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TWST: We would like to begin with a brief historical sketch of the
company and a picture of the things you are doing at the present time.
Mr. Botti: The company was founded in 1986, focusing on local area
networks and data communication products. We got involved with Citrix, a
major application deployment software vendor in 1995, and grew rapidly
from there. I joined the firm in 2002 and expanded the product portfolio
significantly into the security arena. So, today, as we wrap up Fiscal
2005, we are a $206 million company with 124 employees, focused on five
market segments, including: application thin-client access &
infrastructure, security, edge infrastructure technologies, management
utilities, and professional services. TWST: What are the competitive landscapes like and what are your
advantages within it?
Mr. Botti: We have been recognized by VARBusiness as one of the top 25
distributors for the last several years. We currently rank number 19. I
doubt that we will ever get under 16, because number 16 is a $1.5
billion company, and they go up from there. From a competitive
landscape, the giants are in the $10 to $20s billion and are what we
call broad-line distributors, described as such because they have a very
broad line of products. The rest are a group of very large specialty
distributors that focus on different markets and products than we do,
such as servers and storage. So, from a competitive landscape, the
broad-line distributors sell many products to a mass market, maybe like
Wal-Mart, with limited services or personalized attention. We are
considered a specialty distributor with more value added in the way of
service, support and personalization. We focus on and represent around
35 product lines directed to very specific markets. It is analogous to a
boutique shop that specializes in certain product areas, providing high
quality and excellent customer service. That's really where our market
play is.
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