Customer Application - Honeywell Scanning and Mobility

Report
Greg Payne
Sr. Manager Mobility Systems
Win with Honeywell:
Enterprise Mobility Solutions
 Honeywell.com
HSM Enterprise Mobility Solution Agenda
• HSM Enterprise Mobility Overview
• HSM Mobility Portfolio and Roadmap
• Anatomy of a Mobility Win(s)
2
HSM Mobility Solutions
Honeywell Proprietary
 Honeywell.com
HSM Enterprise Mobility Initiative
HSM defines Enterprise Mobility as businesses and their
mobile workforce who utilize automated data collection
solutions to better serve their customers when and where
business is conducted.
These solutions combine hardware, software, and
professional services to meet the needs of the worker and
customer while delivering measurable value.
3
HSM Mobility Solutions
Honeywell Proprietary
 Honeywell.com
Honeywell Scanning & Mobility Economic Sectors Served
Other
Government
Mfg
Retail In-store
Transportation & Distribution
Inventory / POS
Parcel Delivery
Healthcare
Bedside Medication Verification
Work-in-process tracking
Vehicle check point
HSM’s primary economic sectors are Retail, HC and T&L; Opportunities
exist to leverage each others’ strengths
4
HSM Mobility Solutions
Honeywell Proprietary
 Honeywell.com
Enterprise Mobility Adoption Factors
• Broader network coverage – Wireless Everywhere
– Pervasive computing realized
• Faster network speed
– Real Time Data = business value drivers
– 1MB throughput threshold achieved
• Affordable data plans – competition & “Carrier Freedom”
• “Smartphone” effect
– Multimedia technology converged into one device
– Explosion of mobile applications
– Rapid consumer & business adoption
• Need for competitive advantage
– Provide better customer service, improve asset utilization, increase revenues,
lower operating costs
5
HSM Mobility Solutions
Honeywell Proprietary
 Honeywell.com
HSM Enterprise Mobility Growth
HSM Mobility
HSM Mobility Revenue
Honeywell Mobility Revenue
Hardware sales less FedEx business
Assumes 15%
growth
2010 Worldwide position
2008
Motorola
Intermec
Psion
Honeywell
Datalogic
Denso
YOY Market
Share
Increase
HSM
2009
2010
Normalized Industry
Key Drivers for Growth
• New Product Vitality
• Partner development
• Sales headcount increases
• Recognition of Honeywell’s
sincerity about the Mobility space
7
HSM Mobility Solutions
Honeywell Proprietary
 Honeywell.com
Honeywell Scanning & Mobility Objectives
Build brand equity as a leader in AIDC Solutions
Grow connected install base to 100%; develop unique features
that remain exclusive to Honeywell
Provide software and services throughout our products’ useful life
to maximize touch points and customer intimacy
Build out our enterprise mobility portfolio in order to address
targeted end user requirements by delivering solutions that provide
value and differentiation relative to the next best alternative
Speed time-to-market and “blanket” target spaces through
mutually-lucrative partnerships
8
HSM Mobility Solutions
Honeywell Proprietary
HSM Mobility Portfolio and Roadmap
 Honeywell.com
HSM Mobility Portfolio – 2010 Current
HSM Benefits
•
•
•
•
•
•
•
9900 Series
Purpose Built Solutions
Enhanced Screen Optics
Shift Plus Battery Life
Ergonomic and Durable
Adaptus Imaging Technology
Multi Media Image Processing
Software Assets – ReM & SDKs
9700
7600
7850
Price
6500
6100
OptimusPDA
2010 EOL
OptimusR
OptimusS
Scanpal2
Comprehensive mobility
portfolio…but where are the gaps?
•
•
•
•
•
•
•
Dolphin 7900
Dolphin 7850
Dolphin 7600 Gen I
56xx OptimusR
57xx OptimusPDA
TT85xx/88xx
IK85xx
Performance
10
HSM Mobility Solutions
Honeywell Proprietary
 Honeywell.com
HSM Mobility Portfolio: 2011*
99EX
9900 Series 9700 97EX
7600
6500 Series
Price
EDA2
6100 Series
Mobility Areas of Focus
OptimusS
EDA3
Scanpal2
EDA1
*Subject to Change
• EDA Portfolio – several devices each
with different target segments; each with
different price / technology trade-off point
• 99EX release – worldwide release of all
configurations
• 6x00 OS Refresh & additional options
• 97EX – refresh high-end PDA
architecture
Performance
11
HSM Mobility Solutions
Honeywell Proprietary
 Honeywell.com
HSM Mobility Systems Roadmap 2011
2011
Dolphin 9700
MSR Module
Q1
Dolphin 99EX / UPS DiadV
802.11abgn, GSM/GPRS
3.75G voice/data,
GSM/CDMA SDR, BT, GPS,
G6 imager, WM 6.5/WEH,
Healthcare
Dolphin 6500
Win Mobile 6.5,
laser
Dolphin 6500
Pistol Grip Sled
Q3
Q2
Dolphin 6100
Win Mobile
6.5, laser
(subject to change)
Q4
2012
Dolphin 97EX
802.11abgn, 3.5
GSM/CDMA data,
BT, AGPS, G6
imager, WM 6.5,
Healthcare
Dolphin99EXni
UL Class I Div II
& Atex Zone 2
EDA3
3.2” WVGA,
CDMA2000,
GSM/GPRS 3.75G
voice/data, GPS, G6
EDA1
2.8”, WWAN
(EDGE), 802.11bg,
laser
EDA2
3.5”, CDMA,
GSM/GPRS 3.75G,
GSM/CDMA SDR,
802.11 bgn, GPS,
G6
Dolphin 9900 RFID
HF, LF
Dolphin 6500 RFID
UHF
Committed to investment in mobility to enable our partners
to support end user needs and grow their business
12
HSM Mobility Solutions
Honeywell Proprietary
 Honeywell.com
Dolphin 99EX Core Diffentiators
•
Adaptus 6.0 Optimized bar code
imager – delivers industry leading 1D
and 2D scanning with with optional
color image capture capabilities
•
Best display in industry - Brightest,
Best Resolution, Sunlight Readable,
Most Power Efficient
•
•
Best acoustics – louder, clearer, truck
usable
Integrated sensor technology –
accelerometer, light & proximity
sensors drive ease of use and
enhanced performance
•
Software Defined Radio enables
global access real time data and the
ability to switch network carriers
(GSM-GPRS to CDMA) in the field
providing significant cost savings when
provisioning and deploying devices
•
Optimized combination of design
ergonomics and durability improves
worker productivity & satisfaction,
enables value add services, and
reduces operating costs
•
Advanced Mobile Power System
delivers twice the power voltage,
ensures full shift operation, reduces
battery replacement costs
99ex delivers next-generation value for Logistics,
Parcel Delivery, Field Service, Route Accounting and Acute Healthcare customers
13
HSM Mobility Solutions
Honeywell Proprietary
 Honeywell.com
HSM Mobility Solutions EDA Portfolio*
EDA3
EDA2
EDA1
Technology Summary
Software Environment
Use Case (s) Description
•
•
•
•
Low-end processing platform
Minimal memory footprint
Small, 2.8” QVGA display
Laser barcode scanner; 3Mpx Color
Camera
• Multiple Radios, 2.5G
• <300g
•
•
•
•
•
•
•
•
High-End processing platform
Robust memory footprint
Large, 3.5” VGA display
HSM Gen6 Imager; 3Mpx Color
Camera
• Multiple Radios, 3.75G
• <400g
• Complete suite of power tools and
SDKs
• Multiple, ‘heavy’ local applications
• Full suite of imaging and imageprocessing software
• Imager + color camera
• “Mobility Sales, Light /Medium Delivery,
Field Sales Manager”
• In-cab / In-Vehicle usage
• Pick-up and Delivery, Route
Optimization, Managerial Services,
Store Planning
• In-dock or on-desk storage
• Outdoor, direct sunlight usage
• Large, complex data sets from distant
sources and/or local to the device.
•
•
•
•
• Multiple, ‘heavy’ local or cloud based
applications
• Integrated imager for bar code
decoding vs. camera only
• Optimized for portrait and landscape
display usage and data management
• Full suite of imaging and imageprocessing software
• Complete suite of power tools/ SDKs
• “Mobility Field Manager, Working
Supervisor, Caregiver“
• In-pocket” storage and Voice optimized
• Blue/grey/white collar workers, On-foot
users outside the four walls
• Healthcare: extending patient safety
beyond the hospital
• Multi-application work-flow flexibility
High-End processing platform
Robust memory footprint
Consumer-oriented, 3.2” WVGA display
HSM Gen6 Imager; 3Mpx Color
Camera
• Multiple Radios, 3.75G
• <350g
Select development tools and SDKs
“Light” application environment
Voice and data management
Integrated laser for bar code decoding
vs. camera only
• “Mobility Field Sales and Service”
• Blue/grey/white colllar workers, On-foot
users outside the four walls
• Enterprise substitution for commercial
smart-phones
• “In-pocket” storage
• Voice optimized
*Subject to change
Complete EDA portfolio targeting broad application requirements
14
HSM Mobility Solutions
Honeywell Proprietary
 Honeywell.com
HSM Mobile Payment Roadmap
Mobile POS
Improve Service, Productivity & Sales
•Mobile check-out on the spot – dynamic ‘register lanes’ reduce wait
times and improve customer service & sales
•Remotely process loyalty card or store credit card applications –
ability to quickly read driver’s license data via MSR or imager
increases membership and customer retention levels
•Process or purchase gift cards remotely increases sales and
customer satisfaction
Honeywell Mobile Payment Solutions
• Mobile MSR module (Dolphin 9700) – three track system support
reading credit cards, drivers licenses, loyalty cards and gift cards
• Mobile MSR module (Dolphin 6x00) – under evaluation
•Full mobile payment point of sale module (Dolphin 9700/6x00) –
system supports processing credit & debit and reads chip & pin
technology – PED/PCI compliant - roadmap
Committed to supporting our retail and hospitality mobile point-of sale customers requirements
15
HSM Mobility Solutions
Honeywell Proprietary
 Honeywell.com
Mobility Systems Roadmap: RFID
What we heard…
Honeywell activity…
Inventory Control is a key driver
RFID Handhelds
• Eliminating Inventory Frozen File
• Automating inventory counts / Reducing labor
• Reducing Back-Stocks
• Locating merchandise for customers (size, etc.)
• Integrated prototypes developed
for Dolphin® 9900
• Investigating custom integrated 6500
design
Loss Prevention / Shrink
EAS Integration
• Patron Theft
• Employee Theft
• Macy’s addressed shrink via RFID portals and
security cameras at employee/patron egresses
• Honeywell currently offers EAS integration
with select models of our scanners
• Integration of barcode, EAS, and RFID
based on customer demand
Item Tagging
RFID “Hang-Tag”
• Store-level tagging used in pilot is costly &
time-consuming
• Source tagging is direction; Start with Macy’s
ready-to-wear since much of it is private label
• Combines dynamic pricing
adjustment with RFID
• Automate store-level tagging
• Partner is utilizing Honeywell IP
POS Integration
Scanner Integration
• Stand-beside RFID inventory system used in pilot
• Long-term goal is integration with scanner/POS
• HSM is a leader in AIDC scanning/imaging
•Work with Macy’s to integrate
RFID for committed business opportunity
Honeywell is committed to integrating technologies demonstrating clear ROI to our end customers
16
HSM Mobility Solutions
Honeywell Proprietary
HSM Mobility “Anatomy of a Win(s)”
 Honeywell.com
Anatomy of a Win: UPS
How Did We Win?
Customer Profile:
• Service over 215 countries
• Deliver 3.8B parcels year
• Visit 7.9M customers a day
• Delivery Fleet 95K+ vehicles
Win Summary:
• 2011-2017: over 100k DiadV
devices will be deployed
globally
Top Competitors:
• Motorola MC9500
Honeywell Model Selected:
• Dolphin 99EX
Customer Application:
• Logistics - parcel delivery, pickup + proof of delivery
Key Customer Requirements:
• Uninterrupted real time data management
• Efficient and intuitive decoding
• Reliable platform <4% annual return rates
• Full shift operation in always connected state
• Standard solution vs. custom design
What Set Honeywell Apart:
• Software definable radio offered “carrier freedom” and ability
to dynamically switch network carriers
• HSM next gen imaging technology delivers improved motion
tolerance and time to read
• Developed unique housing design and durable chassis to
endure rigors of harsh environments
• Combination of high capacity battery and on-board power
management supports extended use cases
• DiadV = 95% general market design, only cap, keypad and
color differences
18
HSM Mobility Solutions
Honeywell Proprietary
 Honeywell.com
Anatomy of a Win: Exapaq
How Did We Win?
Customer Profile:
• Exapaq = DPD France, part
of GeoPost: 2nd EU-group
• Deliver 200K parcels/day
• Delivery Fleet 2K+ vehicles
Win Summary:
• 2011: 2.400 99EX-terminals
will be deployed in France
Top Competitors:
• Dolphin 9700
• Moto MC9500 & MC75
• Mobile Compia MM3
Honeywell Model Selected:
• Dolphin 99EX
Customer Application:
• Logistics - parcel delivery, pickup + proof of delivery
Key Customer Requirements:
• Customized keypad
• Up-to-date technology (incl. 3G) – future proof investment
• Answering customer’s budget requirements of €1.500 (incl.
terminal, net base, mobile base, SMS 4 years, some peripherals)
What Set Honeywell Apart:
• Adaptus Gen 5 imaging technology passed internal testing on
performance and usability
even more safe with Gen 6 
• Strong commitment and commercial relationship of the French
and European sales/marketing/PSO-teams: expressed
confidence by customer and respect of commitments
• 99EX was the right answers on their objections against the
9700 on ergonomics (keypad size) and connector weakness
• Our partner Nomadvance proposed impressive added value
with deliveries, staging, service, SW-loading and maintenance
after repair (testing and remastering)
• ILS stood on board as their SW-developer
19
HSM Mobility Solutions
Honeywell Proprietary
 Honeywell.com
Anatomy of a Win: Dohle
How Did We Win?
Customer Profile:
• Large grocery and general
merchandise retailer with
~200 stores in Germany
Win Summary:
• 2010-2012: 1500 units &
accessories deployed nationwide
Top Competitors:
• Intermec CK3
• Motorola MC3190
• H+W Skeye.Enterprise
Honeywell Model Selected:
• Dolphin 6500
Customer Application:
• Retail – In-store inventory, item look-up and customer
assistance
Key Customer Requirements:
• Fast and accurate scan performance to read barcodes of
various shapes/sizes in the store
• Ability to seamlessly integrate Storeweaver software suite
• Lightweight form factor and ergonomics
• Full shift operation with wireless data transfer
What Set Honeywell Apart:
• Superior ergonomics, form factor and standard resolution
screen preferred by store employees in field pilots
• Combination of high capacity battery and on-board power
management provided superior battery performance
• Quick turn-around of custom SKU with HD engine, LED
aimer exceeded scan performance expectations of multiple
code types
• Long-standing relationship and support directly with enduser; direct Storeweaver relationship to drive software
certification
20
HSM Mobility Solutions
Honeywell Proprietary
 Honeywell.com
Anatomy of a Win: Grupo Modelo
How Did We Win?
Customer Profile:
• #1 beer company in Mexico
• 37.3 Million Hectoliters
delivered domestically 2009
• 4800+ delivery vehicles
• Serve over 500k customers
Win Summary:
• 2010-2011: over 5500
Dolphin 9700 devices will be
deployed in Mexico
Top Competitors:
• Motorola MC9500, MC75A
• Intermec CN4
• Psion Ikon
Customer Application:
• Direct Store Delivery & Route Sales
Key Customer Requirements:
• 5+ year product lifecycle
• Reliable operation <3% annual return rates
• Multi-functional capabilities
• Real time data & tracking
• 10 hrs + operation
• Intuitive operation / improve worker efficiency
What Set Honeywell Apart:
• Customer for life sales and service approach
• Proven track record of previous solution – 6+ years!
• Superior field performance vs Next Best Alternatives
• Best combination of Ergonomics, Performance, & Durability
• Customized product and application development service
offerings to meet customer needs
• HSM & 9700 delivered best ROI model
21
HSM Mobility Solutions
Honeywell Proprietary
 Honeywell.com
Anatomy of a Win: Washington Regional
How Did We Win?
Customer Profile:
• 366 bed Hospital
• Heart Institute
• Women‘s Care Center
• More than 800 staff nurses
Win Summary:
• 2010: over 200 Dolphin
9700hc mobile computers
deployed to nursing stations
Top Competitors:
• Motorola MC55
Honeywell Model Selected:
• Dolphin 9700hc
Customer Application:
• Bar coded Medication Verification at the Point of Care
Key Customer Requirements:
• Rugged, durable device to withstand hospital environment
• Ease of use, nurses focused on patient care, not technology
• Scan ability, including all pharmaceuticals
• Simplified device management
What Set Honeywell Apart:
• Superior design with larger and brighter screen, easier to use
keyboard, enhanced wireless connection and better
ergonomics
• In the words of the customer, “the 9700 scanned better, faster
and easier. In all testing, no one had to shoot any bar code
twice or do anything special trying to get a med to scan”.
• 9700hc deemed a more rugged device with healthcare
plastics, more durable feel per the nurses and better
performance from stylus, tether and battery
• Customer was previous user of Dolphin 7900 and was one
day away from selecting MC55 prior to introduction of 9700
22
HSM Mobility Solutions
Honeywell Proprietary
 Honeywell.com
Four Key Take-Aways
• HSM offers a complete mobility line-up
designed to deliver value-based applicationready capabilities for your customers across
target segments enabling you to intuitively
bundle your value-based services
• HSM supports mobility based imaging
technology widely regarded as the right data
collection technology and preferred by your
targeted end users
• HSM delivers software assets and
relationships that ease application
development, system integration and device
management
• HSM is committed to expanding our mobility
portfolio and our new product pipeline is
balanced between extensions and market
expansion opportunities to deliver solutions
aligned with you and your customers needs
What’s in it for you?
23
HSM Mobility Solutions
Honeywell Proprietary
 Honeywell.com
Enterprise Mobility Value Proposition
• Honeywell’s growing mobility solution portfolio delivers
differentiating and value-based application-ready
capabilities aligned with your customers needs enabling
you to intuitively bundle your value-based services and
realize ongoing revenue streams
24
HSM Mobility Solutions
Honeywell Proprietary

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