This Week’s Product Pick
Panini (Dayton, OH) unwrapped its “I:Deal” check scanning platform designed specifically for small business remote data capture (RDC). The Panini I:Deal utilizes patented technologies to deliver high-quality, dual-sided image capture, document franking, and advanced reading technologies in the areas of MICR and OCR. A pocketing capability minimizes paper handling and the wide feeding area accommodates documents of varying size. Additionally, through self-adjusting capabilities, the Panini I:Deal provides an optimal user experience in the wide variety of environmental conditions encountered in small business RDC implementations. Running Windows XP or Vista, the compact, ergonomic unit (measuring 3.2 in. x 6.6 in. x 7.9 in.) interfaces with USB 2.0 and carries an MSRP of $299. Early adopters include NCR, Wausau Financial Systems, ProfitStars, Metavante, and Heartland Payment Systems. “We’re very fortunate to have such a highly esteemed group of industry influencers get behind this product so early, “ noted Doug Roberts, President, Panini North America. “We’re not surprised, however. The distributed capture market needed a product with the ability to facilitate downstream adoption of RDC to small businesses, so we worked together to deliver the ideal solution.”
I:Deal Check Scanning Platform from Panini
MARKET WATCH RRN.Com Executive Interview Series Justin Scopaz, Ingram Micro Data Capture/POS Division, Looks at 2009 We thought we’d catch up with Justin Scopaz, who took the reins of Ingram Micro’s Data Capture/POS Division (Carlsbad, CA) last October as VP & GM. Ingram Micro, the world’s largest IT distributor, entered our channel more than four years ago and has steadily added to its capabilities in Data Capture and POS while simultaneously leveraging the formidable strengths of its position in the horizontal technology marketplace. Scopaz replaced John Soumbasakis, who was promoted to SVP & GM of Strategic Divisions, which includes DC/POS. -We understand you’re making changes to your Partner Invitational Show for 2009. Can you elaborate? This year, we’re pushing out our Annual Partner Invitational from February to May so our reseller and manufacturer partners can travel with limited interference from the weather. It’s set for the Pointe Hilton Tapatio Cliffs Resort in Phoenix on Tuesday, May 12 to Thursday, May 14. We’re also providing attendees with more opportunities to participate in sessions focused on key vertical markets and best business practices so they can walk away with concrete action items. -Will you be making any changes to your line card this year? Our focus in 2009 will be to grow the business with those vendors already on our line card, as well as to identify and fill those areas that remain open, or present an opportunity to add another product or service. We’ve added a number of vendors in 2008, including Hewlett-Packard POS and Baracoda, and you can expect several announcements in this area shortly. I should also note that we’ve seen solid success with our end-to-end solutions offerings, that is, cross-selling between Ingram Micro and the Data Capture/POS product line cards. VARs really value the single-source capability we can offer. -What changes will you be making to your partner program in 2009? Being Ingram Micro, we have vast resources, tools, and programs available to our VARs. This includes our division’s demo program, which allows VARs to borrow products to help close the sale, as well as broader channel communities such as the VentureTech Network, SMB Alliance, and GovEd Alliance. These offer members additional benefits such as education and networking events. A relatively new program focuses on business intelligence and lead generation. This department is dedicated to analyzing end-user data and providing relevant leads to VARs. Moreover, we track those leads to the end of their cycle. This fee-based program is just one example of the advances we’ve made in our customer offerings. -What new technologies hold promise for your POS and Auto ID VARs? The opportunities depend on the size of the end-user opportunity. For VARs focused on smaller end-users, just getting those customers up on the secured network, incorporating asset-tracking solutions, IP video surveillance, and/or digital signage can go far towards improving business efficiencies. For VARs supporting larger end-users, we see virtualization and sales channel expansion into e-commerce as key opportunities for VAR growth. -What new trends should VARs note? Managed Services is an obvious point. VARs may adopt this service model to become more efficient in their internal operations, as well as to provide better service and support for their customers. Software-as-a-Service (SaaS) and Cloud Computing, which go hand-in-hand with Managed Services, allow VARs to scale their services, reduce the cost of procuring technology, and establish on-premise server infrastructure at the customer. Some of the trends you and I have spoken about in the past—including kiosks and contactless payments—continue to show potential in the POS space. -How can VARs capitalize on the current economic troubles? By focusing on solving problems with the right technology and service. To really move the needle in 2009, VARs will need to market and sell ‘resolution.’ Vertical markets, especially customer-facing industries like retail and hospitality, are hungry for ways to improve their operational efficiencies without compromising service to the customer. And if your customers lack funds, take advantage of financing and leasing programs.
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Worth Your While
AIM Technology Leadership Summit
Association for Automatic Identification and Mobility
April 20-22
Chicago
Put RFID 2 WRK
RFID Journal Live
April 27-29
Orlando
KioskCom
(Self-Service Expo & Digital Signage Show)
JD Events
May 6-7
Las Vegas
5th Annual Partner Invitational
Ingram Micro Data Capture/POS Division
May 12-14
Phoenix
NRA Show
National Restaurant Association
May 16-19
Chicago
NACStech
National Association of Convenience Stores
May 18-20
Grapevine, TX
RetailNow 2009
Retail Solutions Providers Association (RSPA)
July 11-16
Las Vegas
ALL IN THE FAMILY
OKI’s Full-Line Play
OKI Data Americas (Mount Laurel, NJ) has continued its push into Auto ID and POS with the introduction of its new line of mobile thermal printers, the LP441, LP470, and LP480. The new printers thrust the technology forward through performance, features, and design, according to the vendor, with print speed of up to four inches per second and resolution as high as 305 dpi (in the case of the LP480) in compact, lightweight form factors. Standard features include antibacterial housing, linearless material handling, and wireless connectivity. The new thermal label printers are backed by OKI’s one-year overnight exchange warranty and priced as follows: $663 for the two-inch, 203-dpi LP441; $829 for the four-inch, 203-dpi LP470; and $1,036 for the four-inch, 305-dpi LP480.
In an interview with RRN.Com, Nick Ciarlante, Senior Marketing Manager, Mono/SIDM/Specialty Products, related that OKI intends to wield its full-line printing capability to maximum advantage. “OKI can now provide your color printing for signage, all your mono printing needs, thermal or dot matrix receipt printers for the front end—and now, with the addition of these mobile printers, we become the only single source provider of all these printing solutions in the market,” he declared. Ciarlante, who formerly worked in Auto ID at Metrologic Instruments, now part of Honeywell Scanning & Mobility, described OKI’s move into thermal printing as a natural evolution of its success in dot-matrix.
In addition to bringing to bear the resources of a multi-billion-dollar company, OKI now plans to move aggressively into the Auto ID/POS channel. Within the next 30 days, it will finalize its partnership with one of the broadline IT distributors to handle the new mobile thermal printers. It will also extend interest-free financing on these products for the next three months, as well as offer free 30-day trials of the new products for resellers.
LP470 Mobile Thermal Printer from OKI
Citizen Printer Labeled “High End”
Citizen Systems America (Torrance, CA) has shipped its CLP-531 300-dpi thermal barcode printer. The new device delivers unique features such as high-opening metal print mechanism, color-coded operational levers allowing for easier operation, and an adjustable media sensor that can handle diverse label configurations, according to the company. Horsepower includes 8 MB of DRAM and 2 MB of flash memory, with an onboard 32-bit RISC processor to provide fast, first label out printing. Its 300-dpi head ensures sharp, clear printing of 2D barcodes, small-point-size fonts, and intricate graphics and logos.
“There is exceptional value built into the CLP-531,” commented Max Yamazaki, Citizen’s President and CEO. “The combination of features makes it the ideal price and performance thermal solution for healthcare, pharmaceutical, and other packaging markets such as electronics, cosmetics, and jewelry.”
As with most of Citizen’s printers, the CLP-531 provides standard connectivity with parallel, serial, and USB, along with optional Ethernet. For greater convenience and safety, the CLP-531 features an internal power supply, thus “eliminating the brick used with typical power cords.” Finally, optional peeler and cutter modules offer greater printer configuration and application flexibility.
CLP-531 Thermal Barcode Printer from Citizen
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CERTIFICATION
Precidia Adds Datasym, Toshiba TEC
Busy month for Precidia Technologies (Ottawa, Canada), the supplier of Internet Protocol (IP) payment and networking products. Precidia’s TransNet payment engine software with POSLynx200 router was integrated for use with POS systems from Datasym (Brantford, Ontario, Canada) and ECRs from Toshiba TEC America (Atlanta), as well as certified by payment processor First Data (Denver). TransNet delivers secure, flexible credit, debit, gift and loyalty transactions to any certified payment processor. It offers multiple benefits to the user, including simple integration of peripherals, automatic dial back-up, and reporting capabilities.
“We’re pleased that TransNet is now available to Datasym customers,” shared Rick Sterne, President of Datasym. “We like to offer our customers options and this is another alternative that allows the merchant to work directly with any processor. It can help reduce their costs, and in addition, these customers can rest easy knowing their payment solution is secure.”
Precidia also announced new reduced pricing for its IP migration packages for Canadian retailers faced with the phase-out of Datapac 3201 service. This x.25-based telecommunications service is used for credit, debit, and ATM transactions in Canada, but will be deemed obsolete in December 2009. Compelled by this deadline to migrate to an IP-based solution, retailers can also position themselves for mandatory compliance with the EMV (chip card) standard for transaction processing, which cannot be met using Datacap 3201 service.
“Replacing legacy POS systems with newer EMV and IP-capable systems can cost tens of thousands of dollars and many months to implement,” observed Deepak Wanner, Precidia’s President. “The Precidia solution’s cost has been reduced by as much as 30%, and it can be deployed quickly.”
CAP and Java for CognitiveTPG
CognitiveTPG (Lincolnshire, IL) announced that its A798 and A799 POS receipt printers are now certified to work with CAP Retail Manager Software. CAP Software (Fort Worth, TX) develops and markets POS solutions for SMB retailers in many verticals, including home and hardware, gift stores, and auto parts and accessories. The A798 and A799 are the latest line of receipt printers from CognitiveTPG and boast built-in high-speed performance, small footprint, liquid dam construction, and easy drop-and-load design.
“At CAP, we value strong vendor partners that share the same goals,” stated President Will Atkinson. “In the case of CognitiveTPG, we quickly understood after rigorous testing the reliability of the A798 and A799 receipt printers.”
CognitiveTPG also announced the addition of JavaPOS drivers to its installation CD for A798 and A799 receipt printers. The company’s support for JavaPOS allows users with Java-based applications on Windows and Linux-based operating systems to network with its printers, further enhancing CognitiveTPG’s offerings and value to the marketplace, emphasized the vendor. In addition to the A798/A799 installation CD, the JavaPOS drivers, along with all other CognitiveTPG printer drivers, can be accessed and downloaded from the company’s new Website.
Code
Corner
POSitive Software (Richland, WA) released Version 5.5 of POSitive Retail Manager, its POS solution built around Microsoft’s SQL. Dozens of new features and enhancements have been added to POSitive Retail Manager 5.5, according to the developer. Menu refinements make program navigation quicker and easier, reducing training time. The full customizable touchscreen interface now has additional management and security features, which makes it easier to perform multiple functions on one computer. Enhanced Crystal Reports integration allows custom report forms to be used for any transaction, including invoices, orders, quotes, and service scheduling. The transaction log now keeps the full history of all actions performed on each transaction; this information may also be shared with selected video surveillance systems. Finally, the Customer Center allows for better filtering of target customers for e-mail marketing and other promotions. In conjunction with the release of PRM 5.5, POSitive Software also introduced POSitive Mobile, which allows Windows Mobile devices to connect to the PRM SQL database in real time and perform tasks such as price look-up, simple orders, and inventory stock count reconciliation. “This is a great solution for businesses that sell bulky items,” said Wayne Heaton, Sales Manager for POSitive Software. “You could walk around with your customer and create the order on any Windows Mobile-equipped cell phone, and then go to any cashier station and take payment.”
ALLIANCES
Mr. NCR’s Neighborhood
Unified Grocers and NCR (Dayton, OH) have expanded their relationship to bring NCR’s Advanced Checkout Solution to smaller grocery stores through Unified's Neighborhood Markets program. NCR worked with Unified Grocers to design solutions for stores with three or four POS lanes, according to the two parties. The new effort builds on last year’s agreement to promote NCR’s Advanced Checkout Solution to Unified Grocers' approximately 3,000 independently-owned retail grocery customers in the Western U.S. The new NCR ACS for Neighborhood Markets has been scaled for smaller grocers and comes in two hardware configurations.
“Unified’s Neighborhood Markets retailers now have access to the same industry-leading POS technology that large grocery chains use. However, the system has been tailored for their needs and price points,” explained John Saccomanno, Director, NCR Food, Drug, and Petroleum Industry Marketing. “We’re pleased to provide this solution in collaboration with Unified Grocers, and we believe their retailers will benefit from the performance, scalability, and reliability of this technology.”
Joining Unified and NCR in this strategic relationship will be NCR RealPartners, SNCR (Sacramento, CA) and Team Business (Irvine, CA). These NCR resellers will facilitate execution of the program, as well as the delivery and support of the NCR ACS solution deployed by Unified’s retail customers. Brian Legate serves as Manager, Preferred POS Programs and Retail Technology at Unified Grocery.
John Saccomanno, Director, NCR Food, Drug, and Petroleum Industry
Marketing
Angie’s List Recommends Chase Paymentech
Chase Paymentech (Dallas) has brought credit card and electronic payments to the thousands of small businesses on Angie’s List, the pre-eminent source of consumer ratings on local service providers. The alliance, dubbed Angie’s List Merchant Services, allows service providers named on Angie’s List access to Chase Paymentech’s payment platforms at preferential rates. “Consumers deserve choice, including in their method of payment,” indicated Angie’s List Founder, Angie Hicks.
A recent study conducted by Angie’s List indicated that fully 41% of the service providers rated by the company’s members (such as cleaners, plumbers, electricians, and general contractors) do not currently accept electronic payments. Angie’s List Merchant Services offers them simple set-up and access to secure and reliable platforms at very competitive rates, according to the two parties. It also legitimizes their business in the minds of their customers.
“Through our alliance with Angie’s List, our goal is to enable small businesses who traditionally might not accept cards an opportunity to do so,” stated Peter Gasparro, Chase Paymentech’s Group Executive of Partnership Programs. “Angie’s List has a long history of trust with their service providers. We believe combining two powerful brands like Angie’s List and Chase Paymentech provides reassurance to small businesses that in these difficult economic times, they have somewhere to turn.”
Angie’s List Founder, Angie Hicks
Key
Advertiser
Links
Be sure to visit these vendors for the latest in channel products and offers for resellers.
POS & Auto ID Distribution
BlueStar
M-S Cash Drawer
POS & Peripherals
pcCashdrawer
POS-X
Barcode Printers
Datamax
Cash Drawers
MMF Cash Drawer
Data Collection Terminals
CipherLab
Datalogic
Mobile
Janam Technologies
Motorola
Integrated Payment Solutions
Datacap Systems
Mobile Printing
O'Neil Product Development
Payment Processing
Precidia
Receipt
Printers
Star Micronics
Retail Software
InfoTouch
Logivision
Screen Protection
3M Optical Filters
Thermal Printers
Seiko Instruments USA
INSTALLATIONS
Boston Market Feeds on Spacenet
Spacenet Inc. (McLean, VA) will provide an upgraded satellite and hybrid data network to over 500 Boston Market restaurant locations across the U.S. The network leverages VSAT, wireline, and wireless services to address all of Boston Market’s Web-based and back-office applications, including inventory, credit/debit authorization, POS polling, customer relationship management (CRM), and human resources (HR). Primary applications will run over DSL/EV-DO/Cable in the new scheme. Spacenet’s SkyEdge VSAT platform will be used for network backup and multicasting applications such as software distribution, while Spacenet Prysm will provide Payment Card Industry Data Security Standard (PCI DSS) Level 1 Compliance.
“Our decision to upgrade the satellite network and implement this hybrid solution makes perfect business sense,” commented Gregg Flannery, Boston Market’s Director of Systems Operations. “It supports all of our communications requirements on a single platform and provides a reliable Wide Area Network for our restaurant applications. During the pilot phase, we experienced noticeable performance improvements with the back-office Web applications that support our catering services and business reporting. The new network solution will enable store managers to get their back-office work done more quickly so they can ultimately concentrate on running the restaurant and serving customers.”
Spacenet also announced that Symon Communications (Plano, TX), the global provider of digital signage solutions, has joined its Digital Media Alliance. The alliance was developed to help large enterprise users such as big box retail and restaurant chains to successfully deploy digital signage solutions. It pulls together best-of-breed solutions in content creation and management, display systems, multi-cast services, satellite and common carrier transport, and in-store installation and integration. Symon Communications, it should be noted, sells through its network of resellers as well as direct.
Commented Glenn Katz, Spacenet President/COO: “With literally hundreds of start-ups competing for their piece of the on-premise digital media ‘ecosystem,’ finding proven digital signage or content delivery solutions can be daunting. Spacenet’s Digital Media Alliance simplifies the design, implementation, and management process by providing truly end-to-end digital media solutions tailored to the unique requirements of our customers.”
Glenn Katz, President/COO, Spacenet
Radiant Fuels MotoMart
Retail Data Systems (Wichita, KS) will roll out POS technology from Radiant Systems (Atlanta) to 75 MotoMart-branded convenience retail locations in the Midwest operated by FKG Oil Company. The solution includes Radiant P1550 POS terminals, S4600 site servers, the Radiant Electronic Payment Controller, Tiger Fuel Controller, and Radiant Configuration Manager. It will integrate to MotoMart’s PDI back-office solution using the industry-standard PCATS NAXML POS-BO interface.
“Independent operators like MotoMart understand the significant advantage high-quality technology solutions provide to both the speed of service and data security of their retail operations,” related Jimmy Frangis, VP of the Global Petroleum and Convenience Retail Division at Radiant. “Our partnership with Retail Data Systems enables us to deliver these great benefits to retailers of all sizes.”
Elsewhere, Radiant Systems has completed the successful roll-out of Aloha Command Center to more than 170 corporate restaurant locations of Colorado-based Noodles & Company. Aloha Command Center is Radiant’s newest hosted software application that provides real-time access into all store-level restaurant site systems. “Since the roll-out, we have been able to simplify our support process, gain tremendous visibility into our restaurants, and reduce operational costs,” said David Lehn, VP of Information Technology at Noodles & Company, which prides itself on healthy foods and its no-tipping policy.
Channel Factoid
“Consumer Centricity”: Any strategy which uses shopper data to help drive decision-making. Today, 75% of retailers and 58% of consumer products manufacturers rank consumer centricity as one of the top three factors determining success. 80% of retailers and 67% of manufacturers expect its importance to increase in 2009. Manufacturers have the most work to do on leveraging consumer data, with only 43% rating their own efforts as better than satisfactory (compared to 64% of retailers). The limited availability of team resources remains the largest impediment to consumer-centric success for both retailers (37%) and manufacturers (43%). However, lack of support and executive sponsorship no longer afflicts retailers (only cited by 16%), with more than 75% having appointed one of their senior people to oversee their efforts in this discipline. From the recent study conducted by DemandTec, Inc.
[Editor’s Note: At press time, Retalix (Ra’anana, Israel and Dallas, TX) announced that it has received “a non-binding proposal to purchase all the outstanding shares of the company in a merger transaction for a price of $8 per share in cash.” Its Board of Directors is now evaluating the offer.]
STOPS & STARTS
Put Your Mark on Charge Anywhere
Charge Anywhere (South Plainfield, NJ) has offered private-labeled payment solutions to its partners. Under the new program, merchant service solution providers can sell Charge Anywhere’s payment platforms with their brand name, logo, colors, and marketing messages appearing on all screens and print materials. This applies to the developer’s entire family of products: POS Terminal Software, Virtual Terminal, and Payment Software for QuickBooks, Windows, and Smart Phones.
In an interview with RRN.Com, Dimitriy Lerman, Director of Marketing Programs and Products at Charge Anywhere, emphasized that all players in the payment chain—whether banks, processors or resellers—may participate in the program. “The cost even allows small companies to gain the visibility and benefits from offering branded solutions,” Lerman noted. Smaller customers will be charged for the private-labeling, while customers with higher volume and demand for multiple Charge Anywhere solutions will receive the service as part of their annual buy.
Charge Anywhere also announced that four more of its software applications have been reviewed and certified compliant with Payment Application Data Security Standards (PA DSS). These include Charge Anywhere for Spectra POS, Charge Anywhere for VeriFone POS, Charge Anywhere for BlackBerry, and Charge Anywhere for QuickBooks. Testing was performed by Trustwave and 403 Labs, two of Visa’s Qualified Security Assessors. The four new certifications add to those previously received for Charge Anywhere for Windows Mobile and Charge Anywhere for RIM, as well as the ComsGate secure payment gateway.
Branded Payment Platforms Boost Solution Provider Visibility
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