This Week’s Product Pick
NCR (Dayton, OH) premiered its RealPOS 70xrt POS workstation, just in time for the National Association of Convenience Stores Show in Chicago. It employs Intel’s Core 2 Duo processor with Intel vPro technology and the Mobile Intel GM45 Express chipset and can reduce energy consumption by up to 50% over previous generation POS terminals, according to the company. The 70xrt was built with an innovative “EZ-Glide” blade system that allows for tool-free access to internal components. “Multi-Tiered Systems Manageability” offers three levels of systems management, including local LED dashboard, “out-of-band” remote management via Intel’s Active Management Technology 4.0, and remote information technology management software through the NCR Retail Systems Manager. The terminal’s high-resolution interactive touch capabilities and flexible consumer-facing display system support options for order verification, promotions, and loyalty programs. “The NCR RealPOS 70xrt arms retailers with ‘extreme retail technology’ from a trusted provider that enables business agility, and provides performance, manageability, and flexibility to protect their investment for the future,” declared Richard Arnold, NCR VP for Retail Industry Marketing.
NCR RealPOS 70xrt
COMPANY BUSINESS EDS Deep Dive into Retail EDS (Plano, TX), now an HP company, will expand its retail industry consulting practice with an end-to-end targeted core retail solution for demand/supply chain management produced in cooperation with Aldata (Atlanta). Designed specifically for the convenience, grocery, and drug segments, the solution seeks to leverage the EDS “Designed for Run” implementation methodology and Aldata’s GOLD retail software suite, along with the two firms’ consulting experience in retail and technology. It integrates legacy systems through Service-Oriented Architecture (SOA). “EDS understands that now, more than ever, retailers in all segments are facing increasing challenges due to new competitive formats entering the marketplace, the blurring of channels, consolidations, and price transparency, which are driving the requirement for even more retailer differentiation,” explained Mike Klaus, VP, Global Consumer and Retail Industries at EDS. “Our first-of-its-kind Designed for Run methodology lets customers take a comprehensive approach to meeting these challenges.” EDS’ new solution seeks to help retailers more effectively manage local consumer demand with relevant store assortments through improved ordering and merchandising. In addition, it provides an applications management support model based on the Information Technology Infrastructure Library (ITIL) set of standard processes and tools. A business can chart the course to its strategic goals, implement its “measured modernization roadmap,” and anticipate the cost of operating the final collective system over its lifetime, according to the two parties. HP bought troubled EDS in August for $14 billion, immediately doubling its revenue from services, to $38 billion, and bolstering its standing as the world’s largest technology company by expanding from its base in hardware sales. “The combination of HP and EDS will create a leading force in global IT services,” predicted Mark Hurd, HP’s CEO, in making the announcement. “Together, we will be a stronger business partner, delivering customers the broadest, most competitive portfolio of products and services in the industry. This reinforces our commitment to help customers manage and transform their technology to achieve better results.”
Management Team Buys Out APG Cash Drawer The management team of APG Cash Drawer (Minneapolis), in conjunction with a local investor, has purchased the assets of APG from the original owner, UMI Company, Inc. UMI has held APG in its portfolio since its inception, more than 30 years ago. The new investor, Private Capital Management, funds Minnesota-based businesses. “The APG team is excited about this opportunity to continue to create and deliver superior value to our customers around the world,” said Mark Olson, President of APG Cash Drawer, LLC. He noted that the deal has been 14 months in the making, and doesn’t expect APG’s customers and partners to experience any noticeable transition. APG plans to extend and expand its reach into the worldwide POS market, and the ownership change should help move those plans along. “It gives the APG management team some equity position in the company, so there’s added motivation, not that they weren’t motivated before,” Olson remarked. In addition to himself, that management team includes APG’s CFO and the directors of sales and marketing, operations and manufacturing, and engineering. “We would like to thank our customers and suppliers for the trust and confidence they have placed in us and our products,” Olson said. “They have helped fuel our growth into the company we are today.”
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Worth Your While
Retail Market Seminar
Ingram Micro Data Capture/POS Division
October 28
Santa Ana, CA
IMPACT Now
ScanSource
November 10-11
Orlando
NRF Annual Convention & Expo
National Retail Federation
January 11-14, 2009
New York
ProMat 2009
Material Handling Industry of America (MHIA)
January 12-15, 2009
Chicago
Inspire 2009
Retail Solutions Providers Association (RSPA)
January 18-21, 2009
Aruba Marriott Resort
ALL IN THE FAMILY
Mobile Computer Does Everything but Steer
Motorola’s Enterprise Mobility Business (Holtsville, NY) rolled out its new VC6096 in-vehicle/fixed-mount mobile computer for transportation and logistics providers, designed to help maximize driver productivity, reduce costs, and improve customer service through comprehensive, state-of-the-art voice and data capabilities. With integrated GPS, the VC6096 supports real-time location-based applications, from directions for drivers to fleet location for dispatchers. It also features 3.5G WAN connectivity on the GSM network for route optimization and communications.
“The VC6096 improves the efficiency of mobile workers on the road with real-time connectivity and instant communication—when and where they need it,” stated Brian Viscount, VP of Mobile Computing, Motorola EMB. “By enabling organizations to more quickly, easily, and accurately capture relevant driver and vehicle data, enterprises will reduce paperwork and increase efficiency by automating the driver logs, time cards, and highway fuel tax reports.”
Interestingly, the VC6096 improves the safety and lifecycle of vehicle fleets with integrated SAE J1708 and SAE J1939 telematics support. Transportation customers are now armed with the tools for automatic monitoring and collection of engine operation information, according to Motorola, providing dispatchers with visibility into engine error codes to improve overall maintenance, driver productivity, and vehicle utilization. The VC6096 can also provide information on the driving patterns of mobile workers to identify safety and service issues. Lastly, Motorola offers its “Service from the Start” Comprehensive Coverage, which covers repair of all hardware components.
Motorola’s VC6096 Mobile Computer
Precidia Empowers Ether232Duo
Precidia Technologies (Ottawa) has added new features to the Ether232Duo product, its popular RS-232 to Ethernet converter, most notably the capability to power two 9V serial devices while simultaneously connecting them to a broadband IP network. This new feature eliminates power adapters, ideal for use in environments such as retail stores or kiosks where space and power receptacles tend to be limited. Introduced in 2006, the Ether232Duo integrates two RS-232 ports and one Ethernet port.
Other new features in the latest version of the Ether232Duo include enhanced NetVu tools for network management. In addition to delivering 24/7 alerts and reporting, users can now employ NetVu to change the Ether232Duo’s configuration, representing significant time savings for IT managers, according to Precidia. For European users, the Ether232Duo has now been built in compliance with RoHS standards restricting the use of hazardous substances in the manufacture of electronic equipment. The device still offers all of the features available in its earlier versions, including 10 and 100 BaseT Ethernet options.
“The ability to power an end device such as a payment terminal or card reader has been tremendously popular among users of our iPocket232 product,” reported Deepak Wanner, President of Precidia Technologies. “The addition of this feature to the Ether232Duo allows those networking multiple devices to benefit as well. The ability to now configure the product using NetVu brings additional value to these users.”
Join the Party at No Charge
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STARTS & STOPS
EcoHub Launched by SAP
Web 2.0 continues to roll out across business. The latest manifestation: SAP’s EcoHub, an online marketplace that helps customers to “discover, evaluate, and buy” third-party solutions that complement and work within their SAP installations. EcoHub features certified partner offerings, including SAP solution extensions, endorsed business solutions, and Powered by SAP NetWeaver, Certifed by SAP NetWeaver, and Business Objects certified solutions.
“Customers consider many elements beyond price when evaluating software options to complement their existing installation,” observed Henry Morris, SVP of Worldwide Software and Services at the market intelligence firm, IDC (Framingham, MA). “With the spread of social networking into the enterprise, customers will look for a Website that incorporates feedback from their peers on the merits of specific solutions. SAP EcoHub provides access to the community of fellow SAP customers, combining user feedback with partner demos and partner lists, enabling an informed buying decision.”
“SAP EcoHub is a natural extension of SAP’s strategic design and thoughtful execution of our customer-focused ecosystem,” declared Zia Yusuf, EVP, Global Ecosystem and Partner Group, SAP AG (Walldorf, Germany and Newton Square, PA). “Complementary third-party solutions, an engaged community, and opportunities for co-innovation are core to ultimate success for our customers. SAP EcoHub exemplifies this strategy.”
Cisco Center in Clearwater
Tech Data (Clearwater, FL) has opened its new Cisco Solutions Center, which gives resellers and their customers free hands-on experience working with the latest Cisco offerings. With nearly $1 million worth of Cisco equipment, the 650-square-foot center comprises several solutions stations and can be reconfigured or equipped upon request with any Cisco products available through Tech Data—from small business networks to enterprise-class, advanced technology solutions.
“The Cisco Solutions Center at Tech Data will feature nearly all the Cisco product and solutions Tech Data carries,” promised Julie Hens, VP, Channels U.S./Canada Distribution at Cisco. “The new facility provides our valued partners with an engaging environment to showcase Cisco solutions, host trainings, and deliver a strong, professional impression to customers that puts them one step ahead of the competition and helps maximize profitability.”
The Cisco Solutions Center also will host educational activities and allow resellers to train and familiarize their sales and technical staffs with the latest Cisco solutions. Tech Data’s Cisco system engineers, product sales champions, and other on-site resources will be on hand to assist and configure the facility as new products are released.
Code
Corner
POSitive Software Co. (Richland, WA) released POSitive Retail Manager Version 5.3.3 with refinements such as faster program start for sales clerks and faster inventory look-up. Several additional features have been provided: multiple orders for the same customer can be merged into one invoice; multiple orders for different customers can be batch converted to individual invoices; enhanced touchscreen features have been added for customer order processing and inventory item look-up; inventory look-up can be filtered to show only items in stock; and inventory items that are accidentally deleted may now be recovered. In conjunction with the release of PRM 5.3.3, which is built around Microsoft SQL, POSitive Software now offers optional 24/7 technical support for all users of its products.
ALLIANCES
Zebra Leaves Hospital
Zebra Technologies (Vernon Hills, IL) has signed an agreement with Managed Healthcare Associates (MHA), the largest “alternate site” GPO, or Group Purchasing Organization, in the U.S. The three-year, full-line agreement makes Zebra’s barcode and card printers, as well as its supplies and service agreements, available to MHA’s more than 475 members for identification, tracking, and access control applications. MHA’s non-hospital business includes alternate sites such as physician’s offices, nursing homes, and college campus healthcare facilities.
“Increasing patient safety is among the highest priorities in healthcare today,” noted Kelly Decker, Contract Coordinator at MHA (Florham Park, NJ). “Having effective information technology in place is a key step in building a culture of safety that enables providers to improve outcomes and quality of care throughout their organizations. The comprehensive range of barcode solutions Zebra offers will help our members minimize medical errors while also reducing costs and streamlining workflow.”
According to The Institute of Medicine, at least 1.5 million preventable adverse drug events occur annually in the U.S. Over the past several years, medical error reduction and patient safety have moved up the scale of priorities for healthcare IT executives. Barcode solutions can help in areas such as patient identification, medication labeling, lab specimen collection, radiology film labeling, and surgical instrument tracking applications, with many vendors now employing the “top-down” strategy of working with the major healthcare buying groups that dominate purchasing and distribution of supplies.
More Squirrels Sighted in Arizona
Canadian-based AM/PM Services will be expanding its reseller partnership with Squirrel Systems to include sales of hospitality POS in Arizona. Concurrently, AM/PM has appointed POS industry veteran Dave Nolan to the position of President of AM/PM’s Arizona Division. This continues the hard charge of AM/PM into the U.S., with recently opened locations in Texas, Louisiana, Arizona, and “more planned for the future.”
“Our strong relationship with AM/PM has been successful from its beginning and we are pleased to now be working with AM/PM in Arizona,” observed Bob Mackett, President of Squirrel Systems (Vancouver, BC). “We look forward to AM/PM continuing to build on their reputation of delivering superior sales and service for their customers.”
AM/PM President John Chan added: “Dave and his AM/PM team have significant experience in the Arizona point-of-sale market and have worked with many local restaurants. Their experience and his successful business relationships will be beneficial as AM/PM grows in this market.”
Key
Advertiser
Links
Be sure to visit these vendors for the latest in channel products and offers for resellers.
POS & Auto ID Distribution
BlueStar
Ingram Micro
ScanSource
POS & Peripherals
Bematech
Logic Controls
POS-X
Barcode Printers
Wasp Barcode Technologies
Data Collection Terminals
CipherLab
Datalogic
Mobile
Honeywell Scanning & Mobility
Honeywell Scanning & Mobility/Metrologic
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
INSTALLATIONS
Fujitsu Playing at RadioShack
Fujitsu Transaction Solutions (Richardson, TX) has been chosen by RadioShack Corporation to automate the retailer’s POS and to create its centralized store management and returns management system. Under the agreement, Fujitsu’s GlobalStore, StoreCenter, and ReturnCenter software will be deployed in 4,500 RadioShack locations across the U.S. starting in 2009.
“RadioShack is one of the most respected consumer electronics specialty retailers in the United States, processing millions of transactions each year,” emphasized Danny Westheimer, Regional VP of Sales for Fujitsu. “We’re excited they are placing their trust in Fujitsu’s family of retail software solutions for their POS system.”
Fujitsu’s GlobalStore spans POS, cash management, and back office applications. It runs on the Microsoft Windows-based integrated retail software platform and employs Service-Oriented Architecture (SOA). Its retail-specific, modular architecture and rapid-development tools make the software easy to customize and maintain, lowering the retailer’s total cost of ownership, according to Fujitsu. StoreCenter provides centralized store management and ReturnCenter tracks and controls returns across all channels (in-store, telephone, and Internet).
[Editor’s Note: Fujitsu has mounted an effort to recruit POS resellers through its new PowerPartner Channel Program. Look for more information on this opportunity in upcoming editions.]
Radiant Welcomes the Neighbours
Radiant Systems (Atlanta) has signed an agreement with Petro-Canada to deploy its self-service POS solutions to the Canadian convenience retailer’s Neighbours sites, which emphasize food and coffee as well as traditional fuel and convenience offerings. Petro-Canada, one of Canada’s largest oil and gas companies, is leading the way in bringing customer self-service to that country’s market. In addition to the in-store food ordering kiosks, Radiant will provide POS hardware and software for all Neighbours drive-through locations.
“To compete effectively for the time-starved consumer, we have to offer not only great products, but also the fastest possible service,” offered Corinn Smith, advisor for downstream communications at Petro-Canada. “Radiant’s Customer Self-Service solution puts the consumers in complete control of their food orders and allows our staff to focus on friendly service and preparing excellent meals.”
Radiant also announced it has partnered with Gilbarco Veeder-Root (Greensboro, NC) to integrate its POS with Gilbarco’s FlexPay outdoor payment terminal. This was accomplished through Radiant’s fourth-generation Tiger forecourt controller and Gilbarco’s FlexPay Software Development Kit (SDK), requiring no third-part devices and ensuring industry-leading transaction speeds at the dispenser, according to the two parties. It employ’s Gilbarco’s “Over Legacy Cable” technology, which does not require rewiring of the forecourt, and meets EMV (Europay, MasterCard, and Visa) Level 1 and Level 2 Certification and Payment Card Industry PIN Entry Device (PCI PED) approval.
Radiant: 5,000 Kiosks Deployed Worldwide in Convenience Stores
Channel Factoid
The majority of small businesses (60%) rely on technology to both help the environment and save money. Overall, more than one-third (38%) report that they are more focused on being environmentally friendly than they were only one year ago. And fully 94% believe technology is an important tool to help accomplish that goal. Here’s what they do: 28% set standards to manage power consumption for computers, 26% allow employees to telecommute, 16% have upgraded their server infrastructure with energy-efficient technology, 15% employ mobile technology, and 14% conduct live meetings that share resources such as presentations over the Web. This study was conducted on behalf of Microsoft by KRC Research.
HELLO GOODBYE
Farrell “Tagged” for Avery Dennison RFID
Avery Dennison has named John “Jack” Farrell to the position of VP and GM, RFID Division. Farrell will be based in the RFID Division’s headquarters in Flowery Branch, GA. He replaces Robert Cornick, who recently moved to VP and GM of Avery Dennison’s Printer Systems Division.
“Jack brings a wealth of managerial experience to the RFID business, which is just beginning to take hold in Europe and the U.S.,” stated Dean Scarborough, President/CEO. “Every day we are seeing new applications and uses for RFID and our business has quadrupled during the last year. In this important role, Jack will define and execute plans to identify application-based markets and develop and implement strategies for accessing them, grow the RFID business with profitable initiatives that leverage our competitive advantages, and enhance revenue-building relationships.”
Farrell joins Avery Dennison after two years as senior merger and acquisition advisor to private equity firms, including GTCR Golder Rauner. Many of our readers will remember him from his tenure as President/CEO of PSC (now Datalogic Scanning) from 2004 to 2006.
Jack Farrell, VP & GM, Avery Dennison RFID Division
Hypercom Picks Pair for Multilane and Modular Products
Hypercom (Scottsdale, AZ) has appointed Lloyd Baylard as VP and GM, Multilane Products, and Rod Hometh as SVP and GM, Modular Payments Business Unit. Baylard, formerly VP of Ingenico Groupe’s Retail Solutions in the U.S., will now lead Hypercom’s “accelerating” multilane sales effort in The Americas. He takes over for Hometh, who will now be responsible for building the newly created business unit dedicated to driving sales of modular products to the unattended market in The Americas. Both executives report to Heidi Goff, President and Managing Director, The Americas, Hypercom Corporation.
“Lloyd Baylard and Rod Hometh are two highly seasoned and accomplished executives who significantly strengthen our team and help build on our global competitive positioning,” Goff asserted. “Lloyd’s expertise, know-how, and skill will enhance our growing presence and drive for market share in multilane. Rod’s successful management and growth of our ISO, key accounts, and multilane businesses well position him to spearhead our drive to open new revenue streams in the burgeoning arena of unattended electronic payments.”
Baylard brings more than 20 years of sales and management experience in multilane POS and payment transactions, including his 15 years with Ingenico and previous experience with IBM Retail Store Systems. Hometh joined Hypercom in 1995 as Sales Director and has served the company in a variety of executive sales positions, including SVP, Global Accounts.
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