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Do you already know TP-Link? Not yet? Then it’s high time you did, because we have their products in our shop!
...Do you already know TP-Link? Not yet? Then it’s high time you did, because we have their products in our shop!
TP-Link stands for modern networking technologies for organisations of all sizes. The portfolio includes access points, switches, routers, controllers, and cloud management solutions for high-performance, centrally managed network infrastructures.
The Zebra FS10, FS20, FS42 and FS80 Fixed Industrial Scanners ensure reliable automated barcode capture – from compact plug-and-play devices for the workstation to high-end solutions for demanding track-and-trace applications. Selected models also offer the option to enhance barcode capture with machine vision tools for the visual inspection of production processes.
For example, DPM codes and text are captured using OCR, labels verified and components inspected to identify production defects at an early stage. The portfolio ranges from the compact FS10 for packing stations and workstations, through the network-enabled FS20 and powerful FS42 with AI processor, to the FS80 as a high-end system for high decoding performance, extended ranges and high throughput.
Technologies such as ImagePerfect support reliable capture even under changing conditions. On the FS42 and FS80, ImagePerfect+ captures up to 16 images per trigger event. The devices are easy to configure, deploy and operate using the Zebra Aurora or Zebra Aurora Focus software platforms.
A particular highlight is the Zebra FS42: equipped with a powerful AI processor and 8 GB of memory, it supports resource-intensive applications such as deep learning-based OCR without font training. Additional functionality may also be added at any time via software licences.
Order the Zebra Fixed Industrial Scanners today from your sales representative.
Zebra Technologies has informed us of a comprehensive adjustment to its pricing structure, which will take effect on the 5th of October 2026...
Zebra Technologies has informed us of a comprehensive adjustment to its pricing structure, which will take effect on the 5th of October 2026. The changes affect desktop and tabletop printers, RFID printers, general-purpose and industrial scanners, as well as selected aftermarket products from the Asset Visibility Solutions (AVS) portfolio.
As part of this adjustment, list prices across the entire AVS portfolio will be reduced, combined with revised purchasing discounts. For many products, this will result in more competitive pricing. Your demo devices will also be available at lower prices under the new pricing structure. In addition, the new prices mean that you will be able to rely less frequently on Price Concessions in your day-to-day business, allowing you to respond to customer enquiries more quickly.
With these measures, Zebra aims to provide greater pricing transparency in the market while giving you better tools to remain competitive in the face of pricing pressure and grey-market competition.
Details of the affected SKUs and the exact new prices are available on request from your sales representative. Do you have any questions? We are happy to support you with our expertise and service – simply let us know how we may best assist you!
SUNMI is expanding the FLEX 3 family with two new compact 15.6" models for use at the POS and in hospitality....
SUNMI is expanding the FLEX 3 family with two new compact 15.6" models for use at the POS and in hospitality. Both versions run SUNMI OS 4.0 based on Android 13 and feature a Qualcomm hexa-core platform, 4 GB RAM and 64 GB storage. Thanks to VESA 100x100 mounting, they offer flexible installation on walls, arms or brackets and also support the connection of a second display. The standard version is particularly well suited to POS applications and features integrated NFC as well as additional ports for accessories. For use as a Kitchen Display System, SUNMI offers a specially adapted KDS version with integrated 25 W PoE and IP55 protection against the typical challenges of hot, humid and greasy kitchen environments. According to SUNMI, it delivers up to four times the performance of the previous D2s KDS. With the new 15.6" models, SUNMI adds a particularly compact format to the FLEX 3 family, complementing the existing 18.5", 22" and 27" versions.
Order the new SUNMI FLEX 3 15.6" models from your sales representative today!
Panasonic has informed us of an adjustment to the list prices for their portfolio, effective from the 26th of September 2026....
Panasonic has informed us of an adjustment to the list prices for their portfolio, effective from the 26th of September 2026. This adjustment results in price increases for a majority of their devices.
Here is a breakdown of the relevant information for you:
- All new orders placed from the 26th of September 2026 onwards will be subject to the new list prices.
- All orders placed without a fixed delivery date up to and including the 25th of September 2026 will be invoiced at the current list prices.
- Projects remain valid until their expiry date.
Details of the affected SKUs and the exact new prices are available upon request from your sales representative. Do you have any questions? We will be happy to assist you with our expertise and service – let us know how we can best support you!
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Finally, you only need one distributor
Count how many...
Count how many distributors you have an account with. Three? Five? I know resellers who buy from seven – with seven portals, seven passwords, seven credit limits and seven contacts, one of whom is reliably on holiday. I’ve already written here about what I think of out-of-office replies. There was always one reason for collecting distributors, and it was a perfectly sensible one: nobody had everything. One had the devices, another the accessories, a third the service contract and a fourth happened to have stock. My argument is this: that reason is disappearing.
Let’s start with the maths, because you won’t believe me without it. Take twelve orders a week. Every additional source costs you fifteen minutes per order: log in, check stock, compare prices, place the order, match the delivery note, file the invoice. With two additional sources, that’s thirty minutes per order, six hours a week, three hundred hours a year. At €50 an hour: €15,000. Almost two working months in which nobody at your company has sold anything. Did buying from five different sources really save you €15,000? Sometimes, yes. Most of the time, you saved three euros on a scanner and never did the maths.
Then there’s the part that causes the most headaches: stock. With us, you see what’s in the warehouse – real quantities, not »available on request«. You can reserve stock for your project, and reserved means reserved: the devices sit on the shelf waiting for you, not for whoever shouts loudest tomorrow. And every reseller has their favourite products – the three scanners, the one printer, the terminal that appears in every second quote. Tell us what they are. We’ll make sure those exact products are there for you, even in the week when the market has been cleared out. I’ve already written about distributors without warehouses. This is the opposite.
The second point is less visible, but more important in the long run: your projects and service contracts are all in one place. Where was the service contract for those eighty devices from two years ago? When does it expire? Which project price applied, and which end customer was it registered for? If the answers are spread across five distributors, you’ll find them in the inbox of a colleague who no longer works for you. If they’re all in one place, you see which contract is about to expire – and call your customer before someone else does. You already know from this series that a service contract is either sold with the device or never sold at all. The renewal goes to whoever knows the date.
Then there’s the question of product range, because a single distributor is no use if they don’t stock half of what you need. We’re not a broadliner, and we don’t want to become one – I’ve written about why before. But within our specialist field, we go wide: scanners, mobile computers, label printers, POS systems, receipt printers, touch displays, customer displays, cash drawers – and all the accessories that go with them, from charging cradles to that one cable that always ends up missing. A rollout rarely fails because of the device. It fails because the mount was ordered from another supplier and arrives a week later, while forty devices are sitting in your customer’s corridor.
And now to the part I consider the most important. A distributor who only supplies what you already sell is a warehouse with a phone number. We’re constantly adding new manufacturers and new product areas – RFID, security technology and whatever comes next. For you, that means you can try out a new field without setting up a new supplier. Same account, same contact, same credit limit – and someone who can tell you what other resellers are currently learning in that field. Marketing calls that a Growth Engine. I call it this: your product range grows without your supplier list growing with it.
Now for the uncomfortable part, and this one goes against my own argument. In this series, I’ve warned about having one big customer that everything depends on. Doesn’t the same apply to having one supplier? Of course it does. Keep a second account. The day will come when we don’t have a particular item, and when it does, we’ll tell you rather than inventing a delivery date. I don’t want you to buy from us because you no longer have any other choice. I want you to buy from us because, for the past year, you haven’t needed another choice. There’s a difference – and it’s one we have to earn again with every order.
So remember: »A second distributor is insurance. A fifth is a sign that the first one isn’t doing its job.«
Trade shows are dead. Long live dinners!
I’ll admit it: I’ve been to more trade shows than I care to remember....
I’ll admit it: I’ve been to more trade shows than I care to remember. I’ve stood at exhibition stands, lugged catalogues around, handed out pens and spent evenings in hotel bars talking about promising contacts who, come Monday, turned out to be students with a passion for collecting carrier bags. At some point, I started asking myself the question every financial controller had been asking for years: What does any of this actually achieve?
The honest answer is uncomfortable. These days, a trade show is largely an event where exhibitors visit other exhibitors. Everyone has already seen the latest products online, and the reseller you actually wanted to talk to is either at the stand next door – or hasn’t made it to the show at all because they’re short-staffed. You pay for floor space, stand construction, hotels at exhibition rates and three days with your sales team away from the office. And you come home with a stack of business cards, a third of which leave you wondering why you were given them in the first place.
Let’s use some example figures. A small stand with all the trimmings easily costs €25,000. If that results in a hundred genuine conversations, that’s €250 per conversation – and many of them last four minutes and end with: »Send me some information.« For the same money, you could invite a hundred partners to a really good dinner. Two hours, no neighbouring stand, no announcements over the PA system, no pens. Which of those two conversations will you still remember a year later? Exactly.
Now for the uncomfortable part – and it applies to me too: Trade shows aren’t completely dead. Manufacturers need the big stage, and some contacts really do happen simply because two people find themselves standing at the same coffee machine. If you disappear completely, people notice that too – just not in a good way. So I’m not saying: Stop going to trade shows. I’m saying: Stop treating a trade show as sales. It’s visibility. Sales happens somewhere else.
Where? Wherever people take the time to talk. I’ve written before that a slide with forty charts doesn’t convince me – an exhibition stand is basically the same slide, only you can walk around inside it. What does convince me is a conversation where someone listens, asks questions and remembers that your daughter has just finished her A-levels. That works a lot better around a dinner table than at a high table covered in a stretch tablecloth.
Anyone who knows us knows that we have a place for evenings like these where the food smells pretty good. But the principle works anywhere: at the restaurant around the corner, over a barbecue after a training session or at breakfast before a project kicks off. What matters isn’t the location, but the math behind it: fewer contacts, but genuine ones. Ten partners who know who you are after an evening together are worth more than two hundred business cards that end up in the recycling bin three weeks later.
So I’ll keep going to trade shows. But with lighter luggage instead of a catalogue full of products – and a short list of people I’m going to invite to dinner afterwards.
So remember: »At a trade show, you collect business cards. Around a table, you collect partners.«
Europe is not a country
At conferences, people like to talk about the »European market«, and every time they do, I think: There’s no such thing....
At conferences, people like to talk about the »European market«, and every time they do, I think: There’s no such thing. There’s a single market, a customs union and quite a lot of regulations coming out of Brussels. But there’s no European customer, no European language and – as you discover at the latest with your first rollout – no European set of regulations for POS systems either.
Take a perfectly ordinary project: Your customer is a German retailer with branches in Austria, Hungary and Romania. They want the same POS systems, the same scanners and the same printers everywhere. Sounds like one order with four delivery addresses. In reality, it’s four projects. The POS systems have to meet different fiscal requirements in each country, the keyboards need different layouts and the labels need different special characters. And when the printer stops working, the branch manager in Cluj isn’t going to call Germany. They’ll call someone who speaks Romanian – and if there’s nobody available, they won’t call at all. They’ll send an email to your customer instead.
The convenient approach is: order centrally, deliver centrally, and things will somehow work out locally. That works perfectly well – right up until the first problem. Then a German technician is on a plane to Budapest because nobody on site knows how the devices have been configured, and your margin is sitting in the seat next to them. Do the math: flight, hotel, two days of working time – €1,500 disappears very quickly for an issue that someone locally could have fixed in an hour.
That’s why we’ve chosen not to take the convenient route. Jarltech has its own sales teams in Germany, Austria, Hungary, the Czech Republic and Slovakia, Romania and Southeast Europe. Not just a local address with everything forwarded to Usingen, but people who know the language, the resellers and the particularities of their market. That costs more than running a central webshop with a translation button. And it’s the reason why a cross-border project with us doesn’t stop at the border.
Now for the uncomfortable part: Not everything applies everywhere. Product ranges, availability, manufacturer agreements – some things that are taken for granted in Germany don’t apply in a neighbouring country, or only apply with restrictions, because manufacturers sometimes define their sales territories differently from the way countries appear on a map. We tell you that beforehand, not afterwards. A European project where you discover in country number three that the product isn’t even authorised for distribution there isn’t a delivery problem. It’s a consulting error.
My advice: When your customer says »across Europe«, ask about countries, not quantities. Ask who will handle the installation locally, who will provide support, which language the user interface needs and whether the POS regulations have been clarified in every country. And then give us a call before you write the quote. I’ve written about the last mile before – with international projects, it isn’t one mile, but four, and each one speaks a different language.
Europe is a great idea and an excellent market. But anyone who supplies it as though it were a single country learns the expensive way what it really is: a collection of countries that all do things a little differently – and all have good reasons for doing so.
So remember: »If you deliver across Europe, you don’t need one point of contact – you need one in every language.«
