Diebold expands reach with Catalina Marketing
NORTH CANTON, Ohio--DieboldÃ¢â‚¬â„¢s technicians, 3,000 strong across North America, are used to servicing all manner of high-tech security and IT system. Now, thanks to a deal with Catalina Marketing announced in September, theyÃ¢â‚¬â„¢ll be in 25,000 grocery and drug stores servicing coupon printers, fixing them when they break and troubleshooting communications issues with CatalinaÃ¢â‚¬â„¢s central host system.
Ã¢â‚¬Å“ItÃ¢â‚¬â„¢s a good-sized opportunity for us,Ã¢â‚¬Â said Jack Finefrock, vice president, retail, at Deibold. Ã¢â‚¬Å“It keeps a lot of people busy every day.Ã¢â‚¬Â
This isnÃ¢â‚¬â„¢t just about coupon printers, of course. Catalina MarketingÃ¢â‚¬â„¢s Network (Ã¢â‚¬Å“NetworkÃ¢â‚¬Â is the brand name) solution access shopper purchase data through a storeÃ¢â‚¬â„¢s point-of-sale system and delivers targeted communications (i.e., coupons) to consumers as they buy products. Because Network operates on an IP network, itÃ¢â‚¬â„¢s something Diebold is comfortable with, and interested in, servicing.
Ã¢â‚¬Å“It used to be that there was security and there was point-of-sale, and they were separate systems,Ã¢â‚¬Â said Finefrock. Ã¢â‚¬Å“Now the businesses are emerging and converging, and the IT group is responsible for a lot more than ever before. Security systems are becoming more IT-connected than ever before. This non-security application is really just another sign of things moving in that IT direction.Ã¢â‚¬Â
Diebold picked up roughly 100 service employees as part of the deal with Catalina, and has already trained roughly 600 of its technicians on the Catalina product. DieboldÃ¢â‚¬â„¢s ability to service Ã¢â‚¬Å“99 percentÃ¢â‚¬Â of the 25,000 locations with its own internal staff was a major reason Catalina chose Diebold, said Randy Parks, general manager, Retail and Information Technology, at Diebold. Ã¢â‚¬Å“In a large metro area,Ã¢â‚¬Â he said, Ã¢â‚¬Å“it would not be uncommon to have a tech do only security, or only drive-through service, or maybe only retail IT systems. However, in a lot of markets we support, where we have fewer technicians, the technicians are cross-trained, and they may work on security and retail. Then you get a place like Wyoming, and the technician will be cross-trained on everything.Ã¢â‚¬Â
Another attraction to the Catalina deal, said Finefrock, is that it puts Diebold employees in more locations that might need other services in the future. Ã¢â‚¬Å“Our main mission is that Diebold is a security company,Ã¢â‚¬Â he said, Ã¢â‚¬Å“but we do see opportunities.Ã¢â‚¬Â