Digital Communities Chantilly, Virginia December.6-7.2005.

Digital Communities Digital Communities

Chantilly, VirginiaChantilly, VirginiaDecember.6-7.2005

COMPANY CONFIDENTIAL Slide 2

IntermecIntermec – Where We Are – Where We Are

Everett, WA – World HeadquartersCedar Rapids, IO – System & Solutions GroupCincinnati, OH – Media ProductsLos Angeles, CA – Latin America HeadquartersReading, England – Europe/Middle East/Africa HeadquartersToulouse, France – Scanner Engine DevelopmentSingapore – Asia Pacific Headquarters


The World’s Most Complete Line of The World’s Most Complete Line of ADC Products and ServicesADC Products and Services

Bar Code Printers, RFID and Media

WAN, LAN, PAN Networks Data Capture

Integration and Custom Development

Software Tools & Applications

Mobile Computing

Computers and Terminals


Focus on Five Vertical MarketsFocus on Five Vertical MarketsFocus on Five Vertical MarketsFocus on Five Vertical Markets

Industrial Products

Retail

Consumer Products

Transportation Logistics

Public Sector Government


* Mobile Asset Management, Load Optimization and Parcel Track and Trace Applications

Industry SolutionsIndustry SolutionsIndustry SolutionsIndustry Solutions

Ap

pli

cati

on

Pri

ori

ties

Selected Industry VerticalsIndustrial CPG Retail

Trans. &Logistics Government

WMS

DSD

WIP

Store Ops

Store Mgmt

WIP

Field Service

Store Ops

Store Mgmt

In-Transit Visibility Apps*

RFID Comp.


Intermec: Federal GovernmentIntermec: Federal Government

• Decades of Success in Government

• Original Holder LOGMARS

• AIT I and current holder of AIT III contract

• FEMA

• DHS

• DOE

• Etc.


Intermec: Outside the Federal Intermec: Outside the Federal Government–Government–the Public Sectorthe Public Sector

• State & Local • Data collection needs at the field level

• New application solutions in GIS, asset tracking, etc

• Intermec’s market position

• Digital Communities: the need for wireless infrastructure


Intermec: Public Sector SuccessIntermec: Public Sector Success


The Top 10 States: Where’sThe Top 10 States: Where’sthe Money?the Money?


Fortune 500 Ranking for 2004

Fortune 500 Companies plus

State & Local Government

Company Revenue vs. SLG Fiscal

Budgets in $billions

1 Walmart 258

2 Exxon 213

3 General Motors 195

4 Ford Motor 164

5 General Electric 134

6 State of California 117

7 Chevron-Texaco 112

8 Conoco Phillips 99

9 State of New York 94

10 Citigroup 94

11 IBM 89

12 Chrysler 82

13 AIG 81

14 HP 73

15 Verizon 67

16 Home depot 64

17 Berkshire 63

18 Altria Group 63

19 State of Texas 59

20 McKesson 57

21 State Farm 56

22 Cardinal Health 56

Fortune 500 Ranking for 2004

Fortune 500

Companies plus State & Local Government

Company Revenue vs. SLG Fiscal

Budgets in $billions

23 State of Florida 53

24 Kroeger 53

25 Fannie Mae 53

26 County of SF 51

27 Boeing 50

28County of Santa Clara 49

29 Amerisource 49

30 Target 48

31 B of A 48

32 State of Ohio 46

33 Pfizer 45

34 Costco 42

35 Dell 41

36 Sears (32) 41

37 SBC 40

38 City of New York 39

39 State of Michigan 38

40 AT & T 30

41 Prudential 28

42 State of Washington 26

43 Mobil Oil 25

44County of Los Angeles 16


What Are The “Hot”What Are The “Hot”Applications And Needs?Applications And Needs?

• Connecting government wirelessly

• Security & Public Safety, Disaster Recovery, Managing Hazardous Materials

• Transportation

• Health Services

• GIS

• Document Management


Intermec Has the RightIntermec Has the RightSolution ProvidersSolution Providers

• Connecting government wirelessly

• Security & Public Safety, Disaster Recovery, Managing Hazardous Materials

• Transportation

• Healthcare

• GIS



Today’s Driving Factors in the Today’s Driving Factors in the Public Sector Public Sector


Six Strategic Solutions that“Go Wide”

Public Services & Logistics

First Response

Public Safety

Criminal Justice Education

Health Services


1.1. Criminal Justice Criminal Justice • Inmate Management (Syscon)

• Tracking• Personal property• Events• Logging

• Jail Operations (Syscon)• Asset management• Work order/maintenance• Warehouse management• Commissary

• Jail Industries• Distribution

• Courts • Case Records Management


(Intermec associated ASP’s/VAR’s that have an existing(Intermec associated ASP’s/VAR’s that have an existingapplication and installations)application and installations)


2. Public Services & 2. Public Services & LogisticsLogistics

• Inspections (Accela)• Building • Health

• Parks & Recreation (Accela)• Asset management• Scheduling• Warehouse & Distribution centers

• GIS (Accela)• Building locations• Logistics• Storm Water Management

• Public Works (Accela)• Maintenance• Work Order Management• Land Management


3. Public Safety3. Public Safety

• Law Enforcement (Infokall, APS)• E citations• Incident reporting• Warrants• Electronic recording of tickets• Profiling

• Parking (ParkTrak)• Ticketing• Record validation

• CSI (Micromation)• Evidence Collections Management• Incident reporting

• Property & Evidence Management • Background Checks (Cogent)


4. First Response4. First Response

• Fire/EMT (Ascentrix)• Emergency Communications• Hazmat• Medical Personnel• Triage (Ascentrix)• Dispatch• FEMA • National Guard


5. Education5. Education

• Asset Management (Syscon)• Equipment• Events• Logging (MobileFrame)• Distribution

• School Operations (Datastream)• Asset management• Work order/maintenance• Warehouse management• Library systems


6. Health Services6. Health Services

• Patient care

• Login and Patient tagging

• Surgery Tracking

• Medical Records

• Pharmacy & Labs

• Inventory Management

• Prescription Tracking

• Specimen Collection

• Equipment Maintenance

• Asset Management


The Six Solutions That The Six Solutions That “Go Wide”“Go Wide”The Six Solutions That The Six Solutions That “Go Wide”“Go Wide”

Go

WID

E!!

!

State

County

City

First Response

Public Services & Logistics

Management

Public Safety

Criminal Justice

Health Care Systems

Education


Strategic PartnershipsStrategic Partnerships• Manufacturing:

• Dedicated public sector sales forces that are strategic to the overall Intermec solution set

• Market Leading Distributors

• Avnet, ScanSource, TechData

• Media Alliances


Solutions for Digital Solutions for Digital CommunitiesCommunities


Operating System Microsoft® Windows® for Pocket PC Microprocessor Intel® XScale™ Processor, 400 MHzMemory and StorageRAM Memory: 64 MB (128 MB optional)Flash ROM: 64 MB; includes ROM folder for application storageInternal Slots• Secure Digital (SD)• CompactFlash (CF) Type IIDisplayTransflective, 240x320 pixels, 3.8 in. (97 mm) diagonal, 256 K colorsCisco CompatibleVersion 1Version 2 (future) • Rain and Dust ResistanceIP64 compliantIntegrated Radio OptionsLAN: 802.11b/g (Wi-Fi certified)WAN: GSM/GPRS, CDMA/1XRTTBluetooth™ compatible module

761 Mobile Computer

Solutions for Digital Communities (cont’d)Solutions for Digital Communities (cont’d)


Operating SystemMicrosoft Windows Mobile 5.0 (Windows CE 5.0 later release)Hardware Standard: 64 MB RAM and 64 MB non-volatile Flash ROMMicroprocessor: PXA272 based on Intel XScale® technology running at 520 MHzMemory/Storage extensions: Secure Digital (SD) card slot, user accessible. Display: 480 x 640 color backlit transflective display with 3.7” diagonal and user selectable ambient light control. Switchable 240 x 320 (quarter VGA). Integrated stylus with storage slot on backside of computer.Keypad modules: Keypad modules are available with options for full 56-key alphanumeric format and simplified 14-key navigation layout. Can be installed and exchanged by the user. Overlays available for Terminal Emulation on alphanumeric modules.

CN30 Mobile Computer



Drop SurvivalMultiple 1.5 m (5 ft) drops.EnvironmentOperating Temperature: -10° to 50°C (14° to 122°F)Integrated Wireless LAN radioData Rates: Up to 54 Mbps per 802.11g; 11 Mbps per 802.11bAntenna: InternalStandards Compliant: IEEE 802.11g (2.4 Ghz.- OFDM). IEEE 802.11b (2.4 GHz - DSSS)Radio Power: 32 mWSecurity: WEP, WPA, 802.1x (EAP-TLS, TTLS, LEAP, PEAP)Certifications: Wi-Fi, WPACisco Compatible logo indicates compatibility with a Cisco infrastructureDisplay: 480 x 640 color backlit transflective display with 3.7” diagonal and user selectable ambient light control. Switchable 240 x 320 (quarter VGA). Integrated stylus with storage slot on backside of computer.

CN30 Mobile Computer



HardwareInterfaces: RS-232 serialPrint SpecificationsPrint Resolution: 203 dots per inch (dpi)Print Width: 11.2cm (4.4”)Print Speed: 5.1cm (2”) per secondPhysical CharacteristicsWith Card ReaderLength: 21cm (8.25”)Height: 8.57cm (3.38”)Width: 35.25cm (13.9”)Weight Empty: 1kg (2.21 lbs.)With batteries: 1.18kg (2.62 lbs.) With batteries and paper: 1.43kg (3.16 lbs.)HardwareInterfaces: RS-232 serialEnvironmentOperating Temperature: -20° to 50° C (-4° to 122° F)Operating Temperature with Card Reader: -10° to 50° C (14° to 122° F)Drop Survival: Withstands multiple 122cm (4’) drops to concrete

PW40 Workboard Printer



Physical CharacteristicsLength: 36.2 cm (14.25”) Height: 12.7 cm (5”)Width: 26 cm (10.25”) Weight: 5.06 kg (11.15 lbs)Standard FeaturesWireless *Bluetooth or RS-232 serial communicationHardwareControl Panel: 3 button control panel (forward, reverse, radio)Print SpecificationsPrint Direction: Bi-directional Print Speed: 230cpsWireless LAN CharacteristicsRange: 10 meters (30’) AccessoriesWall mounting plate; 20 degree dashboard mount with paper holder; paper tray; 700 Series Color Mobile Computer vehicle holderEnvironmentOperating Temp: -4° to 140° F (-20° to 60° C)Storage Temp: -22° to 149° F (-30° to 65° C)Regulatory ApprovalsFCC Class BCE Mark

PK80 Full Page Fixed Printer



Integrated Radio OptionsLAN: 802.11b/g (Wi-Fi certified)WAN: GSM/GPRS, CDMA/1XRTTBluetooth™ compatible module

MicroprocessorIntel® XScale™ Processor, 400 MHz

Cisco Compatible (CCX)Version 1Version 2 (future)

Rain and Dust Resistance:IP64 compliant

Drop Spec: 5’ drop, 26 times onto concrete

DisplayTransflective, 240x320 pixels, 3.8 in. (97 mm) diagonal, 256 K colors

761 Mobile Computer Main Features

CN30 Mobile Computer Main Features

Integrated Radio OptionsLAN: 802.11b/g (Wi-Fi certified)Bluetooth™ compatible module

MicroprocessorPXA272 based on Intel XScale® technology running at 520 MHz

Cisco Compatible (CCX)Version 1Version 2 (future)

Rain and Dust Resistance:IP54 compliant

Drop Spec: 5’ drop, 26 times onto concrete

Operating SystemMicrosoft Windows Mobile 5.0 (Windows CE 5.0 later release)

Display480 x 640 color backlit transflective display with 3.7” diagonal and user selectable ambient light control. Switchable 240 x 320 (quarter VGA)



Supply: Two internal batteries; user replaceable

With Card ReaderLength: 21cm (8.25”)Height: 8.57cm (3.38”)Width: 35.25cm (13.9”)Weight Empty: 1kg (2.21 lbs.)With batteries: 1.18kg (2.62 lbs.) With batteries and paper: 1.43kg (3.16 lbs.)

Print Resolution203 dots per inch (dpi)

Print Width11.2cm (4.4”)

Print Speed5.1cm (2”) per secondStandard Features Direct thermal line printer able to print characters, graphics and bar codes.Operating Temperature with Card Reader: -10° to 50° C (14° to 122° F)

PW40 Portable Workboard Printer

PK80 Fixed Printer

Standard FeaturesWireless *Bluetooth or RS-232 serial communication

Control Panel: 3 button control panel (forward, reverse, radio)

Environmentperating Temp: -4° to 140° F (-20° to 60° C)Storage Temp: -22° to 149° F (-30° to 65° C)

Length: 36.2 cm (14.25”) Height: 12.7 cm (5”)Width: 26 cm (10.25”) Weight: 5.06 kg (11.15 lbs)Standard Features Wireless *Bluetooth or RS-232 serial communicationAccessoriesWall mounting plate; 20 degree dashboard mount with paper holder; paper tray; 700 Series Color Mobile Computer vehicle holder



Introducing the Public Introducing the Public Sector Honours ProgramSector Honours Program

• A new Partner Program to assure qualified engagement with customers

• Partners required to meet the certification guidelines outlined in the Public Sector Partner program

• Three levels of certification based on industry knowledge, application solution knowledge, training programs attended, market position and sales volume


Three Levels of Public Sector Three Levels of Public Sector PartnersPartners

• Relational Partner Types (PS Program Member)• They have the key relations in an account but have no solution.• These Partners (or Potential Partners) are well networked with the local buyers or

decision maker.• Most products sold would be the Basic devices and printers (non-RF equipment). • If products requested are Advance products (RF products) then a solution will be

needed. • They can offer to show a solution with a “Local or National” Partner. • Local Solution Partner Types (PS Accredited Program Member)• They have a Solution with limited installs but no resources to “Go Wide”.• Have Access to the Advance Products (RF Products).• May choose to use Relational Partners to “Go Wide”• National or Global Solutions Partner Types (PS Premier)• They have a mature, proven certified solution with the means to “Go Wide”.• Willing and are required to work through Relational or Local Partners. • They don’t particular care to sell hardware.• They will not sell hardware when brought in a teaming opportunity.


Benefits of the Partner Benefits of the Partner ProgramProgram

Benefits Public Sector

Program Member Public Sector

Accredited Partner Public Sector

Premier Partner Recognition in Honours Program

Yes

Yes

Yes

Access to Intermec Partner Portal

Yes

Yes

Yes

Direct communication from Intermec

Yes

Yes

Yes

Special demo discounts

Yes

Yes

Yes

Invitation to Global Sales Summit

Yes

Yes

Yes

Co-op and MDF Dollars No

1%

2%

Eligible for leads No

Yes

Yes

Eligible for quarterly bonus rebate

No

No

Yes

Eligible for Influencer Reward Program (IRP)

Yes

Yes

Yes

Intermec Support Type Inside or Regional CAM Inside or Regional CAM National CAM

Reseller Fulfillment Distribution

Distribution

Distribution or direct

Other incentives Media Rewards Media Rewards


Interested in the Honours Interested in the Honours Program? Program?

Contact Chuck Mize

[email protected]

919-337-1227

mailto:[email protected]


Sales Engagement StrategySales Engagement Strategy• Intermec & Non Intermec Partners

• Responses to RFP’s

• Call Intermec at 1-800-934-3163/2506 or send an email to [email protected]

• We will “register” the opportunity at Intermec and send an email to all members of the DC for coordination of a response where you will be the registrar

• Provide supporting documents and contact information for partners

• Installed base of clients

• Provide a starter kit option in all quotes

• Provide supporting documents and contact information for partners

• New Clients

• Introduce the Digital Communities initiative and provide starter kit information

• Introduce partners to potential clients

• Client contact [email protected] Follow up by Sponsor or Partner will immediately take place.




Intermec SupportIntermec Support

• Product and Technical Support

• System Engineers across the country

• Professional Services from Site Surveys to integration and implementation

• Sales Support

• Dedicated Public Sector Regional Sales Managers to help with client engagements Corporate proposal & grant support

• Training and education classes at each road show

• Marketing Support

• 12-month marketing campaign with Government Technology Magazine, Mobile Solutions along with 9 road shows for 2006

• Published Public Sector Case Studies

• Monthly Newsletters featuring Public Sector Solutions


Small Communities Small Communities Implementation PricingImplementation Pricing

Mesh Network Covering ½ Sq. Miles

1. Site Survey ---------------------- $4,400

2. Site Installation ----------------- $6,400

3. 20 Access Points ---------------- $45,000

4. Training --------------------------$6,000

5. Maintenance ---------------------$12,000 per year

6. 20 Intermec 761’s--------------- $58,921 (based on GSA pricing schedule)

7. 20 Portable 4” Printers-----------$24,484 (based on GSA pricing schedule)


Medium Communities Medium Communities Implementation PricingImplementation Pricing

Mesh Network Covering 1 Sq. Miles

1. Site Survey ---------------------- $8,800

2. Site Installation ----------------- $12,800

3. 50 Access Points ---------------- $90,000

4. Training --------------------------$12,000

5. Maintenance ---------------------$24,000 per year

6. 50 Intermec 761’s----------------$147,305 (based on GSA pricing schedule)

7. 50 Portable 4” Printers-----------$61,209 (based on GSA pricing schedule)

With Intel, Cisco and Intermec, your wireless community canstay mobile. This is truly making your city a Digital Community.

Welcome to the Future!

Thank YouThank You

Digital Communities Chantilly, Virginia December.6-7.2005.

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Transcript of Digital Communities Chantilly, Virginia December.6-7.2005.