This Week’s Product Pick

Bixolon America (Torrance, CA) debuted its two-inch thermal label printer, the SLP-D220. With its print speed of 152 mm/second, movable sensors, and slim, compact design (4.7 in. x 9 in. x 6.7 in.), the SLP-D220 fits a wide variety of barcode printing applications, especially within small, constrained environments, according to the vendor. It handles multiple paper types, including restickable and marked media rolls (gap, notch, black mark, continuous, fanfold). Resolution of 203 dpi comes with 300 dpi available on the SLP-D223 model. Additional features include Serial and USB interface (Serial and Ethernet optional), 4-MB flash memory, 8-MB SDRAM, easy-to-use paper loading and peeling, automatic recognition of multiple programming languages such as SLCS, EPL II, and ZPL II, scalable vector font, and Energy Star certification.

SLP-D220 Printer by Bixolon

COMPANY BUSINESS

Honeywell Makes Beeline to EMS

Honeywell (Morris Township, NJ) will scoop up EMS Technologies (Norcross, GA), fulfilling rumors about its appetite for acquisition swirling since the NRF Show at the beginning of the year. Aggregate purchase price has been set at approximately $500 million, or $33 per share in cash. EMS posted revenues of $355 million for its aerospace and mobile computing business segments in 2010, and earnings of $14 million.

The deal has been approved by the boards of directors of both companies, and awaits review by regulators, with closing expected in Q3. EMS’s Global Resource Management Division delivers supply chain logistics, mobile workforce management, and remote asset monitoring, supported by hundreds of partners worldwide. Products include LXE-branded rugged handheld and vehicle-mounted computers familiar to many RRN.Com readers. EMS Aviation and Defense & Space Divisions will bring Honeywell expertise in airborne and satellite-based communication and surveillance systems.

“This is another terrific transaction for our Scanning & Mobility business,” commented Roger Fradin, CEO/President of Honeywell Automation and Control Solutions, referring in particular to EMS Global Resource Management. “EMS strengthens our core mobile computing business and expands our market with complementary new products, channel partners, and entry into the warehousing and port segments that we believe will be growth drivers for the business. This also represents an opportunity to demonstrate our proven acquisition integration process.”

Roger Fradin, CEO/President, Honeywell Automation and Control Solutions

Infor’s Interest in Channel

Software conglomerate Infor (Alpharetta, GA) has announced its Infor Partner Network, promising highly competitive commission rates, performance bonuses, comprehensive training and certification, and market development funds (MDF) for resellers. Infor’s VP of Global Alliances and Channels, Jeff Abbott, has set the goal to double the company’s channel revenue over the next three years, and sees the new IPN Program as the key driver of such growth. Infor supplies business software spanning most facets of business operations, including customer relationship management (CRM), enterprise resource planning (ERP), human capital management (HCM), and supply chain management (SCM).

Infor Partner Network employs the common three-tiered structure, in this case, Associate, Silver and Gold. Resellers progress through their respective tiers based upon usual parameters such as product specialization, level of certification, and sales performance. In addition, participating resellers reportedly will have access to resources at every stage of the sales cycle, “from planning and enablement through demand generation, sales, delivery, and support.”

“The Infor Partner Network takes our commitment to the next level by providing the training, resources, and financial investment to help our current and prospective partners rapidly build profitable and sustainable businesses,” remarked Abbott. “Through the IPN Program and innovative developments such as Infor ION (middleware platform) and Infor Workspace (user portal), our partners are armed with superior products and backing to help them win deals and grow their revenue.” Abbott joined Infor in December 2010, after nine years at Oracle Corporation, another rather large software company.

Jeff Abbott, VP, Global Alliances and Channels, Infor

Worth Your While

RetailNOW 2011
Retail Solutions Providers Association
July 24-27
Orlando

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

ALL IN THE FAMILY

RFID on the Ceiling

Checkpoint Systems (Thorofare, NJ) introduced its RFID Overhead EAS Solution for apparel retailers at this week’s NRF Loss Prevention Conference & Expo in Dallas. This nifty scheme encompasses RFID hardware with specialized on-board filtering software and new RFID hard tags and labels. Advanced technology, dubbed “Wirama Radar,” ensures data integrity by eliminating stray reads and reports the location and directionality of movement of tagged merchandise much like commercial radar informs air-traffic controllers, according to the manufacturer.

Checkpoint developed its Overhead EAS Solution to address the need of apparel retailers to leverage RFID both to maintain inventory control and reduce shrink. To that end, it employs one encoded RFID tag for both uses. Hardware may be suspended from the ceiling or fully concealed within it, and above and beyond its theft deterrence qualities, the system provides detailed information on any items stolen, the quantity, and the dollar value.

“As apparel retailers increasingly adopt RFID to increase sales, eliminate out-of-stocks, and reduce working capital, they are also considering the impact that this technology can have on their loss prevention practices,” noted Per Levin, Checkpoint’s Worldwide President, Merchandise Visibility Solutions. “We’re providing them with solutions that offer pathways to achieve promising benefits, independent of their individual starting point.” The RFID Overhead EAS Solution joins the previously announced Handheld Visibility and Open EPC Number Management solutions in Checkpoint’s portfolio.

Overhead EAS Solution by Checkpoint Systems

Not Smartphone, Scanphone

Honeywell Scanning & Mobility (Ft. Mill, SC) has unveiled its Dolphin 6000 Scanphone, which seeks to marry the functionality of smart-phones, industrial mobile computers, and barcode scanners. In addition to its basic communication capability, the Dolphin 6000 has features specifically geared towards field service, field sales, and retail and logistics operations, according to the vendor. An integrated scanner provides fast and accurate reading, simplifying data entry tasks, while Honeywell’s Remote MasterMind for Mobility software allows users to manage, update, and remotely diagnose all networked Dolphin 6000 devices from one centralized location.

Additional benefits include megapixel camera, multiple wireless capabilities (GPS, Bluetooth, and Wi-Fi), and long-lasting battery. More rugged than smart-phones, the IP-rated Dolphin 6000 resists moisture and particle intrusion, making it suitable for use in adverse conditions. Utilizing the Microsoft Windows Mobile 6.5 Professional operating system, it was also engineered for easy integration with builds from third-party ISVs. Finally, unlike smart-phones, it carries three-year product life cycle with five years of post-production support.

“We’ve seen an increase in the use of consumer-grade smart-phones for enterprise applications as more functionality is added to mobile phones. However, these devices are not specifically designed for enterprise use and do not meet the barcode scanning needs of mobile information workers,” observed Taylor Smith, Director of Product Management for Honeywell Scanning & Mobility. “The Dolphin 6000 fills this gap--delivering more reliability, more powerful scan performance, and greater line of business application support than any smart-phone on the market.”

Dolphin 6000 by Honeywell Scanning & Mobility

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ALLIANCES

Stratix Hears Voice of Jennifer

Stratix Corporation (Norcross, GA) and Lucas Systems (Wexford, PA) will jointly market, sell, and support Jennifer VoicePlus, an open-architecture, voice-directed warehouse management application from Lucas. Under this new partnership, Stratix will leverage its end-to-end enterprise mobility services with the Jennifer VoicePlus software for use with best-of-breed ruggedized devices from leading manufacturers. Jennifer allows customers to run voice picking on the same terminals they already use for non-voice RF tasks, according to its developer. It supports hardware from Motorola Solutions, Intermec, DAP Technologies, and LXE, according to the company’s website.

“Jennifer VoicePlus offers next-generation capabilities that help fulfillment and distribution centers achieve efficiency far beyond legacy voice-only solutions,” declared Peter Dalpe, VP of Sales for Stratix. “Previous installations required special-purpose voice-only appliances, but Jennifer takes full advantage of the flexible data capture capabilities of today’s rugged mobile computers that are already widely deployed by our customers. Through this new partnership, our customers can leverage advanced speech recognition to slash total hardware ownership costs and drive greater return on their investments.”

“Together, Stratix and Lucas deliver voice-directed warehouse solutions that provide bigger operational improvements than any other option on the market,” added Chris Sweeney, SVP of Lucas Systems. “Jennifer VoicePlus provides comprehensive voice-plus capabilities that allow users to use voice or scan barcodes interchangeably, ensuring they can work as accurately and productively as possible. And for warehouse managers, Jennifer comes with an entire suite of process reporting, productivity, and other management tools--the Engage Management Services Console--that complement and extend existing warehouse management, labor management, and other back-end systems.” Lucas Systems announced similar plans with RedPrairie Corporation in March and followed that with certification from SAP in June.

Voice Recognition With Open Architecture

ASI Says “Write-On” to Mobile POS

Action Systems, Inc. (Silver Spring, MD), which goes by ASI, has released an updated version of its Write-On Handheld tableside ordering and payment solution using an iPod Touch. Version 17 delivers new benefits such as split check, instant alerts on triggers such as item deductions, item voids or VIP customers, and support for real-time inventory counters. Notably, the latest release of Write-On also works in conjunction with the Linea-pro 4 magnetic-stripe card reader device from Infinite Peripherals (Arlington Heights, IL) for integrated pay-at-the-table functionality.

“By adding these new capabilities, the Write-On Handheld continues to take the lead in offering the most robust tableside ordering and payment solution available today on the Apple platform,” commented Alex Malison, ASI’s CEO. “The Write-On Handheld’s features and use of the Apple interface provide an easy-to-use, reliable approach that offers bottom-line benefits to virtually any foodservice establishment. Partnering with Infinite Peripherals to deliver this tableside payment solution using their newest Linea-pro 4 device offers customers another best-of-breed solution that completes the ordering process and helps speed service while reducing the threat of credit card fraud or theft.”

“Taking orders with the Write-On using an iPod Touch had already helped improve the average check and increase table turns,” testified Andreas Georgiou, Manager of the restaurant Cava in Rockland, MD. “Now new features like alert provide operational information no matter where I am in the restaurant, and split check makes servers even more efficient. Plus, using an iPod Touch combined with pay-at-the-table capabilities truly sets us apart from other competing restaurants in the neighborhood.”

New Build Extends Features for iPod and Linea-Pro

Code Corner

GrubHub (Chicago), the web and mobile service that connects diners to restaurants and simplifies online ordering for delivery and pick-up, has partnered with Next Jump (New York), the company behind the new shopping and rewards destination OO.com and employee rewards programs serving more than 100 million customers. GrubHub will soon be integrated into OO.com and the Next Jump platform, allowing people who place orders through Next Jump sites to accrue so-called “WOWPoints.” In addition, current WOWpoints can be used toward food orders at any of the 4,000 restaurants in GrubHub’s nationwide list. Next Jump’s loyalty and rewards program is currently in place with more than 90,000 networks, including MasterCard Marketplace, Hilton HHonors, AARP member database, and the majority of Fortune 1000 companies. “To round out our vast offerings, we were looking for a partnership that could connect our users to a variety of restaurants, and GrubHub fit the bill,” shared Charlie Kim, CEO and Founder of Next Jump. “They have an excellent service that is remarkably easy to use, and their engineering culture is right in line with our own commitment to the speed and quality of technological innovation.”

ENVIRONMENTS/PLATFORMS

Tackling Telecom at Wavelink

Wavelink Corporation (Midvale, UT) will address telecom expense management (TEM) as part of its Wavelink Avalanche family of products. Wavelink Avalanche Expense Management monitors, reports, and analyzes data, voice, and SMS so businesses can reduce their telecom costs for mobile devices. With the new offering, companies can get real-time data on network usage and thus proactively manage their budget. Importantly, network administrators are alerted when devices are likely to incur higher fees associated with roaming, plan overages, large file transfers, and changing usage patterns.

Avalanche Expense Management can be deployed in conjunction with Wavelink Avalanche or as stand-alone product. Participating users may monitor their own data, voice, and test usage on their device, as well as drill down on specific details. In addition to seeing real-time performance, administrators may generate reports in order to optimize their future calling plans. Finally, location tracking and roaming control help find lost or stolen devices.

“Telecom expenses are difficult to manage because costs can vary based on monthly usage, but IT departments are still responsible for meeting their fixed budget,” explained Stephen Bemis, VP of Worldwide Sales at Wavelink Corporation. “Avalanche Expense Management allows them to proactively manage their costs and prevent unnecessary expenses. The best part is that it typically pays for itself within the first month just from eliminating carrier overage charges.”

Wavelink Avalanche Device Management

Where the Payments Now ROAM

ROAM Data (Boston), one of the hard-charging players in m-commerce, has offered ROAMwallet API, an innovative “1-Tap” mobile checkout integration path for developers. Rather than employing an NFC chip, ROAMwallet holds data in the cloud for use on any smart phone, tablet, POS system, or computer, according to the developer. In addition, ROAMwallet’s patent-pending architecture goes beyond other e-wallets to send level three and meta data about the transaction back to the merchant.

The ROAMwallet API for mobile checkout is available now to application developers for beta. In July, ROAM will make available ROAMoffers, a turn-key solution, integrated with ROAMwallet, which enables merchants and advertisers to easily create mobile marketing campaigns delivered to customers via e-mails, text messages, web banners, or print advertisements with two-dimensional barcodes, as well as Facebook and Twitter. ROAM Data utilizes the reseller community as one of its channels, and has forged partnerships with companies such as First Data, Chase Paymentech, Intuit, Global Payments, Sage, and Ingenico.

“Mobile commerce is all about convenience,” indicated Will Graylin, CEO and Founder of ROAM Data. “Whether it is making it easier for the merchant to accept credit cards through an application like ROAMpay, or by making it easier for consumers to make their purchase on their mobile phones with ROAMwallet and via ROAMoffers, the more convenient we can make the experience, the more revenue merchants will generate. ROAM Data is committed to reducing the friction of commerce, and to that end, improve lives, and we are bringing secure m-commerce to broad segments of merchants and consumers quickly, easily, and securely.”

Will Graylin, Founder and CEO, ROAM Data

Key Advertiser Links

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

POS & Auto ID Distribution
BlueStar
ScanSource

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

POS Software - Retail
Tri-Technical Systems

POS Systems - Hospitality
PAR

POS Software - Hospitality
Aldelo Systems

Barcode & Transaction Printers
Datamax-O'Neil
Zebra Technologies

Cash Drawers
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

Pay at Table
Bellatrix Systems

Receipt Printers
Bixolon America
Citizen Systems America
Epson America
Star Micronics

NOTES FROM THE FIELD

Credit Goes to Lenovo

Lenovo Financial Services (Research Triangle Park, NC) has launched its Partner Credit Program to extend product financing to resellers serving the SMB market. Under this new effort, eligible resellers receive up to 60 days of interest-free credit through indirect financing by Lenovo’s distributors: Ingram Micro, Synnex, and Tech Data. The Partner Credit Program begins immediately in the U.S. and is expected to be expanded into Canada by the end of this year.

“We’ve introduced the Lenovo Partner Credit program in direct response to feedback from resellers who tell us they need working capital solutions to grow their business,” relayed Chris Frey, North American Channel Chief at Lenovo. “Resellers now have an industry-leading solution to meet working capital objectives and leverage profitable revenue growth.”

A joint program between Lenovo and De Lage Landen Financial Services, Partner Credit complements Lenovo Financial Services’ existing end-user financing program, introduced in June 2010. It also comes on the heels of Lenovo’s first U.S. Channel Partner Summit, held in Las Vegas last month, which focused on the company’s channel strategy, products, and programs and drew more than 500 SMB resellers. “We are excited to offer this service,” shared John C. Reed, President of De Lage Landen Commercial Finance. “SMB financing is one of our core competencies at De Lage Landen and an underserved product offering in the channel.”

New Lenovo ThinkServer TS430 Targets SMB

Vantiv Begotten by Fifth Third

Fifth Third Processing Solutions (Cincinnati, OH), one of the largest U.S. payment processors, has recast itself as Vantiv. “Vantiv creates an opportunity for us to move beyond our already established foundation of success to bring our customers the innovation, guidance, and leadership they should expect in the evolving payments environment,” declared Charles Drucker, CEO/President. “As Vantiv, we will offer our customers even more collaboration, insight, and performance.”

As technology and consumer payment needs continue to change rapidly, Vantiv plans to leverage its strong partner relationships and investments in its system platform, products, and customer service, Drucker emphasized. Further, the new brand signals the company’s long-term commitment tonnovation and growth, he added. This includes investment in areas such as e-commerce, mobile payment technology, pre-paid debit, fraud prevention, and security measures.

The Vantiv brand will evolve over time across different parts of the company. Some distribution channels will change and carry the Vantiv name and logo while others will continue to be known either as “Fifth Third Processing Solutions, Powered by Vantiv” or “NPC, a Vantiv Company.” Vantiv will continue to operate from the Great Cincinnati area, with its new 205,000-square-foot headquarters at 8500 Governors Hill Drive in Symmes Township set for completion this month.

New Branding and Logo for Payment Processor

Channel Factoid

Some insights into the current credit crisis, courtesy of Pepperdine University’s Private Capital Markets Project-Summer 2011. Fully 48% of privately-held businesses responding to this survey are targeting bank loans as a source of funding, followed by friends and family (21%) and private investors (11%). Unfortunately, banks are denying the majority (60%) of loan applications, in large part because of increased pressure from regulators (cited by 61%). Despite this high rate rejection, 71% of private business owners said they did not seek friends and family financing after being denied bank loans. Such business owners often rely on credit cards for financing, and 81% of respondents said that even after exhausting credit card resources they did not seek funding from friends and family. This contrasts sharply with past versions of the study, in which friends and family represented an attractive source of funding for business owners (35% in the case of Fall 2010, 56% for Winter/Spring 2010). “The question then becomes where do small business owners turn for funding?” asked John Paglia, Lead Researcher of the Pepperdine Private Capital Markets Project. “With friends and family becoming seemingly tapped out, small businesses may continue to target bank loans, hoping that regulatory pressure eases.” Final note: 82% of respondents in the private equity industry see the demand for business investment increasing over the next 12 months.

HELLO GOODBYE

Ingram Micro Chooses Wiser

Ingram Micro (Santa Ana, CA) has named Brian Wiser as SVP of its Specialty Solutions Division, North America, which encompasses Data Capture/POS. In this role, Wiser reports directly to Keith Bradley, Senior EVP and President of Ingram Micro’s North American region. He replaces John Soumbasakis, who was appointed in April to SVP and President of Latin America and reports to Greg Spierkel, CEO of Ingram Micro. In total, the Specialty Solutions Division includes Data Capture/POS, consumer electronics subsidiaries IMCE and AVAD, and the Ingram Micro Mobility and Physical Security business units--all of which are described as “higher-margin organizations and investments.”

“Brian has a proven track record of driving profitable revenue growth, increasing market share, delivering innovative programs and services, and expanding strategic relationships with our partners,” Bradley stated. “We are confident he will bring the same results-focused approach to our Specialty Solutions Division as we seek to hit aggressive targets and further diversify our business into higher-margin, higher-value growth areas.”

Wiser has worked with Ingram Micro and its channel partners for more than two decades. Most recently, he was SVP of the Commercial, Direct, and Consumer Markets Divisions for Ingram Micro North America. In addition to leading the sales, vendor management, and marketing efforts for these divisions, Wiser was also responsible for channel development, licensing, and the region’s vertical market strategy.

Brian Wiser, SVP, Specialty Solutions Division, Ingram Micro

Mercury Fuels for Growth

Mercury Payment Systems (Durango, CO) has added two new senior executives: Brian Sadowski, CIO, and Karsten Voermann, CFO. Sadowski brings 23 years of experience working in IT, including stints as CTO at Xerox/ACS and TSYS Acquiring Solutions. As CIO for Mercury, he will define IT strategy and plans, implement initiatives, and lead technology development and operations. New CFO Voermann has developed expertise in finance, strategic consulting, and business development with companies such as ContentGuard, CPA2Biz, Microsoft, and McKinsey and Company.

“With the addition of our new CFO and CIO, Mercury is strategically positioned to grow exponentially in the coming years,” suggested Matt Taylor, CEO of Mercury Payment Systems. “Karsten and Brian will add substantial leadership depth to the team and I’m thrilled to leverage their collective experience as we continue to lead the integrated payments market. Their commitment to Mercury’s core values and proven ability as innovators will benefit our partners as they help guide future investments for Mercury.”

Founded in 2001, Mercury Payment Systems represents one of the fastest-growing payment processing companies in North America. Significantly, it pioneered the dealer-centric model for the sale of merchant services, in which POS developers and resellers comprise the exclusive channel. In 2010, Mercury became the first processor to be awarded the Vendor of Excellence Gold Medallion voted by members of the Retail Solutions Providers Association, RSPA.

Brian Sadowski, CIO, Mercury Payment Systems