This Week’s Product Pick

Source Technologies (Charlotte, NC) unveiled its STm.58 mobile receipt printer, with two-inch print width. Measuring 3.14 in. (W) x 5.21 in. (D) x 1.84 in. (H), and weighing approximately 8 oz. with battery, this new device comes in four distinct configurations: STm.58 with USB and Serial; STm.58m with USB, Serial, and Dual Head MSR; STm.58b with USB, Serial, and Bluetooth; and STm.58bm with USB, Serial, Bluetooth, and Dual Head MSR. All feature highest print speed of 80 mm/second at 203 dpi through direct thermal technology. Maximum paper roll diameter is 40 mm/1.5 inches and paper-end and cover-open sensors inform end-users. Drivers include Windows, Windows CE/Mobile, Linux, Symbian, and BlackBerry. “Like our current mobile thermal printers, the STm.58 offers increased battery life and easy media-loading capabilities,” noted Leo Giocondo, Senior Product Manager at Source Technologies. “However, with an optional credit card reader, this printer is ideal for those needing receipt printing only.”

STm.58 Printer From Source

COMPANY BUSINESS

D-O Sets Its Sales

A summer of changes for Datamax-O’Neil (Orlando), which has significantly recast its sales structure and named new leadership. Paul Sindoni, former EVP of Hill Phoenix, another company owned by Dover, has been named President of D-O. Sindoni brings 14 years of experience at Hill Phoenix, which designs and manufactures refrigeration and electrical equipment sold primarily to the supermarket industry. “I am impressed with Datamax-O’Neil’s highly competitive product portfolio, its large and dedicated global partner community, and the company vision to be the best in the market,” Sindoni stated.

Previously, Datamax-O’Neil made public its new corporate sales structure, as well as the appointment of Carter Williams as Regional GM for North America. Williams has worked for D-O for 18 years, most recently as Director of Sales. His team has now been reorganized into three groups: Key Accounts, Managed Partners, and Channel Partners. As previously reported in RRN.Com, Key Accounts targets the Top 100 customers in three prime markets: retail, transportation/logistics, and field service. Partners for Key Accounts will be chosen for their vertical expertise and technical prowess. By turn, participants in Managed Partners and Channel Partners draw resources based upon the visibility of Datamax-O’Neil in their respective business models.

“We view Managed Partners, who prominently feature our products and commit significant resources and effort, as the direct extension of our selling efforts,” Williams told RRN.Com. “We support Managed Partners with ‘high touch’ Channel Account Managers who work closely with them to understand their business and how we can help them drive growth. These efforts include the broad range of activities, from joint marketing, to technical and sales training, to calls on major end-users. In short, Managed Partners have access to the full set of resources that Datamax-O’Neil has to offer.”

“Channel Partners have entry to the same service, technical support, and products as Managed Partners, but our products generally comprise much lower percentages of their sales and we support them more on an ‘as needed’ basis,” Williams continued. “Overall, partners should expect to see an improved, more focused approach from Datamax-O’Neil that is more sensitive to their specific needs. We’ve gone through great lengths to segment our partners according to their business models and commitment to D-O to ensure that we’ve defined the right set of activities to support them.”

Paul Sindoni - Carter Williams

Retail Shines for Sundrop

Sundrop Mobile (Maitland, FL) has integrated its mobile loyalty scheme with the Microsoft Dynamics Retail Management System (RMS), thereby expanding its own market footprint from hospitality to retail. Working in conjunction with POS, Sundrop’s program replaces plastic loyalty cards with customers’ mobile phone numbers, dramatically boosting participation while eliminating merchant administration, according to the developer. It features customer purchase tracking, individually keyed coupon validation, closed-loop marketing, and SKU-based data collection after every transaction.

“After our demonstrated success in the hospitality vertical, expansion into specialty retail is the logical next step for Sundrop,” relayed Travis Priest, Sundrop’s CEO. “Not only do many of our existing channel partners serve multiple verticals, but our solution fills the void for mobile and social-based loyalty programs in specialty retail. Collection of SKU data with the transaction enables us to offer manufacturer-sponsored loyalty programs that are particularly easy for retail outlets to administer using our platform infrastructure.”

In cooperation with POS Unlimited, an Atlanta-based value-added reseller, Sundrop has secured its first multi-unit customer for this new solution, in the form of an unidentified five-unit beauty supply retailer running RMS. “We’re excited about deploying Sundrop Mobile’s loyalty in our customers’ stores,” shared Tae Kang, President of POS Unlimited. “We anticipate seeing Sundrop’s same high participation rates, viral social expansion, and positive consumer response as they generate in restaurant environments.”

Travis Priest, CEO, Sundrop Mobile

Worth Your While

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

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

PARTNER PROGRAMS

Vocollect Raises Voice for VARs

Vocollect (Pittsburgh, PA) has expanded its Vocollect Voice Partner Program to embrace Auto ID hardware resellers and to bring its Talkman mobile computers to the channel. Historically, Vocollect has offered customers its market-leading voice software on hardware platforms from leading vendors such as Intermec, Psion, Motorola, and LXE. Until now, its purpose-built Talkman device portfolio, covering appliances and accessories, was not provided through its partners. Vocollect, RRN.Com readers will recall, was purchased by Intermec in March.

Under the new push, “Vocollect Hardware Partners” have been invited to join forces with “Vocollect Software Partners” to deliver complete voice solutions to their customers not currently using Vocollect Voice. Cited benefits for end-users from voice include major cost savings and high return on investment, resulting from increased productivity, accuracy, and traceability in such workflows as picking, receiving, cycle-counting, and replenishment, according to the vendor. Existing customers, totaling 350,000 employees to date, also report dramatic reductions in training time as well as increases in worker safety and job satisfaction.

“We are excited to present our partners, both existing ones and those who might join us through this new program, with the chance to participate in the growth opportunity provided by voice-directed technology in warehouses and distribution centers,” commented Scott Anderson, VP of Global Channels at Intermec. “This is one more way for Intermec and Vocollect partners to offer differentiated customer-valued solutions that address top business challenges.” For his part, Joe Pajer, President of Vocollect, predicted the new program will bring the benefits of voice technology to “thousands of more customers in industries worldwide.”

Talkman A500 Voice Solution by Vocollect

Backwards Mobility by Epicor, Global Bay

Two prominent players in retail store systems, Epicor Software Corporation (Livermore, CA) and Global Bay Mobile Technologies (South Plainfield, NJ), have furthered their combined efforts to bring mobility to merchants. Under this new, formalized, go-to-market relationship, Global Bay’s “GBMobile” will be used to support retailers running heritage Epicor applications, empowering areas such as mobile POS, mobile inventory, and customer relationship management (CRM). Global Bay accommodates devices with the Apple iOS and Windows Mobile, as well as other “untethered” mobile computing platforms such as kiosks, helping such retailers extend their investment in the Epicor retail technology stack, according to the two parties.

“Our retail customers are always looking at what’s next, and today that means leveraging next-generation mobile technology,” reported Ian Rawlins, VP of Retail Product Marketing for Epicor. “Epicor has already delivered leading-edge mobile solutions natively as part of our current suite of Epicor retail solutions. This partnership with Global Bay allows Epicor to provide the mobile functionality in demand by retailers running older generations of our products. These Epicor customers can now realize all the benefits of the mobile retail enterprise, provided through our collaborative and streamlined integration approach.”

“Our mission is to mobile-enable retailers that have existing store systems,” confirmed Sandeep Bhanote, CEO of Global Bay. “Working with leading retail technology providers such as Epicor is another step toward achieving that goal. While we’ve had the privilege of collaborating with Epicor on projects in the past, this formal partnering will allow us to help further Epicor’s heritage POS offerings and provide customers with seamless and cutting-edge mobile capabilities, ultimately enhancing retail brands and increasing sales.”

Sandeep Bhanote, CEO of Global Bay

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ALL IN THE FAMILY

Brain Storming at RF IDeas

RF IDeas, Inc. (Rolling Meadows, IL) has shipped its programmable dual-frequency reader for access control, dubbed pcProx Plus. Combining both 125-kHz proximity and 13.56-MHz contactless technologies into the same reader, pcProx Plus offers greater flexibility for any customer struggling with the variety of card choices. It eliminates the need for manual entry and provides error-free identification and security throughout the workplace, according to its manufacturer. Plug-and-play, with flash memory, it also furnishes easy configuration with an intuitive software wizard and keyboard emulation for card data.

An optional Software Development Kit (SDK) helps make the pcProx Plus an ideal reader for enrollment into third party software, multi-function printers, or single sign-on applications, RF IDeas suggested. Additional benefits include reduced need for inventory, fewer stocking mistakes, and less difficult in transitioning to new card types due to company merger or acquisition. Further, when used as log-on reader, the new device meets HIPAA regulations, the strict standards of the Health Insurance Portability and Accountability Act for the healthcare industry.

“Having pcProx Plus available for purchase marks the beginning of another great new phase for our company,” declared Richard Landuyt, President of RF IDeas. “Alongside WaveID, our new brand name for badge-based authentication solutions, products like pcProx Plus will continue to spark innovation anywhere identification and access are needed.” Reportedly, the new reader has already drawn high interest and demand from RF IDeas’ partners.

Dual-Frequency Proximity Reader, the pcProx Plus

Stop Tinkering With Labels, Says IDT

ID Technology (Fort Worth, TX) has introduced its IDT Model 252 Label Printer Applicator, which incorporates the company’s “centerline modularity” capability. This design philosophy employs an easily identifiable reference point for default calibration. A proprietary process identifies and catalogues all possible points of adjustment in the machine, and then configures to eliminate as many of those factors as possible. The result is increased uptime and lower operating costs for users, according to the single-source provider of labeling, coding, and marking equipment.

“Working with our customers and leading industry associations, ID Technology was able to determine that many issues that resulted in downtime were caused by unnecessary tinkering or adjustments to the printer application,” disclosed Alan Shipman, VP of ID Technology. “So we tasked our design team with developing this system that would significantly reduce or eliminate the need, and ability, to manually adjust our machinery.”

IDT Model 252 also has been equipped with improvements such as touchscreen user interface for easier programming, redesigned rewind motor that is hot-swappable, plasma-coated air tube to eliminate label sticking, and optional tamp mechanism. It features the modular architecture and robust construction of previous subsystems from ID Technology, including the IDT Model 250. Moreover, IDT Model 252 can be outfitted with the same application modules as the Model 250, eliminating the need for additional training of plant personnel, and affording an opportunity to swap out modules among machines.

Model 252 Label Printer Applicator by ID Technology

Code Corner

ECR Software (Boone, NC) released its Supplier Gateway 4.0. This latest version of the company’s supply chain automation service opens new communication channels, allowing retailers to connect the inventory management function of ECRS Catapult with greater numbers of third parties for electronic order placement, according to the developer. Under this EDI methodology, which utilizes proprietary LogicSync business rules, data gets routed intelligently and automatically, eliminating the need for manual order taking, thereby saving time and reducing errors. Most significantly, Supplier Gateway 4.0 has been enhanced with intuitive handling of new inventory items, dubbed New Item Insert, as well as advanced price updates triggered by changes to supplier-managed Suggested Retail Prices (SRP). Both ensure items always scan correctly at the point-of-sale and maximum margins are always maintained. “We order from more than 50 vendors to keep our two stores stocked with the inventory our customers expect when they shop,” observed Mike Asher with Rollin’ Oats Market & Café (St. Petersburg, FL). “In the past we’ve used three different ordering systems to transmit our orders to suppliers. With the Gateway 4.0 enhancements, we can finally consolidate all of our inventory replenishment on the ECRS platform. I estimate this will reduce ordering time by 75% and ordering costs by 50% and remove many headaches and much frustration.”

ALLIANCES

Milking the Dairy Industry for Data

Park City Group (Park City, UT) will bring its supply chain optimization expertise to All Star Association, Inc. (Lexington, KY), one of the largest national dairy trade associations. All Star represents 200 companies with 340 production facilities spread across the U.S., Puerto Rico, and Canada, and specializes in volume pricing negotiations on behalf of its members. Park City Group’s scan-based data platform, delivered through Software-as-a-Service (SaaS), will be used to increase sales and enhance supply chain efficiency of these members, according to the two parties.

“All Star represents one of the major shares of the $110 billion dairy industry,” noted Randall K. Fields, Chairman/CEO of Park City Group. “This selection of Park City Group provides a major endorsement of the value proposition of our solution and a mutually beneficial partner that can assist us to grow our already considerable presence within the dairy category. This is the second major trade group that has selected Park City Group in the past year.”

“We look forward to working closely with Park City Group,” added Jeff Sterne, Executive Director of All Star. “Their knowledge of the grocery industry, especially their deep ties into the dairy category, gives us confidence that the benefits provided to our member base will be highly valued. Park City Group’s supply chain visibility technology will permit our members and grocery retailers to collaborate more effectively to increase sales and improve margins.”

Park City Group Supports National Dairy Trade Association

More Free Stuff From UBC

United Bank Card (Hampton, NJ) has partnered with Charge Anywhere (South Plainfield, NJ) to offer mobile payments with free hardware. Charge Anywhere’s mobile processing application enables merchants to “quickly, easily, and securely” accept credit and debit card payments through their smart-phones or tablet computers. UBC, which has focused much attention on the POS channel since its appearance at the Retail Solutions Providers Association (RSPA) Show in 2009, will offer three equipment choices.

Standard hardware for this program includes an MSR reader which attaches to the smart-phone through the device’s audio jack. Compatible with Apple, Android, and BlackBerry devices, this set-up will be offered free of charge, according to UBC. If needed, UBC will also provide receipt printer with integrated MSR for Android, BlackBerry, and Windows Mobile devices, as well as another model for Apple devices. Moreover, UBC said it will waive the software license fee on all new Charge Anywhere mobile accounts to provide the most cost-effective program available.

“Mobile Payments are growing quickly and UBC is excited to deliver the best program out there to serve this market,” remarked Brian Jones, EVP of Sales & Marketing for United Bank Card. “The addition of this mobile payment solution helps complement our already robust service offerings, providing our ISO partners all the tools they need to meet the requirements of virtually any merchant.” UBC, RRN.Com readers will remember, first rocked the payments industry with its offer of free Casio POS terminals for subscribers to its processing services and technical support.

Charge Anywhere Mobile Payment App

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

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

INSTALLATIONS

Janam Brings the Goods

Janam Technologies (Woodbury, NY) has been selected to supply its XG100 rugged gun-shaped mobile computers for Krasdale Foods, one of the largest privately-held grocery wholesalers in the New York Metro area. As part of an overall IT upgrade, Janam’s XG100 will replace legacy systems and will be offered to customers ranging from small convenience stores to large supermarkets for placing orders and direct store delivery. XG100 met or exceeded all hardware selection criteria, according to the two parties, including industrial-grade construction, fast processing speed, and strong WLAN performance.

“We do more than just provide groceries to our customers,” volunteered Steve Laskowitz, CIO at Krasdale Foods. “We are thrilled about selecting Janam as our partner in this endeavor. User acceptance was an important qualifier. The battery in the handle makes the XG100 feel extra light and balanced in hand, the keys are well-spaced, and so we were confident we would be offering our customers technology that is comfortable and easy to use.”

Busy times for Janam. In addition to Krasdale, the company has placed its XM60+ mobile computers with I&R Partners for use with the GaugeFlex wireless data collection system at one of South America’s major automotive manufacturing facilities. As its name would suggest, I&R’s GaugeFlex enables workers to collect variable data using digital torque wrenches, calipers, micrometers, and any other digital or serial measurement instrument. From there, data is transferred across the wireless network from the Janam XM60+ to the host PC. Across the Atlantic, Janam will supply its XM66 mobile computers to Kier Facilities Services for courier and postal usage in the U.K. Tracking software from Barcoding Solutions Limited, one of Janam’s Certified Partners, will complete this solution.

Janam’s XG100 Rugged Mobile Computer

LOC: Key to Grocery/Fuel Chain

LOC Software (Laval, Quebec, Canada) has rolled out its retail management technology to Bill’s Superette, an eight-store grocery/fuel chain operating in the Minneapolis-St. Paul area. This new installation, which was handled by North Country Business Products (Bemidji, MN), will help the retailer improve management of all store-level and headquarters activities, according to the two parties, including POS, price book management, labor scheduling, and customer loyalty. Notably, LOC’s Store Management Suite also supports bank integration, pay-at-the-pump, and digital signage.

“Implementation was nearly flawless and we continue to find new and useful functionality in the system,” testified Grant Rademacher, Operations Manager for Bill’s Superette. “As we have encountered issues with the deployment, LOC has been able to adapt their software to allow Bill’s to do things the way we want. Since we are independent and unbranded, this is very important, as it allows us to do what we think is best for our customers. We continue to be particularly happy with the help-desk, which has been most pleasurable to work with, both from store level and our headquarters staff.”

“Bill’s Superette is an innovative retailer that is seeing how our robust solution can really impact their bottom line in positive ways,” indicated Stephan Mercier, President of LOC Software, which goes to market exclusively through partners in the U.S., Canada, and Latin America. “We are committed to giving them all the support they need to improve profitability, enhance customer service, and increase operational efficiencies.” Next, Bill’s Superette plans to add replenishment functionality to the system and purchase order capabilities for select vendors.

POS Screen of LOC Software

Channel Factoid

Three-fourths (75%) of small businesses say they are adding positions despite the economy, up slightly from 2010 (72%) and up greatly from 2009 (49%), according to the Ink from Chase survey of CEOs of the fastest growing U.S. companies in this category. Of those hiring, 14% will look to upgrade talent. Other statistics from the survey are similarly reassuring. More than two-thirds (67%) plan to expand into new U.S. markets and more than half (59%) expect to produce new revenue from existing customers. For Fiscal Year 2011, one-third (33%) report that their firms will exceed both revenue and profit goals, while 30% expect to meet such targets. Further, small business CEOs were asked, “Three months from now, how do you think your business will be doing?” Roughly half (51%) responded, “Slightly better.” Almost one-quarter (23%) responded, “Much better.” Another fifth (21%) responded, “About the same.” Ink from Chase represents the business card portfolio from Chase Card Services, the division of JPMorgan Chase & Co.

HELLO GOODBYE

Krause in VP Seat at SATO

SATO (Charlotte, NC) has elevated Gary Krause to VP of Global Marketing and Alliances. In this new position, Krause will direct strategic marketing and alliance activities across SATO’s three regional headquarters: SATO International America, SATO International Europe, and SATO International Asia Pacific. He reports directly to J. Michael Fowler, GM of SATO Corporation’s International Business Division and Senior Executive Officer of the SATO Holding Corporation. Krause’s responsibilities will include, but are not limited to, the development of global vertical markets, business-to-business relationships, global customer programs, and oversight of regional marketing functions.

“Mr. Krause joined the SATO America team in 2003 as our Distribution Manager and quickly implemented programs of merchandising and marketing that provided tangible benefits to our partners and the corporation,” recounted Fowler. “In 2006, Gary was promoted to Director of Marketing for SATO America and made an immediate and positive impact to the SATO brand through channel marketing programs, the implementation of the SATO Premier Partner Program, Voice of the Customer application and product videos, and the positioning of SATO America into the electronic world of marketing communications and social networking. His leadership, commitment, and contributions to the International Business Division of SATO are advancing our market presence around the globe."

Last month, SATO Tokyo announced the promotion of Kazuo Matsuyama from EVP and COO to President and CEO, in keeping with its prior corporate restructuring designed to maximize organizational flexibility as well as profitability. “We welcome these important changes and fully support Mr. Matsuyama as our new President and CEO,” said Koichi Nishida, "In these complex times, Mr. Matsuyama's dedication, vast international business experience, and vision for global expansion and corporate growth are essential qualities to reach our corporate goals."

Gary Krause, VP of Global Marketing and Alliances, SATO

More Rooms in Merchant Warehouse

Merchant Warehouse (Boston), which delivers payment processing and merchant account services through the POS channel, has made two key additions to its executive management team--Brian Graham as EVP of Sales and David McSweeney as VP of Merchant Experience. “Merchant Warehouse continues to experience significant momentum in our customer acquisitions and revenue growth, and we’re confident this trend will continue,” stated Henry Helgeson, Co-CEO of Merchant Warehouse. “Both Brian and David bring in-depth sales and customer service and support expertise that will help Merchant Warehouse continue to grow and develop into a world-class payment solutions organization.”

Graham joins Merchant Warehouse with over 25 years of experience in sales and business development, most recently as the Senior Sales Leader at Hewett Associates. Prior to that, he held similar positions at Monster.com and ADP, where he was successful in growing sales, developing new business initiatives, and leveraging partner opportunities. In his new role as EVP of Sales at Merchant Warehouse, Graham will oversee the direct, agent, and partner channels, focusing his efforts on increasing revenues, profitability, and efficiency.

McSweeney brings 20 years of experience in customer service to Merchant Warehouse, most recently as VP of Merchant Processing at Cross Country Automotive, where he focused on identifying consumer needs and wants to enhance the overall customer experience. In addition, McSweeney worked at RBS Lynk/Citizens Bank, First Data, and Bank of Boston. In his new role as VP of Merchant Experience, he has been charged with enhancing service and support for all of Merchant Warehouse’s customers.

Brian Graham - David McSweeney