This Week’s Product Pick

SATO America (Charlotte, NC) has brought its new GY412 printer to the Americas. A direct thermal printer with two thermal print heads, the GY412 simultaneously prints on both sides of the label for maximum productivity, cost efficiency, and environmental responsibility. This device features the full range of onboard linear and two-dimensional symbologies, high-speed printing of up to 10 inch/second (250 mm/second), and interface options such as USB 2.0, LAN (10/100BaseT), and RS-232C (Serial). It targets transportation and logistics environments, as well as e-commerce fulfillment and forms. “Typically, most companies utilize up to three printers for their picking, packing, and shipping processes,” noted Robert Linse, President of SATO America. “Now, with the GY412, the need for the packing slip printer and the associated costs of paper, ink or toner, and packing slip adhesive pouches gets eliminated. This yields significant savings in real dollars as well as in labor costs.”

SATO’s GY412 Printer

COMPANY BUSINESS

The Road Calls One Reseller

Somewhere in Arizona this week, Chris Gage has parked her RV, detached “The Toad,” her Jeep Sahara, and set off to personally visit another one of her retail pharmacy end-users. Gage, VP of Operations at Retail Management Solutions (Olympia, WA), began her two-year, cross-country odyssey in January to fulfill her passion for travel and to test her belief that meeting and speaking with customers remains critical for resellers in this age of digital communications. At each stop, she distributes copies of “Live A Thousand Years,” the motivational work by Giovanni Livera, which serves as Gage’s inspiration and roadmap for self-improvement.

“By speaking with our customers face-to-face, we will be able to build stronger relationships so that when one of our customers has a question or concern, they feel completely comfortable picking up the phone and working with us to find a solution,” Gage explained. “We have a reputation as an industry leader and it’s important that we meet those expectations and provide the best service possible.” For the past dozen years, RMS has focused exclusively on supplying POS technology for pharmacies--one of the most highly regulated retail sectors--with products such as Star-Plus, Star-Lite, Ultra-Lite, and Star-Link.

Starting her tour on the West Coast, and heading south through San Francisco and Los Angeles, Gage has already met with dozens of pharmacists. At nearly every meeting, she feels she has accomplished worthy goals: making sales, addressing issues such as compliance and changing technology, and identifying product and business improvements. From her new 40-foot home on wheels, she also maintains her role of VP of Operations, spending time each day attending to her regular duties and her feline companion, Madoline. Interested parties may track her progress, future plans, and thoughts at www.rms-ontheroad.com.

“Pharmacists value personal interaction,” suggested Brad Jones, CEO/President of Retail Management Solutions, who first heard Giovanni Livera speak at an industry trade show and encourage his employees to embrace his program. “They meet with dozens of customers a day and build meaningful relationships with the people that visit their store. We feel that those values shouldn’t be lost in an age of e-marketing, Facebook campaigns, and teleconferences. With customers around the country, we’ve realized that we weren’t making those connections as frequently as we would like and we had to do something to change that.”

Chris Gage, VP of Operations at RMS, With Her RV

Hypercom U.S. Goes to Ingenico

End the speculation. VeriFone Systems (San Jose, CA) has agreed to sell the U.S. transaction payment business of Hypercom (Scottsdale, AZ) to Ingenico S.A., bypassing eager suitors such as NFC purveyor ViVOtech. The transaction will close upon completion of VeriFone’s purchase of Hypercom, itself expected in the second half of this year, subject to certain closing conditions. Aggregate purchase price to be paid by Ingenico will be $54 million in cash, somewhat less than Hypercom’s U.S. revenues of approximately $61 million in 2010. VeriFone will retain Hypercom’s non-payment terminal networking product operations in the U.S., RRN.Com readers may recall from previous reporting.

In order to facilitate things, Thierry Denis has been brought to these shores as President of Ingenico North America (Alpharetta, GA). Denis has been with Ingenico for over 20 years, 17 of which he spent in the Asia-Pacific region, eventually ascending to the title of Managing Director. He brings strong sales and technical experience, according to Ingenico, and has been successful in expanding its international activities. Now attention turns to the U.S. and its banking channel.

“The acquisition of Hypercom’s U.S. business is a major step in our strategic development, notably aimed at accelerating the adoption of contactless NFC technology,” declared Philippe Lazare, CEO of Ingenico S.A., which is based outside Paris. “This will enable us to accelerate our presence in the U.S. through the combination of innovative product offers, expertise, and extensive customer base. We are delighted to welcome Hypercom’s U.S. team into the global family of Ingenico. I’m confident that Thierry Denis, along with the team, will successfully strengthen and expand our presence in the U.S. payment market, which we consider to be one of the key targets for Ingenico.”

Philippe Lazare, CEO of Ingenico

Worth Your While

WERC 2011
Warehousing Education and Research Council
May 15-18
Orlando

NRA Show 2011
National Restaurant Association
May 21-24
Chicago

UConnect 2011
Voluntary Inter-Industry Commerce Solutions (VICS)
May 31-June 3
Orlando

HITEC 2011
Hospitality Financial and Technology Professionals (HFTP)
June 20-23
Austin, TX

RetailNOW 2011
Retail Solution Providers Association
July 24-27
Orlando

PARTNER PROGRAMS

Pioneer’s European Tour

Pioneer POS (City of Industry, CA) has expanded its relationship with ScanSource (Greenville, SC) to cover sales of its products in Europe. ScanSource has been the main distribution partner of Pioneer POS in North America since 1997, with efforts recently focused on the S-Line Series, an All-in-One touchscreen POS terminal that now features an integrated Epson thermal receipt printer. Offered in three display sizes (12, 15, and 17-inches), with Intel Atom processor upgradeable to Core 2 Duo, Pioneer’s S-Line leverages patented tool-less “slider” design for component maintenance.

“Resellers with projects where price or customized solutions are crucial will particularly benefit from this agreement,” remarked Bert Fonderie, VP of Merchandising for ScanSource Europe. “Pioneer POS’s products have an impressive range of easy-to-install add-ons, which are quickly replaceable without the need to change the entire unit. These are convenient and easy-to-maintain solutions at an enticing price.”

“Signing up with ScanSource in Europe adds to our existing European sales team and reflects our commitment to the two-tier distribution model in the European POS market,” Gee Singgih, VP of Pioneer POS, told RRN.Com. “Our products, with longer-than-average shelf life compared to PC-based POS systems, plus ScanSource’s excellent service levels and innovative value-adds, will offer resellers another strong option when building POS solutions that meet the needs of today’s market.” ScanSource resellers also will benefit from Pioneer’s online configuration tool, Singgih added.

S-Line From Pioneer POS Carries Epson Printer

“Starring” Role for Distributor

BlueStar (Hebron, KY) has been recognized by Star Micronics America (Edison, NJ) as its 2010 Distributor of the Year. Star designates this honor in recognition of distributors who demonstrate continued year-over-year growth in sales and perform best practices in reseller business development to boost its brand throughout the U.S., Canada, and Latin America, according to the printer manufacturer. This is the seventh consecutive year BlueStar has won the award.

“We are proud to be presenting the BlueStar team with the 2010 Distributor of the Year Award,” stated Mike Hanson, VP of Star Micronics America. “BlueStar is an integral part of the continued growth of the Star Micronics brand and we look forward to furthering our successful partnership.”

“We are honored to receive this award from Star Micronics,” shared Steve Cuntz, CEO/President of BlueStar. “A well-respected industry leader, Star Micronics has contributed greatly to BlueStar’s growth over the years. A partner like Star, which offers quality products and service, makes it easier for us, knowing that we are offering our Value-Added Resellers some of the very best.”

Steve Cuntz, CEO/President of BlueStar, Receives Award From Star Micronics Executives, Hiroya Mochizuki, President, and Christine Duffy, Senior Sales Director

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ALLIANCES

PPI Turns Eye to Payment Trends

Payment Processing, Inc. (Newark, CA) has made two announcements of interest to RRN.Com readers. First, the processor has enhanced its PayMover SecurePlus encrypted electronic payment product with hand-keyed transactions and support for touchscreen devices. Subsequently, PayMover SecurePlus has been incorporated into the Breeze Touch Monitor and Breeze All-in-One POS terminal from Touch Dynamic (Irvington, NJ). Both products have integrated MagTek’s MagneSafe Security Architecture (MSA), which encrypts within the credit card reader, ensuring the merchant’s POS never handles data which may be intercepted and used by unauthorized third parties.

Secondly, PPI has partnered with the SkyRocket Group (Erie, PA) to conduct an integrated payments survey to assess trends and the state of the industry for associated software developers. Part of PPI’s Integrated Payments Educational Series, the survey will form the basis of an upcoming white paper entitled “Integrated Payments Market Survey: Trends & 2011 Plans,” to be distributed throughout the industry in the coming months, according to Garrett Geib, President of the SkyRocket Group.

“For some time, integrated payments has been an extremely active field,” Geib said. “Between PCI mandates, new technologies, and noise in the marketplace, we’ve found that software developers are having their development schedules impacted. What we hope to understand from this survey is how developers, to date, have approached payments and what they’re planning to use for the near-term.”

Touch Dynamic’s Breeze Also Recently Added Intel’s Atom Dual Core 1.8-GHz Fanless CPU and 8-Inch or 12-Inch LCD Rear Display

[Editor’s Note:  Targeting software developers, the PPI/SkyRocket integrated payments survey takes approximately 15 minutes to complete. To participate, go to www.skyrocketgroup.com/survey. Qualified respondents (up to 200) will receive $50 gift cards.]

Putting Developers First at Fifth Third

Fifth Third Processing Solutions (Cincinnati) has marshalled forces with IP Commerce (Denver) to launch e-Similate, an open payments platform and workflow engine designed to encourage adoption of its payment transaction suite among the software developer community. This new architecture delivers Fifth Third’s tier-one processing capabilities to third-party services through easy-to-use Application Programming Interfaces (APIs), according to the company. Moreover, developers will reportedly gain from Fifth Third’s advanced reporting and networking functionality in creating solutions for both consumer and business customers.

“It is important to remain flexible in our technology offering so that we can deliver secure processing options and solutions that will meet the needs of our valued partners,” related Bill Weingart, Chief Product Officer at Fifth Third Processing Solutions. “Working with IP Commerce provides us with the ability to deliver just-in-time solutions with the speed and depth of service required to support the growing community of software developers.” As RRN.Com readers may know, Fifth Third’s subsidiary, NPC, is the largest provider of payment processing services exclusively focused on the SMB space.

“We are pleased with Fifth Third Processing Solutions’ decision to work with IP Commerce, and that our product, people, and process supports their vision,” stated Alfred ‘Chip” Kahn IV, CEO of IP Commerce. “The alliance represents a significant advancement in enabling payments innovation and continues to validate the importance of the software developer in the payments value chain.” Founded in 2005, IP Commerce offered one of the first cloud-computing platforms in its namesake area of focus. Leading investors include Meritage Funds, Venrock, Total Technology Ventures, Iron Gate--and First Third Processing Solutions.

Bill Weingart, Chief Product Officer, Fifth Third Processing Solutions

Code Corner

Quipu Applications, Inc. (Lafayette, CA) unveiled Quipu Business Model, or QBM, described as the world’s first business plan dashboard service. QBM helps entrepreneurs and company owners develop their plans through Web 2.0 features such as blogs, wikis, and chat, according to the start-up. Each functional section--financials, presentations, research, etc.--can be viewed based on assigned permissions, granting flexibility for companies to bring in internal and external stakeholders as needed. Moreover, QBM spans project management, Gantt Charts, and automated calendar with notifications. Capable of integration with Google Document Viewer and Visualization API, it also imports financial data from QuickBooks and contacts from all major online sources: Yahoo!, Gmail, Facebook, LinkedIn, and hundreds of others. “Web 2.0 features are critical to any business application these days,” maintained Michael Issa, CEO/President of Quipu. “Technology has pushed collaboration forward but business plan software has been behind the curve. With QBM, we’re not just matching the curve--we’re exceeding it.”

NOTES FROM THE FIELD

Materials and Promotions Flow at Zebra

Zebra Technologies Corporation (Lincolnshire, IL) released Material Flow 3.0 at the recent ProMat in Chicago. This major upgrade facilitates the manufacturing process by automating lean replenishment methods and providing greater flexibility, improved reporting, and wireless call buttons for communications, according to the vendor. Perhaps most notably, broadcast triggers now allow customers to receive parts automatically without human intervention; such replenishment calls are made based on usage derived from the inventory list and each part’s position in the assembly line. “Customer feedback is paramount to our solution development and much of the new functionality of Material Flow 3.0 comes from the input we receive from them,” recounted Mike Mulligan, Director, Manufacturing Solutions, for Zebra.

Zebra has also made two staff changes of particularly importance to RRN.Com readers. First, Deborah Murphy, former VP, Market and Channel Development, Specialty Printing Group, has been elevated to VP, Global Marketing. Secondly, May Pao has been brought onboard from Cisco to assume the new role of VP, Global Partnerships, where she will oversee the company’s PartnersFirst program and Independent Software Vendor (ISV) Program for both Zebra Location Solutions and the Specialty Printing Group.

“Over the past 15 years, Debbie has led several forward-thinking initiatives that have contributed significantly to our global strategic marketing success and revenue growth,” noted Mike Terzich, SVP, Global Sales & Marketing. “These include vertical go-to-market strategies, the launch of our burgeoning healthcare business, global market assessments and planning, and most recently, the launch of our ISV Program. Under her leadership, I am confident that we will benefit from a cohesive collaborative team that drives progressive, synergistic, global marketing programs for Zebra.”

Deborah Murphy, VP of Global Marketing, Zebra Technologies Corporation

Clouds Part Over Project Seattle

Wyse Technology (San Jose, CA) took the opportunity of the recent Microsoft Management Summit 2011 in Las Vegas to preview “Project Seattle,” which delivers the first Windows Embedded thin clients to be managed by Microsoft’s new Windows Embedded Device Manager 2011 and thereby seeks to simplify adoption of Virtual Desktop Infrastructure, or VDI. With Project Seattle, Windows Embedded Device Manager 2011 will discover Wyse’s Windows Embedded thin clients right out-of-the-box, according to the cloud computing pioneer. In addition, barriers between the PC and thin-client worlds are removed. Project Seattle’s software will be made available at the end of June, three months subsequent to the debut of Windows Embedded Device Manager 2011, which serves as an extension of System Center Configuration Manager 2007.

“One of the remaining barriers to adoption of virtual desktops is the challenge enterprises face with separate products to manage existing PCs and new thin clients,” observed Mohan Prabhala, Director of Product Management, Windows Platforms, at Wyse Technology. “Microsoft and Wyse have eliminated this barrier, making it possible to fully manage both types of devices from the same management console, clearing the way for enterprises of all sizes to gain the benefits of Wyse cloud client computing.”

“Emerging desktop visualization management software is an interesting market to watch,” postulated Frederick W. Broussard, Research Director, Enterprise System Infrastructure Software, at IDC (Framingham, MA), one of the leading IT market research firms. “The market is expected to continue maturing and expanding, as IT executives add choices for their users’ desktop and computing needs. Companies like Wyse can help IT executives improve the management of their virtualized infrastructure.”

Wyse Z90 Windows Embedded Thin Client for Virtual Desktop Environments

Key Advertiser Links

Be sure to visit these vendors for the latest in channel products and offers for resellers.

POS & Auto ID Distribution
BlueStar
ScanSource

POS & Peripherals
Logic Controls
Pioneer POS
POS-X
Touch Dynamic

POS Systems - Hospitality
PAR

Barcode & Transaction Printers
Datamax-O'Neil
SATO America
Zebra Technologies

Cash Drawers
APG Cash Drawer
MMF POS

Data Collection Terminals
CipherLab
Datalogic Mobile
Janam Technologies

Data Collection Software
Wavelink

Integrated Payment Solutions
Datacap Systems
Merchant Warehouse

Keyboards
Cherry, ZF Electronics Corp.

Pay at Table
Bellatrix Systems

Receipt Printers
Bixolon America
Citizen Systems America
Epson America
Star Micronics

Retail Systems
Zebra/Motorola

INSTALLATIONS

Veterans Canteen Filled by NCR

Veterans Canteen Service, the retail and hospitality network serving the U.S. Department of Veterans Affairs, will deploy NCR’s POS technology across 180 VA Hospitals across the U.S. and Puerto Rico. The rollout starts this month and includes approximately 1,100 NCR RealPOS 70XRT POS terminals, the NCR GenPOS software, as well as project management, integration, on-site training, and technical support. NCR will partner with SmartReceipt (Santa Barbara, CA), the retail-focused marketing firm formerly known as Nutricate, to deliver nutritional information on the back of its two-sided thermal receipts.

“VCS offers a multitude of retail and dining options to our veterans and their families,” relayed Marilyn Iverson, VCS Director. “We needed a partner that could deliver and support a comprehensive solution for all of our different store concepts. NCR has the retail expertise and vast service organization to support our vision of maintaining an efficient, innovative, customer-driven operation.”

Attempting to practice what it preaches, NCR also announced it has integrated two-sided thermal label printing for its consumables product warehouses in Ontario, Tennessee, and Arizona. This scheme utilizes the new GY412 two-headed printer from SATO America (Charlotte, NC) as well as multi-carrier transport software from ConnectShip (Tulsa, OK), an independent business unit of UPS. By printing on the back side of shipping labels, NCR claimsto have eliminated redundant materials and tasks, thus streamlining its processes and cutting costs by 30%.

NCR RealPOS 70XRT Deployed at 180 Veterans Hospitals

Salad Days for Mobibucks

Mobibucks (Louisville, KY) has placed its mobile marketing and payment solution in Field of Greens, the custom salad and sandwich fast-casual restaurant with two locations in Palm Beach County, Florida. Mobibucks distinguishes itself by enabling all cell phone users, not just those with smart phones, to conveniently pay with their personal devices. As authentication, the scheme utilizes the customer’s mobile phone number and four-digit PIN, allowing participation “without the hassle of taking out their wallet or bringing their purse with them,” according to Debbie Lakow, Owner of Field of Greens.

“Mobibucks also gives us the opportunity to communicate directly and regularly with our customers, updating them on special offers, promotions, and new menu items,” Lakow continued. Under the marketing program, which will be launched first, customers will receive coupon offers via text messages, which they can redeem by entering their phone number and PIN into the Mobibuck’s keypad at the register. Further, customer accounts get stored in the “cloud-based value account,” which makes it possible for cashless transactions through existing POS systems, including loyalty cards, gift cards, and online ordering.

“With Mobibucks, Field of Greens will be able to institute a variety of mobile marketing campaigns--all of which can be amplified using mobile phones,” indicated Michelle Pellerin, VP of Business Development for Mobibucks. “With Mobibucks couponing, for example, mobile computers will be delivered to a customer’s cell phone, creating store traffic from an immediate, local, motivated audience. Field of Greens will also be able to build marketing campaigns to target geographies, time of day, and previous customers. Campaigns can be adjusted on the fly to reach more customers. A campaign can be generated in hours, or extended in minutes.”

Field of Greens Adopts Mobile Marketing and Payments

Channel Factoid

Which vertical market makes best use of technology? According to consumers in North America, it’s supermarkets/grocery stores, endorsed by 78%. By comparison only 20% of respondents feel quick-service restaurants fit the bill. Other segments in the top ten include: gas stations (60%), airlines (37%), pharmacies (34%), electronic stores (33%), entertainment venues (32%), hotels/motels (27%), department stores (26%), and discount stores/warehouse clubs (22%). According to the survey, conducted by Empathica, Inc., of those consumers who have tried some new form of retail technology, 40% recommended that retailer to friends and family. Interestingly, of those who said they had not personally utilized new technology, 18% still recommended the brand based on noting that such technology was offered. Forget bombarding consumers daily with mobile promotions and offers, however. Supermarkets and convenience stores led all industries deemed suitable for such regular contact, with only 8.8% and 8.1%, respectively, wanting such service. All other industries were at, or below, 5%. “Brands should be cognizant of the ways in which emerging technologies can be utilized to enhance customer experience,” advised Gary Edwards, Chief Customer Officer at Emphatica. “For those that are able to introduce new technologies to provide better in-store experience for their customers, there appears to be positive word-of-mouth marketing benefit to retailers.”

HELLO GOODBYE

“Cognoids” Look to Willett

Cognex Corporation (Natick, MA) has promoted Robert Willett, current President and COO, to the greater title of CEO. Willett will continue to report to Robert J. Shillman, who remains Chairman of the Board, and who will take on the newly-created role of Cognex’s Chief Culture Officer. As CEO, Willett now oversees the company’s corporate finance and administration functions, in addition to his current responsibility for sales, marketing, product development, and operations for both the Modular Vision Systems Division and the Surface Inspection Systems Division.

Willett joined Cognex in 2008 as EVP and President of the Modular Vision Systems Division, and was named President and COO of the company in 2010. Before Cognex, he served as Group VP of Business Development and Innovation for the Product Identification business group at Danaher Corporation, the diversified manufacturer of industrial controls and technologies with annual revenues of more than $10 billion. Prior to that role, he was President of Videojet Technologies, the subsidiary of Danaher, as well as CEO of Willett International Ltd., the global coding and marking company he sold to Danaher in 2003, and which was merged into Videojet.

“Since joining Cognex just three years ago, Rob has done a superb job of both managing our business during the 2009 downturn and in laying the groundwork for our company’s record-breaking financial performance in 2010,” stated Shillman. “His leadership was instrumental in every key area, including choosing the strategic markets to pursue for growth, establishing our product development priorities and, finally, in guiding and motivating the talented team of ‘Cognoids’ around the world to make it all happen. Rob is an immensely capable business leader who takes his work seriously, but who doesn’t take himself too seriously. He embodies our motto of ‘Work Hard, Play Hard, and Move Fast!’”

Robert Willett, CEO of Cognex Corporation

AFS Lengthens Team With Shorter

AFS Technologies Inc. (Phoenix) has enlisted Tim Shorter as VP of Foodservice Sales. Shorter has over 20 years of experience in the food and beverage distribution industries, starting with trade show promotion management with Mars, Incorporated. Prior to joining AFS, he served as VP of Sales for Trackmax Solutions and VP of Sales for IRM Corporation, two companies addressing business intelligence for foodservice provisioning. AFS serves more than 1,200 customers in North and South America with its software portfolio for the food and beverage, supply chain, and financial segments.

“Tim’s experience and successful track record of helping companies utilize technology to improve their profitability makes him the perfect fit and an extremely valued addition to our team,” declared Tim Chilson, EVP at AFS Technologies. “His depth of industry knowledge and ability to understand how to solve complex customer problems will help AFS Technologies continue to be the leader in profit optimization solutions for the food and beverage industry.”

Meanwhile, AFS has selected AbilityCRM (Scottsdale, AZ) as its Customer Relationship Management (CRM) partner. AbilityCRM will assist in integrated implementations with Microsoft Dynamics CRM and AFS Order Management Solutions (OMS), according to the two parties. “No longer will sales leads be lost or not escalated through the proper channels,” said Mark Miller, VP, Supply Chain, at AFS Technologies. “With powerful workflow capabilities, AFS customers can have their unique process flows configured to reflect their business requirements, and are not limited to running their business within the limitations of the CRM.”