ARARNN The road ahead

March

Distributors 2004 Supplement DISTRIBUTORS SUPPLEMENT The road ahead

The landscape of IT distribution in Australia and around the world has been undergoing some major changes during recent years. But as margins have been whittled away, and the demands of vendors and resellers have increased, the men in the middle have been looking at smarter ways of operating that builds new value into the vital role they play in the delivery of technology. BRIAN CORRIGAN discussed fresh ways of thinking, market opportunities and shifting dynamics with the managing directors of some local distribution operations.

Lan System’s Nick Verykios — “Niche opportunities reduce as a market matures but there will always be room in emerging he IT distribution industry has undoubt- positive picture and insisted it was time for peo- technologies and complex things like security” edly gone through some tough times in ple to clear their heads if they were going to rise recent years with the success of Dell’s di- to the challenge ahead. rect model forcing companies at all points “There has been a tendency in recent times Ton the supply chain to reassess the way they have for both commentators and industry players to been doing business. misread the opportunity presented by this new Synnex managing director, Frank Sheu, said the environment,” he said. “They have committed the major industry change in recent times had come age-old error of hoping that what was done yester- from vendors demanding that distributors become day must be fought for today. more efficient and add value to the service they “The market today is huge. All political, com- provided without offering any more money as an mercial and social aspects of modern society are incentive for doing so. influenced by IT in some shape or form. It is the “The industry average profit has been chopped future task of IT distribution to participate effec- by the success of Dell’s direct model and con- tively in the dissemination of both product and sumer demand has become much more sophisti- information to try and ensure that everyone has cated,” he said. “That’s just a fact of life we have equal access to the most exciting technology the to accept.” world has ever seen.” Sheu said Synnex had foreseen this trend and realigned its business processes to meet vendor Fundamental change expectations and reseller requirements in terms He talked of a fundamental change that has seen Synnex’s Frank Sheu — “The industry average of supply chain, information flow and customer distributors transforming out of the role of ven- profit has been chopped by the success of service. dor customer and into one of business partner. Dell’s direct model” “The bar has been raised,” he said. “The stan- This strengthening in the bond between distribu- dard to be successful has gone up a level. Unless tors and vendors was also pointed to by Express you know your game very well, have core compe- Data managing director, Ross Cochrane. “We see tencies and integrated business processes it’s a clear trend towards a requirement to do more very hard to be in the distribution game because than pick, pack and ship,” he said. “You’d better you don’t have room to make mistakes. be good at that part of the business but the big You almost have to sell everything at cost price question is always about what other value you can or below and then claim the soft dollars or special offer. pricing to make your money. This adds complexity “Vendors have experienced an environment to the internal systems and processes of a dis- where there have been spending constraints tributor.” and they don’t think the market is going to re- Westan managing director, Victor Aghtan, paint- turn, be buoyant and give growth if they just ed a similarly bleak picture of a harsh environ- leave it. They are looking for help in driving ment in recent times. “It’s been very tough the growth strategies and their view of a distribu- past few years because of low margins and ven- tor is changing from ‘we’ll ship it if the order’s dors attempting to grab market share by increas- there’ to driving the market proactively through ing distributors rather than working with their ex- reseller channels.” isting partners,” he said. “A lot of companies are The key to successfully managing these vendor then unable to make profit out of a product and relationships, Baillie said, was to avoid generali- so don’t service it properly or simply lose interest sation. The ‘one strategy fits all’ might no longer Westan’s Victor Aghtan — “It’s going to be all together.” be a viable model. tough for the little distributors but these guys have always been very efficient, agile But despite these difficulties, Tech Pacific man- He stressed the need to cost activities accord- and flexible” aging director, Kerry Baillie, painted a much more ing to what had been done rather than negotiating S2 ARN March 2004

a fee up front or basing it on previous relation- agile and flexible,” he said. “That’s how they’ve ships with a vendor. been able to survive.” “If you import a product and sell it online, for Lan Systems managing director, Nick Verykios, example, this is a low-cost activity,” Baillie said. said there was a trend among vendors to align “But if another vendor, or the same one in a dif- with global distributors because it reduced costs, ferent situation, wants assistance with marketing provided global fulfilment for international custom- activities and promotional support for a product, ers and created consistent policies. But despite then that attracts a higher fee. this, he said local operations must think niche in “The vendor gets value for money because they terms of meeting local market needs. pay for what they get, and prices reflect what we’re “A multinational vendor will have different mar- doing for the channel as opposed to us getting the keting strategies targeting different parts of the highest possible margin and holding on to what world because it is very strong in some countries we can. Some distributors are moving along this and yet almost unheard of in others,” he said. “A path quicker than others and the ones that aren’t key benefit of being a global distributor is that you are those that don’t want to be in the business get to see how strategies have worked or failed in anymore.” other countries with different products.” But Verykios said there would still be a place Greater efficiency for smaller distributors to act as niche experts. Avnet’s Colin McKenna — “You need very Ingram Micro managing director, Steve Rust, said “You need to create benefit in three areas,” he deep engagement with select vendors to be relationships with resellers were also changing con- said. “Firstly, you need to do more than just ship successful in this game” siderably because many no longer wanted to hold boxes – a good distribution partner offers resellers stock and the average size of order was reducing. assistance with pre-configuration, reconfiguration This combined with the falling prices of standard and project rollouts. Secondly, it is about market items like PCs, notebooks, servers and monitors developing services – managing existing channels meant distributors had to be more efficient. and looking for new ones. Finally, there is a need “Some of these efficiencies are around the way manage lots of different reseller relationships. distributors integrate back into vendors and for- “If a niche player can provide any of these ben- ward into resellers,” he said. “Some of the larger efits where a bigger distributor isn’t or can’t then resellers are have automated the way they place there is a place for them. Niche opportunities re- orders with distributors and, over time, this type duce as a market matures but there will always of efficiency will spread to the smaller resellers. be room in emerging technologies and complex There is also an accelerating trend for a flow of things like security.” information from vendors through distributors to Synnex’s Sheu agreed that broad-based play- make it easier for resellers to present solutions ers needed to have a niche approach to the dif- to customers.” Rust said this would help resellers ferent areas of their business if they wanted to be push more complete solutions and attack supple- successful in the future. mentary options such as power back-up supplies, “If you want to be broad-based, the danger is accessories and extended warranties. that you start to act as a fulfilment house and Express Data’s Cochrane said many vendors most vendors don’t want their distributors to oper- Ingram Micro’s Steve Rust — “Some of the no longer thought of a product as sold until it had ate in that way,” he said. “Vendors prefer distri- larger resellers are have automated the way reached an end-user, a change in outlook that bution partners to help them create demand by they place orders with distributors and, over makes a lot of sense when you look at products pushing products instead of relying on resellers to time, this type of efficiency will spread to the smaller resellers” like software licences. pull orders through.” “There is no physical stock with a software li- cence so the only way you get an order is when Workable balance a customer wants a licence. Integration between The answer to harsh economic realities at the top partners that have shared goals is much more of the tree, he said, was to create a workable bal- meaningful than a relationship where you buy ance between commodity product lines and those something from me and I just wish you the best of where a distributor could still add some real value. luck,” he said. “We still have some product ranges where Another change Westan’s Aghtan had noticed we are doing a fulfilment job but they are not a in the distribution industry was a move away from major part of our business,” Sheu said. “People components to selling systems and subsystems. still need these products in the same way as they He cited the growth in notebooks – which he need to eat rice but if you are running a restau- estimated would be worth 50 per cent of the Aus- rant you don’t expect to make a 10 per cent profit tralian PC market within two years – as a driver of on the rice. You want your customers to buy rice the shift because laptops are more commoditised along with some more expensive dishes that you and have far fewer components. Large multina- can make some margin on.” tional distributors had already moved away from While the way the market operated as a whole components and were well positioned, Aghtan was definitely undergoing significant change, Avnet said, but smaller companies would continue to managing director, Colin McKenna, said the key to Express Data’s Ross Cochrane — “We will find a way to compete. success was still to work out your value proposi- continue to see consolidation among the “It’s going to be tough for the little distributors tion and play to those strengths. mid-tier because it becomes difficult when but these guys have always been very efficient, to page S4 you get to a certain size” ARN ARN S3 DISTRIBUTORS SUPPLEMENT Market opportunities Playing in the mid-market, Avnet managing director, Colin McKenna, said his company was currently operating in a robust environment driven largely by the fact that major vendors like HP and IBM were trying to win a bigger share of that pie. He said the challenge was to help vendors achieve that goal more cost effectively than if they were to try to do it using a direct model and claimed it was the right place to be at the moment. “Deals at the top end of town are increasingly being fulfilled through a direct model and there is also a trend at the bottom for direct fulfilment via the Web, but the mid-market will show major growth during the next three years,” he said. Very much a champion of the value-added distribution model, McKenna said it was expensive to set up because of training and marketing costs but insisted the challenge was worth it once the model was up and running. “Once you do it you have a solid community of resellers because dealing with IBM and HP is very complex for small partners,” he said. Tech Pacific’s Kerry Baillie — “The market today McKenna expected the market to become increasingly crowded in the mid-tier as direct is huge. All political, commercial and social as- fulfilment at both ends of the spectrum forced his competitors to look for new opportunities. pects of modern society are influenced by IT in some shape or form” “I’ve noticed more players starting to use the value-added distribution tag during the past two years but those thinking it is just volume with a few add-ons will find they can’t provide the from page S3 extras required by vendors and resellers,” he said. “You need very deep engagement with select “Volume is about having good systems and vendors to be successful in this game.” excelling at time and place; the value game requires In terms of product categories, Express Data’s Cochrane highlighted information access and basic systems but lots of sales and marketing sup- security as key opportunities for the IT distribution channel during the next couple of years. port,” he said. “We will continue to see some con- “You can secure your stuff by locking it down completely but the key is to allow appropriate solidation and, like most industries, you want to be access,” he said. “Security is still in its early days. There are lots of different types of large and global or very good at a niche but you deployment out there but when you get to digital rights management and constraints on how don’t want to wallow around in the middle.” that content is used we are still a long way off.” Express Data’s Cochrane said those distribu- Networking infrastructure also remains a hot topic in Cochrane’s opinion because of the tors that had grown and found themselves in the huge volume of traffic that is being generated as well as the growth in voice, data and major middle had little to look forward to. applications like email. “We are seeing the investment needed to pro- vide the level of sophistication required by resellers Licensed to sell getting higher so it’s hard for smaller distributors, One opportunity for growth Ingram Micro’s Rust predicted would become more prevalent was unless they have a niche, to fund the infrastructure the growth of revenues through software licensing. you need to service the market,” he said. “We will “This has largely been led by Microsoft but all the major vendors are now offering licensing continue to see consolidation among the mid-tier products,” he said. “The different options from different vendors are quite complex and can because it becomes difficult when you get to a cer- be quite confusing. Wouldn’t it be great if these were available in a way that made it easy for tain size. You need very good systems in place or you run the risk of not having control and that’s the resellers to present those options to end-users as part of a solution? Licensing enablement first sign of when things go off the rails.” would then only need human interaction if there was some dispute with credit terms or pricing Going one step further, Tech Pac’s Baillie said for example.” greater flexibility being exhibited by the broad- Lan Systems’ Verykios pointed to the various types of convergence starting to gain based distributors would make it increasingly hard prominence, but said anybody looking to play in that field would need lots of knowledge about for smaller players to survive. the technologies and how they were being used. The convergence of products and technologies “As the market matures and large customers had produced a need for improved infrastructure capable of supporting their use. become more sophisticated, they realise the val- “That is where a benefits-based distributor can come in,” he said. “A vendor can only help a ue of consolidating with less suppliers rather than reseller with its own technology but a distributor might be able to bridge that gap.” more,” he said. The birth of the digital home was the biggest new opportunity coming over the horizon, “A broad-based distributor is in the position Synnex’s Sheu said. to support transactional business in a fast and “A lot of people are talking about the digital home and the merging of consumer electronics cost effective way, which then funds the de- with IT,” he said. “There aren’t many offices or corporate users that have wireless routers but velopment of separate service units that are many people have them at home, LCD monitor sales are breaking records every month and knowledgeable in specialist areas like servers, imaging is also a very high growth area.” storage or licensing. Tech Pacific’s Baillie agreed, saying it was an exciting opportunity that everybody would be “These units can then target specific markets putting their efforts into. and have a team of people dedicated to match- “There will be continued growth in existing products such as wireless network peripherals, ing requirements with key products. They become notebook computers, plasma screens, combined phone and PDA products as well as new knowledge units,” he said. “In the old days you emerging products connecting into audio and television functions in the home,” he said. had niche distributors concentrating on specialist “Traditional vendors in the networking space like D-Link and Netgear are giving people areas but it is now becoming difficult for them to something new to talk about.” be financially successful.” ■ S4 ARN DISTRIBUTORS SUPPLEMENT

ACA Pacific Based: Chatswood, NSW. to clients. Alloys Resource Centres are also available ACA Pacific has earned Branches: Singapore, Hong Kong, Malaysia, Taiwan and for sales and technical training. Alloys also have a itself a reputation within the Japan. full inhouse marketing and design arm, which can storage and document imaging Staff Numbers: 300+ (9 in Australia). assist resellers in their direct marketing activities by sector for having a thorough Vendor Partners: Panasonic, Juzt-Reboot, Vibrant, personalising flyers and designing targeted campaigns. knowledge of its customers’ Tatung, BTC, Canon, Fujifilm. Based: Abbotsford, Melbourne, Vic needs and a firm grasp of Core competency: Distribution of Panasonic IT Product Branches (other cities): North Ryde, Sydney and South technology. With over 14 years + ADO’s factory-made products ranging from Retail to Brisbane experience and continual OEM. Australia’s leading specialist in everything LCD. No. Of staff: 50 growth, ACA Pacific now Offering PC security solutions and desktop disaster Vendor partners: Avision, Axis, BenQ, Canon, Epson, delivers quality brands and comprehensive solutions, recovery. Fuji Xerox Printers, HP, Iomega, Kyocera, Konica-Minolta, backed by strong pre-sales support and operational Market differentiator: Offering the best Panasonic Panasonic, Pentax, Ricoh, Transcend, Umax, Verbatim efficiency. deals and promotion, mass-distribution of OEM- Core competency: Total digital imaging solutions Based: South Melbourne, Victoria. products. Competitive prices and personalised Market differentiator: Personalised service, Value Branches: Sydney, Perth, Brisbane. service with product knowledge. Channel programs: adding distributor, focused product range, Colour laser Staff: 50 demonstration units, bundle specials, and volume specialists, Vendor Partners: Storage/security/document imaging – discounts. Channel programs offered: Personalised partner AMI, Bell+Howell, Business Objects (Crystal Decisions), Value-added services: The ability to source almost any program, reseller margin enhancement program, sales Canon, Cardiff, CCS, Certance, CommVault Systems, product for your needs. lead generator, and demonstration stock program Computer Associates, Crossroads, eiStream, Exabyte, Type of resellers sought: System integrators, Value-added services offered: Showrooms and Fujitsu, Hitachi Data Systems, Imation, Infortrend, JMR, consultants, government/education resellers, and resource centres in Melbourne and Sydney, sales JNI, K-Par, Kodak, Kofax, LSI Logic, Maximiser, MGE computer retailers. and product training, POS support, 4 deliveries daily, UPS, MicroSolutions, OnDemand Software, Pioneer, Credit facilities available: Yes. large stockholding, marketing support, regular reseller QLogic, Quantum (inc ATL), Rainbow Technologies, Website functionality: Dealer login section and product training seminars, product experts on hand. Readsoft, Red Hat, Redmap Networks, Ricoh, Seagate, info/specials. Types of resellers sought: All resellers of digital ScanSoft, SNAP Appliance, Sony, StorageTek, Symantec Contact: (02) 9417 5233. imaging equipment (formerly PowerQuest), Tandberg Data, Veritas, Website address: www.ado.com.au First point of contact for channels: Tarni Elder, Visioneer, Vixel, WatchGuard. marketing manager Website functionality: Live pricing, stock availability, Alfa Computers Pty Ltd Credit facilities available: Yes product information, and updates on current programs, Established in 1983, Alfa Website address: www.alloysonline.com.au promotions and reseller education events. Computers strives for total Core Competency: Strong focus on storage, excellence. As such it has built Also Technology Pty Ltd protection/security, and document imaging markets, and fastidiously maintained Established in 1992, Also backed by expert advice and genuine investments in such a distinctive reputation. Technology is an Australian- value-added services to assist resellers in generating Alfa Computers has long been a owned, quality assured (ISO9001 revenues. With staff expertise and infrastructure at its partner with various high profile accredited) company. Our goal is disposal, ACA Pacific continues to engage in market companies representing some of the highest quality, to provide reliable, high quality development and diversification, particularly in security. reliability and excellence in their respective products computer products and systems Market differentiator: Activities aimed at growing range. These include Deltacom Servers, Deltacom at competitive pricing within the the market for vendor and reseller partners; full Desktops, ANTlabs, Cremax, Canon, Fujitsu, Leadtek reseller channel. We wish to provide our customers demonstration/training/seminar facility at its Research, LSI Logic, Mylex, NEC, Panasonic, Sony, with a most satisfying experience in dealing with us as Melbourne headquarters and Sydney office; in-house SparkLAN, Raidon and others. The company gained well as provide the peace of mind that their dealings an accreditation to the ISO9002 Quality Assurance with us will be handled in the upmost professional sales and marketing providing flexibility and support standard in 1996 and has recently passed the manner. Resellers are able to take advantage of our on a pre-sales level; streamlined operations and RA accreditation for the latest ISO9001: 2000 Quality own local delivery service for three branches and many procedures to ensure unsurpassed levels of service. Assurance standard. more conveniences. Also Technology in recent years Channel programs offered: Facilitation of vendor Based: Unit 1 and 2, 620-632 Botany Road, Alexandria, has expanded it’s product range and has taken on partner programs, ongoing Value-added promotions, NSW 2015 responsibilities as a Distributor for a number of major reseller training and seminar sessions, joint partner Staff: 23 brands and is fast becoming a market leader in this lead generation activities. Vendor Partners: Fujitsu, Canon, Panasonic, NEC, Sony, sector. To compliment this some new and fantastic Value-added services: A dedicated sales/marketing/ Supermicro, Toshiba, Intel, Microsoft, ANTLab, Hewlett product lines have become available, being recently product management team that works closely with -Packard, D-Link ANTLab, Allied Telesyn, AMD, Adaptec, imported exclusively from overseas. With many products resellers to realise sales opportunities. LSI Logic, Fuji Xerox, Invensys, Sola, Powerware, Matrox, available we are able to provide our customers with a Type of reseller sought: Value-Added Resellers (tier 1 Netcomm, Pioneer, Seagate, Symantec, Verbatim, total purchasing solution. Along with our established and tier 2) that target both corporate and SME markets, Iomega, Leadtek Research, Belkin, Altec Lansing, product range we also manufacture own successful systems integrators, consultants, imaging/scanning Gemtek/Sparklan, Kingmax, Legend, Cremax, Raidon. range of quality PC and servers and is an accredited bureaus, wholesalers, and retailers. Core Competency: Quality, knowledge, responsiveness, Intel Premier Service provider and a Microsoft OEM Gold Contact: Vic (03) 9674 8188; NSW (02) 9922 5333; technical ability, customised systems and servers Partner. WA (08) 9382 1066; Qld (07) 3325 3170 www. manufacturing, disaster recovery, storage solutions, Based (suburb, state): Alexandria, NSW acapacific.com.au. integrated solutions, enterprise management and Branches (other cities): Melbourne, Brisbane. First point of contact for channels: Sales teams (Mel/ solutions, repairs/upgrade and onsite services No. of staff: 35 Syd/WA/Qld) Channel programs offered: Co-op and marketing Vendor partners: Canon, Fujitsu, Mitsubishi, MSI, Credit facilities available: 14 to 30 day terms. Credit funding, direct B2B facility. Netcomm, Newmen, Panasonic, Sony, Ultraview, available for approved customers, in addition to COD Value-added service offered: Turn key solutions. Upsonic Power, Casetek, D-link, Intel, Kingmax and credit card payments. BPay available. Types of resellers sought: Where quality and value for Core competency: One stop purchasing solution. Press Contact: Raj Saini, marketing manager. money matters. Provide the correct sales information and efficient Ph. 03 9674 8188, Email: rajs@acapacific.com.au Contact: [email protected] or (02) 9313 3333 pro-active attitude in response to the needs of our Credit facilities: Yes customers. ADO Electronic Industrial Website address: www.alfa.com.au Market differentiator: Quality products. Large range to (Australia) Pty Ltd choose from that is value for money. Dedication to the ADO Electronic Industrial Alloys International customer service ethic of providing our customers the (Australia) has been Alloys International best service every time. established in Australia since has been Channel programs offered: Australia wide onsite 1992. With its Head Office in established in warranty program for PC’s and servers. Reseller Asia and worldwide branches, Australia since 1982. Since then it has grown to seminars and product training along with regular ADO has been supplying become one of the most successful distributors in interaction via phone and email of latest market news computer components and the IT Industry with a strong focus on colour lasers, and product information. Online reseller access to peripherals worldwide for projectors and digital cameras. Alloys provide a high pricing. almost 20 years. Known for its strong ties with level of personalised customer service and have an Value-added services offered: Local delivery, onsite Panasonic, ADO has also become the main distributor experienced and dynamic Sales team who actually help warranty program and technical support. of Vibrant LCD monitors in Australia. Some of the core resellers to close deals. Alloys consultative selling style Types of resellers sought: All reseller inquires welcome products that ADO distribute are floppy drives, mice, is coupled with industry leading innovations such as its First point of contact for channels: Sales, NSW (02) keyboards and speakers. ADO Electronic Industrial Melbourne, Sydney and Brisbane Resource Centres – 9519 4600, Vic (03) 9560 3388, Qld (07) 3357 3911 (Australia) offer total ICT solutions for any company Full showroom facilities set up with the latest in Colour Credit facilities available: Flexible credit terms are that wants the peace of mind that their computer laser and Digital Imaging technology. These facilities available to assist our customers. requirements are being well looked after. are available for Alloys Resellers to use to demonstrate Website address: www.alsotech.com.au S6 ARN DISTRIBUTORS SUPPLEMENT

ALSTOM Australia Ltd, Information Ecrix, Exabyte, Eurologic, Foundry Networks, Fujitsu, competitive prices and customer-oriented service. Technology Division Fuji Xerox, Hewlett-Packard, Inotec, Invensys, Iomega, We focus on taking customers into leading edge Alstom IT has been Intel, Javelin, Kodak, LANDesk, LearnQuick, LG, Legato, technologies and best value total solutions of the a value-added Logicube, Logitech, LearnQuick, LexMark, Matrox, highest quality. distributor since Maxtor, Microsoft, Mimio, Mitsubishi, MSI, MYOB, Based (suburb, state): Springvale, Victoria 1992 and provides NCD, NEC, NetComm, NetOptics, NetVault, Network Branches (other cities): Sydney, NSW a national team of account managers along with Appliance, Nokia, Nortel, Novell, N2H2, Overland, No. of staff: 12 sales support and BDMs to help grow the business OKI, Packeteer, Palm, Panasonic, Philips, Phoenix, Vendor partners: Sparkle, Power Color, Albatron, of our customers with the complementary products Pinnacle, Pioneer, Platypus, Powerware, PreWorX, Coolermaster, Vantec, OCZ Alstom supplies. Our strength comes from our financial Quantum, Scholastic New Media, Seagate, SGI, SMC, Core competency: Quality hardware distribution, security and ability to bring best-of-breed IT solutions Sola, SonicWall, Sony, Soteke, St. Bernard, Stratus, product knowledge, speed to market, customer service to market. The company’s focus is to work closely with Symantec, Tally Printers, TDK, Termtek, Toshiba, UMD, Market differentiator: Knowledge based value-added its national base of resellers and understand how they Verbatim, Veritas, Watchguard, Websense, Websters, distributor want to grow their businesses. Wyse, Xircom and more. Channel programs offered: Joint advertising and Based: North Ryde, NSW. Core competency: System manufacturing, project promotion Branches: Vic, Qld, SA, WA. management, integration services, voice solutions, Value-added services offered: E-commerce website, Staff: 83. Internet services, repairs/upgrades, storage services, product advice, technological support Vendor partners: Appsense, Attachmate, Check onsite services, enterprise solutions. Types of resellers sought: Wholesalers, system Point, Citrix, HP OpenView, IBM Software: Lotus/ Market differentiator: Service and value-added integrators, PC manufacturers and retailers Tivoli/Websphere/DB2/Rational, Invensys, Mercury solutions, broad vendor range, superior sourcing First point of contact for channels: 03 9543 5855, Interactive, NetScreen, Oracle, Protocom, Resilience, relationships and capabilities, national service [email protected] Secure Computing, Sun Microsystems, ThinPrint, Trend infrastructure, help desk. Website address: www.australiait.com.au Micro, Websense, Wyse. Channel programs: Promotions and incentives, key Core competency: Specialists in server-based account partners programme. Avnet PartnerSolutions computing, security, management and Java solutions. Type of resellers sought: All. A leading value- Market differentiators: Financial stability; value-added Contact: (02) 9384 8010 or 1300 36 8010 added distributor distributor focused on high-value solution selling and [email protected] of enterprise not engaging in the time and place model; aligned with Website address: www.asi.com.au computing products, a select number of world-class vendors whose products software, storage complement each other to provide leading solutions Altech Computers Pty Ltd and services marketing exclusively to the reseller backed by a high level of service and support; Alstom Altech Computers is a channel in Australia, Avnet Partner Solutions is part of prides itself on employing highly trained personnel and privately owned Australian the Phoenix-based Avnet Inc. and one of the world’s investing in their ongoing training and certifications. company, launched in 1997. largest distributors of semi-conductors, interconnect, Alstom makes IT easy to sell. We have become one of the passive and electromechanical components, embedded Channel programs: We work closely with our vendors to nation’s largest and most systems and computer products from leading promote their solutions into the channel, run ongoing successful distributors of manufacturers. Serving customers in 68 countries, accreditation and marketing programs to train and keep computer components and Avnet also delivers services such as inventory our resellers up-to-date with the latest technology, and pre-built systems. Our strong, management, supply-chain services, bill-of-materials actively help our resellers run marketing activities. competitive prices give us analysis, systems integration and engineering design Value-added services: National team of account the leading edge over our assistance. A Fortune 500 company, Avnet’s revenues managers (with sales support) and business competitors, as is evidenced by winning the 2003 for fiscal 2003 (year ended June 27, 2003) were $9.05 development managers (sales and technical); a ITandT Small Distributor of the Year award. billion. responsive customer service team; product specialists; We take pride in our dedicated levels of service and our Based: Unit A, Enterprise Park 22-24 College Street, pre-sales support; marketing programs; national focus on rapid and reliable delivery times. Our product Gladesville, NSW, 2111. 1 800 428 638 technology updates; sales and technical seminar series range consists of more than 3000 products, which are Branches: Level 2, 448 St Kilda Rd, Melbourne, Vic, to educate the channel; run national training for Citrix, consistently recognised by Australia’s leading computer 3004 Trend Micro and HP OpenView; manage vendor partner publications with awards for superior performance, No. of staff: 60 in Australia programs to ensure our resellers are authorised to sell excellent pricing, and best overall value for money. Vendor partners: IBM, HP and Enterasys Networks their solutions. Based: Silverwater, NSW (Head Office). Core competency: value-added distribution Type of resellers sought: Nationals, SIs and VARs Branches: Springvale, Vic and Brisbane, Qld. Market differentiator: The only Value-added distributor managing customers in the SME and Enterprise market Staff: 70+ in the Australia market space with a focus on Corporate, government and Vendor partners: Abit, AMD, Antec, ASUS, AVerMedia, Value-added services offered: Logistics, marketing, education sectors. CNet, Corsair, Creative, ELSA, Intel, Microsoft, finance, sales and technical services. Credit facilities available: Specific credit terms to Samsung, Seagate, Soltek, Sony, TDK, Tyan, X-Micro, Types of resellers sought: Systems integrators, accommodate individual client requirements. Tailored XpertVision and Zalman. independent software vendors, and solution providers financial solutions, including leasing options. Core competency: Our strong international vendor First point of contact for channels: Michael Costigan, Website functionality: Online pricing and quoting partnerships allow us to provide not only a wide range National marketing manager tools, online stock availability and backorder status, of products at excellent prices, but also the latest Email: [email protected] Ph: 02 8877 comprehensive online product sales guides and product knowledge to assist our customers. 0751. Fax: 02 8877 0702 Mobile: 0408 651 467 product brochures, special offers, promotions and Channel programs offered: Our premium retailers Credit facilities available: Yes events, industry news. program adds value for our clients by listing them on Website address: www.ps.avnet.com.au Contact: Sales hotline 1300 36 25 25 selected print advertising, and also on our website as a Website address: www.it.alstom.com.au point of contact for retail customers. Banksia Software Value-added services offered: Weekly emails with Banksia Software, a name ASI Solutions special discounts and newsletters featuring product synonymous in the 1990s with Why ASI Channel? ASI is updates and announcements. Our website offers a modems, and today recognised your one-stop supply shop, comprehensive resource for resellers, including not only for its formidable range of high representing a comprehensive complete ordering facilities, but also technical support performance, value-adding stable of Vendor Partners. ASI and marketing resources. We also have monthly prizes solutions. Our focus is new communications, security has supplied and serviced for dealers that order using our Website. and productivity software. Our mission is to enable superior IT Solutions Australia- Types of resellers sought: All resellers, as well as retail SMEs and corporate users to maximise the efficiency of wide since 1985. A privately-owned company, ASI groups. their systems, simply and affordably. Banksia Software Solutions is 100 per cent Australian. One of the largest First point of contact for channels: Safa Joumaa, prides itself on sourcing the best of the world’s niche computer manufacturers in Australia, ASI operates national sales and marketing manager (02) 9735 technologies, to advance communications, security, sales and service branches in major capital cities 5605. productivity and the mobility of a business. With a team around Australia. Website address: www.altech.com.au backed by a legacy of experience, exclusive distribution Based: Botany, Sydney. rights of superior products, and a commanding Branches: Canberra, Melbourne, Brisbane, Adelaide, Australia I.T. Pty Ltd marketing agenda, Banksia Software is driving sales Perth, Darwin. Incorporated in 1999, of innovative, value add software to the SME sector Staff: More than 200. Australia I.T. is one of throughout Australia and New Zealand. Vendor partners: 3Com, 3M Touchscreen, Allied the fastest growing, most Based: Castle Hill, NSW. Telesyn, APC, API, Adaptec, Adobe, AMD, AsusTek, agile players in the highly Staff: 5 Atdec, Britannica, Canon, Citrix, CommVault, Computer competitive IT distribution Core Competency: Providing a range of high Associates, Compuware, Concord, Cornerstone, market with a reputation for performance, value-added software solutions to Creative Labs, Diamond, D-Link, Doctrieve Redmap, quality product distribution, maximise business efficiencies and lower business S8 ARN DISTRIBUTORS SUPPLEMENT

overheads. Our focus is hot new communications, successful history dealing with both the wholesale and Branches: Melbourne, Brisbane, Perth, Adelaide. security and productivity software. retail markets, especially with the support of its many Staff: 106 Market differentiator: Twelve years of experience in vendors in the component and peripheral business. Vendor partners: Nokia, HP, PalmOne, SanDisk, Telstra, the software solutions market. We offer personalised We are a continually evolving company that continues Carrier Devices, Sony Ericsson, Sony Music, Panasonic, support to our channel, which allows them to provide to work hard in its traditional distribution market to Motorola, LG, Socket, Madge, iPrimus, Comtrol, the complete solution to suite their customers consolidate and grow its position there, but is also Travroute, O2, Logitech, Pumatech, Smarteq, Blue Ant, requirements. looking to develop new markets and partnerships with Scala and many more accessory solutions for handsets Channel Programs: Reseller training, seminars, trade vendors and customers, locally and overseas, to help and data products. shows. grow and diversify. Core competency: Distribution of wireless voice Vendor Partners: IBM, HP, Maximiser, Front Range, Branches: Sydney, Melbourne, Brisbane, Tasmania and and data products and logistical services. Technical Brooktrout, Eicon, Equisys, NetSupport Manager. New Zealand. services and support for wireless solutions. Value-added service offered: Our experience and Staff: 100+ Market differentiator: One-stop-shop for wireless voice expertise in the area of network messaging and Vendor partners: 3ware, Accusys, Acer, AOpen, Apacer, and data products and services, including software and communications. We provide a high level of client BenQ, Canon, Cherry, D-Link, FujiFilm, Genius, High- network activation. Brightpoint technical services end interaction, which in turn, allows us to personalise our Point, Intel, LG, Maxtor, Microsoft, Netcomm, Nikon, user support for wireless solutions. Superior logistics years of service and support. OKI, Pioneer, Plextor, Powerware, Proxim, S-Media, Sony, and delivery services. Types of Resellers sought: SME, corporate, government Vertex, Wacom, ZyXEL Channel programs offered: Reseller training, road and education - network, software-orientated Core competency: The distribution of a wide range of shows, regular email product updates. First point of contact for Channels: Ph: (02) 9634 computer components and peripherals. Value-added services offered: In-depth product 9300, Fax: (02) 9634 7933 Market differentiator: Our objective is to offer our knowledge and technical support (delivered through Credit facilities available: Yes. resellers all the tools necessary to enhance and Brightpoint Technical Services). Remote workforce Website address: www.banksiasoftware.com.au develop their business with the online facilities that automation solutions for integrators and resellers we have developed over the years to facilitate the including hardware, software and implementation and BCN Technology information flow. Our E-Commerce site is a vehicle to: training. Total outsourced logistics services. BCN Technology ■ Advertise/position and promote the products that Types of resellers sought: IT resellers, systems was established we distribute; integrators, wireless data VARs, handset dealers, in 1991 and is an ■ Direct link to our vendors site carriers. Australian-owned ■ Full Image and product details library First point of contact for channels: 1300 300 213 national distributor ■ Provide on line details of; Order status; Invoice Website address: www.brightpoint.com.au with ISO9002 history; tracking deliveries and account history quality endorsements. With four State-based offices, (Invoices and Credits). CABAC BCN’s goal is to help its business partners exceed their ■ Provide Electronic application for RMA’s CABAC has been growth and profit targets in an ever-changing business ■ Ensure 24-hour on line ordering via secure link business for 21 environment. ■ Emailed notifications of the purchase orders years. Its primary Based: Homebush Bay, Sydney. ■ Provide a downloadable customised price list in line of business Branches: Melbourne, Brisbane, Adelaide. Excel or HTML has been in the electrical wholesaler market, where Staff: 40. ■ Provide an XML data link to all our products for it has become the preferred supplier for all electrical Vendor partners: Canon, Cherry, Clipper, Epson, automated product list wholesalers, Australia-wide. Furthermore, we are a Hercules, Leadtek, LG, MediaMax, NetComm, PC ■ Loyalty rewards and incentives preferred supplier for power authorities around the Partner, Powerware, QDI, QPC, Sony, SuperMicro, Channel programs offered: Retail programs include country. In fact, about 75 per cent of streetlights in Swann, VIA and more. store representation, inhouse training, dealer nights. Australia have a CABAC part in them, as do railways Core competency: The provision of timely, cost- Value-added services offered: The Bluechip IT E- and buildings all over the country. effective deliveries to the channel throughout Australia. Commerce site offers our resellers a built-to-order So, where do we fit in the computer dealer market? Market differentiator: BCN’s bChannel approach facility for PC’s and notebooks with customised Well, we bought out NDS (Namlea Data Systems) places resellers and partners at the centre of its e- features such as margin and end user details as about three years ago and since, we have developed business strategy so they can leverage information well as the insertion of the resellers company logo to a subsidiary branch to the company – “The computer and communication technologies. It is an easier and produce a finished quote to their customers in a few dealer Market” -We have rapidly grown over this period more cost-effective way of conducting business that clicks. of time, quickly becoming a preferred supplier for enables partners to maximise the value of every user Types of resellers sought: VARs, system integrators, Harvey Norman stores, Office National, Cartridge World, interaction. resellers, sub-wholesalers, mass merchant retailers Office Matrix and thousands of independent computer Channel programs: Partner referrals program, loyalty and e-tailers. dealer stores. incentive programs, product expo. First point of contact for channels: (02) 8745 8400 We carry exclusive brands such as Intellinet (German Value-added services: Third-party delivery, systems Sydney; (03) 8720 9800 Melbourne; (07) 3017 1000. design) for active products, Manhattan for peripherals assembly, product defect solutions, product literary Brisbane; alternatively, contact our CAIR centre on and cables, Sound Source for speakers, Mercury for library. 1800 803 802 Add on cards, etc. Type of reseller sought: OEMs, retailers, systems Credit facilities available: Yes, cash-on-delivery - 30 Based (suburb, state): Silverwater - NSW integrators, value-added resellers, e-tailers. days. Branches (other cities): Australia-wide/New Zealand/ Contact: [email protected]; NSW (02) 9648 Website address: www.bluechipit.com.au Fiji/Papua New Guinea 0888; VIC (03) 9543 1888; QLD (07) 3852 5288; SA No. of staff: 70 (08) 8344 4588 Brightpoint Australia Pty Ltd Vendor partners: Intellinet, Mercury, Manhatten, Krone, Website address: www.bcntech.com.au The Brightpoint Sound Source, product range includes Market differentiator: Service, NBD Delivery (Australia- Bluechip Infotech Pty Ltd. the leading PDAs, wide), individual account managers, webshop Bluechip Infotech, mobile phones and Value-added services offered: Lifetime warranty, established in 1995, accessories available stock rotation, retail packaging, fully accredited, and focuses on delivering in Australia as well compliant products. the latest IT products as end-user support (Brightpoint Technical Services) Types of resellers sought: Computer resellers of to a wide channel base, and telecommunication network activation. Customers peripherals, networking products while maintaining a choose from the best brands, using advice from a First point of contact for channels: andresr@cabac. service commitment specialised sales team who have in-depth knowledge com.au second to none. In July, Bluechip Infotech merged with of the products and their applications. Offering a Credit facilities available: Credit cards (Visa, MC, BBF components and peripherals, a wholly-owned and superior range and unique services enables Brightpoint AMEX), direct deposit, BPAY, 7days , 14 days and 30 operated company established in Melbourne, Victoria, to more effectively serve resellers who offer wireless day accounts in 1989. BBF has gained recognition in the Australian data solutions. Distribution and logistical services are Website address: www.cabac.com.au IT market being listed in Business Review Weekly’s delivered from a recently constructed, purpose-built top 100 fastest growing private companies. Through warehouse in Frenchs Forest, Sydney. Brightpoint is a ChannelWorx the joining of these two organisations we are able to global leader in the distribution of wireless voice and ChannelWorx is a use our various strengths and become one of the top data products, and a premier supplier of outsourced leading distributor distributors in the channel. Key to both Bluechip’s services with more than 20,000 customers worldwide, of security and BBF’s success is strong vendor relationships, and has served the Australian market since 1996. and network many of which involve joint equity interest, ensuring Brightpoint serves manufacturers, carriers, dealers technologies a high level of commitment, co-operation and market and retailers with an extensive suite of solutions throughout Australia and New Zealand. ChannelWorx relations. In this way we guarantee full comprehensive precisely aligned to meet customer’s goals. Brightpoint provide in-house technical training to reseller partners understanding of products and their market value, incorporates Advanced Portable Technologies (APT) who and on-going support for their range of “best of breed” allowing us to provide cost effective solutions to our integrated with Brightpoint in 2002. technologies, end-to-end security appliances, and partners. Bluechip, Infotech and BBF have a long and Based: Frenchs Forest, Sydney. networking and wireless solutions. S10 ARN DISTRIBUTORS SUPPLEMENT

Based: Melbourne. solutions. We have recently compiled an extensive of storage products. We forge vendor and supplier Branches: Sydney, Brisbane, Perth. range of quality iPod accessories. Known in the relationships to ensure ethical and proper product Staff: 20. market as a niche specialist distributor, Conexus supply lines into the country. We understand the Vendor partners: NetScreen, Trend Micro, Dantz offers a unique range of award winning products importance of stock availability and have concentrated Retrospect, Teros, Neoteros, Foundry Networks, which will enhance your business. For example, our efforts to maintain excellent stock levels in both Nomadix, Netopia and Strix Systems. we have a comprehensive range of digital product our Brisbane and Perth warehouses. This allows us to Website functionality: Extensive detail and technical solutions for resellers who are now recognising make shipments easily and quickly throughout Australia specifications on their existing product range. Channel the growth potential of this rapidly expanding and Asia-Pacific. news and special offers, as well as additional tools market segment. Our distribution Australia wide Based: Brisbane, Queensland exclusively for resellers are accessible on line. incorporates traditional computer resellers, retail Branches: Brisbane, Sydney, Melbourne, Perth Core competency: Network security, IP network- super stores, mail order catalogues, ISP’s, VARs and Staff: ± 15 centric and wireless communications, IP network system integrators. With our proven track record Vendor partners: Hardware: Adaptec, Crossroads, integration services, technology sourcing, product and reputation for technical innovation and support, Exabyte, FileZerver, Hitachi Disks, Imation, Initio, LSI marketing, superior IP network technical knowledge, Conexus offers its partners a dynamic and flexible Logic, Maxtor, ProWare (formally JetStor), Seagate, superior customer service, engineering and technology experience base to grow their business. Sony, StorCase, StorStation, Tandberg, Verbatim, VXA. deployment. Based: Frenchs Forest, NSW. With reps in all states. Software : BakBone, Dantz Retrospect, TapeWare Market differentiator: ChannelWorx’s 14 years of Staff: 20. Core competency: Distributor of state of the art experience in evolving innovative IP communications Vendor Partners: 321 Studios, Adobe, Asante, storage products with a strong focus on pre- and after- technology is passed on in the form of education, ADS Technologies, ActivePDF, Asante, CE Software, sale technical support. support and advice to the channel. Extensive technical Dazzle, Dataviz, Dr Bott, Graphon, Harman Kardon, Market differentiator: Added value, solution-focused support is available pre and post sale. IBM, Inspiration, Iomega, Kleer Screen, LizardTech, product specialist. Our doors are always open and Channel programs: Reseller training, seminars, trade Macromedia, MGE, Menlo Systems, Miramar Systems, our staff and management are always available. We shows. Neoware, NCD, Pioneer, Proxim, Trekeer, Dr Bott, Speck, encourage customer contact and do not hide behind Value-added services: Remote configuration and Monster Cable. impersonal answering systems. onsite integration performed on behalf of the reseller, Core Competency: Niche market distributor. Wide Channel programs offered: In conjunction with vendors whilst delivering a healthy reseller profit to for simply ranging marketing and channel skills across many from time to time. on selling the service. Superior customer technical market segments, digital products, Windows/ Value-added services offered: We provide pre- and assistance is available on an ongoing basis. Macintosh, enterprise and retail as well as education. after-sales support, as well as on-site service. We Type of reseller sought: Security, IP networking and Market Differentiator: Specialist market developer. are committed to providing a high level of ongoing systems integrators, PC/Mac resellers, IP network and Proven success in introducing new products to the support and whether one is looking for simple SCSI IP communications consultants, service providers. Australian market. Also used by major vendors to build cable or a 15TB fibre tape library system, we are happy Contact: Sydney (02) 8907 4700, Melbourne (03) market access to digital, Apple and retail channels. to work with our customers to recommend the right 8573 1200 Channel Programs: Joint promotions, NFR, combination of products for the correct solution. Website address: www.channelworx.com.au consignment inventory for specialist products. Our Most configurable products leave us assembled, integrated marketing approach is comprehensive and tested and configured to customer requirements. Compucon Computers includes regular catalogues and price lists to the Customers have a one-point contact – our inhouse channel, registered end user mailings and focused technical support team covers all the products we media campaigns in targeted publications. This is supply. supported by reseller training, end-user seminars, and Type of resellers sought: System integrators, storage- press briefings. focused resellers and dealers committed to service. ■ Custom-made personal computers (featuring AMD® Value-added services: Local warranty and technical First point of contact for channels: John Couvaras and Intel® processors). support. Pre-and-post sales assistance. (07 3274 6377), [email protected] ■ Custom-made servers (featuring Intel® Validated Types of resellers sought: iPod resellers. Windows, Website capability/functionality: Online pricing Server Components). Macintosh and education resellers considering (reseller and RRP), stock availability, product ■ Components, peripherals, service. the move into the digital products market, ie video information, support options and RA processing. ■ All systems engineered for reliability, flexibility and editing, digital publishing, firewire, USB2.0 storage Credit Facilities Available: Available to approved expandability. MP3 Players and DVD Backup. As well as SMEs and customers. ■ Renowned for quality products and outstanding White Box builders. Desktop DNA by Miramar systems Website address: www.datastor.com.au personal service. Value-added resellers working with clients on desktop ■ Intel Premier Provider. migration strategies to XP Neoware – resellers working Deerfield Software Sales Australia ■ ISO 9001:2000 Quality Management Processes. in the thin client environment. DeerfieldAU.com.au is the Australian partner of ■ Australian Government endorsed supplier. Credit Facilities Available: Yes, subject to application. ■ Gold Member, Microsoft OEM System Builder Contact: Business development manager, Grant Program. Kennedy. ■ Established in Australia in 1990. Website address: www.conexus.com.au ■ 12 branches in five countries including Australia, China and Canada. Datastor Australia a leading Internet software and services provider Based: Sydney, NSW. Datastor Australia opened – Deerfield Communications, founded in late 1994 Branches (other cities): Melbourne, Brisbane, its doors in Brisbane in in the US. DeerfieldAU.com.au is now directly Adelaide. 1997. It was headed by servicing the Australasian region from its head office Staff: 50. John Couvaras who has in Adelaide, specialising in cutting edge Internet Vendor partners: AMD, AOC, BenQ, Creative, EasyDisk, been in the computer software solutions designed to optimize Internet HiTi, iNexQ, Intel, Leadtek, Microsoft, Seagate, Sony, industry since 1984, and technical director Brent Van connectivity for small-to-medium sized businesses Yeong Yang. Blerk, who brings with him many years of technical and organizations. We distribute a suite of Internet Core competency: System building - PCs, servers. expertise and experience. The company is private and connectivity, messaging, and security products Market differentiator: Reliable products and personal locally owned. distributed via Electronic Software Distribution service. In early 1999, Datastor Australia expanded its ESD nationally through reseller Channels. From our Channel programs offered: Accreditation: Compucon operations and opened an office in Sydney. This was flagship MailServer solution including anti-spam Systems / Premium / Platinum Reseller. followed in 2001 by Melbourne, and then Perth where a support, VisNetic MailServer to our dynamic DNS Value-added services offered: Nationwide 3-Year onsite stock warehouse is maintained. service, DNS2Go™, and products such as Mailscan warranty, underwritten by insurance. Datastor Australia represents some of the world’s for Mdaemon and the world’s coolest Webmail from Types of resellers sought: All resellers and system largest independent manufacturers that focus solely on ODDPOST, DeerfieldAU.com.au continues to bring a builders of PCs, servers and related products. tape and storage products. These companies design, vision of the Internet to its customers via a newly- First point of contact for channels: Sales team in local manufacture and market the full range of tape drives, commissioned family of products, appropriately named branch. auto-loaders and tape libraries, as well as storage VisNetic. The family includes Connection, hosting, Credit facilities available: Yes (conditions apply). area network (SAN) and network attached storage security and management tools, all available for free Website address: www.compucon.com.au (NAS) products. Our product family provides reliable, 30-day trial at www.deerfieldau.com.au cost-effective and compact data storage in the fast Based (suburb, state): ADELAIDE, servicing the whole Conexus Pty Ltd growing segments of the computer industry – desktop, of Australia via ESD Founded in 1991, Conexus department and application servers. The products Branches (other cities): N/A is the Australian distributor find widespread use in attended and unattended data No. of staff: 6 of world-class technology backup, automated storage management, near-online Vendor partners: Deerfield Communications US solutions for the following storage, archiving, data collection, software distribution Core competency: Leading edge Internet productivity environments: networking and communication, digital and interchange. tools video and multimedia, Macintosh and Windows At Datastor Australia, we offer high quality service and Market differentiator: ESD, e-commerce website, desktop products, enterprise products, education support to compliment our strongly focused family healthy margins available S12 ARN DISTRIBUTORS SUPPLEMENT

Channel programs offered: Reseller training and Digital Tape Solutions (DTS) areas such as IT systems and quality-trained people seminars DTS is a Value-added distributor to provide its resellers with a service level that is Value-added services offered: Technical support, specialising in providing storage unequalled in the industry - we call it “ownership of the reseller training, set-up guides, download saver CDs and data management solutions issue”. Our vendor partnerships are best in class, and and white papers to major channel partners in include, HP, Acer, Fujitsu, Fuji-Xerox, Minolta, Emerson Types of resellers sought: Resellers integrating the Australian marketplace. UPS, H 3G, and Computer Trax security software. eXeed internet technology into their clients business, With more than eight years experience in the storage specialises in Value-added services such as direct networking specialists; resellers who are looking at market, DTS can leverage the distribution model to shipment to end users, Electronic commerce tools, pre- improving their clients internet productivity supply its products to major storage channel partners configuration services, build-to-order capabilities, print First point of contact for channels: Ivar Stanelis, throughout the region. DTS is the primary distributor solutions offerings, mobile and messaging services and ivar@deerfieldau.com.au for a number of complementary products including: products. Credit facilities available: Yes, but conditions apply Overland Data tape robotic libraries, Exabyte tape Based (suburb, state): Melbourne, Victoria. Website address: www.deerfieldau.com.au drives, Yosemite Tapeware, Quantum DLT tape Branches (other cities): Sydney, Brisbane. products, St Bernard Open File Manager, IBM storage No. of staff: 20 Dicker Data products, NAS, Sony storage and Emulex. DTS has Vendor partners: HP, Acer, Fujitsu, Fuji-Xerox, Minolta, Dicker Data are a specialist offices in Sydney and Melbourne and serves the Hutchison 3G, Emerson UPS, Computer Trax software. hardware distributor. Dicker Data full Australian market. DTS offers not just a product Core competency: Proficient sales and marketing team are celebrating their 26th year or service but a tailored solution for data storage focused on the IT and T channel. of operation and are 100 per problems. Market differentiator: Mobility and messaging products cent Australian-owned. Dicker Based: Chatswood, Sydney, NSW. based on the 3G platform, Value-added services around Data focuses on customer Branches: Burwood, Melbourne, Vic (covers the whole configuration and build to order for servers, print service, same-day shipping, Australian marketplace). solutions. with orders often fulfilled in a Staff: 8 Channel programs offered: Sol Print (print solutions matter of hours. The company Vendor partners: Overland Storage, Adaptec, Quantum, offering), Accredited Gold reseller program for H 3G. provides specialist product and Fuji, Exabyte Axiom, Axus, Anextek, Sony Storage, Acer link (B to B to B to C e Commerce offering) account managers as well as a Yosemite Software, St Bernard Software IBM Storage. Value-added services offered: e Commerce, direct ship fully functional e-commerce site. Dicker Data has just Core competency: DTS is vendor neutral and can to end-user, pre configuration services, build to order, implemented a new internal system to provide real time therefore provide a solution tailored to meet customers expertise in mobility and messaging products and information to their business partners, including status needs. We are also an Australian-owned and managed services, solutions printing of orders and customer relationship management tools company. Types of resellers sought: SMB, regional, VAR’s, to provide an improved level of response and service. Market differentiator: Personal attention, Co-operative telecommunications resellers, SI’s Based: Taren Point, NSW. selling, joint calls, and extensive data storage First point of contact for channels: Account managers Staff: 25. knowledge in both disk and tape. through the following phone numbers: Victoria, (03) Vendor partners: HP, Toshiba, Epson, Canon, Kingston. Channel programs offered: Joint seminars and events, 9840 8555; NSW, (02) 9955 4224; Qld, (07) 3252 NEC, Panasonic. SPIF reward programs, trade shows 9922 Website functionality: Real-time availability, pricing, Value-added services offered: Solution design, Credit facilities available: Credit card, direct deposit, ordering, view transactions and orders, account status. Planning and implementation, Onsite services up to credit terms to approved resellers. Core competency: Specialist hardware. 24x7, evaluation services. Website address: www.exeed.com.au Market differentiator: Personal service – stable, Types of resellers sought: All types knowledgeable sales team, easy and flexible to do Credit facilities available: Yes, incl. credit card. Express Data business with, quick delivery, good inventory. Website address: www.dlt.com.au Express Data, an Channel programs: Top Cat program, Retail Program, Australian wide IT Education Program, Government pricing, Computer Dovetail Distribution distributor, distributes Reseller Network of Australia for SMB, Dovetail Distribution are specialists in Network leading edge products Type of reseller sought: All resellers. security/Firewalls, Virtual Private and technology from Contact: (02) 9589 8400. Networks(VPNs), remote access, world leading brands. Website address: www.dickerdata.com.au internet access, Load Balancers, Express Data has 16 years of distribution experience, a SSL off-loaders, content and reputation for quality of execution, technical expertise, Digicor Pty Ltd email security. Established in robust and market leading systems and legendary As a Value-added IT 1996, Dovetail Distribution is customer service. distributor/solution a Value-added distributor who Based: Head office in Botany, Sydney, with branches all provider targeting supply leading edge products and over Australia. niche market, Digicor solutions to system integrators, Staff: 238. specialises in two VARs, ISPs and carriers throughout Australasia. Vendor partners: Adobe, Allied Telesyn, APC, Borland, major areas: 19- Additional services that Dovetail Distribution offer Brightmail, Check Point, Citrix, Cisco Systems, inch Rackmount and pedestal server solutions and are: Pre-sales including network design support for CA, Corel, Eicon, EMC, HP, IBM, Lynx, Macromedia, networking solutions. Digicor has built its reputation approved partners. Pre-configuration, installation Microsoft, NCD, Neoware, Netgear, Nokia, Nortel in the marketplace over the past seven years by and hardware maintenance. Dovetail Distribution Networks, Novell, Packeteer, Quantum, RSA, Symantec, providing the best value, cutting edge technology with provide solutions not just products. Although we are Veritas, Wyse. exceptional service. a distributor we take pride in the ability to assist our Core competency: Value add distribution - to deliver Based (suburb, state): Clayton, Melbourne. reseller partners in providing the right solution for their the right product on time along with legendary customer Branches (other cities): Sydney, Perth. clients. service. No.of staff: 25 Based (suburb, state): Pymble, Sydney, NSW. Market differentiator: Development of sophisticated Vendor partners: 3Ware, Accusys, Aten, AMD, Casetek, Branches (other cities): Sydney, Melbourne. website, e-commerce system, annuity portal, presales Chenbro, Chicony, Enhance, Supermicro, Surecom, No. of staff: 9 technical assistance and account management Transcend, Tyan, Zippy. Vendor partners: SonicWALL, SnapGear, Fortinet, expertise. Core competency: Complete solutions, customer Secure Computing, Zone Labs. Channel programs: Software licensing experts, focus, striving for excellence, skilled workforce, one Core competency: Network Security, Firewalls, Remote networking and communications, security solutions, step ahead of competitors, adapting to change quickly. Access. systems and storage, server based computing, Market differentiator: Meeting customer’s needs Market differentiator: Provide solutions not just graphics and web Solutions. completely, on time and superior after sales service product. Contact: NSW (02) 8336 5100; SA (08) 8236 8236; set Digicor different from others. Exceeding your Channel programs offered: Yes – Vendor based. QLD (07) 3292 1333; ACT (02) 6229 2300; VIC (03) expectations is what our customers will receive from Value-added services offered: Warranty, Maintenance, 9278 7200; WA (08) 6210 6800. Digicor. Managed Services, Returns. Website address: www.expressdata.com.au Channel programs offered: Road shows with some key Types of resellers sought: ISP’s, system integrators. vendor partners. Pre-sales consultations. First point of contact for channels: sales@dovetail. Express Online Value-added services offered: Extensive pre-sales com.au Express Online is support and after-sales technical support, access Credit facilities available: Yes a fast, efficient, to comprehensive Website, regular product specials, Website address: www.dovetail.com.au quality distribution option for IT products. The value product training. Express offers IT resellers is competitively-priced Types of resellers sought: Systems integrators, eXeed volume sale products using the latest in interactive consultants, corporate/education dealers, and other eXeed is a national Value online transaction processing as well as using the VARs. add Distributor with offices in industry leading technology to provide resellers with First point of contact for channels: 1300 788 886 Australia and NZ. For more than education and information. Our range includes Acer, Credit facilities available: Yes. 2 years eXeed has been servicing its customers needs Adobe Allied Telesyn, Altec Lansing, APC, Belkin, Website address: www.digicor.com.au with exceptional growth in this period. eXeed leads in Brother, Canon, Checkpoint, Cisco, Corel, HP Compaq, S14 ARN DISTRIBUTORS SUPPLEMENT

LaCie, LG, McAfee, Microsoft, MYOB, Netgear, Palm, a vast range of products, and believe in establishing Credit facilities available: After a trial period. Samsung, Symantec and Verbatim. Express Online will solid relationships with our suppliers through business http://www.GLComputing.com.au and http://Resellers. continue to add to the vendor range over the coming building. The relationship we have with our world class GLComputing.com.au months to offer a “one-stop” distribution option for IT vendors allows us to provide high quality, high value resellers and high technology products to our customers. Galas Global Business Technology Based: Sydney. now distributes more than 200 product lines, and also Founded in Sydney in 1988, Global Staff: 10 imports an extensive range of computer cases, mouse, has been supplying resellers Vendor partners: Acer, Adobe, Allied Telesyn, Altec keyboards, speakers, sub-woofers, motherboards, and OEMs with quality products Lansing, APC, Belkin, Brother, Canon, Checkpoint, memory, CPUs, scanners, CD-ROM drives, DVD drives. at competitive prices as well as Cisco, Corel, HP Compaq, LaCie, LG, McAfee, Microsoft, Galas are also a distributor/wholesaler for LG, Canon, offering outstanding service and MYOB, Netgear, Palm, Samsung,Symantec, Verbatim Lexmark, Samsung Ricoh, Albatron, Umax, Epson, after-sales support. It distributes Core competency: Online distribution — highly Intel, AMD, Seagate, and Iomega. Our company motto a wide range of computer efficient, interactive, online order transactions as well is: “We work for our customers”. We believe that our components and peripherals as as industry leading electronics resources to provide customers are the fuel to our company; without their well as its own computer systems to Australia and the resellers with education and information. support we could not survive. Therefore, we work around South Pacific. Global’s assembly line has the capacity Market differentiator: Express Online supplies the the customers, and consistently refine our process to to produce more than 1000 personal computers each latest in interactive online transaction processing as ensure that the customer benefits most. month. Lead-time for pre-built systems is 2-3 working well as using the latest technology to provide you with Based: St Peters, Sydney, NSW. days with all software pre-loaded and configured to the education and information. Express Online’s website Branches: Melbourne, Brisbane, China, Hong Kong. customer’s specifications. offers resellers a more efficient method for processing Staff: 55 (in Australia). Based: Chester Hill, Sydney. and tracking their orders not to mention utilising Vendor partners: LG, Canon, Lexmark, Ricoh,Samsung, Staff: 34. Express Online’s internal backorder, quoting, and order Albatron, Plustek Vendor partners: Sony, Mitsubishi, Panasonic, Pinnacle, management tools. Core competency: Provides high level of product Albatron, Power Color, BenQ, Cherry, ASRock, XPC Value-added services offered: A range of online knowledge, customer service and technical support; Shuttle, MSI, Epson, D-Link, Canon, Netcomm, Genius, electronic resources to assist resellers including the best price and fast delivery; strong Internet uLead. the availability of point of sale material, e-training, management and security; local presence to take care Core competency: Distribution of PC components, webinars, configuration tools and product PDF’s. all of reseller’s needs. peripherals, notebooks and pre-built systems to Types of resellers sought: Express Online distributes Market differentiator: Value-added importer and resellers, OEMs, consultants and VARs throughout a wide range IT products and as such is a fantastic distributor focused on providing wide range, good Australia and the South Pacific. option for a diverse range of IT resellers. Resellers quality of the products and support. Market differentiator: Focused, personable, online who know what products they are looking for and want Channel programs offered: GEA Voucher system and ordering capability. to save by minimising cost of doing business and sales promotion reward resellers instantly. Selected Channel programs: Regular promotions and incentives. increasing their efficiencies. Express Online saves exclusive distribution contract guarantees warranty, Reseller nights. resellers time and money as we aim to provide our supply and price protection. Value-added services: Direct shipments, pre-built customers with all the major products they require at Value-added services offered: Direct shipment and systems. cost effective prices. virtual warehouse benefits resellers; customised Type of resellers sought: All resellers, consultants, First point of contact for channels: www.expressonline. branding/packaging on OEM products such as casing, VARs and OEMs. com.au mouse, and keyboard. Sales contact: [email protected] or (02) 8718 8888. Credit facilities available: Credit Accounts, credit card, Types of resellers sought: OEM SI, retailers (shop Vendor contact: Sam Boustani [email protected] BPAY, EFT and direct deposit. fronts), mass merchants Website address: www.gbt.com.au Website address: www.expressonline.com.au First point of contact for channels: Peter Hsie, (02) 9550 6888; Hallmark Computer International Fortune Tec P/L Michael 0414 188 988/ (02) 95506888 FortuneTec P/L was founded Credit facilities available: 7 – 60 days credit account in 1993, supplying computer depending on trading requirements. chassis, power supply (all Website address: www.galas.com.au kinds) and others peripherals Australian wide. We are famous in distributing quality GL Computing As an Australian company Founded in 1992, Hallmark components targeting at hi-end market places with GL Computing has been Computer International has become a leader in high-profile market recognition. We are also technically selling and supporting the Australian Whitebox Server market with its oriented so we sustain a close business relationship resellers of sales and Intel validated Duad Servers. As an Intel Premier with our customers. Being successful in sales marketing software for over 15 years – specialising Provider Viewmaster desktops and Duad Servers are distribution. We rely on our channel and good quality in the ACT! contact management CRM products. Our assembled by Intel-certified professionals, adhering products, and our solid manufacturing back ground in ability to assist resellers in selling to their clients and to strict industry certification guidelines satisfying the Taiwan. increasing their profits through extra add-ons has made requirements of small to medium sized businesses Based (suburb, state): Silverwater NSW us a preferred supplier to most of the ACT! certified with feature-rich workstations and mission critical Branches (other cities): Melbourne consultants and other ACT! resellers in the Asia-Pacific servers. Hallmark manufactures, markets, services and No. of staff: 13 region. supports a full range of Viewmaster branded computer Vendor partners: Macase, Compucase, Hec, Promise, Our new instant delivery 24/7 for most products via our systems from home PCs to business desktops as Zippy, Chieftec, YY Chenbro. reseller website has made us the easiest distributor well as consumer electronic products that address Core competency: Manufacturer of PC cases and from which to buy the products we carry. Now with ACT! the convergence of IT and Home entertainment. Our power supply, industrial rack mount cases, cabinet and for Web and ACT! for Notes. showrooms are available to our dealer network as a accessories, storage cases, dual CPU server cases, Based: East Botany, NSW. sales support tool to demonstrate and preview our ATA RAID, SCSI RAID, ATA controllers. Staff: 5 products and technology solutions. Hallmark is one of Market differentiator: Superb quality heavy duty Vendor partners: ACT!, Interact Commerce Corporation, the earlier local IT distribution companies to achieve chassis with dust filter and USB, IEEE1394 in Best Software, Sage, G2X, Oakhurst, dbDynamics ISO 9002 accreditation and industry awards for its professional design, colours and finish, Low EMI very Core competency: Contact management, sales and products. Hallmark has achieved Endorsed Supplier quiet P/S with dual cooling, full technical supports marketing systems Status under the Commonwealth Government’s on issues between PSU and M/B, Australian wide Market differentiator: Technical excellence. We have Endorsed Supplier Arrangement (ESA), which reinforces distribution. staff on the product advisory councils advising our its reputation as a quality supplier of IT solutions. Channel programs offered: vendors on product direction for most of the products Hallmark is also a panel supplier on state government Value-added services offered: SCSI /IDE RAID, Hot we handle. We also provide training and support to tenders. Swap redundant power supply resellers in Asia- Pacific well above the level that Based: Head office: Springvale, Melbourne. Types of resellers sought: Wholeseller, systems builder, the local vendors usually can. Plus our new 24-hour Branches: Adelaide, Darwin, Perth, Sydney system integrators, reseller, and retailers. ordering system including historical information of all No. of staff: 115 Credit facilities available: Limited previous orders at: http://Resellers.GLComputing.com. Vendor partners: Intel, Microsoft, Gigabyte, Seagate, Website address: www.fortunetec.com.au au Canon, Adaptec, AMD, Belkin BTC, Epson, Dynalink, Channel programs offered: ACT! Certified Consultant Gainward, Hewlett Packard, Iomega, Invensys Galas Electronics Australia (via vendor), ACT! for Notes Consultant. Powerware, Lexmark, LG, Maxtor, Netcomm, Panasonic, Galas Electronics was established Value-added services offered: Training, sales and Pioneer, Sony. in 1994, with the goal of being technical support, additional product documentation Core competency: Premier assembler and distributor of “The best distribution company and training manuals, development staff, 24-hour server, desktop and notebook systems supported by in- of the best products”. Through ordering system house technical expertise. nine years of hard work, Galas Types of resellers sought: ACT! resellers, Lotus Notes Market differentiators: Extensive technical support Electronics has grown substantially to become a major resellers, CRM resellers. on all products sold. Dedication to the support and distributor in the Australian computer market. We carry First point of contact for channels: Mike Lazarus. assistance of customers beyond simply the sale of the S16 ARN DISTRIBUTORS SUPPLEMENT

product. Close vendor relationships, with the status of CD-ROM, CDRW and DVD drives, monitors, printers, Channel programs: Product awareness campaigns, Intel Premier Provider, Intel Validated Server Program scanners, modems, networking hubs, routers and product demo offers, promotions and giveaways. Member, Microsoft Certified Partner, Microsoft Platinum switches, network interface cards, components, Value-added services: Co-op assistance marketing OEM partner. Hallmark is also a Quality Endorsed computer supplies and accessories. 2003 saw Ingram campaigns, integral network support and consultations Company ISO 9001:2000 and Government Endorsed Micro Australia introduce an enhanced operations to dealers. Unique sales programs. Supplier under the Commonwealth Government’s network designed to provide superior service to Type of resellers sought: VARs, wholesalers and Endorsed Supplier Arrangement (ESA). vendors and customers. This included the creation consultants. Channel programs offered: Fusion IT, Hallmark Finance, of a national distribution centre in new premises in Contact: (02) 9621 2999. competitive pricing, reseller events and product Sydney to enable efficient inventory management and Website address: www.impactsystems.com.au training. business process improvements across all functions. Value-added services offered: Hallmark offers onsite Satellite distribution centres (SDC) were established Infotronics Software Pty Ltd and return-to-base warranty (up to 3 years), qualified in Melbourne, Brisbane and Perth to ensure solid Infotronics Software inhouse technical support and marketing assistance national coverage for customers. These outlets serve Pty Ltd is an Australian for its resellers. as ‘will call’ facilities and carry fast moving line items, software distributor and Types of resellers sought: Value-added resellers, providing same day or next day delivery service at the has been in operation system integrators, mass merchants, traditional same competitive prices. Complementing the SDC’s since 1989. We dealers. are field sales teams deployed throughout the country, distribute and support quality software administrator First point of contact for channels: (03) 9540 8555, including dedicated sales coverage in Canberra for the tools and niche desktop utilities to systems integrators [email protected] first time. and dealer partners throughout Australasia, with Credit facilities available: Yes, conditions apply Based: Flemington, Sydney. personalized service to dealer partners. Resellers Website address: www.hallmark.com.au Branches: Mulgrave (Vic), Brisbane (Qld), Osborne Park are provided with hands-on account management and Website functionality: Current product information with (WA) and Canberra (ACT). access to highly experienced and certified Microsoft the facility to cater for online ordering. Staff: 220. and Citrix engineers for pre-sales and software support. Vendor partners: 3Com, Acer, ACCO/Kensington, Based: Keysborough, Victoria. Hitech Distribution Aforce, Allot Communications (previously NetReality), Staff: 18+ “Your Success is our Priority” APC, ASUS, Avaya, Belkin, Britannica, Computer Vendor partners: ThinPrint, StBernard Software reflects Hitech’s customer Associates, Digitrex, Extreme Networks, Fujitsu, HP, (Update Expert, Open Manager, iPrism and ePrism), attitude. Formed in September Hutchison 3G Australia, IBM, Imation, Intel, Interact Urchin, Argent, Raxco, Quest, Kerio, Techsmith (SnagIt, 1990, Hitech Distribution is a Commerce-ACT!, Inwin, Iomega, Kingston Memory, Camtasia Studio), SmartDraw. value add distributor of software, Kyocera, Lexmark, Linksys, Logitech, Maxtor, Microsoft, Core competency: Quality software administrator tools hardware, peripherals and services, that works very MSI, NEC, Netcomm, Network Associates, Pumatech, and Value-added Support closely with its customers. Hitech has always been Red Hat, Samsung, Seagate Technology, Socket, Market differentiator: Value-added thin client at the forefront of distributing the latest technology, Swann Communications, Targus, Toshiba, Trend Micro, specialist skills. Products are priced for and aimed at and actively seeks new opportunities to help resellers Twinmos, Verbatim, Veritas, Viewsonic, WatchGuard. the SME market but have the ability to scale to large maintain healthy margins. A key to our success are Core competency: Ingram Micro is a service corporations. the motivated and well-trained individuals the company powerhouse delivering logistics and supply chain Channel programs offered: ThinPrint Partner Program; attracts. This results in an excellent teamwork management services to increase value and drive Authorised dealer partner program. environment. As an organisation we have gained an efficiency for companies at all levels of the IT supply Value-added services offered: Access to CCEA qualified enviable reputation for our high standard of friendly, chain. The company has developed services and staff for technical pre-sales support and installation. professional service and overall value for money. solutions designed to address the needs of each Infotronics’ product range and pricing is designed to Multiple National awards from our Vendor partners technology category and market segment, with expert ensure our reseller channel cannot only retain great for outstanding sales and service are testament to services to support customers serving vertical and margins but also build and deliver specialists services Hitech’s successful formula. specialty markets. for additional business. Based (suburb, state): 11 College Rd, Kent Town, SA, Market differentiator: Innovation is the key Types of resellers sought: Thin client and systems 5067 differentiator between Ingram Micro and other IT integration specialists. Branches (other cities): 10/1020, Doncaster Rd, East distribution companies. The company’s management First point of contact for channels: sales@infotronics. Doncaster, Vic, 3109 team is focused on leading the industry through com.au. No. of staff: About 30 change and has a clear understanding of customer Credit facilities available: Yes. Vendor partners: Acer, Alloy Networking, Belkin, expectations. Ingram Micro leads the industry in Website address: www.infotronics.com.au Dynalink, Epson, Lexmark, Pinnacle, Microsoft, MYOB, creating market opportunities with new and emerging NEC, Samsung, Sola, Swann, Symantec, Verbatim, technologies and value-added services. These new Intellitron Pty Ltd Wacom. opportunities have changed the way that solution The Intellitron wholesale Core competency: Value-add distributor, offering one- providers offer value to their end-user customers, distribution business was stop solution for hardware, software and peripherals making them more competitive in the marketplace. established in Brisbane incl pre and post-sales tech support Channel programs: Tailored marketing campaigns. in late 1991 to provide Market differentiator: Flexible stock rotation program, Value-added services: Configuration centre, partner computer resellers with a allowing our customers to confidently stock product licensing website. means of obtaining products from overseas where no lines, available on application. Seamless 24x7 support Contact: 1300 65 33 33 or visit www.ingrammicro. distribution agreements were in place. This has now back-end available at wholesale level, suiting small- com.au expanded to include computer peripherals, hardware, medium resellers who cannot afford to employ their and software products that enjoy wide public appeal. own full-time technicians. Very people friendly culture Impact Systems Technology Intelliton supplies to just under 5000 resellers — we work to help grow our customers business. Impact Systems Technology nationally and internationally. We spoil our customer Channel programs offered: Various vendor programs. is a prominent broad-based base through the provision of appropriate selling tools Value-added services offered: Marketing and artwork solutions wholesaler located and information, rapid and accurate delivery of ordered advice, networking expertise, tender/quotation in Sydney. With more than goods and quality product support and customer assistance, wholesale repair and installation services, 13 years in the computer service to our resellers. in-house/site-based training. marketing industry, the company has continually Based: Bowen Hills, Qld. Types of resellers sought: Retail, SME, vertical and expanded and developed its relationships with Value- Staff: 11 corporate added resellers Australia-wide. Impact Systems is an Vendor partners: Alloy, Eovia, Fasttrack, GFI, , MYOB, First point of contact for channels: David Hein or ISO9001 Accredited organisation and certified by the Quicken, Rega International, WRQ Reflection, Sony, Marco D’Agostino – 1300 850 072 ICSS, which is the international governing body of the Sun Microsystems, Typequick, Winzip – more than 100 Credit facilities available: Trading account on Customer Service Certification of Australia and an IPP vendors nationally and internationally. application, credit card - Intel Premier Providers. Core competency: Sourcing software and hardware from Website address: www.hitechdist.com.au Based: Blacktown, Sydney. local and overseas vendors on behalf of our resellers. Staff: 29. Additionally, Intellitron has a reputation in the market for Ingram Micro Vendor partners: Microsoft, Fuji Xerox Phaser, HP, quality customer service. Our commitment to provide Ranked No. 75 in the Palladine, Intel, D-Link, Teac, Philips, Mitsubishi, Cisco, personal and professional service to our customers has Fortune 500 2002 listings, NEC, Sharp, and Polyview/CMV. lead to the success of the company today. Ingram Micro is the largest Core competency: National product distribution, Market differentiator: To find and fulfil customer global wholesale provider of systems integration, network integration and the requests for any product globally. technology products and supply chain management delivery of broad-based solutions to VARs. Channel programs offered: Product training, dealer services with offices in 37 countries. Market differentiator: Dedicated professional customer nights. Ingram Micro Australia carries a large range of products service, strong vendor relationships, inhouse technical Value-added services offered: Marketing assistance including business applications software, personal expertise, competitive pricing, aggressive distribution and point of sale to our resellers along with instore computers, servers and workstations, personal digital network, strong knowledge in video editing turnkey visits. A warehouse in Brisbane allows stock to be assistants, wireless devices, mass storage devices, solutions, 13 years of expertise in the local IT landscape. available same day. S18 ARN DISTRIBUTORS SUPPLEMENT

Types of resellers sought: All resellers. Credit facilities available: Yes, credit is available to Established in 1993, Lan 1 has built a strong name First point of contact for channels: Sales — approved applicants. for itself in the networking, storage and security fields [email protected] Website address: www.kingmax.com.au with strong brand name products backed by service Credit facilities available: Credit card, EFTPOS, direct and support. Whatever your customers data storage, deposit. Credit account applications available. Kingworld Enterprises networking and security needs are likely to be in the Website address: www.intellitron.com.au Kingworld was established in 1984. future, Lan 1 has a full range of products, solutions Its primary focus is as an importer, and services to enable you to offer the best solution IPL Group wholesaler and distributor of the stylish to fit your customer’s needs. In March 2003, we were IPL was established in 1982 by its Tsunami product line. This consists of appointed as the exclusive Australian distributor for Strix managing director, Stead Denton, and is the cases, speakers, LCD monitors, computer accessories Systems’ wireless mesh topology networking products. Australian distributor for some of the world’s and peripherals. Tsunami production centres are based Our product line includes: leading ItandT manufacturers, in Avaya and in Hong Kong and Taiwan. Kingworld is headquartered ■ Storage OKI. In a close working relationship that and warehouse based in Silverwater. A small team ■ Adaptec: Cost effective storage arrays, SCSI, fibre spans almost two decades, IPL has built a allows the company to interact closely with its business channel, clustering, storage area networks strong and solid presence in the Australian partners. ■ ADIC: tape libraries, disk-based backup software, and office technology market. Today, for Based: Silverwater, NSW. SAN applications committed resellers and satisfied end-customers alike, Branches: QLD. ■ ATTO: Fibre / SCSI connectivity specialists in HBAs the names Avaya and OKI are virtually synonymous Staff numbers: 9. for Mac Fibre to SCSI Bridges for quality, reliability and excellence in customer Vendor partners: Tsunami. ■ Fujitsu: Disk drives for high performance servers and service. Most recently, IPL was awarded a certificate Core competency: Insisting on quality. Personalised desktop PCs and mobile computing of recognition for its contribution to the development service, warranty, replacement and delivery are all part ■ Iomega: Network Attached Storage, DLT tape, LTO of the Australian ICT industry by the then Minister for of the Kingworld service. tape, staged backup to disk, file server replacement, Communications, Information Technology and the Arts, Market differentiator: Sole agent for Tsunami. REV Senator Richard Alston Personalised service level, encouraging growth for ■ JVC: Optical storage for archiving and near-line Based: Alexandria, NSW, 2015. business partners. access Branches: Brisbane, Melbourne, Canberra and Perth. Channel programs offered: Bundled specials. ■ Legato: Storage management, email archiving , lower Staff: 85 nationally. Value-added services: Market protect and replacement the cost of storing data Vendor partners: Avaya and OKI. warranty. ■ Pioneer: Optical storage for achieving and near-line Core competency: Distribution of Oki faxes and Types of Resellers sought: Serve OEM market, All access printers and Avaya converged voice and data solutions. resellers who need to excite their customers with style ■ Roxio: Play, capture, create, edit organise your digital Market differentiator: Unmatched level of sales and and quality. Impressive packaging for dealer and retail media technical support. market. ■ SnapAppliance: Network attached storage – staged Channel programs offered: Regular sales incentive Credit facilities: Yes. backup to disk file server replacement programs. First point of contact for channels: Hendry Tam/Alison ■ TDK: Tape / DVD-R media Value-added services offered: Scheduled technical Tang, (02) 9748 6628 ■ Networking training on products, sales training on Avaya and Website address: www.kingworld.com.au, ■ D-Link: Networking, broadband, wireless, gigabit OKI products on demand, lead generation activities www.tsunami.com.tw ethernet including seminars, tradeshows and product launches ■ Strix Systems: Wireless mesh topology networks targeted at resellers’ prospective clients. KVM Australia Pty Ltd ■ Security Types of resellers sought: Hardware resellers and IT Australian Master ■ Axis Communications: IP surveillance resellers who are looking to get into the converged Distributor for Raritan, ■ Fortinet: Anti-virus gateway firewalls voice and data market space. the leading provider of ■ SonicWALL: Firewalls, VPN, anti virus, content First point of contact for channels: Justin Kieseker KVM and remote management solutions for access and filtering, managed security services, wireless security (OKI) and Robert Hastings (Avaya). control of servers and other network devices. Raritan Based: Waterloo, NSW Credit facilities available: Yes. KVM products save time, space, and money by enabling Branches: Sydney, Brisbane, Melbourne, and Perth. Website address: www.ipl.com.au users to control multiple computers from a central Staff: 30 user console. Whether you are running two PC’s at your Vendor partners: Adaptec, ADIC, ATTO, Axis Kingmax Technology Pty Ltd desk, or need multi-user access to hundreds of multi- Communications, D-Link, Fortinet, Fujitsu, Iomega, JVC, Kingmax Technology platform servers, or have any requirements in between, Legato, Pioneer Electronics, Roxio, SnapAppliance, is well known for high- Raritan has your solution. Products range from SonicWALL, Strix Systems, TDK. quality performance 1,2,4,8,16 users to 64 servers controlled by a single Core competency: Lan 1 provides a diverse range of data memory for Desktops, KVM switch to a single user have access and control storage, networking and security products. In addition Servers and Notebooks around the world. Kingmax all your IT remote equipment (servers, routers, firewalls to time and place distribution, we offer education and is the first company to produce Ball Grid Array BGA etc) from one integrated unit. From small business to training education on all of our products. Extended for desktop modules, which puts them in the leading enterprise, Raritan’s complete line of compatible and support options are also available for applicable products. front tear for the next generation of memory known scalable KVM and remote connectivity products offers Lan 1 has considerable expertise in providing DSL CPE as DDRII. Kingmax Australia has teamed up with ATI, IT professionals the most reliable, flexible, and secure and assisting with staging for the ISP. We provide virtual Gecube and Cyberlink to bring the best gaming and solutions to manage data-centre equipment, while warehousing and drop shipping for larger resellers upon home entertainment experience to everybody. With improving operational productivity. request. We also provide configuration and installation offices located in 3 major states on the East Coast Based (suburb, state): O’Connor, WA services for reseller partners. and distributors on the West Coast, our logistics keeps No. of staff: 5 Market differentiator: Lan 1 is Vendor certified and our pricing at a competitive price so everybody can Vendor partners: Raritan Computer Inc (US). trained on all products. Lan 1 can design, configure, enjoy the product at a reasonable cost. With a large Core competency: KVM Solution Providers. deploy and provide services for our channel partners amount of experience within our team we are able to Market differentiator: KVM / IP and World Leader in across networking, storage and security platforms to help people interested in all of our products and offer KVM/Cat 5. provide an integrated solution. Lan 1 also offers co- information, technical advice and tips. Kingmax is Channel programs offered: Attractive Channel and marketing support (trade show support, direct mail, preparing for the future of memory and graphics card reseller programs, with volume-based discounts an partner road shows, creative services, marketing technology and this is the perfect time to jump on the rebates. collateral – print and electronic) to assist its customers technology train. Types of resellers sought: System integrators, rack to reach their respective market. Based (suburb, state): Silverwater, NSW. installers, Government corporate. Channel programs offered: Lan 1 Academy is an Branches (other cities): Clayton South, Vic and First point of contact for channels: Kurk Brandstater/ umbrella program that combines various Vendor Nerang, Qld national sales manager program offerings with Lan 1’s own initiatives. The No. of staff: 30 Credit facilities available: Major credit cards, and Lan 1 Academy is designed to be tailored to the Vendor partners: ATI (www.ati.com), Gecube (www. account terms available specific needs of the reseller in order to address gecube.com.tw), Kingmax (www.kingmax.com.au), Website address: www.kvm.com.au its unique customer segments and vertical market Bronet (www.bronet.com.au) and Cyberlink (www. specialisations. gocyberlink.com) Lan 1 Pty Ltd Value-added services offered: Extended warranties Core competency: Graphics cards, computer memory, Lan 1 is a national value-added specialist and extended support options on a range of products. networking and storage devices. distributor with offices in Sydney, Pre sales support, including pre-sales product Market differentiator: Manufacturer Melbourne, Brisbane and Perth. We configuration. Next day advanced replacement options Value-added services offered: Promotional supplies specialise in IP storage, IP networking on most networking and data storage products. and electronic ordering/warranty and IP security products. Lan 1 can Type of resellers sought: Enterprise and SME VARs Types of resellers sought: Retail dealer, wholesale, design, configure, deploy and provide and resellers, ISPs, and system integrators, Particularly industrial and system integrator. services for our channel partners. Lan 1 is also a those resellers who are actively perusing networking, First point of contact for channels: sales@kingmax. quality-endorsed (ISO 9001) and Australian Government broadband, security and data rich vertical markets. com.au Endorsed supplier and Queensland QITC accreditations. First point of contact for channels: Glenn Jones S20 ARN March 2004

Credit facilities available: Lan 1 offers credit facilities First point of contact for channels: National sales Credit facilities available: Subject to approval. to approved customers. We also have a secure website manager, Leigh Howard [email protected] Website functionality: Product information, ordering where goods can be purchased and payment can be Credit facilities available: Standard terms of trade information, white papers, news. made via MasterCard, BankCard, Visa and American Website address: www.lansystems.com.au Contact: Adam Norman. Express. Website address: www.lynxtech.com.au Website capability/functionality: Password protected Legend reseller channel with on-line secure ordering and Legend is Australia’s leading Manaccom tracking. Loyalty schemes points tally, rewards manufacturer, distributor and Manaccom is the exclusive claiming now available online, Submit RMA requests, exporter of memory modules. distributor for several software subscription to newsletters and other mailing lists, Legend maintains eight sales offices throughout Australia vendors. With a concentration on Download Lan 1’s unique interactive price List, events and New Zealand with stock holdings in every office — a retail and consumer type products, Manaccom represents and training information, including online registration. practice that offers resellers the best protection against a hundreds of titles including Trend Micro’s PC-cillin, Net Website address: www.lan1.com.au volatile commodity like memory. The company offers price Nanny, PublishPDF, PowerDVD, Zone Alarm, Acronis True updates and same-day supply of stock. Directly supplied Image and Partition Expert. Strategic planning, a high LAN Systems by the world’s major memory chip manufacturers, Legend level of service and value-adding for resellers has seen LAN Systems was founded is the only memory supplier able to offer application Manaccom grow exponentially since its modest beginning in 1990 in response tested memory with world market pricing on a daily basis in 1986. Manaccom puts the reseller first; Manaccom to a clear market need direct to integrators and resellers. Legend is Australia’s offers the channel high margins, no minimum order for a specialised, only Government Endorsed memory manufacturer and is amount, free help desk support, low freight charges, networking channel services partner. It works solely ISO9001 and IPC610C certified. Legend has additional sale or exchange of slow stock, and a huge software through resellers, and focuses on deploying emerging production and sales facilities in Africa and several catalogue. Manaccom now specialises in offering value- technologies at the forefront of the user adoption cycle. European countries and has recently opened Asian added distribution services, including publishing and It has been chosen by the leading networking vendors operations in Hong Kong and Thailand. republishing for developers of business, entertainment, to represent their products in Australia. Headquartered Based: Adelaide, SA education, Internet and reference software. Manaccom in Sydney, with offices in Melbourne, Brisbane, Branches: Sydney, Melbourne, Canberra, Brisbane, would like to be contacted by any reseller looking to add Canberra Perth and New Zealand, LAN Systems Perth, Auckland, and Wellington. value to traditional sales by including high-margin software concentrates solely on the Australian and New Zealand No. of staff: 90 titles, especially the award-winning PC-cillin. networking marketplace. LAN Systems is now owned by Vendor partners: Hynix, Micron, Samsung, Infineon, Based: Milton, Queensland. the global networking technology provider, The Westcon AMD, MSI and Hitachi. Branches: Sydney. Group, and continues to maintain focus on further Core competency: Legend designs and manufacturers a Staff: 25+. development and expansion within Australia. This comprehensive range of memory products and application Vendor partners: Trend Micro, Net Nanny, MAUS, supports our drive to achieve superior innovation and specific parts for PCs, servers, notebooks, routers, laser Cyberlink, Zone Labs, Acronis, For Dummies, Optomo, present our partners with a profitable and competitive printers, plotters and photocopiers. Additionally Legend Martex, 3d3.com, Arush Entertainment, Software advantage through our core competencies. distributes the full range of AMD processors, Hitachi Abroad/CenturionSoft, 3015, Digital Instinct, Based: St Leonards, NSW. dard disk drives and MSI motherboards, video cards and Qudos, NeoSoft, FileStream, Paraben, SatSoft, VTC, Branches: Melbourne, Brisbane, Canberra, Perth optical disk drive products. Computability, Supertech, Amic Games, C-Point. and NZ Market differentiator: Just in time production ensures Core competency: Software publishing and national Staff: 85. world competitive pricing. Order to delivery is on distribution since 1986. Vendor partners: 3COM, Alcatel, Avaya, Bluecoat, average less than 24 hours. In addition branch offices Market differentiator: High margins, sale-or-exchange Checkpoint, Cisco, Clarisys, Network Associates, hold stock and offer same day delivery. policy, free support for all current products, very low NEC, Netscreen, Nokia, Nortel Networks, Packeteer, Channel programs offered: LegendShop Website, freight charges. PowerDsine, Radware, Watchguard. weekly industry, product and pricing broadcasts. Channel programs: Varied (ask about the current PC- Core competency: LAN Systems offers reseller partners Value-added services offered: Intel Certification, AMD cillin promotions). a service-centric, benefits model that strives to deliver Verification, custom manufacturer and private labelling. Value-added services: Free technical support on all profitable and competitive advantage. Our key focus Types of resellers sought: OEM, SI, and VAR software, reseller incentive programs. is networking in the areas of infrastructure, security, First point of contact for channels: Sydney – (02) Type of resellers sought: All. wireless, network extensions, storage and convergence. 9448 6768, Melbourne – (03) 9545 3969, Adelaide – Website functionality: The launch of the new www. Our people are critical to achieving our core competencies 08 8401 9888; Canberra – (02) 6234 8008, Brisbane manac.com.au includes a specific reseller section with by delivering this model with knowledge, exemplary – (07) 3397 0799, Perth – (08) 9229 6377, Auckland added functionality. customer service, integrity, flexibility and adaptability. – (64) 9 415 3442, Wellington (64) 4 499 4393. Contact: (07) 3720 5555. Market differentiator: Our niche — LAN Systems is a Credit facilities available: Available on application. Website address: www.manac.com.au global networking-only channel provider. We seamlessly Website address: www.legend.com.au support our channel partners in country and worldwide MTD (Multie Technology Distribution Pty Ltd ) through 9 major international warehousing hubs. This Lynx Technologies (Formerly Magnafield Pty Ltd) allows us to facilitate global rollouts, which mirror our Lynx Technologies is a leading Company formed in 1987 customer requirements. Our services - cost-effective supplier of data storage products under former name of marketing, training, leasing, configuration and staging to the Australian reseller channel. Magnafield and has been services, exclusively for our channel partners. This Established in 1988, Lynx is best acquired by a publicly-listed enables them to compete for business that they may known for its popular HP and company, Multiemedia (ASX: MUL) in 1999. not otherwise have been able to fulfil. Our professional Lynx brand tape back-up drives, autoloaders and tape MTD also delivers state-of-the-art Satellite Technology. services cover, free network design, technical pre and libraries as well as its high-level of technical expertise. Based: 44 Lillie Cresant, Tullamarine, 3043. Vic post sales support, training and certification courses. With a complete portfolio of best-of-breed products Branches: Sydney (sales office) Our programmes - LAN Systems offers business building and considerable investment in technical capabilities, No. of staff: 30 marketing programmes that allow customers to extend Lynx is uniquely positioned to assist resellers who are Vendor partners: D.F.I., Chicony, Jazz, Microsoft, Intel, beyond their own capabilities thereby achieving more actively pursuing opportunities in this field. Whether the Casetek, D-Link, I-Primus, Panasonic, Microtek, Fujitsu, profitable business relationships with their customers. requirement is for storage products or storage solutions, OEM Whitebox, Upsonic, Invensys, Canon Channel programs offered: In-house marketing services Lynx is uniquely positioned to satisfy the requirement. Core competency: Supply state-of-the-art Technology through MarketVision program, Avaya “no barriers” Based: Rosebery, NSW. Market differentiator: Having direct access to all staff. program, Clarisys VAR program, NAI partner monitoring Branches: Melbourne. Channel programs offered: Program to be released in service, Packeteer PartnerWeb program, PowerDsine Staff: 18. next month. Preferred VAR’s. Cisco Certified Partner Program, Vendor Partners: HP, Brocade, Emulex, Hitachi Data Value-added services offered: 1300 hotline number 3COM Focus Partner Program, Nortel ‘nPower’ Partner Systems, Computer Associates. and technical support. Program, Alcatel Certification Program, Check Point Core competency: Back-up, disk storage, and SAN Types of resellers sought: Computer related dealers Certification Training, Nokia Channel Accreditation infrastructure. and various dealers. Program, WatchGuard Secure Partner Program. Market differentiator: Totally focused on storage First point of contact for channels: Sales Manager. Value-added services offered: Free network design, products and solutions via the resellers. Holds Credit facilities available: Yes on approval. dedicated new customer team (Value Partners), relationship with core storage vendors at a labs level. Website address: www.distribution.multiemedia.com Dedicated Cisco team (Comstor). Staging of products Channel Programs: Sales and marketing programs, and professional services, mass customisation (direct reseller education, product training and vendor Parallel Solutions and Distribution Pty Ltd customised shipping to customer site), leasing/finance certification programs. Divisions: Australian Computer services, marketing lead generation programmes, Value-added services: Pre-sales consultation, Parts Network (acpn) network and security consulting services. demonstration facilities, proof-of-concept, Parallel® Solutions was established Types of resellers sought: Providers of networking and implementation services, unique product bundles and in 1997. Its vision was to focus telecommunications business solutions, who service a packaging. on quality and a commitment to variety of vertical markets across the enterprise, small Type of resellers sought: Those eager to explore the customer service. At the outset, and medium businesses in Australia and New Zealand. opportunity in the storage market. the company’s customers included ARN ARN S21 DISTRIBUTORS SUPPLEMENT

many well-known original equipment manufacturers We have recognised that mobile computing is a growing international brands and products and has the global (OEMs), all of whom remain loyal to the company to this future trend. To supply this demanding market Protac backup of its parent company (in South Africa) and day. has introduced it’s Excel Notebook Series and I-buddie local experience to offer the best service, logistics As market needs expanded, additional services were Desknote. These notebooks are feature packed to suit support and, of course, best price to the dealer market soon developed. These included the sale of Toshiba, power users, everyday home/ business users. Our place. HP, IBM, Compaq, Digital and various other OEMs’ sales and service team are committed to providing Based: Melbourne, Victoria. spare parts. The company introduced technical courier resellers with cost-effective mainboards coupled Branches: Silverwater, Sydney. services, storage and management of consignment with exceedingly reliable solutions. We concentrate Staff: 24 in Australia. More than 450 Worldwide inventories and the supply of repaired parts directly to on providing highly integrated boards to lower the Vendor partners: Gigabyte, Leadtek,(Winfast), Leadtek onsite engineers, reducing the need for processing at component cost and the overhead for the service and Quadro Workstation Card and Communication(GPS), the client’s warehouse and eliminating freight charges. stock, plus the less compatible problems and quick Aopen, Tyan, Cnet, Lifeview, Kouwell (add on card), Jazz After undertaking a comprehensive market survey, response for the value PC market. Speaker, A4 Tech, Asrock (Asustek subsidiary), Cooler Parallel® Solutions developed an e-commerce site We continuously review prices, services and thrive Master, BTC keyboard, AMD, Pan Ram, Seasonic, Princo – Australian Computer Parts Network (ACPN®). This to expand the distribution network in order to satisfy Core competency: Board base distributor, (Main was a direct response to prolonged call waiting times customers’ permanent demands for computer Board, - Gigabyte, Asrock, Tyan; VGA card-Leadtek associated with phone ordering. ACPN®, was designed products. Our factory along with the production line Quadro workstation and game card, Gigabyte, Aopen) for the corporate spare parts market, provides a secure located in Silverwater premises, is set up to ensure Developing relationships with channel partners, selling online procurement site for the sale of hardware spares. that our clients receive speedy service and guarantee branding products, providing updated technology The key features include real time stock availability, support. information and products. advanced search functionality, online ordering, Based: Silverwater, NSW. Market differentiator: Board base distributor account maintenance, online quotations, target pricing Branches: Clayton Vic, Osborne Park WA, Auckland NZ. – components and Peripherals importer and distributor. functionality, and order and account history. Staff: 73. Rectron carry all main board related products and Parallel® strives to achieve client satisfaction through Vendor partners: ECS, PC Chips, Panasonic, Fujitsu, increase multimedia product range. Focus channel the planning and control of all its activities as set out in Clevo, A4 Tech, Chaintech, Kingmax, QSI, Puretek, selling. Focus reseller channel only. Rectron assist its quality management system. The company’s system Cameo, Nu Tech, Ozaki. special products projects outsourcing from overseas for is based on the AS/NZS ISO 9001:2000 Quality Core competency: Rapid distribution of computer special case. Management Systems — Requirements. On the back components and notebooks to resellers, wholesalers Channel programs: Roadshow training. AMD function of this achievement, it was also successful in becoming and some retailers. event. Website download price. Vendor incentive an Australian government endorsed supplier. Market differentiator: Cost effective products tailored program, Based: Head office — Norfolk Business Centre, to ensure dealers trade profitably. Resellers sought: Retail, reseller, consultant, VAR. Liverpool, NSW, 2170. Channel programs offered: POS Material, IT exhibition Credit facilities available: To approved applicants. Sales and warehouse — Heathcote Road, Moorebank, participation, sponsorship. Contact: (03) 9561 6166, (02) 9748 7725, NSW, 2170. Value-added services offered: Speedy technical service [email protected] Sales office — Technology Park, Mawson Lakes, SA, and care. Direct factory (RandD) assistance and Website address: www.rectron.com.au 5095. support. Staff: 16 Types of resellers sought: All types (Australia and NZ). SARATOGA DISTRIBUTION Vendor partners: Toshiba, Compaq, HP. First point of contact for channels: Joseph Liu, (02) We are a privately held Core competency: The sale of parts into the 8748 8868 national Distributor replacement parts market via authorised distribution Credit facilities available: To approved dealers. of a quality range of agreements with companies such as Toshiba Australia Website address: www.protac.com.au software titles into and HP (Australia). We can process corporate spare the mainstream and independent retail channel. parts orders via phone, facsimile or online through our QD Innovative Computer Pty Ltd Servicing small business, corporate and education sales portal www.acpn.com.au Established in 1996, QD Innovative sectors exclusively via that re-seller channel, our Market differentiator: Authorised master parts reseller Computer. (QDI) specialises in main focus is on business and web related products. for HP parts; authorised distributor of non-warranty the importation, distribution, and We are involved with some of Australia’s and the Toshiba Spare Parts; capacity for member clients to support of high-quality computer world’s leading brands, and have been in operation order instantly online; capacity for member clients to products. Taking a unique approach some ten years. Our product range includes tools obtain quotes online; capacity to offer repair exchange to distribute the full comprehensive such as Anti Virus, file transfer, marketing, CRM and pricing on HP product. Quality endorsed company AS/ range of PC products, we pride ourselves on the contact management, website design and Internet NZS ISO 9001: 2000. Australian government endorsed quality and workmanship of our entire range of PCs content security. This product mix forms the basis of supplier. and Notebooks. With our extensive local and overseas a business and web related catalogue that appeals Channel programs offered: Dedicated channel account market experience, QDI is always one of the first to many vertical markets. Specifically, we deal with all manager; members receive access to marketing, sales to introduce the latest innovative products to our Macromedia products, NetObjects Fusion from WebSite and technical support; discount structure and credit resellers, providing a flexible attribute with competitive Pros, Maximizer from Multiactive Software, StarOFFICE facilities. advantages. Commitment to excellence is the bedrock from Sun Systems, Net-It Central, Myriad and Brava Value-added services offered: Delivery to any residential of our company. The best quality in products, supports from Informative Graphics, CA products, especially VET or business address in Australia, online client chat and service is delivered to achieve the fundamental Anti-Virus and VET OEM, all Jasc products, including services, drop ship, online consignment tracking, serial objective of ‘total customer satisfaction’. As an AMD PaintShop Pro, All DtMS products, including Marketing number tracking, consignment stock held for clients Official Launch Partner in Sydney during September Pro and PhoneDisc, file transfer tools from Laplink Inc, contractual obligations, defective hard drive testing 2003, QDI was the first to introduce the latest 64-bit Omnipage and related products from Xerox/Scansoft, facilities available, business financing via RentSmart, notebook powered by AMD’s Athlon64-M Processors, All COREL products, a big range of OEM products – and assembly or disassembly of parts for distribution, source bundled with a two year warranty with accidental the great SMS tool Mobile Messenger. Our website is hard to find computer hardware worldwide. damage. This underscores QDI’s commitment in at www.saratogadist.com.au , with an online purchase Types of resellers sought: Parallel® Solutions aim providing outstanding quality products at competitive facility at www.saratogaonline.com.au due to begin is to build strong partnerships with companies that prices. operations in mid-April 2004. Our business model consistently display their willingness to place clients’ Based (suburb, state): Notting Hill, Vic focuses on the independent players in the reseller needs first. Above anything else, the company seeks No. of staff: 7 market. While we do sell to the larger organisations, innovative companies that show a passion for embracing Vendor partners: AMD, Intel we concentrate on building relationships with “corner” new ideas in the pursuit of service excellence. Core competency: (AMD Athlon 64-bit) notebooks stores, consultants, systems integrators and smaller First point of contact for channels: Anton Cruze, Market differentiator: Unique notebook products with re-sellers generally.We offer – Toll free phones; Freight [email protected], 02 97325607 peace of mind accidental damage warranty. free delivery anywhere in Australia; Penalty free, flexible Credit facilities available: All major credit cards Channel programs offered: Dealers marketing rebates returns, with no restocking fee; The best margins accepted. Online credit application form available for Value-added services offered: Two year International in the business – as high as 50%, average 30%; clients interested in obtaining a credit account, or warranty with accidental damages Provision of evaluation stock and NFRs where possible; contact: Nicole Fry, [email protected], Types of resellers sought: Retailers, notebook resellers Personalized approach and a strong service focus; (02) 9600 7888 and corporate dealers In house technical phone and email support, free of Website address: www.parallel-solutions.com.au First point of contact for channels: Danny Wang – (03) charge; Frequent updating via email and telephone www.acpn.com.au 9545 6233 and dealer newsletters; Free Software sourcing Website address: www.qditech.com.au service; Credit terms (conditions apply). In dealing with Protac International Computers Saratoga Distribution, the re-seller is always assured At Protac, we pride Rectron of prompt and professional service, competitive prices ourselves on providing Rectron has grown significantly and a flexible approach. our customers with over the past 4 years. Rectron Based (suburb, state): Adelaide quality products at policy always carry tier 1 quality Branches (other cities): Representation in Perth, competitive prices that are backed by consistent high products or potential tier 1 products only. (Gigabyte, Melbourne and Northern Rivers level of service. Leadtek, Asrock, Aopen) Rectron distributes leading No. of staff: 6 S22 ARN March 2004

Vendor partners: Computer Associates, DtMS, Vital Australia, China, Thailand and US. They are also a ■ TechLink – the industry’s leading reseller website. Software, Maximizer Software, Informative Graphics, major player in Hong Kong, Japan and the UK. ■ Tech Pacific’s national roadshow, ExpoTech, gives Yes Software, Laplink Software, Communique, Website Synnex has the global backup and local experience resellers a unique chance to meet vendor partners Pros. to deliver an unparalleled level of service, support, and Tech Pacific sales staff in a relaxed and informal Core competency: National distribution via the reseller logistics and competitive pricing to the marketplace. atmosphere. channel Our established strategic partnerships with leading In 2004, for the first time, ExpoTech will include a fully Market differentiator: Freight free delivery ITandT companies ensures we can provide the latest functioning digital home display. Channel programs offered: Reseller seminars, reseller state-of-the-art products to our customers. The area will include a fully interactive study and training Based (suburb, state): 92 Carroll Road, Oakleigh a lounge room — with the emphasis on a wireless Value-added services offered: Software sourcing South, Victoria. lifestyle. service Branches (other cities): Sydney, Brisbane and Perth. ■ Drop Ship program that allows shipping of product to Types of resellers sought: Retail, Software shops, No. of staff: 200+ end-users with the reseller’s logo on the consignment systems integrators, consultants, education Vendor partners: 4KUS, Adaptec, ASUS, ATP, BenQ, paperwork and carton. First point of contact for channels: Ivar Stanelis, BTC, Canon, Certance, D-Link, Enlight, EPSON, Gigabyte, Vendor Partners: 3Com, 3m, Adaptec, Adobe, AMD, [email protected] HP, Hyundai, IBM, Intel, Iomega, Kingston, Labtam, Anthem Software, APC, Banksia Software, Business Credit facilities available: Yes, conditions apply Lemel, LiteOn, Logitech, Microsoft, Mitac, Netgear, Opti, Objects, Computer Associates, Corel, Crumpler, D- Website address: www.saratogadist.com.au Panasonic, Philips, Seagate, Yamaha Link, Digi, EPSON, EPSON Projectors, F5, Filemaker, Core competency: ISO9001-2000 quality endorsed FrontRange, Fuji Xerox Printers, Fujitsu, Guillemot, Simms International company specialising in distribution to all IT Industry Hewlett-Packard, IBM, Imation, Infocus, Intel, Iomega, Established in 1995, Simms segments, Mastery of Supply Chain Management Kingston, Kodak, Konica Minolta, Kyocera Mita, retains its position as a niche Market differentiator: State-based field sales teams, LaCie, Lexmark, Linksys, Logitech, Lynx, Macromedia, distributor, combining national National Call Centre, dedicated channel account Microsoft, Molex, NEC, Network Appliance, NetComm, reach and efficiency with friendly, personalised service. managers, warehouses at all Synnex branches, NETGEAR, Network Associates, Nokia, Nortel Networks, Our focus on a select product range affords our people automatic call distribution service for logging service O2, Oki, PalmOne, Philips, Riverside Technologies, true expertise, providing our vendors and resellers with calls, two-hour pick-up-service, Synnex delivery trucks Roxio, Samsung Electronics, SanDisk, Simms, Sony, knowledgeable and supportive sales, logistics and for delivery of orders (twice a day) and fast warranty STM, Storcase Technology, Symantec, Symantec technical services. service for RMA products, Flexible Credit Support. Networking, Take Two, Targus, Telstra, Toshiba, Simms maintains a hands-on, helpful approach while Channel programs offered: Marketing Communications Verbatim, VERITAS, Vital Software, Wacom, Western continuing to look at ways to increase the business (MARCOM) in conjunction with product managers and Digital. of all its channel partners. Our service and support is vendors create promotions and product bundles on a Type of reseller sought: Its broad-based vendor and backed by a business-to-business commitment that regular basis. Synnex also runs the Priority Plus reward product offerings enable Tech Pacific to be a valuable affords all of the convenience of a fully integrated program. distribution partner for resellers of all types and sizes electronic supply chain, without losing the personal Value-added services offered: Just in time delivery including VARs, OEM, system integrators, software touch for which we are renowned. system. Consistent pricing based on foreign exchange developers, mass merchants, office product outlets and Our commitment to quality is instinctive and supported fluctuations, updated every hour. SMB. by our accreditation to the quality standard ISO Types of resellers sought: SME, shops, resellers, Website functionality: TechLink offers a multi-tiered 9001:2000. Our people are our most trusted asset, dealers, VARS, system integrators, national retailers. catalogue, searchable by product or vendor category, evidenced by our Investor in People accreditation First point of contact for channels: National call centre price range or stock level. Resellers can view their gained in April 2003 – the first such accreditation by an or dedicated account managers. specific pricing and credit account customers can IT company in Australia. Credit facilities available: Flexible arrangements order online. The site also provides extensive real- At Simms we know that great service is not just individually suited to each customer time inventory status, a freight calculator based on about delivering product, it’s about our people, our Website address: www.synnex.com.au product weight and delivery method, a portal into our partnerships, our innovative programs and combining freight partner’s track and trace systems, a complete old-fashioned business acumen with dynamic, modern Tech Pacific view of order status, promotion information, licensing business flair. Established in 1981, Tech details and white papers. TechLink is updated every Based: St Leonards, Sydney. Pacific offers multiple six minutes. Visit www.techpac.com. Branches: Melbourne, Brisbane, Perth, Adelaide. product choices in Staff: 22. every product segment, helping to reduce availability Tecksel Australia Vendor partners: Kingston, Sony, Fuji, Crumpler. problems for its resellers. It supports resellers’ Tecksel’s origins date back to Core competency: Master distributor for Kingston businesses with value-add services such as its early 1991 when it entered Technology in Australia; Kingston memory, flash Website, TechLink and several dedicated presales the Australian IT memory and their ValueRAM and HyperX ranges. Sony support teams including Network Assist, Server Assist industry as a modem distribution company. Tecksel is and Fuji storage media, Sony and Fuji digital media, and License Assist. Tech Pacific’s vision statement an Australian-owned and operated business that now Sony cameras, Sandisk flash memory and Crumpler is to be the technology distribution partner of choice, distributes best-of-breed business products including laptop and camera bags. delivering value through the broadest range of global laser printers, multi-function centres and fax machines, Market differentiator: Specialist-focused distributor market leading vendors, skilled and customer-focused networking and security products, modems, UPS, partnering with premium vendors. Extensive industry people and world class distribution systems. KVM, Antennae, GPS products, mapping software, experience, superior product knowledge and particularly Based: Rosebery, NSW. Toughbooks, plasma display and digital cameras. strong e-commerce capabilities. Branches: Melbourne, Brisbane, Adelaide, Perth and Tecksel holds stock in 3 states and adjusts to the Channel programs: Kingston corporate partnership Canberra. local market. Tecksel’s website is outstanding, offering programme, Kingston service reimbursement program, Staff: More than 450. resellers added services to make their life easier. joint customer product promotions, marketing support Core Competency: Broad-based IT and T distribution. Based: Auburn, NSW and product evaluations. Market Differentiators: Branches: Glen Waverley, Vic; Herston, Qld Value-added services: Kingston service reimbursement ■ Most comprehensive product range of any distributor No. of staff: 25 program, Simms Direct website, account management, in Australia. Vendor partners: Avocent, Benelec, Brother, Dynalink, generation of end-user demand through corporate ■ Extensive market penetration including corporate, Fugawi, FujiFilm, Powerware, Kyocera, Level One, alliance program, inventory risk management services. education, OEM, government, SMB and retail. Maestro, Mitsubishi, Netgear, NetLeverage, Panasonic, Type of resellers sought: Corporate resellers, systems ■ SMB and regional reseller focus. It’s already seen SonicWALL integrators, dealers and retailers. the development of promotions, publications, Core competency: Highly personalised service to small Contact: Gavin Troxler, sales and marketing director, 02 marketing tools and blitz days tailored to the needs and medium-sized resellers, orders and payments on 9026 3000. of resellers servicing SMB and regional areas. the web and ultra-quick turnaround times. Credit facilities available: COD, 14/30 days invoice ■ World-class warehouse management system. Market differentiator: Stock held locally (in three accounts. ■ Highest stock holding. states), no minimum orders, multiple daily deliveries, Website address: www.simms.com.au ■ Specialisation services include Network Assist, no third party shipment charges, technical support, Server Assist, License Assist, configuration centre, continually improving website features and user Synnex Australia Pty Ltd Third Party Logistics (3D), dedicated retail and customisable pricelists. Synnex Australia was mobile phone teams. Enterprise Technology Group: State-of-the-art website — view orders, statements, formed in 1997 from the Covering server systems, storage, load balancing, invoices online. Other functions include shopping cart merger of the leading local networking, licensing and security technologies, (order and payment online) and scheduled pricelist. PC manufacturer, Mitac Australasia (founded in 1991), Tech Pacific’s ETG provides resellers with support Products are in categories making it easy to find and the worldwide distribution giant, Synnex Technology in sales, technical pre-sales, professional services, what you are looking for. Tecksel continually looks for International Corp. marketing, logistics and vendor engagement. opportunities with the newest edition being LevelOne Today, the worldwide strength of the Synnex group of Developed so that resellers of any size and any skill – Tecksel has brought this product into Australia from companies is demonstrated by their position as the set can offer complex products and services to their Germany. largest IT distributor in the Asia-Pacific region. Synnex end-users. Channel programs offered: Router, networking and are the #1 distributor in Taiwan, among the top 3 in ■ More than $400 million credit available to resellers. firewall training sessions available to all resellers. ARN ARN S23 DISTRIBUTORS SUPPLEMENT

Regular roadshows — overseas guest speaker on new Skymaster, Spectek, Smart VGA, Sunbeam, Creative, across sales and marketing, technical capabilities technologies and products. Comep, Hyundai, Vantec, Ennyah Digicolor, Thermaltake. and channel knowledge in this space. The company Value-added services offered: Third party shipments Core competency: One stop shop for ITandT solutions provides products to resellers encompassing the generate own price database via website, view orders to the reseller market backed by strong client service. SME, education, government, corporate and enterprise and statements, stock levels and availability via the Market differentiator: Direct importer and distributor of sectors – with key niche verticals within each. Our website. Dealer seminars and workshop based training. highest quality products at best prices. mission catchphrase is “To Connect, Protect and Types of resellers sought: Retailers, integrators, Channel programs offered: Bi-weekly specials with Serve…” resellers and consultants. ongoing promotion. Based: Belrose, NSW. First point of contact for channels: Phil Tarbox. Value-added services offered: All products backed Branches: North Sydney, NSW and Melbourne, Vic Credit facilities available: Yes by ongoing pre- and post-sales support; enhanced Staff: 8 Website address: www.tecksel.com.au logistics/deliveries; product display showroom. Vendor partners: Blue Reef, D-Link, eEye Digital Types of resellers sought: Computer hardware Security, Intranode Software Technologies, NetBox, Todaytech Distribution Pty. Ltd. resellers, retailers, sub-distributors. Nexon, Stonesoft, Swivel Technologies, WebSpy and Todaytech began First point of contact for channels: sales@universale more. operations in 1990 nterprise.com.au; Tel: (07) 3397 8266; fax: (07) 3397 Core competency: IT security, network security and and today services 8950 Internet security. resellers through Credit facilities available: EFTPOS, MasterCard, Visa, Market differentiator: Security focus with presence eight office locations across Australia. Each location AMEX in niche vertical markets, with niche products (many tailors solutions to meet the needs of customers in Website address: www.universalenterprise.com.au exclusive). Resellers are provided with marketing, their market and maintains stock levels appropriate lead generation, sales and technical resources to to local requirements. Todaytech’s broad geographical Westan Pty Ltd help identify and close business, as a true value-add. coverage across Australia allows prompt response to Westan Pty Ltd was Productised services are available for resellers to customer service, support and product requirements. incorporated in Victoria sell at similar margins to vendor products - Training Todaytech is committed to providing a wide range in 1989. The company’s is available to certify resellers to provide their own of value-added, premium products and professional original charter was to distribute a select range of services if required. technical services. Our production capabilities facilitate globally recognised computer peripherals. Westan Channel programs offered: WhiteGold Assist - includes the distribution of build-to-order solutions including has since moved on to a much broader IT arena seminars, sales assist, reseller branding on vendor whitebox PC’s, notebooks and servers. Todaytech’s encompassing a total solution approach to our websites, market assist, service assist. two partner highly-skilled and experienced team with localised partners. Westan now provides: systems integration tiers – premier and gold. knowledge and infrastructure, provide the best service – desktop PCs, notebooks and server assembly storage Value-added services offered: Installation, configuration possible through quick response and attention to systems integration – NAS, DAS, Tape Drives, Silos, and training on all vendor products. Also information detail. Todaytech customers are all appointed a RAID E-Commerce Consultancy; professional services security consulting, policy creation, vulnerability dedicated account manager appointed from the nearest and system integration, wireless LAN, IP telephony, assessment services. office, providing them professional pre-sales and post- EtherFast switches, broadband communications; Types of resellers sought: Niche resellers wanting to sales support and face-to-face communication on a display solutions - TFT, Plasma; computer telephony – focus/improve on offering IT Security products and regular basis. speech recognition and Voice XML solutions; computer services to their customer base, across SME/SMB, Based: Lidcombe, NSW. peripherals; print solutions. In doing this, Westan corporate, enterprise and government. Branches: Adelaide, Brisbane, Canberra, Melbourne, endeavours to continue to focus on the key factors that First point of contact for channels: Newcastle, Perth and Townsville. have contributed to its success in the past decade. [email protected] No. of staff: 100+ They are to continue to provide quality in its products Credit facilities available: Yes. Vendor partners: Todaytech has strategic business and services, deal only with reputable suppliers and Website address: www.whitegold.com.au or alliances with world-class vendors including Canon, build strong lasting partnerships with channel partners. 1300 137 993. Clevo, Fujitsu, Intel, Lexmark, LG Electronics, Mitsubishi Based: Mt Waverley, Victoria and NetComm. Branches: Sydney, Adelaide, Perth, Brisbane, Townsville Xpress I.T. Core competency: Technical service and value-added Staff: 80 Xpress I.T. is a distributor solutions. Vendor partners: Intel, Fujitsu PC Australia, Samsung, of the X-NET brand of Market differentiator: National coverage, premium Western Digital, Microsoft, Mitsubishi, Mitsumi, Whitebox OEM servers products, professional technical services, build-to- Promise, Epox, AMD, Micronet, ADIC, IEI NAS, Lynx, and workstations. They have a developed distribution order, dedicated account managers, and face-to-face Fujimedia, CA, Task, BenQ channel of resellers, both in Australia and the communication. Core competency: Value-added distribution of South Pacific Islands, selling and marketing the X- Channel programs offered: Product training and computer peripherals, portable computing solutions, Net Range of Systems. They assist their resellers evaluation, product demo units, joint marketing and storage solutions, communication solutions and to extend their market share through innovative promotional activities, reseller incentive program, systems. marketing programs and support. They sell systems competitions. Market differentiator: Intel Premier Provider, only to resellers, and all systems are covered by Value-added services offered: PC, notebook and server comprehensive service and support for all vendors, C-Tick Conformity and available with Australia Wide integration, MSCE technical expertise, tender/quotation training and joint development with partners. Onsite Warranties. They also sell and stock many assistance, online web-based ordering. Channel programs offered: Fujitsu LifeBook Partner items to compliment the extensive range of systems Types of resellers sought: All reseller enquiries program, Storage Partner program, training, joint and servers. From PC’s to CD’s, Xpress I.T. and X-Net welcome. marketing and development. are export quality. Quality products partnered with First point of contact for channels: 1300 360 022 or Value-added services offered: System and server an online Dealer Direct Access online pricing and [email protected] integration, solutions provider, ongoing technology/ ordering solution. Operating since 1999, Xpress I.T. Website address: www.todaytech.com.au solution partner and technical training. is a 100 per cent Australian owned and operated Types of resellers sought: Value-added resellers, business. Universal Enterprise (Australia) Pty Ltd systems integration resellers, storage solution Based (suburb, state): Stafford, Brisbane Qld providers, vertical market resellers, communication No. of staff: 8 solution providers and AV solution providers. Vendor partners: We are partnered with many different First point of contact for channels: Vic - Ph 03 9541 quality brand name manufactures. Universal Enterprise (Australia) (UEA) is a Brisbane- 8888; NSW - Ph 02 9648 2060; SA - Ph 08 8351 Core competency: Our strength is our popular X-Net based importer/distributor of ITandT products for 6600; WA - Ph 08 9445 9688; Qld - Ph 07 3840 3522; Computer Range, Including Dual CPU servers. Export the Queensland reseller market. Specialising in a Nth Qld - Ph 07 4779 1455 quality, customer service, at a competitive price are large range of computer cases/power supplies that Credit facilities available: Terms available upon what Xpress I.T. offers. is complimented by a wide selection of peripheral application and subject to approval. Market differentiator: We offer no minium order value components, UEA offers a one-stop-shop to resellers. Website address: www.westan.com.au and no credit card surcharge by use of Bpay. To service its ever-expanding reseller base, UEA opened Channel programs offered: We offer our resellers a a branch office/warehouse in Melbourne in March WhiteGold Solutions range of programs inc. rebates, reward and Premium 2004. Direct relations with overseas manufacturers WhiteGold Solutions is a value-add Partner status that includes marketing and advertising ensure the highest availability of popular products as distributor (VAD) in the Australian rebates. well as breakthrough technologies. Shortest possible IT channel. The company’s Value-added services offered: Onsite warranties on order lead times, optimum stocking rates and ability to strategy is defined as “niche- systems, Ctick conformity. capitalise on emerging trends mean UEA can offer the on-niche” - niche products into Types of resellers sought: We can customise any of our best service level to its resellers and to satisfy their niche markets. These products large range of PC or Server units to suite almost any most demanding customers. fall solely into the categories market or DIY customization online 24x7. Based: Coorparoo, Qld. of Information Security and Network Security – in First point of contact for channels: N/A Branches: Melbourne (VIC), Townsville (Qld) other words, the sole focus is on IT Security. The Credit facilities available: Yes, we also offer Bpay with Vendor partners: X Sonic, Mercury, Belkin, Volcano, company was incorporated in Australia in 2002 no credit card surcharge. Liteon, CoolerMaster, Axle, Mushkin Enhanced Memory, by seasoned IT security identities with experience Website address: http://www.xpressit.com.au S24 ARN