This Week’s Product Pick

Unitech America (Cypress, CA) has introduced its TB100 rugged tablet with integrated WWAN 3.75G. Measuring 5.4 in. (H) x 8.6 in. (W) x 0.8 in. (D), and weighing 1-1/4 lbs., TB100 features Android Version 3.2 OS, NVIDIA Tegra 2 Dual Core Processor at 1 GHz, and 1 GB SDRAM. Standard communications includes WLAN 802.11b/g/n, Bluetooth 2.1+EDR, and GPS, with ports for USB, HDMI, Micro SD, and headphones. A seven-inch WXGA TFT LCD multi-touch display is protected by Gorilla glass, with an anti-slip rubber bumper around the main body, an IP-65 rating against moisture and dust, and four-foot drop threshold. TB100 carries front and rear cameras and Li-Polymer battery with six hours charging life. In conjunction with its TB100, Unitech America also has offered its new MS910 pocket CCD scanner. With Bluetooth, 240 scans/second performance, and single-button operation, the MS910 weighs less than one ounce.

Unitech TB100 Tablet

COMPANY BUSINESS

Genius Tackles Payment Puzzle

Merchant Warehouse (Boston) has taken wraps off its next-generation payment platform, cleverly dubbed Genius, which seeks to consolidate all current and future payment schemes. This patent-pending product, promised for general release in the fall, sits as another software layer atop the processing pyramid and enables consumers and merchants to pick and choose between hardware and software payment solutions, whether cards, NFC, QR Codes, or mobile wallets. Users simply select an appropriate icon from the Genius Solution Center, displayed on the payment terminal, with little or no integration required on the back-end, according to the merchant services provider.

“The payment solutions industry is evolving at a dramatic pace, which is resulting in disruption, uncertainty, and complexity for merchants,” explained Henry Helgeson, Co-CEO of Merchant Warehouse. “To be successful in today’s environment, merchants must be able to choose the best payment, offer, and program options for their businesses and their customers, as well as take advantage of emerging technologies, in a simple, flexible, secure, and unified manner. Genius’s cloud-architected model is the first industry innovation that finally brings unlimited choice, unified security, and open access to merchants and POS developers to help grow their businesses.”

Initially, Genius will launch on the VeriFone MX915, with processing support for the smartphone payment app from LevelUp (Boston). In conversation with RRN.Com, Dan Dufault, VP of Marketing for Merchant Warehouse, indicated that more payment providers will be added in the next few weeks. In addition, Genius has gone into beta test with six prominent, unnamed, POS developers. Genius takes the merchant out of PA-DSS scope and offers high differentiation for resellers, Dufault stressed. “It’s unique in that it offers value for every person in the payment chain,” he said, “and that includes the processor, developer, reseller, merchant, and customer.”

Merchant Warehouse Presents Open Payment Platform

App Happy at Motorola

Motorola Solutions (Schaumburg, IL) has turned its powerful PartnerEmpower spotlight directly upon the application developer community. This recent expansion of its channel program seeks to recognize and reward software providers who ultimately drive sales of the company’s hardware. “Our new program represents our migration from 1.0, hardware-centric mentality, to 2.0, vertical-market mentality, to 3.0, application-solution mentality,” Mark Kroh, VP of North American Channels, told RRN.Com from the crowded floor of last week’s AppForum 2012 taking place at the company’s headquarters.

As part of its new PartnerEmpower effort, Motorola has established two categories for developers: Application Partners and Solution Partners, with the second also reselling the company’s hardware. More than 400 software players now support Motorola, with two-thirds qualifying as Application Partners, Kroh estimated. Eventual participants will receive the full slate of expected benefits, such as financial rewards for business, inclusion in an application demo library, access to Motorola engineers for solution testing, field marketing support, and advance notice of new products. Also in keeping with PartnerEmpower, Application Partners will earn the status of “Specialist” or “Elite Specialist,” based upon factors such as expertise and certification.

Of particular interest for RRN.Com readers, Kroh confirmed that Motorola’s ISV Rewards Program will be extended for Application and Solution Partners. Under this incentive, 2% to 5% of the deal is awarded for “influencing” the buyer. “This rewards the software developer for working with traditional hardware resellers,” noted Kroh. “Previously, if they also resold gear, they’d be competing with them.” Finally, Kroh expressed his interest in recruiting new application developers in so-called “expansion categories” for Motorola, with sub-verticals in manufacturing like shop-floor automation and plant management topping the current list.

Mark Kroh, VP of North American Channels, Motorola Solutions

Worth Your While

HITEC 2012
Hospitality Financial and Technology Professionals (HFTP)
June 25-28
Baltimore

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

VARTECH US/LATAM
BlueStar
October 5-8
Bahamas Cruise

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

ALL IN THE FAMILY

Qaliber Arms Seiko

Seiko Instruments USA, Thermal Printer Division (Torrance, CA), has unveiled its newest thermal receipt printer, the Qaliber RP-E series. Several unique benefits have been cited: print speed of 350 mm/second (about 14 inches) at 203 dpi to accelerate transactions, coupons, and loyalty program information; innovative cubic design with small footprint of approximately 5 in. x 5 in. x 5 in.; and the choice of top load (RP-E10) and front load (RP-E11) access control for installation flexibility. Qaliber also improves safety by returning the cutter blade to its home position when the paper cover is open.

Other important characteristics of the Qaliber line include exceptional durability and ease of use, according to Seiko. As guideposts, the vendor quoted minimum service life ratings of 93 miles of printing and over 2 million cuts. Usability is furthered by an oversized LED that provides immediate notification of printer status, an anti-jam, heavy-duty auto-cutter, and an extensive suite of software utilities, drivers, and software development kits (SDK) for configuration.

Units are available in “onyx” black and “ice” white and with USB, Serial, Powered USB, or Ethernet. Command emulation is also provided to enable faster printer replacement. “Our partners are thrilled about the sleek new design and best-in-class performance of the Qaliber printer line,” reported Kaz Onishi, VP of Seiko Instruments USA. “This, combined with the printers’ proven durability, makes them an exceptional alternative for high-volume retail, hospitality, and other receipt-printing applications.”

Qaliber RP-E Series Receipt Printer by Seiko Instruments USA

Webscan: Everything Will Be Illuminated

Webscan Inc. (Longmont, CO) has debuted its new handheld barcode verifier, dubbed TruCheck Optima, with accentuated field of view for both one and two-dimensional symbologies. Measuring 8 in. (H) x 7 in. (W) x 7.5 in. (D), and weighing 4 lbs., TruCheck Optima employs the company’s TruMatrix CCD imaging head with integrated illumination that connects to the PC through USB 2.0. Two versions are offered: Optima Standard with field of view of 2 in. x 1-1/2 in. (51x38 mm) and Optima+Plus with field of view of 2-3/4 in. x 2-1/16 in. (70x52mm). Both carry minimum “x” dimension of 8 mil.

All of Webscan’s products, including the TruCheck Optima, comply with ISO/IEC and GS1 standards for barcode verification, with nothing to focus and nothing to align, according to the manufacturer. TruCheck Optima also furnishes an easy-to-use software interface, solid-state LEDs, and the capacity to verify any number of linear and matrix codes in the same scan. Detailed reports are generated and stored automatically with data exported to printer, PDF file, or Excel.

“TruCheck Optima allows for larger barcode verification while maintaining Webscan’s promise of providing industry-leading accuracy with each scan,” declared Glenn Spitz, President of Webscan. “This product fits the needs of any business that prints barcodes by reducing costs from product returns or expensive reprints, and provides compliance with industry requirements. TruCheck Optima is only the latest member of our product family, which spans off-line handheld verifiers to in-line verifiers installed on printing presses.”

TruCheck Optima Barcode Verifier by Webscan

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ALLIANCES

Imagining IBM’s In-Store Shopper

First the Apple Retail Store, then Starbucks Mobile Wallet. Suitably impressed, retailers are racing to develop their own customer engagement and self-branded store systems. IBM (Armonk, NY) hopes to address such desires with its IBM Mobile Shopper app, which allows customers to scan purchases on their smartphone, either Google Android or Apple iOS, and pay unassisted at IBM’s Self-Checkout Station. IBM first demonstrated this personal shopping system back in January at the National Retail Federation Show in New York, and reportedly has at least one major retailer now ready for roll out.

This new mobile phone application gets powered by IBM’s SurePOS ACE Store Integrator and capitalizes on high-performance Swift Decoder Mobile barcode software from Honeywell Scanning & Mobility (Ft. Mill, SC). “Honeywell has a long heritage of providing barcode scanning for mission-critical applications where inaccuracy is not an option,” emphasized John Waldron, President of Honeywell Scanning & Mobility. “Today, with IBM, we’re bringing those capabilities to consumers to help make their shopping trips more efficient and productive.”

IBM turned to Honeywell after open-source barcode software proved unsatisfactory, RRN.Com was told by Bob Grabowski, Vertical Marketing Manager for Retail at Honeywell Scanning & Mobility. Honeywell’s imaging technology reads “virtually any barcode, no matter what background it is printed on, the direction it faces, or the packaging covering it,” and even from real-time video, such as smartphone display (U.S. Patent 6,015,088, to be exact). According to Grabowski, the combination of IBM’s Mobile Shopper app and Honeywell’s Swift Decoder Mobile software further demonstrates the growing dominance of imaging for retail applications, including food sales in the grocery and supermarket sectors.

IBM Mobile Shopper for Scanning and Checkout

Sun Shines on Zivelo’s Kiosk

Zivelo (Marion, IN), which has charged hard into self-service and digital signage, will exclusively distribute the Eco Kiosk from EcoTech Computers (Trim, Ireland), which runs on sunlight in outdoor settings, thereby eliminating the need for power and data access. In stand-alone configuration (with optional hand crank, just in case), Eco Kiosk can monitor local weather forecasts to predict sunshine levels, and thus, power availability, according to its manufacturer. It also comes in hybrid models which incorporate battery or electrically wired back-up systems, as well as extremely low power wall and pedestal models for indoor use.

“The Eco Kiosk is the apex of green self-service technology, with each deployed terminal saving an average of 9.5 tons of carbon dioxide emissions per year,” related Ziver Birg, CEO of Zivelo. “Not only do these kiosks eliminate electricity costs, but they offer unlimited outdoor placement options--breaking down the barriers and limitations of today’s conventional kiosks. We’re delighted to combine Zivelo’s North American infrastructure with EcoTech’s innovative products to push the boundaries of self-service technology.”

EcoTech Kiosk, Now Distributed by Zivelo, Utilizes Solar Power

Code Corner

Impinj (Seattle) has launched Store Performance Simulator (SPS), its web-based analysis tool built to assist retailers who are assessing the impact of RFID technology on their operations. SPS allows retailers to better understand how variations in inventory management affect performance and profitability. By simulating shopping activity and store operations while tracking cumulative business results, SPS enables retailers to run their store in the virtual world under thousands of different scenarios. Users can simulate store performance with and without RFID and with various front-stock and back-stock ratios, supply chain replenishment speeds, customer service levels, stock-taking labor rates, and numerous other factors to understand the effect of these parameters on their store’s performance. SPS records more than three dozen performance metrics and produces an income statement summarizing the store’s turnover rates, unit sales, and profits. Once validated against current operations, SPS results can drive pilot deployments for the retailer, according to the developer. “Impinj’s Store Performance Simulator is unquestionably the most flexible RFID store operations simulation tool that I have tested,” acknowledged Leslie Hand, Research Director at IDC Retail Insights. “Importantly, it enables baseline operational performance comparisons to RFID and other performance improvement ‘what if’ scenarios, so the retailer can evaluate the quantitative value between adding staff, changing inventory management, varying stock, and implementing RFID-enabled processes.”

ENVIRONMENTS/PLATFORMS

A Native Son, by nChannel

A trio of new Microsoft Dynamics connectors has been engineered by nChannel Inc. (Columbus, OH) to further address the integration and multi-channel needs of retailers, distributors, and suppliers. Customers of Microsoft Dynamics GP, Microsoft Dynamics SL, and Microsoft Dynamics NAV will now be able to tie their systems to the nChannel Platform, which will communicate item, sales, and inventory data seamlessly across brick-and-mortar and web-store applications, according to the developer. These new Microsoft Dynamics connectors will be available to subscribers of nChannel’s cloud-based service this month, along with new e-commerce adapters for eBay, Amazon, and Google products.

“We’re excited about the ability to bring easy, low-cost, web-based management capabilities to companies without the need for time-consuming or expensive system integration or full replacement of existing systems,” commented Steve Weber, CEO/President of nChannel. “The nChannel platform represents the new paradigm for supply chain collaboration. Once connected to the platform, retailers and their suppliers can conduct business transactions from directly within their native systems without costly, burdensome translation software.”

These new offerings will join nChannel’s existing library for the Microsoft Dynamics Retail Management System (RMS) and QuickBooks POS, Mercury Payment Systems and Authorize.Net transaction gateways, and Magento and ASPDotNetStorefront web stores. Just this spring, nChannel announced its recruitment of nine prominent Microsoft Dynamics RMS partners for its Value Added Reseller Program. This roster includes Falcon’s Nest Business Solutions of Georgia, IUG Business Solutions of New York, JourneyTeam RDA of Pennsylvania, Point of Sale Advantage of Georgia, POSitive Technology of Maryland, Retail Point of South Africa, Retail Technology Experts of Florida, Revolution POS of Pennsylvania, and Texo of Montreal.

Configuration Screen of nChannel

A Continuum of MSP Tools

Continuum (Warrendale, PA) has fortified its popular managed services platform with anti-malware from Malwarebytes (San Jose, CA) and network assessment from RapidFire Tools (Atlanta), the second branded as “Continuum Network Detective.” These two new enhancements, integrated into the company’s remote monitoring and management (RMM) and backup disaster recovery (BDR) products, based on SaaS, obviously, will help MSPs and VARs grow their business as well as serve their current customers, according to Continuum. As RRN.Com readers may recall, Continuum was spun out of Zenith Infotech last year in order to place maximum focus on the MSP world.

Offered free of charge to Continuum partners, Malwarebytes employs extremely sophisticated scanning (described as “heuristic and behavioral”) to detect and destroy malicious software before any damage may be inflicted, whether by viruses, spyware, trojans, keyloggers, password stealers, or dialers. Its counterpart, Network Detective, uncovers security risks and potential problem areas based on an extensive examination of network activity and configuration data. Non-invasive, requiring no agents or installs, it produces accurate reports within 30 minutes for customers.

Network Detective and Malwarebytes are just the latest examples of how we not only listen to partners’ needs but also exercise high standards of due diligence in delivering capabilities that are second to none in terms of product functionality and business benefits,” suggested Dee Zepf, VP of Product Management and Technical Services at Continuum. “We established an aggressive product roadmap at the beginning of the year that is driven by partner input and we are on track to hit our product development targets going into the second half of 2012.” Enhancements to date under this plan have included expanded endpoint coverage, broader virtualization support, third-party application patching, and enhanced monitoring for simple network management protocol (SNMP), Continuum said.

Dee Zepf, VP of Product Management and Technical Services, Continuum

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
FEC/Acrelec
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
WorldPay US

Keyboards
Cherry, ZF Electronics Corp.

Receipt Printers
Citizen Systems America
Epson America
Star Micronics

Repair & Refurbishment
AMCOR Tech Solutions

Thermal Printers
Seiko Instruments USA

Touchscreens & Monitors
Elo TouchSystems

INSTALLATIONS

Omnii XT15 Running at New Balance

Athletic footwear designer New Balance has chosen the Omnii XT15 mobile handheld computer from Psion (Hebron, KY) for use across its distribution centers. Omnii XT15, introduced in March as Psion’s most rugged device, will support order picking, inventory, and tracking of more accurate shipments for the supplier’s retail partners, according to the two parties. New Balance operates six manufacturing and distribution facilities in the U.S., including two in Massachusetts, three in Maine, and one in California, and sells under additional brand names such as Dunham, PF Flyers, Aravon, Warrior, and Brine.

“We’ve been using Psion devices for 20 years and have found their customer service and the quality and reliability of their handhelds to be unparalleled in the industry,” remarked Neal Hammond, Systems Analyst with New Balance. “Our scanning needs changed subsequent to deployment of the Omnii XT15 in our Massachusetts distribution center. Through the Omnii Advantage Program we were able to upgrade scanners without replacing entire handhelds. The modularity of the Omnii platform is already saving us time and money.”

Under the Omnii Advantage Program, which kicked off this year, customers of Psion’s hardware may upgrade one functional module for free. “Psion pioneered the idea of modularity in order to better serve customers such as New Balance that need to ability to adopt new technologies without disrupting their supply chain,” commented Mike Wills, VP of North American Sales at Psion. “The modularity of our handhelds, in combination with Omnii Advantage, ensures that our customers have the best technology at their fingertips while protecting their bottom line.”

Psion’s Devices Support Footwear Designer’s DCs

Oasis Filled With Coca-Cola

HighJump Software (Minneapolis, MN) will deploy its upgraded Oasis 5.0 route accounting system (RAS) for the Durham Coca-Cola Bottling Company. Described as the “operational hub” for this bottling and distribution business, HighJump Oasis 5.0 will manage the firm’s direct store delivery (DSD) routes, handheld computing devices, customer stops, and driver schedules. Durham Coca-Cola, longtime customer of HighJump, operates 35 presell routes and 29 delivery routes from its Durham, North Carolina, facility.

“Upgrading to the new HighJump Oasis 5.0 was an easy decision for us,” relayed Rory Meacham, CFO at Durham Coca-Cola. “The original Oasis software was designed and built with our soft drink cooperative in mind so it fits our operation perfectly. We liked the improvements that were made to the system, and we are happy with the support we’ve received from HighJump Software over the years. Moreover, HighJump has demonstrated its commitment to the beverage industry and to our supplier organization.”

Durham Coca-Cola said it expects several operational improvements after retrofitting, including easier training of new staff and improved visibility and reporting, due in large part to the web user interface of Oasis 5.0. The bottler also utilizes HighJump Mobile Sales Advantage for its field sales force and HighJump RouteXpress for its delivery drivers. “We’ve been investing heavily in our DSD business to ensure we provide innovative solutions across all the sectors we serve, including the beverage distribution industry,” confirmed Russell Fleischer, CEO of HighJump.

HighJump Oasis 5.0 Deployed by Durham Coca-Cola Bottling Company

Channel Factoid

More than half of businesses choose private cloud services, versus one-third for public cloud services, according to the new study of cloud providers by CA Technologies. Although the cloud market is still considered relatively new, the average survey respondent has been delivering cloud services since 2009, with 22% reporting they offered such services even earlier. Nearly 25% indicate they have been “extremely successful” in their cloud service activities, having met or exceeded their goals, while another 35% noted they have been “moderately successful.” Predicting growth of 30% in 2012, respondents offer diverse products, including Infrastructure-as-a-Service (IaaS), Platform-as-a-Service (PaaS), Software-as-a-Service (SaaS), and virtual private data centers, with the highest percentage (two-thirds of respondents) indicating they sell SaaS. Not surprisingly, nearly 50% cited dealing with their customers’ security concerns as their top challenge. Issues around billing strategies (39%) and ensuring customer satisfaction (27%) were the next largest concerns, while ensuring regulatory compliance (17%) and managing data center capital costs (12%) appeared much lower on the list. In terms of their 2012 plans to grow cloud revenue, 55% of the respondents said they intend to increase their marketing activities, while 46% planned to create new cloud services to expand their existing offerings. Almost one-third (31%) will make investments to specialize in vertical markets. “Third-party cloud providers come from various backgrounds--managed services, software development, value-added resellers, even IT consulting and technology outsourcing--and they’re leveraging this technology to transform their businesses and those of their end customers,” observed Adam Famularo, SVP, Cloud Solutions and Service Providers, CA Technologies.

HELLO GOODBYE

ScanSource Rewards Van Rijn

ScanSource (Greenville, SC) has tapped Maurice van Rijn as Managing Director of its ScanSource Europe POS & Barcoding business unit. In this position, he will be responsible for leading the strategic direction and management of sales, product marketing, and inventory management for the distributor’s pan-European operations. Van Rijn joined ScanSource in May 2002 as part of its acquisition of ABC Technology Distribution in the U.K., and brings more than two decades of experience in two-tier IT product supply. During the last nine years he has worked as Sales Director, where he was instrumental in the success of ScanSource’s European operations, by all accounts.

“Maurice has been an essential part of the team that led the company to become one of the largest value-added distributors in Europe,” stated Xavier Cartiaux, President of International Operations, ScanSource, Inc. “We are confident that not only will Maurice use his experience and talents to continue to build on the strong partnerships that we have with resellers and vendors but will also continue to work with all our internal team to enhance the already vast range of value-added services we provide partners at both ends of the channel. He will bring strong leadership and clear direction to the role.”

“We’ve worked closely with ScanSource and Maurice for several years now and he’s always been key in helping us to win more business,” volunteered Michel Haagmans, Director of Re-Vision, ScanSource reseller based in The Netherlands. “Maurice and his team have given us marketing support, organized training days with us, and have matched us up with potential partners across Europe as we’ve grown into a major player in the market. Maurice acts as a hub around which the AIDC channel operates, so I’m delighted for his promotion, believe he’ll do a great job for all ScanSource partners, and wish him luck in his new role.”

Maurice van Rijn, Managing Director, ScanSource Europe POS & Barcoding

New Chief at RedPrairie

RedPrairie (Alpharetta, GA) has recruited Kyle Bowker as its EVP for the Americas. Bowker comes to RedPrairie with more than 25 years of experience in the enterprise software and technologies industries. Most recently, he served as VP and Managing Director for the Americas at Progress Software. Previous executive leadership positions were held with Allegro Development, Nextance, PeopleSoft, Informatica, and SAP.

“Kyle is known and respected for successfully creating and leading field organizations with the capabilities to exceed their objectives,” pointed out Joe Juliano, President of RedPrairie. “His experience delivering exceptional customer value and market share growth will be a valuable asset as RedPrairie evolves in the global market.”

“Like never before, retail and the global supply chain are facing incredible change, forcing organizations to rethink the way they operate,” Bowker proposed. “RedPrairie sits at the epicenter of this transformation with technology and expertise to help customers succeed. It’s an exciting time to be joining this company and leading field operations in the Americas.”

Kyle Bowker, EVP of Americas, RedPrairie

Hazel Crosses the Equinox

Equinox Payments, LLC (Scottsdale, AZ) has named Patrick Hazel as its Chairman and CEO. Equinox represents the new entity formed last year by The Gores Group to grow the North American assets of the former Hypercom Corporation, which were spun out during the anti-trust settlement between the U.S. Department of Justice and VeriFone. Equinox is currently the second largest provider of payment acceptance devices to the U.S. market.

Hazel previously served as CEO/President of Semtek Corporation, the card reader supplier bought by VeriFone in 2010. He has been on the Equinox Board of Directors since November 2011. “Patrick Hazel has been an extremely effective force in repositioning Equinox since its purchase by The Gores Group,” noted Clint Jones, President of Equinox Payments. “We are all looking forward to his leadership as we move rapidly toward our future as the key payments industry enabler.”

“I am especially appreciative of The Gores Group’s commitment to build a major payments brand,” said Hazel. “Equinox is well positioned to continue to take share as a result of its leading products and innovative services. During the next era of this dynamic sector, Equinox intends to provide access and opportunity for customers and partners to take full advantage of the coming convergence of payments and merchandising.”