This Week’s Product Pick

DAP Technologies (Tempe, AZ) debuted its MT1010 rugged tablet computer for Windows 7/Windows 8. With 10-inch multi-touch capacitive display, magnesium-alloy construction, and multiple I/O ports--USB, Ethernet, Serial, and HDMI--this device weighs less than 3 lbs. and measures less than 1 inch thick. Sealed to IP-65 and certified for six-foot drops, MT1010 includes Intel's N2600 Dual Core CPU at 1.6 GHz and 64 GB SSD. Features include one and two-dimensional scanning, front and rear-facing cameras, and GPS. It carries WLAN 802.11a/b/g/n and Bluetooth V4.0, with optional Gobi 3000 WWAN. "Our new MT1010 allows enterprise customers to benefit from the tablet trend, while maintaining Microsoft Windows compatibility and I/O connectivity with legacy peripherals," emphasized David Molesworth, GM of DAP Technologies.

MT1010 Rugged Tablet

COMPANY BUSINESS

HP Deals Another Pair of POS

"We try harder," the rental car company used to say about second place, and along those lines HP, which now holds that position for ship share globally in POS, keeps filling holes in its line card. The latest example: two new terminals, the fanless HP RP7 and the compact HP RP3. Recently, RRN.Com spoke with HP's POS team regarding these new products, the first of which addresses hospitality, the second, general merchandise. Both figure to play substantially in the channel, through both reselling of hardware and service and support contracts.

With its eye on increasing its market share in hospitality, HP has released the fanless RP7, Model 7100, almost simultaneously with the hiring of Tracy Flynn, Global Industry Segment Manager for Hospitality, formerly with NCR. Several characteristics of the RP7 stand out, Flynn told RRN.Com, including the bezel-free projected capacitive touchscreen, multi-touch gesture capability, and dual-hinge design. In making this product fanless, HP employed low-power processing, full aluminum back-panel, and solid state drive. In particular, Flynn noted HP's attention to engineering ("there's even plugs for each of the ports on the terminal") as well as the breadth of configuration options and branded peripherals.

In comparison, the HP RP3 addresses retail, especially space-constrained environments. "We have VESA mount pattern on top and bottom of the RP3 for flexible mounting," noted Scott Gregory, Retail Solutions Portfolio Manager at HP. "We also have an internal power supply, unlike many smaller terminals which have large power bricks sitting off to the side. One last point: we made it small, about 70% of the size of the RP5, its big brother, but you still get the full-sized expansion slot. We know this is important to a lot of retailers."

HP's RP7 Goes Fanless for Hospitality

A Regime Change at Micros

Micros Systems (Columbia, MD) has looked outside POS for the successor to A.L. “Tom” Giannopoulos, selecting Peter Altabef, former chief of Perot Systems and Dell Services. Altabef assumes the role of CEO/President of Micros in January 2013, with Giannopoulos, who has served as the company’s CEO since 1993, continuing his duties as Executive Chairman during his period of employment, which extends to June 30, 2014. Altabef served as CEO/President of Perot Systems from 2004 to 2009, when that $2.8 billion entity was acquired by Dell. Upon Dell’s purchase of Perot Systems, Altabef became President of Dell Services until his departure in 2011.

“Under Mr. Giannopoulos’ steady leadership, Micros has prospered and thrived for two decades, and remains firmly positioned as an innovator and leader in the industries we serve,” commented John Puente, Micros Director and Chairman of the Compensation and Nominating Committee on the Board of Directors. “With this transition, Mr. Giannopoulos will continue to provide executive leadership and direction for Micros, while allowing Mr. Altabef to assume daily operational responsibilities with the existing Micros executive team. We welcome to Micros Mr. Altabef, who has a long and distinguished history overseeing thriving technology organizations.”

“It has been a great pleasure and privilege to lead Micros as Chief Executive Officer over the past twenty years. In this two-decade period, Micros has grown from a small, boutique hardware purveyor to the restaurant industry to one of the world’s most dynamic and innovative technology solution providers to the global restaurant, hotel, and retail marketplaces,” stated Giannopoulos. “I am most proud of the deep and enduring relationships I have developed with many of our valued employees and clients, and believe the company remains in excellent hands with Mr. Altabef and our tenured strong management team.”

Peter Altabef, CEO/President, Micros Systems

Worth Your While - 2013

NRF 102nd Annual Convention & Expo
National Retail Federation
January 13-16
New York City

INSPIRE
Retail Solutions Providers Association (RSPA)
January 20-23
Curacao, Lesser Antilles

ETA Annual Meeting & Expo
Electronic Transactions Association
April 30 - May 1
New Orleans

THE Tech EVENT
(Formerly NACStech, National Association of Convenience Stores)
May 6-10
Dallas

NRA Show
National Restaurant Association
May 18-21
Chicago

ALL IN THE FAMILY

Lynx PDA Uncaged by Datalogic

Datalogic ADC (Eugene, OR) has presented its Lynx PDA for retail, manufacturing, and logistics environments. Powered by an XScale PXA 310 CPU at 806 MHz, 256 MB RAM, and 512 MB Flash, Lynx PDA runs Windows Embedded Handheld 6.5. Described as pocket-sized, this new device carries an ergonomic design, 2.7-inch sunlight readable screen, and two different keyboards, alphanumeric or Qwerty. An IP-54 rating for water and dust allows use in inclement weather with four-foot drop resistance to concrete.

Datalogic ADC has outfitted Lynx PDA with state-of-the-art capabilities in data collection and communications. Laser scanner or wide-aspect two-dimensional imager may be ordered, along with standard three-megapixel autofocus camera and Micro SD memory slot. A quartet of radios includes Assisted GPS (A-GPS) with Skyhook’s Core Engine hybrid positioning system for location-based applications, 3G/4G (HSPA+) for voice and data, Summit Embedded 802.11b/g/n with Cisco CCX V4 certification for enterprise-class operations, and Bluetooth Class 2+EDR for simultaneous connections at low power.

“Datalogic wanted to create a PDA that went beyond traditional data capture, something that could empower workers, sales people, and retail managers to improve their job experience, while increasing speed and efficiency,” remarked Francesco Montanari, VP and GM of Mobile Computing for Datalogic ADC. “The Lynx PDA presents the perfect combination of technology, robustness, and ergonomics to make jobs simple and intuitive even in the harshest conditions.” Accompanying battery, micro USB cable for data transfer, and direct power supply with plugs for all geographic regions are shipped together in one box, Datalogic noted.

Full-Featured Lynx PDA by Datalogic ADC

Will VARs Mint Silver?

It’s common knowledge that some POS VARs have expressed concerns about NCR’s Silver, fearing it may cut them out of the low-tier market. NCR repudiates this contention, and some prominent channel figures have agreed, pointing instead to emerging opportunities presented by the package. Now NCR has launched an NCR Silver Leasing Plan in conjunction with Vend Lease Company (Baltimore), which promises increased reseller commissions as well as recurring revenue from small business owners implementing the technology.

According to NCR, Silver Leasing Plans extend from 12 to 60 months and include the hardware suite of receipt printer, credit card reader, cash drawer, and swivel stand for iPad. These plans do not include the $79 per month NCR Silver software subscription, for which VARs will receive ongoing commissions. Apple devices, of course, are also sold separately. In correspondence with RRN.Com, NCR was reluctant to release exact dollar figures for resellers, but by way of estimation, we may note that NCR Silver at Staples has been priced at $499 without software.

“Since launching NCR Silver earlier this year, our goal has been to help small business owners achieve their goals by revolutionizing the way they run and track their business, market to new and existing customers, and sell anywhere,” observed Christian Nahas, VP of the NCR Small Business Team. “Our customers and our channel partners have asked for a leasing option for NCR Silver. We are extremely pleased to increase our distribution reach with this leasing program that works for both the resellers that are talking to small businesses every day and the small business owners they are talking to.”

A New Leasing Plan for NCR’s Silver Bundle of Tablet POS

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PARTNER PROGRAMS

Ingram Micro Crosses the Equinox

Ingram Micro's Data Capture/POS Division (Carlsbad, CA) has signed Equinox Payments, LLC (Scottsdale, AZ) as one of its supporting vendors. Under terms of the new agreement, limited to the U.S., Ingram Micro has been named master distributor of Equinox's family of payment processing terminals, including the flagship L5000 series. In addition, Equinox Payments will supply necessary remote key injection on behalf of Ingram Micro's channel partners, thereby simplifying the process.

"With integrated NFC/Contactless technology, EMV chip reading, signature capture, PIN entry, and remote key injection capabilities--all on a large, brilliant-color display--the L5000 series is fast becoming a channel favorite and offers a great service for any business that accepts PIN Pad and credit card payments," declared Lloyd Baylard, VP of Equinox Payments. "The market expertise, dedicated support, and expanded partner reach offered through the Ingram Micro Data Capture/POS business unit will serve as a growth catalyst for Equinox Payments--helping us to achieve our business goals, and bring increased value and greater service levels to our mutual channel partners." Notably, L5000 comes PCI 3.X certified and Google Wallet ready.

"Equinox Payments is one of the top POS payment terminal manufacturers in the country, and we're pleased to be named distributor of choice for the L5000 series of payment terminals as part of our growing solutions portfolio to resellers and managed service providers (MSPs) throughout the U.S.," shared Justin Scopaz, Executive Director and GM of the Ingram Micro Data Capture/POS and Physical Security business units for North America. According to Carla Cicero, Executive Director, U.S. Sales and Vendor Management for Data Capture/POS, payment terminals represent "a good 'in' for channel partners to engage existing customers and prospects on adopting or refreshing their IT environment." Equinox Payments, RRN.Com readers will recall, was created two years ago when The Gores Group purchased Hypercom's U.S. assets.

Series L5000 Payment Terminal From Equinox Payments

Partner Tech Holds the Key(Stroke)

Specialized Business Solutions (Dillon, CO) has embraced the Partner Tech product line for use with its Keystroke Point of Sale and Keystroke Advanced POS software. Specifically, SBS has certified the SP-800 All-in-One, PT-6215 All-in-One, and PT-1500 POS PC from Partner Tech USA (Irvine. CA). Partner Tech’s SP-800 features an aluminum body, Intel Dual Core CPU at 1.8 GHz, 15-inch resistive touchscreen, 0 to 90 degree angle tilt, second display options, and the full complement of ports. The PT-6215 includes an integrated thermal receipt printer, three-track magnetic-stripe card reader, and 2x20 rear display in its small form factor of 13.5 in. (W) x 12.6 in. (D) x 10 in. (H).

“This new certification ensures an efficient and seamless bond between the Keystroke software and Partner Tech hardware,” wrote Dana Bargell, Director of Marketing for SBS. “Partner Tech offers an array of products that are both cost effective and original. These products are fast, well built, and resilient. Keystroke dealers now have even more tools in their quiver to sell and maintain their customers.”

Keystroke sells exclusively through its independent, authorized VAR partners, as many RRN.Com readers know. According to Nik von Gundell, Manager of Dealer Relations, opportunities remain in most regions of the U.S., as well as internationally. Meanwhile, at Partner Tech USA, Keith Schroer has rejoined the company as VP of Sales and Marketing after some time with Acrelec. Another industry veteran, Gus Reid, formerly of Epson, serves as VP of Mobility at Partner Tech USA.

SP-800 All-in-One POS Terminal by Partner Tech

Code Corner

HighJump Software (Minneapolis) announced that its TrueCommerce EDI solution now supports the 2013 Versions of QuickBooks Pro, Premier, and Enterprise, while also offering new productivity features. The only EDI "preferred" by Intuit for QuickBooks Enterprise Solutions, and awarded Gold Developer status for Pro and Premier, HighJump TrueCommerce offers QuickBooks customers "complete, easy-to-use, and affordable EDI with an unsurpassed range of integrated capabilities," according to its developer. TrueCommerce Transaction Manager for QuickBooks supports sales, warehouse, and purchasing, thereby connecting users with their customers, third-party logistics (3PL) providers, and suppliers. It delivers additional integrated documents for credit memos and payment receipts, along with the ability to support custom fields. HighJump offers TrueCommerce EDI either on-premise or as Software-as-a-Service (SaaS). "HighJump TrueCommerce has provided EDI solutions to QuickBooks users for over fifteen years, backed by best-in-class service and support," recounted Nick Manolis, SVP and GM for the TrueCommerce EDI Solutions Group. "The enhancements we've made enable QuickBooks users to integrate and accelerate key processes in a way that meets their specific requirements and delivers maximum business value."

ALLIANCES

iPad to Star in Kiosk World

However else it impacts the POS channel, the iPad appears to have finally opened opportunities in self-service. Traditionally, the kiosk area has remained off limits to VARs due to unwieldy form factors and the general lack of SMB end-users. Now that’s changing, as new self-service players draw upon the POS community for support of their tablet-based constructions. Case in point: Kiosk Group, Inc. (Frederick, MD), which has teamed with Star Micronics America (Edison, NJ) to address this market.

Kiosk Group now offers an optional printer module for its iPad kiosk line which was designed specifically to house Star’s TSP800II thermal printer in order to produce labels, receipts, and tickets. TSP800II was chosen for its high performance speed of 180 mm/7 inches per second (about 37 receipts per minute) at 203 dpi and wide paper widths of 2.3 inches to 4.4 inches, according to the two parties. It syncs with Kiosk Pro Enterprise software developed by the Kiosk Group, which supports additional necessary hardware such as magnetic-stripe card reader and barcode scanners.

“The iPad has been a game-changer in the kiosk industry, drastically cutting the costs of interactive touchscreen kiosks,” relayed Mike James, President of the Kiosk Group, with some understatement. Long active in multimedia displays, Kiosk Group has designed enclosures for Amtrak, Nine West, and the Washington National Cathedral as well as providing its software for Coca-Cola, the Motion Picture Academy, Boeing, and Verizon. “I am confident that Star printers can add even more value to Kiosk Group's self-service units and enhance the overall experience for kiosk end-users,” volunteered Christophe Naasz, Director of Marketing for Star Micronics.

Star Micronics’ Thermal Printer Added to Kiosk Configuration

X Marks the Spot at OKI

OKI Data Americas (Mount Laurel, NJ) and Lantronix (Irvine, CA) have joined forces to bring wireless printing for iOS into the enterprise. Under this agreement, OKI Data will become the first printer manufacturer to resell xPrintServer Office Edition by Lantronix, which supports unlimited iOS devices, offers customizable settings and security options, and runs directly through the native print menu, eliminating the need to download mobile print applications. OKI Data and Lantronix first announced their plans to co-market technologies in June.

“This agreement bolsters OKI Data’s position as valued printing solutions provider to our enterprise customers,” noted Keith Fenton, Product Planning Manager for MFP Software and Solutions for OKI Data Americas. “By offering the xPrintServer with our single- and multi-function printers, OKI Data is able to provide mobile printing solutions to help optimize performance within specific work group environments quickly, easily, and cost-effectively.” OKI will sell the xPrintServer devices with its LED/Laser printers to customers, resellers, and distributors.

“Our reseller partnership with OKI Data Americas boosts our brand awareness and expands our reach and distribution channels,” confirmed Mark Tullio, VP of Worldwide Marketing at Lantronix. “By having OKI Data as our partner, we can better understand how large work groups are using the device. In turn, this feedback provides us with useful information so that we can improve the features and functionality of the products as well as the user experience within the enterprise environment.” For its part, Lantronix will refer OKI Data’s products to members of its network.

Lantronix iOS Print Server Appliance

Key Advertiser Links

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

POS & Auto ID Distribution
BlueStar
Wasp Barcode Technologies

POS & Peripherals
J2 Retail Systems
Pioneer POS
Posiflex
POS-X
Touch Dynamic

POS Systems - Hospitality
PAR

POS & Processing
RedFin Network

Barcode & Transaction Printers
Datamax-O'Neil
Zebra Technologies

Cash Drawers
MMF POS

Data Collection Terminals
CipherLab
Datalogic ADC
Janam Technologies
Trimble

Data Collection Software
Wavelink

Integrated Payment Solutions
Datacap Systems
Merchant Warehouse

Keyboards
Cherry, ZF Electronics Corp.

Receipt Printers
Bixolon America
Citizen Systems America
Epson America
Star Micronics

Scanners
Bar Codes Unlimited
Code Corporation

Thermal Printers
Seiko Instruments USA

Touchscreens & Monitors
Elo TouchSystems

INSTALLATIONS

A Bucket of M-POS for KFC

An upstart barcode-based mobile commerce provider, Kuapay, will deploy its system for the Great American Chicken Corporation (GACC), which operates 71 KFC locations in the Los Angeles area. Compatible with iOS, Android, and BlackBerry, Kuapay utilizes its mobile wallet and QR codes to run purchases on major credit and debit cards. The company has integrations with traditional POS ISVs such as Micros, Positouch, and Dinerware.

“The mobile revolution has dramatically changed the way people shop and pay, and this new system from Kuapay enables us to eliminate barriers that limit customers to only certain types of payments,” reported Tony Frazier, COO for GACC. “Now, customers can pay however they’d like quickly and securely, which we expect will help us attract a younger demographic at our KFC restaurants and enhance the customer experience across all our locations.” The merchant also plans to leverage the system’s built-in mobile marketing capability for its “Spend $15, Earn $3 Back” loyalty campaign.

“The quick-service restaurant environment is particularly conducive to Kuapay’s mobile payment system,” suggested Joaquin Ayuso de Paul, Founder and CEO of Kuapay, which is based in Santa Monica, California. “The system delivers near-immediate ROI with low merchant transaction fees, zero start-up costs, and no-commitment monthly pricing.” And in this case, it also fits nicely with GACC’s ‘Future Store Network,’ he pointed out, which will implement Wi-Fi, 47-inch HDTVs with full cable service, and other in-store technology. Ayuso de Paul is perhaps best known for launching Tuenti, the “Spanish Facebook,” which was eventually sold to Telefonica for $100 million.

Franchise Deploys Payment Scheme From Kuapay

Digital Signage Toasts the Millennials

By all accounts, the time for digital signage in the POS channel has arrived, so RRN.Com readers need to familiarize themselves with another set of vendors. One established player, Visual Graphic Systems (Carlstadt, NJ), recently rolled out its Simplicity Digital Menu Board System with D’Angelo Grilled Sandwiches, the prominent chain in New England, to take one example. Overall, Simplicity was installed and successfully launched in three months over 160 D’Angelo locations in combination with static menu boards and supporting point-of-purchase materials.

Targeted directly at foodservice, VGS menu boards were part of D’Angelo’s makeover aimed at the so-called Millennial Generation, accompanying its “Think With Your Stomach” advertising campaign. LCD flat screens running VGS Simplicity display menus and deals with the build-your-own capacity for cold sandwiches. Simplicity allows end-users to update and manage their product, price, and promotional information “within three mouse clicks,” according to its developer. As expected, it also helps restaurant operators comply with nutrition labeling laws.

With online content portal and templates, Simplicity allows customization to match, or even extend, an end-user’s brand. Once the portal and templates have been created, editing may begin, with functions for day-parting or scheduling via built-in calendar. Data may also be integrated with the customer’s POS system. According to VGS, updates do not require design or computer programming skills and may be made via the web, in real-time, using any desktop or mobile device. In his recap of this year’s VARTECH Show for RRN.Com, it should be noted, Steve Cuntz, CEO of BlueStar, identified digital signage as one of the topics of greatest interest.

Simplicity Digital Menu Board System at D’Angelo Grilled Sandwiches

Channel Factoid

A vast majority of consumers (87%) say they will use their mobile device to change the way they shop this holiday season. Moreover, exactly half (50%) plan to make at least one purchase with their device, reports the new study conducted by Sybase 365, the mobile services arm of SAP, and the Mobile Marketing Association. Consumers also plan to utilize their mobile devices for comparing prices, researching deals and coupons, locating product reviews, avoiding long shopping lines, and tracking loyalty points. Still, 61% would like to see improvement in this area. Such desired enhancements include more accurate results that are relevant to their shopping habits and exact location (48%), more secure connections to ensure their transactions are safe (46%), and faster connection speeds in order to obtain immediate results (38%). Merchants are also helping to drive awareness of mobile payments. Nearly half of consumers surveyed (44%) have received promotional offers on their mobile device recently from Amazon, Best Buy, Groupon, Target, or Starbucks. "Consumer adoption of mobile will continue to climb as new technology is introduced and evolves," predicted Michael Becker, Managing Director, North America, for the Mobile Marketing Association. "With mobile payment and commerce options expanding, marketers have an unprecedented opportunity to leverage mobile along the path to purchase and turn awareness into preference and preference into transactions."

HELLO GOODBYE

Mo’ Muscle for Mobeam

Digital couponing technology provider Mobeam (San Francisco) has engaged John Hennessy in the role of SVP of Business Development. Mobeam provides firmware for converting barcodes on mobile phones into light pulses suitable for reading by scanners at the checkout counter. Such technology employs the phone’s existing capabilities--message waiting and battery charging indicators, proximity sensors, even camera flashes--and increases read accuracy without the need for any changes to the retailer’s POS infrastructure, according to the company.

“We are excited to have John on the Mobeam team,” commented Chris Sellers, CEO/President of Mobeam. “Bringing on someone of John’s caliber, with his extensive experience in loyalty programs and retail marketing, will be invaluable as we grow our business, develop more partnerships, and expand our brand’s reach.” Earlier this year, in February, Mobeam added another $1.5 million in venture funding to the $5 million announced in October 2011. One investor, Perry Ha, Founder and Managing Director at DFJ Athena, joined the Board of Directors.

Prior to Mobeam, Hennessy served as SVP of Sales and Marketing for Locus Traxx, minister of temperature-controlled shipping for produce and perishable foods. In this capacity, he worked with growers, transportation providers, wholesalers, and retailers. He also held the position of VP of Sales and Marketing for Concept Shopping, where he advised companies on merchandising and customer relationship management. Before Concept Shopping, he was SVP of Sales at Information Resources, furnishing market research for consumer packaged goods (CPG) companies.

John Hennessy, SVP of Business Development, Mobeam

Lautenbach Puts His Stamp on Pitney Bowes

Pitney Bowes has named Marc Lautenbach as its CEO/President, effective immediately. Lautenbach will be familiar to many RRN.Com readers from his three decades of senior leadership at IBM. At Pitney Bowes, he succeeds Murray Martin, who is retiring as the company’s Chairman, CEO/President, and Board Member. Pitney Bowes also announced that Michael Roth, currently Lead Independent Director, has been appointed Non-Executive Chairman of the Board, which Lautenbach also has joined.

Most recently, Lautenbach served as Managing Partner of IBM North America Global Business Services. Previously, as GM of IBM North America, he led sales and distribution operations in the U.S., Canada, and Latin America. Prior to that, he was GM for IBM Global Small and Medium Business, with worldwide responsibility for strategy, channel development, and marketing and sales for that segment. As honors, Lautenbach was appointed to IBM’s Worldwide Management Committee in 2001, followed by the Performance Team and the Integration and Values Team in 2006.

“During his tenure at IBM, Marc developed a reputation for delivering consistent results while assisting companies to reach their full potential. This experience is of critical importance to Pitney Bowes at this important time of change for our company and our industry,” remarked Roth. Added Lautenbach: “It is an honor to lead Pitney Bowes, a company with a long and proud history. I view this as a time of great opportunity to build an even stronger future for the company with its valuable portfolio of innovative products and solutions, strong customer relationships, and team of deeply talented and devoted employees around the world.”

Marc Lautenbach, CEO/President, Pitney Bowes