of hardware/
software expertise and experience. The company is private
and locally owned.
In early 1999, Datastor Australia expanded its operations
and opened an office in Sydney. This was followed in 2001
by Melbourne, and then Perth where a stock warehouse is
maintained.
Datastor Australia represents some of the world’s largest
independent manufacturers that focus solely on tape and
storage products. These companies design, manufacture
and market the full range of tape drives, auto-loaders and
tape libraries, as well as storage area network (SAN) and
network attached storage (NAS) products. Our product
family provides reliable, cost-effective and compact data
storage in the fast growing segments of the computer
industry: desktop, department and application servers. The
products find widespread use in attended and unattended
data backup, automated storage management, near-online
storage, archiving, data collection, software distribution and
interchange.
At Datastor Australia we offer high quality service and
support to compliment our strongly focused family of storage
products. We forge vendor and supplier relationships to
ensure ethical and proper product supply lines into the
country. We understand the importance of stock availability
and have concentrated our efforts to maintain excellent
stock levels in both our Brisbane and Perth warehouses.
This allows us to make shipments easily and quickly
throughout Australia and also into Asia.
Based: Brisbane, Queensland
Branches: Brisbane, Sydney, Melbourne, Perth
Staff: ± 15
Vendor partners: Adaptec, BakBone, Crossroads, Dantz,
Exabyte, FileZerver, IBM (Hitachi), Imation, Initio, JetStor,
LSI Logic, Maxtor, Qualstar, Seagate, Sony, StorCase,
StorStation, Tandberg, Verbatim, TapeWare, VXA.
Core competency: Distributor of state of the art storage
products with a strong focus on pre- and after- sale technical
support.
Market differentiator: Product specialised and solution
focused. Our doors are always open and staff and
management are always available. We welcome contact
from our customers and do not hide behind unfriendly and
impersonal answering systems.
Channel programs offered: In conjunction with vendors from
time to time.
Value added services offered: We provide both pre- and
after-sales support, as well as on-site service and see
ourselves as solution providers. We are committed to
providing a high level of ongoing support and whether
one is looking for simple SCSI cable or a 15TB fibre tape
library system, we are happy to work with our customers to
recommend the right combination of products for the correct
solution.
Most configurable products leave us assembled, tested
and configured to customer requirements. Customers have
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OCTOBER 2003
a one-point contact: our in house technical support team
covers all the products we supply.
Type of resellers sought: System integrators, storage
focused resellers and dealers committed to service.
First point of contact for channels: John Couvaras (07 3274
6377), [email protected]
Web site capability/functionality: Online pricing (Reseller
and RRP), stock availability, product information, Support
options and RA processing.
Credit Facilities Available: Available to approved customers
www.datastor.com.au
Deerfield Software Sales Australia
DeerfieldAU.com.au is the Australian partner of leading
Internet software and services provider — Deerfield
Communications, founded in late 1994 in the US.
DeerfieldAU.com.au is now directly servicing the
Australasian region from its head office in Adelaide,
specialising in cutting edge Internet software solutions
designed to optimise Internet connectivity for small-tomedium sized businesses and organisations.
We distribute a suite of Internet connectivity, messaging, and
security products distributed via ESD (Electronic Software
Distribution) nationally through reseller Channels.
From our flagship Internet sharing solution including
proxy/firewall/VPN support, WinGate®, to our dynamic DNS
service, DNS2Go™, and products such as MAILSCAN for
Mdaemon and the world’s coolest Webmail from ODDPOST,
DeerfieldAU.com.au continues to bring a Vision of the
Internet to its customers via a newly-commissioned family of
products appropriately named VisNetic.
The family includes connection, hosting, security and
management tools, all available for free 30-day trial at
www.deerfieldau.com.au
Based: Adelaide, servicing the whole of Australia via ESD
Branches: N/A
No. of staff: 6
Vendor partners: Deerfield Communications, US
Core competency: Leading edge Internet productivity tools
Market differentiator: ESD, e-commerce website, healthy
margins available
Channel programs offered: Reseller training and seminars
Value added services offered: Technical support, reseller
training, set-up guides, download saver CDs and white
papers
Types of resellers sought: Resellers integrating internet
technology into their clients business, networking
specialists; resellers who are looking at improving their
clients internet productivity
First point of contact for channels: Stephen Fuller
[email protected]
Credit facilities available: Yes, but conditions apply.
Web site address: www.deerfieldau.com.au
Dicker Data
Dicker Data are a specialist
hardware distributor. Dicker Data
are celebrating their 25th year
of operation and are 100 per
cent Australian-owned. Dicker
Data focuses on customer
service, same-day shipping,
with orders often fulfilled in a
matter of hours. The company
provides specialist product and
account managers as well as
a fully functional e-commerce
site. Dicker Data has just
implemented a new internal system to provide real time
information to their business partners, including automated
daily backorder reports, status of orders and customer
relationship management tools to provide an improved level
of response and service.
Based: Taren Point, NSW.
Staff: 25.
Vendor partners: HP, Toshiba, Epson, Canon, Kingston. NEC,
Panasonic.
Web site functionality: Real-time availability, pricing,
ordering, view transactions and orders, account status.
Core competency: Specialist hardware.
Market differentiator: Personal service – stable,
knowledgeable sales team, easy and flexible to do business
with, quick delivery, good inventory.
Channel programs: Top Cat program, Retail Program,
Education Program, Government pricing, Computer Reseller
Network of Australia for SMB,
Type of reseller sought: All resellers.
Contact: (02) 9589 8400.
www.dickerdata.com.au
Digicor Pty Ltd
As a value added IT
distributor/solution
provider targeting
niche market, Digicor
specialises in two major
areas: 19” Maxtron
rackmount and pedestal
server solutions and
networking solutions.
Digicor has built its reputation in the marketplace over the
past six years by providing the best value, cutting edge
technology with exceptional service.
Based: Clayton, Melbourne
Branches: Lidcombe, Sydney
Staff: 25
Vendor partners: Accusys, AMD, Chenbro, Chicony,
Enhance, Etasis, Supermicro, Surecom, Transcend, Tyan,
Zippy.
Core competency: Complete solutions, customer focus,
striving for excellence, skilled workforce, one step ahead of
competitors, adapting to change quickly.
Market differentiator: Meeting customer’s needs
completely, on time and superior after sales service set
Digicor different from others. Our motto is “Exceeding your
expectations” and that is what our customers will receive
from Digicor.
Channel programs offered: Roadshows with some key
vendor partners. Pre-sales consultations.
Value added services offered: Extensive pre-sales support
and after-sales technical support, access to comprehensive
web site, regular product specials, product training.
Types of resellers sought: Systems integrators, consultants,
corporate/education dealers, and other VARs.
First point of contact for channels: Melbourne office: (03)
9560 7222, Sydney office: (02) 9648 6800
www.digicor.com.au
Digiland
Pty Ltd
Digiland Australia is
part of the Digiland
International Group,
incorporated in
Singapore. Digiland
International is
listed on the Singapore Stock Exchange. To date, there are
11 Digiland distribution centres, servicing about 13,000
resellers throughout the Asia Pacific region. Digiland
Australia has state-of-the-art warehousing in Melbourne,
Perth, Sydney and Brisbane and the Digiland distribution
model is to remain as close as possible to our customers,
enabling us to be responsive and flexible in catering for
our customers diverse requirements. Digiland offers many
value-added services such as pick up and third party
deliveries, paperless ordering – EDX, E-Commerce electronic
information, order confirmations, order status reports and
daily and weekly product information updates and pricing.
We are also a distributor of HP and Compaq Spare Parts.
Based: Digiland’s Head Office is in Mount Waverley, Victoria.
(03) 9542 7600
Staff: 85 Staff employed Australia-wide
Vendor Partners: 3Com, ACER, Adaptec, Digitrex, EPSON,
Fujitsu, HP/Compaq, IBM, Kodak, Linksys, Liebert, Maxtor,
MSI, and WD.
Core competencies: Wide channel network; Customer
centric service; Account management; flexibility to suit
customer requirements; fulfilment, warehousing in each
state; financing.
Market differentiator: Warehouses in 4 states: Qld, Vic,
NSW and WA, stocking a full range of products with option
of pick up or delivery of goods. Digiland also distributes HP
and Compaq spare parts.
Channel Programs offered: Digiland hosts a number of
seminars, workshops and programs for resellers, and
participates in reseller conferences and exhibitions.
Value added services offered: Automated order
confirmations; automated order status reports daily or
weekly; electronic invoices including serial numbers;
electronic pricelists- excel format — weekly; electronic
product availability and ETA’s; product and pricing catalogue;
electronic ordering — EDX program; third party deliveries;
digiland.com.au — online ordering; product specifications;
stock availability; credit availability; online return requests.
Type of resellers sought: All reseller enquiries welcome
First point of contact for channels: Ph – 1300 65
2005; fax – 1300 65 2005; Email – \E-Commerce
– www.digiland.com.au;
Contact head office in Victoria Ph: – (03) 9542-7600
Credit facilities available: 7/14/30-day accounts
www.digiland.com.au
Digital Tape
Solutions
(DTS)
DTS is a value
added distributor
specialising
in providing
storage and data
management
solutions to major
channel partners
in the Australian
marketplace. With more than eight years experience in the
storage market, DTS can leverage the distribution model
to supply its products to major storage channel partners
throughout the region. DTS is the primary distributor for
a number of complementary products including: Overland
Data tape robotic libraries, Exabyte tape drives, Yosemite
Tapeware, Quantum DLT tape products, St Bernard Open
File Manager, IBM storage products, NAS, Sony storage
and Emulex. DTS has offices in Sydney and Melbourne and
serves the full Australian market. DTS offers not just a
product or service but a tailored solution for data storage
problems.
Based: Chatswood, Sydney, NSW
Branches: Burwood, Melbourne, Vic (covers the whole
Australian marketplace)
Staff: 8
Vendor partners: Overland Storage, St Bernard Software,
Axiom, Axus, Sony Storage, Fuji, Exabyte, Yosemite Software,
IBM Storage, Quantum.
Core competency: DTS is vendor neutral and can therefore
provide a solution tailored to meet customers needs. We are
also an Australian-owned and managed company
Market differentiator: Personal attention, Co-operative
eXeed’s new family ... IT JUST KEEPS GROWING!
eXeed is proud to announce its new family members
Acer, Fuji Xerox Printers, Hewlett-Packard, 3, Fujitsu PRIMERGY Servers
Contact us and become a reseller with eXeed
[email protected]
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Melb: 03 9840 8555
10/8/2003, 12:26 PM
Syd: 02 9955 4224
Bris: 07 3252 9922
S13
selling, joint calls, extensive data storage knowledge in both
disk and tape.
Channel programs offered: Joint seminars and events, SPIF
reward programs, trade shows
Value added services offered: Solution design, Planning and
implementation, On site services up to 24x7, evaluation
services.
Types of resellers sought: All types
Credit facilities available: Yes, incl. credit card.
www.dlt.com.au
Dovetail
Distribution
Established in 1996,
Dovetail is a valueadded distributor,
specialising in
network security/
firewalls, virtual
private networks,
remote access,
and Internet-related
technologies such as
SSL, load balancing
and traffic monitoring. Dovetail has extensive knowledge of
the firewall appliance market and the application of these
appliances to meet customer security requirements. In
addition, we are one of the pioneers in the VPN market in
Australia and have developed our skills and our product
range so that we can provide scalable solutions to meet
almost any customer requirement.
Based: Pymble, NSW
Branches: Melbourne – (03) 9890 4900
Staff: 9
Vendor partners: Fortinet, SonicWALL, Snapgear, Secure
Computing, Zone Labs, StBernard, Dynalink Aladdin.
Core competency: Network security, virtual private networks
Market differentiator: Value-add niche market distributor
Channel programs offered: Dovetail partner program. Vendor
partner programs
Value added services offered: Consulting, network design,
maintenance
Types of resellers sought: ISPs, System integrators, VARS
and carriers
First point of contact for channels: Marketing - Tracey
Roberts; Sales - [email protected]; support [email protected]; Telephone (02) 9418 5888 or
1800 00 22 33.
www.dovetail.com.au
eXeed
eXeed is a
national valueadd distributor
with offices
in Australia
and NZ. For
more than two
years eXeed has been servicing it’s customers needs with
exceptional growth in this period. eXeed leads in areas
such as IT systems and quality trained people to provide
our resellers with a service level that is unequalled in the
industry, we call it “ownership of the issue”. Our vendor
partnerships are best in class, and include HP, Acer, Fujitsu,
Fuji-Xerox, Minolta, Emerson UPS, H 3G, and Computer Trax
security software. eXeed specialises in value-added services
such as direct shipment to end users, Electronic commerce
tools, pre-configuration services, build-to-order capabilities,
print solutions offerings, mobile and messaging services
and products.
Based: Melbourne, Victoria
Branches: Sydney, Brisbane
No. Of staff: 20
Vendor partners: HP, Acer, Fujitsu, Fuji-Xerox, Minolta,
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Hutchison 3G, Emerson UPS, Computer Trax software.
Core competency: Proficient sales and marketing team
focused on the IT and T channel
Market differentiator: Mobility and messaging products
based on the 3G platform, Value added services around
configuration and build to order for servers, print solutions.
Channel programs offered: Sol Print, (print solutions
offering), Accredited Gold reseller program for H 3G. Acer
link, (B to B and B to C e-Commerce offering)
Value added services offered: e Commerce, direct ship to
end user, pre configuration services, build to order, expertise
in mobility and messaging products and services, solutions
printing
Types of resellers sought: SMB, regional, VAR’s,
Telecommunications resellers, SI’s
First point of contact for channels: Account managers
through the following phone numbers Victoria: (03) 9840
8555; NSW: (02) 9955 4224; Qld: (07) 3252 9922.
Credit facilities available: credit card, direct deposit, credit
terms to approved resellers.
Web site address: www.exeed.com.au
Express Online
Express Online is a fast, efficient, quality distribution option
for IT products. The value Express offers IT resellers is
competitively-priced volume sale products using the latest
in interactive online transaction processing as well as
using the industry leading technology to provide resellers
with education and information. Our range includes Acer,
Allied Telesyn, Altec Lansing, APC, Belkin, Brother, Canon,
Checkpoint, Cisco, Corel, HP Compaq, LaCie, LG, McAfee,
Microsoft, MYOB, Netgear, Palm, Samsung and Symantec.
Express Online will continue to add to the vendor range over
the coming months to offer a “one-stop” distribution option
for IT resellers
FortuneTec
FortuneTec is an IT development firm specialising in the
manufacturing,
import and distribution of quality computer products, mostly
from Taiwan.
Branches: no other.
Staff: 10.
Vendor partners: Macase, HEC, Compucase, Promise,
Chieftec, Chenbro,
Zippy.
Core competency: Manufacturer of PC cases and power
supply, industrialrackmount cases, cabinet and accessories,
storage cases, dual P4 servercases, ATA raid card, SCSI-ATA
subsystem, ATA controller card. Net PC barebone system.
Market differentiator: Quiet P/S with low ripples at twoyear warranty, quality high end cases with dust filter, USB,
IEEE1394 in professional innovative design ,colours and
finishes, low EMI design cases. Full technical supports and
advises on wide range issues among P/S, cases and M/B.
Australia-wide distributing.
Channel programs: Distributors, system integrators, reseller,
wholesale, Retailers.
Value-added services: Barbone Systems.
Types of resellers sought: Distributors, system integrators,
reseller, wholesale, Retailers.
Contact: (02) 9748 0001.
www.fortunetec.com.au
Galas Electronics
Australia
Based: Sydney.
Staff: 10
Vendor partners: Acer, Allied Telesyn, Altec Lansing, APC,
Belkin, Brother, Canon, Checkpoint, Cisco, Corel, HP
Compaq, LaCie, LG, McAfee, Microsoft, MYOB, Netgear,
Palm, Samsung and Symantec
Core competency: Online distribution - highly efficient,
interactive, online order transactions as well as industry
leading electronics resources to provide resellers with
education and information.
Market differentiator: Express Online supplies the latest
in interactive online transaction processing as well as
using the latest technology to provide you with education
and information. Express Online’s website offers resellers
a more efficient method for processing and tracking their
orders not to mention utilising Express Online’s internal
backorder, quoting, and order management tools.
Value added services offered: A range of online electronic
resources to assist resellers including the availability of
point of sale material, e-training, webinars, configuration
tools and product PDF’s.
Types of resellers sought: Express Online distributes a
wide range IT products and as such is a fantastic option for
a diverse range of IT resellers. Resellers who know what
products they are looking for and want to save by minimising
cost of doing business and increasing their efficiencies.
Express Online saves resellers time and money as we aim
to provide our customers with all the major products they
require at cost effective prices.
First point of contact for channels:
www.expressonline.com.au
Credit facilities available: Credit Accounts, credit card, BPAY,
EFT and direct deposit.
www.expressonline.com.au
Galas Electronics was
established in 1994, with
the goal of being “The best
distribution company of the
best products”. Through
nine years of hard work,
Galas Electronics has grown
substantially to become a major distributor in the Australian
computer market. We carry a vast range of products, and
believe in establishing solid relationships with our suppliers
through business building. The relationship we have with
our world class vendors allows us to provide high quality,
high value and high technology products to our customers.
Galas now distributes more than 200 product lines, and
also imports an extensive range of computer cases, mouse,
keyboards, speakers, sub-woofers, motherboards, memory,
CPUs, scanners, CD ROM drives, DVD drives. Galas are
also a distributor/wholesaler for LG, Canon, Lexmark,
Samsung Ricoh, Albatron, Umax, Epson, Intel, AMD, Seagate,
and Iomega. Our company motto is: “We work for our
customers”. We believe that our customers are the fuel to
our company; without their support we could not survive.
Therefore, we work around the customers, and consistently
refine our process to ensure that the customer benefits
most.
Based: St Peters, Sydney, NSW.
Branches: Melbourne, Brisbane, China, Hong Kong.
Staff: 55 (in Australia).
Vendor partners: LG, Canon, Lexmark, Ricoh,Samsung,
Albatron, Plustek
Core competency: Provides high level of product knowledge,
customer service and technical support; the best price and
fast delivery; strong Internet management and security; local
presence to take care all of reseller’s needs.
Market differentiator: Value-added importer and distributor
focused on providing wide range, good quality of the
products and support.
Channel programs offered: GEA Voucher system and sales
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promotion reward resellers instantly. Selected exclusive
distribution contract guarantees warranty, supply and price
protection.
Value added services offered: Direct shipment and virtual
warehouse benefits resellers; customised branding/
packaging on OEM products such as casing, mouse, and
keyboard.
Types of resellers sought: OEM SI, retailers (shop fronts),
mass merchants
First point of contact for channels: Peter Hsie, (02) 9550
6888;
Michael 0414 188 988/ (02) 95506888
Credit facilities available: 7 – 60 days credit account
depending on trading requirements.
www.galas.com.au
GL Computing
GL Computing has been selling and supporting resellers of
sales and marketing software for 15 years – specialising
in the ACT! contact management CRM products. Our ability
to assist resellers in selling to their clients and increasing
their profits through extra add-ons has made us a preferred
supplier to most of the ACT! certified consultants and other
ACT! resellers in the Asia-Pacific region.
Our new instant delivery 24/7 for most products via our
reseller website has made us the easiest distributor from
which to buy the products we carry.
Based: East Botany, NSW.
Staff: 5
Vendor partners: ACT!, Interact Commerce Corporation, Best
Software, Sage, G2X, Oakhurst, dbDynamics
Core competency: Contact management, sales and
marketing systems
Market differentiator: Technical excellence. We have staff
on the product advisory councils advising our vendors on
product direction for most of the products we handle. We
also provide training and support to resellers in Asia- Pacific
the level that the local vendors usually can. Plus our new 24hour ordering system including historical information of all
previous orders at: http://Resellers.GLComputing.com.au
Channel programs offered: ACT! Certified Consultant (via
vendor), ACT! for Notes Consultant.
Value added services offered: Training, sales and technical
support, additional product documentation, development
staff, 24-hour ordering system
Types of resellers sought: ACT! resellers, Lotus Notes
resellers, CRM resellers.
First point of contact for channels: Mike Lazarus
Credit facilities available: After a trial period
http://www.GLComputing.com.au and http://Resellers.G
LComputing.com.au
Global Business
Technology
Founded in Sydney in 1988,
Global has been supplying
resellers and OEMs with quality
products at competitive prices
as well as offering outstanding
service and after-sales
support. It distributes a wide
range of computer components
and peripherals as well as
its own computer systems
to Australia and the South Pacific. Global’s assembly line
has the capacity to produce more than 1000 personal
computers each month. Lead-time for pre-built systems is
2-3 working days with all software pre-loaded and configured
to the customer’s specifications.
Based: Chester Hill, Sydney.
Staff: 34.
Vendor partners: Mitsubishi, Panasonic, Pinnacle, Sony,
Albatron, BenQ, Cherry, XPC Shuttle, Gigabyte, Epson, D-Link,
Canon, Genius, uLead.
Core competency: Distribution of PC components,
peripherals, notebooks and pre-built systems to resellers,
OEMs, consultants and VARs throughout Australia and the
South Pacific.
Market differentiator: Focused, personable, online ordering
capability.
Channel programs: Regular promotions and incentives.
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Reseller nights.
Value-added services: Direct shipments, pre-built systems.
Type of resellers sought: All Resellers, Consultants, VARs
and OEMs.
Sales Contact: [email protected] or (02) 8718 8888.
Vendor Contact: Gordon Taylor [email protected]
Website: www.gbt.com.au
Hitech
Distribution
“Your Success is
our Priority” reflects
Hitech’s customer
attitude. Formed in
September 1990,
Hitech Distribution is
a value-add distributor
of software, hardware, peripherals and services, working
closely with our customers. Hitech has always been at the
forefront of distributing the latest technology, and actively
seeks new opportunities to help resellers maintain healthy
margins. A key to our success are the motivated and welltrained individuals the company attracts, resulting in an
excellent teamwork environment. As an organisation we
have gained an enviable reputation for our high standard of
friendly, professional service and overall value for money.
Recent growth has resulted in the successful opening of
our Victorian branch office and Acer’s National award for
outstanding sales performance in 2002.
Based: Head Office: Adelaide, South Australia.
Branches: Victoria.
No. of staff: About 30
Vendor partners: Acer, Alloy Networking, Belkin, Dynalink,
Epson, Lexmark, Pinnacle, Microsoft, MYOB, NEC, Samsung,
Sola, Swann, Symantec, Verbatim, Wacom.
Core competency: Value-add distributor, offering one-stop
solution inc pre- and post -sales tech support
Market differentiator: Flexible stock rotation program,
allowing our customers to confidently stock product lines,
available on application. Able to offer seamless 24x7
support back-end to our customers by providing technical
services at a wholesale level. Suits small to medium
resellers who cannot afford to employ their own full time
technicians, by allowing them to offer turn-key solutions to
their clients.
Channel programs offered: Various Vendor programs
and networking expertise, tender/quotation assistance,
wholesale repair and installation contracting on behalf
of reseller including seamless answering service,
complimentary in-house or site-based product training
Types of resellers sought: Retail, SME, Vertical Market, and
Corporate
First point of contact for channels: David Hein or Marco
D’Agostino – (08) 8130 1000 or 1300 850 072
Credit facilities available: Trading account on application
customised consultancy
Value-added services offered: Marketing and artwork
assistance, credit card
Web site address: www.hitechdist.com.au
Additional Info: Some products/services may not be
available through branch office
Impact Systems
Technology
Impact Systems
Technology is a
prominent broad-based
solutions wholesaler
located in Sydney. With over 13 years in the computer
marketing industry, the company has continually expanded
and developed its relationships with value added resellers
Australia-wide. Impact Systems is an ISO9001 Accredited
organisation and certified by the ICSS, which is the
international governing body of the Customer Service
Certification of Australia and an IPP - Intel Premier Providers.
Based: Blacktown, Sydney.
Staff: 29.
Vendor partners: Microsoft, Fuji Xerox Phaser, HP, Palladine,
Intel, D-Link, Teac, Philips, Mitsubishi, Cisco, NEC, Sharp,
and Polyview/CMV.
Core competency: National product distribution, systems
integration, network integration and the delivery of broadbased solutions to VARs.
Market differentiator: Dedicated professional customer
service, strong vendor relationships, inhouse technical
expertise, competitive pricing, aggressive distribution
network, strong knowledge in video editing turnkey solutions,
13 years of expertise in the local IT landscape.
Channel programs: Product awareness campaigns, product
demo offers, promotions and giveaways.
Value-added services: Co-Op assistance marketing
campaigns, integral network support and consultations to
dealers. Unique sales programs.
Type of resellers sought: VARs, wholesalers and
consultants.
Contact: (02) 9621 2999.
www.impactsystems.com.au
Infotronics Software Pty Ltd
Infotronics Software Pty Ltd is an Australian software
distributor and has been in operation since 1989. We
distribute and support quality software administrator tools
and niche desktop utilities to systems integrators and dealer
partners throughout Australasia, with personal service to
dealer partners. Resellers are provided with hands-on
account management and access to highly experienced and
certified Microsoft and Citrix engineers for pre-sales and
software support.
Based: Keysborough, Victoria.
Staff: 14+
Vendor partners: ThinPrint, StBernard Software (Update
Expert, Open Manager and iPrimism), Urchin, Argent, Kerio
SmartDraw, SnagIt, Quest, Camtasia Studio, Raxco.
Core competency: Software for the system administrators.
Market differentiator: In-house thin client specialised skills.
Products are priced for and aimed at the SME market but
have the ability to scale to large corporations.
Channel programs offered: Authorised dealer partner
program.
Value added services offered: Access to CCEA qualified
staff for technical pre-sales support and installation.
Infotronics’ product range and pricing is designed to ensure
our reseller channel cannot only retain great margins but
also build and deliver specialists services for additional
business.
Types of resellers sought: Thin client and systems
integrations specialists.
First point of contact for channels: [email protected]
.au.
www.infotronics.com.au
Ingram Micro
Ranked No. 75 in the
FORTUNE 500 2002
listings, Ingram Micro
Inc. is the largest global
wholesale provider of
technology products
and supply chain
management services with offices in 37 countries.
Ingram Micro Australia carries a large range of products
including business applications software, personal
computers, servers and workstations, personal digital
assistants, wireless devices, mass storage devices, CDROM, CDRW and DVD drives, monitors, printers, scanners,
modems, networking hubs, routers and switches, network
interface cards, components, computer supplies and
accessories. 2003 saw Ingram Micro Australia introduce an
enhanced operations network designed to provide superior
service to vendors and customers. This included the
creation of a national distribution centre in new premises
in Sydney to enable efficient inventory management and
business process improvements across all functions.
Satellite distribution centres (SDC) were established in
Melbourne, Brisbane and Perth to ensure solid national
coverage for customers. These outlets serve as ‘will call’
facilities and carry fast moving line items, providing same
day or next day delivery service at the same competitive
prices. Complementing the SDC’s are field sales teams
deployed throughout the country, including dedicated sales
coverage in Canberra for the first time.
Based: Flemington, Sydney.
Branches: Mulgrave (VIC), Brisbane (QLD), Osborne Park
(WA) and Canberra (ACT).
Staff: 220.
Vendor partners: 3Com, Acer, ACCO/Kensington, Aforce,
Allot Communications (previously NetReality), APC, ASUS,
Avaya, Belkin, Britannica, Computer Associates, Digitrex,
Extreme Networks, Fujitsu, HP, IBM, Imation, Intel, Interact
Commerce-ACT!, Inwin, Iomega, Kingston Memory, Lexmark,
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Linksys, Logitech, Maxtor, Microsoft, MSI, NEC, Netcomm,
Network Associates, Pumatech, Samsung, Seagate
Technology, Socket, Swann Communications, Targus,
Toshiba, Twinmos, Verbatim, Veritas, Viewsonic, WatchGuard.
Core competency: Ingram Micro is a service powerhouse
delivering logistics and supply chain management services
to increase value and drive efficiency for companies at all
levels of the IT supply chain. The company has developed
services and solutions designed to address the needs of
each technology category and market segment, with expert
services to support customers serving vertical and specialty
markets.
Market differentiator: Innovation is the key differentiator
between Ingram Micro and other IT distribution companies.
The company’s management team is focused on leading
the industry through change and has a clear understanding
of customer expectations. Ingram Micro leads the industry
in creating market opportunities with new and emerging
technologies and value-added services. These new
opportunities have changed the way that solution providers
offer value to their end-user customers, making them more
competitive in the marketplace.
Channel programs: Tailored marketing campaigns.
Value-added services: Configuration centre, partner
licensing Web site.
Contact: 1300 65 33 33 or visit www.ingrammicro.com.au
Intellitron
Pty Ltd
The Intellitron
wholesale distribution
business was
established in
Brisbane in late 1991
to provide computer
resellers with a means of obtaining products from overseas
where no distribution agreements were in place. This has
now expanded to include computer peripherals, hardware,
and software products that enjoy wide public appeal.
Intelliton supplies to just under 5000 resellers nationally
and internationally. We spoil our customer base through the
provision of appropriate selling tools and information, rapid
and accurate delivery of ordered goods and quality product
support and customer service to our resellers.
Based: Bowen Hills, Qld.
Staff: 11
Vendor partners: Alloy, Eovia, Fasttrack, GFI, , MYOB,
Quicken, Rega International, WRQ Reflection, Sony, Sun
Microsystems, Typequick, Winzip — more than 100 vendors
nationally and internationally.
Core competency: Sourcing software and hardware from
local and overseas vendors on behalf of our resellers.
Additionally, Intellitron has a reputation in the market for
quality customer service. Our commitment to provide
personal and professional service to our customers has
lead to the success of the company today.
Market differentiator: To find and fulfil customer requests
for any product globally.
Channel programs offered: Product training, dealer nights,
Value added services offered: Marketing assistance and
point of sale to our resellers, instore visits. A warehouse in
Brisbane allow stock to be available same day.
Types of resellers sought: All resellers
First point of contact for channels: Sales — sales@intellitr
on.com.au;
accounts [email protected]; warehouse —
[email protected]
Credit facilities available: Credit card, EFTPOS, direct
deposit. credit account applications available.
www.intellitron.com.au
IPL Group
IPL was established in 1982 by its
managing director Stead Denton, and is
the Australian distributor for some of the
world’s leading ITandT manufacturers,
in Avaya and OKI. In a close working
relationship that spans almost two
decades, IPL has built a strong and
solid presence in the Australian office
technology market. Today, for committed
resellers and satisfied end-customers
alike, the names Avaya and OKI are
virtually synonymous for quality, reliability
and excellence in customer service.
Most recently IPL was awarded a certificate of recognition
for its contribution to the development of the Australian
ICT industry by Senator Richard Alston, the Minister for
Communications, Information Technology and the Arts.
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Based: Alexandria, NSW, 2015.
Branches: Brisbane, Melbourne, Canberra and Perth.
Staff: 85 nationally
Vendor partners: Avaya and OKI
Core competency: Distribution of Oki faxes and printers and
Avaya converged voice and data solutions.
Market differentiator: Unmatched level of sales and
technical support.
Channel programs offered: Regular sales incentive
programs.
Value added services offered: Scheduled technical training
on products, sales training on Avaya and OKI products on
demand, lead generation activities including seminars,
tradeshows and product launches targeted at resellers’
prospective clients.
Types of resellers sought: Hardware resellers and IT
resellers who are looking to get into the converged voice and
data market space.
First point of contact for channels: Justin Kieseker (OKI)
and Robert Hastings (Avaya).
www.ipl.com.au
Kingworld
Enterprises
Kingworld was established
in 1984. Its primary focus is
as an importer, wholesaler
and distributor of the
stylish and quality Tsunami
product line, which consists
of cases, speakers, LCD
monitors, computer
accessories and peripherals. Tsunami production
centres are based in Hong Kong and Taiwan. Kingworld
is headquartered and warehouse based in Silverwater. A
small team allows the company to interact closely with its
business partners.
Branches: QLD.
Staff numbers: 9.
Vendor partners: Tsunami.
Core competency: Insisting on quality. Personalised service,
warranty, replacement and delivery are all part of the
Kingworld service.
Market differentiator: Sole agent for Tsunami. Personalised
service level, encouraging growth for business partners.
Channel programs offered: Bundled specials.
Value added services: Market protect and replacement
warranty.
Types of Resellers sought: Serve OEM market, All resellers
who need to excite their customers with style and quality.
Impressive packaging for dealer and retail market.
Credit facilities: Yes.
First point of contact for channels: Hendry Tam/ Alison
Tang, (02) 9748 6628
www.kingworld.com.au, www.tsunami.com.tw
KVM Australia
Pty LTD
KVM Australia is the Sole importer and distributor of
the RARITAN brand of Keyboard Video Mouse Solutions.
Established in 1999 to partner with Raritan to get the full
range of Raritan product into the Australian market. KVM
Australia works with Raritan Australia which travels to all
states to offer product and industry training for resellers
and sub distributors. It also offers technical support and
product advice to the market. Raritan KVM switch products
save time, space, and money by enabling users to control
multiple computers from a central user console (keyboard,
monitor, and mouse). Whether you are running two PCs at
your desk, or need multi-user access to hundreds of multiplatform servers in a data centre, or have any requirements
in between, Raritan has your solution. Every Raritan switch
features a dedicated microprocessor on every port, ensuring
flawless booting and preventing mouse/keyboard lockup
during operation. Raritan’s new Z-series switch less KVM
control solution allows the control of up to 42 servers by
category 5 cable. Designed initially for high density racks
the Z series can be used in any server room environment
with up to 300 meters between server and console. UMT is
the award-winning KVM solution that gives IT professionals
the power to access and control their servers and other
network devices any way they want, anytime they want, from
anywhere they want. Thousands of companies worldwide
have chosen Paragon to access and control their mission
critical servers and other network devices because it
always works. It is the most reliable, most flexible and most
secure enterprise-class KVM solution on the market that
offers Cat5 Simplicity™ and multi-platform support for 2
to 64 users having direct control of 16 to 10,000 servers.
Released at CEBIT in Sydney in May, Dominion is a family
of automated serial console management appliances that
provide secure, remote out-of-band access to up to 32
target servers and IT devices, over IP from any Web browser,
anywhere in the world. A copy of the Dominion information
brochure is attached.
Based: O Connor, WA.
Branches: Sub-Distributors in each state.
Staff: Five.
Vendor partners: Raritan Computer Incorporated
Core competency: Server management and control
Market differentiator: Category 5 based server control
switches. Dedicated keyboard/mouse emulation. Remote
access in/out of band to servers anywhere by IP
Value added services offered: KVM and connectivity solution
providers Type of resellers sought: System integrators
who sell and install servers and IT companies that offer a
complete solution.
Web site capability/functionality: Static information
– online shopping becoming available April.
www.kvm.com.au and www.raritan.com.au
LAN Systems
LAN Systems was founded in 1990 in response to a clear
market need for a specialised, networking channel services
partner. LAN Systems works solely through resellers, and
focuses on deploying emerging technologies at the forefront
of the user adoption cycle. LAN Systems has been chosen
by the leading networking vendors to represent their
products in Australia. Headquartered in Sydney, with offices
in Melbourne, Brisbane, Canberra Perth and New Zealand,
LAN Systems concentrates solely on the Australian and
New Zealand networking marketplace. LAN Systems is now
owned by the global networking technology provider, The
Westcon Group and continues to maintain focus on further
development and expansion within Australia. This supports
our drive to achieve superior innovation and present our
partners with a profitable and competitive advantage through
our core competencies. We’ve extended this to include an
offering of true business building capabilities, a key focus for
us over the next 12 months.
Based: St Leonards, NSW.
Branches: Melbourne, Brisbane, Canberra, Perth and New
Zealand
Staff: 86.
Vendor partners: Cisco, Alcatel, 3Com, Network Associates,
Nortel, Alteon Web Systems, Check Point, Trend Micro,
WatchGuard, Radware, Packeteer, Extreme Networks, Nokia,
Sitara, Concord, StoneSoft, Cosmic, Kingston, NetScreen,
Panasonic , Secure Computing, Top Layer.
Core competency: LAN Systems offers reseller partners
a service-centric, benefits model that strives to deliver
profitable and competitive advantage. Our key focus is
networking in the areas of infrastructure, security, wireless,
storage and IP Telephony. Our people are critical to achieving
our core competencies by delivering this model with
knowledge, exemplary customer service, integrity, flexibility
and adaptability.
Market differentiator: Our niche — LAN Systems is a global
networking-only channel provider. We seamlessly support our
channel partners in country and worldwide through 9 major
international warehousing hubs. This allows us to facilitate
global rollouts which mirror our customer requirements. Our
Services - cost-effective marketing, configuration and staging
services, exclusively for our channel partners. This enables
them to compete for business that they may not otherwise
have been able to fulfill. Our professional services cover,
free network design, technical pre and post sales support,
training and certification courses. Our programmes - LAN
Systems offers business building marketing programmes
that allow customers to extend beyond their own capabilities
thereby achieving more profitable business relationships
with their customers.
Channel programs offered: LAN Telligence, Protocol Club
ARN
OCTOBER 2003
featuring MANIA — an executive partnership forum,
LeadGen new business program, Cisco Certified Partner
Program, 3COM NBX Voice Solutions Partner, Nortel ‘nPower’
Partner Program, Alcatel Certification Program, Check
Point Certification Training, Sitara Partner Program, Trend
Accredited Reseller Program, Nokia Channel Accreditation
Program, WatchGuard Security Partner Program and Concord
Partner Program.
Value added services offered: Free network design,
dedicated licencing team, dedicated new customer team
(Value Partners), hotstaging of products and configuration
services, mass customisation (direct customised shipping
to customer site), leasing/finance services, marketing lead
generation programmes, network and security consulting
services.
Types of resellers sought: Providers of networking and
telecommunications business solutions, who service a
variety of vertical markets across the enterprise, small and
medium businesses in Australia and New Zealand.
First point of contact for channels: Leigh Howard, National
Sales Manager, [email protected]
Credit facilities available: Standard terms of trade
www.lansystems.com.au
Legend
Legend is Australia’s
leading manufacturer,
distributor and
exporter of memory
modules. Legend
maintains eight
sales offices
throughout Australia
and New Zealand with stock holdings in every office – a
practice which offers resellers the best protection against
a volatile commodity like memory. The company offers
price updates and same-day supply of stock. Directly
supplied by the worlds major memory chip manufacturers,
Legend is the only memory supplier able to offer application
tested memory with world market pricing on a daily basis
direct to integrators and resellers. Legend is Australia’s
only Government Endorsed memory manufacturer and is
ISO9001 and IPC610C certified. Legend has additional
production and sales facilities in Africa and several
European countries and has recently opened Asian
operations in Hong Kong and Thailand.
Based: Adelaide, South Australia
Branches: Sydney, Melbourne, Canberra, Brisbane, Perth,
Auckland, Wellington.
No. of staff: 90
Vendor partners: Hynix, Micron, Samsung, Infineon, AMD,
MSI, and Fujitsu.
Core competency: Legend designs and manufacturers a
comprehensive range of memory products and application
specific parts for PCs, servers, notebooks, routers, laser
printers, plotters and photocopiers.
Market differentiator: Just In Time production ensures world
competitive pricing. Order to delivery is on average less
than 24 hours, In addition branch offices hold stock and
offer same day delivery.
Channel programs offered: LegendShop web site, weekly
industry, product and pricing broadcasts.
Value added services offered: Intel Certification , AMD
Verification, custom manufacturer and private labelling.
Types of resellers sought: OEM, SI, and VAR
First point of contact for channels: Sydney – (02) 9448
6768, Melbourne – (03) 9545 3969, Adelaide – 08 8401
9888,
Canberra – (02) 6234 8008, Brisbane – (07) 3397 0799,
Perth – (08) 9229 6377, Auckland – (64) 9 415 3442,
Wellington (64) 4 499 4393.
Credit facilities available: Available on application.
Web site address: www.legend.com.au
Lynx
Technologies
Lynx Technologies is a
leading supplier of data
storage products to
the Australian reseller
channel. Established
in 1988, Lynx is best
known for its popular HP and Lynx brand tape back-up drives,
autoloaders and tape libraries as well as its high-level of
technical expertise. With a complete portfolio of best-ofbreed products and considerable investment in technical
capabilities, Lynx is uniquely positioned to assist resellers
who are actively pursuing opportunities in this field. Whether
ARN
the requirement is for storage products or storage solutions,
Lynx is uniquely positioned to satisfy the requirement.
Based: Rosebery, NSW.
Branches: Melbourne.
Staff: 18.
Vendor Partners: H P, Brocade, Emulex, Hitachi Data
Systems, Computer Associates.
Core competency: Back up, disk storage, SAN
infrastructure.
Market differentiator: Totally focused on storage products
and solutions via the resellers. Holds relationship with core
storage vendors at a labs level.
Channel Programs: Sales and marketing programs,
reseller education, product training and vendor certification
programs.
Value-added services: Pre-sales consultation, demonstration
facilities, proof-of-concept, implementation services, unique
product bundles and packaging.
Type of resellers sought: Those eager to explore the
opportunity in the storage market.
Credit facilities available: Subject to approval.
Web site functionality: Product information, ordering
information, white papers, news.
Contact: Adam Norman.
www.lynxtech.com.au
Manaccom
Manaccom is the exclusive
distributor for a number
of software vendors.
With a concentration on
“retail” and “consumer”
type products, Manaccom represents hundreds of products
including PC-cillin Net Nanny, PublishPDF, PowerDVD and
Zone Alarm. Strategic planning, a high level of service
and value-adding for resellers has seen Manaccom
grow exponentially since its modest beginning in 1986.
Manaccom puts the reseller first; Manaccom offers the
channel high margins, no minimum order amount, free help
desk support, low freight charges, sale or exchange of slow
stock, and a huge software catalogue. Manaccom now
specialises in offering value-added distribution services,
including publishing and republishing for developers of
business, entertainment, education, Internet and reference
software. Manaccom would like to be contacted by any
reseller looking to add value to traditional sales by including
high-margin software titles, especially the award-winning PCcillin.
Based: Milton, Queensland.
Branches: Sydney.
Staff: 25+.
Vendor partners: Trend Micro, Net Nanny, MAUS, Cyberlink,
Zone Labs, Optomo, Martex, 3d3.com, Arush Entertainment,
Software Abroad/CenturionSoft, 3015, Digital Instinct,
Qudos, NeoSoft, FileStream, Paraben, SatSoft, VTC,
Computability, Supertech, Amic Games, C-Point.
Core competency: Software publishing and national
distribution since 1986.
Market differentiator: High margins, sale-or-exchange
policy, free support for all current products, very low freight
charges.
Channel programs: Varied (ask about the current PC-cillin
promotions).
Value-added services: Free technical support on all
software, reseller incentive programs.
Type of resellers sought: All.
Website functionality: The launch of the new
www.manac.com.au includes a specific reseller section with
added functionality.
Contact: (07) 3870 4900.
www.manac.com.au
Omega
Technology
Omega Computer
Industries Pty Ltd
commenced in
Melbourne in 1985 and
became incorporated in 1987, making it one of the oldest
and most experienced wholesale distribution businesses
in Australia. Omega is a wholly Australian owned, national,
wholesale distributor of assembled PC systems, servers,
components, peripherals, software and solutions, also
offering onsite service and maintenance. Our PC Systems
range from the most basic PC to highly advanced systems,
servers and server clusters. Omega supply superior quality,
brand name products at very competitive prices, with a
strong emphasis on customer service.
Based: Melbourne
Branches: Brisbane, Hobart, Adelaide, Darwin
Vendor Partners: 3 Ware, Hairong, Netgear, Accustor, HP,
Nikko, Hynix, , Olympus, Adaptec, IBM, Panasonic, Altec
Lansing, Intel, Philips, AMD, Iomega, Powertech, AOpen,
Kingmax, Promise, Apacer, Kodak, Seagate, APC, Kyocera,
S-Media, Asus, Leadtek, SOLA, ATI, Leica, Sparkle, Bromax,
Lexmark, Spectek, Canon, LG Electronics, Speed, Chenbro,
Linksys, Surelabs, Cherry, Liteon, Swann, Chicony, , Logitech,
TCN, Cino, Lumix, Technology Credit, Citrix, Maestro
, Toshiba, Compaq, Maxtor, Tyan, Creative, Microsoft,
Upsonic, D-Link, Microtouch, , Webexcel, Epson, Mitsubishi
Electronics, Western Digital, Fuji Film, MSI, Wyse, Gigabyte,
Netcomm, Xerox
Web Site Functionality: Product information, dealer
registration for online pricing, company information,
document downloads.
Core Competency: national wholesale distributor and
systems integrator — computer systems, servers, server
clusters, notebooks, components, peripherals, software
and solutions. All branches have full operational facilities,
warehouse, tech support, sales and service support to
provide best practice customer service.
Market Differentiator: One of the oldest and most
experienced National Distributors in Australia: Exceptionally
large range of well known brands such as Philips, Mitsubishi
And LG. G.I.T.C Accredited in Queensland and Tasmania.
Intel Premier Provider, Intel Validated Server Program
member. Microsoft OEM System Builder – Gold Status
Channel Programs: Competitive prices, a broad range of
product categories, solutions and customer service.
Credit facilities: Leasing and rental available.
Type of Reseller sought: All resellers.
Contact: Vic, NSW – (03) 9837-4444; Qld –(07) 32722888; Tas – (03) 6231-5211, SA – (08) 8410-3434; NT
– (08) 8984-2888
www.omega.net.au
Parallel Solutions
and Distribution
Pty Ltd
Divisions: Parallel Online,
Australian Computer Parts
Network (acpn)
Parallel® Solutions was
established in 1997. Its
vision was to focus on
quality and a commitment
to customer service. At the outset, the company’s customers
included many well-known original equipment manufacturers
(OEMs), all of whom remain loyal to the company to this day.
As market needs expanded, additional services were soon
developed. These included the sale of Toshiba, HP, IBM,
Compaq, Dell, Digital and various other OEMs’ spare parts.
The company introduced technical courier services, storage
and management of consignment inventories and the supply
of repaired parts directly to onsite engineers, reducing
the need for processing at the client’s warehouse and
eliminating freight charges.
After undertaking a comprehensive market survey, Parallel®
Solutions developed two e-commerce sites - Parallel®Online
and the Australian Computer Parts Network (ACPN®). They
were a direct response to prolonged call waiting times
associated with phone ordering – and a market first.
Parallel® Online is a retail procurement site that allows
clients to order complete systems, printers, projectors
and digital cameras online. ACPN®, designed for the
corporate spare parts market, provides a secure online
procurement site for the sale of hardware spares. The
key features include real time stock availability, advanced
search functionality, online ordering, account maintenance,
online quotations, target pricing functionality, and order and
account history.
Parallel® strives to achieve client satisfaction through the
planning and control of all its activities as set out in its
quality management system. The company’s system is
based on the AS/NZS ISO 9001:2000 Quality Management
Systems – Requirements. On the back of this achievement,
it was also successful in becoming an Australian
government endorsed supplier.
Based: Head Office - Norfolk Business Centre, Liverpool,
NSW, 2170.
Sales and warehouse – Moorebank, NSW, 2170.
Staff: 13
Vendor partners: Toshiba, Compaq, HP, IBM
Core competency: The sale of parts into the replacement
parts market via authorised distribution agreements
with companies such as Toshiba Australia and HP
S19
(Australia). We can process corporate spare parts orders
via phone, facsimile or online through our sales portal
www.acpn.com.au
Market differentiator: Authorised master parts reseller for
HP parts; Authorised distributor of non-warranty Toshiba
Spare Parts; capacity for member clients to order instantly
online; capacity for member clients to obtain quotes online;
capacity to offer repair exchange pricing on HP product; and
capacity to offer repair exchange pricing on Toshiba laptop
screens and main system boards.
Quality endorsed company AS/NZS ISO 9001: 2000
Australian government endorsed supplier
Channel programs offered: Dedicated channel account
manager;
Members receive access to marketing, sales and technical
support;
Discount structure and credit facilities.
Value added services offered: Delivery to any residential or
business address in Australia, online client chat services,
drop ship, online consignment tracking, serial number
tracking, consignment stock held for clients contractual
obligations, defective hard drive testing facilities available,
business financing via RentSmart, assembly or disassembly
of parts for distribution, source hard to find computer
hardware worldwide
Types of resellers sought: Parallel® Solutions aim is to build
strong partnerships with companies that consistently display
their willingness to place clients’ needs first. Above anything
else, the company seeks innovative companies who show
a passion to embrace new ideas in the pursuit of service
excellence.
First point of contact for channels: Anton Cruze,
[email protected], 02 9821 1660
Credit facilities available: All major credit cards accepted.
Online credit application form available for clients interested
in obtaining a credit account,
or contact: Nicole Fry, [email protected],
(02) 9600 7888
www.parallel-solutions.com.au
www.acpn.com.au
www.parallelonline.com.au
Protac
International
Computers
At Protac we pride
ourselves on providing
our customers with quality products at competitive prices
that are backed by consistent high level of service.
We have recognised that mobile computing is a growing
future trend. To supply this demanding market Protac
has introduced it’s Excel Notebook Series and I-buddie
Desknote. These notebooks are feature packed to suit
power users, everyday home/ business users. Our sales
and service team are committed to providing resellers with
cost-effective mainboards coupled with exceedingly reliable
solutions. We concentrate on providing highly integrated
boards to lower the component cost and the overhead for
the service and stock, plus the less compatible problems
and quick response for the value PC market.
We continuously review prices, services and thrive to expand
the distribution network in order to satisfy customers
permanent demands for computer products. Our factory
along with the production line located in Silverwater
premises, is set up to ensure that our clients receive speedy
service and guarantee support.
Branches: Clayton (Vic) Osborne Park (WA) Auckland (NZ).
Staff: 73.
Vendor partners: ECS, RICOH, Panasonic, Fujitsu, Clevo, A4
Tech, Chaintech, Kingmax, QSI, Tekom.
Core competency: Rapid distribution of computer
components and notebooks to resellers, wholesalers and
some retailers.
Market differentiator: Cost effective products tailored to
ensure dealers trade profitably.
Channel programs offered: POS Material, IT Exhibition
participation, sponsorship.
Value added services offered: Speedy technical service and
care. Direct factory (RandD) assistance and support.
Types of resellers sought: All types (Australia and NZ).
First point of contact for channels: Joseph Liu, (02) 8748
8868
Credit facilities available: To approved dealers.
www.protac.com.au
Rectron
Rectron has grown significantly over the past 3 years.
Rectron distributes leading international brands and
S20
products and has the
global backup with
parent company in
South Africa) and local
experience to offer the
best service, logistics
support and, of course,
best price to the dealer market place.
Based: Melbourne, Victoria.
Branches: Silverwater, Sydney.
Staff: 24 in Australia. More than 400 Worldwide
Vendor partners: Gigabyte, Leadtek, Aopen, Tyan, Cnet,
Lifeview, Kouwell
(Add on card), Jazz Speaker, A4 Tech, Adata, Asrock, Cooler
Master, BTC,
AMD, Seasonic.
Core competency: Board base distributor, AMD related
products total solution. Developing relationships with
channel partners, selling branding products, providing
updated technology information.
Market differentiator: Board base distributor - all related
products around on board.
Focus reseller channel only. Rectron assist special projects
outsourcing from overseas.
Channel programs: Roadshow training. AMD function event.
Website download price.
Resellers sought: Retail, reseller, consultant, VAR.
Credit facilities available: To approved applicants.
Contact: (03) 9561 6166, (02) 9748 7725,
[email protected]
www.rectron.com.au
Saratoga Distribution
We are a privately held national distributor of a quality range
of software titles into the mainstream and independent
retail channel. Servicing small business, corporate and
education sectors exclusively via that re-seller channel, our
main focus is on business and web related products. We
are involved with some of Australia’s and the world’s leading
brands, and have been in operation about 10 years. Our
product range includes tools such as Anti Virus, file transfer,
marketing, CRM and contact management, website design
and Internet content security. This product mix forms the
basis of a business and Web-related catalogue that appeals
to many vertical markets. Specifically, we deal with WinGate
from Qbik, all Macromedia products, NetObjects Fusion
from WebSite Pros, Contact Tracker from Vital Software,
Maximizer from Multiactive Software, StarOFFICE from
Sun Systems, Net-It Central and Myriad from Informative
Graphics, CA products, especially VET Anti-Virus and VET
OEM, all Jasc products, including PaintShop Pro, All DtMS
products, (including Marketing Pro and PhoneDisc), file
transfer tools from Laplink Inc, CodeCharge Studio from YES
Software, TaskTimer from MOBIPRO – and the great new
SMS tool Mobile Messenger. Our business model focuses
on the independent players in the re-seller market. While
we do sell to the larger organisations, we concentrate on
building relationships with “corner” stores, consultants,
systems integrators and smaller resellers generally.
We market to about 2600 resellers (a figure that is growing)
in total, and offer attractive conditions under which to do
business
We offer: Toll free phones; Freight free delivery anywhere in
Australia; Penalty free, flexible returns, with no restocking
fee; The best margins in the business – as high as 50 per
cent, average 30 per cent; Provision of evaluation stock and
NFRs where possible; Personalized approach and a strong
service focus; In-house technical phone and email support,
free of charge; Frequent updating via email and telephone
and dealer newsletters; Free software sourcing service;
Credit terms (conditions apply).
In dealing with Saratoga Distribution, the re-seller is always
assured of prompt and professional service, competitive
prices and a flexible approach.
Based: Adelaide
Branches: Representation in Perth, Melbourne and Northern
Rivers.
No. of staff: 6
Vendor partners: Computer Associates, DtMS, Vital
Software, Maximizer Software, Informative Graphics, Yes
Software, Laplink Software, Communique, Website Pros,
MOBIPRO
Core competency: National distribution via the reseller
channel
Market differentiator: Freight free delivery
Channel programs offered: Reseller seminars, reseller
training
Value added services offered: Software sourcing service
Types of resellers sought: Retail, software shops, systems
integrators, consultants, education
First point of contact for channels: Ivar Stanelis, ivar@sara
togadist.com.au
Credit facilities available: yes, conditions apply.
Web site address: www.saratogadist.com.au
Server-Bits.Com
The company specialises
in the distribution of
standards-based server and
communications components
as well as assembled
systems. We a Queenslandowned company operating
out of two warehouses in the
northern suburbs of Brisbane, and act as an authorised
distributor for Snapgear, Netcomm and Emine KVM as well
as a representative for Chenbro, Etrunk, Sinox, Panasonic,
Iwill, Supermicro and Compucase . Our commitment to the
server market includes a large spare parts holding of both
current and end of life Intel-based systems.
Based: Brendale, Qld.
Branches: 2.
Staff: 34
Vendor partners: Netcomm, Snapgear and Emine
KVM Authorised Distributor, Chenbro, Etrunk, Sinox,
Panasonic,Compucase, Iwill and Supermicro
Core competency: Quality components and service.
Market differentiator: Focus on server/communications
market.
Channel programs offered: Co-op advertising, trade shows,
roadshows, tech training.
Value added services offered: Spare parts depot, Flexible
RMA process
Types of resellers sought: Resellers interested in taking
advantage of the growth of broadband and server markets.
First point of contact for channels: email Michael Serduik
[email protected]
www.serverbits.com
Simms
International
Simms is a specialist
distributor focused on
the Kingston memory
range, Sony and Fuji
media products and
Crumpler laptop and
camera bags. With
more than 10 years
experience partnering with the world’s largest memory
manufacturer, Kingston Technology (as its master distributor
in Australia), Simms knows memory distribution better than
most.
Based: St Leonards, Sydney.
Branches: Melbourne, Brisbane, Perth, Adelaide.
Staff: 18.
Vendor partners: Kingston, Sony, Fuji, Crumpler.
Core competency: Master distributor for Kingston
Technology in Australia; Kingston memory, flash memory and
ValueRAM.
Sony and Fuji data media and Crumpler laptop and camera
bags.
Market differentiator: Specialist focused distributor
partnering with premium vendors. Extensive industry
experience, superior product knowledge and particularly
strong e-commerce capabilities.
Channel programs: Kingston corporate partnership
programme, Kingston service reimbursement program,
joint customer product promotions, marketing support and
product evaluations.
Value-added services: Kingston service reimbursement
program, Simms Direct website, account management,
generation of end-user demand through corporate alliance
program, inventory risk management services.
Type of resellers sought: Corporate resellers, systems
integrators, dealers and retailers.
Contact: Gavin Troxler, Sales and Marketing Director, 02
9026 3000.
Credit facilities available: 30 days invoice accounts.
www.simms.com.au
ARN
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© Copyright 2003 AOC Monitors. All rights reserved.
SLI-Consulting Pty
Limited
Faster to the market
– methodological data
storage networksTM.
Founded in 1996, SLIConsulting is a dedicated,
independent networked
data storage consultancy
firm that addresses all
Open System platforms, service and management issues.
The organisation is 100 per cent Australian-owned with
OEM relationships in Europe, Asia and North America.
During the financial year 2002/3 SLI-Consulting enjoyed
continuous organic growth of 80 per cent (up from 69per
cent in previous years) based on high levels of professional
management, exceptional technical skills and the right
product mix using industry leading technology.
Based: North Ryde, NSW
Branches: Seoul/Korea
Staff: 13
Vendor partners: ADIC, Brocade, DataCore, Emulex, IBM, HP,
QLogic, Raidtec, StorageNetwork, Veritas, Vixel, Xyratex
Core competency: end-to-end data storage, post-production,
imaging, IDC, IT infrastructure.
Market differentiators: SLI-Consulting focuses on
data storage consultancy and solutions, data centre
consolidation. It pioneered FC-SAN in Asia/Pacific.
It offers: Fast response time order processing within 99
minute; Advanced replacement of defect parts allowing
minimum downtime; Deals directly with the factory leading
to faster response and immediate action on any issues;
Liaises directly with project and design engineers for
maximum efficiency and minimum downtime; Provides
24 x 7 support and proactive, autonomous, independent
advise; High level of RandD deployed in intellectual property
development; Factory-trained support and technical staff;
Works through a team of 123 System Integration and OEM
partner; Expert consultants who are fully aligned to the
business processes.
Channel programs offered: Storage Network Authorised
Reseller (SNAR) Marketing support, special product
purchasing programs, training programs, joint account
development, technical support, warranty program, onsite
maintenance.
Value added services offered: Orientations, consulting, data
life cycle methodology, scoping, sizing, design, BMT, TCO/
ROI matrix, hands-on.
Types of resellers sought: SI/VAR/OEM with mid-range to
high-end open system data storage requirements also Mac
OSX centric SI/VARs.
First point of contact for channels: José Goldmann Ph: (02)
8875 7994 or email: [email protected].
www.sli-consulting.com
Synnex Australia Pty Ltd
Synnex Australia Pty Ltd was formed in 1997 from the
merger of the leading local PC manufacturer, Mitac
Australasia (founded in 1991), and the worldwide
distribution giant, Synnex Technology International Corp.
Synnex Australia Pty Ltd is a national distributor and
manufacturer of products to the IT industry. Synnex has the
global backup and local experience to deliver an unparalleled
level of service, support, logistics and competitive pricing to
the marketplace. Our established strategic partnerships with
leading ITandT companies ensures we can provide the latest
state-of-the-art products to our customers.
Based: 92 Carroll Road, Oakleigh South, Victoria
Branches: Sydney, Brisbane and Perth
Staff: 185+
Vendor partners: 4KUS, Adaptec, Arena, ASUS, ATP, BenQ,
BTC, Canon, D-Link, Enlight, EPSON, Gigabyte, HP, Hyundai,
IBM, Intel, Iomega, Kingston, Lemel, LiteOn, Logitech,
Microsoft, Mitac, Netgear, Opti, Panasonic, Philips, Seagate,
Yamaha, Viewsonic; Altec Lansing; Certance; Mitsubishi
Chemical Corporation
Core competency: ISO9001-2000 quality endorsed
company specialising in distribution to all IT Industry
segments, Mastery of Supply Chain Management
Market differentiator: State-based field sales teams,
national call centre, dedicated channel account managers,
S22
warehouses at all Synnex branches, automatic call
distribution service for logging service calls, 2-hour pick-upservice, Synnex delivery trucks for delivery of orders (twice
daily) and fast warranty service for RMA products, Flexible
Credit Support.
Channel programs offered: Marketing Communications
(MARCOM) in conjunction with product managers and
vendors create promotions and product bundles on a regular
basis. Synnex also runs the “Priority Plus” reward program.
Value added services offered: Just in time delivery system.
Consistent pricing based on foreign exchange fluctuations,
updated every hour.
Types of resellers sought: SME, shops, resellers, dealers,
VARS, system integrators, national retailers
First point of contact for channels: National call centre or
dedicated count managers
Credit facilities available: Flexible arrangements individually
suited to each customer
www.synnex.com.au
Tech Pacific
Established in
1981, Tech Pacific
offers multiple
product choices
in every product segment, helping to reduce availability
problems for its resellers. It supports resellers’ businesses
with value-add services such as its Web site, TechLink and
several dedicated presales support teams including Network
Assist, Server Assist and License Assist. Tech Pacific’s
vision statement is to be the technology distribution partner
of choice, delivering value through the broadest range of
global market leading vendors, skilled and customer-focused
people and world class distribution systems.
Based: Rosebery, NSW.
Branches: Melbourne, Brisbane, Adelaide, Perth and
Canberra.
Staff: More than 450.
Core Competency: Broad-based ITandT distribution.
Market Differentiators: Most comprehensive product range
of any distributor in Australia. Extensive market penetration
including corporate, education, OEM, government, SMB and
retail.
SMB and regional reseller focus. Launched in 2003, the
“Australia Wide” initiative confirms Tech Pacific’s dedication
to this market segment. It’s already seen the development
of promotions, publications, marketing tools and blitz days
tailored to the needs of resellers servicing SMB and regional
areas. And, for the first time ever, regular regional trips and
roadshows have been undertaken by Tech Pacific senior
management, marketing staff and vendors. World-class
warehouse management system. Highest stock holding.
Specialisation services include Network Assist, Server
Assist, License Assist, configuration centre, Third Party
Logistics (3D), dedicated retail and mobile phone teams.
Enterprise Technology Group: Covering server systems,
storage, load balancing, networking, licensing and security
technologies, Tech Pacific’s ETG provides resellers with
support in sales, technical pre-sales, professional services,
marketing, logistics and vendor engagement. Developed so
that resellers of any size and any skill set can offer complex
products and services to their end-users.
More than $400 million credit available to resellers.
TechLink – the industry’s leading reseller website. Tech
Pacific’s national roadshow, ExpoTech, gives resellers a
unique chance to meet vendor partners and Tech Pacific
sales staff in a relaxed and informal atmosphere.
Drop Ship program, that allows shipping of product to endusers with the reseller’s logo on the consignment paperwork
and carton.
Vendor Partners: 3Com, 3M, Adaptec, Adobe, AMD, Anthem
Software, APC, AVA, Banksia Software, Cisco, Colorgraphic,
Computer Associates, Corel, Crumpler, Crystal Decisions,
D-Link, Debden, Digi, EPSON, F5, Filemaker, FrontRange,
Fuji Xerox Printers, Fujitsu, Guillemot, Hewlett-Packard,
IBM, Imation, Infocus, Intel, Iomega, Kingston, Kodak,
Kyocera Mita, LaCie, Lexmark, Logitech, Lynx, Microsoft,
Minolta-QMS, Molex, NEC, NetComm, NETGEAR, Network
Associates, Nokia, Nortel Networks, O2, Oki, Palm, Philips,
Riverside Technologies, Samsung Electronics, Sonicwall,
Sony, STM, Symantec, Targus, Telstra, Toshiba, Verbatim,
VERITAS, Vital Software, Western Digital.
Type of reseller sought: Its broad-based vendor and product
offerings enable Tech Pacific to be a valuable distribution
partner for resellers of all types and sizes including VARs,
OEM, system integrators, software developers, mass
merchants, office product outlets and SMB.
Website functionality: TechLink offers a multi-tiered
catalogue, searchable by product or vendor category, price
range or stock level. Resellers can view their specific pricing
and credit account customers can order online.The site
also provides extensive real-time inventory status, a freight
calculator based on product weight and delivery method,
a portal into our freight partner’s track and trace systems,
a complete view of order status, promotion information,
licensing details and white papers.TechLink is updated every
six minutes and protected by multi-user security.
Tecksel Australia
Tecksel’s origins date back to early 1991 when it entered
the Australian IT
industry as a modem distribution company. Tecksel is
an Australian-owned and operated business that now
distributes best-of-breed business products including laser
printers, multi-function centres and fax machines, networking
and security products, modems, UPS, KVM, Antennae, GPS
products, mapping software, Toughbooks, plasma display
and digital cameras. Tecksel has actively resisted the
temptation to automate its reseller support system-real
people answer reseller calls. The approach is symbolic of its
business ethos. Tecksel holds stock in 3 states and adjusts
to the local market. Tecksel’s website is outstanding,
offering resellers added services to make their life easier.
Based: Auburn NSW
Branches: Glen Waverley, Vic; Herston Qld
No. of staff: 20
Vendor partners: Avocent, Benelec, Brother, Dynalink,
Fugawi, FujiFilm, Invensys (Powerware), Kyocera Mita, Liebert,
Maestro, Netgear, Panasonic, SonicWALL
Core competency: Highly personalised service to small and
medium-sized resellers, ultra-quick turnaround times, and no
voicemail.
Market differentiator: Stock held locally (in three states),
no minimum orders, multiple daily deliveries, no third party
shipment charges, technical support, new website and user
customisable pricelists.
State of the art website — view orders, statements,
invoices on-line. Other functions include shopping cart and
scheduled pricelist. Products are in categories making it
easy to find what you are looking for.
Channel programs offered: Router, networking and
firewall training sessions available to all resellers. Regular
roadshows – overseas guest speaker on new technologies
and products
Value added services offered: Third party shipments
generate own price database via website, view orders and
statements, stock levels and availability via the website.
Dealer seminars and workshop based training.
Types of resellers sought: Retailers, integrators, resellers
and consultants.
First point of contact for channels: Phil Tarbox.
Web site address: www.tecksel.com.au
Todaytech Distribution Pty. Ltd.
Todaytech began operations in 1990 and today services
resellers through eight office locations across Australia.
Each location tailors solutions to meet the needs of
customers in their market and maintains stock levels
appropriate to local requirements. Todaytech’s broad
geographical coverage across Australia allows prompt
response to customer service, support and product
requirements. Todaytech is committed to providing a wide
range of value-added, premium products and professional
technical services. Our production capabilities facilitate
the distribution of build-to-order solutions including
whitebox PC’s, notebooks and servers. Todaytech’s highlyskilled and experienced team with localised knowledge
and infrastructure, provide the best service possible
through quick response and attention to detail. Todaytech
customers are all appointed a dedicated account manager
from the nearest office, providing them professional
pre-sales and post-sales support and face-to-face
communication on a regular basis.
ARN
OCTOBER 2003
Based: Lidcombe, NSW
Branches: Adelaide, Brisbane, Canberra, Melbourne,
Newcastle, Perth and Townsville.
No. of staff: 100+
Vendor partners: Todaytech has strategic business
alliances with world-class vendors including Canon, Clevo,
Fujitsu, Intel, Lexmark, LG Electronics, Mitsubishi and
NetComm
Core competency: Technical service and value-added
solutions.
Market differentiator: National coverage, premium
products, professional technical services, build-toorder, dedicated account managers, and face-to-face
communication.
Channel programs offered: Product training and evaluation,
product demo units, joint marketing and promotional
activities, reseller incentive program, competitions.
Value added services offered: PC, notebook and server
integration, MSCE technical expertise, tender/quotation
assistance, online web-based ordering.
Types of resellers sought: All reseller enquiries welcome.
First point of contact for channels: 1300 360 022 or
[email protected]
Web site address: www.todaytech.com.au
Tsumori
Enterprises
Pty Ltd
Our motto Is “The future
– we supply you build”.
Our products are not
just only C-Tick; with CE
approved. The company
also produces under
ISO9002. That’s why we
are aiming at the market
share not the profits. Our
policy is to pass the top
margin to our customers.
Based: Rydalmere NSW.
Branches: Melbourne.
No. of staff:12
Vendor partners: Channel-Well. I-Cute
Core competency: The future- we supply you build
Market differentiator: Distributor, importer, and
wholesaler of casing and case accessories
Channel programs offered: Tailored each month to
promote Tsumori
Value added services offered: Supports to dealer and
marketing assistance
Types of resellers sought: Shops, reseller and
wholesalers.
[email protected]
Web site address: www.tsumori.com.au
Westan
Pty Ltd
Westan Pty
Ltd was
incorporated
in Victoria in 1989. The company’s original charter
was to distribute a select range of globally recognised
computer peripherals. Westan has since moved on to a
much broader IT arena encompassing a total solution
approach to our partners. Westan now provides: systems
integration – desktop PCs, notebooks and server
assembly
storage systems integration – NAS, SAN, Tape Drives,
Silos, RAID
E-Commerce Consultancy; professional services and
system integration
wireless LAN, IP telephony, EtherFast switches, broadband
communications;
display solutions — TFT, Plasma; computer telephony
— speech recognition and Voice XML solutions; computer
peripherals; print solutions. In doing this, Westan
endeavours to continue to focus on the key factors that
have contributed to its success in the past decade. They
are to continue to provide quality in its products and
services, deal only with reputable suppliers and build
strong lasting partnerships with itshannel partners.
Based: Mt Waverley, Victoria
Branches: Sydney, Adelaide, Perth, Brisbane, Townsville
Staff: 80
Vendor partners: Intel, Fujitsu PC Australia, Samsung,
ARN
Western Digital, Microsoft, Mitsubishi, Mitsumi, Promise,
Epox, AMD, Micronet, ADIC, IEI NAS, NEC, Lynx, Fujimedia,
CA, Task, BenQ
Core competency: Value-added distribution of computer
peripherals, portable computing solutions, storage
solutions, communication solutions and systems.
Market differentiator: Intel Premier Provider,
comprehensive service and support for all vendors,
training and joint development with partners.
Channel programs offered: Fujitsu LifeBook Partner
program, storage partner program, training, joint
marketing and development.
Value added services offered: System and Server
Integration, Solutions Provider, ongoing technology/
solution partner and technical training.
Types of resellers sought: Value Added Resellers,
Systems Integration Resellers, storage solution providers,
vertical market resellers, communication solution
providers and AV solution providers.
Vic — Ph 03 9541 8888
NSW — Ph 02 9648 2060
SA — Ph 08 8351 6600
WA — Ph 08 9445 9688
Qld — Ph 07 3840 3522
Nth Qld — Ph 07 4779 1455
Credit facilities available: Available upon application and
subject to approval
www.westan.com.au
WestGroup
WestGroup was
established 10
years ago to
supply quality,
well-supported
products to the
Australian IT market. The company has had since that
time an exclusive arrangement with our memory and
digital media manufacturer SimpleTech, that enables
us to provide a consistent supply of quality products
across a complete range. We pride ourselves on a team
approach in providing integrated solutions for our channel
partners in dealing with corporate, government and retail
customers.
Based: Canberra, ACT.
Branches: Sydney, Melbourne.
Staff: 11
Vendor partners: SimpleTech Inc.
Core competency: Memory upgrade solutions for
desktop PCs, laptops, servers, routers/switches,
workstations and printers. Complete range of digital
media solutions – compact Flash/secure digital and
associated accessories. Storage devices, hard drives
and peripherals.
Market differentiator: Complete memory and media
product range (including world’s highest capacities and
market leading performance), Australian ownership,
market experience – 12-year trading history, deal through
channel partners and established product certification
and endorsements. All memory and media products are
supported by lifetime warranty.
Channel programs offered: Tailored approaches for OEM,
system integrators, VARs and retailers in relation to
product promotion and marketing, presentations, liaison
and contact with end-customers. Complete technical
support and training.
Value added services offered: Free technical support,
lifetime warranty on all memory and media products,
joint bid/tender preparation, federal government/state
endorsed supplier status, extensive product certification
program. Credit facilities. National response sales centre.
A complete online memory configuration Guide cross
referenced by OEM part code/machine type/product part
code.
Types of resellers sought: System Integrators, VARs, local
assemblers, and retail chains.
First point of contact for channels: Ben Champion,
national alliance manager, 1300 130 578
Credit facilities available: All major credit cards (no
additional service charge), EFTPOS, account terms (B-Pay
available)
www.westgroup.com.au or [email protected]
WhiteGold Solutions
WhiteGold Solutions is a value-add distributor (VAD) in the
Australian IT channel. The company’s strategy is defined
as “niche-on-niche” - niche
products into niche markets.
This strategy gives resellers
better margins, services,
support and (ultimately)
better value in all solutions
involving the WhiteGold
Product Portfolio. The
company was incorporated
in Australia in 2002 by
seasoned IT security
identities with experience
across sales and marketing,
technical capabilities and
channel knowledge in this space. The company provides
products to resellers encompassing the SME, corporate
and enterprise sectors - with key niche verticals within
each. Our mission catchphrase is “To Connect, Protect
and Serve…”
Based: North Sydney, NSW
Branches: Belrose, NSW
Staff: 5
Vendor partners: Blue Reef, Datawatch, D-Link, eEye
Digital Security, Intranode Software Technologies,
Lockstep Systems, NetBox, Nexon, Ositis (WinProxy),
ScanSoft, Stonesoft, WebSpy.
Core competency: IT Security, Network Security and
Internet Security.
Market differentiator: Security focus with presence
in niche vertical markets, with niche products (many
exclusive). Resellers are provided with marketing, lead
generation, sales and technical resources to help identify
and close business, as a true value-add. Productised
services are available for resellers to sell at similar
margins to vendor products. Training is available to certify
Resellers to provide their own services if required.
Channel programs offered: WhiteGold Assist - includes
seminars, sales assist, reseller branding on vendor
Websites, market assist, service assist. Two partner tiers
– premier and gold.
Value added services offered: Installation, configuration
and training on all vendor products. Also information
security consulting, policy creation, vulnerability
assessment services.
Types of resellers sought: Niche resellers wanting to
focus/improve on offering IT security products and
services to their customer base, across SME/SMB,
corporate, enterprise and government.
First point of contact for channels: resellers@whitegol
d.com.au
www.whitegold.com.au
WPT
Since 1991, WPT has
supplied colour office
printers, dot matrix, line
matrix, thermal barcode,
continuous inkjet and
other specialist printer
solutions to Resellers
across Australia.
Based: Frenchs Forest,
NSW.
Branches: Burwood East,
Vic.
Staff: 30+
Vendor partners: Tally and Printronix.
Core competency: Distributors of business printers
with specialist product knowledge to assist Resellers to
provide the right solution for their customers.
Market differentiator: Innovative, unique factory
sponsored program which offers high margins with limited
cash outlay.
Channel programs offered: Various including preferred
partner plan to maximise profits. Details on application.
Value added services offered: Customable sales
materials, how-to-sell information, direct marketing
assistance, specialist product knowledge and unique
selling tools for resellers.
Types of resellers sought: Resellers looking for a longterm partnership.
First point of contact for channels: NSW: (02) 8977
2300. Victoria: (03) 9886 5922 or [email protected]
Credit facilities available: Credit Card. Accounts on
application.
www.wpt.com.au
S23
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Measuring - IDG Communications

Transcription

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