Karmannye computers Handspring Visor American companies have won great popularity all over the world and recently have started to enter Russia. Distribution of these devices in our country is engaged in Company MakTsentr.
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Continuing the theme of the recently raised PDAs, we asked the director of "MakTsentr Dmitry Havzhu to answer our questions about the fate of Handspring in Russia. - What channels are now coming Visor PDA to Russia? In what quantity? As far as they are visible in the Russian market? - System supply of these devices in Russia is quite complicated and cumbersome. Headquartered Handspring is in America. In Europe, a branch of the company - Handspring Europe, which gave the right to work with certain countries in Central and Eastern Europe, the Hungarian company MDS Holdings. MDS, in turn, signed a distribution agreement with our company. Number of units delivered is relatively small, but their share had reached 15% of the total CPC family PalmOS. This fully corresponds to the proportion Visor, which they occupy in the global sales structure.
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- You have an exclusive agreement with Handspring? Does Russia have other distributors? - To date (January 2001), we are the only partner of MDS in Russia. The term "exclusive" we try not to use because it does not exist in our contract with MDS, or MDS in agreement with Handspring. Uses the term sole disributor, which can be translated as "unique", but the difference in this. However, the effect of the current version of the agreement with MDS completed and can be expected in Russia there will be other distributors of products Handspring. - What is the reason the possible transition to a different model of distribution? What companies can still take the case? - Management of MDS is not completely satisfied with the results Visor sales in Russia. They believe that the presence of 3.2 distributors significantly increase sales. We believe that the problem lies elsewhere. Firstly, the business model of Handspring very little work closely with the channels. This company apparently still does the basic rate on direct sales to users. This is reflected in the fact that our purchase prices are very low, at 6.1%, differ from Handspring prices for end users. This low margin is greatly reduced interest in the product from our dealers. Validity of price protection only 2 weeks, which means that goods can be ordered only in small portions. There are also many other restrictions that are very difficult job in the ducts. Secondly, the Handspring on the market there were some real competitors, which have seriously challenged the benefits Visor. The most serious of the existing - Sony CLIE. Very soon, and Palm with an expansion slot in the format of SD. These devices are deprived of basic marketing Visor argument - the possibility of using the device independently, without a desktop computer, now it can do, and others. - But the Visor as he was, and remains the most expandable PDA through the use of slot Springboard ... - Yes, it is certainly true, but in Russia these arguments are very blurred. What are the most interesting plug-ins Springboard? First, VisorPhone, Visor turns into a telephone. To sell these devices in Russia is required to pass a certification process in the State Communications and Rostest. It costs about 7,000 dollars. On one such costs are not ready to go. The second interesting module - GPS receiver. Sell it in Russia too it is impossible before the patch in the law on state secrets. So it remains a bit of interesting extensions - Backup Module, MP3 Module and Modem. - You mentioned a new handheld Sony CLIE. Can he really drive the other PalmOS devices? - The success of the CLIE is entirely in the hands of Sony. In itself, the device is very interesting and very competitive.It all depends on the determination of Sony to promote this model to the market, you know that Sony will be a very serious battle with Microsoft for the game console market, which in this situation will mostly remain the resources to promote hand-held computers - time will tell. - Back to the devices the company Handspring. What other company can qualify subdistribyutora? How might this affect the market? - I think that in Russia, very few companies who may be interested in such work. First of all, Elekton "and" Camelot. " Perhaps, "Notebooks theft alarm." No one else comes to mind is not. Widening the circle subdistribyutorov likely have no impact on the price situation, because right now profit in this niche is close to zero. Picture may change qualitatively, only if we achieve a more favorable working conditions of MDS, or be able to establish direct relationships with Handspring, eliminating intermediaries. Sources, Materials: