By Andy Williams, Contributing Editor

As the one-year anniversary of The CBORD Group’s acquisition of Diebold’s card systems division approaches, the Ithaca, NY-based company spans the range of colleges and universities – small, medium and now large campuses.

To Bruce Lane, CBORD’s executive vice president, the acquisition was a perfect fit with CBORD’s strategic direction. “Finally the stars aligned to make this happen,” explains Mr. Lane. “I’d been staying in contact with my competitors at Diebold for many years and I kept after them on it.”

“Prior to the acquisition, CBORD had the largest installed base of campus card users in the industry,” said Mr. Lane. “Diebold had larger university customers and that provided us with the need to meet any size campus.” Besides its 650 colleges, mostly in Canada and the U.S., but also in South Africa, New Zealand and Australia, CBORD also has about 200 corporate accounts, including hospitals and companies like Sprint and Daimler Chrysler. CBORD serves between 6 and 7 million cardholders. It is also delving into community colleges.

“We found some beginning synergies that benefited both customer bases,” says Mr. Lane. “Diebold had a very strong core competency in access control. The CS Gold access control product is highly optimized to meet the particular needs of colleges. The product has hundreds of access control installations in colleges. It’s a very powerful, defining product and we’re looking forward to bringing that to our Odyssey customers.”

The $38 million transaction addressed a gap in CBORD’s product line by adding Diebold’s access control and security expertise. The purchase also involved Diebold’s Card System employees migrating to CBORD. Most of them did, a couple didn’t, said Mr. Lane. “There were a lot of great people at Diebold that we are now happy to have as part of the CBORD family.”

Proving to the market that the acquisition makes sense …

CBORD has spent much of the past year proving that the acquisition was good for both companies. “Anytime there’s a change in the players or the marketplace, it’s always reasonable to assume that schools or employees or suppliers are going to get a little nervous. There’s no way to deal with that other than to show it was a good combination,” said Mr. Lane. “Our goal is to make the combined companies as successful as they can be, and to make it viable over the long haul. We’ve worked really hard and made the investment to show the marketplace that it was a logical move.”

For example, he said, CBORD has moved the CS Gold help desk into a new facility in Canton, Ohio. “We’ve also refurbished our training facility in Farmington, New York.”

CS Gold is optimized for large institutions while “Odyssey has a sweet spot among smaller and medium-sized schools,” said Mr. Lane.

“The Gold system is highly desired by institutions that have an IT staff and where the operators are looking for the ability to customize all levels of software for their use. These colleges have the time and resources to get into the system. The Odyssey system accomplishes most of that through user-set parameters where you don’t have to employ a programmer to do it,” he added. Another difference between the two: Odyssey can use a Sybase ASA or Oracle database, while CS Gold is Oracle-based.

“We found that when we were competitors there are customers who want a highly customizable system and others who want a very parameter-driven system,” Mr. Lane added. “(The two products) appeal to very different campus operations. They each have different system architectures. Now either type of customer can find a solution at CBORD.”

Building interfaces and finding shared components

Building an interface between CS Gold and CBORD’s signature Webfood online food ordering system, “was one of first things we did,” said Mr. Lane. Webfood, he said, is now installed in a number of CS Gold schools.

CBORD, he said, also pioneered its campus card users’ ability to use industry-standard POS terminals developed by MICROS Systems. “They’re the largest hospitality POS provider in the world,” said Mr. Lane. “When I started working with them 20 years ago, they were a small company. What’s nice is that now we’re one of MICROS’ largest resellers in the world. That gives our customers better access to service and product enhancements.”

He said Diebold had already begun to install MICROS as a better alternative to making POS terminals themselves. “So use of MICROS was a first, great similarity and point of synergy between the Gold and Odyssey systems.”

He added: “For off-campus programs, a school often takes CBORD card readers and sticks them at off-campus merchants. The readers work off the university’s host. We have hundreds of schools that do that, but we are evolving a new off-campus merchant program, a whole different paradigm to make off campus card use a lot more possible, particularly from a cost perspective.”

Integrating access control into the Odyssey platform

CBORD is also working on integrating Diebold’s access control system into campuses currently using the Odyssey platform. Before acquiring Diebold, CBORD had relied on third-party systems, such as Best, Synergistics and Sensormatic to provide access control solutions to campuses.

“Access control is different because you have to know how to deal with resident students, those on vacation, assigning students various levels of privilege,” said Mr. Lane. “Access control matrixes seem to be lot deeper for universities. They’re not a 9 to 5 operation. The matrix of privileges seems to be more complex for colleges and a lot of off-the-shelf access systems choke on that.”

CBORD is nearly complete with interfacing Diebold’s CS Access, the original native access control part of CS Gold, to the Odyssey platform. However, CBORD will still support third-party access control products if the school doesn’t want to change.

But with CS Access capability, CBORD will no longer have to pass on requests for a one-stop service that includes access control, as the company had to do in the past. “We now have the industry’s best access control system that’s highly tuned to the campus world,” said Mr. Lane. “Some (access control) companies build their systems to work well in a corporate or factory setting, but CS Access is very attuned to the particular needs of the college students and administrators.”

The CS Access portion is not being actively marketed yet. “The development work is done,” said Mr. Lane. “CS Access is battle-proven, Odyssey is battle- proven, so we hope to have it introduced within the next few months.”

The future …

Mr. Lane said he’s been very gratified with the acceptance of this transaction among CBORD’s university clients. “It seems to me the marketplace has accepted the work we’ve done and rewarded us with a number of new accounts,” he said. As to the future: “We have a lot of tricks up our sleeve and cool new things we’re going to be doing. We’ve doubled our development capability (and) we have no plans to do anything but grow. We’re very competitive and we’re very pleased our Gold and Odyssey products are widely accepted in the marketplace.”

Campus card solutions provider Blackboard is getting into the laundry business. It has added the eSuds online laundry service to its product line, giving USA Technologies access to hundreds of Blackboard’s colleges and universities.

High Tech Laundry and Leading-edge Payment System Combine to Improve Laundry Experience

MALVERN, Pa–Blackboard Inc., the nation’s leading provider of software and services to the education industry, has become a reseller of USA Technologies’ e-Suds online laundry service.

USA Technologies announced that Blackboard had added e-Suds to its product line and would offer it to hundreds of academic institutions that use the Blackboard Transaction System.

e-Suds is the leading Internet connected laundry system that was recently featured on Fox National News for its innovativeness (click on the link to see the segment www.usatech.com/companyinfo/news/usa2006_05_24.php). With e-Suds students go online to check the availability of laundry washers and dryers through the Internet; they swipe their Blackboard transaction card to activate the laundry system, and are notified by email on their PC or receive a cellular phone text message when the laundry is done. The cost of the service is automatically deducted online from a student’s Blackboard account.

“The relationship leverages the best leading edge technology from both Blackboard and USA Technologies to bring a quality product to campuses nationwide,” said Wendy Jenkins, Vice President, Marketing, USA Technologies. “Blackboard has indicated to us that several universities and colleges are waiting on the reseller agreement, and it anticipates that these institutions will begin installations this coming summer.”

USA Technologies’ e-Suds online laundry system has already been installed at 15 universities and colleges, including Rutgers University, Goucher College, Case Western University, Temple University, and American University.

There are an estimated 1.3 million washers alone in America, with more than 700,000 located on college and university campuses. USAT’s e-Suds system already receives more than 50,000 hits a day from students.

Campus administrators praise e-Suds for generating new business and increasing customer satisfaction, while university students say it takes the drudgery out of doing laundry and frees them up to better utilize their time.

“We are excited to welcome Blackboard as a reseller, integrating their technologies with ours to bring students the most efficient, high-tech laundry service imaginable,” said Ms. Jenkins. “We believe that the Blackboard partnership is what many of our partners and potential customers have been waiting for.”

About USA Technologies
USA Technologies is a leader in the networking of wireless non-cash transactions, associated financial/network services and energy management. USA Technologies provides networked credit card and other non-cash systems in the vending, commercial laundry, hospitality and digital imaging industries. USA Technologies is an IBM Business Partner. The Company has marketing agreements with Cingular Wireless, Honeywell, Blackboard, and ZiLOG Corporation. For further information on USA Technologies, please visit www.usatech.com.

Tim Nyblom, formerly with the software company Ecora, has been added to ColorID’s sales team to help improve the company’s sales and service to its education customers.

ColorID brings aboard new addition to its Campus Card sales and service group

CORNELIUS, NC –ColorID, LLC announced it has added Tim Nyblom to its education market sales team. Tim’s previous business experience was with the software company Ecora in New Hampshire.

ColorID’s Executive VP, Danny Smith stated, “ColorID is constantly expanding its products and services in the education market and by adding Tim to our team, ColorID can improve the level of service we offer each of our customers. Tim’s technical sales and service background coupled with his enthusiasm will enhance ColorID’s ability to service our customers”.

Tim is a native of New Hampshire, and studied business administration while attending the University of New Hampshire.

ColorID is a leading identification system supplier to the card industry in the US and Europe. ColorID supplies a full line of security and access control card products, including ID printers, proximity & smart cards, pre-printed cards, blank cards, software, ribbons and supplies. Products supported include Fargo, Datacard, Eltron and Nisca printers and supplies. You can reach ColorID at 888-682-6567 or visit their web site at www.colorid.com.

Sure, students are a bank’s reason for its campus existence, but a more profitable client base includes the ones teaching the students … as well as the university administrators and staff. But attracting professors and staff that already have a banking relationship is no easy task.

Whitney Bright, vice president, Campus Banking, for U.S. Bank, said that while its programs are “tailored to the students rather than faculty and staff in terms of our ability to offer them services, they’re probably twice as profitable as a (typical) student account.” Put another way: “If we can grow faculty and staff, we don’t have to get as many students to justify the expense (of the branch),” she said.

But how do you attract faculty and staff away from their existing banks?

“We’re looking at how to (better) penetrate that market, but we haven’t yet had great success,” said Ms. Bright.

A method that works with new employees is to grab them before they have a chance to select another bank. “Employee orientation is a great way to get them,” says Ms. Bright. But the bank has to have a good in with the human resources department to make that happen. Ms. Bright reports that some universities have let U.S. Bank be part of the employee orientation program.

For existing employees, Ms. Bright suggests that direct deposit service can present an opportunity. “One of things we did with Marquette is help them with their direct deposit campaign,” said Ms. Bright. “Most schools have some kind of direct deposit. Of course, it does help to have a branch on campus. Then it’s more of a push to bank with us and to have direct deposit with us,” she adds.

At Milwaukee, Wisconsin-based Marquette, “everyone who signed up for direct deposit, received $10. The university appreciated our help in supporting (their effort to) increase number of faculty on direct deposit. If one signed up for a new account, the person got $5 and if he also signed up for direct deposit, the total was $15,” said Ms. Bright.

“(At the on campus branch), we can keep a supply of direct deposit authorization forms … which helps the university facilitate that process.”

Finally, there’s always the convenience factor to consider. In many, it’s easier to walk across campus to make that deposit, cash that check, or use an ATM than it is to leave campus to conduct routine banking business. And if the faculty or staff member has an account with the on-campus bank, he or she can save money as well as time by avoiding ATM fees.

The key to penetrating the faculty and staff market seems to a combination of patience, persistence, and creativity. Encourage your bank partner to keep the out in front of the audience and continually refine the message stressing a range of benefits. Not every benefit (e.g. convenience, cost savings, direct deposit) will resonate with every employee … but it is likely that at least one will. The trick is finding that sweet spot for each individual.

A twenty-year veteran in the technology industry has joined campus card supplier The CBORD Group as its senior vice president of sales and marketing. Prior to joining CBORD, Randy Eckels had worked with Knowledge Planet, Sprint, and AT&T.

Ithaca, New York - Randy Eckels has joined The CBORD Group, Inc. as senior vice president of sales & marketing. Eckels brings over 20 years of sales and marketing experience with major technology companies including Knowledge Planet, Sprint, and AT&T.

Before joining CBORD, Eckels was Senior Vice President of Business Development & General Manager at Knowledge Planet in Mechanicsburg, PA. There, he created a highly successful sales program, as well as a national branding strategy for Knowledge Planet, a market segment leader. Eckels previously held numerous senior level positions at Sprint, including Director of Product Management and Director of Engineering and Network Planning. Throughout his time there, he significantly grew the company’s client base and implemented innovative product management strategies. Eckels led customer focus group processes that enabled Sprint to develop marketing, branding, pricing, and packaging strategies. His management career has also included Product Management and Sales & Marketing positions at GTE Corporation and AT&T.

“Randy has significant experience in all of CBORD’s core markets–higher education, healthcare, business & industry, and hospitality,” says Tim Tighe, President & CEO of CBORD. “He has valuable technical as well as sales and marketing experience. His leadership will be invaluable to CBORD as we continue to grow and expand our customer-focused product and service offerings. Randy will oversee all of CBORD’s Sales & Marketing operations, and will sharpen our focus on positioning our innovative products and dedicated service to meet the needs of our growing community of customers.”

Eckels earned a Bachelor of Science in Electrical Engineering from Penn State University, a Master of Business Administration from Lehigh University, and a Master of Science in Information Systems from Penn State University. He will be based in CBORD’s corporate headquarters in Ithaca, NY.

About The CBORD Group
The CBORD Group serves colleges and universities, corporations, healthcare facilities, chain restaurants, supermarkets, and a host of other market segments. CBORD’s products are used in foodservice, catering, nutrition services, campus ID card privilege control, access control, housing services, cashless dining, online ordering, and other institution-wide activities. The CBORD Group serves more than 5,000 organizations in the U.S., Canada, Europe, and Australia. The CBORD Group was founded in 1975. Today it employs more than 450 professionals. Visit www.cbord.com for more information.

A California company has released a software peripheral called EzWriter that’s designed to read and write data to mag stripe cards used for access control, identification, loyalty and more. The encoding quality, according to ID TECH, exceeds the ISO 7811 standards for mag stripe cards.

CYPRESS, California–ID TECH, a leading manufacturer of automatic identification products, announces EzWriter, a personal computer peripheral designed for reading and writing data on magnetic stripe cards and similar media. Workshop is the Application Software provided with EzWriter. Learning to use Workshop & EzWriter is easy; only a few steps are needed for most reading & writing processes.

EzWriter is the ideal solution for card applications like identification, loyalty, hotel access, health, access control, and many other MagStripe card applications. The encoding quality exceeds the ISO 7811 standards for magnetic stripe cards. EzWriter’s high-end performance meets all card application requirements for data encoding.

Workshop is a Windows based PC software utility. Workshop operates in Microsoft Windows 2000 and XP operating systems. It provides all standard options and many custom options for reading and writing. All reading and writing operations are provided in a single Workshop window. For custom encoding, a set-up window provides individual track format selections and encoding parameter selections. Many custom formats are possible, like writing 210 BPI alphanumeric data on all three tracks. Database & card data file operations are supported. Workshop provides convenient features such as track erasing, card data comparisons, sequential data writing, and others.

The EzWriter is easy to operate. Cards are swiped through the card slot for each reading or writing operation. Data can be written on one, two, or all three of the card tracks. Written data is always verified (read & compared) in a single swipe. The EzWriter & Workshop support many data formats based on ISO Standards or User (custom) requirements. The User formats allow custom data arrangements, which can provide security for access control, event ticketing, and similar card uses. All formats use F/2F data bit encoding (writing). Each track is selectable for either 210 or 75 bits/inch data density.

The die cast metal enclosure provides durability and maximum stability during reading and writing operations. EzWriter provides over one million read/write operations on both High Coercivity and Low Coercivity (Hi-Co & Lo-Co) magnetic stripe cards. Double sprung heads provide a smooth and low resistance feel to the card swipe. The card tachometer has the industries highest resolution for maximum encoding precision. There are two available communication interfaces, either RS232 or USB. Included with EzWriter is a universal power adaptor, the full-feature Workshop Application Software on CD, sample cards, and complete instructions on using both EzWriter and Workshop.

About ID TECH
Founded in 1991, ID TECH employs more than 100 people at locations in California, Taiwan, and China. The company has built a reputation for technical excellence through research and outstanding design engineering. Building dependable, feature-rich products has made ID TECH a leading supplier of magnetic stripe, smart card, contactless card, and bar code reader products for OEMs, VARs, resellers, distributors, and major end users. ID TECH provides both standard and custom solutions to support customer requirements. ID TECH products are sold worldwide through direct sales, distributors, product representatives, and agents. Find more information about ID TECH at www.idtechproducts.com.