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MOTOROLA RETAIL SOLUTIONS

WELCOME TO THE FUTURE OF RETAILING. SEE HOW TOMORROW SHOPS


INTRODUCTION

THE CUSTOMER EXPERIENCE IS THE NEW BLACK. IN RETAIL, THE SHOPPER’S EXPERIENCE IS EVERYTHING. IT’S HOW BROWSING BECOMES BUYING, CUSTOMERS BECOME BRAND ADVOCATES AND HOW YOU, THE RETAILER, INFLUENCE THE PURCHASE PATH. WITH MOTOROLA SOLUTIONS, YOU HAVE A PARTNER WITH THE INDUSTRY KNOWLEDGE, CONSUMER INSIGHT AND RETAIL MOBILE TECHNOLOGY SOLUTIONS TO HELP YOU BUILD EXPERIENCES THAT CONNECT WITH SHOPPERS AND KEEP THEM COMING BACK. LEARN WHAT’S NEXT WITH OUR EXPERT INSIGHTS, RESOURCES AND TRENDS, SO YOU CAN BE READY TO BUILD A STRONGER BUSINESS, TODAY.

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CONTENTS INTRODUCTION THE CUSTOMER EXPERIENCE IS THE NEW BLACK CLICK HERE

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ENGAGE THE SMARTER CUSTOMER UNDERSTANDING RETAIL MARKETPLACE TRUTHS (ANZ) CLICK HERE

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ENABLING RETAILERS RIGHT HERE, RIGHT NOW UNDERSTANDING RETAILERS CLICK HERE

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BETTER TECHNOLOGY TO EMPOWER STORES UNDERSTANDING RETAIL TECHNOLOGY CLICK HERE

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WHEN YOU CREATE A BETTER SHOPPING EXPERIENCE, SHOPPERS BECOME BUYERS AND CUSTOMERS BECOME BRAND ADVOCATES QUALIFYING AN OPPORTUNITY CLICK HERE

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WHEN IT COMES TO SUPPORT, EXPERIENCE IS EVERYTHING MOTOROLA SOLUTIONS RESELLER SUPPORT CLICK HERE

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PARTNER DEALS ENABLING PARTNERS CLICK HERE

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MORE INFORMATION CONTACT US CLICK HERE

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UNDERSTANDING RETAIL MARKETPLACE TRUTHS (ANZ)

ENGAGE THE SMARTER CUSTOMER.

KNOW WHAT SHOPPERS WANT, BEFORE THEY DO

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UNDERSTANDING RETAIL MARKETPLACE TRUTHS (ANZ) If you only listened to the popular press you’d think retail was dead; the malls are fit for bulldozing, customers have abandoned stores and all shopping was done from the couch using a tablet or laptop. Sure, plenty of retailers have hit the wall or are facing very challenging times but there’s an opportunity for savvy retailers to succeed.

CUSTOMERS ARE STILL LOYAL TO BRANDS Brand loyalty can be used to create retail loyalty. Take a look at a teenager and you’ll see branding on just about every piece of apparel they’re wearing. They’ll be sporting a smartphone – but only one that their friends think is cool – and have a computer that is as much about form as it is about function. Retailers that understand their customers and can deliver what they want will thrive. But it will mean getting smarter about service delivery and getting to know the customer far better than ever before.

WHAT’S DIFFERENT ABOUT THE CUSTOMER OF TODAY? Today’s customers know far more about what they’re buying than ever before. They can research, price check and check product availability in real-time. Almost two-thirds of smartphone owners have downloaded some sort of shopping app – and remember that smartphone sales continue to soar with Australian markets reporting smartphone penetration at 40% and rising. Retailers that understand this can turn it into a competitive advantage.

73% OF ABANDONED SALES ARE LOST BUT YOU CAN DO SOMETHING ABOUT IT 1 SHOPPERS ARE USING SMARTPHONES TO GATHER REWARD POINTS AS THEY CHECK IN TO STORES. AND ALL THIS INFORMATION ISN’T JUST ABOUT WINDOW-SHOPPING; THEY’RE USING THE INFORMATION TO MAKE PURCHASING DECISIONS RIGHT THEN AND THERE.


SHOPPERS MAKE THE RETAIL EXPERIENCE PERSONAL WITH THEIR SMARTPHONES, AND WITH MOBILE SOLUTIONS, RETAILERS CAN PERSONALISE THE EXPERIENCE AND INSPIRE LIKE NEVER BEFORE

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ALL OF THIS REFLECTS A SEISMIC CHANGE IN RETAIL Just 20 years ago, when a customer wanted to comparison-shop, they’d walk into a few retail outlets, patiently wait for a salesperson to be available, ask a few questions and then repeat the action at another store. Today, that entire transaction is all but extinct. If the retailer isn’t ready with the information when customers get to the store, they will walk away. And if they do that, getting them back is close to impossible with 73% of abandoned sales completely lost. When customers have to wait at a register for service they walk and take their money elsewhere. They won’t be buying different products – they’ll just get them from someone else.

69% OF SHOPPERS PREFER TO RECEIVE ELECTRONIC PROMOTIONS2

CUSTOMERS ARE NOT HAPPY In Australia, almost half of customers say their desire for discounts and vouchers is not being met in the store. They are also saying that technology can make things better for them. But for that to happen, retailers need better access to information, improved communication through the entire supply chain and better communication within the store so that sales agents and management better understand what’s going on so that the customer walks out with the goods they want.

THE RETAILER OF TODAY CAN SUCCEED It’s not all about closing the shops and simply creating warehouses with online ordering systems. Despite the success of Amazon, a look at the United States shows that there’s room for bricks and mortar retailers that make customers happy. Successful retailers have to focus on ensuring products are on hand. They need service staff who can answer questions and they must ensure that the transaction process is pain-free.

Customer research backs this up. Two-thirds of customers say that they not only complete a transaction when staff are helpful but they actually spend more money.

BY 2017 ROUGHLY ALL TRANSACTIONS WILL BE COMPLETED VIA MOBILE POINT OF SALE, SELF CHECKOUT, AT A TERMINAL OR ON A SHOPPER’S MOBILE DEVICE.3


TO CONNECT WITH TODAY’S SHOPPER, RETAILERS HAVE TO RELY ON MORE THAN PRICE. THEY NEED TO CREATE AN EXPERIENCE AND KNOW WHAT SHOPPERS WANT BEFORE THEY REALISE IT

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WHAT DOES ALL THIS MEAN FOR RETAIL? Look at the US where large retailers like Nordstrom and Macy’s show that the right bricks and mortar experience for customers complements online. For that to work, businesses need smart systems that allow customers to shop how it best suits them depending on what they’re buying. Saks Fifth Avenue chairman and chief executive Stephen Sadove says, “IT’S ALL ABOUT HOW

YOU TAKE SOCIAL MEDIA AND MERGE IT INTO COMMERCE. THE WINNERS WILL BE ABLE TO OPERATE IN THE OMNI-CHANNEL WORLD. OVER THE PAST SEVERAL YEARS WE HAVE SEEN THE INTERNET AND MOBILE RETAIL EXPLODING AND IT HAS NOW HIT CRITICAL MASS”. MASS Despite the uncertainty of the current economic climate, people are spending money. While many retailers are facing difficult times, plenty are not only surviving but they’re thriving.

One respondent to a recent survey said, “I WANT THE COMPANIES TO USE TECHNOLOGY BETTER ON THE BACKEND. KNOW WHAT PRODUCT IS AT EVERY STORE; BE ABLE TO GET MY STUFF FASTER, MANAGE INVENTORY SO YOU DON’T RUN OUT OF THINGS; IF YOU OFFER ME REWARDS, MAKE THEM ONES I’M LIKELY TO CARE ABOUT...DON’T GIVE ME TECHNOLOGY AND CALL IT A BETTER EXPERIENCE. USE TECHNOLOGY TO GIVE ME AN ACTUALLY BETTER EXPERIENCE”.

60% OF RETAILERS BELIEVE THAT THE CONSUMER IS ACTUALLY WALKING INTO THEIR DOOR WITH MORE INFORMATION THAN THEIR EMPLOYEES4 Although retail has changed significantly over the last few years, customers still want the same things. They want knowledgeable salespeople who can answer questions, make helpful suggestions and fulfil their order. Although online retailing is a threat, the smart retailer with the right point of sale (POS) equipment and backend systems can make the customer delighted and get them to keep coming back.


UNDERSTANDING RETAILERS

ENABLING RETAILERS RIGHT HERE, RIGHT NOW.

MAKING YOUR EMPLOYEES SMARTER AND MORE MOBILE FREES THEM TO CONNECT WITH SHOPPERS LIKE NEVER BEFORE

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UNDERSTANDING RETAILERS CREATING A LASTING LEGACY Legacy – it can mean you either inherited a good thing or a ball and chain that holds you back. CIOs see legacy systems as a positive. They’re systems that have been tried and tested, work with the business and are familiar to everyone from the sales agent on the floor to the technician who keeps it running.

EVOLVE OR BECOME EXTINCT When the world changes quickly, legacy systems can be a ball and chain that stops you from quickly adapting. The pace of retail and the need to expose masses of data to customers has relegated old warehouse and inventory systems to the same tar-pits as the dinosaurs. But the right systems can do the opposite. Putting in place nimble, robust systems that deliver data in a variety of ways makes it possible to completely reinvent the retail experience and give the business the opportunity to differentiate the brand so that it is seen as competitive, service-driven and innovative.

MAKING THE RIGHT INVESTMENTS Most businesses have made significant investments over a number of years into their entire supply chain. Ordering systems with suppliers, logistics and POS applications have been procured, maintained and refined to fit in with old-style retail strategies. They just don’t cut it today. Customers have access to the entire supply chain. A look at Australian electronics retailer Kogan highlights this. Kogan’s customers can access a service called Live Price that lets them purchase an item before it’s manufactured. The earlier they purchase in the process, the cheaper the product. While that might not work for everyone it highlights the exposure customers can have to the supply chain.

46% OF RETAILERS SAID THAT DEVELOPING TOOLS FOR THE STORE ASSOCIATE EFFICIENCY IS A BUSINESS CRITICAL ACTIVITY OVER THE NEXT FIVE YEARS5 The right systems aren’t sinkholes into which hard earned money is lost. The right systems make it possible for the retailers to not only increase revenue but, more importantly, boost profits. This presents a rare opportunity for the CIO or CTO to inject their expertise right into the heart of the business.

EMPOWERING IT Motorola Solutions can reduce system complexity and deliver applications that are simple to deploy, manage and evolve. IT teams spend less time keeping the parts connected and more time creating experiences that connect with shoppers. It’s IT that enables and empowers retailers today. The marketing department wants to differentiate the business from its competitors. Walk through a shopping mall and pay attention to which stores are the busiest. It’s a safe bet that the busiest stores will have good service and great systems in place that make it easy for sales staff to put the brands people want in their hands as quickly as possible. Sales staff will be able to answer questions, know what stock is on hand and complete the sale efficiently. The marketing team will use that as a way of differentiating a business from its competitors.


FOR CUSTOMERS, THE PAIN POINTS COME FROM NOT FINDING WHAT THEY WANT, NOT KNOWING IF IT’S AVAILABLE AND NOT HAVING THE ORDER FULFILLED QUICKLY. RETAILERS HAVE TO DELIVER THIS AND ALSO MANAGE THE SUPPLY CHAIN AND SYSTEMS THAT MAKE ALL THIS POSSIBLE. MOTOROLA SOLUTIONS HAS THE EXPERIENCE, EXPERTISE AND TOOLS TO BRING THIS TO A RETAILER SO THAT CUSTOMERS LEAVE SATISFIED AND COME BACK FOR MORE 12


APPLE RETAILING INNOVATION One of the clearest examples of this is Apple. In a shopping mall with an Apple store, there will be a department store also selling the same products but with far fewer customers. Why? Because Apple’s staff have better access to information and are able to better service customers. That’s not just about the number of floor staff but also about how well they’re equipped. They can close a sale from anywhere on the shop floor. Customers can order online, collect their goods from a store where sales staff can not only fulfil the order but also suggest other products to add.

EMPOWERING STORE MANAGERS STORE MANAGERS ARE THE PIVOT POINT OF RETAIL BUSINESS. THEY’RE EXPOSED TO HEAD OFFICE AND CUSTOMERS, TRYING TO ADDRESS THE NEEDS OF BOTH. IT’S WHY THEIR SYSTEMS NOT ONLY HELP SATISFY THE CUSTOMER BUT DELIVER THE DATA NEEDED BY THE BUSINESS TO HELP IT CONTINUE TO GROW. Store managers can use shopper data to know what parts of the store customers are accessing, how much time they’re spending there, what they’re looking at and what they’re buying. At the same time, the retailer is not getting in the customer’s way, giving them complete control over the shopping experience. Sales staff can approach customers with confidence that they’ll have access to real-time stock availability, a reliable POS system and the ability to help the customer get what they want as quickly as possible. Motorola’s POS systems get sales staff out from behind the counter so that they can help customers. Salespeople will be able to assist customers from the shop floor, ensure that they get what they want and complete the sale without dragging the customer to a counter or getting them to queue.

INVENTORY SCANS ITSELF TO KEEP THE RIGHT PRODUCT ON THE SHELF WHEN THE SHOPPER WANTS IT


UNDERSTANDING RETAIL TECHNOLOGY

BETTER TECHNOLOGY TO EMPOWER STORES.

THE RIGHT TOOLS CAN IMPROVE EVERY ASPECT OF YOUR STORE’S OPERATIONS

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UNDERSTANDING RETAIL TECHNOLOGY The right technology addresses every stage of the retail process. The path to a purchase goes through five steps.

STEP ONE: IDENTIFY SHOPPER SELECTS A RETAIL DESTINATION

STEP TWO: NAVIGATE SHOPPER TRIES TO LOCATE A SELECTION SET

STEP THREE: DISCRIMINATE SHOPPER SEEKS TO EVALUATE AMONG RELATIVE ALTERNATIVES

STEP FOUR: VALIDATE SHOPPER LOOKS TO CONFIRM PURCHASE

STEP FIVE: TRANSACT SHOPPER READY TO COMMIT TO PURCHASE

75% OF RETAIL EMPLOYEES FEEL THEY PROVIDE A BETTER IN-STORE CUSTOMER EXPERIENCE WHEN EQUIPPED WITH THE LATEST MOBILE TECHNOLOGIES6

THE RIGHT TOOLS AT YOUR FINGERTIPS Smart retailers use technology to satisfy the customer’s needs at every stage of the process. Motorola Solutions’ experience in working with retailers gives us an understanding that has been used to develop the tools to help retailers move to experience-based retailing. Even though much of the negative publicity around traditional retailing focuses on price as being the factor that drives customers online, the reality is that it’s about better service.

For a retailer to engage with a customer and build a relationship, the retailer needs to provide a complete customer experience. When the customer walks into the store, they can continue their online browsing and comparison-shopping using wireless access from a WiFi hotspot in the store.

SMART RETAILERS USE TECHNOLOGY TO SATISFY THE CUSTOMER’S NEEDS AT EVERY STAGE OF THE PROCESS. MOTOROLA SOLUTIONS UNDERSTANDS THIS AND HAS THE TOOLS TO MOVE RETAILERS TO EXPERIENCED-BASED RETAILING.


TO SATISFY TODAY’S SHOPPER, RETAILERS NEED TO CREATE A BETTER EXPERIENCE AND THAT STARTS WITH SMARTER EMPLOYEES

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ET1 RUGGED ENTERPRISE TABLET When customers find what they want, they are able to approach sales assistants to have their questions answered. They’ll have ready access to information using the ET1 ruggedised tablet where they can look up stock levels, browse the web to see the same information as customers and much more. The integrated scanner makes it easy for retail staff to scan a product’s barcode to access more information than can be easily displayed on a product card in the store.

The ET1 is designed for retail – robust and attractive so it looks great in a sales employee or customer’s hands. As it supports multi-user log-in, retailers can share devices easily between staff. The ET1 can be extended with a mobilepayment attachment so that the customer can be supported through navigation of potential products they want, discriminating between alternatives, validating their purchase and closing the transaction. The ET1 Enterprise Tablet makes all of that possible. KEY FEATURES: • Enterprise durability • Sleek and elegant ergonomics • Cross-platform applications • Enterprise security • Multi-user log-in • Three year life cycle • Business class expandability • Easy centralised device management of Motorola Solutions mobile computers • Enterprise accessories • Customisable bezel • User-accessible Micro SDHC

THE ET1 IS PACKED WITH NEW INGREDIENTS THAT MAKE IT TRULY ENTERPRISE READY. LEVERAGING DECADES OF EXPERIENCE DELIVERING MOBILITY SOLUTIONS TO EVERY INDUSTRY. MOTOROLA SOLUTIONS KNOWS EXACTLY WHAT IT TAKES TO ENSURE A SUCCESSFUL ENTERPRISE TECHNOLOGY DEPLOYMENT AND WE‘VE BUILT ENTERPRISE-VITAL FEATURES INTO THIS NEW CLASS OF ENTERPRISE TABLET.

• Optional handstrap with 360º rotating base • Support from Motorola Solutions TEAM Express


WHEN DEALING WITH A CUSTOMER, STAFF CAN SCAN ITEMS AND COMPLETE THE SALE ON THE SPOT. IF A SALES EMPLOYEE NEEDS TO ASK SOMEONE FOR SOME ASSISTANCE, THE PUSH-TO-TALK CAPABILITY MAKES IT EASY TO CONTACT ANOTHER STAFF MEMBER

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MC2100 MOBILE POS TERMINAL

KEY FEATURES:

Both the ET1 and the MC2100 go a long way to breaking down the barriers between staff and customers. By bringing the sales counter to the customer, retailers can change the perception of retail from being transactional to relational. This will, in turn, keep customers coming back as they feel welcomed and well-served by staff who come to them and make the sales process as smooth as possible.

• Powerful scanning and a choice of scan engines

When a customer has made their decision and is ready to complete the transaction, the relationship built between the sales employee and customer can continue on the shop floor with a POS terminal.

• Integrated voice and data for superior collaboration and single device simplicity

The MC2100 is a mobile POS terminal targeted at the on-floor sales employee, and positioned in the Value Tier of our Mobile Computing portfolio. It incorporates the same scan engines, processor platform, and attention to durable design as our industrial solutions but is packaged in a compact, slim configuration that’s streamlined to meet the basic core needs of inventory management solutions. The MC2100 keeps teams connected as well as helping to make the customer happy.

A RECENT SURVEY OF RETAILERS FOUND THAT COMMUNICATION BETWEEN SALES STAFF AND MANAGEMENT WAS A KEY INGREDIENT IN RETAIL SUCCESS.

• Best-in-class application performance • Superior ergonomics that redefine comfort for single-handed operation

• Enable fast and easy enterprise-class push-to-talk with other workers • Motorola Solutions’ signature rugged design • Great application performance • Centralised management for the MC 2100 – and your entire mobility solution


BY BRINGING THE SALES COUNTER TO THE CUSTOMER, RETAILERS CAN CHANGE THE PERCEPTION OF RETAIL FROM BEING TRANSACTIONAL TO RELATIONAL

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DS9808 PREMIUM PRESENTATION SCANNER

KEY FEATURES:

The DS9808 is a premium presentation scanner. It has a unique hybrid design that allows it to be used for both hands-free and handheld scanning. It can read 1D and 2D barcodes, RFID tags, deactivate Electronic Article Surveillance (EAS) security tags and capture images. That level of versatility means that the DS9808 can replace several devices delivering cost savings to retailers by reducing complexity and increasing productivity as staff can use the one device for multiple purposes. The DS9808 will replace the M2000.

• Innovative hybrid design; truly designed for ease of use for both hands-free and handheld scanning; dynamically switches between modes

The DS9808 has an omnidirectional long-range scanner. It’s easy for staff to use and requires virtually no training, making deployment very easy. There’s no need to line barcodes up and its ability to deactivate EAS security tags means customers aren’t embarrassed by an alarm as they leave the store with their goods. Having been drop-tested to 1.5m onto concrete, the DS9808 is strong enough to withstand the stresses of almost any store or warehouse situation.

• Comprehensive data capture; 1D, 2D and stacked barcode image capture, signature capture and RFID, future-proofing via built-in support for the applications of tomorrow • EAS compatible: automatically deactivates EAS security tags • Omnidirectional scanning; wide working range, laser aiming pattern • Easy to use; no need to align item and scanner; virtually no training required

81% OF RETAILERS SAY INVENTORY MANAGEMENT IS THE KEY DRIVER FOR USING TECHNOLOGY7


1/3 OF EMPLOYEES FEEL THEY LACK THE TOOLS TO SERVE CUSTOMERS WELL8

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MOTOROLA CLP TWO-WAY RADIO

KEY FEATURES:

The Motorola CLP two-way radio keeps staff communicating. Designed specifically for retail, hospitality, and restaurant environments, CLP is small and lightweight, with simple one-button, push-to-talk operation. Clear, strong audio makes communicating easy in noisy environments, and the durable design and long battery life will stand up to everyday wear and tear.

• Smart Status Glow indicates active channel, radio transmit and receive, scan, and battery status • Push-to-talk button is oversized, textured, and centrally located for easy access

The CLP two-way radio can be carried on a belt or a versatile magnetic clip, giving the comfort and freedom to match the style and requirements of a variety of workplace environments. Ear-pieces can be either wired or wireless and multi-unit charging bays ensure that they are always ready for use.

• 16 adjustable volume levels make CLP easy to hear in any environment. A long press provides a quick way to lower the headset volume • Power/battery button not only powers device on or off but a short press provides audio indication of current battery level

Customers demand rapid response and superior customer service. CLP keeps teams connected so that errors caused by miscommunication are minimised and customer response times can be reduced.

• Accessory connector is compact and durable for proven Motorola accessories

THE MOTOROLA CLP TWO-WAY RADIO IS DISCRETE, DURABLE AND ATTRACTIVE. WITH ONE-BUTTON PUSH-TO-TALK CAPABILITY AND CRYSTAL-CLEAR AUDIO, TEAMS CAN CONNECT INSTANTLY AND RESPOND QUICKLY TO ADDRESS CUSTOMER REQUESTS AND ENHANCE CUSTOMER SERVICE.

• Voice-driven menu provides quick access to pre-programmed features: channel, monitor, scan, and call tone • Charging/ programming contact provides robust battery charging and radio programming


QUALIFYING AN OPPORTUNITY

WHEN YOU CREATE A BETTER SHOPPING EXPERIENCE, SHOPPERS BECOME BUYERS AND CUSTOMERS BECOME BRAND ADVOCATES. MOBILE SOLUTIONS ARE HOW YOU GET THERE

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QUALIFYING AN OPPORTUNITY RETAILERS NEED THE RIGHT TOOLS For that experience to be the best it can be, retailers need the best tools and the best access to information. Motorola Solutions’ products are made for retail environments. For example, the ET1 Enterprise Tablet might not have the market cachet of some consumer tablets but it delivers what retailers need.

ET1 ENTERPRISE TABLET UNLIKE ANY OTHER The ET1 Enterprise Tablet is durable. Unlike consumer tablets that are relatively fragile, the ET1 Enterprise Tablet’s Gorilla Glass display is ET1 Enterprise Tablet’s 30% thicker and made to withstand a drop of 1.2m. It’s also sealed to the IP54 standard so that it can be safely used outdoors in the rain and where there is wind-blown dust.

83% OF SHOPPERS AGREE SHOPPERS CAN EASILY FIND A BETTER DEAL, SO CUSTOMER SERVICE IS MORE IMPORTANT THAN EVER9 Unlike consumer tablets, the ET1 has a guaranteed three-year life cycle with a further three years of support. If customers buy an ET1 today, they can be assured that they can continue to buy them for another three years so that they can maintain a homogenous fleet of devices making support and training easy.

Although the ET1 Enterprise Tablet runs the Android operating system, Motorola Solutions RhoElements application development solution means that retailers running Windows Mobile and Windows CE scanners and POS equipment won’t need to develop, deploy and maintain different software for each platform. RhoElements is a ‘write-once-and-deploy-everywhere’ software solution for retailers.

Unlike consumer tablets, the ET1 supports multiple users. Consumer tablets are designed to be personal devices whereas the ET1 allows multiple users to log in so that devices can be easily shared. Even other so-called enterprise tablets miss the mark in retail. These products aren’t robust – they’re not drop-tested or sealed – and are really made for video-conferencing and other applications. The ET1 stands out as the only retail-ready tablet solution.


INTERACTIVE TECHNOLOGY HELPS CUSTOMERS MAKE INFORMED DECISIONS, AND CHECK OUT WHAT HAPPENS WHEN AND WHERE THE SHOPPER WANTS

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VALUE-PACKED MC2100 MOBILE POS TERMINAL The MC2100 is a high performance and affordable imager. It is able to sustain a 1.4m drop and is IP54 sealed so that it can be used in a variety of environments and applications. The MC2100 delivers the functionality of several devices. Competitors will be able to deliver everything that the MC2100 can. But they’ll do it with two or three devices. The MC2100 combines a barcode scanner, mobile POS device and communications tool into a single unit that makes it possible for retail staff to support customers right through the entire sales process from the moment they enter the store until the sale is complete. The MC2100’s push-to-talk capability replaces instore intercoms and phone systems putting staff in direct contact with each other. If floor staff need to talk with people in the back office, they can do so without abandoning the customer. Compared to its competitors, the MC2100 offers superior value with features such as TEAM Express for collaboration between staff, a rugged design and easy centralised device management at a competitive price.

83% OF SHOPPERS SAY SELF-HELP TECHNOLOGIES GREATLY IMPROVE SHOPPING EXPERIENCES10 DS9808 PREMIUM PRESENTATION SCANNER That multi-functional capability is also seen in the DS9808 handheld/hands-free scanner. Its ability to read multiple types of barcodes, images and RFID tags means it can be used with almost any product that’s in the store. As it can also disable EAS tags, it reduces the counter clutter and number of devices drawing power and requiring maintenance. Compared to other products, such as the Datalogic Magellan 1100i, the DS9808 is significantly faster meaning that transactions are finished faster. Similarly, the Metrologic Genesis requires items to be passed more slowly across the scanner than the DS9808. The ET1, DS9808 and MC2100 all send and receive information from customers and inventory systems over wireless networks. It’s absolutely critical that all your data – especially customer payment information – is rigorously protected. AirDefense does all this and more. It’s fair to say that other companies offer point solutions for retailers. There are many barcode scanners, portable POS devices and wireless radio systems. However, Motorola Solutions’ advantage comes from understanding the needs of retailers and delivering a complete, end-to-end solution that covers everything from inventory management, in-store customer support, POS, connectivity, communications and security.


INTELLIGENT, ENABLED EMPLOYEES ARRIVE EXACTLY WHEN THEY’RE NEEDED

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MOTOROLA CLP TWO-WAY RADIO Customers don’t like to be kept waiting. Service is getting product into the customers’ hands and money from their wallets. It’s about communicating, informing and answering questions. And there’s no sales employee who has the answer to every question. The Motorola CLP two-way radio keeps sales employees and logistics staff in touch with each other so that sharing information is seamless and give customers what they want when they want. The great thing is that the CLP two-way radio doesn’t get between the customer and sales employee. As well as delivering clear audio it’s light, small and discrete so that it doesn’t distract the customer and is comfortable for sales staff to wear. If the sales employee needs help from a colleague, they can quickly push a button and start chatting without having to abandon the customer to find a phone or PA system at the counter. The CLP two-way radio uses little power so a fully charged unit can keep people connected for a full workday. It works on UHF and features 219 codes, is easily programmable and can be used with a Bluetooth wireless headset. Again, Motorola Solutions’ focus is on bringing the best technology to retailers in a way that delivers immediate, measurable benefits.

NOW YOUR TEAM CAN STAY CONNECTED WITH THE PRODUCTIVITY TOOL THAT COMBINES COMFORT, DURABILITY, AND SIMPLICITY. THE MOTOROLA CLP TWO-WAY RADIO IS THE SLEEK RADIO THAT GETS THE JOB DONE WITHOUT GETTING IN THE WAY.

68% OF WALKOUTS CAN BE RE-CAPTURED IF THE SHOP FLOOR SALES STAFF CAN HELP CUSTOMERS FIND A PRODUCT ON THE SPOT11


MOTOROLA SOLUTIONS RESELLER SUPPORT

WHEN IT COMES TO SUPPORT, EXPERIENCE IS EVERYTHING. EMPOWERING THE TEAM

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MOTOROLA SOLUTIONS RESELLER SUPPORT

Over the past ten years, the needs of consumers and the way retail operates have moved apart. Customers are increasingly dependent on smartphone apps and online marketplaces that have revolutionised the way they shop. In contrast, many retailers have not followed their customers down this same digital pathway.

A CAMPAIGN THAT SUPPORTS RESELLERS

The task of the channel is to help retailers address the current trend of rapidly shifting consumer behaviour and the use of technology solutions to act and respond accordingly.

Motorola Solutions technology can help the retail sector respond to the rapid shift in consumer behaviour driven by mobile and wireless devices. To support this a retail marketing campaign has been developed that will help you to deliver your retail clients with experience-based solutions, including: including: Solutions that deliver retail innovation, • Solutions that intelligence, credibility and profitability. • Engaging sales tools which can help you Engaging sales sell-in retail business strategy, and not just sell-in retail business technology products. technology products. • Helping partners build a pathway towards the Helping partners retail store of the future TODAY. retail store of Access to proven and successful retail • Access to proven technology solutions that are both efficient, technology solutions powerful and easily deployed. powerful and A commitment to the idea that customer • A commitment experience lies at the heart of keeping experience lies brands relevant and engaged with customers, brands relevant ultimately leading to more profitable ultimately leading businesses. The campaign messaging will blend two types of experience; Motorola Solutions’ experience with retail and the customer experience of retail. Motorola Solutions has extensive experience not just in supplying scanners, tablets, two-way communications and mobile computers but making them integrate into in-store operations so that retailers can deliver engaging experiences for their customers.

YOU ARE THE ONE THAT CAN BRIDGE THE DIVIDE Helping your customers catch up with the digital revolution is no small feat. For today’s consumers, the experience is everything and they demand instant gratification. Show your retail customers how to open their doors to experience-based retailing using Motorola Solutions. What do consumers want? Customer service. When do they want it? Now! When it comes to competing for sales in the digital era, experience is everything.


THE CUSTOMER’S EXPERIENCE IS EVERYTHING, THAT’S WHY THE MATERIALS ARE FOCUSED ON HOW WE DELIVER THE BEST EXPERIENCE FOR THE CUSTOMER AND NOT JUST THE RETAILER

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HOW IS MOTOROLA SOLUTIONS GOING TO DELIVER THIS? Motorola Solutions is going to engage in a multifaceted retail campaign that will deliver insights with accompanying reasons to act. Tier 1 and 2 retailers will be targeted and offered quick solutions in a rapidly changing retail marketplace.

Digital marketing will be further supported with postcard-sized information cards mailed to a mailing list of Tier 1 and 2 retail decision makers and purchase influencers across Australia and New Zealand.

A new purpose-built micro-site will provide an engaging online experience delivering insightful retail industry-specific content that can easily be shared. The site will work on tablets and smartphones as well as desktop computers. It will provide fast access to digital assets, whitepapers, offers and research papers.

LEAD-GENERATION OPPORTUNITIES FOR YOU When retailers engage with the micro-site, prospective customer contact details and opt-in permission will be collected along with solutionsbased enquiries, then distributed to you so you can follow up and nurture potential sales opportunities.

Designed for quick impact, they will reinforce a retail truth, with corresponding QR code linking them to a series of insightful whitepapers, research papers and application briefs. Over the coming months, a series of partner offers will be made available coinciding with marketing campaign activity. These offers will be delivered to your inbox, to help you capitalise on this campaign, and help you sell through to your retail customer base. It’s a commitment from Motorola Solutions to assisting you our valued partners to facilitate and start the conversation with your prospective customers about experience-based retailing.


PARTNER DEALS FOR BAR CODE ENABLED IMAGERS ENABLING PARTNERS

PARTNER DEAL BUY 10 GET 1 FREE DS9208 HANDS-FREE PRESENTATION IMAGER 1D, 2D, PDF417, MULTI-CODE AND PICKLIST MODES Hands-free and handheld data capture of 1d and 2d bar codes from paper labels or mobile phones. Partner buy $2600 Please quote ‘promo – 9208’ when ordering through your distributor to take advantage iof this special offer.


PARTNER DEAL BUY 5 GET 1 FREE DS9808 NEXT-GENERATION HYBRID PRESENTATION IMAGER 1D, 2D, PDF417, IMAGE AND SIGNATURE CAPTURE,OCR,MICR,OPTIONAL RFID Hybrid design delivers dynamic, high-performance hands-free and handheld data capture of 1d/2d/pdf 417 bar codes, images and signatures. partner buy $1995 Please quote ‘promo – 9808’ when ordering through your distributor to take advantage of this special offer.

PARTNER DEAL BUY 5 GET 1 FREE DS4208 GENERAL PURPOSE HANDHELD 2D IMAGER 1D, 2D, PDF417 Deliver blazing speed on both 1d and 2d bar codes, and scan bar codes printed on paper labels or displayed on the screen of a mobile phone, with the ds4208. Partner buy $1250 with Presentation kit bundle. Partner buy $1250 with Please quote ‘promo – 4208’ when ordering through your distributor to take advantage of this special offer.

Promotion Promotion terms & conditions: 1. The indicated prices are Motorola Solutions’ special partner pricing only. 2. All orders must be invoiced to you from distribution by 31 December 2012 to take advantage of this special pricing. 3. Offer not available with any other promotion. 4. Orders pl placed prior to 22 August 2012 cannot be cancelled to leverage this promotion. 5. Motorola Solutions’ decision regarding any term and condition shall be final. 6. All prices are AUD, and exclude GST be cancelled unless otherwise stated. 7. This offer only applies to the listed models as seen in this email. 8. The bar code-enabled sscanners purchased must all be of the same model type to receive an extra of the same type free of charge.


PARTNER DEALS FOR MOBILE POS COMPUTERS ENABLING PARTNERS


PARTNER DEAL MC2180-CS01E0A OFFER MC2180-CS01E0A MOBILE COMPUTER RECEIVE THE FOLLOWING ‘ACCESSORY PACK’ FREE WITH EACH DEVICE PURCHASED: • Single slot USB Cradle CRD2100-1000UR • Cradle power supply PWRS-14000-249R • Cable 25-128458-01R • Soft Shell Case SG-MC2121205-01R Please quote ‘Promo – MC2100’ when ordering through your distributor to take advantage of this special offer.

PARTNER DEAL MC2180-MS01E0A OFFER MC2180-MS01E0A MOBILE COMPUTER RECEIVE THE FOLLOWING ‘ACCESSORY PACK’ FREE WITH EACH DEVICE PURCHASED: • Single slot USB Cradle CRD2100-1000UR • Cradle power supply PWRS-14000-249R • Cable 25-128458-01R • Soft Shell Case SG-MC2121205-01R Please quote ‘Promo – MC2100’ when ordering through your distributor to take advantage of this special offer. Promotion terms & conditions: 1. The indicated prices in this promotion are Motorola Solutions’ special partner pricing only. 2. All orders must be invoiced to you from distribution by 1 November 2012 to take advantage of this promotion. 3. The promotion period is strictly limited to 2 September 2012 to 1 November 2012. 4. Motorola Solutions Australia Pty Ltd reserves the right to change or cancel the promotion at any time without providing any reason. 5. Offer not available with any other promotion. 6. Order placed prior to 27 September 2012 cannot be cancelled to leverage this promotion. 7. Motorola Solutions Australia Pty Ltd’s decision regarding this promotion and any term and condition described herein shall be final. 8. All prices exclude GST unless stated otherwise. 9. This offer only applies to the listed models as seen in this email. 10. Only 1 accessory pack per mobile computer purchased will be awarded for the listed models purchased during the promotion period.


PARTNER DEAL FOR ENTERPRISE TABLET ENABLING PARTNERS


PARTNER DEAL ET1 BUNDLE BUY BUY 10 BUNDLES, GET 1 FREE • ET1 (ET1N0-7G2V1UG2) • Hand strap (SG-ET0123245-01R) • Single slot charge cradle (DC1000-1000U) • Power Supply (PWRS-14000-148C) RECOMMENDED PARTNER BUY: $1099 (AUD) ex GST per bundle Please quote ‘Promo – ET1’ when ordering through your distributor to take advantage of this special offer.

Promotion terms & conditions: 1. The information contained in this document forms part of the terms and conditions of the promotion. 2.Participation in this promotion is restricted to selected authorised Motorola Solutions Australia Pty Ltd (“Motorola Solutions”) channel partners. 3.The indicated prices in this promotion are Motorola Solutions’ special partner pricing only. 4. All orders must be invoiced to you from distribution by 21 December 2012 to take advantage of this promotion. 5. The promotion period is strictly limited to 27 October 2012 to 21 December 2012. 6. Motorola Solutions Australia Pty Ltd reserves the right to change or cancel the promotion at any time without providing any reason. 7. This promotion is not available with any other promotion. 8. Orders placed prior to 27 October 2012 cannot be cancelled to leverage this promotion. 9. Motorola Solutions Australia Pty Ltd’s decisions regarding this promotion and any term and condition described herein shall be final. 10. All prices are in AUD and exclude GST unless stated otherwise. 11. This offer only applies to the listed models as seen in this email and channel partners can only claim the promotion discount on products that are available and can be sold in their country or region. 12.The product order process specified above must be followed to obtain the discounts in this promotion. 13. Ten of the same bundles listed above must be purchased to receive the eleventh bundle of the same type free of charge during the promotion period.


For more information about Motorola Retail Solutions, please visit our dedicated microsite at www.experienceiseverything.com.au or visit the Motorola Solutions website at www.motorolasolutions.com.au

INGRAM MICRO Ingram Micro – The world’s largest technology distributor

POS POS Distributor of choice for Mobility & Data Capture solutions

SEKTOR Sektor is an expert distributor of Retail and Mobility products

MOTOROLA SOLUTIONS 10 Wesley Court, Burwood East, VIC, 3151

AUSTRALIA Contact: Vantex Response Team P: 1300 727 846 W: ingrammicro.com.au

AUSTRALIA Sales Enquiries P: 1300 854 358 E: sales@pospos.com W: pospos.com

AUSTRALIA Contact: Michael Moutsos P: 1300 273 586 E: sales@sektor.com.au W: sektor.com.au

AUSTRALIA Customer Service Enquiries P: 1800 810 080 W: motorolasolutions.com.au

NEW ZEALAND Sales Enquiries P: 0800 854 358 E: sales.nz@pospos.com W: pospos.com

NEW ZEALAND Contact: Iain Walmsley P: 0800 SEKTOR W: sektor.co.nz

NEW ZEALAND Contact: Vantex/Ingram Micro P: 0800 666 868 E: VantexSales@ingrammicro.co.nz W: ingrammicro.co.nz

REFERENCES: 1. Motorola Shopping Survey Report: Connecting with Today’s Shoppers, 2012. 2. Cashing in on the Mobile Barcode Revolution Application Brief, 2011. 3. Motorola Solutions Retail Vision Survey, May 2012. 4. Motorola Solutions ‘Future of Retail’ Video. 5. Motorola Solutions Retail Vision Survey, May 2012. 6. Motorola Solutions Holiday Shopping Survey, May 2012. 7. Motorola Solutions Mobile Point-Of-Sale Solution Brief. 8. Motorola Solutions Holiday Shopping Survey, May 2012. 9. ET1 in Retail Application Brief and ‘5 Things to Know About Tablets’ 10. Motorola Solutions Holiday Shopping Survey, Dec 2011. 11. ET1 in Retail Application Brief and ‘5 Things to Know About Tablets’

MOTOROLA, MOTO, MOTOROLA SOLUTIONS and the Stylized M Logo are trademarks or registered trademarks of Motorola Trademark Holdings, LLC and are used under license. All other trademarks are the property of their respective owners. ©2012 Motorola, Inc. All rights reserved.

Motorola Retail Partner Playbook  

36 page partner playbook for Motorola retail technology solutions.

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