This Week’s Product Pick

Datamax-O’Neil (Orlando) unveiled its newest E-Class Mark III printer model, the Professional Plus (Pro+). This desktop thermal printer offers locking media cabinet and enough internal media capacity to hold 7.2-inch rolls or stack of fanfold. Additional features include graphical display with navigational menu interface, real-time clock, audible alarms, USB host connectivity, faster print speed at six inches/second and 203 dpi, and optional WLAN and Bluetooth communications. A small footprint encloses double wall construction, horizontal split case for easy loading, and wrap around media window. “The Pro+ gives our customers many of the features found in high-cost industrial printers but in a desktop size and price,” stated Raul Palacios, Senior Product Manager at Datamax-O’Neil. “Many customers found themselves buying an industrial printer just for a single feature only available in an industrial product. The Pro+ answers that call.”

Datamax-O’Neil’s E-Class Mark III Pro+

COMPANY BUSINESS

POS Partners Wants to Help

A new entity seeks to help POS VARs navigate today’s complicated mix of new technologies, revenue streams, and market forces. Entitled POS Partners, and led by Brian Smith, CEO/President, this self-described “aggregator of products and services” hopes to assist fellow VARs in making the successful transition to its "proven and perfected" POS business model. This necessitates full exploitation of opportunities in merchant services, software-as-a-service, and automated maintenance contracts, according to POS Partners, which will also offer cooperative buying, expanded help-desk support, ready financing, and sales and marketing coverage for potential participants.

“We are totally about building recurring revenue,” Smith explained to RRN.Com. “There is no other way to survive in today’s world. I didn’t invent this model, but I think we’ve brought it together well. We’ve put together some unique processes on how to do business and succeed, which I know will profit the POS channel.”

Readers will recognize Smith as the President and Owner of CRS Texas (Houston), the prominent POS VAR in hospitality and retail. For this new venture, Smith has enlisted backing from Merchants’ Choice Payment Solutions, one of the largest ISO’s for First Data Corporation, and Woodforest National Bank, which functions as the sponsoring financial institution. In offering to serve as "the big brother" for POS VARs, in Smith’s colorful phrasing, POS Partners has targeted smaller dealerships with less than 10 employees, probably, “who still depend on month per month sales to run their business.”

“I’m going to show you how to win more business and own this industry in the future,” Smith addressed POS VARs who read RRN.Com. “We’re inviting you to work with us and grow with us. We can help you increase your margins on hardware and software, to take one important example. This is what we do. We’ve perfected these models and we want to help other POS VARs get started.” Later this month, POS Partners, which should not be confused with the POS VAR near the Great Lakes, will take its message to the Retail Solutions Providers Association’s RetailNOW Show in Las Vegas.

Brian Smith, CEO/President, POS Partners

Partner Tech Carries the Tablets

Partner Tech USA (Irvine, CA) has premiered its EM-70B tablet computer with 7-inch display screen and Android 2.3 OS. Scheduled to ship later this summer, the EM-70B will initially target the company’s quick play in hospitality, RRN.Com was told by Gus Reid, VP of Sales and Marketing at Partner Tech USA, with other vertical markets to follow. Designed to be more rugged and functional than consumer devices, yet significantly less expensive than comparable enterprise-class tablets, EM-70B integrates necessary peripherals such as barcode scanner, magnetic-stripe reader (MSR), and RFID module. With slim form factor (less than an inch thick) and low weight (1.75 lbs.), it meets industrial specifications of IP-54, MIL-STD-810G, and four-foot drop test.

“A lot of people interested in this have already tried consumer devices,” Reid shared with RRN.Com. “But they have trouble with the peripherals--the USB or audio jacks just don’t hold up. And even with one of the cases you can buy, consumer devices are not spill or dust resistant and you certainly don’t want to mishandle them.”

In terms of technical specifications, EM-70B employs the energy-efficient Freescale ARM CPU at 800 MHz, 512 MB DDR, 4 GB NAND Flash, and Micro SD Card Slot. Communication capabilities include Wi-Fi 802.11b/g/n and Bluetooth 2.0 Class 2. In particular, Reid feels the 7-inch capacitive touchscreen at 1024x600 resolution brings advantages to the market. “It’s bigger than your smartphone," he noted, "and carrying 10-inch devices, even an iPad, gets difficult for the guy who’s running deliveries. Our smaller screen size, with multi-touch, auto-rotation, and sunlight readability, seems to be very attractive to people in the field.” Next, Partner Tech USA plans to launch several new POS workstations with bezel-free and backlight design.

EM-70B Android Tablet by Partner Tech USA

Worth Your While

RetailNOW 2012
Retail Solutions Providers Association (RSPA)
July 29-August 1
Las Vegas

VARTECH US/LATAM
BlueStar
October 5-8
Bahamas Cruise

NACS 2012
National Association of Convenience Stores
October 7-9
Las Vegas

Pack Expo 2012
Packaging Manufacturers Machinery Institute
October 28-31
Chicago

Customer Engagement Technology World
JDEvents
November 7-8
New York

IAAPA Expo 2012
International Association of Amusement Parks and Attractions
November 12-16
Orlando

ALL IN THE FAMILY

Skorpio X3 Uncaged by Datalogic

Datalogic ADC (Eugene, OR) has shipped its Skorpio X3 rugged mobile computer, targeted at retail and warehouse environments for use in assisted sales and stock management. Skorpio X3 features XScale PXA310 CPU at 624 MHz, 256 MB RAM, 512 MB Flash, and Windows CE 6.0 or Windows Embedded Handheld 6.5 OS. Other characteristics include 3.2-inch color touchscreen, one-dimensional laser scanner or two-dimensional wide-aspect imager, and Wi-Fi 802.11a/b/g with Cisco CCX V4 certification and Bluetooth 2.0+EDR. Wavelink Avalanche and Terminal Emulation come pre-installed and pre-licensed.

Datalogic ADC emphasizes ergonomics in its products, and without pistol grip, the Skorpio X3 measures 7.6 in. (L) x 3 in. (W) x 1.3 in. (D) and weighs 13.8 oz. with standard battery. An inclined scan engine eliminates the need to move the wrist, thereby reducing operator fatigue, according to the vendor. In addition, three different keypads address specific application requirements. Fifty-key and 38-key alphanumeric keypads support terminal emulation, while the 28-key numeric keypad accommodates extensive data collection. Lastly, Datalogic’s patented “Green Spot” technology helps to ensure good read feedback.

“Datalogic’s attention to detail makes the difference in the Skorpio X3 mobile computer,” suggested Francesco Montanari, VP and GM of Mobile Computing at Datalogic ADC. “Every aspect of this device was carefully designed to enhance the user’s experience, while providing retailers with improved efficiency and streamlined business processes at the same time.” Elsewhere, Datalogic has integrated the resources of its Datalogic Automation, Accu-Sort Systems, and PPT Vision segments into one operating unit, under the direction of Gian Paolo Fedrigo, CEO of Datalogic Automation, in order to better address the worldwide market for material handling and inspection systems.

Datalogic ADC’s New Skorpio X3 Mobile Computer

A License to Scan at Honeywell

Honeywell Scanning & Mobility (Ft. Mill, SC) has taken an interesting tack with its new Voyager 1400g handheld general-purpose scanner. Based upon the earlier 1200g, this new area imager furnishes omni-directional reading of linear barcodes, plus the capacity to upgrade to PDF and two-dimensional symbologies, either at the time of purchase or whenever end-user needs grow. No hardware changes are required, RRN.Com was told by Melissa Fiutak, Senior Product Marketing Manager at Honeywell Scanning & Mobility. Upgrade takes place through software licensing agreement from the vendor.

Offered at comparable pricing to linear scanners, according to Fiutak, this new area imager will come in three SKU’s with ascending, cumulative capabilities: 1400g1D, 1400gPDF, and 1400g2D. Appearing somewhat futuristic in its stand, the scanner itself measures 7.1 in. (L) x 2.6 in. (W) x 1.7 in. (D), and weighs only 4.2 oz. Host system interfaces include USB, keyboard wedge, and RS-485, with IP-42 environmental sealing, drop protection to five feet on concrete, and read range of up to 14 inches depending upon the type of symbology.

“Shinsegae selected Honeywell’s Voyager 1400g for its ability to quickly scan two-dimensional barcodes on mobile phones, making it the ideal solution to support our S-Wallet loyalty system,” testified Jung-hoon Sung, IT Manager of Shinsegae Corporation, South Korea’s largest retailer. “In addition to its performance, the light weight of the Voyager 1400g and the easy-to-use ergonomics were key features that make our pilot project so successful among our employees. The Voyager 1400g will be easy for us to deploy to our 4,000-plus POS terminals, and we look forward to working with Honeywell in the future.”

Voyager 1400g Area Imager by Honeywell Scanning & Mobility

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MERGERS & ACQUISITIONS

Wavelink Lands on LANDesk

Wavelink Corporation, which pioneered mobile device management for the reseller channel, has been bought by LANDesk Software, the IT systems and security provider spun out of Intel. Financial terms between the two companies, both based in Salt Lake City, were not disclosed. LANDesk will maintain the Wavelink brand and product lines, according to the initial announcement.

“I am excited about the vast expertise and understanding of the mobile market that the talented employees, customers, and partners of Wavelink will bring to LANDesk Software,” stated Steve Daly, CEO of LANDesk. “Together, we will redefine mobility management and provide the market with unrivaled end-to-end solutions across the broadest possible range of platforms and devices. From the boardroom to the back office, whether an end-user’s personal device or rugged line-of-business enterprise device, we will enable mobility for people to do their jobs.”

Founded in 1992, Wavelink has been an innovator in device management, wireless infrastructure, terminal emulation, voice enabling, and mobile application development software. More than 15,000 companies with over seven million devices across vertical markets such as retail, supply chain, and field service currently employ Wavelink Avalanche and other company products. For LANDesk, this represents the second strategic acquisition this year. In April, it procured Managed Planet, which developed proprietary IT asset management technology for the LANDesk Data Analytics offering.

Steve Daly, CEO, LANDesk Software

One More Vertical Stripe for Zebra

Zebra Technologies Corporation (Lincolnshire, IL) has purchased LaserBand LLC (St. Louis), one of the leading specialists in patient identification wristbands for the healthcare market. As customers, LaserBand supplies thousands of hospitals worldwide employing an estimated two hundred million units of its products. Terms of the transaction were not disclosed, although LaserBand reported sales of $24 million in 2011.

With this latest buy, Zebra bolsters its patent portfolio in patient safety and gains greater access to hospitals and other healthcare organizations. In turn, LaserBand broadens its range of products to sell as well as its presence in regions outside of North America. Barcoding and wristband technology, of course, are integral components of the evolving electronic healthcare record (EHR) protocol.

“With the increasing focus on improving patient safety and hospital workflow, Zebra’s innovative products and solutions enable healthcare organizations to more easily track people, assets, and information,” remarked Anders Gustafsson, CEO of Zebra. “As a leader in patient identification, LaserBand is an excellent strategic fit as we expand our dedicated healthcare offerings. We are delighted to welcome this talented team to the Zebra family.”

Patient Wristband From LaserBand

Code Corner

Accu-Time Systems (Ellington, CT) has released EngineXML, its new software for workforce terminals. This new build significantly reduces integration, maintenance, support, and development efforts, according to the vendor, resulting in reduced time-to-market for solution providers and payroll companies. User interface on EngineXML provides visibility into the health of the terminals as well as communication with the host software. Also, firmware updates may be handled remotely. As the new product’s name would suggest, conversation between the terminal, EngineXML, and the workforce management software uses platform-independent XML and secure HTTP(S). Data is transferred through real-time batch process. Finally, EngineXML follows industry standards and protocols, which supports scalability, robustness, and simplified configuration and deployment. “We developed EngineXML with the goal of eliminating a tremendous amount of initial and ongoing effort by our partners to develop their software around workforce management appliances,” reported Peter DiMaria, President of ATS. “Anything that makes our partners’ jobs easier is always a direction to explore and a priority to execute at ATS. EngineXML also helps our partners serve their customers better by providing increased terminal visibility and a remote terminal management tool.”

ALLIANCES

March of the Teliums

With all four major credit cards--Visa, MasterCard, American Express, and Discover--now onboard with plans for EMV Chip-and-PIN processing by April 2013, merchant acquirers are rushing to get necessary hardware into their portfolios. One solution moving to the front of the pack appears to be the Telium iCT250 POS terminal from Ingenico (Atlanta), which was certified this month by two preeminent players in electronic payments--Chase Paymentech (Dallas), one of the major processors, and The Phoenix Group (O’Fallon, MO), perhaps the leading distributor. Now both will market the terminal, along with accompanying iPP220 and iPP320 PIN Pads and iWL220 wireless devices, through their national direct and channel sales organizations.

Built on the Telium 2 software platform, and dubbed “future proof,” Ingenico’s new family of products delivers faster processing speeds, color screens, tactile interfaces, and multiple forms of connectivity, as well as branding opportunities for merchants. These devices meet the latest PCI PIN Transaction Security (PTS) standards and international security algorithms such as DES, TDES, RSA, DUKPT, and Master/Session. With the iCT250, merchants may accept transactions presented by EMV Chip-and-PIN, NFC-enabled mobile phones, contactless cards, and traditional magnetic-stripe reading (MSR).

“As the largest independent distributor of payment products in the country, we built our entire business on one fundamental principle--be the most responsive and customer-centric organization in the industry,” relayed Scott Rutledge, CEO of The Phoenix Group. “Today payment acceptance is challenging and it requires sophisticated and secure solutions. Our partnership with Ingenico brings the latest and most secure POS products to our customers.” As part of repair and services, TPG will perform key injections and offer its ‘swap pool’ of devices.

Telium iCT250 Payment Processing Terminal by Ingenico

An East Coast Appetite for PCI

One of the large POS dealers in the Eastern U.S., Lucas Systems (Easley, SC), has turned to ControlScan (Alpharetta, GA) to ensure data security for its quick-service and fast-casual restaurant customers. Through this new partnership, ControlScan and Lucas will function as “transparent extensions” to each other, according to the two parties, working side-by-side to implement and maintain POS technology that is compliant with PCI and PA-DSS. ControlScan, as many RRN.Com readers may know, serves as one of the leading Approved Scanning Vendors and Qualified Security Assessors for the credit card industry. It delivers its managed services primarily to the SMB market.

“Lucas is known for its solid history and expertise in restaurant information systems and POS technology,” commented Joan Herbig, CEO of ControlScan. “Our managed security solutions, which include specialized reporting and support services, complement the POS technology and overall network structure Lucas already provides, promising our joint clients longstanding reliability and lowered operational costs.” (In another move, ControlScan has assimilated CRE Secure, also based in Greater Atlanta, which supplies hosted payments for online merchants.)

“Our partnership with ControlScan creates a business advantage for our clients by making data security integral to not only their payment networks, but their business operation as a whole,” observed Lee Lucas, Owner of Lucas Systems, Inc. “And this is not a one-time thing; when a store needs to add components to its technology network, the owner can be assured that the entire operation is still secure and in compliance.” Founded in 1992, Lucas Systems currently has approximately 1,200 POS and back-office installations.

Lucas Systems Restaurant POS

Key Advertiser Links

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

POS & Auto ID Distribution
BlueStar
Synnex Corporation
Wasp Barcode Technologies
Yellowfin Distribution

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

POS Systems - Hospitality
PAR

Barcode & Transaction Printers
Datamax-O'Neil
Zebra Technologies

Cash Drawers
MMF POS

Data Collection Terminals
CipherLab
Datalogic ADC
Janam Technologies

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

Repair & Refurbishment
AMCOR Tech Solutions

Thermal Printers
Seiko Instruments USA

Touchscreens & Monitors
Elo TouchSystems

INSTALLATIONS

Epicor Cultivates Its Garden

Epicor Software Corporation (Dublin, CA) will supply its Epicor Eagle software for lawn and garden management to Commerce Corporation as one of its “Approved Technology Vendor Partners.” Commerce Corporation purports to be the largest independently owned lawn, garden, and outdoor living specialty distributor in the U.S., serving approximately 3,600 individual centers. It runs three distribution hubs, located in Baltimore, MD, Grand Rapids, MI, and Ontario, CA, handling more than 16,000 unique products.

“Commerce Corporation is dedicated to bringing world-class products and services to lawn and garden retailers,” declared Richard Lessans, CEO of Commerce Corporation. “Through this partnership with Epicor, our retailer clients will have the opportunity to leverage the Epicor’s lawn and garden management software to implement industry best practices, improve their business operations, and ultimately increase profits.” Epicor Eagle enhances all parts of the retailer’s operations--up to and including POS, inventory management, financials, purchasing, payroll, and marketing, according to the two parties.

Epicor Eagle Recommended for Lawn and Garden Centers

[Editor’s Note:  Epicor Eagle also flew high in the hardware market with an extension of its strategic alliance with True Value Company, one of the largest wholesale cooperatives for such retailers. “True Value is excited to continue this partnership with Epicor as one of our preferred POS vendors,” said Rosalee Hermens, VP and CIO for True Value, in discussing the new three-year agreement.]

Reveling in Agilysys on the Boardwalk

Agilysys will provide the overall IT platform for Revel, the impressive new casino and resort in Atlantic City, NJ. Costing $2.4 billion, Revel opened on May 25, and includes 2,000 rooms, two nightclubs, 14 restaurants, and 50,000 square feet of retail space, in addition to casino, spa, theater, and event center. Agilysys will provide its full complement of software, including its Lodging Management System, InfoGenesis POS, DataMagine Document Management, and Guest Express Kiosk. “A property the size and scope of Revel requires powerful and reliable technology, and our solutions have successful track records at many of the world’s major casino-hotels,” volunteered Jim Dennedy, CEO/President of Agilysys.

Agilysys also recently opened its new customer solutions center at the company’s Alpharetta, GA, corporate offices. This showroom features hardware and software demonstrations from key partners such as IBM, Epson, Mettler Toledo, Microsoft, Motorola, PAR, VeriFone, ViVOtech, and XRiver Technologies. Agilysys also maintains solutions centers in Las Vegas and Greenville, SC.

Revel Casino Includes 14 Restaurants

Channel Factoid

More than half of companies surveyed (54%) are implementing or piloting RFID, according to the new survey by Cybra Corporation. By comparison, four years ago, this survey found only 21% of companies embracing this technology, resulting in an impressive gain of 157%. Furthermore, of the respondents who claim they are already using RFID technology, 70% are regular users or are in the implementation phase. This year’s study also revealed that only 19% of respondents have no interest in RFID, most of whom cited concerns over cost. Interestingly, 81% of respondents expect to achieve their return on investment in three years or less, up from 72% in the previous survey. Of organizations that are not yet using RFID, 70% of respondents indicated they intend to pursue this technology sometime in the future. Of organizations that are currently employing RFID, or evaluating its use, 74% of respondents indicated they will do it not only for electronic product code (EPC) compliance, but also to improve track and trace capabilities. Key anticipated benefits of RFID adoption were reported to be improved inventory accuracy (42%), increased distribution center efficiency (30%), and enhanced customer service (28%). “This year’s RFID survey results clearly indicate that businesses are beginning to understand the benefits that this technology can bring to their organizations,” observed Harold Brand, CEO/President of Cybra Corporation. “They also reflect growing realization that RFID investments result in more shortened return cycles than was previously believed.”

HELLO GOODBYE

Steve Cuntz Counted Among AIDC 100

Steve Cuntz, CEO/President of BlueStar (Hebron, KY), has been welcomed to the AIDC 100, the not-for-profit, non-political organization of Automatic Identification and Data Capture professionals. As many RRN.Com readers know, AIDC 100 is an international technical and business resource, with emphasis on education, whose primary goal is to enlarge the business community’s knowledge and understanding of AIDC. BlueStar, of course, represents one of the most powerful players in delivering such solutions to the channel.

Under the leadership of Cuntz, BlueStar has been recognized with numerous awards, including Motorola Distributor of the Year and Star Micronics Distributor of the Year. Also, Cuntz has been named winner of the prestigious Ernst and Young “Entrepreneur of the Year” designation and has served on the board of the Association for Automatic Identification and Mobility (AIM) and on the executive committee for the Retail Solutions Providers Association (RSPA). In addition, BlueStar has received numerous business awards such as the “Cincinnati 100” and the Northern Kentucky “Emerging 30.” Most recently, BlueStar was one of the Cincinnati Business Courier’s "Fast 55" Finalists.

Cuntz earned a Bachelor’s Degree in Accounting from Xavier University, holds a Master’s Degree in Finance, and is a Certified Public Accountant. He was elected to Xavier University’s Board of Trustees and also serves as an Advisory Board Member to that school’s Williams College of Business. He is Chairman of the Board at BlueStar.

Steve Cuntz, CEO/President, BlueStar

Drysdale on Mound for Heartland

Heartland Payment Systems (Princeton, NJ) has added another player to its deepening bench. Now Ian Drysdale has joined the payment processor as its President of Network Solutions. In this new role, Drysdale will be responsible for the firm’s growth in the retail, petroleum, and e-commerce markets. Heartland Payment Systems, the sixth largest payment processor in the U.S., has enjoyed the majority of its success to date in the restaurant industry.

Prior to Heartland, Drysdale spent five years at WorldPay, with his most recent position being SVP of Product Development and Industry Relations. Before WorldPay, he held several executive offices of increasing responsibility during 12 years with First Data Corporation. These included VP of Enterprise Customer Development, VP of the Discover Portfolio, and VP of Product Management.

“Ian is a seasoned senior executive with more than 20 years of success in electronic transactions, e-commerce, and POS payments,” remarked Robert Carr, Chairman and CEO of Heartland Payment Processing. “His track record of recognizing and exploiting revenue generating opportunities based on customer needs, industry trends, and competitive positioning will help ensure Heartland’s future success as one of the country’s leading payment processors.” Another industry figure, David Gilbert, former COO of the National Restaurant Association, also will join Heartland Payment Systems as President of its Hospitality Group.

 Ian Drysdale, President of Network Solutions, Heartland Payment Systems

Remembering Gay Whitney

“On June 28, 2012, Gay Whitney, SVP of Industry Engagement for GS1 US, lost her short, courageous battle with cancer. She died peacefully, surrounded by close friends and family. She was 49 years old.”

“Elizabeth ‘Gay’ Millson-Whitney will long be remembered inside and outside of the global GS1 community for her enthusiasm, intelligence, engaging leadership, captivating presence, and strong wit. Her style and approach had a way of making everyone feel valued.”

“Gay was responsible for broadening our reach and forging long-term industry relationships through strategic and meaningful collaboration. She served as our ambassador to the consumer packaged goods, grocery, healthcare, foodservice, apparel, and general merchandise sectors. Her contributions over the years also included leading the development of standards and strategy for EPCglobal, the organization responsible for the creation of RFID and visibility benchmarks.”

“Gay’s leadership was extraordinary. She was courageous to envision a future that others couldn’t easily imagine, and she helped make everyone believe that future was possible. Sometimes listening, sometimes leading, Gay instinctively struck the right balance in helping teams move forward together, at a pace that was exciting, motivating, and highly fulfilling for all the companies involved.”

-Tribute Excerpted from the GS1 US Website

Elizabeth ‘Gay’ Millson-Whitney, GS1 US