Data Capture/POS SolutionsWarehousing and Distribution

S P E C I A L T Y S O L U T I O N S D I V I S I O N

Earn More Margin With Data Capture/POS

The world of warehousing and distribution spans the use of many barcode-enabled, network-attached devices and applications. Data capture applications are an essential component to efficient systems within this market. By weaving certain questions into your conversations with warehousing and distribution customers, you can open the door to selling an adjacent technology that provides higher-margin revenue. And here’s some good news: You don’t have to be certified or authorized to sell many of this technology segment’s products.

Wholesale Market in 2013The warehousing and distribution business world runs on inventory management software that uses all the components of a barcode hardware solution. Inventory management gives a business visibility to the products they own, how many they own and where those products are located within their facility. Some of the hardware components comprising a system of this type are rugged wireless data-collection terminals, indus-trial barcode scanners, industrial barcode printers and barcode printer labels. All of the barcode equipment is attached to the wireless network used within the warehouse, along with additional rugged wireless terminals attached to the forklift.

Discovering an OpportunityIncorporate these simple questions into your conversations with end customers to uncover untapped margin potential:

•Whatinventory-controlsystemrunsyourwarehouse? This answer will name the software in use or uncover a larger opportunity because there’s no inventory-control system in place.

•Areyouusingruggedbarcodeterminalswithyoursystem? This will lead into age and possible durability issues with existing terminals.

•Howoldareyourbarcodeprinters? Are the current models approaching EOL? Are they happy with their existing printers?

•Whatbrand/modelofprinterareyouusing? Is it time to replace the printers?

•Areyoudoinganymobileprintinginthewarehouse? Mobile label printers are often carried by the employee to print labels on the fly. Do they need a refresh?

•Areyouhappywithyourlabelsupplier? There’s more money to be made in selling printer labels than in selling printers. Standard label size is 4"x6" on direct thermal paper for shipping.

• Isyourwirelessnetworksecure? Wireless intrusion protection comes in many different forms, so this can lead to huge opportunities of many different types. It’s a great question for networking companies can use to discover new network opportunities.

Warehousing and Distribution 101Here are some commonly used industrial products and descriptions of each:

•Ruggedmobiledataterminals—Mobile barcode computer that identifies inventory and stock locations by reading a barcode or an RFID tag. Talks to the network via 802.11. in real-time.

•Barcodescanners—Rugged barcode scanners, sometimes long range, reading both 1 and 2-D barcode symbologies. Possibly network attached.

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Data Capture/POS SolutionsWarehousing and Distribution

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•Industrialbarcodeprinters—To print barcode labels that are affixed to a SKU, revealing asset-specific data when scanned. Possibly network attached.

•MobileBluetoothprinters—A rugged mobile barcode label printer used in the warehouse or DC to print labels from a command generated by the rugged mobile data terminal. Possibly network attached.

•Inventorylabelsandtags—Printed barcode labels identifying the SKU.

•Inventorymanagementsoftware—The software application used in the warehouse to identify, track and manage a business’s inventory.

•Wirelessnetwork—The wireless network required to talk to the rugged terminals and Ethernet-connected printers to maintain real-time data flow.

Top SellersPotential products to upsell to your clients:

RuggedWirelessDataCollectionTerminals—WarehouseDatalogic Skorpio X3

Honeywell Dolphin 99GX

Intermec CK71 Ultra-Rugged

MotorolaMC9190-G

BarcodeScanners—IndustrialHoneywell Granit 1910i

Motorola DS3500-ER Series, DS3508 1-D/2-D Rugged Series, DS3578 Series, LS3008 Rugged, LS3408-ER Rugged, LS3408-FZ Rugged, LS3578-ER Rugged, LS3578-FZ Rugged, MT2000 Series

IndustrialBarcodePrintersDatamax/O’Neil I-Class Mark II

Intermec PX4i High Performance, PX6i High Performance, PM43/PM43c Mid-Range, PM4i Mid-Range, PF2i Mid-Range, PF4i Mid-Range, PD41 Commercial, PD42 Commercial, PA30 Specialty, 3240 Specialty

Printronix T5000r Thermal

Zebra Xi4 High-Performance

BarcodeLabelPrinters—MobileDatamax/O’Neil OC3, LP3, RL3, RL4

Intermec PB22 Rugged, PB32 Rugged, PB50 Rugged, PB21 Rugged, PB31 Rugged, PB42, PB51 Rugged, PR2 Durable, PR3 Durable, PB2, PB3, PW50 Workboard, 6822 Full Page

Zebra QLn420, QLn320, QLn220

InventoryControlSoftwareWasp Barcode

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