This Week’s Product Pick

Intermec (Everett, WA) issued its IT67 Enterprise Lateral Transmitting (LT) RFID tag, with both edge and normal reading performance for portal and forklift applications. With edge reading, users can now read the data from the IT67 laterally, eliminating the need to face the tag directly. The IT67 is ideal for industries that track large metal containers such as the automotive, postal, and waste management industries, according to Intermec. The passive tag meets Gen 2 and 18000-6C requirements and comes equipped with rugged casing to survive extreme wear and tear. It also features a thin profile and provides read range performance of up to 26 feet. Further, the tag is reusable and can be mounted to containers with screws, rivets or double-sided adhesive strips. It is compatible with the complete suite of Intermec mobile and fixed RFID readers. “The IT67 is a significant advancement for our line of rugged, industry-leading RFID tags,” said Ray Cronin, VP and GM of RFID, Intermec. “The combined edge and normal reading ability allows businesses to optimize operations, save time, minimize shrinkage, and achieve better return on investment.”

Intermec’s IT67 Lateral Transmitting Tag

Worth Your While

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

NRA Show
National Restaurant Association
May 16-19, 2009
Chicago

ALL IN THE FAMILY

Speed Reading for RFID

Convergence Systems Limited (Hong Kong) introduced its CS101 UHF Gen 2 RFID handheld reader, which establishes new benchmarks for read range and inventory throughput, according to the company. CSL also announced its first set of North American solution providers authorized to resell the CS101: AssetPulse, Bentonville International Group, KeyTone Technologies, Queralt, RFID Global Solution, RFIdeaWorks, Ship2Save, and SimplyRFID.

Based on Microsoft Windows CE 5.0, and manufactured in CSL’s ISO 9001 facilities, the CS101 retails for between $1,950 and $2,500, depending on volume. It features read range performance of up to 7 meters outdoors and 7 to 11 meters indoors with AD-431 tags from Avery Dennison. Read rate is typically up to 150 tags/second for Dense Reader Mode—where 50 or more readers are present in one square kilometer—and much higher for non-DRM modes. In addition, the “Geiger Counter Search” function allows users to search for specific tags with audio and visual clues, based on RSSI value. A plug-on GSM/GPS module providing global connectivity and real-time positioning will be offered in the coming months.

“The amazing performance of the CS101 opens new doors for SimplyRFID to develop new asset tracking and supply chain management applications in our target markets of defense, logistics, and security,” testified Carl Brown, CEO of SimplyRFID (Warrenton, VA). “UHF handheld readers have long been pricey pieces of equipment offering medium performance compared to fixed readers. The CS101 fundamentally changes this state of affairs.”

CS101 UHF Gen 2 RFID Reader from Convergence Systems

Entry-Level Payments Made Easy

Things seem busy these days at Hypercom (Scottsdale, AZ). Of particular interest to RRN.Com readers, the company recently offered its PCI PED-approved, 32-bit Optimum T4205 card payment terminal and announced its North American consortium of distributors to market the entry-level dial device to smaller independent merchants. The T4205 shares the same platform and compact form factor inherent in Hypercom’s T4200 products. It features an intuitive keypad, large memory, and high-speed processing for fast transactions, as well as HyperSafe32 RSA-based security and support for three languages (English, Spanish, and French).

The consortium, consisting of The Phoenix Group, TASQ Technology, and POS Portal, will have exclusive indirect distributorship rights to sell the terminal through 2009. In addition, several major ISO (Independent Sales Organization) acquirers have indicated their intent to Class A certify the T4205 during Q1 of 2009, including Chase Paymentech, Elavon, National Processing Company (NPC), and TSYS Acquiring Solutions. First Data also agreed to support the T4205 on First Data’s platform.

“This product speeds certification time and time to market. Customers who have certified our T4210 or T4220 terminals are ready to go with the T4205. They do not have to re-certify their existing software. The quality assurance, support and training have already been done,” asserted Bernie Frey, VP of North American Sales at Hypercom. “The T4205 is a win-win for customers who have free terminal programs or are doing field upgrades, and for smaller merchants who want to benefit from electronic payments.”

Hypercom’s Optimum T4205 Payment Terminal

Join the Party at No Charge

Subscribe Today! Email:

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?

E-mail Michael Kachmar for advertising information,
or call 973-270-3284

Did you miss one of our issues and suddenly realize your competitors know more than you do?

Hurry ! Use the links below to catch up :

Week of October 27

Week Of October 20

Week of October 13

CERTIFICATION

Precidia Feeds PixelPoint

Precidia Technologies (Ottawa) announced that its TransNet payment engine has been certified with PAR’s PixelPoint POS hospitality software. By integrating TransNet with PixelPoint POS software, users have access to a wider range of certified processors, to which they can route credit card transactions by card type at no extra cost, according to the two parties. The payment solution is Visa PABP (Payment Application Best Practices) validated, with transactions removed from the POS system and housed instead on the POSLynx220 SSL-encrypted payment router.

“We are pleased to make Precidia’s payment engine available to our resellers,” commented Lino D’Angicco, COO of PixelPoint (Toronto). “TransNet takes an innovative approach to transaction processing, one which is both cost effective and easy to implement. The ability to process to a wider range of processors without any additional cost will help our resellers provide even better service to merchants who wish to work with a particular processor.”

Added Precidia President Deepak Wanner: “Our partners also value TransNet’s advanced management tools which streamline operations, such as reporting, 24/7 device access for support, and network status alerts. For many developers, this PABP-validated solution also eliminates the cost and resources involved in certifying software.” In addition, more processors compete for the merchant’s business, Wanner noted, leading to better rates.

Netkey Unlocks IBM Framework

Netkey (East Haven, CT) has completed validation of its Netkey Software Platform for the Ready for IBM Retail Integration Framework program. To achieve validation, Netkey developed integration with IBM WebSphere and IBM Tivoli middleware. Retailers now have the option of using IBM WebSphere middleware as the application server for their Netkey-powered kiosk or digital signage network, and the Netkey Platform will pass kiosk or digital signage media player alerts to the IBM Tivoli Enterprise Console for simplified monitoring and management of store devices.

The IBM Retail Integration Framework initiative brings together platform-independent software vendors to address next-generation, open-standards-based store environments. It leverages ARTS (Association for Retail Technology Standards), OAGIS (Open Application Group Integration Specification), and GS1 (Global Standards). A long-standing IBM Business Partner and Independent Software Vendor (ISV), Netkey has also been validated by IBM for use with the IBM Anyplace Kiosk.

“In today’s challenging economy, retailers are increasingly turning to self-service kiosks and digital signage as valuable tools to enhance the customer experience, improve employee performance, and generate sustainable returns,” stated V. Miller Newton, CEO of Netkey. “Achieving Ready for IBM Retail Integration Framework status reflects the power of the Netkey Platform as the software foundation for highly-scalable digital media systems that create brand differentiation and deliver real business value.”

[Editor’s Note: Torex has also entered the IBM Retail Integration Framework with its Java-based Torex Retail POS solution for large national and multi-national retailers.]

Code Corner

Lawson Software (St. Paul, MN) released Lawson M3 Analytics for Food & Beverage, its new application designed to help companies access business intelligence to improve their decision-making process in a few short weeks. Five keys areas are benchmarked and measured: sales, finance, procurement, production, and the warehouse. The software enables tracking of multiple performance metrics by individual product, customer, and account manager. Unnecessary reports are eliminated so decision-makers get the right information at the right time. The application includes 70 preconfigured key performance indicators (KPIs) and 50 pre-built scorecard reports commonly used by food companies. Sample KPIs include day sales outstanding, inventory turnover, delivery performance, and gross margin percentage. Sample scorecards highlight critical data such as sales versus budget, supplier performance, production variances, and customer debt. “Lawson Analytics for Food & Beverage is business intelligence made easy,” stated Rob Wiersma, Director of Industry Strategy, Food & Beverage, Lawson Software. “By offering our customers quick and easy access to industry-specific business intelligence tools, we can help them manage their business more strategically.”

PARTNER PROGRAMS

ISV Wants VARs to Grow the Pie

SpeedLine Solutions (Lynden, WA), perhaps the leading ISV (Independent Software Vendor) of POS for the pizza market, has launched its reseller alliance and introduced its first two authorized partners: POS Hotline (Hillsboro, OR) and TransformPOS (Madison, WI). “We are actively seeking to build the alliance with new resellers,” said Frank Marchand, SpeedLine Sales and Channel Manager, “but we are establishing new relationships with care.” The program includes extensive training, online tools and resources, discounts, and incentives for direct sales staff to partner with resellers on deals, according to the developer.

“We went looking for the best product to expand our reach in the pizza market,” reported TransformPOS President Bret Gundlach, “and chose SpeedLine based on its reputation in the industry. We like the company’s approach to VAR relationships because it encourages and rewards their in-house staff for working in close partnership with resellers.”

SpeedLine also announced that it has fulfilled Visa Payment Application Best Practices (PABP) requirements for its POS product line, including peripheral applications, as well as all company processes relating to product development, training, and data security. “Hackers are specifically targeting restaurant operators,” warned Terry Haan, SpeedLine VP of Development. “That’s why we made the decision to submit the entire SpeedLine product to a rigorous security audit.” He cited statistics from security consultant Trustwave which indicate that 90% of cardholder data compromise incidents are aimed at small merchants, with 52% of them in foodservice.

Hands Across the Water at Printek

Printek (Benton Harbor, MI) has extended its PrintekMobile Service Warranty Provider Program to international resellers of its printing solutions, as well as U.S. resellers. By becoming local service providers, international resellers can increase their customers’ satisfaction while simultaneously expanding their PrintekMobile sales margins, according to the manufacturer. Printek supports resellers in Canada, Central/Latin/South America, and Europe, with recent incursions into Asia and Africa. PrintekMobile serves as the brand name of the company’s mobile printer products.

PrintekMobile offers two warranty service programs to international customers: its standard one-year warranty and its extended Printek P3 three-year total warranty. Significantly, the standard one-year mobile printer warranty covers the entire printer—case, battery, and printhead. The PrintekMobile Extended P3 Warranty Program extends the standard one-year warranty to three years (battery and printhead are covered for first year only). International customers may return printers to their local authorized warranty provider for service. All covered repairs during the warranty period are free of cost to the customer (except for incoming shipping). By selling the P3 extended warranty service during the original printer purchase, resellers receive an additional discount from the list price of the P3 service, as well as the printer.

“The benefits of service contracts are compelling,” noted Doug Von Koenig, VP of Sales at Printek. “Well-maintained equipment lasts longer, requires less downtime to repair, and is more reliable. Regular service can also help customers plan for technology upgrades and replacements, avoid mistakes and duplication of efforts, and accelerate the adoption of new technology. When repairs are covered by a service contract, customers are less likely to postpone service on non-critical problems—thereby fostering top performance.”

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
Logic Controls
pcKeyboard
POS-X

Barcode Printers
Wasp Barcode Technologies

Data Collection Terminals
CipherLab
Datalogic Mobile
Honeywell Scanning & Mobility
Honeywell Scanning & Mobility/Metrologic
Janam Technologies

Keyboards
Cherry Corp.

Payment Processing
Precidia Technologies

Receipt Printers
Citizen Systems America
Star Micronics

Retail Software
InfoTouch
Toshiba TEC

Screen Protection
3M Optical Products

Thermal Printers
Seiko Instruments USA

ALLIANCES

Gotta Be Faster Than the Teenager Behind the Counter

Fujitsu Transaction Solutions (Richardson, TX) has partnered with Ready Theatre Systems (Hartford, MI) to provide Fujitsu’s U-Serv 100 and U-Serv 150 self-service kiosks to small-to-midsized movie theater companies across North America. Under the reseller agreement, RTS will integrate its RTS Ticketing Software with the Fujitsu kiosks and Fujitsu will provide ongoing hardware services and maintenance for the systems. Currently, RTS software is installed in more than 1,000 theaters across the U.S.

“RTS is well-respected among movie theater owners, and will be an excellent partner as we continue targeting our U-Serv kiosks and other technology to that industry,” explained Cathy Boss-Fessel, Director of Marketing, Channels/Alliances for Fujitsu Transaction Solutions. “Their niche among Tier 3-5 companies will help us reach theater chains of all sizes.”

Fujitsu’s U-Serv systems are versatile self-ordering kiosks designed for a variety of foodservice and entertainment venues such as quick-service and family casual restaurants, casinos, and theaters. Recently, Fujitsu announced it will target the self-service segment through its new “Univations” business initiative, headed by Peter Wolf, VP, Self-Ordering & Univations Operations.

Cathy Boss-Fessel, Fujitsu Transaction Solutions

Goodwill Hunting Discarded Computers

Dell and Goodwill Industries have brought their free computer recycling service, dubbed “Reconnect,” to the Greater New York and Northern New Jersey metropolitan area, extending coverage of the two states and adding 30 more drop-off sites. Reconnect offers consumers free recycling for any brand of computer equipment and peripherals in any condition. The program is also offered in California, Georgia, Michigan, North Carolina, Ohio, Pennsylvania, Texas, and Virginia.

Under the program, Goodwill will accept and sort the donated computer equipment and Dell’s product recovery partner will recycle and remarket materials such as plastics, glass, and metals. All proceeds go to Goodwill to support the non-profit’s job training and employment services programs. Consumers are responsible for removing data from hard drives and other storage media before donating to Goodwill. Consumers can also request a Goodwill receipt at time of donation.

“Dell wants to make computer recycling easy and free for consumers and Reconnect helps make that possible,” commented Joe Strathmann, Head of Product Recovery Services for Dell. “Reconnect is a win for consumers, a win for the environment, and a win for communities, and we’re glad to work with Goodwill on expanding Reconnect to cover New York City.” In 2007, Dell collected 102 million pounds of IT equipment from customers, an increase of 20% over the year before.

Channel Factoid

An overwhelming majority of consumers (81%) believe that some retail locations are more safe than others for using credit and debit cards, and three out of four (74%) will not shop where they feel their financial or personal information may be at risk. Many consumers think retailers aren’t doing enough to protect their data. Almost half (42%) worry that their retailers’ POS systems are insecure or at risk of fraud, while only one in twenty (4%) worry their receipts will be stolen or copied. Fully 83% of these consumers would feel more confident with an industry-standard security certification for POS systems. “Consumers are concerned with how retailers handle their personal information and are likely to take their business elsewhere if they feel their information is at risk,” concluded Anne Bonaparte, President/CEO of Solidcore Systems, which sponsored the study.

HELLO GOODBYE

ScanSource Security Makes Executive Promotions

ScanSource Security (Greenville, SC), the sales unit of ScanSource, Inc., announced two changes to its management team. Tony Sorrentino has been named VP of Sales and Paul Constantine VP of Merchandising.

Sorrentino was one of the first executives to join ScanSource Security when it was founded in 2004. He previously served as VP of Merchandising for the company, where he took the lead in establishing the vendor line card and strengthening these strategic vendor relationships. Prior to joining ScanSource Security, Sorrentino served as Director of Merchandising for the ScanSource POS & Barcoding sales unit.

Constantine comes from ScanSource, Inc., where he served as VP of Solutions and Services and managed the company’s value-added offerings for resellers in all sales units. Constantine joined ScanSource in 1999 and served as Director and VP of Merchandising for the company’s ScanSource POS & Barcoding sales unit.

“Tony and Paul have been instrumental to the growth and continued success of ScanSource, Inc., serving as great partners to both our vendors and customers and providing outstanding leadership for our employees,” said Scott Benbenek, President of Worldwide Operations, ScanSource, Inc. “We’re excited to have them leading the ScanSource Security sales unit as it continues to grow and evolve.”

Constantine was also very active with the Retail Solutions Providers Association (RSPA) and POS industry overall. He will remain as Chairman of the Education Committee for RSPA, according to ScanSource, and in his new role hopes to bring new opportunities for growth to the RSPA membership.

Tony Sorrentino	Paul Constantine

New Channel Head at Trend Micro

Trend Micro (Cupertino, CA) has tapped Cody Leser as Senior Director of North America Channel Sales, where he will execute channel strategy, manage partnerships, and drive sales. Leser previously oversaw sales, distribution, and the channel in the U.S. and Canada for McAfee. Prior to that, he was VP of U.S. Sales and Operations at Novell. At Trend Micro, he will report directly to Darren Blank, VP of North America Sales and Marketing.

“Leser brings years of channel sales, operations experience, and a proven track record of exceeding sales goals,” stated Blank. “Trend Micro’s sales and marketing team is 100% channel-committed and Leser will play a key role, along with our team, in achieving our channel objectives.”

Last month, Trend Micro won the 2008 Leap Award from Ingram Micro, given to the distributor’s vendor that demonstrates outstanding growth and partnership qualities. “We are pleased that Ingram Micro is recognizing our efforts to grow and partner across a broad set of performance factors,” Leser remarked.