Book-Sized Computers: It's What's Inside That Counts
Book-sized computers are the first step in the trend toward widespread adoption of thin clients at the point of sale. VARs need to stay high on this technology learning curve as more applications move to the back office.
When it comes to book-sized computers, it's really what's inside that counts. That's according to Mark Scheda, vice president of marketing for Ultimate Technology Corp. (Victor, NY). The privately held company manufactures book-sized computers and point of sale (POS) peripherals including pole displays. Ultimate Technology has more than 75,000 of its products installed throughout North America. (Book-sized computers are approximately the size of a phone book.)
"The trend throughout 2000 and into 2001 is less about the size of the computer and more about the technical content," says Scheda. "What we see is a trend away from the classical PC to network computers, which have a lower-powered processor and no hard or floppy drive." Scheda says the trend continues toward the use of thin client devices, which have a processor and very little memory for running small applications. "There will be less processing power at the checkout and more at the back office or even at remote locations," adds Scheda. "The advantages to using network computers and thin clients are lower cost and more reliability. The simpler the device — the fewer parts it contains — the more reliable you can expect it to be."
Today's book-sized computers are addressing retailers' needs for I/O (input/output) devices. "In convenience stores, for example, there may be 13 different peripheral devices used at the point of sale," adds Scheda. He advises VARs to choose book-sized computers that are "retail hardened" with many I/O ports for use in retail, rather than for general business use. Other features to look for in retail-hardened computers include gold-plated connectors and ball-bearing fans. In addition, retail-hardened computers should be tested in environmental chambers with shake tables.
The trend toward network computers can lead to challenges for VARs. Scheda suggests VARs find partners with network computer knowledge to help them with the learning curve. "The typical POS system has application software running on a PC hard drive. With a network computer, the application software is housed on a server and downloaded to the POS system," explains Scheda. "VARs need to understand how to make this technological change transparent to end users." Partnering with vendors can also be advantageous to VARs. "It's more powerful for VARs to tell customers ‘I have three technicians and the support of my hardware and/or software vendors' than to say ‘I have three technicians.'"
Scheda also cautions VARs to get up to speed on local area networks (LANs) and wide area networks (WANs). "These are not brand-new subjects, but VARs will be asked about them more as applications move to the back office and off-site," says Scheda.
Use Of Book-Sized Computers Increasing In Retail, Hospitality Markets
"The biggest feature book-sized computers offer is their smaller size," says Dana Latronica, VP of sales and marketing for Digicom International (Farmingdale, NY). The privately held company specializes in manufacturing book-sized computers, panel PCs, and touch screens. "Book-sized computers have the same functionality as standard PCs. Because of their space-saving size, book-sized computers can be used in virtually any environment." Latronica notes an increase in the use of book-sized computers in both the retail and hospitality markets, including hotels and resorts. She points out that several new book-sized computer features will make the devices easier for VARs to sell. These features include size/color options, USB (universal serial bus) ports, DOC (disk on chip), and CompactFlash (1/3 the size of a PC card).
Questions about this article? E-mail the author at LisaK@corrypub.com.