Keeping its focus on partnerships and value-add, Ingram Micro's Data Capture/POS Division held its annual partner invitational from Feb. 11-13 at the Renaissance Hotel in Austin, Texas.

The three-day education and networking event was well-attended by Ingram Micro's existing and potential partners with more than 130 representatives from 51 manufacturers. More than 160 solution providers and 60 Ingram Micro associates also attended.

As in years past, the event gave manufacturers and resellers an opportunity to network while learning about the markets influenced by data capture/POS technologies. Attendees also gained valuable perspectives on the technology trends and applications impacting mainstream IT channel and vertical market sectors including retail, hospitality, health care, government/education and manufacturing and warehousing.

The event kicked off with a motivational keynote speech from Mike Ditka, the former coach of the Chicago Bears, who led the team to a Super Bowl victory in 1985. While Ditka is not directly involved with the channel, he still formatted his discussion toward attendees. He recalled the leadership tactics he used during his years of coaching the Bears and the New Orleans Saints toward winning seasons, and how these tactics could be applied in a business setting. "Mike Ditka was great to listen to," said attendee Gary Bowser, president of Optical Phusion. Based in Manchester, N.H., Optical Phusion is an Ingram Micro reseller partner. "His (Ditka's) discussion wasn't about business per se, but more about team building and how we could take the lessons that he's learned through coaching and implement them in the business world. He talked about all of the things that worked for him, and what didn't work, and through this, I think he was able to connect with everyone in the audience in some shape, way or form."

Attendees also participated in various targeted business-building breakout sessions and vertical-market workshops. They also had the opportunity to attend various live solution demonstrations and roundtable discussions featuring successful partners, Ingram Micro executives and manufacturers.
John Soumbasakis, vice president and general manager, Ingram Micro's DC/POS Division, addressed the crowd, offering his thoughts on the state of this industry area and what's to come in 2008. (Note: For more information on these predictions, please see the accompanying sidebar article: "Convergence Promises Big Changes for AIDC/POS.")

Aaron Shaffer, Ingram Micro's vice president for Human Resources, spoke about the challenges of leading and motivating the work force, which was well-received by attendees. "Aaron Shaffer spoke about how to hire the best people and also discussed team-building exercises, which were helpful, because the theme of the invitational was about how to better-strengthen partnerships," Bowser said.

Joe Finizio, executive director of the Retail Solutions Providers Association also spoke during one of the retail market vertical workshops. Finizio talked about the many business opportunities available in retail technology. He also helped attendees obtain an understanding of the PCI security compliance issues and the reasons why this topic will continue to impact the retail vertical.

A major announcement was also made at the event, which involved a new bundled solution that's available from Ingram Micro. HP, Microsoft and First Data are moving toward a joint effort with the distributor to meet the needs of VARs looking for a complete POS solution that includes hardware, peripherals, software and revenue sharing on merchant processing accounts.

The bundle, which can enable VARs to further expand on their business model by selling the entire POS solution, combines the HP retail hardened POS Hardware rp5000 or rp5700, Microsoft POS software and Merchant Services from First Data. Going forward, the new bundle will help build resources for partners who look to Ingram Micro as a resource provider. "Ingram helps us maximize our partnerships, which helps us to be stronger and we therefore don't have to take on the burden of operating costs because they allow us to maximize their resources."


Convergence Promises Big Changes for AIDC/POS 

By John Soumbasakis
VP & General Manager
Ingram Micro, Inc.
Data Capture / POS Division

The convergence of data capture and POS technologies with adjacent technologies will be the most influential change driver for AIDC/POS in 2008. We have seen gradual convergence over the past few years; the pace recently has accelerated and will continue to do so. New and better ways are emerging to solve business problems by combining technologies that in the past were considered parts of disparate solutions. VARs that capture this opportunity, by expanding their capabilities or partnering with others who have complementary expertise, will ultimately benefit versus those who allow convergence to happen around them.

Examples of convergence impacting data capture and POS markets abound. In POS, merchants are more interested in incorporating technologies such as digital signage and video surveillance into the overall solution, along with POS systems. And every POS install requires servers and networking equipment. Solution providers are becoming savvier in supporting more of the complete need expressed by the merchant, as it results in better customer service and stronger loyalty.
In data capture, whether the vertical is manufacturing, health care or field service, mobile terminals and barcode printers are usually most critical to the business solution. But every installation also requires networking equipment, security, servers and storage. And more mobile terminals are doubling as cell phones requiring activation. So as data capture applications evolve, the link to adjacent technologies is becoming stronger.

The key question for VARs is how to capitalize on the opportunity presented by convergence. By closely evaluating their customers' business needs, VARs can determine whether to expand capabilities in related technologies or develop a partnership with a VAR who has expertise in an adjacent technology. Regardless of approach, as convergence becomes much more relevant to AIDC and POS solutions VARs must develop a strategy to address it and capitalize rather than risk missing out.