Week of March 27, 2023
Michael Kachmar, Editor
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Our Product Pick
NMA Unveils LOLA POS
The Territory Beyond - ISVs
A push into our channel has been mounted by payments player Get Beyond (Princeton, NJ). A new dedicated division will be led by recently hired SVP of Channel Sales, Shawn Lally, reporting to Mike Peters, President and CEO of Get Beyond. Another recent hire, Michelle Walls, will serve as Business Development Executive of Channel Sales. As prospective partners, Get Beyond has identified, in particular, Independent Software Vendors (ISVs).
Before Get Beyond, Shawn Lally served as VP of Global Relationship Management at PrimeRevenue, VP of Partner Sales at Paysafe, Division Manager at Heartland Payment Systems, and Director of Enterprise Clients at First Data. For her part, Michelle Walls served as Business Development Manager of Partnerships at PrimeRevenue, Director of Sales and Business Development-Healthcare at BillingTree, Director of Business Development at Revel Systems, and Senior Sales Executive-Strategic Healthcare Payment at Elavon.
"As we continue to enhance our sales model and drive new revenue opportunities for the company, I am pleased to have Shawn lead our efforts with support from Michelle," cited Mike Peters. "Addition of two seasoned professionals marks our continued commitment to deliver quality services at a fair price to our customers and future partners." As readers may recall, Get Beyond was established in 2017 by Robert Carr, Founder and CEO of Heartland Payment Systems. He sold Heartland to Global Payments in 2016 for $4.3 billion.
A Pair of Payment Veterans Hired at Get Beyond: Shawn Lally, SVP of Channel Sales, and Michelle Walls, Business Development Executive for Channel Sales
Amazon Gives "High Five" to Panera
A contactless payment and loyalty identification method, based on biometric palm recognition, and Amazon One, has been embraced by Panera Bread. In test at select bakery-cafes in Panera's hometown of St. Louis, MO, there's plans to expand to additional locations. Assigned as MyPanera, the loyalty program at Panera Bread has more than 52 million members. Guests link their MyPanera to Amazon One.
After scanning the palm, associates at Panera may greet guests by name, communicate their available rewards, and take their orders. Another scan of the palm makes payment. If the guest has previously enrolled in Amazon One at Amazon Go, Amazon Fresh, or Whole Foods Market, they will not need to re-enroll at Panera. Likewise, first-time users of Amazon One can pre-enroll online or sign up at Panera Bread.
"With one of the largest and most successful loyalty programs in the country, Panera wanted to make it even easier for its guests to access their rewards and have a more customized cafe experience," relayed Dilip Kumar, VP of Amazon Web Services - Applications. "We're proud to collaborate with Panera on the roll-out of Amazon One and elevate the guest experience by providing a simple, fast, and effortless way to complete their order so they can spend more time enjoying their meal." Guest participation is opt-in only, and secure, notes Panera.
A Guest Using Amazon One and Biometric Palm Recognition at Panera Bread
Worth Your While
ALL IN THE FAMILY
TSC Dispenses PEX-2000
A new thermal print engine from TSC Printronix Auto ID (Brea, CA), designated PEX-2000, delivers 6.6"/168 mm print width and capacity for RFID. Designed for integration into high-speed, high-demand print-and-apply labeling systems, PEX-2000 furnishes maximum print speed of 14"/356 mm per second at 203 dpi and 12"/305 mm per second at 300 dpi. A customizable firmware supports all major printer languages.
With full-metal chassis, the PEX-2000 features an adjustable peel-off module allowing for tight spaces and harsh angles of operation. A magnetic lock holds the media door closed under any vibration regardless of orientation, including inverted positions. Adjustable media sensors support various media types with easy calibration, and the rear label holder cover easily releases for cleaning and maintenance. An optional encoding/printing module supports RFID.
"Our engineers understand that print-and-apply operations require compatibility in both hardware and software to succeed," projected David Lundeen, VP of Product and Channel Marketing at TSC Printronix Auto ID. "The new 6" PEX-2000 will simplify your print-and-apply operations and reduce integration nightmares for your IT Staff." For deployment, configuration, and updates, there's TSC Console and subscription-based SOTI Connect by SOTI (Mississauga, ON, Canada).
New 6" Thermal Print Engine by TSC Printronix Auto ID
ISVPay Drives an EV
A purpose-built payment system for charging stations for EVs (Electric Vehicles)--described as "the first of its kind"--has been presented by ISVPay (Alpharetta, GA). Under the name of "Charge to Charge," it runs directly on the outdoor-rated charging station, integrated with the charger control board to start, stop, and monitor the flow of electricity. It runs Android O/S. In addition to cashless payments, it features transaction reporting and necessary session documentation, remote management via online portal, and digital signage capabilities.
At the heart of the hardware is the IM30 Unattended Payment Terminal from PAX Technology (Jacksonville, FL). With 5" color, anti-glare touchscreen (720x1280), the IM30 has capacity for NFC Contactless + Magstripe + Smart Card Reader, with certification to EMV. With an IP-55 environmental rating, it carries Bluetooth + 802.11 Wi-Fi + 4G WAN.
"Our platform, combined with PAX's rugged, compact IM30, offers a truly all-in-one solution for businesses looking to invest in EV infrastructure," expressed Sarah Adams, SVP of Business Development for Charge to Charge at ISVPay. "It ensures that businesses can support their unique requirements and abide by federal and state guidelines while offering an optimized user experience." As an example of such requirements, see the new California Air Resources Board (CARB) Regulations for Electric Vehicle Supply Equipment.
ISVPay and PAX Technology Debut "Charge to Charge" for Payments at the Electric Vehicle Charging Station
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Toshiba: "Howdy Partners"
A measure of the Independent Software Vendor (ISV) Partner Program at Toshiba Global Commerce Solutions (Research Triangle Park, NC) shows 80% growth since its launch in March 2022. In return for promotion of products by Toshiba Global Commerce Solutions, participants receive support for engineering, training, and sales and marketing. Specific elements include designated partner managers, evaluation and demonstration hardware, incentive programs, lead generation, online resource portal, and collaboration with their peers.
"We take pride in our partner-driven business approach to deliver quality solutions for retailers," reflected Bill Campbell, SVP and Head of Global Sales at Toshiba Global Commerce Solutions. "We carefully consider several strategic elements--including the 'voice of the customer'--when selecting ISV partners. Our ISV Program drives innovation, enabling industry-leading software vendors to bring new solutions to market more quickly, create new revenue opportunities, and explore new industry segments with our trusted technologies."
As its most recent new member, the Toshiba ISV Partner Program has enlisted longstanding software developer, Auto-Star Compusystems (Medicine Hat, AB, Canada). Addressing grocery, pharmacy, and natural health segments, Auto-Star Compusystems praised, in particular, the Toshiba Pro-X Hybrid Kiosk. In addition to its ISV Partner Program, the complete Toshiba Together Alliance Partner Program also focuses on Channel Sales Partners, Solutions Partners, and Services Partners.
Toshiba Global Commerce Solutions Sees Jump in ISV Partner Program
A Second "Order" of Tech
A "first-party" ordering platform for restaurants, Open Tender (Chicago, IL), has been added to the "third-party" ordering and management provider, ItsaCheckmate (New York, NY). With private-label digital ordering and guest loyalty, Open Tender addresses branded websites, mobile apps, and self-service kiosks. Started in 2013, it reports development times for restaurant operations as short as 3.5 days.
"Since the beginning we have held that first-party and third-party channels are not an either/or conversation, but should work together to benefit restaurants," expounded Vishal Agarwal, Founder and CEO of ItsaCheckmate. "With the acquisition of Open Tender, we have expanded our third-party ordering platform to include elegant, seamless, and scalable first-party ordering and guest engagement to help restaurant operators become truly proficient in omnichannel digital ordering. This solution now enables the customers to manage their first-party and third-party channels through one log-in."
"As a New York City-based frozen yogurt and dessert franchise with over 35 locations and plans to expand coast to coast, we prioritize digital ordering and measure success by our loyalty retention, check size, and overall guest satisfaction," contributed Neil Hershman, CEO and Owner of 16 Handles. "We have already begun testing the combined solution of ItsaCheckmate and Open Tender and can't wait to roll out the seamless user experience to all of our customers." At present, ItsaCheckmate works with approximately 20,000 customer locations, 50 providers of POS, and 100 ordering platforms, including Uber Eats, DoorDash, and Grubhub.
ItsaCheckmate Scoops Up Open Tender
An e-gift card and campus student card program, called "Prolific eGift," has been started by Zuza (Scottsdale, AZ). It enables merchants, including retailers, restaurants, and professional services, to create and sell digital gift cards that customers can purchase and redeem online or in-store. Also, customers and students may check their balance and reload value remotely, while merchants receive payment upfront, providing an immediate boost to their cash flow. In addition, in the area of payments, Prolific eGift supports Apple and Google Wallets. "We are overjoyed to offer this new program to help merchants increase sales and improve customer loyalty," enthused Danny Mikhail, Founder and CEO of Zuza. "Offering digital gift cards is a great way to engage with customers, boost revenue, and grow your business."
Zuza Launches Digital eGift Card
. . . More Code
-GoTab (Arlington, VA), the restaurant commerce platform, has released its GoTab Manager App on the Apple Store and Google Play.
- LenderLogix (Buffalo, NY), which focuses on the mortgage industry, has released its white-label POS for lenders in the SMB: LiteSpeed.
-Lunchbox (New York, NY), an online ordering solution for restaurants, has released its associated catering solution, dubbed Catering 2.1.
-New West Technologies (Portland, OR), specializing in specialty retail, has released two new pieces of payment middleware for Microsoft Dynamics 365: EPay for Elavon and WPay for Worldpay.
A C-Store Gas, Gas, Gas
A new platform for convenience-store POS has been announced by Comdata, part of FleetCor (Brentwood, TN). Set to launch in late spring, it employs the Cloud4Retail platform by GK Software (Raleigh, NC). It will transform Comdata's market-leading SmartDESQ into the industry segment's next-generation retail solution, according to the two parties.
"Our partnership with Comdata is a game-changer for convenience and truck-stop retailers, elevating the customer experience with a single platform providing self-service kiosks, transactions, payments, and POS in the forecourt," proclaimed Bill Miller, VP of Sales at GK Software. "Our strategic partnership will drive innovation and tremendous value for retailers of any size and across the convenience and truck-stop segments." (As VP of Merchant Services at FleetCor: Matthew Miller.)
Also, Comdata has partnered with payments and toll management solutions provider, Bestpass (Albany, NY) to support money-ordering permits for trucking in the U.S. Comdata offers more than 500 types of such permits for fleets "in need of alcohol, oversize/overweight, super loads, manuals, international registration plan (IRP), and trip and fuel." According to Jason Walker, CRO at Bestpass, "Comdata issued over 250,000 permits in 2022, and we look forward to leveraging the company's expertise as we coordinate our efforts to simplify processes for fleet owners and operators traveling over state lines [in the U.S.]."
Comdata, and GK Software, Further C-Store and Fuel POS
CIMA: All Others Pay Cash
A cash payment solution for self-service combines the kiosk technology of XPR POS (East Rutherford, NJ) and the cash handling technology of CIMA Cash Handling America (Houston, TX). It addresses the needs of businesses that accept large amounts of cash, such as casinos, parks, and cannabis dispensaries. Entering the market in the U.S. in 2020, CIMA offers a full line of cash recycling and cash management products.
"We know that many of our clients still rely on cash payments and we wanted to offer them a solution that can work with any POS system and any currency," related Nikhil Lagoo, VP of Global Business Development at XPR POS. "CIMA has made this possible with their versatile and reliable cash automation products." As benefits, in addition to overall increased operational efficiency and tracking/reporting, the two parties suggested help in reducing the risk of theft, fraud, and human error.
"We are thrilled to partner with XPR POS on this solution," remarked Vik Devjee, VP of CIMA Cash Handling America. "Their development team was able to integrate our cash recyclers seamlessly with their self-ordering application in record time." Earlier this month, CIMA Cash Handling America announced it will provide its cash recycling solutions to gaming technology company NRT Technology (Las Vegas, NV).
A Partnership Between XPR POS and CIMA Cash Handling America's Hardware Supports Self-Service Kiosks
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A Robot Joins BJ's Warehouse Club
An "autonomous in-store product auditing solution" will be deployed by BJ's Wholesale Club. It will incorporate the inventory business intelligence, entitled "Tally," from Simbe Robotics (San Francisco, CA). A cloud-based software platform, driven by AI (Artificial Intelligence) and ML (Machine Learning), as expected, Tally ensures products are stocked, in the right place, and correctly priced, according to Simbe.
At the front end, an autonomous mobile robot with computer vision roams club aisles multiple times per day to collect shelf data. It works safely during normal store hours alongside shoppers and employees, and autonomously returns to its dock allowing for continuous operation. Also, it requires no changes in the store architecture.
"We are excited to collaborate with Simbe to bring their industry-leading technology and platform to our clubs," declared Jeff Desroches, EVP and COO at BJ's Wholesale Club. "By deploying Tally in all of our club locations, we will gain unprecedented insights which will leverage real-time data, enabling us to continuously improve our operation and ensure that we're offering the best possible experience to both our team members and customers." Centered in Marlborough, MA, BJ's Wholesale Club currently has 237 sites, primarily in the Northeast U.S.
Simbe's Autonomous Mobile Robot, and Its Tally Business Intelligence, Chosen by BJ's Warehouse Club
[Editor's Note: A new acronym has emerged in our channel, designated as RaaS, for Robot-as-a-Service.]
A Cup of Qu
A deployment of the unified commerce platform by Qu (Bethesda, MD) has been completed by fast-casual restaurant chain, Cupbop. Opening its first food truck in 2013, serving Korean BBQ, or "party in a cup," Cupbop has 46 locations, including trucks, storefronts, and concession stands, in the U.S. (UT, ID, AZ, CO, NV, OK). It will consolidate its omnichannel ordering systems onto the cloud-based platform by Qu, including POS, Kiosk, and Kitchen Display Systems (KDS).
"With our growth plans and rapid deployment schedule, we needed a technology partner that could grow with us--and fast," recounted Dok Kwon, COO of Cupbop. "We asked for the full platform to be ready to roll out in 60 days and Qu delivered. Also, Qu's native third-party integrations allow us to partner with multiple vendors without the extra cost and problems that usually come with third-parties."
"Many mid-market restaurant brands aspire to transcend the enterprise space but are unwilling to adopt an enterprise mentality," observed Sean Brennan, Qu's Director of Mid-Market Sales. "The way Cupbop prioritizes architecture and agility demonstrates keen foresight and commitment to scalable growth without limits." On "Shark Tank," in 2022, Mark Cuban won the bidding at $1 million for 5% of Cupbop.
Cupbop Business Partners Jung Song, CEO (At Left) and Dok Kwon, COO (At Right) on an Episode of "Shark Tank"
Supply Chain Wish List -
87% - Inventory/Network Upgrade
86% - Cloud Computing/Storage
84% - Sensors/Auto ID
82% - Advanced Analytics
80% - Wearable/Mobile Tech.
78% - Robotics/Automation
75% - 3D Printing
73% - Artificial Intelligence (AI)
68% - Internet of Things (IoT)
68% - Blockchain
66% - Driverless Vehicles/Drones
Source: 2023 MHI Annual Industry Report - "The Responsible Supply Chain: Transparency, Sustainability, and the Case for Business," conducted by Deloitte for the Material Handling Institute.
Adoption of New Technologies Is Predicted to Rise Dramatically
A Message From the Editor
We look forward to continuing our mission, and welcome your suggestions and thoughts on improvements. Wishing you and your family health, happiness, and prosperity in 2023!
Michael Kachmar, Editor
"A" for Ann at Bixolon
A promotion for Ann Klein at Bixolon America (Gardena, CA), now named Director of Major Accounts. Ann joined the company as Senior North American Channel Business Manager in 2019. Previously, she worked for many years at APG Cash Drawer (now "apg"), as Inside Sales Representative for the Distribution Channel, then as Distribution Channel Manager. Earlier, she served as OEM Sales Coordinator at computing and telecommunications hardware maker Digi International.
"Bixolon is very happy to announce the promotion of Ann Klein to Director of Major Accounts," commented David Roberts, EVP of Bixolon America. "Ann is well-known in our distribution channels and has successfully grown our relationships with key partners. Her reputation for delivering exceptional customer service and dedication to the channel will translate well to the responsibilities of this new role. We are confident she will go above and beyond in providing support to Bixolon's major accounts and OEM partners."
"I'm grateful to Bixolon for this opportunity within our major accounts and OEM partners and look forward to developing a close working relationship with each of them," shared Klein. "Also, I want to thank the partnerships within the channel that I've made over the years. They're truly appreciated." Congratulations, Ann!
Ann Klein, Director of Major Accounts, Bixolon America
Earning Their Stripes at Zebra
A shift in the c-suite at Zebra Technologies Corporation (Lincolnshire, IL) has Rob Armstrong, most recently SVP of Integrated Marketing and Channels, promoted to Chief Marketing Officer. Armstrong steps into the role as Jeff Schmitz, who most recently served as Chief Human Resources and Marketing Officer, becomes Zebra's Chief People Officer. Armstrong joined Zebra in 2014 when the company acquired Motorola Solutions' Enterprise Business.
"I'm honored to be appointed Zebra's Chief Marketing Officer and am grateful to Jeff for his leadership," indicated Armstrong. "I look forward to the opportunities ahead to collaborate with colleagues across Zebra to drive strategic growth and expand our customer value proposition. I'm also proud of all the accomplishments our marketing team has achieved over the past few years and am excited about what is ahead of us."
"We are delighted to have Rob join our executive team as Chief Marketing Officer as he has been instrumental in elevating the marketing team's impact on our business and collaborating with teams across Zebra to drive our organic and inorganic growth strategy," stated Bill Burns, CEO of Zebra Technologies. "Our people are our greatest asset so we are further strengthening our focus on attracting, developing, and retaining the best people globally."
On March 1, Bill Burns, formerly Chief Product and Solutions Officer, was named the next CEO of Zebra Technologies. Anders Gustafsson, who has led the company as CEO for the past 15 years, has transitioned to the role of Executive Chair of the Zebra Board of Directors.
Rob Armstrong, Chief Marketing Officer, Zebra Technologies Corporation
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