This Week’s Product Pick

Emerson Network Power (St. Louis) has shipped its industrial motherboard solution for POS and kiosk applications. Based on the MicroATX form factor, the Emerson MATXM-C2-410-B utilizes the Mobile Intel GM45 Express chipset to support either the Intel Core 2 Duo Processor T9400 or the Intel Celeron Processor 575. Significantly, the MATXM-C2-410-B mates with the midplane, which allows easy replacement and avoids any risk of incorrect cable attachment. This makes it ideal for the retail environment, according to the manufacturer. The board also features powered 12V and 24V USB ports for POS peripherals such as printers and barcode scanners. Additional features include 512-MB to 8-GB DDR3, LVDS or VGA primary display with HDMI secondary display, and PCI Express Mini-Card connector for Wi-Fi/WiMAX connectivity. The launch of the MATXM-C2-410-B is the first step in Emerson’s new strategy, which driven by its Embedded Computing Business, to become the supplier of choice for OEMs in commercial and industrial markets. “This new Emerson industrial motherboard is designed to take the POS experience to a new level with improved display capability and superior manageability,” declared Hilo Oltman, Director of Product Line Management for the Embedded Computing Business. “Using the MATXM-C2-410-B offers customers the opportunity to improve customer service, differentiate their offering, and gain competitive advantage.”

New POS and Kiosk Motherboard from Emerson

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

TSYS Offers POS from HP, Toshiba TEC

TSYS Acquiring Solutions (Tempe, AZ), best known for providing payment processing, now handles two complete POS solutions bundled with Microsoft POS software. The “Value” bundle features Hewlett-Packard’s rp3000 POS system and accompanying peripherals such as cash drawer, receipt printer, scanner, pole display, and keyboard. The “Premium” bundle sports Toshiba TEC’s All-in-One touchscreen POS system as well as accompanying peripherals. Either bundle can be configured with Microsoft’s Point of Sale or Retail Management System (RMS) software, and payment processing functionality, needless to say, will be included.

In an interview with RRN.Com, Michael Meyyappan, VP, Product Management, emphasized that TSYS should play in the broader POS space as the inevitable migration of its role as payments provider. “Merchants are looking for sophisticated, all-in-one solutions,” he suggested. “They want to see these kinds of POS solutions offered by their existing service providers, so it was the natural progression for TSYS to offer these value-added solutions to our clients.”

“We’ve partnered with Microsoft for nearly five years, and this is just one more step from where we are today,” Meyyappan continued. When asked about service and support, Meyyappan answered that TSYS now “takes in excess of two million calls per year, servicing in excess of one million merchants in the U.S. who are looking for POS assistance.“ At the outset at least, service for the pair of POS systems will be provided through third parties, he reported. Interestingly, he expects the majority of SMB merchants to consume these POS products through leasing arrangements.

Michael Meyyappan, VP, Product Management, TSYS Acquiring Solutions

Are You Elo Elite?

Elo TouchSystems (Menlo Park, CA) has launched its new Elo Elite Partner Program for VARs and ISVs involved with touchscreen technology. Through the program, Elo intends to support its partners through wide-ranging benefits such as ongoing sales collaborations, promotion, education, and training and technical support. The program is open to all VARs and ISVs in North America involved in vertical markets for the company’s touch technology, including retail, hospitality, gaming, healthcare, and industrial.

“We developed the program because we’re committed to building more successful partnerships with the VAR and ISV community,” Lorna Wood, Global Marketing Manager, shared with RRN.Com. “One of the advantages of the program is that it doesn’t require special training or certification, partner investment or minimum product sales levels.  Another benefit comes from being associated directly with Elo’s industry expertise, product innovation, and global reach.” Elo’s distributors are now working to help promote and execute the new program, Wood added.

The program is divided into separate tracks for VARs and ISVs, although many benefits are common to both. Elo Elite VARs enjoy special partner pricing and product promotions through distributors, as well as comprehensive marketing, sales, and training support. Elo Elite ISVs have access to complimentary demo equipment as well as participation in the partner advisory board and conference, as well as being provided with the necessary business tools for growth. Both groups will be encouraged to give input into future development of Elo’s products.

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INTEGRATION

RFID Forklift Now Parked at Micronetics

Micronetics, Inc. (Hudson, NH) has acquired the pedestal and forklift-mounted RFID product line of M/A-COM Technology Solutions (Lowell, MA). The system combines floor-mounted portals with directional intelligence and acoustic-sensor-based forklifts to automatically record and track an RFID-tagged pallet’s location during delivery and storage. It is powered by UHF Gen 2 RFID technology and narrow-beam, high-gain antennas. Not coincidentally, Micronetics manufactures RF/Microwave subsystems, including antennas, and sees the new products bringing growth opportunities in both commercial and defense markets.

More than 15,000 RFID portals have been deployed in the field over the last four years, according to the two parties. The forklift system has passed initial beta testing and has now entered the pre-production phase. Historically, the products have been marketed through M/A-COM’s technology partnership with ADT Security Services.

“We are excited about this agreement because it is in line with our core strategy of expanding business partnerships with proven technology leaders such as ADT,” declared Kevin Beals, President of Micronetics. “This product line is building upon pre-existing in-house manufacturing and management expertise, and the transition is expected to be smooth.”

RFID Portal Records Direction of Travel

Food Safety Gets “InSync” with IBM

InSync Software (San Jose, CA) has signed an OEM agreement with IBM (Armonk, NY) that will allow the company to integrate IBM open technology into its own RFID, barcode, and sensor-driven food safety and asset management products. Specifically, InSync will offer IBM’s InfoSphere Traceability Server software as part of its food safety solutions for customers worldwide. News of the alliance follows President Obama’s budget proposal for $1 billion for the U.S. Food and Drug Administration to spend on improving food safety. Legislation has also been introduced in the U.S. Senate to address this issue.

InfoSphere Traceability Server is industry-standard software that allows trading partners to track their products as they move through the global supply chain. The product is fully compliant with GS1 EPCglobal’s Electronic Product Code Information Services (EPCIS) standard for capturing and sharing information on the product’s location, temperature, and other relevant data. The IBM software will allow companies to use InSync’s software to share information concerning food origins or other important concerns with any trading partner that is also using an EPCIS-compliant solution.

“Our software gives each food item or pallet its unique serial number for easy traceability at any point in the supply chain,” observed Christian Clauss, Director of Sensor Network Solutions, IBM. “Together, InSync and IBM can help food producers use innovative sensor solutions to boost efficiency while creating a smarter, safer food supply for all of us.”

Code Corner

Here’s an interesting idea from the marketing realm. InvenTrak Retail Systems (Concord, CA) has introduced its InvenTrak Small Business Stimulus Package, under which 25 SMB merchants will be awarded one year’s run on the VAR’s POS offerings. InvenTrak has promised to donate, for 12 months, POS software and hardware, complete use of the InvenTrak Retail Management System, technical support, and unlimited access to InvenTrak’s Central Server to those who qualify. Retailers that wish to participate must submit an e-mail stating in 500 words or less the story of their business and why they believe InvenTrak will benefit their company. InvenTrak operates within the Web-based “Retail Cloud” to deliver on-demand enterprise management tools to SMB merchants. It offers retailers POS functionality, inventory control, customer relationship management (CRM), labor management, and enterprise reporting, according to the developer. “As consumer confidence drops in the down economy, retailers are being hit hard,” observed Eric Kirk, VP of Sales and Marketing at InvenTrak. “Sadly, many retailers don’t understand the impact that the right retail technology can have on their business, while many small and medium businesses do not even view retail technology as a financial option. We hope that this package will help to boost small and medium-sized merchants, while showing them the affordable retail technology that is, in fact, available to them.”

ENVIRONMENTS/PLATFORMS

Cisco Business Unit Launched by Ingram Micro

Ingram Micro (Santa Ana, CA) has formed its Cisco Business Unit and staffed its Cisco SMARTnet Solution Team, offering its U.S. channel partners dedicated resources across all areas of the business, including sales, vendor management, marketing, credit, and technical support.  Led by Holly Garcia, Senior Director, Vendor Management, the Cisco Business Unit will address Cisco efforts such as Unified Communications and Wireless, as well as traditional network infrastructure and security solutions. Specialized services include the Ingram Micro Configuration Support Center, Solution Center, as well as the new SMARTnet Solution Team.

The SMARTnet Solution Team will work to minimize operational costs and simplify the quoting process and ongoing management of SMARTnet renewals. According to Garcia, the combination of Ingram Micro’s new Cisco Business Unit and SMARTnet Solution Team will “enable both new and existing Cisco channel partners to more easily establish their services practice and grow their Cisco business without making significant investment in back-office infrastructure and training.”

SMARTnet, as many RRN.Com readers know, represents Cisco’s warranty and maintenance program. The price of the contract depends on the piece of equipment and the level of service, not surprisingly.  Technical support is provided online or over the phone, with system software updates delivered on an ongoing basis. If there are equipment problems, Cisco will send replacement hardware either by the next business day or in as little as two hours, depending on the service contract. SMARTnet Onsite dispatches the Cisco field engineer to install replacement parts on location.

Java Topping COBOL at Pizza Chain

Veryant (Phoenix) has announced that Donatos Pizzeria will use the developer's isCOBOL Application Platform Suite (APS) to modernize its COBOL-based POS and move to the Java-based thin-client platform. Donatos, which operates 200 quick-service pizza restaurants in the Midwestern and Southern U.S., currently utilizes RM/COBOL and runs its POS system on Linux-based servers, with 10 to 12 terminals per store. First, Donatos will move the application to Veryant’s isCOBOL platform, and provide ISAM file access to the Java programs. Then, Donatos will migrate its ISAM files to its relational database.

With isCOBOL APS as the bridge between the old and new, Donatos believes it can minimize the impact of the POS system migration by allowing users to continue in their familiar application. It will also provide the flexibility necessary to execute the transition plan on the company’s timetable. Finally, the new system will modernize the Graphical User Interface (GUI), while preserving the company’s application investments. Donatos said it came to Veryant after conducting several pilot projects with commercial, off-the-shelf software packages that did not adapt easily to the company’s specialized needs.

Veryant solicits partners for its isCOBOL ISV Program, noting that the isCOBOL Compiler and isCOBOL Debugger, written in Java, are 100% portable, so the same set of development tools can be used on any platform for no additional fees. Highlights of the program include an isCOBOL R&D Kit, discounts on isCOBOL APS products, and 25% off all Veryant training courses and conferences. A nominal annual fee is required.

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 & Mobile Printers
Datamax-O'Neil

Cash Drawers
MMF Cash Drawer

Data Collection Software
Wavelink

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
Logivision

Screen Protection
3M Optical Filters

Video Surveillance & Access Control
ScanSource Security

ON THE GROUNDS

Unwrapping the Paperless Store

Altierre Corp., which provides “wireless dynamic pricing solutions” for retailers, has cut the ribbon on its new Retail Technology Center at the company headquarters in San Jose, CA.  Designed as a full-scale, fully-functioning replica of today’s large retail outlets, the 45,000-square-foot facility will serve as an incubator and testing facility for the company’s offerings as well as other new applications aimed at improving product display and merchandising for large retail chains.

Founded in 2003, Altierre entered the market with its proprietary wireless IT platform and electronic shelf labels (ESLs), which are currently in pilot implementation with two large U.S. grocery chains. According to Altierre, its long-range, low-power RF technology delivers real-time, chain-wide dynamic pricing, improves price accuracy, enables targeted communications with customers and employees, and most importantly, reduces cost and paper waste. It has been estimated that the typical national supermarket chain with 1,000 stores tears through roughly 50 million sheets of paper annually.

“Forward-looking retailers are seeking ways to improve the customer’s shopping experience, increase efficiencies and productivity, and enhance profitability,” stated Sunit Saxena, Chairman/CEO at Altierre. “The demo store is designed to be the proving ground for green tech and other retail-oriented innovations, where our customers, partners, and vendors can work with us to develop applications under conditions identical in size and scale to real-world stores. This will be tremendously cost-effective for start-up or small companies, who otherwise would not have an opportunity to test their solutions in such environments.”

Sunit Saxena, Chairman/CEO of Altierre, with Patented Paperless Price Tag

RFID Technology Center to Open in Baltimore

Barcoding Inc. has started work on its new RFID Technology Center, which will be located near the system integrator’s headquarters in Baltimore. The 6,000-square-foot building will be refurbished and outfitted as an R&D laboratory and staging and configuration center for large-scale Auto ID, RFID, and mobility projects. In making the announcement, Barcoding noted that its home state of Maryland has the second largest concentration of professional and technical workers in the U.S., as well as boasting one of the highest proportions of engineers.

“The large talent pool of skilled workers in Maryland is certainly one of the main reasons that we decided to expand near our current headquarters,” remarked Jay Steinmetz, CEO of Barcoding Inc. “The resources that are available for Barcoding for research, design, and engineering help when making decisions of where we expand our facilities, as we look to continue on the track of growth and expansion in the upcoming years.”

“One of the added values that we bring to our customers is our ability to deliver data-collection devices to their facilities already pre-loaded with their applications and configured to work on their network,” indicated Martin Jack, Director of Software Services at Barcoding. “This new building will give us the much-needed space to handle enterprise-wide rollouts, as well as to expand our existing integration and repair center.”

Channel Factoid

As IT channel providers hunt for opportunities amid today’s volatile credit and capital markets, the gap between customer IT financing requirements and channel partner capabilities continues to wide. Almost two-thirds (64%) of large channel providers report their customers have more interest in IT financing and leasing programs than six months ago. Somewhat astonishingly, 40% of these same channel providers lack programs to educate their customers in this area. As for themselves, 11% of channel partners feel they do not have access to capital to continue “business as usual”; further, 20% of resellers with annual revenues of less than $5 million lack adequate access to capital. Quantifying the whipsaw effect volatile credit markets have had on IT leasing and financing sales programs—which were readily available 18 months ago—nearly half of channel providers reported having more trouble getting customers financed in the current environment. This percentage rises to 73% among small partners. From IDC’s April Survey on the Capital and Credit Markets for North American IT Resellers.

HELLO GOODBYE

New POS Channel Chief at HP

Hewlett-Packard (Palo Alto, CA) has named David Swinkin as HP rPOS Sales and Analytics Manager, with responsibility for HP’s POS channel sales. Previously, Swinkin led HP’s Partners Operations, riding herd on partner compensation, contracts, compliance, and pricing. He replaces Robert Corbett, who has retired.

“As HP’s retail business continues to expand, we are strengthening our operations team to meet the growing demand of the market,” commented Tate Davis, North American Senior Product Manager, HP POS. “With his 25 years of channel operations and sales experience, Dave will help us further accelerate HP’s retail vertical business, and evolve our channel strategy.”

“I see this as an opportunity to help build and develop our best-in-class specialty team to service the growing retail market,” said Swinkin. “HP is committed to providing the investment, programs, training, and resources need to be the leader in this space. We will work closely with our partners to embrace common goals and execute with laser precision.”

David Swinkin, HP rPOS Sales and Analytics Manager