€¦ · Web viewThe Symbol LI4278 cordless general purpose linear imager delivers affordable next generation scanning for today’s mobile world. Whether your customers need to

ZEBRA SALES GUIDELI4278 Linear Image Bar Code Scanner

ZEBRA TECHNOLOGIES | Confidential Internal Audiences Only 1

TABLE OF CONTENTS

Background........................................................................................................................................... 3Why Has Zebra Decided to Enter the Linear Imager Market At This Time?..........................................4Positioning within the ADC Portfolio......................................................................................................5Portfolio Migration Path.........................................................................................................................6Key Messages for the LI4278................................................................................................................7Key Features and Benefits....................................................................................................................8Key Differentiators.................................................................................................................................9LI4278 SWOT Analysis by Key Competitors.......................................................................................11LI4278 Configurations and Pricing.......................................................................................................13Accessories......................................................................................................................................... 15Competitive Positioning.......................................................................................................................16Competitive Feature Comparison........................................................................................................17Target Vertical Markets & Key Applications.........................................................................................20Qualifying Your Customer....................................................................................................................21Frequently Asked Questions................................................................................................................22Selling Services...................................................................................................................................23Sales Enablement Tools......................................................................................................................24For More Information...........................................................................................................................26


BACKGROUNDThe Symbol LI4278 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 LI4278 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 LI4278, 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 LI4278 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 LI4278 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 from 1 in./2.54 cm to 31 in./78.7 cm as well as high density codes and extended ranges for great application flexibility. And while linear imagers have traditionally had inferior motion tolerance and angular tolerance specifications compared with laser scanners, the LI4278 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 LI4278 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 entire marketing campaign at risk by failing to scan the bar code on a customer’s phone, the LI4278 features the latest in scanning technology to ensure a seamless experience for customers and employees alike.


WHY HAS ZEBRA DECIDED TO ENTER THE LINEAR IMAGER MARKET AT THIS TIME?Why has Zebra ignored Linear imaging technology for so long? We haven’t ignored linear imaging technology- in fact; we’ve been working hard to create the right product... at the right time. The technology involved in developing a linear imager has changed over the years as improvements occurred and refinements produced. We’ve kept a close watch on the evolution in the technologies and spent significant effort to analyze results.

Why is Zebra ready to enter this market now? Linear imaging technology has been evolving rapidly; the optics have improved considerably and the associated electronics have all been on a fast track that has enabled smaller, faster, and less expensive components offering better performance than ever before. Additionally, there is global demand to read 1D mobile barcodes from the screens of mobile phones and PC screens which a traditional laser scanner cannot support. This capability opens new opportunities for both customers and end users relating to processing loyalty cards, membership clubs, discount coupons and mobile coupons. Zebra has been hard at work perfecting our design and the time is now right for Zebra to release our first handheld linear imager scanner that will offer excellent performance at an attractive price point for our customers.

Why should my customers consider Zebra when there are already many acceptable linear imaging solutions on the market today?Quite simply, Zebra now offers the best general purpose 1D cordless scanner we have ever produced. Zebra is the global market share leader in handheld scanning with a track record that stands for quality, performance and reliability around the world. Our linear imager will join our world class portfolio of 1D laser and 2D array imagers to give you an additional data capture choice with the same level of quality and reliability that you’ve come to expect from the market leader.

What can I expect from Zebra’s first linear imager?Zebra’s new linear imager offers superior features and performance that will make it the preferred choice in the 1D cordless category. It is important to note that this is not a product at the low end of our portfolio. Instead, it will be a mid-tier offering that will complement the existing LS4278 laser product line.


POSITIONING WITHIN THE ADC PORTFOLIOThe LI4278 is considered a mid-tier product in the Advanced Data Capture General Purpose Portfolio. As a cordless, 1D bar code scanner, it will eventually replace the existing LS4278 cordless laser scanner.

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LI4278 VS. LS4278

Key upgrades in the LI4278 include: LI4278 is a linear imager capable of reading 1D barcodes on both traditional paper-based (non-reflective) surfaces

as well as next generation mobile (reflective) bar codes found on the screens of mobile devices, tablets and PCs. The LS4278 is a laser bar code scanner that cannot read reflective bar codes from mobile devices.

LI4278 offers a wider working range (from near contact./2.54cm to over 30 in./76.2cm) vs. (0”/0cm-19.”/48.25 cm) on 100% UPC/EAN – 13 mil.

LI4278 offers enhanced wireless connectivity via Bluetooth v2.1 for enhanced security, performance, better energy management and much easier pairing over the Bluetooth wireless connection vs. the v1.2 offered in the LS4278.

Visit www.zebra.com/li4278 and click on the specifications tab for a complete list of product specifications.


http://www.zebra.com/li4278

PORTFOLIO MIGRATION PATHThe LI4278 is a new product in the Zebra Scanner portfolio. It is the first linear imager we have introduced into the line. The LI4278 linear imager compliments our already robust portfolio of laser and 2D array imager scanners offered in the general purpose and rugged categories.

Will the LI4278 replace any product in our line?The LI4278 is a complimentary product in our line, offered to those preferring the highest performing general purpose cordless 1D scanner as well as those who need to read 1D bar codes.

Will Zebra continue to support the LS4278 Laser cordless scanner?We encourage you to begin migrating your existing LS4278 customers over to the newer, more robust LI4278 which is compatible with the LS4278 cradles. The LS4278 will eventually be phased out of the portfolio.

Upsell from the LS2208 to the LI4278It’s no secret that the LS2208 is a great product with a broad global following. In 2011 we reached the 5 million sold milestone with the LS2208. However, with the onslaught of mobile bar codes continuing to drive scanner sales, there is no better time than now to migrate your existing LS2208 customers to the LI4278. Not only will your customers be able to take advantage of the benefits of cordless technology, they can also future proof their business to prepare for the new age in data capture: mobile bar codes.

When can I expect to see the corded version of this product?We continue to evaluate the need for a corded version and although it’s not on the current roadmap, we are considering it and will communicate our decision as soon as we finalize it.

DEVICE

Migrate existing 1D LS2208Customers to LI4278

Start the conversation about mobile bar codes Enhanced benefits of cordless


Start the conversation about mobile bar codes Enhanced benefits of cordless


Compatible with existing cradies Enhanced Bluetooth security


KEY MESSAGES FOR THE LI4278MAIN MESSAGE AFFORDABLE CORDLESS BARCODE SCANNER OFFERING EXCEPTIONAL

PERFORMANCE ON 1D BAR CODESCustomer Pain Point I need a scanner that will read both traditional paper based and newer electronic barcodes at

an affordable price.

Supporting Technology Points

Over 30 inch decode range Exceptional decode distance range Performance

– Faster decode– Allows for greater productivity and reduced power consumption

HD barcodes– Better range on high density codes – good for electronics mfg.

Angular tolerance– Allows bar codes to be scanned at extreme angles

Snappiness Single board construction – highly reliable, less breakage

MAIN MESSAGE CORDLESS FLEXIBILITYCustomer Pain Point I need my cashier’s to be able to scan items from both within the cash wrap (without

uncomfortably leaning over the counter) as well as outside of the cash wrap, quickly and efficiently.


LI4278 offers excellent flexibility (cordless) and reading range allowing user to more easily scan and capture barcode information – from a distance or even at obscure angles. Cordless design for added convenience and flexibility

– Up to 30” reading distance– Bluetooth 2.1 communications offers additional capabilities– Faster Bluetooth pairing with host device– Higher level of encryption offers enhanced security.

Backwards compatible with Bluetooth 2.0

MAIN MESSAGE INCREASE CUSTOMER LOYALTY AND BOTTOM LINE REVENUECustomer Pain Point The scanner I have works just fine, but I’m not able to leverage or accommodate the “new”

mobile marketing technologies. Ability to read cell phone based bar codes is a key differentiating strategy


State of the art mobile marketing strategies (1D electronic barcodes from cell phone, Tablet, PDA, PC Screen) can now be quickly and easily accommodated

Linear imaging technology required to read 1D bar codes for loyalty cards, membership clubs, discount coupons/eCoupons, etc.


KEY FEATURES AND BENEFITSThe following is a summary of the LI4278’s key technical features and what they mean for your customers.

FEATURES BENEFITS

Excellent 1D scanning performance

Delivers superior scanning speed and a wide data capture range

Captures virtually all 1D bar codes on any surface – including mobile phone displays

Capture bar codes printed on traditional paper labels or displayed on the screen of a mobile phone, table or computer

Wide working range Reads UPC bar codes from 1 in/2.54 cm to over 30 in./76.2cm as well as high density codes and extended ranges for greater application flexibility

Superior motion and angular tolerance

Bar codes can be captured faster and there is no need to pause between scans

Patent pending single circuit board construction

Maximizes durability and reduces downtime

Bright, crisp aiming line Easier to aim in bright or dim lighting environments

Built-in rechargeable replaceable battery

Provides largest number of scans per charge – well beyond a single shift in the highest usage profiles; replaceable battery ensures long lifecycle

Long life industrial charging contacts

Reliable performance, rated to 250,000+ insertions

Compatible with 123Scan² and Remote Scanner Management (RSM)

Dramatically reduces management time and cost, from initial configuration to day-to-day management; SDK available for custom development

Withstands 100+ consecutive drops to concrete

Protects against downtime from breakage due to everyday drops and tumbles

Multi point to point Use up to three scanners with a single desktop cradle, reducing capital expenditures and maintenance costs

Batch mode operation Allows users to continue scanning outside communications range; can scan over 500 UPC bar codes into memory and upload automatically when in communication range

Flexible mounting – vertical or horizontal

Desktop cradle provides versatility to accommodate your unique environment

Bluetooth 2.1 Provides better security, better performance, better energy management and much easier pairing over the Bluetooth wireless connection

Backward compatible Works with LS4278 cradles, providing a very cost-effective upgrade path


KEY DIFFERENTIATORSThe following differentiating features combine to place the LI4278 at the top of its device class

The right technology at the right timeWe have perfected the design characteristics of a linear imager. In the LI4278, 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 performanceHands-down, the LI4278 delivers:

Best in class motion tolerance: The LI4278 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 LI4278 can capture bar codes at even extreme angles, so workers spend less time maneuvering or orienting the scanner and more time on task.

Mobile bar code data captureMobile commerce has rapidly gained popularity and acceptance. The LI4278 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 LI4278 is capable of reading 1D bar codes from non-traditional surfaces such as the screen of mobile phone, tablets and computers. The device’s superior scan performance is optimized for both reflective and non-reflective surfaces; and the LI4278 doesn’t require any reconfiguration or special 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 Zebra 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 LI4278 features a single circuit board construction to eliminate all these potential points of failure. In fact, the LI4278 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 have a device that your customers can count on, day-in and day-out.

Superior battery management We’ve optimized the LI4278 to excel in the most scan intensive applications, conducting extensive battery testing under real-world application scenarios in retail and other environments. The energy efficient scanner also 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 outperforming linear imagers with more powerful batteries.

Easy to use, from day oneWith the LI4278’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 LI4278 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 cradlesIf your customers already have a Zebra LS4278 deployed today, they can keep their existing accessory investment as the LI4278 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 LI4278 — including better read range and support for 1D bar codes on mobile devices.

Future-proof investmentJust as the LI4278 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 effective 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 modesAn 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 LI4278 which automatically senses and scans without user intervention for faster, easier scanning.

Supports 123Scan2 scanner configuration tool for rapid and easy customized set-upThis powerful wizard-based PC software tool can be 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 Zebra’s Remote Scanner Management (RSM) for unprecedented simplicity in day-to-day device managementThe addition of RSM lets your customers configure, deploy, provision and manage their LI4278 devices (and other Zebra bar code scanners) across all locations from a management console. 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 worldwideWhen your customers choose Zebra, they are getting an industry leader with decades of experience in bar code scanning. 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 protectionEnterprise Mobility Services are one of the top differentiators of Zebra products. Customers rely on Zebra to keep their businesses running. Now they can rely on the most complete services that Zebra has ever offered. The LI4278 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 LI4278 operating at peak performance levels. There’s no better way to give your customers total peace of mind.


LI4278 SWOT ANALYSIS BY KEY COMPETITORS

STRENGTHS WEAKNESSES

Datalogic has impressive looking specifications and a lot of ‘big numbers’ when compared to the specifications of LI4278.

Big numbers don’t necessarily translate into a better solution. For example: Datalogic’s published scans / reads per second figure is meaningless, as this information isn’t being processed in any sort of meaningful way. In fact, the truth is that the Datalogic imager and processor are constantly working to process meaningless reads and consequently wasting valuable power- thereby reducing battery charge state and decreasing functionality due to more frequent recharges. Datalogic is also using an outdated communications product (Bluetooth v2.0). BT v2.0 lacks the security, power management and performance of v2.1, the version currently being used in the LI4278.

OPPORTUNITIES THREATS

Selling against Datalogic can involve deep discussions about their technology and the meaning of their specifications and the validity of their benchmarking results in a real-world environment.

We have detailed white papers which explain how our optimized design actually includes lower specifications which result in a better performing and more important TCO and ROI analysis.

Our ability to communicate clearly and effectively that we have developed an optimized design yielding in a best results is key. The decision maker/consultants involved in product selection will appreciate our analysis and certainly benefit from learning how our design, capabilities and features will allow them to benefit in many valuable ways.


STRENGTHS WEAKNESSES Broad product line from a well know brand supplier.

Considered by many to be “the incumbent”. Honeywell’s Linear Imager has been on the market for

many years and is a well-known and understood platform in the industry.

Perceived as having “more power” due to large Lithium battery in cordless product.

Honeywell’s ADC assets are the results of recent acquisitions of HandHeld Products and Metrologic; two distinct and separate companies. Assimilation and integration of these acquired businesses into the corporate structure can take years to sort out, fraught with change and instability. Strategically challenged to design and leverage full integrated and highly leveraged solutions, change is imminent.

While it is true that Honeywell’s Linear Imagers have been in the market for a long time, it has not evolved significantly to keep up with the demands of the market to provide more cost-effective, higher-performance solutions.

Battery: Having a larger battery doesn’t necessarily translate to more meaningful results in a real world application, such as Retail POS scanning.

OPPORTUNITIES THREATS Symbol Technologies has carried forward in its entirety

and not only survived its acquisition by Zebra, but has thrived and continues to dominate the industry. Zebra continues to invest internally to invent, improve and seek new opportunities rather than become distracted by the politics associated with large scale acquisitions and assimilations.

The LI4278 offers superior features and capabilities that offer both a compelling value proposition unto themselves, but we also have our companion application programs which set us apart from the competitors by offering sophisticated tools to accelerate time to market, reduce costly and time consuming errors, and offer Customers both unique and leveraged ways to monitor, troubleshoot, update/upgrade and track assets. It is important to remember that purchase price is one obvious component relating to cost, but the expense related to managing these devices effectively and efficiently can be dramatic and in some cases, completely overwhelming. Zebra understands the value of service, support and deployment and provides the tools to allow customers to enjoy highly reliable and robust installations.

Battery: We’ve have done extensive testing in this area and concluded that the more meaningful attribute is power management. In real-world use case tests characterizing typical Retail usage, we’ve discovered that the Zebra solution outperforms Honeywell in spite of their having a larger, more powerful battery. The key is our Power Management application which allows the scanner to perform optimally, while only charging its battery when necessary. TCO and ROI analysis.

The combined assets which are now a part of the Honeywell Corporation represent a potentially stronger competitor. If they can figure out how to apply these assets in meaningful ways and rebuild strong programs with the channel and partnerships (outside ADI) they will become a more meaningful player in the market.

Competitors may realize the value of providing these sorts of tools, but the investment to develop, test and maintain these assets isn’t trivial and requires an experienced world-class supplier to produce high quality and highly reliable solutions.

Battery: If Honeywell were to spend time, energy and invest in developing a world-class power management solution, their actual energy profile and consumption could become more similar to what Zebra has today. However since Lithium power cells are more expensive and require special care, the total cost of ownership over the life of the product is unlikely to match the LI4278.


LI4278 CONFIGURATIONS AND PRICINGWorldwide availability of the following parts (scanner only) as well as kits (Standard & Presentation) is listed below. Please reference the item Description for detailed configuration information. See Comments (below) for specific regional kits. Information on accessories and additional components will be available on the web.

PART#: DESCRIPTION: DISCOUNT CATEGORY

FIRST BOOK DATE

LIST PRICE

COMMENT:

LI4278-SR20007WR LI4278 Linear Imager- Twilight Black 1A 1/15/2012 $445.00

LI4278-SR20001WR LI4278 Linear Imager- Cash Register White

1A 1/15/2012 $445.00

LI4278-PRBU2100AWR LI4278 Black Presentation Cradle USB (No Line Cord) Kit: LI4278-SR20007WR Scanner, CBA-U21-S07ZAR Shielded USB Cable, CR0078-PC1F007WR Cradle, PWRS-14000-148R Power Supply, Line Cord Not Included

1A 1/15/2012 $618.00

LI4278-PRWU2100AWR LI4278 White Presentation Cradle USB (No Line Cord) Kit: LI4278-SR20001WR Scanner, CBA-U21-S07ZAR Shielded USB Cable, CR0078-PC1F007WR Cradle, PWRS-14000-148R Power Supply, Line Cord Not Included

1A 1/15/2012 $618.00

LI4278-TRBU0100ZWR LI4278 Black Standard Cradle USB Kit: LI4278-SR20007WR Scanner, CBA-U01-S07ZAR USB Cable, CR0078-SC10007WR Cradle

1A 1/15/2012 $540.00

LI4278-TRWU0100ZWR LI4278 White Standard Cradle USB Kit: LI4278-SR20001WR Scanner, CBA-U01-S07ZAR USB Cable, CR0078-SC10001WR Cradle

1A 1/15/2012 $540.00

LI4278-TRBU0100ZER LI4278 Black Standard Cradle USB Kit - EMEA: LI4278-SR20007WR Scanner, CBA-U01-S07ZAR USB Cable, CR0078-SC10007WR Cradle

1A 1/15/2012 $435.00 EMEA Only

LI4278-TRWU0100ZER LI4278 White Standard Cradle USB Kit - EMEA: LI4278-SR20001WR Scanner, CBA-U01-S07ZAR USB Cable, CR0078-SC10001WR Cradle

1A 1/15/2012 $435.00 EMEA Only

LI4278-PRBU2100ALR LI4278 Black Presentation Cradle USB (No Line Cord) Kit - Latin America: LI4278-SR20007WR Scanner, CBA-U21-S07ZAR Shielded USB Cable, CR0078-PC1F007WR Cradle, PWRS-14000-148R Power Supply, Line Cord Not Included

1A 1/15/2012 $618.00 LA Only

LI4278-PRWU2100ALR LI4278 White Presentation Cradle USB (No Line Cord) Kit - Latin America: LI4278-SR20001WR Scanner, CBA-U21-S07ZAR Shielded USB Cable, CR0078-PC1F007WR Cradle, PWRS-14000-148R Power Supply, Line Cord Not Included

1A 1/15/2012 $618.00 LA Only


PART#: DESCRIPTION: DISCOUNT CATEGORY

FIRST BOOK DATE

LIST PRICE

COMMENT:

LI4278-TRBU0100ZLR LI4278 Black Standard Cradle USB Kit - Latin America: LI4278-SR20007WR Scanner, CBA-U01-S07ZAR USB Cable, CR0078-SC10007WR Cradle

1A 1/15/2012 $435.00 LA Only

LI4278-TRWU0100ZLR LI4278 White Standard Cradle USB Kit - Latin America: LI4278-SR20001WR Scanner, CBA-U01-S07ZAR USB Cable, CR0078-SC10001WR Cradle

1A 1/15/2012 $435.00 LA Only

LI4278-PRBU2100AAR LI4278 Black Presentation Cradle USB (No Line Cord) Kit - APAC: LI4278-SR20007WR Scanner, CBA-U21-S07ZAR Shielded USB Cable, CR0078-PC1F007WR Cradle, PWRS-14000-148R Power Supply, Line Cord Not Included

1A 1/15/2012 $650.00 APAC Only

LI4278-PRWU2100AAR LI4278 White Presentation Cradle USB (No Line Cord) Kit - APAC: LI4278-SR20001WR Scanner, CBA-U21-S07ZAR Shielded USB Cable, CR0078-PC1F007WR Cradle, PWRS-14000-148R Power Supply, Line Cord Not Included

1A 1/15/2012 $650.00 APAC Only

LI4278-TRBU0100ZAR LI4278 Black Standard Cradle USB Kit - APAC: LI4278-SR20007WR Scanner, CBA-U01-S07ZAR USB Cable, CR0078-SC10007WR Cradle

1A 1/15/2012 $625.00 APAC Only

LI4278-TRWU0100ZAR LI4278 White Standard Cradle USB Kit - APAC: LI4278-SR20001WR Scanner, CBA-U01-S07ZAR USB Cable, CR0078-SC10001WR Cradle

1A 1/15/2012 $625.00 APAC Only


ACCESSORIESCRADLE OPTIONSPresentation Cradle CR0078-PC1F007WR Typically used in hands free

applications; Retail as well as swipe mode for Manufacturing. REQUIRES SHIELDED host cable (assorted-USB, etc), power supply (PWRS-14000-148R) and country-specific line cord (assorted-NA, etc) to function

Standard Cradle(Communications & Charging)

CR0078-SC10001WR (White)CR0078-SC10007WR (Black)

Provides wireless communications as well as charging to the scanner. Optional power supply available if desired / required PWRS-14000-253R (US) or PWRS-14000-256R (EU)

Standard Cradle (Charge ONLY)

CR0008-SC10001R (White)CR0008-SC10007R (Black)

Provides charging to the scanner NO communications to host. Optional power supply REQUIRED PWRS-14000-253R (US) or PWRS-14000-256R (EU)

CABLESShielded USB straight, 7ft for Presentation Cradle (CR0078-PC1F007WR)

CBA-U21-S07ZAR REQUIRED for USB host connection using Presentation Cradle (CR0078-PC1F007WR)

Unshielded USB straight, 7ft for Standard Cradle (Communicating or Charge only)

CBA-U01-S07ZAR REQUIRED for USB host connection using Standard (Communicating) Cradle CR0078-SC10001WR (White) orCR0078-SC10007WR (Black)

Assorted other accessories available - please consult with Solution Builder of your Zebra representative for additional details. http://www.zebra.com/solutionbuilder


http://www.zebra.com/solutionbuilder

COMPETITIVE POSITIONING The following Price to Performance comparison of competitive products clearly shows where the LI4278 stands among competitive products on the market today.


COMPETITIVE FEATURE COMPARISONThe following chart provides a detailed feature by feature comparison between the LI4278 and its chief competitors. For more regional specific competitors please see comprehensive competitive chart.

FEATURE LI4278 HONEYWELL 3820

Radio/Range Bluetooth Class 2 radio; 100m / 328ft. Will store +/-500 scans while in batch mode

Bluetooth v2.0; Class 2: 10 m (33’) line of sight

Communications v2.1

FIPS 140-2 Certified Encryption

No Optional

Pairing Base: CR0078-S: 3 to 1; Base: CR0078-P: 7 to 1

7 to 1

Battery 750 mAh NiMH 1800 mAh Li-ion

Number of Scans p/charge Up to 57,000 up to 57,000 scans per charge

Expected Hrs of Operation 72 hours 16 hours

Expected Charge Time Approximately 3 hours via external power and 5.5 hours via host power through cable

4 hours

Dimensions (LxWxH) Scanner Only

Approximately 7.34L x 2.75W x 3.84H 165 mm x 81 mm x 157 mm (6.5˝ x 3.2˝ x 6.2˝)

Weight Scanner Only 244 g (7.9 oz) 261 g (9.2 oz)

Color Black or White White with Black

Host System Interfaces (Base)

USB, RS232, RS485 (IBM), Keyboard Wedge USB, TTL level RS232, Keyboard Wedge, IBM 46xx (RS485), Light Pen (Wand) Emulation

Scan Pattern Linear Image: Single line Linear Image (CCD: 3648 pixels)

Scan Speed/Read rates (Max)

547 scans per second 270 scans per second

Motion Tolerance 25in/63.5cm per second 5 cm/s (2 in/s) with 13 mil UPC at optimal focus

Scan Angle Horizontal: 33° Horizontal: 47°

Decode range 1in / 2.5cm - 31in / 78.7; 100mil >20ft / 610cm 1in / 2.5cm - 36in / 91cm

Resolution (maximum) 0.07mm / 3 mils 0.130 mm / 5mils

Drop 100 x 5' drops to concrete at room temperature.

Designed to withstand 1.8 m (6’) drops

Sealing IP53 IP41

Warranty 3 year Battery – 1 year 3 year Battery- 1 year


http://compass.mot-solutions.com/doc/413537660/Comp_Analysis_-_

FEATURE LI4278 DATALOGIC QM2100


12.0 m / 40.0 ft

Communications v2.1


No No


1 to 1

Battery 750 mAh NiMH Lithium-Ion, 700 mAh

Number of Scans p/charge Up to 57,000 20,000

Expected Hrs of Operation 72 hours


6 hours


Approximately 7.34L x 2.75W x 3.84H

Weight Scanner Only 244 g (7.9 oz) Reader: 189.0 g / 6.7 oz (Without Batteries)

Color Black or White Black or White


USB, RS232, RS485 (IBM), Keyboard Wedge 1D / Linear Codes Autodiscriminates all standard 1D codes

including GS1 DataBar™ linear codes Stacked Codes

GS1 DataBar Expanded Stacked GS1 DataBar Stacked GS1 DataBar Stacked Omnidirectional

Scan Pattern Linear Image: Single line CCD Solid State: 2088 pixels


547 scans per second 235 reads/sec.

Motion Tolerance 25in/63.5cm per second

Scan Angle Horizontal: 33°

Decode range 1in / 2.5cm - 31in / 78.7; 100mil >20ft / 610cm 0.4 in / 1 cm - 10 in / 27 cm

Resolution (maximum) 0.07mm / 3 mils 0.100 / 4 mls


Withstands repeated drops from 1.5 m / 4.9 ft onto a concrete surface

Sealing IP53 IP30

Warranty 3 year Battery – 1 year 3 Years


FEATURE LI4278 DATALOGIC GBT4100


30.0 m / 98.4 ft

Communications v2.1 Bluetooth 2.0 Certified Class 2


No No


Battery 750 mAh NiMH Lithium-Ion, 2100 mAh

Number of Scans p/charge Up to 57,000 33,000

Expected Hrs of Operation 72 hours


4 hours


Approximately 7.34L x 2.75W x 3.84H

Weight Scanner Only 244 g (7.9 oz) Reader: 225 g / 7.94 oz

Color Black or White Black or White


USB, RS232, RS485 (IBM), Keyboard Wedge 1D / Linear Codes Autodiscriminates all standard 1D codes

including GS1 DataBar™ linear codes Postal Codes

China Post Stacked Codes GS1 DataBar Expanded Stacked GS1 DataBar Stacked GS1 DataBar Stacked Omnidirectional

Scan Pattern Linear Image: Single line


547 scans per second 325 reads/sec.

Motion Tolerance 25in/63.5cm per second

Scan Angle Horizontal: 33°

Decode range 1in / 2.5cm - 31in / 78.7; 100mil >20ft / 610cm 0.8 in / 2 cm - 31 in / 78.7 cm

Resolution (maximum) 0.07mm / 3 mils 0.0.76 / 3 mls


Withstands repeated drops from 1.8 m / 5.9 ft onto a concrete surface

Sealing IP53 IP52

Warranty 3 year Battery – 1 year


TARGET VERTICAL MARKETS & KEY APPLICATIONSMARKET APPLICATIONSRETAIL Point of Sale

In-store inventory tracking 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 Registration (classroom, activities) Book checkout Inventory management

TARGET CUSTOMER: PROSPECT TITLES

Decision-makers for a LI4278 sale include: IT Manager

General Manager

CIO

CFO

Business Line VP or Director (for example: operations, customer service)

RFP Project Manager/Purchasing Director


QUALIFYING YOUR CUSTOMERThe following questions will help uncover underlying needs that can be addressed with the LI4278 general purpose cordless linear imager:

Uncover the specifics of the opportunity and areas where the strengths of the LI4278 are key selling points: 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?

Do you need to capture bar codes from mobile phone or computer displays, either now or in the future?

Is price a major consideration? Are you looking for an affordable way to migrate to faster 1D scan performance and mobile bar code applications?

How do you deal with damaged or smudged bar codes in your environment?

Is scanning range important? How do you deal with varying ranges today?

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?

Are you concerned about battery life and how often you will have to recharge your devices?

Do you experience high staff turnover rates or hire seasonal workers, where ease of use and a low learning curve would be crucial?

Is 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: Is associate productivity at the POS maximized? Would you like to increase checkout throughput?

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?)

Are you able to scan bar codes displayed on mobile phones today? Do your customers expect this capability?

Do workers need to scan large or bulky items at checkout?

Specific questions for manufacturing opportunities: Are you looking to improve productivity and throughput on the manufacturing floor?

Do you need to track small components that utilize high density bar codes?

Service-related questions: What level of post-sales service and support do you expect?

What is the impact of downtime on your business?

How long can you afford to be without your product?

Is turnaround time flexible?

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?


FREQUENTLY ASKED QUESTIONSA comprehensive collection of Frequently Asked questions have been compiled under a separate cover. View the FAQ document at http://compass.mot-solutions.com/i/actions.gif


http://compass.mot-solutions.com/i/actions.gif

SELLING SERVICESSupport Services for the LI4278 Zebra’s Support Practice includes the complete Customer Services portfolio of traditional “break/ fix” services. Seamless integration with Zebra’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 LI4278 operating at peak performance throughout its lifecycle:

ENTERPRISE MOBILITY SERVICES

SERVICE DESCRIPTION TIME OF PURCHASE

LENGTH OF COVERAGE

SERVICE PART NUMBER

Service from the Start Advance Exchange Support

Advance replacement of devices requiring repair

Includes Comprehensive Coverage Full access to technical support

resources Rights to download and use software

releases and supporting documentation

Up front with the hardware (prepaid) or within 30 days thereafter

Three years SXB-LI4278-30

Advanced Exchange Support

Any time One year AXB-LI4278-10

Service from theStart – Bronze

Multiple years of seamless coverage at a one-time cost

Covers normal wear and tear Includes all materials, parts and

labor Depot repair with 3-day in-house

turnaround time Full access to technical support



Up front with the hardware (prepaid) or within 30 days thereafter

Three years SSB-LI4278-30

Service Center Support – Bronze

Seamless coverage, renewable in one-year increments

Covers normal wear and tear Includes all materials, parts and

labor Depot repair with 3-day in-house

turnaround time Full access to technical support



Any time One year SCB-LI4278-10

Enterprise Mobility Software Support

Full access to technical support resourcesRights to download and use software releases and supporting documentation

Any time One year SWS-EMTS-10

Three years SWS-EMTS-30


SALES ENABLEMENT TOOLSTo help you sell the LI4278, please refer to this set of comprehensive sales enablement tools:

INTERNAL SALES TOOLS – SUITABLE FOR INTERNAL ZEBRA AUDIENCES ONLYSales Snapshot

A quick overview document that includes basic product information and key differentiators

http://compass.mot-solutions.com/doc/410970325/LI4278-Snapshot.pdf

Sales Training

This recorded webinar given by the product manager can help you understand the product basics in less than 30 minutes

Archived Webinars:http://compass.mot-solutions.com/web/si_salesenablement/Archived%20Webinars

Internal Presentation

Internal Presentation http://compass.mot-solutions.com/go/405117545

LI4278 Online Training Course

Narrated and animated online training course created by the Education team.

Click here to be redirected to the course on the Learning Portal

Course Number ASE0404


http://www.zebra.com/training

http://www.zebra.com/training

http://compass.mot-solutions.com/go/405117545


http://compass.mot-solutions.com/web/si_salesenablement/Archived%20Webinars





PARTNER SALES TOOLS – SUITABLE FOR PARTNERS AND INTERNAL SALESPartner Brief A comprehensive document

that covers everything from key features and benefits to product differentiators, qualifying sales questions and part numbers.

On Partner Hallway:http://compass.mot-solutions.com/doc/408434945/LI4278-Partner-Brief-

Sales Training

This recorded webinar given by the product manager can help you understand the product basics in less than 30 minutes

Archived Webinars:http://compass.mot-solutions.com/go/404712961

On Partner Central:www.zebra.com/partners

Presentation Partner Presentation. This presentation is suitable for partners as it contains product information and messaging targeted at partners.


Partner Ebook

This comprehensive digital e-book contains information on target markets, market opportunity, product features and benefits and value proposition.

Available on Partner Hallway






http://compass.mot-solutions.com/doc/408434945/LI4278-Partner-Brief-

http://compass.mot-solutions.com/doc/408434945/LI4278-Partner-Brief-

http://zebra.com/partners

FOR MORE INFORMATIONFor more information about the LI4278 please contact: [email protected] or call 1.800.423.0442.


mailto:[email protected]

Documents

€¦ · Web viewThe Symbol LI4278 cordless general purpose linear imager delivers affordable next generation scanning for today’s mobile world. Whether your customers need to