This Week’s Product Pick

MMF POS (Wheeling, IL) has re-released its Heritage 15-inch cash drawer. Measuring exactly 18.8 in. (W) x 15.25 in. (D) x 4.3 in. (H), and weighing 21.7 lbs., this cash drawer comes in its two traditional colors, black and putty, in scratch-resistant texture powder coat with stainless steel front. Both models include five-bill/ five-coin U.S. till, two media slots, and two-position plunger lock. With this refreshed version, MMF POS has added its new Epson/Star Interface “Kwick Kable,” packaged in the carton, to simplify integration with popular receipt printers and save shipping costs. “This is the model and size you ran with for 20 years and it’s back and easier to use than ever before,” declared Abe Salalac, Director of Sales and Marketing at MMF POS. “That’s not all--it comes with the standard five-year warranty, but by registering on our website, you will have our lifetime limited warranty.”

Heritage 15-Inch Cash Drawer by MMF POS

COMPANY BUSINESS

New SKU: Retail Pro, HP, and ScanSource

Retail Pro International (Folsom, CA) has entered its first formal bundling arrangement--with HP POS terminals--to be handled exclusively through ScanSource (Greenville, SC). Under terms of this new relationship, two configurations will be packaged for ScanSource’s channel partners. Targeted at independent merchants, franchises, and small business owners, Retail Pro’s Small Business Edition will be loaded on the HP rp5800 POS system; for larger merchants and chains, Retail Pro's Global Edition will power the HP ap5000 All-In-One POS station. Both represent complete integrations, to be assigned one SKU at ScanSource, RRN.Com has learned.

“We saw the need for a complete world-class retail management solution, which is retail-hardened and accessible to merchants of any size,” emphasized Mike Bishop, VP of Business Development at Retail Pro International. “This partnership between Retail Pro and HP solves that need by putting the best-of-breed technology within reach of every merchant, allowing them to profitably manage their business. From the storefront to the warehouse to their headquarters, these flexible retail management systems from Retail Pro and HP will help integrate all aspects of the specialty retailer’s business and give them detailed oversight of their operations.”

HP debuted its rp5800 in May, and incorporated second-generation Intel Core i3, i5, and i7 processors, with vPro technology and dual integrated graphic ports to support both clerk and customer-facing displays. Its flexibility was augmented by choice of operating systems, processors, mass storage, media, and array of I/O ports, including cash drawer. As O/S, the new terminal supports Microsoft Windows 7 Professional, Windows POS Ready 2009, and Windows XP. “It’s great timing for us to be launching this product, since many customers have been holding on for the next Intel chips,” RRN.Com was told at the time by Paula Gill, Product Marketing Manager-Retail Solutions at HP.

Retail Pro Bundled With HP rp5800 and HP ap5000

D-O’s Deep Dive

Datamax-O’Neil (Orlando) has set upon the path to better understanding of the Top 100 customers in three prime vertical markets for its products: retail, transportation/logistics, and field service. Propelled in large part by the sophistication of mobile technology, this new endeavor will be spearheaded by Michael Lowey, Director of Sales for Key Accounts. Lowey has joined Datamax-O’Neil from Fujitsu America, following many years at Zebra Technologies and Comtec. He recently spoke with RRN.Com about the Key Accounts methodology and what it means for Datamax-O’Neil’s partners.

“We have employees in demand generation who contact the Top 100 customers in each vertical to increase our company’s visibility and to better understand that environment,” Lowey explained. “So we will be calling on Walmart whether we sell to them or not, because Walmart helps set the trend for what’s going on with technology in retail. Direct sales don’t figure into this program in any way, since our business model is built around our partners. Our goal is to establish communication with leading end-users, learn their requirements, and then pass that information off to the best-qualified partner.”

Partners for Key Accounts will be chosen for their vertical expertise and technical prowess, according to Lowey, and not by the common yardstick of geographical coverage. So far, about three dozen partners have been drawn into the program, most of whom already target top-tier accounts and bring substantial software capability. “We’re getting tremendous response from our partners,” Lowey noted. “I think they see the synergy this program creates, the sharing of information, and the opportunity to develop the tight working relationships needed to succeed with these kinds of customers.” Interestingly, this Key Accounts approach is only one part of an ongoing broader restructuring of the Datamax-O’Neil sales effort, which RRN.Com will subsequently cover.

Michael Lowey, Director of Sales for Key Accounts, Datamax-O’Neil

Worth Your While

VARTECH 2011
BlueStar
August 15-17
Miami

AIM Expo
Association for Automatic Identification and Mobility
September 26-28
Las Vegas

NACS 2011
National Association of Convenience Stores
October 1-4
Chicago

Customer Engagement Technology World
JDEvents
November 9-10
New York

PARTNER PROGRAMS

Hospitality With No Strings

Epson America (Long Beach, CA) has placed its ReadyPrint T20 and TM-T70 printers with PayFirst Solutions (Cherry Hill, NJ) as part of an advanced POS solution for restaurants. Based on PayFirst Restaurant POS software, this new system brings wireless capability for table-side functions such as ordering, printing directly to kitchen or bar, and customer payment. It bundles POS hardware, including the Epson ReadyPrint T20 printer for receipts, with wireless router and repeater, Android tablet PC, and Epson TM-T70 printer for use in the kitchen, as well as start-up guide from PayFirst.

“Simply put, the Epson printers far outperformed the competition,” relayed Alex Doan, Director of Information Technology at PayFirst. “We were looking for printers with top reliability that would fit our pricing and connectivity requirements. With easy driver installation and Ethernet interfaces, the Epson printers delivered maximum ease of use with superior, industry-leading functionality and reliability.”

Metropolitan Sales (Lynbrook, NY) will supply the Epson printers to PayFirst, an Independent Sales Agent of TransFirst, which is one of the top 15 payment processors in the U.S. Together with TransFirst, PayFirst will offer its Restaurant POS bundle through “low-cost leasing” to merchants, thereby lowering the entry barrier for state-of-the-art POS, RRN.Com was told by Mae Wong, SVP, Account Development, at PayFirst. With its feet in both the POS and merchant processing worlds, PayFirst addresses salon/spa and supermarket/grocery verticals as well as hospitality.

Epson TM-T70 Under the Counter

Fishbowl Full of POS

Fishbowl (Orem, UT), which has grown rapidly thanks to its inventory solution for QuickBooks, Fishbowl Inventory, now has launched its new POS software product, dubbed SalesPoint. Release of SalesPoint is part of the larger plan from Fishbowl to deliver full business automation for the SMB market, according to the developer. Touchscreen capability, barcode readiness, and extreme simplicity are given as key attributes of this new build.

“Fishbowl is working to provide all of the elements SMBs need to fully automate their business operations,” declared David Williams, Fishbowl’s CEO. “In addition to SalesPoint, we will also add our customer relationship management application to the mix later in the year. With QuickBooks, Fishbowl Inventory, SalesPoint, and the CRM integration, Fishbowl users will have the essential software they need to completely automate their businesses--a first of its kind for SMBs.”

Earlier this year, in May, Fishbowl rolled out its “Referrer Program,” which allows anyone to earn 10% commission for leads that turn into sales of its software, regardless of experience or certification. Once each referral is received, Fishbowl assigns one of its salespeople to handle all steps from product demonstration to closing. An average commission check of $1,300 per referred sale was earned throughout 2010 in this manner, Fishbowl reported. RRN.Com would be interested to know what our readers think about this go-to-market approach.

David Williams, CEO, Fishbowl

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MERGERS & ACQUISITIONS

Finally, VeriFone Takes Hypercom

It’s official. VeriFone (San Jose, CA) has completed its purchase of Hypercom Corporation (Scottsdale, AZ) at long last, this time with the blessing of the U.S. Department of Justice. To overcome previous objections, Hypercom has divested its U.S. payment systems business to private equity firm, The Gores Group, LLC (Los Angeles). Clint Jones, former Hypercom Corporate Chief of Staff, has been named President of this new U.S-based company, details of which are still being determined (including its name). This latest spin-off will create “an independent and significant competitor” in payment processing terminals, as required by the Department of Justice. VeriFone will retain Hypercom’s business outside the U.S., which was its ultimate goal.

“We are focused on meeting and exceeding the high expectations of our customers, and delivering on the superior quality, service, and reputation developed under Hypercom,” commented Jones. “The Gores Group brings the reputation for successfully completing acquisitions and operating corporate carve-outs such as this, and we expect this to be a smooth transition. The fact that they have previous experience in the point-of-sale industry will be of great value to our customers and employees moving forward.”

“We plan on rolling out the world’s most advanced multi-lane POS solutions throughout the remainder of 2011, to be followed by our suite of world-class products for countertop and banking,” Jones continued. “Additional information about future plans for the company will be disclosed in the coming weeks.” This ends the story begun in November 2010, when VeriFone agreed to purchase Hypercom for $485 million. When the Department of Justice filed an antitrust lawsuit, VeriFone proposed selling Hypercom’s U.S. business to the French market-leader, Ingenico, which, not surprisingly, failed to sway concerns about free market competition.

Popular Hypercom Optimum T4420 Payment Terminal

Fleet-Footed Trimble

Trimble (Sunnyvale, CA) will purchase privately-held PeopleNet (Minnetonka, MN), one of the major suppliers of onboard computing and mobile communication systems dedicated to fleet management. PeopleNet’s products are used by 1,500 regional fleets in the U.S. and Canada, including several Fortune 500 companies; they target vital areas of regulatory compliance, fuel costs, driver safety, and customer visibility. Terms were not disclosed for the transaction, which should be completed in Q3, subject to customary closing conditions and expiration of the waiting period under the Hart-Scott-Rodino Antitrust Improvements Act.

“PeopleNet is another key step in Trimble’s strategy for addressing the complex regulatory and operational demands of enterprise companies in the transportation and logistics (T&L) market,” observed Steven W. Berglund, CEO/President of Trimble. “In combination with other recent initiatives, including the acquisitions of Punch Telematix and Tata Automotive Mobility Technologies, Trimble now offers a portfolio of proven solutions to a growing international customer base. PeopleNet’s management and employees will be the core of our Americas T&L business and we expect to provide seamless connectivity to existing PeopleNet customers.”

“The PeopleNet management team is enthusiastic about joining Trimble,” added Ron Konezny, Founder and CEO of PeopleNet. “Trimble provides PeopleNet with significant additional scope that will allow us to build on our tradition of customer-driven innovation, and expand delivery of products and services by improving the performance and functionality of our existing and future offerings. The combination of PeopleNet’s product portfolio with Trimble’s broad technology base will allow us to create unique solutions that will enable our customers to manage their most important assets.”

PeopleNet’s Tablet Product Fulfills Unique Trucking Needs

Code Corner

Wavelink Corporation (Salt Lake City) issued Wavelink Avalanche 5.2, the latest version of its flagship mobile device management and wireless infrastructure software. Avalanche 5.2 delivers enhancements to its feature set and even deeper support for multi-tenancy to accommodate hosted solutions such as SaaS. New capabilities target reporting, organizing devices, security, location-based services, and two-way messaging, according to the developer. Architecture changes provide the path for better integration with smart-phones and tablets, as well as Avalanche Managed Services and Avalanche On-Demand. The software also adds support for new firmware and devices, including Aruba 3000 Mobility Controllers, various Aruba Access Points, and Motorola’s AP 650. Finally, “internationalization” of the product allows the web-based administration console to be localized for foreign languages. “With this version of Avalanche, we are taking the most comprehensive, fully-featured mobile device management solution and providing enhancements for ease of use as well as more advanced location and permission management within the product,” explained Peter Cannon, Senior Product Manager for Wavelink. “No matter the combination of rugged devices, smart-phones, tablets, wireless access points, or other wireless devices, Avalanche enables organizations to manage them through its central console to reduce costs and improve productivity.”

CERTIFICATION

Printing Partner Finishes Marathon

EMS Global Resource Management (Atlanta) and Datamax-O’Neil (Orlando) have joined forces to further their penetration of the mobile point-of-service market. Specifically, LXE’s Marathon tablet computer has been tested and approved for use with Datamax-O’Neil’s entire portfolio of rugged portable printers. To bring this new hardware combination to a wider array of enterprises in supply chain and field force automation--including warehousing, manufacturing, public safety, utilities, and retail--LXE and Datamax-O’Neil have also agreed to an independent hardware vendor partnership.

In communication certification testing, Marathon connected wirelessly via both Bluetooth and 802.11g with Datamax-O’Neil receipt printers such as Apex, OC2, Andes 3, and MicroFlash 2te and 4te, as well as the LP3, RL4, and OC3 label printers. These thermal printers may be carried by hand or attached to the worker’s belt. Payment capability with Marathon gets addressed through magnetic-stripe reader, one and two-dimensional barcode scanning, and touchscreen-based signature capture.

“Seemingly small increments of lost time become substantial when multiplied throughout the day and across an entire workforce,” noted Bill Roeder, VP and Deputy GM, EMS Global Resource Management, soon to become part of Honeywell Scanning & Mobility. “By delivering laptop computing power and functionality in its rugged ergonomic form factor, our Marathon field computer gives workers the ability to complete more tasks at the point-of-service. Our partnership with Datamax-O’Neil makes that value proposition even stronger, as workers can reliably print receipts, labels, and other critical documentation.”

LXE Marathon Field Computer

Zebra Runs With QNX

Zebra Technologies (Lincolnshire, IL) will standardize on the ubiquitous QNX Neutrino Real-Time Operating System (RTOS) from QNX Software Systems (Ottawa) for use in its portfolio of printers. First up for QNX Neutrino will be Zebra’s new QLn mobile label printer series, unveiled in June. The QNX platform powers mission-critical applications for industries across telecommunications, automotive, medical instrumentation, and automation, and this new agreement represents its first appearance in the mobile printer arena, according to the two parties.

“QNX Software Systems is widely recognized for its superior real-time operating system, and because of that, we could not think of a better choice to power our new printer line,” stated Victor Salmons, Director of Application Technologies for Zebra Technologies. “We are committed to providing our customers with the most reliable and high-performance printing experience possible. QNX will provide a proven platform that allows us to upgrade our printers easily in the field, and that furnishes the reliability, scalability, and performance we require, given the demanding work environments in which our products are used.”

“QNX technology stands behind systems we depend upon every day for work and life,” pointed out Derek Kuhn, VP of Sales and Marketing, QNX Software Systems, a subsidiary of Research In Motion. “We strive to provide our customers with software and services that address their business needs and challenges. Our flexible, field-proven O/S will help them maximize their investment in hardware and help reduce time-to-market for new features and capabilities.”

v

QLn320 Three-Inch Label Printer by Zebra

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
Casio America
Logic Controls
Pioneer POS
POS-X
Touch Dynamic

POS Software - Retail
Tri-Technical Systems

POS Software - Hospitality
Aldelo Systems

Barcode & Transaction Printers
CognitiveTPG
Datamax-O'Neil
TSC 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.

Mobile Marketing & Loyalty
Sundrop Mobile

Receipt Printers
Bixolon America
Citizen Systems America
Epson America
Star Micronics

INSTALLATIONS

Wendy’s Feeds on VPN

DavCo Restaurants has turned to SonicWALL (San Jose, CA) for secure networking and remote access for all of its Wendy’s franchisees in North America, encompassing approximately 4,500 employees. With the deployment, which followed evaluation of technologies from major firewall vendors, according to the two parties, DavCo will speed up its daily POS downloads to headquarters while simultaneously achieving PCI compliance for credit card processing. Based in Crofton, Maryland, DavCo runs 154 restaurants in the Mid-Atlantic region, including Baltimore, Washington, D.C., and Northern Virginia, making it one of the largest Wendy’s chains.

Prior to SonicWALL, DavCo’s enterprise network architecture consisted of its private network with back-office PC at each Wendy’s restaurant. An Internet Service Provider (ISP) furnished each location with dedicated access to specific white-listed websites only. To become PCI-DSS compliant, DavCo needed to deploy firewalls at all restaurant sites to ensure they were adequately segmenting and securing credit card data. In concert with SonicWALL, it installed paired NSA 4500 firewalls at its corporate headquarters with an SRA 4200 appliance and 154 TZ 210 firewalls in all of its Wendy’s locations. To centrally monitor, manage, and report on this volume of activity, DavCo also installed an E-Class Universal Management Appliance (UMA) EM5000 controller.

“The process of becoming PCI compliant was incredibly challenging and complex,” recounted Stacy Duncan, Senior Director of IT for DavCo Restaurants. “Our SSL VPN has been awesome. We were able to implement two-factor authentication using an easy, one-time password sent via text message, resulting in another wall of security for PCI compliance.” RedZone Technologies LLC (Annapolis, MD) assisted in all stages of this project.

SonicWALL TZ 210 Network Appliance

Booster Rocket for NCR

NCR Corporation (Duluth, GA) has been designated as an approved POS supplier for Johnny Rockets franchisees, building upon an earlier agreement for company-owned restaurants. Focus will center on the NCR RealPOS 70XRT workstation, which reduces energy costs up to 50% over earlier systems due more efficient Intel processors and economical power supply, according to the vendor. Suited for both front-counter and drive-thru service, NCR RealPOS 70XRT features bright, durable touchscreen with full-tilt capability to enhance cashier ease of use. An integrated biometric fingerprint reader is available for employee log-in, manager overrides, and other POS applications.

“NCR has demonstrated its commitment to technology innovation and continuous improvement,” stated Paul Nishiyama, VP of IT for The Johnny Rockets Group, Inc. “Always delivering high levels of customer service is what makes NCR our valued technology supplier and partner. Their entire team of hospitality experts and our customer support representative were on top of our needs every step of the way.”

“NCR is thrilled that The Johnny Rockets Group has elected to expand its relationship with NCR, recognizing the value and low total cost of ownership of advanced NCR RealPOS technology,” remarked Bill Campbell, VP of Retail Sales at NCR Corporation. “We look forward to working with both company-owned restaurants and franchisees to deliver superior return on investment and an enhanced customer experience for one of the industry’s most respected brands.” Johnny Rockets has 300 restaurants in 30 states and 16 countries, including many cleverly placed in shopping centers, amusement parks, stadiums, and cruise ships.

NCR POS Approved for Franchisees and Company-Owned Locations

Channel Factoid

Overall, the U.S. restaurant industry added nearly 7,700 eating and drinking establishments in 2010, according to data from the Bureau of Labor Statistics. On the state level, trends were mostly positive, with 41 states (including the District of Columbia) gaining locations and just 10 states in the negative. Drilling down to the city level, New York saw net gain of 1,714 locations in 2010, easily the strongest growth among U.S. metropolitan areas. Boston gained 345 new restaurant establishments in total last year, while Chicago’s industry grew by 318 locations. In percentage terms, New Orleans set the pace with its solid 8.6% increase in eating and drinking places for 2010. Similarly, New York, Jacksonville, and Raleigh all added fun spots at rates of more than 4%. On the flip side, Atlanta lost 83 eating and drinking sites for 2010, representing 0.9% decline from its 2009 level. Sacramento lost 53 establishments city-wide in 2010 (down 1.5%), while Detroit and Las Vegas registered declines of 48 and 45 year over year, respectively. These figures, which are based on unemployment insurance filings of businesses that have wage and salary employees, represent the most comprehensive census of national, state, and local restaurant establishments, according to Bruce Grindy, Chief Economist of the National Restaurant Association.

HELLO GOODBYE

Johnston Joins Pioneer POS

Busy summer for Pioneer POS (City of Industry, CA). First, industry veteran Scott Johnston recently joined the company as its new Director of ISV/Channel Sales. Many RRN.Com readers know Johnston from his previous work with POS vendors such as Panasonic, Posiflex USA, and Firich Enterprises Co. (FEC). “We are more than pleased that Scott has brought his knowledge and experience in the ISV channel to Pioneer POS,” shared Gee Singgih, VP at Pioneer POS, confirming that Johnston will focus on expanding the company’s presence in the reseller channel. In his comments, Johnston cited Pioneer POS’s “consistent management ownership, USA-based manufacturing, strong product line, and long-term commitment to the channel.”

Earlier, in July, Pioneer POS was certified as an authorized hardware provider by Action Systems Inc. (Silver Spring, MD). With this designation, Pioneer’s StealthTouch-M5 All-In-One touch monitor and Stealth S-Line with integrated Epson receipt printer have been approved for use with ASI’s Restaurant Manager POS software. “Pioneer POS offers cost-effective, profitability-enhancing hardware to our dealers,” indicated Craig Bednarovsky, Director of Sales and Marketing at ASI.

Finally, Pioneer POS also has named Sektor (Auckland, New Zealand) as its distribution partner for both New Zealand and Australia. Sektor brings expertise in pre-sales consultancy, pre-configuration, and staging services along with rollout, planning, and logistics. They also specialize in asset management services as well as product and brand-specific training. Rhys Warren, CEO of Sektor, noted that Pioneer POS will help unlock new markets for Sektor’s partners--healthcare, for example.

Scott Johnston, Director of ISV/Channel Sales, Pioneer POS

Clocking in at ATS

Accu-Time Systems, Inc. (Ellington, CT), long-time supplier of time-and-attendance for retail and supply chain, has strengthened its own workforce with the addition of two new employees: Alan Richman, as Manufacturing Operations Manager, and Geoffrey Smith, as Cesium Product Manager. Richman will help direct areas such as manufacturing strategy, product design, cost control, and customer fulfillment. He brings almost 30 years of experience in the manufacturing industry, including the supervision of material suppliers in India and China. “We look forward to his leadership in improving and streamlining our operations,” commented Peter DiMaria, CEO/President of ATS, now part of Amano USA Holdings.

As Cesium Product Manager, Smith will be working to fully develop ATS’s terminal/software offering that interfaces directly with Oracle’s PeopleSoft ERP system. Specifically, he will research and define the market, look for beta sites, and work with the ATS sales force to bring new customers on-board. Smith has more than 10 years of track record for product launches addressing human capital and workforce management.

“I’m excited to be able to leverage my background and passion for workforce management and employee efficiency analytics, and I look forward to bringing new products to market as part of the ATS team,” Smith said. “It is a pleasure to be joining an industry leader whose customer-first mentality and time-and-attendance terminal expertise provides instant credibility to the Cesium solution.”

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Alan Richman (left), Manufacturing Operations Manager/Geoffrey Smith (right), Cesium Product Manager.