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AscentERP and RFID

Transact and Transcend

How is this technology platform integrated with AscentERP to transact business events and how will future platform capabilities enable companies to transcend current operational bounds?

First, a brief RFID primer for those who are unfamiliar with the technology:

RFID, Radio Frequency Identification, has been around since WWII. It was created by the British to clearly differentiate the Allies’ aircraft from those of the Axis. Even today, the safety, routing, and efficiency of the world’s Air Traffic Management systems rely on RFID technology. As they say, “you can’t manage what you can’t see.”

AscentERP and RFIDUnlike the aircraft’s bulky transponder, the RFID tag that AscentERP deploys is contained within an adhesive label or other small form factor construction. There is no battery. Just an onboard capacitor, when within the range of a RFID sensor, stores enough energy for a pen tip-sized chip to power up. The RFID sensor, or reader, is what generates the energy field, powers up the chip, and identifies the tag’s unique code. In a distribution facility, for example, each item can be uniquely identified and tracked as it is processed through a RFID station or as it passes by, usually within 7 - 10 feet, a RFID observation point.

Now, how does AscentERP integrate with the RFID platform?

AscentERP deploys an Edge Server on the client’s premises that runs our RFID Middleware. The RFID Middleware is configured to manage all of the RFID sensors in the client’s facility. To transact a business event with RFID, AscentERP triggers a specific RFID station via the edge server. In turn, the middleware activates the RFID sensor, identifies the tag (s) within the field, and returns the unique code (s) to AscentERP. All this happens within a few seconds whether there is 1 or more items in the field. Unlike handheld barcode readers that can read one item a second and require item manipulation for a line of sight reads, RFID sensors can read up to 1000 items per second regardless of the items’ orientation as long as all items are within the confined energy field. So, for business events where one or more items need to be added to a transaction, RFID does it fast and accurately.


Is anyone using RFID with AscentERP, if so, how?

One of our customers is using it within a closed loop B2B and B2C apparel rental operation. Each rental item in their operation has an embedded RFID tag. All business events from returns to shipping are transacted using RFID stations.

Here is quick insight into a few of the business events that are utilizing RFID:

Bulk Inventory Receiving

Bulk Inventory ReceivingRFID tags, supplied by AscentERP, are embedded into the inventory items during the manufacturing process. Upon arrival at the distribution center, AscentERP reads every instance of a SKU that is associated with a PO line item without having to open up a box. The RFID cabin reads hundreds of items at a time making this item level operation quick and efficient. Once the operation is complete, the boxes are moved out of the cabin through the outbound door.

Quality Inspection

Quality InspectionA single order is usually made up of around 8 distinct SKUs.  Once the items are picked and bundled together, they are validated for accuracy against the Sales Order and quality inspected prior to shipping.   The operator hangs all the bundle in front of the RFID station, this station is made up a vertical mast with several sensors attached.  Using AscentERP, the operator reads the barcode on the Sales Order, triggers the validation process and does a quality inspection of each item.   AscentERP notifies the operator of any discrepancy found.  Without RFID, the process of manipulating each item to find and read the barcode can take up to 20 seconds which results in more focus on scanning and less on quality inspection.   With RFID, the operator focuses on quality inspection while the AscentERP and RFID does the scanning.

Shipping

ShippingThe bundle of items that make up an order eventually makes its way to the shipping station. At shipping, the operator places the items into a shipping box, performs one final validation of the contents, weighs the box, and applies the shipping label. This second validation provides final confirmation that the sales order to complete before it is picked by the courier. Using AscentERP, the operator reads the barcode on the Sales Order, moves the box to an outlined RFID zone on the tabletop, and triggers the validation process. Within seconds, the operator receives the final confirmation and the package is then ready for pickup.

Inventory Counts

Inventory CountsThe warehouse has three levels of racking on which to store the apparel items. AscentERP designed a mobile cart with onboard power, onboard Wi-Fi connectivity, and two masts, a telescoping mast that contains one sensor for the top rack and a fixed mast that contains two sensors for the bottom and middle racks. Using AscentERP, the operator can perform a wall-to-wall count of all three levels at one time by simply pushing the cart down each aisle. Using RFID, inventory counts are faster than traditional counts and can be performed with just one operator. RFID makes more frequent counts possible, which brings discrepancies to light sooner so that timely action can be taken. This is key to minimizing unnecessary ‘out of stocks’ and reducing and potentially eliminating item search time.

So, what is the future of AscentERP’s RFID platform?

In addition to RFID stations and en route Observation points both of which are triggered or activated by either an operator or a motion sensor, AscentERP will be adding wide area, ‘always on’ monitoring and geolocation capabilities. These capabilities will permit a new level of visibility to an operations professional. Like the air traffic controller who has near time visibility into an aircraft’s’ position and trajectory and with it can ensure timely flow of air traffic while avoiding potential mishaps, the operations professional will be able to visualize the position of tagged objects (merchandise, equipment, personnel) as well as their trajectory, or value flow. This insight is used to identify non-value activities that impede value flow so that the operations professional, armed with objective information, can spearhead continuous improvement while monitoring its impact on the operation. “You can’t manage what you can’t see,” so AscentERP RFID Platform will help you see, understand, and act like never before.

 


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Salesforce and AscentERP
Tuesday, November 22, 2016



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10 Hottest Sales Tools at dreamforce

From Dreamforce '15: Behavioral Analytics Are Transforming the B2B Sales Process

Billions of dollars have been poured into marketing automation technologies. Given the ability to deliver more relevant and timely information to customers with ease, marketing has gained enormous benefits.

Despite all the advances in marketing automation, however, sales teams have been stuck in the Dark Ages; working with dated technology to connect with a changed, modern-day buyer. But not anymore.

At Dreamforce ’15 in San Francisco this month, more than 150,000 attendees from 90+ countries got a glimpse of the future of sales, and that future is analytics.

Massive amounts of data harvested by robust and comprehensive analytics will supply insights that can transform sales processes. Powered by these rich and sophisticated analytics, advanced technologies will give organizations new insights to engage with and serve customers more effectively – from deeper insights that personalize the customer experience to improved sales forecasting, and modernized prospecting.

The latest Salesforce research shows that top organizations are already three and a half times more likely to use sales analytics.

“Over the last 10 years, the sales industry has witnessed a disruption. Due to the innovation of Internet cloud-based business transactions and an upsurge in sales technology development, the sales profession is in a state of rapid modernization.” James W. Phillips, Business Intelligence Analyst

Modern Sales Buyers Have Higher Expectations

B2B buyers have become “Amazonized.” They do their own online research, and leverage social channels and referrals, to find out everything they can before reaching out to a vendor. Yet, according to Accenture’s Yusuf Tayob in his Dreamforce session “Embracing Digital Disruption to Power Sales Growth,” this ‘non-stop customer’ still expects the best experience possible.

This requires personalization. Modern-day buyers want to deal with sales reps who understand them and their industry problems, and who know where they are in the buying process to give them the best experience.

Furthermore, they want vendors who respond ASAP to their needs. To allow modern buyers to “have it all” requires modern sales technology that includes automation and analytics. Tools that marketing has had for a while, but specifically built for sales.

Altered Buyers and Altered Processes Are Driving New Technologies

Automation and analytics tools are becoming available that change the playing field in sales. Sales acceleration tools, with their ability to deepen customer understanding to personalize the sales process, is one top category.“

Personalization: the Key to Stronger Customer Relationships

A 2015 Harris Poll study showed that an overwhelming majority of executive level buyers want more personalization in sales interactions, yet more than a third add that they rarely get any. Since 95% of respondents say they’d be more likely to respond to personalized outreach, sales organizations need to pay attention.

In addition, in recent research, Aberdeen Group reports that best-in-class companies that personalize content down to the sales rep level achieve up to a 36% higher conversion average and a 21% stronger lead acceptance rate.

New tools that deliver engagement analytics can unveil buyer interests and behaviors that empower sales teams to personalize their interactions. With analytics, teams can see how frequently a prospect engages with their content, and get profile data for recipients of forwarded information.

This can help you spot other stakeholders quickly. Also significant is the fact that these tools show when there isn’t interest, so teams can get to a “no” faster and turn their attention to more promising opportunities.

Speeding Up the Sales Process

Personalized outreach and deeper analytical insights ultimately mean an accelerated sales process that eliminates wasted resources and reduces customer acquisition costs. There’s still a lot of progress to be made when it comes to enhancing the sales process and engaging prospects more effectively, but it’s refreshing to see how much progress has been made in recent months.

10 of the Hottest Sales Tools at Dreamforce ’15

For sales teams, the most challenging facet of leveraging available technologies and solutions often involves sorting through the noise and identifying which tools are available. But there’s no doubt that prescriptive and behavioral analytics are key for best-in-class sales organizations to serve today’s non- stop customer.

Here are ten sales tools that deliver advanced analytics that made a particular splash at this year’s Dreamforce conference:

1. 6Sense

“Focus on customers who are ready to buy now, and keep tabs on the prospects making their way through the funnel.” That’s what 6Sense’s predictive intelligence technology does for sales teams. It essentially prioritizes contacts and helps reps understand where leads stand in the sales cycle.

2. AscentERP

With AscentERP, the days when sales reps had to call the warehouse to see if an item was available are over. This rich and insightful tool gives sales reps the visibility they need to manage customerinter actions with extra skill and enhance the end of the sales cycle.

3. Axiom

Axiom claims it can “take the guesswork out of sales” with its Integrated Selling Suite, which empowers sales teams to make educated selling decisions for better forecasting accuracy. The forecasting feature works by using real-time win probabilities that are calculated from advanced algorithms, and aligning that information with customer-specific data for highly accurate and dependable sales predictions.

4. Axtria

Over the past few years, Axtria has worked with a handful of Fortune 500 companies to transform the way they handle sales forecasting and predictions. Specifically, the firm helps clients leverage sales planning through its Axtria SalesIQ platform, which is a “comprehensive and tightly integrated framework that ensures that the same data, models and assumptions used to drive the strategic decisions permeate across tactical plans and operations.”

5. Birst

While CRM reports are helpful, Birst attempts to unify customer data, sales reports, revenue, and pipeline data into a consolidated forecast that enables sales teams to create more predictable revenue streams, based on everything from historical win rates to the “digital body language” of customers.

6. LiveHive

As the firm’s website suggests, “LiveHive uncovers ways to trim inefficiency and improve your team’s productivity, email effectiveness, and follow-up timeliness through automation and engagement analytics.” LiveHive’s power lies in its deep and comprehensive content engagement analytics.LiveHive lets sales leaders see how, and how often, reps are engaging to build best practices for the team, and reps get real-time alerts about how prospects interact with their emails and content, so they can prioritize them. With intelligent email sequencing and automated templates, LiveHive helps speed the buying process and allows teams to refine their sales models.

7. PeopleLinx

Using dozens of different data sources and insights, PeopleLinx’s predictive analytics technology recommends which actions salespeople ought to take, and at which time, in order to be most successful. Then it measures and reports on the success of the activity and tailors future actions accordingly.

8. PFL

One of the most unique sales tools on the market is PFL’s SwaqIQ software solution, which connects with the Salesforce Sales cloud to provide sales teams with new ways of connecting with clients and prospects. The platform uses predictive analytics and rule-based tasks to inform sales reps of the right time to send a gift to a prospect, and what the right gift might be.

9. TalkIQ

Sales reps waste too much time trying to record information and not enough time engaging prospects. That’s where TalkIQ comes into play. Among many other features, TalkIQ is able to transcribe conversations in real-time – eliminating the need to take notes and ensuring sales departments have accurate records that are easily searchable.

10. TopOPPS

According to its website, “TopOPPS is a sales pipeline and forecasting predictability solution thathelps sales teams focus on the best leads and opportunities in the pipeline so they can be moreeffective with their closing.” Using automation and intelligence, the company claims that reps can sellup to 25 percent more and shorten sales cycles by as much as 38 percent.

Looking to the Future of B2B Sales

By 2020, there will be more than 33 billion internet-connected devices around the world. This strongly implies there will be billions – even trillions – of data points for sales teams to get their hands on. That’s what’s so exciting and heartening about these new technologies.

Sales analytics and acceleration tools are giving sales teams the ability to capture information andcreate more advanced, data- driven sales strategies that meet prospects precisely where they are in
the sales cycle.

John Rampton is the founder and CEO of Due, a company helping small business owners from around the world to easily manage their accounting online.
 

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