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In the latest Field Service Podcast, Mike Pullon discusses if rugged devices will ever be replaced by their consumer cousins.

 

With the boundaries of consumer and rugged becoming more blurred, we spoke to Mike Pullon, CEO and Founder of Varlink - an outfit that distributes specialist rugged devices - if high-street phones and tablets will ever replace their rugged counterparts.

Varlink’s Meet the Manufacturer event is firmly established in the field service calendar. Mark Glover attended the event, held at Leicester City Football Club, to see the latest rugged devices and meet those who play a key role at the gathering...


In 2016 and against all odds Leicester City Football Club provided one of the great stories and, indeed shocks, in world sport by winning the English Premier League. When the Midlands team finally lifted the championship trophy at their home ground, The King Power Stadium in May that year, few could believe their achievement, the feat made all the more remarkable that only 18 months prior they were eyeing a potential relegation to the league below.

As a long-suffering football fan - I support West Ham - Leicester’s plight gave us smaller teams hope; that the goliaths of Manchester City and Chelsea can be overcome; that it’s not all about rich chairman and money; that fairytales do come true. You’ll have to forgive my tenuous diversion here. I’m conscious the focus of this piece is not football but on discovering the venue for Varlink’s Meet the Manufacturer (MTM) event would be the King Power Stadium - an event my editor sent me to cover - then you’ll allow me the misty-eyed opening paragraphs.

That said, in service, there is much talk of disruption and how companies should look to challenge what’s gone before in order to evolve and stay ahead and in a way, Leicester’s title winning season could be seen as the ultimate ‘disruption’ to the league’s status-quo and rigid hierarchy, and while the team haven’t joined the elite ranks of super clubs (Manchester City, Chelsea etc.) they are now firmly established as a Premier League side both financially off the pitch and with their performances on it.

Disruption meanwhile in hardware, specifically hardware in service is not as frequent, which doesn’t mean it’s not evolving; far from it. Service software providers – quite rightly - are extremely reticent in altering their hardware foundation as Mike Pullon CEO of Varlink explains. “A company that writes software for a niche, field service opportunity, whatever it is, is actually far more focused on their own business and the need to change is often driven out of necessity rather than any great desire,” he says. “When you’re writing your software, you’re enhancing your software, you’re taking care of business, you’re looking after your customers. The last thing you want to do is change the hardware platform you use.”

Mike founded Varlink in 2005. The company, a leading distributor of barcoding and data capture and EPOS products, feeds the service industry with rugged devices and hardware. Now in its 14th year, the firm’s annual MTM event serves to bridge the gap between customer and manufacturers, which today includes, among others, Zebra, Honeywell and Data Logic. Given the longevity of the event, I ask why it is so important for customers to see and experience the devices on show.

“Where do they go for their knowledge?” he asks. You go to the internet, you look at some websites and you actually find one product looks much the same as another. You don’t get a chance to feel the weight, feel the quality. It sounds really basic, but you know, until you hold one of those devices...where are the buttons positioned? How tactile is the screen? What’s the robustness? What’s the resilience? What are the charging options? So there are no UK shows that bring as many specialist, some might say niche, manufactures together.”

Mike suggests marketing emails and tweets replacing conversation between manufacturer and a specialist systems company, particularly those in niche verticals – which service tends to operate in – is missing the mark, creating a space for the event. “The communication between a hardware manufacturer and a specialist systems company, somebody providing for a particular vertical, has become stretched,” he says.

“There’s an assumption that email communications are going to carry the message about product, technology, opportunities to a customer base that’s just waiting for that communication. The last few years we’ve seen the slimming down of that conversation.”

Among the larger, big-name manufacturers such as the aforementioned Zebra, Honeywell and Datalogic and Janam Technologies. They produce operating system platforms and rugged hardware which they distribute to a reseller or software house to tailor, for example, a picking or delivery task. Robert Hurt is the firm’s EMEA General Manager and we find a quiet corner, among the beeps of demos and buzz networking, to discuss the company’s philosophy.

“Our approach is to provide people with a business tool that will work for as long as we can possibly keep it going,” he says, “and we’ll provide a service for as long as we’re able to obtain the components in order to do that. The differentiation for us is about providing a level of service.”

Compared to their consumer counterparts, rugged devices have a longer life. Failing batteries which are built in to ubiquitous Samsung and Apple smartphones are the common cause of failure and ring fence the two year turn around in buying habits. Having removable batteries in rugged devices means hardware can last a lot longer and keep the service technician active with the same device. “If you’re out on the road, you might not get to base for a couple of days,” Robert explains. “So we have removable batteries, which means you can take a spare battery and pop in this replacement battery. You can’t do it with an Apple phone and you can’t do it with a Samsung phone because it’s sealed giving it a limited life. We are still servicing and supporting devices we installed 10 years ago. They’re running simple business applications such as receiving a task and taking a signature, but it does the job.”

Janam do the vast majority of their business with re-sellers, who are a key demographic of visitors to MTM. I ask Robert how important the event is to the firm. “Every meeting, every conversation is worthwhile,” he tells me, “Everybody you meet is somehow connected to the industry, either as a supplier or as a customer or a reseller. We’ve been coming for as long as I’ve been at Janam. It’s always an interesting venue and an enjoyable thing to do.”
I shake hands with Robert, turn off my dictaphone and sip the final dregs of my coffee. Heading for the exit, I catch a glimpse of the football pitch, a bright, lush green that looks as smooth as a bowls lawn. Robert’s right. This is an interesting venue and I’m already looking forward to next year’s MTM event. For now, though, I’ll continue to believe that my team West Ham might one day perform the same miracles as Leicester and I have Varlink to thank for giving me that hope! 

Varlink, the specialist Mobile Computing, Auto ID and EPOS Distributor, announces the date of their 14^th annual Meet the Manufacturer (MTM) event, set to take place on Wednesday 13^th February 2019 at the King Power Stadium in Leicester.

This industry event which since its inception has become a key date in the diary, brings together leading manufacturers including Janam Technologies, Zebra Technologies, Honeywell and DataVan, with UK IT Resellers, Solution Providers and System Integrators.

Sponsored by Janam Technologies, MTM will see global AIDC and EPOS hardware manufacturers exhibit alongside complementary product and service providers as part of Varlink’s Alliance Programme.

Delegates can be assured of an exceptional return on their time, with new product demonstrations, future technology roadmaps and key IT Channel stakeholders all under one roof, enabling businesses to keep ahead of the curve.

Varlink CEO, Mike Pullon, said, "We are looking forward to holding yet another successful MTM, where we bring together many of our customers and Mobile Computing, Auto ID & EPoS suppliers. MTM provides our customers with the ideal platform to see the latest products from our long established and recently added suppliers as well as the opportunity to talk to our Alliance Partners about their complementary products and services.

As the rate of technical innovation and product development continues to quicken, MTM is the ideal forum for our customers to try out and discuss the products that will be increasingly demanded by end users over the coming months."

MTM’s convenient drop-in format recognises the difficulty to get away from the office, and with pre-arranging meetings with vendors and the Varlink team encouraged, delegates really can get the most out of their visit, regardless of the time they can commit.

Robert Hurt, General Manager EMEA at Janam Technologies, said, “We are thrilled to sponsor this year’s MTM event. With a continued commitment to providing mobile solutions with the right features at the right price, we are excited to showcase the most innovative products in our history.”

MTM2018 takes place between 9.30am and 3.00pm on Wednesday 13^th February at the Kind Power Stadium in Leicester. For more information, exhibitor line up and to register your place please visit www.varlink.co.uk/mtm2019/ or call Varlink on 01904 717180.

Janam Technologies LLC, a leading provider of rugged mobile computers that scan barcodes and communicate wirelessly, announced today that it has been named 2018 Manufacturer of the Year by Varlink.

This marks the second consecutive year (and third time overall) that Janam has won this prestigious award.

Varlink’s Manufacturer of the Year award honors partner excellence and Varlink’s thriving relationship with a mobile computing manufacturer. The award recognizes a supplier that demonstrates year-over-year business growth and the ability to always deliver innovative products and superior service and support.

Earning the Manufacturer of the Year award is a testament to the strength of Janam’s relationship with Varlink and the added value the company brings to the mobile computing market. As a top performing business partner, Janam plays a critical role in Varlink’s ability to deliver best-in-class solutions to its customers.

Varlink presented long-term partner Janam with the Manufacturer of the Year award during its recent Meet the Manufacturer event. This exciting annual event brings together leading hardware manufacturers with IT resellers, solution providers and system integrators to explore the best ways to address enterprise customers’ business challenges.

Partnerships prosper when both companies are committed to excellence. Our strong relationship with Varlink is a driving force behind the significant business growth we have both achieved over the past yearAs a leading Value Added Distributor of mobile computing hardware, Varlink is committed to helping manufacturers like Janam expand their reseller base and grow their business in the U.K.

Robert Hurt, General Manager, EMEA, Janam Technologies comments “Partnerships prosper when both companies are committed to excellence. Our strong relationship with Varlink is a driving force behind the significant business growth we have both achieved over the past year. Janam is honoured to be recognized two years in a row by Varlink for our unwavering focus on innovation and for delivering highly-competitive offerings.”

Meanwhile, Mike Pullon, CEO, Varlink added “Varlink recognizes that the service that we give to our customers is heavily reliant on the relationships that we have with our vendors. Our Manufacturer of the Year award goes to a vendor that has excelled in developing our relationship. We were delighted to present an award to Janam in recognition of their commitment to building an outstanding partnership and for bringing Varlink into significant opportunities that they have cultivated.”

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Varlink, the York-based mobile computing and data capture specialist distributor, is pleased to announce Janam’s newest rugged mobile computers, the XT100 and the XM75, and are now available on its website.

Check out our Hands On review of the XT100 here

These devices give end users the choice between touchscreen only and touchscreen and keypad functionality, providing more flexibility for organisations that require a purpose-built device for its mobile workforce.

Offering more features and functionality, than any other device in its class, the Android-based XT100 device exceeds its competition. Delivering the latest enterprise-grade technologies in an enticing package, the XT100 has an extremely attractive price point. Packed with the power and performance of an industrial rugged mobile computer, the pocket-sized device has a 4.3” display and sleek smartphone-like design, making it stand out against visually bulky mobile devices.

Withstanding multiple 1.2-meter drops to concrete and obtaining a sealed IP65 rating for protection against water, dust and extreme temperatures, the XT100 is built to survive in demanding environments. The rugged mobile device provides reliable performance in every industry including, field service, warehouse, distribution, hospitality, retail and delivery.

Weighing only 298g, the Android-powered XM75 is one of the lightest yet most rugged devices in its class, as well as being packed with advanced features to accelerate workflows in every industry.The newest addition to Janam’s XM series, the XM75, gives mobile workers both touchscreen and keypad functionality in the same device. The 4.3” display device optimises productivity for organisations that require a flexible industrial mobile computer for capturing and processing business-critical data.

Weighing only 298g, the Android-powered XM75 is one of the lightest yet most rugged devices in its class, as well as being packed with advanced features to accelerate workflows in every industry.

Pocketable and powerful, the XM75 meets all the requirements of the most demanding environments, including field service, warehouse, and transport and logistics. With an IP67 sealing as well as the ability to withstand multiple 1.5-meter drops, the truly rugged mobile computer is built to survive extreme temperatures, shocks and exposure to elements.

Both Janam’s new releases have a standard 2-year warranty at no extra cost, providing customers with both peace of mind and a high level of service that is essential when purchasing business devices. There is also optional comprehensive service plans available for customers that want to further extend their mobile computing investment.

Varlink is a truly trusted partner to their customers because they build relationships, not just opportunities. The company believes in going the extra mile to support customers’ needs, offering more than they could ever expect, from Marketing services to Flexible Finance Facilities.

They also offer expert advice, support and even keep clients updated on the latest developments in the market. Offering all of the Janam device range, as well as the additional service plans and accessories, Varlink is the perfect solution for resellers when sourcing Janam.

For more information on Janam’s XT100 or XM75, visit our Janam product introduction page http://www.varlink.co.uk/fsn-janam-the-right-choice/

For pricing information, please contact the Varlink sales team on 01904 717180 or visit our website www.varlink.co.uk

View the full Janam range https://store.varlink.co.uk/janamrange

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Varlink, the specialist Mobile Computing, Auto ID and EPOS Distributor, held its 2018 Meet the Manufacturer (MTM) event on 15th March at Whittlebury Hall, Northamptonshire, where partners had the opportunity to meet resellers and to demonstrate and display their latest products and services. Now in its 13th year, MTM has become a key date in the diary for resellers and suppliers alike.

This year the event was sponsored by Janam, a leading provider of rugged mobile computers. Janam unveiled two new products at MTM, including the XT100. The XT100 rugged touch computer eliminates the pitfalls associated with deploying consumer-grade devices and packs the power and performance of a rugged mobile computer in a slim smartphone design to meet the diverse needs of mobile workers across field service.  This device provides more features and functionality than any other device in its field.

Robert Hurt, Janam General Manager EMEA, said of the event: “This year’s MTM was especially successful for us. The event presented us with an excellent platform to debut two new rugged mobile computers to the reseller/ISV community. We value our partnership with Varlink and are thrilled with the opportunities MTM delivers each year.”

Gen2wave also showcased their new UHF RFID and Barcode Readers – the RPT50 and RPT100, which are now available from Varlink. Both products are compatible with various host devices, with a long-lasting battery and slim and lightweight feel.  The RPT100 is an ultra-rugged device with an IP68 rating and reading distance of up to 9m. With a stand-alone batch mode, up to 1000 RFID/barcode tags can be collected while off the network.

In addition to leading hardware vendors, MTM2018 also featured Varlink’s Alliance Partners who offer complementary products and services giving resellers the chance to enhance their overall solution.Also on show was the Zebra TC25 rugged smartphone, featuring a point-and-shoot scanner and all-day power with the snap on PowePack.  This device is built for work with a 4.3in Gorilla Glass display and an IP65 rating.

In addition to leading hardware vendors, MTM2018 also featured Varlink’s Alliance Partners who offer complementary products and services giving resellers the chance to enhance their overall solution.

It was a bumper year, featuring 25 exhibitors and a record number of delegates in attendance.  Honeywell’s UKI Distribution Manager, Erin Townsend, commented: “MTM is always a successful and well-run event. MTM presents great opportunities to meet new partners, catch up with existing partners, and showcase our latest exciting devices to the channel.”

While Datalogic’s Channel Manager, Johnathan Brown said: “We thought it was a great event that everyone at Varlink should be very proud of.  We had an excellent experience and thought it was most worthwhile.”

This year’s event was organised by Varlink’s newly established marketing team, led by Head of Marketing, Lorien Lightfoot. The team is uniquely structured; each member of the team has a wealth of experience in graphic design, email marketing and digital marketing, allowing them to focus their efforts on specific verticals, and develop expert knowledge of each industry’s needs.

Customers are at the heart of Varlink’s Marketing operations and the development of industry specialists within the team allows them to better support their resellers in their own marketing efforts, providing branded materials, email campaign support and even advice on social media marketing, not to mention the comprehensive Product Reference Guide, which has just been released for 2018.

All in all, MTM18 was a huge success with exhibitors from long-standing Varlink brands, such as Zebra and Honeywell, to newcomers who made their MTM debut, like Labelmate, SBV and IntelliTrack. The business outlook for 2018 looks rosy for all Varlink’s partners, says CEO Mike Pullon:

“MTM is a testament to how much we value our relationship with both manufacturers and resellers and is always an indicator of how well Varlink will perform across the year.  2018 is set to be a record year for Varlink. With significantly increased stock holding and new products launching from some of our key brands, the company is making huge strides towards a year of significant growth.

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Varlink, the York based specialist IT distributor founded in 2005, has completed the integration of their EPoS sales division, EPoS Distributor.

This process has resulted in significant benefits for retail system supplying resellers who can now access the full product portfolio including EPOS terminals, receipt printers, touchscreens, cash drawers and other EPOS peripherals online at www.varlink.co.uk alongside Varlink's comprehensive mobile computing and data capture product set which also encompasses leading brands Honeywell, Casio, Datalogic and Zebra Technologies.

 

Mike Pullon, Varlink CEO, commented “When the EPoS Distribution division was established there was a clear separation between the products purchased by EPoS specialists and those taken by our established Varlink customer base. Over time, whilst there remains some fundamental differences, there are many product sets that are of interest to both segments of our customer base. We have therefore moved from two websites to a single Varlink branded site which carries all mobile computing, label printing, data capture, networking and EPoS brands.

 

Whilst we are retiring the EPoS Distributor brand, our three EPoS sales team members will continue to work, exclusively, with our retail focussed customers.”

Since the establishment of EPoS Distributor in 2009, it operated as a separate brand entity focusing on the trade supply of EPoS hardware to the hospitality and retail sector, internally however, it has always shared technical, despatch, finance and marketing resources with Varlink.

All customers, regardless of their size, will continue to have the same dedicated sales contact ensuring a seamless integration with no detrimental effects to pre or post sales customer support.

For the first time, the full EPoS Distributor range of products will be available to order online allowing resellers to view real-time stock levels and individual buy prices. Not only this, but Varlink's feature rich e-commerce website enables customers to manage their entire account online 24/7, with the ability to view quotes raised by their dedicated sales contact, raise quotes, place orders, check proof of delivery and order status, view invoices, and raise RMAs fuss free.

While the brand integration strengthens Varlink's company image and provides the best use of company resources, it also provides resellers with the choice needed as technology trends around tablets and mobility within the workplace continue to grow. Resellers can source everything from semi-rugged to ultra-rugged tablets, handheld terminals, Smartphones, barcode label printers, card printers, associated printer consumables, barcode scanners, EPOS terminals and peripherals from one local distributor.

In addition to UK warehousing facilities, which enable next business day delivery as standard on in stock items, Varlink work closely with their customers providing pipeline management, credit facilities, technical services including configuration support, and free of charge marketing services fulfilled by an in house marketing team.

Contact information: 

Phone: 01904 717180
Email: varlinksales@varlink.co.uk
Web: www.varlink.co.uk

 

Products:

• Rugged Mobile Computers
• PDAS
• Smartphones
• Tablet and Vehicle Mounted Computers
• Barcode Label Printers
• Mobile Printers and Plastic Card Printers
• Label Design Software
• Printer Supplies
• Application Development Software
• Barcode and RFID readers

 

All about Varlink: 

Varlink, the specialist distributor of mobile computing and data capture products, supplies Janam Technologies’ enterprise class rugged computing handheld range. Janam Technologies specialises in providing purpose built products suited for mission critical workforce management, healthcare, retail and warehousing solutions, where wireless networking, barcode scanning and real-time data management are key requirements.

Janam combines deep industry knowledge with advanced technology to deliver products that increase productivity, reduce costs and improve customer satisfaction.

The Janam range at Varlink has something to suit most customer requirements, from their basic XP PalmOS to the XM, XG and the new XT Series Windows based enterprise class mobile terminals.

The XT85 is Janam’s GPRS, SIM enabled device which brings together best-in-class technology with a fully rugged yet compact form factor, ideal for field based applications, whilst the XP Series is small and lightweight, designed to support barcode scanning applications and improve productivity.

The Microsoft Windows or Linux-based XG is a powerful tool that delivers state-of-the-art computing performance in an exceptionally rugged gun-shaped mobile computer.

The XM Series is a range of feature rich handheld terminals designed for speeding up response times when accuracy and operational efficiency are vital. All these devices and more information are available at www.varlink.co.uk/janamrange.