This Week’s Product Pick

HP (Palo Alto, CA) highlighted digital signage with the introduction of its HP LD4220 (42-inch) and HP LD4720 (47-inch) LCD products for retail. These new widescreen displays feature scanning infrared technology with embedded sensors and multi-touch gesture capability. Digital connectivity includes HDMI or DVI, VGA, and DisplayPort, while the simple USB key sets horizontal or vertical positioning. In companion, HP’s SignagePlayer mp8200 has been optimized to work with the latest digital signage software for demanding consumer environments. With Intel Core processing, HP mp8200 comes pre-installed with Microsoft Windows Embedded Standard 7 OS. Finally, HP’s rp5800 retail system has been offered in the new Digital Signage Edition, driving two discrete channels of content with powerful graphics subsystem, retail hardening, and heat protection to 40 degree C/105 degree F.

HP LD4220 Retail Digital Signage

COMPANY BUSINESS

BlueStar Crosses the Pond

BlueStar (Hebron, KY) has furthered its international expansion with the purchase of Blackroc Distribution (Stafford, England), which specializes in Auto ID and Mobility, carrying vendors such as Psion, Intermec, Datalogic, SATO, and Impinj. Blackroc Distribution will become the wholly-owned subsidiary of BlueStar, with Blackroc Technology, an affiliated systems integrator and custom product development company, remaining independent of the deal. Terms of the purchase were not disclosed.

“Blackroc is a well-respected solutions distributor in mobility and RFID channels, providing leading-edge innovations to the value-added reseller network in the United Kingdom,” remarked Bill Nix, VP of Global Distribution for BlueStar. “Their focus on customer service and applications knowledge makes this transaction fit perfectly with BlueStar’s solutions-driven philosophy.”

“Teaming up with BlueStar was the logical step for us,” said Tony Jephcott, CEO of Blackroc Distribution. “AIDC distribution is fast becoming the province of major players who have the scale of operation to commit to the stocking levels, marketing activity, and financing requirements demanded for the future. BlueStar brings both the scale and core capabilities to enhance and expand Blackroc’s service offering to U.K. resellers.” In particular, Jephcott pointed to BlueStar’s broader product base.

Bill Nix, VP of Global Distribution, BlueStar

No Failure to Communicate at ScanSource

ScanSource (Greenville, SC) has formed its new Corporate Communications group “to ensure all key stakeholders are actively engaged with the company on a global level.” This new group will be headed by Bobby McLain, who has been promoted from VP of Marketing to EVP of Corporate Communications. McLain has been charged with developing and executing on the company’s cumulative communications strategies among its reseller customers, vendor partners, and the trade press. Investor and community relations, social media, web activities, and global brand management of ScanSource, Inc. and its sales units will also fall under the new entity.

“Bobby has effectively led our marketing team for more than 14 years,” commented Mike Baur, CEO of ScanSource. “His experience and leadership make him the natural choice to lead this new business unit as we continue to focus on the growth and opportunity of our company on an international level.”

Prior to joining ScanSource in 1997, McLain served as President of Transition Marketing, Inc., a majority-owned subsidiary of the distributor. Previously, he was Director of Marketing with Gates Arrow. (ScanSource, founded in 1992, traces its roots back to Gates/FA Distributing, RRN.Com readers may recall.) To further strengthen the Corporate Communications group, ScanSource also has hired Mary Gentry as Director of Investor Relations. Gentry brings more than 20 years of financial communications experience, most recently as EVP of Investor Relations at The South Financial Group.

Bobby McLain, EVP of Corporate Communications, ScanSource

Worth Your While

AIM Expo
Association for Automatic Identification and Mobility
September 26-28
Las Vegas

PACK EXPO 2011
Packaging Machinery Manufacturers Institute
September 26-28
Las Vegas

NACS 2011
National Association of Convenience Stores
October 1-4
Chicago

Customer Engagement
Technology World
JDEvents
November 9-10
New York

ALL IN THE FAMILY

CipherLab Counts to CP30

CipherLab (Plano, TX) presented its CP30 enterprise mobile computer, configured expressly for retail and field-service. This new device packs Windows Mobile 6.5, 3.5G WWAN, WLAN, and WPAN wireless connectivity, and free Kalipso Mobile Application Generator software from the Portuguese firm, Sysdev. Also preloaded with CipherLab Smart Shell for easy configuration, CP30 measures 6.4 in. (L) x 2.7 in. (W) x 1.1 in. (H), with Qualcomm MSM7225@528 MHz CPU, Micro-SD card slot, 3.2-inch Wide QVGA display, and numeric keypad with LED backlight. For data collection, it offers the choice of linear scanner or two-dimensional imager, as well as built-in 3.2-megapixel auto-focus camera.

“The retail environment is rapidly changing, and we are here to help our customers succeed in their business by putting more flexibility and capabilities in their hands,” explained Sherman Chuang, President at CipherLab. “We believe CP30 has everything to offer in this fast-paced environment and beyond. It meets the spectrum of application needs with optimal total cost of ownership.”

In order to reduce the burden of device customization and maximize workflow, Kalipso has been bundled with the CipherLab CP30 and CP40, as well as the 9300 and 9600 mobile computers. This third-party software allows users to create and manage applications with drag and drop, either online or off-line, according to CipherLab, which has developed three starter programs. CipherLab also arms its devices with remote management software from SOTI (Mississauga, ON, Canada).

CipherLab’s CP30 Enterprise Mobile Computer

Motorola Uses Imagination (and SE4500)

Motorola Solutions (Schaumburg, IL) has incorporated its SE4500 advanced scan engine, introduced 18 months ago, into two new finished products: the DS457 fixed-mount imager and the MK3000 micro kiosk. Both seek to leverage the growing popularity of imaging technology for reading symbologies from smart-phones, RRN.Com was told by John Britts, Senior Director, Product Management, for Motorola Advanced Data Capture. Indeed, with four models to choose from, the DS457 handles high-volume scanning on the full range of traditional, high-density, and mobile barcodes. “It reads anything--soda can, driver’s license, or electronic display,” Britts summarized.

Moreover, the compact size of the DS457 satisfies the need for “zero footprint” POS environments. Measuring only 1.15 in. (H) x 2.44 in. (W) x 2.3 in. (L) and weighing less than 4 oz., the DS457 may be mounted off the work surface to free up space on the counter. Outside retail, Model DS457-HD addresses direct part marking for electronics manufacturers and pharmaceutical companies. Motorola’s second new product containing the SE4500, the MK3000 micro kiosk, seeks to further self-service for stores, hotels, and airports. Customer-facing applications include item look-up, product tutorials, and marketing promotions. MK3000 may also serve as an employee web portal for time and attendance, stock checking, and human resources.

“We’re seeing more and more resellers re-engage with scanning since the rise of imaging devices,” Britts recounted. “These devices sell for a little more and they add value that cannot be replicated so easily, allowing resellers to add new applications, to differentiate themselves, and to escape the trap of commoditization. Together, this helps them retain their customer base and drive more business.”

DS457 Fixed-Mount Imager by Motorola Solutions

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PARTNER PROGRAMS

Wasplink Takes Wing for VARs

Wasp Barcode Technologies (Plano, TX) has re-energized its reseller efforts with the recent launch of its Wasplink Authorized Business Partner Program, under the direction of Dylan Schafer, Channel Sales Manager, and Brian Sutter, Director of Marketing. Wasplink encompasses two parties: Premier Partners, representing experienced resellers of the company’s technology, and Fast Start Partners, which welcomes newcomers under the so-called “90-day trial run.” Program elements include: 10% front-end rebate on all Wasp bundled solutions, including “the core four” of Mobile Asset, Inventory Control, Time & Attendance, and QuickStore POS; certification process and training; customer leads; joint marketing efforts; incentives and spiffs for prospects; and dedicated pre-sales support, including WebEx live demos and conference calls.

“Our partner programs make Wasp solutions even more appealing to sell by delivering additional margin to resellers upfront,” Schafer told RRN.Com. “Wasp has historically been positioned as an affordable out-of-the-box solution provider, and with the additional profit now available to the VAR, we feel that we have an even more compelling value proposition. Our Premier Partner class is invitation-only; however, Fast Start is open to any VAR that completes a short certification process and has a relationship with one of our distributors.”

“We have dozens of partners in the program after just two months,” Schafer continued. “Our Premier Partners have increased their Wasp revenue by 40% year-over-year. Program participants have told us that they love the incremental leads and are really taking advantage of the 10% rebate.” Earlier this summer, Wasp also offered its free QR Code generator for the SMB community. This service may be accessed through Wasp’s website.

QuickStart POS From Wasp Barcode Technologies

Palm Reading at Retail Pro

Retail Pro (Folsom, CA) has endorsed biometric identification from M2SYS Technology (Atlanta) for use in conjunction with its retail management software. Retail Pro said it will position RightPOS from M2SYS as an alternative to the traditional swipe card or password and as an aid to loss prevention and Payment Card Industry (PCI) compliance (by preventing unauthorized access). Powered by the M2SYS multi-modal Hybrid Biometric Platform, RightPOS offers support for four different biometric engines, including advanced schemes such as Fujitsu’s PalmSecure Palm Vein Reader and Hitachi’s Finger Vein Reader, technologies which ensure that 100% of employees are consistently identified, according to participants.

“This is a smart partnership that will help enhance our commitment to delivering cost-effective, scalable, and secure retail management solutions,” declared Kerry Lemos, CEO of Retail Pro. “RightPOS accelerates our intent of bringing world-class automation to retailers across the globe in an effort to achieve optimal performance. We are confident that this offering is an important piece of the puzzle for retailers that are struggling to identify ways to strengthen loss prevention and maximize return on investment.”

“We recognize Retail Pro as an industry leader in specialty point-of-sale,” indicated Michael Trader, President of M2SYS. “Our RightPOS biometric identification solution perfectly complements Retail Pro’s software and supports their goal of providing solutions that best fit their customers’ needs. RightPOS demands higher levels of employee accountability and helps eliminate shrinkage while protecting data. In addition, we can’t overstate the value it adds with respect to PCI compliance.”

Hitachi Finger Vein Reader

[Editor’s Note: Elsewhere in biometrics for POS, Garden Fresh Restaurant Group will roll out U.are.U fingerprint readers from DigitalPersona (Redwood City, CA) throughout 122 Souplantation and Sweet Tomatoes restaurant locations in 15 states. These fingerprint readers tie into POS from Volante Systems (Toronto), which replaced electronic cash registers.]

Code Corner

Code 42 Software (Minneapolis, MN) has come to market with CrashPlan Pro, its new cloud-based, enterprise-grade computer back-up service. Targeted specifically at SMBs, CrashPlan Pro works unobtrusively, delivering automatic continuous back-up, both online and for attached drives, according to its developer. CrashPlan Pro’s web-based dashboard enables administrators to easily monitor all user back-ups, conduct real-time management, and control company-wide settings. Under Code 42’s program, all data gets protected with 448-bit encryption before it ever leaves the computer, helping to ensure the security of sensitive material and allay worries about storage in the cloud. CrashPlan Pro also features cross-platform support for Windows, Mac, Linux, and Solaris (both client and server), multiple destination and laptop support, and de-duplication. There are two pricing plans: unlimited storage per computer ($7.49 per month) or an unlimited number of computers for chosen amount of storage (ranging from 50 GB to 4 TB and averaging less than $5.00 per computer per month). “What every business needs is the security and reliability of an enterprise product combined with the ease of use of consumer products,” suggested Matthew Dornquast, CEO and Founder of Code 42 Software. “And of course they’d like to have support from people who really know back-up, available via phone, e-mail, and live chat. That’s exactly what we’re delivering today.”

ENVIRONMENTS/PLATFORMS

Where Sales, Accounting, and SMB Meet

Intuit (Mountain View, CA) has unveiled Salesforce for QuickBooks, targeting customer relationship management (CRM) for the SMB arena. This new product provides automatic synchronization between QuickBooks and Salesforce, seamlessly linking financial data with all sales and marketing activities, thereby empowering end-users to save time and close more deals, according to the two parties. It results from an alliance the two powerhouses announced earlier in the year and comprises part of Intuit QuickBook’s 2012 product announcement.

“Saving time is crucial to running my business and Salesforce for QuickBooks allows me to do just that,” testified Richard Holtz, CEO/President of InfiniSys Electronic Architects (Daytona Beach, FL). “It helps my team make decisions faster by providing insights into sales and accounting data all in one place. Additionally, we can automatically keep information up to date in both QuickBooks and Salesforce, which reduces the risk of manual errors and the need for double data entry.”

Salesforce for QuickBooks comes in Group Edition and Professional Edition, featuring compatibility with QuickBooks Pro and Premier 2011 and 2012, as well as QuickBooks Online and QuickBooks Enterprise Versions 11.0 and 12.0. Limited-time promotional prices are $18 per user, per month for Group Edition and $60 per user, per month for Professional Edition. Another package, Salesforce Integration for QuickBooks, addresses small businesses that already have both products and costs $20 per company, per month for Group Edition and $40 per company, per month for Professional Edition.

Salesforce for QuickBooks Released by Intuit

[Editor’s Note: Elsewhere, Intuit released QuickBooks for Mac 2012, with 50 new features and enhancements. “As more and more small businesses adopt Macs, we see increased demand for QuickBooks for Mac,” reported Dan Wernikoff, SVP and GM of Intuit’s Financial Management Solutions Division. “In response, we’ve recommitted ourselves to making the product even better, particularly in light of Apple’s new Lion OS.”]

Web 2.0 Dawns at ECRS

ECR Software (Boone, NC) will preview its Web 2.0 Catapult retail management environment, which brings its flagship solution to tablet devices such as Apple iPad or Motorola Zoom, at this month’s Natural Products Expo East Show in Baltimore. The first phase of this new platform, scheduled for release in December, will deliver an executive dashboard with on-the-fly drill down capability, according to the developer. Web-based, it runs with all major browsers, including Windows Internet Explorer, Mozilla Firefox, Apple Safari, Apple Opera, and Google Chrome.

Maintenance controls will be made available in subsequent versions set for release in Q1 and Q2 of 2012, ECRS reported. With Catapult’s Web 2.0 maintenance platform, authorized users may access back-office functions such as inventory, pricing, supplier data, and promotions via major tablet devices and Windows or Apple-based personal computers. Web 2.0 extensions of Catapult, including the executive dashboard, will be offered to all current ECRS system users at no additional cost.

“Modern mobile devices and web technology have spread to encompass all vital areas of our lives,” observed Mark Noble, VP of Development for ECR Software. “ECRS’s introduction of the tablet-ready executive dashboard and maintenance application are only the beginning of our comprehensive Web 2.0 vision. This platform frees Catapult and allows our customers to work where, when, and how they choose.”

Tablet Mobility for Catapult Retail Management System

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
Casio America
Logic Controls
Posiflex
POS-X
Touch Dynamic

Barcode & Transaction Printers
CognitiveTPG
Datamax-O'Neil
TSC America
Zebra Technologies

Cash Drawers
APG Cash Drawer
MMF POS

Data Collection Terminals
CipherLab
Datalogic Mobile
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

Thermal Printers
Seiko Instruments USA

INSTALLATIONS

An RTI Topping for Arby’s

Restaurant Technology, Inc. (Marietta, GA) will implement its RTIconnect Back-Office technology for food and labor management in three dozen Arby’s outlets controlled by franchisee, Huse Incorporated. This follows the success of the pilot program begun in late 2010, which demonstrated overall food cost savings of more than 1% across eight stores. Subsequently, Huse executives committed to rolling out RTIconnect Back Office throughout its entire operation in Indiana, Illinois, Ohio, and Iowa by Q1 of 2012.

“The clincher in our decision to move forward with RTIconnect was the consistent improvement in each restaurant’s ability to lower food cost,” confirmed Craig Truelock, VP of Operations for Huse. “We were looking for an innovative system that would improve our efficiency and identify specific areas to same time and money. We found that and more, particularly in the inventory ordering process, which is so economizing. Just by identifying what we’ve sold and forecasting what we need, we’ve been able to carry less inventory in the restaurants, not just reducing inventory costs, but enabling managers to recognize and reduce waste and prevent pilferage.”

For Huse and Arby’s, RTIconnect Back Office links to existing Panasonic POS software. Meanwhile, Restaurant Technology, Inc. also has announced new interfaces for POS platforms such as NEC’s RSeMW or RSeMX and Posera’s Maitre’D. In both cases, RTI was responding to requests from customers in quick-service and fast-casual restaurants, according to the developer. “Our goal is to give the restaurant operator the classic ‘win-win’ solution--choosing the POS that is best suited for its environment while employing RTIconnect Back Office for cost savings and reporting,” maintained Greg Waddell, RTI’s VP of Sales and Marketing.

Back-Office Software Links Three Dozen Restaurants

Smart-Phone Scanning Blooms at Texas Jasmine

Each week brings more news of retailers testing smart-phones for POS, including, most recently, Lowe’s plans to deploy 42,000 iPhone 4s among store associates. Now the commercial device appears to be making in-roads into inventory stocking, too. Case in point: Texas Jasmine, the wholesaler servicing over 5,000 independent convenience store customers in Texas, which has debuted its Smartphone Ordering App in conjunction with Boston-based Skycore LLC. This branded application gets powered by Skycore’s codeREADr platform for barcode-driven data transmission.

Store managers use their smart-phone’s camera to rapidly scan, validate, and record the UPC labels of desired items. After each scan, order quantity gets entered and subsequently uploaded in batch format to Texas Jasmine’s POS system. By integrating codeREADr with its database and back-end functions, the wholesaler has created an easy-to-use, seamless inventory solution for its customers, according to the two parties.

“Our app cuts the time in half for placing stocking orders and it’s far more accurate than the old paper and fax method,” related Jim Momin, GM of Texas Jasmine. “Moreover, it’s easy to use and there’s no capital expense for commercial scanning hardware or software.” Added Rich Eicher, CEO of Skycore, “Texas Jasmine is the first wholesaler we’ve seen enable their customers to use smart-phones for conducting business-to-business mobile commerce. Frankly, it’s one of the most innovative uses of our platform to date and one that will certainly favorably differentiate Texas Jasmine’s customer service from its competitors.”

Skycore Supports Inventory Stocking Scheme for C-Store Wholesaler

Channel Factoid

Worldwide Software-as-a-Service (SaaS) revenue is on pace to reach $12.1 billion in 2011, up 21% from $10 billion in 2010, according to Gartner, Inc. North America, specifically the U.S., represents the largest and most mature market for SaaS, at 64% of the worldwide tally. SaaS revenue in this region is projected to total $7.7 billion in 2011, an increase of 19% from 2010 revenue of $6.5 billion. In 2015, North American SaaS revenue is expected to reach $12.9 billion, still 61% of such sales worldwide. Projections for all regions of the world show significant growth: Western Europe, $2.7 billion in 2011, up 23% over 2010, with $4.8 billion predicted for 2015; Eastern Europe, $131 million in 2011, up 30%, with $270 million for 2015; Asia Pacific, $768 million in 2011, up 28%, with $1.7 billion for 2015; Japan, $379 million in 2011, up 20%, with $629 million for 2015; and Latin America, $328 million in 2011, up 24%, with $694 million for 2015. “In North America, ease and speed of deployment are primary reasons for SaaS adoption, followed by lower TCO,” observed Sharon Mertz, Research Director at Gartner. “Limited capital expense is also considered more important in North America than in the other regions. Consistent with the other regions, CRM shows the highest use of SaaS among enterprise applications, while use of web conferencing, e-learning, and travel booking is higher in North America than in the other regions.”

HELLO GOODBYE

Major Legue for PrehKeyTec USA

PrehKeyTec USA (Buffalo Grove, IL) has recruited industry veteran Rick Legue as its new President. Legue joins the keyboard manufacturer with over 25 years of sales and marketing experience in the POS vertical, including retail, restaurant, and pharmacy. “I look forward to the opportunity to lead the PrehKeyTec USA team and bringing our customers an exceptional line-up of solutions designed to simplify operator training and enhance data input,” Legue stated.

“Rick’s extensive knowledge of the retail industry and his drive to build and sustain customer relationships are key in helping us reach our long-term goals,” noted Rolf Ilsemann, CEO of PrehKeyTec GmbH in Germany, the parent company. “His proven track record of driving profitable, new growth is a great complement to our core business.”

Prior to PrehKeyTec, Legue fulfilled senior-level positions at major players in our industry, including Director of Sales for TekServe POS, Manager of POS Marketing for IBM, and National Sales Executive for Fujitsu/ICL. He also served on the Board of Directors for the IBM Retail User’s Group from 2005 to 2009. As President of PrehKeyTec USA, he replaces Stephen Bergeron, who moved to APC Cash Drawer as VP of Strategic Initiatives in May.

Rick Legue, President, PrehKeyTec USA

Alvaro Hitches His Wagon to Star

Star Micronics America (Edison, NJ) has appointed Michael Alvaro to the position of POS Sales Manager. At Star, Alvaro will seek to leverage 25 years of industry experience in retail and hospitality IT, including, most recently, 10 years as Channel Sales Manager for TransAct Technologies. His resume includes success as both VAR and ISV, having served as Regional Manager for STCR Business Systems and Vice President of ULTRASoft, Inc., respectively. He will be based out of Star’s office in Schaumburg, Illinois.

“We are very excited to add Mike Alvaro to our channel sales team,” shared Christine Duffy, Senior Sales Director of Star Micronics. “Mike’s previous experience with all levels of the channel, from the manufacturer standpoint all the way through to the end-user, will bring added knowledge and vision to the team that our channel partners can rely on.”

Last month, Star Micronics announced its alliance with LaserBand, LLC (St. Louis, MO), one of the major players in wristbands for the healthcare industry. Key to the partnership, Star will supply its TSP828 direct-thermal label printer with paper-width capability of 1.75 in. to 4.4 in., which will support LaserBand’s FusionBand family of self-laminated wristbands. FusionBand addresses the variety of sizes and requirements for this market, including adults, children, and infants, patient and specimen identification, and one and two-dimensional barcode capabilities.

Michael Alvaro, POS Sales Manager, Star Micronics America