Agate Technology has received the Australian Distributor of the Year Award for sales of its hard drive storage products for 1996.
IBM's general manager for storage systems for Asia/Pacific South, Fernando Casas, said Agate easily beat its three competitors in Aust-ralia, doubling the sales of its nearest rival.
Agate's managing director, Hugh Evans said his company only began distributing the IBM products in 1995, but they now comprise a significant component of Agate's revenue, Agate being the leading distributor of IBM storage products in Australia.
While Casas said sales growth in Australia isn't quite as strong as other countries, such as Korea, Evans feels the Australian market is nonetheless a strong one, due in part to an increased interest in RAID.
"The hard disk drive business, particularly in Australia and New Zealand, is really market driven," said Evans. "The hard disk drive is one thing that hasn't really changed in nature over time. The dealers are well educated, and because they are well educated they know what they want, and the demand is very strong."
Evans said market drive is coming from three areas. "The first area is multinationals, the second area is the local system integrators, and the third area is the other resellers who are either building or integrating on a small scale, or are doing a lot of upgrading or repairs."
He feels a number of factors have contributed to Agate's success with the IBM storage products. "I think it's good stock availability, we're quick to respond to market requirements, and our warranty service is very good. If somebody has a server that fails they want to have it up and running on the same day.
"And we're very market driven. We change very quickly as the market changes; we try and change that one step ahead of the market."