This Week’s Product Pick

Psion Teklogix (Hebron, KY) introduced its Omnii XT10 ultra-rugged, modular handheld computer, targeted at demanding end-users such as ports, airports, and supply chain/logistics operations. Psion’s Omnii XT10 comes with an IP-65 and six-foot drop rating, and due to inclusion of the Texas Instruments OMAP3 processor performs up to two times faster than the competition on industry benchmarks, according to the manufacturer. Its superscalar architecture delivers parallel ARM instructions for better performance and better efficiency, at lower MHz. In keeping with Psion Teklogix’s new Open Source Mobility business model, the Omnii hardware platform allows customers to choose between state-of-the-art technical components to meet their specific needs, including touchscreen displays, keyboard configurations, data collection functionality, and communication schemes. The flashlight-style device measures approximately 4 in. x 9 in. x 1.7 in., weighs 2 lbs., and runs Microsoft Windows CE 6.0. It comes with 256 MB of SDRAM, 512 MB of Flash, and Micro-SD slot for memory expansion. Transflective TFT display measures 3.7 inches diagonally with full 480x640 VGA resolution, keys are large enough for operation with gloves, and pistol gripe has been offered as an accessory. Finally, four internal interfaces may be ordered, including RS-232, Serial, USB, and GPIO ports. “Our new Omnii platform is the most technically advanced enterprise mobile computing environment we’re developed so far,” declared Mike Doyle, CTO at Psion Teklogix.

Psion Teklogix’s Omnii XT10

COMPANY BUSINESS

Intermec Gets Busy With Disties

Intermec (Everett, WA) has entered into new North American distribution agreements with both BlueStar (Hebron, KY) and Ingram Micro’s Data Capture/POS Division (Carlsbad, CA). With this announcement, Intermec’s distribution network now consists of the three main POS/Auto ID players: ScanSource (Greenville, SC), BlueStar, and Ingram Micro DC/POS. The two new relationships will enable more resellers to join Intermec’s PartnerNet program while simultaneously expanding the reach of solutions such as the new CS40 handheld computer, according to Scott Anderson, VP of Global Channels for Intermec.

“BlueStar is proud to deepen the level of partnership with Intermec,” stated Steve Cuntz, President of BlueStar. “By offering Intermec’s seamlessly integrated solution portfolio, in partnership with BlueStar’s Fusion end-user demand generation program, our channel will be enabled to make a substantial impact for our respective customers.” Since 2009, Intermec has participated with BlueStar Latin America for distribution in Mexico, Central and South America, the Caribbean, and Puerto Rico.

“The addition of Intermec enhances our AIDC and mobility solutions portfolio and answers the call of channel partners to offer Intermec as part of our growing vendor line-up,” said Justin Scopaz, VP and GM, Ingram Micro Data Capture/POS Division. “By tapping into the specialized sales, marketing, and technical expertise and resources offered within our North American division, Intermec is investing in the success of its channel partners.” John Soumbasakis, SVP of Strategic Divisions for Ingram Micro North America, called the new relationship with Intermec “key to our pursuit of becoming the industry’s global leader in the DC/POS market.”

Intermec’s CS40 represents its rugged mobile computer with smart-phone form factor for applications in pre-sales, merchandising, field service, and transportation. Built on the Microsoft Windows Mobile 6.5 platform, this device delivers one and two-dimensional barcode scanning, three-megapixel color camera, 3.75G voice and data communications, and IP-54 environmental rating. It also supports Intermec’s recently announced INcontrol managed services offering for mobile device and wireless network management, made available through Intermec or qualified PartnerNet members.

CS40 Mobile Computer From Intermec

More PartnerEmpower Coming

Motorola Solutions (Schaumburg, IL) has pre-launched the two remaining tracks for its PartnerEmpower Channel Program: Radio Solutions (for two-way radio) and Mobile Solutions (for scanning, mobile computing, and RFID). Motorola kicked off PartnerEmpower this summer with Wireless Network Solutions, and the two complementary tracks will take hold in Q1 2011. This month, the company has scheduled meetings to educate its partner community on details of the program. Cities include Washington, DC, Chicago, Ft. Lauderdale, FL, Dallas, and Las Vegas.

Motorola’s PartnerEmpower was designed as the company’s global, unified framework for all of its VARs and ISVs. It builds upon existing channel programs, while focusing heavily on certification and specialization, RRN.Com was told by Mike deVente, VP of North American Channels for Motorola Solutions, who previously headed Asian Pacific and Latin American Channels. The new structure includes four business levels (Platinum, Gold, Silver, and Bronze) and three competency levels (Authorized Partner, Specialist, and Elite Specialist). Several new components have been added in the area of Mobile Solutions, including deal registration, growth incentives, MDF funding, and the dynamic partner locator. In the works are efforts in vertical market thought leadership and formalized collaboration among partners.

“We have people who are doing a lot of advanced data capture, but they’re just not doing any RFID, to take just one example,” deVente noted. “Imagine getting out there in front of customers as an Elite Specialist in RFID for Motorola, and being able to list all the certifications and training you hold. For our partners, this differentiates them, which is paramount to their success. For the customers, they’re going to feel comfortable that these people have the highest level of expertise.”

Mike deVente, VP, North American Channels, Motorola Solutions

Worth Your While

Pack Expo International
Packaging Machinery Manufacturers Institute (PMMI)
October 31-November 3
Chicago

AIM Expo
Association for Automatic Identification and Mobility
November 1-3
Chicago

Customer Engagement Technology World
(Formerly KioskCom & The Digital Signage Show)
November 10-11
New York

NRF 100th Annual
Convention & Expo
National Retail Federation
January 9-12, 2011
New York

RSPA Inspire 2011
Retail Solutions Providers Association
January 23-26, 2011
Maui, Hawaii

ProMat 2011
Material Handling Industry of America
March 21-24, 2011
Chicago

34th Annual IBM User Conference
IBM Retail User Group
May 15-18, 2011
Orlando

ALL IN THE FAMILY

The Missing Link in SMP

Reselling Panasonic’s System Manager Pro (SMP) and growing worried about PCI now that the vendor no longer supports the software? An interesting third-party solution has been developed by Bunt Software (Rockford, IL), which works in concert with the hosted payment gateway at Merchant Link (Silver Spring, MD). Entitled SMPLink, and launched in July, this new middleware exploits Merchant Link’s TransactionVault for tokenization of consumer data, meets PA-DSS requirements, and even supports gift cards. So far, Bunt Software has sold about 400 licenses, with 11 Panasonic dealers marketing to their customers.

In an interview with RRN.Com, Don Bunt said he spent 20 years developing POS software for Panasonic before launching his company. “Without SMPLink, customers would have had to replace their POS software, maybe even hardware,” Bunt suggested. “All of the familiar QSRs are using SMP in some form or another--Wendy’s, Arby’s, Burger King, Taco Bell, KFC, Cold Stone Creamery. With SMPLink, merchants can continue operations without worry until such time as they want to replace the POS.”

“I’m working with Panasonic dealers who are already servicing these customers for the long haul,” Bunt continued. “I’ve built margin into the product, and there’s also installation charges for them.” Bunt Software helps dealers with the installation process and provides two-tier support for Merchant Link. Now negotiations are underway with other POS companies to provide middleware similar to SMPLink for their PCI compliance needs, RRN.Com was told.

PCI Middleware for Panasonic’s SMP POS Software

RFID in Living Color

Primera Technology (Plymouth, MN) debuted its RX900 Color RFID Printer, with reader/encoder module supplied by Intermec. This new device supports EPCglobal UHF Gen 2 Class 1 and ISO 18000-b/c specifications with print speed of up to 114 mm/4.5 inches per second and resolution as high as 4800 dots per inch. Most popular inlays from major RFID companies can be integrated into labels and all popular linear and two-dimensional barcode symbologies are supported. In addition, separate cartridges for cyan, magenta, yellow, and black ink make label production relatively economical, according to the manufacturer, since only one empty cartridge needs to be replaced at one time.

Supported substrates for on-demand printing include matte and gloss ink-jet papers, vinyl, polypropylene, and polyester. A high degree of water, smudge, and smear-resistance is achieved through advanced dye-based inks and the print surfaces of ink-jet products such as Primera’s TuffCoat tags. The RX900 carries the list price of $4,995 and sample printed and encoded labels are available upon request for evaluation and pilot programs.

“Printing full-color RFID labels and tags adds a new, value-added feature to the technology,” related Mark Strobel, VP of Sales and Marketing at Primera. “Now, you can add color coding, high-resolution color graphics, and even photo-quality images to RFID labels and tags. In many applications you’re adding an extra level of accuracy and safety, such as in medical file-folder labels, full-color photo wristbands, and specimen-tracking labels.”

Primera’s RX900 Color RFID Printer

[Editor’s Note:  Similarly, Evolis (Ft. Lauderdale, FL) has layered UHF Gen 2 RFID capability onto its Pebble and Dualys ID card printer product lines. “We have tested the Evolis Gen 2 card printers for applications such as amusement park, event, and cruise ship passes, and the initial results have been fantastic,” reported Jeff Kruse, GM at TransTech Systems (Aurora, OR), solution provider to the badging and access control industry.]

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ALLIANCES

Mobile POS for Peat Moss

InfoTouch Corporation (Norcross, GA) has certified the SM-S200 and SM-T300 portable receipt printers from Star Micronics America (Edison, NJ) for use with its Store Manager ES and Store Keeper POS touchscreen-based specialty POS software packages. Introduced in March, the SM-S200 (two-inch) and SM-T300 (three-inch with ruggedized casing) offer drop-in paper loading, print speed of 80 mm/3.5 inches per second, and resolution of 203 dots per inch. Additional features for each include LCD display, integrated magnetic-stripe reader, Serial and Bluetooth connections, and auto power down mode.

“We have been working with Star Micronics for more than 20 years,” remarked Keith Neerman, President of InfoTouch. “This certification is well deserved given the outstanding quality of its latest mobile printers and the fact that the company consistently, quickly, and competently assists us by providing the answers to any technical questions we might ask along the way.”

In particular, Neerman cited garden centers and nurseries as ideal targets for this integrated solution. “The garden center business is very seasonal, and when they are busy, they are really busy,” Neerman said. “Using a wireless tablet with integrated credit card swipe, barcode scanner with Bluetooth, and mobile printer from Star, a sales associate may accompany customers around a large garden center, scan the items as they are added to cart, finish the sale with a credit card, and hand shoppers a receipt. This dramatically reduces wait time at the regular POS during busy periods.”

SM-S200 Thermal Printer From Star Micronics

Serving Up SoMo

Menusoft/Digital Dining (Springfield, VA) has designated the SoMo 650 handheld computer from Socket Mobile (Newark, CA) as one of the recommended devices for use with its wireless POS hospitality solution. This follows hard on the heels of last week’s announcement that Menusoft has prevailed in its long-running patent infringement dispute with Ameranth, in which seven asserted patent claims were found invalid. “Neither choice was good or financially palatable but we stood up for what we believed in and what we knew in our hearts,” said Kay Branson, VP of Menusoft, in describing her company’s decision to fight in court rather than pay requested license fees.

“The environment of the foodservice business is extremely abusive and there aren’t a lot of devices out there that are convenient to use and at the same time made to withstand the inherent harshness of the industry,” explained Andre Nataf, Senior Business Development Manager at Menusoft. “The SoMo is unique in that its size and slim configuration make it a truly portable device, and accessories like the DuraCase protective sleeve and the wrist strap ensure that it’s ‘restaurant rugged.’”

Apparently, Socket Mobile had developed an appetite for hospitality. Earlier, in August, Socket announced its collaboration with Zebra Technologies to provide an integrated handheld computing and mobile printing solution for the segment. As part of the Socket Third-Party Accessory Recommendation (STAR) program, Zebra certified its MZ 220 and EM 220 receipt printers for use with the SoMo 650. Socket’s SoMo runs Microsoft Windows O/S, features Secure Digital (SD) and CompactFlash (CF) expansion slots, and carries Bluetooth and Cisco CCX 4 WLAN communications.

Menusoft/Digital Dining Approves Socket’s SoMo 650 for Mobile POS

Code Corner

Payment Processing, Inc. (Newark, CA) released its PayMover eInvoice, which gives software developers the ability to integrate electronic invoices and bills along with payment functionality into their applications. This new product results from PPI’s partnership with Intrix Technology (Roseville, CA), wherein the Intrix EBIPP (Electronic Bill/Invoice Presentation & Payment) service gets integrated into the PPI PayMover hosted payment platform. Via APIs, PayMover allows electronic generation of an invoice or bill, as well as invoice viewing, management, and partial or full payment through robust web portal. Uploaded invoices can be paid by customers using either credit or ACH with PCI compliance ensured. In addition, the portal includes secure log-in supporting one-time and returning customers, and features customer registration to encourage returning customers to establish payment profiles. Further, software developers can integrate reconciliation data into their applications, resulting in an end-to-end, complete solution. “PPI is focused on providing payment functionality to our software development partners--solutions that deliver additional revenue and competitive advantage in their respective markets,” pledged Chuck Riegel, EVP for PPI. “Using this product, any software company generating paper bills or invoices will be able to achieve these objectives quickly.”

MERGERS & ACQUISITIONS

Hypercom to VeriFone: No Thanks

Directors of Hypercom Corporation (Scottsdale, AZ) have received and unanimously rejected the latest purchase offer from VeriFone Systems (San Jose, CA), as the two payment processing hardware providers continue to jockey for advantage in their negotiations. The letter, which was received on September 27, proposed that VeriFone acquire all of the outstanding common shares of Hypercom for $5.25 per share in cash. At close of the markets on September 30, Hypercom’s shares had soared 54% to close at $6.50.

“Our board firmly believes that Hypercom has proven its ability to grow profitably, has strong near and long-term value creation potential, and is well-positioned to increase profits and market share,” read the prepared statement from Norman Stout, Chairman of the Hypercom Board of Directors. “We are committed to representing the best interests of our stockholders and consistently have been open to exploring ways of enhancing value. However, we believe that VeriFone is not offering appropriate value to Hypercom shareholders, given our evident momentum in the marketplace and our excellent future prospects.”

Hypercom noted that it expects to significantly exceed Wall Street securities analysts’ consensus estimate of $112 million in net revenues for Q3, ending September 30, thereby recovering from supply chain issues that have been resolved, according to Philippe Tartavull, CEO/President. In addition, Hypercom has named Tom Ludwig, COO of Francisco Partners, to its Board of Directors, and has adopted its Stockholder Rights Plan for defending against inadequate offers. VeriFone’s marriage with Hypercom would strengthen its standing in international markets--in particular, Europe--relative to Ingenico, according to industry analysts.

Norman Stout, Chairman of the Board of Directors, Hypercom Corporation

NPC Now Factored by Fifth Third

Fifth Third Processing Solutions (Cincinnati) has entered into agreement to buy National Processing Company (Louisville, KY), widely known as NPC, one of the leading providers of payment processing services for small-to-medium enterprise (SME) businesses. The transaction should close in early November, pending satisfaction of customary closing conditions, and NPC will become the subsidiary of Fifth Third Processing Solutions. Together, the two parties serve over 420,000 merchant locations in the U.S., handling approximately $344 billion in annual merchant payments volume.

“This acquisition is an important part of our ongoing growth strategy, as it broadens our client relationships, enhances the innovative services we provide merchants across the U.S., and expands our cross-selling opportunities among our clients,” declared Charles Drucker, CEO/President of Fifth Third Processing Solutions. “We are particularly excited about the opportunities now before us in the fast-growing SME space and the benefits we will be able to deliver to an expanded base of merchants and financial institutions. SMEs will be able to leverage the same industry-leading payments system that our customers in the national grocery, retail, restaurant, and drug store verticals rely upon to meet their payment processing needs.” Moreover, Fifth Third now becomes one of the major players in the third party and agent bank referral channels.

“Today’s agreement represents the next step in NPC’s continued growth,” added Tom Wimsett, CEO/President of NPC. “Fifth Third Processing Solutions provides one of the most comprehensive product offerings to both merchants and financial institutions in the payments industry. I can think of no better partner for our customers and employees. My leadership team and I look forward to working closely with Charles and his team to consummate this transaction and deliver its expected benefits to our combined customer base.”

Headquarters of National Processing Company

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
Posiflex Business Machines
POS-X

POS Systems - Hospitality
PAR

Barcode & Mobile Printers
Datamax-O'Neil
Godex International

Cash Drawers
APG Cash Drawer
MMF POS

Data Collection Terminals
Datalogic Mobile
Janam Technologies

Data Collection Software
Wavelink

Integrated Payment Solutions
Datacap Systems
Merchant Warehouse

Keyboards
Cherry Electrical Systems

Receipt Printers
Bixolon America
Citizen Systems America
Epson America
Star Micronics

Thermal Printers
Seiko Instruments USA

Screen Protection
3M Optical Filters

Video Surveillance & Access Control
ScanSource Security

INTEGRATION

Radiant Knots the Loyalty Loop

Radiant Systems (Atlanta) has launched Customer Connect, its suite of products and services for enhanced customer loyalty, with an integrated e-mail marketing tool as the first offering. Working with CounterPoint Retail POS software, Customer Connect achieves closed-loop reporting of results from e-mail campaigns, including delivery, open and click rates, sales lift, and promotion redemptions. Significantly, e-mail marketing comes complete with retail-specific templates and recurring campaign capabilities. Such functionality enables e-mails to be automatically sent to new customers welcoming them to the store as well as to those who have not shopped recently, according to the developer.

“Building their loyal and repeat customer base is crucial to the success of retailers, and we continue to invest heavily in creating new tools that enable them to easily market to their customers and keep them coming back into their stores,” stated Chris Moreira, Director of Marketing and Retail Applications at Radiant Systems. “What is unique about our e-mail marketing tool is its ability to pull customer data directly from the store’s retail POS system, which allows retailers to send targeted e-mails based on customers’ buying patterns and other attributes such as loyalty program information.”

“As a retailer, we want to constantly engage with our customers, make them feel special, and give them incentives to continue doing business at our stores, which is why e-mail marketing is so important to our business,” testified Gary Willis, President of Parsons, Inc., the gift and collectible retail chain in Georgia. “We have seen significant value in Customer Connect because it is simple for us to send our customers targeted and impactful messages and then be able to measure their success in detail on the back-end.”

E-Marketing Tied Directly to the POS

Trustwave: Let’s Get Physical, Physical

Trustwave (Chicago), an acknowledged leader in information security, has set its sights on the area of physical security testing for buildings and grounds. This new program will be led by Ryan Jones, Practice Manager for Physical Security and Social Engineering, and implemented by Trustwave’s SpiderLabs, the firm’s advanced security team. SpiderLabs will work with businesses to assess the physical security of their location, calculate risk, and evaluate and suggest system upgrades.

“We’ve found that physical vulnerabilities are often overlooked when securing sensitive information from external attacks,” mused Robert McCullen, Chairman/CEO of Trustwave. “Our traditional security and compliance solutions are now augmented by our physical security capabilities to ensure that businesses can protect their information from all threats, all the time.”

In particular, Trustwave will probe three common sources of vulnerability. In the first, “client-side penetration testing,” social engineering and other methods are used to ensure security awareness exists across an organization, staff adheres to policy, and security systems perform as expected. Next, “business intelligence testing” employs data-mining tools to determine if employees are inadvertently sharing intellectual property through social networking, using location adware software while posting comments about their company, or blogging about an upcoming product release that has not been publically announced. Finally, in “red team testing/physical penetration testing,” experts are dispatched to survey the physical location to report all possible penetration points and sources of unsecured data. As part of that process, they try to breach the facility.

Information Security Leader Targets Physical Threats

Channel Factoid

A majority of Americans surveyed report that quality customer service is more important to them in today’s economic environment (61%) and they will spend an average of 9% more when they believe the company provides excellent service. However, many companies are missing out on this opportunity, according to the American Express Global Customer Service Barometer. Only 37% of U.S. consumers believe that companies have increased their efforts in this area, 27% feel there has been no change, and 28% report companies now pay less attention than ever. Contrary to conventional wisdom, customers are more inclined to speak positively about good experiences than complain about negative experiences, with 75% falling into the former category and 59% into the later. Still, negative service is an important consideration for most Americans: 81% have decided never to do business again with companies because of poor customer service in the past. When asked how many poor experiences they allow, 50% of U.S. consumers reported it takes two poor service experiences before they bolt. And companies who get it wrong must pay the price. Half of consumers (52%) expect something in return after poor customer service, beyond resolution of the problem. Indeed, most consumers (70%) want an apology or some form of reimbursement. “Because consumers can broadcast their views so widely online, each and every service interaction the company has with its customers becomes ever more crucial,” advised Jim Bush, EVP, World Service. “Developing relationships with customers, listening to them, anticipating their needs, and resolving any issues quickly and courteously can help make the difference.”

HELLO GOODBYE

Honeywell Sweet on D’Amelio

Honeywell Scanning & Mobility (Fort Mill, SC) has elevated Andrew D’Amelio to Sales Vice President-the Americas. D’Amelio joined Honeywell in 2008 as part of the Metrologic Instruments acquisition. Based in Blackwood, New Jersey, he will focus on driving sales and revenue growth across North and South America.

“Andy continues to be a tremendous resource to both his team and customers who rely on his keen insights into the challenges and opportunities facing the marketplace,” commented Darius Adamczyk, President of Honeywell Scanning & Mobility. “We recognize Andy’s experience in the data collection space and are confident that his knowledge of the industry will help him drive sales strategy and growth across the Americas.”

D’Amelio has more than 12 years of experience in the automatic identification and data collection (AIDC) industry, having held several key global positions during his time at Metrologic. Former titles include Director of OEM Sales, Senior Director of Commercial Sales-the Americas, and Senior Director of Worldwide Business Development for the company’s NOVOdisplay technology. Prior to joining Metrologic, D’Amelio served as VP of Sales at SL Waber, an electronics manufacturer specializing in power conditioning and power suppression products.

“There is a great opportunity to expand Honeywell’s track record of success across the Americas,” D’Amelio said. “I look forward to working with our customers in Latin America and remain committed to delivering product offerings to help streamline business and improve efficiencies, in addition to advancing customer service and support.”

Andrew D’Amelio, Sales Vice President-the Americas, Honeywell Scanning & Mobility

POSDATA Unwinds McCord

POSDATA (Gig Harbor, WA), the division of Control Solutions, Inc., has appointed Peter McCord to the position of Eastern Regional Sales Manager for the company’s payment terminals group. McCord will manage sales and support of multi-lane payment terminal products for the company’s East Coast customers in the U.S. He will be stationed in Sunrise, Florida.

“With more than 15 years of experience, Peter is a customer-focused expert in the financial and payment card industries,” observed Dick Bloom, Senior Director of Retail Payments Sales and Service at POSDATA. “Our channel partners will be able to tap Peter’s impressive product and industry knowledge for the benefit of their customers.”

Prior to joining POSDATA, McCord spent 11 years at Hospitality Systems, Inc. in support and sales positions. He also was co-owner of Learning Systems Unlimited, which provided curriculum and literacy software to public schools. Most recently, McCord was employed as National Sales Executive for JR’s P.O.S. Depot, where he was responsible for the sales and support of multi-lane payment terminal products, not coincidentally.

Peter McCord, Eastern Regional Sales Manager, POSDATA