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Distribution sales of laser hardware down by -5% in Q2 2017 across Western Europe

Unit sales of laser hardware across Western Europe (WE) mirrored printer hardware performance by declining -5% year-on-year in Q2 2017, driven by contracting sales of laser single-function printers (SFPs), according to data published by CONTEXT, the European IT market analysis company. Sales fell in all categories except for laser multifunction printers (MFPs): distributor sales of these devices increased by a percentage point in Q2 2017. By contrast, unit sales of laser SFPs continued to contract, and were down by -11% year-on-year, as a result of an ongoing switch from single-function to multifunction devices. As Easter fell in April this year, there were fewer trading days in the quarter and the decline was stronger than is usual for the season. However, distributor sales of high-speed laser hardware continue to increase as costs of both mono and colour laser devices continue to fall. The ASP of mono laser printers fell by -3% year-on-year during for the quarter and currently stands at €163, while the ASP of colour laser devices across WE distribution is €418 (down by -8%). Over the last two years, sales of laser hardware with mono speeds of over 21 pages per minute increased by 10 percentage points to 66% while sales of colour speeds of over 21 pages per minute increased by 11 percentage points to 47%.

"Distributors in most major WE countries saw declines in sales of printer hardware", said Zivile Brazdziunaite, Imaging Market Analyst at CONTEXT. "The exception was the UK where sales increased by +8% year-on-year in Q2 2017, although revenue declined slightly. The Brexit process continues to make the situation in the UK uncertain, and an increase in inflation has hit spending." HP leads the market with a 41% share; Brother and Samsung follow with shares of 18% and 16% respectively. Brother’s laser hardware sales for the quarter increased by +12% year-on-year, due to the strong performance of low-end devices sold into etailer consumer and retail channels.

Country Unit shipment Q1/17 compared to Q1/16
United Kingdom +8%
Denmark +3%
Poland 0%
Spain -2%
Germany -3%
Italy -4%
Sweden -6%
Netherlands -7%
Estonia -8%
Austria -11%
France -12%
Lithuania -16%
Switzerland -17%
Portugal -18%
Ireland -23%
Latvia -24%
Finland -28%
Norway -34%
Belgium -36%

Ingram Micro signs with Imcosys

Germany: broadliner Ingram Micro has inked a distribution deal with Imcosys, covering its complete portfolio of smartphones, smartwatches, tablets and POS products.

Rectron to distribute Acronis solutions

South Africa: disaster recovery solutions producer Acronis has appointed broadliner Rectron as a distribution partner in its local market. Rectron will distribute its cloud backup solution for businesses in the region. Rectron joins Synapsys, which has been an Acronis distributor in the region since 2003. Commenting on the partnership, Elaine Wang, group Microsoft business unit manager at the Mustek Group, says: "this is a particularly exciting partnership for Rectron – evidence that the company is really starting to open up its product stack. Acronis has a really solid name and brand reputation in terms of backup solutions and has done so for many years. Its backup tools are also really easy for businesses to use, meaning it's a good option for small businesses."

Mustek is the operational business division of the Mustek Group, which also includes Rectron. In terms of its distribution of Acronis, the company will offer resellers two different options. Wang explains: "we have an option where they can manage the solution and customer themselves, but we're also introducing a managed backup option for resellers. Under that option, we will help resellers to monitor their customer's backup and make sure everything is running smoothly." Wang adds that backup solutions are imperative to business security, as companies may find themselves without data, resulting in a complete shutdown.

In March, Acronis Backup Cloud partnered with local cloud ERP firm One Channel, enabling One Channel to offer complete data protection, cloud storage and data management across a variety of devices and all environments. Highlighting the importance of effective backup, Wang says businesses should consider operating according to the three-two-one rule. "You always need to have three copies, including one backup locally and one backup in the cloud to make sure you're 100% covered." One Channel CEO Bernard Ford notes data protection has become a key requirement, with many organisations relying on the availability of data for their core business operation (source: IT Web South Africa).

News from Anders+Kern, e92plus and Terra

British Isles: RedstoneConnect, a provider of technology and services for smart buildings and commercial spaces, has successfully acquired the entire issued share capital of Easter Road Holdings Limited and its subsidiary, British AV specialist Anders+Kern. The acquisition will broaden RedstoneConnect's blue-chip customer base with existing A+K clients including British Library, MacMillan, ONS, Tullow Oil and BBC Worldwide.

Security VAD e92plus and Trustwave, a cybersecurity and managed security services provider, have unveiled a distribution partnership for both Ireland and the United Kingdom. The partnership will play a key role in expanding Trustwave's channel community and managed security services in the region.

Finally, broadliner and PC vendor Wortmann-Terra Computer has announced the arrival of two new members of its team: senior business development manager Alicia Shepherd and business development manager Colin Morris. Neil Jensen, director, Terra Computer, said: "we are delighted that we could recruit these two highly experienced individuals to our Team and together with them bring Terra to the next level in the UK! Exciting times ahead!" When asked about her new role, Alicia Shepherd said the following: "I am thrilled to be joining the team at TERRA and am looking forward to working with the Reseller Community and building on the success that the UK sales team have already had. The Channel only approach and commitment to quality sets TERRA apart from other brands, in a competitive landscape where volume is King it is a refreshing choice to know for TERRA it is support and quality that speaks volumes." Shepherd joins from Entatech where she was the firm's sales director before the company shut down. Morris, who also joins from Entatech where he was a sales account manager, had the following to say: "I am excited by the new challenge the role at Terra brings. They have a great product set with some excellent service offerings that will allow the Reseller community to grow their own individual businesses." (source: inAVate United Kingdom and PCR United Kingdom).

Connect Distribution and NTT System sign new vendors

Poland: infrastructure VAD Connect Distribution has been chosen by security editor Thycotic as an official distributor for its authentication solutions. Broadliner NTT System has added Philips accessories (cables, batteries, chargers, remote controllers and other products) to its catalog (source: Reseller News Polska and CRN Polska).

Recent additions

Our directory is updated daily through information sent by vendors and distributors. Here are the latest updates :
AQM World FZCO -  United Arab Emirates - Specialist
Rare Distribution -  United Arab Emirates - Specialist
Aitek France -  France - Broadliner
Ebertlang Swiss AG -  Switzerland - Specialist
ITANCIA USA Inc. -  United States - Specialist
360Mobile SL -  Spain - Specialist
Smartycom GmbH -  Switzerland - Specialist
ACTS Srl -  Italy - VAD
EA Accessories Ltd -  Ireland - Specialist
Aqaio GmbH -  Germany - VAD

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