Notes

Agenda:

40 minutes – SNAp Update with Q&A - Brendan McKenna

20 minutes – (TBD .. need suggestions / volunteers)

30 minutes – Competitive Activity – TEAM (please be prepared to tell us what you are seeing from Competition)

Actions:

• Michael Fein to find more info about special sales project/people focusing on RFID -  Action
• TC8000 RFID module?  Time frame- working on it. Will find out the plan -  Action
• Training for Android SDK, Rev C TC8000?  -  Action - find out
• SEVT Summit ?  -  Action- provide an update
• RPM summit next week (Alison will be at the US). Invite Alison to share summit info on the next call.  -  Action
• Nikolay- Custom tagging (McDonalds in Russia)- Michael Fein will share the contact info. -  Action
• Silver blade new tag- add Michael Fein to RFID future agenda  -  Action
• Shridhar- Reader CSL- getting a lot of competition in APAC- need more info to share with BU  -  Action

Competition:

EMEA:

Competitive landscape is very partner driven, some lead with Zebra, a lot on HC. The touch point is partners, that is how they find out about opportunities. Only one engagement in the last 6 months. Very difficult to find out about opportunities.

Partners tend to be loyal or not loyal.  Don't get much leads on customers trying other brands.

Partners are also sometimes our competitors, they provide their own solution.

RFID solution is Retail focus, partnering with Tesco and Tyco.

Fixed readers- Tesco, Tyco partners own the retail space, we cannot quote our own fixed readers, need to go thru them.

BU needs strategic approach.

Nordic is our biggest competitor. They only focus on RFID.

Our sales people don't focus on RFID-  you may see them 5-6 times a year

Customers - think it is easy to get into RFID, they get surprised about the qualifications they need to go thru. Partners usually filter this from us.

Sales cycle in RFID is far longer than standard sales cycles, also smaller revenue. Investing time on opportunities that don't work out or provide much ROI.

• Bernard Williams (sales director) leading a special project sales team with focus on RFID.
• A person has also been appointed by Richard Hudson to spread knowledge in EMEA (out of the  box thinking)
• Michael Fein to find more info about this. -  Action

SNAp (deck and recording available- PROPRIETARY)

Recording location: https://zebra.box.com/s/zhs5un82zziurf8ra2mrsmwd8or0p9cx

• Fully automated data capture solution
• 3-level architecture (automated data capture SNAp & other,  Data Analytics, Solutions)
• Focus on Retail first, but it applies to other verticals as well.
• Transition sensors- deployed at the receiving center, and front entrance
• Sensing nw- across the floor (SNAp)
• POS sensor- as items leave the store
• Hand helds- part of the solution
• SNAp- Deployed overhead, multiple technologies, multiple slots, video option, WiFi option, single cable pull, configurable
• Analytic engine- based on dynamic events, when tag is in motion, when moved thru the floor
• Levering Micro-location technology- tracks mobile devices
• Have 28K sqf lab when the dev has been done - video about it. Full Retail env.
  • Green box- track individual as it shops
  • White box- when analytics engine is ON
  • Inventory mgmt, loss prevention, shopping profile
• Challenges on privacy from different countries? GTM initially in NA, but talking to customers in EU. Will supply an SDK for customers, end-user will need to agree  from their Loyalty app.  The video is anonymous, don't know who the person is. It is definitely a concern.
• EU retailers ? Is it too early ?

GTM strategy:

• Planning to go at NRF-2017, focus on NA first, couple pilots going on in NA, engaging pilot in EU (UK team and Tesco). Being very selective because of bandwidth and support. Talking to a few retailers that may want to do a pilot
• Not GA yet, after GA at NRF it will by invitation only, NA working with Walmart- pilot for about 1 year with very good results >95% PI accuracy.
• Also working with Target in NA and couple smaller retailers.
• No formal plan for APAC yet.
• Target customer--> Familiar with RFID, deployed handhelds, want the next step for isle level location or other
• EMEA- Netherlands store- supply jeans - interested on our solution.
• EMEA- Jason Harvey leading engagements in EU
• More info will come out close to NRF
• NA- created overlay sales team (6 people) focusing on sales smart sensing and WiFi
• Starting discussions with Amazon - distribution center. But we are targeting Retail.
• Discussing solution with Tyco and Checkpoint, RFID item level tracking.
• Competition:
  
  • Mojex- multiple technologies, we cover a wider space (we cover 1600 sqf). Performance may not be there. Not sure about their performance in Retail space.
• Solution developed more for dynamic events, hard to read every single tag all the time.
• Mpact- separate solution, not part of SNAp.
• Ramping up services team, new business dev manager. ZES Smart Sensing  Solution Service Chain.
• Applications: Zebra or customer owned apps.
  • Inventory management- provide high PI accuracy and inventory replenishment alerts, …
  • Will provide operational support for picking
  • Find My- detail asset tracking capability and item level search
  • Loss prevention- items leaving the story, video event playback
  • Store optimization- roadmap items, people counting, promotional activity analysis, …
  • Customer engagement- employee/associate/customer
  • Interactive shopping- down on the roadmap, track devices, auto-navigation for shopping list, ..
  • Omni-channel- buy online, pick-up at store, able to track orders as they come in.
  • Asset protection- under dev, demo in-progress for MC40

Questions:

• Tag requirements ? Good results on Walmart pilot. Measured by Auburn University (3rd party), measured men's jeans, men's basics, women bra, box shoes.  Performed fine with regular tags, no need for fancy tags.
• Working closely with printer team (developed a mobile printer station)

Round table:

• TC8000 RFID module?  Time frame- working on it. Will find out the plan -  Action
• Training for Android SDK, Rev C TC8000?  -  Action
• SEVT Summit ?  -  Action
• RPM summit next week (Alison will be at the US). Invite Alison to share summit info on the next call.  -  Action
• Nikolay- Custom tagging (McDonalds in Russia)- Michael Fein will share the contact info. -  Action
• Silver blade new tag- add Michael Fein to RFID future agenda  -  Action
• Shridhar- Reader CSL- getting a lot of competition in APAC- need more info to share with BU  -  Action

Attendance:

Skype Guests: