Zebra Cradle Standard
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1. to keep their businesses running Now they can rely on the most complete services that Motorola has ever offered The L14278 is eligible for Service from the Start Advance Exchange Support which speeds response time through next business day replacement of devices requiring repair This service includes Comprehensive Coverage which covers normal wear and tear as well as internal and external components damaged through accidental breakage for no additional charge In addition it entitles customers to the technical software support and software releases they need to help keep their 14278 operating at peak performance levels There s no better way to give your customers total peace of mind PAGE 11 PARTNER BRIEF L14278 UNDERSTANDING THE SPECIFICATIONS BEHIND A LINEAR IMAGER Pee ereereevcccceccerecrcereeeeeoeeeeeEeereeEoeEeesESEEEEEE EERE E LET ED EERE LEE EEE EEE EES EEE ERE OLEE EDEL ELSE HEE EEE EES Published specification figures such as scans per second aren t always indicative of actual performance in real world applications Over the years we have been working hard to perfect the design of a handheld linear imager that can deliver the best possible performance under the widest range of real world operating conditions Refer to the following to help your customers understand and evaluate the typical specifications across linear imagers and better realize what each specification means to their daily operations Scans Per Se2. the convenience of mobile commerce applications from their retailers and hospitality companies With the L14278 linear imager companies can affordably deploy a bar code solution capable of reading 1D bar codes displayed on a mobile device whether for a mobile coupon mobile gift card balance mobility loyalty card or more The L14278 is ideal for those customers who want to introduce 1D mobile bar code scanning applications to their CRM strategy As the leader in bar code technology Motorola is uniquely positioned to deliver the reliable performance needed to encourage both customer and retailer adoption of these emerging applications MARKET POSITIONING With the L14278 we have perfected the optimal design characteristics of a linear imager This includes not only using state of the art components but also designing optimal operation for reliability security robustness and maximum battery life The increased capabilities of this handheld cordless scanner allow workers to scan faster and farther And while outperforming other linear imagers in its class the L14278 offers a lower price point giving your customers a better performing solution at a lower cost Key Motorola only differentiators include e Best scanning performance in its class e Single board construction for unmatched reliability e Superior power management for greatest number of scans per charge and longest battery life per charge e More flexibili
3. used to setup single or multiple LI4278s on the network as well as update devices to the latest firmware either locally or remotely As a result your customers do not have to painfully reprogram each individual scanner or pay to send the device somewhere to obtain the latest updates or change configurations Supports Motorola s Remote Scanner Management RSM for unprecedented simplicity in day to day device management The addition of RSM lets your customers configure deploy provision and manage their L14278 devices and other Motorola bar code scanners across all locations from a management location This remote management solution reduces the time and cost typically associated with the tracking and control of mobile devices and keeps IT free to focus on additional strategic technology initiatives Industry leader in ADC solutions worldwide When your customers choose Motorola Solutions they are getting an industry leader with over 30 years experience in bar code scanning We invented the laser scanner and hold more patents for scanning related inventions than all of our competitors combined multiple times over We are dedicated to the industry and helping customers of nearly every size improve their productivity and profitability through automated data capture and mobile computing solutions Investment protection Enterprise Mobility Services are one of the top differentiators of Motorola products Customers rely on Motorola
4. with the L14278 general purpose cordless linear imager Uncover the specifics of the opportunity and areas where the strengths of the L14278 are key selling points e Have you considered purchasing linear imagers in the past but have been deterred by the technology s shortfalls when it comes to motion tolerance angular tolerance or reliability e Do you need to capture bar codes from mobile phone or computer displays either now or in the future e s price a major consideration Are you looking for an affordable way to migrate to faster 1D scan performance and mobile bar code applications e How do you deal with damaged or smudged bar codes in your environment e ls scanning range important How do you deal with varying ranges today e Do your employees need to navigate to places where a cord is inconvenient Would your employees benefit from increased freedom of movement using a cable free device e Are you concerned about battery life and how often you will have to recharge your devices e Do you experience high staff turnover rates or hire seasonal workers where ease of use and a low learning curve would be crucial e s your IT staff overburdened with supporting your current base of scanners software updates provisioning troubleshooting Are your scanners installed across multiple locations Specific questions for retail opportunities e ls associate productivity at the POS maximized Would you like to incre
5. 1WR L14278 Linear Imager Cash Register White CRO078 SC10001WR Standard Shld Base Cradle Bluetooth charging Cash Register White CBA U01 SO7ZAR Cable Unshielded USB 7ft 2 8m Straight Kit L14278 Scanner PresCradle Radio Charger USB Series A 7ft straight cable black PS NOT required Kit L14278 Scanner PresCradle USB Series A 7ft straight cable black PS REQUIRES country been RARUA LOOANN REQUIRES country line cord 1A L14278 PRWU2100AWR Kit L14278 Scanner PresCradle Radio Charger USB Series A 7ft straight cable white PS 1A REQUIRES country line cord L14278 TRBU0100ZER Kit L14278 Scanner Cradle Radio Charger USB Series A 7ft straight cable black P S is 1A NOT required L14278 TRWU0100ZER Kit L14278 Scanner Cradle Radio Charger USB Series A 7ft straight cable white P S is 1A NOT required L14278 PRBU2100AAR i 1A line cord L14278 PRWU2100AAR Kit L14278 Scanner PresCradle USB Series A 7ft straight cable white PS REQUIRES country 1A line cord L14278 TRBUO100ZAR Kit L14278 Scanner Cradle Radio Charger USB Series A 7ft straight cable black P S is 1A NOT required L14278 TRWU0100ZAR Kit L14278 Scanner Cradle Radio Charger USB Series A 7ft straight cable white P S is 1A PAGE 6 LI4278 Kits and Accessories continued DISCOUNT CATEGORY CUSTOMER ORDER P N DESCRIPTION Kit L14278 Scanner PresCradle Radio Charger USB Series A
6. 7ft straight cable black PS L14278 PRBUZ100ALR REQUIRES country line cord 1A L14278 PRWU2100ALR Kit L14278 Scanner PresCradle Radio Charger USB Series A 7ft straight cable white PS 1A REQUIRES country line cord L14278 TRBU0100ZLR Kit L14278 Scanner Cradle Radio Charger USB Series A 7ft straight cable black P S is 1A NOT required L14278 TRWU0100ZLR ea Cradle Radio Charger USB Series A 7ft straight cable white P S is 1A Kit L14278 Scanner PresCradle Radio Charger USB Series A 7ft straight cable black PS L278 PABU OUAR REQUIRES country line cord 1A Kit L14278 Scanner PresCradle Radio Charger USB Series A 7ft straight cable white L14278 PRWUZI00AWR REQUIRES country line cord 1A L14278 TRBU0100ZWR Kit L14278 Scanner Cradle Radio Charger USB Series A 7ft straight cable black P S is 1A NOT required L14278 TRWU0100ZWR e Cradle Radio Charger USB Series A 7ft straight cable white P S is 1A Presentation Cradle Cradle Presentation Radio interfaces charging black Requires PWRS 14000 148R CR0078 PC1F007WR power supply 1A PWRS 14000 148R Power Supply for CRO078 PC1FOO7WR Presentation Cradle requires country specific line cord 1A CBA U21 S07ZAR Shielded USB straight 7ft for Presentation Cradle 1A Standard Charge Only Cradle CRO008 SC10007R Cradle Standard charging only black 1A CRO008 SC10001R Cradle Standard charging on
7. PARTNER BRIEF L14278 PARTNER BRIEF EXECUTIVE SUMMARY The L14278 cordless general purpose linear imager delivers affordable next generation scanning for today s mobile world Whether your customers need to scan 1D bar codes on a paper label read electronic bar codes on a mobile phone scan high density bar codes or scan all the way up to 31 in 78 7 cm away the L14278 can handle it all while outperforming competitive linear imagers when it comes to both scanning speed and data capture range The right technology at the right time We have spent years perfecting the design characteristics of the next generation linear imager In the L14278 we ve leveraged recent advancements in linear imaging technology using optics and electronics components that are smaller faster better and less expensive We not only use state of the art components but have also focused the design on what really matters in real world applications optimizing the L14278 for reliability security robustness and the longest possible battery life The result is a solution that delivers the best possible performance under the widest range of operating conditions imaginable Next generation in 1D scanning The L14278 takes 1D bar code scanning to the next level allowing workers to scan the widest range of bar codes faster and farther This one device reads UPC bar codes rom 1 in 2 54 cm to 31 in 78 7 cm as well as high density codes and extend
8. ase checkout throughput e Are you planning or have you considered implementing mobile promotions for your customers Examples mobile coupons targeted offers to select customers mobile loyalty CRM program e Are you able to scan bar codes displayed on mobile phones today Do your customers expect this capability e Do workers need to scan large or bulky items at checkout Specific questions for manufacturing opportunities e Are you looking to improve productivity and throughput on the manufacturing floor e Do you need to track small components that utilize high density bar codes Service related questions e What level of post sales service and support do you expect e What is the impact of downtime on your business e How long can you afford to be without your product e ls turnaround time flexible e If we could offer you a service plan that covers your investment from accidental breakage for a one time upfront cost would you be interested ENTERPRISE MOBILITY SERVICES OPPORTUNITY As our partner in selling Motorola products you can benefit from offering your customers a complete solution that includes Enterprise Mobility Services Selling services up front with the product results in a higher attachment rate In addition it provides a unique opportunity to increase your profit margin while providing a renewable revenue stream for your business Motorola s flexible channel ready services are designed to g
9. battery power management delivers the largest number of scans per battery charge to support scan intensive applications And remote management tools combine with industry leading all inclusive affordable service plans to keep devices in the hands of your workforce practically every minute of every working day Differentiators The L14278 offers a number of strategic and technical product differentiators including The right technology at the right time We have perfected the design characteristics of a linear imager In the L14278 we ve leveraged recent advancements in linear imaging technology using optics and electronics components that are smaller faster better and less expensive We not only use state of the art components but also have focused the design on what really matters optimizing the LI4278 for reliability security robustness and battery life The result is a solution that delivers the best possible performance under the widest range of operating conditions possible Premium 1D scanning performance Hands down the L14278 delivers Best in class motion tolerance The L14278 is at home in fast paced environments including retail and manufacturing Workers can capture a wide range of bar codes as fast as they can present items there s never a need to pause between scans or reprogram for the types of codes being scanned Superior angular tolerance The L14278 can capture bar codes at even extreme a
10. cond Published scans per second figures are achieved at very close ranges As the bar code is moved farther away from the imager the exposure time needs to be increased driving down the scan rate The L14278 offers a superior illumination system which is more efficient at delivering light to the bar code and to each pixel of the sensor As a result the LI4278 maintains a higher scan rate throughout its range compared with other linear imager solutions on the market Working Range On some bar code densities the L14278 s working range is twice as much as other solutions From retail to warehousing applications this extended range is essential to keeping productivity high as workers can scan items with less maneuvering In addition the same scanner can now be used for multiple tasks rather than having a different method or requirement necessary to perform various tasks Motion Tolerance The same superior optical system that allows the LI4278 to retain a high scan per second rate at extended range also translates into a shorter exposure time compared with other linear imagers This results in better motion tolerance a traditionally weak area for linear imagers We consider motion tolerance to be such a critical specification to real world applications that we resisted developing a linear imager until the technology enabled us to build a linear imager with similar motion tolerance specs to a laser scanner Angular Tolerance The LI4278
11. coverage at a one time cost e Covers normal wear and tear e Includes all materials parts and labor e Depot repair with 3 day in house turnaround time e Full access to technical support resources e Rights to download and use software releases and supporting documentation TIME OF PURCHASE Up front with the hardware prepaid or within 30 days thereafter LENGTH OF COVERAGE Three years SERVICE PART NUMBER SXB L14278 30 Any time Up front with the hardware prepaid or within 30 days thereafter One year Three years AXB L14278 10 SSB L14278 30 Service Center Support Bronze e Seamless coverage renewable in one year increments Covers normal wear and tear e Includes all materials parts and labor e Depot repair with 3 day in house turnaround time e Full access to technical support resources e Rights to download and use software releases and supporting documentation Any time One year SCB LI4278 10 Enterprise Mobility Software Support e Full access to technical support resources e Rights to download and use software releases and supporting documentation Any time One year SWS EMTS 10 Three years SWS EMTS 30 NOTE please refer to Solution Builder for the most up to date information including global pricing and available options You have an excellent opportunity to upsell Service from the Start
12. e scanning market As shown in Figure 1 linear imagers are projected to grow by 7 9 percent CAGR between 2010 2015 Opportunities in retail Retail represents the largest single market segment for the L14278 According to VDC the retail in store market for linear imagers will hit 51 8M in 2012 with an average growth rate of 7 3 percent between 2010 2015 Figure 2 Mobile commerce A trend on the rise The L14278 is capable of reading 1D bar codes displayed on smartphones cell phones tablets and other mobile devices enabling your retail hospitality and travel customers to take advantage of the rising trend in mobile commerce M commerce technologies With mobile commerce retailers and hospitality companies can deliver content which includes 1D bar codes to a consumer s cell phone for three application uses Figure 1 Forecasted Global Shipments of Handheld Bar Code Scanners Segmented by Product Type Millions of Dollars 2007 2008 2009 2010 Base Year 2010 2012 2013 2014 2015 2015 449 3 421 9 310 7 375 1 415 0 443 3 471 6 495 7 519 6 Scanner 264 3 250 3 167 7 181 8 205 4 222 2 2313 Mays Aalo t Imager 2D Imager 133 8 124 8 148 5 208 4 244 9 279 7 317 1 356 6 400 3 13 9 Fee pe mes Rs Sih ee He 710 3 870 3 950 3 1031 2 1109 7 1191 4 9 1 Source 2011 Barcode ae Industry Planning Service Handheld Scanners VDC Research June 2011 PAGE 2 Figure 2 Forecasted Global Shipmen
13. ead extended range of over 20 t 6m for those cases where stacked or out of reach items need to be scanned And IP53 sealing makes he L14278 an ideal choice in those areas where dust and dampness can degrade scanning performance Your customers can be sure the L14278 will continue o perform flawlessly even under adverse conditions Reduces end user training The L14278 offers an out of the box experience that allows users of all skill levels to start scanning proficiently and productively right away Since little to no training is needed it is an ideal fit for retailers and other organizations that face high employee turnover rates and seasonal staffing Provides flexibility to support more applications with one scanner With the L14278 Motorola has optimized linear imaging technology to give customers the best possible performance under the widest range of operating conditions possible Whether it s reading small 3mil high density bar codes scanning all the way up to 31 in 78 7 cm away or reading electronic 1D bar codes on a mobile phone the L14278 can handle it all and without reconfiguration or reprogramming Reduces total cost of ownership TCO With durable drop specifications single board construction and a scratch resistant window the L14278 is built for the tough environmental requirements in the enterprise The scanner offers dependable operation day in and day out for maximum uptime and a low TCO Superior
14. ed ranges for great application flexibility And while linear imagers have traditionally had inferior motion tolerance and angular tolerance specifications compared with laser scanners the L14278 features a superior optical system for best in class motion and angular tolerance As a result scanning is faster and easier than ever Since bar codes can now be captured at extreme angles workers spend less time maneuvering the scanner or its target and more time on task Capture 1D bar codes on paper labels and mobile phone displays Optimized to read 1D bar codes on both non reflective paper and reflective mobile phone and computer displays surfaces the L14278 gives your retail and hospitality customers the opportunity to implement an exciting range of mobility enabled marketing programs including mobile coupons mobile gift cards and mobile loyalty cards While outdated technology can put an PAGE 1 PARTNER BRIEF L14278 entire marketing campaign at risk by failing to scan the bar code on a customer s phone the L14278 features the latest in scanning technology to ensure a seamless experience for customers and employees alike Linear imaging technology from global ADC leader Companies investing in the L14278 get the same benefits that have made Motorola the industry leading supplier of handheld bar code solutions worldwide We ve optimized the design to deliver the best possible performance in real world applications and
15. ess Line VP or Director for example operations customer service e RFP Project Manager Purchasing Director BUSINESS PROPOSITION This section outlines the investment required to sell the L14278 the revenue opportunities associated with hardware and accessories as well as the incremental revenue opportunities associated with software application development and enhanced services Your investment The investment required by Motorola business partners to sell the L14278 is summarized in the following chart INITIAL PARTNER INVESTMENT DESCRIPTION APPROX COST TO PARTNER Motorola Sales Tools Available at no cost Certification Costs Not required Cost for Demo Units Available in limited quantities contact your account manager to check demo availability prior to General Availability PAGE 5 PARTNER BRIEF L14278 THE MANY REVENUE OPPORTUNITIES Hardware revenue devices and accessories The following charts list the available L14278 configurations as well as the available accessories and peripherals For a complete and up to date list of all available configurations and accessories for the LI4278 please refer to Solution Builder For pricing please refer to the Product Marketing Bulletin or your local distributor L14278 Configurations CUSTOMER ORDER P N DESCRIPTION DISCOUNT CATEGORY L14278 SR20007WR L14278 Linear Imager Twilight Black L14278 SR20001WR L14278 Linear Imager Cash Regi
16. h performance linear scanner is aggressively priced it offers the very latest advancements in electronics and optics components As a result your customers get superior performance Motorola s proven durable construction the flexibility to read 1D bar codes that are printed on paper or displayed on screens including mobile phones an enhanced range and the latest in Bluetooth wireless technology v2 1 all at an attractive price point In addition the investment made in the L14278 infrastructure can be leveraged in the future if the customer at some point elects to adopt a 2D scanning solution as the cradles are all forward compatible Improves scan throughput and productivity The L14278 delivers the performance features and flexibility to keep checkout lines moving in the busiest environments as well as increase productivity in a wide variety of applications in manufacturing hospitality and more Motorola s enhanced CCD technology can read 1D symbologies faster and at greater distances than traditional linear scanners Motorola s superior motion and angular tolerance mean workers spend less time maneuvering the scanner or pausing between scans In short more items get scanned in less time And the L14278 s increased capabilities let workers read bar codes that are scratched dirty or damaged In fact the LI4278 will also scan 100mil codes beyond 20 feet over 6m Enables the next generation of mobile commerce applicati
17. ial application programming procedures to read bar codes off any electronic display Durable design for all day everyday use This linear imager offers the same proven superior construction as our laser scanners the enterprise class construction for which Motorola is known Other linear imagers on the market are assembled with multiple circuit boards various internal connectors ribbon cables and literally dozens of hand solder joints All of these represent potential points of failure especially in handheld devices that may be dropped numerous times over their operating lives But the L14278 features a single circuit board construction to eliminate all these potential points of failure In fact the L14278 represents the first high performance linear imager designed with this single board concept Add the ability to survive multiple drops to concrete a scratch resistant window and a cradle that can handle over a quarter million insertions and you PAGE 10 in and day out Superior battery management We ve optimized the L14278 to excel in the most scan intensive applications conducting extensive battery testing under real world application scenarios in retail and other environments The scanner features a unique Power Management application which protects performance by only charging the battery when necessary The result is enhanced battery management that delivers the largest number of scans per battery charge even out
18. ive your customers the services they need when and where they need them In addition Enterprise Mobility Services benefit your customers businesses by e Providing expert product repair and telephone technical support e Helping to ensure they get the most value from their Motorola investment e Protecting their investment in our technology PAGE 13 PARTNER BRIEF L14278 Support Services for the L14278 Motorola s Support Practice includes the complete Customer Services portfolio of traditional break fix services Seamless integration with Motorola s Customer Services team helps ensure ongoing support for your customer s complete solution Our experienced support engineers are available to assist customers with problem diagnosis and resolution helping to ensure their mission critical systems are always up and running at peak performance The following support services are available to keep the L14278 operating at peak performance throughout its lifecycle SUPPORT SERVICES SERVICES Service from the Start Advance Exchange Support ENTERPRISE MOBILITY SERVICE DESCRIPTION e Advance replacement of devices requiring repair e Includes Comprehensive Coverage e Full access to technical support resources e Rights to download and use software releases and supporting documentation Advance Exchange Support Service from the Start Bronze e Multiple years of seamless
19. ly white 1A Standard Charge Only Cradle CRO078 SC10001WR Cradle Standard Radio Interfaces charging white 1A CRO078 SC10007WR Cradle Standard Radio Interfaces charging black 1A CBA U01 S07ZAR Unshielded USB straight 7ft for Standard Cradle 1A PAGE7 PARTNER BRIEF L14278 Software revenue Application development and integration provides an additional revenue opportunity Customers may require the development of new end user or other supporting software as well as the ability to extend existing business applications to the L14278 As a result software partners will have the opportunity to develop and integrate a range of applications in retail electronics and light industrial manufacturing hospitality and tourism verticals For example in retail and hospitality mobile commerce and mobile bar codes are hot areas of focus With the tremendous growth in smart phones retailers and hospitality businesses can deliver electronic coupons to help incent new sales drive upsales and provide cross selling incentives while giving customers new levels of convenience and a higher touch experience Integration and enhanced services revenue Leveraging your services portfolio with Motorola s Enterprise Mobility Services as part of the complete solution provides you with a significant opportunity to earn more revenue and increase your profit margin Motorola s flexible services are structured to allow for a
20. ngles so workers spend less time maneuvering or orienting the scanner and more time on task PAGE 9 PARTNER BRIEF L14278 e Captures virtually any 1D bar code The L14278 have a device that your customers can count on day captures virtually any 1D bar code including typical bar codes printed on paper labels or electronic bar codes displayed on the screen of a mobile phone tablet PDA or PC screen In addition the L14278 can read the smaller high density 1D bar codes typically used in electronics manufacturing to tag and track electronic components and subassemblies The multipurpose L14278 can read tiny 3mil bar codes in addition to virtually any other 1D bar code up to a distance of 31 in 78 7 cm All this capability is built into a single scanner there s no need for reprogramming or reconfiguring each time the scanner is used for different purposes Mobile bar code data capture Mobile commerce has rapidly gained popularity and acceptance The L14278 is mobile commerce ready able to support mobile coupons mobile gift cards and mobile loyalty programs without requiring an investment in more expensive area imagers The L14278 is capable of reading 1D bar codes from nontraditional surfaces such as the screens of mobile phones tablets and computers The device s superior scan performance is optimized for both reflective and non reflective surfaces and the 14278 doesn t require any reconfiguration or spec
21. ons The L14278 is capable of reading 1D bar codes on reflective mobile phone and computer displays As such your customers are able to implement a range of innovative mobile applications including mobile coupons mobile loyalty mobile gift cards and more Your retail and hospitality customers will be able to keep up with the rapid evolution of today and tomorrow s consumer trends driven by the social web location based marketing and mobile broadband And with the reasonably priced LI4278 your customers have an affordable means to add mobile bar code capabilities one of the hottest new trends in marketing that can help your customers strengthen their relationships with their customers Supports Light Industrial Manufacturing uses The light industrial manufacturing market segment has specific requirements that are typically addressed by special purpose solutions different from the data capture devices in use in retail and other environments But with its unique blend of capabilities the L14278 can also be used in light industrial and manufacturing applications The L14278 features an extensive reading range so the device can be used in workflow for reading tracking items including those tagged with smaller high density bar codes used on miniatures components electronics and subassemblies The L14278 may be used to track work in progress as items are built or integrated along the assembly line environment The L14278 can also r
22. operating conditions The L14278 is based on a single board construction we first introduced in the LS2208 laser scanner In fact the L14278 represents the first high performance linear imager designed with this single board concept for unmatched reliability Add the ability to survive multiple drops to concrete a scratch resistant window a cradle that can handle over a quarter million insertions and advanced power management and you have a device that your customers can count on day in and day out In addition to the performance and ease of use your customers demand the L14278 is also easy to manage Compatibility with Motorola s Remote Scanner Management RSM dramatically reduces the time and cost associated with day to day management especially in large multi scanner multi location environments And Motorola s Service from the Start Advance Exchange Support program provides next business day delivery of a replacement device helping to ensure your customers will be back in business the next day THE MARKET OPPORTUNITY The L14278 opens the door to the handheld linear imager market giving retail and hospitality customers an affordable entry point to begin taking advantage of the exploding trend in mobile commerce applications VDC Linear Imager market to reach 222 2M in 2012 According to VDC Research Group the global linear imaging market will be 222 2M in 2012 representing 23 percent of the overall handheld bar cod
23. performing linear imagers with more powerful batteries Easy to use from day one With the L14278 s point and shoot simplicity users are up and running in minutes This highly intuitive scanner keeps worker productivity high and minimizes end user training time and costs Superior angular tolerance Since bar codes can be captured at extreme angles scanning is easier than ever so workers spend less time maneuvering the scanner and more time on task A bright crisp aiming line The L14278 is easier to aim in bright or dim lighting environments Scan damaged scratched or smudged labels Users can scan even challenging labels with a high degree of accuracy on the first scan eliminating the need to rescan keeping productivity and throughput high Backward compatible with LS4278 cradles If your customers already have a Motorola LS4278 deployed today they can keep their existing accessory investment as the L14278 is compatible with the LS4278 cradles both standard and presentation versions This provides a very cost effective upgrade path for migrating to the enhanced capabilities of the L14278 including better read range and support for 1D bar codes on mobile devices Future proof investment Just as the L14278 will use the existing standard and presentation cradles as the LS4278 these same cradles are also used with the DS6878 our mid tier 2D array imager Customers now have a simple cost effecti
24. programs with the L14278 Service from the Start programs provide enhanced support for your customers critical mobility operations Customers can pay a little now for extended services or pay a lot later in the event of a repair and lost downtime PAGE 14 SALES TOOLS This section details the product classification where you can find additional information available training and certification programs and dates of availability Key dates Public Announcement NRF Annual Convention January 15 18 2012 Javits Center NY NY First Customer Shipment FCS February 20 2012 Sales and reference materials For the latest information and sales support materials please visit the following resources Partner Hallway https partnerselecthallway motorola com index aspx L14278 Product Home www motorolasolutions com li4278 Enterprise Mobility Services Public http www motorolasolutions com enterprise services Partners https partnerselecthallway motorolasolutions com product_services services index aspx Learning Portal http my mot solutions com portal site mu Solution Builder https solutionbuilder motorolasolutions com Product classification The L14278 is a Class 1A open channel product and does not require certification or membership within Motorola s Partner Select program While training is not required free training materials are available on Partner Hallway to assist your L14278 sale
25. s efforts For more information on how the LI4278 general purpose cordless linear imager and other Motorola enterprise mobility solutions can help your customers please contact us at 1 800 722 6234 or 1 631 738 2400 or visit us on the web at www motorolasolutions com li4278 PAGE 15 When it comes to delivering mobility solutions your customers can depend on turn to the company chosen by enterprises around the world in nearly every industry Motorola Solutions Every day companies of nearly every size from a majority of the Fortune 500 companies to small to medium size organizations count on Motorola Solutions to streamline processes and maintain a competitive edge When you choose Motorola enterprise you choose a leader that offers more than 80 years of combined experience in bar code scanning mobile computing and wireless infrastructure technology development and deployment including a long history of industry firsts When you choose Motorola Solutions mobility solutions you give your customer the power to drive inefficiencies out of business operations and productivity and profitability in On any given day every moment matters to someone somewhere And every moment Motorola Solutions innovations products and services play essential roles in people s lives We help retailers track inventory and manage the sales floor in real time so customers always find just what they need We make supply chains vi
26. s system delivers so much more light to our sensor that we are able to use a shorter imaging aperture compared with competitive products The result The L14278 offers superior angular tolerance that allows workers to scan through a pile of randomly positioned items faster less time is needed to reposition packages and reorient bar codes before scanning Just like with motion tolerance angular tolerance has traditionally been a weak spot for linear imagers compared with laser scanners We ve worked hard to bring a versatile and effective linear imager to market so our customers will benefit from our enhanced design Performance on High Density Bar Codes The L14278 is the only handheld linear imager on the market today that provides superior performance for both high density and low density bar codes in a single unit Other manufacturers develop specialized high density versions which offer strong performance on high density bar codes but have less range for low density bar codes If a customer has a mix of high and low density bar codes they traditionally have had to sacrifice performance on one or the other But not so with the L14278 Our linear imager not only has better performance on high densities compared with specialized high density scanner configurations but has equally stunning performance on lower density bar codes as well PAGE 12 QUALIFYING YOUR CUSTOMER The following questions will help uncover underlying needs that can be addressed
27. seamless lifecycle model fostering complete customer satisfaction and reduced overall service delivery costs In addition they deliver ongoing support and maintenance post deployment helping to ensure maximum uptime and peak system performance for your customers If you do not offer these services yourself you have an opportunity to leverage and resell Motorola s Enterprise Mobility Services to help ensure your customers get the services they need when and where they need them Industry research shows that customers are more likely to select service plans when they re bundled up front with a hardware quote as part of a complete solution As our partner in selling Motorola products it can benefit you as well as your customer to include Motorola s exceptional services into each sale There s no better way to give your customers total service peace of mind by helping to ensure their investment is protected KEY SELLING POINTS In this section we take a look at the value proposition the L14278 delivers to your customers the key product differentiators and questions that can help you qualify a L14278 sales opportunity PAGE 8 Value Proposition The L14278 delivers a number of strategic business benefits Offers affordable migration path to the next generation in 1D scanning The L14278 takes 1D bar code scanning to the next level allowing workers to scan faster and farther than ever before While the hig
28. sible to manufacturers and entire power grids visible to utility workers We deliver the technology that lets healthcare providers spend more time with patients and empowers hospitality companies to give guests the service they expect And we help firefighters see around buildings and police officers see around street corners We do this by connecting them to seamless communication networks applications and services by providing them with real time information and by arming them with intuitive nearly indestructible handheld devices WE HELP PEOPLE BE THEIR BEST IN THE MOMENTS THAT MATTER THIS IS OUR PURPOSE PARTNER BRIEF L14278 Part number PB LI4278 Printed in USA 12 11 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 2011 Motorola Solutions Inc All rights reserved MOTOROLA
29. ster White L14278 Kits and Accessories CUSTOMER ORDER P N DESCRIPTION DISCOUNT CATEGORY L14278 PRBU2100AWR Kit L14278 Scanner Presentation Cradle Radio Charger USB Series A 7ft straight cable black Country LC required Includes L14278 SR20007WR L14278 Linear Imager Twilight Black CR0078 PC1F007WR Presentation Cradle Bluetooth charging twilight black CBA U21 S07ZAR Cable Shielded USB 7ft 2 8m Straight PWRS 14000 148R 12v Universal Power supply REQUIRES country line cord L14278 PRWU2100AWR Kit L14278 Scanner Presentation Cradle Radio Charger USB Series A 7ft straight cable white Country LC required Includes LI4278 SR20001WR L14278 Linear Imager Cash Register White CRO078 PC1F001WR Presentation Cradle Bluetooth charging Cash Register White CBA U21 SO7ZAR Cable Shielded USB 7ft 2 8m Straight PWRS 14000 148R 12v Universal Power supply REQUIRES country line cord L14278 TRBUO100ZWR Kit L14278 Scanner Standard Cradle Radio Charger USB Series A 7ft straight cable black P S is NOT required Includes LI4278 SR20007WR LI4278 Linear Imager Twilight Black CRO078 SC10007WR Standard Shid Base Cradle Bluetooth charging Twilight Black CBA U01 S07ZAR Cable Unshielded USB 7ft 2 8m Straight L14278 TRWU0100ZWR L14278 Scanner Standard Cradle Radio Charger USB Series A 7ft straight cable white P S is NOT required Includes L14278 SR2000
30. ts of Linear Imager Bar Code Scanners Segmented by Economic Sector a AR 2010 2015 Industral 577 546 363 412 471 512 550 7 Manufacturing 8 Tanapentation uga 9 7 603 612 708 771 825 Logistics 6 Millions of Dollars 2007 2008 PAIE 2010 2011 2012 2013 2014 2015 Retail In Store 478 518 55 4 Health Care 241 226 14 9 166 185 197 ms 21 Services Commercial 16 2 15 4 10 4 11 2 12 3 12 9 5 4 Services Source 2011 Barcode Global Industry Planning Service Handheld Scanners VDC Research June 2011 e eCoupons Coupons are delivered in the body of an Juniper Research predicts that mobile coupons defined email which can be displayed on a smart phone or as discounts delivered and redeemed via handsets will other mobile device At the point of sale the cashier be used by more than 300 million people worldwide scans the 1D bar code displayed on the customer s by 2014 and that consumer use of mobile coupons will mobile phone to apply the discount generate nearly 6 billion in retail redemption by the year 2014 nearly double the 3 4 billion in 2010 e loyalty programs Mobile loyalty gives consumers the convenience to store their loyalty membership The growing global popularity of mobile coupons information on their mobile phone instead of carrying presents an excellent opportunity for Motorola partners a mix of club cards in their wallet Cashiers scan As consumers increasingly vie
31. ty 3mil to over 30 in reads including cell phones all in a single scanner without requiring reprogramming or reconfiguration e Motorola s innovative applications that allow customers to quickly and easily program manage and control as many devices as needed e Bluetooth v2 1 secure communications e Superior warranty and service programs Figure 3 Price Performance Comparison USB Kit List Pricing 800 S Datalogic GBT4100 600 LIST PRICE 400 Datalogic QM2100 PERFORMANCE so X Honeywell 3820 Motorola L14278 PAGE 4 Target market and applications MARKET APPLICATIONS RETAIL e Point of Sale e In store inventory tracking e Returns processing monitoring Digital mobile loyalty Mobile coupons MANUFACTURING LIGHT INDUSTRIAL Receiving Shipping Inventory management Work in Process WIP Electronics manufacturing HOSPITALITY TOURISM Event registration Check in out Digital mobile loyalty Mobile coupons EDUCATION e Registration classroom activities e Book checkout e Inventory management Market opportunity by company size The primary targets for the L14278 are TIER 3 SMALL MIDSIZE 1 99 EMPLOYEES 9 50 TIER 2 MIDSIZE COMPANIES 100 999 EMPLOYEES TIER 1 ENTERPRISE 1000 EMPLOYEES xZ Target customer prospect titles Decision makers for a L14278 sale include e T Manager e General Manager e CIO e CFO e Busin
32. ve migration path to use their existing scanner infrastructure components if or when they may elect to deploy our 2D DS6878 scanning solutions Cordless freedom with Bluetooth v2 1 Bluetooth communications frees workers from cords allowing cashiers to easily scan items inside and outside of the cash wrap While some other linear imagers on the market feature outdated communications technology with Bluetooth v2 0 the LI4278 supports the Bluetooth v2 1 standard which offers Improved security and better encryption Keeps data safe including sensitive customer information Higher performance when pairing with a communication base Users don t need to wait as long for a communication link to occur before continuing with their scanning activities Better energy management Bluetooth v2 1 requires less power to initiate communicate and verify a session This translates into longer battery life lower recharge time and more productive workers Handheld and hands free modes An optional presentation cradle enables the scanner to be used in presentation mode and gives workers the flexibility to use the scanner in both handheld and hands free modes Items to be scanned are presented to the L14278 which automatically senses and scans without user intervention for faster easier scanning Supports 123Scan scanner configuration tool for rapid and easy customized set up This powerful wizard based PC software tool can be
33. w their smartphone the 1D bar code displayed on the customer s mobile devices as virtual wallets they will continue to expect phone to pull up and apply their membership account e Proximity marketing Retailers can target nearby With the tremendous growth in smart phones customers and deliver targeted coupons to a user s mobile device for just in time promotions and offers retailers can deliver electronic coupons to help bile nomnierdalSamvemeiging channel harman incent new sales drive upsales provide cross selling predict will become a game changer in retail Back incentives and various methods to help increase in 2008 Howard Wilcox senior analyst at Juniper a gt Research said Today th mverwhalming majoriti business while giving customers the feeling that this coupons are paper based but the mobile phone is the retailer is smart about their particular needs and ultimate individual marketing device and mobile coupon pilots show great increased redemption rates often double digit percentages VDC Research Group values them as a customer 1 Juniper Research Press Release Mobile Coupon usage to triple exceeding 300 million people globally by 2014 says Juniper Research December 8 2009 2 Juniper Research Press Release Mobile Coupon redemption value to approach 6BN globally by 2014 according to Juniper Research November 4 2009 PAGE 3 PARTNER BRIEF L14278
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