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The Green Sheet Online Edition

June 11, 2012 • Issue 12:06:01

Research Rundown

Motorola explores mobile POS readiness

A Motorola Solutions Inc. survey of retail, hospitality and field services merchants in North America and Europe revealed 66 percent of retail respondents are interested in mobile POS solutions; 42 percent either currently use or plan to pilot mobile POS solutions within the next three years.

On average, retail respondents anticipated replacing over 36 percent of their fixed POS systems as a result of migration to mobile systems, with 31.3 percent planning complete floor coverage.

"As retailers battle for shoppers' hearts and wallets, mPOS serves as a valuable tool that can help turn browsing into buying," said Michelle Crissey, Motorola Solutions Customer Solutions Lead. "When the power of mPOS is in the hands of every retail associate, shopping becomes an experience, and associates are always in a position to make the sale."

Top mobile POS application functions retailers identified include:

  • Inventory management - 51.3 percent
  • Price marking, shelf labeling - 47.8 percent
  • Merchandise returns - 42.2 percent
  • Merchandising - 36.1 percent
  • Item level inventory - 33.5 percent
  • Line busting - 30.4 percent

Tactical goals respondents listed for switching to mobile POS systems included better customer service, 71.3 percent; saving the sale or special ordering for out-of-stock items, 27 percent; fulfillment of custom orders or assisted shopping, 26.1 percent; line busting, 23.5 percent; serving locations where fixed POS systems were not suitable, 23 percent; and customer relationship/loyalty programs, 22.6 percent.

For more information about the Motorola Solutions Mobile POS Study, visit

Merchant sentiment toward loyalty

A report from Aite Group LLC found that when it comes to protecting margins, merchants surveyed ranked daily deals far below in-store promotions and gift cards, which suggests daily deal providers may need to revise business models to remain sustainable.

Program effectiveness at protecting margins over next 24 months:

Source: Aite Group, Merchant Loyalty Programs: Deal or No Deal?

Global movement in proximity payment

An NPD Group report, Worldwide Mobile Payment Market Marches Ahead, estimated proximity payments using near field communication (NFC) or bar code scanning will reach 9.9 billion in 2016, up from the 1.1 billion projected (at an estimated value of $226 billion) for 2012. The Asia-Pacific region is expected to account for 41 percent of global proximity payments by 2016."

Occupational fraud prevention

The latest statistics published in the 2012 Report to the Nations on Occupational Fraud & Abuse by the Association of Certified Fraud Examiners revealed that of the 1,388 cases studied, the fraud went undetected on average for 18 months. The report offers a global perspective on common fraud detection methods, median loss per fraud occurrence and other statistical data on criminal perpetrators to assist with fraud prevention and detection efforts worldwide.

Small business card sales report card

Capital Access Network's Q1 2012 Small Business Credit Sales Report showed a 4.4 percent gain in year-over-year card sales at restaurants, marking the sixth consecutive quarterly gain and the largest quarterly increase since the first quarter of 2007. Another segment that trended up was businesses that have been operating between seven and 10 years, which experienced a year-over-year gain of 0.5 percent in card sales, the first quarterly increase since the fourth quarter of 2007.

Creating an integrated customer experience

The shift of payment activity to the Internet and mobile devices increasingly relies upon software developers to create integrated customer experiences that will be embraced by all parties, from merchants to card networks and payment processors.

A Mercator Advisory Group report, Programming the Payment: From APIs to Commerce Platforms, examines the providers that are helping developers program payments for the future. The report reviews the latest offerings from the major card networks, payment processors and payment services providers for e-commerce, mobile, and POS payment applications. Issues of identity, branding and application programming interface management are addressed, as well as merger and acquisition activity in this arena.

Key points covered in the report:

  • New opportunities for software developers to leverage payment capabilities
  • Top business models for companies that offer payment and commerce services to developers
  • Changes in variants to the commerce capture model that will enable application development
  • A look at how entities are responding to technological shifts in payment processing

"Software developers are a strong source of payment innovation and a growing source of payment transaction volume," said George Peabody, Director of Mercator's Emerging Technologies Advisory Service. "Payment processors hope to capture commerce via this channel through programmatic interfaces. ... As the definition of a transaction expands beyond the payment alone, commerce platform providers take it one step further to enable value exchange among all participants."

For more information about this report, visit

Internet retailers address fraud

According to a recent Internet Retailer survey of 254 Internet retailers, fraud may be the scourge of e-commerce, but most merchants surveyed claim to have it under control. Fraud rates remained steady in the past year for 62.5 percent of respondents, rose for 21.8 percent and declined for 15.7 percent.

 Fraud rates reported by e-commerce retailers surveyed

Source: Internet Retailer survey

Redefining sales mobility

An Aberdeen Group report titled Sales Mobility: How Best-in-Class Remote Sellers Are Replacing "See" with "Do" benchmarks how best-in-class companies are taking advantage of customer relationship management and sales force automation access via smart phones to drive sales quotas, increase customer renewal rates and promote lead conversion growth at rates that exceed industry averages.

Trust, awareness shape NFC adoption

An eDigitalResearch Mobile Payment Indexstudy revealed that 89 percent of previous users of contactless mobile payments said they were likely to use it again and 47 percent of those equipped with NFC-enabled smart phones have already used the technology to make purchases. However, 33 percent of the 2,000 consumers surveyed said they had not heard of NFC technology, and 35 percent expressed concern about its security.

Cluster programs fuel loyalty

A Swift Exchange article titled The Cluster Program - A Modern Model for Loyalty outlines a new model for capitalizing on customer loyalty programs. Developed by Swift Exchange, the cluster model requires strategic alignments of various reward providers with merchants, whereby each provider maintains its own currency. Consumers in this model can spend the value of their individual or combined rewards with any merchant in the cluster.

end of article

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