Week of June 18, 2018
Michael Kachmar, Editor

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Our Product Pick

UP Solution (Hackensack, NJ) has presented its self-service system, dubbed UP-Kiosk 100. Available in three configurations--counter type, free standing, and wall mount--UP-Kiosk 100 has basic dimensions of 25.6 in. (L) x 13 in. (W) x 3.9 in. (D) and weighs 26.5 lbs. As features, it carries 15" multi-touch display, two-dimensional barcode scanner, integrated 3" thermal printer, and card reader (MSR/EMV). With Windows 7 O/S, it has an Intel Celeron CPU at 2 GHz, 2-GB/8-GB RAM, and 64-GB SSD. An attached weigh scale accommodates food retail, and there's support of 15 languages, including English, Spanish, Korean, and Chinese. Also offered: cloud-based UP Restaurant Software.

UP-Kiosk 100 by UP Solution


The Life of Riley

A familiar face has emerged as the CEO of Retail Management Hero (Napa, CA): Jeff Riley. A former CEO of Dinerware (2004 to 2015), Riley led the successful sale of that hospitality ISV to Heartland Payment Systems (now Global Payments). In the past, he served as GM of Retail Business Solutions within Microsoft Dynamics (1999 to 2004). He joins Retail Management Hero from the Corum Group, where he was VP of Mergers & Acquisitions (2017 to 2018).

Introduced in May 2016, Retail Management Hero (RMH) replaces the soon-to-end Microsoft Dynamics Retail Management System (RMS). Arising from two entities, Retail Hero and Retail Realm, RMH, in the manner of Microsoft RMS, specifically addresses the SMB. An upcoming launch of enterprise-level RMH Central will take place at the Retail Realm Partner & User Conference on August 20 to 22 in Las Vegas, NV.

"SMB retailers face tremendous opportunities as well as challenges in using technology to advance their businesses. At Retail Management Hero, we are building a product and a partner-based delivery system that is tailored specifically with these needs in mind," declared Riley. "Joining Retail Management Hero reunites me with many of my former customers and partners from my time at Microsoft, and I am really excited to help lead the journey from here."

Jeff Riley, CEO, Retail Management Hero

A Stake in Payments

A new voice, the Secure Payments Partnership (Washington, DC), intends to be heard. As counterpoint to existing groups such as the Payment Card Industry Security Standards Council (PCI SSC) and EMVCo, SPP has six founding members--the Food Marketing Institute, National Retail Federation, National Association of Convenience Stores, National Grocers Association, First Data's Star Network, and the Shazam Network. Its first recommendation: more Chip-and-PIN in the U.S.

"Payment security and the threats to it are only becoming more complex," indicated Hugh Gallagher, SVP of First Data and Head of the Star Network. "No single industry has all the answers to get us to where we need to be. We must work collaboratively with input from all parties with a stake in the outcome, in order to improve payment security and to limit fraud."

Announcing its formation, the SPP cited research showing that 42% of cardholders in the U.S. (including debit, credit, and prepaid), have experienced fraud, versus 27% of cardholders worldwide. As promising solutions, it cites emerging technologies such as biometrics (fingerprint, facial recognition, iris scanning, and vein mapping), artificial intelligence (AI), geo-location, verification of IP, blockchain, and use of ultrasonic sound waves. "The U.S. payments infrastructure should be the strongest, most innovative, and most secure in the world, but we won't get there unless we change the way we make security decisions," postulated Stephanie Martz, SVP and General Counsel of the National Retail Federation.

A New Advocacy Group Formed: Secure Payments Partnership

Worth Your While

Retail Solutions Providers Association (RSPA)
August 5-8
Nashville, TN

September 17-18
Punta Cana, Dominican Republic

LabelExpo Americas
Tarsus Group
September 25-27
Chicago, IL

National Association of Convenience Stores (NACS)
October 7-10
Las Vegas, NV

Pack Expo
Packaging Machinery Manufacturers Institute (PMMI)
October 14-17
Chicago, IL





Brother Flies RJ4200

Brother Mobile Solutions (Westminster, CO) has unveiled its RuggedJet RJ4200 Mobile Printer Series. In reduced dimensions of 6 in. (W) x 6.3 in. (H) x 2.7 in. (D), and weight of 1.9 lbs., the thermal 4" RJ4200 has print speed of 5 in./127 mm per second at 203 dpi and media roll diameter of 2.3 in./58 mm. Enhanced ruggedness has an IP-54 rating and 6.9-ft./2.1-m drop resistance (with molded rubber housing). As mounting versatility, there's up-and-down tear bars and top- and side-access cover release.

As another enhancement, the RJ4200 features rechargeable 3000-mAh Li-Ion battery with status indicator. As communications, it furnishes Bluetooth 4.2 (Classic/LE/MFi), Wi-Fi (802.11a/b/g/n), and NFC (Contactless). (For Bluetooth, the RJ4230BL; for Bluetooth/Wi-Fi, the RJ4250WBL.) As connectivity, there's USB 2.0 and Serial. It supports Windows, with Software Development Kits (SDKs) for iOS and Android.

A new, free "Mobile Deploy" App supplies simple loading, one-touch pairing, and remote updates. "RJ4200 has exceeded expectations in beta trial and early deployments," enthused Ravi Panjwani, VP of Marketing and Product Management with Brother Mobile Solutions. "We think that users across market sectors such as route accounting, transportation, public safety, field service, manufacturing, and warehouse operations will immediately recognize the value."

RuggedJet RJ4200 Printer by Brother Mobile Solutions

Panasonic Dips the Oreo

Panasonic Corporation (Newark, NJ) has shipped its new rugged handheld computer, Toughbook FZ-T1. With Android 8.1 ("Oreo"), the FZ-T1 has ARM Cortex A7 CPU at 1.3 GHz, 2-GB RAM, 16-GB ROM, and Micro-SD. As features, it carries 5" multi-touch display, two-dimensional barcode scanner with trigger buttons on each side, 8-megapixel rear camera, and 3200-mAh Li-Polymer battery with 12-hour charge.

In smartphone form factor of 6 in. (L) x 3 in. (W) x 0.5 in. (D), weighing 8.5 oz., the FZ-T1 has an IP-68 rating and 5-ft./1.5-m drop resistance. As communications, versions will offer Bluetooth 4.2 (Classic/LE/MFi), Wi-Fi (802.11a/b/g/n), GPS, and 4G Cellular. A long-range barcode reader gun grip will follow in early 2019, according to Panasonic.

For device management and security, the FZ-T1 supports Panasonic COMPASS (Complete Android Security and Services) 2.0. It also comes with Google Mobile Services. "It is one of the most versatile, stylish, and affordable rugged handhelds for business with Android," commented Jan Kaempfer, GM of Marketing for Panasonic Computer Product Solutions. A three-year standard warranty is given.

Panasonic Toughbook FZ-T1


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Epson's in Nirvana

Epson America (Long Beach, CA) will supply three of its thermal printers for hospitality ISV, Nirvana XP (Henderson, NV). As recommended hardware for its mobile application platform for restaurants, Nirvana XP has certified the 3" Epson OmniLink TM-T88VI "intelligent" receipt printer for web-based ordering and the 3" Epson TM-L90 Plus LFC printer for linerless, self-adhesive labeling. It will also leverage Epson's 3" TM-m30 cube-shaped receipt printer.

"Numerous restaurants are seeing an increase in table turn when mobile devices are used," reported Tom Kettell, Director of Commercial Channel Sales at Epson America. "Nirvana XP's truly integrated mobile application platform perfectly complements our receipt and label printers that seamlessly work with any iPad and Android devices." Also previously certified for Nirvana XP: Epson's 3" TM-T20II receipt printer and Epson's 3" TM-U220B impact printer for the kitchen.

"Epson's receipt printers have the ability to seamlessly print the order from the Nirvana XP consumer app or Nirvana XP web plug-in directly to the kitchen, and also print a label to go with each menu item, thereby reducing human error, increasing order accuracy, and enhancing customer satisfaction," reflected Kris Parikh, Founder and CEO of Nirvana XP. "The customer receives the order with its neatly printed, personalized label." As elements of its platform, Nirvana XP has ordering, inventory planning and tracking, customer relationship management (CRM), and real-time cloud-based business reporting.

Epson's Printers Certified by ISV Nirvana XP

A "Portal" to Pay-at-the-Table

As its "primary distribution partner" for its pay-at-the-table solution for hospitality, entitled SecureTablePay, Posera has chosen POS Portal. A leader in configuration and delivery of payment processing hardware, POS Portal was purchased by ScanSource for $150 million in July 2017. Now certified for EMV, SecureTablePay by Posera allows servers and customers to perform all functions of completing the payment transaction--including pulling up the check, accepting and authorizing payment, and closing the table with full reconciliation to the POS.

"We always have an eye out for what's happening next," stressed Kevin Kent, Director of Channel Development for POS Portal (Sacramento, CA). "Our channels have been asking for this pay-at-the-table solution that is easily integrated and includes an array of functionality." It supports more than two dozen of the leading restaurant management systems, with Chip-and-Sign and Chip-and-PIN (and tip calculator).

"As they have multiple key injection facilities across the U.S., and work with leading payment processors and ISVs, POS Portal is the ideal distribution partner for SecureTablePay," suggested Akash Sahai, EVP of Strategy and Business Development at Posera (London, ON, Canada). At present, SecureTablePay has more than 2,000 installations. A well-known hospitality ISV, Posera also supplies its popular Maitre'D POS.

POS Portal Distributes SecureTablePay by Posera

Code Corner

Agilysys (Alpharetta, GA) has launched its next software for POS, InfoGenesis Version 4.5. An enhanced user interface has new themes, fonts, styles, and high-resolution capabilities. As benefits, it improves navigation through screens, also reducing employee learning curves, according to the company. Along with such "new look and feel," InfoGenesis Version 4.5 allows properties--in particular, resorts, casinos, stadiums, and theaters--to choose between Windows Server 2012 R2 or Windows Server 2016. When adding menu items, new "dynamic screen management" saves over 30% of steps. In addition, new "centralized configuration management" supports administration across disparate brands or across properties in different regions and countries (with reporting for VAT). "This latest version of the InfoGenesis POS system will enable our customers to achieve maximum efficiency without compromising guest service consistency across the entire enterprise," emphasized Michael Hinojosa, Senior Director of Product Management for Agilysys.

InfoGenesis Version 4.5



It Reflects PIN-on-Glass

An effort between ID TECH (Cypress, CA) and MagicCube (Santa Clara, CA) seeks to further new payment capability with so-called "PIN-on-Glass." As it name describes, this new technology allows consumer devices, such as phones and tablets, to process credit-card payments via touch, adding to MSR, EMV, or NFC. MagicCube has been one of the early players in PIN-on-Glass, offering its MC-Token Shield and MC-Screen Shield, with an obvious market for such "Soft POS": the SMB.

A longtime leader in card readers, ID TECH will soon debut its dedicated hardware for PIN-on-Glass, Model VP3310. It addresses the Payment Card Industry's recently released SPoC (Software PIN on Consumer off-the-shelf Devices) Standard. Used in conjunction with smartphone or tablet, supporting software from MagicCube for PIN-on-Glass, the VP3310 also handles payments via NFC. As part of its participation, MagicCube will provide back-end monitoring of transactions.

"Advancing the global digitization of payments requires stronger security and greater accessibility than many hardware-based POS systems can provide," relayed Justin Ning, VP of Product Management at ID TECH. "MagicCube's PIN-on-Glass technology, together with our PIN-on-Glass payment readers, allows us to deliver seamless, easy-to-deploy, and affordable payment acceptance with necessary security." Elsewhere, ID TECH has brought EMV to the Cyprus, StealthTouch, and S-Line POS terminals and the T3 mPOS tablet from Pioneer Solution (City of Industry, CA). Enclosures hold the readers of MSR/EMV.

Model VP3310 Card Reader by ID TECH

$1 Billion in Calverton, NY

A milestone for Electronic Payments (Calverton, NY), which has exceeded, for the first time, $1 billion in monthly aggregate payment processing volume. Further, this single monthly volume exceeds the prior year by 26%. As one engine of its growth, Electronic Payments has now deployed its in-house POS, called Exatouch, for customers in all 50 states in the U.S.

In addition to its payment volume increase, an integrated payment platform at Electronic Payments, designated ProCharge, has exceeded $50 million in monthly customer invoice creation. Since its inception, according to Electronic Payments, ProCharge has processed over 4.5 million invoices, totaling $36 billion in payment volume. Established in 2000, Electronic Payments serves the channel of VARs, ISVs, and ISOs.

"Our commitment to in-house products has come full circle and we now have a stable and evolved POS solution, as well as stored value and e-billing systems for our clients," noted Michael Nardy, Founder and CEO at Electronic Payments. "This has enhanced our best-in-class offerings and attracts new sales partners each month." Most recently, his company was ranked as the 30th largest acquirer on The Nilson Report's 2017 list of Top Merchant Acquirers in the U.S.

Michael Nardy, Founder and CEO, Electronic Payments

Key Advertiser Links

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

POS & Peripherals
Electronic Payments
Pioneer POS

Barcode & Transaction Printers
Brother Mobile
Godex Americas

Cash Drawers
APG Cash Drawer

Data Collection
Code Corporation
Janam Technologies

Integrated Payment Solutions
Datacap Systems
Sterling Payment

Keyboards & Mobile POS
TG3 Electronics

Mounts for POS

Receipt Printers
Bixolon America
Epson America
Star Micronics

Thermal Printers
Seiko Instruments USA


TSYS Likes the SMB

Another relevant move by payment processor TSYS (Columbus, GA). In this case, it snaps up iMobile3 (Jacksonville, FL), provider of private-labeled solutions for mobile and tablet POS. Started in 2009, iMobile3 had revenues of $8.5 million in 2016. Its three-year growth rate of 162% resulted in mention in the Inc 5000 Fastest-Growing in 2017. On its part, TSYS generated revenue of $4.9 billion in 2017.

"Going forward, our partners will continue leveraging iMobile3's collection of private-labeled products and payment technology expertise to build their own brand, while benefitting from TSYS' financial strength, card brand relationships, additional product offerings, and its commitment to being a partner-focused company," proclaimed Bob Leonard, CEO of iMobile3. In June 2017, it launched its iMobile3 Marketplace. Included are Intelligence Apps, Engagement Apps, and POS Apps (Lite, Register, Pro, and Back Office).

"As the industry continues to evolve, TSYS intends to lead the charge in providing businesses with the best possible tools to compete in today's hyper-competitive landscape," flourished Philip McHugh, Senior EVP and President of Merchant Solutions at TSYS. "Acquisition of iMobile3 continues to propel TSYS forward to reach our goal of becoming the number one payments solutions provider to small and medium-sized businesses (SMB) in the U.S." As readers will recall, in January, TSYS purchased payment technology company, and major channel player, Cayan (Boston, MA), for $1 billion.

TSYS Purchases iMobile3


Sicom Takes Next "-ep"

A pair of interesting channel players in restaurant IT--Sicom (Lansdale, PA) and Nextep Systems (Troy, MI)--have joined forces. As many readers know, Sicom offers end-to-end solutions spanning digital menu boards, drive-thru systems, point-of-sale, and kitchen and restaurant management technologies. In acquiring Nextep Systems, it strengthens its presence in such areas, as well as new markets.

"A talented team at Nextep has created an impressive line-up of industry-leading and inventive self-ordering technologies, and this acquisition will allow Sicom to offer the most comprehensive omnichannel point-of-sale platform in the industry," contributed Jim Flynn, CEO of Sicom. In May, Sicom updated its cloud-based, omnichannel Encounter Point of Sale. As hardware, it encompasses terminal, tablet, and kiosk. Also, Application Programing Interface (API).

"Sicom is a perfect fit for Nextep, and we are delighted to join a company with the same level of commitment to providing leading technology solutions to managed food-service providers and quick-service and fast-casual restaurants," expressed Tommy Woycik, Founder and President of Nextep. "We are confident that joining forces with Sicom will provide new opportunities for the Nextep team and our customers." So far, Nextep has 1,500 customers (far fewer than Sicom).

Encounter POS by Sicom, New Owner of Nextep

Channel Factoid

State of Mobile Payments

-Overall, support has increased by merchants for NFC (up from 29% to 37%) and for Mobile Wallets (up from 22% to 29%) in 2018.

-In terms of brands, acceptance has fallen for Apple Pay (down from 48% to 35%) and for Google Pay (down from 38% to 25%), while acceptance has increased for PayPal (up from 48% to 64%). Also, 10% of merchants surveyed now accept Alipay.

-Nearly one-third of merchants surveyed believe the mobile channel will represent at least half of their total revenue by 2020, while 60% of merchants surveyed believe the mobile channel will represent at least 30% of their total revenue by 2020.

-Most commonly cited challenges by merchants when it comes to the mobile channel: maintaining ease of use for the consumer (60%) and ability to detect fraudulent order attempts (52%). About one-third of merchants surveyed (35%) still do not track mobile fraud.

-Among specific verticals, merchants selling jewelry (71%), electronics and computers (63%), health/beauty products (63%), and apparel or accessories (56%) are the most likely to consider the mobile channel very important to their overall strategy.

-Just over half of merchants (52%) can tell which mobile O/S is in use (iOS, Android, Windows, Linux), while 46% can differentiate the specific type of mobile device (smartphone or tablet).

Source: "2018 Mobile Payments & Fraud Survey," by Kount Inc. and The Fraud Practice LLC





NAB-ing an EVP/Distribution

North American Bancard Holdings (Troy, MI) has enlisted Matt Hoskins as its EVP of Sales and Distribution. Currently, Hoskins serves as Founder and CEO of Payment Processing Technologies, LLC (2014 to Present). He will report directly to Kirk Haggarty, CFO of NAB.

"Matt brings top-tier enterprise sales, business development, and leadership to further bolster the executive team of NAB," commented Haggarty. "NAB is redefining our position in the payments landscape by focusing on technology and our distribution channels. We are confident in Matt's ability to oversee our strategic partnerships and further deliver on the evolving needs of the market."

"I couldn't be more excited to join NAB," shared Hoskins. "I have had the privilege to work with this leadership team, specifically Marc Gardner, CEO, and I echo his passion and vision for strategic growth. Being part of an organization that is perfectly positioned at the intersection of the payments and technological landscapes allows us to support our partners and customers to digitally transform the way they do business. Our solutions will strengthen their competitive advantage, optimize operational efficiencies, and improve the overall customer experience."

Matt Hoskins, EVP of Sales and Distribution, North American Bancard Holdings

Ask O.B.

Apptizer (Palo Alto, CA) had named O.B. Rawls IV, former President and CEO of iPayment and current Special Advisor to Todd Linden, the CEO of Paysafe North America, to its Advisory Board. Joining iPayment in November 2016, Rawls led its sale to Paysafe in April 2018. A long resume in payments includes SVP of First Data North America (2008 to 2013), SVP Americas at Hypercom (2000 to 2007), and President of United Merchant Services (1995 to 1997).

"I've had the pleasure of working with Apptizer for quite some time, given its partnership with iPayment," recounted Rawls. "Their team is highly talented and dedicated to providing industry-leading order-ahead solutions to their customers in small and medium-sized businesses (SMB). I look forward to helping Apptizer take the next steps in their company's rapid growth trajectory and contributing as much as I can to their success."

"We are extremely pleased to have O.B. join our Advisory Board," confirmed Dinesh Saparamadu, Founder and CEO of Apptizer. "His wisdom and guidance will help Apptizer navigate a very dynamic and competitive SMB marketplace, plus his experience as a transformational CEO and thought leader will be invaluable." Currently, Apptizer is integrated to First Data Clover, Poynt, and Verifone Carbon.

O.B. Rawls IV, Advisory Board Member, Apptizer

Holding Class at RSPA

The Retail Solutions Providers Association (Charlotte, NC) has engaged Kathy Meader as its VP of Member Education Services. Before joining the RSPA, Meader was Director of Partner Operations at Aptean (2015 to 2018), Senior Manager of Strategic Programs for the Hospitality Channel at NCR (2005 to 2015), and Human Resources Manager at Radiant Systems (2000 to 2005). "Kathy will be a catalyst in driving more 'quality touches' as we create more value-add in more ways for our RSPA members," remarked John Kirk, President and CEO of RSPA.

"I am pleased to join the RSPA team at a time when the industry is experiencing such rapid change and opportunity," volunteered Meader. "The RSPA strives to provide relevant and high-quality educational programs and services that enable members to drive success in their businesses. I'm eager to bring my channel passion and experience to the table as we continue to serve our members through the delivery of quality education services."

Kathy Meader, VP of Member Education Services, Retail Solutions Providers Association


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