While notebooks might make up the dominant share of resellers' turnover today, in reality, the profits they are able to derive from the sale of these machines pale in comparison to the margins the accessories business has to offer.
And if one simply looks at the fact that most users make use of external monitors, keyboards and other peripherals when their notebooks are 'docked' at a desktop, it's clear that the opportunity to increase the overall margin attached to a sale for resellers is compelling.
It's not just a case of including a host of peripherals in a proposal to a client, however. Increasingly, users are becoming more discerning about the peripherals they employ on their desktops, says Sophia Evans, HP PSG business unit manager at Tarsus Technologies.
"This has meant that resellers have to seek out add-ons that delight users, both from an industrial design and an overall 'usefulness' perspective," says Evans.
While Evans acknowledges that the proverbial 'speeds and feeds' remain important, she says it's a combination of a number of factors that pique end-user customers' interest.
"The perfect example of a product that epitomises customers' needs and desires from a peripherals perspective is HP's notebook docking monitor," continues Evans.
As its name suggests, the L23 11C is a great-looking docking monitor that features an HD Web cam-equipped high-resolution monitor and port replication functionality that includes a host of USB 2.0 and 3.0 ports, and an Ethernet port.
"What's more," Evans says, "users don't have to fuss with multiple connections between their notebook and the docking monitor.
"All that's required is a single USB 3.0 cable between the two devices," she says.
"The moment this connection is made, the operating system recognises the external monitor, powers up the Web cam and all other peripherals connected to the docking monitor are powered up. Should the monitor also be connected to an Ethernet network, this connection is made at the same time," she says.
"The solution looks great and produces stunning on-screen visuals. However, the deal clincher is the versatility of the product," she says, "and that's something that truly sets it apart."
Evans says the docking monitor is the kind of solution resellers should be seeking out in their never-ending quest to deliver added value to their customers.
"Adding any old peripheral to the mix is no longer something I would consider to be a value-add. However, seeking out a product that delivers something special is where a reseller can add extra value to the mix quickly and easily.
"And with competition hotting up in the hardware community with the imminent appearance of Windows 8, it's good to know there's a line-up of similarly innovative and good-looking options around the corner," she concludes.
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Tarsus Technologies
With more than 27 years' of experience in the ICT industry, Tarsus is the leading value-added distributor in South Africa, specialising in the supply of the world's foremost PC and peripheral hardware brands to the local reseller channel.
Tarsus strives to meet the channel's needs for credit funding, stock availability and efficient logistics, ensuring that resellers are able to deliver the highest quality service to their customers, focus on support, and compile the best overall solutions for their end-user customer base at the lowest possible cost.
The company prides itself on its flexibility, adaptability, knowledge, skills and successful track record combined with an industry-leading ability to manage large rollouts. These are the reasons Tarsus has consistently been rated as the top distributor in the country by international vendors, resellers and the IT media alike.
With its strong commitment to the South African channel, Tarsus is able to not only make the reseller channel more efficient, but more importantly, it plays a vital role in dramatically reducing the costs of doing business in the local ICT market.
Tarsus distributes a range of products from the world's leading manufacturers, including Acer, AOC, APC, Asus, Cisco, Dell, Gateway, HP, Lenovo, Meissner, Microsoft, OKI Printing Solutions and Samsung.
Tarsus' head office is situated in Johannesburg with branches in Cape Town, KwaZulu-Natal, Port Elizabeth, Bloemfontein and Nelspruit. Tarsus has also extended its footprint into Africa with branches in Namibia, Botswana and Mauritius.
More information about Tarsus is available at http://www.tarsus.co.za.
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