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Ken	
  Morris	
        John	
  Pruban	
     Andrew	
  Gaffney	
  
Principal	
            President	
          Editor	
  
Boston	
  Retail	
     tekservePOS	
        Retail	
  TouchPoints	
  
Partners	
  
Your	
  GoToWebinar	
  A;endee	
  Viewer	
  is	
  made	
  of	
  2	
  parts:	
  
      1. Viewer Window                                2. Control Panel




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Ken	
  Morris	
                                    John	
  Pruban	
  
Principal	
                                        President	
  
Boston	
  Retail	
                                 tekservePOS	
  
Partners	
  




                       Andrew	
  Gaffney	
  
                       Editor	
  
                       Retail	
  TouchPoints	
  
12th Annual POS
Benchmarking Survey

         Mobilizing POS
               August 2011
Agenda
    About Boston Retail Partners

    POS Benchmarking Survey
       Areas of Focus
       Hardware Trends
       Mobile Offerings
       Networks

    Virtualization of POS
       Cost Comparison
       Opportunities


    The Future
       Shifting Retail
       The Network is the Key
       The Future is Now
About Boston Retail Partners
  Established in 2009, we are a leading independent retail/wholesale
   management services firm
  Built with a unique professional profile
      Managed by industry-recognized leaders
      All firm members have retail line management experience
          o    Several served as officers of major corporations
          o    Comprehensive functional and technical experience
      Recruits experienced professionals in retail technology, store operations,
         merchandise management, and supply chain management
  Relevant experience working with both hardline and softline retail companies on
   strategy, selection, and deployment of merchandise and supply chain solutions
  History of serving acknowledged industry leaders (for example)

           o    Brooks Brothers   o    Target         o    J. Crew
           o    Ann Taylor        o    Kohl’s         o    Limited Brands
           o    TJX               o    TBC Corp       o    Charlotte Russe
           o    Bob’s Furniture   o    Vera Bradley   o    Polo Ralph Lauren

    No exclusive partnerships or alliances with software or hardware providers
BRP Experience
Agenda
    About Boston Retail Partners

    POS Benchmarking Survey
       Areas of Focus
       Hardware Trends
       Mobile Offerings
       Networks

    Virtualization of POS
       Cost Comparison
       Opportunities


    The Future
       Shifting Retail
       The Network is the Key
       The Future is Now
Survey Overview

•    Surveyed more than 500 top
     U.S. retailers

•    Online responses solicited in
     November/December 2010

•    Respondents generally C-
     level or VP/ Directors of Store
     Systems

•    Offers insight into store-level
     tactics and strategies in
     industry

•    Results premiered at NRF in
     January 2011
Areas of Focus

•    Retailers focusing on
     POS hardware and
     mobile solutions

•    There are far more
     areas of increased
     spending this year
     versus last year which
     means pent-up
     demand will drive
     these focus areas.
Hardware Replacement

[Trend]   •    In the last few years, there has been a resurgence of
               interest in upgrade or replacement of POS systems.

          •    Retailers have realized the importance of a strong
               POS system to support the customer and associate at
               the store.
Hardware Virtualization

[Opportunity]
  •    We have seen tremendous
       interest in virtualization at the
       home office with most retailers
       moving from a distributed model
       to a central, virtual model. The
       time has come for retailers to
       consider this model in the store
       environment where most have
       already embraced the concept
       for many in-store applications.
Mobile Offerings

[Opportunity]   •    Between the growing acceptance of
                     smartphones and consumers’ need for instant
                     access to information, mobile is becoming a
                     force to be reckoned within the industry.
Networks

[Opportunity]   •    The more mobile computing we do the more
                     important the network becomes – we can
                     use it to access content and product
                     information from vendors, we can utilize
                     host-based analytics along with geo-location
                     capabilities to price and promote products in
                     real-time to our best customers and allow
                     them to use social networking to solicit
                     feedback from their friends.
                     Networks
Agenda
    About Boston Retail Partners

    POS Benchmarking Survey
       Areas of Focus
       Hardware Trends
       Mobile Offerings
       Networks

    Virtualization of POS
       Cost Comparison
       Opportunities


    The Future
       Shifting Retail
       The Network is the Key
       The Future is Now
Virtualization of POS

•    Retailers are
     already
     experimenting with
     centralization with
     many already
     centrally running
     loss prevention,
     pricing, inventory,
     replenishment, and
     fulfillment – point-
     of-sale offers
     retailers additional
     opportunities
Virtualization of POS

•    Retailers can move
     dollars usually
     allocated to the POS
     environment and
     focus on more
     strategic POS
     initiatives to enhance
     and personalize the
     customer experience.
Opportunities of Virtualization
•  Reduced initial hardware costs
•  Reduced deployment time
•  Simplified hardware maintenance
•  Labor savings
•  Simplified software upgrades
•  Simplified PCI compliance
•  Reduced training costs
•  Reduced telephone costs
•  Increased customer service
•  Better business agility and flexibility
Agenda
    About Boston Retail Partners

    POS Benchmarking Survey
       Areas of Focus
       Hardware Trends
       Mobile Offerings
       Networks

    Virtualization of POS
       Cost Comparison
       Opportunities


    The Future
       Shifting Retail
       The Network is the Key
       The Future is Now
Shifting Retail

Wal-Mart CEO predicts tech "inflection point" this year
Mobile and other technologies are shifting the way retail operates, and this
year is likely to bring even bigger change, Wal-Mart CEO Mike Duke said
at the World Economic Forum in Davos, Switzerland, this week.
The Network is the Key


The Network is the
Center of the Universe!

   •  Mobile shopping
   •  Guided selling
   •  Real-time analytics
   •  Social purchasing
   •  2D Product Info
   •  Higher up-time
   •  Lower Cost…..
   •  Lower Cost…..
   •  Lower Cost…..
The Future is Now
The Future is Now

We are at a strategic inflection point where the network is taking
center stage, this enables a mobile world where consumers drive
self checkout on their smart phone, interact with their friends in
real-time on purchase decisions, and receive discounts and
personalized pricing as they are shopping.

                             This creates a win both for the
                             consumer, and for the retailer who may
                             use less POS equipment in their stores
                             avoiding those additional hardware
                             costs.
Questions


To request a copy of BRP’s 12th
Annual POS Benchmarking Survey:
Mobilizing POS or Reinventing the
Store Environment: Virtualization of
Retail Point-of-Sale please visit
www.bostonretailpartners.com.
Using Consolidation in ….

Increasing The ROI on
the Next Gen Store Systems
Purchasing & Maintenance Trends




John Pruban, President & CEO
tekservePOS
August 23, 2011
C   Procurement & Maintenance Trends / Challenges



Within	
  today’s	
  environment	
  …	
  
comes	
  a	
  whole	
  new	
  set	
  of	
  challenges	
  !
C   Procurement & Maintenance Trends / Challenges


As a retailer, how do I…

     •  Improve customer service and experience?
     •  Increase revenue?
     •  Find new / better ways to reduce expenses?
C     Procurement & Maintenance Trends / Challenges


Investing in Technology!
According to Boston Retail Partners’ (BRP) 12th Annual POS
Benchmarking Survey, more than 50% of all retailers are
planning to increase spending over the next 12 months in:

    POS Hardware
    Mobile Solutions
    CRM
    POS Software
Increasing The ROI On Next Gen Store SystemsIncreasing The ROI On Next Gen Store Systems
C   Procurement Trends / Challenges
         "   More technologies coming into IT and/or onto network.

         "   Within each technology, more options to chose from, more
             vendors in the mix.

         "   Significantly reduced hardware lifecycles.
         "   More research to perform:
              •  Next generation options for an existing platform.
              •  Competitive options for an existing platform.
              •  Matching options for a designed specification.
              •  Specification design for a particular need.

         "   Less OEM representation at a direct level.

         "   Less people to execute research, negotiation and fulfillment.

         "   Increased pressure to ensure best possible price: RFPs,
             auctions and multiple bids at all times.
C   Typical Approach to Hardware Procurement
                       Technology Research




                   Price Negotiation / Bid Process    OEMs /
    Retailers                                        Solution
                             Fulfillment
                                                     Providers

                       •  Leveraging volume
           •  NextBasic order processing, existing platform.
               •   generation options for an PO,
                  Shipment Management
                       •  RFP
           •  Competitive options for an existing platform.
                       •  Auction Execution
           •  Matching options for a designed specification.
               •  Management of logistics, timetables,
                       •  Three bids at all times
                  etc.
           •  Specification design for a particular need.
                       •  Cost + purchasing programs
A Consolidated Hardware Approach


What to do ???

  Find consolidated sources of information through
   Outsourcing Innovation
A Consolidated Hardware Approach




                                          OEMs /
    Retailers     Technology Research    Solution
                   Price Negotiation /
                       Bid Process
                                         Providers
                       Fulfillment
Purchasing Keys to success …

"   Look for vendor with true OEM relationships, not just through
    distribution channels.

"   Ensure yourself of a broad product management portfolio …
    more under one roof.

"   Demand transparency … Cost Plus purchasing programs.

"   Understand core competencies and market position.

"   Look for vendor that can be leveraged or “blurred”
    into other business areas …
      "   Repair & maintenance
      "   Warranty entitlement, consumable management
      "   Logistics, end state of asset
      "   Retired asset handling
How consolidation saves you money and time …

"   Create efficiencies and save time by…

    "   Free up valuable internal resources to focus on core tasks.

    "   Less vendors; less shipping, tracking, invoices, POs to manage; less
        process’; less headaches; less risk, more success.

    "   Eliminate time spent on researching new technology, vendors and
        trends.

    "   No longer need to get competitive bids or re-bidding every time the
        equipment needs to be ordered.

    "   Make better business decisions off real-time, transparent, consolidated
        data visible 24/7/365.

    "   No more guess work on warranties; tracked, managed and when
        warranties are up, equipment can be shifted over to the contract for a
        seamless transition.
About tekservePOS…
              "   Established in 2001, tekservePOS is a national
                  POS technology and IT solutions provider.

              "   10 years experience as a retail-focused company
                  helping to consolidate vendors within the retail IT
                  supply chain.

              "   Key customers include:

tekservePOS        • 
                   • 
                            Office Depot
                            Williams-Sonoma
                                                       • 
                                                       • 
                                                            Eddie Bauer
                                                            The Container Store
                   •        The Children’s Place       •    Neiman Marcus
                   •        The Sports Authority       •    Von Maur
                   •        Walgreen’s                 •    J. Crew
                   •        Brown Shoe                 •    Brooks Brothers
                   •        Dollar Tree                •    Polo Ralph Lauren


              "   Solution base includes:
                   "        Hardware Procurement
                   "        Project Rollout Services
                   "        Repair & Maintenance
                   "        Help Desk
                   "        Software
Increasing The ROI On Next Gen Store SystemsIncreasing The ROI On Next Gen Store Systems
New Content on Vendor Consolidation



New whitepaper available:
The New Realities Of
Managing Store Investments

Download Now:
http://rtou.ch/Store-Investments	
  
Thank you!



Any questions?

For more information, contact:

John Pruban,
(847) 805-9060
jpruban@tekservepos.com
Your	
  GoToWebinar	
  A;endee	
  Viewer	
  is	
  made	
  of	
  2	
  parts:	
  
      1. Viewer Window                                2. Control Panel




                                               Type your question here
Ken	
  Morris	
                                    John	
  Pruban	
  
Principal	
                                        President	
  
Boston	
  Retail	
                                 tekservePOS	
  
Partners	
  




                       Andrew	
  Gaffney	
  
                       Editor	
  
                       Retail	
  TouchPoints	
  
You	
  can	
  download	
  this	
  presentaCon	
  here:	
  

         h;p://rtou.ch/increase-­‐roi	
  

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Increasing The ROI On Next Gen Store SystemsIncreasing The ROI On Next Gen Store Systems

  • 1. Ken  Morris   John  Pruban   Andrew  Gaffney   Principal   President   Editor   Boston  Retail   tekservePOS   Retail  TouchPoints   Partners  
  • 2. Your  GoToWebinar  A;endee  Viewer  is  made  of  2  parts:   1. Viewer Window 2. Control Panel Type your question here
  • 4.   Launched in 2007   Over 20,000 subscribers   To provide executives with relevant, insightful content across a variety of digital medium Free subscription to our weekly newsletter: www.retailtouchpoints.com/signup
  • 5. Ken  Morris   John  Pruban   Principal   President   Boston  Retail   tekservePOS   Partners   Andrew  Gaffney   Editor   Retail  TouchPoints  
  • 6. 12th Annual POS Benchmarking Survey Mobilizing POS August 2011
  • 7. Agenda   About Boston Retail Partners   POS Benchmarking Survey   Areas of Focus   Hardware Trends   Mobile Offerings   Networks   Virtualization of POS   Cost Comparison   Opportunities   The Future   Shifting Retail   The Network is the Key   The Future is Now
  • 8. About Boston Retail Partners   Established in 2009, we are a leading independent retail/wholesale management services firm   Built with a unique professional profile   Managed by industry-recognized leaders   All firm members have retail line management experience o  Several served as officers of major corporations o  Comprehensive functional and technical experience   Recruits experienced professionals in retail technology, store operations, merchandise management, and supply chain management   Relevant experience working with both hardline and softline retail companies on strategy, selection, and deployment of merchandise and supply chain solutions   History of serving acknowledged industry leaders (for example) o  Brooks Brothers o  Target o  J. Crew o  Ann Taylor o  Kohl’s o  Limited Brands o  TJX o  TBC Corp o  Charlotte Russe o  Bob’s Furniture o  Vera Bradley o  Polo Ralph Lauren   No exclusive partnerships or alliances with software or hardware providers
  • 10. Agenda   About Boston Retail Partners   POS Benchmarking Survey   Areas of Focus   Hardware Trends   Mobile Offerings   Networks   Virtualization of POS   Cost Comparison   Opportunities   The Future   Shifting Retail   The Network is the Key   The Future is Now
  • 11. Survey Overview •  Surveyed more than 500 top U.S. retailers •  Online responses solicited in November/December 2010 •  Respondents generally C- level or VP/ Directors of Store Systems •  Offers insight into store-level tactics and strategies in industry •  Results premiered at NRF in January 2011
  • 12. Areas of Focus •  Retailers focusing on POS hardware and mobile solutions •  There are far more areas of increased spending this year versus last year which means pent-up demand will drive these focus areas.
  • 13. Hardware Replacement [Trend] •  In the last few years, there has been a resurgence of interest in upgrade or replacement of POS systems. •  Retailers have realized the importance of a strong POS system to support the customer and associate at the store.
  • 14. Hardware Virtualization [Opportunity] •  We have seen tremendous interest in virtualization at the home office with most retailers moving from a distributed model to a central, virtual model. The time has come for retailers to consider this model in the store environment where most have already embraced the concept for many in-store applications.
  • 15. Mobile Offerings [Opportunity] •  Between the growing acceptance of smartphones and consumers’ need for instant access to information, mobile is becoming a force to be reckoned within the industry.
  • 16. Networks [Opportunity] •  The more mobile computing we do the more important the network becomes – we can use it to access content and product information from vendors, we can utilize host-based analytics along with geo-location capabilities to price and promote products in real-time to our best customers and allow them to use social networking to solicit feedback from their friends. Networks
  • 17. Agenda   About Boston Retail Partners   POS Benchmarking Survey   Areas of Focus   Hardware Trends   Mobile Offerings   Networks   Virtualization of POS   Cost Comparison   Opportunities   The Future   Shifting Retail   The Network is the Key   The Future is Now
  • 18. Virtualization of POS •  Retailers are already experimenting with centralization with many already centrally running loss prevention, pricing, inventory, replenishment, and fulfillment – point- of-sale offers retailers additional opportunities
  • 19. Virtualization of POS •  Retailers can move dollars usually allocated to the POS environment and focus on more strategic POS initiatives to enhance and personalize the customer experience.
  • 20. Opportunities of Virtualization •  Reduced initial hardware costs •  Reduced deployment time •  Simplified hardware maintenance •  Labor savings •  Simplified software upgrades •  Simplified PCI compliance •  Reduced training costs •  Reduced telephone costs •  Increased customer service •  Better business agility and flexibility
  • 21. Agenda   About Boston Retail Partners   POS Benchmarking Survey   Areas of Focus   Hardware Trends   Mobile Offerings   Networks   Virtualization of POS   Cost Comparison   Opportunities   The Future   Shifting Retail   The Network is the Key   The Future is Now
  • 22. Shifting Retail Wal-Mart CEO predicts tech "inflection point" this year Mobile and other technologies are shifting the way retail operates, and this year is likely to bring even bigger change, Wal-Mart CEO Mike Duke said at the World Economic Forum in Davos, Switzerland, this week.
  • 23. The Network is the Key The Network is the Center of the Universe! •  Mobile shopping •  Guided selling •  Real-time analytics •  Social purchasing •  2D Product Info •  Higher up-time •  Lower Cost….. •  Lower Cost….. •  Lower Cost…..
  • 25. The Future is Now We are at a strategic inflection point where the network is taking center stage, this enables a mobile world where consumers drive self checkout on their smart phone, interact with their friends in real-time on purchase decisions, and receive discounts and personalized pricing as they are shopping. This creates a win both for the consumer, and for the retailer who may use less POS equipment in their stores avoiding those additional hardware costs.
  • 26. Questions To request a copy of BRP’s 12th Annual POS Benchmarking Survey: Mobilizing POS or Reinventing the Store Environment: Virtualization of Retail Point-of-Sale please visit www.bostonretailpartners.com.
  • 27. Using Consolidation in …. Increasing The ROI on the Next Gen Store Systems Purchasing & Maintenance Trends John Pruban, President & CEO tekservePOS August 23, 2011
  • 28. C Procurement & Maintenance Trends / Challenges Within  today’s  environment  …   comes  a  whole  new  set  of  challenges  !
  • 29. C Procurement & Maintenance Trends / Challenges As a retailer, how do I… •  Improve customer service and experience? •  Increase revenue? •  Find new / better ways to reduce expenses?
  • 30. C Procurement & Maintenance Trends / Challenges Investing in Technology! According to Boston Retail Partners’ (BRP) 12th Annual POS Benchmarking Survey, more than 50% of all retailers are planning to increase spending over the next 12 months in:   POS Hardware   Mobile Solutions   CRM   POS Software
  • 32. C Procurement Trends / Challenges "   More technologies coming into IT and/or onto network. "   Within each technology, more options to chose from, more vendors in the mix. "   Significantly reduced hardware lifecycles. "   More research to perform: •  Next generation options for an existing platform. •  Competitive options for an existing platform. •  Matching options for a designed specification. •  Specification design for a particular need. "   Less OEM representation at a direct level. "   Less people to execute research, negotiation and fulfillment. "   Increased pressure to ensure best possible price: RFPs, auctions and multiple bids at all times.
  • 33. C Typical Approach to Hardware Procurement Technology Research Price Negotiation / Bid Process OEMs / Retailers Solution Fulfillment Providers •  Leveraging volume •  NextBasic order processing, existing platform. •  generation options for an PO, Shipment Management •  RFP •  Competitive options for an existing platform. •  Auction Execution •  Matching options for a designed specification. •  Management of logistics, timetables, •  Three bids at all times etc. •  Specification design for a particular need. •  Cost + purchasing programs
  • 34. A Consolidated Hardware Approach What to do ???   Find consolidated sources of information through Outsourcing Innovation
  • 35. A Consolidated Hardware Approach OEMs / Retailers Technology Research Solution Price Negotiation / Bid Process Providers Fulfillment
  • 36. Purchasing Keys to success … "   Look for vendor with true OEM relationships, not just through distribution channels. "   Ensure yourself of a broad product management portfolio … more under one roof. "   Demand transparency … Cost Plus purchasing programs. "   Understand core competencies and market position. "   Look for vendor that can be leveraged or “blurred” into other business areas … "   Repair & maintenance "   Warranty entitlement, consumable management "   Logistics, end state of asset "   Retired asset handling
  • 37. How consolidation saves you money and time … "   Create efficiencies and save time by… "   Free up valuable internal resources to focus on core tasks. "   Less vendors; less shipping, tracking, invoices, POs to manage; less process’; less headaches; less risk, more success. "   Eliminate time spent on researching new technology, vendors and trends. "   No longer need to get competitive bids or re-bidding every time the equipment needs to be ordered. "   Make better business decisions off real-time, transparent, consolidated data visible 24/7/365. "   No more guess work on warranties; tracked, managed and when warranties are up, equipment can be shifted over to the contract for a seamless transition.
  • 38. About tekservePOS… "   Established in 2001, tekservePOS is a national POS technology and IT solutions provider. "   10 years experience as a retail-focused company helping to consolidate vendors within the retail IT supply chain. "   Key customers include: tekservePOS •  •  Office Depot Williams-Sonoma •  •  Eddie Bauer The Container Store •  The Children’s Place •  Neiman Marcus •  The Sports Authority •  Von Maur •  Walgreen’s •  J. Crew •  Brown Shoe •  Brooks Brothers •  Dollar Tree •  Polo Ralph Lauren "   Solution base includes: "   Hardware Procurement "   Project Rollout Services "   Repair & Maintenance "   Help Desk "   Software
  • 40. New Content on Vendor Consolidation New whitepaper available: The New Realities Of Managing Store Investments Download Now: http://rtou.ch/Store-Investments  
  • 41. Thank you! Any questions? For more information, contact: John Pruban, (847) 805-9060 jpruban@tekservepos.com
  • 42. Your  GoToWebinar  A;endee  Viewer  is  made  of  2  parts:   1. Viewer Window 2. Control Panel Type your question here
  • 43. Ken  Morris   John  Pruban   Principal   President   Boston  Retail   tekservePOS   Partners   Andrew  Gaffney   Editor   Retail  TouchPoints  
  • 44. You  can  download  this  presentaCon  here:   h;p://rtou.ch/increase-­‐roi