This Week’s Product Pick
POS-X, Inc. (Bellingham, WA) recently introduced two new products, the XP8200 customer pole display and the XM95 magnetic-stripe card reader. The XP8200 features an adjustable height stand, large two-line/20-character display, USB or Serial connectivity, 10 common command emulations, and OPOS compatibility. “We designed the XP8200 with flexibility in mind,” reported Nick Melnyk, Director of Research and Development. “It takes the guess work out of choosing what model you need. One part number will fit just about any footprint and work with virtually all POS software.” The XM95 MSR comes standard with Tracks 1-2-3, OPOS/JPOS compatibility, and is available in both USB and keyboard wedge. It also features advanced data editing capabilities for non-POS applications. Both products maintain the same price point of their predecessors, ensuring the best combination of value and functionality, according to the company.
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POS-X XP8200 Pole Display
COMPANY BUSINESS HP Tunes Up PartnerOne Hewlett-Packard (Palo Alto, CA) announced changes to its PartnerOne program designed to help partners differentiate themselves in the marketplace, provide them with simplified access to program benefits, and make offers and eligibility requirements more consistent across its business units. The enhancements, which become effective on November 1, include a simplified membership structure and streamlined administration process, according to the company. Each of the three tiers in the new structure comes with benefits that scale to partners’ investments in HP. Business Partner, the first level, provides benefits such as partner promotions, HP financing, support, and training. Preferred Partner, which is new, includes all of the HP Business Partner benefits as well as access to sales rebates and other financial benefits, marketing support, and special growth incentives. Elite Partner, which is also new, includes all of the HP Business Partner benefits as well as goodies such as assigned channel sales support, enhanced HP end-user marketing support, priority leads, partner locator support, and “strong” rebates and upfront benefits. Elite Partners also can earn further benefits in targeted areas such as PC and workstation blades, thin clients, virtualization, Microsoft Unified Communications, office printing, and the public sector. “HP is setting a new standard of excellence in partner programs by better preparing, equipping, and rewarding partners that engage with the company,” asserted Tom LaRocca, VP, Marketing and Strategy, Solution Partners Organization-Americas, at HP. “We are helping make it easier to do business with HP so our partners can focus on what’s really important—growing their businesses and staying ahead of the curve.”
SkyeTek Offers Subscription RFID Shouldn't we call it RaaS, for RFID-as-a-Service? SkyeTek (Westminster, CO), known primarily for supplying RFID interrogators, has gone one step further by marketing its Web-hosted application service for field inventory management. Called MetaFi, the solution pairs EPC UHF Gen 2 RFID tags and readers with software the company has already developed for its customers. SkyeTek will sell the service on a subscription basis for several hundred dollars per month, in addition to hardware costs, and will target markets in medical, consumer, and industrial goods manufacturing. “SkyeTek’s historic success in developing an embedded RFID reader platform for use in field-based products allows us to uniquely understand the requirements of a turn-key application that provides real-time visibility to inventory and employees throughout the sales chain,” said Rob Balgley, CEO at SkyeTek. “Our decision to add a business application to our existing portfolio was driven by our installed base of customers who need software to fully leverage the new data streams created from deploying readers onto their customers’ premises.” With its Web-based delivery model and subscription pricing, MetaFi delivers ROI is less than six months, according to SkyeTek. The model also allows users to scale their spend according to their needs. New customers can purchase SkyeTek readers or use third-party hardware. “Many RFID vendors and market observers continue to focus on technological minutiae, but the users we’ve surveyed and interviewed tell us loudly and clearly that to them, ‘RFID’ is about ‘real-time, fully integrated data’ they can use to improve their businesses,” noted Michael Dortch, Senior Analyst, Aberdeen Group. “SkyTek’s MetaFi solution responds to the top challenges facing RFID users—easing the integration and maximizing the business value of RFID-generated data, to help turn that data into higher revenues and better business processes.”
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Worth Your While
VARTECH 2008
BlueStar
September 15-17
Orlando
Poll-A-Rama III
Tri-Technical Systems
September 30-October 1
Dubuque, IA
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 The Doctor Will See You Now, SATO SATO America (Charlotte, NC) announced that its GL408e printer is now supported by Medical Information Technology, Inc. for use with its Meditech Laboratory and Microbiology product as well as applications in Pharmacy, Enterprise Medical Records, and Radiology. The GL408e can now be deployed for barcode label printing at hospitals and other healthcare facilities utilizing Meditech solutions without additional software or programming. The unit can also print from Meditech’s command line. “This is a significant step forward for SATO’s customers in the healthcare industry,” declared Gary Krause, Director of Marketing for SATO America. “With this certification, end-users can now easily deploy the GL408e into their Meditech environment in a much more efficient and cost-effective manner, and we are honored to be supported by this leading HCIS (Health Care Information Systems) solutions company.” SATO also unveiled two new features for its GL4e Series thermal barcode printer, including an internal label rewinder and the dispense option which includes internal liner rewind. The internal label rewinding design affords the rewinding of printed labels and tags onto the internal rewind spindle as a removable full roll. Intended for large run, batch-printing applications, it accommodates labels up to five inches wide. The dispenser option features an internal rewind mechanism that presents printed labels without the liner. This internal rewind component allows the operator to effectively and safely rewind the backing material as labels are dispensed by the printer, according to the company.
Honeywell Modifies Scanner for Specialty Codes Honeywell Imaging and Mobility (Skaneateles Falls, NY) has reworked its popular 3800g linear scanner to handle two-dimensional and high-density barcodes, with particular interest in the electronics and manufacturing sectors. The new 3800gPDF is capable of swipe-reading the widely used two-dimensional PDF-417 barcodes in addition to standard linear barcodes, while the 3800gHD is optimized for close range scanning of small high-density barcodes. Both of the new models deliver the reliable features of the legacy 3800g, according to the company, which include an ergonomic and durable design with no moving parts, high-performance Adaptus Imaging Technology 5.0, and five-year warranty. A “crisp, thin aiming line” ensures accuracy and intuitive use, even in applications where barcodes are packed tightly together, while an adjustable “good read” beep clearly confirms successful scanning. “These two new products fill important roles in providing the right solution to our customers based on their needs,” explained Lisa Danese, Product Manager for Handheld Imaging at Honeywell Imaging and Mobility. “Customers who benefit from the enhanced data capabilities of PDF barcodes but don’t have the requirement or the budget for a full 2D scanning solution now have a cost-effective answer with the 3800gPDF. In addition, the 3800gHD offers a no-compromises solution when high-density barcodes are central to a customer’s workflow.” |
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ALLIANCES
Wireless Digital Signage from Ingram Micro
I.C.G. (Lake Forest, CA), a leader in wireless digital signage solutions, has named Ingram Micro’s Digital Signage Division (Santa Ana, CA) as its strategic distributor. The agreement covers the U.S. market, with plans for global expansion, and includes I.C.G.’s end-to-end wireless digital signage hardware products, infrastructure, and services. I.C.G. (Internet Connectivity Group) was formed in 2004 to create and provide wireless solutions to the enterprise market. “We feel this agreement will create great opportunities for both companies, here in the U.S. and beyond,” stated Kevin Howard, CEO at I.C.G.
According to Kevin Prewett, VP, Vendor Management for Ingram Micro’s Digital Signage Division: “I.C.G.’s innovative wireless digital signage offering provides Ingram Micro with key technology and services for our solution provider and VAR/reseller networks to address the market. It is important for Ingram Micro’s Digital Signage Division to work with companies that advance their specific category, and I.C.G.’s leading-edge technology solution does just that. We are very excited to have entered into this agreement with I.C.G. as their strategic master distributor.”
In making the announcement, the two companies cited industry research that there will be more than one million digital signs installed in North America by 2009, with an eye-popping 135 million added over the next 10 years. I.C.G.’s wireless approach “redefines the industry standard” by eliminating costs associated with traditional wireless solutions, thus lowering the overall cost of entry into the technology.
Digi-Key Takes on More MicroTouch
Digi-Key Corporation (Thief River Falls, MN) will expand its 3M MicroTouch line card by adding 17, 19, 20, 22 and 32-inch wide-aspect ratio screen sizes to its existing ClearTek II touch system product set and by offering the ToughTouch II ruggedized touch system product. 3M’s ToughTouch surface-capacitive touch system is an impact-resistant version of its ClearTek product created by laminating 4-mm glass to the back of the touch sensor, making is suitable for vandal-prone and harsh environments.
“In response to the increasing trend for wide-screen LCDs in a variety of market applications, adding wide-aspect ratio ClearTek II touch sensors to our product set will enable our customers to continue to count on MicroTouch products to meet their interactive needs,” commented Mark Larson, Digi-Key President/COO. “And based on increased interest from our engineers for environmentally-robust products, adding the ToughTouch II product line will help us provide a rugged solution for their individual applications.”
“Digi-Key has really embraced 3M touch products as an integral part of their touch solution offering,” confirmed Chris Tsourides, Business Unit Manager, 3M Touch Systems (Methuen, MA). “And we’re confident that by expanding their ClearTek II line card they’ll continue to make this product a leading touch technology among their engineering customer base.”
Code
Corner
Wavelink Corp. (Midvale, UT) announced Wavelink Terminal Emulation (TE) 7.1, now available as a free upgrade to customers with maintenance agreements and for sale through the company’s partners. The software delivers enhancements such as customized mobile device screens, compatibility with third-party script editors, and additional language support. With the new WYSIWYG screen re-formatter, administrators can optimize TE screens for mobile workers—setting the proper size and resolution, including only relevant data fields, and providing onscreen help and notes for mobile users. In addition, administrators can now import and export scripts between the TE scripting utility and third-party text editors. This allows them to write TE scripts in their preferred utility. Finally, the Wavelink TE scripting utility now supports double-byte characters in Japanese, Mandarin Chinese, Cantonese Chinese, and Korean to further the usability of Wavelink Speakeasy voice-enabled emulation. “By focusing on reliability and ease of use,” said Mikkel Storm, Senior Product Manager, “Wavelink has built the most widely adopted terminal emulation solution on the market. Yet we continue to innovate and add new features that significantly improve productivity.”
INSTALLATIONS
EDGE of the City
Microsoft Corp. (Redmond, WA) has provided Circuit City with Tablet PCs running custom Windows-based applications for salespeople in the retailer’s new format “the City” locations. Dubbed the Enhanced Digital Guide Experience (EDGE), the new technology enhances the sales process by providing associates with immediate access to product information, inventory status, pricing and promotions, and third-party reviews—on their mobile devices and drawn from both back-end systems and the Internet. The two companies spent two years developing and testing the technology.
“With EDGE, sales associates can engage the guest, ask questions, and input feedback for product recommendations that match the guest’s preferences and budget,” stated Brian Leach, VP of New Concepts for Circuit City. “Because EDGE puts a wealth of information at our associate’s fingertips, we can hire from a broader talent pool and prepare them for the sales floor more quickly.”
“With consumer electronics products being upgraded as often as every 90 days, retailers are pressured to stay on top of all the latest trends while at the same time ensuring competitive pricing, clean stores, and well-stocked shelves,” added David Gruehn, U.S. Retail Industry Director at Microsoft. “By using Tablet PCs running Windows-based applications such as EDGE to elevate sales associates’ knowledge and effectiveness, Circuit City is differentiating itself from other retailers and tackling a key issue that all retailers face: how to increase customer loyalty and sales with a frequently evolving workforce.”
In addition to influencing store layout and operations, the new technology has impacted the retailer’s hiring philosophy in some surprising ways. Rather than searching exclusively for highly technical employees, it now reportedly looks for friendly associates with strong team-building and communication skills. It also credits EDGE with boosting the confidence of its employees, since they can now discuss any product in the store. Microsoft supports the system with Windows XP Professional Tablet Edition, SQL Server, SQL Server Express, Visual Studio, and the .NET Framework.
Now in Denver: Obama, Hillary, and GO-Tags
With the Democratic National Convention taking place in its home city, First Data has cleverly taken the opportunity to drum up publicity for its GO-Tag contactless payment technology by giving out the DNC-themed value cards to the delegates and media. These can be used to buy refreshments of up to $10 in value (the legal limit allowed by congressional ethics) at participating Pepsi Center concession stands. Commemorative Pins for Pepsi, so to speak.
The GO-Tag is First Data’s small-factor prepaid RF proximity card, which can be attached to key chains or even adhered to personal items such as cell phones, employee badges, or MP3 players. Despite the historic reluctance of U.S. consumers to embrace so-called near-field communication (NFC) payment schemes, credit-card processors continue to pursue entry-level opportunities, which would presumably culminate in an integrated ecosystem based upon mobile communications. In Phoenix, for instance, Visa and Chase have undertaken an effort to have their cardholders receive targeted, personalized marketing offers from merchants delivered directly to their mobile devices, and several mobile banking pilots are currently taking place.
Certainly, contactless “tap-and-go” technology utilizing standard-issue credit/debit cards has proven itself for fast-payment applications at quick-service restaurants, theme parks, and event concessions, with vending machines next on the horizon. What’s still open to question is whether or not dedicated solutions such as GO-Tag will ever find acceptance in the U.S., and even further, if such payment technology will make its way into the mobile devices themselves. In the meantime, one has to applaud First Data’s marketing department for capturing the attention of the politicians in Denver.
First Data’s GO-Tag Contactless Payment Card
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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
POS-X
Data Collection Terminals
CipherLab
Datalogic
Mobile
Honeywell
Imaging and Mobility
Janam
Technologies
ECRs / Touchscreens / Printers/
Parts and Supplies
CRS, Inc.
Receipt
Printers
Citizen Systems America
Star Micronics
Retail Software
InfoTouch
Logivision
Screen Protection
3M
Optical Products
Thermal Printers
Seiko Instruments USA
Touchscreens
FireBox Displays
MILESTONES
RiteMade Cranks Up “Super Press”
RiteMade (Kansas City, KS) has increased its printing capacity by 40% with the christening of its new flexographic “Super Press,” which will enable the company to produce custom-printed receipt tapes with virtually any design or repeat pattern at maximum operating speeds of 800 feet per minute. The press was built to RiteMade’s specifications by International Converting Machinery.
“This is a very exciting time for RiteMade and our customers,” noted Steve Schwartz, President/CEO. “It’s important that we continue to invest in the latest, most cost-effective equipment so that our customers have the tools to increase their business.”
RiteMade Paper is a converter of small paper rolls for business machines. The company, which is 100% employee-owned, has manufacturing plants and full-line warehouses in Richmond, CA, and Fredericksburg, MD, as well as Kansas City. The new press is RiteMade’s fourth. Over the next two years, the company anticipates rebuilding at least two of its other presses to these new specifications, with the next to include four-color printing capability.
It Was 20 Years Ago Today for M-S Cash Drawer
This month marks the 20th Anniversary of M-S Cash Drawer (Pasadena, CA) under the ownership of Paul Masson, President. Under Paul’s stewardship, the company has grown into one of the industry’s major value-added distributors of POS systems and peripherals to the reseller channel, with offices in three U.S. locations, Canada, Europe, and Japan. In marking the occasion, Paul pointed to the company’s plans to aggressively expand by adding new vendors, by developing new products, and through the launch of an updated Website next month featuring better navigation, more resources, and improved graphics.
“M-S Cash Drawer is committed to offering value-added services to the channel, including technical support, system integration, training and education, marketing, and creative financing opportunities,” Masson observed. “The trait that sets M-S Cash Drawer apart is our unyielding commitment to our partner channel. We always strive to offer competitive pricing and personalized service, and to work diligently with our partners to win business.”
At the recent RSPA Show, the company displayed its multi-layer cash drawers, which are composed of various full-size and half-size drawers manufactured in a single case. M-S presently offers the following combinations: 1/2, 1+1, 1+1/2, and 1+1/2+1/2. This multi-layer approach saves space and lowers initial purchase price and total cost of ownership. It also simplifies store operations and reduces theft. “What makes this product line even more exciting is the next generation,” predicted Sam Gopinathan, VP of M-S Cash Drawer. “Application providers will wed their software to the drawer. For instance, identification of a second user will automatically disable Drawer #1 and enable Drawer #2.”
Paul Masson, President, M-S Cash Drawer
Channel Factoid
Remember those rebate checks? According to the IHL Group, the $92 billion sent out by the U.S. government has been more than offset by higher consumer prices. In fact, 143.9% of that amount was swallowed up by high fuel and food prices during the past year, which tallied $132.4 billion. “Every sustained one-cent increase in fuel prices takes $1.7 billion a year out of U.S. consumer’s pockets for other spending,” estimated Greg Buzek, President of IHL. “These are sales lost to non-fuel retailers, restaurants, auto dealers, and other businesses due to the increase in fuel prices. Or put another way, sales lost to the retail economy in the past year due to a sustained rise in gas prices equates to the combined annual revenues for Kroger and Target.” But enough bad news—fuel prices did drop in time for the back-to-school shopping season.
HELLO GOODBYE
Posiflex Strengthens Southeastern Sales
Posiflex (Hayward, CA) has appointed Kevin Egyed to the position of Southeastern Regional Sales Manager. Egyed brings more than two decades of sales, business development, and product marketing experience to Posiflex. Most recently, he served as VP of Sales at Future POS. Previously, he worked for more than 14 years as Director of Sales, Eastern Region, for Squirrel Systems.
“Kevin’s broad range of channel sales and strategic marketing is a strong complement to the Posiflex sales team,” said Joel Snyder, Director of Sales at Posiflex North America. “Posiflex continues to recruit the best the industry has to offer and his dynamic leadership will be invaluable as we work to cement our position as a leader in the POS marketplace.”
Kevin Egyed, Southeastern Regional Sales Manager, Posiflex
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