Welcome to the AV News’ Distribution Guide 2015. This a selection of leading generic and highly specialist trade-only distributors that can assist you with products and services that support projects as diverse as collaborative systems, interactive solutions, video walls, home automation and classroom solutions. Brand portfolios have been reduced to feature each distributor’s top five exclusive brands and five leading no-exclusive brands. Services have been detailed as a checklist with additional information as necessary. Turnover, the number of sales staff and the level of technical expertise have been provided to allow you to gauge the size and style of organisation that you might be dealing with: the absence of a turnover figure does not necessarily indicate a refusal to provide it – it is not always possible to disentangle the AV component in some organisations.
Anders + Kern
Sales contact: Steven Black – Managing Director Account opening contact: As Above Website address www.anders-kern.co.uk (portal to all A+K websites) Account opening requirements (credit check, referees etc): Credit check and references. Company history: Founded in 1989, Anders+Kern UK Ltd is a leading distributor & integrator of audio visual solutions, including digital signage, room booking systems and projection screens. As the chosen distributor of many leading audio visual presentation brands, A+K remains at the forefront of AV innovation and works with commercial, educational and end user customer to unlock the value of their AV projects. Our in-house technical team, A+K Technical, works with clients and trade partners to unlock the value of their audio visual projects. From off-the-shelf solutions to full- turnkey installations, we deliver a complete AV solution. Turnover derived directly from sales of AV solutions in the UK: N/A Specialisations: As a leading distributor and integrator of audio visual solutions Anders+Kern has developed a number of close relationships with suppliers and specialism in particular product lines. This is backed up by dedicated websites for their specialist divisions which over AV DistributionDigital Signage
Room Booking Systems
Projection Screens
Writing and Interactive Surfaces
Video Walls
Technical& Installation Services Brand portfolio: Top 5 exclusive brands: Stewart Filmscreen, RoomWizard, Fischer & Kerrn, A+K PADS Digital Signage and Vanerum. Top 5 non-exclusive brands: Smart Media Solutions, Evoko, CBS, Mitsubishi, Canon. Technical services provided: Proof of concept
Pre-sales consultancy
On site demonstration
Site surveys
System design
System integration
Maintenance
Warranty repair Technical expertise: Percentage of technical staff qualified to CTS, degree level or equivalent 75% educated to degree level Vendor approvals / accreditations: Stewart Filmscreen, Smart Media Solutions, Evoko, RoomWizard Technical training offered to channel partners: Yes Other training offered to channel partners: Yes Customer interactions: Percentage of sales conducted through ecommerce / internal sales / external sales: NA Percentage of channel customers allocated an account manager: NA Number of external sales staff: 4 Number of internal sales staff: 3
Audio Visual Material Limited
Sales contact: Chris Brittan / James Hensman Account opening contact: Caroline Wells Website address: www.avmltd.co.uk Account opening requirements (credit check, referees etc): None to open an account. Credit rating for credit terms. Company history: Audio Visual Material is 46 years old. Distribution became its focus in 1995, operating with a staff of three and mainly selling Altinex technical products. By 1996 the company was distributing Kodak slide projectors and DNP rear projection screens. In 1998 the company passed the £1m turnover threshold. During the first decade of this century, AVM took on Elmo visualisers and Draper screens, and significantly increased in size. Projection screens became increasingly important with Italian screen manufacturer Screen Int and the development of their own ScreenLabs brand. Projectors came into the mix in 2006 with Eiki and the company turned its focus to the service and support aspects of distribution. In 2009 AVM became Christie’s sole UK distributor and in 2012 Vivitek. The company now focuses on high end projection, custom built screens, LFDs from Christie and Toshiba and video conferencing through Sony and offers high levels of technical support Turnover derived directly from sales of AV solutions in the UK (2014): £6.9 million Specialisations: High end projection, custom projection screens, video conferencing. AVM’s strengths have always been to work closely with our partners and provide the best possible customer experience. Nearly 95% of our business is repeat business from traditional AV resellers/integrators. Brand portfolio: Top 5 exclusive brands: Christie, Eiki, Vivitek (large venue), Screen Int, Audipack Top 5 non-exclusive brands: Sony, Draper, Dalite, Ashton Bentley, AV Stumpfl Technical services provided: Pre-sales consultancyOn site demonstration
Site survey
System design
Maintenance
Tailor made warranties
Commissioning and handover
Servicing for all brands
Technical training Technical expertise: Percentage of technical staff qualified to CTS, degree level or equivalent: 100% Vendor approvals / accreditations (e.g Cisco, Microsoft etc): NA Technical training offered to channel partners: Projection / Digital Signage / Connectivity/ but will offer bespoke training on all products and technologies we promote Other training offered to channel partners: Product Training / Manufacturer sponsored training / Christie University sponsored training Customer interactions Percentage of sales conducted through ecommerce / internal sales / external sales: NA Percentage of channel customers allocated an account manager: 100% Number of external sales staff: 6 Number of internal sales staff: 3
Exertis
Sales contact: Ian Aitken Account opening contact: newaccounts@exertis.co.uk Website address: http://www.exertismicro-p.co.uk/ Account opening requirements: Complete the Trade Application Form. For non-credit accounts, the process usually takes about three working days. For credit accounts, the process usually takes five to ten working days dependant on reference response. Company history: After 34 years of profitability, Exertis IT continues to outperform the market, increasing our business six fold in the last 6 years. As a market innovator we’re always looking to bring you the latest business and consumer trends, so you can remain agile and ahead of the competition. We offer sales and technical expertise across our eleven specialist divisions, covering mobile, computing and accessories, consumer electronics, print, networking, servers and solutions, unified communications, security and AV solutions from the worlds most recognised brands. Along with our product knowledge, extensive stock holding and value-adding approach to service. Sales and technical assistance on any quote or order; Presales consultancy: free help sizing and designing solutions; Professional engineering services; Leasing Services Warehouse and delivery: Next day delivery services; End-user fulfilment; Virtual warehousing; Consignment. Logistics: Labelling, bar-coding & security tagging; Branded shipping service; Bespoke requirements (i.e. pallet size); Same day delivery; Timed delivery; Dedicated vehicles; DC, Store, end user delivery; Configure (PC, Notebook, Mobile); Kitting facility – bespoke product solutions; Packaging rework (customer brand); Value add bundles; Asset tagging Turnover derived directly from sales of AV solutions in the UK (2014): NA Specialisations: We offer sales and technical expertise across our fifteen specialist divisions, covering mobile, computing and accessories, consumer electronics, print, networking, servers and solutions, unified communications, security and AV solutions from the worlds most recognised brands. Along with our product knowledge, extensive stock holding and value-adding approach to service, this provides a strong platform from which to grow your business. Sales services: Sales and technical assistance on any quote or orderPresales consultancy: free help sizing and designing solutions
Professional engineering services to help survey it, install it and build it
A range of support, maintenance and managed services
Flexible credit, finance and leasing services
Training and accreditation
Bespoke product and / or vendor agnostic training
Vendor accredited training academy
Windows Business Phone Accreditation
Authorised training centre for Dell SonicWALL, ForeScout, VASCO, ShoreTel, McAfee, Centrify & Venafi Marketing services: Rebrandable marketing
Copy-writing, design and printing services. Brand portfolio: Top 5 exclusive brands: N/A- all of our AV brands are channel generic. Top 5 non-exclusive brands: Samsung, NEC, LG, OPTOMA, DELL Technical services provided: See above Technical expertise: Across Exertis; Vendor agnostic training academy; Windows Business Phone Accreditation; Dell Sonic wall and VASCO certified reseller accredited training. Customer interactions: We do not class out sales as internal or external. We have approximately 235 sales staff.
Habitech Ltd
Sales contact: Timmi Thorsen Account opening contact: sales@habitech.co.uk Website address: www.habitech.co.uk Account opening requirements Account Application, Credit / Pro-Forma Account subject to satisfactory credit check and trade references Company history: Habitech Ltd is a leading UK specialist trade distributor of signal management, connectivity and audio technologies. Incorporated in 2006, Habitech has grown to become a leading UK distributor, servicing the Residential Custom Install channels. It has won SVI Awards distributor of the year titles from 2009 – 2015. Habitech holds UK distribution agreements for a number of complimentary products and technologies from market-leading vendors including: Sonance -, in-wall, in-ceiling, invisible, surface mount speakers 8Ω and 100V line; WyreStorm – digital connectivity solutions; SCP low voltage cable – including HNC ProPlus™ HDBaseT™ certified network cable; iPort mounting systems for iPad; Ruckus smart wireless Wi-Fi products; Draytek routers and network switches with QoS features which are essential for multi-media installations; Stream movie servers; Planet Waves cable and connectors. Habitech also distributes: Nuvo multiroom audio; JVC home cinema projectors; Projecta projection screens; AMX control and digital media switching; Chief racks; Vogels brackets; Salamander and Palladio home theatre seating. Turnover derived directly from sales of AV solutions in the UK: £12 m. Specialisations: Habitech’s ProNet offering is one of our fastest growing segments which focuses on Networking for AV and embraces all things IP! Dedicated staff have been recruited with strong networking credentials to deliver best in class pre-sales and post-sales support, complimented by a regular training schedule. Recent additions to our ProNet portfolio include IC Realtime IP CCTV and IHIJI remote management solutions. ‘Connect Ninja’ from IHIJI provides a remote means of securely managing and monitoring network devices, and assists Integrators with developing credible service plans that lead to recurring revenues. Brand portfolio: Top 5 exclusive brands: Sonance, iPort, Nuvo, SCP (Structure Cable Products), Stream Top 5 non-exclusive brands: WyreStorm, Yamaha, Ruckus, AMX, Mode Technical services provided: Pre-sales consultancyOn site demonstration
Site survey
System design, project drawings, cable schedules
Project management, AMX programming, GUI design, on-site technical support & commissioning
Maintenance
Warranty repair Other (please specify) – Extended warranty services with the provision of advance warranty replacements Technical expertise: Percentage of technical staff qualified to CTS, degree level or equivalent 50% Technical training offered to channel partners: Regular hands-on workshop style technical training in Alton & Manchester locations (monthly) – small groups of 8/10. Particular focus on networking & all things IP under our ProNet Offering (Routers, Switches, WAPs, CCTV, Remote Management). Recently launched Webinars on new products & emerging opportunities Other training offered to channel partners Other technical / technical-sales training tends to be customer specific and upon request Customer interactions: Percentage of sales conducted through ecommerce / internal sales / external sales 100% trade sales of which: Web-orders account for approx. 30% and growing
40% external sales
30% internal sales Percentage of channel customers allocated an account manager: 90% Number of external sales staff: 8 Number of internal sales staff: 28
Imago ScanSource
Sales contact: Nicholas Waldeck Account opening contact: Allocated on set up Website address: www.imagoscansource.com Account opening requirements: Credit check and signed T&Cs Company history: From its beginnings in 1991, Imago Group Plc specialised in supplying video communications products and services as a trade-only distributor, and this resulted in the company becoming Europe’s largest video solutions company, supplying video and audio conferencing, video streaming and Internet TV as well as HD cameras, interactive whiteboards, LCD displays and video projectors In 2014 Imago became part of the ScanSource Group of companies. This has allowed Imago to deliver its products and services on a global basis as the group now has presence in the UK, France, Germany, the US and Brazil. Turnover derived directly from sales of AV solutions in the UK: £70m Specialisations: Imago ScanSource has specialised in supplying video communications products and services as a trade-only distributor, and this has today resulted in the company becoming Europe’s largest video solutions company, supplying video and audio conferencing, video streaming and Internet TV as well as HD cameras, interactive whiteboards, LCD displays and video projectors. Brand portfolio: Top 5 exclusive brands: telylabs, Barco, Ubicast. amino and vaas-t Top 5 non-exclusive brands: Polycom, Vidyo, NEC, Samsung, Revolabs Technical services provided: Proof of conceptPre-sales consultancy
On site demonstration
Site survey
System design
System integration
Maintenance
Warranty repair Technical expertise: Percentage of technical staff qualified to CTS, degree level or equivalent 100% Vendor approvals / accreditations: All vendors we hold achieved all status accreditation and approvals Technical training offered to channel partners Full training through our academy Other training offered to channel partners Sales Customer interactions Percentage of sales conducted through ecommerce / internal sales / external sales: Ecommerce- 5% No internal or external just account managers -95% Percentage of channel customers allocated an account manager 90% Number of external sales staff: 26
Medium (UK) Ltd
Sales contact: Patricia Galvin sales@medium.co.uk Account opening contact: Jas Lloydcredit.control@medium.co.uk Website address: www.medium.co.uk Account opening requirements (credit check, referees etc) A copy of letterhead with contact name Company history: Medium UK is a leading trade-only distributor of AV solutions and services in the UK, established in 1991. Quality is at the core of the Medium UK proposition, and our extensive product portfolio offering is ever evolving and at the forefront of technological innovation. This includes interactive displays, large format displays, digital signage and projection. Our exclusive CTOUCH interactive displays were launched in 2012 and have since grown to become the UK’s number two interactive LFD manufacturer, now accounting for one in five interactive touchscreens sold in the UK. Medium UK is on a journey to provide the best experience for its reseller partners, suppliers and employees alike. The ethos is to deliver the service excellence of a small company, but with the scalability of a larger organisation. Medium (UK) offers a range of partner services including; pre-sales support, quotations, ITT/bid response, training, extended warranty plans, and product demonstrations. Turnover derived directly from sales of AV solutions in the UK (2013): £23.5m Specialisations: With over 23 years of experience as a specialist AV Distributor, Medium has an unrivalled reputation for customer service, industry knowledge and offering specialist support. As a growing company, we pride ourselves on our technical knowledge and our strong alliances with our vendor partners and relationships with reseller partners. Our ambition is to become the very best distributor in the industry. With innate passion and expertise, our highly trained sales team are motivated to provide the very best service levels as a differentiator. Our pre- and post-sales staff strive to exceed customer satisfaction at every stage. Brand portfolio: Top 5 exclusive brands: CTOUCH (Interactive Displays), Bauer Digital (Kiosks and IP Displays), SY (Connectivity and Control), SpinetiX (Digital Signage) Top 5 non-exclusive brands: Samsung, NEC, LG, Casio, Hitachi Technical services provided: Proof of concept
Pre-sales consultancy
On site demonstration
Site survey
System design – Currently under review
Maintenance – Via our maintenance service provider
Warranty repair- Via our maintenance service provider Technical expertise: Percentage of technical staff qualified to CTS, degree level or equivalent: Planned for all staff Vendor approvals / accreditations: Various vendor accreditations as a distribution partner Technical training offered to channel partners: Yes, via the Business Development Managers, Product Manager and third party training provider Other training offered to channel partners: Yes, via a third party training provider Customer interactions: Percentage of sales conducted through ecommerce 0% / internal sales 65% / external sales 35% Percentage of channel customers allocated an account manager: 99% Number of external sales staff: 5 Number of internal sales staff: 13
Midwich Ltd
(Midwich SecurityInvision
Truecolours) Account opening contact: Katy Hill Website address: http://www.midwich.com Account opening requirements (credit check, referees etc): Independent verification of trade reseller statue Company history: Midwich, an award winning trade-only distributor of cutting edge technology, employs over 450 staff serving customers in the UK, Ireland, France, Germany, Australia and New Zealand. The Group is privately owned by its working directors, and with over 30 years of expertise The Midwich Group is renowned in the industry for its innovations and being first to take the latest technology trends to market. Uniquely offering resellers the complete solution comprising of world leading technologies and full project support. Midwich is dedicated to its resellers and vendors alike, with a strong focus on providing an excellent customer experience at every touch point. Brand portfolio: Top 5 exclusive brands: Peavey Commercial
Traction Sound
Dexon
Exterity
PMV Mounts Top 5 non-exclusive brands: Samsung
Epson
NEC
Panasonic
LG Technical services provided: Proof of concept
Pre-sales consultancy
On site demonstration
Site survey
System design
System integration
Maintenance
Warranty repair#
Other (please specify) – customer training, videowall calibration Technical expertise: Percentage of technical staff qualified to CTS, degree level or equivalent: NA Vendor approvals / accreditations: Samsung videowall
AMX Accreditation Programme
Exterity Partner Programme Technical training offered to channel partners: Full technical training is offered through the Midwich Group. Resellers are advised to contact their Account Manager for more details.
The Nycomm Group
NimansVideonations) Sales contact: Paul Burn
Head of Category Sales (Nimans) Account opening contact: Tom Maxwell
Head of Dealer Sales (Nimans) Website addresses: www.nimans.net
www.videonationsltd.co.uk Account opening requirements: Credit check Company history: Nimans is part of the Nycomm Group of companies and was formed in 1981 by Julian Niman who remains Chairman and Managing Director. The group’s headquarters are in Manchester where more than 250 staff are employed. Nycomm acquired Videonations in December 2012. Turnover derived directly from sales of AV solutions in the UK (2013): More than £6 m. Specialisations: Nimans offer a complete range of comms solutions and associated services. These include comms systems, headsets and handsets, network services, audio and video conferencing, hosted telephony, data infrastructure, PA systems, two way radios, leasing, marketing expertise, tech support and guaranteed next day deliveries. Videonations specialise in video conferencing and AV solutions. Brand portfolio (Nimans): Top exclusive brands: GS- hosted telephony
Radius
Titan Top 5 non-exclusive brands: Panasonic
Plantronics
BT
Polycom
Unify Technical services provided: Proof of concept
Pre-sales consultancy
On site demonstration
Site survey
System design
System integration
Maintenance
Warranty support Technical expertise: Percentage of technical staff qualified to CTS, degree level or equivalent: 100% Vendor approvals / accreditations: Numerous including: Polycom, Panasonic, Samsung, NEC and Unify Technical training offered to channel partners: Yes Other training offered to channel partners: Sales and also Engineering workshops Customer interactions: On-site visits Percentage of channel customers allocated an account manager: 100% Number of external sales staff: Over 25 Number of internal sales staff: Over 100
PSCo
Sales contact: Stuart Holmes Account opening contact: Richard Bovingdon Website address: www.psco.co.uk Account opening requirements (credit check, referees etc): New account application form, credit check (Credit Safe), trade references, credit insurance application. Company history: PSCo is a privately held company founded in 1996. Renowned for its expertise in large format, video wall and LED technologies, PSCo partners with the AV industry’s leading manufacturers, including NEC, Samsung, Sharp, Green Hippo, Peerless and Matrox, and has exclusive UK partnerships with Absen LED, VuWall and Unicol. As a trade-only distributor, PSCo works with AV and IT system integrators and resellers and rental houses, ensuring they benefit from PSCo’s specialist knowledge and experience throughout the full life cycle of a project, including expert advice, training and technical services. From pre-sales planning, bid assistance, technology assessments and site surveys, through to deployment, support, maintenance and replacements, PSCo provides support every step of the way. PSCo’s portfolio is constantly evolving to maintain the broadest, most comprehensive range of display products, accessories and support services available on the UK market today. Turnover derived directly from sales of AV solutions in the UK: NA Specialisations: At PSCo, we focus on delivering the latest and most innovative visual solutions exclusively to our trade partners, through PSCo Technical Distribution, Nearly New AV and PSCo Rental. We have over 15 years’ experience bringing new and exciting technologies to the UK, including large format, video wall and LED displays. We have tailored our services to complement and support our channel partners and portfolio of products. Brand portfolio: Top 5 exclusive brands: Absen, VuWall, Unicol, Media Screen Top 5 non-exclusive brands: Samsung, NEC, Sharp, Peerless, Matrox Technical services provided: Proof of conceptPre-sales consultancy
Demonstrations: On-site or at PSCo Assessment Centre
Site survey
Set-up
Maintenance – Guaranteed next business day response, on-site support or replacement display, dedicated hot-swap display, de-install and re-install, unbranded field service engineers
Warranty repair – authorised repair centre for all PSCo portfolio from PSCo Head Office
Other: configuration and commissioning Technical expertise: Percentage of technical staff qualified to CTS, degree level or equivalent: 65% Technical training offered to channel partners: Training on all products in the PSCo portfolio including;
Product overview with Product Manager including features, benefits and technical summary
Software training with Technical Manager
Colour calibration with Technical Manager
Handling and set-up with Technical Manager
Service training with Service Manager Customer interactions: Percentage of sales conducted through: Ecommerce – 0%
Internal sales – 40%
External sales – 60% Number of external sales staff: 5 Number of internal sales staff: 6
Red Solutions Ltd
Sales contact: Rob Sheriff Account opening contact: Rob Sheriff Website address: www.red-solution.co.uk Account opening requirements (credit check, referees etc): Credit Check, 30 day strictly terms Company history: Established in 2003, Red Solutions role in the market is to operate as the sales activity for the manufacturers it represents in the AV/IT Channel. Red Solutions offers an effective way for companies with little or no field sales representation or those wishing to develop or focus their business in the Audio and Visual and IT Channel and have been very successful track record of growing manufacturers business over the last 11 years. We have 45 years combined experience in the Channel working in both Distribution and Manufacturing in the following roles Account management, Business Development, Product management, Distribution sales management and new Product Introduction. Red Solutions represents a portfolio of non-conflictual products, which allows us to wholly concentrate on the brands we have chosen to lead with. This gives the manufacturer “peace of mind” that Red Solutions are focused on only their product. Turnover derived directly from sales of AV solutions in the UK: (2013 -£2.72 million)(2014 – £3.1 million) Specialisations: Digital Signage solutions – Simple Standalone to Enterprise scale roll outs.
Digital Signage Content and Monitoring Services along Dynamic apps and Solutions for specific Vertical requirements.
Video Wall Content and Design turn- key solutions
Bespoke Specialist Signage applications
IPTV and VOD solutions
Presentation/Lecture Capture
Video wall controllers/processors and Video Capture cards Brand portfolio: Top 4 exclusive brands: Onelan Digital Signage Solutions.
Encoded Media IPTV/Video Streaming Video Capture Solutions.
OneMedia provides Digital Content and Monitoring Services.
Datapath Video Wall Controllers and Video Capture Cards. Technical services provided: Proof of concept
Pre-sales consultancy
On site demonstration
Site survey
System design
System integration
Maintenance
Warranty repair Technical expertise: Percentage of technical staff qualified to CTS, degree level or equivalent: 50% Vendor approvals / accreditations (e.g Cisco, Microsoft etc): N/A Technical training offered to channel partners: Monthly Training Sessions Other training offered to channel partners: Installation / commissioning and sales Customer interactions Percentage of sales conducted through ecommerce / internal sales / external sales: 100% Percentage of channel customers allocated an account manage: 90% Number of external sales staff: 6 Number of internal sales staff: 2
RGB Communications Ltd
Sales contact: Doreen Mills Account opening contact: Dawn Salfrais Website address: www.rgbcomms.co.uk Account opening requirements: Application form, insurance/credit check, references and discretionary limit set if insured limit insufficient, Company history: RGB was established in 1991 as a technical audio visual distributor. Initially distributing ‘connectivity’ solutions to AV resellers, since then we have expanded our product range to cover all aspects of audio visual solutions for AV resellers and custom installers including; Room and Lighting Control, Networks, Audio and Video Conferencing, Projection and Displays, Connectivity, Racks and Power and Meeting Room signage. Turnover derived directly from sales of AV solutions in the UK: £10,400,000 (excludes VAT) Specialisations: Room control, High end projection, Audio conferencing, Racks, Networking and Lighting. Where we differ from run of the mill distributors is our technical expertise, our focus by not distributing conflicting products, not representing too many manufacturers, extensive dealer training program, an enviable reputation, our commitment to customer service, consistency and longevity. Our mission statement is; to provide our customers, suppliers and staff with a long term, profitable relationship Brand portfolio: Top 5 exclusive brands: Middle Atlantic, Savant, ClearOne, Surgex, Pakedge Top 5 non-exclusive brands: Lutron, Kramer, Barco, Canon, NEC Technical services provided: Pre-sales consultancyOn site demonstration
Site survey – by dealer request
System design
Warranty repair
Other (please specify): Programming & commissioning of Savant control systems. Commissioning Lutron lighting Technical expertise: Percentage of technical staff qualified to CTS, degree level or equivalent: 36% Technical training offered to channel partners: Yes Customer interactions: Percentage of sales conducted through ecommerce / internal sales / external sales: Zero ecommerce, remainder through internal/external sales Percentage of channel customers allocated an account manager: 40% Number of external sales staff: 8 Number of internal sales staff: 10
Sahara Presentation Systems Plc
Sales contact: John Ginty Account opening contact: Peter Gibson Website address: www.saharaplc.com Account opening requirements (credit check, referees etc): Dealership form Company history: Sahara Presentation Systems Plc is a trade only distributor and manufacturer of Audio Visual (AV) products including major brands as well as our own brands of audio solutions, mounting products, and more traditional presentation products. Sahara has a family of interactive devices under the Cleverproduct brand, including Clevertouch. In May 2015 Sahara are moving to a brand new 260,000 square foot building in Dartford, in the new The Bridge development. Sahara also have opened the Clever Innovation Centre in London’s Liverpool Street where resellers and end users can come along for demos, training and meetings. Turnover derived directly from sales of AV solutions in the UK (2014): £36 m. Specialisations: Sahara specialises in large interactive touchscreens, sold under the Clevertouch brand, with sizes from 55” to 84”. Clevertouch Plus now includes Android OS with built-in Cleverstore, an app store with free apps for education and general use. All Clevertouch include multi touch points, full HD or 4K resolution, and anti glare glass, as well as up to five years on-site de/re install warranty. Sahara have partnered with NUITEQ, creators of Snowflake software, and Clevertouch now comes with a choice of Snowflake Business or Snowflake MultiTeach. Brand portfolio: Top 5 exclusive brands: Neets, Clevertouch, Clevervision, ABtUS, some Vivitek Top 5 non-exclusive brands: NEC, Hitachi, Casio, B-Tech, Sedao Technical services provided: Proof of conceptPre-sales consultancy
On site demonstration
Site survey
System design
Maintenance
Warranty repair Technical expertise: Percentage of technical staff qualified to CTS, degree level or equivalent 100% Technical training offered to channel partners: Full technical training offered on Clever products Other training offered to channel partners: Software training – CleverLynx, DisplayNote, Snowflake MultiTeach / Snowflake Business Customer interactions: Percentage of sales conducted through ecommerce / internal sales / external sales: 95% of sales through internal/external managers Percentage of channel customers allocated an account manager: 100% Number of external sales staff: 10 Number of internal sales staff: 15
Square 1 Products
Sales contact: John Grobicki Account opening contact: john.grobicki@square1products.com Website address: www.square1products.com Account opening requirements (credit check, referees etc): Credit check/ 2 references/ Flexible Terms available/Asset Finance/Commercial Finance options Company history: Established in 1991, Square 1 Products has evolved & developed to become a market leading specialist distributor of AV and Networking products and solutions. At the core of our business is the consistent supply of competitively priced AV, IT & Networking products. We offer complimentary ranges of products from Tier 1 vendors & innovative smaller manufacturers. With a team of experienced professional account managers supported by product specialists and a range of delivery options across Europe, we are ideally placed to service your hardware requirements. To this we add a range of white label services that enables our resellers to offer complex solutions. By supplementing our partners existing skills base we ensure that they can maximise their customer relationships, win business that they may have previously walked away from and expand their products and service portfolios without incurring additional expenditure. Turnover derived directly from sales of AV solutions in the UK: N/A Specialisations: Full Business, Retail and Education AV solutions, including Video Conferencing (Hosted & Dedicated), LFD, Touchscreen and Interactive Whiteboards, Projector Solutions and Digital Signage. Brand portfolio: Top 5 exclusive brands: iBoardTouch /Adder /Konftel Top 5 non-exclusive brands: Smart/ Hitachi/ ALLsee/ NEC/ Epson / Triumphboard /Sony Technical services provided: Proof of conceptPre-sales technical consultancy
Onsite demonstration
Site survey
System design
Installation/Integration
Maintenance
Warranty repair Technical expertise: Number of technical staff qualified to CTS, degree level or equivalent: 2 Vendor approvals / accreditations (e.g Cisco, Microsoft etc): InfoComm/ CEDIA / TCPE Technical training offered to channel partners: Yes, through approved partners Other training offered to channel partners; Yes, sales strategies for IT professionals on our product range. Customer interactions: Percentage of sales conducted through ecommerce / internal sales / external sales: 80/20 split internal /external Percentage of channel customers allocated an account manager: 100% Number of external sales staff: Customer visits via account manager Number of internal sales staff: 8
Steljes Limited
Sales contact: Jody Hutchings Account opening contact: Raj Adatia Website address: www.steljes.com Account opening requirements (credit check, referees etc): Any reseller who wishes to open a trading account with Steljes will need to complete an account application form Company history: Steljes Limited was set up by entrepreneur Nigel Steljes in 1987 as an innovative technology distributor. Over the next ten years Steljes grew into the largest distributor of multi-media projectors in the UK with a channel of over 1000 active resellers and was ranked 31st in the Sunday Times top 100 fastest growing companies in 1997. From its inception, the company has sourced solutions from around the world, working with manufacturers to customise and create demand for their solutions in the UK and European markets through its specialised channel network. The company has launched many ‘world firsts’ including LCD panels, interactive whiteboards and the SMART Table. Its innovative solutions enable people to interact and communicate more effectively while working and learning. Steljes solutions power the learning in around 60% of UK schools and deliver continued return on investment across an increasing number of commercial vertical markets. Turnover derived directly from sales of AV solutions in the UK (2013): £52,649,897 (2014 figure is £54,615,496) Specialisations: SMART visual collaboration solutions– including the recently launched SMART Room System for Microsoft Lync – offer a unique way to improve the efficiency and productivity of any organisation by reducing travel costs, saving time, reducing carbon footprint and improving business processes. These solutions combine industry-leading interactive displays and intuitive collaboration software that enable users to fully participate in collaboration sessions regardless of their location. With virtually unlimited digital whiteboard space, users can write notes over any application with options for saving the annotated notes and/or emailing them to all meeting participants via integration with Microsoft Exchange. The intuitive software makes it easy to share information, capture ideas and determine next steps. Brand portfolio: Top 5 exclusive brands: SMART Technologies, VIVIDtouch Top 5 non-exclusive brands: Hitachi, Epson, BenQ, NEC, AVer Technical services provided: Proof of conceptPre-sales consultancy
On site demonstration
Maintenance
Warranty repair Technical expertise: Percentage of technical staff qualified to CTS, degree level or equivalent: NA Vendor approvals / accreditations (e.g Cisco, Microsoft etc): SMART accredited distributor, SMART accredited training centre Technical training offered to channel partners: SMART certified engineer, SMART certified sales Other training offered to channel partners: A range of training is available through SteljesTraining, please visit www.steljes.com/training for more information Customer interactions: Percentage of sales conducted through ecommerce / internal sales / external sales: 100% Percentage of channel customers allocated an account manager: 100% Number of external sales staff: 17 Number of internal sales staff: 23
TD Maverick
Sales contact: sales@maverick.co.uk / name Website address: www.tdmaverick.co.uk Account opening requirements (credit check, referees etc): Certificate of incorporation (if Ltd)VAT certificate
Utility Bill/Bank Statement
Letterhead Company history: Maverick sits at the core of the Tech Data Collection of Specialist strategy. Acquired 8 years ago Maverick’s name is synonymous with the developing AV Distribution market. Today Maverick is a Leveraged Specialist using the best of Tech Data’s scale, systems and European footprint combined with a Team of over 30 dedicated AV staff ranging from business management, product specialists, field sales specialists, internal sales support and marketing. Maverick’s simple strategy takes 4 key product areas, large format display, AV components, projection and interactive technologies through four segmented reseller sales channels – Pro AV, SMB, Volume and Education, providing the relevant support and services to both reseller and vendor for maximum sales. Turnover derived directly from sales of AV solutions in the UK: £68 million Specialisations: Maverick specialises in enabling partners in four reseller channels – SMB, Education, Pro AV and Volume. In SMB the focus is simple, pre-packaged solutions, enabling a discussion at end customer level, with internal expertise for more challenging requirements. For Volume, the collaboration of vendor with partner brokering the high volume at the tail of the technology is key. Experienced in Pro AV, we provide demonstrations and vendor enablement and support Education is supported with demonstrating, advising, commercial terms and marketing to name a few. In short, Maverick is four specialists in one, a Leveraged Specialist. Brand portfolio: Top 5 exclusive brands: Vision, Promethean, Hotlamps Top 5 non-exclusive brands: Epson, Samsung, LG, C2G, Sony Technical services provided: Proof of concept – Fully equipped room with corporate wide area network to simulate solutions Pre-sales consultancy – 4 BDMs with over 30 years in AV solutions, Fully equipped demo room with flexible solutions for Vendor VC and Touch fitted. Fully AV equipped meeting room with VC and Interactive solutions, seats 60 System design – Two fully qualified system architects System integration – Yes – via third party, but really the domain of AV Partners Maintenance – Via partners or manufacturer – Vision carried by Midland our specialist partner Warranty repair – Yes – via Vision & Midland, all other via manufactures Technical expertise: Percentage of technical staff qualified to CTS, degree level or equivalent: 40% to Degree level Vendor approvals / accreditations: Cisco
Microsoft Technical training offered to channel partners: DSEG Digital Signage Expert Group, Vision Navigator training. Customer interactions: Percentage of sales conducted through ecommerce / internal sales / external sales: Ecommerce – 25%
Manual – 75% Percentage of channel customers allocated an account manager: 100% Number of external sales staff: 8 Number of internal sales staff: 9
Tukans Ltd
Sales contact: Andrew.popely@tukans.com Account opening contact: sales@tukans.com Website address: www.tukans.com Account opening requirements (credit check, referees etc): Cash or credit – credit requires check by Euler Company history: Tukans was formed in 2004 by Yvonne Womersley and Andrew Popely, then working for AutoPatch Europe and formally AMX Europe. The company was formed to provide technical-led distribution of products into the AV sector. Tukans continues to support the channel with innovative products and a holistic approach to helping end users, consultants and integrators to understand and use our products to their maximum capability. Turnover derived directly from sales of AV solutions in the UK (2013: NA Specialisations: Tukans offers technical support to end users, consultants and integrators in a pre and post sales capacity. We have extensive integration experience and can help with system design and effective use of technology. We don’t have to ‘back off’ front line technical support to our suppliers, we have the knowledge in house. Brand portfolio: ClockaudioHall Research
Presentation Switchers
Reach
SpinetiX
SVSI
Tannoy
Vaddio Technical services provided: Proof of concept
Pre-sales consultancy
NB – Pre sales DESIGN – NOT consultancy as this would conflict with us talking to consultants.
On site demonstration
Site survey
System design
Warranty repair Other (please specify); System Commission
