This Week’s Product Pick

Denso ADC (Long Beach, CA) has stocked its AT20Q general purpose handheld scanner. A high-speed shutter eliminates the effect of camera shake and allows quick reading from any direction, according to the vendor. An advanced scanning module accommodates one-dimensional barcodes with resolutions down to 0.125 mm and two-dimensional symbologies down to 0.167 mm. In addition, by combining new algorithms with increased number of pixels, the AT20Q furnishes trouble-free scanning of wide barcodes. Weighing slightly less than 4 oz., the AT20Q features IP-42 rating for dust and water protection as well as six foot drop resistance onto concrete. A connector-cable locking mechanism prevents damage while antimicrobial housing prevents the growth of contamination. “At Denso, our company’s philosophy is constant improvement,” stated Fran Labun, VP of Sales Groups for Denso ADC. “With the AT20Q, we have incorporated all our latest features and benefits into an affordable handheld 2-D scanner that we are certain our customers will welcome.”

AT20Q Scanner by Denso

COMPANY BUSINESS

ScanSource: “Next Is Now, Resellers”

Amid all the celebration at ScanSource’s recent “Next Is Now” Conference, which marked two successful decades for the distributor and was held in its home city of Greenville, SC, were several announcements of particular importance to resellers of POS and Auto ID. First and foremost, ScanSource has identified mobility in its broad sense--from the device level to wireless infrastructure--as the next big opportunity for the channel. Enter its new program, MobileETC, which seeks to provide education, training, certification, and partnering for resellers. Components include the new Mobility Lab, which will open in January in Atlanta, its renewed social network, SUMO Version 2.0, which carries “better search capabilities for users and providers,” according to Mike Baur, ScanSource CEO, and an aggregated Services Group capable of providing wireless surveys, network vulnerability tests, and configured mobility solutions for shipment to end-users.

“We think mobility is getting bigger and bigger, partly because of the smartphones and consumer tablets coming into the enterprise,” Baur told RRN.Com. “All this stuff means opportunity. As an industry, we haven’t marketed our rugged devices as well as we could have, before so-called i-Devices got hot. Now there’s this big buzz, thanks to all the marketing Apple has done for us. I think that by having the consumer-grade products in first, sales of ruggedized devices will explode. ‘Have you been looking at tablets?’ the reseller should ask, ‘Well, let me describe the difference.’”

Also at “Next Is Now,” ScanSource announced that it has become an Encryption Services Organization as part of the ScanSource Payment Solutions Suite. Through ESO designation, ScanSource can finally provide full payment processing preparation in its secure facility in Southaven, MS, including loading software and encryption keys onto terminals and devices, as well as providing technical support and programming assistance. By offering this service, of course, ScanSource will seek to take cost, time, and complexity out of the process for its resellers and stake its claim in this segment.

As with mobility, speaking with RRN.Com, Baur emphasized the need for resellers to exploit opportunities presented by the changing market for POS, in this case, once again, consumer devices. “You can integrate and provide support to your customer for all that stuff,” he advised, “so don’t run away from it.” As an example, he cited the case of one large hospitality reseller he recently visited. “On his desk he had six or seven iPads in boxes. He configures them and charges the customer. Then he makes sure they get installed correctly on the network. Plus, he’s adding an application for his software on the terminal at the same time. So this goes as an addition to the existing POS. We need to make sure everybody views this as incremental revenue that’s out there, not replacement.”

Mike Baur, CEO, Unveils New ScanSource Logo

Mobile POS Foretold by Oracle

Add Oracle to the roster of M-POS. Prosaically dubbed Oracle Retail Mobile Point-of-Service, this software extension was developed using PAYware Mobile Enterprise from VeriFone. The goals are familiar: speeding and simplifying checkout, eliminating lines, reducing costs associated with cash registers, and keeping staff out in the store serving customers. It also links with Oracle Retail Store Solutions to enable staff to check inventory, look up product information, activate gift cards, print or e-mail receipts, and suspend transactions for completion at the register.

PAYware Mobile Enterprise incorporates an encrypted card reader and barcode scanner for use with iPod and iPad, naturally. It works with all forms of electronic payment, including magnetic stripe, Chip-and-PIN for EMV, and contactless NFC. “VeriFone is at the center of the new mobile retail landscape,” suggested Jennifer Miles, EVP for North America at VeriFone, “from gateway services to software and firmware upgrades.” VeriFone holds Gold Level in the Oracle Partner Network, not coincidentally.

“Oracle Retail Mobile POS provides the flexibility to serve customers on their terms. By providing store associates with its consistent transaction interface and delivering actionable insights at any point of service, we help retailers level the playing field between store associates and digitally enabled customers,” declared Mike Webster, SVP and GM of Oracle Retail (Redwood Shores, CA). “Oracle Retail Mobile POS provides an integrated and scalable architecture for retailers to create differentiated customer interactions.” RRN.Com readers may remember Webster from his time at NCR Self-Service and Retail/Hospitality

Oracle Retail Mobile Point-of-Service

Worth Your While

NACS 2012
National Association of Convenience Stores
October 7-9
Las Vegas

Pack Expo 2012
Packaging Manufacturers Machinery Institute
October 28-31
Chicago

Customer Engagement Technology World
JDEvents
November 7-8
New York

IAAPA Expo 2012
International Association of Amusement Parks and Attractions
November 12-16
Orlando

[Editor’s Note: Datalogic ADC has scheduled its free “Retail Supply Chain in the New Economy” seminars for resellers and system integrators. Sessions will take place on October 16 at the Georgia Aquarium in Atlanta and October 18 at the Museum of Science and Industry in Chicago. Seating is limited and complimentary lunch will be served. For registration, click here.]

ALL IN THE FAMILY

Source Doubles Up

Source Technologies (Charlotte, NC) has furthered its push into the barcode printer market with two new direct thermal models in its Performance Series. The first, STp. 1115s, comes standard with four inch print width, six inch/second print speed, and 600 dpi resolution, making it suitable for small label production for electronics, jewelry, and medical vials. The second, STp. 1725, increases print speed to 10 inch/second at six inch print width and 300 dpi resolution for industrial environments such as textile, shipping/receiving, logistics, and transportation.

Source debuted its Performance Series in 2011 with features such as die-cast construction, color graphical touchscreen display, media auto-loading and calibration, and constant ribbon tension. An industry standard printer language, PCL5e, allows seamless integration into new and existing systems. PCL5e enables the printers to support 50 resident scalable fonts and alleviates challenges often associated with proprietary languages, according to Source. Additional characteristics include clear media window, USB and Ethernet connectivity, and 32 MB Flash/64 MB SDRAM.

“With the overwhelming acceptance of our new Performance Series product line, we are excited to release the two new models, broadening our offerings to cover a wider range of application solutions,” remarked Doug Salvador, VP of Marketing at Source Technologies. “The addition of these models demonstrates our commitment to meet the demands of our partners and customers requesting 600 dpi print resolution and wider web widths. We will continue to introduce new easy-to-use products that offer what users want: reliability and performance at affordable prices.”

Source Technologies STp. 1725 Thermal Barcode Printer

Appleton Grows Hardy Stock

Appleton (Appleton, WI) has introduced new direct thermal label face stock specifically designed for retail weigh scale applications. Key benefits of this new product, named Resiste 185-3.3, include registration of darker images and barcodes, improved readability, and faster scan rates at the POS. Increased resistance to mechanical scuffing also helps the new labels remain legible when in contact with PVC wrap, packaging films, and plastic bags, or where labeled items are stacked in cold cabinets or store shelves.

“By applying the latest in thermal coating chemistry and technologies, Appleton can offer end-users this high-performing, cost-effective direct thermal product for weigh scale labeling,” reported Jason Steenbock, Label Segment Manager for Thermal Products at Appleton. “We are driven by market insights and understanding of customer needs, and the Resiste 185-3.3 was developed in response to those needs.” Grocery stores, small meat shops, and deli counters were cited as ideal markets.

Like all Appleton products, Resiste 185-3.3 does not contain BPA (Bisphenol A). Appleton removed BPA from all of its thermal papers in 2006 out of concern for consumer safety after several studies linked the chemical compound to health problems in people, the conservative path followed by most consumable producers. In the area of environmental responsibility, Appleton also promotes its ISO-14001 certification for its headquarters, research laboratories, and manufacturing plants, which provides annual third-party audits.

Thermal Labels by Appleton

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ALLIANCES

First Picture Show at Datacap

Datacap Systems (Chalfont, PA) has taken its integrated payment solution to the movies. Datacap, one of the pioneers in bridging the worlds of payment processing and POS, with three decades of selling to the channel, has tied its NETePay platform to the Integra POS Application Suite from OmniTerm Data Technology Ltd. (Mississauga, ON, Canada), itself an industry leader. OmniTerm’s POS addresses the particular needs of the cinema industry, integrating box office and concession functionality while increasing efficiency and management of both single-site and multi-site operations.

“Implementing our ‘out-of-scope’ integrated payment solution will provide OmniTerm’s customer base with the larger selection of major processors,” relayed Justin Zeigler, Director of Marketing at Datacap. “It ensures the removal of all cardholder data from their point of sale application by having a PA-DSS validated interface for secure processing, with encrypted communications between dsiPDCX (Windows ActiveX Control) and NETePay, and between NETePay and the payment processor.” According to Darrin Lewis, Director of Sales for OmniTerm, this integrated point of sale/payment package (with out-of-scope capacity) represents an industry first for cinemas.

In other news, PC-based POS systems can now send transactions directly to First Data’s BuyPass platform via Datacap’s recently released version of NETePay for BuyPass. This new release supports credit, debit, electronic benefit transfer (EBT), flexible spending account (FSA), and check transactions. Host-based, First Data BuyPass targets retail and grocery, primarily, but can be deployed in restaurants where gratuities are required as well, according to the two parties. In addition, BuyPass marks the first NETePay to support Datacap’s mobile application for Android devices.

Out-of-Scope Payment Processing Tied to POS for Theaters

Private Clouds Get Silver Lining

VAR Dynamics (Clearwater, FL), which delivers private label SaaS to the IT channel, has partnered with Intronis (Boston), an emerging channel player in cloud back-up and recovery. Both companies market their offerings exclusively through MSPs, VARs, and ISVs. Simultaneously, VAR Dynamics has unveiled its new control panel, which expands the capability of partners to manage their services from iPhones, iPads, and other mobile devices, according to its developer. 

“This is a natural fit between two companies with similar value propositions for MSPs and other IT channel providers,” indicated Darrek Porter, VP of Marketing and Corporate Communications for VAR Dynamics. “Our channel partners have been increasingly asking for cloud back-up, so we are giving them Intronis, the back-up service we believe to be the best of the best. Our goal is to build the industry’s most MSP-friendly platform for efficiently building comprehensive cloud services businesses with the highest margins. Our partners can expect more valuable new cloud service announcements from VAR Dynamics in the weeks ahead.”

“Intronis is proud to partner with VAR Dynamics, which has an outstanding reputation in the industry for its cloud services platform and its dedication to the IT channel,” added Carol Ferrari, VP of Marketing and Community at Intronis. “Partners of VAR Dynamics now have a new source for recurring revenue when they sell our world-class back-up and recovery solution, which is the industry’s most secure and easiest-to-use for offsite and local deployments.” Hosted services from Intronis encompass Exchange, Dynamics CRM, and SharePoint by Microsoft, most notably.

Carol Ferrari, VP of Marketing and Community, Intronis

Code Corner

Tabbedout (Austin, TX) has released the software development kit (SDK) for its mobile payment app for restaurants. Supporting iOS and Android, Tabbedout stores credit or debit card information directly on the consumer’s phone, encrypted and under password protection (instead of on host servers or in the cloud) allowing both payment and viewing of transaction details. With integration to major hospitality vendors, such as Micros, the SDK allows chains and third-party developers to add this mobile payment functionality without the need to purchase new or additional hardware, according to the company. Tabbedout’s SDK has been designed with specific qualities needed by the restaurant industry, such as the capacity to maintain an open tab, split payment with others, and process from the smartphone without scanning or card reading. A sample application furnishes screen view controllers that interact with the SDK’s model and service objects, so integrating parties simply modify branding elements to achieve wanted mobile payment functionality. In addition to the SDK, Tabbedout provides supporting professional services to guide the implementation process. “As more consumers use smartphones, they are demanding mobile payment and quick time to market is essential,” noted Kevin McKeand, VP of Major Accounts at Tabbedout. “Our SDK makes that time to market almost immediate.”

INTEGRATION

A Case of the Blues, Reds, and Yellows

Epson America (Long Beach, CA) has premiered its ColorWorks C3400-LT system, an integrated, stand-alone terminal for producing color labels on demand. This new bundle combines three major elements: high-quality MicroPiezo inkjet printer, general purpose computer running Windows Embedded POS Ready 2009, and 12-inch color LCD touch panel. Measuring 11.8 in. (W) x 12.3 in. (D) x 18.6 in. (H), with touch panel raised, ColorWorks C3400-LT features 4.4 inch maximum print width, speed of up to 3.7 inch/second in full color, and water and dust resistant housing. It may be deployed as turnkey kiosk or even cart mounted.

“This terminal has been designed very thoughtfully,” shared Neil Edmonds, Senior Marketing Manager for Epson America’s Business Systems Division. “Customers looking to simplify equipment will appreciate the integrated form factor and compactness of this unit.” Because users print only the labels they need, when they need them, cost gets dramatically reduced, Epson emphasized.

The ColorWorks C3400-LT utilizes Epson’s “DURABrite” Ultra Pigment ink, so end-users can take advantage of color-fast, water-resistant printing on a wide variety of media, from plain and synthetic paper stock to die-cut and fanfold labels. This includes labels, event tickets, wristbands, shelf tags, and small signs. Finally, ColorWorks C3400-LT comes compatible with commonly available USB wireless solutions. It also can be connected to the network with an Ethernet interface and has six additional ports for peripherals such as barcode scanner or card reader.

ColorWorks C3400-LT Label Station From Epson America

Intermec Flexes Its Browser

Intermec (Everett, WA) has launched its new HTML5-capable browser for the development of open platform web applications. Designed to bridge iOS, Android, and Windows, and based on the WebKit layout engine, Intermec’s HTML5 browser for Windows Embedded Handheld will be preloaded or supplied through download at no charge for the manufacturer’s CN, CK, and CV products. Upon its installation, HTML5 applications that run on consumer-grade smartphones and tablets can also run on these select rugged mobile computers without changes or rewrites, noted Intermec, thus countering any “disruption” caused by mixed products in the field.

“Intermec’s new HTML5-capable browser offers enterprises the flexibility to equip their mobile workers with modern user interface and latest business logic, along with the right device for their specific working conditions and usage demands,” commented Earl Thompson, SVP, Mobile Solutions Business Unit, for Intermec. “Offering much more than the next iteration of web language, Intermec’s HTML5 extends the web paradigm to an entire new class of future-proof applications by allowing for them to be developed and deployed cross-platform.” This falls in line with the growing “Bring Your Own Device,” or BYOD, trend, RRN.Com readers will recognize.

As expected, the browser supports applications designed to run online, offline, or in combination of the two. For improved workflow efficiency, data can be stored locally on the device until synchronization with the back-end server becomes available, eliminating lost time due to poor cellular coverage. Transactional data can also be upgraded quickly with minimal overhead, making workflows more responsive. Finally, with future operating system roadmaps uncertain, porting to HTML5, or developing new applications using HTML5, allows programmers to create one code base that will run on Windows Mobile, iOS, and Android.

Using HTML5, Operating Systems May Be Bridged

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
Yellowfin Distribution

POS & Peripherals
J2 Retail Systems
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
Trimble

Data Collection Software
Wavelink

Integrated Payment Solutions
Datacap Systems
Merchant Warehouse

Keyboards
Cherry, ZF Electronics Corp.

Receipt Printers
Bixolon America
Citizen Systems America
Epson America
Star Micronics

Scanners
Bar Codes Unlimited

Thermal Printers
Seiko Instruments USA

Touchscreens & Monitors
Elo TouchSystems

NOTES FROM THE FIELD

CognitiveTPG Changes Hands

CognitiveTPG (Ithaca, NY), longstanding supplier of barcode and receipt printers, has been acquired by the private equity firm of DeltaPoint Capital Management LLC (Rochester, NY). A partner in the transaction was the New York State Common Retirement Fund. CognitiveTPG was previously owned by Huntington Capital Partners, through ATSI Holdings. Overall terms of the deal were not announced, although the State of New York has invested $2.5 million, according to its website.

“We recognize CognitiveTPG as a market leader and are eager to become an integral part of its continued success,” observed David Waterman, Managing Director at DeltaPoint. “DeltaPoint’s operational experience and access to significant capital combined with CognitiveTPG’s established product platform and market position will allow us to become a more reliable supplier to the current loyal customer base and future customer base.” DeltaPoint focuses on companies with annual revenue of at least $10 million, which CognitiveTPG more than doubled in its most recent reporting.

Kyle Turner will remain CEO/President of CognitiveTPG. “I believe that with DeltaPoint on board we are in the position to exceed our goals in every aspect of the business, from products and services to customer service and support,” said Turner. “A smooth behind-the-scenes transition between our current owners and DeltaPoint is anticipated, with no interruption in daily business transactions. I also foresee an increase in productivity and resources available to CognitiveTPG and its customers.”

Celebrating the Sale (left to right): Kyle Turner, CEO of CognitiveTPG; Thomas DiNapoli, New York State Controller; and David Waterman, Managing Director of DeltaPoint

A Feather in Your CAP

Two solution providers, CAP Software (Fort Worth, TX) and WhenToManage (Ann Arbor, MI) have joined forces to help retailers measure and maximize their overall business. This new reseller agreement adds the WhenToManage cloud-based management suite to CAP Software’s SellWise Pro POS package. This combined platform gives owners and managers the flexibility to track all aspects of store performance through any internet connection, with dedicated dashboards. One of the longest running POS players, CAP Software opened its doors in 1978.

“Retailers understand the importance of technology, but often cite the need for the right tools to implement their strategies and the right metrics to evaluate their effectiveness. They have largely been operating their stores from the hip using spreadsheets, without the appropriate technology to ensure their strategies are maximizing returns,” maintained Walker Thompson, VP of Sales and Marketing at WhenToManage. “WhenToManage is pleased to join forces with CAP Software to help retailers gain the insights needed to improve their performance to deliver the greatest return on operations.”

“A core focus for CAP Software has been listening to our customers and finding great partners,” recounted Will Atkinson, President of CAP Software. “Our partnership with WhenToManage, an industry leader in back-office software for retail and restaurant operators, enables us to provide an offering unlike anything else on the market. CAP Software clients will continue to receive our analytics for free, but now have an option to purchase this cloud-based product that integrates best-of-breed web-wide retail management solutions from WhenToManage.”

CAP Software POS Screen

Channel Factoid

Following the better-than-expected back-to-school season, retailers are optimistic about year-end retail sales, according to the BDO Retail Compass Survey of CFOs, which finds an increase of 4.5% in total revenues projected for all of 2012. Nearly half of respondents (48%) forecast an increase in comparable store sales for the second half of this year, which includes holiday results, with the growth put at 3.6%. A majority of CFOs (55%) said they have maintained their inventory levels for the 2012 holiday season. While one-in-four have increased inventory, overall, CFOs project only 1.1% over 2011 levels. Retailers remain divided about whether too much or too little inventory is the bigger risk to their holiday sales. Amid pressures to avoid heavy discounting and preserve margins, 58% of retailers feel too much inventory represents the greater risk. Inventory levels, however, are not the most pressing threat to margins for most retailers. Instead, cost of products tops the list, cited by 40% of retail CFOs. CFOs also point to logistics and transportation, noted by 18%, followed by store operating costs, inventory levels, and markdowns, each with 17%. “Consumers proved resilient through back-to-school season, and that is fueling greater optimism for holiday sales results,” observed Doug Hart, Partner in the Retail and Consumer Product Practice at BDO USA, LLP. “But retailers aren’t counting their dollars just yet. Forecasts are cautious as retailers closely watch unemployment, election results, and inventory levels--any of which could throw the proverbial monkey wrench into holiday results.”

HELLO GOODBYE

New CEO Powers Elo Touch

Elo Touch Solutions (Menlo Park, CA), leading provider of touchscreen technology, has enlisted Craig Witsoe as its new CEO. Prior to joining Elo, Witsoe served as CEO/President of Lineage Power, which addresses DC power conversion for mobile internet and cloud computing infrastructure in the telecom industry. Now known as GE Power Electronics, Lineage was part of the Gores Group, the same as Elo Touch Solutions. Previously, Witsoe led Abound Solar, which manufactures thin-film solar panels and Tyden Group, which supplies lasers for product identification and cargo security technology. Much of his early career was spent at General Electric.

“We are delighted to have Craig join the Elo team and believe his customer focus, strong technology background, and business acumen will be a catalyst for our future success,” declared Jonathan Huberman, Chairman of Elo’s Board of Directors. “Craig’s enthusiasm and energy combined with his ability to motivate high performance teams, strategic sense, and operations rigor will help take Elo to the next level as a market leader in touch solutions technology.”

“I am very excited to join the Elo team and partner with the Gores Group again,” Witsoe volunteered. “Elo’s solid reputation for high quality and innovative products with strong customer service provides a great foundation from which to build even more capabilities for our customers. I look forward to working with the talented and dedicated Elo employees to expand our market leadership.”

Elo Touch Solutions also was honored with the U.S. “Rising Star” award presented by the Global Technology Distribution Council (GTDC). One of only 12 U.S. winners, Elo was recognized for year-over-year hardware sales growth through distribution among companies with revenue of $25 million to $100 million. Sales results for Rising Star award winners are based on U.S. revenue reported by industry research organization, The NPD Group, using its Distributor Track service. GTDC’s 7th U.S. Rising Star Awards were presented on September 12 in Newport Beach, CA, and Elo was the only winner directly involved with POS and Auto ID.

Craig Witsoe, CEO, Elo Touch Solutions

Where Ingenico Now Roams

Ingenico has made changes in the executive suite of Roam Data, its m-commerce provider based in Boston. Ken Paull, former EVP of Sales and Marketing, has been named CEO, while Will Graylin’s employment with the company has ceased. “Mr. Graylin will pursue other opportunities,” according to the company’s succinct announcement. Roam Data was early out of the gate with its dongle-based payment processing accessory for smartphones and tablets, dubbed Roam Pay, occupying space now populated for end-users by Square, PayPal, and VeriFone.

Paull has over 20 years in senior management experience in the electronic payments industry, including previous tenures as SVP at RBS Link (now WorldPay US), VP at Triton Systems, and GM at VeriFone. During his time at Triton, the company surpassed NCR as the second largest domestic ATM supplier and became the global leader in retail ATM deployments. At VeriFone, Paulls built their Major Retail Account Division, which has become one of the largest segments of their business, noted his new employer.

“I would like to thank Will Graylin for having initiated the development of Roam Data in the mobile payment market in the U.S.,” stated Philippe Lazare, Chairman and CEO of Ingenico, based in Paris. “Our group intends to accelerate its deployment in this fast-moving market and I’m confident in Ken Paull’s capacities to address these challenges, thanks to his extensive experience in the payments industry. This acceleration is in line with the group’s strategy to play one of the leading roles in the electronic payments industry beyond POS.”

Ken Paull, CEO, Roam Data