This Week’s Product Pick

Motorola Solutions (Schaumburg, IL) introduced its MC2100 industrial mobile computing series, designed to be lightweight and ergonomic for one-handed use in inventory management, stock replenishment, price marking, and shelf labeling. Targeted at the price-conscious “value tier,” MC2100 offers five configurations with three different scan engines, options for batch and WLAN connectivity, and vertical-specific accessories. It features Marvell PXA 320 CPU at 624 MHz, Microsoft Embedded CE 6.0, 128 MB RAM/256 MB ROM, and Micro-SD card slot. In addition, MC2100 represents the first rugged handheld in its price range to support HTML5 via Motorola’s RhoElements application enablement framework, simplifying OS deployment. Reliability is boosted with an IP-54 rating, recessed keypad, and Gorilla Glass exit window. “The MC2100 will help improve operational efficiencies for our traditional enterprise customers and open up new market segments around the world from small to medium-sized businesses,” declared Girish Rishi, Corporate VP and GM of Mobile Computing at Motorola Solutions.

Motorola MC2100

COMPANY BUSINESS

A Bundle of POS by BlueStar

BlueStar (Hebron, KY) will distribute an integrated package of POS featuring HP’s hardware and Retail Pro’s software. Assigned one SKU, and targeting specialty retail, this package will be launched with discounted pricing for any existing and new Retail Pro dealers, according to BlueStar. Custom configuration services and exclusive marketing support will come through BlueStar’s Fusion business development program. This collaborative approach will provide an affordable, flexible, one-stop solution for resellers and their customers, according to the three parties involved.

“HP’s retail-hardened terminals form the centerpiece of Retail Pro’s POS strategy,” commented Mike Bishop, VP of Business Development at Retail Pro (Folsom, CA). “So, it’s essential that we teamed up with the leading solutions-based distributor of HP systems, BlueStar, to ensure that our worldwide network of resellers can fill their HP orders quickly and efficiently.” To address both ends of the market, Retail Pro pairs its Small Business Edition with the HP rp5800 POS system and its Global Edition with the HP ap5000 All-in-One POS station.

“Retail Pro and HP are two of the strongest and fastest-growing names in retail today,” noted Jason Firment, Point of Sale Solutions Director at BlueStar. “BlueStar’s ability to bring this true value-added solution together for our customers provides an invaluable opportunity for them to save time and money. By teaming with Retail Pro and HP, BlueStar ensures resellers and retailers receive unparalleled experience, support, and innovation.” Retail Pro and HP first forged their bundled relationship back in August, with distribution through ScanSource, which no longer handles HP.

Retail Pro Bundled With HP’s POS Terminals and BlueStar's Value-Added Services

Even More Smarts for IBM

IBM (Armonk, NY) has agreed to purchase DemandTec (San Mateo, CA), foremost in merchandising and marketing software, thereby extending the IBM Smarter Commerce framework. DemandTec delivers cloud-based analytics that enables retailers to track real-time data on consumer behavior, both online and in-store, with the added potential for automated response. As a result, participating retailers can spot trends and shopper preferences in time to make better pricing, promotion, and product mix decisions, all in an effort to increase revenue and profitability.

DemandTec also expands IBM’s Software-as-a-Service (SaaS) strategy by adding an additional, subscription-based offering for the IBM Software Group. Subject to approval by DemandTec’s shareholders, this deal is expected to close in Q1 2012. In an all-cash transaction, IBM has agreed to pay $13.20 per share, or net price of approximately $440 million for the software developer, which has 350 employees, 450 customers in retail and consumer goods manufacturing, and revenue last year of $83 million.

“DemandTec has unprecedented capability to improve customers’ price and promotion tactics on a stand-alone basis and connect retailers and manufacturers for collaborative planning through the cloud,” remarked Dan Fishback, CEO/President of DemandTec. “IBM Smarter Commerce is the perfect fit for DemandTec. IBM is the only provider of price and promotion offerings within an entire solution set that supports companies’ buy, market, sell, and service processes.” Launched in March, IBM’s Smarter Commerce in large part responds to the growing power of mobility and social networking in retail, sometimes dubbed the “digital space.”

Dan Fishback, CEO/President, DemandTec

Worth Your While

2012 Events

NRF 101st Annual Convention & Expo
National Retail Federation
January 15-18
New York

INSPIRE 2012
Retail Solutions Providers Association (RSPA)
January 29-February 1
Herradura, Costa Rica

MODEX 2012
Material Handling Industry of America
February 6-9
Atlanta

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

NRA Show 2012
National Restaurant Association
May 5-8
Chicago

GS1 Connect Conference
GS1 US
June 4-7
Las Vegas

ALL IN THE FAMILY

A Second Generation of SNBC

CRS, Inc. (St. Paul, MN) now stocks the BTP-R880NP thermal receipt printer, successor to the pioneering BTP-2002NP, both supplied by SNBC (Weihai, China). Featuring Energy Star certification and programmable paper-saving options, the SNBC BTP-R880NP generates fast ROI for hospitality and retail POS merchants, CRS emphasized. Benefits include 230 mm/second print speed, simple drop-and-print paper loading, selectable full/partial auto-cutter, adjustable internal buzzer volume, two-color and watermark capability, and optional spill cover. Interfaces include the standard on-board USB, along with choice of Parallel, Serial, Ethernet, and Wi-Fi.

“Resellers are looking for reliability and compatibility and SNBC has earned its reputation as the best value POS printer,” declared Bruce Mann, VP of Marketing at CRS. “Our market-leading prices generate interest and our exceptional reliability sustains it.” Upgraded reliability ratings now place the BTP-R880NP at the top of competitive charts, CRS added.

BTP-R880NP may be ordered directly from CRS, or from authorized SNBC regional distributors. Like all SNBC printers, everything--including cables, ribbon, power supply, documentation, and starter paper roll--comes included in the box without additional charges. Certified by many popular POS software providers, the printers carry three-year bumper-to-bumper warranty, and private label and OEM programs are available.

SNBC BTP-R880NP Thermal Receipt Printer

Rolling Your Own With Primera

Primera Technology (Plymouth, MA) has unveiled its CX1000 color printer for production of professional-grade product labels. Featuring 2400 dpi resolution and print speed of 16.25 feet/5 meters per minute, the CX1000 has been designed for short to medium runs from 50 to 5,000 labels per roll in various sizes, according to the manufacturer. It comes with printer drivers for Windows XP/Vista/7 as well as proprietary label design software, and features an MSRP of $10,995.

“Primera’s new CX1000 is a best-in-class solution for manufacturers and distributors who want to produce higher quantities of their own high-quality labels in-house,” stated Mark Strobel, VP of Sales and Marketing at Primera, which sells through authorized resellers and distributors. “Producing your own labels on CX1000 not only saves time and is far more convenient, but it almost always saves you money, too.” For applications, Strobel cites specialty foods and beverages, cosmetics and vitamins, and household and auto products, as well as private labeling.

CX1000 prints onto laser-qualified materials such as pressure-sensitive papers and polyesters, in wide-ranging matte, semi-gloss, and high-gloss variations. Primera has also certified an all-new selection of eco-friendly substrates that are made up of up to 100% post-consumer waste. Many of the most popular pre-die cut sizes are in-stock and ready for immediate shipment. Custom labels are also offered.

CX1000 Color Label System by Primera Technology

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Week of December 5

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PARTNER PROGRAMS

Finder’s Fee for Inventory SMB

AccuCode, Inc. (Centennial, CO) has launched its AO: Rapid Inventory Affiliate Program, which calls upon resellers, accountants, and business owners to recommend its popular Rapid Inventory Management for QuickBooks. In turn, AccuCode promises to pay recurring 30% monthly commission on user subscriptions. Just three referrals of AO: Rapid Inventory will generate an average of over $1,200 in commissions the first year, according to AccuCode, which has moved lately into the SaaS provider’s role with packages targeted for specific disciplines. So far, AO: Communications, AO: Compliance, AO: HaaS (Hardware-as-a-Service), AO: LifeCycle (depot repair), AO: Retail, and now, AO: Rapid Inventory have been configured as channel products by the well-known system integrator.

Joining the AO: Rapid Inventory Affiliate Program is offered at no cost to the industry at large. Upon enrolling, each player receives marketing support that includes an individual logo and hyperlink to post in any online or print vehicle. Each click gets tracked, and should prospects turn into customers, AccuCode starts the clock running with its 30% commission (as long as the customer pays their bill and the affiliate remains active in the program). No engineering or technical support is required, or wanted, of affiliates.

In an interview with RRN.Com, Kevin Reynolds, Product Director for Rapid Inventory at AccuCode, suggested that the “wide net” approach of this new program carries benefits for traditional resellers of Auto ID/Inventory Management, in addition to the recurring revenue stream of monthly commissions. Most prominently, it offers access to the low-tier SMB segment, which lacks the resources for more complex installs. If and when such end-users grow their needs beyond QuickBooks, the pathway will open for solutions such as Microsoft Dynamics and Sage, Reynolds noted, which the reseller can provide.

AccuCode Rapid Inventory Mobile Main Menu

Rocky Mountain Label High

ATSI Holdings, Inc., parent company of printer manufacturer CognitiveTPG, has launched Stadia Media (Golden, CO) to supply thermal label stock. Re-launch might be the better word, since Stadia serviced the Rocky Mountain area with great success in the 1970s and 1980s, prior to its purchase by Cognitive Solutions. Early last year, Brian Hardin was brought onboard as Director of Media Sales for CognitiveTPG as part of an overall strategy to support the growth of the consumables business. Part of this strategy included regaining some regional market share for custom label products, RRN.Com was told by Angela Mansfield-Swanson, Director of Corporate Marketing for CognitiveTPG.

“We are going back to our heritage and focusing our attention on custom label applications, combining a strong consultative selling approach with the highest levels of commitment and service to our customers,” relayed Rob Morris, President of ATSI Holdings, in making the official announcement. To that end, Stadia Media will offer “quick turn, quality custom, and stock label solutions”--both thermal and direct thermal--“for industries such as retail, hospitality, health and beauty, warehouse, and logistics.”

Stadia Media, which also produces CognitiveTPG’s certified label product line, has debuted its new e-commerce website at www.StadiaMediaGroup.com for product ordering and tracking (at list prices). As for the channel, “the change should be really transparent,” Mansfield-Swanson said. “Our products are tied together through the channels. You can still order genuine CognitiveTPG labels and part numbers through our existing distributors and resellers.”

ATSI Launches Stadia Media for Thermal Label Needs

Code Corner

Wavelink Corporation (Salt Lake City, UT) released Avalanche SmartDevice Server 2.0, which adds new features for managing smart-phones and tablets, as well as support for iOS 5, which powers the iPhone 4S. With Avalanche SmartDevice Server, administrators can track Apple and Android equipment and receive key information, including street-level mapping of their location, platform data, battery levels, Wi-Fi and Bluetooth status, and VPN configuration. In the new release, Wavelink now offers support for both Apple MDM (Mobile Device Management) and Google C2DM (Cloud to Device Messaging). The Apple MDM protocol allows Avalanche to centrally send out device updates on-demand and allows those updates to install in the background. Administrators may see any existing profiles that have been loaded by the end-user as well as all software packages, regardless of their source. They may also add or make changes to existing policies without end-user intervention. The Google C2DM protocol allows Avalanche to wake up Android-based devices on-demand to perform time-critical functions. The Avalanche client will check in with the smart-phone server to download new policies and security schemes and to upload statistics and location information. “We continue to see a rapid rise in the number of organizations concerned with securing their corporate data that is accessed and stored by smart-phone and tablet devices,” observed Martin Brewer, Director of Research and Development at Wavelink. “We are committed to continually updating our software to accommodate all the nuances of new operating systems and devices on the market.”

ALLIANCES

New Tower of Payment Power

TGate Payments (Schaumburg, IL) announced that its PathwayLINK payments platform will support the new business alliance between Casio America (Dover, NJ) and PAX Technology (Melville, NY). This recent agreement pairs Casio’s popular QT-6100 and QT-6600 Flash ROM touch terminals and the mid-range electronic cash registers, TE-2200 and TE-2400, with the PAX Secure SP30 PIN Pad. PAX’s terminal delivers magnetic-stripe reader, IP port for high-speed processing, and dial back-up in case of network failure. It also features large, 128x64 pixel LCD with four lines of display and three function keys to facilitate user-friendly payment handling.

“As one of the leading point-of-sale system suppliers, Casio is committed to improving its interface with debit, credit, and gift cards,” stated Larry Sampey, GM of Casio’s System Products Division. “With PAX and TGate, Casio’s electronic cash registers offer seamless transactions, as well as enhanced processing speed and lower cost of ownership by eliminating rental fees, unnecessary hardware, and add-ons.” TGate falls under the Platform-as-a-Service, or PaaS, designation, and fulfills the full range of POS, mobile devices, and e-commerce.

“PAX provides simple to integrate, yet secure, payments which takes care of end-to-end encryption and thus takes the POS/ECR out of scope for PCI,” maintained Andy Chau, CEO/President of PAX Technology, the dominant supplier in China, incidentally. “The combination of the PAX SP30, Casio’s ECRs, and the advanced security and flexibility of TGate’s payment platform provides the industry with the low cost, complete, and secure payment system it needs and demands.” TGate also furthers functionality for processing tip adjustments through multiple terminals with single batch settlement as well as real-time authorization, auditing, reporting, recurring billing module, tokenization, and signature/check image vaulting.

PAX SP30 PIN Pad Tied to Casio’s POS/ECRs and TGate’s Processing Platform

Intermec: Explosion-Proof Computing to "Boom"

Intermec (Everett, WA) will join forces with Ecom Instruments (Houston) to deliver an explosion-protected mobile computer product for use in hazardous environments next year. This relationship will leverage Intermec’s experience in rugged mobile computing and Ecom’s competence in developing “intrinsically safe” devices for key markets. Targeting refineries, chemical plants, and pharmaceuticals, the upcoming device will address standards such as global IECEx, European ATEX, and North American NEC, according to the two parties.

“Intermec’s partnership with Ecom demonstrates our continued dedication for product innovation and providing best-in-class rugged mobile computing solutions to our customers and channel partners,” volunteered Earl Thompson, SVP of Mobile Solutions Business at Intermec. “As Intermec continues to enhance its portfolio of mission-critical solutions, we look forward to collaborating with Ecom on this ground-breaking product that will help define the new industry standard for those needing the latest in explosion protection technology.”

“We continue to see strong demand for specialized mobile computers and communications solutions certified for use in hazardous environments with explosive atmospheres,” reported David Krebs, VP of Mobile and Wireless at VDC Research. “Ecom Instruments’ expertise in hazardous environments, when combined with Intermec’s leading rugged handheld platforms, represent a strong partnership to address this critical opportunity.” Ecom Instruments, which likes to lowercase its name as “ecom instruments,” has successfully worked this sector for the past 25 years.

Cell Phone for Use in Hazardous Areas by Ecom Instruments, New Partner of Intermec

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
Pioneer POS
Posiflex
POS-X
Touch Dynamic

POS Systems - Hospitality
PAR

Barcode & Transaction Printers
Datamax-O'Neil
Zebra Technologies

Cash Drawers
MMF POS

Data Collection Terminals
CipherLab
Datalogic 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

INSTALLATIONS

Bomgar Wows Bon-Ton

Bomgar Corporation (Jackson, MS) has rolled out its enterprise remote management for Bon-Ton Stores, with 15,000 devices to support, including 10,000 POS systems. Based in Pennsylvania, Bon-Ton operates 276 department stores across 23 states in the Northeast, Midwest, and Upper Great Plains. Named as one of the fastest-growing technology companies in the U.S. in 2011 by Deloitte, Bomgar supports “virtually any system”--Windows, Mac, Linux, Android, BlackBerry, Apple iOS, and most versions of Windows Mobile.

“We needed a support tool that we could count on to help any associate at any location at any time,” indicated John Heidke, End-User Support Manager at Bon-Ton. “With Bomgar we don’t have to worry about whether it will work, allowing us to focus on resolving the end-user’s problem.” In addition to reliability, superior session recording helped convince the Bon-Ton team to switch to Bomgar. “Allowing support technicians to handle multiple sessions at once is not something we knew we needed, but I foresee it being very useful as we further implement Bomgar in our environment,” said Heidke.

As on on-premise platform, Bomgar sits behind Bon-Ton’s own firewall and security measures, giving the merchant control over the information captured. “Especially within the retail industry, it’s imperative that companies fully protect their customers’ personal and account details. Passing support session information, which may include customer data, through third-party servers puts it at greater risk to fall into the wrong hands,” offered Nathan McNeill, Co-Founder and Chief Strategy Officer at Bomgar. “Just like Bon-Ton, we are passionate about customer satisfaction and are excited to be working with them to help improve their IT support.”

Retailer Deploys Bomgar Enterprise Remote Management for 10,000 POS Systems

HubWorks Takes (Wild) Wing

HubWorks Interactive LLC (Coeur D’Alene, ID) has begun maiden testing of its FoodHub iPad ordering system at the Buffalo Wild Wings location in Mississauga, Canada, outside Toronto. Upon entering the restaurant, guests are given the choice of trying the system, with 20 out of 60 tables outfitted. Wait staff explains the process and helps with the first order, if desired.

As expected, FoodHub iPad lets customers review menu items and prices and pay for their meals through its credit card reader. It delivers entertainment such as multiple games, sports score tickers, and access to social sharing sites such as Facebook and Twitter. It integrates seamlessly with most major POS systems, according to the start-up, and carries 16-hour battery pack located on the back of the device.

“Early results with the HubWorks Interactive solution have been quite positive,” recounted Tim Murphy, Director, International at Buffalo Wild Wings. “We are noting a more efficient process, with guests receiving their food and drinks more quickly. Team member reactions have noted the system is a good complement to their own personal interaction with the guests, and they can see its value in allowing them to cover additional tables, upsell certain items, and generate more tips.”

Tableside Ordering Tablet by HubWorks Interactive

Channel Factoid

A new study by MarketTools has revealed that providing good customer experience, bolstered by good customer service, is do-or-die for retailers this holiday shopping season. According to the research, 60% of consumers said they shop more often at certain online sites because of good experiences marked by good customer service, and 50% said they frequent specific brick-and-mortar stores because of similar perceived benefits. Possibly more telling, 29% said they have stopped shopping at certain retail stores because of bad experiences, with 25% reporting the same for online retail sites. The primary reason for avoiding certain brick-and-mortar locations is unhelpful/unfriendly sales personnel (71%), followed by long lines or long wait times (41%), and quality issues with merchandise (39%). Main reasons shoppers cited for no longer returning to specific websites were quality issues with the merchandise or damaged merchandise (46%), high shipping costs (43%), and shipping problems (37%). What more, fully 84% of respondents said that they read reviews posted online by consumers before buying products, confirming the influence of social networking on purchase decisions. “With many retailers counting on this season to bring in a sizeable percentage of their annual sales, it is critical that they obtain the customer feedback necessary to provide an enjoyable shopping experience, and ultimately increase sales through repeat business and referrals,” advised Greg Marek, VP of Corporate Marketing at MarketTools.

HELLO GOODBYE

Mike Baur Cracks Top 100

Mike Baur, CEO of ScanSource, Inc. (Greenville, SC) has been named one of CRN Magazine’s Top 100 Executives in the Channel for 2011. Normally, RRN.Com doesn’t report on such awards, but rarely does anyone with roots in our world of retail and supply chain make this list, which recognizes IT channel influence, visibility, and sales volume. ScanSource, of course, now encompasses four business units, POS & Barcoding, Communications, Security, and Catalyst Telecom.

“From sales leaders and innovators to mavericks and up-and-comers, it takes different types of executives with different philosophies to drive success in the IT channel,” stated Kelley Damore, VP and Editorial Director for UBM Channel. “Mike Baur of ScanSource was chosen as one of CRN’s Top 100 Executives of 2011 based on his commitment to helping VARs bring disparate technologies together into an integrated services portfolio. ScanSource started the year as one of ShoreTel’s first two distributors in the U.S. and, under Baur’s leadership, garnered Distributor of the Year awards from numerous vendors in 2011.”

“The advent of new services models and advanced technologies, such as cloud computing, networking, mobility, and unified communications, have allowed resellers to change their business strategies, enhance their partnerships, and remain competitive,” Baur observed. “We remain committed to helping our reseller partners grow their business as these new opportunities continue to be introduced to the channel. And we appreciate CRN recognizing ScanSource for our efforts.”

Mike Baur, CEO, ScanSource, Inc.

Veteran Sales Director Booked at Bibliotheca

Bibliotheca ITG (Norcross, GA) has enlisted Al Coalla as Director of Sales for its flow automation and self-service systems for the library market, which leverage RFID. Coalla brings 20 years of experience in technology sales, marketing, and customer relations to his new position. Most recently, he served as Director of Sales at EnvisionWare, which provides library computer management systems. Previous to that seven-year term, he was Business Developer and Sales Manager for Card Meter Systems, the supplier of card/coin operated copiers, microform machines, and network printers.

“With our bringing on-board an experienced and proven library technology leader like Al, Bibliotheca ITG is taking another strategic step in expanding the Bibliotheca Group’s global leadership,” shared Shai Robkin, CEO of Bibliotheca ITG. “Al is an experienced bilingual professional, fluent in Spanish, who comes to us with a broad spectrum of user-oriented and technical expertise. He will help us to strengthen Bibliotheca ITG’s outstanding market position in both North and South America.”

“I am proud to join Bibliotheca ITG,” Coalla said. “Already, at this early stage, I have been incredibly impressed with the company’s dedication to both innovation and customer service and am delighted to be part of the team that will be able to help libraries meet the needs of their communities, both today and for many years to come.” The Bibliotheca Group was formed this spring through the merger of three leading independent companies--Bibliotheca (Switzerland), Intellident (U.K.), and Integrated Technology Group/ITG (North America). It counts financial backing from One Equity Partners, part of JP Morgan Chase & Co.

Al Coalla, Director of Sales, Bibliotheca ITG