distributors · promotions and events. core competency: strong focus on storage, protection/...

Distributors 2003

October

Supplement

Measuring

MID-TIERUP THE

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OCTOBER 2003

S3ARN

Our size lets us be a little more personal,” explains David Hein, marketing manager of Adelaide-based distributor, Hitech Distribution. “If you are talking purely in a dollar

sense you might opt for a big tin shed and a focus on moving boxes, but that strategy really doesn’t help any more and resellers understand that.”Hein said “value for money” is core to the Hitech offering, as resellers benefi t from personalised service, and extensive product knowledge in return for a minimal premium. Without the buying power of the big players, most mid-tier distributors take a similar approach, offering services levels rather than price as a key differentiator.Managing director of Datastor Australia, John Couvaras, said that price ceased to be a key factor once a reseller understood the importance of pre-sales support and service. “We do what we can to help our resellers, we handle all the returned authorisations for example,” Couvaras said. Demonstrating the importance for channel-based support for ongoing business,

Couvaras points to resellers who are happy for their customer base to take advantage of vendor based service and support — only to lose those same customers to the direct vendor network. “A focus on price alone, without considering service and support is a very short term outlook,” Couvaras said.However, some in the mid-tier reject any suggestion that they can’t compete on price with the mass distributors. “We can compete on price,” general manager of Global Business Technology (GBT), Gordon Taylor, said. “Because we are smaller we’re quicker to react, and our account managers are empowered to make decisions on products and marketing so we can meet the needs of different resellers”Unfortunately for the mid-tier, mass distributors are well aware of their weakness in this area, and are redoubling their efforts, according to Martin Gilliland, principal analyst at Gartner. For many years now Gartner has predicted the “whittling-away” of the mid-tier distributors, as the big boys muscle in on their service offerings.

“What we believed was going to happen in the mid-tier, is now happening,” Gilliland said. “The larger resellers are no longer just moving boxes, they are also including services in their offerings.”Other analysts agree that the pressure is on, but claim such a movement may well bring with it opportunities for the sector. Analyst with channel research-company Inform, Chris Herbert, warns that distributors of all sizes need to recognise their area of speciality and stay focused, or else risk market backlash. “Very few companies are able to support two approaches,” Herbert said. “If you’re a box shifter, and you attempt to dip your toe into services you’re making a mistake.”Herbert suggests that the need for a service-based offering at the big end of town, may pave the way for mid-tier distributors to partner with some of the larger players, offering product service and support on an outsourced basis. “The message to mid-tier disties is still ‘get big, get niche or get out’,” he said. “But there are options for service companies through partnering. You can

Measuring 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 profi table in an increasingly competitive market

place. This is all good news for resellers, who are the main

benefi ciaries of mid-tier tenacity. ALEXANDRA LIMA REPORTS.

up the mid-tier

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DISTRIBUTORS SUPPLEMENT

imagine a scenario where somebody deals with Tech Pac for volume, and goes to someone else for service.”

THE VENDOR BENDERSAs 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 product line to take to market. This could prove diffi cult because as with many in the mid-tier GBT’s Taylor sees product range as a key component to the overall service offering.“Most of our resellers enjoy dealing with us, because they know their business is important to us,” he said. “It all comes down to a thorough product portfolio, and personalised service with helpful and knowledgeable staff.” However, with vendors cutting back on the overall size of their distributor channel, Gartner’s Gilliland warns the mid-range not to become too dependent on any one brand. “Vendors are consolidating their list of distributors, and the larger distributors are growing bigger,” Gilliland says. “The mid-tier’s days are numbered.”Hitech’s Hein emphasises the importance of developing a good relationship with vendors. “The critical thing is having a good relationship with account managers,” Hein said. “Our greatest challenge is geographical, lots of vendors simply don’t have representation in South Australia, so we have to do a lot of work on the phone.” Datastor’s Couvaras has taken a different approach — opting to specialise across a limited product range, rather than struggle for the attention of a variety of vendors. By focusing on random array of independent disks (RAID) and network attached storage (NAS), Datastor is able to make the numbers to keep the vendors interested in their business, and maintain workable margins.“Focus and effi ciency 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 specifi c 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 fi nd 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

offer warranties on all our stock, and go out to the country guys, because often they just can’t get what they want from anyone else.”While Cuda concedes he is unable to supply the latest and greatest product line, he argues that resellers are not so concerned when they see the margins they are able to make on slightly used equipment still under warranty. “It’s a niche market we’re in, but what really makes us different is our approach to sales, we are very proactive, our sales people are on the phones and email all day,” Cuda said.

IMMINENT DEMISE?So while the analysts continue to predict their downfall, mid-tier distributors continue to eek out an existence, and even go so far to scoff at rumours that their days are numbered. “People have been saying that the whole distribution channel would disappear with e-marketing and stuff like that,” managing director of BCN Technology, Ken Lowe, said. “But the mid-tier is really good at supplying things such as componentry and peripherals which require more technical expertise.” Size, or lack thereof, doesn’t always rate as a handicap according to some in the mid-tier channel.

“We’re a lot more fl exible than the larger distributors,” Datastor’s Couvaras said. “They are more regimented, they don’t bend when they need to.” As for their future many are reassured by their success thus far. “We were told that the Internet would wipe out the middle men and our business would disappear,” Hitech’s Hein said. “But both vendors and resellers realize that there is more to what we do than prices.”That’s not to say the mid-tier is about to take a rest, far from it. The mid-tier realises its future depends on levering customers away from the big boys, and are keen to get the message out. “The biggest challenge we face is getting OEMs and retailers to recognise the advantages of dealing with us,” Taylor said. “The resellers all know the big names, they don’t like them, but they keep going back to them instead of looking for a distributor who is keen to keep their business.”And for the time-being the mixture of fl exibility, personal service and technical expertise might well keep the mid-tier running ahead of its rivals. “There may be a point where the whole structure changes enough to wipe out the middlemen,” Hein conceded. “But it hasn’t happened yet.”

MANAGING THE CHALLENGEWhile 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 staffi ng 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 signifi cant 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 fi nd distributors are limited to one brand, you need to provide different products to provide the resellers with a choice.”

“Vendors are consolidating their list of distributors and the larger distributors are growing bigger. The mid-tier’s days are numbered”

— Gartner’s Martin Gilliland

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ACA Pacifi c Pty Ltd.ACA Pacifi c has a reputation within the storage and document imaging sector for having a thorough knowledge of its customers’ needs and a fi rm grasp of technology. With more than 13 years experience and continual growth, ACA Pacifi c now delivers quality brands and comprehensive solutions, backed by strong pre-sales support and operational effi ciency.Based: South Melbourne, Victoria.Branches: Sydney, Brisbane, PerthStaff: 50Vendor 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 Pacifi c continues to engage in market development and diversifi cation, 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 offi ce; in-house sales and marketing providing fl exibility 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.acapacifi c.com.au

Achieva Technology AustraliaPart 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 Strathfi eld, 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 fl exible and infl uence the changing trends in the PC hardware and components industry.Market differentiator: Supports resellers by actively generating end-user demand, which is then fi ltered back into the channel in the form of qualifi ed leads and genuine business opportunities. Achieva has true warehouse operations with their branches not just a sales offi ce.

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 LtdEstablished 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 profi le 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: 23Vendor 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, RaidonCore 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 servicesChannel 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 3333Credit facilities: Yeswww.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 Offi ce 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 fl oppy 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, Fujifi lm.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 GroupAKA 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: 40Vendor 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 serviceTypes of resellers sought: All resellers welcomeFirst point of contact for channels: Lip Tsin – 02 9896 5688, or directly to each state Credit facilities available: Yes.www.akatech.com.au

Alloys InternationalAlloys 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 fl yers and designing targeted campaigns.

Based: Abbotsford, Vic.Branches: North Ryde, Sydney, NSW.Staff: 50Vendor 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 equipmentFirst point of contact for channels: Marketing manager, Tarni Elder.Credit facilities available: Yes.www.alloysonline.com.au

Alstom Australia Ltd, Information Technology DivisionAlstom 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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supplies. Our strength comes from our fi nancial 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 certifi cations.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: Specifi c credit terms to accommodate individual client requirements. Tailored fi nancial 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 25www.it.alstom.com.au

Altech Computers Pty LtdAltech 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 refl ected 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

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 AccessoriesAnyware 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 profi tability. 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 [email protected]

ASI SolutionsASI 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, PC-EPhone, 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 [email protected]

Australia I.T. Pty LtdIncorporated 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, VicStaff: 10Vendor partners: Sparkle, Power Colour, Albatron, Cooler Master.Core Competency: Quality Hardware Distribution, Product Knowledge, SpeedTo 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, technologicalsupport.Types of resellers sought: Wholesalers, system integrators, PC manufacturers and retailers.Contact: (03) 9543 5855, [email protected]

AustStor Pty LtdAustStor Pty Ltd. was founded in March 1993 as an independent company and has established offi ces 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: 6Vendor partners: Plasmon Inc, Qualstar Corp, Sony, Panasonic, Nexsan Technologies, XenData, Seac Banche, Psigen, QStar, Legato.Core competency: Design, confi guration 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.auwww.auststor.com.au

Avnet Partner SolutionsA 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, supply-chain services, bill-of-materials analysis, systems integration and engineering design assistance. A Fortune 500 company, Avnet’s revenues for fi scal 2003 (year ended June 27, 2003) were $9.05 billion. Based: Unit A, Enterprise Park 22-24 College Street Gladesville, NSW, 2111Branches: Level 2, 448 St Kilda Rd Melbourne, Vic, 3004No. of staff: 50 staff in AustraliaVendor partners: IBM, HP and Enterasys NetworksCore competency: Value-added distributionMarket differentiator: The only Value-added distributor in the Australia marketValue added services offered: Logistics, marketing, fi nance, sales and technical services.Types of resellers sought: Systems integrators, independent software vendors, solution providersFirst point of contact for channels: Michael Costigan Credit facilities available: Yeswww.ps.avnet.com.au

Banksia SoftwareBanksia 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 effi ciency 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, NSWStaff: 5Core Competency: Providing a range of high performance, value-added software solutions to maximise business effi ciencies 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-orientatedFirst point of contact for Channels: Ph: (02) 9634 9300, Fax: (02) 9634 7933Credit facilities available: Yes.www.banksiasoftware.com.au

BCN TechnologyBCN 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 profi t 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

places resellers and partners at the centre of its e-business strategy so they can leverage information and communication technologies. It is an easier and more cost-effective 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 effi ciency.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 SystemsEstablished 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, Scene-Double, 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 7777www.blueridge.com.au

Brightpoint Australia Pty LtdThe 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 in-depth 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: 110Vendor 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.brightpointonline.com.au)www.brightpoint.com.au

ChannelWorxChannelWorx 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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DISTRIBUTORS SUPPLEMENT OCTOBER 2003

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Dantz Retrospect, Nomadix, Array Networks and Netopia.Web site functionality: Extensive detail and technical specifi cations 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 confi guration and onsite integration performed on behalf of the reseller, whilst delivering a healthy reseller profi t 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 1200www.channelworx.com.au

Compucon ComputersCompucon 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, fl exibility 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 fi ve 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, NSWBranches (other cities): Melbourne, Brisbane, and AdelaideStaff: 70Vendor partners: Intel, Microsoft, AMD, Sony, BenQ, Altec Lansing, Leadtek, Matrox, AOC, iNexQ, HiTi, EasyDisk, Yeong YangCore competency: System building: desktop PCs, workstations, serversMarket differentiator: Product reliability and personal serviceTypes of resellers sought: All resellers of PCs, notebooks, workstations, servers and related productsFirst point of contact for channels: Sales team in local branchCredit facilities available: Yes (conditions apply)www.compucon.com.au

Computeck Pty LtdComputeck 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: 18Vendor 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

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, sub-distributors, and system integrators.First point of contact for channels: member of sales team at (02) 9792 5000Credit facilities available: To approved dealersWeb site address: www.computeck.com.au

Conexus Pty LtdFounded 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 fl exible 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 briefi ngs.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, fi rewire, 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

CosmicCosmic buys cables, memory and GBIC products in bulk, direct from Cisco-approved OEMs and distributes them to the reseller community. With offi ces 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 specifi c 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, simplifi ed global strategies for standardised pricing, fl exible 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 offi ce 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 fi nd 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, QueenslandBranches: Brisbane, Sydney, Melbourne, Perth Staff: ± 15Vendor 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 fi bre tape library system, we are happy to work with our customers to recommend the right combination of products for the correct solution.Most confi gurable products leave us assembled, tested and confi gured to customer requirements. Customers have

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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] Melb: 03 9840 8555 Syd: 02 9955 4224 Bris: 07 3252 9922

eXeedStripAd_v5_ARN.indd 10/8/2003, 12:26 PM1

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 customerswww.datastor.com.au

Deerfi eld Software Sales Australia Deerfi eldAU.com.au is the Australian partner of leading Internet software and services provider — Deerfi eld Communications, founded in late 1994 in the US. Deerfi eldAU.com.au is now directly servicing the Australasian region from its head offi ce in Adelaide, specialising in cutting edge Internet software solutions designed to optimise Internet connectivity for small-to-medium 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 fl agship Internet sharing solution including proxy/fi rewall/VPN support, WinGate®, to our dynamic DNS service, DNS2Go™, and products such as MAILSCAN for Mdaemon and the world’s coolest Webmail from ODDPOST, Deerfi eldAU.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.deerfi eldau.com.au

Based: Adelaide, servicing the whole of Australia via ESDBranches: N/ANo. of staff: 6Vendor partners: Deerfi eld Communications, USCore competency: Leading edge Internet productivity toolsMarket differentiator: ESD, e-commerce website, healthy margins availableChannel programs offered: Reseller training and seminarsValue added services offered: Technical support, reseller training, set-up guides, download saver CDs and white papersTypes of resellers sought: Resellers integrating internet technology into their clients business, networking specialists; resellers who are looking at improving their clients internet productivityFirst point of contact for channels: Stephen Fullersfuller@deerfi eldau.com.auCredit facilities available: Yes, but conditions apply.Web site address: www.deerfi eldau.com.au

Dicker DataDicker 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 fulfi lled 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 fl exible 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 LtdAs 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, MelbourneBranches: Lidcombe, SydneyStaff: 25Vendor 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 offi ce: (03) 9560 7222, Sydney offi ce: (02) 9648 6800Credit facilities available: Yes.www.digicor.com.au

Digiland Pty LtdDigiland 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 Pacifi c 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 fl exible 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 confi rmations, 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 Offi ce is in Mount Waverley, Victoria. (03) 9542 7600Staff: 85 Staff employed Australia-wideVendor 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; fl exibility to suit customer requirements; fulfi lment, warehousing in each state; fi nancing.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 confi rmations; 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 specifi cations; stock availability; credit availability; online return requests.Type of resellers sought: All reseller enquiries welcomeFirst point of contact for channels: Ph – 1300 65 2005; fax – 1300 65 2005; Email – \E-Commerce – www.digiland.com.au; Contact head offi ce in Victoria Ph: – (03) 9542-7600Credit facilities available: 7/14/30-day accountswww.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 offi ces 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: 8Vendor 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 companyMarket differentiator: Personal attention, Co-operative

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selling, joint calls, extensive data storage knowledge in both disk and tape.Channel programs offered: Joint seminars and events, SPIF reward programs, trade showsValue added services offered: Solution design, Planning and implementation, On site services up to 24x7, evaluation services.Types of resellers sought: All typesCredit facilities available: Yes, incl. credit card.www.dlt.com.au

Dovetail DistributionEstablished in 1996, Dovetail is a value-added distributor, specialising in network security/fi rewalls, virtual private networks, remote access, and Internet-related technologies such as SSL, load balancing and traffi c monitoring. Dovetail has extensive knowledge of the fi rewall 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, NSWBranches: Melbourne – (03) 9890 4900Staff: 9Vendor partners: Fortinet, SonicWALL, Snapgear, Secure Computing, Zone Labs, StBernard, Dynalink Aladdin.Core competency: Network security, virtual private networksMarket differentiator: Value-add niche market distributorChannel programs offered: Dovetail partner program. Vendor partner programsValue added services offered: Consulting, network design, maintenanceTypes of resellers sought: ISPs, System integrators, VARS and carriersFirst point of contact for channels: Marketing - Tracey Roberts; Sales - [email protected]; support - [email protected]; Telephone (02) 9418 5888 or 1800 00 22 33.Credit facilities available: Yeswww.dovetail.com.au

eXeed eXeed is a national value-add distributor with offi ces 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-confi guration services, build-to-order capabilities, print solutions offerings, mobile and messaging services and products.Based: Melbourne, VictoriaBranches: Sydney, BrisbaneNo. Of staff: 20Vendor partners: HP, Acer, Fujitsu, Fuji-Xerox, Minolta,

Hutchison 3G, Emerson UPS, Computer Trax software.Core competency: Profi cient sales and marketing team focused on the IT and T channelMarket differentiator: Mobility and messaging products based on the 3G platform, Value added services around confi guration 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 confi guration services, build to order, expertise in mobility and messaging products and services, solutions printingTypes 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 OnlineExpress Online is a fast, effi cient, 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

Based: Sydney.Staff: 10Vendor partners: Acer, Allied Telesyn, Altec Lansing, APC, Belkin, Brother, Canon, Checkpoint, Cisco, Corel, HP Compaq, LaCie, LG, McAfee, Microsoft, MYOB, Netgear, Palm, Samsung and SymantecCore competency: Online distribution - highly effi cient, 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 effi cient 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, confi guration 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 effi ciencies. 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.auCredit facilities available: Credit Accounts, credit card, BPAY, EFT and direct deposit.www.expressonline.com.au

FortuneTecFortuneTec is an IT development fi rm specialising in the manufacturing,import and distribution of quality computer products, mostly from Taiwan.

Based: Silverwater, NSW.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 two-year warranty, quality high end cases with dust fi lter, USB, IEEE1394 in professional innovative design ,colours and fi nishes, 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 AustraliaGalas 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 refi ne our process to ensure that the customer benefi ts most.Based: St Peters, Sydney, NSW.Branches: Melbourne, Brisbane, China, Hong Kong.Staff: 55 (in Australia).Vendor partners: LG, Canon, Lexmark, Ricoh,Samsung, Albatron, PlustekCore 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 benefi ts resellers; customised branding/packaging on OEM products such as casing, mouse, and keyboard.Types of resellers sought: OEM SI, retailers (shop fronts), mass merchantsFirst 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 ComputingGL 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 profi ts through extra add-ons has made us a preferred supplier to most of the ACT! certifi ed consultants and other ACT! resellers in the Asia-Pacifi c 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: 5Vendor partners: ACT!, Interact Commerce Corporation, Best Software, Sage, G2X, Oakhurst, dbDynamicsCore 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- Pacifi c the level that the local vendors usually can. Plus our new 24-hour ordering system including historical information of all previous orders at: http://Resellers.GLComputing.com.auChannel programs offered: ACT! Certifi ed Consultant (via vendor), ACT! for Notes Consultant.Value added services offered: Training, sales and technical support, additional product documentation, development staff, 24-hour ordering systemTypes of resellers sought: ACT! resellers, Lotus Notes resellers, CRM resellers.First point of contact for channels: Mike LazarusCredit facilities available: After a trial periodhttp://www.GLComputing.com.au and http://Resellers.GLComputing.com.au

Global Business TechnologyFounded 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 Pacifi c. 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 confi gured to the customer’s specifi cations.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 Pacifi c.Market differentiator: Focused, personable, online ordering capability.Channel programs: Regular promotions and incentives.

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” refl ects 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 well-trained 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 offi ce and Acer’s National award for outstanding sales performance in 2002.Based: Head Offi ce: Adelaide, South Australia.Branches: Victoria.No. of staff: About 30Vendor 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 supportMarket differentiator: Flexible stock rotation program, allowing our customers to confi dently 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 trainingTypes of resellers sought: Retail, SME, Vertical Market, and CorporateFirst point of contact for channels: David Hein or Marco D’Agostino – (08) 8130 1000 or 1300 850 072Credit facilities available: Trading account on application customised consultancyValue-added services offered: Marketing and artwork assistance, credit cardWeb site address: www.hitechdist.com.auAdditional Info: Some products/services may not be available through branch offi ce

Impact Systems TechnologyImpact 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 certifi ed by the ICSS, which is the international governing body of the Customer Service Certifi cation 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 broad-based 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 LtdInfotronics 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 certifi ed 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 qualifi ed 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] facilities available: Yes.www.infotronics.com.au

Ingram MicroRanked 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 offi ces 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, CD-ROM, 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 effi cient 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 fi eld sales teams deployed throughout the country, including dedicated sales coverage in Canberra for the fi rst 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 effi ciency 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: Confi guration centre, partner licensing Web site.Contact: 1300 65 33 33 or visit www.ingrammicro.com.au

Intellitron Pty LtdThe 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: 11Vendor partners: Alloy, Eovia, Fasttrack, GFI, , MYOB, Quicken, Rega International, WRQ Refl ection, 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 fi nd and fulfi l 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 resellersFirst point of contact for channels: Sales — [email protected];accounts [email protected]; warehouse — [email protected] 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 offi ce technology market. Today, for committed resellers and satisfi ed 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 certifi cate 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.

Based: Alexandria, NSW, 2015.Branches: Brisbane, Melbourne, Canberra and Perth.Staff: 85 nationallyVendor partners: Avaya and OKICore 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).Credit facilities available: Yes.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.Based: Silverwater, NSW.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 6628www.kingworld.com.au, www.tsunami.com.tw

KVM Australia Pty LTDKVM 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 multi-platform 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 fl awless 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 fl exible 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 IncorporatedCore competency: Server management and controlMarket differentiator: Category 5 based server control switches. Dedicated keyboard/mouse emulation. Remote access in/out of band to servers anywhere by IPValue 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 SystemsLAN 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 offi ces 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 profi table 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 ZealandStaff: 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, benefi ts model that strives to deliver profi table 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, fl exibility 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, confi guration and staging services, exclusively for our channel partners. This enables them to compete for business that they may not otherwise have been able to fulfi ll. Our professional services cover, free network design, technical pre and post sales support, training and certifi cation courses. Our programmes - LAN Systems offers business building marketing programmes that allow customers to extend beyond their own capabilities thereby achieving more profi table business relationships with their customers.Channel programs offered: LAN Telligence, Protocol Club

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featuring MANIA — an executive partnership forum, LeadGen new business program, Cisco Certifi ed Partner Program, 3COM NBX Voice Solutions Partner, Nortel ‘nPower’ Partner Program, Alcatel Certifi cation Program, Check Point Certifi cation 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 confi guration services, mass customisation (direct customised shipping to customer site), leasing/fi nance 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] 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 offi ces throughout Australia and New Zealand with stock holdings in every offi ce – 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 certifi ed. 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 AustraliaBranches: Sydney, Melbourne, Canberra, Brisbane, Perth, Auckland, Wellington.No. of staff: 90Vendor partners: Hynix, Micron, Samsung, Infi neon, AMD, MSI, and Fujitsu.Core competency: Legend designs and manufacturers a comprehensive range of memory products and application specifi c 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 offi ces hold stock and offer same day delivery.Channel programs offered: LegendShop web site, weekly industry, product and pricing broadcasts.Value added services offered: Intel Certifi cation , AMD Verifi cation, custom manufacturer and private labelling.Types of resellers sought: OEM, SI, and VARFirst 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 TechnologiesLynx 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-of-breed products and considerable investment in technical capabilities, Lynx is uniquely positioned to assist resellers who are actively pursuing opportunities in this fi eld. Whether

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 certifi cation 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

ManaccomManaccom 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 fi rst; 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 PC-cillin.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 specifi c reseller section with added functionality.Contact: (07) 3870 4900.www.manac.com.au

Omega TechnologyOmega 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: MelbourneBranches: Brisbane, Hobart, Adelaide, DarwinVendor 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, XeroxWeb 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) 3272-2888; Tas – (03) 6231-5211, SA – (08) 8410-3434; NT – (08) 8984-2888www.omega.net.au

Parallel Solutions and Distribution Pty LtdDivisions: 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 fi rst. 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 Offi ce - Norfolk Business Centre, Liverpool, NSW, 2170.Sales and warehouse – Moorebank, NSW, 2170.Staff: 13Vendor partners: Toshiba, Compaq, HP, IBMCore competency: The sale of parts into the replacement parts market via authorised distribution agreements with companies such as Toshiba Australia and HP

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(Australia). We can process corporate spare parts orders via phone, facsimile or online through our sales portal www.acpn.com.auMarket 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: 2000Australian government endorsed supplierChannel 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 fi nancing via RentSmart, assembly or disassembly of parts for distribution, source hard to fi nd 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 fi rst. 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 1660Credit 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 7888www.parallel-solutions.com.auwww.acpn.com.auwww.parallelonline.com.au

Protac International ComputersAt 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.Based: Silverwater, NSW.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 profi tably. 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 8868Credit facilities available: To approved dealers. www.protac.com.au

RectronRectron has grown signifi cantly over the past 3 years. Rectron distributes leading international brands and

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 WorldwideVendor 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]

Saratoga DistributionWe 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, fi le 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. Specifi cally, 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), fi le 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 fi gure that is growing) in total, and offer attractive conditions under which to do businessWe offer: Toll free phones; Freight free delivery anywhere in Australia; Penalty free, fl exible 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 fl exible approach.

Based: AdelaideBranches: Representation in Perth, Melbourne and Northern Rivers.No. of staff: 6Vendor 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 channelMarket differentiator: Freight free deliveryChannel programs offered: Reseller seminars, reseller trainingValue added services offered: Software sourcing serviceTypes of resellers sought: Retail, software shops, systems integrators, consultants, educationFirst point of contact for channels: Ivar Stanelis, [email protected] 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 Queensland-owned 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: 34Vendor partners: Netcomm, Snapgear and Emine KVM Authorised Distributor, Chenbro, Etrunk, Sinox, Panasonic,Compucase, Iwill and SupermicroCore 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 processTypes 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] facilities available: Yes.www.serverbits.com

Simms InternationalSimms 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, fl ash 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

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SLI-Consulting Pty LimitedFaster to the market – methodological data storage networksTM. Founded in 1996, SLI-Consulting is a dedicated, independent networked data storage consultancy fi rm 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 fi nancial 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, NSWBranches: Seoul/KoreaStaff: 13Vendor partners: ADIC, Brocade, DataCore, Emulex, IBM, HP, QLogic, Raidtec, StorageNetwork, Veritas, Vixel, XyratexCore 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/Pacifi c.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 effi ciency 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] facilities available: Yeswww.sli-consulting.com

Synnex Australia Pty LtdSynnex 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, VictoriaBranches: Sydney, Brisbane and PerthStaff: 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 CorporationCore competency: ISO9001-2000 quality endorsed company specialising in distribution to all IT Industry segments, Mastery of Supply Chain ManagementMarket differentiator: State-based fi eld sales teams, national call centre, dedicated channel account managers,

warehouses at all Synnex branches, automatic call distribution service for logging service calls, 2-hour pick-up-service, 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 fl uctuations, updated every hour. Types of resellers sought: SME, shops, resellers, dealers, VARS, system integrators, national retailersFirst point of contact for channels: National call centre or dedicated count managersCredit facilities available: Flexible arrangements individually suited to each customerwww.synnex.com.au

Tech Pacifi c Established in 1981, Tech Pacifi c 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 Pacifi c’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 confi rms Tech Pacifi c’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 fi rst time ever, regular regional trips and roadshows have been undertaken by Tech Pacifi c senior management, marketing staff and vendors. World-class warehouse management system. Highest stock holding. Specialisation services include Network Assist, Server Assist, License Assist, confi guration 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 Pacifi c’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 Pacifi c’s national roadshow, ExpoTech, gives resellers a unique chance to meet vendor partners and Tech Pacifi c sales staff in a relaxed and informal atmosphere. Drop Ship program, that allows shipping of product to end-users 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 Pacifi c to be a valuable distribution partner for resellers of all types and sizes including VARs, OEM, system integrators, software developers, mass merchants, offi ce 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 specifi c 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 AustraliaTecksel’s origins date back to early 1991 when it entered the Australian ITindustry 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 NSWBranches: Glen Waverley, Vic; Herston QldNo. of staff: 20Vendor partners: Avocent, Benelec, Brother, Dynalink, Fugawi, FujiFilm, Invensys (Powerware), Kyocera Mita, Liebert, Maestro, Netgear, Panasonic, SonicWALLCore 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 fi nd what you are looking for.Channel programs offered: Router, networking and fi rewall training sessions available to all resellers. Regular roadshows – overseas guest speaker on new technologies and productsValue 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.Credit facilities available: Yes Web site address: www.tecksel.com.au

Todaytech Distribution Pty. Ltd.Todaytech began operations in 1990 and today services resellers through eight offi ce 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 highly-skilled 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 offi ce, providing them professional pre-sales and post-sales support and face-to-face communication on a regular basis.

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Based: Lidcombe, NSWBranches: 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 NetCommCore competency: Technical service and value-added solutions.Market differentiator: National coverage, premium products, professional technical services, build-to-order, 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] site address: www.todaytech.com.au

Tsumori Enterprises Pty LtdOur 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 profi ts. Our policy is to pass the top margin to our customers. Based: Rydalmere NSW.Branches: Melbourne. No. of staff:12Vendor partners: Channel-Well. I-CuteCore competency: The future- we supply you buildMarket differentiator: Distributor, importer, and wholesaler of casing and case accessoriesChannel programs offered: Tailored each month to promote Tsumori Value added services offered: Supports to dealer and marketing assistanceTypes of resellers sought: Shops, reseller and wholesalers.First point of contact for channels: [email protected] facilities available: YesWeb site address: www.tsumori.com.au

Westan Pty LtdWestan 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 assemblystorage systems integration – NAS, SAN, Tape Drives, Silos, RAIDE-Commerce Consultancy; professional services and system integrationwireless 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, VictoriaBranches: Sydney, Adelaide, Perth, Brisbane, Townsville Staff: 80Vendor partners: Intel, Fujitsu PC Australia, Samsung,

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.First point of contact for channels: Vic — Ph 03 9541 8888NSW — Ph 02 9648 2060SA — Ph 08 8351 6600WA — Ph 08 9445 9688Qld — Ph 07 3840 3522Nth Qld — Ph 07 4779 1455Credit facilities available: Available upon application and subject to approvalwww.westan.com.au

WestGroupWestGroup 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: 11Vendor 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 certifi cation 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 certifi cation program. Credit facilities. National response sales centre. A complete online memory confi guration 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 578Credit facilities available: All major credit cards (no additional service charge), EFTPOS, account terms (B-Pay available) www.westgroup.com.au or [email protected]

WhiteGold SolutionsWhiteGold Solutions is a value-add distributor (VAD) in the Australian IT channel. The company’s strategy is defi ned

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, NSWBranches: Belrose, NSWStaff: 5Vendor 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, confi guration 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: [email protected] Credit facilities available: Yes.www.whitegold.com.au

WPTSince 1991, WPT has supplied colour offi ce 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 profi ts. 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 long-term partnership.First point of contact for channels: NSW: (02) 8977 2300. Victoria: (03) 9886 5922 or [email protected] facilities available: Credit Card. Accounts on application.www.wpt.com.au

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distributors · promotions and events. core competency: strong focus on storage, protection/...

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