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					2010 IBM RETAIL STORE SOLUTIONS

Playbook


                   Smarter Solutions for Retail
                                                     Table of Contents

IBM Sales and Marketing Contact Information .......................................................................... 3
2010 IBM Retail Store Solutions Business Partner Conference Call Series .............................. 4
Business Partner Web Resource Guide ........................................................................................ 2
2010 Programs and Promotions .................................................................................................... 3
    IBM Retail Store Solutions 2010 Rewards Program ........................................................................... 3
    Retail Store Solutions Growth Incentive Offering (GIO) ................................................................... 3
    2010 Retail Store Solutions Co-Marketing Program........................................................................... 3
    North America Retail Services Center (NRSC) Lead Pass Program................................................. 4
PartnerWorld Overview ................................................................................................................. 5
PartnerWorld Profiling System (PPS) .......................................................................................... 5
Sales & Marketing Resources........................................................................................................ 5
    Co-marketing Resources ........................................................................................................................ 5
    Images and other Resources for download .......................................................................................... 6
PartnerWorld Premier and Advanced Level Requirements – for Solution Providers ................ 6
    PartnerWorld Skills Credits .................................................................................................................. 7
    Benefits for Premier and Advanced Business Partners ...................................................................... 7
Value Added Enhancement (VAE) ............................................................................................... 8
End User Reporting: ...................................................................................................................... 9
Demo and Development Discount Program ................................................................................. 9
Best Practices of a successful Retail Store Solutions Business Partner .................................... 10
Pictorial Guide to Features for current and withdrawn products ............................................. 10
IBM Retail Store Solutions Product Portfolio ............................................................................ 11
IBM POS System Comparison Chart .......................................................................................... 14




2
IBM Sales and Marketing Contact Information
Retail Store Solutions Executive Management Team
                              Name                                Email
Steve Ladwig, General Manager, Retail Store Solutions     sladwig@us.ibm.com
John Gaydac, VP Retail Store Solutions                    gaydac@us.ibm.com
Devora Henderson, Director of Sales, Retail Store         devorah@us.ibm.com
Solutions, Americas
Leo Suarez, Director, Marketing & Strategy                lsuarez@us.ibm.com
Jill Puleri, Global Industry Leader – Retail              jpuleri@us.ibm.com

Sales Executives
Ben Winchester, Channel & GB Business Unit Exec           bwinches@us.ibm.com
Jonathan Bodow, Business Unit Exec, West                  jbbowdow@us.ibm.com
Larry Grevers, Business Unit Exec, East                   lhgreve@us.ibm.com
Leon Milnes, Business Unit Exec, Technical Sales          lmilnes@us.ibm.com
Gary Figueira, Business Unit Exec, Canada                 gfigueir@ca.ibm.com
Anne Johns, NRSC Practice Leader                          amjohns@us.ibm.com
Melissa Schaefer, Institute For Business Value - Global   maschaef@us.ibm.com
Retail Leader

Channel Coverage
                         Name                                      Email
Beverly Deluise, ScanSource                               bkdelui@us.ibm.com
Joe Delgado, ScanSource                                   jdelgado@us.ibm.com
Paul Berry, Arrow                                         pberry@us.ibm.com

Channel Enablement and Operations
                          Name                                     Email
Mike Julian, Operations Manager, Americas                 mjulian@us.ibm.com
Nancy Greene, AG Channel Enablement                       nagreene@us.ibm.com
Andy Schaefer, Channel Operations, Americas Group         aschaef@us.ibm.com




                                                                                3
2010 IBM Retail Store Solutions Business Partner Conference
Call Series
IBM Retail Store Solutions is hosting monthly conference calls on the third Tuesday of each
month at 2:00 PM ET. These calls are designed to provide the latest information on key industry
and product initiatives, and will cover current programs and promotions, customer references
and product availability updates.

The call-in number and passcode will be the same every month unless otherwise
communicated:
Toll free:     1-800-857-3076
Passcode:      6960540

Each call will be recorded and available for replay via a downloadable MP3 audio file and PDF
of the presentation material.

Details of each call and call materials will be available at:
https://www-304.ibm.com/partnerworld/mem/pat/pat_pos_reg_na.html


                                   Call schedule for 2010

January 19                                     July 20
February 16                                    August 17
March 16                                       September 21
April – no call                                October 19
May 18                                         November 16
June 15                                        December 21

Please also watch for reminders and presentation material from your IBM Distributor or Sales
Representative.




4
Business Partner Web Resource Guide
                 Web Resource                                      Hot Link
Sales & Product Information
Retail Store Solutions Product Pages         www.ibm.com/products/retail
Sales Presentations & resources by product   PartnerWorld ID & Password required
Competitive Information (by product)         PartnerWorld ID & Password required
2010 Retail Store Solutions Programs         Programs and Promotions
Brochures, Datasheets, Whitepapers           RSS Literature – Softcopy
Print on Demand                              Order hard copy literature
All Retail Sales Plays                       Quick Reference Guides, Sales Kits
Retail Store Solutions Sparklers             Download Sparklers
Retail Industry Information
Global Retail Website                        www.ibm.com/retail
Retail Industry Events                       Webcasts and Podcasts
Small & Medium Business Center               Retail Solutions for Small & Medium Businesses
Communications & Collaboration
Monthly Business Partner Conference Calls    Call dates and teleconference details
Business Partner Newsletters                 Announcement Letter search
Newsletter subscriptions                     Subscribe to custom newsletters
Marketing Resources
Co-marketing Funded Tool (CMT)               Applications & Claims for co-marketing funds
Client References & Success Stories          Submit or Search Customer References
Emblems, Logos and Guidelines                Business Partner emblems
Images on Campaign Designer                  Product & Environmental Photos Registration required
Business Partner Emblem Merchandise          Promotional Merchandise
PartnerWorld
Home Page – Log in or Join PartnerWorld      www.ibm.com/partnerworld
PartnerWorld Contact Services – HELP         1-800-426-9990
Update Company and Employee Profile          PartnerWorld Profiling System (PPS)
PartnerWorld Profiling System User Guide     Online User Guide for PPS
PartnerWorld Membership Level Information    Member, Advanced, Premier Criteria
Education
PartnerWorld University – Systems College    http://www.ibm.com/partnerworld/pwu/systems/
Prometric – IBM Online Testing               Mastery Tests Online (Sales)
Prometric – Onsite Testing                   Locate a Test Site (Technical)
Take It Again!                               Take it Again! Vouchers
Technical Support
Point of Sale Support                        Knowledgebase Search, Driver downloads
Pictorial Guide to Features                  Current Products             Withdrawn Products
RSS Software Ordering Guide                  Retail OS & Application Software Ordering Guide
Independent Software Vendors
Global Solutions Directory (GSD)             Manage your Solutions, Search Solutions
Hardware Mall                                Access the Hardware Mall




                                                                                                    2
2010 Programs and Promotions
IBM Retail Store Solutions 2010 Rewards Program
Eligible IBM Retail Store Solutions Division (RSSD) Business Partners can receive incentive
payments that are based on the IBM RSSD revenue generated during the 2010 calendar year.

Eligible Business Partners’ incentive payments will be calculated quarterly and a payment will
be issued based on the following calculations:
     Qualified quarterly POS revenue                          Payment amount

Less than $50,000                                No payment
Member level with revenue equal to or            0.7% of the revenue generated
greater than $50,000

Advanced level with revenue equal to or          0.9% of the revenue generated
greater than $50,000

Premier level with revenue equal to or greater   1.15% of the revenue generated
than $50,000, but less than $1,000,000

Premier level with revenue equal to or greater   1.35% of the revenue generated
than $1,000,000


Note: In order to be eligible for incentive payments, end-user installation information must be
reported to IBM according to the terms of the Business Partner Exhibit (Z125-5505).




Retail Store Solutions Growth Incentive Offering (GIO)
All Business Partners will be assigned quarterly targets by their Distributor.
 Business Partners who meet 100% of their assigned target will earn a bonus of .75% of
    earned revenue for the quarter.
 Business Partners who exceed 100% of assigned target will earn 2% bonus on revenue
    greater than 100%
Please contact your Distributor for information regarding your assigned target.
www.ibm.com/services/weblectures/dlv/smartzone




2010 Retail Store Solutions Co-Marketing Program
An opportunity for Retail Store Solutions Business Partners to enhance their 2009 marketing
campaigns through additional activities co-funded by IBM. Authorized Business Partners can
receive reimbursement for 100% of their eligible marketing costs associated with IBM-approved
marketing activities or campaigns that feature qualifying IBM Retail Store Solutions products.

The amount of reimbursement they can receive is based on a combination of the total IBM RSS
revenue* they generate during 1Q 2010 and 2Q 2010, independently, and their IBM
PartnerWorld membership level in effect on the last day of each of these calendar quarters, as
follows:


3
                                                                 PartnerWorld membership
                                                                          level
    Qualifying quarterly revenue* for 1Q and 2Q,
    independently                                             Member      Advanced     Premier
    Less than $20,000                                           None          None        None
    At least $20,000, but less than $100,000                   $2,000        $3,000     $4,000
    At least $100,000, but less than $500,000                  $3,000        $4,500     $5,500
    At least $500,000, but less than $2,000,000                $4,000        $6,000     $7,000
    $2,000,000 or more                                         $5,000        $7,500     $8,500

Applications for funds must be submitted through the Co-Funded Marketing Tool (CMT) for IBM
approval on or after April 16, 2010, but no later than October 8, 2010.

Marketing campaigns must commence on or after January 1, 2010. Campaigns that commence
on or after April 16, 2010 must also receive IBM funding approval prior to their start date.

Expense reimbursement claims and supporting documentation must be submitted no later than
November 12, 2010.


North America Retail Services Center (NRSC) Lead Pass Program

NRSC: A services group within IBM Retail Store Solutions that specializes in helping retailers
minimize the time and risk typically associated with developing, customizing, and integrating
store-level solutions.

IBM Business Partners who pass a service lead to the North America Retail Services Center
(NRSC) will receive a lead pass fee for NRSC services business closed as a result of the lead.
This lead-pass program offers an opportunity for Business Partners to team with IBM and to
increase their firm's end-user satisfaction.

     Effective as of April 20, 2010 - Announcement letter # 510-274
     Leads passed to the NRSC for Loss Prevention solutions
           3% of the IBM services contract value up to a maximum fee of $30,000 per
              opportunity
     Leads passed for all other solutions
           6% of the IBM services contract value up to a maximum fee of $30,000 per
              opportunity




                                                                                                 4
PartnerWorld Overview
Successful IBM BPs utilize PartnerWorld’s tools and resources to get their products and
solutions to market faster, decrease the sales cycle, and win more profitable business.

Much of the content on PartnerWorld is intended just for IBM Business Partners. To fully take
advantage of all of the tools and resources available, individuals from a BP firm will need to
register for an IBM ID. To register for an IBM ID, visit www.ibm.com/partnerworld and select the
―Join PartnerWorld‖ link.


PartnerWorld Profiling System (PPS)
An up-to-date profile is key to maintaining your access to PartnerWorld resources. Qualification
for entitlement is based on the characteristics of your company’s relationship with IBM such as
contracts, country, PartnerWorld membership level, certifications, skills and solutions.

To view the PPS Quick Reference Guide, go to: http://www-
200.ibm.com/partnerworld/pwhome.nsf/weblook/pwp_ug_index.html

To update your personal or company profile, go to: https://www-
304.ibm.com/jct01005c/partnerworld/mem/manage/mem_update_profile.html
For assistance with your profile, please call PWCS at 800-426-9990.

Sales & Marketing Resources
Co-marketing Resources
A rich set of marketing resources are available for Business Partners on PartnerWorld. From
the PartnerWorld home page, select ―marketing resources‖. Content includes:
   Case Studies
   Market Research reports
   Links to IBM corporate campaigns and more




5
Images and other Resources for download
IBM Retail Store Solutions provides downloadable content and pre-designed templates to
Business Partners to use in demand generation tactics, web sites and collateral. Visit
www.mymarketpro.com/bp
First time users will need to register. From this site you will find:
1. Product photography
2. Environmental photography
3. Pre-written product descriptions and copy
4. Pre-designed templates for email campaigns and more.
All images can be downloaded in various file formats and resolutions.

IBM Print on Demand for Retail Store Solutions
Order your IBM collateral from the IBM Print On Demand URL -
https://www.printers.ibm.com/sales/catalogs.nsf/agrsscatalog
From this site, you will be able to order brochures, data sheets, white papers, case studies and
more. Many of these pieces may be customized with your company contact information. A
complete list of printable resources with order numbers is provided for you in this Playbook.

PartnerWorld Premier and Advanced Level Requirements –
for Solution Providers
IBM PartnerWorld is the organizing framework for delivering valuable benefits to help you
succeed in the marketplace and strengthen our mutual relationship. Participation levels include
Member, Advanced and Premier.

Click the Membership level below to learn more about each level of participation.




                             New 2010 Points Requirements
                Advanced                                        Premier
                10 Points*                                     30 Points*


                              Click here to view the current
                               PartnerWorld Points Table*


*The PartnerWorld membership level requirements in this Playbook become effective in July
2010.

                                                                                                  6
IBM skill points minima and maxima
    A minimum of 6 IBM skill points are required for Advanced level.
    A minimum of 12 IBM skill points are required for Premier level.
    A firm may count no more than 5 skill points (IBM and non-IBM) earned by a
      single individual towards the firm's PartnerWorld level.
    A firm may count no more than 16 Verified Business Partner Solution points
      towards the firm's PartnerWorld level.
    A firm may count no more than 8 Verified Business Partner Solution points for a
      single solution.
    A firm may meet the minimum skills requirements for Advanced and Premier
      using a combination of skills and Verified Business Partner Solutions.
For detailed resources on program benefits and membership level criteria, visit https://www-
304.ibm.com/jct09002c/partnerworld/mem/manage/index.html

PartnerWorld Skills Credits
In order for skills to count toward your PartnerWorld level, you must pass a Mastery Skills test or
a Certification.
Education: Courses needed to pass Mastery Skills Tests or Certifications may be found on the
Systems College at www.ibm.com/partnerworld/pwu/systems .
Mastery Tests:
Sales tests may be taken online at http://ibt.prometric.com/ibmtesting.
Technical mastery tests must be taken at a Prometric facility. To locate a testing center nearest
you, visit http://www.register.prometric.com/Menu.asp?cookie%5Ftest=1.
             Retail Store Solutions Mastery Tests                                     Course
Sales Mastery Tests
M402: IBM SurePOS 720, 740, and 780 Sales Mastery                        RE4800A, RE4800P
M407: IBM SurePOS 533, 543, 553, and 563 Sales Mastery                   RE4840S, RE4840P
M408 : IBM SurePOS 300 Model 33x Sales Mastery                           RE4810S, RE6500
M410: IBM Anyplace Kiosk Sales Mastery                                   RE4838S, RE6500
M412: IBM Retail Environment for SuSe Linux Sales Mastery                RE6220
M520: IBM Retail Store Solutions Sales Specialist                        RE9070
Technical Mastery Tests
R01: IBM SurePOS 533, 543, 553, and 563 Technical Mastery                RE4840T, RE4840P
R03: SurePOS 720, 740, and 780 Technical Mastery                         RE4800A, RE4800P
R09: IBM SurePOS 300 Model 33x Technical Mastery                         RE4810T, RE6500
R11: IBM Anyplace Kiosk Technical Mastery                                RE4838T, RE6500
R13: IBM Retail Environment for SuSe Linux Technical Mastery             RE6200
R14: IBM SurePOS 500 Models 5x5 Technical Mastery                        RE4846T, RE4846U, RE6550
R15: IBM AnyPlace Kiosk Models 5xx, 7xx, and 9xx Technical               RE4838T2, RE6550
 Mastery
R18: IBM SurePOS ACE V5 Technical Mastery                                RE2105
R17: IBM SurePOS 700 Series Models 7x3 Technical Mastery                 RE4400T, RE6600
R12: IBM SureMark Printers 2xR and 1NR Technical Mastery                 RE4610T2 and RE4610T3

Certifications: Three Certifications are available from IBM Retail Store Solutions
1. Test 752: IBM Certified Specialist - Retail Store Solution Sales V4
2. Test 753: IBM Certified Specialist: Retail Store Solutions - 4690 Technical Solutions
3. Test 754: IBM Certified Specialist: Retail Store Solutions - Windows Technical Solutions
Visit http://www-03.ibm.com/certify/certs/rt_index.shtml for further details on certifications.


7
Benefits for Premier and Advanced Business Partners
As an Advanced Business Partner, you may:
 Leverage additional funding from IBM Retail Store Solutions
    One time bonus payment of $3,000 in the 2009 Retail Store Solutions Incentive program
As a Premier Business Partner, you may:
 Use the new Premier Business Partner Emblem
 PartnerWorld Contact Services (PWCS) Premier Help Desk, call 1-800-426-9990 for specific
   details
 Leverage additional funding from IBM Retail Store Solutions
    One time bonus payment of $5,000 in the 2009 Retail Store Solutions Incentive program

For a complete list of benefits available to IBM Premier & Advanced Business Partners, please
visit PartnerWorld at www.ibm.com/partnerworld.

Value Added Enhancement (VAE)
Most IBM Retail Store Solutions products require remarketing with a Value Added Enhancement
(VAE).

The following is a brief description of VAE's for the IBM Retail Store Solutions products. For
detailed descriptions and Marketing Requirements, please refer to the following VAE documents
located in the Operations Library of the BPLibrary in PartnerWorld. The documents provide
VAE Descriptions, Marketing Requirements and associated announcement letters.

VAE Categories
The hardware VAEs are divided into three categories:
1. Application -- VAEs that are segment solutions that consist of hardware and software.
2. Cross Industry Technology -- VAEs that include skilled personnel specialists to implement.
3. Customer Growth -- VAEs for competitive hardware replacements and IBM older-technology
   migrations.

Application category
Application category VAEs are industry segment software solutions. The application software
must have been ported and tested to operate on IBM POS hardware. The solution may be
developed by IBM, by the Business Partner, or by an Independent Software Vendor (ISV). The
ISV may have additional requirements to provide marketing rights to, or jointly market with, the
Business Partner. When jointly marketing with an ISV, or the ISV's Reseller or Agent, the
Business Partner must provide all activities as described in the IBM Business Partner
Agreement. Any ISV software requested to be reviewed for Application category VAE eligibility,
is to be the reason the end user is acquiring the IBM product. The base or core software
modules for an average installation must be listed in the online Web application request for
review. Stand-alone tools, enablers, utilities, interfaces, report writers, non-IBM databases, and
so on, do not qualify under the Application category VAEs. In addition, release-to-release,
version-to-version, additional licenses, capacity workload increases and non-processor MESs
only, also do not qualify under the Application category VAEs. The Application category VAEs
can be used to market a new POS system with a minimum of one new software module. A face-
to-face meeting must take place if required for the product. Documentation must be provided
upon request to verify that a minimum of one software module under the solution approved as a
VAE was sold and installed at the end user by the Business Partner or installed by the ISV
when jointly marketing, with the sale of a new POS system.

Cross Industry Technology category

                                                                                                8
Cross Industry Technology category VAEs include software and skilled personnel specialists to
implement. These VAEs may require additional certification or qualification for approval.

Customer Growth category
Customer Growth category VAEs are for competitive hardware replacements and IBM older-
technology migrations.


End User Reporting:
When a Distributor or Business Partner places an order with IBM requesting the order to ship to
their location or an End User central location, the Business Partner must report to IBM the sale
out to the final End User Location. The reporting to IBM is called End User Reporting.

Business Partner’s Responsibilities:
Business Partner must report all items shipped from Business Partner’s locations or from an
End User HQ/Central Location within 10 days of sale to end user through your Distributor.

The reporting should be recorded on the BPSO RSS End User Reporting Template and include
the following information:
    End User legal name and full customer address
    IBM Customer Number (if known)
    Machine type, model and serial number
    Installation date of Customer Set Up machine
    Features added by Distributor and/or Business Partner post IBM shipment
    Extended/Non Standard Warranty Terms (if applicable)

Reasons to do End User reporting:
1) Contractual requirement
2) Ensures End Users receive warranty entitlement / support
3) Eligibility requirement for Growth Incentive Offering and Partner Reward programs

Please contact your Distributor for additional information.

Demo and Development Discount Program
IBM Business Partners may obtain the quantity of Development/Demonstration System
Products identified in Exhibit Z125-5505 for the Products they are approved to market. The
indicated quantities may be acquired during each 12-month period, beginning on the date you
are approved to market the Product. Products acquired under Development and Demonstration
discounts and terms must be retained for a minimum of 12 months from the original Date of
Installation, unless specified otherwise. Development and Demonstration Products are not
eligible for export.

Product                       Quantity
Point of Sale Products*          20
* May acquire the quantity indicated for each machine type you are approved to market.

Eligible Products                           Demo/Development Discount
IBM SurePOS point-of-sale systems*                     80%
IBM Self Checkout System Hardware                      50%
IBM SurePOS 300 & 500 Express Models                    0%
IBM Retail Store Solutions Software solutions**        100%
** Some restrictions apply

9
Best Practices of a successful Retail Store Solutions
Business Partner
   1. Participate in monthly Business Partner conference calls to stay current on product and
       marketing announcements.
   2. Purchase demo and development systems for your lab and tradeshow inventory.
   3. Report end-user sales.
   4. Team with distributor and IBM rep to develop a win plan for larger transactions.
   5. Obtain a PartnerWorld ID and password to access Business Partner entitled content.
   6. Use PartnerWorld to locate information from all IBM brands such as product resources,
       competitive information, sales presentations, product photography, etc.
   7. Provide valid forecasting to Distributor.
   8. Stay current on latest RSS education.
   9. Learn about all co-marketing resources available to BP firm from RSS and other IBM
       brands. Leverage all available funds.
   10. Keep company’s PartnerWorld Profile current. Be certain the address and contact
       information is current, and the list of employees is up to date.
   11. Make certain BP firm is enabled on the Global Partner Portal (GPP) to receive leads
       from IBM.
   12. Know who to contact for assistance.


Pictorial Guide to Features for current and withdrawn
products
IBM Retail Store Solutions TechLine provides an online guide that lists features and
descriptions of most IBM point-of-sale and self-service hardware product offerings. These
guides help e to identify product features of the SurePOS 700, SurePOS 500, SurePOS 300,
AnyPlace Kiosks, SureMark Printers, and SurePoint Displays.

Pictorial Guide to features for current products

Pictorial Guide to features for withdrawn products




                                                                                            10
IBM Retail Store Solutions Product Portfolio
Hardware
SurePOS 100             All-in-one, value, energy-saving performance
SurePOS 300 Series      The IBM SurePOS 300 Series is the affordable, planet-friendly
                        point-of-sale solution for mid-market retailers who want to
                        enhance the customer experience, increase employee
                        productivity and improve operational efficiency. With the
                        smallest footprint in the IBM portfolio, this POS has the
                        versatility and performance retail demands. Breakthrough
                        energy efficient technology and retail systems management
                        help create a sustainable ―green‖ business and reduce costs.
SurePOS 500 Series      IBM SurePOS 500 point-of-sale system delivers style,
                        affordability, performance and retail hardened design, ideal for
                        specialty and food service stores. With support for sales
                        tracking, loyalty programs and supply chain management to
                        boost store efficiency and build customer advocates, it
                        enhances speed, performance and reliability at the POS.


SurePOS 700 Series      The SurePOS 700 is the industry’s premier point of sale
                        solution for retailers who demand maximum performance,
                        manageability, and adaptability to transform their business to a
                        highly differentiated and customer-focused enterprise. Unique
                        features help reduce solution cost and complexity while
                        providing a scalable design to enable retailers to operate an
                        efficient and resilient business



IBM AnyPlace POS        The IBM AnyPlace POS solution offers unprecedented
                        versatility for fast-paced retail locations. It incorporates the
                        AnyPlace POS Hub feature, which works with the AnyPlace
                        Kiosk to extend point-of-sale (POS) capabilities virtually
                        anyplace—quickly and easily to help retailers stay ahead of
                        changing customer trends and prepare for growth.

IBM AnyPlace Kiosk      New more powerful ultra compact family of kiosks delivers
                        compelling customer experience virtually anyplace.
                         Powerful ultra-compact self-service solution delivers a
                           compelling customer experience virtually anyplace.
                         Complete family of 15", 17" and 19" touch screen models
                           with dual video display capability support advanced rich
                           media applications

IBM AnyPlace Checkout   Innovative self checkout kiosk takes self checkout to more
                        places than ever before. IBM AnyPlace Checkout™ combines
                        the AnyPlace Kiosk form factor with IBM's self checkout
                        software in an ultra-compact self checkout footprint. This
                        cashless self checkout option leverages the convenience of
                        self checkout in a wide variety of settings and can be
                        implemented in store departments and also small store
                        formats with limited space.




11
IBM Self Checkout     Groundbreaking new software and a wide variety of cash and
System                cashless models innovate how consumers transact.
                       Ultimate Visibility innovates how consumers transact.
                         A consumer-driven ergonomic design and highly intuitive
                         user interface help to optimize throughput and boost
                         loyalty.
                       Complete solution manageability increases availability.
                       Greater control and flexibility extend functionality.
                        Industry-leading POS integration improves reliability.
IBM SureMark Dual     A new world standard for speed, accuracy and ―green‖
Station Printer       retailing. Receipt printing and check processing all in one.
                       Fastest receipt printing in its class—80 LPS—27% faster
                          than closest competitor
                       Industry leading MICR reading and check processing—
                          99.95% accuracy
                       First to support ―green‖ polymer film receipts
                       Easy to manage with IBM exclusive Retail Systems
                          Management
                       Light-Path Management visual indicators
                       Unique service features including more customer
                          replaceable parts
IBM SureMark Single   Fast, high-quality thermal receipt printing for food service,
Station Printer       specialty and many other retailers.
                       Fastest IBM receipt printer ever—80 LPS—27% faster
                          than top competitor
                       Easy to manage with IBM exclusive Remote Management
                          Agent
                       Accurate, programmable sensor system monitors printer
                          ―health‖
                       Reduces paper changes by 46% with support for four-inch
                          (102 mm) rolls
                       Resists spillage—channels liquids away from critical
                          components
                       Flexible mounting options include
Additional Printer     SureMark Three-station: Fast, high-quality thermal
Options                   receipt printing for retailers that prefer paper journaling.
                       SureMark Fiscal: Fast, high-quality thermal POS printing
                          for retailers with fiscal requirements.

IBM Display           IBM SurePoint solutions can help you realize important POS
                      advantages. These leading-edge displays are designed to:
                       Enable cashiers to use a broad array of interaction tools—
                         from a finger to a credit card—while maintaining high
                         levels of accuracy and speed
                       Accelerate employee training with intuitive touch-screen
                         technology and exceptional video and sound capabilities
                       Leverage advanced IR technology for minimized glare and
                         long-lasting calibration
                       Integrate with existing as well as next-generation
                         hardware, software and peripherals to protect your POS
                         investments
                       Offer a spill-resistant, retail-hardened design to extend the
                         life of the display.




                                                                                         12
Software

IBM SurePOS ACE             Engineered for supermarkets, hypermarkets and chain drug
                            stores. The IBM SurePOS ACE for 4690 Operating System
                            (OS) point-of-sale (POS) application is designed to help
                            supermarket, hypermarket and chain drug retailers create an
                            infrastructure as dynamic as their business; to provide the best
                            possible customer experience at checkout for today’s smarter
                            shopper, including high volume scanning to speed checkout
                            and electronic marketing for personalized promotions.
IBM 4690 Operating          A solid platform for retail. One of the premier point-of-sale
System                      (POS) platforms in the retail industry, the IBM 4690 Operating
                            System is widely recognized for its robust functionality and
                            rock-solid reliability. Version 6 continues this tradition by
                            providing more functionality while remaining firmly committed
                            to current users. This new release is expanded to support a
                            broader range of hardware, peripherals and powerful Java™ 2
                                          1
                            applications. IBM 4690 V6 delivers a proven platform that
                            retailers can trust to empower employees, improve customer
                            service, and optimize their store operations.

IBM Remote                  Remote Management Agent is part of an end-to-end systems
Management Agent            solution that empowers retailers to manage their store
                            environments more competitively. It allows you to perform
                            remote configuration, software distribution, proactive remote
                            monitoring, asset tracking, diagnostic and problem
                            determination down to the device level — all while enabling
                            enterprise integration to IBM and other vendor systems
                            management solutions. Remote Management Agent helps
                            quickly and easily implement new technologies. Helps improve
                            IT staff productivity. Establishes a common control point for all
                            your store devices. And helps lower total cost of ownership for
                            your IT systems.
IBM Store Integrator        Prepare to Transform your store.
                             Facilitates sharing of POS information to maintain
                                consistency
                             Provides access to product information, enabling
                                employees to improve customer services without leaving
                                the store floor
                             Extends POS business logic and data sources to most
                                handheld devices and the Web via Java or XML interfaces
Data Integration Facility   Data from existing point-of-sale (POS) systems can be
                            transformed to support a best-practices store environment with
                            the IBM Data Integration Facility. The Data Integration Facility
                            standardizes POS data to support open standards that are
                            compatible with existing and future store systems.




13
IBM POS System Comparison Chart
SurePOS 100              SurePOS 300           SurePOS 500           AnyPlace POS         SurePOS 700
All-in-one POS           Compact POS           Elegant POS           Pervasive POS        Premier POS
                         Compact , eco-
Turn-key POS                                                                              Maximum
                         friendly POS with     Sleek, high
solution for retailers                                                                    performance and
                         expansion to          performance,          Versatile POS
that might look to                                                                        usability with
                         compete with          integrated POS
high-end ECR’s                                                                            flexible footprint
                         PCCD
General Merchant                               Food Service          Specialty            Grocery/Drug
Grocery/Convenien                              Hospitality           Hospitality          General
                         Specialty
ce                                             Specialty             General Merchant     Merchant/Govt
                         Grocery
Specialty                                      Convenience/Petrol    Convenience/Petrol   Specialty
                         Emerging to Mid-      Small-Mid-Large
Emerging Markets                                                                          Mid-Large
                         Sized                 Market                Mid-Large Business
AP and Eastern                                                                            Enterprise
                         AP, Europe, US        WW- #1 in Food        WW- good for new
Europe existing-                                                                          WW- ideal for
                         existing-new          Service               customers
new customers                                                                             existing customers
                         customers             Ideal for touch
                                               Value/Performance                          Entry/Value/Perfor
Entry Desktop            Entry Mobile                                Entry/Performance
                                               Desktop                                    mance Desktop
Technology               Technology                                  Mobile Technology
                                               Technology                                 Technology
                                                                                          Intel Core 2 Duo
                                                                                          E7400
                                               Intel Celeron M373    AMD Turion (Dual
VIA C7 2.0GHz            Intel Celeron M 373
                                               Intel Celeron E1500   Core) VIA C7 2.0G
                                                                                          Intel Pentium
                                                                                          Dual Core E5300
                                                                                          Intel Celeron 440




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