Within the forklift computer market, "the need for raw computing horsepower has diminished as customers look to save money and run thinner applications", says John Geary, co-founder of Nashua-based value-added reseller and systems integrator NorthPeak Data LLC.
"Windows CE, Linux, web browsers and HTML applications are more popular," he notes. "Rather than (Intel) Core Duo processors, customers are happy with efficient, cost-effective (Intel) Atom processors. (Microsoft) Windows 7 is beginning to pick up steam and thereby increasing the requests for more DRAM capacity. Hard drives - once all rotating - are now predominantly flash due to their ability to withstand shock and temperature extremes."
Geary says some customers ask for tablets so they can utilise a unit on or off a forklift "for greater efficiency and return on investment".
Remaining challenges include DC conversion and mounting options.
"Forklifts are commonly 12V (propane) or 24, 36 or 48VDC, (electric)," Geary says. "Challenges include cold mornings and old 12V batteries for the propane lifts and worn brushes and spikes on the electric lifts. An internal supply needs to have a wide operating range to handle sags as well as the sudden high spikes."
Geary notes that the converter needs to protect the computer and provide constant and consistent power so that the computer does not experience an interruption in operation.
Geary and Don Berch co-founded NorthPeak Data on 1 January as a sales-related spin-off from Glacier Computer LLC of New Milford, Connecticut. They were among four Glacier founders in 2001. Now, Glacier manufactures its computers through subcontractors and focuses on indirect sales and builds its business through partners including NorthPeak Data. NorthPeak Data retains access to all of Geary and Berch's Glacier-originated customers but cannot sell a competing non-Glacier all-in-one forklift computer to them.
For NorthPeak, Geary handles marketing and the establishment of business relationships with hardware manufacturers. Berch handles purchasing and entering of sales orders. Both are heavily involved in sales.
As an independent reseller, "rather than be restricted by a relatively few number of Glacier products, we now sell a huge amount of data collection hardware to existing relationships that trust our input and suggestions," Geary says.
In addition to the forklift market, NorthPeak specialises in selling rugged data collection hardware for shop floor workstations, police cars and mobile workers.
Glacier Computer took steps recently "to break out of the mould" among computer suppliers, seeking to differentiate their offerings, says Ron D'Ambrosio, Glacier chief executive officer. "We expanded our product line beyond (being) a one-product company." The availability of handheld, wearable and tablet devices makes Glacier "more attractive to the reseller community".
Further, Glacier moved to expand its distribution channel beyond the reseller community. "We were more friendly and more responsive than bigger companies," D'Ambrosio notes.
A future Glacier initiative is pending. "We want to take hardware for the rugged user community and combine it with software solutions," D'Ambrosio says. "We do not possess (it) in-house" yet, but Glacier has plans in place.
The Glacier line includes the Everest in several variations including forklift applications, Windows XP, Windows 7, Linux-based E5000 and E4000 and Windows CE E2000. "The internal DC converter on the Everest is 10-60VDC making it a wider range than most," NorthPeak's Geary relates. "The Everest has the most forklift mounting options and custom software images that are done at no extra cost to the customer."
In addition to the Glacier line, other computer brands and models competing for forklift applications include the LXE VX series, Motorola 5090 and Intermec CV60.