I’m pleased to announce that The Container Store has agreed to allow AMI to publish a case study about their AssetTrack implementation. A few months ago we implemented AssetTrack 3.0 down at The Container Store headquarters near Dallas, and integrated the software with their CA Unicenter Service Desk r11 installation.

Before AssetTrack, the customer was spending way too much time trying to update their asset database using spreadsheets. At one point they said, “There has to be a better way,” and shortly thereafter they discovered AssetTrack.

It took just three days to install the software, integrate it with Service Desk and provide end user training. No more manually keying in asset data as they try to keep up with their expanding business and rotating lease schedules. Now everything is point-and-shoot, extremely fast and accurate, and the customer can’t be happier with how easy it is to capture and update their asset data.

Read the full case study here:   

http://www.assetmgi.com/materials/ContainerStoreCaseStudy.pdf

And stay tuned for more happy AMI customer case studies in the near future!

Cheers,
Tom

Here at AMI we've been getting ready for the upcoming CA World 2008 conference next month where we intend to make a big splash as we announce AssetTrack 3.1, the certified barcode solution for Unicenter.  This new solution builds upon the success of AssetTrack 3.0, and adds many customer-requested features and enhancements we've heard about time and time again from our enterprise customers. 

We've been working hard on this new release, while simultaneously implementing the software at customers like the CA, the General Services Administration (GSA), the Container Store, Western Union, PA House of Representatives and a number of others.  This has kept me away from my blog, but I'm back and ready to announce the upcoming show.

We will be putting out a number of press releases and email marketing information over the coming weeks, so stay tuned for more about the upcoming AssetTrack 3.1 release! 

Speaking Engagements at CA World 2008

At CA World I will be giving two presentations on asset tracking solutions with Unicenter, focusing on barcode-based asset tracking solutions and outlining the roadmap for the next few years.  There will be two presentations, one discussing best practices for barcode asset tracking, and another joint presentation with CA where we will discuss the implementation of AssetTrack within the new CA ITAM program.

• Enhancing Asset Tracking with Barcode Technology
  Tues Nov 18th at 4:00pm in Sands MR101-102
  
• Implementing Barcode Technology at CA
  Wed Nov 19th at 9:45am in Marco Polo 701

I look forward to seeing you all in Vegas next month.  It's going to be a good and informative show.

A number of people that are using AssetTrack to manage inventory have asked me how to use the barcode scanner to assign assets to different end users.  We called end users "Assignees" in AssetTrack, and when you are collecting inventory or re-assigning assets to new users, you can use the barcode scanner to select the new Assignee if you set the system up correctly. 

Here's how to do this:

1. First, each assignee must have unique Assignee code values set in each Assignee record on the server.  This should be an employee number or code that identifies the Assignee.  If you don't have a unique code for each employee, you cannot select an assignee using a barcode scanner. 
   
2. Synchronize your device with the server so that your Assignee codes are downloaded to the device.
   
3. Next create a barcode that contains that code with a ET$ prefix. In other words, if the Assignee code for you is "1234" then you need a barcode with the value ET$1234. The prefix tells the device that the barcode is an assignee code. 
   
4. Open an AssetTrack form that has the Assignee control on it and scan the barcode you just created.  The value 1234 will be placed in the Assignee field.
   
5. When your record is saved and uploaded, AssetTrack will find the matching Assignee by matching the code, and you'll see the first, last and code values in the AssetTrack upload Queue.

Using Assignee codes is a much nicer way to select end users with your barcode scanner then searching by last name and will increase the efficiency of your data collection efforts tremendously.

Free Barcode Font

See http://www.barcodesinc.com/free-barcode-font/ for a free font that will let you create barcodes using Microsoft Word or any other text editor.

Hi Everyone,

I just found a cool article published by Motorola that really breaks down the difference between Laser and Imager scanning technologies.  I've written a number of posts on the subject, and I really like how they put the topic down into a nice white paper to compare and contrast the two technologies.

Laser Scanning or Digital Imaging: Which Bar Code Scanning Technology Is Right for Your Application?

They agree with me that you need to look at your own requirements in order to choose the right scanner technology option.  One technology is not better than the other: they are different and there are pros and cons of each choice.

Happy scanning.

A new version our Free Asset Tracking Guide is now available for download.  We made a lot of improvements to the document such as adding more processes and beefing out the advanced topics sections to include items like integration with auto-discovery. 

To access, fill out a quick contact form via the link below and you'll get access to the PDF immediately.  :)

http://www.assetmgi.com/DownloadGuide.aspx

Happy Tracking,
Tom

Brent Bowers of the NY Times wrote a great article about AMI today.  We are very excited to get this kind of press so prominently in one of the largest publications in the US! 

http://www.nytimes.com/2008/03/13/business/smallbusiness/13hunt.html

I don't really have anything cooler to say today.  ;)

A while back I wrote a blog post about barcode scanner types, and would like to follow up with some additional info.

Imagers vs. Lasers

For those of you who don't know, there are two types of barcode scanners: imagers and lasers. 

• Lasers work by shooting a laser on the barcode and sensing the reflection that comes back.  These have been around forever and work really well for 1 dimensional, standard barcode labels.
  
• Imagers work like a camera by basically taking a picture of the barcode and interpreting what is in the picture with software.  These are new and have the benefit of working with 2 dimensional tags like the ones you see on UPS boxes. 

I took some heat from people responding to my blog when I said I don't like imagers.  Well, I still don't.

Headaches with Imagers

The problem we are seeing is that imagers don't work well with long 1 dimensional barcodes.  The serial number barcodes on Dell monitors, for example, cannot be read using an imager.  At least not the ones on the Symbol devices we typically sell, even the high-end MC9090G which are about $3K a piece minimum.

This is causing a big problem for some of our customers who use primarily 1 dimensional barcodes.  You get the flexibility of supporting 2D barcodes with imagers, but if you don't use 2D barcodes, this is of little value.  In exchange for 2D support, you have less performance with 1D barcodes and often can't even scan the 1D barcodes in your environment.

Frustrating.

Your Priorities Should Guide your Decision

If you have high volume scanning needs and use 1D barcodes, you need a scanner that will read these tags very quickly.  If you have to press the scan trigger and move the device around for five seconds to get the device to read your tag, you will quickly become frustrated and tired after a few scans.  And if you're performing inventory in a warehouse or receiving dock, this will be very frustrating.  In this scenario, I recommend a laser scanner.

If you require support for 2D barcodes, you have to use imagers.  Laser won't work with 2D barcodes.  In this case, I would demand an evaluation unit from your hardware vendor before you invest a lot of money.  Test the scanner and make sure it works for your needs before spending a ton of money on hardware.

Pardon me while I digress from talk about asset tracking to discuss my sales methodology. I wanted to share this with other people getting into technology sales, but also to help potential customers of my software understand how I work.

A long time ago I was a software developer who designed and built business applications, most recently mobile asset tracking applications like the one we sell here at AMI. Since starting AMI, though, I’ve moved out of software development and into software sales, and have learned a thing or two fumbling my way through that transition.

Feature Selling

As a developer, you are primarily concerned with features. What buttons does the application have and what do they do? An overly simplistic description of the developer’s view, I admit, but the point is the developer is all about implementing executable code that does something. The feature list represents the amount of work the developer put into the software, and the successful execution of those features is how a developer measures him or herself. Do all the features work as they are supposed to?

When I made the transition to sales, I was having trouble selling software because I was stuck on selling features to customers. I figured the more features we had the more likely it would be for a customer to buy. But it wasn’t working. I was rattling off feature after feature, but customers just weren’t getting it. They were having problems connecting the features I was showing them to their own work. They might have a vague sense that the software might help, but they couldn’t understand how to justify the expense.

Solution Selling

Eventually an advisor pointed out to me that people are not coming to buy features, especially when it comes to business applications like the ones I am peddling. Customers have pain, and what they are looking for is a painkiller; a solution to a problem.

Now I look at sales as selling solutions. When a customer comes to me asking for information about my products, I first figure out what problem they are trying to solve. It’s pretty easy to do. Just ask, what made you come looking for tracking software? Oh, you are having trouble keeping track of all the stuff that comes into your warehouse? Okay, I have a solution for that.

This conversation naturally leads into me pointing out the features of my product that are relevant to the customer’s problem. The good part is I don’t spend any time telling them about features they don’t care about. Truth is, a customer will buy a solution with one feature if it is the right feature. Think of Microsoft Word. How many of Word’s 5,429¹ features do you actually use?

Find the customer’s problem and stay on that point. Sure, you can mention you have additional stuff included they may be interested in down the road, but first solve their immediate issue. If you succeed in that, the customer will feel they are dealing with a knowledgeable person, and gain trust in you and your product.  And better yet, you won't be wasting their time or yours talking about stuff you don't need to.

Sequence of Events

Another tip an advisor taught me was the sequence of events. When selling larger solutions with big sales cycles, very early come to an agreement with your customer as to the sequence of events that will lead to a deal. Figure out the customer’s problem and your proposed solution, and then come to an agreement on what the customer expects the steps to be all the way through the transaction.  If you set this expectation early, you will have a context in which to communicate with the customer all the way through the sales cycle.

An example:

1. Verbal agreement to proceed to a proposal
2. Customer receives proposal, reviews and responds within two weeks
3. Update proposal if necessary within one week, review second draft with one week
4. Upon mutual acceptance, develop formal contracts within two weeks
5. Review and finalize contracts within two weeks
6. Cut purchase order
7. Deliver software and provide training

Obviously the steps and timeframes will vary wildly depending on your type of business, but you get the point. Set some goals and timeframes so you have some time bounds on what is supposed to happen and by when.

This approach helps both parties. The customer will have a roadmap in front of them they can understand and communicate to their business. You’ve helped map out a task list and made their job easier. All they have to do is follow the plan and have their problem solved.

This approach helps the salesperson as well because it gives you a context in which to communicate with the customer. Customers do not like to be hounded. None of us do. But if you have a plan communicated, then you can contact them without wasting their time. You are simply following the plan and helping keep things on track. You have a reason to call them versus simply calling because your CRM told you it’s time to bug them again.

Best of luck to everyone.  Salespeople and customers alike.  Just remember we all have the same goal in mind: to do good business. 

¹ SWAG. I’m just making up this number to make a point. I have no idea how many features Microsoft Word has.

Regardless of what type of asset tracking system you use, from time to time you should audit your database to ensure its accuracy.  It doesn't matter how easy or effective your tracking processes are to follow: some assets will always fall through the cracks.  Technicians will grab assets off the dock and install them to close tickets.  Assets will simply be misplaced and never scanned.  Assets will be moved without anyone updating the database. 

Unrecorded changes to your asset database will happen and should be expected.  You should therefore establish an audit process to check accuracy and true-up your database on a regular basis so that every location in your environment is visited on a schedule.

Audit Scope and Schedule

I recommend a rolling audit process, where a portion of your asset database is audited on a regular cycle. The cycle and scope of your audits will be based on the size of your organization and staff levels. However, a good starting place is to perform a monthly audit of 1/12th of your asset environment. In other words, slice your environment into twelve pieces, and audit one piece every month and don’t repeat a piece until all pieces are done. This ensures your entire asset environment is audited each year.

I'm over-simplifying here.  You will have to look at the physical layout of your environment and determine an audit schedule that fits you, but you get the idea.

Audit Process

Follow this process to audit each slice of your environment.

Collecting Audit Data

The process of collecting asset information during an audit must be fast and accurate.  Your personnel must be able to enter a room, scan in location information as quickly capture the asset tags or serial numbers of the assets at that location.  You need to be able to do this in a minute or less to minimize interruption to your and users and speed the audit process.  AMI recommends the use of mobile devices with barcode and/or RFID scanners which make it easy to collect asset information used by the audit. 

1. Deploy one or more users with mobile devices to the audit location.
   
2. Enter the first room or cube and scan or enter the location data into the mobile device.
   
3. If available, enter the user information that is responsible for the assets in that room or cube.  Ideally this can be done by scanning a badge number.
   
4. Next, scan each of the asset tag of each asset at that location. Your mobile computer should be smart enough to detect when an unknown asset is scanned and audibly prompt the user to capture model and serial number to ensure "rogue" assets are added to the repository correctly.
   
5. Save each "audit batch" to the mobile device database.
   
6. Move to the next room or cube and repeat steps 2-4.

Comparing Audit Data

Once the audit data is collected, it must be compared to the repository for accuracy. Your exact reporting tools will depend on what software you have available, but you could simply use Excel or Access to build comparison reports.

The audit report should indicate:

• Location accuracy percentage
• User accuracy percentage
• Cost center accuracy percentage
• Detailed list of assets with non-matching data

Applying Audit Data

Once the audit reports have been generated and saved, you should apply the collected data to your database to “true-up” the data. Your asset tracking system should provide the means to apply collected audit data after audit reports have been generated.  Save off your reports to maintain a history of your asset tracking system accuracy, and rest confidently that your database will be maintained with a high degree of accuracy by knowing that all of your locations are visited on a regular shce

When selecting mobile devices for barcode scanning applications, take care to select the correct scanner hardware. Most devices come in multiple scanner configurations, and there are a few things to consider when choosing what type of scanner to purchase.

Scanner Types

Lasers

The traditional barcode scanner type is a laser that scans the barcode label and reflects back to the device. For one dimensional standard barcodes, lasers are my favorite. The upside is they scan at a longer distance and it is easier to target a specific barcode when a bunch of barcodes are stuck together in close proximity. The downside is they don’t support two-dimensional barcodes and cannot read damaged tags.

Imagers

The newer devices are shipping with what are called “Imagers.” These are basically cameras that take a picture of the barcode and analyze the image to “scan” the barcode. The benefit of Imagers is they support one and two dimensional barcodes so they are more flexible. Two dimensional barcodes can store more information in a smaller space. They can also be used to store multiple values within a single scan. Lastly, imagers are able to read somewhat damaged tags using fuzzy logic. This can be handy in certain environments. The downside is the scanning distance is shorter, and it often takes longer for the scanner to read the barcode. It is also difficult to isolate a single barcode when there are many close together. This can be extremely annoying in high-volume environments. You can see examples of two dimensional barcodes on UPS of Fedex packages. They look like boxes with little dots all over.

Positron Imagers

Cheap devices ship with what are called Positron imagers. These are basically one dimensional barcode readers that are imager-based. They are horrible. They don’t scan tags well at all and I highly recommend that you never purchase a device with a Positron imager, unless you are looking for a headache and an expensive paperweight.

Recommendations

If you are using high-quality one dimensional tags only, I recommend going with a laser-based scanner. You will be happier with the performance after scanning a lot of tags.

If you need to support 2D tags, then buy a high-quality Imager-based scanner. Just be certain you are not purchasing a 1D imager like a Positron. Most Motorola mobile devices ships with both configurations of Imagers. Be sure to get the 1D/2D imager version.