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Western European Q1 2017 PC volume sales down but shift to higher-value products boosts revenues

Volume sales of PCs (desktops, notebooks, workstations) through Western Europe's largest distributors continued to decline and fell -2.4% in Q1 2017 compared to the same period one year ago. Revenues, however, increased +8.3% due to a shift in sales to higher-value products, according to latest data published by CONTEXT, the European IT market research company.

"Revenue growth was driven by a significant rise in distributors' average sell prices for the quarter", said Marie-Christine Pygott, senior analyst at CONTEXT. "Across the entire Western European region, average selling prices were up by +11% to €553 compared to Q1 2016. Across just the eurozone countries, ASPs for the quarter rose +7.3% to €535."

CONTEXT notes that average selling prices in the PC segment have been on the rise since Q3 2016, driven by currency fluctuations, the effects of recent component shortages on pricing, and by a unit-mix shift to higher-value products such as gaming systems in the consumer segment and powerful high-end notebooks in the commercial sector.


Volume Growth
Revenue Growth
(in local currency respectively)
Country Q1-17 Q1-17
Switzerland 7.5% 20.9%
Austria 3.4% 8.9%
Germany 2.6% 9.2%
Netherlands 1.8% 8.4%
France 0.3% 4.1%
Spain -0.8% 6.2%
Sweden -6.5% 5.0%
Portugal -8.8% 1.4%
United Kingdom -9.8% -14.6%
Italy -10.0% -2.0%
Poland -20.5% -12.6%

Tech Data extends smart home range with Tado° heating control sensors

United Kingdom: broadliner Tech Data has signed a partnership with tado°, a market leader in intelligent home climate control, giving IT retailers and webstores the opportunity to offer the company's Smart AC Control and Smart Thermostat to consumers for the first time. By using its unique geo-aware app, tado° solutions adjust the temperature based on a residents' location automatically, enabling households to reduce energy costs by as much as 31%, while optimising the comfort of their homes. The tado° Smart AC Control works with millions of remote control AC units. Users simply download the free app for iOS, Android, or Windows. The controller will then sense their location and conserve energy or ensure the house is comfortable in time for their arrival. It can also integrate with other smart home environments such as Amazon Alexa and Apple HomeKit. The tado° Smart Thermostat and Smart Radiator Thermostats provide multi-room control. These can also make use of geolocation-based control and automation. Two Starter Kits are available – one for homes with their own heating system, and one for a home with radiator thermostats. For multi-zone control, additional devices can be added.

Teresa Johnston, Business Development Manager for Smart Home and Home Networking at Tech Data, said: "we're obsessed with the weather in Britain and it seems to get more and more unpredictable, so the potential for home heating control is huge. We all want to come home to a nice warm house but we also don't want to waste money. With tado° you get both, so when it's cold outside, you can make sure it's always warm by the time you at home, and when its warmer outside, you can ensure you don’t waste money by turning the heating and even individual radiators off remotely."

New brands for Bullboat

Consumer electronics specialist Bullboat has unveiled on its Technology Summit in Madrid new additions to its portfolio: Matrix Powerwatches (smartwatches that charge through body heat), Avegant (Glyph video headphone dedicated to VR and cinema applications) and Modobag (a smart, motorized luggage). All these products are available through Bullboat offices in France, Germany, Spain, Sweden and the United Kingdom.

Another editor for Avanquest and a new employee for Siewert & Kau

Germany: software reeditor and distributor Avanquest has inked a distribution deal with gaming editor Iceberg Interactive, whose latest titles it will distribute in the country. Broadliner Siewert & Kau has strengthened its digital signage division with the appointment of Thomas Reinhard as key account manager. Previously, Thomas was working for LG as digital signage key account manager (source: CRN Deutschland).

Exclusive Group puts Cloud First

Infrastructure VAD Exclusive Group is helping partners evolve from a solely hardware-based solutions approach to take advantage of on-premise, private and public cloud opportunities, with the appointment of Patrick van Arendonk to steer the evolution of its Cloud First strategy. The role combines an educational remit, to promote the adoption of cloud principles among reseller partners, with a wide-ranging business transformation mandate that includes engaging existing and new vendors and creating the infrastructure and processes for future cloud-based services.

"It's time for some 'blue-sky' thinking now that the cloud consumption model is beginning to become more relevant", said Barrie Desmond, COO of Exclusive Group. "The Cloud First initiative is our way of helping us, our vendors and most importantly, our reseller partners understand their relevance in this journey – as much symbolic as it is strategic – to get them to put cloud at the forefront of their proposals and strategic mindset. Cloud First means always thinking cloud – something we've done ever since the launch of BigTec four years ago. And to underline the significance we have appointed Patrick as our ‘envoy’ to spread the message and activate new, practical programmes across all divisions of Exclusive Group."

Patrick van Arendonk is a highly successful channel entrepreneur with nearly 30 years' experience who joins Exclusive Group from Exclusive Networks Netherlands, where he held positions including General Manager and Director of Business Development. Prior to this he was Founder of VADition Benelux (acquired by Exclusive Group in 2011) and has also worked in senior sales roles at Juniper, F5 and Cisco, among others. "The traditional on-premise, hardware-based markets for cybersecurity and infrastructure are still growing, but the private, public and hybrid cloud alternatives are growing 10 times faster. The opportunities for partners are huge but only if they take some steps to evolve", said Patrick van Arendonk, Director of Cloud First at Exclusive Group. "We will support them and stay at the forefront of cloud-driven change. I am looking forward to taking Cloud First to the next level, expanding our global vision to accommodate new kinds of vendors, services and cloud solutions."

Avnet Silica signs franchise agreement with ISSI

Semiconductor specialist Avnet Silica has signed a franchise agreement with Integrated Silicon Solution Inc. (ISSI) whereby Avnet Silica will stock the full range of ISSI products. ISSI designs and develops a range of integrated circuits (ICs) for the automotive, communications, digital consumer, industrial and medical markets. The agreement is effective immediately, with Avnet Silica stocking ISSI products including amplifiers and DRAM, flash and SRAM memory solutions. "By partnering with Avnet Silica, ISSI is pleased to be able to offer customers the highest level of technical support through Avnet's expert FAEs", said Barry Ansell, Director of European Distribution at ISSI. "This alliance will support our long-term commitment to building collaborative relationships with customers who value quality, long term support and a stable source of supply."

Mario Orlandi, President at Avnet Silica, added: "the agreement with ISSI complements the selection of products available from Avnet Silica. The addition of the ISSI range will further simplify the buying process for our customers, who continue to have access to a wide range of technical support from our engineering teams."

ISSI provides high-speed and low-power SRAM and low- and medium-density DRAM solutions. These products are ideal for the long lifecycles, high quality and stable supply demanded by customers in the automotive and industrial markets, which make up over 80% of ISSI's revenue. The company also designs and markets NOR flash products and high-performance analogue and mixed-signal ICs.

ISSI products are immediately available through Avnet Silica offices in Austria, Belgium, Czech Republic, Denmark, Estonia, Finland, France, Germany, Hungary, Israel, Italy, the Netherlands, Norway, Poland, Portugal, Romania, Russia, Slovenia, South Africa, Spain, Sweden, Switzerland, Turkey and the United Kingdom.

Datamatic manages print supplies with Berg Phi

Italy: broadliner Datamatic has launched the Zerozerotoner print supply management offer, through a partnership with local provider Berg Phi. Zerozerotoner covers the collection of used toner cartridges and the supply of new ones. It will be sold through traditional retailers as well as Vobis and Wellcome franchisees (source: Top Trade Informatica Italia).

ALSO signs with StreamNow

Switzerland: broadliner ALSO has started the distribution of the Fiberdesk high-speed Internet connection offer from local provider StreamNow through its reseller network (source: IT Reseller Schweiz).

Spectrami appoints Anas Handous as Director of Global Alliances

Middle East: network and security VAD Spectrami has appointed Anas Handous as Director of Global Alliances. Reporting directly to Spectrami's Managing Director Anand Choudha, Anas is responsible for managing Spectrami's Global Alliance Program and Vendor Acquisition Strategies. Anas' charter is to drive high growth for Spectrami as part of a Global Expansion program.

Anas is industry recognized for his ability to drive next level growth, with 12 years' experience representing Global Distribution Companies and Vendors. With a background of achievement across the region, executing innovative strategies, alongside new business models, Anas is a key player in Spectrami’s expansion program. As part of the Senior Management Team, he will focus on acquiring new Vendors and Alliances in addition to evaluating Spectrami's overall portfolio to ensure next level growth.

"I am pleased to have Anas join our management team. Anas brings the right background and experience to deliver on Spectrami's International ambitions, helping to take our already successful model to the next level", said Anand Choudha, Managing Director for Spectrami. "Our company, partners, vendors and customers will all benefit from Anas' industry experience, leadership expertise and his proven ability to make market share gains."

"I am excited for the opportunity to be part of taking Spectrami to the next level", said Anas Handous, Director of Global Alliances for Spectrami. "In a very short space of time, Spectrami has generated unprecedented momentum for its Vendors and Partners, establishing innovative new technologies within the region alongside driving net new growth for more established players. Anand's refusal to accept the status quo, to push highly disruptive strategies in a traditionally static market, make Spectrami stand out amongst its peers. I'm looking forward to helping write the next chapter in the Spectrami success story."

New contracts for Alstor and Connect Distribution

Poland: infrastructure VAD Alstor has started the distribution of Spectra Logic enterprise storage systems1. Its competitor Connect Distribution has added PhishMe anti-phishing systems to its security portfolio2 (source: CRN Polska 1 and 2).

Global 3D-printer market on track for 42% CAGR for next 5 years

Worldwide 3D-printer shipments are set to rise 39% in 2017 and show a 42% CAGR over the next five years according to the latest figures from CONTEXT, the global-market research firm. These latest stats were release at this year’s RAPID + TCT event. "Demand for personal/desktop printers continues to increase in the professional, educational and hobbyist markets and now, more and more, also from the low-end professional prototyping market." Revenues from all printer shipments are forecast to show a five-year CAGR of 33% from 2016 to 2021 with industrial/professional printers continuing to drive market revenues (accounting for over 80% of global revenues) while personal/desktop printers drive unit volumes.

After not meeting forecast values in the last two years – and actually seeing two consecutive years of negative growth – the industrial/professional 3D-printer market looks set to rebound in 2017 and see 16% growth. There were strong shipments of stereolithography systems at the end of 2016 and this trend is continuing into 2017. This is exemplified by the increasing sales from companies such as EnvisionTEC in the dental sector, and the announcement by Carbon that their technology is to be used in the production of a new line of Adidas running shoes. Industry stalwarts like 3D Systems continue to champion the use of polymer systems in light production and their Figure-4 technology looks as if it will push further into the market in 2017. With continued strong demand in the aerospace, medical and automotive markets, metal 3D-printer makers GE Additive, EOS, SLM Solutions and others are on track to continue to build upon the momentum of 2016's 18% rise in metal 3D-printer shipments.

Personal/desktop printers have yet to catch on with general consumers, but commercial and education users – as well as hobbyists – continue to drive this market which is still outpacing expectations, rising 32% from 2015 to 2016. As low-end-professional extrusion printers shift into this category, there is additional demand from the prototyping market. Unit volumes continue to be dominated by plastic material-extrusion printers and this technology is set to continue to lead for the next five years.

New vendors for Azlan and Portland

Benelux: the Dutch office infrastructure VAD Azlan has added Lakeside's end-user analytics platform SysTrack to its portfolio1. Its competitor Portland has been chosen by IT documentation platform editor IT Glue Software as an official distributor for its products in the Benelux2. Portland will push its products through its offices in Belgium and the Netherlands. Finally, a Blue Coat historical distributor, security VAD Westcon Security has officially expanded its portfolio to the full Symantec Enterprise Security offer (source: ChannelConnect Nederland 1 and 2).

Two new brands for Bulwark Technologies

Middle East: security VAD Bulwark Technologies has showcased on Gisec event a bunch of vendors, including newly signed iStorage (secure storage) and Radware (network infrastructure) (source: Enterprise Channel Middle East).

A subsidiary for Westnet, and more webcams for Divitec

Greece: broadliner Westnet has opened its first subsidiary in Cyprus1. Westnet Cyprus, with a local warehouse served weekly from Greece, will push all the brands ot the distributor on the local market. It is managed by Nikos Tsahouras. Meanwhile, consumer electronics specialist Divitec has expanded its partnership with Chinese vendor XiaoYi to include its dash cameras and home video-security products, under YI Technology brand2 (source: Biztech Hellas 1 and 2).

eD’system expands its portfolio

Czechia: broadliner eD'system has unveiled new distribution deals with Energizer and Toshiba (both for flash medias)1 as well as Minix (mini PCs and related accessories)2 (source: ChannelWorld Česko 1 and 2).

Appointments and new partnerships for Alstor, ASBIS, BK Commercium, eD’system, Ingram Micro and Soon

Central Europe: in Poland, network and security VAD Alstor has started the distribution of Opengear IT management systems in the country. In Czechia, broadliner ASBIS has decided to structure its approach of the network market through the appointment of Petr Winkelhofer1. As a product manager, Petr manages all the network-related brands of the distributor, including 2N, Asustor, Cisco, Mellanox, QNAP, TP-Link, Triton, Uniview and ZyXEL. Storage VAD BK Commercium has become exclusive distributor for Exagrid (storage and data deduplication) and Tech-Arrow (email archival) in Czechia, Slovakia and Baltic States (Estonia, Latvia and Lithuania)2. Broadliner eD'system has added Umax mobile devices (smartware, tablets, smartphones and notebooks) to its portfolio3. Broadliner Ingram Micro has hired Jiří Kodeda as Product Manager Cloud and Data Center Solutions. As the distributor is historically (through RRC) active almost only on the DC/POS market in the country, this appointment means that Ingram Micro plans to expand its business in the Value market on the very short term. Finally, audio specialist Soon Pro Audio Systems has been chosen by Italian speaker vendor K-Array as an official distributor for the country (sources: CRN Polska, ChannelWorld Česko 1, 2 and 3, Reseller Magazine Online Česko, inAVate United Kingdom).

OCS Distribution and Hi-Tech Media sign new partnerships

Russia: value-added broadliner OCS Distribution has signed a strategic distribution partnership with virtualization editor Parallels. AV VAD Hi-Tech Media has been chosen by British DLP projector vendor Digital Projection as an official distributor in the country (source: Astera Rossiya and CRN Rossiya).

StorageCraft signs distribution agreement with Corex

South Africa: PC component specialist Corex IT Distribution has started the distribution of StorageCraft's intelligent backup and recovery solutions through the new distribution agreement. According to Dominique Honnay, StorageCraft Regional Sales Director: "we are delighted to work with Corex in South Africa. This agreement is a win-win situation for all parties involved, especially solution providers and their end-customers. We know that data is the lifeline of any business and the ability to provide enterprise business continuity solutions gives the channel an opportunity to offer invaluable products and services to end-customers in South Africa."

Mark Lu, CEO of Corex, said: "disaster recovery is a mission-critical application and StorageCraft is well known as having agile, easy to manage and best-of-breed solutions. Surprisingly, many end-customers have no business continuity plans, and with the disaster recovery market set to grow tenfold over the next few years, reseller partners now have the perfect opportunity to provide a simple to manage, high performance and proven backup and recovery solution for all their customers, from SME right up to large enterprise."

More vendors for Globomatik, Informatica Megasur and Valorista

Spain: PC component and peripheral specialist Globomatik has added 10POS POS systems1 and Targus mobility accessories to its catalog. Broadliner Informatica Megasur has strengthened its gaming offer with Génesis accessories and small peripherals2. Finally, broadliner Valorista has been chosen by local UPS vendor Salicru as a new distributor (source: Dealer Market España 1 and 2, Channel Partner España, Dealer World España).

Penta Technologies prints on OKI

Turkey: Japanese vendor OKI has appointed broadliner Penta Teknoloji as an official distributor in the country (source: Computerworld Türkiye).

Recent additions

Our directory is updated daily through information sent by vendors and distributors. Here are the latest updates :
Luckystar Computers (I) Pvt Ltd -  India - Specialist
Netsafe Solutions Hravtska d.o.o. -  Croatia - VAD
Netsafe Solutions Bulgaria e.o.o.d. -  Bulgaria - VAD
Netsafe Solutions Srl -  Romania - VAD
Arrow ECS Slovakia s r.o. -  Slovakia - VAD
Share Distribuzione Srl -  Italy - VAD
Ignition Technology Sub-Saharan Africa -  South Africa - VAD
Ignition Technology ME -  United Arab Emirates - VAD
Ignition Technology France -  France - VAD
Kosmotech (KSM YuA TOV) -  Ukraine - Specialist

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