This Week’s Product Pick
Wasp Barcode Technologies (Plano, TX) has expanded its barcode printer line with two faster, more rugged printers created specifically for high-volume and industrial environments. The Wasp WPL610 and WLP608 industrial barcode printers provide state-of-the-art features and performance at lower price points than competitive models, according to the vendor. With ruggedized die-cast construction, they can withstand the harsh conditions of warehouses or other industrial environments. The WPL610 includes as standard features: advanced print speeds reaching 12 inches per second, support for up to 8-inch outside diameter (OD) label rolls, peel and present functionality, 32-MB SDRAM and 8-MB Flash memory, and flexible connectivity with Ethernet, USB 2.0, Parallel, and RS-232. The WPL608 shares the same industrial casing and easy installation, but its features are scaled down for less-demanding environments. Print speeds reach 8 inches per second and the unit includes 8-MB SDRAM and 4-MB of Flash memory. Peel and print functionality is optional. List price for the WPL610 is $1,195. The WPL608 lists at $849. “Our reseller partners asked us to develop a ruggedized, feature-rich barcode printer with the affordability and ease-of-use that are hallmarks of Wasp,” said Tom O’Shea, GM. “With the addition of the WPL610 and WPL608, our partners now can select from a complete range of Wasp barcode printers to meet their customers’ volume and quality requirements, from the desktop to the busiest warehouse.”
Wasp’s WPL610 Industrial Printer
COMPANY BUSINESS Citrix Prefers Ingram Micro Ingram Micro (Santa Ana, CA) has become the preferred North American distributor for application-delivery infrastructure leader, Citrix Systems (Fort Lauderdale, FL). Under terms of the new Citrix Distribution Program, which takes effect at the end of August, Ingram Micro will distribute Citrix’s entire line of channel products on an exclusive basis, including XenApp, NetScaler, XenServer, XenDesktop, Access Gateway, WANscaler, and Provisioning Server. In conjunction with this agreement, Ingram Micro is increasing its Citrix-certified technical, sales and marketing support and will be kicking off two new partner offerings. “Smart Enablement” will reward partners with redeemable credits for Citrix-specific marketing and training, while “End-User Enablement” will supply select Citrix partners with targeted sales leads. The two programs will be open exclusively to Ingram Micro and Cisco partners in the U.S. and Canada. “All of our distribution partners have played a vital role in making Citrix the application-delivery leader we are today,” shared Craig Stilwell, VP, Americas Marketing and Sales Support for Citrix. “The changing needs of our customers and markets, however, make the time right to align ourselves with a distributor best positioned to help us drive recruitment and development, build bigger and better programs for our Citrix Solution Advisors, and drive demand-generation marketing without disrupting our channel partners. Starting with the new Citrix Enablement Program, Ingram Micro offers the most room for our programs and support to grow, now and in the future.” Jodi Honore, Ingram Micro’s VP of Vendor Management, U.S. stated: “Citrix is an innovative company that is working hard to engage solution providers and establish long-term partnerships. Strengthening this relationship enables us to do more for Citrix and its partners, especially when it comes to introducing new channel programs, expanding our enablement resources, and placing more emphasis on sales education and technical training through our VPN Dynamics team.”
Motorola Picks Up AirDefense Motorola has signed a definitive agreement to acquire privately-held AirDefense, one of the leading WLAN security providers. Upon completion of the transaction, terms of which were not disclosed, AirDefense will become a wholly-owned subsidiary and will be integrated into Motorola’s Enterprise Mobility Business (Holtsville, NY). Motorola also intends to maintain AirDefense’s Alpharetta, GA, headquarters. The transaction, which is subject to regulatory and other customary conditions, is expected to close in the next few months. Founded in 2001, AirDefense lists many accomplishments in the area of Wireless Intrusion Prevention Solutions (WIPS), including the first 24x7 monitoring and wireless intrusion detection system, first use of access points as sensors, and a host of add-on modules that address customer-specific security problems and RF troubleshooting needs. Its technology is vendor-agnostic. “As wireless security remains a leading concern for enterprises, we are excited to announce this transaction with AirDefense, which enables Motorola to deliver a common platform solution for greater indoor and outdoor protection for wireless LAN networks in support of our all-wireless enterprise vision,” said Kathy Paladino, President of Motorola’s Enterprise Mobility Business. “AirDefense is a renowned pioneer in wireless security with strong intellectual capital. Based on our trusted and valuable partnership through the years, we are confident that the combination of Motorola’s WLAN infrastructure and AirDefense’s best-of-breed features will further enhance our network security offerings and better secure our customers’ networks.” “Industry compliance requirements such as Payment Card Industry Data Security (PCI DSS) and heightened security awareness have fueled the need for comprehensive compliance, enforcement, forensics, and reporting, which is offered by AirDefense solutions,” pointed out Sujai Hajela, VP and GM of Enterprise WLAN for Motorola EMB. “This transaction is a tremendous opportunity for Motorola to enhance its WLAN portfolio.” Also this month, Motorola EMB launched its “11n LANPlanner,” which adds an advanced network migration wizard for 802.11n products like the company’s AP-7131, the industry’s first tri-radio 802.11n access point. Recent research has indicated that four out of 10 businesses in the U.S. plan to deploy 11n technology by February 2009.
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Worth Your While
RFID World 2008
CMP Technology
September 8-10
Las Vegas
VARTECH 2008
BlueStar
September 15-17
Orlando
EPC Connection
EPCglobal North America
October 14-16
Chicago
Self-Service Expo
KioskCom
October 15-16
New York
Impact Now
ScanSource
November 10-11
Orlando
ALL IN THE FAMILY Next-Generation Printers at POS-X POS-X, Inc. (Bellingham, WA) introduced its next generation of receipt printers to its product line. The Xr510 Thermal Receipt Printer and the Xr210 Impact Receipt Printer combine industry-leading specifications with a three-year warranty for a durable, yet cost-effective solution, according to the company. The two printers are now available through ScanSource. The Xr510, 33% faster than its predecessor Xr500, features near 8 inches per second print speed, has the option of multiple swappable interfaces (Ethernet, USB, Parallel, and RS-232), and includes an interface cable in every box. Additionally, the Xr510 features the company’s Jam-Free Auto-Cutter Technology, designed to eliminate all paper jams. With JFAT, the guillotine senses if there is resistance when cutting the receipt paper; if so, it will auto-retract prior to jamming the cutting mechanism. The Xr210, completely redesigned from the inside-out, features five lines per second print speed, drop-in paper loading, choice of auto-cutter or tear bar, multiple interfaces—including Ethernet—and an interface cable in every box. Target applications include extreme environments such as kitchens. Both printers come standard ESC/POS and OPOS compatible, are wall-mountable, and share the same swappable interface cards. “This is a major update for POS-X, as our receipt printers have long been a cornerstone of our complete product line,” noted Karl Schoessler, VP of Business Development. “I feel we’ve successfully achieved our goal of producing a best-of-breed printer line that meets or exceeds all current industry quality and performance standards, while still remaining the price leader.” For more information, visit www.pos-x.com
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Do you need to reach the POS & Auto ID resellers who really drive business—in the most targeted editorial environment, and on the most cost-effective basis?
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ALLIANCES
A Single Source for Mobile Resource Management
Intergis, Vericom Technologies, and NovaTracker, three leaders in Mobile Resource Management (MRM) and the logistics technology sector, have merged their resources, technologies, and services, with backing from Columbus Nova LLP, the $2.5-billion asset management firm in New York. The combined company will offer its fully integrated solution for transportation delivery and distribution fleets, as well as field service and mobile workers. The merger is effective immediately and the new company will be named Intergis, operating under the Vericom and Intergis brands. Intergis will be headquartered in Cranford, NJ, and will maintain offices nationwide.
Intergis (Torrington, CT), established in 1997, offers mid-sized firms and large enterprises multi-user software systems that automate routing, scheduling, dispatching, vehicle optimization, and other mobile workforce needs. Vericom Technologies (Columbia, MD), in business for 10 years, provides an integrated set of GPS-enabled, vehicle and handheld tracking solutions as well as reporting capabilities to small and mid-sized businesses. NovaTracker (Cranford, NJ), founded in 2003, develops and markets GPS, wireless tracking, and communication devices.
“We are thrilled to emerge as a leader in the MRM sector as the first true end-to-end provider of customizable solutions, especially for those companies seeking greater operating efficiencies in an environment of increasing fuel prices and a slowing economy,” observed Jeff Cohen, CEO and Co-Chairman of the combined companies. “With the significant assets behind this transaction, we can now leverage our superior software and hardware capabilities, solidifying our position with companies seeking an immediate return on their MRM technology investment.”
Revionics Teams with RDS, SofTechnics
Busy month for Revionics (Sacramento, CA), which provides price and promotion optimization software for retailers via the Software-as-a-Service (SaaS) model. The company has entered into two strategic partnerships to further its penetration into the retail arena. In the first, Revionics has teamed up with SofTechnics (Columbus, OH), which provides mobile price and inventory management solutions for the grocery and general merchandise sectors. “Delivering the best of both worlds to our customer base,” in the words of Bill Elliott, VP of Sales and Marketing for SofTechnics, the partnership will provide SofTechnics retailers with optimized everyday pricing, promotional planning and support, and category analytics through the Revionics Advanced Pricing Solution, dubbed RAPS.
Revionics has also formalized its partnership with Data Systems, Inc (Omaha, NE), parent company of Software4 and Retail Data Systems. With the announcement, Revionics, S4, and RDS will bring their combined software and services portfolio to independent retailers nationwide. S4 is a leading provider of back-office and headquarter technology for independents; RDS, of course, is one of the largest POS VARs in the U.S., with over two dozen offices. Retailers doing business with both RDS and S4 will now benefit from turn-key implementations and seamless integration to Revionics.
This month, Revionics also added several modules to its SaaS solution. Revionics Advanced Pricing Solution now includes: RAPS Optimization On-Demand, Scenario Forecasting, Markdown Optimization, Advanced Export, and Shopper. Finally, Christie Frazier-Coleman, formerly with Bashas’ Supermarkets of Chandler, AZ, has joined Revionics as Managing Principal, Consulting Services. Frazier-Coleman is well known in the grocery industry.
Code
Corner
Vendor Safe Technologies (Houston) introduced the PCI Managed Security Suite, its one-stop solution enabling restaurants and merchants to comply with PCI DSS requirements for preventing credit card fraud. For restaurant owners lacking an IT staff dedicated to securing their environment, PCI Managed Security Suite delivers complete, cost-effective PCI compliance that employs best practices-driven management of network security, data access, and policies and procedures, according to the company. Network security includes firewall configuration, remote access, port limitation, public and private network segregation, and encryption of card holder data. Addressed in the area of data access are external file transfer, wireless and access elements, and local and remote monitoring. Security policies, firewall setup, and incident management are included as part of policies and procedures. All PCI Security Suite solutions are implemented on the Software-as-a-Service (SaaS) model. “Vendor Safe brings a revolutionary new concept to market that enables organizations to become PCI compliant within 30 days,” stated Chris Melson, CEO. “Our initial customers know that their financial and operating assets are protected by the highest levels of security, from the Point-of-Sale to the back office.” Founded in 1989 as Paracom IT, an organization offering managed network and security services, Vendor Safe Technologies shifted its business model in 2008 to focus on the burgeoning need for PCI DSS compliance.
INTEGRATION
NCR Gassed Up Over XProtean
XProtean (Milpitas, CA) has joined NCR’s RealPartner Program to offer NCR RealPOS workstations to so-called “small format” retailers. XProtean’s integrated retail management software solution is designed specifically for the fast-growing segments of mixed-environment retail, convenience stores, quick-service restaurants, and retail fuel. It spans POS, back office, and enterprise-wide operations.
“NCR’s innovative, customizable POS platform is a perfect match with XProtean’s software,” commented Vikas Jain, EVP of Marketing and Business Development for XProtean. “The result is a flexible, easy-to-use solution that gives retailers the tools they need to run and grow their business.”
“NCR is proud to include XProtean in our family of retail partners,” added John Saccomanno, NCR Director of Food, Drug, and Petroleum Industry Marketing. “Their industry knowledge and hands-on experience, combined with the hardware quality of NCR, raises the bar for retail management solutions.”
Microsoft RMS Color-Coded in New Keyboard
PrehKeyTec (Lake Zurich, IL) and ScanSource (Greenville, SC) have partnered together to deliver a custom key layout for the Preh MCI 3100 in support of Microsoft Dynamics' Retail Management System (RMS) software. The product was unveiled at the recent ScanSource on the Road in Denver and displayed at the ScanSource Hospitality Dealer Meeting during RSPA’s RetailNOW in Las Vegas.
Taking advantage of Preh’s ability to embed keystrokes and create hot keys, Preh and ScanSource worked together to integrate the most common RMS functions into single key strokes. The solution simplifies transactions, reduces cashier training time, and offers a more intuitive, easy-to-use POS system through color-coded keys. Preh’s MCI 3100 is the company’s full-sized alphanumeric keyboard with touch pad, magnetic-stripe reader, and rugged design. The keyboard housing may include the reseller’s or customer’s logo.
“This keyboard was designed to make the RMS software easier to use for retail applications and increase the value of the POS solution,” explained Stephen Bergeron, President of PrehKeyTec. “By eliminating keystrokes the keyboard speeds transactions, allowing clerks to process more customers and reduce lines. In addition, it reduces training times, allowing clerks to become more productive, faster.”
PrehKeyTec’s MCI 3100 with Microsoft RMS Hot Keys
Key
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Be sure to visit these vendors for the latest in channel products and offers for resellers.
POS & Auto ID Distribution
BlueStar
Ingram Micro
POS & Peripherals
Bematech
Logic Controls
pcCashdrawer
PC-PoS Inc./DigiPoS
Data Collection Terminals
CipherLab
Datalogic
Mobile
Honeywell
Imaging and Mobility
Janam
Technologies
ECRs / Touchscreens / Printers/
Parts and Supplies
CRS, Inc.
Keyboards
Cherry Corp.
Receipt
Printers
Citizen Systems America
Star Micronics
Retail Software
InfoTouch
Logivision
Screen Protection
3M
Optical Products
Thermal Printers
Seiko Instruments USA
Touchscreens
FireBox Displays
INSTALLATIONS
USPS Mails Its Check to VeriFone
VeriFone (San Jose, CA) will provide the U.S. Postal Service (USPS) with electronic payment solutions under terms of a multi-year contract valued at up to $10 million. VeriFone will supply its Vx570 countertop payment solution with dual communications capabilities for both traditional dial modem and Internet-based connectivity for 18,000 to 20,000 customer windows. The countertop solution will include the PINpad 1000SE for debit card PINs and VeriFone will also provide thousands of its Vx610 portables—including both CDMA and GPRS versions—for mobile, remote, and disaster recovery purposes.
“This is a tremendous affirmation of VeriFone’s capabilities as the premier electronic payment solutions provider and one of the most significant competitive wins of the year worldwide,” declared Bud Waller, VeriFone’s EVP of Integrated Solutions.
VeriFone’s platforms will handle credit, PIN debit, and signature debit payments, and provide the USPS with Payment Card Industry PIN Entry Device (PCI PED) support. In addition to enabling remote promotions, the wireless Vx610 can serve as back-up in the event of interrupted local phone service. As part of the contract, VeriFone will develop the customer interface to the payment gateway for USPS to ensure it has access to the lowest cost credit and debit processing services.
On the Border: Odin’s RFID
Odin Technologies (Reston, VA) has been selected as lead RFID deployment partner for the $62 million U.S. Department of Homeland Security Western Hemisphere Travel Initiative contract awarded to Unisys (Blue Bell, PA) earlier this year. Directed by U.S. Customs and Border Protection, WHTI mandates that advanced technology be used to secure the nation’s borders and streamline the border crossing process—including license plate recognition and RFID-enabled passports or identification cards.
As part of WHTI, RFID technology will be deployed at more than 300 border crossing lanes which inspect and process travelers into the U.S. from Canada and Mexico. The RFID system verifies the traveler’s relevant information with Customs and Border Protection, and also captures images of the vehicle and its driver. Homeland Security first began testing at U.S. border crossings in mid-2005. In addition to design and implementation, Unisys provides help-desk services and operations and maintenance for the system.
“Odin Technologies has deep experience in large-scale, passive RFID rollouts,” commented G. Michaels Rodgers, Program Manager for Unisys. “Odin’s methods and software leverage physics and best practices to achieve accuracy and scalability through automation. We have worked together in the past and know that Odin provides the kind of accuracy and scalability we require in an RFID partner.”
Channel Factoid
Better than three in four (77%) voters favor the “Credit Card Fair Fee Act,” bipartisan legislation that would empower retailers to negotiate credit card fees directly with the credit card industry as a means to cut interchange fees, according to a poll released by the Merchants Payments Coalition. Consumers are three times as likely to say credit card companies don’t do business the right way compared to cable companies and six times as likely to say that when compared to phone companies. In particular, nearly two in three (65%) say credit card companies don’t share their business values. Interchange fees amount to approximately $2 out of every $100 spent using credit cards, according to industry experts, and public sentiment is growing that something needs to be done to bring market transparency and open negotiations into the process.
HELLO GOODBYE
BlueStar Fortifies Latin America Team
BlueStar (Florence, KY) has made three recent moves to strengthen its Latin America Division. First, Santiago Arias, formerly BlueStar’s Latin America Technical Director, has been promoted to General Manager. Secondly, Anastasia Semeraro has been hired as the new Latin America Marketing Manager. Third, Nestor Talavera has been added as Caribbean Business Development Manager. In addition to their sales and marketing responsibilities, all three will work to bring more vendors’ products into BlueStar and to integrate BlueStar’s Fusion business-development program with VARs throughout the region, according to the distributor.
“Santiago Arias brings a level of technical knowledge to BlueStar Latin America that has not been noted before,” stated Mark Fraker, BlueStar’s VP of Marketing. “His experience in technical support of POS, AIDC, RFID, and Mobile solutions products in the Latin America/Caribbean region, as well as his sales support experience, gives him the knowledge base to lead BlueStar Latin America to the forefront of industry distribution.”
“We are extremely pleased to have Anastasia Semeraro join the BlueStar team,” said Stephen Cuntz, BlueStar’s President and CEO. “She will be working closely with BlueStar Director of Global Marketing and Sales, Bill Nix, to help expand BlueStar’s Latin American reach.” Of Talavera, Nix added, “Since joining BlueStar, Nestor has introduced our suppliers to key VARs in Puerto Rico and the Caribbean islands.”
Before joining BlueStar, Talavera worked for ScanSource Latin America as a Business Development Manager and Product Manager for the Caribbean. Prior to BlueStar, Semeraro worked for Symantec as Partner Program Manager for the Latin America region.
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Santiago Arias |
Anastasia Semeraro |
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