This Week’s Product Pick
Datalogic Scanning (Eugene, OR) shipped its next-generation PowerScan PBT7100 industrial linear imager with Bluetooth for cordless operation and its “Green Spot” good-read technology. It features performance of 390 scans per second, up to 3 mils maximum code resolution, contact to over 3 m/9.8 ft. reading distance on standard paper labels, and wide-angle code reading. Bluetooth provides wireless up to 100 m/328 ft. and connectivity through the base station or directly to other Bluetooth devices. An over-molded case protects the PBT7100 from damage due to drops and prevents the scanner from slipping off counters. An IP65 rating seals against water and dust, and its wide temperature range allows the same device to be used both indoors and outdoors. Datalogic’s Aladdin Configuration Software simplifies and improves installation and maintenance, decreasing the pain of software and firmware upgrades and barcode symbology updates, according to the company. Finally, an optional “pulsing” Aimer with Time-Out Feature improves performance when reading barcodes at long distances, increasing operator productivity. “The new PowerScan PBT7100 imager builds on the successful, world-renowned heritage of the PowerScan 7000BT imager as the most durable and rugged industrial handheld imager available on the market today,” declared Nick Tabet, VP of Handheld Marketing, Datalogic Scanning. “This generation of PowerScan imagers has been improved with the addition of Datalogic’s patented ‘Green Spot’ technology, which our customers love for its intuitive code positioning and good-read feedback in noisy environments.”
PowerScan PBT7100 Imager from Datalogic Scanning
COMPANY BUSINESS RRN.Com Executive Interview Series Darius Adamczyk, Honeywell Scanning & Mobility, Talks the Future It’s been 18 months since Honeywell acquired Hand Held Products, and nine months since it added Metrologic Instruments. Darius Adamczyk serves as President of Honeywell Scanning & Mobility, which combines the products and resources of two of the long-time channel leaders in Auto ID. Here, Adamczyk brings our readers up-to-speed on the progress made and the goals ahead. -Please give us an update on your new company structure. We created Honeywell Scanning & Mobility in July of last year, and I think created is the right word because we really started from scratch as we formed the new organizational structure. All of those decisions have been completed, the leadership team is in place, the organizational structure is set, and now the end objective is to present the common look and structure of Honeywell Scanning & Mobility to our customers. -How have you merged your two product lines? That’s probably been the easiest part of our challenge because although Metrologic and Hand Held Products viewed themselves as competitors in the marketplace, in reality we had largely complementary product lines. Hand Held Products was very strong in imaging and mobile computing, whereas Metrologic had greater strength in linear scanning as well as bi-optics. We actually had very little product overlap. Now we’re moving everything to the Honeywell brand. We are not fully there yet across our entire product suite, since we’re obviously trying to use up the products we had in inventory, but that’s our end goal. -How have you reorganized your partner efforts? Along with the common look to the business, and products, we want to drive one common channel program for our partners. Also, we want to drive potential synergy sales with partners who may have been dedicated to either of the former companies by opening the product line. We’ve started making those decisions on a one-by-one basis without disrupting the marketplace and in a coherent fashion. In terms of distribution, both companies already did business with the three major players in North America so that model was already there. I think the thing to emphasize is that we no longer view ourselves in terms of Metrologic and Hand Held Products. For instance, our incentive programs are all based around Honeywell Scanning & Mobility. -How do you see consolidation impacting traditional Auto ID resellers? As consolidation takes place, obviously there are fewer players out there; however, each of them has much broader product and service offerings. This enables resellers to create stronger relationships and fulfill a wider range of Auto ID needs. As for the role of the telecom companies, you’re starting to see some participation in areas such as mobile computing, and some convergence of technologies, but I’m not sure it’s fully permeated the market. -Which vertical markets look particularly strong right now? I think there are two markets that stand out right now as resistant to the current economic conditions. One is government, since many countries are trying to stimulate their economy by accelerating their infrastructure investments. The second is healthcare, where we are still seeing substantial investment. In retail, the grocery sector is doing well, along with what I’d call ‘value-oriented’ retailers. -Can you share any plans for 2009? We expect to launch two major mobility platforms this year, one in Q2 and the other in Q4. I don’t want to discuss the details, since it’s a hard rule in this business not to talk about new products until they’re released. I will say that by the end of this year, we’re going to have one of the most complete product lines in this industry. We’re also launching an ISV Program. We’re completing the details now and the program will roll out in Q2. Finally, we’re starting what I’ll call ‘customer forums,’ which will bring together VARs and ISVs two or three times per year to give us direct feedback on the market and their needs, including product development. -Any final words for our readers? I think your audience should understand the very comprehensive value proposition we offer for our mobility platforms. Educating our channel partners on the breadth of our products, services, and return on investment via our portfolio is one of our primary goals for this year.
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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
VARTECH 2009
BlueStar
August 13-15
Nashville, TN
PARTNER PROGRAMS
End-to-End POS from BlueStar, Intuit, and HP
BlueStar (Florence, KY) will offer an end-to-end, bundled POS solution marrying Intuit QuickBooks POS software and Hewlett-Packard POS hardware. Intuit QuickBooks POS software now available through BlueStar includes Basic 8.0, Pro 8.0, and Multi-Store 8.0 Versions. Significantly, BlueStar resellers will also offer Intuit’s QuickBooks Pro 2009 financial software as well as its payment solutions, which integrate into QuickBooks and QuickBooks POS, giving the small retailer seamless and simplified reporting. This represents the first major foray into two-tier POS distribution for Intuit, according to Ron Gillies, Director, Intuit Solution Provider Programs.
“Demand for single-vendor solutions is on the rise,” observed Rob Dorsey, BlueStar’s VP of U.S. Sales. “Intuit’s Point of Sale software coupled with the powerful HP Point of Sale products provides BlueStar with a distinguished offering. With features for increasing productivity and making processes more efficient, the combined solution will demonstrate a clear return on investment for our resellers.”
Intuit’s QuickBooks POS software will be marketed with the HP rp3000 and rp5700 POS systems. These hardware platforms can function either as customer transaction processors or manager workstations. All HP-branded peripherals will be available for the package, including touchscreen display, receipt printer, cash drawer, barcode scanner, MSR, and POS keyboard. This represents another milestone for Intuit, Gillies told RRN.Com: “Now, for the first time, the reseller community can offer the full HP POS solution driven by Intuit QuickBooks POS.”
Ron Gillies, Director, Intuit Solution Provider Programs
Powered by Opterus
Opterus Inc. (Toronto), which supplies on-demand store execution and communications management solutions, has launched its new channel program for retail resellers interested in handling its Store Ops-Center. A Web 2.0-based retail portal, Store Ops-Center features modules such as Message Center, Task Manager, and Issue Tracker, which improve store productivity with full compliance monitoring of which tasks are accomplished, and when and how they are completed in the stores, according to the developer. Retailers use the solution to communicate corporate policy and day-to-day objectives between the corporate office and store locations.
Under the new program, resellers will offer Store Ops-Center wrapped with their own implementation, consulting, content, integration, and developmental services under the tagline, “Powered by Opterus.” Benefits cited by Opterus include: recurring revenue generated through monthly Software-as-a-Service (SaaS) subscriptions; sales training, technical training, and client marketing materials; aggressive reseller discounting; and lead generation from Opterus marketing campaigns.
“The indirect channel is a critical component of Opterus’ business strategy and we are committed to working closely with resellers to deliver and implement Store Ops-Center to their clients,” pledged Ron Blackwelder, VP of Sales and Marketing. “Our channel vision allows resellers to deliver unique and comprehensive solutions around the ‘Powered by Opterus’ brand.” RRN.Com readers may remember Blackwelder from his tenures at retail vendors such as SAP, Triversity, NCR, and ECR Software.
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ALL IN THE FAMILY
Pioneer POS Arms StealthTouch-M7
Pioneer POS (City of Industry, CA) has added new features to its StealthTouch-M7 All-In-One touch computer with 17-inch touchscreen and Intel Pentium-M processor. With an eye towards the burgeoning healthcare market, Pioneer has made available the StealthTouch-M7 with white bezel, which augments the unit’s thin profile (less than 3.5 inches, meeting hospital space requirements), privacy filter, biometric fingerprint reader, integrated barcode scanner, and Webcam. All these features arm the M7 for customer self-service solutions in healthcare, time and attendance, and warehouse management—as well as POS for retail and hospitality, with accompanying MSR and customer-facing LCD display.
The StealthTouch-M7 was designed to fulfill applications requiring large screen size, Michael Flores, Director, Business Development, told RRN.Com. It features Gigabit network capability, four serial ports, six USB ports, plus powered USB (12 and 24 V). The M7 supports Windows or Linux, and when configured as fanless and diskless thin client, reduces grease and dust intakes. In addition, the privacy filter is integrated under the screen, so it can’t be damaged or vandalized.
“The business is out there,” Flores responded to RRN.Com’s questions on the economic climate. “It just requires that we go get it. Deals are still happening, but resellers and vendors need to go the extra distance and communicate their value and differentiation. That’s why Pioneer POS continues to incorporate new features that help our resellers address new vertical markets and new ways to sell.”
For more information on the StealthTouch-M7, click here.
StealthTouch-M7 from Pioneer POS with White Bezel
On Patrol: Unitech America’s PA968
Unitech America (Cypress, CA) debuted its new rugged PA968 mobile computer featuring four-radio capability—GPRS, GPS, Wi-Fi, and Bluetooth—as well as an integrated biometric fingerprint reader and two-megapixel color camera. Combining 3.5G with 520-MHz Intel PXA270 processing, the PA968 is targeted at applications requiring heavy-duty data communications, Bill Lewis, Unitech’s Director of Sales and Marketing, told RRN.Com. In particular, its biometric fingerprint reader and camera make the device ideal for use in environments such as border patrol, police and military, and airport security.
The Unitech PA968 runs Windows CE 5.0, captures 1D and 2D barcodes, and supports GPS with InstaFix technology from SirfStar (San Jose, CA). The 3.5-inch, high-resolution LCD with 15% reflective light maintains outdoor readability even in high-sunlight conditions. To further address the needs of the mobile workforce, the device employs an aluminum-magnesium alloy housing, meets IP65 ratings for water and dust, and withstands five-foot drops to concrete.
Interestingly, Unitech provides a prepaid data plan and SIM chip with the device. “RACO Wireless has played a major role in helping Unitech put forth this data plan program to our partners,” Lewis related. “I believe we are the only manufacturer to offer this service, which removes the hassle of buying the SIM and signing up for the data plan for GPRS.” RACO Wireless (Cincinnati), one of T-Mobile’s National Premier Master Dealers, offers numerous benefits to the reseller, including lower monthly cost for program upgrades, direct invoicing for bundling purposes, and “seasonal suspend” for applications such as landscaping or sporting events, Lewis noted.
Unitech’s PA968 Mobile Computer Integrates the Fingerprint Reader
Code
Corner
SATO America (Charlotte, NC) released its Label Gallery Version LG3.2. New features include native support for MySQL database without the need for additional drivers, reprint functionality that enables users to reprint labels to different printers, improved design capabilities such as support for curved text, as well as printer status enhancements. LG3.2 also supports images captured from Webcams and scanners. This is particularly useful in healthcare environments, since it allows hospital administration personnel to register patients and to print out ID tags or wristbands that include the patient’s photograph, easily and quickly, according to SATO. Other improved design features include support for guidelines, particularly helpful for designing compliance labels that require precise, fixed placement of elements in label designs. The SATO Label Gallery comes in several editions: Free, Easy, Plus/TruePro, TruePro Network, and Pocket LG. With the launch of LG3.2, all other Label Gallery editions will also come with enhanced features. “We have made enhancements to the LG3.2 with end-users in mind, looking to provide best-value solutions that will result in cost-saving and efficiency for our customers,” reported Kaz Matsuyama, Managing Director of SATO International. “SATO is strongly committed to delivering better products and solutions that meet rapidly changing market dynamics.”
INTEGRATION
Descartes Thinks, Therefore Buys Scancode
Descartes Systems Group (Waterloo, Ontario, Canada), one of the leading providers of Software-as-a-Service (SaaS) logistics solutions, has acquired Scancode Systems (Toronto), an integrator of carrier-compliant parcel and less-than-truckload (LTL) shipping solutions, for approximately $7 million. Scancode’s system scales from the loading dock to the enterprise, providing up-to-date rates that allow customers with small parcel numbers to make efficient shipment decisions and comply with carrier manifesting, postal, and labeling requirements. Its expertise includes Auto ID and warehouse management.
Scancode adds more than 500 members to Descartes’ extensive Global Logistics Network (GLN), including parcel carriers, regional LTL truck carriers, and numerous manufacturers, retailers, and distributors. Scancode's technology provides complementary services to Descartes’ broader transportation management capabilities with its enterprise shipping solutions that plan, pick, pack, and manifest shipments, according to the two parties. By gathering information at the loading dock and source of the shipment, Scancode’s technology also extends the GLN shipment management process to support “the first mile” of the delivery/shipment and provides greater detail and visibility to track that asset.
“Our focus is to bring together importers, exporters, customs brokers, transportation carriers, logistics intermediaries, and regulatory and customs agencies around the world in a shared-services environment using standardized business processes,” declared Art Mesher, CEO of Descartes. “The acquisition of Scancode adds another dimension of services to the Descartes GLN and broadens the community of shippers and logistics service providers, enhancing the productivity and performance for all.”
Delphis Clicks Through Aldelo
AROS online ordering from Delphis Software (Fresno, CA) has been certified for use with the Aldelo For Restaurants solution from Aldelo Systems (Modesto, CA). “Using Delphis Software’s AROS technology, restaurant customers will have the ability to order food online for take-out and delivery directly from the restaurant’s Website,” said Harry Tu, Aldelo’s CEO. “This benefits the restaurant by improving efficiency, increasing sales, and boosting customer loyalty and satisfaction.”
Delphis has emerged as one of the leaders in online ordering and centralized call center applications for hospitality, with recent wins at Gladys Knight and Ron Winan’s Chicken and Waffles, Luby’s, Chick-fil-A, Arby’s, Panda Express, and Lucille’s Smokehouse BBQ. AROS, which stands for Advanced Restaurant Operating System, provides the scalable, multi-platform POS order delivery mechanism, along with additional features such as routing, directions plotting, and marketing and advertising opportunities, according to Delphis. In addition, it carries CISP/PCI Level 1 Compliance.
“It is very rewarding for Delphis Software to be certified on the Aldelo platform,” offered R. David Brown, VP of Technical Sciences at Delphis. “Aldelo has an impressive suite of functions and capabilities that will further enhance our product offering to the online ordering industry. Aldelo’s engineering staff and technical support teams were outstanding during the certification process and we look forward to continuing close collaboration.”
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
Pioneer POS
POS-X
Barcode & Mobile Printers
Datamax-O'Neil
Cash Drawers
MMF Cash Drawer
Data Collection Terminals
CipherLab
Datalogic
Mobile
Janam Technologies
Motorola
Integrated Payment Solutions
Datacap Systems
Payment Processing
Precidia
Receipt
Printers
Citizen Systems America
Star Micronics
Retail Software
Toshiba TEC
Screen Protection
3M Optical Filters
Video Surveillance & Access Control
ScanSource Security
ALLIANCES
RFID Tags You Can’t Kill
William Frick & Company (Libertyville, IL), which manufactures and distributes labeling products and tags, has announced an agreement with Technologies ROI (TROI) of South Carolina to become the exclusive North American source for TROI’s product line of harsh environmental RFID labels and tags. Frick will brand the products as part of its SmartMark family and currently offers sample tags and specifications for testing and evaluation. The partnership leverages Frick’s established sales and marketing muscle with TROI’s innovative, patented technology, according to the two parties, and opens the door for many end-users that previously had no practical way to capitalize on the benefits of RFID.
“TROI’s products are the perfect complement to our own—they really expand the number of custom RFID solutions we bring to market,” commented Jeff Brandt, Frick’s President. “Our high-temperature RFID tags continue to function after exposure to the most extreme temperatures. Our pipeline marketing RFID tags can withstand even repeated blows by sledgehammers. We also have chemical-resistant RFID tags that can be cured in concrete.”
Patrick King, holder of several U.S. patents in RFID technology and founder of TROI, said: “William Frick & Company has for several years been developing the market for custom RFID tags and labels; their sales and distribution channels are a great means to deliver TROI’s intellectual property, tag selection, and custom RFID tags to customers in any industry.” King expressed his intention to continue to develop new tags and technologies in the RFID arena.
William Frick & Company Opens the Pipeline for Durable RFID Tags
Pelco Video Surveillance in Focus at Tech Data
Tech Data (Clearwater, FL) has become the exclusive U.S. IT distributor of Pelco video surveillance solutions, bringing the vendor under the umbrella of its Physical Security Specialized Business Unit. Tech’s Physical Security SBU comprises dedicated sales, technical, marketing, and product management specialists charged with the mission of helping resellers capitalize on the convergence of traditional analog and IP-based security solutions. Products supported by the SBU include IP cameras, digital video recorders, software, monitoring systems, lenses, enclosures, mounts, and power supplies. Resellers also have access to the Video Surveillance Station in Tech Data’s Solutions Center, where they can test and demonstrate dozens of IP cameras and recording and monitoring solutions.
“In the emerging IP-based security market, it’s clear that VARs and systems integrators who understand the data network, and even more complex outdoor wireless networks, will have the advantage,” observed John O’Shea, VP, Networking Product Marketing, for Tech Data. “Our Physical Security SBU customers are backed by Tech Data’s extensive networking expertise to ensure they have all the sales and technical support they need to deploy the latest security technologies in any networking environment.”
“Pelco is committed to growing our business through the channel, and that starts with a total commitment to the reseller community,” added John Dolan, VP, Strategic Accounts at Pelco (Clovis, CA). “By partnering with a distributor that has the physical security and networking expertise of Tech Data, Pelco will be able to implement channel programs to engage, recruit, and enable new resellers nationwide, helping them establish and grow their physical security practices with Pelco solutions.”
Channel Factoid
Despite difficult economic conditions, approximately half of retail CIOs and IT Directors (51%) expect their IT budget as a percentage of sales to stay the same for next year, while one-quarter (26%) believe their IT budget will actually increase, due to projects already underway. Globally, 87% of such large retailers either have, or plan to have, automatic replenishment applications within the next three years. 30% of these retailers consider automatic replenishment as the most important replenishment optimization and stock management application, followed by demand forecasting (27%). In terms of logistics and distribution, the top application seems to be real-time warehouse management, with 84% of large U.S. retailers employing such systems and another 11% planning upgrades. Interestingly, fully 100% of large U.S. retailers report the use of mobile applications in logistics and distribution, with 16% planning to upgrade their system over the next three years. From the Global Retail CIO Survey recently conducted by IBM and Aldata Solution.
HELLO GOODBYE
Bixolon Adds Latin American Sales Veteran
Bixolon America (Carson, CA) announced the appointment of Juan Salinas to Director of Sales, Latin America and Caribbean. Salinas has served the Latin American POS industry for more than 15 years. Prior to joining Bixolon, he spent six years as VP of BlueStar Latin America, developing strong relationships and winning marketing strategies. He has achieved numerous industry awards and recognition during his career.
“I am honored to take on the role of Director of Sales at Bixolon Samsung Mini Printers and my initial goal will be to expand our sales base in Latin America,” Salinas stated. “During the last fiscal year we have seen an unprecedented rise in demand for our products—especially in the financial and hospitality sectors. As Director of Sales, I aim to ensure that the company continues to enjoy that exceptional growth.”
“Juan’s expertise and experience within the POS industry, specifically Latin American markets, will be a great asset in furthering Bixolon’s continued growth strategy and strengthening market share,” noted David Roberts, VP of Sales and Marketing of Bixolon America.
Juan Salinas, Director of Sales, Latin America and Caribbean, Bixolon
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