This Week’s Product Pick

Fujitsu Components America (Sunnyvale, CA) has unboxed its new modular three-inch thermal printer mechanism, dubbed FTP-639USL100. With 200 mm/second print speed, the unit accommodates rolls from 80 mm to 150 mm and includes cutter and USB or RS-232 interface board. A newly designed paper damper adjusts tension in both the upper and lower direction, according to Fujitsu. An adjustable paper holder may be positioned in horizontal or vertical orientation or may be detached, and additional bezel and presenter/retractor modules may also be added. The printer’s reset and feed switches, as well as power/printer status LED, are all conveniently located on the top, while the front cutter is accessible using the platen-open lever to release paper jams and perform head cleaning. Finally, the printer mechanism supports Windows 2000/XP/Vista/7 and Linux drivers.

Fujitsu Thermal Print Mechanism

COMPANY BUSINESS

V Day at Motorola

Motorola Solutions (Schaumburg, IL) and Verizon (New York) recently renewed their vows in Las Vegas. Their plans for the channel, that is, which were revealed at last month’s Motorola Channel Partner Expo, which Verizon helped sponsor. In speaking with Mark Kroh, VP of North American Channels for Motorola, RRN.Com has identified three overriding themes for 2012, which may be summarized, perhaps too neatly, as “Verizon, Verticals, and Voice.” All three will receive more attention from Motorola moving forward, according to Kroh, who oversees the powerful Partner Empower Program with Juliann Larimer, VP of Global Channels.

“Verizon has refocused its efforts on the channel and the retail and government segments,” Kroh noted. “They’ve really stepped up and want to work more closely with us than ever before. All our carriers have given their support, but Verizon in particular, through Verizon Enterprise Solutions, has shown significant interest in becoming re-engaged.”

“We’re picking off verticals one by one and drawing up industry playbooks for our resellers,” Kroh continued. “Retail and government are given, since they represent our core segments. In addition, we’ve added transportation and manufacturing, each of which now has its own playbook and channel account managers assigned according to vertical practices, not on the horizontal or geographic basis as in the past. We want to pull all resources from our ecosystem to address verticals.” Healthcare and education appear on the roadmap, he added.

“When you target verticals, you automatically become solution oriented,” Kroh maintained. “Going forward, that’s how we’ll address differentiation from the benefits perspective, everything from support, to market development funding, to discount levels, to deal registration.” While much attention in Las Vegas went to Motorola’s line of ruggedized computers--including the ET1 tablet--Kroh stressed the opportunity for resellers to bring new technologies into their core segments. In particular, he identified the growing role of voice in retail, with Motorola using last month’s Channel Partner Expo to introduce its new SL Series and XPR 5000 mobile radios. “There’s so much opportunity that we can’t get to it quick enough,” Kroh concluded his assessment of technologies and customers, “particularly in the mid-market.”

Mark Kroh, VP of North American Channels, Motorola Solutions

Ingram Micro Powers Up Mobility

Ingram Micro (Santa Ana, CA) has drawn together the Mobile Business Unit as part of its Specialty Solutions Division and hired Michael Romero as VP and GM to head the new group in North America. Prior to joining the distributor, Romero helped lead the marketing services company, Fluid Group, as principal. He also served as VP and GM for SanDisk Corp.’s Private Label Division and Mobile Retail Division. Earlier in his career, he worked for 12 years in distribution at Avnet.

“The mobile marketplace--encompassing handsets, smartphones, tablets, laptops, activation services, and fully integrated mobile solutions--has become one of the fastest-growing, high-margin technology segments worldwide and is an area of strategic importance and global growth for Ingram Micro,” explained Brian Wiser, SVP of Ingram Micro’s Specialty Solutions Division, which also includes Data Capture/POS. “To be successful in this market takes relentless drive and dedicated focus from the top down. Under Michael’s leadership, our goal is nothing short of becoming the industry’s fastest-growing worldwide distributor of mobile solutions.”

“Mobile is a disruptive force that’s driving technology innovation and greater sales in both the consumer and commercial tech markets,” Romero said. “As the world’s leading technology distributor, Ingram Micro is uniquely positioned to help our channel partners and retailers seize this market opportunity and introduce new lines of revenue around converging technology solutions and cloud-based services. I am thrilled to be joining Ingram Micro at such a pivotal time in our industry and see tremendous market advantage for us and our partners as we work together to reach our goals.”

Michael Romero, VP and GM, Mobile Business, Ingram Micro

Worth Your While

2012 Annual ETA Meeting & Expo
Electronic Transactions Association
April 17-19
Las Vegas

NRA Show 2012
National Restaurant Association
May 5-8
Chicago

WERC 2012
Warehousing Education and Research Council
May 6-9
Atlanta

NACStech
National Association of Convenience Stores
May 21-23
Nashville, TN

VARTECH Canada
BlueStar
June 4-5
Toronto

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

ALL IN THE FAMILY

TRu to the Touch

Touch Revolution (Redwood City, CA) has debuted its 15.6-inch TRu projected capacitive touch monitor for the channel. This wide-screen system addresses the need for high-definition video, according to the manufacturer, and features two-finger touch capability and modern, bezel-free design. Additional benefits include easy plug-and-play integration, superior glass durability, and 16:9 screen aspect ratio that may be deployed in either landscape or portrait orientation.

The new monitor comes with Windows 7 certification and Linux or Mac OS support, as well as supplemental gesture software tools. VESA mount, side-mounting holes, and an optional stand give customers the choice of either fixed or desktop configurations. Described as “slim line,” with narrow frame, it joins the family of Touch Revolution TRu monitors ranging in size from 15 to 32 inches.

“The new 15.6-inch TRu monitor is our latest solution for those eager to offer touch for the first time or to upgrade products from a single-touch to a multi-touch experience,” related Gene Halsey, TRu Product Line Director at Touch Revolution. “Integrating multi-touch enhances product performance and user productivity, and creates differentiation that drives sales and increases value. The 15.6-inch TRu monitor is well suited in environments such as retail, where engaging often-distracted consumers with attractive graphics and simple, but stimulating experience is critical for success.”

Touch Revolution’s TRu 16:9 Projected Capacitive Monitor

One Bouncer You Can’t Bribe

Tokenworks (Bronxville, NY) has unveiled its IDVisor 310 identity verification device, with smaller form factor and larger touchscreen than previous models. In addition to touch, IDVisor 310 scans barcode and magnetic-stripe licenses from all 50 U.S. states and 10 Canadian provinces. At an MSRP of $1,495, it ships with quick start-up guide, USB cable, and charging cable. Rechargeable lithium-ion batteries may be easily swapped out for multi-shift venues like casinos that need continuous ID scanner protection.

IDVisor 310 employs the company’s customer relationship management (CRM) software first introduced last year in the IDVisor Touch. This allows the operator to verify the customer’s age while storing critical information such as e-mail address, phone number, level of patronage, and VIP status. Customer tags allow the operator to predefine the metrics that are important to their business, and to quickly classify customers as their age gets checked. Bars and nightclubs often use tags to give special treatment to regular customers or to ban troublemakers, RRN.Com readers will remember, while retailers such as liquor stores or tobacco shops may collect demographic information and manage membership and rewards programs.

Finally, IDVisor 310 stores scan and customer information in true SQL database format. This provides exportation of organized scan history by customer as well as easy integration into existing software platforms. Many alternative ID scanning products use older methods for storing information and only export raw data logs of jumbled scans, according to Tokenworks, which changed its name from CardTronics some years ago. The new IDVisor 310 joins IDVisor Touch, Z22 Mobile, and Z22 Countertop ID scanners from this specialty vendor.

IDVisor 310 Identity Verification Scanner by Tokenworks

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ALLIANCES

Xpient Expedites Extra Payments

Xpient Solutions (Charlotte, NC) has embraced payment processing from Merchant Link (Silver Spring, MD) for use with its restaurant software. This integration pairs Xpient’s POS with Merchant Link’s Payment Gateway, Transaction Vault tokenization, and Transaction Shield point-to-point encryption. Certification has been completed and the first beta site should be live in the next few weeks, according to the two parties.

“We know restaurateurs are looking for ways to address the ongoing threat of theft and fraud, and we were impressed with Merchant Link’s solution that secures both data in flight and at rest,” commented Christopher Sebes, CEO/President of Xpient. “Our customers will also value the flexibility of Merchant Link’s processor neutral gateway as well as the ability to bolster loyalty programs using Merchant Link’s card-based tokens.” Xpient resells through its limited partner network, which includes Dumac, Euthenics, POS Technology, Prism, and RDS of Florida, among others.

“Xpient is one of the recognized leaders in the industry, working with some of the biggest brands and specializing in the quick-service restaurant, or QSR, segment where we are expanding,” added Dan Lane, CEO/President of Merchant Link. “This partnership makes sense for both companies to be able to offer more options in today’s increasingly complex and varied world of payments.” Founded in 1993, Merchant Link now provides its payment processing service to 150,000 retailers, hotels, and restaurants.

Xpient POS Running on Panasonic’s Stingray for QSR

CRM Meets ERP, Infor-mally

Infor (Atlanta), provider of business software and services, has delivered on its promise to integrate its enterprise resource planning (ERP) with salesforce.com’s customer relationship management (CRM). This new build, entitled Inforce Everywhere, and centered around the proprietary Infor10 ION platform, creates and maintains contacts, quotes, delivery status, and billing throughout the two systems. Such integration results in faster implementation, reduced cost and risk, and increased return on investment, according to Infor, which addresses relevant vertical markets such as food and beverage, hospitality, distribution, manufacturing, and the public sector.

“Infor was able to deliver Inforce Everywhere just a few months after formalizing our partnership with salesforce.com because of our innovative, lightweight ION middleware platform and the flexibility of force.com,” shared Duncan Angove, President of Products and Support with Infor. “Combining ERP data with salesforce.com CRM through ION enables us to provide incremental value to our customers, something we will continue to drive through the development of future joint offerings, Inforce Ordering and Inforce Marketing.” Ron Huddleston serves as SVP of Global ISV and Channel Alliances at salesforce.com, incidentally.

Infor also announced that its Partner Network has attracted 110 resellers worldwide since its launch eight months ago. “Further developing our channel partner program is important to Infor because it enables us to drive progress in all regions of the globe,” asserted Jeff Abbott, Infor’s VP of Global Alliances and Channels. “With four consecutive quarters of year-over-year double-digit license growth, leading resellers are anxious to become part of Infor’s ongoing evolution and expansion.” Infor has set its sights on forming 400 new reseller partnerships in the next three years.

Inforce Everywhere Bridges Front and Back of House

Code Corner

Specialized Business Solutions (Dillon, CO) has published Version 7.1 of its Keystroke Point of Sale and Keystroke Advanced POS software. Enhancements in Keystroke 7.1 include the new customizable Transaction QuickView, more powerful Transaction Search Macros and Toolbars, and built-in TouchScreen Editor, according to the developer. Other notable new features include: Gratuity Payment Adjustments, Round Up for Charity, Non-Sale Items (i.e., Hash Totals), and Purchasing Scripts. “The features we’ve added in Version 7.1 will enable our small business clients to better service their customers with improved speed, flexibility, and security,” reported Michael Gebb, President and Lead Developer at Keystroke. “Keystroke dealers now have even more tools at their disposal to sell and maintain.” Keystroke POS software gets sold exclusively through independent authorized dealers, which the company is currently recruiting. Version 7.1 is available free to customers subscribing to software maintenance service.

Keystroke Version 7.1

INTEGRATION

Good Medicine for CipherLab

CipherLab (Plano, TX) has stocked its 8200H mobile computer with antimicrobial protection for healthcare environments. In line with the vendor’s other “H” designated devices--8000H, 1500H, and 1600H--this new configuration carries Microban to ensure the durability of its disinfectant-friendly housing. It offers various reader options, including two-dimensional imager in response to the growing adoption of such codes on medicine packaging and patient wristbands.

About the size of your smartphone, the 8200H communicates with 802.11b/g and Bluetooth Version 2, allowing healthcare providers to immediately access up-to-date information. It comes with the free software “Forge Application Generator” for fast and easy customization, while “Blaze C and Basic Compilers” support more advanced requirements. With rechargeable lithium-ion battery, the 8200H operates continuously for 20 hours, allowing uninterrupted usage across shifts.

“The 8200H is the latest addition to our antimicrobial protection family,” stated Sherman Chuang, President of CipherLab. “It can read various symbologies and support the diverse needs of healthcare environments. The 8200H series is able to help healthcare providers increase efficiency yet deliver quality patient care.”

CipherLab’s 8200H Mobile Computer Targets Healthcare

Across the Universe With USB

Datamation Systems (South Hackensack, NJ) now offers an innovative universal USB charging device for tablets and smartphones that can be updated as new platforms appear. Based on technology developed by Cambrionix in the U.K., this charging station identifies the correct profile for each USB device from its reference library and synchronizes necessary communications. Its library can be updated in the field as supported configurations are added, making it “future proof,” according to the distributor of computers, projectors, and associated equipment.

Datamation Systems will be introducing several versions of this new technology: charge-only hub for eight USB ports, charge and synchronize communications hub for eight USB ports, and larger 16-port configuration. These will work as standalone devices or may be incorporated into its product line of transport cases, cabinets, and carts. They also may be daisy-chained for even larger arrays.

“Using the right charging profile helps maintain battery performance and extend the life of your device,” observed Joe Mazza, VP at Datamation Systems. “Schools, hospitals, conference centers, and trade shows have been asking for this for some time.” Datamation Systems will be happy to provide its USB components to OEMs and VARs serving such environments, he added.

Eight-Port Universal USB Charging Hub From Datamation

Key Advertiser Links

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

POS & Auto ID Distribution
BlueStar
Wasp Barcode Technologies

POS & Peripherals
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.

Mobile Marketing & Loyalty
Sundrop Mobile

Receipt Printers
Bixolon America
Citizen Systems America
Epson America
Star Micronics

Repair & Refurbishment
AMCOR Tech Solutions

Thermal Printers
Seiko Instruments USA

Touchscreens & Monitors
TE/Elo TouchSystems

INSTALLATIONS

An iPad Immigration for Tasty Burger

More Apple POS, this time courtesy of Canada. Based near Toronto, ISIS POS has been chosen by the Franklin Group of Restaurants for roll out in its newest chain, Tasty Burger, with locations in Boston. ISIS POS builds upon the iPad, iPhone, and iPod Touch, along with Wi-Fi and Amazon Cloud, to bring mobility to hospitality providers. This includes food order and payment, customer loyalty, kitchen display functionality, and enterprise-wide back-office management, according to the developer.

“ISIS POS provides us with the flexibility we need not only in day-to-day operations, but also in the expansion of our growing burger chain,” testified Phil Audino, CFO of Tasty Burger. “We have instant cloud access, so whether we’re on the road using our mobile phones or at our desktop, we have complete control of our POS operations. ISIS POS provides seamless integration with just about any third-party software, accommodates special requests, and our entire staff from crew members to managers all find the user interface to be top of the line.”

“We are very excited about our relationship with Tasty Burger and look forward to expanding our long-term alliance and working closely to further develop the product hand-in-hand with their experienced management team,” stated Paul Perri, EVP at ISIS POS. “We’re changing the way restaurant owners, managers, front-of-the-house staff and back-of-the-house staff all interact with customers, each other, and their restaurant software.” Interestingly, ISIS POS received $2 million in start-up funding from Canadian communications conglomerate, CaTech Systems.

ISIS POS Emerges From Canada With Contract Win

Goodbye, Ruby Tuesday’s Table Turn Problems

Micros Systems (Columbia, MD) has deployed its Micros Table Management System (TMS) in 750 sites for Ruby Tuesday. A fully integrated component of the Micros Restaurant Enterprise Solution for POS, commonly called RES, Micros TMS illuminates vital aspects of the guest dining experience, including reservations, customer preferences, seating capacity, wait list, and special requests. Ruby Tuesday represents the largest U.S.-based chain to fully utilize this scheme, according to Micros.

As guests arrive, the host at Ruby Tuesday, now supported by Micros TMS, may provide more accurate and consistent wait times. Once the table is seated, moreover, the guest check gets automatically opened. An additional alert system notifies managers when critical service points are not met, such as tables not greeted or food and beverage not delivered in time. By achieving more efficient table utilization and dining room capacity management, Ruby Tuesday should increase revenue as well as customer satisfaction, according to the two parties.

“Our goal is to provide the best casual dining experience possible and adding the Micros TMS to our solution set has given us the necessary tools to improve our operations and customer service,” relayed Nick Ibrahim, SVP and CTO for Ruby Tuesday. “An essential component that we sought was the ability to have our team members manage the guest’s dining experience. We are pleased to have this completely integrated platform that allows the guest check to open automatically once the table is seated.”

Micros Table Management System for Casual Restaurant Chain

Channel Factoid

Here in the U.S., CEOs expect an upturn in sales, capital spending, and hiring over the next six months, according to the Business Roundtable. Three main questions were asked, each of which revealed growing optimism. (1) “How do you expect your company’s U.S. sales to change in the next six months?” Increase was reported by 81% for 2012 Q1 (versus 69% for 2011 Q4), No Change by 16% (versus 20%), and Decrease by 3% (versus 12%). (2) “How do you expect your company’s U.S. capital spending to change in the next six months?” Increase was reported by 48% for 2012 Q1 (versus 32% for 2011 Q4), No Change by 41% (versus 52%), and Decrease by 11% (versus 16%). (3) “How do you expect your company’s U.S. employment to change in the next six months?” Increase was reported by 42% for 2012 Q1 (versus 35% for 2011 Q4), No Change by 43% (versus 42%), and Decrease by 16% (versus 24%). “Several factors, among them oil prices, the sluggish European economy, political uncertainty in the U.S., and questions about future growth in Asia, remain as potential obstacles to higher rates of economic growth in the U.S.,” warned Jim McNerney, Chairman of the Business Roundtable and CEO/President of The Boeing Company.

HELLO GOODBYE

A Magic Wand Named Engels

Wand Corporation (Eden Prairie, MN), one of the early providers of integrated POS and digital display systems for restaurants, has named Rick Engels as its VP of Business Development. As CEO/President of BroadSign International, Engels helped build the company into one of the leading players in Software-as-a-Service (SaaS) for digital signage. Furthering his credentials, as President of Technique USA, he supervised the deployment and installation of large scale digital signage projects. A founding member of the Minnesota Emerging Software Advisors, he also mentors early stage technology companies.

“The opportunity to add Rick to our team was something we couldn’t pass up,” declared Dave Perrill, CFO of Wand. “His consistent record of guiding organizations to success is well known. In addition, his thought leadership in digital signage and expertise in developing measurement systems will directly benefit our customers and, as a result, Wand.”

“Wand’s commitment to technology, innovation, and service is unequaled in the quick-service and fast-casual industry,” Engels volunteered. “It’s important that the companies I work for have the same dedication to exceeding customer expectations that I have, and Wand easily fits that profile. Our accomplishments in combining point-of-sale, digital menu boards, and back-office servers into total restaurant management systems put us ahead of our competitors, and the analytics and reporting capabilities support my philosophy of driving success through information.”

Rick Engels, VP of Business Development, Wand Corporation

Joe’s the New “Guy” at Datalogic ADC

Datalogic ADC (Eugene, OR) has enlisted Joe Guy as VP and GM of its Solutions Business Unit. Reporting directly to Bill Parnell, CEO of Datalogic ADC, Guy brings three decades of retail IT experience to his new role, including time as SVP of Products for PSC from 2002 to 2007. PSC, RRN.Com readers will recall, was purchased by Datalogic in 2005, and Parnell served as its COO for many years.

“We are delighted to welcome Joe Guy to our newly formed Solutions Business Unit within Datalogic ADC, following the integration of Evolution Robotics Retail and Enterprise Business Solutions earlier this year,” commented Parnell. “He is an asset to the team and will be supporting our business needs in both the U.S. and Europe.” Here, Parnell refers to the January 2012 consolidation at Datalogic ADC, which merged Datalogic Scanning and Datalogic Mobile, along with Evolution Robotics Retail and Enterprise Business Solutions.

“Within the Solutions Business Unit, we bring together the customer-centric capabilities of self-shopping and loss prevention, specifically products like Shopevolution, Joya, and Lane Hawk Bottom-of-the-Basket,” Guy stated. “I look forward to expanding our reach and value to customers via the broader Datalogic ADC family and to working even more closely with our existing partners to develop solutions for key applications.” In addition to PSC, Guy has served as Business Development and Integration Program Manager at Teradata, CEO/President of software consultant Xpansion, VP of Retail Solutions at NCR, and Director of Retail Solutions at IBM. Together, NCR and IBM account for two dozen years of his career.

Bill Parnell, CEO/President, Datalogic ADC, Welcomes New VP