Mental Toughness - Ingram Micro

SPRING 2009
n V7 Expands Line
Mental
Toughness
Your Edge When Times Are Tough
n Ink or Toner
n Ingram Micro
Preferred Leasing
ingrammicro.ca

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SPRING 2009
4
Mental Toughness - Your Edge When Times are Tough
5
6
7
8
10
V7 Expands Line
Ingram Micro - Preferred Leasing
Division Spot - Supplies
Ink or Toner
Events
Publisher
Deborah Brown
INGRAM MICRO: PARTNERING FOR SUCCESS
Despite news headlines about the global economic downturn,
Ingram Micro remains optimistic about maintaining sales and
growth. We are well-positioned to deal with any sudden financial
fluctuation or credit crunch. Further, the key factor to our success
in the coming year will be same one that made Ingram Micro
successful in the past: partnerships. We are helping our partners
leverage our strength and stability so they can innovate, drive
growth, and increase value in this tight economy.
Ingram Micro is financially healthy, with a low debt ratio, $800
million in cash on-hand, diverse revenue streams, exclusive
distribution relationships, and investments in lucrative adjacent
markets. A true one-stop sourcing partner, we offer a broad,
stable, and diversified product mix along with extensive services,
support, and financing. Our vast array of enablement resources
help our partners increase market penetration and build marketing
expertise, and include field sales, managed services, technical
support, full-service marketing, and more.
Partnerships today are more important than ever, and Ingram
Micro is a strong and reliable partner. Offering unmatched
financial strength, distribution power, and marketing muscle, we
are driven to help our partners both survive and prosper through
these difficult times.
ingrammicro.ca
VP & General Manager
Ingram Micro Canada
Publishing Manager/Editor
Gabriel Roy
Art Direction & Design
Naj Niazi
Contributors
Mark Snider
Ken Thoreson
Gabriel Roy
Dmitry Sokolov
Advertising Inquiries
marcom@ingrammicro.ca
Subscriptions - $19.95/yr
marcom@ingrammicro.ca
Connected is published and mailed quarterly to over 5,000
Resellers across Canada.This publication may not be
reproduced in part or in whole without the written approval of
the Senior Manager, Marketing Communications of Ingram
Micro Inc. Ingram Micro undertakes no responsibility or
liability for comments, opinions or statements expressed
by advertisers in this publication. All trademarks and
registered trademarks are of their respective companies.
®2008 Ingram Micro Inc. all rights reserved. For
further information, or to contact Ingram Micro Inc., call
1.800.668.3450, fax 905.755.1300, or write to 55
Standish Court, Mississauga,Ontario Canada L5R 4A1, or
visit us on the web @ http://www.ingrammicro.ca.

Mental Toughness:
Your Edge When Times are Tough
How to Prevent Pessimism from Bringing Your Sales Team Down
by Ken Thoreson
During an economic downturn,
mental toughness separates the top
sales performers from those who are
just average. Mental toughness helps
salespeople overcome the pessimism
they are likely to encounter in their
e-mail messages and phone calls,
as well as during face to-face sales
meetings. In such an environment,
every salesperson can benefit from a
company-wide effort to instill mental
toughness.
Mental toughness means staying
the course, finding ways to resolve
objections, pushing for desired
outcomes and being creative in
solving problems. It starts with a
commitment from the top. Whatever
their worries, solution provider,
owners and managers need to
communicate a positive vision for
the future to put the downturn in
perspective. We encourage solution
4 I CONNECTED I spring 09
providers to have monthly allcompany
meetings to improve
communications among executives
and staff. Well-crafted events can
reinforce the positive attitudes and
beliefs that lead to mental toughness.
Other steps to take include the
following:
n Push consultative selling: When
customers and prospects alike
complain about tough times
and shrinking budgets, mentally
tough salespeople empathize
without buying into the negativity.
Instead, they return to the basics
of consultative selling. With the
confidence to meet with business
owners and C-level executives,
instead of just IT managers, they
highlight the business benefits
that technology solutions offer.
Sales staff who struggle with this
approach should receive additional
training.
n Bring in the customers: Letters of
reference from satisfied customers
help salespeople believe in what
they sell, but why stop there
Customer user groups and
focus groups provide invaluable
intelligence to sales staff. Sales
managers should invite your
customers to sales meetings to
explain the merits of your solutions.
Salespeople will gain useful
anecdotes for consultative selling
and their morale will soar.
n Join salespeople on calls: In a
downturn, there’s a need for
superior planning and execution on
every sales call. Top management
can help by participating on more
sales calls. More eyes and ears
at the prospect’s office can mean
better proposals and higher salesclose
rates.
n Ramp-up lead generation: A fresh
batch of quality sales leads will lift
any salesperson’s mood. Develop
an aggressive campaign using
proven methods such as webinars,
executive forums and customer
referrals.
n Focus on motivation: When
negativity is in the air, salespeople
need special encouragement. Try to
make sales meetings fun as well as
productive. Simple sales contests
and games can boost team spirit
while moving business through the
pipeline. Also determine the sales
incentives your staff likes best, and
then honor those preferences.
In all this, it pays for salespeople to
keep in mind the wonderful industry
we are in. Technology solutions can
help companies boost revenues,
lower costs, increase productivity,
improve customer service and drive
profits to the bottom line. Mental
toughness means helping customers
realize these very real business
benefits.

V7
Expands Line
Keyboard, Mice and
Laptop Accessories
Added to Value Added
Line-Up
V7 is Ingram Micro’s exclusive global house brand
and provider of premier computer accessories
worldwide, has added a new line of V7 carrying cases
manufactured by Targus, makers of the world’s bestselling
laptop cases and accessories, as well as a new
line of keyboards and mice to its extensive line-up of
LCD displays and TVs, accessories, cables and portable
products. V7 products offer innovation in design at
an attractive price-performance ratio ideal for valueadded
resellers, small-to-medium businesses (SMBs)
and systems integrators.
The V7 keyboards are available in four different styles:
standard, multimedia, natural and wireless. The mice
are available in two different styles: wired USB optical
and 2.4GHz wireless optical.
“Backed by Ingram Micro’s powerful distribution
network and reputation for service, V7 keyboards
and mice are an excellent choice for VARs and others
who are looking for the same quality, reliability and
performance from first-tier brands without paying
premium prices,” said Rainer Kozlik, vice president
and general manager of Ingram Micro’s Global V7
Private Label Group. “Our focus with the V7 portfolio
is to create products that help enhance our customers’
profitability.”
The V7 by Targus brand includes a full line of laptop
computer carrying cases, including a deluxe toploading
case, two backpacks, a messenger bag and
a slip case. Showcasing both style and function, the
laptop bags use high-quality materials to achieve
a design with the economical, fashion-conscious,
business-casual user in mind.
“V7 by Targus cases are an excellent choice for VARs
and small-to-medium business (SMB) customers who
are looking for the quality, reliability and performance
found in laptop bags from first-tier brands without
paying premium prices,” said Kozlik “The V7 by Targus
laptop carrying cases are designed for price value
leadership, helping our customers’ profitability.”
“We’re proud to partner with Ingram Micro and offer
this custom-designed line of laptop carrying cases to
V7 customers,” said Stephanie Piccirelli, vice president
alliance sales, Targus. “We believe Ingram Micro
provides an excellent distribution channel for our
products and we look forward to other co-branding
opportunities with V7.”
“The V7 line of accessories are high quality, but
cost effective products, another example of how
Ingram Micro’s house brand can offer our resellers
an opportunity to make better margins,” said Chris
Lorenz, senior director, vendor management, Ingram
Micro’s North American V7 Private Label Group.
For more information, visit www.V7-world.com or
call (800) 668-3450 to speak to an Ingram Micro sales
representative.
spring 09 I CONNECTED I 5

funding sources the leasing market
has to offer. Preferred Leasing
provides a value added program to
support your business.
Many customers don’t have the
capital or have difficulty accessing
the funds needed to invest in the
technology or equipment they need to
compete effectively. This is especially
true in the current economy. Ingram
Micro Preferred Leasing can help
them make the purchase - and you
make the sale.
Most companies operate under tight
budgetary constraints - the result
of a formal planning process or the
availability of funds. With formal
planning, companies can use leasing
to bypass the capital budget, as
payments are usually accounted for
as expenses. If the budget is based
on capital resources available and the
company can’t fund the full purchase
price, a payment option is often the
answer.
Ingram Micro
Preferred Leasing
by Gabriel Roy
With the difficult economic climate
North American businesses are facing,
specifically with the tightening of
available credit, large capital expenses
in technology are unfortunately being
deferred. This has the unfortunate
effect of making it more difficult for
Value added resellers (VARs) to sell
their hardware solutions.
Ingram Micro Canada has a solution
to help VARs make the sale and stay
6 I CONNECTED I spring 09
competitive - the Ingram Micro
Preferred Leasing Program.
Ingram Micro Preferred Leasing is
an innovative, multi-lender program,
designed for the IT market and
managed by Ingram Micro.
Ingram Micro Preferred Leasing
represents the combined volume
of all Ingram Micro partners. This
has the benefit of attracting the best
One of the main objections sales
professionals receive during the
pitch process is the price. With
Ingram Micro Preferred Leasing, you
change the conversation from price
to payment, helping the customer
overcome price objections and budget
limitations. For example, $1,500 per
month is a smaller pill to swallow
than $50,000 up front.
With Ingram Micro Preferred leasing,
you can lease equipment, software,
services and freight. Now you can
offer your customer a single monthly
payment that includes the entire
solution.
In addition, up-selling additional
products like software and
peripherals, is easier when the only
impact is a small increase in the
monthly payment. This means that
leasing helps hold margin better by
reducing downward pressure on your
selling price.
Leasing is a better way to sell
technology. Other industries,
including photocopier, automobile
(continued on page 10)

DIVISION SPOTLIGHT
SUPPLIES
A look at how Ingram Micro Divisions
can help our partners to create sales
and opportunities
The Ingram Micro Canada Supplies
Division is your one-stop-shop for
supplies and accessories. With a
product portfolio of over 5,000 items
like toner, ink, CD’s and DVD’s,
magnetic media, hard drives, flash
media and even headsets to name
but a few, this division can meet and
exceed your needs in supplies and
accessories.
Established by Ingram Micro Canada
as a separate division in 2006, Ingram
Micro Supplies delivers daily on
behalf of IT hardware, supplies and
consumer electronics companies to
over 10,000 retailer locations, and
web customers. The Supplies Division
leverages Ingram Micro’s 25-year
track record in order management
and fulfillment.
As the largest mainline distributor
in the world, Ingram Micro has the
buying power and is able to pass
on these savings to their customers.
The Supplies Division has developed
relationships with over 30 vendors
and is the bridge between these
manufacturers and their customers.
The sales teams in Canada’s 3 major
centers, Toronto, Vancouver and
Montreal, are able to source products
or answer any question on the
products Ingram Micro offers.
“When you contact our supplies
specialists, you can be sure they will
do their best to get you the supplies
you need, when you need it.” Says
Jenifer Harmon, Sr. Sales Manager,
Ingram Micro. “Resellers can leverage
the enormous strength of Ingram
Micro’s buying power coupled with
the most extensive line card in the
industry to secure product for their
end-user customers. We have a great
team along with unique promotional
offerings every month from our
vendor community” she continues.
During the year, toner, printer, media
and accessories manufacturers
may have a special offer, bundle
deal or other valuable information.
The supplies sales team, with their
relationships with customers, helps
in communicating this valuable
information. In addition, their
relationship with manufacturers
offers additional benefits to partners.
The Supplies Division is able to
set up staff training and sales help
in the form of buddy calls with
manufacturing partners.
For 2009, the Supplies Division
is happy to announce that their
successful Supplies Guide, a bilingual
sales tool that helps customers
quickly source supplies products,
will be published 3 times this year.
“This guide is the Supplies Division’s
calling card. Many Ingram Micro
supplies customers keep their copy
of this catalog by their telephone and
consult it multiple times per day.”
Jenifer Harmon says. “We have
customers requesting multiple copies
of the Guide for all their sales staff
and get calls asking when the next
edition is set to appear.”
Leveraging Ingram Micro Logistics
expertise, the Supplies Division
achieves a better than 99-percent
accuracy rate for order deliveries.
With warehouses in Toronto and
Vancouver able to ship products, you
can be assured your order will be
fulfilled in a timely and cost effective
manner.
Ingram Micro Supplies Division’s goal
is to provide to our partners quality
products at competitive prices. Our
extensive line card means you can
consolidate all your IT purchases from
one source – consumer electronics,
supplies, computers and technology
and IT services.
The Ingram Micro Supplies Division,
like all divisions, has a mission to
provide unique offerings that create
sales and profit opportunities,
including valuable vendor
relationships and access to industry
experts. The main goal of the Ingram
Micro Supplies Division is to help
resellers build their hardware and
supplies business.
Logistics
Ingram Micro Logistics has the
right combination of services
and solutions that include:
n Warehouse Management
and Fulfillment
n Assembly and
Postponement
n Transportation Management
n Reverse Logistics
n Customer Care
n Accounts Receivable
Management
n Electronic Connectivity and
IT Integration
With accuracy rates of 99.9
percent or better, scalable and
innovative solutions, Ingram
Micro Logistics is the obvious
solution for your supply chain
services
For more information on Ingram
Micro Logistics, Contact: (800)
668-3450 x55915
Data Capture - POS
The Data Capture / Point of Sale
Division provides a dedicated
team specializing in supporting
Barcode, RFID and other auto
identification technologies
as well as Self Service and
Retail Management Solutions.
Contact us to learn more about
complete solutions for markets
including Retail, Logistics,
Healthcare and Banking.
Contact: (800) 668-3450 x55211,
dcpos@ingrammicro.ca
spring 09 I CONNECTED I 7

Ink or
Toner
by Dmitry Sokolov
What do you do when your customer
asks for a quote on an inkjet desktop
printer Do you promptly search out a
moderately priced inkjet, or have you
ever suggested a laser printer as an
alternative
Declining technology costs and
increasing consumer education have
made a strong case for replacing
your customers’ desk-top inkjets with
laser printers. Although the MSRP
of laser products is still at least 50%
higher than of an inkjet even with
aggressive rebates, the increased
speed, efficiency and cost per page
savings are driving customers towards
laser alternatives. Even size is no longer
an issue - with models like Samsung
CLX-3170, one of the smallest laser
multifunction printers, desk space is not
compromised.
Suggesting a laser printer to your
customer holds a number of
advantages. First, from a reseller
perspective, purchase price is always
higher than an inkjet alternative, driving
the revenue numbers. At the same time,
end-users are able to take advantage of
lower total cost of ownership of laser
supplies compared to inkjet cartridges.
For instance, an inkjet printer using
a ‘standard yield’ cartridge offers
expected yield of just 125 – 200 pages.
By comparison, supplies for entrylevel
color laser printers like Samsung
CLP310 and HP CP1510 start at 1000
page yield and above.
Second, laser printers, unlike typical
inkjets, are still priced higher than
their consumables, supporting the
razor and blade sales strategy. By
comparison, typical inkjet customers
simply recycle their printer instead of
buying expensive replacement ink. With
inkjet hardware sold as a loss-leader,
each inkjet customer offers little or no
lifetime profitability for the reseller.
With laser printers, supplies sales are
expected.
Finally, network functionality, a typical
option on laser printers, opens the
conversation for additional services.
Network configuration, network
management and even print fleet
optimization can be attached to laser
hardware sales.
8 I CONNECTED I spring 09
Such increased opportunity for
attachment services, constant supplies
revenue and an improved total cost of
ownership for your customers, makes
switching from inkjet to laser a win-win
proposition.

Here at Samsung, we’re very proud
of our new efficient
and reliable model.
Joe.
“The SCX-5835FN prints, faxes, scans and copies. It’s an efficient
workhorse that helps control document flow with unique features
like SmarThru Workflow - software that creates, stores, edits and
delivers scanned images. It’s no wonder we’ve had nothing but good
reviews from our customers.”
Joe Interisano
IT Senior Engineer
When you choose Samsung, you’re partnering with one of the
world’s largest IT manufacturers, and a team dedicated to helping
you grow your business. Our channel sales team includes people
like Joe who will sit down with you and work out custom-made
solutions to help you succeed in today’s demanding marketplace.
Because when you choose Samsung you get more than just
business products - you get a sales and support team that
provides business solutions. To find your solution, call Joe at
1-800-SAMSUNG or visit samsungpartner.ca.
©2009 Samsung Electronics Canada, Inc. All Rights Reserved. Samsung is a registered trademark of Samsung Electronics Co., Ltd.

EVENTS
April – June 2009
Across Ontario Tour
Connex 2009 - Toronto
Event Location & Dates:
Kingston, ON - May 5
London, ON - May 12
Burlington, ON - May 13
The Across Ontario Tour provides a networking
forum for our vendors and solution partners
in the local regions with updates on Vendor
products and solutions.
Contact/registration information:
(800) 668 - 3450 x 55304
Event Location & Dates:
Mississauga, ON - May 7
Connex is Ingram Micro’s technology solutions
event featuring multi-vendor solution seminars,
industry guest speaker, and a technology fair. It
brings together VARs and Vendors by fostering
partnerships and delivering customer solutions.
Contact/registration information:
www.Connex-IM.com
(continued from page 6)
Ingram Micro - Preferred Leasing
and heavy–equipment
manufacturers, have adopted leasing
with great success, even though this
equipment has a long useful life. The
same benefits apply to computer
technology, which is better suited
to leasing. Because of its short life
cycle, computer technology invites
frequent replacement.
Technology Refresh Cycle
When companies purchase
technology, many try to lengthen
the useful life of their equipment by
upgrading components, cascading
older equipment to less needy
users, or just making do with what
they have. With leasing however,
most customers will replace their
equipment at the end of the term.
With 24-36 months being the
normal lease term, sales occur more
frequently.
“Leasing can significantly help your
sell through because the typical
refresh rate on technology on a
leased product is 24-36 months.”
says Brent McCarty, Senior Director-
VAR Sales. “Sales on non-leased
products tend to have a much longer
shelf life as companies try to reduce
their technology acquisition costs.”
10 I CONNECTED I spring 09
You can begin the next sales cycle
when your customer’s lease is about
to mature, and then close the deal
before the lease ends. This decreases
the chance of a competitor capturing
your business. Furthermore, when
you introduce a value-added service
such as leasing, you establish
long-term relationships with your
customers.
Higher Approval Ratios and
Better Terms
By combining capabilities of multiple
funding sources into one program,
Ingram Micro Preferred Leasing
provides a multi-lender platform that
can effectively serve most segments
of the market. From small-ticket to
large corporate and government or
education customers, whether they
have impeccable or “challenged”
credit profiles, with Ingram Micro
Preferred Leasing you are no longer
limited by the capabilities of a single
lender.
Ingram Micro’s team of leasing
professionals can answer your
questions, work with you and your
customers to structure the best
possible lease, and manage your
transactions from development to
funding. We can help as much or
as little as you want. Either way,
we provide the same high-quality
service you have come to expect
from Ingram Micro.
For more information in setting
up a lease, call your Ingram Micro
Preferred Leasing representative at
1 (800) 668-3450 ext. 55202.

EVENTS
April – June 2009
Across Ontario Tour
Connex 2009 - Toronto
Event Location & Dates:
Kingston, ON - May 5
London, ON - May 12
Burlington, ON - May 13
The Across Ontario Tour provides a networking
forum for our vendors and solution partners
in the local regions with updates on Vendor
products and solutions.
Contact/registration information:
(800) 668 - 3450 x 55304
Event Location & Dates:
Mississauga, ON - May 7
Connex is Ingram Micro’s technology solutions
event featuring multi-vendor solution seminars,
industry guest speaker, and a technology fair. It
brings together VARs and Vendors by fostering
partnerships and delivering customer solutions.
Contact/registration information:
www.Connex-IM.com
(continued from page 6)
Ingram Micro - Preferred Leasing
and heavy–equipment
manufacturers, have adopted leasing
with great success, even though this
equipment has a long useful life. The
same benefits apply to computer
technology, which is better suited
to leasing. Because of its short life
cycle, computer technology invites
frequent replacement.
Technology Refresh Cycle
When companies purchase
technology, many try to lengthen
the useful life of their equipment by
upgrading components, cascading
older equipment to less needy
users, or just making do with what
they have. With leasing however,
most customers will replace their
equipment at the end of the term.
With 24-36 months being the
normal lease term, sales occur more
frequently.
“Leasing can significantly help your
sell through because the typical
refresh rate on technology on a
leased product is 24-36 months.”
says Brent McCarty, Senior Director-
VAR Sales. “Sales on non-leased
products tend to have a much longer
shelf life as companies try to reduce
their technology acquisition costs.”
10 I CONNECTED I spring 09
You can begin the next sales cycle
when your customer’s lease is about
to mature, and then close the deal
before the lease ends. This decreases
the chance of a competitor capturing
your business. Furthermore, when
you introduce a value-added service
such as leasing, you establish
long-term relationships with your
customers.
Higher Approval Ratios and
Better Terms
By combining capabilities of multiple
funding sources into one program,
Ingram Micro Preferred Leasing
provides a multi-lender platform that
can effectively serve most segments
of the market. From small-ticket to
large corporate and government or
education customers, whether they
have impeccable or “challenged”
credit profiles, with Ingram Micro
Preferred Leasing you are no longer
limited by the capabilities of a single
lender.
Ingram Micro’s team of leasing
professionals can answer your
questions, work with you and your
customers to structure the best
possible lease, and manage your
transactions from development to
funding. We can help as much or
as little as you want. Either way,
we provide the same high-quality
service you have come to expect
from Ingram Micro.
For more information in setting
up a lease, call your Ingram Micro
Preferred Leasing representative at
1 (800) 668-3450 ext. 55202.

EVENTS
April – June 2009
Across Ontario Tour
Connex 2009 - Toronto
Event Location & Dates:
Kingston, ON - May 5
London, ON - May 12
Burlington, ON - May 13
The Across Ontario Tour provides a networking
forum for our vendors and solution partners
in the local regions with updates on Vendor
products and solutions.
Contact/registration information:
(800) 668 - 3450 x 55304
Event Location & Dates:
Mississauga, ON - May 7
Connex is Ingram Micro’s technology solutions
event featuring multi-vendor solution seminars,
industry guest speaker, and a technology fair. It
brings together VARs and Vendors by fostering
partnerships and delivering customer solutions.
Contact/registration information:
www.Connex-IM.com
(continued from page 6)
Ingram Micro - Preferred Leasing
and heavy–equipment
manufacturers, have adopted leasing
with great success, even though this
equipment has a long useful life. The
same benefits apply to computer
technology, which is better suited
to leasing. Because of its short life
cycle, computer technology invites
frequent replacement.
Technology Refresh Cycle
When companies purchase
technology, many try to lengthen
the useful life of their equipment by
upgrading components, cascading
older equipment to less needy
users, or just making do with what
they have. With leasing however,
most customers will replace their
equipment at the end of the term.
With 24-36 months being the
normal lease term, sales occur more
frequently.
“Leasing can significantly help your
sell through because the typical
refresh rate on technology on a
leased product is 24-36 months.”
says Brent McCarty, Senior Director-
VAR Sales. “Sales on non-leased
products tend to have a much longer
shelf life as companies try to reduce
their technology acquisition costs.”
10 I CONNECTED I spring 09
You can begin the next sales cycle
when your customer’s lease is about
to mature, and then close the deal
before the lease ends. This decreases
the chance of a competitor capturing
your business. Furthermore, when
you introduce a value-added service
such as leasing, you establish
long-term relationships with your
customers.
Higher Approval Ratios and
Better Terms
By combining capabilities of multiple
funding sources into one program,
Ingram Micro Preferred Leasing
provides a multi-lender platform that
can effectively serve most segments
of the market. From small-ticket to
large corporate and government or
education customers, whether they
have impeccable or “challenged”
credit profiles, with Ingram Micro
Preferred Leasing you are no longer
limited by the capabilities of a single
lender.
Ingram Micro’s team of leasing
professionals can answer your
questions, work with you and your
customers to structure the best
possible lease, and manage your
transactions from development to
funding. We can help as much or
as little as you want. Either way,
we provide the same high-quality
service you have come to expect
from Ingram Micro.
For more information in setting
up a lease, call your Ingram Micro
Preferred Leasing representative at
1 (800) 668-3450 ext. 55202.