Industry News - March 12th, 2010
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RETAIL AND TECHNOLOGY NEWS
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Motorola's PartnerEmpower Combines Channel Network,
Collaboration Ops
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With a focus on driving growth, enabling specialization and delivering value,
the PartnerEmpower Program will make it easier for Motorola’s broad base of
channel partners to conduct business with Motorola and take advantage of new
opportunities to increase their revenue.
The introduction of PartnerEmpower is a key aspect of the integration of
Motorola's Enterprise Mobility business and Government and Public Safety
business, which were combined to become the EMS business in early 2009.
PartnerEmpower will comprise three distinct program tracks reflecting Motorola
EMS' three core technology areas -- wireless network solutions, mobility and
radio. These tracks will be rolled out in stages over the next 18 months, and
existing government, public safety and enterprise channel partners will be
gradually and seamlessly transitioned into the appropriate track without
business interruption. In the meantime, existing programs will remain unchanged.
"Building on the foundation of Motorola's award-winning, channel-centric
go-to-market methodology and programs, PartnerEmpower further extends our strong
commitment to our worldwide base of partners," said Janet Schijns, vice
president of global channels, Motorola Enterprise Mobility Solutions. "With a
single channel program, Motorola is enhancing our relationship with channel
partners, focusing our attention on benefits and resources that offer the most
value to partners, and establishing processes and competency programs that help
partners go to market more profitably. At the same time, PartnerEmpower will
help us build greater marketing momentum to support partner demand generation
and more easily promote the critical role that our channel partners play in
driving better information and better results for customers with our solutions."
PartnerEmpower is also designed to help Motorola better support evolving
customer needs. In particular, the program will help channel partners succeed
with today’s customer base through a focus on specialization and certification.
The new program tracks will include opportunities for certification in key
areas, along with the opportunity to earn designation as a PartnerEmpower
Specialist or Elite Specialist. These designations will not only provide channel
partners with access to an incremental set of program benefits, but also will
enable companies to differentiate themselves from competitors while
demonstrating their value-add to customers and prospects.
"PartnerEmpower is designed to enhance customer value and deliver bottom-line
benefits to our North American channel partners," said Mark Kroh, vice president
of North America channels, Motorola Enterprise Mobility Solutions. "With
PartnerEmpower’s emphasis on certification and specialization, our customers can
be assured that when they work with a Motorola channel partner, they are
partnering with a highly talented resource that can help solve some of their
toughest challenges. At the same time, with PartnerEmpower, our North American
channel partners have greater opportunities to succeed with Motorola with a more
robust program that offers added benefits and resources and provides them with a
significant return on their relationship with Motorola."
Like its predecessor programs, PartnerEmpower will demonstrate Motorola's
commitment to its resellers, independent software vendors (ISVs), dealers and
other partners through best-in-class marketing, sales and technical benefits,
tools, support and promotions that are designed to help channel partners
generate more revenue, gain efficiencies and serve customers more effectively.
Another key feature of PartnerEmpower is the strength of its combined global
channel partner network, which offers essential opportunities for collaboration
among PartnerEmpower members in delivering advanced, end-to-end solutions to
customers.
"The PartnerEmpower Program is an important evolution in the relationship
between Motorola and its partners," said Gary Fish, CEO, FishNet Security. "By
making it easier for us to conduct business with Motorola and gain recognition
for our investment in developing specialization, PartnerEmpower will help us
build sales momentum, enhance our position in the marketplace and pave a path
toward growth."
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Foot Locker Rolls Out Global POS
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Foot Locker recently announced several sales driving projects including the roll
out of a new POS solution across its European locations.
Foot Locker, which closed 179 stores in its latest fiscal year, is focusing on
sales-driving opportunities including boosting sales at its robust business in
Europe. It recently announced it would undertake a store remodel project which
would include the remodeling of 188 stores this year.
According to Ken Hicks, President and CEO of Foot Locker, the retailer has
increased its capital expenditure plan for 2010 by approximately 20 percent to a
total of $110 million compared to the $91 million it invested on such projects
in 2009.
"This increase reflects the funds required for several sales-driving technology
projects including the continued rollout of a new POS system in Europe," says
Hicks.
This year, the retailer plans to open approximately 40 new stores and close
approximately 150 underperforming stores to help improve the productivity of its
store fleet.
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Target Launches Scannable Mobile Coupon Program
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Target launches a scannable mobile coupon program that allows guests to receive
exclusive offers directly on their mobile phones. Coupons are redeemed by
scanning a barcode on the phone at checkout.
Guests can opt-in to the program on their PC at Target.com/mobile, on their
phone at m.target.com or by texting COUPONS to 827438 (TARGET). After opt-in,
guests receive a text message with a link to a mobile Web page that contains
multiple offers, all accessible through a single barcode. Offers are single use
and expire on the date listed.
“At Target, we know that mobile phones are an integral part of our guests'
lives, and mobile coupons are just another way we're providing convenient,
on-the-go shopping solutions," said Steve Eastman, president of Target.com.
Target's point-of-sale scanning technology makes mobile coupons possible, and
Target is the first major retailer with the ability to scan mobile barcodes in
all of its stores. A leader in mobile retail, Target continues to offer
innovative mobile solutions for guests. In addition to using the new mobile
coupons, Target guests can access their Target Mobile GiftCards, view online
assortments, check product availability and store locations, manage their Target
gift registry and lists, browse the weekly ad, and receive text and e-mail
notifications of great deals -- all via their mobile phones.
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Columbia Sportswear Launches Mobile Storefront
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Columbia Sportswear launches a mobile storefront with Demandware's mobile
commerce application. This new storefront, Columbia.com/Mobile, reaches outdoor
enthusiasts directly on their mobile devices where they can learn more about
Columbia, its product line and shop on the fully ecommerce-enabled site.
Using Demandware, Columbia was able to replicate the same product assortment
that is available on its e-commerce site for their mobile site. The Columbia
mobile site includes a searchable product catalog and product information such
as ratings and reviews. In addition, through integration with Where2GetIt, a
store locator provides the ability to look up nearby stores that sell Columbia
products using a smartphone's GPS. With the addition of a mobile storefront,
Columbia provides a rich cross-channel branding experience for customers,
whether they're shopping at one of its retail partner's stores, at its
company-owned stores, at home or on the go.
"Our customers are using their phones to check their e-mail, look up information
and shop, so a mobile storefront is a great opportunity for us to broaden the
ways our consumers can interact with our brand," said Paul Zaengle, senior
director of e-commerce for Columbia Sportswear.
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Big Lots Attracts 1.4 Million with Buzz Loyalty Program
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Big Lots recently introduced a marketing program, the Buzz Club Rewards program,
which has attracted 1.4 million members.
"In terms of marketing, the Buzz Club rewards program exceeded our expectations
and as of last week we have over 1.4 million members," said Steve Fishman,
Chairman and CEO, Big Lots. "There were trends at the store level that suggest
rewards can be a basket driver as reward customers spend nearly double what the
average customer spends. Also we are learning that rewards can be a transaction
driver."
According to Fishman, Big Lot's marketing efforts going forward "will be more
focused on driving transactions." Its first priority is its rewards program
which the retailer notes is growing rapidly each week.
Fishman adds, "Today stores with the highest amount of rewards signup or
penetration are seeing transaction lifts in the low single digits. Later this
year, we will be implementing technology which offers our members targeted
messages or promotions based on their specific buying patterns."
The retailer plans to use ad circulars and promotional pricing to create more
Buzz builders and help increase transactions.
Autozone Boosts Sales with Store Refresh Efforts
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Autozone continues to increase investments in a major store refresh initiative
at its hub stores. Autozone has converted 82 of its 143 hubs to this new model
to date, which includes adding additional inventory and increasing the frequency
and reach of its daily deliveries to satellite stores.
"The incremental parts additions that are now sold throughout the surround
satellite stores are both exceeding plan and adding to the overall sales
performance of the hub store and its market," says Bill Rhodes, Chairman,
President and CEO, Autozone. "With approximately 60 hubs left to convert, we
will manage those rollouts accordingly."
The enhanced hub gives the retailer the ability to improve the productivity of
inventory, particularly slow turning inventory. Autozone no longer has to retain
slower moving products in each of our satellite stores because it can now access
the slower turning SKUs from hub stores, thereby reducing working capital.
Rhodes adds, "We believe the initiatives we've put in place surrounding our Hub
store enhancements, hard parts additions especially our late model coverage,
disciplined category line of use, our leadership training for store manages, our
ongoing development of an effective commercial sales force, enhancements to our
Z-net technology, and our store refresh efforts have continued to allow us to
grow both our sales volumes, and more importantly, our market share in both the
DIY and Do-It-For-Me segments."
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